Blog Archives

Advice to my younger-fundraising-self about event management


blog carnivalThis month DonorDreams is hosting the nationally acclaimed Nonprofit Blog Carnival, and this month’s theme is: “If you could go back in time and give your younger-fundraising-self one piece of advice, what would it be?” In addition to asking other non-profit bloggers to submit posts for consideration, I am also focusing this month’s DonorDreams blog posts on the topic. The April 2016 Nonprofit Blog Carnival is scheduled to go live on Thursday, April 28, 2016. So, mark your calendars because this month promises to be full of fun submissions.

Today’s time machine post involves a younger me who learned valuable lessons about inspiring and managing special event volunteers. Enjoy!


howard1As many readers know, I was once an executive director for a non-profit organization that ran a Duck Race fundraiser. For those of you who don’t know what a Duck Race is, it is simply a raffle where serial numbers on the bottom of little rubber ducks correspond to numbered adoption papers sold to donors. The first 10 ducks that cross a water raceway finish line win prizes. The challenge from a revenue perspective is essentially two-fold:

  1. Sell lots of sponsorships
  2. Sell lots of duck adoptions

The key to selling lots of duck adoptions is also simple. Organize as many volunteer teams as possible. Encourage them to sell to their friends, family and co-workers AND set up adoption tables in high foot traffic areas (e.g. outside of grocery stories, in malls, etc).

The big challenge from a non-profit fundraising professional’s perspective is:

  • inspiring volunteers to sell duck adoptions
  • creating a culture of fun
  • being creative with accountability
  • instilling a sense of urgency
  • keeping people focused on the goal

Being a young fundraising professional, I made the decision to use weekly update reports in an effort to inspire competition between duck adoption teams as well as foster a sense of accountability and urgency.

Of course, as we got closer and closer to the event and the duck adoption totals weren’t exponentially jumping, my weekly reports ended up doing the opposite as they were intended. Not only were volunteers uninspired, but some board members started whispering about whether or not I knew what I was doing.

<Sigh>

howard2In the 1986 box office flop Howard the Duck, Howard gets transported from his home world of “Duckworld” by a dimensional-jumping device. If I had access to that device today, I would totally transport myself to a place where I could share the following nuggets of advice with my younger-fundraising-self:

  • reporting can cut both ways with volunteers (esp. when falling short with goals)
  • always find good news to spotlight regardless of how small it may be
  • perceived negativity is like a flu virus (very catchy and spreads quickly)
  • “who” issues the report is important (peer-to-peer accountability is powerful and reports should come from the volunteer event chair and not staff)
  • positive incentives and fun recognition items are important to tie to a reporting tool

I would also put my arm around my younger-fundraising-self and tell me that using “reporting tools” to create accountability and “goal setting” to create urgency are best practices, but these tools must be used in conjunction with the following volunteer engagement strategies:

  • well run, in-person meetings
  • mission-focused messaging and activities
  • training
  • setting expectations upfront
  • helping people feel organized and being personally organized
  • celebrate success (both big and small successes early and often)

<Sigh>

Where is a dimensional-jumping device when you need one?  😉


If you are a non-profit blogger who wants to participate in this month’s Nonprofit Blog Carnival and submit a post for consideration on this month’s carnival theme, click here to read the “call for submissions” post I published a few weeks ago. It should answer all of your questions and clearly explain how to submit your entry. If not, then simply email me and I’ll be happy to help.

Here’s to your health!

Erik Anderson
Founder & President, The Healthy Non-Profit LLC
www.thehealthynonprofit.com 
erik@thehealthynonprofit.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

Is your non-profit organization ready for Millennial donors?


While it is well established that Baby Boomer donors currently are in the prime charitable giving years, the fact of the matter is Millennial donors are becoming a force with which non-profits must reckon. So, I’ve asked Zach Hagopian from Accelevents to weigh-in with his suggestions on how your organization should start thinking about acquisition and retention of this new powerhouse generation of philanthripists. I think you will like his four suggestions. Here’s to your health!  ~Erik


4 Ways to Acquire and Retain Millennial Donors

By Zach Hagopian
Co-founder & COO of Accelevents

millennialIs your nonprofit organization trying to break into the millennial space in order acquire and retain more millennial donors?

In this post, I am going to outline some of our most useful tips for both acquiring and retaining millennial donors.

But first, let’s discuss why millennial donors are so valuable…

According to the 2015 Millennial Impact Report, a whopping 84% of millennials made a charitable donation in 2014. Long gone are the days of assuming millennials are a predominantly selfish group of consumers.

While we can all agree that capturing millennial donors is immensely valuable for your nonprofit organization (or just for your annual fundraising event), many NPOs and fundraisers struggle to acquire and retain these donors.

