The biggest flex in the nonprofit world is to NOT be in a fire drill the last month of your fiscal year.  

But, Sherry….isn’t this how every fundraising department operates? No. 

Could you really raise 100% of your stretch goal halfway through your fiscal year?  YEP.

Fear has set in. 

In any given day, I hear:

“Individuals aren't giving as much any more.”

“A funding source is changing its priorities.”   

“Inflation is really impacting donors.”

“But what about the economy?”

You know what surprises me? 

The number of fundraisers that AREN’T consistently hosting 1:1 donor meetings. 

Honestly, too many fundraisers don’t know how to move donor relationships beyond the event or volunteer experience and into investment-level conversation.

Just because you’re seeing something over and over again doesn’t mean it’s working.

It also doesn't mean you need to keep doing it.

There’s a topic I’ve never written about. Like, NEVER. It feels a little taboo.

But it comes up all the time! So, here goes my potentially unpopular opinion…

Not everyone is going to care that it’s your organization’s [insert 20, 25, 30, 35, 45, 50th] anniversary as much as you do.

Chasing every dollar in fundraising is a losing game.

Here’s what happens: You’ll spend more hours than you should earning each dollar. You’ll get sucked into the transactional deadline-driven spin-cycle. You’ll burn out trying to hit fragmented goals all year long.

High-ROI fundraisers take a different approach.

There’s a lot of fear around setting the Development Department’s goals too high. 

I get it. I would never encourage a team to set a goal too high without ALSO investing in supporting resources and additional infrastructure.

But, the bigger problem I see more often? Setting goals too low.

I talk to dozens of leaders every month and nobody seems to know how to use LinkedIn to attract donors. And perhaps the even bigger problem? 

Their teams are using LinkedIn to sell tickets, gather raffle items, and recruit 5K participants. That’s for your grassroots donors on Facebook…not LinkedIn.

My 12+ year business has grown substantially every year - and, especially the last 5 years. I constantly invest in sales coaches. 

I love learning from top salespeople and hearing them talk about how they’ve honed their processes, their tone, and approach. They constantly study and refine their sales skills to perfection. Here’s what gets me…

If most years:

You tap into your line of credit…

You plan for a deficit budget…

You struggle with cash flow…

You also have a fundraising problem.

If you’re a nonprofit CEO and you’re treating LinkedIn like Facebook or Instagram, you’re missing out on a big opportunity. 

(Don't believe me? Ask my client who can tie back a 6- and 7-figure gift to LinkedIn Visibility. Full stop.) 

LinkedIn is not for selling tickets, gathering raffle items, recruiting 5K participants. That’s for your grassroots donors on Facebook.

One of the lies told to the nonprofit sector is that securing pro bono work should be a priority. After all, the Give/Get often sets this pace from day one.  

Well, 9 times out of 10, pro bono work slows you down. It’s likely slowing your organization’s growth too. 

If you’re serious about change you need to invest in experts for their skills.