Jon Simons

My story always seems to end the same way. I head out to the super market for a “few things” and can come home burdened with grocery bags filled with cravings, bargains, two for ones, must haves and more.

Upon learning about an amazing $40,000,000 estate gift made to the Westport Weston Family YMCA in Connecticut, another non-profit leader commented to me on how lucky they were to receive such a transformational donation. Having had the honor of working with the staff and volunteers of the Westport Weston Family Y for the past few years on their capital campaign, I quickly assured him that “luck” had nothing to do with it!

At Donor By Design, one of our core beliefs is to always to tell the kind truth. We serve our clients best when we’re honest with each other about what’s working and what’s not. The importance of an outside perspective was vividly illustrated for me on a recent drive.

It seems every development conversation I have with a Camp Executive Director eventually moves towards alumni engagement… or the serious lack thereof.

A recent stroll through my garden reminded me of a lesson from Dr. Henry Cloud in his book, “Necessary Endings.“  In it, Dr. Cloud offers a great analogy related to the need for pruning to stimulate healthy growth.

Unlocking the mystery of donor prospect identification comes down to one simple question: WHO REALLY CARES?

One of the key things any campaign needs to be successful is a strong prospective donor base. Seems obvious enough, but many organizations spend more time on the plans for their new building than they do on cultivating the donor relationships that could make that dream a reality.

Good fundraisers understand the value of asking questions in pursuit of answers. Great fundraisers aren’t satisfied with getting answers; they crave clarity. To understand a potential donor’s true interests, motivations and reservations we need to move beyond simple Q&A, taking the time to understand the deeper meaning behind their responses. To achieve greater clarity, we need to push past their initial response and invite them to share more. A few follow up questions can unlock a wealth of important information.