Here are four of my best tips for acquiring and retaining millennial donors.

1. Get Personal

Our first tip is to get personal with your potential donors – tell the story of your cause and how it personally relates to your experience.

While inclined to donate, millennials constantly seek stories that they can identify with. Affinity in values and social responsibility are extremely important, when it comes to the restaurants millennials eat at, the stores they shop at, and even the organizations they donate to.

Conveying your story in a meaningful way will get you in the door with millennials, and the rest will be history (if you follow our next three steps…)!

2. Utilize Technology

One thing that we can all agree on is that millennials are very connected.

Whether we are checking our iPhones every 30 seconds, or sneaking a look at our Facebook news feed during a conference call, we millennials have the means to find and share any information instantly.

And fundraisers / nonprofits should be using this to their advantage!

In today’s world, millennials are willing to donate to charitable causes, but they desire to do so on their terms, which means embracing easy-to-use, flexible, and accessible donation tools. For the most part, this entails making the switch from traditional means to online and mobile enabled platforms.

These tools can be anything from donation pages to mobile silent auctions and raffles and peer-to-peer fundraising campaigns.

Regardless of the tools you decide to move forward with, embracing technology will allow you to offer millennials a much easier channel for them to donate whenever they’d like.

3. Embrace FOMO

Our next tip if for your organization to embrace one of the strongest emotions felt among millennials – THE FEAR OF MISSING OUT (aka “FOMO”).

When used with online and social fundraising methods, FOMO can become one of your best tools for millennial acquisition AND retention.

The key here is to hold your donors socially accountable. Did your supporters just buy a ticket to your next fundraising event? Has one of your donors just made a donation to support your cause? Provide them a means to share this to their social network!

When your donors share updates about your cause, the benefits here are twofold:

  1. Acquisition – Other millennials will witness all of the passion and excitement around supporting your cause, and will flock to join. Just like that, you’ve acquired new millennial donors.
  2. Retention – Your current supporters may not have returned to support your cause for a second time. FOMO comes to the rescue, reminding them that they too should be joining in the excitement of helping a great cause.

4. Show Your Appreciation (with a twist!)

While our final tip applies to donors of all ages, it is still extremely important for your millennial donors. As most people do, millennials appreciate being acknowledged for their support and contribution to your cause.

Traditional methods of thanking your millennial donors work great, but your thank-yous are even more effective when you can add a twist!

Some of our favorite examples of unique acknowledgements for millennials include:

  • Donor Spotlights – Has one of your donors (or a group of donors) gone above and beyond in their support of your cause? If so, create a nice piece of content on their story, and share this out to your audience. Not only will the highlighted donor(s) feel appreciated, but your other supporters will see the lengths that your team goes to, in order to acknowledge your donors
  • Create a Sizzle Reel Did you just wrap up a great fundraising event or have your best year in terms of donations? Spend some resources to create a great video or “sizzle reel” to share with your audience. An exciting video will stand out against the hundreds of emails your audience receives each day, and it’s also a great piece of content for your donors to share out to their networks!

About the Author

Zach HagopianZach Hagopian is the co-founder and COO of Accelevents, a mobile fundraising platform that enhances silent auctions and raffles through online and text-message bidding.  An active member in the Boston fundraising scene, Zach focuses on improving traditional fundraising methods and increasing fundraiser proceeds.

As a Millennial living in Boston with strong ties to the Boston fundraising community, Zach most recently spent the past two years organizing a fundraiser geared almost completely to millennial donors. In his first year, they attracted 850 guests to their event and raised over $65,000 for the prestigious Dana-Farber Cancer Institute. In year two, they raised $108,000 from over 1,000 Boston-area millennials and young professionals.

Hangin’ with Henry and talking about your first visit with a donor prospect


As most of you know, DonorDreams blog has dedicated the first Thursday of every month for almost the last year to featuring a short video from Henry Freeman, who is an accomplished non-profit and fundraising professional. We affectionately call this monthly series “Hangin’ With Henry”  because of the conversational format around which he has framed his online videos. This month we’re talking about Making People Comfortable During a First Visit. I thought this video would be a night follow-up for my blog post published two weeks ago titled “Can we all please agree that ambushing donors needs to stop?” where I shared tips on how to set-up a meeting with a prospect/donor without ambushing them.

For those of you who subscribe to DonorDreams blog and get notices by email, you will want to click this link to view this month’s featured YouTube video. If you got here via your web browser, then you can click on the video graphic below.

OK, I understand that Henry is talking about “the first visit” within a major gifts initiative context. However, doesn’t everything he said still apply to other resource development work, especially when sitting down with a new prospect during a cultivation visit?

