Clairification

MAY 12, 2025

The results are in, and the news is generally bleak. The 2024 Fundraising Effectiveness Project Report * shows downward trends in numbers of donors (down 4.5%), and retention (down 2.6%). First-time donor retention is at its lowest-ever recorded rate. Less than one in five new donors (acquired in 2023) gave again. New donors accounted for 40% of all givers.

Federal Grants

Clairification

JANUARY 27, 2025

Today I want to talk about the heart of successful major gift fundraising. Its about reframing what you may think of as a pitch into what your donor would like to consider a promise. The pitch is one way. A monologue you deliver about everything you know about your organization. Usually it’s about how great it is, how pressing the need is, how you know the donor cares about your mission and, then, you drop a bomb into your donors lap with a big-ass ask they didn’t quite anticipate.

Fundraising

Clairification

NOVEMBER 25, 2024

Studies show one-fourth of all charitable giving happens in December. For some organizations (maybe yours?), it’s as much as one-third. Year-end fundraising is not chopped chicken liver! While you absolutely should be using multiple fundraising channels to get best results, right now whatever you’ve got planned for offline is pretty much cooked.

Proposal

Clairification

APRIL 28, 2025

Use of Donor Advised Funds (DAFs) as a way for individuals to make charitable contributions continues to rise and grants from DAFs are becoming a growing source of income for charities of all shapes and sizes. An ever-broader group of donors are embracing them to approach philanthropy in the thoughtful, strategic way once reserved only for mega-donors who could afford to set up private foundations.

Funding

Clairification

APRIL 10, 2025

Survival Depends on Collective Commitment and Deep Support Too often, fundraising is relegated to an administrative function rather than a mission-central function. Its viewed as a necessary evil. As a result, either no one embraces it as central to their job description, or someone is hired and shunted off to a corner to do the dirty work. Others dont necessarily feel a need to cooperate or support the fundraising effort.

IT

Clairification

FEBRUARY 27, 2025

No matter your politics, this is crisis time for many nonprofits who rely on federal grants and loans (about 30% of all charities ). It’s also crisis time for the beneficiaries of many nonprofits, who are scared, stressed, depressed and otherwise at loose ends due to the rapidly changing environment. Many of the resources on which folks once relied have disappeared or are at risk.

Federal Grants

Clairification

FEBRUARY 13, 2025

The work of philanthropy facilitation is very personal. And, fundamentally, its based on trust. Which is why establishing and building trust should be part of your nonprofit and personal mission. Amid times of change, one truth remains: trust is the foundation of progress — Edelman Trust Barometer 2025 Alas, I rarely see this in mission statements.

Ethics

Clairification

FEBRUARY 3, 2025

The major gift journey is a synergistic one. You see, its both your journey and your donors journey. If you want to follow along the most direct pathway to sustainable philanthropy, youll want to consider the two-fold nature of the expeditious endeavor known as major gift fundraising. Or, as I prefer to call it, passionate philanthropy. First understand the pathway to passionate philanthropy is not just about the money; its every bit as much about the experience.

Goals

Clairification

JULY 21, 2025

The job of the smart fundraiser is inspiring passionate philanthropy to make people’s lives better. I know you’re smart, because you’re reading this article! But none of us is born with a fundraising gene. And no one ever really teaches us how to write a smart fundraising appeal. We copy from our predecessors. Or maybe read an article or two online or attend a webinar on the subject.

Proposal

Clairification

JUNE 5, 2025

In 1984 Robert Cialdini wrote a groundbreaking book, Influence: The Psychology of Persuasion , outlining principles of influence that affect human behaviors. Today these principles have been well documented. Trail-blazing research added by behavioral scientists like Daniel Kahneman and Amos Tversky supports and expands on Cialdini’s principles. No matter how much technology advances, the triggers behind human behavior and decision making remain the same.

Fundraising

Clairification

JUNE 2, 2025

Lets flip the script. This week, youre not the fundraiseryoure the donor. For five easy, eye-opening days, youll experience your organization the way your supporters do: what they see, how they feel, and what might be turning them off (or winning them over). Its a chance to spark fresh insights, fine-tune your approach, and build a more donor-centered experiencewithout adding anything major to your to-do list.

Donation

Clairification

MAY 26, 2025

Remember, behind all your work there are people. Its your job to learn more about them. One of your best tools is curiosity. One study published in Harvard Business Review ,found curiosity builds trust and improves relationships in the workplace. It also builds trust between you and donors. Jon Simons, Executive V.P. of DBD Group, suggests curiosity is a muscle.

