1. Take your major donors for a walk and talk. Ask, "Which of your philanthropic gifts in 2005 was most satisfying. Listen. Remember. Do not make another request then.
   
   
2. Tell the truth about your fundraising costs and overhead. The Indiana University Center On Philanthropy study shows that 37% of NPO's with budgets over $50,000 say on their IRS 990's that they have no fundraising costs. Educate yourself, your board and donors about what it takes to keep your doors open and money flowing in.
   
   
3. Meet with a "Gate Opener To Giving" (financial advisor) in their office and ask for this counsel, "Why might other financial advisors be reluctant to ask the giving question of their clients . . . and what can we do together to change that?"
   
   
4. Conduct yourself or have a third party debrief ten lost major donors. Listen with openness. Don't try to change their minds - it will skew what they tell you. They may give again or they may not . . but you'll gain critical intelligence that may save your bacon in the future.
   
   
5. Do develop a written personal giving mission statement so you can say "yes" or "no" to any giving request and feel good about yourself and your decision.
   
   
6. Begin to think of your donors as "customers" and not walking wallets. Make the shift and notice how much easier and more satisfying your relationships become.
   
   
7. Interview key donors and ask the uncommon essential question. Ask, "How would you like to be acknowledged and not acknowledged for your gifts to our nonprofit. Put that info in your database and honor it.
   
   
8. Conduct a self-assessment of your nonprofits "proud's" and "do better's." Share the results with your stakeholders. Then do something better. Tell others what you did.
   
   
9. Craft your NPO's 30-second story and begin to brand your nonprofit in a way that distinguishes you from the rest.
   
   
10. Stop at the end of the day and ask yourself one question, "What am I most proud of that I did today (that no one noticed) to further our nonprofits mission?" A lot of days if you don't acknowledge yourself, you'll starve to death.

Charles Maclean is founder and chief committed listener for www.philanthropynow.com at 503.297.1490. Send comments to advocate@philanthropynow.com He is the author of the "360 Degree Nonprofit Self-Audit For Excellence & Accountability" and the "Inspiring And Branding Of Giving As A Way Of Living" initiative.

© 2004 Charles Bernard Maclean, PhD, All Rights Reserved
© 2004 PhilanthropyNow, All Rights Reserved

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