[Strategies for Success - Smart ideas from Hartsook Companies, Inc.]
Smart ideas from Hartsook Companies, Inc.

February 9, 2010

Building and Nurturing a Relationship With
Key Donors and Prospects is Job One

Are you so busy with files and emails that you won't make it out of the office today? It's easy to get wrapped up in the day-to-day administrative tasks that make a development office run smoothly. However, you should never get so wrapped up that you fail to do the most important work of all: communicating with your donors. Get on the phone, get out of the office, and get in front of those who care most about the work of your organization! Never forget that building and nurturing a relationship with key donors and prospects is job one.

They're Counting on You
In survey after survey, our donors say that the development professional is one of the most important people in their philanthropic decision-making. As the brokers of philanthropy, it is vital that we remain available and visible for donors.

The Most Important, Low-cost Fundraising Tip
The most important thing you can do to increase your fundraising success is very low cost; in fact, it's free. Interested? It's simple: Have a conversation. Yes, that's right, have a conversation. Talk to your donors and prospects and, more importantly, listen. Ask open-ended and engaging questions and listen to what they have to say. Not sure what to talk about? Thank them for their giving; invite them to see new programs firsthand; or check in to see how their new grandchild is doing. Communication is the only way to build a relationship.

The Face of the Organization
To many donors and prospects, the development professional is the face of the organization - the only staff person they know. If that's the case, make sure that your face is a familiar one to each and every major gift donor and prospect. Don't just show up when it's time to ask for a gift. Be a visible presence at all times.

Are you still sitting there? What are you waiting for? It's time to get out of the office and see your donors. If you haven't visited a donor in a while, today is the best day to get back in touch.

- Amanda Osborne, MPA, CFRE, Vice President, Greensboro, NC, aosborne@hartsookcompanies.com


Seeking Big Gifts in Tough Times? Learn More Today!
imageAs The Chronicle prepares to release its list next week showing America's 50 most generous donors, they believe "the challenges facing fundraisers are clear: Even the wealthiest Americans are slowing their giving as they try to regain their footing in the bad economy."

Bob Hartsook may have a different view of million dollar giving. After all, last year, along with raising millions of dollars for hundreds of clients, Bob gave away over $1.5 million.

Are you seeking large gifts? There's still time to participant in this Chronicle on Philanthropy-sponsored conversation which features Bob Hartsook, Robert Carter and Linda Thompson on Tuesday, February 9, at noon Eastern time. To participate, register here.


Giving Back to Nonprofits
Hartsook Companies' National Day of Service recently provided more than 50 eligible nonprofits access to some of the nation's most successful and knowledgeable fundraising consultants. The two-hour consultations offered organizations a tailored discussion about their most pressing fundraising challenges, and provided advice that can lead their organization to mission fulfillment through increased funding.

Held at Avila University, home of the first Hartsook Institute for Fundraising, the counseling sessions were so successful, Hartsook Companies has added two more Kansas City dates: February 11 and 12. These sessions will also take place at Avila. Our National Day of Service efforts continue across the country. Upcoming cities include Baltimore (April 9-10) and Charleston, SC in late April. For more information, email annette@hartsookcompanies.com


AFP International; Come See Us
We invite you to visit our booth (number 1148) at the AFP International Conference on Fundraising in Baltimore April 11-14, 2010. Hartsook Companies' Chairman and CEO Bob Hartsook, and Vice-Chairman Robert Swanson, will be on hand for book signings. Matt Beem, COO, will be available to unveil and sign his brand-new book, Performance-Driven Fundraising: Taking Control of Your Success. We would welcome the opportunity to talk with you about your organization's fundraising challenges and needs. Watch for more details coming soon.


Coming Soon
Matthew J. Beem, MPA, CFRE, President and Chief Operating Officer for Hartsook Companies, will soon release his first solo book. Produced by ASR Media, Performance-Driven Fundraising: Taking Control of Your Success, priced at just $29.95 (plus $5 S&H), will accelerate anyone's learning curve and serve as a handy, yet entertaining, reference tool for new and seasoned fundraisers. To reserve your pre-release copy for just $19.95, contact Tammy Weinman at tammy@hartsookcompanies.com noting "Performance Book Special" in the subject line.


Another Smart Idea...From the Hartsook Best Practices CollectionSM

“All new board members are required to go through a Fundraising 101 course and then participate in a one-on-one solicitation visit with a prospective donor.” - Shaun Butcher, Director, Inspire to Serve, Frederick, MD

If you are interested in Best Practices and smart ideas, see these additional resources from Hartsook Companies:

For a free copy of "Best Practices Coast to Coast" or the "Hartsook Best Practices Collection", please email Tammy Weinman, tammy@hartsookcompanies.com, or visit our web site. We also invite you to contribute your own best practice by emailing Annette Lough, annette@hartsookcompanies.com.


Visit the Hartsook Companies web site for:

• Educational opportunities
• Books/reference articles
• Conference/workshop speakers

Strategies for Success explores smart ideas, connecting with more than 2,000 fundraising professionals bi-weekly. We welcome your contributions or comments. Send to Strategies for Success editor Annette Lough, annette@hartsookcompanies.com. If you'd like a free subscription to Strategies for Success - or its monthly companion, eHartsook on Philanthropy - contact Tammy Weinman, tammy@hartsookcompanies.com. You also can reach her at 816.298.8045, Ext. 8225.

Our web site is located at http://www.hartsookcompanies.com.

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