I think one of the things that I loved the most from Henry’s video is how he talks about leaving your fundraising agenda at the door during your first visit.

So, let’s stop here and focus on leaving your agenda at the door. How have you successfully done this? What have you focused on instead? What clues in the conversation where you able to pick-up on that gave you permission to go back and open the door on your fundraising agenda?

We can all learn from each other. Please use the comment box below to share your thoughts and experiences.

Here’s to your health!

Erik Anderson
Founder & President, The Healthy Non-Profit LLC
www.thehealthynonprofit.com 
erik@thehealthynonprofit.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

Suggestions on how to improve your fundraising appeals and plan


Let’s face it. Times change, and those things that don’t evolve and keep up with the times get old and stale. And this applies to everything in life including your fundraising plan (which includes your goals, strategies, tactics and sometimes even best practices). I’ve asked Abby Jarvis from Qgiv to weigh-in with her suggestions on how your organization might evolve its approach to soliciting donors and polishing up its fundraising plan. I think you will like her five suggestions. Here’s to your health!  ~Erik


5 Ways to Make Better Fundraising Asks

By Abby Jarvis
Blogger, marketer & communications coordinator for Qgiv

improvementYour nonprofit is constantly trying to improve. Whether you’re developing an efficiency hack for your staff members or trying new fundraising events, openness to change is what allows your organization to grow, acquire more donors, and raise more money for your cause.

One area that nonprofits can constantly improve in is their donation appeal strategies. There is always room for improvement, whether you ask for donations over the phone, in person, with direct mail, or through any other method.

Check out these five ways to improve your fundraising appeals!

1. Update your website

Donors who find themselves on your nonprofit’s website don’t want to see pages that haven’t been updated since 2007.

Part of improving your fundraising efforts should involve sprucing up your nonprofit’s website and donation page.

Online donations are steadily rising and becoming the preferred giving method for younger generations who have grown up surrounded by technology.  Make sure that you aren’t losing these donors’ interests by having an outdated donation page and website.

Check out these great examples of donation forms for a little inspiration.

2. Start personalizing your direct mail

You wouldn’t send a letter to your Aunt Margaret that started off with “Dear Relative.”

You shouldn’t be doing that in your direct mail appeals either.

One characteristic that unites all nonprofits with successful direct mail solicitation is the personalization of their letters.

Personalization doesn’t just mean using the donor’s name in the greeting, though. It also means:

  • Referencing past involvement or contributions.
  • Offering new ways to interact with your nonprofit.
  • Suggesting giving levels based on past contributions.
  • A personal signature from an organization member.
  • And more!

Make sure that you’re personalizing your direct mail appeals to bring in more donations for your nonprofit!

3. Ramp up your email campaigns

More and more nonprofits are looking to improve their email marketing techniques. Is your organization ready to join them?

Ramping up your email campaigns means taking a look at the successful emails you’ve sent in the past and improving the ones that weren’t as effective.

Don’t just send out donation appeals in your emails, though. Give donors regular updates about your organization with:

  • Success stories.
  • Info on current projects.
  • Volunteering opportunities.
  • Invitations to events.
  • And more!

Sending out emails to your donors is a cost-effective and efficient way to keep them in the loop and to ask for donations.

4. Host really great fundraising events

Even though event fundraisers come with a cost, they can be fantastic opportunities for your supporters to interact with one another and your nonprofit.

They can be a valuable be a great way for your organization to ask for donations!

Let’s say you’re hosting a family fun day for your church’s mission trip. During the opening or closing ceremony, let attendees know why their donations are so important and what they will help fund. Then, give them ways to donate either through physical, on-site donations, or digital methods like text-to-give or mobile donation forms.

Hosting a fundraising event takes a lot of planning and coordination, but with the right tools, your nonprofit can make better fundraising asks at the events you host for donors!

5. Take a look at your major gift strategy

Asking for donations from major gift prospects can be tricky. Not only do you have to convince someone that your organization is worth supporting, but you have to ask that person for a significant amount of money.

The best way for your nonprofit to succeed when it comes to major gifts is to develop a strategy for going after those donations. This strategy should include:

Major gifts are often some of the biggest donations that a nonprofit can receive. In fact, an individual who has made a gift between $50,000 and $100,000 is 25 times more likely to donate than an average person is. Make sure you aren’t missing out on these large contributions because your major gift strategy has been found lacking.

Your nonprofit should have several goals for improvement, but one of them should definitely be to make better fundraising asks! With these five tips, you’ll be set for success. Happy asking!


AbbyAbby Jarvis is a blogger, marketer, and communications coordinator for Qgiv, an online fundraising service provider. Qgiv offers industry-leading online giving and peer to peer fundraising tools for nonprofit, faith-based, and political organizations of all sizes. When she’s not working at Qgiv, Abby can usually be found writing for local magazines, catching up on her favorite blogs, or binge-watching sci-fi shows on Netflix.

