Author: erik

Hip Hip Hooray for Philanthropy Day

Fundraising

philanthropy day 2013Sorry about not being able to post yesterday, but it was a crazy busy day because I was one of the co-chairs for Fox West Philanthropic Network’s first ever Philanthropy Day celebration. There was lots to do and I was up early and running around.
Huh? What? You’re not sure what Philanthropy Day is all about? Well, let me tell you . . .
History of Philanthropy Day
In 1986, President Ronald Reagan proclaimed November 15th to be National Philanthropy Day. The Association of Fundraising Professionals (AFP) has championed this annual celebration and countless local AFP chapters do a variety of things to celebrate this holiday. Here is how AFP describes National Philanthropy Day on their website:

In 2013, more than 100 communities and 50,000 people around the world will participate in NPD events and celebrations. These events include award ceremonies, galas, luncheons, seminars and other special events. Outstanding donors, volunteers, corporations, foundations, small businesses, youth in philanthropy and others will be honored on NPD in recognition of their work in improving their communities and their world every day.

If you want a more comprehensive history of National Philathropy Day, you definitely want to check out a 2010 online video interview of Lynn Schrader, who is a CFRE and owner of The Schrader Group LLC. The interview was produced by our friends at 501Videos.com and creators of Monday Movies for Fundraising Professionals.
It really is a great little five-minute video that I hope you find time to watch.
inspired boardPositioning Your Board for More Effective Fundraising
Dani Robbins, who is the strategist, founder and principal of Non Profit Evolution in Columbus, Ohio and the non-profit expert at answers.com, was the trainer and lunch keynote speaker for Fox West Philanthropic Network’s (FWPN) first ever Philanthropy Day celebration.
The morning training was titled “Positioning Your Board for More Effective Fundraising“.
Dani’s teachable point of view can best be summed up as:

  • It all starts with your board
  • Board volunteers are some of your best donors
  • How you identify and recruit board members is the key to your success

The following are steps that every good board development process should include:

  1. Identify
  2. Cultivate
  3. Recruit
  4. Orient
  5. Involve
  6. Educate
  7. Evaluate
  8. Rotate

Later in her presentation, Dani talked about the importance of engagement. She shared the following nine volunteer engagement principles:

  1. Mission Focus
  2. Planning
  3. Setting Expectations
  4. Training & Education
  5. Organization
  6. Well run & important meetings
  7. Accountability
  8. Urgency
  9. Celebration & recognition

James-Biggins-208x300Lunch: Celebrating 100 years of philanthropy
FWPN honored the Biggins family and American City Bureau for their work in the non-profit sector over the last 100 years. In addition to their work, John and his sister Leslie have volunteered for countless charities, and John was and still is instrumental in the success of FWPN.
Just this last summer Michael Chatman, social media and radio host of #WHYiGIVE, released a list of “America’s Top 40 Most Effective Fundraising Consultants” and ranked Leslie Biggins-Mollsen as number three on that list.
Philanthropy in America has been and is being shaped by the Biggins Family. There can be no question about it.
If you want to read more about John and Leslie’s father — James Biggins — then click here and read about a man who wove philanthropy into his family’s DNA and built our country’s oldest fundraising consulting firm.
Keynote: Not Fundraising? Not Engaged!
Dani Robbins, who is also the co-author of Innovative Leadership Workbook for Nonprofit Executives, delivered FWPN’s lunch keynote titled “Not Fundraising? Not Engaged!”
Dani’s teachable point of view can best be summed up as:

  • If your board isn’t fundraising, then you likely have a board development or engagement problem
  • Non-profits spend too much time in board meetings talking about finances, fundraising, and day-to-day challenges
  • If you want a more engaged board, then facilitate more strategic and generative discussions in the boardroom

chait modes of governanceDani is a big fan of Richard Chait and talked a lot about his three modes of governance — fiduciary, strategic and generative. She shared examples of each style of governance. She also shared the following eight techniques that can be used to get a board into the generative mode:

  1. Silent starts
  2. One minute memos
  3. Future perfect history
  4. Counter points
  5. Role play
  6. Breakouts
  7. Simulations
  8. Surveys

Click here to learn a little more about these techniques or invest a few bucks on Amazon.com and buy one of  Chait’s books.  😉
Not speed dating . . . speed training
After lunch, the following five trainers facilitated short roundtable discussions and participants were allowed to rotate between table topics every 20-minutes:

Your National Philanthropy Day celebration?
So, I’ve just highlighted how FWPN celebrated National Philanthropy Day in 2013. It was a mixture of:

  • networking
  • training / professional development
  • recognition

However, you don’t need to do it that way.
There are countless ways for you to celebrate this special day. Click here to check out the AFP website which has lots of resources and ideas. Click here to visit the official National Philanthropy Day website.
Our country is one of the most philanthropic nations on the planet. How will your agency, service club, or professional development network celebrate this phenomenon this year? Or how are you planning to get your first ever Philanthropy Day celebration off the ground next year? Please use the comment box below to share your thoughts, experiences, plans and ideas. We can inspire each other to greatness!
Here’s to your health! (And Happy Philanthropy Day)
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 ready for the homestretch of 2013?

