Real Talk for Real Fundraisers

In this re-release of our all-time most popular episode, Richard and Jeff share 15 questions for you to use in conversation with your donors to help you better understand their passions, interests, and goals for their giving. No matter what you think you know about your donor, always stay curious about their story. Do you really know why they give to your organization? Your donors want to be known. When you ask these kinds of open-ended questions, it creates an opportunity for deeper connection with your donors. Show Highlights: In this episode, you’ll learn about… How to take your donor relationships deeper by staying curious Specific questions to ask your donors so that you can better understand their passions and bring them more joy in their giving Why it’s so important to know the specific drivers behind your donor’s giving Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, and planned giving, helping our clients to develop compelling donor offers and to focus on strategic leadership and organizational development. You can learn more about how we can partner with you at www.VeritusGroup.com. Additional Resources: [WHITE PAPER] How to Create Meaningful Connections with Donors [VIDEO] Do You Really Know the Driver Behind Your Donor’s Passions and Interests? [COURSE] Discovering Your Donor’s Passions and Interests

Talking about your mission with donors can sometimes feel challenging, especially if you’re an organization that provides indirect services. Do you know if you’re effectively communicating your mission and impact to your donors? It may seem pretty straightforward for organizations that provide direct services like housing, meals, or other tangible items. But what if your organization is an advocacy group or a similar kind of organization that gets results through others? On today’s podcast episode, Jeff is joined by Karen Kendrick, our Senior Director of Learning at Veritus Group, for a conversation about how organizations with an indirect impact can talk about their mission in a way that resonates with donors. Telling your story is just as important, and maybe even more necessary, when your mission is less direct. Show Highlights: In this episode, you’ll learn about… The biggest challenges that non-profits have when it comes to speaking about their mission (whether they provide direct or indirect services) How to shift your mindset so you can communicate about your mission in a way that connects with donors Strategies to help you develop your mission statement, and examples of what works well Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, and planned giving, helping our clients to develop compelling donor offers and to focus on strategic leadership and organizational development. You can learn more about how we can partner with you at www.VeritusGroup.com. Additional Resources: [WHITE PAPER] Transporting Your Donor to the Scene [VIDEO] How do you report back on impact when your non-profit doesn’t offer direct services? [BLOG] Donors As Mission: A New Paradigm

Many non-profits have a membership model as a key part of their fundraising strategy. And while membership donors can be some of the most loyal and consistent in their giving, a membership model can also be limiting. Donors are going to give what you ask for. If you ask donors to give $120 a year (for a free tote bag!), that’s what people will give you. But your donors have the capacity and the desire to do more – if you bring them an offer that matches their passions and interests. If you’re not incorporating relationship-based fundraising into your strategy, you aren’t tapping into your donors’ potential to give transformationally. On today’s podcast episode, we’re doing a deep dive on this topic, and we’ve invited a special guest. Joining us today is Joyce MacDonald, CEO of Greater Public. She’ll share what happened when organizations she worked with shifted from basically a membership-only model to invest in mid and major gift fundraising programs. Listen to find out the results! And if you’re looking for support in starting up or growing your major gifts program, check out our Certification Courses for Major Gift Fundraisers and for Fundraising Managers and Leaders. Show Highlights: In this episode, you’ll learn about… · The history of membership models · How to move from a membership mindset to a mid / major gifts approach · What you can learn from the success of public media stations in developing major and mid-level gift programs · How to get started on this path and make the case for change using real numbers to gain buy-in from leadership Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, and planned giving, helping our clients to develop compelling donor offers and to focus on strategic leadership and organizational development. You can learn more about how we can partner with you at www.VeritusGroup.com. Additional Resources: · Take the Next Step: Request Your Free Donor File Assessment · The Problem with Giving Societies and Membership Programs · Do Membership Programs Suppress Giving?

More and more non-profits are discovering that mid-level is the key to a healthy donor pipeline. If you’re wondering where to find more major donors, the answer is almost always: look to your mid-level donors. But how do you know if your mid-level program is working as it should? At Veritus, we evaluate mid-level programs based on three key objectives: Keep, Lift, and Move. When you measure each of these components, you’ll be able to see the real impact of your mid-level program in growing your donor pipeline. For this podcast episode, Richard and Jeff hand it over to Lisa and Kara, two of our in-house experts on mid-level programs, for a conversation about how to approach your mid-level goals and KPIs so that you can retain more donors and move those who are ready into major gifts. Show Highlights: In this episode, you’ll learn about… How to measure and report on the success of your mid-level program, and the three main KPIs for mid-level: Keep – What are your donor retention and attrition rates for mid-level? Lift – How many mid-level donors are increasing their giving year over year? Move – How many of your mid-level donors are you moving into major gifts? Getting a baseline for your donor attrition rates and average gift sizes. (You can request our free donor file analysis here.) What kind of timeline to expect before you see results from a new mid-level program. Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, and planned giving, helping our clients to develop compelling donor offers and to focus on strategic leadership and organizational development. You can learn more about how we can partner with you at www.VeritusGroup.com. Additional Resources: Cultivating Mid-Level Donors for Maximum Results Do You Need Goals for Mid-Level? Certification Course for Mid-Level Fundraisers

