Reflections on Generosity for Capital Campaigns

"...Generosity cannot be counterfeited, and fake generosity does not make us happier, healthier, and more purposeful in life..." This week, I’m reading a quote from The Paradox of Generosity by Christian Smith and Hilary Davidson. 2014 edition. Reflection question: Reflection on quote: Last week in our series on authentic giving, we discussed avoiding transactional approaches. What happens if the donor wants to treat the donation as a transaction during a capital campaign? And, if we encourage these donors to be generous for their self-serving reasons, will they reap the benefits of generosity? Capital campaigns can bring the joy of seeing donors become more kind, more amenable, more generous the more they give. And, yet, we may also encounter donors who become more demanding, more angry, more sour the more they give. These are donors who are, as the authors said, going through the motions of generosity simply in order to reap the desired rewards. If we tie giving to self-interested rewards, then we are more likely to encourage fake generosity and attract other donors like them. To purchase this book: The Paradox of Generosity by Christian Smith and Hilary Davidson. Copyright: Oxford University Press 2014. Reproduced with permission of the Licensor through PLSclear. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

“When conventional economic and marketing assumptions shape and undergird the work of charitable fundraising, .... potential donors will often be approached with the expectation that they will be more interested in having their names in the program or on a plaque or in receiving a premium or a tax break than in giving to help others "out of the goodness of their hearts." This week, I am reading a quote from Growing Givers’ Hearts: Treating Fundraising as Ministry by Thomas Jeavons and Rebekah Burch Basinger, published in 2000. Reflection questions: Reflection on quote: We are starting a short series on authentic giving. Due to the nature of capital campaigns, it is easy to fall into the trap of asking for a transactional donation because of various common features of a campaign, such methods to give to save on taxes documents and naming rights; that is, give this donation and you can name this part of the building. Let’s start this series about authentic giving in looking at our approach. Several years ago, I learned this principle through a bit of a failure. I was working with a nonprofit client that had a donor who planned to give a gift of appreciated stock. Immediately, I advised the nonprofit to set up the process for the donor to transfer the stock to the client and avoid capital gains tax. However, when the donor was told how to avoid capital gains tax, they refused and instead insisted on selling the stocks, paying the capital gains tax, and donating the proceeds. This donor cared more about the world-changing and life-giving power that was present in or working through the goodness of his heart and soul than the tax break. And, frankly, the donor was a bit offended to be offered a way to save money in his giving. Imagine if the conversation had gone differently. What if I hadn’t assumed that the donor would want a tax break? What if I had encouraged the nonprofit to first approached the conversation with an acknowledgement that this donor was giving out the goodness of their heart. What if only after that was fully acknowledged, then the nonprofit had a conversation with the donor about what they wanted to accomplish through their method of giving? When we approach donors with the assumption that they wish to give authentic gifts without receiving anything in return, we can better avoid any feeling that the gift is a transaction. To purchase this book: Growing Givers’ Hearts: Treating Fundraising as Ministry by Thomas Jeavons and Rebekah Burch Basinger. Copyright permissions granted for use of this quote. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

"...true charity is given, not with what is left over, but with what we need..." This week, I’m reading from the former Pope Francis and his homily from November 8, 2015. Reflection question: Reflection on quote: In our series on cultivating an abundance mindset, we discussed how that mindset affects donors and we discussed how we have to build that mindset within our ourselves. As we end this short series, and there is so much more to say, let’s discuss how we encourage our capital campaign teams and volunteers to ask out of an abundance mindset. As we have discussed in this series, true generosity creates a personal and life-giving transformation for donors. Donors thrive in an abundance mindset. Unfortunately, however, our capital campaign messages take on a scarcity mindset. Instead of sharing messages about giving from fullness, we beg for leftovers. Can you spare a dollar? Every bit counts. Would you just fill the gap? Remember us in your will. If you don’t have other commitments. All of these phrases give the impression that the donor would only want to give to the capital campaign from their leftovers. That wording deprives donors of true, sacrificial generosity. As we train our staff, Board, and campaign volunteers, we must model an abundance mindset in our campaign materials and in messaging, wording, and scripts we use in building relationships with donors. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