Can we all please agree that ambushing donors needs to stop?


ambushWell, it happened to me and my husband again just the other day. We were asked to dinner by a non-profit friend. It was a simple dinner invitation, and one that we’ve been working on setting up for more than a year. We weren’t in the restaurant for more than 15 minutes and the pre-meal cocktails had just arrived, when our friend was asking us to give some consideration to making a contribution to their organization’s endowment fund.

There isn’t any other way to characterize a situation like this other than it was an old fashion…

AMBUSH!

The inexplicable thing I still cannot wrap my head around is that we would’ve happily accepted this dinner invitation if we knew there was a solicitation attached to it.

Some of you might be wondering what the big deal is all about.

sneak attackSimply, I believe soliciting unsuspecting prospects and donors is detrimental to your organization (and to everyone else in non-profit sector) for the following reasons:

  • It puts the person on the spot (and when has that ever felt good?)
  • It erodes trust (what will they think the next time you ask them to join you for a meal?)
  • It validates the erroneous belief by some people that fundraising is a sneaky and shameful activity focused on making people do something they otherwise wouldn’t want to do
  • It feels wrong when friends do this to their friends and colleagues, which contributes to people saying NO when asked to volunteer for a non-profit fundraising campaign

Yes, I understand most people don’t do this purposefully. They simply weren’t trained appropriately or they harbor anxiety about rejection (or any number of other fears) when it comes to setting up the fundraising meeting.

Some of you are probably now wondering what the solution is.

Almost 10 years ago, I ran into a very smart board volunteer who understood the importance of training. So much so, his company developed a video he used with his fellow board members to help them feel more comfortable with every aspect of the solicitation progress. I was lucky enough that he agreed to share his homemade training video with me.

Embedded within more than an hour of video was a seven minute clip explaining (and role playing) the appropriate way to pick-up the phone and successfully secure a fundraising meeting with a prospect/donor. This is simply one of the best pieces of video that I’ve ever seen on this topic.

sneak attack2In an effort to do may part to help eradicate the “ambush” tactic from our non-profit toolbox, I will share with you some of the tips from this video.

  • Before picking up the phone, write down three reasons why you need to sit down with your prospect/donor and keep that piece of paper nearby when you place the call (and look at this piece of paper when you feel yourself getting nervous)
  • When the prospect/donor answers the phone, ask them for time to meet in-person (after preliminary greetings and chit-chat, of course) and share the three reasons for the meeting
  • Some of the reasons to meet in-person might include: a) asking for advice, b) securing their involvement, c) thanking them for their support, d) accessing their expertise; BUT one of the reasons must include discussing their potential support of the campaign, event or fundraising activity in question
  • Making up reasons to meet can feel insincere and manipulative . . . so don’t use silly reasons. Come up with real reasons that will benefit the organization or are plausible based upon your personal relationship
  • Don’t ask if they can meet . . . ask them when they can meet.

If this sounds simple, it’s because it is. If you still don’t believe this approach works, then think of it this way . . .

We are all very busy with our lives. So, when a friend calls asking for some of your time and only gives one reason for the meeting, it doesn’t feel weighty enough to want an in-person meeting. Surely one discussion item can quickly be resolved on the telephone. Right??? However, listing off a number of things you wish to discuss begins to feel lengthy and not well suited for a quick telephone conversation.

Still don’t believe me? Well then, I guess there is only one way to resolve this dispute . . . try this strategy on for size next time you need to schedule an in-person meeting with a prospect/donor. I’m betting that you’re successful.  ;-)

Do you have additional tips to share with the non-profit sector about how to set-up an in-person meeting with a prospect/donor without resorting to ambush tactics? If so, please scroll down and share your thoughts and experiences in the comment box. We can all learn from each other.

Here’s to your health!

Erik Anderson
Founder & President, The Healthy Non-Profit LLC
www.thehealthynonprofit.com 
erik@thehealthynonprofit.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

What can your non-profit learn from Gloria Steinem?


steinemIt was a bleary-eyed late night dash in a rental car to position myself for a morning meeting, and I was listening to National Public Radio (NPR) in an effort to stay awake. At one point, someone was interviewing iconic feminist leader Gloria Steinem. While I cannot remember the big reason for the interview (e.g. new book, rally, election analysis, court ruling, etc), there was one thing that stuck with me, and I just had to share with you because I think it is a great allegory for how your non-profit should interact with donors.

After listening to the NPR interview, I went online and Googled around for the text of what Steinem calls her “Always Ask The Turtle” story in her own words. Luckily, I found it in a number of different places so I feel OK with sharing it with you here:

I took geology because I thought it was the least scientific of the sciences.