Many non-profits feel that once they’ve secured a planned gift from a donor, their work is done. There may not be any plans for follow-up or intentional cultivation of legacy donors after the gift is committed. Yet, we know that impact reporting is essential to donor retention. And this is no different for planned gifts. Keep in mind that 50% of donors are going to change their wills in the final years of their lives, often removing provisions for organizations who they’ve lost touch with. So, how do you report on the impact of a future gift? How do you effectively steward your planned giving donors so that they stay engaged with your mission? On this podcast episode, Jeff and Richard are joined by Bob Shafis, our Director of Planned Giving Services, for a conversation about best practices in legacy donor stewardship. Learn how to build a plan to help your donors remain connected to your organization with confidence in the difference that their gift will make. Show Highlights: In this episode, you’ll learn about… How to engage your planned giving donors so that they feel connected to your organization in the years to come How to show the future impact of a gift, when you can't actually show the donors their gifts in action Creating a stewardship plan that includes a process for thanking and recognizing legacy donors Reaching out to planned giving donors to reconfirm their commitment Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, planned giving, developing compelling donor offers, and strategic leadership and organizational development. You can learn more about we can partner with you at www.VeritusGroup.com. Additional Resources: [Blog] Three Critical Elements of Planned Giving [Podcast] Do You Need a Legacy Society? [White Paper] The Seven Deadly Sins of Planned Giving

When people of color are not allowed to speak for themselves or their voices are not heard, there’s a psychological toll that often leads to burnout. Black and Brown fundraisers are leaving their organizations because they feel isolated and unwelcome. So, what’s the role of the non-profit sector in fighting systemic racism? How can leaders support Black and Brown staff? This is an important conversation all leaders need to be a part of, which is why we invited a special guest to join us for this episode. Kia Croom is a fundraising executive with over 20 years of experience. To date, she’s raised close to $400 million dollars for non-profits of all sizes and varieties. She’s worked in a host of development roles and is very passionate about racial justice in philanthropy. If you want to be a force for racial justice, but are still learning, like so many of us, this episode is for you. We’re glad you’re here. Show Highlights: In this episode, you’ll learn about… Recognizing barriers and bias in yourself and in your organization Burnout in Black and Brown employees What it means to be an accomplice, not just an ally, in support of racial equity How non-profit leaders can normalize inclusion How to give voice to and amplify the contributions of people of color How to create a workplace where black and brown staff feel welcome to show up as their authentic selves Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, planned giving, developing compelling donor offers, and strategic leadership and organizational development. You can learn more about we can partner with you at www.VeritusGroup.com. Additional Resources: Learn more about Kia Croom What Makes a Good Non-Profit Leader The Confidence to Have Tough Conversations (featuring DEI consultant Brandyn Campbell)

You know you need to move your non-profit from a transactional model to relationship-based fundraising, but maybe you’re not sure where to start, or how to get everyone on board and fully invested in this change. That’s exactly the challenge that the American Cancer Society faced three years ago, when they decided it was time to adopt a new approach to major and mid-level gifts. Since then, fundraising revenue for these areas has doubled. How did they do it?! Tune in to hear their story firsthand. This special podcast episode is a replay of a webinar we hosted, featuring special guest Ruth Ann Dailey, the Senior Vice President of Philanthropy at ACS. We hope this conversation will inspire you to tackle whatever changes need to be made at your organization so that you can create more authentic relationships with donors, grow your revenue, and achieve your organization’s goals. If you want to champion a change in your organization’s fundraising strategy, the first step we recommend is actually how ACS got started on their path: our free donor file assessment. There is no obligation to work with us when you do this assessment, but it will give you actionable information about the health of your donor file, problem areas, and your potential revenue over the next 5 years. Fill out the Free Donor Assessment here. “I would say the game changer was the assessment of our data.” - Ruth Ann Dailey Show Highlights: In this episode, you’ll learn about… How Ruth Ann persuaded leadership to invest in a new approach, shifting from a more transactional model to relationship-based fundraising Why ACS decided to bring on a partner to revamp their national fundraising strategy How the team responded to a new, donor-centered strategy for major gifts and donor relations How ACS was able to scale these changes at a national level for maximum impact The value of building a mid-level program as a pipeline to major gifts The strategies and process ACS put in place that led them to double their revenue for mid and major gifts The impact of coaching and accountability on the team’s performance and staff retention rates Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, planned giving, developing compelling donor offers, and strategic leadership and organizational development. You can learn more about we can partner with you at www.VeritusGroup.com. Additional Resources: Read about other Veritus Group client success stories here. Is your non-profit donor-centered? Check out this free White Paper on Building a Culture of Philanthropy. For a detailed analysis of your donor attrition rates, get started on our free donor file assessment.

