How to Deal with Nonprofit Freak-Out

So many worries and so little time – grant deadlines, fiscal shortfalls, underpaid staff working too many hours, boards that hate to ask anyone for money, and yet again another year-end fundraising campaign. 

And on top of that - the foundations of our democracy are threatened, Trump’s behavior is becoming more and more unhinged, the appointment of Judge Kavanaugh poses a threat to abortion and LGBTQ rights, and Christine Blasey Ford still can’t go home because of daily threats. 

In the midst of all of this meshugaas (Yiddish for craziness), it’s important to take some time to take of yourself. Here are some ways to do that:

• Breathe. Really – deep breaths in and out periodically are a good way to relax and alleviate your deadline anxieties. 
• Smile. It actually improves your mood (and that of others around you). And note that smiling when you ask for a donation via the phone - as well as in person - improves your chances of success.
• Tell a joke. There’s nothing better than a good (or even bad) joke for changing the mood. Here are three I just found: Why did the Mars marching gift programs fail? Wrong atmosphere. Why didn’t the Invisible Man donate? He couldn’t see himself doing it. Why was the cemetery fundraiser so popular? People were dying to get in.
• Stretch. Move away from your desk and do some yoga stretches. Even five minutes of exercise can help. Better yet, leave the office, get some fresh air, and take a brisk walk around the block. 
• Repeat my favorite nonprofit mantra to yourself: "Excellence is not perfection." We all make mistakes; it’s the human condition. Learn from them, laugh at yourself, and move on.
• Give thanks. Remember all the things you are grateful for. Thank your staff. Thank your board members. Thank your donors. Thank your lucky stars that you go to work every day for a nonprofit that tries to make the world a better place. 

And try to remember that the end of the world is not coming (yet). Take a moment to savor the Democrats’ blue wave. Remind yourself that Ruth Bader Ginsburg is back to work despite three cracked ribs. Have a wonderful Thanksgiving with your family and friends. Tell them you love them. Have a moment of hope. It’s way better than the alternative.

Fundraising Update: Bad News, Good News

It used to be part of my fundraising trainings to say that 70% of Americans make charitable donations. Which meant not only that on average 7 out of the 10 people they knew were willing to support nonprofits, but also that it isn’t just rich folks who are philanthropic.

Here’s the bad news:

• The percentage of households that give has now dropped to 56%. This decline encompassed both secular and religious sectors; much it was first driven by the 2008 recession, then by general anxiety and caution as times have improved. 
• There’s been a serious decline over the past 10 years in how many small and medium donors give and how much they give. This decline has occurred in every age group and at every level of education, though the biggest drop has been among people 51 to 60 years old, an age bracket that is typically more willing to make charitable gifts.
• Total giving is actually at record levels – but gifts at the high end are driving this growth, fueled by a booming stock market. A Blackbaud analysis found that 1% of households accounted for 49% of contributions in 2015. 
• That means more nonprofits are increasingly dependent on significant donations from the wealthy. And multi-millionaires often get to drive the focus of giving. 
• Pundits are predicting things will get even worse, given that many middle income folks will likely not itemize due to the so-called tax reform.

Here's me looking at the bright side, with some trends and tips it’s worth thinking about:

• It's less than before, but 6 out of 10 people still make charitable gifts – and that’s a lot of potential donors.
• I’m guessing most of you never got and don’t expect to get multi-million dollar donations from the 1% anyway.
• Online giving increased 32% last year – so you should include an online option in all your fundraising pitches, make your donate button prominent on your website and emails, and be sure the process of making an online donation works smoothly (i.e. – try it yourself).
• Millions of dollars will pass from one generation to the next in the coming decade – so get a robust planned giving strategy in place now.
• Organizations with deep roots in their communities are better positioned to sustain donors, because of strong personal connections – what you do is tangible, and that’s important. So be sure to nurture those relationships in every way you can.
• I've never believed that getting a tax donation is what motivates most ordinary folks to support worthy causes; perhaps it’s my rose-colored glasses, but I think folks give because they care. Your job is to communicate what you do and make them care about your work.

And remember - the main reason people give is because they got asked. So ask; ask more often; ask with conviction and a compelling message. Because if you don't ask, they won't give.

The Trump Foundation Gets Served

So much has been going on during the past months that you may have missed some good news – New York Attorney General Barbara Underwood filed suit against the Trump Foundation and its board of directors (which includes the president plus his three oldest kids). The suit outlines a long-standing pattern of illegal behavior that includes self-dealing and coordination with Trump’s presidential campaign. I especially love the fact that it was filed on Trump’s 72nd birthday.