On a field trip, while everyone else was off looking at the meandering Connecticut River, I was paying no attention whatsoever. Instead, I had a found a giant, GIANT turtle that had climbed out of the river, crawled up a dirt road, and was in the mud on the embankment of another road, seemingly about to crawl up on it and get squashed by a car.

So, being a good codependent with the world, I tugged and pushed and pulled until I managed to carry this huge, heavy, angry snapping turtle off the embankment and down the road.

I was just putting it back into the river when my geology professor arrived and said, ‘You know, that turtle probably spent a month crawling up that dirt road to lay its eggs in the mud by the side of the road, and you just put it back in the river.’

Well, I felt terrible. But in later years, I realized that this was the most important political lesson I learned, one that cautioned me about the authoritarian impulse of both left and right.

Always ask the turtle.

After hearing Steinem share this story, the first person I thought of was Penelope Burk, who is the famous CEO of Cygnus Applied Research and author of Donor Centered Fundraising. The more I thought about it, the more I was convinced non-profit organizations should adopt Steinem’s turtle story as a moral compass for how to work with donors.

Here are just a few comparisons I came up:

  • Like the turtle, donors spend lots of time struggling to crawl up a dirt path called a career path
  • Like the turtle, donors build a nest egg of money (e.g. net worth)
  • Like the turtle, donors behave in certain ways for certain reasons (e.g. they didn’t just crawl up the path for no reason at all ... they saved their money for a reason … they donate to certain charities for a reason)

OK, I’ll stop beating this dead horse.

The point I’m obviously driving at is simple, but one I think every fundraising professional should live by.

Don’t assume the following:

  • Don’t assume you know why individual donors support your mission
  • Don’t assume you know what a donor’s capacity to give or willingness to give
  • Don’t assume you know which programs/activities a donor is passionate about
  • Don’t assume you know the best way (e.g. via event, pledge drive, major gift agreement, planned gift, etc) for a donor to give to your organization

The bottom line is DON’T ASSUME . . . “Always ask the donor”.

Thanks to Gloria Steinem for inspiring this morning’s blog post and sharing her amazing story with the world.

How does your organization engage its donors? What activities do you consider “donor-centered“? Do you have a fun story to share where engaging with a donor resulted in an ah-ha moment and something beautiful for both your organization and the donor? Please share your thoughts and experiences in the comment box below. We can all learn from each other.

Here’s to your health!

Erik Anderson
Founder & President, The Healthy Non-Profit LLC
www.thehealthynonprofit.com 
erik@thehealthynonprofit.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

What can your non-profit learn from the U.S. presidential primary elections?


huckabeeFor me, sometimes people speak the truth and it hits me in such a way that I have a hard time getting it out of my head. It rolls around like a pinball in my brain, and the only way for me to stop the experience is to write about it. Well, this happened again on January 28, 2016 at approximately 10:15 pm while I was watching a Special Edition of Hardball with Chris Matthews. It occurred during an interview with Mike Huckabee, when the former presidential candidate said something close to the following (and if memory serves me correctly, I think it was in response to a question about the primary election system):

“Nothing changes. The train is being driven by the donors.”

(Disclaimer: I scribbled this down within 30 seconds of hearing it. I might have the quotation slightly wrong, but I’m really darn close. I went looking for the transcripts of the show, but couldn’t find anything online.)

(Another disclaimer: I plan on exercising tremendous restraint today. I won’t share political thoughts on topics such as campaign finance reform, Citizens United, Super PACs, etc. So, please feel free to continue reading if you are interested in how this ends up being a (hopefully) thought-provoking blog post on non-profits.)

The first thought that ran through my brain after hearing Huckabee’s commentary about the influence of donors was . . . “Wow! I can’t believe he just said that. How incredibly honest of him.

The second thought that ran through my brain was . . . “Ugh! Shouldn’t it be voters and not donors who are driving this train?

My next thought surprised me . . . “I wonder how many non-profit organizations are being driven by donors?

I know how easy this question is to dismiss. If I’ve heard a non-profit soapbox speech once, I’ve heard it hundred of times about how someone’s organization is sooooooo mission-focused or veeeeeeeery cleint-focused. While I am not casting doubt on these claims, Huckabee’s utterance got me thinking.

Have I seen individual donors come to the table with their checkbook and an idea they want funded? Yes, I sure have.

Have I seen individual donors place strange restrictions on their charitable giving in an effort to drive an agenda (sometimes a political or religious agenda that has little to do with the actual organization they are giving money to)? Yes, I sure have.

