 Microwave Fundraising vs. Crockpot Fundraising: Why the Slow Simmer Wins Every TimeA few years back, I worked with a team that was stuck in microwave fundraising mode. If there was a quick-cash tactic out there, they were doing it: golf tournaments, raffles, sponsorship deals heavy on the benefits, you name it. It kept the lights on, but it wasn’t building anything lasting. I gave a presentation about crockpot fundraising – relationship-building, long-term strategy, donor engagement – and it started to click. I wanted to challenge them to try something new and to move out of their "microwave" comfort zone. I promised them that if they could do that, it would pay dividends down the line and make fundraising easier and more enjoyable. I've been in rooms full of nonprofit leaders who are scrambling to make payroll, stressed over budget gaps, or just plain overwhelmed by the pressure to "do more with less." And in those moments, it's tempting to reach for the quick fix – a car wash, a 5K, a golf tournament, a donut sale, a last-minute sponsorship deal. These microwave fundraising tactics can bring in a little fast cash, and I won't pretend they never have a place. But let's be honest: they're not going to carry your mission for the long haul. Microwave fundraising is all about urgency. It's transactional. It gets warm fast, but it cools off just as quickly. These events are often labor-intensive, draining your staff and volunteers. The ROI is usually modest. They’re familiar, easy to organize, and feel reliable. But they’re not always the healthiest choice for your organization. They only feed a few folks, and they don’t build connection to your mission or long-term sustainability. Here's a side-by-side breakdown that captures the heart of the metaphor:  Caption: Microwave vs. Crockpot Fundraising: A visual comparison of quick, transactional tactics vs. slow, relationship-centered strategies. Then there's crockpot fundraising. It takes longer to get cooking, no doubt. And yes, there’s a learning curve. But it’s healthier for your mission in the long run. These strategies usually involve more “vegetables” – meaning thoughtful, nourishing activities like donor conversations, stewardship touches, and consistent storytelling. It takes time. You can’t flip a switch and expect results tomorrow. But when you commit to it – when you really let it simmer – the flavor builds. The connections deepen. The nourishment multiplies. Crockpot fundraising feeds a crowd. You’re not just generating one-time gifts – you’re building community. It’s transformational. It deepens loyalty. It keeps donors connected to the mission. It gives your work staying power. It means investing in consistent donor communications, one-on-one conversations, thank-you calls, stewardship, and strategic asks. First-time donors become recurring givers. Recurring givers become advocates. Advocates become legacy donors. Is it slower? Yes. But it is sustainable. It doesn’t burn you out or box your organization into lopsided agreements just to chase a check. It feeds your mission in a way that microwave tactics never will. It keeps your team grounded and your donors inspired. So when you're weighing your next move, ask yourself: Are we microwaving or crockpotting this? One will keep you hustling for scraps. The other will feed your mission for years to come. Let it simmer. You'll be glad you did. Cheers!  PS - I hope you’ll continue the conversation by subscribing to Real Deal Fundraising. When you subscribe, you’ll get my e-newsletter, which includes the best articles on fundraising, productivity, and cool stuff every week. The whole thing is curated awesomeness as well as freebies like webinars, instructional videos, and whatever else I can put together to be helpful to you! If you liked this…
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 Take Your PTO: Why I’m Logging Off – and Why You Might Need To, TooIn a few days, I’m heading out of the country with my family. No laptop. No inbox. No quick peeks at work in the evenings. Just real, present time with the people I love most. (Peep the picture above of my kids in their first Uber ride last week.) 😊 We recently had one of those “now or never” conversations. Our kids are growing up fast, and we realized that if we didn’t start making international travel part of our family story, we might miss the chance. I want them to see the world – to experience other ways of being, other values, other rhythms of life. I want them to be citizens of the world, not just the United States. So we’re going. And I’m letting myself go all in. Here’s the truth: I’m not stepping away from work despite being a fundraiser. I’m doing it because I am. Fundraising is heart work. It’s personal, demanding, often overwhelming. That passion can make rest feel like a luxury – something we have to earn or squeeze in around the edges. That shows up across the sector: data from January 2025 show that nonprofit workers leave more unused PTO than all industries except government. But rest isn’t a luxury. It’s part of the job. I’ve shared before why self-care for nonprofit fundraisers matters – and not just for bubble baths, but for building real boundaries and intention. I’ve also explored burnout in our profession and how it quietly silences the best of us. Taking breaks gives us perspective. It reconnects us with our “why.” It lets us return creative, grounded, and ready. When leaders model this, they build a culture that values people – not just productivity. If you’ve delayed that vacation or pushed through burnout thinking your mission can’t wait: the work will be here when you get back. And you’ll be better for having stepped away. I’ll be off until mid-July. I hope you find your own window to rest, recharge, and remember who you are outside the job. You deserve it. And the people you serve deserve the best version of you – not someone running on fumes. Cheers!  P.S. Don’t worry – while I’m away, I’ve scheduled fresh content to post on my TikTok, LinkedIn, Instagram, YouTube, and Bluesky. So if you need encouragement or inspiration, it’ll be waiting for you.
