Great non-profit advice from those boxes in my basement: Part 3

April 11, 2013 erik volunteers

On Monday, I shared with you that in the corner of my basement, there is a small mountain of boxes from my last place of residence. I’ve decided after seven years, none of it can be very important. So, I’m opening the boxes and starting to trash the contents. In the very first box I found a treasure trove of training materials from when I worked for the Boy Scouts (BSA) as a District Executive in the 1990s. I decided that the readers of this blog might find some of it helpful and useful. On Monday, I shared with you BSA’s tips for running an annual campaign. Yesterday, I offered you the Scouts’ perspective on volunteer management. Today, we will look at volunteer retention.

Unlike the last two BSA documents that I blogged about, this last one was not what I would call “simple”. It was not a brochure or a laminated card for your wallet. It was a 32-page manual titled “Selecting District People,” and Section VIII is all about “Volunteer Retention“.

I really love how the BSA starts Section VIII off with the following limerick:

There once was a chairman named Tad,
Who recruited new people like mad;
A whiz we all thought,
But the trouble he brought
‘Cause they left ‘fore they served; it was sad!

I think this really says it all! Don’t you?

The BSA credits the Boy Scouts of Canada with coming up with the following “seven keys to the care and maintenance of volunteers:”

Recruit the volunteers you need.
Reclaim the volunteers who left scouting.
Refuse/reject volunteers who are not suitable.
Retain the volunteers you have.
Recognize the volunteers you have.
Rotate volunteers who need more challenging work.
Refer the volunteers who move.

Wow . . . seven ‘”R’s” . . . pretty clever. 😉

This section goes on to offer many different retention ideas, and the following are just a few:

Know your volunteers’ interests and align their volunteer opportunities with those interests.
When you see a volunteer exhibiting “burn out,” don’t wait until it is too late. Engage these volunteers early and help them change to new duties.
Volunteers sometimes drop out for personal reasons (e.g. health issues, divorce, work stress, etc). When this happens, keep in touch with them and invite them back when the situation is resolved.

For me, a good volunteer program has one central value that guides it . . . volunteers are members of your family and should be treated as such.

Just a few days ago, I received an email from my online friend Joanne Fritz at about.com. One of her stories was titled “What Do Your Volunteers Want? 10 Ways to Make Volunteers Happy“. She really takes the issue of volunteer retention to a new level. If you have a minute or two in your busy non-profit day, I strongly urge you to click-through and read this post. I know it will generate a few “AH-HA” moments for you.

While the mountain of boxes in the corner of my basement is still large, I’m stopping this series of blog posts here before it gets too stale. Besides, I’ve only gotten through one box so far and I have to pick-up the pace. LOL 😉

Is your agency trying to build a volunteer recruitment and management program? If so, how is it going? Do you track volunteer retention? What are you doing to improve your retention rates? Please share a few of your thoughts and ideas 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
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Great non-profit advice from those boxes in my basement: Part 2

April 10, 2013 erik Board development, volunteers

On Monday, I shared with you that in the corner of my basement, there is a small mountain of boxes from my last place of residence. I’ve decided after seven years, none of it can be very important. So, I’m opening the boxes and starting to trash the contents. In the very first box I found a treasure trove of training materials from when I worked for the Boy Scouts (BSA) as a District Executive in the 1990s. I decided that the readers of this blog might find some of it helpful and useful. On Monday, I shared with you BSA’s tips for running an annual campaign. Today, I will offer you the Scouts’ perspective on volunteer management.

The document I pulled out of the box is super simple. It is a brochure titled “Six Major Tasks for Volunteer Success: To Strengthen District Committees and Commissioner Staffs“.

