I find a widespread misunderstanding about the notion of what constitutes being donor-centered. It derives from two misconceptions: Assuming people don’t want to be asked. Spending all your time on cultivation, assuming folks don’t need an ask and will simply give spontaneously as a result of being wooed. Both of these rationales short-change your would-be donors. Why? FIRST: Donors want to be asked because they’re starved for the love that comes from voluntary giving and receiving. Donors have love to give, but don’t always have an object towards which to direct their affection. SECOND ..read more

Today I want to remind you that part and parcel of your personal mission, as a philanthropy facilitator, is to bring supporters opportunities for meaning and purpose. Because when you help increase others’ sense of wellbeing, not only is the world a better place but these folks are more likely to demonstrate gratitude by giving of themselves. Meaning drives us to act with generosity and resolve. There is no substitute for this, not even happiness – the pursuit of which is enshrined in the U.S. Constitution). But is that really what it’s all about? If so, the U.S. is failing. Did you know thi ..read more

Ever have a well-meaning, yet perhaps overly controlling or risk-aversive, boss say to you: Our fundraising letter must be no longer than one page. That’s too simple; we don’t want to talk down to our donors. We need to say more about our accomplishments. We need to describe numbers of people served; that’s what’s impressive. That’s not how I talk. That’s not our corporate style. That’s not how we do things. That’s not what our donors are used to. That’s not proper grammar. That’s too gushy and effusive. I want happy, not sad, photos. Asking the r ..read more

You must invite your donor into the story. Take yourself out of the equation. Donors don’t care about you, but about what they can do through you. Stop talking about your good work. Talk, instead, about the good work your donor wants to do. How? 5-Step Strategy to Illuminate the Donor’s Role in Repairing the World   1.Tell a quick story about a specific project. You’ve got lots of stories. They’re probably interesting enough to grab your donor’s attention. Don’t make the mistake of trying to talk about your entire mission all at once in a fundraising message.  It’s too much for peopl ..read more

Can AI help your nonprofit connect more authentically with people so you, and the social benefit sector as a whole, do a more effective job addressing today’s most pressing problems? In other words, can AI help you drive loyalty? The short answer is yes. But it won’t happen if you keep working as you’ve always worked. Last week, in Part 1 of this two-parter, I offered two truths, two challenges and two suggestions for you to consider if you want to drive generosity and philanthropy in an era of constant demands for attention, diminished trust and a crisis in generosity.  Today I’ll illumi ..read more

Wondering where fundraising is heading in our highly networked, overly saturated, noisy-as-all-get-out post-digital revolution world? A world that’s really a jungle, with so much competition for attention — for-profits, other nonprofits, socially conscious businesses, political campaigns, friends, and family? Your mantra can no longer simply be about “creating awareness.” Alas, attention is increasingly ephemeral. The new nonprofit currency is not creating attention. It’s building loyalty. You simply can’t afford to keep losing 8 out of 10 new donors. Which means it’s time to reframe how you ..read more

What gets donors going? The heart, not the head.   “People do not give to the most urgent needs, but rather they support causes that mean something to them.” This is the finding from a report done by the Centre for Charitable Giving and Philanthropy at the University of Kent: “How Donor Choose Charities.”  They begin their study from the widely-accepted premise that charities exist primarily to help needy people and the desire to meet needs is a key criterion in the selection of charitable beneficiaries. Interviews with committed donors found this was not the reason they gave. In br ..read more

Some years ago I happened on an article in the New York Times where the author, David Pogue, asked readers for their very best ‘life advice.’  There was so much great stuff in there!  If you happen to have a NYT subscription, I’m sure you’ll enjoy reading the full article. For those who don’t (and really for everyone), I decided to share some of my favorite pieces of wisdom with you.  Particularly those that apply to your nonprofit work. And, especially, those that apply to your work/life balance. Let’s begin! 1. Worrying about a cat stuck in a tree? Not every problem needs to b ..read more

When organizations aren’t raising as much money as they need, they’ll often tell me: “We need to recruit new board members.” This is very often true, but it’s only a piece of the puzzle as to why they’re not being more successful with fundraising. So, if you’re about to embark on some board recruitment, I strongly encourage you to do a little soul searching first so you can embark on your quest strategically. Not all organizations are the same. In my humble opinion, the best boards are fundraising boards. You may have a self-described “community board” you’d like to evolve to a fundraising boa ..read more

Please don’t leave your new (or old for that matter) board members dangling! Being a board member is not something we’re generally taught. In fact, it can be a complete mystery. Folks feel proud to have been recruited to join your board, and excited to begin their service, but… what happens next can mean the difference between a fulfilling experience and a disappointing one. Do you have a board orientation strategy? I don’t just mean in a dusty handbook somewhere on a shelf or in a file no one can find. I mean a vibrant orientation approach that kicks in the moment your board candidate says “y ..read more