Spontaneous Combustion...
“Tell me again why you’re doing this?”
For the umteenth time, standing before my CEO, I was attempting to justify an opportunity to join some key potential donors on a fly fishing trip to Montana. She simply could not get beyond the cost involved when there was no real guarantee of return on investment. I, on the other hand, could not imagine how she was missing the impact it would have on our ministry. I was positioned to build solid relationships with people who had the potential to become significant financial partners.
Did I wonder if the trip might turn into a big nothing burger? Yes. Could it result in an attractive return on investment? Yes. If so, how could we strategize on the best way to justify the investment of my upfront costs?
On another occasion, I was invited at the last minute to join one of our active major gift donors on a trip across the nation for a prayer gathering representing one of their favorite causes. My Executive Director’s response was, “What? Why? How is that going to help you do your job?” I was frustrated. Why couldn’t he see the value of investing in this kind of opportunity as a relationship building moment? It would provide quality time with people who wanted me to know them better. Yes, the cost of going would be our expense, however, that seemed like a small price to pay, right?
Could the trip turn into a big nothing burger? Yes. Was there a chance it could result in an attractive return on investment? Yes. If so, how could we strategize on the best way to justify the investment of my upfront costs?
In both situations we all had reasonable arguments. Yet, we were playing tug-o’-war with each other, debating an issue that felt impossible to resolve with clarity. Is it possible to avoid having opportunities like this turn into a demoralizing confrontation with leadership?
💡I have some ideas💡
💸 - Budget in advance
Plan ahead and make sure to be in agreement with your leadership for a contingency line item in the budget which is uniquely for “play” opportunities and last minute relational moments with active and prospective donors. It could be $1,000 or $50,000. The key is approval in advance to fund these activities.
🤝 - Have an “Anchor”
Create an understanding with your leadership about how this opportunity can be a valid return on investment. Have a “connector” who is directly involved (click here for my definition of great connectors). These individuals are like the anchor of a ship, providing confidence that unexpected currents and/or storms will not set you adrift in your fundraising purpose.
⚾️ - It’s like baseball
Sometimes you have to take a swing you weren’t expecting. You are AMAZING if you successfully get 3 hits out of 10 plate appearances. You can’t question your abilities every time you don’t get a hit.
So here are two scenarios:
- You have money left in your contingency fund and you have an anchor connector: I encourage you to pull the trigger and participate in the play opportunity.
- You have the money but no connector: Give me a call. I’m all ears to hear about the opportunity. Let me help you think about the best way forward.
For those who lead teams of major gift fundraisers: Be open to the instincts of your reps. Listen carefully to the opportunity. This is a great chance for you to show confidence in your team. Develop a plan and budget for the spontaneous combustion of play, networking, connecting!
* * * * * * * * * *
Depending on your day to day needs in major donor fundraising, I have three options you can choose from to energize your efforts:
- The Catalyst Course - a major donor fundraising course for those who are new to the task.
- The High-Performance Course (inquire directly if interested) - a major donor fundraising course for experienced professionals.
- The Flywheel Package - a customized six month consultation for people who are leading teams of major donor fundraisers.
The Catalyst Course is affordable at a cost of $500 and can be done in a schedule that fits best for you, taking anywhere from four weeks to three months to complete. Everything I have learned, successes and failures, is packed into these courses for your benefit and enjoyment. I have taken hundreds of folks through this content, helping them with fundraising strategies to empower causes all over the world.
Now is the time to take advantage of these resources!
I look forward to hearing about your good work.
Blessings,