"Where there is patience and humility, there is neither anger nor loss of composure. Where there is poverty borne with joy, there is neither grasping nor hoarding. Where there is quiet and meditation, there is neither worry nor dissipation." This week, I’m reflecting on Of the Virtues putting Vices to Flight by Francis of Assisi, first published in English in 1906. Reflection questions: Reflection on quote: Last week in our series on cultivating an abundance mindset, we discussed how that mindset affects donors. As we continue this series, for most organizational leaders, the amounts that must be raised during a capital campaign can be shocking and overwhelming, leading to a mindset of scarcity. In those overwhelming moments, we have to start the process of cultivating an abundance mindset within our team, the Board, the staff, and the campaign volunteers. And that process starts with ourselves. In the face of leading the organization through the most significant fundraising effort likely in the organization’s history, what do these virtues do? When we lean into patience and humility as leaders, we react calmly to the extensive time the campaign will take, knowing that cultivating an abundance mindset among our team and donors requires more intentional efforts. When there is poverty borne with joy, we as leaders communicate the reality that this capital campaign is larger than we can accomplish on our own and we invite volunteers and donors to join in the joy of accomplishing it together. When we pause for quiet and meditation, even during the busiest seasons of the capital campaign, we calm the frantic efforts and worry that feeds into a scarcity mindset within us. As we keep practicing these abundance-building virtues, we will more quickly escape the scarcity mindset and return to the abundance mindset. This work has entered the public domain. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

"...No matter how it happens, the testimony of those who have shifted in their minds, spirits, and emotions from an imagined world of scarcity and insecurity to one of abundance, blessing, sufficiency, and overflow is almost always the same: it is liberating......" This week, I’m reading a quote from The Paradox of Generosity by Christian Smith and Hilary Davidson. 2014 edition. Reflection question: Reflection on quote: This week, we are starting a series on cultivating an abundance mindset during capital campaigns. When we cultivate an abundance mindset, the act of generosity from donors actually changes. During capital campaigns, we will encounter donors who give out of a believed world of scarcity and we will encounter donors who give out of a believed world of abundance. When we approach prospective donors to our capital campaign out of a mindset of abundance, we offer donors the opportunity to shift their imagined world from scarcity and insecurity to a world of abundance, blessing, sufficiency, and overflow. In small towns, we are giving a great blessing to our neighbors even as we are asking. To purchase this book: The Paradox of Generosity by Christian Smith and Hilary Davidson. Copyright: Oxford University Press 2014. Reproduced with permission of the Licensor through PLSclear. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

"Urgency triggers a distinctive neurobiological state. In fundraising terms, this means an urgent appeal can literally put a donors brain in “alert mode” prioritizing rapid action over careful deliberation." I am reading from Neurogiving. The Science of Donor Decision-Making by Cherian Koshy, published in 2025. Reflection question: Reflection on quote: This is the last installment in exploring how generosity is deeply embedded into what it means to be human and how that impacts capital campaigns, using insights from a book recently released by my friend and colleague Cherian Koshy. This series has only looked at a handful of insights from this book; you can purchase his book using the link in the show notes. This week, we are looking at emergencies as it relates to capital campaigns because during capital campaigns in small towns there will be at least one crisis. Next week, we will look at abundance. When the capital campaign hits a sudden crisis—maybe the Executive Director or Campaign Chair steps down mid-campaign, or construction costs jump significantly, or a major pledge falls through—our instinct might be to send out a panicked fundraising appeal. While these messages will help donors prioritize quick action, the key is finding the right balance where we're honest about the challenge without overwhelming donors and we also include hope to inspire confidence and action. But here's the caution: we can’t cry wolf repeatedly. If donors feel manipulated or exhausted by constant emergencies, they will start tuning the capital campaign out. To avoid this, we must be strategic. Not every donor needs to be asked for every crisis. Instead, we are honest about the challenge. We share the plan to solve the crisis. Finally, we are intentional in determining which segment of funders we will ask to fill the gap. Here's how to purchase Neurogiving from Wiley or Amazon. Quote used by permission. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