What about private and corporate foundations and their published “giving guidelines“? Is this sometimes an exercise in control? Agenda setting? Managing corporate liability? I think it could be viewed that way by some people.

What about the United Way’s Community Impact model? While I see it as generally positive, isn’t the desired effect to align charitable giving around a community’s top socials needs and gaps in order to solve those problems? That’s the way this United Way donor views it.

Before any of you overreact, let me say the following:

  • I am not suggesting donors are evil people with bad intentions
  • I am not saying foundations shouldn’t have giving guidelines
  • I am definitely NOT attacking the United Way

However . . .

I do see some non-profit organizations starved for money and engaged in what I would characterize as “chasing dollars“. I’ve even seen some organizations go so far as changing their mission statement, broadening it to a point of being all encompassing, and resigned to asking and applying for funding they have no business doing. I’ve also seen “scope creep” bankrupt an organization and drive it out-of-business.

I’m going to end this blog post here because my intention wasn’t to get on a soapbox today. My intent was to give you a mental poke and get you thinking about some of the following questions:

  • As Mike Huckabee framed the question, “Who is driving your organizational train?” And how confident are you in your answer?
  • What percentage of your revenue streams come from government funding? If it is greater than 50%, then can you honestly say your funder(s) don’t have a significant impact on the direction of your organization along with countless other things? (e.g. staffing ratios, program offering, outcomes measurement, etc)
  • Are you client-driven? Community impact focused? Mission-focused? What facts can you point to that affirm this belief? If I asked your board the same question what answer would they give? And would it match your answer?
  • What processes or organizational structures do you have in place to assure you aren’t simply “chasing dollars“?
  • Can you think of the last time you were faced with making a decision about a contribution being driven by a donor’s agenda rather than your agenda? If so, what happened? How did you handle it? Who did you consult?
  • Generally speaking, how much INFLUENCE do your donors have with you, your board, and your overall organization? Regardless of your answer, how do you feel about your answer?

As I always say, we can all learn from each other. Please scroll down and share your thoughts and experiences in the comment box.

Here’s to your health!

Erik Anderson
Founder & President, The Healthy Non-Profit LLC
www.thehealthynonprofit.com 
erik@thehealthynonprofit.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

Hangin’ with Henry and talking about Heart vs. Head Fundraising


As most of you know, DonorDreams blog has dedicated the first Thursday of every month for almost the last year to featuring a short video from Henry Freeman, who is an accomplished non-profit and fundraising professional. We affectionately call this monthly series “Hangin’ With Henry”  because of the conversational format around which he has framed his online videos. This month we’re talking about Heart vs. Head Fundraising. I guess it only seemed appropriate with Valentine’s Day less than two weeks from now.

For those of you who subscribe to DonorDreams blog and get notices by email, you will want to click this link to view this month’s featured YouTube video. If you got here via your web browser, then you can click on the video graphic below.

I hope you enjoyed this month’s featured video. I not only enjoyed it. I loved it! Here were a few ah-ha moments I walked away with:

  • I was reminded that donors are like snowflakes and each one is very different (which is the essence of donor-centered fundraising, right?).
  • Good fundraising professionals can recognize this truism and adapt their approach when it comes to cultivation, solicitation and stewardship.
  • Just like how different donors are motivated by different head vs. heart messages, there are different types of fundraising professionals who are better at one or the other approaches.

When I worked for Boys & Girls Clubs of America as an internal consultant, my toolbox contained a PowerPoint training they called “Closing the Gift“. It was contained the organization’s teachable point of view for how staff and volunteers at local affiliates should go about soliciting donors. This process included 12 steps that volunteers were encouraged to follow. Doing so would minimize the fears associated with asking for money and maximize the effectiveness of the solicitation.

Here are those 12 steps:

  1. Make your gift first
  2. Think about the kids (in order words, stop obsessing and thinking about the money and start thinking about why you are doing this)
  3. Choose good prospects to solicit (aka no cold calls)
  4. Pick-up the phone and schedule the in-person meeting
  5. Prepare for the meeting
  6. Talk about the kids (aka discuss the case for support)
  7. Share your commitment
  8. Ask the donor to “consider” a specific gift amount
  9. After making the ask, BE QUIET
  10. Answer questions
  11. Schedule date/time to “follow-up” if they needed time to think about it (aka don’t leave the pledge card behind and schedule time to circle back to complete paperwork)
  12. Express gratitude for their time and consideration

Over the last 10 years, I’ve made a lot of money working with clients on this 12-step program. LOL It might look easy, but as people always say . . . “The devil is in the details“.  ;-)

However, while “Hangin’ with Henry” this morning and listening to his thoughts about heart vs. head fundraising, I was reminded of something new to which I’ve recently been exposed with regards to making the ask.