PPS - I hope you’ll continue the conversation by subscribing to Real Deal Fundraising. When you subscribe, you’ll get my e-newsletter, which includes the best articles on fundraising, productivity, and cool stuff every week. The whole thing is curated awesomeness as well as freebies like webinars, instructional videos, and whatever else I can put together to be helpful to you!  The Magic Formula for Making a Confident Fundraising AskLet’s talk about a moment that strikes fear into the hearts of even the most seasoned fundraisers: the ask itself. Not the stewardship. Not the cultivation. Not the coffee chat or the tour. The moment when it’s time to name a number and ask a question. I’ve trained hundreds of folks, from student callers to major gift officers and presidents, and this is where so many otherwise capable fundraisers freeze. They hedge. They mumble. They talk around the gift instead of actually asking for it. That hesitation is what sinks so many proposals—because if you don’t ask clearly, the donor doesn’t know how to answer. Or worse, they walk away unclear on what you needed from them at all. The good news? Asking well isn’t about being fearless or charismatic. It’s about structure. It’s about using a reliable, repeatable framework that gives you confidence and helps the donor have clarity. Here’s what I call my Magic Formula for Making the Ask—and it works whether you’re asking for $100 or $1,000,000. 💬 The Magic Formula: Questioning Opener + Mission Moment + Dollar Amount + Silence Let’s break each part down so you can feel grounded the next time you find yourself sitting across from a donor (or dialing the phone or typing an email, for that matter). ✅ 1. Questioning Opener This is one of the biggest giveaways that a fundraiser isn’t comfortable asking: they frame their “ask” as a statement instead of a question. ❌ “We’d love it if you’d help out with a gift this year.” ❌ “It would be wonderful if you supported us again.” ❌ “We’re hoping you’ll get involved this year.” None of these are technically wrong, but they leave the donor hanging. They don’t invite a response. And they definitely don’t feel like the moment of decision that a real ask should be. Compare that to: ✅ “Would you be willing to make a gift of $5,000 to support undergraduate research?” ✅ “Can we count on you for support at the $25,000 level this year?” ✅ “Will you help our students with a $1,000 gift to the Dean’s Fund?” These are direct. Respectful. And clear. By ending your ask with a question, you’re signaling that it’s now the donor’s turn to speak. That subtle shift sets up a healthy, balanced fundraising conversation. ✅ 2. Mission Moment + Dollar Amount This is where you tie the ask to purpose. Don’t just ask for money—anchor the ask in something that matters. This is what moves the donor from “How much?” to “What for?” Instead of: ❌ “Would you consider a gift this year?” Try: ✅ “To help provide book scholarships for every student in the program, would you make a gift of $10,000?” Instead of: ❌ “We’d love your support.” Try: ✅ “To allow faculty to attend national research conferences this year, would you be willing to give $2,500?” You are the bridge between the mission and the donor’s capacity to make something good happen. That’s your role. You’re not begging. You’re inviting them into something meaningful—with clarity. And don’t shy away from being specific. A donor can always say no to a number. That’s okay. But if you ask, “Would you consider helping us out?” and they say “No,” you’ve left yourself no room to move. When you name a number, you create the chance for a real conversation. They might say, “That’s higher than I was thinking,” and now you can respond: “What would feel more comfortable for you?” or “Would you like to stretch that over a multi-year pledge?” Specificity unlocks possibilities. Vagueness shuts them down. ✅ 3. End. Pause. Listen. This is the part that makes or breaks it. Once you’ve made the ask—STOP TALKING. I know. It’s awkward. It feels like an eternity. But it’s crucial. The silence after the ask gives your donor time to process. It allows them to think. It gives them space to share what’s really on their mind. And what you learn in that silence? That’s gold. Maybe the timing’s off: “I just paid my kid’s tuition bill.” Maybe they need buy-in: “I’d have to talk it over with my spouse.” Maybe they’re passionate—but about something else: “I’d rather support the scholarships instead of the building fund.” If you rush in to fill the silence, you will miss all of that. You’ll speak from your own nervousness instead of their reality—and you’ll never know what part of the ask didn’t work for them. Practice the pause. Get comfortable sitting in it. It’s where the most honest parts of the conversation live. Bringing It All Together: Here’s a strong ask, built using the Magic Formula: “To help us provide every student in our department with book scholarships, would you be willing to make a pledge of $25,000—$5,000 a year for five years?” [PAUSE] If they say yes—celebrate and affirm it. Then let them know next steps to document and facilitate the gift payment. If they say no—that’s your cue to start the conversation. “Would it help to spread the gift out?” or “Is there a specific area you’d like to support instead?” But don’t jump ahead. Let them answer first. Want More on What Amount to Ask For? I’ve got a whole system for deciding how much to ask for—based on donor history, capacity, engagement, and more. If you'd like me to write about that next, leave a comment or shoot me a message. I'm happy to dig into that in a future post. Cheers!  PS - I hope you’ll continue the conversation by subscribing to Real Deal Fundraising. When you subscribe, you’ll get my e-newsletter, which includes the best articles on fundraising, productivity, and cool stuff every week. The whole thing is curated awesomeness as well as freebies like webinars, instructional videos, and whatever else I can put together to be helpful to you!
