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Let’s talk about wealth We want the donor to talk about assets. Why? Because 1. It creates a setting of wealth sharing. 2. It uncovers… Read More
Donors give because giving enhances some aspect of their identity. They give for many other reasons too, but their final critical decisions regarding which organizations… Read More
The “one big thing” in fundraising is always the same: Advance the donor’s hero story. That’s the right story. But for major gifts, we need… Read More
A compelling fundraising challenge will connect with the donor’s identity. This begins with backstory. Backstory connects the cause, charity, or project with the donor’s history,… Read More
The missing piece in the story A novel can have a perfect story. But it will still fail without one thing. The reader must turn… Read More
Socratic fundraising Socratic inquiry uses questions. But just asking questions isn’t enough. To be Socratic, the questions must guide toward a goal. In fundraising, the… Read More
“It’s very important not to know all the answers. Often we don’t know, and if we did it would be no good, for it is… Read More
As a gift officer meeting with donors and supporters, you face a great number of scenarios within different stages of the major giving process. For… Read More
The right metrics Fundraising metrics can’t do everything. But they can answer four key questions:[1] Are we focused on the right donors? Do we have… Read More
What’s the hardest thing about bringing up legacy giving with an aging and loyal donor or supporter? Death. Focusing on that tends to trigger the… Read More
Fightin’ words Want to start a fight in a fundraising comment section? That’s easy. Start talking metrics. Opinions are often passionate. And they often conflict…. Read More
Monomyth steps The “one big thing” in fundraising is always the same: Advance the donor’s hero story. The universal hero story, called the monomyth, includes… Read More
Monomyth ending The universal hero story (monomyth) ends with the hero’s return. The hero returns to his original world. The return confirms his new heroic… Read More
Major gift fundraising is hard work. It’s about growing a relationship between donor and gift officer, as they work together to advance the donor’s hero… Read More
“In myths the hero is the one who conquers the dragon, not the one who is devoured by it.” – Carl Jung[1] Monomyth resolution In… Read More
Like any other donors, wealthy donors want to give. But when wealthy donors give, it’s usually a major gift, meaning it’s a big number. And… Read More
Universal challenge Let’s go to the movies! And when we go, what will we see? If it’s a blockbuster, we’ll often see a similar underlying… Read More
A basic marketing precept is to “know your audience.” As a major gifts officer or fundraiser, your audience is wealthy donors. How well do you… Read More
Story conflict Advance the donor’s hero story. In major gifts fundraising, this works. It works for the donor. The donor is the hero. It works… Read More
Hero story In the universal hero story, a guiding sage helps the hero. The sage Challenges the hero to begin the journey, Introduces the hero… Read More
The guiding sage The hero’s journey is a universal story. In that universal story, the guiding sage plays a powerful archetypal role. This role can… Read More
The universal hero story is attractive. This “monomyth” is “hard-wired into our psyches.”[1] In the donor’s hero story, the donor’s role as hero is compelling…. Read More
Things look bleak. Fundraisers don’t stay. They don’t stay at the nonprofit. They don’t stay in the industry. They are stigmatized by outsiders. They are… Read More
Good and bad stories Stories are powerful. They can provide meaning and motivation. They can be a source of personal identity. For fundraising, stories are… Read More
Feeling like your job is getting harder because donor expectations have changed and competition for the charitable dollar is growing?
Finding that the old orthodoxies and conventions espoused by so-called experts in online echo-chambers and at conferences don’t work anymore?
Want to help more people make impact by facilitating their acts of philanthropy but feel like too many obstacles keep getting in your way?
Then this book is for you.
Engagement Fundraising was developed from the perspective of a donor who discovered firsthand that the impersonal, spray-and-pray approaches of his beloved charity were not only offensive but also wasteful and ineffective. So he took action. And now, you can too.
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