What’s Your 2-Minute Drill?

The visit went well. We caught up on family, talked about work, and probably spent a little more time than either of us had planned.

Now we were walking to our cars, doing that familiar dance where you’ve said goodbye but the conversation keeps going.

We stopped at his car and he mentioned a friend. “You know who would love this? My friend Tom. He’s been involved in something similar. I should introduce you two.” 

I thanked him and said I’d love that. We shook hands, said goodbye again, and headed home. I had a new name to put in my notes and another reason to feel good about the visit.

Two weeks later, I was looking at those notes: Introduction to Tom. Nothing had happened yet. Of course, my giver friend was busy. Maybe he’d spoken with Tom and was waiting to hear back. Maybe he’d forgotten. Or maybe “I should introduce you two” had felt more compelling in the parking lot than it did the next morning.

Should I send a reminder? Give it another week? Offer to help? 

I felt it would be fine to follow up. I just wasn’t quite sure what I was following up on. In my mind, an introduction was coming. In his mind… well, was it even still in his mind? Sheesh.

I keep thinking about how easy it would have been to stay in that conversation for another 30 seconds. “I’d love that. What’s your preferred way for it to happen?” He might have suggested an email or lunch. Or said, “Let me talk with Tom first and see if he’s interested.” Any of those answers would have helped.

Looking back, the missed opportunity was failing to establish a next step around Tom’s potential interest. Even if my giver friend had said, “Let me give it some thought. Tom’s got a lot going on right now,” that’s helpful to know. I wouldn’t have needed to guess what came next. I’d have had a better sense of how, and when, to follow up.

There’s something about the end of a visit‍

We’re trying to wrap up on a good note, fiddling with our keys, checking the time, thinking about the drive home. The conversation starts to loosen up, and sometimes an interesting possibility surfaces in those final two minutes. 

It’s a little bizarre, but over 30 years in fundraising, I’ve seen it happen more times than I can count.

Here’s another version: I’m meeting with a longtime giver about a new initiative. She’s engaged, asking thoughtful questions and connecting the dots to things we’ve discussed before. 

As we begin wrapping up, she says, “I wish David could have heard this.” My first impulse is to make it easy: “Of course, I’ll send you the presentation so you can share it with him.” Problem solved, right? David can read it when he has time, and the two of them can talk about it together. Except I find myself wondering what prompted her comment. Was there something in particular she wanted him to hear? Was there a reason she thought he’d be interested?

So instead of assuming, I ask, “What part do you think would interest him?” She explains that David has been thinking about this issue for a while. He’d probably want to hear more about the specialized staff we would need to make it work. Now I’ve got something to work with. I ask whether it would be useful for the three of us to get together - maybe even bring one of our senior program leaders along. “You know what,” she says, “that would be great. Let me check with him.” “Perfect. I’ll text you next week, and we can see about finding a date.”

Suddenly a passing comment becomes a possible next step. And this time, we had a plan for reconnecting.

What’s your two-minute drill?

If you like American football, as many of you know I do, you love a good two-minute drill. 

The game is tied. Two minutes remain. Your team has the ball, starting near the opposite end of the field, with an opportunity to move into scoring position before time runs out.

It’s exciting to watch. The plays can look very different from the offensive strategy the team has used throughout the rest of the game.

Here’s what interests me about the two-minute drill: teams practice it - a lot. 

Coaches and quarterbacks have thought through the possibilities long before those final minutes arrive. They’ve rehearsed the decisions, anticipated the pressure, and prepared for what they might need to do. There’s preparation behind what looks spontaneous.

I think we need our own version of that preparation in fundraising, because the final moments of a visit aren’t throwaway moments. They can be the very moments when someone offers a new connection, reveals an emerging interest, or hints at a decision that could shape what happens next. It all sounds pretty ordinary.

“We should know about the sale in a couple of weeks.”
“We should bring the kids out to see this.”
“Our giving might look a little different next year.”
“I’ve been meaning to ask you about something.”
“We’re meeting with our advisor next month.”

We nod, smile and think, okay, I need to remember to follow up on that. Then we drive away with something interesting in our notes and unanswered questions about what happens next.

How do you prepare for your two-minute drill? It need not be a complicated script. You just need a few good questions ready to go. Try keeping these handy: 

“How would you like to do that?”
“What would be helpful from me?”
“What’s your preferred way for us to reconnect?”

Sometimes you’ll leave with a date, a promise to send something, or permission to check back. Sometimes the person needs more time, and you’ll understand that a little better. And sometimes, asking one more question will uncover an opportunity you might otherwise have missed. 

Before the keys come out, stay present for whatever is still being said. The visit is winding down, but the opportunity may not be.

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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.

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