 Your Board Wants to Help with Fundraising – They Just Don’t Know HowLet’s bust a myth right now: “Our board won’t help with fundraising.” That’s almost never the full truth. Most board members want to help. They believe in your mission. They want your organization to succeed. What they don’t have is clarity or support. They don’t know what to do, where to start, or how to help in a way that feels comfortable and meaningful. In other words: this is usually a training problem, not a motivation problem. If you want board members to engage with fundraising, you have to give them a roadmap. That’s why I created a “Board Fundraising Menu” – an easy, low-pressure way to show board members that fundraising is more than just asking for money. (Full transparency: this is an idea inspired by Andy Robinson, who has great books about how to train your board to raise money.) It’s about helping create the conditions where giving is more likely. I used this with a higher education Board of Trustees and told them it was an “All You Can Eat” menu but they had to pick at least one from each category: Appetizers, Entrees, and Desserts. I walked them through filling it out in the meeting and left with a list of folks who could write notes, open doors, make calls, and host events! Here are 3 specific actions your board members could take today: Appetizer: Sign and personalize donor letterS If picking up the phone makes them queasy, that’s fine. Start here. A short handwritten note or a personally signed appeal letter makes a huge difference – and helps board members feel included without the pressure of a direct ask. Entrée: Host a house party or donor touR This one’s for your connectors. Board members don’t have to ask for money – they just need to open the door. Hosting a gathering where staff shares impact stories or tours a program site is a powerful way to build trust and widen your prospect funnel. Dessert: Make thank-you calls to donorS No one is ever mad about a thank-you call. And hearing directly from a board member? That’s memorable. It boosts donor retention (especially for first time donors) and builds board confidence in your development process. But here’s the truth: board members need support. Okay, okay – you’re busy. I know. You’re running events, managing emails, answering the auditor’s questions, and cleaning up after the copier jammed again. But they’re busy too. They’re volunteers. They have full-time jobs, families, responsibilities – and most of them have never done this before. Anyone would feel unsure operating outside their expertise. So when a board member says, “I’ll introduce you to my friend,” the best thing you can do is write a draft email for them to send. Not because they can’t write one, but because it saves them time and anxiety. It gives them something to react to. They can edit it to sound like themselves – but only they can send it. If they offer to make calls, set them up for success with a guide that explains the data set, answers frequently asked questions, and provides scripts and samples. And don’t forget to give them a seamless way to get all that feedback to you so it can be recorded in your database too! Your role? Be their concierge. Their guide. Their teacher. When you hold their hand through these steps, you're not just getting results today – you’re building better, more confident board members for the future. The secret? Board members are your partners. If this kind of clarity and confidence sounds like something your board needs, I’ve built something for you. Tired of chasing your board or getting ghosted after a meeting? Inside the Smart Start Fundraising System, you’ll get a plug-and-play plan to turn passive board members into proactive partners. Because fundraising isn’t a solo sport. It’s a team effort. And your board? They're not just fiduciaries – they’re your fundraising partners. But they need the tools, training, and support to step into that role effectively. Want the full board engagement menu? It’s included in the Smart Start Fundraising System – along with a plan to actually activate it. 💡 You’ll learn how to:
🎯 Enrollment is open now. Click below to get started and download the full board fundraising menu inside: 👉 [Click here to enroll now] Because “they won’t help” can become “they’re amazing ambassadors” – with the right structure in place. Cheers!  PS - I hope you’ll continue the conversation by subscribing to Real Deal Fundraising. When you subscribe, you’ll get my e-newsletter, which includes the best articles on fundraising, productivity, and cool stuff every week. The whole thing is curated awesomeness as well as freebies like webinars, instructional videos, and whatever else I can put together to be helpful to you! If you liked this…
