Don’t Let Fear Stand In Your Way

Fear can be debilitating in almost every endeavor.  

In our experience, fear - a fear of failing and a fear of offending - is one of the most common barriers that prevents organizations from realizing their full fundraising potential and thus their full mission potential; since more money equals more mission. 

A culture of fear will infect every aspect of fundraising.  Fear leads to putting off reaching out to set an appointment. Fear leads to apologetic asking.  Sometimes fear causes a meeting to conclude without any ask being made at all. Fear can also cause a reluctance to follow up. Looking at the bigger picture, fear causes organizations to avoid major campaigns or to delay a campaign opting instead for the notorious “feasibility study” which promises to determine what the goal should be and if this is the right time.   Can you tell? We are not fans of feasibility studies in general.

In our experience organizations that excel at fundraising have one common trait: THEY DO NOT SHRINK FROM THE TASK.  They approach their work with a fearless determination at every juncture of the fundraising process from careful planning to setting the meeting to making the case to following up - and when necessary, following up again. Organizations that are good at fundraising are relentless, in the best sense of the word, convinced that the only way to receive a gift is to ask for it. They understand that the gold standard of fundraising is to prepare thoroughly, to request an in-person meeting, to make the case and to ask for a specific amount. They know that great things come from asking effectively and asking often. 

High performing fundraising organizations also lean into major campaigns. They assess and plan appropriately, set a reasonable yet challenging goal, develop a case, recruit a committee and then get on with the task of asking for support. These organizations do not become paralyzed with analysis or fear. They understand that the only way to truly determine if a goal is viable is to go out make requests. They understand that it is never “the right time” to launch a major campaign, but it is also never the wrong time. The proof is always in the pudding. 

Fearless fundraising is a culture. Like all culture, it requires leaders to embrace it and live it. And like all culture, it is a powerful force that will have an impact on almost everyone in the organization. How do you proceed in a world of increasing philanthropic competition? Embrace fearless fundraising; make it your fundraising culture.