Smart ideas from Hartsook Companies, Inc.

June 1, 2010

The Middle Time

Between the exhilaration of soliciting a major gift and the satisfaction of closing it, comes "the middle time". More often than not, this is a time of wondering what to do, doubting how well you performed during the ask, and hesitating about next steps. You wish the donor's answer was immediate; however, you understand that an invitation to make a major investment in your organization is most certainly a thoughtful decision.

What do you do during this middle time? Here are some suggestions, understanding this interval of time may stretch from just a few weeks to a year or two in some cases. The real skill in major gift fundraising is not just the ask, it is learning how to close the gift - exercising patience, caring, and creativity in a combination that is both personal and persistent.

1. Stay in touch. Remember: you are the one who must always initiate contact. To make the ask and then wait for the prospect to respond to you sends the wrong message. Set a goal of regular contact, weaving into each contact the appropriate blend of reminding, involving and inspiring. Use deadlines or challenges to trigger a decision.

2. Never apologize. Remember, they know you are the professional and it is your job to secure gifts on behalf of your organization. Never apologize for the follow up; always speak of your mission and the changes it is making in the lives of real people. Be up front about how you will be staying in touch - not to exert pressure, but to remind, offer help, further clarify options and intent and the ways in which their gift can be made.

3. Grow the relationship. While you seek the gift, don't forget the giver. You are growing a relationship with the donor - not just wanting their money. Be genuine and offer other ways to involve them during this time. Invite them to meetings and events; ask their opinion. Show genuine interest in their lives and speak often of how much you appreciate what they do, who they are and their hopes for the future. Remember, this is not about you, it is about them and how they can find fulfillment through your mission.

4. Find ways to inspire them often. Send clippings and share stories. Invite them to see, look, touch and feel. Let them continue to experience your mission - not just hear about it.

5. Actively involve them. Give them opportunity to do things other than give money. Giving funds is only one way they can show their commitment and make a difference.

- Terry Snapp, MA, CFRE, Executive Vice President (Kansas City)

The Written Word

Adrian Sargeant, the Robert F. Hartsook Professor of Fundraising at Indiana University, and Jen Shang just released Fundraising Practices and Principles published by Jossey-Bass Wiley. One reviewer notes: "Sargeant is the accessible academic and this is typical of his work. It is rigorously researched, clear, concise, well written, well presented and entirely appropriate. Any fundraiser who knows what Adrian knows will outperform the others. It's as simple as that." Hartsook leaders Karin Cox (special events), Matt Beem (planned giving) and Bob Hartsook (major gift fundraising) all served as contributors. The book is available at http://www.josseybass.com/WileyCDA/.

Can you take control over your own success? According to Hartsook Companies' COO Matt Beem, who debuts his first solo book, Performance-Driven Fundraising: Taking Control of Your Success, you can. This insightful text, built on his years of fundraising for a variety of organizations, will accelerate anyone's learning curve and serve as a handy, yet entertaining, reference tool for new and seasoned fundraisers. To order your copy at the introductory price of just $19.95, click here. This special offer expires June 15, 2010, so don't delay. Coming soon to Kindle.

On the Web

• "Five Things NOT to Do." The NonProfit Times "Five Things Not to Do in a Capital Campaign" article by Bob Hartsook is listed on their website as one of the five most highly read articles within the past 24 months. Learn how to avoid the five "don'ts" at NonProfit Times.

• New Web Site: www.hartsookinstitutes.org. Harsook Institutes is creating a new breed of fundraising professional: those who think, explore, and rely on, apply and build knowledge and research. Visit the newly re-launched and revamped web site with even more information and resources at www.hartsookinstitutes.org

• Timely Tips and Tweets! Follow us on Twitter at HartsookTips. Today's Tweet: A good prospect pool will be expansive and ever-changing. Just when you think you've thought of everyone...think again.

• Facebook: Become a Fan. Get enlightening fundraising tips, view our event photos, and see what's new at Hartsook Companies by following us on Facebook.

• Searches Made Simple. We recently added Google Search as an easy way for site visitors to find relevant resources and information on our web site.

• Global Reach. Empresas Hartsook, Inc. es una empresa de recaudación de fondos completo servicio de consultoría. Or as we say in our native language: "Hartsook Companies, Inc. is a full-service fundraising consulting firm." To better accommodate international clients and prospects, Hartsook Companies' web site can now be translated into 40 languages via the Google Translate button on our home page.

Another Smart Idea...From the Hartsook Best Practices Collection^SM

"Make it easy for people to become monthly donors. Put it on every response card." - Marilyn Fuller, Director of Donor Development, Rescue Mission, Syracuse, NY

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

• The entire ASR Publishing collection is now available on Kindle. Books from Hartsook Companies' CEO Bob Hartsook include On The Money! - an enlightening collection of success stories and lessons learned from nonprofit fundraising campaigns nationwide; Closing that Gift! How to be Successful 99% of the Time - a reveal of the 29 secrets to closing a gift and the top 10 solicitation mistakes; Million Dollar Gifts - 101 strategies of amazing real-life stories of million-dollar gifts made by average Americans; Nobody Wants to Give Money Away! - stories, humor and more than two decades of fundraising experience in which Bob explores the nine fundraising truths essential to success; Getting Your Ducks in a Row - a tool box of strategies for effective campaign fundraising, including ideas, concepts, plans, strategies, approaches and suggestions that result in success; and "Reality Fundraising" - ideas, insights and lessons learned through hundreds of best practices from nonprofit professionals nationwide.

• "Best Practices Coast to Coast," a compilation of best practices from every state in the union.

• "Hartsook Best Practices Collection," our original collection of 250 best practices and great ideas.

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.