 Don’t Add Another Event Until You Read ThisI get it – events feel like momentum. They’re visible. They’re exciting. And if your board or staff is worried about revenue, the first suggestion is often: “What if we did another fundraiser?” But here’s the thing I wish more nonprofits understood: More events aren’t always the solution. Sometimes, they’re the problem. Events are expensive – even when they "make money"Sure, your spring gala might net $12,000 after expenses. But how many staff hours did it take to plan? How many other fundraising activities were delayed or abandoned in the lead-up? Did it bring in new major donors or long-term monthly supporters? Or was it mostly your usual crowd eating chicken and bidding on a silent auction basket? I’m not saying you should never do events. But I am saying you need to know what each one is actually doing for your mission – and at what cost. I have strong feelings about 5Ks and golf tournaments – and here’s whY Because they trick you into thinking you’re fundraising, when what you’re really doing is facilitating a transaction. Participants are there to run, or to play golf. They’re not connecting to your mission. They're not hearing stories of impact or seeing their role in your work. They’re getting a t-shirt and a swag bag – and then they’re gone. You might as well be selling donuts on the street corner. So how do you know if an event is actually worth it? Ask yourself:
What if we have an event and I can’t cancel it? Now, if you’ve got an event that’s locked in – maybe it’s tradition, or there’s a sponsor you don’t want to lose – make it count. Infuse as much mission into that event as you possibly can. Don’t just entertain – connect. I once went to a Broadway revue fundraiser for a group supporting teens in foster care, and in between each number, they played short audio clips of the teens sharing their stories. It was powerful. I still remember those voices. That’s what sticks. And that kind of emotional resonance is what opens the door for deeper engagement. Pair that with a strong follow-up plan – something that nurtures those attendees beyond their ticket or entry fee – and you can turn one-time guests into long-term donors who truly understand and care about your work. The Hidden Cost No One Talks AbouT Every event on your calendar takes time – time your team could be spending building real relationships with major donors, deepening stewardship, or crafting a compelling campaign that brings in five- or six-figure gifts. That’s the real opportunity cost. It’s not just the hours spent on centerpieces or silent auction items – it’s the connections you didn’t make, the asks you didn’t have time to prep, the impact that got delayed because your best energy was tied up elsewhere. If you want transformational gifts, you need the bandwidth to pursue them. Events rarely give you that. A smart plan does. How to Stop Letting Events Run Your StrategY In my Smart Start Fundraising System, we assess your fundraising “vehicles” – the methods you use to reach donors. Events are just one of many vehicles. And often, there are smarter, leaner options with better ROI. But the real magic happens when you zoom out and create a Plan – one that aligns your fundraising activities with your goals, capacity, and budget. Not every organization needs a gala. Some need a good direct mail strategy. Others need better donor journeys or stronger partner engagement. When your events support your overall plan instead of driving it, everything clicks. Before you plan another event… Ask yourself: Is this the best use of our time, energy, and budget? And if you’re not sure? 💡 That’s exactly what my course, The Smart Start Fundraising System, helps you figure out. We walk through your fundraising menu, evaluate the ROI of each activity, and build a plan that plays to your strengths – without burning your team out. 🎯 Enrollment is open now! You’ll get instant access to the training, tools, templates, and bonuses – plus 5 CFRE credits. 👉 [Click here to enroll today] and start building a smarter, more sustainable fundraising plan. Because you deserve a fundraising strategy that works as hard as you do. Cheers!  PS - I hope you’ll continue the conversation by subscribing to Real Deal Fundraising. When you subscribe, you’ll get my e-newsletter, which includes the best articles on fundraising, productivity, and cool stuff every week. The whole thing is curated awesomeness as well as freebies like webinars, instructional videos, and whatever else I can put together to be helpful to you! If you liked this…
 The CFRE Credential: What I Got Right, What I Got Wrong, and Why It Was Worth ItOf all my blog posts and TikTok videos, some of the most popular have been when I’ve talked about becoming a Certified Fundraising Executive (CFRE). Every time I share about it, I get a flood of DMs and emails with questions like:
So I decided it was time to pull everything together – my real-world experience applying, what I learned the hard way when I took the exam (spoiler: I failed the first time), and why I still believe the CFRE is one of the most valuable credentials in our profession. Here’s what I got right, what I got wrong, and why I’m so glad I did it. Step One: The Application Process is (Actually) User FriendlY Here’s the good news: applying for the CFRE is easier than you think. You just go to www.cfre.org, create a login, and begin your application. Even if you don’t plan to apply right away, you can start tracking your experience and education in the system. It’s like a running professional development journal. Pro tip: You don’t need those little CFRE credit certificates from every session. If the program was hosted by a reputable organization (AFP, CASE, Academic Impressions, etc.), just record the title, sponsor, and date. Bonus – recent changes mean that all your volunteer and service work now counts under “Education.” You’ll also track:
