The Transformative Power of Onsite Visits: How Seeing Is Believing for Donors
The Transformative Power of Onsite Visits: How Seeing Is Believing for Donors A simple onsite visit can transform the entire relationship with a generous supporter, turning a one-time donor into a lifelong partner. Picture this: a donor visits your headquarters, observes your work in a classroom, steps into a research lab, or tours a food pantry. That brief experience can leave an indelible mark, sometimes leading to extraordinary gifts that change the trajectory of your organization. Onsite visits are Step #6 in the “Eight Steps of Effective Donor Engagement.” They offer a unique opportunity for supporters to connect deeply with your mission, seeing their impact firsthand. Let’s explore why onsite visits are so powerful and how you can use them to cultivate meaningful engagement with your donors. Real-Life Stories of Onsite Visits that Led to Transformational Giving Consider Bill’s story from a few years back. In 1998, Bill traveled across the country to visit the organizations he was supporting, including those at George Mason University. This one trip planted a seed that eventually blossomed into a legacy gift—his entire estate—upon his passing. Another Arizona-based donor, just after her husband passed away, took a trip to Washington, D.C., to see the nonprofits she’d supported for years. That visit sparked deeper connections and resulted in millions of dollars in subsequent gifts. In another instance, while in the middle of a new headquarters construction, I hosted a generous supporter who wanted to tour the project. We donned hard hats and walked through piles of sawdust, envisioning the final structure. Not long after, this donor made a gift so significant that we named the building in his honor. Later, he even bequeathed the majority of his estate. These stories show a powerful trend: an onsite visit can lead to transformational giving. When donors see the work up close, the experience creates an emotional bond, often leading to life-changing contributions. Why Onsite Visits Are So Effective for Donor Engagement There are a few key reasons why onsite visits create such a lasting impact: Seeing the Mission in Action: When donors witness your work firsthand, it reassures them that their support is meaningful and making a real difference. The tangible, up-close experience builds trust and confidence. Personal Connection: A visit allows donors to meet the people behind the mission, including leaders, staff, and beneficiaries. This connection can be pivotal, assuring them of shared values and a shared commitment to the cause. Emotional Resonance: Onsite visits engage the donor’s emotions, tapping into nostalgia, empathy, and personal connection. Many donors see themselves in the beneficiaries they meet, stirring memories of when they, too, were in a similar place. Creating Peak Moments: Psychologists, like Abraham Maslow, describe these experiences as “peak moments”—intense, exhilarating times that leave a lasting emotional imprint. These moments are deeply engaging, often encouraging the donor to increase their level of support. Making Onsite Visits Part of Your Donor Engagement Strategy Here are practical ways to incorporate onsite visits into your donor engagement approach: Extend a Personal Invitation: Start with a handful of key supporters and invite them for a personalized visit. Make the invitation warm, easy to accept, and appealing. Ensure it’s something that doesn’t feel intimidating but rather invites them into your world. Offer Visits as an Option in Conversations: During discussions, whether in person, by phone, or virtually, suggest that the donor might enjoy seeing the work firsthand. Describe the experience in an enticing way, and follow up with details to make it happen. Include the Invitation in Your Communications: Mention in thank-you notes or donor updates that many supporters have found great value in visiting your work. A simple, “If you’re ever in the area, we’d love for you to stop by and see us,” goes a long way. Designing an Impactful Donor Visit Experience Once the visit is set, design the experience thoughtfully. This isn’t just a tour of cubicles with quick “hellos.” Instead, think of it as a journey—an experience that leaves a lasting impression. Imagine your parents or grandparents were coming for a visit. How would you make them feel welcomed and valued? Here’s a framework to help create an impactful visit: Welcome Them with Warmth: Arrange to meet them personally, making them feel like honored guests. Plan an Engaging Tour: Create an experience that showcases your mission in action. Walk them through the spaces where your work happens, share stories, and allow them to meet the people directly impacted by their support. Incorporate Hands-On Elements: Let donors participate in a small way—whether it’s visiting a classroom, meeting students, or touring the facilities. The more immersive, the better. Create Moments for Emotional Connection: Share stories of beneficiaries and explain how their support has been instrumental. Emphasize how their generosity continues to change lives. Examples of Onsite Engagement That Inspire Giving My colleague, Will Moyer, is an expert at designing visits that inspire giving. For example, he once organized a weekend of engagement at a university that included meeting students, attending a football game, and more. Another time, he arranged for donors to visit a high school entrepreneurship program, where they shared their own stories with students. This connection allowed donors to see themselves in the young students, creating a sense of shared experience and purpose. These moments allow donors to connect on a personal level, often leading to sustained engagement and larger gifts. The Power of Engagement in Donor Visits An onsite visit is a golden opportunity for deep, personal engagement. Donors leave inspired, with a stronger connection to the cause and a renewed sense of purpose. Often, they are not only more committed but also ready to help in bigger ways. So, are you ready to invite your donors into your world? A well-planned visit can spark powerful transformations, creating lifelong supporters and advocates for your mission. With greater donor engagement, you can unlock new possibilities for growth and impact—one visit at a time.