Fundraising

yearend5Don’t look now, but we are seven weeks away from drinking champagne and celebrating the end of 2013 and the start of a Happy New Year 2014. It is this time of the year when non-profit organizations are super busy. Many of you are closing out your fiscal year, and almost every non-profit with a pulse is executing its year-end giving strategy.
According to a survey by Charity Navigator, respondents reported that they expect to raise 40% of their annual revenue budget between Thanksgiving and New Years.
Holy Cow! Year-end giving is a big deal for many non-profit organizations, which is why I’m dedicating today’s post to just a few giving strategies I see being employed or talked about by my friends.
Traditional year-end appeals letter
There are many different “schools of thought” on how to craft the perfect year-end appeals letter. I’ve seen all of my favorite bloggers weigh-in on this subject. The funny thing is that each and every one of them have a slightly different take on the same subject.

  • Long letter vs. short letter
  • The importance of cross-channel promotion or not
  • Send the letter early or closer to Thanksgiving

mailboxesI just finished helping a client with their year-end mail appeal. The executive director called on Friday to report the letters were delivered to the post office and we both did a little happy dance. The next thing on his year-end fundraising task list is preparing for the phone-a-thon follow-up the week of Thanksgiving.
If you are like most non-profit organizations, you are doing something traditional like sending a letter. Hopefully, you’ve already sent it or are very close to doing so, but here are just a few thoughts of my own on this very popular subject:

  • The letter must be emotional and pull at heart-strings
  • The letter must tell a story about impact and not focus on your agency’s needs
  • A matching gift is a tremendous incentive that sets you apart from lots and lots of other appeals
  • Go light on the stats and data . . . let the story be the feature and sprinkle outcomes data into your story sparingly
  • Don’t be overly fixated on restricting your letter to one page . . . tell your story
  • Use lots of white space, pictures and graphics
  • Keep in mind how readers read . . . write your letter accordingly (e.g. personalized salutation, ask for a specific contribution in the first paragraph, influential signature, catchy post script)
  • You need to design a great outer envelope . . . entice people to open the envelope and read your request or your awesome letter is worthless (e.g. handwritten names and addresses on the outside envelope)
  • Follow-up . . . organize your board members in a phone-a-thon and send a follow-up postcard or another appeal before New Years Eve

If you don’t like my suggestions or are looking for more advice, here are a few additional links to bloggers who are amazing:

Amazon-Smile-300x300Holiday shopping appeals
Perhaps you didn’t notice, but there are lots and lots of people spending lots and lots of money on gifts for family and friends. Something about “’tis the season“.
With this is mind, there is a big year-end giving trend that has materialized over the last decade or so where non-profit organizations try to tie their year-end appeal to those shopping habits. It is typically rooted in cause-related marketing efforts as retails try to differentiate themselves from their competitors, seize the halo effect and drive foot traffic through their doors using charitable goodwill.
I can almost hear those cashiers asking, “Would you like to donate a dollar to . . .”
A good friend of mind and fellow blogger — Dani Robbins — just informed me via Google+ that Amazon.com has a new charitable giving program called AmazonSmile. In a nutshell, Amazon shoppers will be able to donate 0.5% of their purchase to a charity of their choosing (as long as that charity can be found on Guidestar AND is registered with Amazon).
Is your agency participating in AmazonSmile? Click here is you want to learn more.
giving tuesday#GivingTuesday
What?!? You haven’t heard of #GivingTuesday?
I guess you get a pass because last year was the first time the non-profit sector attempted to get this “national day of giving” off of the ground.
In a nutshell, there were 2,500 giving partners located in all 50 states. More than 50 million people worldwide helped promote this day by posting, tweeting and generally talking about it on social media. Both Blackbaud and DonorPerfect reported an increase in giving resulting from these efforts.
Will your non-profit organization participate in the second annual #GivingTuesday this year? If so, then . . .

