Matures to Boomers: Who You Need to Reach Now and How

The future is here. Between 2017 and 2030, an estimated $1.5 to $6 trillion in charitable gifts will be designated to nonprofits in the U.S. In other words, retiree support will account for half of all giving by 2025. While there’s certainly a greater societal sensitivity to the vital work of nonprofits—and many who supportContinue reading Matures to Boomers: Who You Need to Reach Now and How

How to Write Stronger CTAs: Tips from the Pros

“Get in this house right now.” “Stop that.” “Take that out of your nose.” Chances are, you’ve been hearing calls to action since you could walk, talk and squabble with siblings. Moms and Dads, and the other trusted adults who watched over you, were your first exposure to them. They “persuaded” you to take action,Continue reading How to Write Stronger CTAs: Tips from the Pros

Making the Most Out of Every Ask

In the world of fundraising (especially planned giving), we’re in the business of building relationships. Going deeper into people’s interests or intentions and evolving them into purposeful actions, uniting need with source of support, whether as a volunteer, advocate, board member or major donor. It all begins with a question… DO YOU KNOW WHAT ITContinue reading Making the Most Out of Every Ask

Connecting the Dots: Planned Giving, Metrics and ROI

If you’re like any of the other thousands of fundraisers around the country with ‘planned giving’ as part of their job description, you’ve no doubt had the conversation around planned giving ROI with your boss (probably a former major gifts officer), your CFO (the numbers guru), your board (the ‘bottom line’ people) or even yourContinue reading Connecting the Dots: Planned Giving, Metrics and ROI

Shine On! How to Stay On Message and Rise Above

Every nonprofit has a unique personality all its own. To be clear, we’re not referring to the personalities of the people who run or support an organization, although they can be quite colorful too. Instead, we’re talking about a nonprofit’s personality—its brand—and how, among other facets, it “talks” about its mission and message, gives backContinue reading Shine On! How to Stay On Message and Rise Above

How to Measure Your Planned Giving ROI

Return on investment—ROI—is a topic that fascinates, baffles, haunts and exhilarates planned giving managers. As our long-time friend and planned giving champion Katherine Swank of Blackbaud wrote last year, nonprofit leaders want numbers. Yet, a big hurdle in generating that ROI number may be the time lag between identifying a planned giving prospect and theContinue reading How to Measure Your Planned Giving ROI

It’s Get to Know Your Customers (Donors) Day!

A cautionary note: If you’re just not in the mood to hear any of this “appreciating-your-customer” business, may we suggest waiting to read this post later? Maybe you overheard a cranky customer impatiently waiting for their morning coffee, or you were on the receiving end of a co-worker or donor complaint (gasp!). Whatever the case,Continue reading It’s Get to Know Your Customers (Donors) Day!

What Does Detective Columbo Have to do With Fundraising?

Years ago, I learned about the “Columbo Approach” and how you can utilize this in prospecting and follow-up phone calls. It’s based on the old TV character Columbo played by Peter Falk and is, simply put, when you ask questions of someone and essentially ‘play dumb’ even though you know the answer. By asking yourContinue reading What Does Detective Columbo Have to do With Fundraising?

How to Talk with Prospects: KISS

The great investor Warren Buffett says companies that use excessive jargon and technical models in their communications are companies investors should avoid. “They obviously don’t want me to understand their business,” he said. The Oracle of Omaha has also written much about how he writes his annual reports: “One unoriginal but useful tip: Write withContinue reading How to Talk with Prospects: KISS

We’re Not in the Business of Sales, Here.

I couldn’t get to sleep the other night and while channel surfing I stumbled on Glengarry Glen Ross. I always love to watch Alec Baldwin’s character Blake’s hilarious (yet painful) soliloquy where he drives home the point: “A.B.C. Always Be Closing.” While Blake’s foul language and my laughter didn’t do much to help me sleep,Continue reading We’re Not in the Business of Sales, Here.