The Power of Donor Engagement through Events: Lessons from a Nobel Invitation
When Sweden’s Nobel Prize Committee awarded Dr. Vernon L. Smith the Nobel Prize in Economics, he saw an extraordinary opportunity—not just to celebrate but to deepen his connection with those who had supported him along the way. Dr. Smith invited some of his most generous benefactors to join him for the prestigious Nobel Awards Ceremony in Stockholm. It wasn’t just a gesture of gratitude; it was a masterclass in donor engagement. This experience highlights the transformative potential of events as a form of donor engagement, a powerful way to make supporters feel like true partners in your mission. In the context of the “Eight Steps of Effective Donor Engagement,” events represent Step #5—an essential phase where you bring donors closer and inspire them to further invest in your cause. Let’s explore how you can turn your events, no matter the size, into opportunities that strengthen bonds, inspire commitment, and engage donors on a deeper level. A Memorable Invitation to Stockholm: A Model for Donor Engagement When Dr. Smith extended the invitation to his Nobel ceremony, it wasn’t guaranteed that donors would say “yes.” After all, it was December, a time when travel to cold, wintry Stockholm required substantial planning and commitment. But the impact of the invitation was profound—about 40 people accepted, and the event became a cherished memory for those who attended. Years later, many attendees fondly recall the experience as a highlight, a moment that not only honored Dr. Smith but solidified their connection to the cause. This event served as a testament to the power of in-person experiences in donor engagement. By inviting donors to share in a once-in-a-lifetime occasion, Dr. Smith transformed their relationship from one of financial support to one of personal connection and shared memories. Designing Events to Maximize Donor Engagement While not everyone has access to Nobel-level occasions, every organization can create meaningful events that make donors feel valued and engaged. Here are some strategies to help you design events that resonate deeply with supporters and strengthen their bond with your mission: Involve Donors in the Planning Process: Engagement starts long before the event. Consider inviting key donors to contribute ideas for the program, suggest venues, or even recruit other attendees. When they have a hand in shaping the event, they feel a greater sense of ownership and connection. Offer a Unique Draw Beyond the Event: Provide added incentives for attending. This could be a behind-the-scenes tour, a meet-and-greet with a special guest, or a private presentation on a pressing issue within your cause. Give them something meaningful that makes the event stand out as more than just a gathering. Assign Roles to Donors: Engaging donors directly in the event itself can be a powerful way to strengthen their commitment. Invite them to introduce speakers, host a reception, facilitate a discussion, or welcome newcomers. This inclusion acknowledges their importance and makes them feel like integral parts of your organization. Involve Family Members: For donors who want to bring their families, consider planning activities that involve everyone. Events that cater to families or spouses offer added value, making the experience enjoyable and memorable for all involved. Facilitate Connections Among Attendees: People are more likely to connect deeply with a cause when they feel part of a community with shared values. Create opportunities for donors to meet and build relationships with others who share their commitment, whether through small group discussions, networking sessions, or shared meals. Incorporate Emotional and Experiential Elements: To make the event unforgettable, include experiences that resonate emotionally. Whether it’s a heartfelt story from a beneficiary, a stirring video, or a hands-on activity, these right-brain experiences engage supporters in a way that words alone cannot. The Lasting Impact of Donor Events Events have the unique ability to foster intense, lasting bonds. When donors attend a well-crafted event, they often leave inspired, motivated, and eager to stay connected. Even a simple lunch or dinner can spark friendships, create community, and reinforce shared purpose. Imagine a small event, perhaps a 10-person luncheon, where each participant leaves with a renewed sense of enthusiasm and commitment. Attendees exchange contact information, express a desire to keep in touch, and often follow through. This organic relationship-building transforms their connection to the organization, making them advocates, ambassadors, and, ultimately, even larger supporters. Using Events to Spark a Movement Events, no matter their size, have the potential to go beyond engagement; they can ignite a movement. When donors feel connected not only to your organization but also to each other, they become more than supporters—they become a community. The power of shared experiences, mutual goals, and personal relationships can take your cause further than any single donation. So, who goes to Sweden in the dead of winter? Those who feel genuinely connected, valued, and inspired by the cause they support. And for every organization, there’s an opportunity to create similarly powerful experiences that bring donors closer and make them heroes of your mission. Is this approach resonating with you? If so, consider how your next event can become more than just a gathering. Let it be an unforgettable experience that turns donors into lifelong champions of your work. Next Steps in Donor Engagement Events are just one piece of the donor engagement puzzle, but they’re an incredibly powerful one. In future discussions, we’ll dive into other high-impact methods like newsletters and surveys, continuing to explore how each step can bring donors closer to your mission. For now, take this inspiration to heart and start planning how your next donor event can become an occasion that strengthens relationships and leaves a lasting impression. Happy planning, and here’s to transforming your next event into a powerful moment of connection and partnership!