"Volunteering can satisfy psychological needs: the need to belong to a community, to see one’s values an action or to develop skills and purpose." I am reading from Neurogiving. The Science of Donor Decision-Making by Cherian Koshy, published in 2025. Reflection question: Reflection on quote: We are exploring how generosity is deeply embedded into what it means to be human and how that impacts capital campaigns, using insights from a book recently released by my friend and colleague Cherian Koshy. This week, we are looking at volunteering as it relates to capital campaigns. When I am discussing with the Executive Director the number of campaign volunteers that will be needed for a capital campaign, I often hear two concerns. How can we ask someone to give so much of their time, often months and even years to the campaign? And, secondly, how can ask them to donate financially as well? As Cherian points out, we can ask because it’s inherent to being human. We desire social connection and meaningful work that shows progress. Joining a campaign committee or being the campaign chair provides immediate social connections and meaning. Further, as the committee raises funds together, they see the progress towards the goal and the actual building going up. Further, campaign volunteers naturally want to give to the campaign because of their engagement. They want to give both their time and money to be a part of the progress. They are doubly invested. In small towns, their passion about the project will then draw others to join in. And, as result, when we keep sharing the progress of the campaign and show gratitude for their engagement, campaign volunteers will keep volunteering because it makes them feel good. Here's how to purchase Neurogiving from Wiley or Amazon. Quote used by permission. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

"...Donors don’t just invest their money, they invest their trust. Admitting uncertainty or limitations can actually boost credibility...." I am reading from Neurogiving. The Science of Donor Decision-Making by Cherian Koshy, published in 2025. Reflection question: Reflection on quote: We are continuing exploring how generosity is deeply embedded into what it means to be human and how that impacts capital campaigns, using insights from a book recently released by my friend and colleague Cherian Koshy. This week, we are looking at donor trust as it relates to capital campaigns. One challenge during capital campaigns is maintaining and growing trust after the donor give a pledge or donation. From the time the donor gives to capital campaign, it can be months and sometimes years before the construction actually starts or the building project is completed. It’s easy to fall into the trap of waiting to give an update. However, admitting uncertainty or limitation boosts credibility. This is especially essential in small towns where a vacuum of information can be filled with false speculation about the viability of the building project. We build, maintain, and grow trust by giving ongoing updates to donors. In turn, those authentic updates give confidence to the donors in sharing their excitement about the project with others. Here's how to purchase Neurogiving from Wiley or Amazon. Quote used by permission. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

"...If a donor donates regularly – even small amounts –they gather evidence from their own behavior that “I am a generous person.” Once someone embraces a donor identity, they naturally want to act consistently with it..." I am reading from Neurogiving. The Science of Donor Decision-Making by Cherian Koshy, published in 2025. Reflection questions: Reflection on quote: We are continuing exploring how generosity is deeply embedded into what it means to be human and how that impacts capital campaigns, using insights from a book recently released by my friend and colleague Cherian Koshy. This week, we are looking at donor identity as it relates to capital campaigns. As we prepare for a capital campaign, one of the necessary reports that we pull from our donor database is a list of long-term givers and some of these long-term donors are donors who are able to give more significantly during the quiet phase of the campaign. As we schedule times to meet with these donors, it’s important to understand how the donor’s self-identification as a generous person to this cause affects their motivation to potentially give to the campaign. In small towns, we can assume we know why they are giving to our cause, but until we have entered into conversations of curiosity, we won’t know. Once we have a better idea of how their identity is driving them to give, we can frame the capital campaign ask as being in alignment with their generous identity. Here's how to purchase Neurogiving from Wiley or Amazon. Quote used by permission. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

As you know, this podcast highlights the transformative beauty of generosity. I will be taking a brief break until January, and in the meantime, I encourage you to reflect on the role of generosity within your own holiday traditions. As I consider the myriad of holidays during this season, I am reminded of the universal themes of generosity and connection that they all share. Yet, in the flurry of holiday preparations, it's easy to overlook the simple but profound gift of giving that is at the heart of each celebration. As we move through this season, I invite you to reflect on this question: How will you show generosity to yourself during this busy season, so you can pour from a full cup of love and kindness to others? Merry Christmas and a Happy New Year! What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

