Author Posts

Larry Raff
The Case For The Case
So why should I support you?  Why does your organization merit a gift more so than the other million plus charities registered in the United States?  And why now? These are questions that any advancement professional should be able to answer effortlessly and convincingly about their NPO.  An organization’s case for support should concisely and […]
Hospitals Returning to Their Philanthropic Roots
By Larry Raff In Emerging Ideas, Healthcare Posted June 25, 2012 0 Comments
This article written by CRI President Larry G. Raff, MPH originally appeared in the May 2, 2012 electronic edition of Becker’s Hospital Review. The more things change in healthcare, the more we should revisit what had worked in the past. About 60 percent of hospitals and healthcare systems across the United States have non-profit status, […]
Endowment Fundraising – Weighing the Options
Perhaps the most confusing terms in the fund raising universe is “endowment.”  It seems there are as many perceptions and definitions for the word as there are people talking about it.  How do you personally define endowment, the nature of an endowment gift, or an endowment campaign? I recently led a session on endowments at […]
Be In the Moment…to Get Hired
Professional success.  For many fundraising executives, that means a constant inching upward on the career ladder.  Clearly, ambition, drive, and motivation are critical factors in moving the needle for ourselves as well as our organizations.  And, as executive recruiters, we are always on the lookout for advancement candidates willing and able to lead with energy, […]
Ask – Don’t Assume – About Your Donors
You may be familiar with the old adage about the word “assume”… that it makes a “donkey’s rear end” of “u” and “me.”   And this is especially true when it comes to major gift fundraising.  The first lessons of Philanthropy 101 include knowing your donors and their philanthropic aspirations.   It takes significant time, effort, and […]
The REAL Value of Direct Mail
  The traditional (and frankly easiest) way to evaluate a direct mail program is to determine net revenue and the number of donors you keep, gain, and lose.  A mature and well managed program will invest in acquisition, end the year with more donors and, if you are really good, achieve an overall higher average […]
Creating Financial Rapport with Your Donors
Rapport.  That wonderful – and productive – state between two or more people when everything just seems to align.  The right words, and empowering body language, bring the conversation and its results to unexpectedly high levels.  Some gift officers are able to naturally bring rapport to their relationships with their donors and prospects.  This in […]
Congratulations to Kristina DeMain – Winner of the PLAN-Master Gift Officer Fellowship
By Larry Raff In Major Gifts, Training Posted April 9, 2012 0 Comments
Master Gift Officer.  Just the words alone conjure up confidence, optimism, energy, and success.  And the phrase embodies what we all strive for:  demonstrating the highest level of ability, talent, and dedication within the development profession. Today, the job title isn’t on the tip of the tongue of most nonprofit fundraising professionals or organizations, and […]
DON’T SHOOT THE MESSENGER
By Larry Raff In Insights Posted April 2, 2012 0 Comments
Did you know that the word “news” actually comes from the terms north, east, west, and south? … meaning that information – positive and negative – truly does come from all over.  And, in a way, advancement officers, CFOs, and consultants in the development world are newscasters, constantly delivering updates on the state of affairs […]
Determining How Much to Ask For – Art and Science
By Larry Raff In Insights, Major Gifts, Training Posted March 19, 2012 0 Comments
According to author and well known life coach Shakti Gawain, “You create your opportunities by asking for them.” And the same certainly holds true for those of us in the fundraising profession.  It is usually crystal clear when the time is right to ask for a gift… but equally murky on exactly how much to […]
Creating A Culture For Philanthropy
By Larry Raff In Emerging Ideas, Insights Posted March 5, 2012 0 Comments
Money.  It’s probably safe to say that this is the key topic that keeps most advancement professionals up at night.   For better or worse, it allows our organizations to fulfill on our missions, keep the lights on, and pay our salaries.  NPOs that are consistently meeting or exceeding their advancement goals have at least one […]
Focus … Major Giving
We are what we repeatedly do. Excellence, then, is not an act, but a habit. Aristotle A colleague here at Copley Raff constantly reminds me, and our clients, to “fish where the fish are.”  By that she means to focus on the areas with the greatest potential payback and ROI.  In terms of advancement “fishing,” […]

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