IT

Clairification

APRIL 24, 2025

Often, so-called best practices are merely myths, beliefs or habits. Thats how weve always done it is not a reason to continue a practice thats not evidence-based. In the Middle Ages, bloodletting was the go-to medical cure. Sometimes people got better, but that may have been in spite of the strategy rather than a causal manifestation. People really didnt question it, because medical knowledge at the time was poorly developed.

Fundraising

Clairification

MARCH 3, 2025

How will you and your nonprofit make it through these trying times? Two words: EMPATHY. INNOVATION. These are the two qualities most needed in todays topsy-turvy world. And theyre by far the best way to connect meaningfully with your constituents. Id like you to think of them as your newly essential fundraising and communication strategies. Apply them to everything you do for the duration of this uncertain, challenging time.

Federal Grants

Clairification

DECEMBER 9, 2024

The more publicly people commit, the more resistant they are to changing their minds This relates to one of Robert Cialdinis principles of influence and persuasion : commitment and consistency. The main point is this: Once we make a decision, and strongly attach ourselves to an idea by agreeing orally or in writing, its more likely well stick with that decision than change our minds.

Nonprofit

Clairification

JULY 28, 2025

All you’ve got to do is ask! Seriously. The number one reason people don’t make a major gift – or any gift for that matter – is no one asks them. But I’m getting a bit ahead of myself. Before you can ask, you have to know a few basics: Who will you ask? What will you ask for? When will you know they’re ready to be asked? Where should you ask? How should you ask?

Readiness

Clairification

MAY 8, 2025

13 happens to be my lucky number. I want it to be lucky for you too. Today, Im going to reveal to you how you can make this happen. A survey of wills reported on by the Chronicle of Philanthropy revealed the average bequest by everyday donors is $78,630. The survey is a few years old, but as a working average this will suffice. Some people will leave less; some people will leave more.

Nonprofit

Clairification

JANUARY 21, 2025

Learn to become an “inside” major donor rainmaker If youve got donors, you’ve got the raw material for a major donor program and its easier than you think. Begin with your own database. Most organizations have plenty of donor prospects, without having to go outside and look for prospects who arent connected to you. You know who I mean.

IT

Clairification

JANUARY 16, 2025

Nonprofits pay a lot of attention to donor acquisition. Then? They largely ignore these donors, unless They become worthy of attention by virtue of being major donors. Then? Nonprofits pay a lot of attention to major donor relationship building. But between new donor acquisition and major donor cultivation, solicitation and stewardship, what happens?

Fundraising

Clairification

JUNE 30, 2025

Full confession: I’ve used the franken “best practice” appeal structure for years. And honestly? It works — especially if you borrow generously from the best of the best appeal writers. I’ve even taught these practices at conferences, on webinars, and through consulting engagements. You probably know the formula: Lead with the beginnings of a story illustrating your mission.

Fundraising

Clairification

MARCH 31, 2025

Theres a lot about fundraising folks take for granted. And not in a good way. Because much of it is untrue! In fact, if you, your executive director, your board members or anyone else where you work subscribes to these fictions youll be in for a lot of pain and suffering. You wont raise near the money you could otherwise raise. And you wont enjoy your work.

Fundraising

Clairification

JUNE 9, 2025

Assuming people don’t want to be asked to make a philanthropic gift is one of the biggest misconceptions of what constitutes being donor-centered. Or even kind, thoughtful and respectful. Alas, when you spend all your time on cultivation, assuming folks don’t need a direct ask and will simply give spontaneously as a result of being passively asked, or even outright wooed, everyone loses.

IT

Clairification

MARCH 10, 2025

Legacy gifts dont fall from the sky. Legacy donors arent delivered by storks. You wont find them hiding behind cabbage leaves. Youll mostly find them living in your donor database, volunteer roster, alumni mailing list, membership roll, client files, service purchasers, and anyplace else folks connect with you and have a positive affiliation. An affiliation with you.

Nonprofit

Clairification

FEBRUARY 24, 2025

Whats in a name? A rose by any other name would smell as sweet , said Shakespeare. But, would it? Seth Godin thinks words matter. As do I. Thats just semantics Just? The meaning of the word is the reason we used the word. If we dont agree about the meaning of the word, we havent communicated. Instead of, thats just semantics, it seems more productive to say, Im confident we have a semantics problem.

Fundraising

Clairification

NOVEMBER 18, 2024

Percolate on these ideas; choose 1 – 2 to wake up your year-end campaign! The biggest fundraising time of the year for most nonprofits inexorably approaches. It can be stressful. Don’t succumb to the stress. You’ve got this! Perhaps you can’t do everything you’d like to do this year, but you can do some things. Some you can do on your own.

