When using written communication, always use a structured, sequential approach to all cultivation and solicitation. To the extent possible, solicit from the “inside out” and “top down”—i.e. begin by soliciting “insiders” such as board, and “top” prospects considered capable of the largest gifts, gradually working toward the solicitation of the least-engaged constituencies and the donors with the least financial capacity. (At times, the sequential approach may be relaxed to take advantage of the timing of special events, as appropriate). Use the commitment of early donors as motivation in soliciting subsequent groups.

“Enough. Enough already!” said the capital campaign donor when the performing arts center came back for the third campaign in less than five years.

When donor recognition is considered, development professionals often think in terms of published donor lists, walls of honor in lobbies, and plaques for the donors’ offices. Yet the most appreciated ways to honor donors are often simple and personal benefits, customized to the donor’s needs and interests.

Have you ever felt that a prospective donor was so different from you that you had no idea how to make a connection? Have you walked up to the front door of a donor’s home scared that the two of you have nothing in common? I certainly have.

1) Before any talk of fundraising or planned giving, be sure your board members are excited and enthusiastic about the organization and its programs. Lead