Define Responsibilities. Volunteers must know what is expected for them to be successful. Carefully define, in writing, the responsibilities for each position.
Select & Recruit. Fit the right person to the job. Consider each prospect’s skills, interests, and other relevant factors. Consider the variety of motivating factors for people getting involved. (And then BSA instructs its employees to use recruitment best practices and references other manuals)
Orient & Train. Provide each person with prompt orientation on the individual assignment and with adequate training to be successful. (Again, BSA references another three manuals for training curriculum)
Coach Volunteers. Provide ongoing coaching as needed. Build a volunteer’s confidence and self-esteem. Help conserve a volunteer’s time. Coaching should be provided by the appropriate chairperson or professional.
Recognize Achievement. Prompt volunteer recognition has an important impact on the tenure and quality of service in the district. Recognition must be sincere, timely, and earned. Use the great variety of formal BSA recognition items, but also be creative with frequent locally devised thank-yous. Even more effective may be the personal “pat on the back” for a job well done. Recognize volunteers on a face-to-face basis, from a person of status, and preferably in front of the volunteer’s peers.
Evaluate Performance. Help district volunteers regularly evaluate how they’re doing. (Would you be surprised to learn that they reference yet still more manuals)

For those of you worrying that I’m violating copyright law, rest assured there is nothing on this brochure that indicates this is copyrighted. Additionally, these six points are all best practices dating back to Biblical times (maybe I’m exaggerating . . . or am I?). Finally, I am infamous for ending my blog posts by saying something like “please share your thoughts in the comment box below because we can all learn from each other“. I guess I’m just imposing my teachable point of view on the Scouts.

C’est la vie!

Reviewing this old 1997 BSA volunteer document, I am struck with the following thoughts:

It is super impressive that the BSA seems to have a manual for everything, which gives new meaning to the expression “They wrote the book on that.”
BSA is dependent on hundreds of thousands of volunteers to implement their programming. It makes sense that they’ve invested countless time, energy and money in developing resources. I wonder if there are collaboration and strategic alliance opportunities for your organization around volunteer recruitment and management. What’s stopping you from reaching out to your local council and starting a dialog?
Boiling it down into six simple tips is misleading and confusing because the devil is always in the details. It is easy to say “Coach volunteers,” but the trick is doing it. There is nothing simple about these six steps, and the BSA has been honing their expertise in the area of volunteer recruitment and management for more than a century.

Is your agency trying to build a volunteer recruitment and management program? If so, how is it going? How many manuals have you developed and on what subjects? Have you hired a volunteer coordinator yet? Please share your thoughts and experiences in the comment box below.

Here’s to your health!

High Functioning and High Profile?

April 9, 2013 erik Board 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 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.

There are some very high-profile and high functioning Boards on which community leaders serve with distinction. There are other high-profile yet lower functioning Boards on which people serve because they believe in the mission and it’s also good for their company, career or ego. It’s hard to tell which is which, and it may even be hard to decide which you want.

High profile Boards where nothing strategic is happening but everything is basically fine may be enough for you. Then again, it may not. Even if it is, “basically fine” is hard to qualify. How do you know?

If you are invited to serve on the Board of a respected community organization, the best – and really only – way I know to find out what type of board it is, is to ask lots of questions. Those questions include asking about a typical meeting, about the agenda, topics covered and the quality and quantity discussions; about the CEO and how he or she operates.

Is it a yes Board or a working board?
Is it a Board whose meetings include generative and strategic discussions or one that solely focuses on its fiduciary responsibilities?
Does the organization have a vision of where they’d like to be at some specified point in the future?
Are there organizational values?
Do they align with your values?
Is there a strategic plan?
Are there goals the CEO is working toward?
What are they and by who were they set?

The answers will tell you a lot.

If a typical meeting has no written agenda, you know going in that conversation is likely to wander off topic.

If the meeting is described as primarily votes and committee reports with approvals to follow or the vote being tabled until the discussion at hand is taken up by the committee, with others invited to attend, you know there is a Chair who knows how to run a meeting and who is also running a primarily fiduciary focused Board.

If there are robust discussions that challenge the status quo, decisions that move forward the organization’s vision and generative discussions that consider all constituent groups’ positions, you have a Board that is fiduciary, strategic and generative.

Alternatively, if there is very little discussion, you may have a high-profile but lower functioning Board. Further evidence of this will be if there are no organizational values, no vision, no strategic plan and if the goals were set by the CEO for the CEO.

The CEO’s goals are usually tied to the Board approved strategic plan. In the absence of a plan, the Board sets the CEOs goals and evaluates the CEO based on the accomplishment of those goals. CEOs that set their own goals without any Board input also tend to set the direction for the Board, both signs of a lower functioning board and also an indication of boundary issues. Other evidence of boundary issues, though on the other side, includes Board meeting topics that are operational in nature.

