Hiring a Director of Development (DOD) is one of the most consequential decisions a nonprofit will make. And yet, organizations get it wrong constantly. We’ve all seen it: a DOD in one day and out the next. It is the revolving door position in nonprofits. Research backs this up. According to the Chronicle of Philanthropy, the average Director of Development lasts just 18 months on the job. I’ve seen it from every angle. Before founding Lotus, I spent years as a VP of Development, personally...

One of the most common refrains I hear from board members when I walk into a new client engagement is: "We need more new donors." I understand the instinct. Growth feels like it should mean new. But after analyzing donor databases across many organizations, I can tell you that in most cases, the answer isn't starting with new donors. It's starting with the donors you already have — the ones who gave, and then quietly stopped. Before you spend a dollar on new donor acquisition, look at what's...

What I'm about to tell you sounds simple and intuitive, and yet I watch organizations get it wrong year after year: you cannot reach your fundraising goal by focusing on your small gifts. Not through appeals. Not through events. Not through email campaigns, no matter how well-written they are. Those things matter — and I'll come back to that — but they will not carry your goal. Your goal is achieved at the top of the pyramid. And if your team isn't laser-focused on getting that right,...