Your Donor is the Hero: Making Donor Communications Truly Transformative
Your Donor is the Hero: Making Donor Communications Truly Transformative When it comes to your organization’s story, there’s one key player who makes everything possible—the donor. She’s the hero. Her generosity, commitment, and support allow your good work to happen. So why not tell her that? Acknowledging your donors as heroes is more than a nice gesture; it’s an essential element of effective donor engagement. True engagement transforms supporters from passive contributors into active partners, helping them see their personal impact on the mission. This is Step #4 in the “Eight Steps of Effective Donor Engagement”: communicating with your donors in a way that places them at the heart of the story. Let’s explore why and how to make your donor communications truly donor-centered, using insights from experts like Greg Warner and Tom Ahern, who emphasize that the most powerful communications don’t just inform—they inspire and engage. The Secret to Donor Communications: Make It About the Donor As fundraising expert Tom Ahern puts it, effective donor communication isn’t about showcasing how wonderful the organization is—it’s about showing the donor how wonderful they are. Your communications should reinforce their role in the mission, making them feel valued and essential. Greg Warner, in his book Engagement Fundraising, explains that the goal is to create a meaningful two-way dialogue with donors. Instead of asking, “What’s our open rate?” or “How many people read this?” ask, “Do our donors feel engaged? Do they see their impact? Do they feel good about their support?” When you focus on engagement rather than just information, you build a stronger, more lasting connection with donors. This approach reminds donors of the difference they make, motivating them to continue giving and deepening their commitment over time. Turning Donors into Heroes: Practical Tips for Donor-Centered Communications To make your donor the hero, shift your communications from organization-centered to donor-centered. Here are several ways to do just that: Start with the First Thank-You Letter: From the very first interaction, emphasize the donor’s impact. Use language like, “Because of your support, we are able to…” rather than “Our organization achieved….” This initial thank-you is your first opportunity to recognize the donor’s role as a vital part of your mission. Send Unexpected Thank-You’s: Don’t let gratitude be a one-time event. Surprise your donors with additional thank-you’s throughout the year. It could be a quick note, a personal email, or a phone call expressing appreciation for their ongoing support. Thank You from Beneficiaries: Share gratitude from the people directly impacted by the donor’s gift. A thank-you from a beneficiary can be incredibly moving, helping donors see firsthand the difference they’re making in someone’s life. Involve Prominent Supporters or Board Members: A thank-you note from a well-known supporter or board member can show donors that their contribution is valued at the highest levels of the organization. This added recognition reinforces the importance of their role. Simple, Genuine Updates: Regular updates don’t have to be formal reports; they can be simple, heartfelt messages that keep donors connected to the cause. Whether it’s a quick email about a recent success or a short story highlighting progress, these updates remind donors of the impact they’re enabling. Feature Donors in Your Newsletter: Shift the focus of your newsletter from organizational achievements to donor stories. Instead of a list of accomplishments, highlight how the donor’s support has made those achievements possible. Make them feel like they’re part of each victory. Use Personal Touches in Annual Reports: In your annual report, make sure to thank donors individually or recognize groups of supporters. Include a personal message or anecdote that speaks to their specific impact on the organization’s mission. Creating Donor-Centered Newsletters: Making the Hero Shine A key place to make donors feel like heroes is in your newsletters. Instead of filling them with statistics and accolades for your organization, flip the script. Show donors how their support has made each success possible. Consider the following approaches: Highlight Donor Stories: Feature a donor’s story and why they support your mission. Other readers may identify with their motivations, building a sense of community and shared purpose. Showcase Impact: Include real examples of what donor contributions have achieved. Use phrases like, “Because of supporters like you…” or “Thanks to your generosity…” to make it clear that the success belongs to them. Keep It Personal: Make newsletters feel like a personal letter rather than a corporate report. Address the donor directly, speak in a conversational tone, and share genuine stories. The Power of Donor Surveys: Another Way to Engage Surveys can be a powerful way to let donors know their opinions matter. By asking for their feedback, you show that you value their input, reinforcing their role as an integral part of the organization. These surveys can be a great opportunity to learn more about donor motivations, preferences, and interests. Ask questions like: “What aspect of our mission matters most to you?” “What type of updates do you enjoy receiving?” “How would you like to engage with us in the future?” This two-way dialogue doesn’t just provide valuable insights; it helps donors feel seen and respected, making them more likely to stay connected. Making the Donor the Hero Transforms Engagement When donors feel like heroes, their connection to the cause strengthens. They feel proud of their support, more deeply engaged in the work, and more likely to give again. In a crowded world of fundraising appeals, a donor-centered approach helps your organization stand out, building lasting relationships that are grounded in mutual respect and shared purpose. The more we make donors feel like an essential part of the mission, the more committed they become. So let your donors be the heroes of your story, and watch as their engagement—and your impact—grows. By embracing the power of donor-centered communications, you not only honor their contributions but also foster a lasting partnership that’s poised to make a real difference.
Stewardship and the Spirit of Independence: How to Engage Donors as True Partners
On this Fourth of July, as we celebrate our nation’s founding, we’re reminded of our role as stewards of a remarkable experiment in liberty and self-government. Stewardship isn’t just a word—it’s a responsibility, one that extends to how we engage and nurture our relationships with those who support our work. In fundraising, stewardship means protecting and honoring the gifts entrusted to us. It’s more than managing finances; it’s about building trust through ongoing engagement, transparency, and genuine partnership. As part of the “Eight Steps to Effective Donor Engagement,” stewardship is Step #3, following the initial ask and gratitude. But what does true stewardship look like in action? Understanding Stewardship: A Partnership Beyond the Gift At its core, stewardship is the careful management of an asset or gift, but it’s also about something deeper. Stewardship is a two-way relationship that transforms donors from contributors into partners, actively engaged in the impact of their gifts. Consider these examples: Mr. and Mrs. Smith give $250 to support a college scholarship. Were their funds distributed effectively? Did a particular student benefit? Did this support make a meaningful difference in that student’s life? Alex, a first-time donor, contributes $50 to a local campaign. How was that money used? Did it help the candidate reach more voters? Did it lead to success, and if so, what policies are now being championed? Joe and Sue make a substantial $100,000 donation to a national healthcare initiative. What’s happening with the campaign? Are there measurable advancements? Is the impact visible? Evelyn donates $1 million toward the construction of a new church sanctuary. How is the project progressing? Has the required funding been secured? When will the sanctuary be complete, and how many families will benefit? These examples highlight a key point: stewardship goes beyond just a thank-you. It’s about following up, providing updates, and showing donors the tangible impact of their support. Many donors lament that after making a gift, they never hear back about the outcomes. As stewards, our role is to ensure they do. How to Bring Engagement into Stewardship Communicate Progress Consistently: Begin with a heartfelt thank-you, and then continue to communicate progress. Regular updates allow donors to see how their contributions are making a difference. This transparency builds trust and helps supporters feel they are an essential part of the mission. Create Opportunities for Dialogue: Beyond written updates, consider using the phone as a tool for deeper engagement. A phone call allows for a two-way conversation where donors can ask questions, offer feedback, and share insights from their experiences. This interaction goes a long way in strengthening their connection to the cause. Invite Supporters to Get Involved: True stewardship invites donors to experience the mission firsthand. Invite them to events, show them the work in action, or even offer roles as volunteer leaders. Giving them a chance to actively engage not only deepens their commitment but often leads to increased generosity over time. The result? The more involved supporters are, the more likely they are to become dedicated champions for the cause. Engaged donors not only give more generously but also become ambassadors, helping spread the mission to new audiences. Stewardship as an Ongoing Commitment Stewardship is about honoring the responsibility that comes with each gift, big or small. When we demonstrate to donors that their contributions are valued and impactful, we’re not only upholding our duty as stewards; we’re also cultivating a lasting partnership. Effective stewardship doesn’t just increase donor retention—it transforms relationships, builds loyalty, and inspires lifelong commitment. As we reflect on this Independence Day, we’re reminded of the ideals set forth in 1776: liberty, equality, and the pursuit of happiness. Stewardship in fundraising echoes these principles. It’s about protecting and nurturing something meaningful, ensuring that it’s passed on with integrity and purpose. So, in this celebration of freedom, let’s also embrace our role as stewards of our donors’ trust and generosity. Through intentional engagement and transparent stewardship, we not only honor their support but also empower them to be active participants in the impact we create together. Happy Independence Day! Embrace stewardship as more than just a task. By making engagement a strategic priority, we can transform our relationships with donors and build a stronger, more enduring future for the causes we champion.
