It’s scary alone — Gather a Village!
Let’s get real here. The math of major gift work say it takes about 3 prospective givers on their way to being ready for your Artful Ask to have the “rights” line up for one to give you your “yes.” And it can take up to 9 meaningful touches to create that Joyful Giver. So if you want just 5 new major gifts in a year, 135 meaningful touches (9 X 3 X 5) are required. That’s just for 5 new gifts. HOW can you POSSIBLY DO IT ALL? You can’t. At least you can’t do it all yourself.
“But we don’t have a large staff.” “But, I also do events.” “But my board (and perhaps other staff, too) think that it is MY job as the development officer. Not theirs.”
Scary, isn’t it?
Overwhelming, isn’t it?
Here’s what you do!
- Write out a list of “meaningful touches” that will engage your major givers. Think of actions that fit all personality types, honor the limited time of the leadership and board and are REPEATABLE. Example… a personal invite to something – tour, event, lunch, meeting with staff, small gathering, meeting with someone who has been touched by your mission in action!
- Write out a list of “meaningful touches” that say, “WE APPRECIATE YOUR INVESTMENT – YOUR GIFTS” regardless of the size. Again, think of actions that fit all personality types, honor the limited time of the leadership and board and are REPEATABLE. Example… a handwritten note, a phone thank you call, a personal encouragement to attend a thank-you gathering, an interaction with someone who has benefited from the giving, and more.
- Think of PARTNERS who can DO THESE ACTIONS! Who are prospective partners? How much space can I take? CEO, CFO, ED, Board members, other donors, former Board members, faculty, program leaders, counselors, the receptionist, the janitor, volunteers, friends, program directors, other staff, marketing and communication team members, recipients of grants, services or program benefits, those who have turned their lives around – the living, breathing IMPACT of your mission.
- NOW… what can these partners do? Help you get a more complete picture of your major donor – how they feel and think, help you create a Joyful Giver, help you demonstrate you are a Grateful Recipient for their gifts, model their own giving, help you create the plan to best serve and engage your donor. (They DON’T finger their friends to be hit up or Open their rolodex so you can hit this up).
THAT was the HARD PART!
Now… Gather your list of Touches, Gather your Village, and create a RAP! A Relationship Action Plan for each TOP MAJOR DONOR (Focus!..)
What sort of legacy do you feel this donor would like to leave with your organization?? Your largest and best guest!
Then… look at your list of Joyful Giver and Grateful Recipient Actions.
NOW…..share my Cycle of Successful Relationships and this calendar with every partner and CONDUCT THE ORCHESTRA! IT IS YOUR JOB to SEE THAT IT HAPPENS – but NOT TO DO EACH TOUCH!
You do not have to do this alone. Creating exciting, long-term major giving relationships is EVERYONE’S OPPORTUNITY! You simply need to show them the plan and where they fit.
Now… smile, the orchestra sounds great and the dollars are coming in!
