The power of numbers

I was reminded again this week of the power of numbers to speak…loud and clear.

I’m talking about the gift range chart – that “it-doesn’t-add-up-if-it-doesn’t-add-up” tool that makes the equation between prospects and total raised, pretty darned clear.

In a gift range chart, you list how many gifts at $10,000 you expect, and put names next to them. Then you look at how many gifts at $5,000 you expect, and put names next to them. And so on and so on, down to the small gifts, where the actual names aren’t listed but the vehicles (such as the annual appeal) are, and the expected totals make rational sense with what you really expect to raise.

What we’ve seen happen again and again, is that once you put names next to the numbers…there’s a real sobering moment. In other words, the group of co-conspirators has put together a list that doesn’t, once it’s broken down, add up to the goal.

But the chart, and the numbers, tell that tale. You, as executive director, development director, board fundraising chair, whatever, don’t have to be the naysayer, cause the numbers do it for you.

With the right board members, once they see the numbers don’t add up to the total hoped for, they add some more prospects to the list – and you’re off to the races.

With board members who don’t rise to the challenge – well, at least you know you’re not going to raise it, cause you’re not going to raise it anyway…by wishful thinking. So you can adjust expenses, or do whatever you need to do – instead of getting to the end of a campaign and discovering “Oops, we’re $60,000 short of our goal!”

Numbers don’t lie. Well, sometimes they do, but a gift range chart speaks the truth.