For example, I received credit for a building campaign I directed – even though I didn’t personally ask every donor – because I managed the campaign from the ground up. For my management project, I submitted a policy document I drafted that improved how naming opportunities were documented and proposals were generated. It counted. Once you’ve entered enough qualifying experience, the system will literally give you a green light in each section. That’s when you can pay the exam fee and move forward. Step Two: Don’t Make My Mistake with the ExaM Here’s where I blew it. I decided to take the CFRE exam cold. No prep. No studying. And even though I had 10+ years of experience… I failed by just a few points. The CFRE exam isn’t just a knowledge test – it’s a judgment test. It won’t ask: “Why should you start a donor relations program?” It’ll ask: “What is the first step you should take to build a donor relations program?” And several answers will be technically correct. You have to pick the best one, in the right sequence, based on what a seasoned, ethical professional should do. After my initial disappointment (and, okay, a little self-pity), I registered again for the next testing window. I bought the AFP CFRE Review Guide (worth every penny), and I practiced with sample questions to get a feel for the exam’s structure. If you’re preparing, my advice is this:
Why the CFRE Was Worth IT Earning my CFRE made me a better advancement professional. Period. But it also gave me something more – credibility, confidence, and clarity about what kind of fundraiser I want to be. Here’s why I believe the CFRE is a valuable credential: 1. It signals real expertise. Fundraising isn’t (yet) an academic discipline. The CFRE is shorthand that you know your stuff. It’s like a degree that speaks directly to your skillset and experience. 2. It shows your commitment to ethics. The CFRE requires – and enforces – a high standard of fundraising ethics. That matters. It matters to your employer, to your donors, and to the reputation of the entire nonprofit sector. 3. It demonstrates your dedication to continual growth. In a field that’s always evolving, this credential shows you’re serious about your craft. That you’re not just working hard – you’re working smart and staying sharp. Want to Earn CFRE Credits Right Now? My new course, The Smart Start Fundraising System, offers 5 CFRE continuing education credits and gives you a complete, strategic system to build your annual fundraising plan. Whether you’re already certified and need credits, or you’re planning to apply soon, this course is a great way to invest in your professional development and build a plan you’ll actually follow. And if you have questions about the CFRE process or exam – hit reply or leave a comment. I’d love to hear your story. Are you thinking about applying? What’s holding you back? Let’s talk about it. 💬 Cheers!  PS - I hope you’ll continue the conversation by subscribing to Real Deal Fundraising. When you subscribe, you’ll get my e-newsletter, which includes the best articles on fundraising, productivity, and cool stuff every week. The whole thing is curated awesomeness as well as freebies like webinars, instructional videos, and whatever else I can put together to be helpful to you!
 Why Most Fundraising Plans Fail (and How to Build One That Doesn’t)Let’s be honest: a lot of “fundraising plans” aren’t really plans. They’re a collection of ideas scribbled in the margins of a notebook. A to-do list that gets buried under meeting notes. Or a spreadsheet no one has opened since last fiscal year. And when things feel uncertain or urgent, even the most well-intentioned plan gets abandoned. So why do most fundraising plans fail? After 20+ years of working in and coaching nonprofit teams, here’s what I’ve seen over and over again: 1. The plan is not aligned with real capacity. Too many plans are built for imaginary versions of our organizations. You know the ones: the org with unlimited time, a full development team, and a budget for days. In real life, you’ve got a stretched-thin staff, a volunteer board, and one printer that jams every third sheet. The best fundraising plans start where you are. They work with your current capacity – not against it. They help you make choices, not just lists. Staff turnover is one of the biggest challenges that can set you back in fundraising and burnout is often the cause. If you build your plan around the staff you have and use technology to leverage that plan, you can mitigate burnout and turnover. 2. The plan is disconnected from results. If your plan doesn’t tell you how much money you can expect to raise – and from which methods – it’s not a plan. It’s a wish list. A strong fundraising plan includes projections based on past data, average gift sizes, and realistic conversion rates. This lets you set expectations, allocate resources wisely, and make the case for investments when needed. I did an entire blog post showing you how to build those projections so you know what you are able to raise, not just what you wish you would raise. No more spaghetti-on-the-wall fundraising. Just clear goals with measurable outcomes. 3. The plan doesn’t assign real accountability (Or backup).Even when a plan exists, it often fails at the handoff: no one knows who’s doing what – or worse, everyone thinks someone else is handling it. That’s why the final step of a good plan is assigning each task to a specific person. And then assigning a backup person to be cross-trained. This keeps your plan running when life happens – vacations, sick days, job changes – and builds resilience into your team. That’s why I wrote about building a responsibility calendar to protect your plan and ensure it becomes real. No more scrambling. Everyone knows their role, and the show goes on. So what does a successful fundraising plan look like? It’s clear. It’s doable. And it starts with what I call the MVPPP Framework, which is part of my Smart Start Fundraising System course:
