When You’re Running Out Of Daylight 🌄
When Julie and I were training to climb up Mount Rainier in early 2018, one of the recommended hikes was McClellan Butte, east of Seattle. It’s a tough trail, introducing you to snowy rock falls and snow bridges - features that are fascinating (and a little unnerving).
One moment you’re in a shaded forest. The next, you step onto a clearing carved by an avalanche - a steep chute of snow and scattered boulders. Crossings like these can hide snow bridges - thin layers of snow covering holes or streams that collapse if you misstep. Navigating them, even in broad daylight, is a harrowing experience.
On one climb, we reached the upper slopes and realized that pushing for the summit would mean crossing snow bridges in the dark on the way down. Not worth the risk.
So, a few hundred feet shy of the top, we stopped for a meal on an overlook with a clear view of Mount Rainier (the goal we were training for -see cover photo for this post) rising in the distance. We realized the wiser move was to stop short, savor the view, and remember: the summit will still be there another day.
When The Daylight Fades
That hike taught us: the mountain tests more than endurance; it tests judgment. Sometimes you wait, adjust, and climb another day. Fundraising in 2025 the same. Big gifts are down, not because generosity has disappeared, but simply because the window isn’t open yet.
A recent Chronicle of Philanthropy article highlighted the factors:
- Tax uncertainty. With new rules coming in 2026, many wealthy givers are waiting for clarity.
- Economic caution. Tariffs and industry shifts are causing some to hold back.
- Political tension. Some are delaying or giving more quietly.
Running out of daylight on McClellan Butte is like fundraising in a closed window: you can chase the summit, but you’ll pay for it on the descent.
The Mountain Will Still Be There
Here’s the key: turning back doesn’t mean the summit disappears. Often conditions shift in your favor later. The same is true now. The 2026 tax changes creating hesitation today are likely to spark urgency at this year's end as givers accelerate pledges or move up gifts to take advantage of the current rules before they expire.
We’ve seen this before:
In 2017, looming tax reforms triggered billions in accelerated giving right before the law changed. We could see the same surge in late 2025.
Making the Most of Base Camp
When climbers turn back short of a summit, they don’t waste the day. They regroup at base camp and use the time to rest, scout, and prepare for the next attempt. Fundraisers can take the same posture:
- Build trust. Use this pause to strengthen relationships rather than chase transactions.
- Offer clarity. Explain the coming tax shifts - position yourself as a guide, not a salesperson.
- Stay flexible. Be ready if givers accelerate gifts this year, and just as ready if they wait until 2026.
The Lesson of Turning Back
Julie and I could have forced it that day on McClellan Butte - touched the summit, snapped a picture, and started down. But descending in darkness over snow bridges would have been reckless. Stopping wasn’t failure; it was wisdom.
Fundraising works the same way. Where do you see daylight fading - and how might you adjust the pace before it gets dark?
The summit always remains. The key is to use this window well: deepen donor relationships, clarify the coming changes, and get yourself positioned. That way, when the conditions line up, you and your givers can move together with confidence.
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If you haven't taken advantage of some of the resources I've created to help major gift fundraisers, take a look now! Initial calls with me are free and "no strings attached". Sometimes folks feel like they need to wait and not 'bother' me until they have a pressing issue. No need for that...just make the call. 🕺
Here's where you can access a lot of content for free:
* Major Gift Fundraising MRI Scan - A story-based self-assessment that helps you name your instincts, clarify your posture, and grow with intention. Takes less than 20 minutes and gives you a custom coaching summary based on your responses.
* JappaFry Writer - A freely available AI tool that draws from over 175 pages of original teaching, storytelling, frameworks, and strategy from my 30 year career in major gift fundraising.
* Follow me on LinkedIn - You'll get short pro-tips and reflections on major gift fundraising every day between 5-7am pacific.
* Breakthru Newsletter - As you've seen here, these are longer weekly posts (audio and written) sent directly to your email.
* Breakthru Blog - the newsletter from the previous week gets posted here each week for everyone (so email subscribers get it a week early).
* Breakthru Podcast - Interviews with high net worth givers about how we as fundraisers can get better at inviting them to the party. And audio readings of Breakthru Blog posts.
Before getting to the PAID stuff: My opinion is that no small ministry with a tight budget should be spending more than $3-5k (total) for major gift coaching/consulting. Most of you will be good-to-go spending far less than that. This was a major issue for me when I was a frontline fundraiser - major gift consultants were an expensive 'black-box-of-confusion' for me. That stops now.
Here's the PAID stuff:
* Online Catalyst Course - This is a full brain dump of my 28+ years of experience - good, bad, ugly. It's built around the fundamentals, the sacredness, and the fun, of major gift fundraising. It's infused with Henri Nouwen reflections. Many people can take this course and they will be 'cooking-with-gas' and not need any additional coaching from me on the core systems. I'm grateful that this course has gotten *great* reviews.
* Live coaching with me - I refer to this as "brain rental". The ROI on live coaching, as you might imagine, is extraordinary.
Finally, be sure to connect with my colleague Ivana Salloum. She's super awesome and can help with scheduling and access to resources, etc.
I look forward to hearing about your good work!
Blessings,
