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by Mitra Karami You've just wrapped up a successful fundraising event. The venue is cleared, the final tally is in, and your team is finally catching their breath. But before you archive the slideshow and move on, there’s one crucial phase that deserves your full attention: post-event stewardship. Good stewardship transforms a one-time event donor into a lifelong supporter. It shows gratitude, builds trust, and sets the stage for future engagement. Whether you're managing a gala, a charity 5k, or a virtual fundraiser, how you follow up post event is just as important as the planning process. Here are essential tips to elevate your post-fundraising stewardship strategy: Say Thank You—Quickly and Personally Speed matters. Aim to send a thank-you within 48 hours of your event. Go beyond the standard "thanks for attending" and tailor your message to the donor's level of involvement—sponsor, volunteer, VIP guest, or first-time donor. Tips: Use donor names and reference specific actions (e.g., “Your generous $500 gift helped us exceed our goal”). Consider handwritten notes for major donors. Send thank-you emails with event highlights or photos to keep the momentum going. Share Impact, Not Just Numbers People give to causes, not just events. Let them know what their contribution is doing . Share outcomes, stories, and real-life examples that connect their gift to your mission. Tips: Send a follow-up impact report or infographic. Highlight one or two stories that show how donations are being used. Include testimonials or quotes from beneficiaries or staff. Ask for Feedback Inviting feedback shows donors that you value their input and are committed to improving their experience. Tips: Create a short, mobile-friendly survey. Ask about the event logistics, communication, and their motivation for giving. Offer an optional phone call for major donors or committee members. Celebrate and Recognize Your Supporters Public recognition boosts donor morale and community spirit. Celebrate top fundraisers, sponsors, and volunteers both privately and publicly. Tips: Tag and thank participants on social media (with permission). Create a post-event slideshow or video and feature it on your website. List supporters in your newsletter or annual report. Offer Clear Next Steps Don’t let the relationship end with the event. Provide meaningful ways for attendees to stay involved. Tips: Invite them to your next event, volunteer opportunity, or campaign. Share upcoming initiatives they can support. Set up a drip email campaign to engage new donors over time. Track and Segment Your Donors Your CRM is your best friend post-event. Segment donors by behavior (new vs. returning, donation amount, engagement level) to tailor future communication. Tips: Flag event donors for a special welcome series or upgrade appeal. Analyze giving patterns to identify potential major gift prospects. Use notes from conversations or surveys to personalize outreach. Final Thoughts Post-event stewardship isn’t just a courtesy—it’s a strategy. Thoughtful follow-up fosters loyalty, increases retention, and builds a community around your cause. With the right approach, your recent fundraiser isn’t just the end of an event—it’s the beginning of a stronger donor relationship.

by Hal J. Abrams, J.D., LL.M.  , Planned Giving Consultant     Planned giving can be a nuanced topic, and is often overlooked by fundraisers as something worth investment. However, it is an excellent way to secure long-term commitments and revenue for your organization. Understanding why planned giving is important and how to build a planned giving program is vital to the success of your organization.     Below are some common misconceptions about planned giving:    “We’ve been meaning to build a planned giving program just as soon as our capital campaign is over”  “I don’t want to mention planned giving to this donor because he may take money off the table.”  “Mentioning death during a gift solicitation splashes cold water on the giving discussion.”    Assumed rationale for not using planned giving throughout a campaign   “I would prefer not to raise too much money during the campaign”  “I enjoy the challenge of fundraising with one arm tied around my back”    Let’s reverse the order of words to better appreciate the power of Planned Giving.   Let’s just call it “Gift Planning.”   In this context, it may be easier to see that all good fundraiser’s ultimate goal is to build a sufficient relationship with a donor to help show them giving opportunities that complement their goals.   Don’t we want to help our donors “plan” their gifts to address both their philanthropic and financial goals?   If we don’t fully understand the goals of the donor, our gift solicitations are simply blind “crap shoots” to hope that when we make a solicitation that we are asking the donor at the right time for the right amount of money.    Building a Gift Planning program can help a fundraiser better identify the best donors.       So let’s build a Gift Planning program!       Is there a better donor to focus on than someone who has already told you that your organization is in their will?       With this in mind, steps 1 and 2  to building a successful planned giving program are:    Step One: Create a Legacy Society that honors anyone who has made an end of life commitment (will, living trust, retirement plan, life insurance beneficiary or life income gift); and  Step Two : Promote the heck out of the Legacy Society:  Include magic boxes on all reply mechanisms (“check here if you are eligible to be a member of the _____ Legacy Society because you have included us in your estate”);  Piggy back Legacy Society promotion in all written and email communications (“PS Please let us know if you are eligible to be a member of the ____ Legacy Society”)  Send stand-alone post cards, buck slips and emails (and include on the website) mentioning the ____ Legacy Society.    The immediate result after just taking these first two steps is to better steward your estate donors .   This increased stewardship results in (1) decreasing the chance that the donor will remove you from their will (2) building a strong relationship with a donor whose fully qualified as having a strong affinity (can anyone have a stronger affinity than someone who is trusting their hard-earned wealth with your organization upon their death?)    Russell James cites that over 50% of all charitable estates change one of their charitable beneficiaries within the last five years of a donor’s lifetime.   So, let’s make sure that we are front-of-mind with as many estate donors as possible.    Russell James also cites that donors who join a legacy society give on average 75% more after their membership.    Step Three:  Train the development staff, then board members to be legacy society ambassadors and capable issue spotters of donors who could either (a) be a potential legacy society member or (b) might benefit from learning of tax saving and income increasing components of planned giving.    At this point, your Planned Giving Program is well on its way.       Step Four:  Train the development team to go beyond being an “issue spotter” to holding basic literacy  in the benefits of some of the planned giving techniques.   