The Power of Gratitude: Transforming Donor Relationships Through Genuine Appreciation
We all know the importance of saying “thank you.” For many of us, expressing gratitude was instilled from a young age, a simple yet profound lesson that has lasting impact. But when it comes to donor relationships, gratitude can be more than just a social norm—it can be a powerful tool for building deeper, long-lasting connections. Practicing genuine gratitude, with the same sincerity we were taught as children, is foundational to effective donor engagement. True engagement goes beyond simply receiving support. It’s a two-way street, fostering a genuine partnership that values the donor’s involvement as essential to the mission. Let’s explore why gratitude is so powerful and how we can move beyond transactional fundraising to create meaningful, lasting connections with supporters. How Gratitude Fits into Effective Donor Engagement Gratitude is Step #2 in the “8 Steps to Effective Donor Engagement,” a key element in the journey to transform one-time supporters into lifelong partners. But what does genuine gratitude look like in practice? It goes beyond just sending a thank-you note. It’s about making gratitude an experience that involves and values the donor. The most effective way to show appreciation? A simple phone call. Picking up the phone to personally thank a donor may seem small, but it’s one of the most impactful ways to communicate appreciation. The Power of a Simple Call Imagine this scenario: you pick up the phone and call a recent donor, Mrs. Jones, to express your thanks. “Hello Mrs. Jones. I just wanted to call and personally thank you for your generous contribution to the Save the Baby Whales campaign. Your gift is so important to us, and it’ll go a long way in making a difference.” Surprised, she replies, “Oh, wow, thank you! For all the donations I’ve made, this is the first time anyone has ever called to thank me.” You continue the conversation, “We’re incredibly grateful, Mrs. Jones. If I may ask, what inspired you to support us?” With that, Mrs. Jones begins to share her story. Perhaps it was a memorable whale-watching trip with her late husband, or her grandson’s passion for marine biology, or maybe even a sense of responsibility tied to her family’s history with the whaling industry. Whatever her reasons, this exchange allows you to understand her personal motivations and deepen the connection beyond a single donation. Such conversations can uncover remarkable stories, motivations, and connections. These moments of engagement open the door to building a true partnership. You’re no longer just a cause she supports—you’ve become an extension of her values and passions. Practical Ways to Build Gratitude into Donor Engagement A phone call is a powerful start, but there are many ways to make gratitude a consistent part of your donor engagement strategy. Here are a few ideas: Offer Opportunities for Feedback: Include a short survey in your thank-you message, asking for their input on how often they’d like to receive updates or what aspects of your work resonate with them. This simple gesture shows you value their perspective and want them to be part of your organization’s story. Share Program Updates and Stories: Reach out periodically to let donors know the impact of their support. Whether it’s through email, newsletters, or direct mail, keeping them in the loop reinforces their connection to the cause. Invite Donors to Visit: For local supporters, offer an invitation to visit your facilities or observe your programs in action. Seeing the impact firsthand strengthens their bond to the cause and gives them a sense of ownership over the progress being made. Introduce Giving Clubs or Special Groups: For donors interested in deeper involvement, giving clubs can be a great way to recognize their commitment. These groups create a sense of belonging and provide opportunities for supporters to meet others who share their values. Personalize Your Thank-You Messages: Go beyond standard thank-you letters. Tailor your messages to reflect each donor’s unique contribution or connection to the cause. Recognizing their individual motivations makes your gratitude feel sincere and heartfelt. The Impact of Genuine Gratitude on Donor Retention Expressing genuine appreciation has more than just a feel-good effect—it can dramatically increase donor retention. When donors feel acknowledged and valued, they are far more likely to give again, building a cycle of generosity that grows over time. Studies have shown that even a small gesture, like a thank-you call, can lead to increased giving and long-term commitment. Roger Craver, in his book Retention Fundraising, underscores the importance of gratitude as a fundamental tool for nurturing donor loyalty. He shares that the initial thank-you is one of the most leveraged ways to strengthen donor relationships. When organizations prioritize authentic gratitude, they create a culture where donors feel respected and valued, encouraging ongoing support. Embracing an Attitude of Gratitude Ultimately, gratitude is more than a step in a process; it’s a mindset. It’s about making appreciation part of the organization’s culture and creating a donor experience that feels personal and meaningful. When we engage donors with genuine thanks, we foster a deeper connection that benefits everyone involved—supporters become part of the mission, and organizations gain loyal advocates. Is your organization making gratitude a habit? Try integrating these practices into your donor engagement strategy and see how it transforms your relationships. Genuine appreciation not only enriches your organization but also has the power to turn donors into lifelong partners, building a legacy of support for the future. Gratitude is a cornerstone of effective donor engagement and one of the most powerful ways to build lasting partnerships. By prioritizing sincere appreciation, you can create a community of supporters who feel connected to your mission and excited to continue making a difference. 4o
