In part 3 of 3 in her series, Jana Cobb, Stelter Client Strategist, shares insights from our nonprofit client panel hosted in January 2024.
At an all-company meeting earlier this year, we were thrilled to host a panel discussion with some of our nonprofit clients. Having the opportunity to hear directly from the partners we serve is always a high point for our staff, providing inspiration and enlightenment to our Stelter employees each year.
The fundraising landscape is continually evolving, and for the final blog in this series, our panelists share their insights on adapting to these changes and breaking down silos within their organizations.
Adapting to Change
Each panelist acknowledged significant changes over the past few years, including the pandemic, political shifts and technological advancements. They emphasized that donors have shifted as well, requiring organizations to adapt in order to continue engaging donors effectively. The panel discussed specific changes in building and maintaining donor relationships:
- Virtual visits have become a useful tool, as older donors are now more comfortable with technology like Zoom and Facetime.
- However, in-person interactions remain crucial for building strong, personal connections. Donors are craving connection coming out of the pandemic.
- Yet, post-COVID trauma has made it more difficult in some ways to get a donor to agree to a meeting. Not all donors are emotionally ready to meet in person yet.
- Older donors have become more receptive to email communications.
- The political landscape is presenting challenges related to donor relationships. Depending on the situation, relationships can be impacted both positively and negatively.
Breaking Down Silos in Fundraising
Health Sector
Steven Adamian, JD, CSPG
Associate Senior Vice President, Gift Planning
Children’s Hospital Los Angeles
Steven spoke about breaking down silos in fundraising and promoting cross-collaboration. The hospital’s front-line fundraisers are encouraged to consult and partner with Steven regarding pursuit of planned gifts. Steven serves as the in-house planned giving expert, and provides training and resources to help other fundraisers feel comfortable having a conversation about planned giving with donors. The fundraisers’ activities in pursuit of securing a planned gift count toward their fundraising metrics. He appreciates that CHLA’s leaders recognize the value of planned giving to the mission of the hospital and are very supportive of efforts to increase planned giving conversations. For any planning giving department trying to advocate for cross-collaboration, it might be helpful to point out that planned giving dollars tend to be a significant source of unrestricted revenue.
Cause Sector
Sharon Bean, CFRE
Senior Director, Planned Giving,
International Rescue Committee (IRC)
Sharon is passionate about breaking down barriers. Her advocacy and ability to demonstrate impact have helped elevate planned giving within her organization’s leadership. She uses a drip approach in her planned giving marketing, finding ways to consistently be in front of donors with messaging that seeps in over time. When discussing various fundraising pillars internally, Sharon finds it crucial for planned giving to be a part of the conversation. Hearing about planned gift opportunities and the impact these gifts can make is important to raise planned giving visibility for the entire team. And this carries over to their donor conversations. If a fundraiser can recognize where the donor is at in their giving journey—a planned gift may make the most sense for their circumstances.
Your Turn
Using the form below, let us know how the changing fundraising landscape is impacting your organization’s planned giving program. And if you haven’t read the entire series, you can read part 1 here and part 2 here.
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