Being a Successful Fundraiser in 2021 -- Part II
Part II: Insights from Leading Fundraising Authorities
My sincere thanks to nationally respected colleagues who contributed the following thoughts on “What Frontline Fundraisers Will Need to Improve or Muscles to Develop In 2021?”
“I’m tempted to say ‘empathy,’ because it’s key to building relationships — the foundation of successful major gift fundraising. But to be empathic you must first listen. Two ears; one mouth. Use proportionately. When you become too focused on your agenda, it’s easy to miss what the donor is telling you — and what may lie between the lines. Listen fully and creatively. Open your mind and heart. Ask probing questions to develop deeper understanding. Then… use empathy. I feel you. I’ve felt that way. I’ve found a path that may help you.”
Claire Axelrad, J.D., CFRE
Principal
Clarification
San Francisco
https://www.clairification.com/
”Frontline fundraisers need to exercise the muscles of resiliency and shoot-for-the moon creativity for success in 2021. 2020 has taught us to expect the unexpected. How we respond to the unexpected shapes our future. Resiliency (or what I like to call “grit”) has been a trait of successful people throughout history. This means continuously challenging yourself to be grateful, to see things differently than others, and to surround yourself with people who are like-minded (which buoys you and them). It also means allowing challenges, obstacles, and crises to become the launching pad for creativity. What a gift to be forced to think differently. Exercise that creative muscle and it will change your future.”
Sally Bryant
President & CEO
BRYANT GROUP
Irving, Texas
“The soleus is one of the calf muscles and is said to be the muscle that can pull with the greatest force. It is what keeps us upright when standing and is in a constant fight against gravity. Its capable of producing both dynamic and explosive strength. That is EXACTLY what every person does who exercises their philanthropic skills — they produce unrelenting dynamic and explosive strength and work tirelessly on behalf of every person and every cause they represent. Bonus: It is the one muscle needed for marathons which we run every day!”
Laura Fredricks, JD
CEO & Founder
THE ASK?
New York City
“My tip is to keep up your practice of doing what you know is right. Steward your donors and prospects. Keep your organization's priorities in a simple list that is easily shared and explained in a phone conversation or videoconference. Take the time to do your research to make connections that make sense. It will be harder to make new friends without an opportunity for campus tours and special events. Work closely with your leadership volunteers to connect to people they know who will care about your cause. Finally, and most importantly, continue to make the ASK, thank and recognize donors who step up in support.”
Missy Gale, CFRE
President & CEO
M. Gale & Associates
Fort Worth, TX
“We need to continue to find new and fun ways to be present ... to hone our VOICE. Call donors to thank them more. Call supporters to ask them what is most important to them about what you do. Use the technologies that have emerged as tools to connect us to supplement our more personal interactions and further grow relationships. Engage far more people in your organization in the processes of reaching out, telling your stories, and sharing how much you treasure all that your advocates and ambassadors do for you in your communities. Ensure that your messaging is consistent with mission, that it conveys a power of impact, and that it guarantees that all within the organization are speaking from one voice. And, of course, ask those who share your passion to make charitable gifts in support of a most worthy mission.”
Marv LeRoy
President and Founder
Institute for Philanthropic Excellence
Clinton Park, New York
"The fundraising muscle for 2021 to be utilized the most has to be the ‘Virtual Muscle’. What I am referring to is the ability to adapt to a whole new world where face to face is the exception rather than the norm for major gift solicitations, and perhaps even more so for events. Those who innovate and move boldly into this world will be richly rewarded by increased funding to their cause rather than setbacks! Every contact needs to be visually enhanced via a virtual tool of one nature or another. Do not forget video enhancement for every email, especially those communications where you are thanking donors. Your donors will soon know which organizations they support continue to help foster stronger relationships via these marvelous tools and techniques. Do not put your proverbial head in the sand, rather be the partner your donors hold up as the example for building relationships in the COVID era.”
Jay Love
Chief Relationship Officer
Bloomerang
“If fundraising skills were muscles, one of the most important to strengthen would be listening. Too often, we mistake fundraising with words. In reality, the best fundraising happens through listening. Listening to why they are giving. Listening to what they like about what we’re doing. As we learn to listen, we’ll find the words we use in our speaking and writing gets easier. Because we’re no longer guessing. And as we get better at listening, we’ll find our nonprofit is no longer the “best kept secret in town” because everyone else will be talking about it!”
Marc A. Pitman
Founder
The Concord Leadership Group
Greenville, South Carolina
https://concordleadershipgroup.com/
“For 2021 you must be even sharper, focus more strategically on your best potential donors and most importantly, do your homework before making an ask. Thorough and detailed prospect research is your first step in planning a strategy. Now you really must know as many details, both personal and professional, about your donors and potential donors; a first recommendation is to compile all of the information that you have in one document, not scattered over various Excel sheets, donor files, memos you have written about the home, the office, the family.”
Abbie J. von Schlegell, CFRE, FAFP
Principal
a. von schlegell & co
Pittsfield, Mass.
https://abbievonschlegell.com/
Jim Eskin's leadership roles span more than 30 years in fundraising, public affairs and communications in the San Antonio area. During his career, he established records for gifts from individuals at three South Texas institutions of higher learning. He enjoys training non-profit boards on fundraising best practices and overcoming the fear of asking for gifts. His consulting practice Eskin Fundraising Training builds on the success of his fundraising workshops and webinars and provides the training, coaching and support services that non-profits need to compete for and secure private gifts. He has authored more than 100 guest columns that have appeared in daily newspapers and business journals across the country, and publishes Stratagems, a monthly e-newsletter exploring timely issues and trends in philanthropy. Sign up here for a free subscription. He is author of 10 Simple Fundraising Lessons, which can be purchased here.
Best-Selling Author, Keynote Speaker, Consultant, Trainer
4 年Thanks Jim Eskin I am so blessed to have you as a friend and wonderful colleague. This is an #awesome article and reminder how important our work is in #philanthropy Exercise your muscles!!