According to Underwood, “Mr. Trump’s wrongful use of the foundation to benefit his campaign was willful and knowing.” And: “As our investigation reveals, the Trump Foundation was little more than a checkbook for payments from Mr. Trump or his businesses to nonprofits, regardless of their purpose or legality.” 

Here are a few examples: soliciting donations for veterans' organizations at campaign rallies that were then deposited into the Foundation bank account; claiming credit for donations that actually came from other groups; using hundreds of thousands of dollars to settle personal lawsuits and contribute to political causes; failing to disperse funds to charities as promised; bragging that his “charitable” donations aided his political standing; repeatedly signing tax forms that said the Foundation did not carry out political activity. Note that it’s a felony to knowingly file a false tax return, and Trump and his kids are personally liable.

The lawsuit hearing is scheduled for October 10. When the Trump Foundation’s lawyer asked for a postponement until after the midterm elections, the presiding judge laughed, refused to change the date, and hinted she will likely require the President to testify.

Trump, in a tweet of course, blasted the suit as politically motivated and vowed not to settle.

This is a civil action, asking that the Foundation be dissolved and that Trump and his cohorts be prohibited from serving on the boards of any other nonprofits. It also asks that the foundation’s assets (valued at $1 million) be distributed to actual charitable organizations, and that Trump cough up almost $3 million in restitution. 

Although the attorney general’s office does not have criminal jurisdiction, the IRS, Justice Department, and the Federal Election Commission do. Underwood has sent referral letters urging action to all three outlining serious breaches of federal criminal law.

And a more recent New York State Department of Taxation and Finance investigation focusing on the Foundation’s violations of state tax laws could indeed lead to a criminal referral for possible prosecution. 

The Trump Foundation is also in breach of the most basic nonprofit standards. Its Board existed in name only, without regular meetings or knowledge of fiduciary and governance responsibilities. One of the organization’s board members said that he had no idea he was on the board and that the board had never met, to his knowledge. The Board failed to exercise any oversight at all, allowing Trump to run the Foundation as he pleased and to his own advantage. And it breached the most basic guiding principle: that nonprofits are exempt from paying taxes, and in return all their money must be spent in pursuit of the public good.

This has broader implications as well. Why should any nonprofit corporation – or for-profit business or taxpayer for that matter - feel obliged to meticulously follow the law if Trump and his foundation get a pass?

And recently the plot has thickened. It turns out New York State investigators issued a subpoena to Michael Cohen as part of the probe into the Foundation, after Cohen’s attorney said his client had information of interest to both state and federal prosecutors about whether the Foundation lied about its tax liability and/or broke state law. Trump Organization Financial Officer Allen Weisselberg, who has been granted immunity in the Cohen investigation, may also have something to say about the Foundation's practices.

Keep your fingers crossed that justice will be served, and stay tuned…

On Abortion: It's Professional, Political & Personal

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First, Trump proposes a “gag rule” denying funds for any organization that makes referrals for abortions, shares physical space with an abortion provider, or provides abortions directly. Next, he appoints Diane Foley, an avowed religious activist, to oversee family planning at the Department of Health and Human Services. Then the Supreme Court rules that California cannot regulate Crisis Pregnancy Centers (CPCs) based on a dubious free speech argument. And now, with Justice Anthony Kennedy stepping down, the future of Roe v. Wade and a woman’s right to a safe abortion is threatened.

As deputy secretary of H&HS, Diane Foley will oversee Title X (the sole federal program that supports family planning and preventive services). Foley is the former president of Life Network, an organization that runs two CPCs.

CPCs are nonprofit organizations. Here’s a typical vision statement: “A culture where women and men faced with pregnancy decisions are transformed by the gospel of Jesus Christ and empowered to choose life for their unborn children and abundant life for their families.” Yet their ads claim that all options about pregnancy are provided. This is a consistent tactic – deliberately deceptive advertising followed by falsified information stating abortions cause breast cancer, lifetime depression, and suicide. Note that the gag rule eliminates requirements that providers counsel patients about all health care options (including parenting, adoption, and abortion). Voila – CPCs will be replacing full-service nonprofits like Planned Parenthood.

