Greg Warner

author avatarMarketSmart characters
MarketSmart lightbulb icon
Donor Complaints: Why it’s a bad idea to get upset with donors when they complain

No one likes to hear complaints.  But when you work for a nonprofit or a private sector business, you need to welcome complaints. Here’s why:… Read More


Top 3 reasons why major gift or legacy gift officers don’t have enough meetings with donors

I hear a lot of people complaining about gift officers not meeting with enough donors. Usually, these complaints come from people who don’t really do… Read More


At last, the one big thing every fundraiser needs to know to be successful

After more than a quarter century as a fundraiser and a professor focused on fundraising research, theories, data, and experiments, Dr. Russell James has determined… Read More


Are you a schmoozer?

If you think fundraising is about schmoozing, please change your attitude quickly or leave the profession. Several times I’ve heard fundraisers say that they’re good… Read More


The worst way to start a conversation with a donor

“Did you get the [information, brochure, or letter] I sent?” Has anyone really had great success starting an outreach call with this question? In my… Read More


Top 10 Reasons Why Major Gifts Fundraisers Fire Their Employers

As a Major Gifts Fundraiser don’t you want to fire your employer at times? Here are my top 10 reasons why many do just that…. Read More


Thanking vs. Appreciating

Mechanized thank you’s. I’ve been thinking that, perhaps, too many organizations have turned thanking into an automated obligation. They realize it’s something they’re supposed to… Read More


Why people WON’T give you money

Today, instead of talking about what makes people give, let’s take a look at what thwarts giving. You can find examples of communications that depress… Read More


Buckle up, fundraisers—hyperinflation and other factors are likely to change everything very soon

I sincerely hope I’m wrong. After all, I’m no economist. But it’s becoming more and more difficult for me to ignore the storm clouds gathering… Read More


Are you doubling down on a low-dollar fundraising strategy?

A few years ago a client told us she was being asked by her leadership to consider cancelling her MarketSmart subscription.  She said that during… Read More


The Top 3 Reasons Spray-And-Pray Fundraising Communications Fail

The traditional spray and pray marketing communications tactics just don’t work. Here’s why: 1. They are Irrelevant In this day and age, people get bombarded… Read More


You Can’t Marry Your Donors After the First Date

Donors build relationships with nonprofits the same way they build relationships with people. Slowly! Step 1: Meet through friends Step 2: Chat a bit Step… Read More


Top 10 reasons you should take the new Donor Story: Epic Fundraising online training course with Dr. Russell James

Top 10 reasons you should take the new Donor Story: Epic Fundraising online training course with Dr. Russell James You’ll understand the secret reason people… Read More


You Don’t Need Data, You Need Actionable Intelligence

You have plenty of data. That data probably includes donation recency, frequency, and monetary value. You might also track involvement information (participation in events, volunteerism,… Read More


6 reasons why some donors prefer to stay anonymous

In case you’ve ever wondered why some donors prefer to stay anonymous, here are 6 proven reasons why: They do not want fundraisers from other… Read More


The 6 most read parts of any major gift letter

I’m always a bit baffled when I see fundraising letters that fail to take into consideration the following. After all, research by Professor Siegfried Vogele has clearly proven… Read More


What The Heck Is Progressive Profiling And Why You Need To Do It?

It’s about their timing, not yours. Fundraisers, as well as their organization’s leadership and board members, need to come to terms with the fact that… Read More


10 Ways to Deliver Value to Your Major Donors and Planned Giving Prospects

Find ways to release dopamine and/or oxytocin in your supporters’ brains. Oxytocin creates intimacy, trust, and builds healthy relationships. It is essential for creating strong… Read More


The top qualification and prioritization data points you should consider before you reach out to your supporters to build a caseload

We surveyed a few hundred fundraisers to find out what they felt were the most (and least) important data points for qualifying and prioritizing major… Read More


Isn’t it time you leveraged technology so you can be the fundraiser you always wanted to be?

Let technology do what you don’t do well. Everyone knows that technology has been the key for innovation in the private sector. But the nonprofit… Read More


What to do when a supporter notifies you that they left your organization in their estate plan but won’t take your calls

I know, it’s frustrating. You want to thank them but they won’t respond to your outreach. First things first. There are a bunch of reasons why… Read More


16 Simple Things Your Best Donors Want

Here’s my list of essential major donor needs that you must aim to fulfill: Your best donors want you to do the important work they… Read More


Are you ready for the 24/7 donor?

Accenture – the world’s largest consulting firm – says that we’re in the era of the “nonstop consumer”. According to their website, “A customer’s path… Read More


Top 10 Reasons Why Gift Officers Won’t Make Outbound Calls to Donors

The reasons why fundraisers won’t make outbound calls to donors are because they are: FEARFUL: They fear rejection. CONFUSED: They don’t know what to say…. Read More


Get smarter with the SmartIdeas blog

Subscribe to our blog today and get actionable fundraising ideas delivered straight to your inbox!