Richard Perry

Richard Perry

If you’re hanging with Richard it won’t be long before you’ll be laughing.

He always finds something funny in everything. But when the conversation is about people, their money and giving, you’ll find a deeply caring counselor who helps donors fulfill their passions and interests. Richard believes that successful major-gift fundraising is not fundamentally about securing revenue for good causes. Instead it is about helping donors express who they are through their giving. The Connections blog will provide practical information on how to do this successfully. Richard has more than 30 years of nonprofit leadership and fundraising experience, and is founding partner of the Veritus Group.

Keeping It Short, Simple and Donor-Centered

This week, purpose to keep all your communications donor-centered, avoiding your natural tendency to talk about what you (or others in your organization) want to talk about. And keep it short, simple and to the point...

Is Your Major Gift Officer Too Passive—or a Pest?

It is not an uncommon dilemma. A major gift officer worries about being too aggressive in the relationship, so they turn down the contact volume and miss an opportunity. Or they turn it up too high and offend the donor. How do you strike a balance?...

Happy Volunteers Boost Major Gifts

You need to re-orient your thinking and your practice, as it relates to volunteers, so you create a happy place for them. And what makes for a happy volunteer? Some colleagues we have worked with are taking important steps in two areas to make that very thing happen...

Hiring Criteria: 8 Considerations When Choosing a Nonprofit to Work For

You can get the right person in the wrong organization, and it will be a disaster for the person. Or the wrong person can get into the right organization, and that would be a problem for the organization. The hiring criteria series addresses this latter point—getting the right person for the organization...

Connect Your Donor To One Person

“I can’t seem to get my donor to relate to what we are trying to do,” explained the frustrated major gift officer. “I tell them over and over again about all the people we are helping and all the people that need help, and it just doesn’t seem to click. It’s like the donor has a glaze over her eyes!”...

Peddling Bike on Blocks—Going Nowhere

I will never forget the discussion I had when I was managing a sales team for a commercial company. I had been meeting with various sales people going over their performance, and now it was time to meet with Brandon...

How a Major Gift Officer Manages Up

As a major gift officer, you may be asked to manage the donor portfolio of your manager, CEO or executive director. In order to be effective, you have to have the ability to “manage up.” Managing up means that you are working with your CEO...

How Major Gift Officers Can Handle Uncomfortable Conversations

A major gift job is personal and intimate, and a major gift officer is often in situations, which can get really uncomfortable if the donor wants to take it there. I’m talking about racial and bigoted comments, sexual innuendo and inappropriate behavior, aggressive statements on political or religious views and any number of other situations that a MGO often finds themselves in...

The Priorities of Your Major Gift Caseload

Many major gift officers across the country, and MGOs we serve in Canada and Europe, are still treating all donors the same vs. realizing that there is a hierarchy of value that must be managed...

Is Your Major Gift Officer Too Timid to Ask Big?

The major gift officer could not believe that his high-capacity donor would actually say it, but he had. They were just finishing up a round of golf and the donor turned to the MGO and said: “Bill, I would really like to do something significant at year-end. Why don’t you think about what that could be.”...

Facing Major Gift Obstacles

It’s a funny thing about obstacles in life. When they come up, our first impulse is to give up or to question the destination or even the path or strategy. That’s why I found this Zig Ziglar quote interesting and applicable to all of us dealing with major gift obstacles...

Are You Organizing Nonprofit Caseload Work Instead of Planning?

OK, let’s be honest. It’s just you and me talking. No one else can hear our conversation. This is about planning for donors on your nonprofit caseload. Tell me the truth. Are you really planning what you will be doing with each donor on your caseload this next week, this next month, over the next few months?...

What It Takes To Keep Your Major Gift Officer

Jeff and I have been in many meetings where managers are haggling over how much to pay a major gift officer. Sometimes, there is an enlightened manager at the table who realizes that this one major gift officer could generate a substantial amount of revenue and, therefore, he or she says: “We’d better pay them well...