And the Supreme Court just ruled that the state of California can’t require CPCs to provide accurate information about all pregnancy options. This, even though the Court has allowed states to require that medical providers tell pregnant women about the possibility of adoption.

I have worked in the nonprofit world all of my adult life. I didn’t do it for the big bucks or the bright lights; I chose this work because it’s a world in which people and organizations choose to heal the world, to make it a better place. For me, it is profoundly unethical for a nonprofit to lie to clients based on religious doctrine.

Here’s my personal story. In my early twenties, shortly after the Roe V. Wade decision, I had two abortions. I was young, trying to find my way in life; I was using contraception that failed. All I had to do was walk down the street to the local clinic where the doctor (a friend of mine) treated me compassionately and professionally, without judgment. I have never regretted those abortions; they were absolutely the right choice for me at that time in my life. And when I was older, ready, and in a stable relationship, I chose to have a family (two sons and now four completely adorable grandchildren).

Here’s a powerful quote from Ruth Bader Ginsberg: “The decision whether or not to bear a child is central to a woman’s life, her well-being and dignity. When the governments controls that decision for her, she is being treated as less than a full adult human responsible for her own choices.”

So what I am feeling now is deep and angry. It’s professional, political, and very personal. Anyone who does not believe in abortion has the right to let that determine her personal decisions. But no one – and certainly not five men in black robes – has the right to tell women what our personal reproductive choices should be. I urge you all to join me in speaking out against the gag rule, opposing the nomination of Brett Kavanaugh, and donating to Planned Parenthood.  

One More Time: Congress, the IRS, and Nonprofits

Heads up: Congress is considering two measures that will affect IRS regulation of nonprofits.

First, a little background – for the past ten years, Republicans lawmakers have vented their anger at the IRS’ supposed bias against right-leaning nonprofits by slashing its budget big-time (current budget is 18% less than it was in 2010, adjusted for inflation) – despite the inconvenient fact that numerous left-leaning groups were also targeted for similar scrutiny. 

Now, suddenly things have changed, following the passage of the new tax (their signature and pretty much only legislative accomplishment since they have controlled the Presidency, the House, and the Senate). The House Appropriations Committee just released a spending bill for 2019 that would increase the IRS budget, albeit modestly, including new funds to help implement the GOP tax law.

Here’s what else is in the bill: a provision that would pretty much bar the IRS from denying tax-exempt status to churches that participate in political campaigns. Sound familiar? It’s the Johnson Amendment redux (quick review – it’s a long-standing tax law that prevents churches and other nonprofits from endorsing or opposing political candidates). The House Appropriations Committee included a provision trashing the Johnson Amendment in the 2018 spending bill, but it didn’t make the cut. Apparently, if at first they didn’t succeed, they intend to keep trying and trying again. 

On the other side of the aisle, the Senate Appropriations Committee is considering a proposal eliminating donor reporting requirements. As it stands now, federal tax law requires nonprofits that file an annual tax return to provide information on donors giving contributions totaling $5,000 or more (in money or property). Note that the IRS is required by law to keep this information confidential.This issue has long been fought in state courts. In 1958, the NAACP successfully challenged an Alabama law requiring nonprofits to provide a list of members, arguing that disclosure would harm them, their supporters, and their right to free speech - and they won. But more recently, in a case brought by Citizens United in New York, a federal court ruled the other way. According to the judge, "an individual who seeks to advance a cause might reasonably hesitate knowing that an officer of the state will see that they have done so, but totalitarian tendencies do not lurk behind very instance of a state's collection of information about those in their jurisdiction." 

So: Is maintaining donor anonymity essential to protect free speech, especially for those voicing controversial options in hostile environments? And does free speech mean that churches should be able to use tax-deductible dollars to support partisan political candidates? The debate continues in courts, in Congress, and online. 

Here's where I stand: I'm firmly on the side of donor transparency. I believe the public has the right to know the provenance of tax-deductible donations supporting issue-driven nonprofits, whether conservative or liberal. And I'm firmly on the side of separation of church and state. All nonprofits, including churches, can already speak out and advocate on important issues, but active participation in partisan politics crosses the line.

