Summary
As year-end approaches, Clark shares the methodical moves that separate top-performing development officers from everyone else. In this episode, he walks through the two lists every fundraiser should pull before November hits—and how to use them to strengthen relationships and prevent last-minute panic calls in December.

What You’ll Learn

• Why now is the time to pull your LYBUNT list—and how to read it strategically.

• The second critical list: your top cumulative givers over the past two years.

• How to spot “underperforming relationships” without labeling donors as underperforming.

• What to do with donors who’ve given less this year, and how to reconnect before year-end.

• How methodical development work in October and November makes December “miraculously easy.”

Key Quotes

• “There are no underperforming donors—only underperforming organizations.”

• “If you do the work between October and December, names will magically disappear off your LYBUNT list. It’s not magic—it’s methodical.”

• “Good relationships are built on an accumulation of shared experiences and shared interactions.”

Action Step
Pull your two lists today:

1. LYBUNT: Last Year But Unfortunately Not This Year.

2. Cumulative Givers: Top donors from the past two years, compared to year-to-date.

Then ask yourself: Are these relationships on track?

Connect with ClarkHave a question or want help building your year-end plan? Email [email protected]
Visit MajorGiftsFundraiser.com to learn more.