Below is a recreation of a honest-to-goodness telephone call I had with an alum donor – we’ll call him Mr. Smith – some years ago: Mr. Smith: Hi Jason, I’d like to establish a named endowment. Me: Great! Tell me a bit about what you’re thinking. Mr. Smith: I’d like it to go to scholarships…
Category: Fundraising
Seeing Donors As They May Not Be
Assumptions are funny. Many times we don’t even know we have them and yet they provide us with fundamental models on how we view and respond to the world. Watch this quick video link of Derek Sivers from the TED Conference: What are the assumptions that your organization holds about its donors? Here are…
On Becoming a Giving Consultant
I may not know your organization specifically, but I know something about your donors: The top donors to your organization give to other organizations as well. They have various philanthropic interests. And with well over 1.5 million non-profits registered in 2009 (an staggering increase of 33% in the last decade), there is more competition for…
The 3 Principles of Getting Donors to Yes
How would others describe you – as a busy person, or as a person who is able to get donors to respond generously? There are many busy people – in fact, most everyone these days is busy. But there are only a few people who encourage donors well. Getting donors to “yes” more often has…
Increasing the Value Proposition for Your Donors
Here’s a simple little math formula: The higher the Gift Value Proposition, the more likely the donor is to make the gift. So, how do we make the Gift Value Proposition as high as possible? You could reduce the ask amount. If the top part of the equation holds constant, reducing the denominator (Ask Amount)…
Solicitation Without Inspiration Equals Frustration
At a national conference for advancement leaders yesterday, I listened to a keynote presentation given by Patrick F. Bassett, president of the National Association of Independent Schools, regarding key trends and predictions for advancement. One statement he made struck a chord with me, “We are learning from surveys that major donors are reporting an increase…
Asking for Money or Educating?
Do you view your work as asking donors for money? Or do you view your work as educating donors? The difference, of course, is substantial. One question, the first, is focused on a transaction in which we get some of what the donor has. It also suggests that we are responsible for the asking. On…
When Donors Say Hello
“Hello??!!??” We’ve all heard that word – used in that way – before. You, perhaps, have used it yourself. You’re at a store and the teenage clerk doesn’t stop the personal call on her mobile phone long enough to scan your items on the belt. You may feel the urge to say, “uhh, Hello??!!??” As…
The Most Important Prediction for the Next Decade
I’ve made broad and sweeping predictions on how technology, donor expectations and regulation, and major gifts will impact philanthropy and our work in the next decade. Now, I offer the final, most important philanthropy prediction for the next decade. . . 2020 Philanthropy Prediction 10: Institutions that thrive will systematically and regularly ask donors for…
2020 Philanthropy Predictions – Part III
Below is the third installment in the four-part series devoted to philanthropy predictions for the 2010-2019 decade. Part I focused on how technology will change our work over the next 10 years, while Part II focused on the ways donor expectations and the regulatory environment will impact our work. Part III focuses on major gift…