These techniques are not rocket science. Common planned giving techniques include giving from one’s IRA, stock or even real estate.   Of course, the second tier of planned giving techniques does include life income gifts like charitable gift annuities and charitable remainder trusts.   Independent study or having one or two consultant-led trainings should be sufficient to gain basic literacy .       With this basic level of knowledge, the development team can help keep a solicitation alive by offering ideas why the donor needn’t decline a solicitation (because their assets are not liquid or they are concerned about having enough money for retirement or their kids) and offer solutions that allow the donor to shift looming tax bills to become gifts to charity.       Once development officers can gain this basic literacy, they can make such provocative statements such as “Some of our donors have been able to seal their real estate or diversify their stock portfolios without paying any capital gains taxes.”   This question naturally elicits a response like “I own 4 or 5 LLCs with real estate, tell me more” or “that is interesting, but I don’t own any real estate or stocks.”   The first answer could lead to better qualifying a donor than the best research department could uncover.   The second answer is equally illustrative in qualifying this donor as NOT having as high a capacity as one might have thought from their zip code, car they drive or job title (which is usually the extent that research departments can uncover a donor’s assets).        When the dust clears, promoting a planned giving program is full of ways to better qualify, steward and cultivate donors that lead to more and bigger gifts.

By Mitra Karami Questioning whether your organization should participate in GiveBIG this year? According to WA Gives, in 2024, 44,602 donations were made by 23,271 donors. These donations, combined with donor-advised funds (DAF) and IRA contributions, matching donations from individuals and companies, sponsors, and in-kind contributions from local media companies totaled $11.6 million! Below are some of Ostara Group’s top strategies and tips to help your organization prepare. Boost Website Traffic Use GiveBIG as an opportunity to drive traffic to your organization’s website. Create a unique landing page on your website to host your GiveBIG donation form. Use Digital Communications Strategically In the age of digital fundraising, email and social media are cost-effective and useful tools to enhance your fundraising strategy. A steady stream of communication with your donors with a multichannel approach is essential to bringing attention to your organization before and during the campaigns: Plan ahead and create a schedule. Tell a story – communicate campaign goals and impact creatively through social media channels and emails. Let your donors know about the campaign and share match details a week in advance, as well as the day before to capture their attention. Mornings and evenings tend to be the best times to send emails. Don’t get lost in the shuffle. Plan multiple emails on the day-of. Organizations who sent emails by 7am before the workday and 7pm after dinner on the day of GiveBIG saw an average of 28% more revenue last year than those who didn’t. Use Urgency-Driving Language Create urgency to drive engagement by incorporating elements such as a countdown clock, thermometers, compelling graphics, and videos. Emphasize deadlines and milestones in the days leading up. Express impact of the donor’s donation in clear, highly motivating ways. For example, use match-driven language or client stories to turn a transactional process into an opportunity for investment in your mission and vision. Engage supporters throughout the campaign on social media, using tools like Instagram reels and Facebook stories to do shout outs. Keep them informed of your progress towards your goals and deadlines so that they can take advantage of matching opportunities. Focus on a Specific Ask Alt Text: The picture is a graphic and features 3 people sitting at a table, one on a computer, all looking at a large graph on the wall Use the GiveBIG campaign to inspire donors to make an additional gift by framing your call to action around a specific ask or funding need. For Example: One of our clients had tremendous success last year, by asking donors to donate to fund the purchase of an essential piece of equipment they desperately needed. By focusing on a specific programmatic need and having a clear call to action that differed from their typical year-round fundraising campaigns, they were able to raise over $65,000 through their 2024 GiveBIG campaign. For reference, this client raised $2,500 in 2023. Target Different Segments of Donors If GiveBIG coincides with fundraising campaigns or events your organization holds during these times of the year, use the campaign as an opportunity to engage specific segments of your donors like mid-level, annual fund and/or lapsed donors. Segment and tailor communications directly to this audience that emphasize their role in supporting your work. Incorporate matching incentives, impact equivalencies, and graphics that detail the increased impact their gift can have on your organization’s ability to carry out their mission. Ensure that these are specific to each segment that you are targeting. Weave A Compelling Narrative The power of storytelling lies in its ability to connect with the audience on a human level. Sharing stories helps donors see themselves as a part of your work and how their contribution impacts someone else. Share pictures or video clips in your email communications and on social media to demonstrate impact and create a compelling story that will motivate donors to give. Share testimonials to highlight the communities and people you serve. This doesn’t need to be professionally done –repurpose footage from a previous year’s mission video or have a staff member or volunteer snap some pictures or clips on their phone. Effective storytelling enables you to connect with your audience on a deeper level and inspires your donors to give. Keep Track of More than What You Raised It is essential to adopt a data driven fundraising approach. Reviewing your campaign data lets you know what you need to change to get better results. By analyzing your metrics, you can use GiveBIG as an opportunity to determine what is working well and identify areas that could be improved upon. When analyzing your donations post campaign, we suggest looking at: Donation page and overall website traffic. Email open rate, click through rate and unsubscribe rate. Conversion rate. Average donation amount. This will help you identify how donors made their way to your giving page, how well your messaging is resonating with your audience, and what strategies can be adjusted to better engage your audience. You may find your emails generate less traffic than your social media posts or incorporating video testimonials increased giving year over year. This gives you a better idea of where to focus your energy for the following year. If you choose to participate in GiveBIG 2025, think of it as an opportunity to test new communications strategies, reach a wider audience, and build new or deeper relationships with those who choose to give. If you would like to talk through your GiveBIG or annual fund strategies, contact the Ostara Group today!

