Being a “donor-centered” advancement professional has never meant that we: consent to all scholarship awarding criteria proposed by the donor; adapt our investment policies because the donor believes another approach is better suited for their gift; accept every gift offered by the donor; treat the donor as a customer and behave as if, “the donor…
Author: Jason McNeal
I provide leadership, advancement and fundraising consulting services to educational, healthcare, and non-profit organizations.
The Point of Goals
For some people, advancement goals feel intimidating. For some people, advancement goals seem punitive. For some people, advancement goals create unfair evaluations. For some people, advancement goals produce anxiety. And, so, some people push back consistently on setting goals for themselves or their teams. But, for others, establishing advancement goals provides an opportunity to narrate…
From ‘Learn More’ to ‘Act’
When will I know enough. . . . . . to meet that donor. . . . to invite that gift. . . . to take that leadership role. . . . to speak up. . . . to have a perspective. The internet is full of “learn more” buttons and click-bait “but, what about”…
Selling To vs. Partnering With
When a salesperson sells, the focus is on the transaction and on the separate parties. How much will it cost me? What do you owe me? How will this deal benefit me? But, when a partnership is established or strengthened, the focus is on the benefits of cooperation and the fresh, inspiring future value that…
What Are Their Objections?
Here is a good rule of thumb for development professionals: If we are unable to clearly write out (not just think about, but put words on screen), a donor’s likely objections to our invitation to give and clearly write out how we would respond if the donor poses these likely objections, we are not ready…
From What Position. . .
. . . is our institution raising money? . . . are we seeking that next job? . . . is our team making decisions about fundraising goals? . . . are we making any decision? When we make decisions based on perceived or real weaknesses, lack, fear, pressure to get results, or anxieties we…
Identifying The Audience
A giving day communications plan becomes more effective as we clarify our preferred audience(s) and craft customized messages that encourage their generosity. The message in our calendar year end direct mail invitation becomes more fruitful when we thoughtfully-construct segments and speak directly to why their support matters. The annual communications theme for our organization grows…
But Have You Asked?
Yes, I agree that you have the closest, most knowledgeable relationship with that particular donor. Yes, I know you have met with them more than anyone else at the organization. Yes, I recognize that your stewardship of their giving has been personalized and thoughtful. Yes, I know they have increased their annual giving over the…
Struggle
While not a fact I can point to, my experienced guess is that no one invited their first major gift without some level of apprehension or even anxiety. No one gave their first presentation at the annual stewardship event in front of hundreds of donors without some amount of nerves showing up. No one picked…
Reminding
All great advancement work is about reminding people. Reminding alumni of the life-directing experiences they had while on campus those many years ago. Reminding former patients of the life-saving care and hope they received when their health was uncertain. Reminding parents of their children’s new and affirming joys when introduced to culture, music, faith, sports,…