If you’ve ever watched “Friends,” you’ll remember Ross’s infamous attempt to move a couch up the stairs. With Chandler and Rachel struggling to maneuver, Ross keeps shouting one word: “Pivot!” It’s a hilarious scene, but also a surprisingly apt metaphor for fundraising today.
As we close out 2025 and look toward 2026, the ability to pivot: to adjust, to be nimble, to change direction without losing sight of the goal, is one of the most critical skills for gift officers and advancement teams.
Why Pivoting Matters in Advancement Work
Our industry continues to shift. Donor expectations evolve, technology reshapes engagement, and economic realities influence giving patterns. Yet many of us remain in our comfort zones, relying on approaches that worked one, five or ten years ago.
Building relationships that lead to generosity requires more nimbleness than ever:
- Pivoting strategies when donor interests shift.
- Pivoting outreach approach and platforms when initial outreach goes unanswered.
- Pivoting conversations when a prospect responds differently than expected.
- Pivoting priorities when organizational needs change mid-year.
Just like Ross’ couch, the goal is the same: get it up the stairs. But the path to success often requires adjusting angles, trying new approaches, being willing to laugh, while also finding the joy in our work.
Practical Ways to Pivot as a Gift Officer
- Reframe asks (invitations): If a donor hesitates on a major gift, pivot to impact, what they hope to accomplish, a multi-year pledge or a planned gift conversation.
- Adapt your gratitude approach: How donors see gratitude is shifting, have you asked how someone wants to be thanked, acknowledged or recognized? Do you know their preferred way to communicate with your organization?
- Leverage data: Intuition is important, but do not make decisions for your donors. Utilize donor analytics that reveal giving patterns and engagement opportunities.
- Stay curious: Pivot from “we’ve always done it this way” to “what if we tried this?”
Nimbleness isn’t about abandoning strategy; it’s about adjusting tactics to keep momentum alive.
Pivoting in Personal Life
As many shops reduce hours between now and year-end, I encourage you to think about how you pivot yourself personally. Where can you shift focus from work to family, friends, fur babies, or simply restorative personal time?
Just as nimbleness fuels professional success, it also fuels joy and renewal. Taking time to pivot toward what matters most outside of work ensures that when 2026 begins, you’ll return with energy, passion, and clarity. I will spend some of that time with a few of my favorite people, and there is a good chance that will include some “Friends” binging!
Holiday Message
As we wrap up this year, I want to thank you for the important work you do in building relationships, advancing missions, and strengthening communities. May this holiday season bring you moments of rest, laughter, and connection. And may 2026 be a year where you pivot with confidence, toward opportunities, toward growth, and toward joy.
