Jim Eskin’s 10 Elements Of A Major Gift Fundraising Talisman reviews 10 rules to live by that ensure you become a master of your own fundraising luck!
Recently I’ve been reading about the mystique of the talisman. Cutting across cultures and generations, this is typically viewed as an object held to act as a charm to avert evil and bring good fortune. Others have interpreted it more deeply as a concept that we are masters of our own good luck. That resonates with me.
As a fundraising trainer/consultant I believe profoundly that, through the prudent blending of art and science, we indeed can manufacture good fortune that makes the world better for others more than just for ourselves. It is nothing magical, but rather a combination of working hard and working smart.
Based on my experience as an advancement practitioner for three institutions of higher education and now a trainer/consultant working with a wide range of professional and volunteer non-profit leaders spanning organizations of different sizes and a variety of missions, I would like to highlight the following 10 elements of the Fundraiser’s Talisman.
- Living an abiding conviction in the role, need for, and urgency of the mission of the non-profit and the men, women and children it serves:
Passion is a superpower. It charges the batteries of non-profit leaders who aim and reach higher and higher, and overcome what appear to be insurmountable obstacles. With every fiber of their being, they press on and fight to reach the higher levels of positive outcomes and results. - Life-long learning and life-long sharing:
For successful fundraisers, every solicitation is a rich learning experience whether the response is yes, no or maybe. There is no one size fits all path to earning gifts. Just as all the people close to us are different, so too are donor prospects. They have different stories, priorities and motivations. Methodically, we must learn these and find the most effective ways to connect our missions with their brains as well as their hearts. There is a growing array of sound educational programs — in person and virtual — providing the latest insights into principles, strategies and best practices. When acquired, winners are quick to share this knowledge with fellow team members. - Being uber-ethical and uber-competitive go hand-in-hand:
High-performing fundraisers will always go the extra mile and work 7/24 when necessary, to compete for and earn gifts of time, talent and treasure. But their integrity, honesty, and commitment to fulfill donor intent is never compromised. This might mean courageously standing up to supervisors and turning down lucrative gifts in which donors make inappropriate demands. - Enjoying a broad set of interests, activities and hobbies:
This empowers the fundraiser to enter a wide range of worlds and comfortably discuss many different topics that are on the minds of donor prospects. Conversation is the first step in getting donors to know, like and trust us. - Nurturing friendships over relationships:
The word “relationship” is in vogue and is incessantly used everywhere. But I once heard it defined as something you have until something better comes along. Friendships are developed, elevated and sustained over time. They can endure an occasional rejection of a solicitation or disagreement. The common commitment between donor and non-profit has a firm foundation and both sides are in it for the long haul. - Engaging every professional and volunteer member of the organization:
Delegating resource development to just one extraordinary staff member, board member or volunteer is doomed to failure. The most successful organizations embrace the concept that it takes an entire non-profit village to discover, cultivate, solicit and steward donor prospects. The solicitation might be left to a few special professionals or volunteers, but everyone in the organization can and should play significant roles in identifying prospects, telling the story, breaking the ice and introducing contacts to the mission of the non-profit, and conveying heartfelt gratitude. - Embracing at every turn, collaboration with other organizations in similar mission space:
This takes a variety of forms led by making joint requests, coming together to provide programs and services, and sharing back-office operations. Funders love to see this type of collaboration which culminates in greater efficiency and a stronger return on their philanthropic investment. - Welcoming opportunities for innovation and new and better ways of fulfilling the mission:
The world around us continues to change at a dizzying pace. Technology comes immediately to mind. Remember, the best computer hardware and software is virtually useless when non-profit staff and volunteers don’t receive ample instruction on making the best use of it. - Communicating the good works, accomplishments, and especially the stories of the impact on beneficiaries:
We must never forget that donors are forced to make difficult decisions not between the good and the bad, but between the good and the good. What can we say that our organization accomplishes that sets us apart from other good non-profits? There is an abundance of growing traditional and new media channels to cost-effectively convey our core messaging. - Genuinely enjoying the fundraising processes:
Too many non-profit leaders are scared of asking for gifts because they’ve never experienced a solicitation for themselves. This is primarily a fear of the unknown. Successful fundraisers recognize that hearing “no” is part of the discipline and there is no shame in being turned down. The sun will come up the next day, and we enthusiastically move on to other donor prospects. You simply learn it, do it and perpetually do it better and better.
There is an element of fascination with the concept of the talisman. It might be fun to collect mementos that are supposed to bring good luck. But in fundraising, just as in virtually every other field, we are responsible for our own good fortune. Character, work ethic and knowing heads and honest hearts will determine success or failure. Fortunately, in the very competitive world of fundraising, we have research, data, case studies and other resources to guide us in our journeys in successfully championing the noble missions of our non-profits that touch, improve and save more lives, especially helping those who are struggling.
Jim Eskin’s 10 Elements Of A Major Gift Fundraising Talisman was first posted at Major Gifts Ramp-Up
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Jim Eskin’s consulting practice, Eskin Fundraising Training builds on the success of his more than 250 fundraising workshops, webinars and podcasts and provides the training, coaching and support services that non-profits need to compete for and secure major gifts. He has authored more than 100 guest columns that have appeared in daily newspapers, business journals and blogs 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.
