Real Talk for Real Fundraisers

You aren’t alone if you don’t fully understand the economics of major gifts and how it should work. Over the years, the Veritus team has run into CEOs and managers of major non-profits who didn’t get it either. In our opinion, this is just one of the reasons major gifts continues to elude non-profits… you just don’t understand the economics of it and how to be successful. That’s okay. Because in today’s podcast, Richard and Jeff talk about the Six Economic Realities of Major Gifts, which they write about in their new book, It’s Not JUST About the Donor. This lively discussion will give you the context for where major gifts should focus (donors), why you need to be patient (it takes time to build relationships) and much more.

We often talk to leaders and managers of non-profits who tell us they’re leading a donor-centered non-profit. That’s great! But then we start asking questions: 1. Do you have a system set up to thank donors properly? 2. Do you have an infrastructure that allows you to get information on donor impact from the program side? 3. Does finance and program sit at the table with major gift officers to discuss donor offers? 4. Do you provide administrative support for your major gift team? Most often, the answer is no. In this episode, Richard and Jeff discuss why the “back office” of a major gift program is so crucial for success, and why a major gift program can’t succeed just on the backs of your front-line fundraisers.

What is the biggest barrier to major gift success? It’s a lack of leadership. It was this lack of leadership that inspired Richard and Jeff to write their latest book, “It’s Not JUST About the Donor.” And it’s the focus of today's episode. In this episode Richard and Jeff address this lack of leadership by outlining all the great leadership qualities they’ve seen where major gift programs are flourishing. Hopefully, you too will be inspired to take on these qualities that are absolutely necessary for success.

There are many myths about major gifts out there that impede the growth of major gift programs.  In fact, in Richard and Jeff's new book, It’s Not JUST About the Donor, they start out one by one dispelling the myths that they’ve heard from non-profit leaders over the years. In today's episode, Richard and Jeff talk about a few of these myths that, unless we bring them to light,  either they have hurt or will certainly hurt your major gift program. Join them for a lively discussion and an opportunity to get this new book!

You probably intuitively already know this: women make up 70% of the non-profit workforce, yet there are huge inequities in pay and leadership positions for women. And the pandemic has made this even worse. Why? In today’s podcast, Richard and Jeff talk with Mazarine Treyz, a successful veteran fundraiser, consultant, author and speaker. They’re joined by Karen Kendrick, Veritus Group’s Director of Learning – and we'll get their perspectives on why we have this inequity, how it came to be, and what can be done to change it. We think you’ll be inspired by these two leaders, and we hope it gives voice to help make changes in the non-profit sector to raise up more women to positions of leadership and equal pay.

You may be wondering what we mean when we say you really need to adopt “The Veritus Way” of major gift fundraising. The Veritus Way is simply the structure we apply to major gift programs, all in the context of building authentic relationships with donors. That structure includes: working with no more than 150 qualified donors in a portfolio, tiering those donors, creating a cash-flowed revenue goal and strategic plan (which includes knowing the donor’s passions and interests and communication preferences) for every donor and having consistent weekly meetings with management to keep the MGO focused and accountable. In this podcast Richard and Jeff talk to Patrick Nugent, Sr. Vice President of Individual and Organizational fundraising at Lyric Opera Company of Chicago. He has an incredible story that highlights how he’s used The Veritus Way in his career and at Lyric Opera, and what a difference it’s made for his organizations’ revenue. You’ll love his story.

This year has been unlike any other, for major gift fundraisers. Your work has been completely upended. Yet here we are, heading into what will be the busiest and best giving period of the year. Or you hope it will be the busiest and best. There are so many uncertainties. You can only control what you can control – what you do with your portfolio between now and the end of December. In today's episode, Richard and Jeff share some tips and strategies on how you can end your year strong. Learn what you need to review, and the steps you can take now, to ensure that you make or exceed your revenue goals for 2020.

Do you want to be a great Major Gift Fundraiser?One trait of all great MGOs is that they are curious people. That curiosity leads to developing authentic relationships. How often do you go to a dinner party or gathering, and you come back and realize no one has asked anything about you? This happens to us all the time. It doesn’t feel good. If you think about it, what a missed opportunity we all have by not being curious about one another. Unfortunately, this also happens with major gift officers. How well do you know your donors? Do you know their passions and interests? Do you know why they have them? In this episode, Richard and Jeff give you a little help by giving you 15 questions that will help you go deeper with your donors, toward developing real relationships with them.

Do you want to get rid of the donors in your portfolio? We would hope not. Yet by the way many major gift officers are cultivating and stewarding donors, you would think they are. In this episode, Richard and Jeff outline ten different ways that MGOs are actively trying to get rid of their donors without even knowing it. Hopefully, you aren’t practicing any of these ten. In fact, if you’re doing the opposite of everything we say in the podcast today, you’re probably a pretty good MGO.  Your work as an MGO, as you know full well, is to build authentic relationships with your donors. It’s not easy, but don’t make it harder on yourself by doing any of the ten things we outline today.

Over the years, MGOs and managers have asked Richard and Jeff if they think MGOs should get bonuses if they meet or exceed their revenue goals. In today’s episode, they answer that question, and you might be surprised by what they say. They also discuss how non-profit leaders and managers should treat MGOs so that they’ll want to stay much longer than the average 1.8 years! Not only will MGOs stay longer if they are treated properly, but it will pay off with donors as they develop trust with the MGO and your organization.