"... In light of the science, inviting someone to give is really inviting them to tap into these biologically rooted joys of generosity..." I am reading from Neurogiving. The Science of Donor Decision-Making by Cherian Koshy, published in 2025. Reflection questions: Reflections on the quote: Over the next few weeks, we will be exploring how generosity is deeply embedded into what it means to be human and how that impacts capital campaigns, using insights from a book recently released by my friend and colleague Cherian Koshy. As we pull out the donor packet with architectural renderings and details about the construction and renovations to show a potential capital campaign donor, it is vital that we don’t forget the role of empathy. Beautiful drawings of the new building or renovation won’t spark giving. As Cherian wrote, empathy is the bridge to giving. A story of a beneficiary walking into that building to receive the services they desperately need. A story of a program staff having the space finally to creatively overcome the challenges their nonprofit seeks to solve. A story of a place where the public to be immersed in goodness, wonder, and beauty. These stories of other humans are the sparks that bridge a donor’s understanding to the act of giving to capital campaigns in our small towns. In addition, it is through these stories and one-on-one conversations that we see the donor for their hopes, fears, and comfort. When we see the donor and the pleasure and bonding that giving brings, we can present the case for support as an opportunity for the donor to experience the deep roots of joy. Here's how to purchase Neurogiving from Wiley or Amazon. Quote used by permission. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

This is a "re-air," because during economic uncertainty it's important that the leader continues to communicate consistently during this year-end giving season. "...If you don’t know what harbour you sail for, no wind is favourable. Because we live by chance, chance necessarily has great power over our lives..." In our series on uncertainty during small town capital campaigns, This week, I’m reading from Seneca’s Letter 71, first published in 65 AD. Reflection questions: Reflection on the quote: Continuing with the theme of economic or societal uncertainty during a small town capital campaign, I’ve been reflecting on the role of the Executive Director or CEO. While the trust of Board and the Campaign Chair matters, it’s the Executive Director that matters most in terms of the success of a capital campaign. When an Executive Director is trusted in the community, the community is more open to hearing the vision. Then the vision must be communicated clearly, consistently, and with courage. The community has to know which harbor the nonprofit is directing the community to fund under the leadership of that Executive Director. Otherwise, trivial circumstances and chance events will blow the capital campaign off course. However, when there is trust and a clear vision from the leader, the vision becomes steeped into the community and the community embraces the vision and generosity towards that vision despite uncertainty. This work has entered the public domain. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

This is a "re-air," since economic uncertainty continues this year-end giving season. "...for the growing good of the world is partly dependent on unhistoric acts; and that things are not so ill with you and me as they might have been, is half owing to the number who lived faithfully a hidden life, and rest in unvisited tombs..." This week, I am reflecting a quote from George Eliot’s Middlemarch, published in 1871 to ask the question, "will donor give during uncertainty?" Reflection Questions Reflection for Capital Campaigns One common question I receive is “is this the right time for a campaign because of … the fill-in-the-blank economic or societal uncertainty?” Will donors give? During uncertain times, the ordinary people who are our donors often feel overwhelmed. When there is increased division, enmity, and strife, it’s easy to feel powerless and to focus inward. We begin to feel as though nothing will change and, for some, this can lead to a decrease in their giving. And, yet, neuroscience has proven that the act of giving boosts a donor’s mood and their feelings of agency. When we give donors a concrete way that they can help their community, they no longer feel as powerless. Their donations become the small acts of kindness and love that they can do to push back against the enmity. Through giving, we empower them to partner with us to keep the uncertainty in check. We empower them to grow the good in each of our communities through these unhistoric acts. A well-planned capital campaign can cast a vision that becomes a visible reminder of the good they can do in the community. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

"...And expanding one's horizons in such ways, being exposed to new information and new possibilities in life, tends to enhance human well-being..." This week, I’m reading a quote from The Paradox of Generosity by Christian Smith and Hilary Davidson. 2014 edition. Reflection questions: Reflections on quote: At the Nonprofit Storytelling Conference earlier this fall, I had the opportunity to meet Clay Buck, a consultant who has done significant work in helping organizations with more abstract missions connect donors to that work. One of his key insights is the importance of bringing the stories of program staff to donors. For all types of missions, the stories of program staff have a role in capital campaigns, especially in small towns. Capital campaign donors are used to meeting with the Executive Directors, CEOs, Board chairs, and Campaign chairs. Donors capable of making major gifts expect to see the organizational vision, building renderings, case statements, and beneficiary stories. Yet, when we consider the research into generosity, we see that donors want to expand their horizons. That’s where the stories of program staff, in their own words, can come in. Their stories can make the vision for the building or renovation more real and concrete for the donors. They can more credibly paint a before and after picture of the day to day impact that the donor’s gift to campaign will have. Whether it’s a recorded video with a program staff or the inclusion of a program staff on a donor tour, their involvement in the storytelling for the capital campaign stretches the imagination of the donors in greater ways. To purchase this book: The Paradox of Generosity by Christian Smith and Hilary Davidson. Copyright: Oxford University Press 2014. Reproduced with permission of the Licensor through PLSclear. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

