Some Final Thoughts Before Fourth Quarter
Over the past five weeks, we've been preparing for the fourth quarter together.
If you've followed along through the series, thank you. I hope it has left you feeling a little more confident, a little more prepared, and maybe even a little more excited for what's ahead.
We've taken inventory of our relationships. We've cleaned up our messaging. We've reflected on our posture. We've reconnected with people simply because they matter. And most recently, we've thought carefully about how to prepare our attention before an important conversation.
These haven’t simply been five articles about fundraising techniques. They’ve been invitations to upgrade how we prepare for a great fundraising season.
Preparation brings clarity.
Not because it guarantees a successful fourth quarter. It doesn't. There are simply too many things outside our control. But preparation helps us get clear about what is our responsibility - and what isn’t.
As we move into September the pace accelerates. Calendars will fill. Meetings will stack together. Leadership will start asking about projections. Board members will wonder how the year is shaping up. Before long, all of us will be looking at a scoreboard.
And we should.
Revenue matters. Thoughtful invitations matter. Meeting with the right people matters. We don't get to ignore the scoreboard. But we do get to expand it.
A healthy fourth quarter isn't measured only by dollars raised. It's also measured by stronger relationships, active givers who feel genuinely known, new prospects entering the pipeline, connectors opening doors, and a team that still enjoys coming to work in December.
Those things are important because they're the foundation that makes healthy fundraising possible year after year.
I've seen organizations benefit from extraordinary financial gifts that made everything seem healthy. Leadership celebrated. Expectations increased. The next year's goal quietly climbed higher. Meanwhile, the fundraising team knew things the financial reports did not reveal.
👉🏻 The pipeline was thin.
👉🏻 Relationships had been strained.
👉🏻 The team was exhausted.
The numbers told one story. Reality was telling another.
And then there’s the other side of the story. What happens when the team is healthy, the relationships are strengthening, but revenue is lagging? That’s a challenging scenario for leadership.
I once watched a development team spend months doing exactly the kind of work we've been talking about throughout this series. Relationships with major givers were getting stronger. Foundations that had gone quiet were beginning to re-engage. Givers who had seemed to disappear were reaching back out and increasing their support. A new CRM was slowly taking shape. The team was working hard, learning together and, perhaps most importantly, enjoying the work.
But it wasn't happening fast enough. Leadership saw rising expenses, slower-than-hoped-for revenue, and a process that felt painfully gradual. After only a few months, they eliminated the development leadership role and effectively shut the effort down. They will survive. But they’ll probably spend years hoping for financial windfalls instead of patiently building sustainable giving. That’s the danger of looking only at the scoreboard.
Preparation brings clarity.
Clarity helps us recognize progress long before it appears on a financial statement. That's one of the essential responsibilities of leadership.
Whether you're leading a whole organization, a development team, or simply your own portfolio of relationships, don't wait for the lagging indicators to tell you whether you're making progress.
Learn to recognize the earlier signs.
🌟 Relationships are getting deeper.
🌟 Your questions are becoming more thoughtful.
🌟 Your stories are becoming easier to tell.
🌟 More people are introducing you to others.
🌟 Trust is growing.
🌟 Your team is healthier in December than it was in August.
Those are signs that something good is taking root, even if the harvest hasn't fully arrived.
Here’s another understated discipline of healthy fundraising: Learning to carry organizational urgency without handing it to the giver. Those are our pressures. Not theirs.
Soon you'll pull into the parking lot for your first significant meeting of the fall.
I hope it feels a little like stepping onto a fresh pitch for that first game of the season.
🙇🏻♂️ You've prepared.
💪🏼 You've practiced.
🙏🏻 You've reflected.
🤜🏼 Now you get to enjoy the work.
As you enter this season, remember that some of your most important work won't be visible to anyone else for quite some time.
Keep doing it anyway. Breathe before you hurry. Pray before you speak. Listen more than you explain. Keep your journal close and your eyes open.
Celebrate every thoughtful invitation, every strengthened relationship. Every courageous conversation. Every connector who opens a new door. Every teammate who quietly makes the work better. Keep your head up. Ask for eyes to see and ears to hear.
And when the pressure rises, don't be afraid to ask for a little time to think before responding.
When you look back in December, I hope you feel gratified, appreciated, and proud. Not simply because of what was accomplished. But because you prepared well. Because you loved people well. Because you became a stronger fundraiser than you were when the season began.
It’s been a joy to spend these past several weeks preparing with you.
Now let's go enjoy the work.
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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.