Creating change in your organization can feel like a daunting task. Where should you start? How do you stay on track? In this podcast episode, Richard and Jeff interview a special guest, Ruth Ann Dailey, the Senior Vice President of Philanthropy at the American Cancer Society. Ruth Ann played a critical role in championing change in how ACS approached major gifts. And the result? They were able to double their major and mid-level revenue in just three years. Join us for an inspiring conversation about how ACS did this and how you can advocate for and influence change in your organization. If you want to champion a change in your organization’s fundraising strategy, the first step we recommend is to get started with our free donor file assessment. There is no obligation to work with us when you do this assessment, but it will give you actionable information about the health of your donor file, problem areas, and your potential revenue over the next 5 years. Get started on the Free Donor Assessment here. Show Highlights: In this episode, you’ll learn about… The problems ACS identified that made them realize they needed to change, and how they found the right approach The process for developing leadership buy-in, as well as advice for someone at an organization where leadership is not supportive of major gifts or changing strategy How ACS shifted their fundraising culture to create a disciplined approach to mid and major gift fundraising to build meaningful donor relationships How any size non-profit can learn from ACS and achieve a greater impact for their organization Ruth Ann’s advice to other leaders who are looking to champion change within their organization Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, planned giving, developing compelling donor offers, and strategic leadership and organizational development. You can learn more about we can partner with you at www.VeritusGroup.com. Additional Resources: Webinar Recording: How ACS Doubled Their Major and Mid-Level Revenue Leadership Is About Influencing Culture Use Major Gifts to Bring Your Organization Together What Can You Change?

When non-profit leaders decide there’s no room in the budget for a major gifts program, it’s counterproductive, because they’re missing out on a huge revenue opportunity. An investment in major gifts can have an ROI of 10:1, or even more. So let’s say you’re convinced that the investment in major gifts is worth it – now, how do you get a major gift program up and running, or make an existing program better? In this podcast episode, Richard and Jeff will speak to the ROI of major gifts, as well as the foundational elements of a successful major gifts program. For more on building a strong major gifts program to support your organization, check out our new subscription program called Veritus 365. There are three plan levels, so you can choose the one that’s right for you. When you become a member, you’ll get a wide range of training materials to help you implement a system and structure that will strengthen your donor pipeline and raise more revenue for programs. Show Highlights: In this episode, you’ll learn about… Why investing in major gifts is the right thing to do right now Reasons why organizations fail to invest in major gifts The revenue opportunity and projected ROIs from a real client example Six essential components that organizations must have to get a major gift program up and running, or make an existing program better Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, planned giving, developing compelling donor offers, and strategic leadership and organizational development. You can learn more about we can partner with you at www.VeritusGroup.com. Additional Resources: Truth Bomb #1: It’s About Leadership Wrong Thinking About Major Gifts Question of the Month: What’s an Acceptable ROI for a Major Gifts Program?

If you’re at a smaller organization, you might be thinking: “The Veritus Way sounds great, but it won’t work for us. We just don’t have the resources.” Well, here’s the good news: whether you’re a one-person shop or a large-scale non-profit – our systems and processes can help you build more authentic relationships with your donors, whatever the size of your organization. In this podcast episode, Richard and Jeff are joined by Theresa Tapocsi, one of our incredible Client Experience Leaders. Theresa will speak to her own experience as a fundraiser in a small organization, and what she learned while trying (and sometimes failing) to implement The Veritus Way on a small scale. Wherever you are in your fundraising journey, we know this will inspire you. For more information on how to get started with these strategies to improve donor caseload management at your organization, check out a couple of our white papers: “Qualifying Donors for Major Gift Caseloads” and “Starting a Successful Major Gift Program.” Show Highlights: In this episode, you’ll learn about… Best practices in major gifts for smaller organizations A real-life example from Theresa’s experience as a Capital Campaigns Manager for a small organization, and what she learned through trial and error with The Veritus Way How to apply the systems, process, structure, and strategies of The Veritus Way, no matter the size of the organization Where small organizations should focus to make the biggest impact in major gifts Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, planned giving, developing compelling donor offers, and strategic leadership and organizational development. You can learn more about we can partner with you at www.VeritusGroup.com. Additional Resources: How to Make Time for Major Gifts When You’re a Small Shop If You’re Small, How Do You Build Your Donor Pipeline? Small Organizations: Where Do You Find Major Donors?