Celebration builds community. I don’t mean just celebrating the end of a campaign or a transformational gift.  I’m talking about frequent celebrations with your whole team – your board, your philanthropic partners, your colleagues. Celebrations are a way for members of your community to come together to honor what you’ve done and where you are [...]

Failure to close your first gift, regardless of its size, is one of the biggest obstacles to your success in creating partnerships.  Of course, at first we need time and spaciousness with people to explore our respective interests and where they may meet. But we generally wait too long to invite people to join with [...]

I started my Course in Exponential Fundraising at Harvard last week standing at a big white board, marker at the ready, and asked the class this simple question:  “What is fundraising?” The group shouted out answers like: directing resources to things that urgently need to be done on the planet; listening to people’s passions and [...]

For years I believed the weathered fundraising maxim that Job One was to convince and convert people to the mission of my specific project. Then they’d give. Then they’d get involved.  What I’ve discovered over the years, though, is that it’s after people write a check that they really start to get involved.  People discover [...]

Be lit from within.  Remind yourself that you aren’t asking people to help you.  Helping implies inequality and that’s not what this is about.  This is about inviting someone to partner with you, to take a stand with you, to work side by side with you.  Remind yourself why you were called to do this work [...]

First, remember that right now at least 25% of your prospective partners are ready to be solicited.  If you are not asking them formally to join you, consider what’s stopping you. More often than not, it’s simple fear of rejection.  If you’ve laid the groundwork and been open and clear, the solicitation is a natural step in the relationship. [...]

People often ask me if they should involve both spouses/partners in their organizations.  Yes!   Almost without exception, the best course of action is to involve both halves of a couple. As always, when in doubt, put yourself in your donor’s shoes.  Would you make a significant gift without talking with your spouse or partner?  Not likely. We [...]

Always ask for a specific amount. When you ask someone to consider a gift in a range (“Would you consider a gift of $25,000-50,000?”) it may be easier for you, the solicitor, to get the ask out. But it’s simply not as effective.  Mostly, people will give at the lower level, if they give at all. Why?  Two reasons. [...]

Here’s a handy rule of thumb:  ask for something in every meeting. You don’t always have to ask for a gift, but don’t leave without asking for something.  Maybe it’s to host a dinner or to introduce you to someone whom you’ve been wanting to meet. But get in the habit of asking. It strengthens [...]