Nine Gifts, No Dancing Ladies (1 of 9)

As we head into the gift-giving season, I’m borrowing a little inspiration from The Twelve Days of Christmas. Welcome to Nine Gifts, No Dancing Ladies, a Breakthru Guide series exploring nine remarkable stories of generosity from around the world. Each week, we’ll look at how a gift came about, what mattered to the people involved, and what happened afterward, with a dash of my own curiosity and imagination.

* * *

It’s a Tuesday afternoon. You’re going slightly cross-eyed reviewing land legislation in Tasmania. You’ve read the same paragraph three times.

Then your longtime pal Rosie calls.

She’s been talking with David Gilmour. Yes, Pink Floyd’s David Gilmour. He and his wife, writer Polly Samson, are considering where to give the proceeds from an auction of his guitars. Rosie has recommended your organization.

“Oh, and this is important,” Rosie adds, “He’ll be calling you in an hour to talk about.”😅🤯

If you were James Thornton, founder of ClientEarth, this would be your actual story. 

Rosie Boycott really did call Thornton with the news that Gilmour would be ringing him within the hour about what could be a very large gift. Her relationship with David and his wife went back at least to 2016, when she hosted a conversation with them at Hay Festival about their songwriting partnership. Three years later, she was helping connect their philanthropy with an organization using the law to protect the environment.

I don’t know how Thornton spent the next hour waiting for that call. But I have a pretty good idea what I would do.

Allow me to imagine…

Before letting Rosie off the phone, I’d have questions. How had she described our work? What seemed to interest David and Polly? What had they asked? Something she said had obviously struck a chord 🎸(yes, friends, you all know the pun is fully intended).

Then I’d go for a walk and talk to myself. 

This is something I actually do before important conversations. I rehearse questions, try out explanations, and work through possibilities. With an hour available, I could probably prepare for ten different conversations, none of which would unfold quite as rehearsed.

I’d practice explaining our vision without taking a detour through every program we’d ever launched. Somewhere along the way, I’d realize I had enough material for a three-day retreat.

Then I’d remind myself of something important: David might like to talk, too. 🤓
I’d be curious about the guitars. How does someone decide to part with instruments that have accompanied so much of their life? Is it a relief? Is there excitement about what those instruments might make possible for someone else? Rosie might have some insight, but I’d want to leave room for David to tell me himself.

I’d want to understand his hopes. What would he most like to see happen through ClientEarth and other organizations working on these issues? What interested him about using the law? I’d like to understand what kind of future he imagines. Before explaining how we might help bring that future about, I’d want to hear a bit of his heart.

Then the phone rings

Here’s how Thornton recalls the conversation.

Gilmour had heard that ClientEarth’s work with governments and companies made it an especially effective place to give. He wanted Thornton to substantiate that recommendation. In Thornton’s telling, the Pink Floyd legend’s challenge was simple: 
“Convince me I’m not wrong.”

I love that. Rosie had given Gilmour a reason to make the call. Now he wanted to understand whether the work could deliver. I’d be glad I’d taken that preparation walk!

In June 2019, Gilmour’s guitar auction at Christie’s raised nearly $21.5 million for ClientEarth. The Black Strat, heard on The Dark Side of the Moon and Wish You Were Here, sold for almost $4 million. Gilmour’s public explanation connected protecting the planet with something deeply personal: a future in which his grandchildren could enjoy music.

And the gift did more than generate an impressive headline. Thornton later explained that the money strengthened the organization’s reserves and allowed it to begin work that otherwise would have had to wait for funding. An initiative addressing coal power in Asia got underway. Subsequently, another giver committed three years of support.

And the guitars?

Five years later, an interviewer asked Gilmour how he felt about the decision. He described receiving emails about ClientEarth’s legal victories, including one that had arrived that very morning. “I don’t think my money could have gone to a better place,” he said. 

As for the instruments, he regarded them as tools that had served him well. Then he offered this practical observation: “you can always buy another one.”

I might have spent part of my preparation worrying about how painful the gift would be. Meanwhile, the giver is telling an interviewer about another court victory and reminding us that guitars can be replaced.

It’s a useful reminder of how easily we can get caught up in our own assumptions about a gift. We imagine what the giver might be feeling, what they might be giving up, or what we need to say to persuade them. Meanwhile, they may be thinking about something else entirely. And that’s something I’d want to remember before my next important call. 

After all the rehearsing, would I still be curious enough to be surprised?

Sources and further reading:
Thornton’s account
The auction results
Gilmour’s later interview (and some of the guitars he didn’t sell)

* * * * * * * * * *

If you haven’t explored the free resources I’ve created for major gift fundraisers, this is a great place to start:

• Follow me on LinkedIn for daily pro tips and reflections.
• Major Gift Fundraising MRI Scan - a short, story-based assessment to help you name your instincts and clarify your posture.
• JappaFry Writer - an AI tool shaped by 30+ years of real-world experience, teaching, and strategy.
• Breakthru Newsletter, Blog, and Podcast - ongoing reflections, conversations, and practical guidance for the work you care about most.

These resources are designed to meet you where you are - and help you move forward with clarity and confidence.

If you’d ever like to talk, you can always schedule a free introductory call. I'd love to get acquainted and hear what you’re navigating right now.

‍For organizations ready for more structured support:

‍You may not need a full-time development leader - at least not yet. Sometimes what’s needed is clearer thinking. Sometimes more consistent action. And sometimes, for a season, real leadership.Here are a few ways we can start building momentum together:

* Online Catalyst Course ($199) - A complete brain dump of 30+ years in major gift fundraising - the good, the hard, and the surprisingly joyful. Built around strong fundamentals, the sacredness, and yes, even the fun. Infused with insights from Henri Nouwen. Many who take this course find it gives them everything they need to build healthy, sustainable systems.

* Live coaching ($300-400 / 90 minutes) - Think of this as "brain rental". Focused, strategic, and highly practical. The kind of time that brings clarity quickly and creates real momentum.

* Laser-focused session ($99 / 45 minutes) - For one specific moment that matters - preparing for a high-stakes conversation, navigating an invitation, or working through a decision that needs clarity.

* Fractional Director of Development - For a small number of organizations, I step in more deeply - bringing clarity to your message, movement to key relationships, and structures your team can sustain long after I’m gone.
In the first 90 days, you can expect:

• clearer, more confident communication of your vision
• more meaningful engagement with top givers and prospects
• renewed movement in relationships that may have stalled
• simple, actionable next steps after each interaction
• a sharper sense of who is ready to be invited - and who is not

Most fractional engagements range from $2,500 - $7,500+ per month depending on the level of involvement.Not sure what kinds of support you need? I can point you to a simple Development Readiness Assessment -  just reply and let me know.

And don’t miss connecting with my colleague Ivana Salloum - she's wonderful and can help with scheduling, resources, and getting you where you need to go.

Thank you for the work you do. Truly.I’d love to hear what’s unfolding in your world - and how I can come alongside you.

‍