Want to build your best fundraising plan yet? My new course, The Smart Start Fundraising System, is officially here! It’s designed for nonprofit leaders who are tired of spinning their wheels and ready to raise more – strategically, confidently, and without burnout. 🎯 Inside, you'll learn how to craft a compelling message, choose the right methods, identify and engage donors, mobilize your board, and build a plan you can actually execute – all using my proven MVPPP framework. ✅ 5 Pre-approved CFRE credit hours available ✅ Four high-impact bonus trainings included ✅ A 21 page workbook plus tools, templates, and spreadsheets you can plug and play 💻 Enrollment is open now! Price is $549 Take a look, see what’s inside, and get started at your own pace: 👉 Take a closer look here. Because passion doesn’t build a fundraising plan. But clarity? That’ll take you the distance. Cheers!  PS - I hope you’ll continue the conversation by subscribing to Real Deal Fundraising. When you subscribe, you’ll get my e-newsletter, which includes the best articles on fundraising, productivity, and cool stuff every week. The whole thing is curated awesomeness as well as freebies like webinars, instructional videos, and whatever else I can put together to be helpful to you! If you liked this…  The Problem with Totes and T-Shirts: Why Freebies Can Undermine FundraisingMy grandfather wasn’t a big donor. He only gave to a handful of causes in his lifetime. But there was one organization that always stood out: St. Jude Children’s Research Hospital. He gave faithfully – moved by the emotional weight of their television commercials. The stories got him every time. But even though he was already giving, they kept sending him address labels. Over and over again. At the time, I didn’t get it. Why send him stuff he didn’t ask for when he was already clearly connected? Years later, working in fundraising myself, I learned what was going on. Those labels weren’t a thank-you. They were part of the ask. A fundraising tactic. A subtle nudge rooted in the psychology of reciprocity: we gave you something, now give something back. And while it might work once, that kind of giving rarely sticks. The truth is, these built-in freebies – address labels, calendars, stickers – don’t deepen connection. They dilute it. They train donors to expect something with every letter, and more importantly, they shift the focus away from the mission. I still wonder: would my grandfather have kept giving without the commercials? Maybe not. But I know this for sure – it wasn’t the address labels that made him care. When Fundraising Starts to Feel Like a Loyalty ProgramWe’ve all seen it – and some of us have inherited files full of it:
These “free” items are anything but free. They come at a cost – not just to your budget and your time, but to your donor relationships. Why These Kinds of Premiums Can BackfirELet’s get practical. Including giveaways in your appeals may seem harmless, but it creates three major problems: 1. It sets the wrong tone. You’re not building connection – you’re mimicking a subscription box. That’s not what we’re here to do. 2. It costs more than you think. Printing, shipping, design, fulfillment – it adds up fast. Those funds could go straight to your mission. 3. It attracts short-term, low-retention donors. This is the biggest problem. Donors who give because of a trinket are less likely to renew, upgrade, or become champions for your cause. You want committed supporters, not one-time transactions. And There’s a Legal Catch, Too Let’s talk taxes. When you include a premium with your appeal, you risk turning that gift into a quid pro quo contribution – where only part of the donor’s gift is tax-deductible because they received something in return. To avoid that, the item has to be of “insubstantial value” – meaning so cheap it’s practically worthless. And if the gift is that insignificant, why bother sending it at all? You’re adding printing, packaging, and postage costs for something that can’t carry real meaning or message weight. It’s a logistical headache with no lasting return. What Donors Actually WanT Here’s what’s wild: Most donors don’t even want the stuff. They want to be moved. They want to know their gift means something. That’s where Near, Dear, and Clear comes in:
No label sheet in the world can deliver that. But a compelling story can. When Thoughtful Tokens Do Make Sense This isn’t a full-on war against every branded item. There’s a time and place – but intention matters.