by Robert Yoo Congratulations to all our clients who submitted state and federal funding requests over the past few months. We know these cultivations and applications take a lot of time and effort on your part, so great work! If you haven’t already seen the House and Senate lists for the Department of Commerce Local and Community Projects, you can access them here: House - 2026 Local and Community Projects  Senate - 2026 Local and Community Projects  Alt Text: An individual in a black dress with sunflowers standing on grass with their hands together. In their hands, there is a stack of quarters and a plant in the center. If your organization made a Local and Community Projects, Community-Based Projects, and/or Congressionally Directed Spending request, we recommend that you continue to cultivate your representatives. With all the uncertainty around state and federal budget cuts this year, it’s important to ensure your request is top of mind throughout the budget process - e.g., thank them again for their support in championing your project and ask if they need any additional information from you that may help strengthen your request. Feel free to reach out to us if you need any support on cultivation strategies!

Kyle Halmrast, Founder & CEO, Ostara Group By Kyle Halmrast For those of you who have been around Ostara for a while as a client, supporter, employee, or contractor, you likely know the origins of our name. If, however, you’re new to us, Ostara is the Nordic word signifying the vernal, or spring, equinox – it’s when the darkness of winter is behind us.  The days are getting longer, new things are planted and are beginning to sprout, and the promise of a fresh start is around the corner. That idea is what Ostara, the company, means to me, and what it means to our clients as well: t hat a new day is dawning, that there is hope on the horizon, and that there will be growth to look forward to. Typically, my Ostara day messages are lighter, more grounded in the possible, but we now find ourselves in a time when hope feels somewhat misplaced. Ostara was founded in 2008 during one of the most significant financial downturns since the depression. We weathered that, then weathered the storm of COVID, and the cultural upheaval in 2020, so one would think that we had seen the worst. But I have to say, what we’re witnessing now with the assault on the basic fabric of our civic and social structures is unlike anything I’ve experienced in my 30 years in the non-profit sector. The current administration and their lackeys believe that the non-profit sector is a scam, filled with money-hungry n’er-do-wells. Frankly, I’ve never been more insulted. For me and my fellow non-profit professionals, to be likened to grifters by an administration replete with grifters  is the ultimate and most abominable case of projection I have ever seen. So, it’s hard to feel hopeful at a time like this. Our academic institutions are being attacked on political grounds. Congressionally awarded grants are being illegally frozen by fiat. People are being disappeared and deported despite their citizenship status.  It smacks of some of the worst political malfeasance in our global history. In short, it really is a fucking mess.   But I believe that this chaos and the direct attack on hope is exactly the point . There is an expectation that we’ll tire, be afraid to stand, or just shut our eyes in the hopes that the monster will go away. And this is their mistake. We in the non-profit sector are resilient. We’re fighters. We’re used to moving mountains with very small shovels. Ultimately, I believe that justice will prevail – those of us working tirelessly to serve our communities are not going anywhere. So, there you have it, full circle… we are back to the hope that I always return to, because I believe in our tenacity as a sector. Keep in the fight. Be smart, be focused, and lean into your work, your relationships, and your mission. Keep your eyes open and your mind clear. A new beginning is always around the corner… and ours is coming.

