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 it! … [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
Fearless 2015
I don’t know about you, but my honeymoon with 2015 ended about a week and a half ago. We tied the knot on Jan. 1 and immediately left town for a few weeks of wedded bliss - the perfect escape from reality. But, now we're back home. And we're starting to get on each other's nerves. A month ago, 2015 could do no wrong. She was perfect in every way. Now, she's starting to seem a little...ordinary. And apparently I'm just a big … [Read more...] about Fearless 2015
How to Get Prospects to Call You Back
This article was originally published on 101fundraising - a fundraising crowdblog. I used to jokingly tell people I was a professional “reacher-outer.” My day-to-day was just a fire hose of prospect outreach. But so often, I wouldn't hear anything back. Nothing. So, I’d follow-up. Then I’d circle back, check in, touch base, ping, ping some more, and leave another message. And chase it with one last follow-up email. And after all that? Just … [Read more...] about How to Get Prospects to Call You Back
Qualification Visits #3b – What to Say
If you’re like me, you’re not interested in wasting your time. That’s why I’m a big fan of actually qualifying prospects on a qualification visit! The math here is simple. Your success as a major gift officer hinges more on the cultivation and solicitation stages of the fundraising cycle. And unless you have a brand new portfolio, that’s where you want to spend the bulk of your time. So, when you have the opportunity to sit down one-on-one, … [Read more...] about Qualification Visits #3b – What to Say