Giving is Good
“What amount could this donor give if she was enthusiastic about this request and our institution was her number 1 charitable giving priority?” “What amount am I going to invite her to give?” “What amount do I think she will give?” Far too often, major gift officers either do not know or are vague in…
Steve Jobs, the former CEO and co-founder of Apple Inc., is quoted to have said, “Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” I’ve reflected on this counterbalance to “the customer is always right” perspective for years. I can recall, for…
When each was recruited to serve, what percentage of the members of your institution’s governing or Foundation Board were invited into a conversation about the giving expectations associated with Board membership? How many of your institution’s major donors have affirmingly stated, “we will continue to be supportive,” after finishing their most recent major gift with…
The very best, most successful advancement folk never confuse what they do with how they do it. You aren’t a fundraiser. You aren’t a gift officer. You aren’t a relationship-builder. You aren’t even a development professional (whatever that might mean!). Those are all examples of how you do your work. When you work exceptionally well,…
If we’ve learned anything over the last 6 months its that development officers and performance metrics’ systems myopically focused on meeting in-person donor visit goals have struggled to adapt. That’s because the real work has never been about the in-person donor visit. The real work has always been about creating learning opportunities and experiences so…
The phrase, “out of order,” is used to describe when something is broken or not working or when someone is behaving in a way that is unacceptable or not customary. The reverse assumption, would be that “being in order,” is synonymous with being correct or acceptable, or working properly. Words matter, of course. …
Maybe you’ve been in this meeting. A colleague speaks up and with firmness states something like the following: “A lot of people are upset with our decision.” Or. . . “Many of our donors are complaining about our communications.” Or. . . “Our volunteers don’t agree with our strategy.” If you ever hear statements like…
If you still believe “raising money” is the goal, you’ve missed the point. The point is to educate people regarding a meaningful need, share with them the benefits and the joys of acting generously, and invite them into partnership to help address the need. The money is just a happy byproduct of that work. If…
“Donor visits” have been a cornerstone performance metric for most all gift officer evaluations. But, instead of advancement leaders communicating clearly that donor visits were only a proxy for donor engagement – that the visit only represented potential evidence of donor engagement – the donor visit itself became donor engagement. Sure, many performance metrics systems…
If you Google, “questions to ask before hiring a campaign consultant” (or something similar), you will no doubt wade through an almost-endless supply of results which purport to provide you with the keys to asking the most salient questions of potential consultants. There are tons of numbered lists – “the 10 questions every consultant should…