By Robert Yoo, Senior Grants Consultant January is a great time for your nonprofit to revisit its grant strategies for 2025. The process of finding and securing grants can be an emotional rollercoaster for many nonprofit fundraisers, especially given the increasing need for funding and the limited amount of grants available. It can be frustrating at times when you invest so much time and effort in grant submissions when you don’t hear back from funders or find out that your grant was declined.   This is why it’s important to review your grant strategies on an ongoing basis. Here are a few ways to help ensure your organization is well-positioned for the grant opportunities that you pursue this year. Remember, grant writing is not just about asking for money – it’s about building partnerships and demonstrating your organization’s impact for the individuals, families, and communities you serve.   Review your grants calendar Review your grant submission calendar to confirm all the LOI and proposal deadlines you’re planning on pursuing this year are up-to-date and set reminders to make sure you don’t miss any opportunities. Make sure you have a good handle on all your reporting requirements and communicate them with your program teams well in advance of report deadlines so that you have enough time to gather and analyze all the program data you’ll need.   Research new grant opportunities The institutional funding landscape evolves every year. Grantmakers often offer new funding opportunities and/or shift their existing priorities, so it’s important to stay informed. If you haven’t already, consider investing in grant search engines like Foundation Directory Online, GrantStation, Instrumentl, or Grant Watch to identify opportunities aligned with your organization’s mission and impact. Regularly check websites like the Washington Department of Commerce , FundHubWA  or Grants.gov  for public funding opportunities your organization may be eligible to pursue. Work with your board, peer organization networks, and other internal and external stakeholders to identify potential connections you may have with institutional funders. Grow and diversify your grant revenue streams so that you’re not overly reliant on a few funders. Ensure your organization pursues a balanced mix of foundation, corporate, and public funding opportunities to mitigate potential fundraising gaps.   Build cultivation and stewardship strategies for new and existing funders Develop concise and compelling introduction emails, letters, and call scripts for new funders that are tailored to their grantmaking priorities. Create a cultivation activity plan and calendar to track when and how you’ll engage your current funders. Some ideas include sending them your organization’s newsletter or annual report, creating quarterly program impact updates to share with them, or inviting them to site visits and special events.   Update and refine how your organization defines its impact Review your organization’s key performance indicators (KPIs) to ensure they align with your mission and funder priorities. Collaborate with your program teams to develop a strategy and timeline for collecting impact data on a regular basis that works for your organization. For example, you can create a shared Excel spreadsheet for impact metrics that you or your program teams can update on a quarterly basis to help streamline the grant reporting process. Research funder grantmaking priorities and how other nonprofits in your field are defining their impact to generate new ideas for your organization. These strategies are always helpful for strengthening your organization’s case for support.    Create compelling narratives Revisit, refine, and reframe how you describe the who, what, when, why, and how of your organization’s work. Tailor your grant submissions to what funders are interested in supporting and make sure you’re answering the questions they’re asking in their proposals. When possible, try to connect with funders before submitting to get insights on their priorities and whether your organization’s programs and services align with them. Demonstrate your organization’s value through inspiring storytelling backed by data. Generally, it’s good to keep your narratives simple and compelling with a clear outline of how grant funding will help ensure your organization can achieve its stated impact.

By Mitra Karami, Senior Consultant As the new year rolls in, it’s the perfect opportunity to reflect, recalibrate, and reignite your fundraising efforts. The momentum from year-end giving can provide a strong foundation for the months ahead, but to capitalize on this, it’s essential to focus on stewardship, donor engagement, and planning. Here are several strategic steps you can take in the first few months of the year to ensure your fundraising momentum continues and your donor relationships stay strong. 1. Send End-of-Year Tax Receipts Promptly Start the new year off on the right foot by sending tax receipts to your donors as soon as possible. Many of your supporters will likely be expecting these receipts for tax purposes and getting them out quickly shows your organization's appreciation for their contribution. Make sure the receipts include all necessary information—such as your nonprofit’s tax ID number and donation details. Include a note thanking donors for their generous year-end gifts and briefly highlighting how their contributions made an impact. This is a great opportunity to reinforce the impact of their donation and make them feel appreciated and it also builds a foundation of trust and transparency that encourages future giving. 