The Power of True Donor Engagement: A Lesson from Scottsdale
Imagine meeting a donor who sees something of themselves in your mission. Someone who’s built something extraordinary, knows the challenges firsthand, and wants to give back. This is the story of John, a successful entrepreneur who built the Scottsdale Plaza Resort into a beloved Arizona institution, and whose support was instrumental in launching Americans for Prosperity (AFP) into the force it is today. Born and raised in Kansas, John grew up in Wichita and Topeka, where he was a natural leader and excelled in theater. After studying theater arts at the University of Denver, he didn’t go on stage—instead, he found his calling in real estate development, quickly gaining a reputation for excellence in the fast-growing Colorado Springs market. By the time he was 36, John had already achieved enough success to buy the Sheraton Scottsdale Inn and Villas. Over the next four decades, he transformed it into a premier resort that became a landmark in Arizona’s travel industry, known for its hospitality and its long partnership with the Fiesta Bowl. By the time my colleague Tim Phillips and I met John, he was 65. He was in the prime of his life, not yet ready to slow down, but reflecting on a career built on hard work, persistence, and vision. Tim had recently been named president of AFP, and I was introducing him to potential supporters to help build the organization. For weeks, we had hit roadblock after roadblock—one fruitless meeting after another. So when we sat down with John at his own Remington’s restaurant, our spirits were low. John, sensing our frustration, leaned in and asked a simple question: “What are you guys trying to accomplish?” With that, Tim lit up, sharing his vision for AFP and our campaign to end wasteful government earmarks. John listened, and as Tim described the campaign’s goals and the values that drove us, something clicked. John knew all too well the costs of burdensome regulations; he saw our vision as an extension of his own experiences. He looked at us, and then leaned in and said, “You remind me of myself when I was just getting started. I’ll give you $25,000 to help launch.” That single moment, that act of faith, changed everything. John didn’t just see AFP’s potential; he saw himself in our efforts. His belief in us wasn’t transactional; it was personal. The Importance of True Donor Engagement John’s support wasn’t a one-time contribution. It was the beginning of a relationship grounded in mutual respect and shared values. Over the years, we kept in close touch. I’d often stay at his resort when visiting Phoenix, meeting with him to give updates and seek his advice. Tim did the same, calling John from the road to get his perspective on AFP’s latest efforts. We even held leadership retreats and events at the Scottsdale Plaza, where John would speak to our teams, sharing his experiences and hard-won wisdom. John’s involvement went beyond his initial gift. He became a mentor, a friend, and a champion for our cause. His belief in our mission helped shape AFP’s growth and influence, and his guidance reinforced the values that drove our work. Building a Partnership, Not a Transaction The story of John’s support for AFP highlights the transformative potential of true donor engagement. When we connect with donors in a meaningful way, it’s about more than the funding; it’s about shared purpose. This approach to fundraising isn’t about selling a cause or securing a one-time gift. It’s about forming partnerships where donors feel personally invested in the mission. True engagement involves: Listening: Understand your donor’s values, experiences, and motivations. John connected with us because he saw his own challenges in our campaign, and that shared experience made his support natural and authentic. Involving: Keep donors informed and engaged, showing them that they’re integral to the mission’s success. For years, we involved John in key events and sought his insights, which deepened his connection to our work. Building Trust: Acknowledge donors’ contributions beyond financial support, recognizing the wisdom, time, and encouragement they bring. John wasn’t just a donor; he was a mentor, shaping our strategy and encouraging our vision. From Transactional Fundraising to Transformational Partnerships Too often, fundraising can feel transactional. But a true partnership offers a win-win for both parties. When you build a connection based on mutual respect and aligned values, you create a lasting bond that goes beyond any single donation. Donors like John want to make a difference; they want to invest in something meaningful. By engaging them as active partners, you can empower them to create a legacy that aligns with their values. Takeaways for Your Fundraising Efforts Engage, Don’t Just Ask: Involve your donors in the vision and mission, allowing them to feel they are contributing to something larger than themselves. Build Relationships Over Time: Like any lasting partnership, strong donor relationships develop gradually. Stay in touch, keep them informed, and let them see the impact of their support. Listen and Adapt: Donors bring unique perspectives and experiences. Listen to them and integrate their insights into your approach; it shows respect and deepens their connection to your cause. Ready to Engage? John’s belief in AFP helped us reach heights we never imagined. He wasn’t just a donor; he was a partner in our mission. If you’re ready to take your fundraising efforts to the next level, consider adopting an approach that values true engagement. By building relationships, listening deeply, and involving donors in meaningful ways, you can create partnerships that go beyond funding and transform lives—for both your organization and the donors themselves. True donor engagement isn’t just about a single gift; it’s about creating a legacy, a partnership, and a shared vision for lasting impact.
