Q: I just started as director of development for a nonprofit that relies heavily on large, bi-annual fundraising trips. They began this program last year and raised over $400,000. Everyone loves this idea; many of the board members go on this trip, and my entire development committee is going. Each participant has a goal of $5,000 and obviously loves the credit if they go over and above it.

Is it ok if we focus all of our fundraising around the trip? And if so, how do I engage the solicitors who are not going on the trip? How can I incorporate this big fundraiser into daily fundraising activities?

Alison in Colorado

A: You should not center your entire fundraising program on this trip; you should move away from events that don't stress your organization's mission. If you must do the trip, you can use the event to find potential Point of Entry^® guests and even prospects for Table Captains. The challenge with this, though, is that the way this trip is structured, it's hard to know whether participants are really connected to your organization's mission or whether they just like the trip. You can't assume that participation in this event means that they want to get involved in other fundraising activities, so you should invite these people to Point of Entry Events in order to get their permission to follow up with them and involve them more deeply.

One way to find those people who truly care about your cause would be to follow up with those participants who raise a certain amount of money. If they raise more than the minimum, they're probably doing it because they care about the organization and not just because they enjoy going on the trip. These people could become Table Captains at your Ask Event^™ and may attend and refer friends to Point of Entry Events.

Terry