What Holds Me Back

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Kent is the author of the CharityChannel Press In the Trenches book, Asking about Asking: Mastering the Art of Conversational Fundraising.

Kent wrote this book for those who want to improve their results when they ask for charitable contributions; have ever wondered how to ask and what to ask; and who would like to employ simple, effective, proven techniques for soliciting contributions and recruiting volunteers.

Asking about Asking will equip the reader to:

• Seek and find larger donations.

• Maximize the results from fundraising volunteers.

• Ask questions more insightfully.

• Listen more skillfully.

• Respond in ways that are more engaging.

• Assist donors in maximizing their philanthropic experience.

• Cultivate and solicit gifts more confidently.

• Currently 0.00/5 Stars.

Tags: asking gift solicitation major gifts
Categories: Fund Development
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Today I thought it would be good to explore what it is that holds us back from pursuing such promising opportunities. 

Rather than delve into the theoretical likelihoods that might possibly impact someone else’s world, let me address something practical in my life and work:  Seeking major charitable gifts.

The path that led me into the world of professional fundraiser was most unexpected – certainly to me, if no one else.  For eighteen years, my career consisted of college professor and business administrator.  I was a CPA (Certified Public Accountant) and had completed the University of Kentucky’s College Business Management Institute (CBMI).  I was a finance guy.

As Vice President for Business Affairs, I was challenged every day in my job.  I loved the campus environment and was making a tangible contribution at a place that was important to me.  But then something happened.  (I’ll leave the intricate details of that transition for another day.  For now, suffice it to say, it was a big, big change!) 

Suddenly I found myself in a brand new world.  No more ledgers to balance.  No more budget reports to produce.  No more financial forecasts.  No more independent auditors to satisfy.  I’m in a happy-go-lucky world now . . . right?  Wrong!

Instead of keeping track of the funds, as Vice President for Development I instantly gained the responsibility for generating funds so they could be tracked!  It was time to produce.

The fundraising landscape I inherited was complicated at best.  For a variety of reasons (which I will mercifully spare you for now) the office of Vice President for Development had been vacant for six and a half of the previous seven years.  Fundraising activities had been happening, to be sure.  But the role of Chief Development Officer had been missing or severely neglected for these many years. 

Now, keep in mind, I have a finance background.  At this point I’m all about process, systems, controls and reports.  So it was entirely natural for me to focus immediately on process, systems, controls and reports.  My job new job, however, was to generate donations.  Cash.  Gifts.  Revenue.  Charitable contributions.  And what may be painfully obvious to you – but took me a while to realize – is this:  Process, systems, controls and reports do not create gift income.  Rather, gifts come about as the result of asking. 

What successful fundraisers realize is that asking alone is not enough.  Instead, optimal results are achieved when:

The right person,

Asks the right person,

For the right amount,

For the right purpose,

At the right time,

In the right way.

If we’re really going to make a lasting impact on the charitable organizations for which we raise money, it comes down to face-to-face one-on-one major gift solicitation.  Asking for the gift.

In order to become successful I ultimately had to get out there and ask.  It sounds so simple.  It sounds so straightforward.  It sounds so doable.  But it wasn’t happening.  And that wasn’t satisfactory.  To anyone.

This brings me back to the title of today’s blog post:  What Holds Me Back.  Is it a question or an answer?  Perhaps both.

First let me make my own confession.  In the situation I described above, my obstacles were:

• Incomplete or inaccurate donor records

• Insufficient donor cultivation

• A passive fundraising heritage

• An ill-defined case for philanthropic support

• Untrained development staff

• Lack of fundraising policies

• No up-to-date fundraising brochures

• Endless administrative duties

In a nutshell, I could see an unending stream of minutiae that kept me from doing what I really wanted – and needed – to do . . . raise money.

The bad news is I let these things delay my true fundraising activities for far too long.  The good news is I eventually figured out that the distractions would never end and that I would simply have to set them aside and start asking for donations.  And the rest, as they say, is history.

Since leaving higher education over a decade ago, I now consult with numerous not-for-profit organizations, I now realize that there are innumerable obstacles to fundraising success.  For a period of years now, we have been researching this topic with hundreds of experienced fundraising professionals.  The question we ask is this:  “What is your biggest obstacle to successful one-on-one gift solicitation?”

The answers we hear have been diverse.  The insight has been astonishing.  And the applications are many.

And, while someone else’s answer may be different than yours, you may find comfort in knowing you are not alone.  Some of your colleagues struggle with the same issues you do.  Others in the fundraising profession are bedeviled by factors that hinder you.

So, let me ask for your personal response.  “What is your biggest obstacle to one-on-one gift solicitation?”  I’d love to hear from you.  You can post your comments below and I’ll add them to the research data.

Here are some of the responses we have heard so far:

Nobody in our organization has experience with this kind of fundraising.

My board doesn’t support me in fundraising.

The CEO won’t participate in donor calls.

We’re too busy with fundraising events.

People think we don’t need the money.

We aren’t sure what amount to ask for.

They don’t understand our needs.

I don’t know how to go about it.

I can’t get the appointment.

I’m afraid they’ll say ‘No.’

I don’t know who to ask.

I don’t have the time.

You’ll be surprised to know the #1 obstacle is not listed above.  And, as surprised as we were, once it was identified it made perfect sense.  I’m saving that revelation for another post, but today I want to address the fifth most frequent obstacle according to our research:  “Lack of time.”

This hindrance is expressed in numerous ways, but it all revolves around a common theme.  There are constant demands on my time and these pressures ‘squeeze out’ any possibility of me raising serious money.

Can you identify?  I sure can!

But there is a solution and I can’t wait to share it with you.

Check back next week for practical tips about how to respond to ‘what matters.’