If you're over-investing in donor acquisition and cultivation, but not investing enough in the upper end of the pipeline, then the donors that you've acquired can't be properly cultivated into mid-level, major gifts, or planned gifts. And the reverse is a problem too, when non-profit leaders insist on discovering new major donors outside of their existing donor pools, because they’re not investing enough in donor cultivation. How do you find the right balance?
In this episode, Richard and Jeff discuss the components of the donor pipeline and how to invest across each stage of the donor journey.
Show Highlights: In this episode, you’ll learn…

 The different stages of the donor pipeline including acquisition, cultivation, mid-level, major gifts, and planned giving
 How these stages relate to one another and where to invest across the donor pipeline so you’re seeing maximum ROI
  How to use our Diversification Analysis worksheet to evaluate the balance of your investments across the pipeline


Are You Properly Nurturing Your Donor Pipeline?

Major gifts fundraising is the lifeblood of non-profit organizations around the world. Richard Perry and Jeff Schreifels address major gifts twice monthly, to help you and your organization connect with donors in authentic ways to make an impact in your community – and the world.

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Many fundraisers aren’t starting their caseloads from scratch – they’re inheriting a donor caseload that was previously managed by someone else. Whether you’re a new hire, or you’re moving into a new role within the same organization and taking on a new caseload, this transition can be complicated.  


How do you introduce yourself to these donors who already know your organization, but not you?  


In this episode, Matt Gill and Diana Frazier offer steps you can take to help you navigate this transition depending on the specifics of your situation. We hope these tips will help you feel more confident about stepping into your new role in a way that honors the donor and strengthens their connection to your organization! 


Show Highlights: In this episode, you’ll learn about…  

 What to do based on the different scenarios in which you might be inheriting a caseload (starting at a new organization, or moving into a new role at your current organization, or redistributing caseloads)


 Protocols for introducing yourself to donors and where to use warm hand-offs from a previous caseload manager 


  Tips for leadership on how to support fundraisers who are taking on a new portfolio 


What to Do When You Inherit a Caseload

Is your organization set up to support the donor journey? What structures do you have in place to develop your donor relationships from initial acquisition to cultivation, mid-level, major gifts, and planned giving? 
These are some of the questions you need to consider as you work to build a healthy donor pipeline. In this episode, Richard and Jeff discuss five key focus areas for organizations seeking to improve their donor’s experience at every stage of their giving journey.
 
Show Highlights: In this episode, you’ll learn about…


 Why you need everyone in the organization to embrace a culture of philanthropy


 The different stages of a donor’s journey with your organization and how to support them as the relationship progresses


 Balancing your investments across in every stage of the donor journey


 Creating offers that will inspire donors and deepen their commitment to your organization


Mapping the Donor Journey: A Pipeline Health Checklist

We’ve all been in meetings where the conversation gets
sidetracked. Maybe someone present is very chatty and wants to spend the first half hour catching up. Maybe one individual has another topic they want to discuss, outside of what was outlined in the agenda. Or maybe no one is clear on why they’re there at all, so the conversation wanders until the time is up. 
How can you make sure your donor meetings stay on track, while being respectful of everyone’s time and contributions? In this episode, Karen and Diana share their tips for how to effectively prepare for a donor meeting and what you can do when things don’t go according to plan.
Show Highlights: In this episode, you’ll learn about…

 How to prepare for meetings and set expectations with all participants


 What you can say when a conversation gets off-track


  How to use Permission-Based Asking to move the conversation forward in a way that feels authentic and honoring


  How to handle emotions that may come up, in yourself and in your donor


How to Get a Donor Meeting Back on Track

In celebration of Women’s History Month, today’s episode is
all about how women are shaping and changing the field of fundraising. Our special guest joining us for this conversation is Yolanda F. Johnson, President and Founder of YFJ Consulting and Women of Color in Fundraising and Leadership (WOC)™, which specializes in fundraising, philanthropy, and best practices for equity and inclusion.
Listen in to learn more about Yolanda’s work and to hear her
perspective on lifting up more women and people of color in the non-profit sector. If you enjoy the episode and you’d like to continue the conversation with Yolanda, see the show notes below for ways to get in touch.
Show Highlights: In this episode, you’ll learn about…

 Yolanda’s work through her organization, Women of Color in Fundraising and Philanthropy (WOC)™


 The four pillars of allyship, and how embracing the idea of “sponsorship” can help to elevate more women and women of color in the sector   
 Mentorship opportunities for women who are interested in non-profit management and leadership
 Moving away from the scarcity mindset and finding ways for women to work together, to champion each other


Celebrating Women in Fundraising, Featuring Yolanda F. Johnson

Asking your donors for gifts isn’t something you should save for the year-end giving season. When you’re tuned in to your donor’s giving preferences and interests, you can bring them additional giving opportunities even outside their regular giving season.
For this episode, we invited two guest fundraisers and clients of ours to share their expertise on this subject. Sarah Coen-Frei, Senior Individual Giving Manager at Minnesota Public Radio, and Fritz Gutwein, Major Gift Officer at Bread for the World, join Veritus Group’s Karen Kendrick (Senior Director of Client Engagement) and Diana Frazier (Senior Client Experience Leader) for this conversation about how to approach asking year-round. 
We hope you find these tips helpful as you work toward your next donor asks!
Show Highlights: In this episode, you’ll learn about… 

 Moving away from transactional asking (e.g. waiting for year-end appeals) to adopt a more relational model

 How to use Permission-Based Asking when asking your donor for a gift

  Inspiring donors to give outside of their regular giving season



Are You Properly Nurturing Your Donor Pipeline?

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