2. Steward Year-End Donors Donor stewardship is an ongoing process, but its particularly important following year-end giving when many donors have made their final contributions of the year. Now that the calendar has flipped, it’s crucial to prioritize stewardship for these donors. Stewardship isn’t just about saying “thank you”; it’s about showing them the direct impact of their gift and maintaining a lasting relationship. This is the time to: Personalized Thank You Notes:  A handwritten or thoughtfully crafted message can go a long way in reinforcing the donor's value to your mission. Donor Impact Reports:  Share a story or update on how their donation made a difference. This could be through a newsletter, email, or even a dedicated report. Include tangible results like the number of people helped, goals met, or new projects launched, so they can see the direct impact of their donations. Involve them further:  This could be as simple as inviting year-end donors to special events or sending them updates throughout the year about how their money is being used. By building a strong stewardship program, you increase the likelihood of repeat gifts, making these donors feel connected to your mission and appreciated. Show your donors that they are part of your nonprofit’s ongoing journey, not just a one-time transaction. Doing so helps nurture long-term relationships and can convert one-time donors into recurring supporters.   3. Reach Out to Donors Who Didn’t Give at Year-End Not everyone will donate during the busy year-end giving season, but don’t let these potential supporters fall off your radar. This is a great time to reach out to those who didn’t make a year-end gift. In your outreach, focus on why their support is important, remind them of the impact they’ve made in the past, and offer them an easy way to contribute. Framing the conversation around your new year’s goals or upcoming initiatives can also reinvigorate their interest. Craft an outreach campaign that: Expresses gratitude:  Thank them for their past support, even if it wasn’t recent. Provides updates:  Let them know what your nonprofit has achieved in the past year, and how their continued support can make a difference. Invites them to reconnect:  If you know that the donor might have missed the year-end giving season, offer them an opportunity to make a contribution now or provide other ways they can support your cause. In your messaging, make it clear that you value their relationship with your organization, and that their involvement—whether through donations, volunteering, or spreading the word—makes a real difference. 4. Meet with Your Board Members to Discuss Engagement Your board is one of your most valuable assets in any fundraising strategy, so it’s essential to engage them early in the year. January is also the perfect time to meet with your board members to ensure they are on the same page with your nonprofit’s fundraising efforts. Discuss strategies for board member engagement throughout the year, including: Personal giving:  Discuss their personal contributions and how they can lead by example. Networking:  Explore how board members can leverage their networks to open doors to new donors, sponsors, or partners. Fundraising roles:  Define clear expectations and assign specific roles to board members—whether it’s attending events, making direct appeals to potential donors, or securing corporate sponsorships. Getting buy-in from your board is crucial for creating a unified approach to fundraising and engagement. When your board is aligned, it can be an incredible asset to your fundraising efforts. A motivated and engaged board can be a game changer for your fundraising success, so take the time to set expectations and empower them with the tools and knowledge they need to succeed. 5. Plan for the Year Ahead: Set Clear Goals Now that you’re back from the holiday break, it’s time to evaluate your fundraising goals for the new year or second half of your fiscal year. Take a step back to look at where you are, where you want to go, and what you need to do to get there. Set specific, measurable goals:  Whether it’s increasing your annual fundraising total, diversifying your donor base, or growing a specific program, clear goals will guide your strategy and provide focus. Segment your donors:  Take a close look at your donor database to identify different groups (e.g., recurring donors, lapsed donors, major donors, new supporters). Tailor your communication strategies to each group based on their giving history and potential for future involvement. Create a fundraising calendar:  Plan out key campaigns, appeals, and events for the year, aligning them with major milestones for your organization. For example, if your nonprofit’s anniversary is in the fall, plan an event or campaign around it. The key here is to break your large fundraising goals into manageable milestones throughout the year so you can measure progress and adjust as needed. Ensure that you have a balanced fundraising strategy that incorporates multiple channels to reach a diverse audience. Once your goals are established, communicate them with your staff, volunteers, and key stakeholders so everyone is aligned and working toward the same objectives. 6. Start Planning for Spring and Summer Campaigns As you think about the new year, start planning for upcoming fundraising campaigns, especially those that will take place in the spring and summer. Whether it’s a peer-to-peer fundraising campaign, a special event, or a targeted appeal, now is the time to lay the groundwork. Starting early will give you plenty of time to execute these campaigns successfully, without the stress of last-minute planning. 7. Focus on Donor Retention While it’s important to attract new donors, the cost of retaining existing donors is far less than acquiring new ones. To improve donor retention rates: Personalize communication:  Tailor your messaging to your donors, using their name and referring to their past support. Create a donor loyalty program:  Recognize your most loyal donors with special perks, recognition, or exclusive updates to make them feel valued and engaged. Be transparent:  Share the challenges and triumphs of your nonprofit. The more transparent you are with your donors, the more they will trust you, and the more likely they will stay with you for the long haul. Final Thoughts Starting the new year with a focus on strategic fundraising will set the tone for a successful year ahead. By prioritizing stewardship, setting clear goals, evaluating your fundraising channels, and meeting with your board, you’ll be able to build strong relationships with your donors and continue to grow your impact. Remember, consistency is key—continue to show your appreciation, communicate your needs, and provide ways for donors to stay involved. With a solid foundation, your organization will be well on its way to achieving its mission in the year ahead. Happy fundraising!