Going Big in Fundraising: Lessons from a Transformative Partnership
Many of us in the fundraising world often talk about the idea of “Going Big.” But what does that actually look like in practice? How do we go beyond the typical donor relationship and build partnerships that can create transformative impact for our organizations? To explore this, let’s look at a powerful example of a partnership with Robert and Sheila Challey, whose journey from donor to champion was built over a carefully curated, multi-year relationship. This story offers insights into key principles and strategies for taking donor relationships from the transactional to the transformational. A Moment to Remember: The Power of the Ask The culmination of this journey was a pivotal moment: a major ask. Supported by years of relationship-building, active engagement, and shared vision, the team asked the Challeys to consider a game-changing investment—$10 million—to help launch a landmark project at North Dakota State University. The result? A resounding “Yes!” But the success of this ask wasn’t just about the dollar amount. It was the result of intentional and thoughtful engagement, proving that meaningful partnerships are built through consistency, shared purpose, and mutual respect. Here’s a breakdown of the approach that brought the Challeys to this decision and how you can apply similar steps in your own fundraising strategy. Six Key Elements for “Going Big” in Fundraising Building the Foundation: Making a Personal Connection The journey began with a simple introduction. The team established common ground by listening to Bob Challey’s personal story, learning about his connection to North Dakota State University (NDSU), and his values. By taking the time to understand his interests and vision, they built a foundation of trust and respect. This initial connection isn’t about making an ask—it’s about truly listening and uncovering what motivates your donor. When you show genuine interest in their life experiences, they feel valued as partners rather than just contributors. Engagement Beyond the Transactional: First Steps Towards Partnership After the first conversation, the team invited Bob to support a smaller initiative. His initial $100,000 commitment addressed an existing need at NDSU, showing him a clear impact right from the start. This step created an entry point for Bob to engage with the organization and experience the direct results of his support. Moving beyond a transactional relationship and offering initial opportunities for engagement help donors see the tangible outcomes of their contributions, creating a foundation for more meaningful involvement. Effective Stewardship: Strengthening the Bond Throughout the following year, the team focused on consistent and personalized stewardship. They held three in-person meetings, had numerous phone calls, and sent regular updates to keep the Challeys engaged and informed. These interactions weren’t just about maintaining contact—they were about continually deepening the relationship. Stewardship at this level builds trust, reinforces the impact of the donor’s contributions, and transforms them from casual supporters to deeply invested partners. Growing Involvement: Engaging the Whole Family and Expanding Circles As the relationship grew, the Challeys began attending events together, even bringing family members along. This progression symbolized their increasing commitment and trust. Bob also began introducing his business and social network to the organization, expanding the circle of support. When donors bring family and friends into the fold, it’s a sign that they see your mission as a part of their legacy. This broader engagement often leads to long-term partnerships that extend beyond individual contributions. Creating a Big Vision: Proposing a Transformational Project By year two, the team proposed a bold vision to the Challeys—a new $50 million institute at NDSU that would bring faculty together to address critical issues in economics, global peace, and prosperity. This was no small project; it was the largest human capital investment in the school’s history. When proposing a large-scale initiative, ensure it aligns with your donor’s interests and values. A project of this scale isn’t just an investment—it’s a legacy. The vision must be compelling, clear, and directly connected to the donor’s goals. The Final Ask: Turning Vision into Commitment The ask itself was the culmination of months of preparation, strategy, and careful planning. The team conducted a “dress rehearsal” for the solicitation call, honing their message and ensuring that all key players were aligned. They emphasized that the Challeys’ leadership could serve as a catalyst, inspiring others to join in support of this landmark project. The ask wasn’t just about money; it was about making the Challeys feel that their support would truly be transformative. This approach resonated deeply with them, leading to their enthusiastic “Yes!” Takeaways for Fundraisers: Building Your Own Transformational Partnerships Focus on Relationships First: Before making any ask, prioritize building a genuine connection. Take the time to understand your donor’s values, motivations, and long-term goals. Offer Clear, Tangible Impact: Demonstrate the immediate effects of their contributions through smaller, focused initiatives. This allows donors to see the difference they’re making and builds a foundation for larger commitments. Engage Consistently: Keep donors connected and informed with regular updates, meetings, and opportunities to participate. This reinforces their importance to the organization and fosters a sense of ownership. Involve the Donor’s Network: When a donor brings family or friends to events, or introduces their network to your cause, you’re reaching a new level of engagement. Encourage this involvement—it often leads to expanded support and lasting relationships. Dream Big, Together: When you have a trusted, long-term donor, don’t be afraid to present a bold vision that reflects both your organization’s mission and their personal values. Transformational gifts are rooted in shared purpose and aligned goals. Be Strategic and Prepared: A major ask should be the result of careful planning and alignment among key stakeholders. Show the donor that you value their leadership and that their gift will be instrumental in achieving an extraordinary impact. Ready to Go Big? Transformational gifts are not merely the result of a single meeting or a one-time ask; they are built on a foundation of genuine partnership, thoughtful stewardship, and a bold, shared vision. By focusing on your donor’s aspirations and inviting them to co-create
Could 8- and 9-Figure Gifts Be in Your Organization’s Future?
