strategy

Helping you qualify, cultivate and prioritize major donors and legacy supporters so you can have fun closing more gifts more efficiently.

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Why fundraisers should take some lessons from stockbrokers

I stumbled on an article written for stockbrokers (financial advisors) that I found interesting because it recounted the top three reasons why clients leave: Poor… Read More


What is 3-to-1 Major Gift Fundraising?

Let’s face it, your supporters want something in exchange for their cash. But, sadly, many nonprofits don’t give. This compelled me to come up with… Read More


12 questions to ask yourself to avoid disrespecting your supporters

In the for profit world they call it customer service. All of us get frustrated when we feel slighted or disrespected. Yet, sadly, nonprofits are… 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


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: 1. They do not want fundraisers from… Read More


10 Ways to Use Body Language to Close More Major Gifts

Almost 50 years ago, Albert Mehrabian figured out that our words matter least and our body language matters most in face-to-face communications.   His landmark… Read More


5 thoughts that might lead your supporters to feel donor remorse

Here are some of the thoughts crossing your donors’ minds while you’re asking them to support your cause: Will they say thank you or just… Read More


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

1. 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


16 Simple Things Your Best Donors Want

Here’s my list of essential major donor needs that you must aim to fulfill:   1. Your best donors want you to do the important work… Read More


Why you need to think of yourself as a facilitator

Supporters give to satisfy a need. Supporters give because they trust your organization to satisfy that need. Supporters give because they see you, your colleagues,… Read More


The 8 core components of engagement fundraising and why you desperately need them

Most fundraising is based on what I call “single shot” strategies. For instance, it’s an event, gala or golf outing. Or, perhaps it’s a mailing,… Read More


Why you should use nostalgia to promote more giving

I recently stumbled upon a neat paper titled Nostalgia: The Gift That Keeps Giving. Here’s a summary: Overview 1. Nostalgia is a very personal, social emotion that… Read More


Why you should worry less about reducing overhead and more about delivering value.

Fundraisers and donors are in a pickle. They have been unfairly subjected to a broken system for decades. It isn’t their fault, but it is… Read More


Is your nonprofit organization really that special?

No. Sorry. It isn’t. For example, if you search for environmental organizations on Wikipedia, you’ll find the following list: Why should anyone make a major gift… Read More


Even fundraisers can "get schooled" by a 4th-grade teacher

These days you can’t be average. Average efforts deliver average results. If you want to raise more major gifts and generate planned gifts: Be exceptional… Read More


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


Charity vs. Philanthropy and Charitable People vs. Philanthropists

Charity – Helping people in need Philanthropy – Making an investment that stimulates other investments or provides opportunity for others   Charitable people – Help others… Read More


Here's a job description for a major gift or legacy gift lead outreach associate

Last summer I wrote a very thorough post titled: How To Structure and Staff Your Planned Giving Department for the 21st Century. Ever since I’ve… Read More


It's about questions, not presentations

Have you ever found yourself spending hours or even days developing presentations for major donor visits? I think most of us have gotten caught up in… Read More


3 reasons why you need to stop worrying about the darn tax law!!!

Tons of writers in major media have been fretting about the new tax law. “Tax bill could turn philanthropy into a pursuit only for the… Read More


The simplest and most effective 6-step major gift and planned gift marketing strategy ever

1. Employ donor surveys. 2. Provide valuable engagement offers using the information you learned from the surveys (that way your offers will elicit responses— since… Read More


Donor Psychology: Do you know what really makes your supporters feel good?

Funny thing about fundraising is that it all boils down to this: Making sure that your supporters feel good! I know, I know. In the… Read More


Where are you spending your marketing dollars?

If your organization has 10,000 active donors, it’s very likely they’ll be categorized as follows: A small number will generate 80-90 percent of the revenue…. Read More


3 questions every major donor asks themselves after they give

“What did they do with my money?” “Would my money yield more impact if I gave it to another organization?” “Do they make me feel good or… Read More


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