Fundraising

Clairification

OCTOBER 31, 2024

I’m beginning again, as I often do, with a bit of borrowed insight, this time from a colleague’s newsletter: If I had to sum up my advice for this week, it would be to don’t be scared. There are many reasons to feel scared. I understand that and want to acknowledge that feeling. However, we must remember that within our DNA is something deeply coded to be helpful, kind, compassionate, and focused on collaboration and community.

IT

Clairification

MAY 22, 2025

When the world feels wildly out of whack, it’s time to figure out how to bring things back into some semblance of balance. Today I share a proven 1-2-3 formula for nonprofit fundraising success — even when the ground underneath feels shaky. This is a time when keeping one’s balance is quite a challenge.But, if you use this formula, you can steady yourself, right your organizational ship, and bring meaning, purpose and joy to others in your community who share your values.

Nonprofit

Clairification

APRIL 17, 2025

Today I want to remind you thatpart and parcel of your personal mission, as a philanthropy facilitator , is to bring supporters opportunities for meaning and purpose. Because when you help increase others sense of wellbeing, not only is the world a better place but these folks are more likely to demonstrate gratitude by giving of themselves. Meaning drives us to act with generosity and resolve.

IT

Clairification

APRIL 7, 2025

I recently received a prickly thank you letter that made my blood boil. Not because it was so bad, but because it wasnt good. It didnt make me want to renew my support. And thats unforgiveable. Because the point of the first gift is to get a second one. Otherwise, donor acquisition costs you more than you make. Its simply not worth the effort unless you commit to donor retention.

Nonprofit

Clairification

JUNE 23, 2025

It may be summer, but smart fundraisers know the most important giving season of the year is right around the corner. Between September and January, donors are most engaged, generous, and open to supporting causes they care about. That’s why now is the time to think strategically about what you’ll be asking for — and how. The post Want to Raise More Unrestricted Dollars?

Fundraising

Clairification

MAY 5, 2025

Youve got your work cut out for you. I get lots of questions about what to include in donor surveys. But thats the wrong place to begin. First you must have clarity on why youre sending the survey. You cant bring top value to your donor survey unless youre specific about what value you want to receive and deliver. The great thing about donor surveys is theyre a genuine twofer.

Fundraising

Clairification

MARCH 24, 2025

Its okay to feel overwhelmed by everything going on. The firehose of incoming. Its constitutionally impossible for us to handle it all. You can try to bear down and get through it. But after a while youll find yourself digging a bigger and bigger hole. As the inimitable Seth Godin recently wrote: Attention doesnt scale, no matter how hard we try. If you cant deal with everything, what should be your priority?

Federal Grants

Clairification

MARCH 17, 2025

Can the act of philanthropy make people feel better? I say Yes. Absolutely. Much has been written about the warm glow that comes from giving. So why not think about fundraisingas a caring act , and fundraisers (aka philanthropy facilitators )as trusted helpers and healers? Reframing fundraising in this way can be your key to: (1) committing to major individual donor fundraising (helping people to be the people they’d like to see in the mirror), and (2 ) engaging more staff, volunteers and

Fundraising

Clairification

JANUARY 2, 2025

Did you miss the most popular tips on Clairification last year? The trending topics included how to effectively leave voicemail; retention techniques; email and other campaign appeal strategy; how to communicate about things like overhead and transaction fees; philanthropic culture and board giving. The standout articles, from bottom to top, include: Countdown: Top 10 Hottest Topics on Clairification 10.

Fundraising

Clairification

MAY 19, 2025

In a world filled with urgent headlines and heart-wrenching crises, its easy for fundraisers to wonder if their cause stands a chance of breaking through the noise. Especially when they’re not rescuing animals, feeding hungry people, or fighting the types of injustices leading the news cycle. But relevance isnt reserved for emergencies. THINK.

Fundraising

Clairification

APRIL 14, 2025

Its Tax Day April 15 th — in the U.S. No fun. Nobody likes paying taxes. Nobody likes thinking about paying taxes. Bummer. A subject most folks avoid like the plague. And thats the point. Talking about taxes is mostly bad news. It puts folks in a sour mood. It makes them want to move on and think about something else. So, why Why , oh why , oh why , oh why do nonprofits talk to donors so much about taxes?!?!

Fundraising

Clairification

FEBRUARY 17, 2025

Trust is Built By What You Do In my last article, I wrote about why establishing and building trust should be part of your nonprofit and personal mission. Because trust is the foundation of all lasting relationships. If you dont build trust, or if you somehow manage to destroy it, youre going to lose your donor. It’s an uphill battle, requiring a proactive approach.

Nonprofit