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5 Tools to Add Optimism to YOUR Major Gift Work

“Optimism can take you anywhere!” — Jake and Rocket, Life Is Good

Major gift development work is both rewarding and demanding. Even the most positive of us can get discouraged from time to time with heavy travel schedules, too many meetings, budget realities and well, just life. Our attitudes are contagious and not only will we experience more success, we’ll be happier if we manage our mindset. Here are 5 tools you easily can use to help stay optimistic!

Rename your “To Do” list your “GET To Do” list. It is subtle, but powerful. Today, and every day, we GET to do our work. We have the opportunity to make a difference in the lives of our donors and our institutions. Yes simple, but powerful.
“People love to give me money.” For years this has been my positive affirmation. No, I am not implying people give money to Marcy personally….but I DO represent my organization, I DO believe my cause is worthwhile or I wouldn’t be working here, and I DO believe my donors experience joy and satisfaction when we work together to find the best investment for them in my organization! How many of you are thinking, “People are asked so much, this is really hard.” Change this to, “People love to give me money!”
Keep a “Ta Da” list. We spend so much time crossing off and adding to our “To Do” lists (now your GET To Do list) but we quickly forget what we have actually achieved. At least once a week (I suggest Friday) make a list of the what you got done…scribble as much down as you can think of in a little notebook. Reread last weeks. Now go and enjoy your family and the weekend.
Call a donor and say, “Thank you!” You will be surprised how this lifts your spirits. Pull a list of all donors to one of your projects and just make a call once a week. No answer? Leave this message, “Hi, Matt. This is Marcy Heim. I thought of you today as I was working on the new equipment project and I was reminded of your kind gift. I simply wanted to say, “thank you” and visit a bit. Sorry to have missed you. Know that you make a difference and we are grateful for your help. Enjoy your day.”
Experience your Mission. Nothing will bring your optimism up more powerfully than to get right into the reason you are raising money in the first place. Do whatever you can to get close up and personal with the good your cause accomplishes.

As Jake says, “Optimism can take you anywhere!”

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WANT TO USE THIS ARTICLE IN YOUR EZINE OR ON YOUR WEB SITE? Please do! Just be sure to include this complete blurb with it:

Marcy Heim is a sought-after coach and trainer to fundraising leadership, staff and key volunteers who are transforming the world by encouraging philanthropy for their missions. She is a trusted authority in the development profession, who helps organizations and educational institutions uplevel their major gift programs through artful, long-term relationship building that dramatically increases fundraising success AND promotes increased staff job satisfaction. Her monthly Artful Action newsletter inspires leadership and staff to embrace the real power and joy of philanthropy. If you are ready to take your development efforts to the next level, you can sign up for a F.R.E.E. subscription at www.marcyheim.com.

October 25, 2011

Uncategorized

Create YOUR Circumstances!

“People are always blaming their circumstances for what they are. I don’t believe in circumstances. The people who get on in this world are the people who get up and look for the circumstances they want, and if they can’t find them, create them.” — George Bernard Shaw

In our major gift development work…as in life, every day is filled with circumstances – the “state of affairs.” Too often we simply accept that these are the cards we have been dealt, shrug and plod along. Like Mr. Shaw, I don’t believe in circumstances. Instead….

Make the most of the prospective givers you know now. “My portfolio doesn’t have as much potential as Joe’s.” When I worked at the University of Wisconsin, my constituency was Life Sciences and Agriculture. Clearly engineers had more wealth! You could see 10 lawyers and never leave one floor in a high rise – mine were hours apart! “My mission does not address basic needs.” And, of course, the current favorite, “The economy!” The magic of major gift success lies in the relationships we build – in propelling ourselves out of our desk chairs, prying ourselves away from our ‘life-changing’ email and getting out and talking to prospective givers. Use energy, creativity and take a long-view in your major gift work and I promise you will find wonderful gift surprises in every constituency, mission and portfolio. Read more

October 5, 2011

Uncategorized

Create YOUR Circumstances!

“People are always blaming their circumstances for what they are. I don’t believe in circumstances. The people who get on in this world are the people who get up and look for the circumstances they want, and if they can’t find them, create them.” — George Bernard Shaw

In our major gift development work…as in life, every day is filled with circumstances — the “state of affairs.” Too often we simply accept that these are the cards we have been dealt, shrug and plod along. Like Mr. Shaw, I don’t believe in circumstances. Instead…

1. Make the most of the prospective givers you know now. “My portfolio doesn’t have as much potential as Joe’s.” When I worked at the University of Wisconsin, my constituency was Life Sciences and Agriculture. Clearly engineers had more wealth! You could see 10 lawyers and never leave one floor in a high rise — mine were hours apart! My mission does not address basic needs.” And, of course, the current favorite, “The economy!” The magic of major gift success lies in the relationships we build — in propelling ourselves out of our desk chairs, prying ourselves away from our ‘life-changing’ email and getting out and talking to prospective givers. Use energy, creativity and take a long-view in your major gift work and I promise you will find wonderful gift surprises in every constituency, mission and portfolio.

2. Deal with staffing issues. Of all the circumstances that can poison energy and drag down productivity, it is the staff member who is contributing barebones either by laziness, ignorance or attitude. These tend to also be the ones who run to HR or the ED and stir things up. Sadly most of the time we invest energy into working around these folks. Don’t. Document. Hold accountable and see results or take action to move them out.

3. Remember the serenity prayer. If you don’t, Google it and read it. When should you just “let it go” or “buck up”? When is something really “small stuff” and when do you need to deal with it? Here’s my three-step check list.

