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“Is now a good time to talk?” This is one of the worst ways to start a call to schedule a visit (unless you know… Read More
Some gift officers have dozens of prospects in their caseloads. Others have over a hundred. Dunbar’s number aside, we all know it’s impossible to maintain… Read More
The Education Advisory Board, after analyzing donations to 1,217 major-gift officers at 89 colleges and universities in the United States and Britain, concluded the most… Read More
Restricted giving doesn’t sound like a good thing, just from the sound of it. The idea of restricting anything, especially giving, doesn’t seem like it… 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
A friend of mine recently asked for a $5 Million gift. THAT’S A LOT OF MONEY! But in terms of the money required to make… 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
A common KPI used to evaluate fundraisers is the number of visits they pay on prospects in their portfolios. It should be replaced by PPIs… 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
If you’re working in major gifts and you’ve never heard this, you might need to alter your approach. Many of you reading this will be… 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
You’ve had a least one bad boss or worked in at least one depleting advancement operation. Now you’re interviewing for a job and want to… 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
First, it’s important to recognize that there are two reasons to conduct a donor survey: To conduct research To raise money Generally, you must pick one… Read More
It doesn’t really matter if you go on a visit TODAY. It also doesn’t really matter if you DON’T go on a visit TODAY. But… Read More
Generally here’s how I leave messages that get returned: APPRECIATION: I say ‘thank you’ (and I get sort of ’emotional and gracious’ in my tone……. 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
“Let’s hire Johnny… He knows everybody!” Here’s the problem: Johnny is an idiot. Let me explain. So many times, organizations want to hire major gift… Read More
“I don’t want to waste your time.” Here is another common objection you will hear when trying to schedule visits. The donor will tell you… Read More
“Major donors like to give in their backyard.” I call BS! One thing I’ve noticed over the years is that many people think that major… Read More
Put the proposition in human terms. Imagine two people that you observe on multiple occasions: One seems to be playing a role, the other seems comfortable… Read More
“I was on a mission from God.” I met John the first year I started working in major gifts. John was a retired financial advisor… Read More
When you think about the wealthiest of earners in the U.S., those who fall into the top 0.1 percent, who comes to mind? For most,… 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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