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As a young man in Kansas, I worked on a farm during the summer between graduating high school and starting college. The family I worked for, Dwight and Nora Sauer, had a lasting impact on my life and the lives of many others. Dwight can be best described as very competitive. A college football player […]
“I’m not sure we can afford The Asking Academy.” My team and I have heard this before … and it’s a common concern. Your budget is carefully calculated and managed, and before committing to a larger investment of time and resources, you want to know that the investment is going to be worth it. I understand […]
When Pam Witter asked me to write the foreword to her newest book, Five Strategies to Increase Annual Fund Revenue, I couldn’t say yes fast enough! I knew it would be a tremendous resource for anyone involved in raising money for charitable causes. Pam turns over some big big rocks like . . . Why use a major gifts model […]
I call these my “Big Three” when it comes to fundraising: Relationships Mission Long-term objectives In my years of fundraising, I learned some simple truths. Good fundraisers realize that fundraising is all about relationships, not transactions. It’s about the long-term, not the immediate crisis of the week, month, or year. And mostly, it’s about the mission, not about […]
Do donors make big gift decisions alone? Sometimes yes. Sometimes no. Often a spouse, family member, business partner, trusted adviser, or others need to be consulted first. As a fundraiser, how would you know? I’m sure it comes as no surprise for me to suggest that you . . . ask. Step 9 is Asking […]
You’ve got to get this book! My good friend, Bob Tiede, just released his new book, “Great Leaders ASK Questions” and – as you would expect – it’s outstanding! Bob connects beautifully with both seasoned and emerging leaders beginning on the very first page where he asks,“Would you like to increase your leadership effectiveness X […]
That’s the $64,000 question — right? But, is $64,000 the right amount? Game shows aside, how do we “know” what is the right size gift for a specific donor? To find out the answer, join me on Step 6: Asking About Amount, as we continue climbing the 10 Step Staircase. (We skipped Step 5, Asking […]
You’ve heard of it. The dreaded IRS Form 990, the information return charitable organizations submit anually in order to retain their tax-exempt status. It’s tedious, right? Only if you let it be. Did you know the From 990 is the primary information source for many funders? By definition, these are more sophisticated givers . . […]
Having recently been accused of being a proud father, I simply have to plead ‘guilty’! You see, last weekend I had the distinct privilege of walking my youngest daughter, Monica, down the long aisle to be united in holy matrimony to Jon Feierabend. In doing so, I found myself flooded with the most intense emotions. […]
I recently spoke on the topic “How to Make High Stakes Asks” and Katelyn Rietz raised a great question. Before sharing her question, let me give you the context. Katelyn works as Director of Development at the National Organization on Fetal Alcohol Syndrome in Washington D.C. She has a robust background with much expertise in her […]