Author: Jason McNeal

“At what point during our campaign should our Quiet Phase end and our Public Phase begin?” The universal answer to this common question is some percentage of the total campaign fundraising goal.  For instance, “you should never go public before hitting 60 or 70% of your goal.” But, this type of cookie-cutter response isn’t a…

Be an advocate for the institution. Be a ratifier of the institution’s mission, vision, and strategic plans. Be an advisor regarding the capacities, interests, and opportunities to more deeply involve current donors. Be a door opening influencer for institutional leaders to engage new donor prospects. Be a resource guarantor so the advancement program has the…

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…

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…

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…

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…

“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…

“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…

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…