Everything is (NOT) Awesome

Recently I heard this update from a colleague and friend who leads a small humanitarian charity:

🤞We just launched our seasonal fundraising campaign.

‍🫤I’m trying to schedule meetings and no one is responding.

‍😫One of the foundations we rely on notified me that they’re “taking a year off” from grantmaking.

‍😟A longstanding major giver recently sent in $15,000 (half of what they’ve given annually over the last 5 years).

‍😳We’re $55,000 in the red and our board is getting nervous - contingency funds are almost gone.

Oh, man… Leading a small charity can be such a tough and unforgiving vocation.  I wish singer-songwriter Chris Stapleton could write us a lament.  My British friends probably have it right - “we just need to have a cry and a lie down.”  Lord, hear our prayers for my friend and the people he and his team are serving.

“So what should I do?” my friend asked.

What do you do, as a leader in charitable fundraising, when nothing seems to be working?

I interviewed a panel of folks* to ask their perspective. The following panelists weighed in:

➡️Don: seasoned fundraising veteran with 30+ years under his belt

➡️Jane: team leader of major gift officers for a large charity

➡️Amanda: fundraising consultant

➡️Eli: storyteller and communication specialist

➡️John: leader of a small charity

➡️Lacie: successful entrepreneur and major giver to several charities

What follows are key highlights from our discussion.

J.Paul:  Welcome everyone and thank you for taking time to talk with us about the important topic of addressing the challenges in major gift fundraising. Your experience is diverse, so let’s dive right in!

Someone start us off addressing this question:  When faced with a series of rejections and closed doors, what strategies do you recommend to regain momentum?

‍Don (Seasoned Veteran): I go back to basics: reconnecting with my most loyal supporters. These conversations often re-energize me and sometimes open new opportunities through their networks. Every interaction is a step forward, even if it doesn't immediately seem so.

‍Lacie (Entrepreneur and Giver): It’s crucial to analyze each rejection for any underlying patterns. Am I targeting the right prospects? Is my messaging clear? Do I appear needy and pathetic? If so, how does that impact potential givers?

‍‍Eli (Storytelling and Communication):However, don’t underestimate the power of expressing vulnerability. Let supporters know about the challenges you are facing.  Seek their advice, allowing them to feel valued.  This might open doors to unexpected support.

‍J.Paul: How do you handle the emotional toll of fundraising under pressure, especially with high financial stakes?

‍John (Small Charity Leader): It's important to maintain a balance and keep perspective. I ensure that my team and I have regular check-ins not just about work, but also about how we're coping emotionally. It’s important to celebrate small victories to keep morale high.

‍Jane (Major Gift Team Leader):Focusing on the cause rather than the financial goals helps alleviate some of the pressure. Reflect on why we do this. Sharing this perspective with your team and supporters helps them stay engaged.

‍J.Paul: In a digital age, how important is face-to-face interaction?  How do you blend traditional and digital approaches in your fundraising strategy?

‍Lacie (Entrepreneur and Giver): Face-to-face is irreplaceable, especially for major gift fundraising. Employ strategic digital tools when appropriate.  I find the power of video enhances messaging and helps keep our connection active. By the way, I’m on LinkedIn and so are hundreds of my entrepreneur friends and business owners. Help us to find you there!

‍Amanda (Fundraising Consultant): Leveraging digital tools for analytics and segmentation helps tailor my outreach, ensuring that when I meet someone in person, the interaction is highly targeted and more likely to be successful. I endeavor to blend efficiency with personal touch.

‍J.Paul: Can you share a successful strategy or campaign that made a significant difference during a challenging time?

‍John (Small Charity Leader): During a particularly tough financial quarter, we launched a mini-campaign focusing on how small contributions were pooled to make a large impact. We used stories and specific examples of impact, which not only helped in meeting our financial goals but also increased our donor base.

‍Eli (Storytelling and Communication):  In times of difficulty, the power of storytelling becomes even more critical. Share stories of how even small contributions have made a significant impact.  Keep generating content. Regular posts on LinkedIn and other platforms should be educational and inspirational.

