Every morning, when I sit down at my desk, I take a deep breath and think about the work we get to do together. You and I, in our own ways, are trying to make the world right. To bring it closer to what it was meant to be.
The Reverend Dr. Martin Luther King Jr. said, “The arc of the moral universe is long, but it bends toward justice.” I’ve always loved that idea. I want to take the full weight of my life and lean on that bend—pressing just a little harder so that, in some small way, my efforts help move it further toward justice.
Now, justice is an interesting word. In the Western world, we often think of it as law and order—people getting what they deserve. But justice, to me, is bigger. It’s making the world right again. It’s healing what’s broken. When you help families rebuild after disaster, or give children access to quality education, or bring clean water to communities—those aren’t acts of charity. They’re acts of justice. You’re restoring what was meant to be whole.
And that’s what your work is doing every single day. You’re bending the arc. You’re leaning on the bend. My role—what gets me out of bed every morning—is helping you do that better. Helping you raise the resources and build the relationships that sustain that work.
The Rhythm of Year-End
If I were sitting in your chair right now—as a development director, a major gifts officer, or an executive director—I’d be thinking about how to finish the year strong.
Here’s what I’d do first: pull a list of people who gave last year but haven’t yet given this year. That’s your LYBUNT list—Last Year But Unfortunately Not This year. Then, pull your biggest cumulative givers from the past two years and see how their giving compares this year. Some may have given less, or not at all. Those are names you want in front of you.
This isn’t just about data. It’s about relationships. Look at that list and think: Who needs to hear from me? Who deserves a touchpoint right now? Maybe it’s a quick text, a handwritten note on your newsletter, or forwarding an update they’d enjoy. You’re not asking for anything—you’re simply being present.
As November rolls around, I like to make gratitude my theme. Thanksgiving shouldn’t just be a day—it deserves the whole month. Gratitude is magnetic. When we exude it, people are drawn in. Donors who haven’t given yet are reminded of their connection to your mission. Others are inspired to give again.
I call them gratitude calls. These aren’t thank-you calls for a specific gift. They’re calls that say, “I was reflecting on what I’m thankful for this season, and I thought of you. I’m grateful for your friendship and partnership.” Simple. Genuine. Human.
You’ll be amazed by what happens when gratitude becomes the atmosphere around your work. Gifts come in without being asked for. Doors open that once felt closed. People remember why they give—and why it matters.
Trust the Process
By early December, you’ll notice names disappearing from your list—people who’ve already given because of the gentle nudges you’ve made. When you send your year-end letters, they won’t come as a surprise; they’ll feel like a continuation of a relationship that’s already alive.
Your letter might say something like, “You may not even realize it, but you haven’t given yet this year. Many of our supporters take great pride in their consecutive giving, and I’d hate for you to miss a year without realizing it.”
That’s not pressure—that’s invitation. It reminds your donors that they’re part of something bigger.
And by the time you make those final calls in late December, you won’t be calling cold. You’ll be calling from a place of abundance. You’ve shown gratitude. You’ve reached out. You’ve built trust. Now you’re simply inviting your partners to join you again as you lean on the bend.
This is the process. One touchpoint at a time. One note. One call. One letter. It all builds toward something bigger—a long-term relationship that leads to major gifts and transformational generosity.
Trust the process, and the big gifts will come.
If you’d like coaching to walk through this process—how to structure your lists, build your year-end communication plan, and strengthen your donor relationships—we’d love to help.
Reach out to us at clark@majorgiftsfundraiser.com. Let’s lean on the bend together.