For many nonprofits, securing 8- or 9-figure gifts might seem like a distant goal—something reserved for massive institutions with long-established networks. But what if this wasn’t out of reach? What if, by cultivating genuine partnerships with donors, you could unlock extraordinary levels of support and accomplish ambitious goals that change the trajectory of your organization? By engaging with donors in a meaningful, personalized way, nonprofits have the opportunity to establish strong, lasting relationships that could lead to truly transformational gifts. Here, we’ll outline a six-step approach to building these partnerships, emphasizing a commitment to deep donor engagement, active co-creation, and a shared vision for impact. Let’s explore how to lay the groundwork for extraordinary generosity. Six Steps to Co-Creating a Major Donor Partnership The following six steps, used by fundraising professionals like Mike Lanzara, provide a structured approach to developing powerful donor partnerships. With patience, authenticity, and focus, you can move from initial conversations to a meaningful relationship built on shared goals and aspirations. Introduction: Setting the Stage for Ambition When approaching a donor with the potential to make a large-scale gift, start by sharing a compelling vision. But this isn’t about delivering a polished pitch. Instead, introduce the idea of doing something monumental together. Rather than focusing solely on what your organization needs, consider the larger impact your donor might want to have. Frame it as a unique opportunity to work together on a project that could address challenges, expand possibilities, and leave a lasting legacy. Setting the stage for a partnership rather than an immediate ask invites curiosity and signals to the donor that you value their input. Emphasize that this is a collaborative journey—a process where their vision and insights will help shape the outcome. Avoid discussing specific dollar figures at this point; keep the focus on the “what ifs” and the shared potential of working together. Define Their “Why”: Centering the Vision on the Supporter’s Goals Understanding the donor’s “why” is the cornerstone of an effective partnership. This step is about uncovering the personal motivations and values that drive their philanthropy. What impact do they hope to see? What legacy are they aiming to build? Work with the donor to articulate these deeper goals, ensuring the project reflects their aspirations and purpose. This process of understanding the donor’s motivations may involve several in-depth discussions, offering you insight into their core values and life experiences that fuel their commitment. The more you learn about their journey and aspirations, the more aligned your future plans will be. Through these conversations, you can demonstrate that you see them as more than just a financial contributor—you see them as an essential partner in making a meaningful difference. Outline the “What”: Establishing Clear Objectives With the donor’s “why” clearly in focus, the next step is to outline specific, achievable objectives that align with both the donor’s goals and your organization’s mission. By clearly defining the outcomes the donor hopes to achieve, you’re creating a shared roadmap that gives shape to the partnership. At this stage, work collaboratively to clarify what success will look like. In an ideal scenario, how would the project’s impact play out? Make sure these goals are specific and measurable, giving both you and the donor a clear picture of what you’re aiming for together. This process helps the donor feel connected to tangible outcomes, rather than abstract concepts, strengthening their commitment to the journey ahead. Develop the Plan: Aligning the “What” with the “Why” Once the objectives are defined, the next step is to create a detailed plan for how to bring this vision to life. Here, involve key leaders from your organization in discussions, allowing them to hear directly from the donor and incorporate their insights. This collaboration allows the donor to see the depth of your organization’s commitment to their goals and reinforces that their partnership is highly valued. During this phase, be open to the donor’s ideas, preferences, and contributions. While they may not be involved in the operational aspects, their input on strategic decisions—whether it’s the focus areas, approach, or timeline—helps them feel personally invested in the outcome. This part of the process might also begin to hint at the level of financial support needed, though it’s important to keep the focus on collaboration rather than funding at this stage. Confirm the Plan: Gaining Final Approval Before Moving Forward As you approach the final steps of the planning process, seek the donor’s agreement that the proposed plan aligns with their vision and goals. This is your opportunity to confirm that both parties are fully aligned and ready to move forward. This step is crucial, as it ensures that the donor feels confident and enthusiastic about the project’s direction. By gaining their final approval, you’re strengthening the foundation of trust and transparency that will carry the partnership through the campaign. This alignment also sets the stage for the next step—presenting a formal proposal that brings their vision to life. Present the Proposal: Bringing the Vision to Life Finally, it’s time to present a detailed proposal that outlines the impact of the potential gift and demonstrates how the donor’s involvement will make a transformative difference. This presentation is where the vision, objectives, and plan come together in a comprehensive picture of what their support will achieve. The proposal should vividly illustrate the scale of impact, showing how their contribution will directly fuel positive change. By this point, the donor should feel deeply connected to the project, excited to see their aspirations reflected in a clear, actionable plan. Present the proposal with enthusiasm and a clear path forward, reinforcing the legacy they’ll create through this partnership. The Power of a Partnership-Driven Approach Taking the time to cultivate genuine partnerships can elevate fundraising from a transactional experience to a journey of shared purpose. By engaging donors deeply, understanding their motivations, and co-creating a plan that aligns with their vision, you can lay the groundwork for transformational gifts that benefit your organization and community in profound ways.