Three Simple Fundraising Tips: Bequests, Brokerage Accounts & IRAs

Bequests, brokerage accounts and IRA contributions: all of these are important tools to include in your fundraising kit. Here’s some basic information about each, including how they are affected by the new tax law:

Bequests: Bequests are a simple, easy, and common form of charitable giving (8% of total annual giving, and 90% of planned gifts). All a donor has to do is add a clause in their will or trust, designating a specific amount of money (or stocks, bonds, assets) to be given to your nonprofit. Your nonprofit doesn’t have to have a complicated planned giving strategy, or a designated legal advisor, or a big marketing plan. All you have you to do is actively encourage people to consider a bequest to your nonprofit – on your website, brochures, enewsletters – as well as in personal meetings with supporters. Start building a list of folks who have done so, give the group a catchy moniker, and post the list (with permission) on your walls and website. Ask them to publicly share a personal story about why they chose to do so.  And note that bequests come for all kinds of people (not just the obviously well-to-do) - often as a surprise, from long time donors who have given small gifts over time, and whom you may not have even met.

Brokerage accounts: Many Boomers may not be to make significant cash donations, but as their parents pass on, they are quite likely to inherit appreciated stocks. Under the new tax law, folks who donate appreciated stocks, bonds or other assets to a charity will continue to be able to avoid all capital gains tax - regardless of whether or not the donor is able to itemize. To facilitate these gifts, your nonprofit needs to have a brokerage account (my recommendation: Schwab is the easiest and best option). It takes some doing to set it up, but there's no cost, and once the paperwork is in place you are ready to go. Be sure to make it clear on your donation page that you welcome gifts of stock, and that it's easy to do.

IRA Rollover Contributions: Folks who are 70 1/2 or older and have an IRA can make a charitable donation (of up to $100,000) directly from their IRA accounts. It's easy - and, similar to gifts of stock, can be done whether or not the donor is itemizing. Plus the amount of the distribution will be excluded from their taxable income, yielding a much better bottom line on returns; as well, these donations will count towards the annual required minimum distribution.

None of these tips are instant money-makers: we're just talking basic, long-term strategies, all of of them simple and well worth pursuing. You just need to make a decision to move forward and let folks know about these opportunities to support your good work.

Fundraising in Fractured Times

Chaos on the national level along with uncertainty about the impact of the tax bill and the future of our democracy have made these anxious times for nonprofits. Sometimes it feels like you can’t get a break from crazy tweets and jaw-dropping headlines and national tragedies.

And yet, you still need to raise money for your work. So here are five fundamental principles to keep in mind.

1) Fundraising is a year-round project. It’s not just about one big fundraising campaign, or one gala event; you need to be asking folks many times, in many ways, to contribute to your organization. This includes making several appeals throughout the year via email, website, snail mail, Facebook, and personal contacts. It includes having a website that is easily navigable, well designed, and drives visitors to your donor page.

2) Every staff member is a piece of the fundraising puzzle. Although there may be one key staff member who has the main responsibility for fundraising, everyone should be knowledgeable about your strategies, able to make a quick elevator speech about your mission and the value of your work, focused on making positive connections with clients and donors, and ready to hand out remit envelopes. Most important: every Executive Director needs to fundraise, in particular through individual contacts with significant donors. This should be written into their job descriptions, and a focus in every performance review.

3) Everyone on your Board bears responsibility for fundraising. Yes, I know that most Board members resist direct asks, and would rather spend hours planning a fundraiser than one hour meeting with a donor. So you have to make it clear in your Board job description and orientation that fundraising is a key responsibility and what your expectations are. You have to provide training (not once, but regularly).

4) Fundraising is driven by organizational data. You can’t fundraise effectively and strategically without a well-constructed and comprehensive database. If you have one that’s not working for you, find a better one. You should have comprehensive information at your fingertips about each donor – when they have given, why, how much, how they like to be contacted. And you should be able to segment lists for focused appeals.

5) Fundraising is about personal connection. But the bottom line is that all the data in the world does not replace the value of authentic human connection. This starts with what happens when folks walk into your facility or office, with how they are treated on the phone, with how quickly and well you respond to their emails. And it continues into personal notes on letters, prompt thank yous, donor appreciation events, personal phone calls, house meetings, and one-on-one meetings in which you listen, engage, ask for feedback, and solicit donations.

I know there’s been a lot of chatter out there about increased competition for funds, because there are so many embattled good causes. But I’ve heard that chatter over and over throughout the years, through recessions and political crises and hurricanes and earthquakes. And yet, the nonprofit sector has survived and persisted and raised money. You will too - you just need keep on fundraising.

