It happens in big shops and smaller ones. By staff and sometimes even board members. Often it's excused as wanting what's best for the donor and the organization.

Gatekeeping donor relationships.

And it's one of the clearest signs an organization will struggle to keep fundraising moving during a staff transition.

When everything flows through one person, you're one resignation away from starting over. The staff left behind don't know the donors. The new hire inherits names in a database, not relationships.

But when donors are connected to multiple people across an organization - staff, board, volunteers - there's continuity. A web of connection that will weather any single staffing transition.

A few weeks ago I made a first gift to a local food bank. Within days I'd heard from three different people - a thank-you letter signed by one staff member, a handwritten note from another, and a voicemail from a volunteer welcoming me to the organization.

My gift wasn't large. But now I know three names in the organization. And they've seen mine too.

THREE REASONS TO STOP GATEKEEPING RELATIONSHIPS NOW

People leave. When donors know multiple folks in your organization, you don't start from scratch every time there's turnover.

Donors get a limited experience. They see one person's perspective of the mission, not the full picture of the people and work behind it.

Your team doesn't grow. When only one person interacts with donors, you miss the chance to build confidence and develop the fundraising leadership our sector needs.

HOW TO START

• Make introductions. Not just at events - in emails, on calls, during visits. "I want you to meet our program director" goes a long way.
• Include others on donor visits. Your ED, a board member, a program staff person. Let donors hear directly from the people doing the work.
• Trust others to share information. You don't need to be the conduit for every update or answer. Let your colleagues communicate directly.
• Host smaller gatherings where donors spend real time with staff and board. Not the big gala - something where actual conversation happens. Behind the scenes tours or roundtables are great options.

And since you're about to get a wave of year-end gifts - use it.

• Recruit board members or volunteers for a thank-you call session. Provide a script, a list of numbers, and let them make calls. Most will be voicemails - that's fine. The point is that someone other than you reached out.
• Holiday donor gathering incoming? Perfect opportunity. Invite volunteers to serve as hosts at the door. Have fundraising staff pair up with someone else and work the room to spur conversation and make introductions.
• Hand-sign the printed thank-you letter and have another team member or volunteer add a handwritten note before it goes out.

Yes, people give to people. But it can't be just one person.

How are you widening the circle this year-end?

P.S. Gatekeeping is just one of 8 red flags that tell me an organization isn't transition-ready. Want to see all 8? You can download it HERE.