So Lee, when you think about a high quality major donor pipeline, what does that actually look like in practice? And what do organizations most often misunderstand about where strong major donors prospects really come

from? It's one that we actually spend a good amount of time with our clients at JGA, at Johnson Gross Nickel & Associates, so many of our clients' schools and hospitals.

colleges, et cetera, ultimately are looking for who are our best prospects and how do we use our staff and resources, right? To really align to a campaign goal or just overarching growth and advancement.

So a few thoughts to your question, Kathleen.

First, you know, I'm a big believer that a high quality major donor pipeline is not just a wealth list or a listing of those that have capacity, right? A good pipeline should really be a relationship development system.

What that means is that there are going to be individuals on that list with different stages of readiness in the relationship with your organization, whether it's they're just getting to know you, they've made a gift and you're stewarding them or somewhere in between.

But I think most importantly, each individual, each prospect in that portfolio has a defined next step.

So my question is, if a nonprofit or school wants wants to strengthen its major donor pipeline over the next, let's say, six to 12 months, what are the first one or two changes you'd recommend that they make right away?