1. Am I Hungry? Am I Tired? Some situation is really bothering you. Ask yourself, “Am I hungry? Am I tired?” Seriously? Yes. A small issue looks overwhelming when you’re exhausted. Have you ever chewed someone’s head off when really you just needed to chew on some food? Write down the circumstance. Do nothing. Get some rest and/or food. Look at it again. If it is still bothering you, then figure out what to do about it.

2. Is this circumstance a constant companion? Is this situation something that is grinding on you? You tell your spouse? Colleagues meet at the coffee pot to complain? If there is something in the environment that is gnawing at you, dig deep to see how it is impacting your personal life, your health, your happiness. See the organizational chart and your box. Ask yourself, “Will my box ever be different here?” In my coaching, both with staff and leadership, the most popular questions center around how long it should take to get to a major gift ask and the pressure/stress we feel around this issue. Organizational expectations need to line up with personal value systems or — change your circumstances.

3. Am I being a victim? Poor me. Blaming your circumstances is a very convenient way to get validation and attention. There are always other complainers around to join in. And, you don’t have to take any risks. When you feel like a victim you tend to not take action. For example, if you call for the appointment or make an ask you might face possible rejection or failure. It protects you from the heavy lifting that comes with taking responsibility. As long as I can wring my hands over my circumstances I don’t have to dig in, create major donor action plans and implement them!

A few short days before we were set to leave for our anniversary getaway, school started. Our 13-year-old son, David, was placed in a section in his small, gifted-and-talented, private school with not one of his four closest guy friends. The 8th grade year loomed long, indeed. They told he was “outgoing and charismatic” and would be just fine (in other words, no section changes would be made). We had to search and research alternative circumstances or decide this was “small stuff.” We dropped a very happy David off at his NEW school on our way out of town. Create YOUR circumstances!

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WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? Please do! Just be sure to include this complete blurb with it:

Marcy Heim is a sought-after coach and trainer to fundraising leadership, staff and key volunteers who are transforming the world by encouraging philanthropy for their missions. She helps organizations and educational institutions uplevel their major gift programs through artful, long-term relationship building that dramatically increases fundraising success AND promotes increased staff job satisfaction. Her monthly Artful Action newsletter inspires leadership and staff to embrace the real power and joy of philanthropy. If you are ready to take your development efforts to the next level, you can sign up for a F.R.E.E. subscription at www.marcyheim.com.

September 28, 2011

Uncategorized

Artful Action Can Be Imperfect Action!

“If you put everything off until you are sure of it, You will never get anything done.”
— Norman Vincent Peale

It is said there is nothing that weighs heavier on our mind than the guilt and pressure of an undone, but high-importance task. We blame procrastination, our busy lives, our too-full plates, or others for not getting it done. We lose sleep, we worry, we make excuses. What we don’t do is really dig deep about WHY we don’t seem to get to it.

We development folk are a creative, sincere, dedicated bunch. We want our donors to have an amazing experience as our donors — a perfect experience, in fact. We want the people we involve with our donors — faculty, volunteers, leadership — to be enthusiastic, articulate, respectful and engaging when they talk to our donors, we want the receipt letters to be well-written, promptly sent, we want our events to be well run and on beautiful days…in a nutshell, we want our donors to have PERFECT experiences with us.

Perfect is tough. Impossible, really. Instead considering the following…

Will this action be as meaningful to my donor if it doesn’t happen soon? For example, instead of delaying to find the PERFECT birthday card, use a blank card and gleefully write. “I am celebrating your birth and all you mean in my life!” Then MAIL IT.

Is simple OK? Many of my donors love handwritten notes, but if it is simpler for you to send an artful email, do it!

Can I chunk it? Every time I focus my attention on a larger, more difficult task, random thoughts cross my mind about the project (besides, “Wow, this a monster task!”) Write down these idea(s) on a sticky. Often these inadvertently become STEPS to working through the task. Now DO THE FIRST ONE.

Sleep on it.Our subconscious minds are amazing — always working. The last thing before I go to sleep, I will ask (an artful ask!) my mind to work on a particular topic or situation. I often wake up with several ideas to scribble down on the notepad right by my bed.

Set a timer. Tell yourself that this won’t be your best work, but that you will work on this task for 15 minutes. Generally you will work longer once you start.

Dictate and Be Done or Draft and Be Done. When I had a long major donor visit, I would often dictate both a follow up letter and a contact screen driving to the next meeting. At other times, I’d key in my report like crazy. But then it would take me days to review the drafts, make it read better and finally send them. Instead, quick read the drafts — on have your assistant or a co-worker. If it makes sense, send it!

The point is, these all are “imperfect actions” but in the grand scheme of your donor relationships, they are appropriate actions. I was never a fan of “good enough” until I really came to understand that “good enough” is clearly better than “not at all,” and that “good enough” brings positive feelings, while “not at all” brings disappointment. So challenge the well-meaning perfectionist in you and take Imperfect Action … RIGHT NOW!

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WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? Please do! Just be sure to include this complete blurb with it:

Marcy Heim is a sought-after coach and trainer to fundraising leadership, staff and key volunteers who are transforming the world by encouraging philanthropy for their missions. She helps organizations and educational institutions uplevel their major gift programs through artful, long-term relationship building that dramatically increases fundraising success AND promotes increased staff job satisfaction. Her monthly Artful Action newsletter inspires leadership and staff to embrace the real power and joy of philanthropy. If you are ready to take your development efforts to the next level, you can sign up for a F.R.E.E. subscription at www.marcyheim.com.

August 29, 2011

5 Tools to Add Optimism to YOUR Major Gift Work

Create YOUR Circumstances!

Create YOUR Circumstances!

Artful Action Can Be Imperfect Action!

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