Recently, I’ve been talking to several major gift officers all in different sectors of the non-profit community and many of them are racked with anxiety about meeting their revenue goals for 2024.

Obviously, the economy is on everyone’s mind, and depending on the month, it’s either looking great or we’re in big trouble. Some donors have cut back, other MGOs report they had a number of donors in their portfolio who passed away this year, and many MGOs are just feeling a ton of pressure from leadership to bring in big gifts.

Perhaps it’s the McKenzie Scott phenomenon where non-profit leaders are wondering why they are not getting those big gifts, and that sentiment is trickling down through management on down. Who knows. There is always pressure to bring in the big gifts from leadership.

What I say to every frontline fundraiser is this: “You can only impact what’s within your control. Major gifts can be very volatile. There are many factors out of your control that can affect your plans, goals, and expectations like no other non-profit revenue stream.” If just one donor who you expected would give $250,000 in 2024 has had a slowdown in their business, that could completely disrupt your overall goals for this year.

But YOU can’t control that.

Here is what you can control:

1. Make sure you only have qualified donors in your portfolio that is tiered, A-C. If you don’t do this, you will put the entire portfolio in jeopardy because you’ll be chasing donors who don’t want to talk with you.
2. Have a revenue goal (that is cash-flowed) and a 12-month strategic, communication plan in place for every donor.
3. Work your plan. If you’re executing the plan you have laid out, you will be developing stronger relationships with your donors, understanding their passions and interests, and matching that up with your organization’s projects and programs that are changing the world.
4. Your attitude. Do you start your work every day with a sense of gratitude for the work you get to do by being the bridge between a donor’s desire to change the world and all the world’s needs? You have the greatest job in the world (my opinion) because you get to have this opportunity every day. Very few people have this kind of meaningful driver.

If you do this and focus on the things you can control, you will be successful. That doesn’t mean there won’t be ups and downs, but you will have an incredible career as a major gift fundraiser, you’ll bring more joy to your donors’ lives, and there will be more good done on our planet. Let go of the things you cannot control and strive to do your best with those you can.

Jeff