A bookmark made by a student in your afterschool program? That’s beautiful. A bulk-ordered mug with your fiscal year slogan? Probably unnecessary. Would you give your best friend a water bottle to say thank you? Or would you write them a heartfelt note of thanks? So What Should You Do? If you’re stuck in a cycle of sending “stuff” or trying to break the premium habit, here’s where to begin: 1. Lead with stories. Make your appeal emotionally rich and mission-focused. Don’t let a keychain carry the message. 2. Map the full donor journey. Gifts shouldn't unlock access to your best content. Welcome everyone into the story, not just your VIPs. 3. Test it. Try a premium-free version of your next appeal and track the results. You might find your message carries more weight on its own. And don’t forget to track retention of those new donors acquired (with premiums and without) in the next year of giving. Fundraising That Feels Better (and Works Better) The truth is, you don’t need gimmicks to raise money. When you lead with purpose, your donors feel it. And they’ll stick around. Mission-centered messaging doesn’t just build trust – it builds staying power. Ready to ditch the swag and write stronger appeals that actually retain donors?The Smart Start Fundraising System will show you how. I break down what motivates giving without resorting to trinkets and help you build a complete plan grounded in what matters. [→ Get on the waitlist now or check out the course here.] Cheers!  PS - I hope you’ll continue the conversation by subscribing to Real Deal Fundraising. When you subscribe, you’ll get my e-newsletter, which includes the best articles on fundraising, productivity, and cool stuff every week. The whole thing is curated awesomeness as well as freebies like webinars, instructional videos, and whatever else I can put together to be helpful to you! If you liked this…
 Beautiful on a Budget: How to Design Stunning Fundraising Event Decor for $250 or LessIf you’ve gotten a catering or A/V quote lately, you know: the prices are out of control. Five figures for chicken on a salad and a microphone? It’s enough to make any nonprofit event planner want to cancel everything and cry into a spreadsheet. But here’s the thing: we still need in-person events. We still need beautiful, welcoming spaces that feel right for our missions. We just can’t afford to throw money around. That’s why today I’m sharing how to create stunning event decor for $250 or less – without sacrificing your brand, your sanity, or your goals. Let’s make every dollar count and still wow your donors. Start with Your BranD Before you add anything to your Amazon cart or hit the dollar store, pause. Ask yourself: What should donors feel when they walk into the space? And: What does our mission look like in color, texture, and style? Use your brand colors as your base palette. Add a neutral (like cream or gray) and one metallic (gold, silver, rose gold) for a little pop and polish, especially for more formal evening events. This is how you create cohesion – and it helps you avoid that “Pinterest mishmash” look. 🎨 Need help visualizing? Use Canva to build a simple vision board for your event. Drop in colors, photos, and textures. You don’t need to be a designer – just get the look clear in your head before you start sourcing. (Confession: I might be a bit of vision board addict. I do these for any kind of visual planning, including my kids’ birthday parties.) Fabric Is Your FrienD If you take one thing from this post, take this: there are affordable fabrics that can make any space look expensive. Buy bolts of voile, gossamer, chiffon, or tulle to drape across tables, hang behind a podium, or soften up harsh lighting. It instantly elevates even a basic space. 💡 Pro tip: My favorite is a gossamer/tulle combo. Use your venue-provided tablecloths (usually white or black), layer a strip of gossamer as a runner, and tie a bow on each side in one of your brand colors. Bonus points if it’s an evening event and you pick something with some sparkle in the material! Think in LayerS Don’t just lay everything flat and call it done. Think like a stylist. Use:
Most venues can provide these kinds of risers for food displays but if you are doing a total DIY event, thrift stores are your friend. Layered spaces feel intentional – and they photograph beautifully, too. Here’s an example:  Reuse Is Not a CompromisE If your decor only lasts one night, you’ve overspent. Invest in reusable pieces like:
Also, if your table runners don’t have any food stains, you can reuse them again. Just untie any bows and fold everything neatly, storing for next year. You’ll not only save money long-term but having an “event kit” will make setup so much easier next time around. And it’s a better option for the environment too! Budget Breakdown (Yes, Really!) Here’s an example budget and vision board for an upcoming fundraising luncheon I’m hosting. I’ve used this method for years and know it will look great. Table runners: $143 Tulle: $30 Total: $173 (round up to $200)  💡 Pro tip: Don’t forget about decorating the registration table if you have one. That’s the first impression your guests/donors will see, make sure it’s on brand too. Want another example? Here’s the vision board and budget for an upcoming evening Gala event: Tablecloths for high boys: $60 Tulle: $20 Flameless candles: $22 Fabric: $115 Total: $217 (Round up to $250)  And lastly here’s one more vision board from years past.  And here’s how this vision board actually manifested across several different events with minimal new décor items added:  What about flowers?
 And here are some centerpieces I did with real roses and sunflowers for another event, just tie some of the tulle in your brand colors around the clear glass vase to customize to any color you need.  One of the easiest ways to arrange flowers is to combine roses and hydrangeas. The large hydrangea blossoms take up a lot of space and cover a multitude of sins and the roses elevate the whole piece and add more color.   If you want to know more about DIY floral arrangements, I’ll be doing a whole series on this later this month on my Tiktok channel – follow me @realdealfundraising. (And if you’re not on TikTok, those posts will get reposted to Youtube @jcloudrealdeal.) What’s Your Go-To Budget Décor Hack? I’d love to hear how you create meaningful, mission-centered event spaces without blowing the budget. Drop your favorite tips in the comments or tag me if you build your own inspiration board using these ideas. Let’s normalize great design that doesn’t break the bank. Cheers!  PS - I hope you’ll continue the conversation by subscribing to Real Deal Fundraising. When you subscribe, you’ll get my e-newsletter, which includes the best articles on fundraising, productivity, and cool stuff every week. The whole thing is curated awesomeness as well as freebies like webinars, instructional videos, and whatever else I can put together to be helpful to you!