Boundary issues mean the Board acts on things traditionally done by the CEO, and the CEO performs duties traditional completed by the Board. The combination creates a lower functioning Board that, high-profile or not, may not meet your Board service goals or its governance responsibilities.

As described in a previous post The Role of the Board, “the Board is responsible for governance, which includes Mission, Vision and Strategic Planning; Hiring, Supporting and Evaluating the Executive Director; acting as the Fiduciary Responsible Agent, setting Policy and Raising Money. Boundary creep makes the accomplishment of governance responsibilities challenging, which in turn compromise the achievement of high functioning.”

Of course, high functioning and high profile Boards are not the only options. The opposites, low profile and low functioning, are quite prevalent and also easier to spot.

Like anything, it’s important to know what you want out of your Board service before you determine the Board that is right for you to serve. High profile doesn’t necessarily beget high functioning. What’s right for you?

As always, I welcome your experience and insight.

Great non-profit advice from those boxes in my basement: Part 1

April 8, 2013 erik Fundraising

In the corner of my basement, there is a small mountain of boxes from my last place of residence. It is stuff that was deemed unimportant at the time of unpacking, but important enough (for whatever reason) not to throw away. Of course, almost seven years later none of those boxes have been touched, which begs the question: “Can any of it be important and can we trash it?”

I opened my first box last night and found a treasure trove of training materials from when I worked for the Boy Scouts as a District Executiv in the 1990s. Yes, I did have the internal fortitude to put all of it in the recycling bin this morning. However, I decided that the readers of this blog might find some of it helpful and useful.

Throughout the week, I will periodically post some of the wisdom from those training documents here on DonorDreams. Hopefully, you will find some value in it.

Today, I will share with you the contents of a laminated card that measures two inches wide by three inches tall. The title on this card reads: “Elements of a Successful FOS Campaign.”

FOS is an acronym that stands for “Friends of Scouting,” which is an annual campaign pledge drive that every district executive runs in the beginning of the calendar year.

This laminated card contained the following eight pieces of advice for running a successful annual campaign:

Follow the plan.
Recruit the “right” volunteer.
Conduct effective prospect and evaluation meetings.
Conduct quality kickoff meetings.
Schedule report meetings.
Hold a first-class victory celebration.
Follow up in a timely manner.
Follow the plan.

Succinct. To the point. Right on target.

Does your agency run an annual campaign pledge drive? If so, what is missing from this 2×3 laminated card? Anything? What advice would you add? Or did the scouts hit the nail on the head? (And isn’t it amazing how much you can capture in such a small space when you put your mind to it?)

Here’s to your health!

The Millennials are coming: Non-profits will either evolve or die!

April 5, 2013 erik Fundraising, organizational development, Planning

Welcome to O.D. Fridays at DonorDreams blog. Every Friday for the foreseeable future we will be looking at posts from John Greco’s blog called “johnponders ~ about life at work, mostly” and applying his organizational development messages to the non-profit community.

In a post titled “Survival Is Not Mandatory,” John talks about our always changing world and workplaces and how we need to evolve in order to remain viable and relevant. His conclusions are simple: 1) Evolve or die and 2) Survival is not mandatory.

Sometimes timing is everything. When I read this blog post, I was on the treadmill with my new iPad with Morning Joe on the television in the background. The television talking heads were droning on about marijuana legalization and they flashed the following graphic on the screen:

My first reaction was “Huh, it’s interesting that the opinion lines recently crisscrossed.” My second reaction was “Hmmmm, where have I seen another graphic like that?” And within moments, I remembered that the other similar graphic was this one about same-sex marriage:

These two thoughts were colliding in my mind as my feet trudged along on the treadmill, and then my eyes went back to my iPad and John’s blog post about change. My first thought was “What is driving all of this immediate change so quickly?” And my second thought was “I wonder what implications these trends may have for non-profit organizations, fundraising, resource development and philanthropy?” Almost immediately, I remembered seeing the following chart in a Giving USA Spotlight newsletter:

It was at this point I realized the meteor has hit our planet, the weather patterns are changing, and change is starting to happen rapidly. The change we’re experiencing in our society is exponential.

