I have to admit something to you.  I hate going to the dentist.  Ever since I was a kid, I would figure out how to avoid going.  I think it’s been 4 years now since I last went.  I know, that’s really bad, especially now that I’m getting older.  I should be going at least twice a year.
I think writing about it will help to shame myself into setting up an appointment.
But just like going to the dentist, as fundraisers you also need regular check-ups on your strategic plans to reflect on how YOU are doing during the course of the year.
Well, now is that time.  We are almost finished with the first half of 2013.  Boy, it’s gone fast, hasn’t it?  Hopefully, you don’t have to dust off that strategic plan you created last year to review how you’re doing today.
I want to guide you on two paths.  The first path is how you are performing compared to where you thought you would be today and the second path is to go back to those Five New Year’s Resolutions I talked about last December for 2013 as a way to help you reflect on where YOU are personally in your own journey.
Today, let’s start with your strategic plan.  Here are seven questions I’ve devised to help you evaluate your performance:

1. How is your overall caseload revenue compared to last year to date AND compared to your goals?  Are you on target?  Have you communicated this information to leadership?
2. What donors need to come off of your caseload and what donors need to be added?  This is a really good time to re-evaluate the make up of your caseload and make additions or deletions.  It’s also a good time to review the donors you have in different tiers A, B and C.  Are your donors in the right tier levels?
3. Are you reporting back to donors on how their gifts made a difference at least on a quarterly basis?  If there is one thing that I see MGOs neglecting during the course of the year it’s usually this.  This is so important.  Do not neglect it.
4. Are you entering data into your database?  This is one of those tedious jobs of yours that you try to avoid.  Don’t do it.  It’s critical that every interaction with a donor is recorded in your database.  How else will your supervisor understand all your actions?
5. What are you doing to prepare those “year-end” donors for a solicitation?  Every caseload has donors that typically only give at year-end.  Now is the time to set those solicitations up if you haven’t already.
6. For donors who have already met their revenue goal, what are you going to do to challenge them to give multiple gifts in 2013?  Richard and I believe that donors have life and, if challenged, they will give more than once per year.  Go for it.
7. How well are you cultivating those 2 or 3 “heavy hitters” on your caseload that have the capacity to make a very large gift?  Every caseload has a few donors who can make very large gifts.  Sometimes we don’t challenge them or we don’t know how to package a program or project to ask for that kind of gift.  Now is the time to strategize with leadership about how to inspire one, two or three of these kinds of gifts this year.

I know.  Sometimes these six-month check ups can be just like going to the dentist.  You want to avoid them (like I have), but you know how important it is to the overall health of your caseload and your own success for ending 2013 strong.
This is the perfect time to slow down, evaluate and change, re-arrange or tweak your plan so that you make your revenue goals and continue to deepen relationships with your donors.
Next post:  How are you doing personally half way through the year?
Jeff