"...Give, give again and again, don’t lose courage, keep it up and go on giving! No one has ever become poor from giving!.." This week, I’m reading from Give, an essay from Anne Frank, published in 1959. Reflection questions: Reflection on quote: Capital campaigns are huge endeavors. However, each successful campaign is made up of hundreds, if not thousands of small acts by staff and volunteers. Each of those small acts are an act of courage. When we step back and look at the progress we are making, each of those acts are combining together to create a more beautiful, just, and caring world. What is on the to-do list for the campaign this week? It might be writing thank you notes. It could be meeting with a donor or preparing for the next visit. It could be sending a follow up text. Each of these tasks may seem insignificant; however, each task builds a foundation for a successful capital campaign. Those tasks are then combined with the tasks done by other staff and campaign volunteers. Together, each day, we are creating a lasting change in our small towns together, even when our work feels insignificant. As Anne Frank wrote, give, give again and again, don’t lose courage, keep it up and go on giving. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

"...More is lost by indecision than wrong decision. Indecision is the thief of opportunity. It will steal you blind..." This week, I’m reflecting on the words of Cicero as weaved through several of his works, published between 89 BC and 43 BC. Reflection questions: Reflection on quote: Although we have seen a greater vision for generosity in the community building aspects, we still give donors the opportunity to make a pledge or gift during the capital campaign. And, that’s where we can get struck in procrastination and indecision. Why does it become so hard to take the first step? To follow though? To pick up the phone? To schedule the meeting? To write the note? Our indecision and procrastination not only affects us, but it robs donors of the joy of generosity when we delay giving them the opportunity to be involved. Indecision can steal from our capital campaigns when we wait too long before asking a donor and they move onto a different cause. When we are stuck in the misery of indecision and memories of past blunders, we must reflect on the impact that the project will have in our small towns. An impact that is great and honorable and will serve the cause that donors care about. And, trust that beautiful space of generosity when we invite donors into that space. These works have entered the public domain. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

"...No act of kindness, no matter how small, is ever wasted...." For some ancient wisdom about donors who don’t give, this week, I’m reading a story from Aesop’s Fables, titled the Lion and the Mouse as told sometime between 620 and 564 BC. Reflection question: What kindness can you give to a donor who have previously said no to the capital project? Reflection on quote: Last week, we discussed building communities of donors during the campaign. It is easy to fall into the trap of thinking that the relationship with donors is only about asking or thanking. A donor gives, and we thank them and report back on the impact their gifts has. What are those donors to your organization who aren’t interested in giving to the capital project? Relationships with donors must be more than just their status during the campaign. When a donors chooses not to give to the capital campaign, it can feel like a personal rejection and there can be a pulling back from that donor, which can then feel like rejection to that donor. Instead, in that moment, it’s important to lean into kindness. It’s looking for the opportunities to give a kind word. It’s the giving space to the donor to find more meaning in their lives through the other aspects of our cause. It’s the time we spend getting to know them and showing them that we see them for who they are. A kindness is never wasted in our relationships with donors. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

..."It is the most beautiful, the most noble side of neighbourly love, wherein the word has fully become deed...." This week, I’m sharing quotes from The Untapped Power of Jewish Fellowships and Forgotten Approaches to Care to connect the practice of hevrot to our work in fundraising. Reflection questions: Reflection on quote: As we plan and implement our capital campaigns, it's easy to forget the purpose of fundraising. At its core, fundraising isn't just about securing donations—it's about fostering genuine human connections built on care and mutual recognition. The Jewish practice of hevrot underscores this. The article, The Untapped Power of Jewish Fellowships, defines hevrot as small, local voluntaristic groups of individuals who join together to do good works or promote piety. The practice dates to at least the second century. The research in Forgotten Approaches to Care further explores this practice. Rather than seeing donors simply as a means to reach our campaign goals, we recognize them as partners in a shared mission. When we frame our work through an ethics of care, we acknowledge the interdependence that exists between all members of our community. Think about what makes our campaigns truly meaningful—it's not just the transaction but "the most beautiful, the most noble side of neighbourly love, wherein the word has fully become deed." When we approach donors with this mindset, we invite them into a relationship built on genuine care rather than mere obligation. During a capital campaign, we have the privilege of weaving these networks of care that strengthen our small towns. When we face challenges, we return to this fundamental truth: we're not just raising money—we're connecting people to purpose and to each other. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