By Hal Abrams, Senior Consultant, Planned Giving I frequently hear these common misconceptions about planned giving : “We’ve been meaning to build a planned giving program just as soon as our capital campaign is over.”  “I don’t want to mention planned giving to this donor because he may take money off the table.”    “Mentioning death during a gift solicitation splashes cold water on the giving discussion.”    And these assumed rationales for not using planned giving throughout a campaign   “I would prefer not to raise too much money during the campaign.”  “I enjoy the challenge of fundraising with one arm tied around my back.”    Let’s reverse the order of words to better appreciate the power of Planned Giving.  Let’s just call it “Gift Planning.”  Keep in mind that any good fundraiser's ultimate goal is building a sufficient relationship with a donor that shows giving opportunities that compliments their goals.  Don’t we want to help our donors plan gifts that match their philanthropic and financial goals?  If we don’t fully understand the goals of the donor, our gift solicitations are simply shots in the dark. The successful solicitation asks the donor at the right time for the right amount of money.    Building a Gift Planning program can help a fundraiser better identify the best donors.  So let’s build a Gift Planning program!      What donor is better to focus on than someone who has already said your organization is in their will?      With this in mind, steps 1 and 2  to building a successful planned giving program are:    Create a Legacy Society that honors anyone who has made an end of life commitment (will, living trust, retirement plan, life insurance beneficiary or life income gift); and  Promote the heck out of the Legacy Society:  Include magic boxes on all reply mechanisms (“check here if you are eligible to be a member of the _____ Legacy Society because you have included us in your estate”);  Include Legacy Society promotion in all written and email communications (“PS Please let us know if you are eligible to be a member of the ____ Legacy Society”)  Send stand-alone post cards, buck slips, and emails (and include on the website) mentioning the ____ Legacy Society.    The immediate result after just taking these first two steps is to better steward your estate donors .  This increased stewardship results in (1) decreasing the chance that the donor will remove you from their will (2) building a strong relationship with a donor who is fully qualified as having a strong affinity. Can anyone have a stronger affinity than someone who is trusting their hard-earned wealth with your organization upon their death?   Charitable giving expert, Russell James, found that over 50% of all charitable estates change one of their charitable beneficiaries within the last five years of a donor’s lifetime. So, let’s make sure we are top-of-mind for as many estate donors as possible.    Russell James' research also finds that donors who join a legacy society give, on average, 75% more after their membership.    Once you've set up and have started promoting your Legacy Society, move to Step 3: 3. Train Legacy Society Ambassadors: Start with development staff, then train board members to advocate for your Legacy Society. Ambassadors should be able to identify potential legacy society members and spot potential issues. They should also identify donors that might benefit from learning about the tax-saving and income increasing aspects of planned giving.    At this point, your Planned Giving Program is well on its way.  Learn about common planned giving techniques. Train your development team to have a basic understanding of planned giving techniques and their benefits. Common techniques include gifts from retirement accounts, stock, and even real estate. A second tier of planned giving techniques include life income gifts, such as charitable gift annuities and charitable remainder trusts.  You can gain basic familiarity with these techniques through independent study or 1-2 consultant-led trainings.      With this basic knowledge, the development team can keep solicitation alive. They can offer ideas and solutions to common donor concerns that cause declined solicitations. For example, if a donor is concerned that their assets are not liquid, or they won't have enough money for retirement, your team can offer solutions that help the donor shift looming tax bills into charitable gifts.      Your development officers can make provocative statements such as, “Some of our donors have been able to sell their real estate or diversify their stock portfolios without paying any capital gains taxes.”   This naturally elicits donor responses such as, “ I own 4 or 5 LLCs with real estate, tell me more ” or “ That's interesting, but I don’t own any real estate or stocks .”  The first answer can lead to better qualifying a donor than the best research department could uncover.  The second answer is equally illustrative in qualifying this donor as not as high a capacity as their zip code, car, or job title might suggest (which is usually the extent that research departments can uncover a donor’s assets).       In conclusion, promoting a planned giving program is full of ways to better qualify, steward, and cultivate donors that lead to more and bigger gifts.   Reach out to Ostara at any time for coaching and support with planned giving!

Most fundraising advice we see is a recycled mix of banal tips and things you already know. Today, the team from Ostara is offering you four specific, practical tips for end of year giving from our real-world fundraising experience that will help you strengthen your fundamentals and stand out to your donors this giving season.  If you are launching an annual appeal and/or online campaign, we encourage you to invest a little extra effort in these key strategies:  Focus on empathy and impact – connect with donors’ emotions and desire to make a real difference in the world. Help them personally relate to the people or causes that you serve through stories, testimonials and authentic program descriptions. Make your impact statements come alive with the “ so what? ” of the accomplishment their gift will support. Build trust and urgency by making the case that giving now is critical, and that you are the ones to invest in for solutions - but don’t project desperation where people are looking for inspiration.  Segment and personalize your asks  – go beyond the generic email or letter. Utilize your tools and donor records to build a segmented list and differentiate your approach for each group accordingly.   Major donors, board and past leaders . Make sure your leadership-level folks feel recognized and remembered by giving a personal touch from the Executive Director, a board member, or a program lead. Thank them for the impact they have made, and ask for support in the context of their ongoing relationship with the organization. Consider asking for a multi-year pledge if appropriate. Suppress them from the mass mailing but have a personalized version ready to send if needed, and track your efforts.  Tip: block time on people’s calendars to help with the effort!   Loyal and past donors . These folks should be flagged in your system and treated as part of the family, even if it has been a couple years since they gave. Consider adding a target ask   amount to the message that seeks an increase to their typical gift. And if sending multiple waves of emails, suppress the donors who have given since the beginning of the appeal.  Tip:  take time to scrub your data file salutations, duplicates and asks.   Potential donors.  Acquisition or conversion of new donors is tough, but if buttressed with a strong digital comms plan (see #3) a direct appeal is just one touch among many. Any gifts are a win, and success is measured more by donors than donations.  Boost digital media presence  – develop a “lifecycle communications plan” with social posts and emails around gratitude, impact, need and calls to action. Events like GivingTuesday (12/3), or paid Facebook & free Google Ads can help your message get to new audiences as well. Tip: Make mobile giving easy – test your forms and staff response time to ensure a positive experience for your donors. Thank and steward  – ensure your staff are equipped to acknowledge all gifts within 2 business days, and board & volunteers are organized to personally thank donors throughout the season. It sounds obvious, but when resources are tight this is where some teams get complacent as long as gifts are coming in – nothing will set you up for renewed and increased giving better than building connection through gratitude and engagement going forward.  If you are looking for more specific support of your annual fund work, grant writing, data management, planned giving or campaigns –  contact us  at the Ostara Group and we will be happy to discuss your needs.