  • Mark your calendars for Tuesday, December 3, 2013
  • Start developing your online giving strategies to promote this opportunity to your donors
  • Get registered as an official partner

For more info, click here to read the #GivingTuesday FAQ page.
You might also want to do a little research on #GivingTuesday best practices. Hubspot published a great post titled “12 Ways to Amplify Your Giving Tuesday Campaign” that you may want to check out.
What does the homestretch look like for your non-profit organization’s fundraising efforts? Please use the comment box below to share. Why? Because we can all learn from each other, and it is the season of giving, of course!  😉
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

Do you value your non-profit brand?

Uncategorized

halo3Your non-profit brand is powerful. It is coveted by major corporations. It doesn’t matter if you are a major non-profit juggernaut like Boy Scouts or Girl Scouts or if you’re a teeny-tiny rowboat out there in the vast ocean of non-profit organizations. You are still valued. The mere fact that you are a non-profit organization, regardless of your mission, in and of itself is valued by corporate America.
These are all things that started rolling through my mind in the last few weeks primarily because of a Walmart ad I saw on television. I’m sure you’ve seen it, too. It is the ad featuring a number of different Walmart employees who list off all of the great things about working for this retail giant including:

  • education reimbursement benefit
  • health insurance as low as $40/month
  • career path opportunities (e.g. from the stock room to the boardroom)
  • matching gift program for every charitable gift made by an employee

It is this last bullet point that keeps sticking in my brain. In fact, it has bothered me for weeks. I knew in my gut there was a blog post somewhere in that commercial, but I just couldn’t put my finger on it . . .  until this morning.
walmartThe following are all facts (OK, they are facts according to Wikipedia so you may want to take them with a grain of salt):

  • Walmart is the world’s second largest publicly traded corporation
  • Walmart’s 2 million employee workforce makes them the largest private employer in the world
  • Walmart is the largest retailer on planet Earth

It would be fair to say that when Walmart sneezes, everyone catches a cold. This 800-pound gorilla of the retail sector is so big, they set prices for certain products in the many different marketplaces.
So, you’re probably asking what does any of this have to do with you and your non-profit brand.
Think about for two seconds. Here is one of the world’s most valuable and recognizable brands, and they’ve woven this message into their sale pitch:

Walmart is a good place to work because they match their employee’s charitable giving

In effect, Walmart is telling consumers the following things through this simply statement:

  • Walmart is a good corporate citizen
  • Walmart is charitable
  • Walmart’s strategy for keeping their philanthropy local is focused on their employee’s giving

halo1Have you heard of the “Halo Effect“?
In simple terms, the halo effect is when one brand affiliates itself with something the public considers “good,” which by effect means they are also “good“.  For example . . .
Charity is good. Walmart gives to charity through its employees. Therefore, Walmart must be good.
I believe my high school geometry teacher would’ve classified this phenomenon as “transitive properties“.  I think?
The fact that Walmart is shouting from the mountaintops that they match their employee’s charitable giving is a sure sign they believe the your non-profit brand is seen as a force for good in your community.
I cannot tell you how many times I’ve talked with a non-profit professional who doesn’t see the value of their generic or specific non-profit brand. To those of you who think you are too small or insignificant, I point you in the direction of Walmart as proof that you have something to offer businesses and corporations in your community.
Of course, there is a catch . . .
If you are abusing your non-profit brand, you will never be able to take advantage of the halo effect and integrate it into your fundraising plan as a cause-related marketing or sponsorship strategy.
halo4You may be wondering what I mean by “abusing your non-profit brand“. Here is just a short list of neglectful things:

  • running programs that don’t generate positive outcomes or impact
  • hiring poor employees and not training your employees
  • recruiting board volunteers who won’t and don’t advocate for you when circulating through the community
  • recruiting board volunteers who are seen as dubious by the general public (e.g. criminal, too political, or just simply a gadfly)
  • not investing in capacity building or organizational development, thereby increasing your liability and exposure
  • not having (or implementing) a written marketing plan and consequently being the “best kept secret in town“

The mere fact you are a non-profit organization puts you in a very special public light. I really believe this is what the Walmart commercial tells us. However, what you do from that point is up to you.
Do you want to invest in your non-profit brand and position your agency to take advantage of cause-related marketing and corporate sponsorship opportunities? Then I suggest you pull together a small task force of smart marketing people in your community and ask the following questions:

  • How are we communicating with donors? How do they perceive us?
  • What does the community at-large think of our organization?
  • What are we doing online and through social media? What are our strategies? Are they working? Are we reaching the audience we intended to reach?
  • What is our case for support? Is it written down? How are our board members and volunteers using this resource? How is our staff using this resource? Is this message being heard by our supporters?
  • What stories are we tell? How are we telling them? How old are those stories? Are the people we ask to tell those stories good storytellers?
  • If there was such a thing as a “marketing toolbox,” what tools are in that toolbox? How are we using those tools? What is missing? What needs to be added?