"All that happens, happens right: you will find it so if you observe narrowly..." This week, I am reading a quote from Meditations by Marcus Aurelius, written around 171 AD. Reflection questions: Reflection on quote: In working with capital campaigns, it’s not surprising that I’m well-acquainted with failure as well. A donor event that no one shows up to. A campaign stewardship update that has hardly any opens. A direct mail campaign that goes out later than expected. As much as I want every activity during a capital campaign to be successful, that’s not real life. When failure happens during a time of economic uncertainty, it can feel even more overwhelming. A wise campaign volunteer once told me that a capital campaign is like a riding a wild stallion without a saddle. There is a lot that is out of our control and that can bring failure. All that happens, happens right. Notice that Aurelius didn’t say, all that happens, happens perfectly. Or, successfully. But, he says “right if you observe narrowly.” We can get stuck in embarrassment or paralysis. We can fear that donors and prospective donors will stop giving to the campaign because of our failure. This fear can be particularly damaging during economic uncertainty. Instead, we need to have a different mindset about failure. A failure can help us have more honest interactions with donors. For instance, ask donors for suggestions on keeping them updated with the campaign. Or, a failure can lead to the right conversations with the right donors. For example, a smaller-than-hoped-for event can open up a more in-depth conversation that wouldn’t have been possible if the event was larger. Failures can lead to growth when we have the right attitude, which is the second half of the quote. Let your aim be goodness in every action. We don’t fail in fundraising because we want to fail. But we will fail because failure is a part of life. So, we don’t aim for perfection or status. We aim for goodness. Goodness for the cause that we serve. And, remember, donors don’t give to us. They give to the cause through us. They want to see the expansion succeed for the good of the community, which is their community too. This work has entered the public domain. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop

"Go before the people with your example, and be laborious in their affairs." This week, I’m reading from the Analects by Confucius, written sometime between 551 and 479 BC. Reflection questions: Reflection on quote: As we consider capital campaigns during times of uncertainty, what are ways to increase trust and giving within the community? The first step is for the leaders of the nonprofit and the campaign to give first and be public about their giving. This is not a new principle; instead it comes from ancient wisdom. Over twenty-five hundred years later, this wisdom still holds true. When your Executive Director, board members and campaign leaders make their gifts first and let the community know about it, something powerful happens. They're sending a signal that goes way beyond the donation. They're showing confidence despite uncertainty. Think about it. There's never a perfect moment to launch a campaign. But when your leaders step forward with their own money, they're saying, "We believe in this. We believe in it enough to invest our own money, right now, even when we can't predict everything that's coming." That kind of confidence is contagious. Board members and campaign volunteers are also demonstrating they're willing to put their own money at risk. This isn't someone else's problem to solve. They're not asking others to do something they're unwilling to do themselves. We notice this in small towns. Who talks a good talk but doesn't back it up? Versus, who leads despite the risk? Those donations signal a commitment to work hard no matter the obstacles that will inevitably come. For example, when the Executive Director makes a significant gift early in the campaign, they've just told everyone, "I'm all in. I'm going to do whatever it takes to make sure we reach this goal." Because nobody wants to see their own investment fail. The second part of this ancient wisdom flows from the first: "be laborious in their affairs." Leadership giving only works when it's connected to genuine care for community needs. Your campaign leaders need to be present and engaged. They need to show up, have conversations, listen to concerns, and demonstrate through their actions that this campaign matters because the community matters. So, during times of uncertainty, don’t skip this first step. Don't ask others to give first. Start with your Executive Director, your board, your staff leadership, your campaign committee. Ask them to give at levels that are meaningful for them, and then share those stories publicly. Let your community see the example. Let them feel the confidence. Let them know that their leaders are going first, working hard, and deeply connected to the needs you're trying to meet. Because when you do, you're not just raising money. You're building trust during uncertainty. What do you think? Send me a text. To explore small town capital campaign coaching deeper and to schedule an free explore coaching call, visit ServingNonprofits.com. Music credit: Woeisuhmebop