Relationship Strategies

Maximizing Use of Technology in Major Gift Fundraising


Customize Your CRM To Meet Strategic Fundraising Objectives

The need to develop deeper personal connections with donors and potential donors is vital to any long-term giving strategy.  When people feel strongly connected to an organization, they absorb the organization as part of their personal unit, making it a locus of much of their social activity. In turn, they attend and promote events, recruit friends to volunteer, influence and engage others on social media, and provide increasing levels of financial support. This type of kinship network (cultivated by what we term the “absorption” process) is assisted through the development and use of data management, modeling and analytics.  Many nonprofits have complex social relationships. As such, there is an imperative need for nonprofits to customize their database infrastructure so that it is providing the analytical information needed to more easily comprehend and predict donor behavior. We cannot underscore this enough – to obtain useful analytical donor information, you have to know more about the people who support your nonprofit. This also enables the organization to better segment communications and gift proposals in order to maximize fundraising efficiency and achieve campaign effectiveness. Nonprofits should do more than just have a relationship management system – it is vital to customize the system to meet specific needs.

A big question you need to ask is whether you are getting your money’s worth from your present technology.  An effective CRM allows you to customize data fields, collect and track details with precision, and integrates with other data sources such as social media.  Most importantly, your CRM should make it easy to analyze data in order to visualize the bigger picture with respect to your donor base.  If your CRM has these functionalities, the next question is whether you are maximizing its use effectively.  Are you uncovering the right prospects most promising to your major gift or annual campaign? Are you using your data to discern which solicitation appeals best resonate with any given donor? Are you generating and analyzing reports that help you develop better fundraising strategies?  Again, making certain that you customize your technology infrastructure so that it is saving you time and strengthening your relationships is essential.

Finally, if you purchased a CRM, you also need to invest appropriate time customizing fields that effectively segment constituency. Again, the goal here is to build personal connections. Your data, when customized, will help you quickly provide more personal appreciation and recognition to supportive constituents.  In segmenting data, there is certain demographic data you obviously wish to maintain such as age, gender, income level, level of involvement, and generational designation (i.e. millennial, baby boomer). But, you also want to collect and store data that is customized to your strategic fundraising efforts. For instance, if you desire to build an effective legacy program, two key elements are donor trust and donor perception.  Legacy donors need to trust and have a good perception of your financial stability and stewardship.  Thus, you may find it beneficial to track constituent perceptions over time.  In this example, you may want to particularly track the effect sharing financial reporting communications has on donor perception.  In this case, you may need to integrate your CRM with a dashboard to measure and track this key performance indicator. The last take away is that you need to make sure that your technology is working hard for you, and to make that happen requires customizing your technology to your individualized needs.  For assistance with database customization and donor modeling techniques, contact us at

How to Brand Your Nonprofit to Receive Major Gifts

Build Personal Trust

With over 1.5 million nonprofits in the US and growing, one can say that without a strong, well-executed relationship strategy, the opportunity for your nonprofit to receive major gifts is limited, if not improbable. It is our desire for our readers to have successful major gift programs and not fall into the improbable category. Thus, we provide you with three steps to help you start branding yourself to receive major gifts.

Step 1  Build Personal Trust

Many high net worth donors are inundated with a myriad of charitable solicitations, some of which align perfectly with the donor’s philosophical and philanthropic interests.  When this happens, the donor intuitively will seek to reduce information overflow by taking mental shortcuts.  Trust is the dominate and most effective mental shortcut a donor will use to intuitively block out most charitable solicitations and reduce information overflow.

A strong brand builds trust, and strategically fosters donor loyalty and allegiance to your organization. Trust is vital to the receipt of major gifts.  Before a prospective donor will commit to a major gift, they must feel resolved that the nonprofit will deliver on its promises. Major gift donors also want transparency, strong management practices and stewardship of funds contributed.  Hence, everything you do must instill trust within your relationship, along with a strong sense that you will provide transparency, strong management and great stewardship.  Instilling these core elements is the first step to branding your nonprofit for major gifts.

Step 2   Tell Great Stories

Your story has the power to unlock a deep passion reserved within us, drawing us closer to your organization like a magnetic force.  Only you have the key to open our hearts to the countless success stories your organization brings forth year after year.  Thus, the second step to brand yourself for a major gift is to repeatedly tell compelling success stories. Your success stories engender trust, a seal affirming that you remain true to your cause and your mission.  Donors and volunteers alike want to know the impact you are making.  Tell them constantly using different channels of communication: a video, newsletter, blog, press release or interview. Just remember everyone in your organization needs to tell your story with genuine passion and power.  Over time, your stories will become part of your brand, and donors who share your core objectives will remember and embrace the success stories you share.  One last important thing to remember is to also be visual. Use visual stories to capture every moment, no matter how simplistic the event. Even a photo shot taken on your cell phone of a routine occurrence has the potential to spark an incredibly memorable message. A picture says a thousand words.

Step 3   Send the Right Message

We cannot stress the importance of perception enough. How a person perceives your organization can make the difference between a major gift or a goodwill gesture. When people acknowledge your brand you want them to perceive positive thoughts and feelings about your cause and mission. You control these perceived thoughts through coordinated messaging originating from your events, newsletters, website and other public communications.  As such, you need to make certain that your public communications coordinate with your overall branding strategy.  In addition, your branding strategy should coordinate with your strategic plan, and your strategic plan should embrace your mission.  Hence, everything works uniformly and is harmonized to achieve the controlled perception and end result you want – major gifts. Remember, you generally control perception.  Therefore, step three is to determine the type of perception you want donors to receive and begin to work toward that end through development of a coordinated messaging strategy.   For more information or further assistance branding yourself for major gifts, please contact our Nonprofit Brand Specialist, Ashley Thomas, at