It’s been 35 years since my father passed away, but I still vividly recall how he would bring closure to discussions about how to resolve a decision: “Besides, it’s simply the right thing to do.”
After a fulfilling career as an advancement practitioner for three different institutions of higher learning followed by an equally satisfying chapter serving as a fundraising trainer/ consultant, that sentiment conveys even more significance.
I’ve learned that you never need to provide an explanation for doing the right thing. I’ve also learned that doing good is a wonderful way to live and the returns far exceed personal investments.
This motivates and fuels boundless passion, leadership and service for the millions of men and women who serve in professional volunteer roles to champion in the noble missions of America’s 1.5 million non-profits that so profoundly touch, improve, and save more lives, especially helping those who are struggling.
This theme runs so deep we have named our new virtual learning community: “Fundraising, Friendship, Fun.” These three alliterative words were not chosen haphazardly. They serve as the pillars of good works and are robustly interconnected and reinforce one another. This is why so many of us engaged in philanthropy and non-profits look forward to each new day with a renewed sense of hope and optimism.
I recognize that a lot of people don’t associate fundraising with something to be excited about. In fact, they might welcome it as much as a colorectal exam or root canal.
For that reason, let’s dig deeper and consider the ramifications of each of the three F’s.
Fundraising + Friendship + Fun
Once they understand the building blocks behind the art and science of fundraising it transforms from something to be feared to an entirely fulfilling experience to make a difference in a world that at times appears spinning out of control.
Raising money is not the end, but a means to an end to achieve a brighter, stronger, and more socially just future for all.
And it’s truly exhilarating. In the spirit of a win-win-win proposition everybody in the loop comes out a winner — generous donors, artful solicitors, and grateful beneficiaries. The fundraiser gets to be the change agent and catalyst for social progress.
I like to define an entrepreneur as someone who sees opportunities that others don’t. A fundraiser is a social entrepreneur who routinely exercises the attributes of creativity, problem solving and bridge building.
Especially in the lucrative area of major gifts, no two donors are alike and no one size fits all approach works.
You must research likely donors, devote the time to keenly understand their values, priorities and needs as the basis for nurturing a true friendship — note that we’re not talking about short term transactional relationships — craft a compelling case for support, and when the time is ripe make a solicitation for gifts of time, talent and treasure. By the way, as we mature, we appreciate that time is the more valuable gift since unlike money it can never be replaced.
Then comes the pleasure of acknowledging and sincerely expressing gratitude. Stewardship is the equivalent of icing on the cake as we report on the impact of the time and money that donors have invested in our good causes. A highlight typically is bringing donors together with the recipients of their generosity, such as scholarship recipients.
Earlier we emphasized the essential nature of forging friendships not relationships. Friendships are much deeper and represent a special connection in which all parties benefit. This is in stark contrast to relationships that I once heard defined as something that you have until something better comes along.
Friend raising is a prerequisite to fundraising. It’s actually a natural companion because everyone in a non-profit family from board, management, staff, volunteers and donors unites as kindred spirits. They share a commitment to and conviction in goals and objectives much grander than themselves. Philanthropy brings out the very best that is in them reflecting Abraham Lincoln’s “better angels of our nature.”
Adding your voice to a non-profit near and dear to you is an effective way to transition to the many challenges that are part of our day-to-day life such as relocating to new cities, reinforcing job searches, and coping with loss of loved ones. They are great ways to meet new people and focus your attention and energy on something uplifting.
Non-profits demand commitment, longer than expected hours and a willingness to go the extra mile. Bonding typically occurs when you share being in the same trenches.
Fun? Absolutely, fundraising provides moments of much-earned pleasure. They deserve to be celebrated. One of the heroes I inherited from my father was John F. Kennedy. He reminded a group of foreign students in 1963 that the ancient Greek definition of happiness was the full use of your powers along lines of excellence. Working hard and working smart to earn gifts of time and money is certainly all that and more.
To be sure, fundraisers must be willing to accept risks and their fair share of being turned down. But you’re not going to hear “Yes” unless you hear “No” along the way. Baseball players who get hits one out of every three plate appearances can punch their tickets to the Hall of Fame. The same is true in fundraising. Plus, the rejection is never personal because you are not asking for support to enrich yourself but rather a cause that you believe in.
The fundraisers I know and work with are proud to put themselves out there and be an indispensable part of advancing good works.
In 2025, we are proud to host free Fundraising, Friendship, Fun Zoom-based Learning Community broadcasts the first Wednesdays of each month, 4 to 5 pm, central time. It is specifically designed to emphasize spontaneous and free flowing conversations mimicking the chemistry of a lively TV talk show. No matter what the mission is of your favorite non-profit — education, health care, economic development, arts and culture, animal welfare and a host of human services, and what your particular role is — you are invited to join us to learn, grow and meet men and women like you who embrace the powerful chemistry of Fundraising, Friendship, Fun.
ABOUT THE AUTHOR:
After a successful career leading advancement for three institutions of higher education, Jim Eskin’s consulting practice, Eskin Fundraising Training launched in 2018, builds on the success of his more than 250 fundraising workshops, webinars, webcasts, podcasts and board sessions, and provides the training, coaching and support services to equip non-profit leaders to replace fear of fundraising with comfort and confidence. He has authored more than 150 guest columns that have appeared in daily newspapers, business journals and blogs across the country, and publishes Stratagems, a monthly e-newsletter exploring timely issues and trends in philanthropy. Sign up here for a free subscription and invitations to free learning community activities. He is author of 10 Simple Fundraising Lessons, a 82-page common sense to understanding the art and science of fundraising, and How To Score Your First or Next Million-Dollar Gift, 104 pages are filled with strategies, best practices and homework assignments. Both are available in both print and digital formats through Pathway, the book distributor, and Amazon. Quantity discounts are available to non-profits who want to share books with teams of management, development staff, board, and volunteers. He is also available for customized virtual training for boards, staff, and fundraising committees. His newest customized service, Fundraising Urgent Care, offers 48-hour turnaround in addressing general strategy and tactical challenges that require immediate responses.
FOR MORE INFORMATION:
Eskin Fundraising Training
10410 Pelican Oak Drive
San Antonio, TX 78254-6727
Cell: 210.415.3748
E-Mail: [email protected]
www.eskinfundraisingtraining.com
