Aspects of our work often lend themselves to sports-driven analogies and for good reason. Fundraising, like sports, is strategic, competitive, and driven by shared purpose and heart.
With the uncertainty nonprofits face today, leaning into an axiom coined by my son’s basketball coach provides us a valuable and effective approach to navigate our shifting landscape: Control the Controllables or C.T.C. Let go of what you can’t change and take control of the things you can = C.T.C.
Three ways you can C.T.C of your development program today:
- Build Meaningful Relationships This is always a sound game plan strategy. Where you spend your time matters. Reprioritize your workload daily in order to keep an intentional, manageable list of major gifts prospects on the front burner of your workday. Think of major gift relationship building as recruiting the players that will be a part of your winning team.
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- Pro Tip: Carefully curate a list of top prospects (we suggest starting with a Top 20). Commit to a personal meeting with each prospect in the year ahead. Learn why they give to your organization and what matters most to them. Be an active listener and don’t ask for anything but feedback. Plan for 2-3 additional personal touchpoints during the year.
- Bonus Hint: Interested in seriously taking on planned giving and the great wealth transfer. Personal meetings are where this work begins. You can’t spectate to a planned gift.
- Share Your Better Story When is the last time you reviewed your case for support with “fresh eyes?” Are you running the same three plays looking for a different outcome? Our quickly changing environment can be used to your advantage. Carefully review your case against evolving, urgent needs that your organization addresses. Continue to update statistics and share fresh stories that help donors see the relevant impact of their support.
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- Pro Tip: Share your recent case with a few select donors/prospects (remember that Top 20 from above?) who are not particularly close to you and ask for their feedback and insights. This may further their connection to your organization AND provide you fresh perspective on how “outsiders” view your case for support. The key to these conversations is to listen more than you talk!
- Pro Tip: Share your recent case with a few select donors/prospects (remember that Top 20 from above?) who are not particularly close to you and ask for their feedback and insights. This may further their connection to your organization AND provide you fresh perspective on how “outsiders” view your case for support. The key to these conversations is to listen more than you talk!
- Pay Attention To Your Data Achieving a fundraising goal is like being on the roster of a winning team when the clock runs out. It feels great and it should be celebrated, but it’s about more than just the win. The statistics beyond the scoreboard tell the full story and so does your fundraising data.
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- Pro Tip: Review your retention and acquisition rate by giving level segments (under $100, $100 - $249, etc.) not simply as a sum total. Assess response rates by appeal/tactic type and against your cost (including staff & volunteer time) to execute. Let data inform adjustments to your development plan.
When the clock runs out it is important to remember that fundraising is a team sport. Not everyone plays the same position but everyone has a role. Staying focused on C.T.C. will help you and your team navigate challenges and drive meaningful progress towards mission wins. And winning is fun!
Summer is the perfect time to step back, evaluate, and realign priorities. It is a perfect time to think through a purposeful reset of your fundraising and organizational strategies. Tips from the team at DBD Group will help you emerge energized and focused for the busy season ahead.