Whoa . . . I could probably go on all day with questions for your marketing task force, but this is a good start.
How are you investing in your non-profit brand to make it more valuable? Please use the comment box to share your thoughts, ideas 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

Crazy non-profit board meetings and some advice for board volunteers

Board development, Board governance, organizational development, volunteers

Dani Robbins is the Founder & Principal Strategist at Non Profit Evolution located in Columbus, Ohio. I’ve invited my good friend and fellow non-profit consultant to the first Wednesday of each month (or Thursday as is the case this month) about board development related topics. Dani also recently co-authored a book titled “Innovative Leadership Workbook for Nonprofit Executives” that you can find on Amazon.com. 

Board Meetings Gone Wrong

By Dani Robbins
regretsBoards meetings can quickly go from productive to destructive in any number of ways. The following are just a few lessons I’ve learned throughout the years and thought board volunteers might benefit from reading:
The morning after is too late
I cannot tell you the number of times in my career that a Board member has called me the morning after a board meeting appalled by something the Board voted to approve the night before, at a meeting they themselves attended. I can absolutely tell you the number of times those very same Board members have voiced their objections in the room: zero!
The next morning is too late. If you do not like the motion that is on the table, it is not only your right to object out loud and on the record, it’s your obligation.
Sometimes individual Board members come up with wacky (read: dangerous) ideas. When those ideas become motions that get seconded is when they go from wacky to possible. Motions that have no second die, and so do the ideas that spawned them.
Motions that are seconded prompt the chair to call for a discussion. If you are uncomfortable with the motion that is on the table, I implore you to speak. Silence is acquiesce. It is usually too late (and much harder) to address something after a vote has been concluded.
hell3When you don’t know where you’re going any road will get you there
No written agenda — or an agenda that isn’t followed — practically guarantees a long, meandering meeting that will only serve to frustrate those in the room, but won’t accomplish much beyond that. It’s also likely that such a meeting will not produce formal votes or minutes that capture what the Board has committed to accomplishing.
No strategic plan works the same way. In the absence of a plan, you will have a lot of people working on a lot of things that may or may not align because the Board has not articulated and voted upon a formal direction.
If everyone’s in charge, no one’s in charge
Boards elect Chairs to be in charge (of the Board). It’s awkward and feels weird the first time you chair a meeting, but the weirdness will pass when you begin to lead. However, not leading guarantees the weirdness moves in and sets up shop.
It’s the forth Tuesday at 4; let’s meet!
Don’t have a Board meeting if you have nothing to talk about. If there are no committee reports and no business for the Board to address, cancel the meeting.
At the end of the day, there’s no accounting for crazy
The easiest way to avoid crazy in the board room is to not let crazy on the board. A Board Development plan and a formal process to elect board members will weed out inappropriate board prospects, before they become inappropriate board members.
meeting1Time of Death: 2 hours after we started talking about this
Discussion that seems to be spiraling can be stopped by two of my favorite phrases:

  1. “Let’s call the question” which in Board speak means enough talking, let’s vote.
  2. “Let’s send this back to committee.” This phrase, when used by the chair, is a declarative statement that the board meeting has devolved into a committee meeting. When used by anyone other than the chair, it is a prompt to the chair that the discussion has gone on too long. In either case, there should be a vote, reflected in minutes, that the motion was be tabled pending the committee’s review and consideration of the issues raised.

What’s the Executive Director’s role?
Good Execs do their homework before the meeting and usually know how people are going to vote before the meeting begins……which doesn’t ensure they will do so.
If a meeting goes off track, Execs can:

  • stall by whispering the potential negative impact to the Chair and hoping they agree;
  • offer to get more information and bring it back to the board at a future meeting; or
  • recommend the motion be sent back to committee prior to being voted upon.

If you have to, board volunteers can object out loud and on the record but be aware that doing so will spend significant political capital. It also may not help, which does not mean you should not do it.
As mentioned in a post titled “Hiring, Supporting and Evaluating the Executive,”

“worrying about keeping your job precludes you from doing your job. You have to do what you believe is best, based on your experience, information and training, within the boundaries of your role and the law. We all know that any day could be the day you quit or get fired. That can’t stop you from leading.”

