Category: Preperation

Video Training Program

I think I accomplish more than the average person simply by knowing what I want. Most people don’t know what they want. That’s why I spend so much time thinking deeply about what I want and planning meticulously on how I’ll get it. Do you know what you want? Do you know how you’re going […]

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Why the points system works

When I was starting out in my career as a fundraiser I attended a seminar with Jerry Panas. Jerry is an inspiration, and inspiring people are often associated with “big picture” ideas. At that seminar, though, Jerry shared something so incredibly basic and practical. This thing that he shared, I adopted, and it made a […]

Read more »

That’s a really great question…

I shared recently about how I was on a donor call with a development officer who is new to the industry. Before the meeting I was talking about the importance of asking good questions. It’s not enough just to listen. You have to ask great questions that elicit responses from your donor that reveal the […]

Read more »

What happens when we don’t listen to our donors?

By listening you build rapport. You build trust. This is important later on as it will alleviate tensions when you ask for a major contribution to your organization. This site is designed for individuals and organizations that are meeting with donors and prospective donors.  It’s all about sitting in the living room of a donor […]

Read more »

Do people give for tax reasons?

Two things are certain in life: death and taxes? Do major donors give to avoid paying taxes? Don’t “sell” tax advantages. Your donor can get a tax deduction for giving to any organization. They don’t need you for that. They’ll give to you because they know their gifts make a difference and they know you’re grateful for […]

Read more »

What needs to go into a major gift solicitation?

There’s no magic formula to a major gift solicitation.  I’ve solicited hundreds and hundreds of gifts.  Millions and millions of dollars.  I’ve gone in as a staff member, a professional consultant, and as an unpaid volunteer or board member.  There’s no secret sauce.  I’ve watched all the rules be broken… and then watched the donor […]

Read more »

Listening the Gift

I do a lot of training with non-profit organizations to help them achieve their fundraising goals.  I have also served on a lot of non-profit boards and make myself available to the leaders of non-profit organizations. Those who’ve spent very much time with me at all will all tell you the same thing: I talk […]

Read more »

7 Reasons why you didn’t get the gift

You were excited to get the meeting.  The donor you visited had been supporting the organization for a long time.  You put together a compelling proposal.  Sure, you were asking for more than the donor had ever given.  But this gift would allow the organization accomplish big, bold things. But the donor turned down your […]

Read more »

Your mission in their words

We remember better the things that we say much better than the things that are said to us. Think about your most recent conversation.  It’s likely that you have a better recall of the things that you said than the things that were said to you. As a major gifts fundraiser, if you spend all […]

Read more »

Are you asking for transactional or transformational contributions?

There are thousands and thousands of non-profit organizations.  And there are thousands and thousands of people tasked with the responsibility of fundraising.  Whatever the job title, the objective is raising the necessary funds to accomplish your important work. Are you asking for transactional or transformational gifts? Transactional gifts are easy.  They are given cerebrally.  You make […]

Read more »

Video Training Program

I think I accomplish more than the average person simply by knowing what I want. Most people don’t know what they want. That’s why I spend so much time thinking deeply about what I want and planning meticulously on how I’ll get it. Do you know what you want? Do you know how you’re going […]

Read more »

Why the points system works

When I was starting out in my career as a fundraiser I attended a seminar with Jerry Panas. Jerry is an inspiration, and inspiring people are often associated with “big picture” ideas. At that seminar, though, Jerry shared something so incredibly basic and practical. This thing that he shared, I adopted, and it made a […]

Read more »

That’s a really great question…

I shared recently about how I was on a donor call with a development officer who is new to the industry. Before the meeting I was talking about the importance of asking good questions. It’s not enough just to listen. You have to ask great questions that elicit responses from your donor that reveal the […]

Read more »

What happens when we don’t listen to our donors?

By listening you build rapport. You build trust. This is important later on as it will alleviate tensions when you ask for a major contribution to your organization. This site is designed for individuals and organizations that are meeting with donors and prospective donors.  It’s all about sitting in the living room of a donor […]

Read more »

Do people give for tax reasons?

Two things are certain in life: death and taxes? Do major donors give to avoid paying taxes? Don’t “sell” tax advantages. Your donor can get a tax deduction for giving to any organization. They don’t need you for that. They’ll give to you because they know their gifts make a difference and they know you’re grateful for […]

Read more »

What needs to go into a major gift solicitation?

There’s no magic formula to a major gift solicitation.  I’ve solicited hundreds and hundreds of gifts.  Millions and millions of dollars.  I’ve gone in as a staff member, a professional consultant, and as an unpaid volunteer or board member.  There’s no secret sauce.  I’ve watched all the rules be broken… and then watched the donor […]

Read more »

Listening the Gift

I do a lot of training with non-profit organizations to help them achieve their fundraising goals.  I have also served on a lot of non-profit boards and make myself available to the leaders of non-profit organizations. Those who’ve spent very much time with me at all will all tell you the same thing: I talk […]

Read more »

7 Reasons why you didn’t get the gift

You were excited to get the meeting.  The donor you visited had been supporting the organization for a long time.  You put together a compelling proposal.  Sure, you were asking for more than the donor had ever given.  But this gift would allow the organization accomplish big, bold things. But the donor turned down your […]

Read more »

Your mission in their words

We remember better the things that we say much better than the things that are said to us. Think about your most recent conversation.  It’s likely that you have a better recall of the things that you said than the things that were said to you. As a major gifts fundraiser, if you spend all […]

Read more »

Are you asking for transactional or transformational contributions?

There are thousands and thousands of non-profit organizations.  And there are thousands and thousands of people tasked with the responsibility of fundraising.  Whatever the job title, the objective is raising the necessary funds to accomplish your important work. Are you asking for transactional or transformational gifts? Transactional gifts are easy.  They are given cerebrally.  You make […]

Read more »