If you are scratching your head and find yourself saying “HUH,” then I encourage you to look more carefully at the previous graphic. The oldest members of the Millennial generation are already in their 30s. Combine this with the fact that the Millennial generation is almost as large as the Baby Boomer generation (e.g. 79 million Boomers vs. 75 million Millennials) and then factor in the 51 million GenXers, and you have the recipe for rapid change.

Still not convinced? The consider the fact that every day for the next 19 years it is estimated that 10,000 Baby Boomers will retire EVERY DAY. In 2014, Millennials will make up 26% of the workplace and this number will soar to 36% by 2020.

Let’s face the grim realities here:

Every single day there are a number of Silent/Greatest generation and Baby Boomer generation individuals who are dying and retiring.
Every single day there are a number of Millennials who reach voting age and enter the workforce.

LOL . . . I am reminded of that famous quotation by Ross Perot speaking to that “giant sucking sound”. In this instance, I don’t think we’re talking about NAFTA. In this example, that giant sucking sound is the vacuum being filled by Millennials.

So, what is the end result? What does all of this mean for non-profit organizations? Fundraising? Philanthropy?

Well, I am not a fortune-teller, but the following thoughts have crossed my mind:

The workplace characteristics for non-profit organizations will change quickly.
The donor profile will change quickly.
The client profile will also change quickly.

I suspect most “best practices” won’t change (e.g. face-to-face solicitation is the most effective way to secure donations), but I can imagine that strategies and tactics need to adapt and evolve. For example . . .

We know that once a donor retires their charitable giving habits seem to change. With 10,000 Baby Boomers retiring every day, I suspect resource development plans need to evolve because at this point in time Boomers make up the bulk of most agencies donor databases. (Did you know that 69% of Boomers donate to charity compared to 33% of Millennials? Source: Center on Philanthropy Panel Study)
We know that direct mail is effective with Baby Boomers much more so than it is with Millennials.
I suspect that fewer Millennials physically own checkbooks than their Baby Boomer counterparts.

(I wonder how eBanking impacts traditional charitable giving systems?)
We know that Millennials volunteer at higher rates than any other generation.

John ends his post by simply stating “But survival is not mandatory.” This revelation is striking because it causes me to wonder: Which non-profits are going to adapt? Which agencies are going to die? How will those who survive evolve and adapt? When will that process start? When will resource development plans start to reflect these changes? Who will step up and lead on these issues?

If you are feeling overwhelmed, I can appreciate that, but paralysis is the enemy of evolution and adapting.

My best suggestion to those of you who don’t know what to do or how to proceed is commit yourself to learning more. Click here to read a great publication titled “Charitable Giving and the Millennial Generation” from the Giving USA Foundation at The Center of Philanthropy at Indiana University. There are a lot of great “AH-HA” moments in this publication. Hopefully, it will get you and your organization pointed in the right direction.

As many of you know, I am a GenXer. As I finish this blog post, I suddenly have a song running through my head and I can’t get it to stop. Upon a little reflection, I now realize that this song is my generation’s anthem and characterizes our lifelong struggle with Baby Boomers and Millennials. Click here if you want to get inside my head and enjoy what I am sure will become my generation’s rally cry. 😉

Please scroll down to the comment box and weigh-in with any thoughts you may have about the questions I posed a few paragraphs ago. We can all learn from each other.

Here’s to your health!

Non-profit lessons in a pot of split pea soup

April 4, 2013 erik Fundraising, organizational development, volunteers

After last weekend’s Easter celebrations, I had a lot of ham leftovers. So, I decided to do what I normally do . . . I went to the store and bought all of the ingredients for split pea soup. This is what my mom did when I was a kid, and this is what I now do as an adult. Unfortunately, this year’s undertaking went horribly wrong, but the good news is that I walked away with a story that all non-profit organizations will appreciate.

I worked on this pot of soup all day long on Monday. Split peas, celery, carrot, onion, garlic, bay leaf, salt, pepper, marjoram, and leftover ham from Easter. Boil . . . then simmer . . . then gently heat throughout. Stir, stir, stir some more. Taste, stir, taste, stir . . . you get the idea.

