It’s not too late to end the year with an increased surge in philanthropic investments. Kevin Daum, author of “Roar! Get Heard in the Sales and Marketing Jungle,” recommends tips that translate nicely for fundraisers.
“Go Lean and Mean,” is his first recommendation. Focus on the top three goals you can actually achieve in the next month. Frontline fundraisers might consider (1) Closing the gifts of loyal friends, especially those donors from whom you are seeking an upgrade. Call, pop by, email or write a personal note and then follow-up. Start at the top in terms of giving capacity and requested amount. Make it as personal as you are able. Quality matters with these top potential donors. (2) The next tier down and (3) everyone else who hasn’t been asked receiving a warm invitation to make a difference now!
For non-frontline fundraisers, Daum’s advice still works. “With only a little time left, every minute is valuable, so don't waste them. Decide on two or three major goals that are important and achievable. Stretching is fine, but make sure the motivation is strong. The rest can be eliminated or go on the schedule for 2014. Then you'll be mentally free and ready to focus hard and attack these important few goals.”
“Take Stock,” is his second recommendation. I don’t think that works well for December in the fundraising world no matter your position on the team. For example, donor relations professionals are getting thank you notes, holiday cards, and impact reports out the door, helping donors feel great about their investments and thinking about making another. Researchers are polishing lists and briefs for fundraisers trying to close, close, close. January, however, is the perfect month for taking stock and adjusting your plan for the remainder of your fiscal year if not on a calendar year or making a new plan for 2020.
“Much of what you anticipated would happen this year probably turned out to be different than you originally thought. Don't try and execute an aggressive approach based upon information and expectations that are months old. Take a day or two to disconnect from the day-to-day craziness to assess, think and plan the coming months. You might consider a consultant to help you find your weaknesses.” The Osborne Group offers many diagnostic tools and services to help you maximize strategically taking stock.
His next recommendation is also excellent for January. “Add Structure,” – a path to success. You need a plan with clear metrics and accountability. Use January to assess what worked, what didn’t, why, and what shall we do differently going forward.
“Make a Deal,” number four suggestion and I like it a lot. What motives you to excel, to pick up the phone, to get out the door, to exceed your own and your supervisor’s expectations, to make your donors say, “Wow?” Identify that motivator, promise to reward your excellent behavior, and then go do amazing work these last few weeks always keeping in mind it is not too late to end the year strong!
His last recommendation is essential. “Enlist Partners.” We know that volunteers can and should be force multipliers. Here’s a quick piece that may inspire your volunteers this holiday season.
Enrolling and engaging your best volunteers to help you with both stewardship (calling, visiting to thank, share impact, and wish the best for the New Year) and to ask and close (Please join me) is a winning formula.
As you focus on what to do during these last few weeks, keep in mind the good advice of Jess Lee, “Keep things as simple as possible, edit out the extraneous, and focus on polishing the details.”