How do you know you are ready for a campaign? It can be a transformational experience for the organization that is ready. Below is a short list of items to gauge your nonprofit's capital campaign readiness.   Campaign Readiness Checklist Strong Community Image: Is your mission relevant and meeting current community needs? Is the broader community (more than those you serve) aware of your mission impact? Experienced & Respected Staff Leadership: Is your CEO/Executive Director/Director respected and well known in the community. Do they represent the mission well? Loyal & Committed Stakeholders: Do your stakeholders understand the full depth of your mission and believe in it? Organizational Alignment: Is organizational leadership (Board & Staff) unified and aligned in belief and passion for the campaign project? Relevant & Current Strategic Plan : Do you have a current strategic plan that identifies short and long-term goals? Does it includes a sustainable funding/fundraising plan that will support the achievement of plan goals? Compelling Campaign Case for Support : Have you developed the campaign promise to the community? Have you answered the question why organization is best suited for the task, and why community investment is needed? Financial Stability : Are financial systems, processes, checks and balances in place and are reserves funded? Stable & Growing Donor Base : Is your annual support donor base strong? Do you have 6 willing prospects of whom 1-3 will commit 20% of the campaign goal? Adequate fundraising infrastructure: Do you have the staff, systems, and processes to sustain annual fundraising and take on a campaign? Board & Volunteer Leadership : Do you have an influential & committed Board and/or volunteer group willing to lead the campaign, recruit volunteers, & solicit campaign funding? The Ostara Group has over a decade of experience guiding hundreds of nonprofit clients through successful capital campaigns. Time and time again, the most effective campaigns have these key factors in place, creating a strong foundation for reaching - or exceeding - their campaign goals. Ostara can support your organization in assessing campaign readiness - drop us a note . We'd love to discuss your organization's unique position and needs.

When your organization is planning major capital work, it’s important to not overlook public funding resources. Public funding opportunities include grants, appropriations, and loans from city, county, state, and federal government entities. With so many potential public funding sources available, it can be difficult to form a coherent public funding strategy and keep track of the options.     Budget appropriations are an exciting funding opportunity that may be unfamiliar - and a bit intimidating - to your organization. In this article, I’ll cover the basics of appropriations (what the heck is that, anyway?) and how to position your organization to take advantage of this funding source.  A strategic appropriation can potentially be one of the largest funding sources for your capital project and is often an essential fundraising strategy to complement and leverage individual and private institutional giving.    Appropriation Basics   A budget appropriation is when a legislative body earmarks funding for your project in their annual budget. Budget appropriations can happen at any level of government; however, we most commonly pursue them at the federal and state levels. At the federal level, budget appropriations are made by both the U.S. Senate and the U.S. House of Representatives and signed into the federal budget annually. In Washington state, capital budget appropriations are made by State Senators and State Representatives and signed into the state budget annually.  Typically, each legislator has a set amount of funding per year that they can appropriate to the community projects of their choosing, which means they must pick and choose between many compelling projects.     Appropriations are a great funding option because they can be a source of significant revenue for your project and involve a less cumbersome application process than many other government grants. Having your elected officials support your project can increase overall confidence in your project from other donors and can spur donations from private funders, many of whom like to see funds committed to the project in advance. On the other hand, it’s important to recognize that appropriations are a political process, contingent on having support from your legislator, with the project aligning with their legislative priorities, navigating the sometimes-murky application process, and subject to shifting political pressures and budgetary constraints. Despite the challenges, budget appropriations can be a key factor in successfully reaching your fundraising goal and completing your capital project.    Building Relationships   Like most fundraising, appropriations are contingent on cultivating relationships. To get an appropriation for your project, you need to find a sponsor - a legislator you've built a relationship with - who supports your project and will advocate for it during the budget process. Ideally, you’ll have more than one sponsor - i.e., a Senator and Representative; or at a local level, a Mayor and multiple City Councilmembers.     If your organization wants to pursue legislative appropriations, start building relationships with your elected officials, at all levels of government, when the legislature is not in session. It is never too early to foster those connections, even if your capital project is a few years down the road. If your organization doesn’t have existing relationships with elected officials, start creating them by reaching out to their offices. This is also a great opportunity to engage your board and other community supporters who many times have large and diverse networks. These people can be powerful advocates for your organization and may have relationships that can help open doors. It is also important to remember that elected officials are politicians - it can be strategically useful to research their priorities in advance and to frame your project in a way that will be mutually beneficial to them.     Elected Officials to Contact:   Federal : US Senators for your state; US Representative for your congressional district  State : State Senators and State Representative for your legislative district  County : County Council Members (or comparable leaders)  City / Town : Mayor, City Councilmembers (or comparable leaders)    Once you reach out, it’s normal to not hear back - be persistent. If you don’t get a response in a week or two, follow up - repeatedly - until you do. Sometimes making a phone call is a great tactic, too. It’s also normal for elected officials to have dedicated staff members managing constituent relationships and appropriations processes, and it is OK if you primarily interface with those folks.    