FULL TRANSCRIPT OF THE PODCAST

Have you ever seen the classic Bob Newhart sketch, “Stop It,” where he tells a patient to stop unhelpful habits? He doesn’t offer long-winded advice or empathy, just repeatedly, “Stop it!” It’s hilarious, sure, but also painfully relatable for anyone in arts fundraising. As Board or staff members who have fundraising responsibilities, you’re under constant pressure to keep your organization financially secure, yet often, we slip into habits that hurt more than help. Sometimes, the best advice isn’t nuanced – it’s just blunt.

So, in the spirit of Newhart, we’re going to visit seven common pitfalls for arts fundraising. And while each comes with a declaration to “stop it,” I’ll follow each up with a “start it” geared to help you build healthier, more effective fundraising habits.

1. Stop Fixating on High-Dollar Donors Who Aren't Interested and Start Focusing on Passionate Supporters of Any Capacity

Too often, boards and staff fixate on the wealthiest people they can find, hoping they’ll make large donations. The reality? If they’re not already interested in the arts, you’re probably wasting your time. Donors with high capacity are valuable, but if they have no propensity to make a gift to your arts organization, then you’re probably wasting your time. Stop obsessing over the high-capacity crowd who don’t have an arts interest.

Start This: Build a community around your cause by identifying and nurturing those already passionate about your mission. Begin with current donors, volunteers, and audience members – they’ve already shown their support. Then, expand by using surveys, meet-and-greets, or casual coffee chats to discover what drives their passion, then show them how their involvement makes a difference. Encourage them to invite their own networks to join, perhaps by bringing a friend to an event. Highlight the value of every supporter, big or small, and turn them into advocates who spread the word. Building a foundation with people who truly care creates a loyal, lasting donor community. 

2. Stop Making Every Donor Ask Sound Like an Emergency. Instead, Start Inspiring Donors with Vision, Not Fear

“We won’t survive without your help!” This may generate donations here and there, but relying on it too much drains your credibility and drives people away. Philanthropy is based on trust, and when donors feel like every ask is a do-or-die moment, they’ll start tuning out. Imagine if every time someone called you, it was a life-or-death emergency – you’d stop answering the phone.

Start This: Inspire donors by framing Asks around impact and vision, thus turning disadvantage into advantage. Instead of saying, “We need your donation to stay open,” share how a gift will expand arts access, support educational programs, or bring new performances to the community. Positive framing makes people feel part of a hopeful journey. Provide real-life examples, like a student who found confidence through an arts program or a community member transformed by a show. Send monthly updates showing how you’re moving toward the vision they’re supporting, connecting their gift to tangible outcomes. This approach keeps donors engaged and invested in a shared mission.

3. Stop Pushing One-Off Events Instead of Long-Term Relationships, and instead, Start Using Events as Stepping Stones for Deeper Engagement

While fundraising events can be beneficial, they often end up as one-off transactions where guests donate a bit, enjoy the evening, and leave without another thought. Without follow-up, events leave potential connections – and funds – untapped.

Start This: Treat each event as an introduction rather than a finale. Design a follow-up strategy to build on the event’s excitement. Plan meaningful, targeted communications afterward, like a personalized thank-you note, an invitation for a backstage tour, or a small gift or recognition. Each touchpoint helps convert event attendees into engaged supporters who want to stay connected long-term. Events should also be a chance to gather information – ask about guests’ interests, and tailor follow-ups accordingly. When each event is a gateway to deeper relationships, you create a more committed donor base. 

4. Stop Worrying So Much About “Over-asking,” and instead, Start Focusing on Ongoing, Relationship-Based Engagement

Many Board members fear reaching out to a donor again too soon after a gift, worrying they’ll “over-ask” and drive them away. And then we start talking about donor burnout, which is always a sad trope. The truth is that consistent communication – with value in mind – strengthens relationships. Donors feel connected and appreciated, not overwhelmed.

Start This: Shift from “asking” to “engaging.” Develop a communication calendar that includes valuable updates, project milestones, and stories that show donors the difference they’re making. Consider quarterly progress reports, special announcements, or project completion celebrations. Tailor each outreach based on past interactions so donors feel recognized, not pestered. When a new ask does come, it’s a natural extension of the ongoing conversation. Engaging with value deepens relationships and makes each ask feel relevant and appreciated.

5. Stop Assuming Your Personal Network Is Enough. Instead, Start Broadening Your Network with Intentional Outreach

While Board members’ personal networks are valuable, they’re only one part of the donor pool. Limiting outreach to these connections narrows potential and limits growth. There are many arts patrons and potential donors beyond your immediate circle.

Start This: Create opportunities to reach new audiences with strategic partnerships and outreach. Host events with local businesses or cross-promote with other nonprofits. Consider co-hosting arts programs or lecture events to engage people interested in similar causes. Engage Board members and donors by inviting them to bring friends or colleagues to performances, shows, exhibition openings, discussions, or behind-the-scenes events. The goal is to continually introduce new supporters to your mission, broadening your network and reaching people who bring fresh energy and ideas.

6. Stop Taking Thank Yous Lightly, and Instead, Start Making Gratitude Part of Your Culture

It’s all too common for donors to give gifts and barely receive a thank-you beyond an automated receipt. Stewarding donors means more than a generic acknowledgment. Each donor, large or small, deserves to feel like a valued part of your arts family.

Start This: Develop a multi-layered gratitude strategy that goes beyond the initial thank you. Begin with a personalized thank-you call or note from a Board member, showing that every gift is recognized at all levels. Follow up with updates on the impact of their support from staff, whether through newsletters, impact reports, or thank-you videos. Celebrate gift anniversaries or project completions, and consider exclusive gratitude events where they can hear directly from staff or artists. When gratitude is intentional and consistent, it transforms donors into lifelong supporters.

7. Stop Treating “Small” Donors as Secondary, and instead, Start Treating Every Donor as a Core Part of Your Mission

One of the worst habits in arts fundraising is prioritizing large gifts while neglecting smaller donations. While major gifts are essential, focusing only on them undervalues the broader donor base. Small gifts, when nurtured, create loyal supporters who often increase their giving over time.

Start This: Treat all donors, large or small, as critical members of your mission. A donor’s capacity doesn’t determine their loyalty or potential to support you in other ways. Cultivate all donors with a focus on connection and community. Send personalized messages and impact updates to smaller donors just as you would with larger ones. Consider an annual thank-you event for all donors, not just the high-dollar ones, or create tiered recognition for consistent supporters. Highlight the collective power of your community by showing how every gift contributes to the bigger picture. An organization that values each donor will retain them longer and see them become more involved, creating a foundation that supports growth and sustainability for years to come.

And that’s it! Seven things to stop and seven things to start.

If you remember just one thing from today’s episode, make it this: When it comes to fundraising, the smallest adjustments can make the biggest difference. By shifting from outdated “stop it” habits to starting sustainable, community-focused practices, we create an arts environment where everyone feels valued, engaged, and inspired.

Oh, and if you want to see the Newhart scene I referred to, go to YouTube and put “Bob Newhart Stop It” in the search bar. I hope the video gives you a hearty laugh!