If I had a nickel for every time throughout my career someone suggested that we reach out to Bill and Melinda Gates for a large donation, I’d have a full piggy bank!

True, the Gates have tremendous ability to give and true, they are philanthropic, but it takes more than finding people who have the financial ability to give to be successful in your philanthropy program.  You must identify people who are passionate about your organization’s mission and love how you fulfill that mission through your programming and services.

When someone suggests that we ask someone with financial ability for a major gift, I always ask, “what relation do they have to the organization or our mission?”  Just because a person has the wherewithal to give doesn’t mean they will give to you.

Rather than simply seek out wealthy prospects, seek out those who love what your organization does and who you serve. 

Where do you look for those who love you most?  Often, they are right in front of us!  Donors tell us how they feel about our organization by:

• Giving both time and money.
• Giving when you ask.
• Giving regularly and even frequently.
• Answering your telephone call.
• Reading what you send them.
• Attending your events.
• Using your branded gifts.
• Understanding your work.
• Telling your story and asking others on your behalf – they are ambassadors! 

So, when you seek donors or those who might make a major commitment to your organization, work from the inside out. Start with those closest to your cause – board members, staff, volunteers, current donors, business partner and vendors, and those who use your services.  And, then leverage their support and passion for your work to identify and reach out to prospective new donors.