Once you get movement, focus on familiarizing the elected official (or their staff) with your organization, your work, and the impact your capital project will have on the community. Invite them to visit your organization for a tour. Or if geography is a barrier, set up a virtual meeting. Ultimately, your goal will be to ask them to sponsor your budget appropriation.     Application Process   Applications are available on request through your elected official’s office. It is normal for the application to become available on short notice and have a very fast turnaround time. It can be extremely helpful to find previous year’s application forms to use as a reference to prepare your proposal in advance. It is also common for different legislators to have different application forms, due dates, and submission tools (even within the same legislative body). And, it’s normal to get slightly different or inconsistent information from different elected official’s offices. The best strategy is to be in touch with legislative staff and ask to be alerted when the applications become available.    Timing   Budget appropriations happen annually in conjunction with state and federal fiscal budgeting.     In Washington State, appropriation applications open in early January, when the legislative session starts. Funding decisions are announced in the Spring, after the legislative session has concluded. That means you need to start your lobbying process in advance - the earlier, the better.      At the federal level, appropriations correlate with the federal budget process. Applications open between February and April, with awards being announced over the summer, and once again, it is advisable to lobby for support well in advance.    Planning for Post-Award Management   Appropriations awards are signed into law as part of the city, county, state, or federal budget. Budgets are set for the next fiscal year. For example, in 2024, the U.S. Congress is working on the Fiscal Year 2025 budget. That means it can take a full year between applying and being able to utilize funds - so planning and applying in advance is critical.     Awarded appropriations are typically administered via a contract with a government agency. In Washington State, they’re administered by the Department of Commerce and subject to state grant contracting guidelines. At the federal level, they’re administered by various government agencies (depending on the project), and subject to the Code of Federal Regulations Title 2 (which is typical of all federal grants), and other agency-specific rules and regulations. It can be extremely helpful to work with those agencies in advance to understand award management and compliance issues. It is also important to assess your organization’s experience and capacity for managing state and federal grants, and plan accordingly for capacity building in advance.     It’s typical for appropriations (like most public funding) to be reimbursement style. Your organization will likely not be able to execute the appropriation contract until you can show the administering agency that your organization has all other financial resources needed to complete the project on hand. Appropriation awards usually require that they be the last money spent / reimbursed - ie, you need to use other sources of funding first. That means it is crucially important to plan your cash flow and other fundraising needs well in advance.     In conclusion, appropriations can be a transformative source of funding for your organization’s capital projects. Success is contingent on building strong relationships with your elected officials, well in advance of making your request; being persistent in your outreach; anticipating a short application turnaround time with little advance notice; and, planning well in advance for your organization's cash flow and grant management needs. With cultivation, patience, and strategic foresight, appropriations can be a substantial, catalytic source of funding for your capital project with the impact to motivate private funders and reach your organization's fundraising goals.     Reach out to the team at Ostara to learn more about appropriations and to help develop a custom public funding strategy for your campaign.

As I write this, it’s been a week since the election and based on what our clients are saying and feeling, we’re all working very hard to understand this new world, and to figure out how this new political paradigm will affect us, personally, culturally and within the sector.  We know that individual, public and institutional funding will be impacted, but we can’t tell yet in what ways. The road ahead is uncharted territory, but history can give us some potential insights.  In my experience, the non-profit sector flexes to meet society’s needs, and philanthropic investment follows change. When Bill Clinton and Al Gore won the White House, I was working for an international conservation organization; donors presumed that with an ally in power their support wasn’t as necessary and, as a result, donations to our organization dropped.  Conversely, when the pandemic hit, philanthropic investment rushed to meet the increased need, especially in the human services sector.  In both cases, the fix was to lean into our donor relationships even more purposely and meaningfully.  Your donors support you for one reason: they care.  Meet them there.  Demonstrate how that caring creates change, supports people, builds our community. Be transparent, direct, and also cautiously hopeful.  Help them to understand how this larger societal change is affecting your organization’s ability to serve its mission but also share your solutions and invite them to be a part of that work.  I think, most importantly, we need to take care of ourselves.  We fundraisers and leaders carry a lot of weight on our shoulders.  We take it personally when we can’t serve our constituents as much as we hoped…. or if our organization is struggling financially. After all, raising the resources needed to carry on and thrive is our day-to-day. So, give yourself some grace.  Yes, keep working hard, being creative and doing the things you do to make a difference, but also recognize that life is about change, opportunities and challenges, and the test of us is how we meet the moment and persevere.  It's going to be an interesting road ahead with too many twists and turns to count, but Ostara will still fight for change and will continue to support each of you as you do too... together.