‍Jane (Major Gift Team Leader):I once advised a charity to host a virtual tour of their operations and the communities they support. It brought the donors closer to the cause, seeing where every dollar was going, and significantly boosted the campaign.

‍J.Paul: Would each of you please add some concluding thoughts about self-care in the midst of a difficult season?

‍Jane (Major Gift Team Leader): I rely heavily on short meditation and mindfulness practices daily. This helps me stay centered, lowers my stress level, and prevents future uncertainties from dominating my thoughts.

‍Don (Seasoned Veteran): In high-stress periods, I consistently and completely disconnect for a few hours every week. A walk in nature or sitting quietly with my thoughts, allows me to reset. It's essential to step away and clear my head to maintain perspective.

‍Amanda (Fundraising Consultant): I hold a strict boundary between work and personal life. When I'm off, I'm truly off—no emails, no calls. This separation helps me recharge, then return to work with a fresh perspective and renewed energy.

‍Lacie (Entrepreneur and Giver): A consistent exercise routine is a game changer for me. It energizes me and provides mental clarity. Structured downtime with family and friends also helps remind me of the 'why' behind my work.

‍John (Small Charity Leader): I find keeping a gratitude journal helps immensely. Each day, I note three things I'm grateful for.  I find it shifts my focus away from the crisis at hand to the positives in my life; keeping my spirits up and combating the negativity that arises during tough times.

‍Eli (Storytelling and Communication): For me, there are two non-negotiables.  First, I have access to a trustworthy therapist who I process with and learn from.  Lacie spoke earlier about identifying underlying patterns.  It can be transformational to understand how donors perceive you.  Second, I decompress by writing to make sense of the world around me. It helps me stay grounded and creative.

‍J.Paul: Thank you all - I love the kindness and awareness in these suggestions!  Here’s my two cents worth for the self-care basket.  Imprint the “serenity prayer” front and center in your mind and spirit:

🙏God, grant us (me, our board, and staff team) the serenity to accept the things we cannot change, the courage to change the things we can, and wisdom to know the difference.

Blessings to each and every one of you this week.  I’m pulling for you and praying for an awesome release of resources for your cause.

* This was a completely fictional panel. Yes, I do hear voices in my head.

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This section is newly updated so give it a quick read before moving on...

‍If you haven't taken advantage of some of the resources I've created to help major gift fundraisers, take a look now!  Initial calls with me are free and "no strings attached".  Sometimes folks feel like they need to wait and not 'bother' me until they have a pressing issue.  No need for that...just make the call. 🕺

‍Here's where you can access a lot of content for free:

* Follow me on LinkedIn - You'll get short pro-tips and reflections on major gift fundraising every day between 5-7am pacific.

* Breakthru Newsletter - As you've seen here, these are longer weekly posts (audio and written) sent directly to your email.

* Breakthru Blog - the newsletter from the previous week gets posted here each week for everyone (so email subscribers get it a week early).

* Breakthru Podcast - Interviews with high net worth givers about how we as fundraisers can get better at inviting them to the party.  And audio readings of Breakthru Blog posts.

Before getting to the PAID stuff:

My opinion is that no small ministry with a tight budget should be spending more than $3-5k (total) for major gift coaching/consulting.  Most of you will be good-to-go spending far less than that.  This was a major issue for me when I was a frontline fundraiser - major gift consultants were an expensive 'black-box-of-confusion' for me.  That stops now.

Here's the PAID stuff:

* Online Catalyst Course - This is a full brain dump of my 28+ years of experience - good, bad, ugly.  It's built around the fundamentals, the sacredness, and the fun, of major gift fundraising.  It's infused with Henri Nouwen reflections.  Many people can take this course and they will be 'cooking-with-gas' and not need any additional coaching from me on the core systems.  I'm grateful that this course has gotten *great* reviews.

* Live coaching with me - I refer to this as "brain rental".  The ROI on live coaching, as you might imagine, is extraordinary.

Finally, I have a new team member named Ivana Salloum.  She's super aweseme and she can help with scheduling and access to resources, etc.

I look forward to hearing about your good work!

Blessings,