In the same vein, when an organization is in the infancy stage, the urge is to simply just get money in the door, right? So instead of this blank slate approach, how should they focus on building a strategic foundation first? And are there specific things that you recommend?

So just like an organization typically has an operational strategic plan, we love to see that when we're working with our clients.

But more often than not, and even some of the more mature, sophisticated organizations that we work with, lack a strategic plan for fundraising.

It's inherently different, typically, than the operations of fundraising.

fill in the blank, the hospital, the college, the food bank, the human services organization.

So there are fundamentals and best practices that come into play when building a high performing, sustainable and growing philanthropy program, regardless of the sector that you may find yourself in.

So having a three to five year plan with an understanding that you need five things in order to be successful.

How do they effectively balance cultivation across an individual donor pipeline, grant acquisition, and corporate sponsorships?