What’s been your experience? Have you seen Board meetings go off track? What has gotten them back on track? As always, I welcome your insight and experience.
dani sig

Handwritten letters … Simple yet powerful

Fundraising

thank you noteI am a member of Gen-X, and I behave like a typical person of that generation especially when it comes to my mailbox. I hate going to the mailbox. I hate opening mail because 99.9% of it is junk. Anything important comes to me via email, and all of my bills and charitable giving is set-up using automatic bill pay. So, imagine my surprise the other day when I was opening a three-week stack of mail, and I came across a handwritten envelope from one of my favorite local charities.
Inside of the hand addressed envelope was a simple thank you card with a handwritten message that said (and yes I am changing some of the wording to protect the innocent):

Erik-
Thank you for your support of XYZ Agency in recent years. With your help, we continue to expand our reach and now serve more than 350 kids on a typical school day.
Sincerely,
Jane Doe
Board Member

Two simple sentences, but they pack a powerful punch. This simple handwritten note was not in response to a recent contribution. It was out of the blue and unexpected. The reason this simple acknowledgement is so powerful is because:

  • it acknowledged my lifetime giving
  • it sent a clear message this agency appreciates my consistent and loyal support (because this was about my overall giving and not a specific gift)
  • they tied my giving to their success
  • they shared a data point that implies they are doing good things

Handwritten notes from non-profit organizations are rare.
According to Penelope Burk, who is the President at Cynus Applied Research and author of Donor Centered Fundraising, non-profit organizations use handwritten notes when they want to “maintain close ties with a donor“. On page 47 of her book, Penelope shares with her readers that her research indicates non-profits use handwritten than you letters when:

  • the donor is well-known to the writer (70% of respondents)
  • the gift is of exceptional value (68%)
  • the donor is also a leadership volunteer (42%)
  • the donor has been giving for a long time (39%)
  • the donor is prominent in the community (30%)

It is a funny thing because I recently started thinking that I should re-evaluate my charitable giving to this organization. The reason is because:

  1. I like to see and hear about what my charitable giving is doing.
  2. I like to see and hear about the outcomes and impact my charitable giving is helping accomplish.

The truth of the matter is that these needs haven’t been met recently (by this I mean in the last 12 to 18 months), but I have to admit a simple handwritten note has put all of that on hold.
Why?
Simply put, a note like this communicates a special relationship. When I look at my charitable giving portfolio, this letter reminds me that this agency is one of my top three “charities of choice“. A decision to change my giving pattern, especially when it comes to them, isn’t a decision that can be or should be made rashly or overnight.
Wow! Who knew that a handwritten note — two simple sentences — could be so impactful and do so much good?
How does your non-profit organization use handwritten notes? Is it a strategy that is part of a bigger stewardship plan? Do you have any success stories that you’d like to share that involve the power of a handwritten note? By the way, Penelope Burk has a whale of a success story that she shares on page 47 of her book. If you don’t have a copy of this book yet, you really need to go to Amazon.com and purchase one.
Please use the comment box below to share your thoughts and experiences. 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

A brush with history — Nate "Bobo" Smalls — and a non-profit epiphany

organizational development, volunteers

bobo1Every once in a while this job allows me to do something fun and amazing. Last week was one of those times. During an organizational assessment project, I had a brush with history when one of my interviewees turned out to be Nate “Bobo” Smalls. Who is this guy? Quite simply, Bobo is one of the last remaining baseball stars from the Negro Baseball League, which is a piece of history that the world tries very hard not to remember or honor. I walked away from my interview with Bobo with goosebumps on my arm.
Of course, I am obligated by a confidentiality agreement with my client. So, I cannot share with the DonorDreams blog audience things like who my client is and what Bobo said in that interview about their organization. However, there are a few things in the public domain about Bobo that are fair game.
I have whittled those few things down into bite size nuggets of wisdom in the next few sections.
Do you know what is wrong with our communities today?
Throughout my time with Bobo, he kept coming back to a central theme and his explanation of what is wrong with the world today.
Apparently, back in the day, our communities were blessed with what Bobo described as mentors. These were older men and women who were wise, and they took it upon themselves to share their wisdom with the world regardless of whether or not they knew you.
bobo2Bobo recalled every neighborhood having at least one mentor.
They would sit on their porch, and they were accessible to anyone who sought their counsel. When they circulated throughout the community, they would stop young people who they thought were creating mischief or on the wrong path in life and talk with them about the error of their ways.
Our world is a different place today. It operates at a different speed. We build fences around our houses, and many of us mind our own business. We work hard at keeping our nose out of other people’s business.
When I allow my mind to wander beyond Bobo neighborhood construct, I am hard pressed to identify many business professionals who I see mentoring young up-and-comers.
Bobo is right . . . there aren’t many true mentors left.
Talking the talk. Walking the walk.
It would be easy for Bobo to retire to a rocking chair and tell stories. He is one of the last Negro League barnstorming players. He earned his golden years.
Instead of fading away into the pages of history and lamenting the loss of mentors in our society, Bobo goes to work every day in his neighborhood park. With the support of his local municipality and his neighbors, he does outreach work with kids who hang out on the streets. Many of these kids are the same ones joining gangs. He organizes basketball leagues and sports tournaments, and he does a lot of talking and mentoring.
If my grandmother was right and “idle hands are the workshop of the devil,” then Bobo is an angel who is one of those rare people who does more than just complain about what is wrong with the world. He does something about it.
bobo3The epiphany
When you look at Bobo Smalls’ career and listen to him wax poetic about his neighborhood and community, it is hard not to walk away without having learned a few lessons. The following are just a few non-profit epiphanies I took away from my time with Bobo:

