 Hello, 80s? I'd like to order some data for my Annual Fund. Earlier this year, I offered two free mini-courses on prospect research tools to friends and colleagues in NM and Chicago. Thirty minutes. Tell me your data hopes and dreams, and I'll share a couple time-saving hacks that I developed to cut through a list of 1,500 names (times 30 data points = 45,000 things too dang many).
The differences in attitude about this topic shocked me -- despite the fact that they had the same ballpark budget size for their organizations: My Chicago contingent: "We wealth screen annually for our Annual Fund base and set their ratings accordingly. We do it a few times over a special campaign. We upload the data to our database so it's in the donor record and we can reference it throughout the year as needed." Those are A-student answers, my friends. Those answers optimize fundraising year over year on repeat. My New Mexico contingent: "We don't use it because we don't actually trust it... Where does it all come from? It can't be right -- can it?" GASP. WHEEZE. Where do I begin? Here's the thing: We've been living in the Information Age since Alex P. Keaton carried a briefcase to high school. Email fundraising wasn't a thing until the mid-90s, but can you even imagine fundraising without it now? Without social media asks or texting? Data is BIGGER than those things combined! It's far more fundamental. It drives the underlying structure and rationale of your development program asks. It's the info to prioritize your time on relationship building. It's about understanding your donors beyond what you can gather from a couple of conversations a year and observing their taste in handbags. The results speak for themselves -- and it doesn't even have to be expensive to access when there are resources like me to run and analyze a list for you. A few days after the mini-courses, the Santa Fe Community Foundation serendipitously reached out and said, "If you could teach anything in northern NM this year, what would it be?" Welcome to my one-day virtual course, A Prospect Research Road Map for Beginners -- scheduled for Thursday, November 2nd. Let's do this, NM!
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 When the Santa Fe Community Foundation engaged my services last year to help design their 40th anniversary campaign, we thought hard about what New Mexico needs most. SFCF generously spreads their giving statewide rather than just regionally -- something that became almost essential during the terrible, sweeping fallout of COVID. We hoped to strike a tricky balance -- focused enough to inspire donors to give, yet flexible enough to accommodate health care, food insecurity, climate and environmental crises, racist policies, and even unknown threats. We landed on the idea of the emergency. It's what all of these areas shared in common -- a moment in time when one big problem sweeps the state and cascades out several more. Resiliency is the antidote, SFCF's interim president Sue Coliton wisely pointed out. The Resiliency Fund was born. While I'm not surprised that the emergency we're seeing in our home state today -- fires in northern and southern NM simultaneously due to stunning wind -- is climate related, I'm proud that we created a fund that can indeed help our communities respond to the moment. You can support the Resiliency Fund directly here.  April 23rd wind radar image from Windy.com.  Two checks are better than one. Did you know that 20% of individual donations could be matched by employer companies? That adds up to a LOT of money left on the table every year.
Why? Most donors aren’t even aware their (or their spouse’s!) employer matches gifts, or they forget about it when they donate, or they aren’t sure how to request it. Few companies push the benefit, meaning it often goes untapped. The frequent users tend to be top executives. That’s why it’s so important for your donation forms to ask for the names of your donors’ employers. Not just a box to check. We love our local businesses in NM, but only a handful have these programs. This is where big companies from out of town are an asset – many have them and they’re surprisingly generous. Here’s the process: My husband works for a company that matches 100% up to $2,000. I make a gift to a local shelter for $2,000. I fill out a company form detailing that gift, and my husband emails it to his internal contact. Then they cut a check for an additional $2,000, including our names, and send it right to the shelter. The shelter credits us for the full $4,000. Ta da! A few matching gift companies operating in the Albuquerque area: Intel – will double a gift by matching it 100% up to $10,000 for all employees, full-time, part-time, or retired. Not bad! Bank of America – matches 100% up to $5,000 for full-time, part-time, or retired. Quest Diagnostics – 100% up to $5,000 for full-time employees. Progressive – 100% up to $3,000 for all current employees. HP – 100% up to $2,500 for all current employees. Wells Fargo – 100% up to $2,000 for all current employees PNM – matches 100% up to $1,000 for all current and retired employees. CBRE – 50% match with no limit for all current and retired employees. There are hundreds more in NM. Update your donor forms to ask for company names and follow-up with the ones who could be matching! At a minimum, take a look at the list of companies where your board members work. Are they all matching where they can? For my New Mexico clients and past trainees, I provide a free look-up service on matching gift companies. If you’re curious about a company that you know a donor works for, reach out, and I can tell you if they have a program, plus the contact info for that employee to request the match.  Here are the documents from the Making the Major Gift Ask training session. Thanks again for participating. Feel free to reach out with questions.
I'll be presenting a training session on Making the Major Gift Ask for AFP's New Mexico chapter next month. April 13th! Solicitation coaching! Networking! Lunch + cake! Details here: AFP Link.
I'm so proud to be supporting FUSION Theatre Company as it helps to lead the Arts and Culture district work happening in Downtown Albuquerque right now. This is how you use the arts to make change happen in a city -- change that builds the economy, leverages the unique cultural assets of a region, and raises the quality of life for everyone in the community. Forward!
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