FundRaiser Blog

The FundRaiser Software Blog is an excellent resource for nonprofit organizations looking to learn more about fundraising, donor management, membership management, and much more.

Managing & Reporting on Fund-Raising Campaign Progress, part 2 : Mid-Course Corrections & Problem Solving

Managing & Reporting on Fund-Raising Campaign Progress, part 2 : Mid-Course Corrections & Problem Solving

Mid-Course Corrections and Problem Solving

(read part 1 here)

We track progress in a fund-raising campaign in order to identify problems in time to take corrective actions so that the goal stays within reach. If at any point in the campaign it begins to look as if the ability to achieve the goal is slipping away, then those managing the campaign must stop and take stock of the situation.

The most common problem encountered during a campaign is the failure of solicitors to gain commitments from the proven base of donors for the amounts which the rating and evaluating process ascribed totem.

Early tracking of progress is crucial. It is better to find out that results are 15 percent below estimate after 10 percent of the prospects have made their donations than after half have been solicited. Once a campaign is under way, the steps you can take to make up a projected shortfall are limited, but the earlier you take them, the greater the effect they will have.

What can you do to cover a projected shortfall and get a campaign back on track?

  1. Solicit a matching/challenge contribution to inspire and compel the gifts of others. (A matching/challenge gift would greatly assist in carrying out all of the following steps, but even without a matching/challenge gift, the following steps must be considered.)
  2. Ask trustees and campaign leadership to increase their gifts.
  3. Increase the suggested giving for prospects yet to be solicited.
  4. Identify additional prospects to be solicited.
  5. Go back to selected donors who have already given and ask them to increase their gifts. (Must be done with great care: with selectivity and sensitivity.)

If it looks as if the goal is not going to be reached, go to the campaign’s strongest constituency—the organization’s trustees and the campaign’s volunteer leaders. They have a special interest in the campaign’s success, and will be making gifts, probably substantial gifts, to the campaign anyway. Ask them to up the ante.

Next, rework your ratings and evaluations for prospects yet to be solicited. Either increase the suggested gift level for all by a set percentage, or, better yet, go back and reassess them individually to a higher level. If proposal letters have been sent with a suggested giving level, that’s water over the dam. Go ahead and make the change anyway. The solicitors can explain the need for a larger gift during their presentations. In fact, this “problem” can give added impetus to their solicitations. They can take the negative of a projected shortfall and turn it into a positive argument for increased support.

The third thing you can do to offset a projected shortfall is to broaden the base of the campaign by finding new prospects. With the exception of some direct-mail campaigns, an organization rarely contacts a majority of the persons capable of giving to it. Once again, the negative of a shortfall can be turned into a positive. New prospects will be contacted and the proven donor base will be enlarged for future campaigns.

As a final recourse, comb the list of those who have already given to the campaign. Who among them has proved to be a special friend of the organization in the past? It is to those carefully selected persons that you should return with a request that they increase their gifts. The fact they have already given shows that they bought into the case for support of the campaign. Go back to them, and go over the case again, calmly explaining why it is necessary that they give more and how they are the ones who are needed to make the campaign a success. Sure, it’s embarrassing to have to go back to them, but not half as embarrassing as having to explain to them and other constituencies that you failed to raise the money needed. I’ve had to do both, and I would rather ask an organization’s supporters to increase their gifts than face them with a campaign that failed to achieve its goal.

A discrepancy between donor ratings and actual gifts received isn’t the only problem that can beset a campaign. Solicitors will typically complain that they are having trouble reaching their prospects—they’re out of town or just too busy to meet with them. That may be true, at least in some instances, but usually the “problem” is with solicitors who need to put more effort into their follow-through. Sometimes they will have slacked off a little because they don’t want to keep bugging someone. (Of course, a prospect who simply will not take a solicitor’s calls has to be written off for that campaign.) Sometimes solicitors find themselves under increased work pressure—their company is merging, the workforce is being downsized, they have a new boss. Sometimes the pressure comes from home—a new baby, buying a house, marital problems, a death in the family. And sometimes solicitors just don’t do what they have promised. When a solicitor, for whatever reason, is not bringing back answers from prospects, it is up to the team captain to solve the problem. In the end, it may be necessary for the captain to take responsibility for calling on some or all of the solicitor’s prospects.

Another omnipresent complaint from those working the front lines is that there isn’t enough publicity. You can have generated reams of publicity, and they will still feel it isn’t enough. This is a phantom complaint. Publicity just isn’t that important in most campaigns. It comes from solicitors and team captains who are not making progress. You won’t hear it from those who actually have something to report.

A Campaign Deferred is a Campaign Defeated

Then there is negative publicity. I’ve known of everything from an officer of the organization being indicted for stealing to employees going out on strike. United Way knows about the former problem, and I encountered the latter once when the Cleveland Orchestra’s musicians took to the picket lines. When something terrible happens, invariably there are people who want to stop the campaign. “Put it on hold!” is their cry. “Wait until this blows over, then restart the campaign,” they say.