Preparing for a Capital Campaign: A Strategic Approach to Expanding Your Impact
If you’re at a point where you’re ready to elevate your organization to a new level of impact, it might be time to consider a Capital Campaign. This large-scale fundraising initiative could empower you to make a far greater difference, achieve stronger outcomes, and help many more people. What is a Capital Campaign? A Capital Campaign, as defined by fundraising expert Jerry Linzy, is an intense effort to raise funds within a specific timeframe for a defined purpose—typically to improve the organization’s physical or financial assets. It’s a focused drive toward a clear goal, aiming to secure significant philanthropic support. Are You Ready to Launch? As we’ve discussed throughout the year, building up to a Capital Campaign is no small feat. If you’re thinking of launching one, here’s a step-by-step approach drawn from insights shared by Jerry Linzy, Executive Partner Emeritus of Jerold Panas, Linzy & Partners. Three Steps to Launching a Successful Capital Campaign Over three weeks, we’ll tackle the essential steps for a successful campaign: Define the Campaign: Last week, we covered the essentials of a Capital Campaign. Develop a Compelling Case for Support: This week’s focus. Conduct a Feasibility Study: Next week, we’ll explore how to assess your organization’s readiness. Let’s dive into developing your Case for Support, the foundation for rallying donors to your cause. Creating Your Case for Support A Case for Support is more than a simple project description. It’s a compelling narrative that explains why your mission matters, how you’ll address pressing needs, and why now is the time for action. Here’s how to build it: Define Your Mission and Objectives: Establish a clear, forward-looking vision that explains why your work is essential. Document the societal challenges your organization addresses and articulate the unique value you bring. Outline Program Benefits: Show how your programs benefit your community and constituents. Connect with potential donors by framing the campaign as a way for them to be part of a larger, impactful movement. Detail Project Elements: Objectives and Scope: Specify what you aim to achieve and the program’s reach. Expected Results: Describe the tangible outcomes you anticipate. Professional Staffing Needs: Note any staffing expansions needed to support the project. Timetable and Financials: Include a timeline and the financial information needed to reach your goals. Build Credibility with Evidence of Success: Share your organization’s track record. Highlight past achievements, community impact, and any recognition that underscores your reliability and capability. Present Financial Needs with Transparency: Offer a macro view of your financial requirements and break down specific needs. Connect these financial goals to specific program elements and tie them to donor recognition opportunities. Campaign Overview and Timetable: Provide an overarching timeline for the campaign, including suggested pledge timing, to give donors a clear picture of the campaign’s roadmap. Tips for an Engaging Case Statement Focus on Community Impact, Not Institutional Needs: Keep the emphasis on how your work benefits others, addressing donors’ desire to make a difference. Write to Inspire, Not Just Inform: Fundraising writing should inspire and motivate, conveying urgency and excitement. Emphasize Donor Value: Show donors they’re crucial to the campaign’s success. People give to people and causes they believe in, not just institutions. Preparing for Success A successful Capital Campaign requires thorough preparation and strategic planning. Jerry Linzy recommends these additional steps: Conduct a Feasibility Study: This crucial step will help you identify opportunities, prospective donors, campaign strategies, and potential challenges. Develop an Action Plan and Budget: After the feasibility study, create a detailed plan for the campaign with buy-in from key leaders. Engage Key Leaders and Donors: Convene community and board leaders to endorse the program’s goals and develop a list of prospective donors. Ready to Go Big? If a Capital Campaign seems right for your organization, take the time to develop a thoughtful, strategic approach that centers on your mission and the impact you wish to make. Resources like Making the Case by Jerry Panas offer valuable insights, and organizations like the Institute for Charitable Giving provide training on this process. Stay tuned for next week’s post on conducting a Feasibility Study, a critical step before launching any large-scale fundraising initiative. P.S. If you’re interested in participating in this year’s Thanksgiving storytelling contest, the deadline is this Thursday, November 21. Submissions are already coming in, and it’s always a joy to share the incredible stories of impact in our field!
Turning Fundraising into Meaningful Engagement: Moving Beyond the Transactional Ask
Fundraising often gets a bad reputation, sometimes viewed like a competitive sport or big-game hunt. We’ve all heard the stories—phrases like “Hit up Joe for the gala” or “Twisted Sharon’s arm to support Frank’s campaign.” But this transactional approach to fundraising isn’t just off-putting; it’s corrosive, counter-productive, and ultimately ineffective. So, what does effective fundraising look like? How can we move beyond mere transactions to build authentic, lasting relationships with our supporters? The answer lies in true donor engagement. The Shift: From Transaction to Engagement A better approach to fundraising centers on meaningful engagement with donors. When we think of our supporters as partners instead of targets, we can build connections that not only benefit our organizations but also provide deep personal fulfillment to donors. Consider the Eight Steps of Effective Donor Engagement, which offer a roadmap to help you build lasting, impactful relationships: Initial Solicitation – Transform the initial ask into an invitation to get involved. Gratitude – Show genuine thanks for each gift to strengthen the bond with your supporters. Stewardship – Develop an ongoing relationship that turns single contributions into sustained support. Donor Communications – Use two-way communication to engage donors in meaningful ways, such as through impactful newsletters and surveys. Donor Events – Design events that deepen the emotional connection and build community. Onsite Visits – Bring donors into your mission with personal, immersive experiences that can change their perspective. Preparing for the Major Gift Solicitation For many, the culmination of donor engagement is a major gift solicitation—a milestone that could define the legacy of your donor and transform your organization. But instead of a pressured transaction, let’s approach it as a partnership. Here’s how to turn your major gift solicitation into a truly collaborative and fulfilling experience: Empathy, Energy, Enthusiasm: As Jerry Panas advises, these qualities show donors that your cause matters to you personally. Present a compelling, urgent case that resonates emotionally with your donor. Understand Their Vision: Go beyond the project’s needs to understand what will be truly meaningful to the donor. What are their goals, passions, or lifelong dreams? How can this partnership help them achieve a purpose close to their heart? Involve Trusted Allies: Involve people your donor trusts, like friends or family, who can provide valuable insights or encourage support. This helps create a shared sense of purpose. Seek Feedback on the Case: Share your case statement with the donor ahead of time, inviting their feedback and integrating their ideas. This collaboration reinforces that their support isn’t just appreciated; it’s essential to your mission. Recognize and Appreciate: Discuss how their generosity will be acknowledged—whether privately or publicly—to honor their role in your work. Honor Their Pace: Let donors take their time, ensuring the decision aligns with their comfort and values. Rushed decisions can feel transactional, while patience reflects genuine partnership. Making It Real: Partnership Over Pressure Imagine building an authentic partnership rather than a pressured transaction. This approach strengthens trust, making your relationship meaningful and lasting. When you engage donors this way, they don’t just support your cause—they become advocates, sharing their enthusiasm with others and inspiring more support. What’s Next? We’re almost at the final step in this journey of engagement. The final step is the Donor Tribute—a powerful opportunity to honor a donor’s legacy and celebrate their impact. But before we get there, we’ll explore some real-life examples of effective engagement as part of a major gift ask. Do you have stories of what’s worked well in your own experience? Share your insights, and we’ll include some examples in the next post. Together, let’s continue to elevate our work and make a real difference through meaningful connections with our donors.