 Phonathons Are STILL Not Dead – Busting the Biggest Myths About Calling DonorsEvery few months, another university quietly kills its phonathon. And just like that, inboxes everywhere light up:
Let’s set the record straight. Phonathons are not dead. And many of the arguments used to declare their demise are based on myths – not real data, not field experience, and definitely not what’s actually happening on the ground at most institutions. So let’s bust some of the biggest myths I hear over and over again: Myth #1: “Nobody picks up the phone anymore.” Reality: Pick-up rates (contact rates) are absolutely impacted by things like caller ID, time of day, area code, and list segmentation. But even in the post-pandemic world, institutions are still having real, quality conversations with alumni, parents, and friends. When done right, phone outreach still delivers contact, conversation, and conversion. In fact, one partner institution recently doubled their call completion rate within a single year, simply by improving their strategy – things like making more attempts per record, using smart list management, and building trust through clearer caller ID. The problem isn’t that people don’t pick up. The problem is we’ve stopped giving them a good reason to. Myth #2: “We don’t need phonathon anymore.”Reality: This one usually comes from someone who hasn’t worked a call shift or analyzed the pipeline lately. If you’re serious about long-term fundraising success, you need phone outreach. Here’s why:
One institution I advised recently saw a huge bump in average gift size – up over 50% – and their calling center is now on track to exceed their full fiscal year results any day now. You can get great ROI from calling… if you treat it like the professional fundraising channel it is. Myth #3: “The phonathon loses money (or only breaks even).” Reality: It’s supposed to break even – or come close. Phonathon isn’t just about the immediate dollars in the door. It’s about the long game: donor reactivation, new donor acquisition, pipeline building, and massive volumes of updated data. That work fuels years of future fundraising success. If your phonathon is consistently losing money, the issue usually isn’t the channel – it’s the execution. Maybe your manager is under-supported. Maybe you’ve got outdated or clunky software that makes it impossible to track results or process credit cards smoothly. Maybe you aren’t calling enough to make your fixed costs worthwhile. But let’s be clear: the blame doesn’t lie with the callers – or with the channel itself. Myth #4: “Call center manager is just an entry-level gig.”Reality: Running a call center is one of the hardest jobs in advancement. It demands a unique skill set: donor communication, hiring and training, shift logistics, data reporting, budget management, and tech troubleshooting – just to name a few. And yet, too often this role is underpaid, undervalued, and handed off to someone with no real support or path for growth. Here’s the truth: If you want your phonathon to succeed, you need a strategic leader managing it. When that happens, everything gets better – culture, results, retention, and ROI. Myth #5: “We’ll just go multichannel instead.” Reality: I support multichannel fundraising 100%. Donors need options. But cutting your call center with no plan to replace what it actually does isn’t innovation – it’s just short-sighted. If you eliminate phone outreach, here’s what you’re walking away from:
Ask yourself: What’s the plan to make up for all of that? If your phonathon isn’t performing, it’s not because the channel is dead. It’s probably due to low volume of work, poor strategy, clunky systems, undertrained callers, or a lack of clear goals. All of those are fixable. That’s what I help institutions do every day – reset, retool, and rebuild programs that actually work. If you’re ready to stop chasing trends and start making smart decisions about your donor outreach, let’s talk. Whether you need a strategic audit, caller training, or a full-scale turnaround, I’ve got your back. Bottom line: Phonathon isn’t broken. The way it’s managed might be. And with the right approach, calling still works – and it works beautifully. Cheers!  PS - I hope you’ll continue the conversation by subscribing to Real Deal Fundraising. When you subscribe, you’ll get my e-newsletter, which includes the best articles on fundraising, productivity, and cool stuff every week. The whole thing is curated awesomeness as well as freebies like webinars, instructional videos, and whatever else I can put together to be helpful to you! PPS – If you need to freshen up your phonathon, be sure to check out my book Successful Fundraising Calls: A Phonathon Scripting Workshop available through Academic Impressions and my e-book How to Staff Your Phonathon Super-Fast available to download instantly here in the Real Deal Fundraising Store.  |
Jessica Cloud, CFREI've been called the Tasmanian Devil of fundraising and I'm here to talk shop with you. Archives
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