Never, ever stop a campaign because of negative publicity. A campaign deferred is a campaign defeated. Volunteers will disappear. Previous donors not yet solicited will be less likely to give when the campaign is restarted. People who have already given money will be left wondering what is going to happen to their gift. Pledges will be rescinded. No matter what the negative publicity is, halting a fund-raising campaign will make it worse. The media will hop on the suspended campaign as an indication that the organization is in even deeper trouble.

The other major problems I have had come up in a campaign all involve the loss of key players. Once my entire development staff—the people recording gifts, sending out acknowledgments, and doing many other things—was wiped out by flu for nearly two weeks. Those of us who remained on our feet just worked harder, and when the others came back we played catch-up. Solicitors, team captains, division chairs, even the campaign chair can all disappear during a campaign. People quit, change jobs, and even die. Twice the chairs of large campaigns on which I was working left town permanently during their campaigns. Once we recovered nicely. The other time the campaign flagged.

Replacing solicitors is a smallish problem. Replacing team captains is a little bigger quandary, and finding new division chairs is a real headache. But a campaign that loses its chair teeters on the brink of disaster. Obviously you look for team captains to replace lost solicitors or take on the work themselves. Division chairs should be able to replace a team captain, and the campaign chair, with some assistance, can either personally handle the work of a division chair or find a stand-in. But replacing a campaign chair in the middle of a campaign is a real job, and it’s the job of an organization’s trustees. Ideally the president of the board or an influential trustee is both right for the job and ready to take it on. Barring that, perhaps a division chair could be persuaded to step up. Maybe there is somebody within the departing chair’s company who can fill the bill, or perhaps the organization’s board president will call in a big favor. Just as recruiting a campaign chair is the job of trustees, so is finding a replacement for one.

To learn more about how FundRaiser can help with tracking your Campaign Progress

Register for a free tour of the software  

Managing & Reporting Fund-Raising Campaign Progre...
Managing & Reporting Fund-Raising Campaign Progre...

Related Posts

Wait a minute, while we are rendering the calendar
LYBUNTS Snow Birds animal rescue gift entry donation history board members tribute gifts donor relations publicity materials updates campaign management product news development director building donor relationships major donors disaster relief small donations GoFundMe project spreadsheets prospects budget raffle Resiliency announcements relationship tracking donor slip role of nonprofits technical support fundraising mailing custom page holiday FundRaiser Spark data entry donor contact information donor retention ticket sales appeal mission driven the Ask direct mail annual maintenance plan tax summary letters Cloud word processor understanding giving trends flash sales Donor Portal #GivingTuesday corporate sponsors donor recognition Constant Contact lapsed donor increasing giving amounts backing up data arts appeal letters ticketsales support motivation motivation code NCOA processing letter templates New Year donor loyalty government grants reports planned giving donor attrition follow up general Alternative Addresses online donations major gift prospects change of address updating PayPal Excel giving history correspondance volunteers texting donors holiday letters how to handle auction gifts importing csv training tip donor source Reporting to IRS phoning donors Reminders SYBUNTS new leadership gift notes field training Personalizing user spotlights volunteering anonymous donors Facebook Importing Data annual campaign gift acceptance policy grants GivingTuesday memorial giving holiday giving brick campaign membership benefits monthly giving solicitors In-Kind gifts data analysis legacy giving donor profile how-to videos campaign security community supported gardens Facebook campaign nonprofit fundraising upgrade accounting software Network for Good communications in honor of donations Thank You new features look and feel merge fields password protection donor retention rate salutation grassroots campaign user interface giving levels upgrading donors on site training operating systems charity golf tournaments social media recurring gifts FundRaiser Basic donor preferences Codes Groupings National Change of Address Volunteer module Tickles data conversion planning operational costs ROI Task List correspondence mode code membersip benefits new nonprofit overview donor attrition rate Congratulations segmenting donors FundRaiser Hosted features vacation membership programs thank you letters foundations new version Thanksgiving banquet personalizing letters auction donor advised funds letter new donors fundraising letters online donations community arts nonprofits advanced tab office alumni pictures add ons spare fields merge notes large donations community broadcasting donor End of Year Letters tech tip happiness moves management donor prospects repeat donors transparency entering auction gifts customer service Crowdfunding Campaign adding personal notes to letters premiums donor targeting endowment campaign targeted mailings customer portal donor engagement email capital campaign event management Company culture pledges welcome packet case study

Connect With Us

  800-880-3454 ext 3
  Email Us
  Request More Information
  Monday-Friday
      8:30AM-5:30PM CST

Customer Portal Login Form

User Name:
Password:

If you are not sure about your Customer User Name, please call 800-543-4131 and we will be able to help you.

Or you have lost your password, Request Password