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Like me, you may be hearing a lot of chatter about our economy. We have experienced significant economic prosperity over the past years. Is our economy headed for a slow down? Who knows?

When you get a chance to speak with a donor, one of the most important things you can do is to listen. Because when you do, you’ll realize that the answer to one question can take your conversation in a whole new direction.

Recently, I met with a client to prepare for a feasibility study. We were reviewing a list of potential key community leaders to interview as part of the study. As we assessed each of the potential study participants (rating them based on their potential interest, access, influence and affluence), it became clear that each person identified was a big fan of the organization and most had also been recent donors. Great, right?

A fairly common concern among nonprofit directors is that their board members won’t participate in fundraising efforts.  Some board members may claim they weren’t told they were expected to ask for contributions when they joined the board.  Others might say they don’t like to impose on their friends (or they want to avoid their friends coming back to them asking for money for their favorite charity). And still others promise they will help but never follow through.

Often non-profit leaders get caught up in anxiously telling donors “everything.” They blurt out stats about programs and stories. They hasten to show impact and community need. As non-profit staff and volunteers, they have great pride in the mission so it’s easy for them to go on and on about what’s happening with the organization.

In our work with nonprofits, faith-based organizations and other causes, we often find ourselves talking about “community.” We are looking to strengthen community. We are seeking support from the community. We are reaching out into the community with our programs or ministries.

If you were welcoming guests to your home, you most probably would clean and de-clutter to make sure it was ready for visitors. Let me challenge you to do the same in your office these first few weeks of 2019. More than just cleaning off your desk, use the time to do a real inventory of the state of things before you launch into the new year.