No one ever raises charitable gifts by themselves. Ever. There was a professor decades before who showed interest in that donor as a student. There was a nurse who showed compassion to a family while caring for their loved one. There was a volunteer whose winsome words struck a chord. There was a leader who…
Author: Jason McNeal
I provide leadership, advancement and fundraising consulting services to educational, healthcare, and non-profit organizations.
What Do I Want To Learn?
This is the most important question a gift officer can (and should!) ask themselves before a visit with a donor or prospective donor. It brings into quick focus the fundamental purpose of the visit. It requires a plan (and, usually, additional questions) to have prepared prior to the visit. And, it is a reminder that…
Philanthropic Timing
Sometimes, the prospective major donor is not ready to be invited to give. She needs to learn more about the initiative. She has questions. She hasn’t made a major gift previously. There could be any number of different reasons. Other times, the relationship between you and the prospective major donor is not ready for the…
The Annual Giving Bomb Set Is Coming
Surfers live for the “bomb set.” This is the series of the largest, most rideable waves that come along only every so often. The surfers in the lineup wait for the bomb set to arrive and then frenziedly work to position themselves for the best rides of the day. In the annual giving world, we…
5 Phrases Used By the Ablest Gift Officers
“I don’t know.” This phrase provides a reason to circle back with the donor (if needed). Just as importantly, this phrase builds trust because it positions the gift officer as a professional who is confident and humble enough to admit there is something they don’t know. “It occurs to me. . .” This is a…
The Absolute Worst Time To Start A Campaign
“Donors won’t be able to give because inflation is too high.” “The stock market’s downturn will cause donors not to give.” “There is a recession coming so this isn’t a good time to start a campaign.” You’ve probably heard Board members, donors, or well-meaning colleagues make statements similar to these when the idea of a…
Strengthening Your Advancement Culture
If the only people who are involved in major gifts discussions are the major gifts officers, silos will be built. If the only people who pay attention to advancement budgets are the accounting and finance professionals, disconnections and confusion will emerge. If the only people with a focus on recruiting attendees to an event are…
Things Good Leaders Say
Not long ago I had the good experience of listening to Adam Weinberg, president of Denison University address parents and families of current students. He delivered prepared remarks for about 15 minutes (no powerpoint) and he spent another 45 minutes addressing questions from the audience. Here are 3 things president Weinberg said that struck me:…
Budget Decisions
Most advancement leaders agree: Major and principal gifts most often emerge from longer-term, trusting relationships built with donors on a foundation of personalized, face-to-face interactions. Annual giving programs are most effective when they are built on a foundation of consistent, multi-channel direct invitations to give. Special events should be few and are inefficient for fundraising….
Be The Wave
Ocean waves are constant. If you’re like me, that constancy is big part of the allure of a beach vacation. The dependability of both the visual and aural “white noise” of waves at the beach cause an immediate sense of peace and calm for me. But ocean (or Gulf) waves are more essential than providing…