  • Your non-profit organization most likely functions in the capacity of those individuals that Bobo described as mentors. Do you take that responsibility seriously? If so, how? By going back in time and talking to a treasure like Bobo, what epiphanies might you experience that could influence your agency’s programming?
  • You have the personal capacity to mentor a young professional in your place of work. If youth is more your passion, then you also have the ability to get involved in a mentoring-focused non-profit organizations like Big Brothers Big Sisters and Boys & Girls Clubs of America. What is stopping you? Once you identify those barriers, what will you do about it?
  • Many non-profit organizations are really good at assessment (e.g. talking the talk), but fewer are good at implementing change (e.g. walking the walk). For example, I hear agencies complain a lot about the state of government funding today, but they aren’t aggressively changing their fundraising plan. What is your agency doing to drive change? What approaches, tactics and tools do you use? How do you keep yourself from turning into one of those people who complains about everything but does nothing about it?
  • Collaboration is key to success, and Bobo is a living testament to this. It is true that Bobo took to the streets on his own accord and started the hard work of outreach and programming. However, he quickly engaged others like the city government in a conversation focused on how they could help and sustain his efforts. Who is your agency collaborating with to implement your mission and vision? Is it a real collaboration or is it just a partnership in name only to impress funders?
  • Persistence is also the key to success. Bobo played for the Indianapolis Clowns from 1965 to 1986. There is a great story about how he invited himself to the Kansas City Royals spring training camp as a “walk-on” player even though the team had a policy of not accepting walk-ons. Does your agency practice tenacity? If so, how?

I ask lots of questions in the aforementioned bullet points. Please use the comment box below to weigh-in with your thoughts and experiences.
The man. The legend.
There isn’t much information out there about guys like Bobo Smalls. Click here to visit the Negro Leagues Baseball Museum website if you want to learn about others like Bobo.
If you want to view a YouTube clip of Bobo talking about his days as a Negro League player, I’ve included this link for your enjoyment:
[youtube=http://www.youtube.com/watch?v=osWxe4qCZak]
Every community possesses people like Bobo. They are a treasure. Can your organization benefit from engaging those people? I suspect you can. When you figure it out, please circle back to this post and let us know what happened.
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

Meet Ernie Gamino: The best fundraising pro who isn't a fundraising pro

Donor-centered fundraising, Fundraising, Planning

ernie gaminoIt happens every year. My partner and I get a phone call from Cindy, who is Ernie Gamino’s assistant, and she asks us to please schedule a year-end sit down meeting. Ernie is our Edward Jones financial advisor, and getting time in both of our calendars is a challenge. However, we found some time this past Saturday. I’m glad we did because I discovered that Ernie is a really good fundraising professional, who has never been trained as one or worked at a non-profit organization. We can all learn a lot from Ernie and his colleagues.
Let me set the stage for you. It was Saturday morning. I was cranky after spending too much money on a Friday night. I really just wanted to hang around the house. The last thing I wanted to be doing was talking to my investment advisor about retirement, which seems like a far away fantasy world to this 43-year-old.
The meeting
ernie2I started the meeting off by growling at poor Ernie. I wanted to know why this annual meeting is necessary? Can’t he just go about doing his job and call me when he needs to get permission to do something with my investment portfolio.
Since the customer is always right, Ernie responded perfectly and with a smile. He simply said that he can do anything I ask of him, but he didn’t stop there. He continued quickly to share the following:

  • He has it set in his calendar to call me every two months.
  • His bi-monthly calls prompt him to review my portfolio and look critically at whether or not anything really needs to be done.
  • His annual year-end sit down meeting is a best practice. It allows him to educate me on where the market has been and where it is going. It also allows him to tell me what I should be doing differently.

