I’ve moved more times than I can count. Every time we pack boxes, haul furniture, and start over somewhere new, I’m reminded that life is full of transitions. Some are big—like relocating across the country—and others are small, like shifting how we spend our days. But the rhythm is the same: endings and beginnings, letting go and starting fresh.
Fundraising has that same rhythm. Each year brings a new cycle of giving, and as we move toward the close of the year, it’s time to pause, take stock, and make sure we’re on track with the people who make our work possible—our donors.
One of the most practical, grounding things you can do right now is pull your lists. Not just any lists, but the ones that tell the real story of your relationships.
Two Lists That Tell the Truth
The first list is the classic LYBUNT list—those who gave Last Year But Unfortunately Not This Year.
Pull that report and sort it from the largest gift to the smallest. Then slow down and read the names. Don’t just glance at the numbers—look at the people. Do you know their stories? Do you remember what moved them to give last year? Have you connected with them recently?
This list isn’t meant to shame or panic you. It’s simply a mirror showing where relationships might have drifted. Sometimes a donor hasn’t given because life got busy, an email went to spam, or the organization hasn’t reached out in a while. The point is not to judge the donor—it’s to see where connection has faded.
But don’t stop there. The LYBUNT list can trick you into thinking everything’s fine if someone gave even a small amount this year. Maybe they set up a $25 monthly gift, so technically they’re “active.” Yet last year they also gave a $10,000 one-time gift, and that hasn’t happened again.
That’s why you need the second list—your biggest cumulative givers over the past two years. Create columns for 2023, 2024, and year-to-date totals. Sort the data top-to-bottom for each year. Who rose to the top? Who dropped off? Who’s given less so far this year?
These names are your early-warning signals and your opportunities. You’re not assuming anyone will repeat a big gift automatically. You’re simply checking the health of the relationship. When was the last time you saw them, called them, or wrote them a note? Have you invited them to an event, shared an update, or thanked them in a personal way?
If you find yourself saying, “It’s been a while,” that’s your cue.
Methodical Work Builds Meaningful Relationships
Good development work isn’t glamorous. It’s methodical. It’s pulling lists, looking at names, taking action, one relationship at a time. Every shared moment—a visit, a phone call, a handwritten note—adds another layer of trust and connection.
Think ahead for a moment. Picture yourself at the end of the year, staring at those same lists. You see a few people who still haven’t given, and you’re about to pick up the phone. Ask yourself: What do I wish I had done earlier to make this conversation easier?
That question alone can change how you approach the next few weeks. Because when you stay in touch—when you check in with care instead of pressure—something starts to happen. Donors who seemed “quiet” begin to re-engage. Gifts appear not by magic, but through consistent, thoughtful work.
And while we’re talking about lists, let’s retire one phrase for good: “underperforming donors.” Donors don’t underperform. Organizations do, when we fail to connect with people who’ve already shown us generosity.
So don’t think of this as a data exercise. It’s an invitation to reconnect. Each name is a relationship waiting for renewal, a conversation waiting to happen, a story waiting to continue.
The Call to Act
Before the next rush of meetings, carve out time to pull those two lists. Review them carefully. Mark the names that matter most, and start reaching out. Do it thoughtfully. Do it methodically. Do it because strong relationships are the foundation of every great mission.
And if you want a guide to help you build those relationships with clarity and confidence—join us at Major Gifts Fundraiser.
We’ll help you move from reacting to planning, from chasing dollars to cultivating lasting partnerships.
It starts with one simple step: pull the list. Then start connecting.