Last month, I was onsite with a capital campaign client and I needed to train a group of volunteers on how to make an effective, “by the book” solicitation. Rather than reach in my toolbox for my standard training curriculum, I was allowed access to another fundraising professional’s toolbox.

seven faces philanthropyWhile much of the process was the same, this new training incorporated some of the ideas put forth in the book “The Seven Faces of Philanthropy: A New Approach to Cultivating Major Donors” written by Russ Alan Price and Karen Maru File. In a nutshell, the book identifies and profiles seven types of major donors and offers detailed strategies on how to approach them.

The following are the seven different “types of donors” identified and profiled:

  • The Communitarian
  • Devout
  • Investor
  • Socialite
  • Altruist
  • Repayer
  • Dynast

I won’t give away anymore of what characterizes these seven groups or the strategies they suggest you use to approach each type of donor because I suspect the authors would like you to buy their book.  :-)  If you are in the market for good professional reading, I highly recommend this book.

So, as I listened to Henry and Joan chatter about heart vs. head fundraising this morning, I found my thoughts drifting back to the training session I facilitated last month.

Some of the volunteers around the table LOVED the “seven types of donors” wrinkle and other volunteers absolutely HATED the idea and preferred the simpler 12-step approach.

This got me thinking.

Henry said in the video that there are “heart donors” and “head donors“. He also said there are fundraising professionals who are more adept with each approach. After my experience last month, I would apply this thinking to fundraising volunteers, too.

As I get to the bottom of my cup of coffee this morning, I am left with the following questions:

  • Are you a heart fundraiser or head fundraiser?
  • After identifying which type of donor you’re dealing with, are you capturing it in your donor database or CRM?
  • When recruiting fundraising volunteers, are you using this “heart vs. head” lens to develop a diverse prospect list? Are you also using this lens as part of your prospect assignment exercise?

As I always say, we can all learn from each other. Please scroll down and share your thoughts and experiences (or take a crack at answering any of the aforementioned questions) in the comment box.

Here’s to your health!

Erik Anderson
Founder & President, The Healthy Non-Profit LLC
www.thehealthynonprofit.com 
erik@thehealthynonprofit.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

Your case for fundraising goal better match your messaging and need


zikaThis morning, I was in my car driving down the interstate when National Public Radio (NPR) ran a story about UNICEF’s goal to raise $9 million to fight against the Zika virus. If you want to learn more about this new, you can click here and read more about it in the Washington Post. However, this isn’t really what today’s blog post is about . . . this morning I want to share with you my response to this story and how it applies to your non-profit organization.

In the three seconds after listening to this NPR story, here are the thoughts that raced through my mind:

  • Ugh! Not another scary disease story (e.g. Swine flu, bird flu, SARS, Ebola, etc) to whip up public fear and motivate action on any number of fronts. Here we go again.😦
  • Hmmmm, I wonder if little kids are still carrying UNICEF boxes collecting small change at Halloween? Is it possible for a simple “tin cup philanthropy” campaign to raise $9 million for this effort?
  • Barf . . . I think some of the U.S. Presidential candidates who lost last night’s Iowa Caucus could probably fund this $9 million UNICEF goal many times over. (If you doubt me, then you may want to click here and make sure you’re near a toilet for the post-article queasiness)

You’re probably wondering what any of this has to do with you and your non-profit organization?

Simply . . .

Make sure that your fundraising goal matches the size of your case for support!

If you are trying to do something BIG and you need your donors to understand how BIG it is as well as rise to the BIG occasion, then your fundraising goal better also be BIG. If you don’t live by this rule, then it is likely that your campaign will:

  • be seen as underwhelming
  • lack traction and volunteer support
  • attract fewer donors than anticipated
  • result in smaller average size gifts
  • run the risk of not meeting goal

I took a phone call the other day from a potential client wanting me to bid on a capital campaign. After asking a few questions, it was apparent they only wanted to set a six figure goal to do a little renovation. I encouraged them to go back to their boardroom, ask the following questions, and then we’ll talk again:

  • What other needs do your clients face in your community? How much money do you need to address those needs?
  • Are your physical plant issues perfect if you are successful with these small renovations? If not, then what more needs to occur and how much would that cost?
  • Is your endowment satisfactorily large enough to inspire confidence in your donors that you have the question of long-term sustainability addressed?
  • Look at this renovation campaign through the eyes of your donors. What do they see? What are their reactions?
  • Does your organization possess the internal organizational capacity to sustain what you’re building? If not, can that be built into this campaign? If so, what would that cost? (e.g. endowing staff positions, etc)

Please use the comment box to share your thoughts and experiences with goal setting and building a B-HAG (e.g. big, hairy audacious goal) type of campaign and case for support. Have you been in this position before? If so, what did you do and what did you learn? We can all learn from each other.

