Well, it’s that time of year again. December brings the holiday season and peak fundraising season all at once. Organizations around the globe are working on their annual holiday card mailings. You know the one—generic card, lots of fuss over the list, more fuss over which ones the president will sign, anxiety over who may have been left out. And, at the end of the day, zero fundraising results. If you’re part of this process, my apologies. … [Read more...] about Cultivating with Holiday Cards
Cultivation #4 – The Questions to Ask
“Top performing gift officers always know ‘where their prospects are’ in relation to making a gift. Many reach the point of becoming a trusted philanthropic advisor for their donors.” That’s a quote from John Glier of Grenzebach Glier and Associates. He was giving a talk about research his firm had done on top performing gift officers – those consistently raising $1M+ a year. Becoming a donor’s trusted philanthropic advisor is a privileged … [Read more...] about Cultivation #4 – The Questions to Ask
Cultivation #3 – What To Do
Ever feel stuck in a rut with your cultivation? Last post, I mentioned my tendency to just invite prospects my organization’s next event. Didn’t matter who the person was or what the event was, that was my strategy. Now, don’t get me wrong. Sometimes events are great cultivation tools. But for every prospect? And every time? My approach was shallow and one-size-fits-all. It wasn’t that I needed new, innovative cultivation strategies. I just … [Read more...] about Cultivation #3 – What To Do
Cultivation #2 – Planning for Success
I went on a bit of a rant earlier this year. The bluster and noise was about gift officers and/or development shops with no systems and no plans. These folks are just “winging it.” You can get caught up here if you missed it. Cultivation, in particular, is an area where you can’t afford to wing it. It’s too important. I’m a little ashamed to admit that I used to meander my way through major donor cultivation. And I didn’t even know … [Read more...] about Cultivation #2 – Planning for Success
Fearless Major Donor Cultivation
So you had your first visit with a hot prospect. And it went well! You’re confident they have the capacity to make a big gift. They’re interested in learning more about your organization. Now what? Well, now the fun begins. Welcome to the longest stage of the fundraising cycle: cultivation. … [Read more...] about Fearless Major Donor Cultivation