Some Things You Should Know About the NRA

The NRA is a nonprofit – but it’s complicated. It’s classified as a 501(c)(4) under U.S. tax law. It has several 501(c)(3) charitable subsidiaries (NRA Civil Rights Defense Fund, NRA Foundation Inc., NRA Special Contribution Fund, Friends of NRA Foundation, and NRA Freedom Action Foundation) plus a 527 Political Action Committee (NRA Political Victory Fund). Each subsidiary is controlled in varying degrees by the parent organization—from shared board members to control of leadership positions.

IRS basics: A 501(c)(4) organization is allowed to engage in political lobbying and advocacy including supporting or opposing candidates, but this must be related to the group’s primary mission and cannot be its main activity. Note that 501(c)(3)s are specifically prohibited from participating in partisan campaigns. Both are exempt from paying income and property taxes; only donations to 50(c)(3)s are tax-deductible. Political action organizations (including PACs as well as mainstream political parties) are classified as 527s; these groups actively influence elections and policy debates at all levels of government.

The NRA’s nonprofit mission: To protect and defend the Constitution; to promote public safety; to train people in the safe handling of small arms; to foster and promote the shooting sports; and to promote hunter safety.

By-laws: NRA by-laws state the organization is not affiliated with any arms or ammunition manufacturer nor with any business that deals in guns or ammunition.

The NRA’s long-lost past: The NRA has been around since 1871. For a century it was a marksmanship, hunting, and conservation group. In 1934, NRA President Karl Frederick stated: "I do not believe in the general promiscuous toting of guns. I think it should be sharply restricted and only under licenses.” Its original application for 501(c(3) status in 1938 was denied; ten years later, it was granted 501(c(4) status.

Some famous NRA members: William Taft, Theodore Roosevelt, Hunter Thompson, Dwight Eisenhower, John Fitzgerald Kennedy, Ronald Reagan, Richard Nixon, Donald Trump, Timothy McVeigh, Charlton Heston, Ulysses S. Grant, Tom Selleck, Whoopi Goldberg, and Sarah Palin.

The big change: In 1975,a change in leadership moved the NRA from social club to an ideological political movement. They became the masters of messaging, pushing a definition of the Second Amendment that left out the link between a "well-regulated militia" and the right to bear arms. The NRA endorsed a presidential candidate for the first time in 1980, backing Ronald Reagan. Since 2005, millions of gun industry dollars have been donated through NRA sponsor programs, along with revenue from industry ads in its many publications. Various gun companies and publications also donate portions of sales directly to the NRA.

And now: Today, the lobbying arm is one of the most powerful in the country, with a virtual stranglehold on politicians. For the 2016 elections, the NRA spent $51,854,687 - more than any other political nonprofit in the country. Thirty million of this went to support Donald Trump.

IRS enforcement: Critics claim the NRA's tax exemption should be taken away because it spends more time and money on politics than it does on charitable purposes. Perhaps you're wondering where the IRS is on all of this. And the answer is - nowhere. There is no actual formula that defines the legal balance between political and charitable activity. Plus the controversy over supposed IRS bias against nonprofits espousing right-learning causes resulted in significant cutbacks in both funding and oversight.

And right now: Student activist Emma Gonzales has more Twitter followers than Donald Trump. It feels like we are at a critical moment in which we might actually be able to challenge the NRA's tactics, and push sensible gun control legislation. I'll be making my calls, and showing up, and marching - hoping you'll be there with me.

Why You Should Care About the 2020 Census

The Census may seem unimportant compared to current big headline issues. Yet it's fundamental to our democracy. For me, it's personal, political, and based in my deep roots in community nonprofit work.

The basics: The census counts each resident of the country every ten years ending in zero, as per the U.S. Constitution. This has included citizens, non-citizen legal residents, non-citizen long-term visitors, homeless folks, and undocumented immigrants.

Some history: The first census was in 1790. 1860 was the first year women, children, and slaves were included. Individual data is legally protected for 72 years – but from 1941 to 1947, the War Power Acts repealed this protection, thus facilitating the internment of Japanese, Italian, and German Americans.

Census data is used to:

• Determine the distribution of Congressional seats to states
• Draw electoral maps as well as maps for school and local government districts
• Make planning decisions about community services including where to provide services for the disadvantaged, build new roads, and establish new schools
• Decide how to allocate more than $675 billion in federal funds to local government programs and services

What’s up now: John Thompson abruptly resigned as Census Bureau Director in June 2016 and has not been replaced. The acting deputy director is a meteorologist. Funds for the bureau have been cut by 10%. To save money, staff has been cut, the internet will be the primary response option, and followup will focus on technological systems and third-party data rather than census workers knocking on doors. The Justice Department has requested that a question about citizenship be added to census forms. Requests to add questions about diverse populations and gender orientation/identity have been denied.

