Rock, Paper, Scissors of Good Donor Stewardship

Most fundraisers have heard this advice: “Say thank you. Stay in touch. Show impact.” But knowing how and when to do those things is what sets great stewardship apart.

To make this more relatable, consider the childhood game of Rock, Paper, Scissors. Each of the three plays serves a different purpose. Alone, they’re limited. Used together, they form a dynamic strategy. Stewardship works the same way.

Rock = Gratitude That Sticks

Rock is your solid foundation. It’s the thank-you. It should be immediate, specific, and genuine.

Whether it’s a first-time donor or a long-time supporter, a timely thank-you shows their gift was received, appreciated, and meaningful. Donors want acknowledgment, and many stop giving when they don’t feel seen. A quick email may be fine for small gifts. For major gifts, go further with handwritten notes, board calls, or a short video message from program staff.

When thank-yous are generic or delayed, your rock starts to crumble.

Paper = Consistent, Impact-Centered Communication

Paper wraps around the relationship. This is your regular communication. Stories, updates, newsletters, and reports are how you keep donors informed and emotionally connected to the mission.

Good communication answers the donor’s unspoken question: “Did my gift make a difference?”

Focus on outcomes, not activities. Instead of “we held three workshops,” say “thanks to your gift, 45 families received parenting support.” Tailor messages by segment when possible and avoid sending the same content to everyone.

Paper can flatten rock when updates replace rather than complement personal gratitude. Use both together.

Scissors = Listening, Feedback, and Recognition

Scissors cut through the noise. They represent donor recognition and feedback — ways to understand and respond to what donors care about.

Recognition is more than listing names in an annual report. It includes listening. Surveys, phone calls, or asking how donors want to be involved all show you value the relationship. Scissors also reflect personalization. Mention the donor’s specific interest or invite them to see their support in action.

Used well, scissors deepen connection. Used poorly, they can feel hollow or off-base.

The Secret is Balancing All Three

Donor stewardship isn’t about one action. You need a mix. Rock starts the relationship, paper sustains it, and scissors personalize it.

Too much communication without listening can feel pushy. Constant recognition without real updates feels shallow. A thank-you without follow-up doesn’t build lasting trust.

Stewardship is not a single moment, but rather a thoughtful cycle.

Review and Plan Your Stewardship

Review your donor communications from the past three months. Which of these approaches do you use most often? Which ones are missing?

Create a simple stewardship matrix based on donor level. Define how you acknowledge, engage, and listen at each level.

Revisit your plan each quarter. Keep what’s working. Adjust what’s not.

Stewardship doesn’t need to be complicated. But it does need to be consistent and intentional.

Rock, Paper, Scissors might be a game. Good donor stewardship is how you build real, lasting support.

Cheers,

Michelle Crim, CFRE

Dynamic Development Strategies can help. We offer coaching, grant writing, and fundraising services for our nonprofit clients. We specialize in small to mid-size organizations because we understand your challenges. Please contact us for more information.

https://www.dynamicdevelopmentstrategies.com/