Sigh! He made his point. He is right. I am wrong. So, I shut up and let him continue with the meeting. Here is what we talked about over the course of approximately 60 minutes:

  • ernie3We talked about his Northern Illinois University (NIU) football team and the state of the BCS football system.
  • We re-visited the reasons my partner and I chose Edward Jones over the countless other financial management firms out there. We like the old fashion Edward Jones approach to business development and asset management. It was nice to talk for a few minutes about that decision. It was re-affirming and rewarding.
  • We talked about our personal information. We reviewed email addresses, phone numbers, accounts, etc. While I  thought this was mundane, it turns out that we did have some information change in the last 12 months. It was a good thing he asked so our records could be updated.
  • We talked about a recent seminar Ernie facilitated for his clients about the Affordable Care Act (aka Obamacare). While we didn’t attend, it was a subtle reminder that he offers those free services and we should be participating. Hmmm? Maybe some day. Besides, what a nice value added service.
  • We looked at our investments as well as the market. It was a good thing we did because my partner’s portfolio was unbalanced because of how the market has evolved recently.
  • Ernie showed us projections of how our assets might grow or shrink based upon decisions we are making today. He made a few suggestions about increasing our savings, reducing our expenses, and doing some estate planning. He even got us talking about whether it was smarter for me to close my consulting practice and go back to work for a non-profit agency who could match my retirement account contributions. I dunno . . . but these were good things to be thinking and talking about.

The truth of the matter is that I like to see how my money is invested. I like to feel involved in the decision-making process even though at the end of the day I always tell Ernie to do whatever he thinks makes the most sense. He is after all the expert.
Regardless, it is nice to feel informed and involved.
At the end of our meeting, Ernie walked us next door in the strip mall and introduced him to a fellow merchant, who just so happens to be a client. He made a connection.
Lessons learned
As I walked away from this encounter with Ernie Gamino, I realized how wise this young man is and how much fundraising professionals could learn from him.
Here are just a few of the takeaways:

  • Communicate regularly with your donors. They want to feel involved.
  • When a donor pushes back, listen to them. Offer to adjust your communications plan with them, but educate them about why you’re doing what you’re doing. You may be surprised at how they respond.
  • Personal information changes regularly. You need to review it and change it or your donor database will become garbage. Routine phone calls and sit down meetings are the perfect opportunity to do this kind of work.
  • Talk about things (e.g. football, tattoos, etc) with donors. While it might not have anything to do with your mission, you’re deepening a relationship, which is the most valuable thing you can ever do when it comes to donor communications.
  • Share information with the donor about what their contribution is helping support and the results coming from those programs. People like to feel involved. When this happens, then you get a deeper sense of engagement and donors don’t walk away from your mission.
  • Share other opportunities with donors about how they can do more. You never know where that conversation goes, and it can be done in a donor-centered way that doesn’t feel like you’re pushing.

Ernie doesn’t sit down and call all of his clients. He said that some people are really passive with their investments. So, he just periodically checks in on them to see if their circumstances have changed and to update their records. In other words, you should segment your donor database and decide who needs to hear from you and how often.
Does your agency have a formal donor communications plan and strategy. If so, what is it? What does it look like? If not, then why not and what are you planning to do about it? Please use the comment box below to share your thoughts and experiences. 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
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http://www.linkedin.com/in/erikanderson847

Where do you get your non-profit inspiration?

Uncategorized

einsteinFor two days this week, I’ve been holed up in a little room interviewing donors, community leaders, and collaborative partners as part of an organizational assessment project. When you work in a small room for an extended period of time, you tend to notice every little thing. It was during this time that I found inspiration literally painted on the walls, which got me wondering where you and your non-profit organization gets its inspiration?
Today’s post is short and sweet because I am limited in time. I thought that I’d share some of the inspirational quotes painted on the walls of the room where I conducted interviews.
Hope is the thing with feathers,
That perches in the soul,
And sings the tune without the words,
And never stops at all.
~Emily Dickinson
dr seuss
When you fish for love,
Bait with your heart, not your brain.
~Mark Twain
Today you are you,
That is truer than true.
There is no one youer than you.
~Dr. Deuss
Promise me you’ll always remember,
You’re braver than you believe,
And stranger than you seem,
And smarter than you think.
~Winnie the Pooh
Only a life lived for others is a life worthwhile.
~Albert Einstein
winnie the poohI know that today’s post is a little different from the typical DonorDreams blog post, but working in that small room surrounded by those quotations got me wondering:

  • Do you have a favorite quotation that you turn to for inspiration when things get tough at your agency?
  • How do you surround yourself, your employees and clients with inspiration?

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

BOO: Halloween is a non-profit holiday

Fundraising, resource development

Happy Halloween everyone! In the spirit of today, I decided to reach back into the DonorDreams archives and re-post an article from two years ago. Are your children collecting donations for UNICEF? is your non-profit agency using Halloween to steward donors? We’re re-hashing these issues today. Enjoy!