Here’s to your health!

Erik Anderson
Founder & President, The Healthy Non-Profit LLC
www.thehealthynonprofit.com 
erik@thehealthynonprofit.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

Non-profit organizes camel race to raise money for its mission


20160121_131831[1]Recently, I’ve been working with Boys & Girls Club of Watertown on a project, and a few months ago staff asked me if I wanted to schedule my January return trip around their Camel Race fundraising event. Of course my answer was “Heck yeah!” I’ve been doing resource development and non-profit work for almost two decades, and I have never seen a camel race to raise money for charity. It was an opportunity I couldn’t pass up. So, today’s post is all about my experience, and it is an opportunity to share picture.

Spoiler alert . . . my camel won (I named her Carmen, after the somba singer dancer of Chiquita Banana fame, and you can see her pictured to the right)!  :-)

What is a camel race?

20160122_205458[1]In a nutshell, a camel race is a game of chance. It involves betting, dice rolling and moving decorated camels through a race course. Here are a few details:

  • Event sponsorships are sold to area businesses
  • While different sponsor levels come with different benefits, every sponsor is asked to decorate a camel shaped piece of plywood
  • Participants purchase tickets to attend the event (in addition to the camel races dinner is provided)
  • Before dinner, there is a social hour where attendees are asked to vote for the best decorated camel (of course people vote by placing dollars in ballot boxes in front of each camel)
  • There are also opportunities to purchase raffle tickets before dinner
  • Camels are segmented into different races (there weren’t more than six camels per race because there aren’t more than six sides to a dice) and each camel is assigned a number between one and six
  • 20160122_205516[1]Two very large fuzzy dice are rolled and the numbers rolled move the camel with the corresponding number one space forward on the race course (e.g. if a two and six are rolled then camel #2 and camel #6 each move one space)
  • The winner of each race competes in a championship race at the end of the evening
  • Event attendees place bets on which camel will win each race
  • There is software that determines the odds and payout ratios based upon what people bet

If you are still scratching your head and unsure of how this event works, then here is how the organization describes the event in their FAQ document:

How does the race work? Camels will move a space along the racetrack when their assigned number is called out as a result of a throw of two really large dice. Every time your Camels number is called out, they get to move a space. First Camel to move 10 spaces wins the Race. Attendees are allowed to bet on each heat using their camel bucks.”

While this event was unique, I walked away thinking it was kind of like a cross between a casino night and Duck Race fundraising event.

For the record, I LOVED this fundraising event. I give it a big gold star for fun and creativity.  :-)

What did the camels look like?

I love how excited and creative event sponsors got with their camels. The following are a few thumbnail snapshots I took with my cell phone (there were at least 30 camels and I just don’t have the space to share all of them . . . my apologies).

20160122_171636[1]     20160122_171639[1]     20160122_171644[1]

20160122_171648[1]     20160122_171652[1]     20160122_171655[1]

20160122_171700[1]     20160122_171705[1]     20160122_171707[1]

20160122_171711[1]     20160122_171717[1]     20160122_171727[1]

20160122_171732[1]     20160122_171749[1]     20160122_171814[1]

Is a camel race the answer to ALL of your fundraising challenges?

The short answer is . . . NO.

20160122_205535[1]Special event fundraising is:

  • time consuming
  • volunteer intense
  • costly (e.g. it will cost your organization between 50 cents and $1.30 to raise $1.00 when you consider both direct and indirect costs)

This doesn’t mean your organization shouldn’t host a handful of (read this as one, two or possibly three) well planned and executed special events through the year. Because you should! However, it needs to be done in conjunction with a diversified resource development plan that also includes an annual campaign, private foundation grants, government funding, corporate giving, family foundation support, major gift strategy as well as periodic efforts focused on capital, endowment and special project initiatives.

For more information about developing your organization’s annual resource develop plan, here are a few links you should check out:

In addition to folding your special events into a well thought out RD Plan, your organization should always be looking at the “return on investment” (ROI) associated with your special events. Keep in mind the Association of Fundraising Professionals advocates that you keep your cost per dollar raised to under 50 cents.

Click here to access an awesome ROI measurement tool developed by Boys & Girls Clubs of America (BGCA) for its local affiliates.

What is the most unique special event fundraiser you’ve ever seen? How does your organization integrate special event fundraising into its fundraising program? How reliant are you on funding that comes from your events? How do you assess ROI? Please use the comment box to share your thoughts and experiences?

Here’s to your health!

Erik Anderson
Founder & President, The Healthy Non-Profit LLC
www.thehealthynonprofit.com 
erik@thehealthynonprofit.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

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