Don’t you just love fall? Don’t get me wrong – summer is great, but that first crisp week of autumn air gets me pumped up. Having lived in Minnesota for half of my life, I just love the change in seasons.
The crisp air also reminds me that we getting closer to that last quarter of the year when, most likely, a majority of your revenue will come in. No doubt about it – as a major gift officer, you are now in the busiest, most productive time of your year.
So before you start putting in those 60-hour work weeks and go from meeting to meeting, I want you to step back just a bit to reflect on where you are, what you have done and how you need to approach the next three months so you can make your goals.
This week, I would love for you to take some time to consider the following:

1. How much are your caseload donors giving, compared to their revenue goals? Are you on track? You should know exactly how your caseload is performing against goal and against last year. Have you communicated to senior management on donors that have greatly exceeded their goals and those who may be behind goal? Now is the time to have those conversations.
2. Do you know why some donors are not making their goals? You will be asked this by your boss, so you need to have an answer for every donor that is behind goal or you know for a fact they will not make goal. The only reason you would have to be concerned is if you haven’t been working your plan. If you’ve been working your plan, don’t worry – donors’ lives change. But you need to know the story. Every donor has one and if you don’t know it, you really need to find out what it is.
3. Given where the giving is on your caseload to date, what is going to happen revenue-wise? It’s good at this time in the year to predict where you think you’ll actually end up at the end of the year. Then communicate that up-line. I always believe in over communicating. It shows everyone that you are being proactive.
4. Make some assumptions about what COULD happen. There are some donors on your file that may have already given earlier this year, but with some more attention and communication you have the possibility of soliciting another gift this year. Many MGOs get stuck in this “once a year” mentality that once a donor gives, that’s all you should expect. But more often than not, if a donor is challenged to do more, I believe they will do more. You just need to ask.
5. Go nuts, think bold! Are there two or three donors, since you have properly stewarded and cultivated them, who would be able to make a significant investment in your organization? What do you have to do between now and the end of the year to solicit a significant gift from these donors? Perhaps it’s only one donor, but there is someone on your file that, if challenged, will rise to the occasion. Who is that donor?

After asking yourself these questions, you need to get into action mode. Here’s what you want to do:

1. Set up meetings now with donors who can be expected to make a gift in the last quarter of the year.
2. Set up meetings with donors who are behind and you are not sure why. Once you have the meeting set up, make sure you go back to your plan and double-check that you have worked that plan with the donor. If you need to report back on a gift, make sure that happens. Put a mini three-month plan together now to get your donors on track.
3. Make sure you have a strong case for support for your many projects and programs. You will be matching the donor’s interest and passion with those projects. You want to make sure it’s right.
4. Communicate. Talk to your donors, talk to your program people, your senior managers. Make sure everyone is aware of what you are doing, where you are going and how donors are responding. You don’t want any surprises by the end of the year.

Now is the time to be on top of everything going on in your caseload. Success will happen because you have worked your plan, communicated to all involved and inspired your donors to give. Take the time now – this week – to make sure you have properly planned for the last quarter of the year. You will be glad you did.
Jeff