As this process unfolded, I kept retreating to my home office to work on projects for clients. Long story short, I got really wrapped up in something work-related and forgot to stir the soup for an hour-and-a-half. Needless to say, I burned the soup. Here was what I ended up doing between 6:00 pm on Monday night and 11:00 am on Tuesday morning in an attempt to remedy the situation:

Call Mom and cry . . . then ask for her expert advice.
Transfer soup from burned pot to new pot.
Add water.
Add more spicing.
Add more onion, celery and carrot.
Add more peas.
Add more ham.
Add more spices.
Go to Google and search: “I burned my split pea soup.”
Read lots of crazy internet content about how to fix a pot of burned split pea soup.
Deep breath . . . add a heaping tablespoon of peanut butter to the soup.
Cry some more because now I had a pot of burned peanut butter soup.
Sleep and dream about burned peanut butter (supposed to be split pea soup)
Wake up to attend a meeting at a local coffee shop. Bringing a mug of my burned soup to the meeting and ask friends to taste it and weigh-in with their opinions.
Call Mom and brother fromon my way home from the Tuesday morning meeting to beg for any advice they may have been holding back on.

Let me stop here and bridge this topic over to our work as non-profit and fundraising professionals.

As I look back upon my time on the front line, I dealt with a ton of burnt pots of split pea soup. Here are just a few examples:

Hiring the wrong person to do a job.
Recruiting the wrong person to help with a fundraising campaign.
Recruiting the wrong person to serve on the board of directors.
Asking the wrong board members to serve on the wrong standing committee.
Investing way too much time cultivating a prospective donor who had no intention of ever making a contribution.

In each of these business examples, I did the same thing as I did with my pot of soup. I kept sinking more time, energy and resources into fixing a situation that just wasn’t fixable.

In the case of making the wrong hire, it was additional meetings, coaching, corrective action plans, and more corrective action plans.

In the case of the fundraising volunteer, it was additional meetings, taking tasks off their plate and doing it myself, and recruiting a co-chair and other volunteers to supplement the work I originally had counted on them to do.

My partner (and the love of my life) is a corporate sales tax guy. He hangs around accountants all day long, and he is constantly telling me:

“Sunk costs are never a consideration!”

As much as it pains me to say, he is right.

As for my pot of burned pot of split pea soup, my mother and brother convinced me to throw it out and start from scratch on Tuesday morning.

All of those sunk costs kept making the pot of soup bigger and bigger, which is what made throwing three gallons of soup in the trash so difficult. If I had only listened to what my partner is always telling me, there would’ve been a lot less food (and money) going in the garbage.

As it relates to your non-profit organization, it is important to remember that your time is money. This means hiring the right people and recruiting the right volunteers is very important. Failing to do so is the equivalent of making an ever expanding pot of burned split pea soup.

You might as well open your wallet and start burning dollar bills. It is the same thing! And what non-profit organization has enough money laying around to do that?

How do you make sure you are hiring and recruiting the right people? How do you know when to pull the trigger and cut your losses when it comes to volunteers and staff? Please use the comment box below to share stories or best practices because we can all learn from each other.

Here’s to your health!

Non-profit boardroom diversity includes a man named Thomas

April 3, 2013 erik Board development, volunteers

Easter was just a few days ago, and I still have things like fake basket grass, plastic eggs, and empty calories on my mind. I’ve also been working hard at turning leftover ham into split pea soup. Apparently, other bloggers have Easter on the brain because I just read a great post titled “Who’s Your Thomas?” that Tom Okarma posted on the Fox West Philanthropic Network’s LinkedIn discussion board. I loved this blog post because it was better than anything the Easter Bunny brought me . . . it was the gift of “AH-HA”.

As you probably get from the title of the post, Tom talks about the value of having a board volunteer who is not a rubber stamp. In fact, this person actively doubts all sorts of things that your agency is about to undertake. They express their concerns. They ask questions . . . lots of them. They share what they believe is the “unvarnished truth” regardless of whether or not the timing is convenient.

When I was on the front line, my Doubting Thomas was a board member named Lee.

I wish I could tell you that I used Lee’s talents appropriately, but I cannot. I worked hard to silence him, and more than a decade later I now see how wrong I was.

