Tag Archives: philanthropy

THE PREPARATION HABIT: Making the Most of Your Donor Visits

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Building long-term donor relations is an acquired skill that’s perfected over time. You can’t just wander in and expect to be successful because you “really, really love people.” Nor can you build a successful career by simply working hard. If it were as simple as that, a lot more fundraisers would be a lot more successful. The truth is, there are communications, management, and organizational skills at every level that are just down right essential. Continue reading

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RULE OF RECIPROCITY: Exchanging the Currency of Philanthropy

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One of the most powerful social norms is the rule of reciprocity. When we receive gifts, favors, invitations, or random acts of kindness, it creates a very real sense of personal indebtedness—a felt-need to pay back the favor. If, however, receiving gifts creates such a strong feeling of personal indebtedness, then career fundraisers are on the unfortunate side of that equation. Below are several ways fundraisers use the “currency of philanthropy” to build genuine reciprocal relationships among major donors.

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GOOD TO GREAT: Maximizing Fundraising Performance and Donor-base Potential

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Confronting brutal facts with unwavering faith, according to leadership consultant and best-selling author Jim Collins, is one of the characteristics of “10X companies” that were able to go from good to great. In this blog I talk about a Gift Clarity in-depth assessment, a strategic plan for fund-development, and a sample five-year staging plan—the overall objective being to maximize fundraising performance and donation potential. Continue reading

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DONOR VISITS: Setting Up Those Relationship-Building Conversations

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Imagine having a long list of major donors just waiting for the chance to spend a little time with you. They all want to tell you about themselves, hear about your cause, and hope to build a long-term relationship… Early in my career, I dreamed often of such a job but unfortunately would wake up and return to the reality that there was nothing unusually interesting about me that would attract attention. I was just a regular guy who felt great compassion for those his organization served. As excited as I was about the organization, it was very difficult to find people willing to meet with me to talk about it. “Maybe,” I periodically said to myself, “I was not cut out for this kind of work.” Continue reading

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THE FAMILY STORY: Recognizing Our Opportunities for Legacy Gifts

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For ages on end, people have derived their sense of place and purpose in the context of multi-generational family stories. Unfortunately and for various reasons, fewer and fewer have that experience today. In this blog I talk about my 12-year involvement in the gatherings of one exceptional family of donors and about one important lesson for planned giving executives.  Continue reading

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NONPROFIT BATTING AVERAGE: Increasing Your Organization’s Bequest Retention Rate

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The results of a twenty-year survey among donors with charitable gift commitments in their estate plans revealed that the retention rate at the ten-year mark was about 55%. In other words, almost half the respondents reported that they no longer had a charitable gift in their estate plans. Somewhere in that ten-year period they had revoked the revocable bequest. That survey constitutes either bad news or good news, depending on whether your organization has a progressive or regressive perspective. The follow post explains how and why. Continue reading

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THE SECOND QUESTION: Talking to Donors About Their Kids’ Inheritance

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The first question about how much parents will need for the rest of their lives is not that difficult. The second question about children’s inheritance is often more complex because it’s not just a matter of how much we can give, but how much we should give and when. Below are a few thoughts on what to say and what not to say in a planned giving conversation about transferring wealth to the next generation. Continue reading

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