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Recently I listened to a webinar filled with statistics.

• Repeat donor retention was down.

• New donor retention was down.

• Lapsed donor recapture was down.

(I was relieved to see overall giving is up slightly! Yay!)

The news made me think about what we can do to change the trajectory of the numbers and build operational security for our organizations.

The answer is stewardship. Intentional, meaningful stewardship can create lifetime donors with a strong attachment to our mission and cause.

I’ve been having conversations lately with several nonprofit leaders I trust. CEOs, Executive Directors, Development Directors who care deeply about their missions and take their responsibility seriously.

And even though their organizations look different, I keep hearing familiar observations and challenges.

Fundraising is moving. Fundraising is changing. And the question underneath it all is: How does our team change with it?

I am an avid sports fan and late October through mid-November is the ultimate time of year for me to follow multiple sports very closely. When we think about leadership, our minds tend to go immediately to the notion of an individual who leads others, most often in a business setting. However, what I want to drill down on in this blog is an entirely different aspect of leadership: it is the notion of leading yourself. And sports offer many sterling examples of just that.

The last quarter of the year always feels different. The calendar is heavier, expectations loom larger, and every ask seems more urgent than the one before. But here’s what I’ve learned: leadership in Q4 isn’t about pushing harder. It's about how you show up.

When you walk into a room at year-end, donors and staff alike are watching. They notice your tone, your posture, your clarity — or lack thereof. That’s where leadership lives.

A couple years ago, I decided to sign up for my first ever beginner triathlon. Even though I didn’t have a training schedule, I did have an irrational sense of optimism – what else could I possibly need?  Without a plan, I showed up on race day to the start line without goggles and one sock. Unprepared but still optimistic. I can manage a short swim, bike ride, and 5k because I had done those exercises in some form before – how hard could it be?

Needless to say, I found myself struggling to make it through. By the run, I was exhausted and would shamelessly run when there were cheerleaders and spectators and would walk when no one was watching.

I finished, but it was messy.

That experience taught me something important: passion and optimism are great, but without a focused plan and intentional execution, you’ll spend more energy scrambling than succeeding.

The same is true in fundraising…especially at year-end.

Fall marks a season of renewed energy for many nonprofit boards. As members return from summer breaks and settle back into meeting rhythms, there's a natural momentum building toward year-end. This is the perfect time to tackle those important governance priorities that may have been on the back burner—turning the final quarter into your board's most productive and impactful months of the year.

Year-end fundraising is like football season. The game isn’t won in the last two minutes—it’s decided by the plays you’ve been running since the first quarter. If you wait until December to get serious, you’re basically showing up at halftime and hoping for a miracle comeback. Spoiler: that’s not a winning strategy.

The ocean has a funny way of teaching you humility. Several years ago, I decided to tackle a new challenge: surfing. My first foray into the Pacific was less than graceful. Armed with a rented board and a healthy dose of overconfidence, I paddled out with the singular goal of getting beyond those crashing, churning waves.

And fight, I did.

While every day offers the option for a reset, it seems that most of us use a specific point in time, anniversary, or significant life event to pause, reflect and begin again. Psychologists say that resetting involves re-centering or a fresh start, often aiming to clear mental clutter and negative patterns.

We have all at some point found ourselves heading down the wrong path faced with the choice to push forward or retrace our steps and start out again. If we are not careful, we can view this needed U-turn as time wasted, resources squandered or even failure. If you are the leader and your team has been following close on your heels, this change in direction can feel embarrassing and humbling. You might worry that others will questions your ability to lead.

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.