BOO: Halloween is a non-profit holiday

By Erik Anderson
reposted from October 31, 2011
unicefI just love this time of the year. The temperature outside is lovely. Trees are turning colors and putting on a show. Charity is coming into focus for millions of Americans. Last year approximately 174 million Americans donated approximately $50 billion to charities during the holiday season. While most resource development people will tell you this all starts with Thanksgiving, I contend that Halloween is when the starters gun goes off in my head.
I was reminded this past Saturday afternoon when two kids came to my door holding a small orange box and asked if I’d consider donating some pocket change to UNICEF. Not only do I have fond memories of doing the same thing as a child, but I realized that it might have been the very first time I ever solicited anyone for anything on behalf of a child.
My passion for charity and professional career path might have started all because of a UNICEF box more than 35 years ago.
This realization got me thinking . . . perhaps the year-end charitable giving season starts with Halloween and not Thanksgiving.
Let’s put solicitation to the side. Halloween can be a stewardship opportunity. In fact, non-profit organizations can turn most holidays into stewardship opportunities for their donors as I wrote in my post titled “Stewardship opportunity on Labor Day” which is one of my better read posts of all time. Go figure!
Here are just a few thoughts I have for how your agency can use Halloween to frame your case for support heading into the holiday season:

  • Host a Halloween costume party for your top 100 donors. Don’t solicit them. Just invite them to come to a free event, have some fun, and hear a few short testimonials about how your agency is using their investment from earlier this year to do good things. End everything by saying you hope they will consider reinvesting with a contribution to your year-end holiday mail appeal that is sure to appear in their mailbox in a few weeks.
  • Organize a phone-a-thon where volunteers call donors to whom you plan on mailing your holiday mail appeal. Use a “trick-or-treat” script that talks about how your non-profit doesn’t believe in “tricks” which is why you are calling with a Halloween “treat,” and then read a small snippet of outcomes measurement data that you’ve recently been collected. Thank the donor for helping your agency achieve that specific accomplishment and then end by saying you hope they will consider re-investing when your year-end holiday mail appeal arrives in their mailbox in a few weeks.
  • Simply organize a Halloween theme inspired stewardship mailing (e.g. a ghoulish looking impact report). Don’t ask for any money. Just communicate some return on investment information and thank them for their previous charitable contribution. This can softly frame your case for support in donors minds just a few weeks before you send a solicitation mailing.

As I said in my Labor Day blog post . . .

Many non-profit organizations struggle with stewarding their donors and instead become solicitation machines (which ironically burns out donors and creates a cycle of turnover). When I’ve talked to my non-profit friends and asked WHY, the most common answer I’ve heard is that time is a limited resource.

So, take a look at your stewardship calendar and ask yourself how you can do a better job of aligning these activities with holidays.
Does your non-profit organization have any fun and effective stewardship activities and best practices wrapped around holidays? If so, please use the comment box to share because we can all learn from each other.
Here is to your health! And oh yeah . . . BOO . . . Happy Halloween!!!
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

Formula for a successful non-profit board volunteer

Board development, Board governance, volunteers

equationIt seems like I’ve been on the road a lot this month, and this allows me to interact with all sorts of talented and amazing non-profit professionals. In fact, just last night I was at dinner with another non-profit consultant who shared with me his “formula” for a successful board volunteer.
Just so you don’t think that I am stealing, I told this person that I planned to share his formula with the world this morning via the DonorDreams blog. Needless to say, I have his blessing.   😉
Here is his secret recipe that he shares in his board development and governance trainings with board volunteers on how to be good at their job:

12 + (3+1) + 3 + 1 + 1 + 70% + 100%

Let me decipher this formula for you:

  • Make 12 thank you (stewardship) calls per year
  • Take three donors on a tour of your facility and also invite a prospective new donor on a tour
  • Make three in-person solicitation calls as part of your agency’s fundraising program (preferably the annual campaign pledge drive, but it can be a major gift solicitation or special event sponsorship call)
  • Spend one hour per year volunteering on the front line in a program (so that you can be credible when talking to others about your agency)
  • Participate in one standing committee or task force of the board
  • Attend at least 70% of board meetings
  • Be an advocate of 100% of the board making a personal financial contribution to the agency

There you go . . . pretty simple. Of course, this is one person’s opinion about what it takes to be a good board volunteer.
In your opinion, is there anything missing? Would you modify this equation? If so, then how would you do it? Do you have an easily digestible equation like this that you like to share with new board prospects? Please use the comment box below to share your thoughts and experiences. 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