Here’s my personal story: 

     For decades I ran a small nonprofit community center in a small town in rural western Marin County. One of my very first ventures in fundraising was at a foundation serving disadvantaged populations. That program officer simply laughed at me, because, according to her, nobody was poor in West Marin, and everyone was white – it was simply a weekend destination for tourists and wealthy second-homers. I knew this wasn’t true. The folks I worked with were low to middle class; our programs included a free weekly senior luncheon, kids programs (with lots of scholarships needed), a holiday gift and food program. The workers on local dairy ranches were all Latino, and my son’s kindergarten class was 35% non-English speaking (today it’s 50%). And I myself was a full-time single mother struggling to make ends meet on a part-time nonprofit salary. But I had no data to prove this.

     So I embarked on a mission – to collect that data, and put together comprehensive information about the demographics of my community, for my nonprofit and the local nonprofits I worked with. And the primary source of this data was the U.S. Census. In 1990 and 2000, we became an official census center, providing census forms to everyone we could find plus recruiting and hosting trainings for census workers, with a focus on making sure the Latino community was counted. This wasn’t easy – folks were worried because many were undocumented. But we were able to assure them the information would help bring more services into town, and their responses would remain completely private. Given today’s climate, the proposed citizenship question would absolutely decrease participation among non-citizens and those from mixed-status families concerned about putting their relatives at risk of deportation. And the emphasis on internet response will disadvantage those who cannot afford or have limited access to broadband service.

Here’s what I urge you to do: Urge your state government to designate funding for census outreach and planning. Make plans to provide census information and forms to folks in your community. Encourage your coalition of local nonprofits to support the census in whatever way possible. Call your Congressional representatives and tell them to support and fund a full and fair Census process. Do it now.

What Worked, What Didn't: Evaluating Your Fundraising

Your fall fundraising campaign is done; you've taken your holiday break. Now, pat yourself on the back, take a deep breath, and schedule time to analyze what worked and what didn't.

Here are some things to scrutinize:

• Total amount raised: Did it increase, decrease or remain the same? How does it compare to the past five years? Did you meet your goal?
• Number of donors: Ditto.
• Donation amounts: How many folks increased their donations? How many decreased or remained the same? A gift chart is a helpful aid to visualize your results; it should look like a pyramid, with larger numbers of small donors at the bottom, big donors at the top.
• Donor retention rate: What percentage of last year's donors gave again? The average rate is around 50%. Did you do better or worse? Any ideas why?
• New donors: Were you successful in cultivating new donors? Did their numbers/dollars exceed those who did not return?
• Lapsed donors: Did you do a specific appeal to lapsed donors? Did lapsed donors return? 
• Ways of giving: Are folks giving online, or by check? Through your website or Facebook or email appeals forwarded by Board members? Do you have a monthly giving program (if not, you should), and is it growing? How much was unrestricted (i.e. available to fund ongoing operating expenses)?
• Appeal response: Which appeals raised the most money? Look at emails, letters, phone calls. Consider timing - did you get a better response around Thanksgiving or at year's end? Consider messaging - was there a particular email that delivered? Did folks respond more to photos and/or videos? What was the content of the words/visuals that evoked the best response?
• Thank you letters: Were thank you letters (or emails or postcards) sent out to every donor, whether for $5 or $1,000? Were they sent within ten days of receipt?
• Donor demographics: Do your donors represent a diverse mix of ethnicity, age, geography, and economic backgrounds?Are your volunteers making contributions?
• Staff report card: Did everyone on staff contribute in some capacity, whether by making asks or designing emails or sending out thank you letters?
• Board report card:  Did every Board member make a donation that was significant for them? Did your Board members make all their asks? Who got more responses? Take some time to talk with those who were successful, find out what worked for them, and have them share their insights with your Board.

Next, analyze this information in brainstorming sessions with both your staff and your Board. After that, document everything. Be sure to add any information you have gathered about significant donors to your database including how much and when they gave, whether they wish to remain anonymous, specific comments they made, and who solicited their donations. Finally, use this information to create your 2018 fundraising calendar and plan.

And then you start all over again, older and hopefully wiser, raising the money you need to continue your good work in this new year.