Gosh darn it . . . hindsight really is cruel. LOL

Guarding against the rubber stamp

I cannot count how many times I’ve seen a group of people sit around a table, discuss an issue, and look like a bunch of bobble-head dolls. Let’s face it. People are busy and on any given day we can get distracted and fail to focus on the business at hand.

If you have “Board Member Thomas” sitting around the table, the odds are much higher that the bobble-head dolls might bobble at a slightly slower pace and fewer mistakes/oversights might be made.

Improving the decision

One of the things I’ve seen work when it comes to satisfying “Board Member Thomas” is answering their questions. This usually entails more than just verbally telling them what they want to know. It almost always involves data, reports, and documents. After receiving these things, it also almost always involves discussion, discussion and more discussion.

In the end, this information and discussion results in better boardroom decision-making.

Too much of a good thing is always bad

On a few occasions, I’ve had the privilege of being in a non-profit boardroom full of Doubting Thomas board members. Just thinking about those few experiences still sends a chill up my spine. LOL Would you be surprised if I told you those boardrooms brought the expression “paralysis by analysis” to life?

There are two important points that need to be made here:

Diversity is about more than just age, gender and ethnicity. It includes all kinds of other factors: profession/occupation, personal and career experiences/successes, social networks, and . . . yes . . . personality types (e.g. Doubting Thomas).
The funny thing about diversity is that if you over-pursue one thing, then you end up losing your diversity. Target too many Millennial and GenX board prospects, and you end up with a young and ineffective board. If you recruit too many Doubting Thomas board volunteers, then you end up with grid lock. So, tread carefully!

Do you have a Doubting Thomas on your board? How do you manage that asset? How do you work with your board development or governance committee to identify and target such a board prospect? Do you have any Doubting Thomas boardroom stories to share with your peers? Please scroll down and use the comment box to share a thought or two on this very important board development topic. We can all learn from each other.

Here’s to your health!

Outcomes, impact and criminal prosecution — A harbinger for the non-profit community?

April 2, 2013 erik Fundraising

Attention non-profit professionals . . . are you paying attention to the news? There is a news story developing in Atlanta, and it may be a harbinger of things to come for non-profit agencies who take money from the government. This made-for-cable-television-drama involves a school superintendent, dozens of teachers and administrators, and a conspiracy to change thousands of standardized tests. All of this was done in the name of maintaining government pass-through funding.

Click here or on the YouTube window below to get a better explanation of what is going on, and then we’ll talk about why I believe this is relevant to the non-profit sector.

[youtube=http://www.youtube.com/watch?v=O3CDcWDmbL8]

When I heard this story, my mind immediately turned to the countless number of non-profit organizations that are struggling to develop a community impact and program outcomes model. The intent behind these efforts usually include:

evolving with their local United Way community impact initiative,
becoming more competitive when it comes to foundation and government grant writing, and
being able to show individual and corporate donors a return on their investment.

Of course, one of the central questions at the center of this struggle (as well as at the center of the No Child Left Behind debate) is:

“Who cares if test scores go up if it doesn’t result in solving the greater community need?”

For example, there is some evidence that shows students doing better on standardized tests, but more and more of incoming college students are enrolling in remedial classes their freshman year because they didn’t learn what they needed to learn prior to applying for college.

Isn’t it the same question for non-profit organizations?

How many youth development agencies are running child obesity programming with government funding and using pre- and post-test methods to determine if the participant was able to digest and regurgitate the program curriculum. Of course, knowing that I shouldn’t eat Cheetos and actually not eating them are two different things. Right? So, what is the donor really paying for and are we measuring the right things?

The bigger question being begged by the Atlanta school district news story is:

“If we tie student test performance to school funding, then aren’t we creating a situation where institutions are tempted to bend rules and even cheat the system?”

As I asked earlier, isn’t it the same question for non-profit organizations?

Do I believe there are non-profit organizations who “fudge” their program outcomes evaluation in order to keep their United Way happy? Sure I do!

Do I also believe there are non-profit organizations who do the same thing with their government grant deliverables? Yes, I believe there are a few.

You can chalk this blog post up to my cynicism. Or you can use it to ward off temptation to game the system. I suggest the later and not the former because there isn’t any difference between what the educators in Atlanta did and a non-profit organization misrepresenting its outcomes data to a local, state or federal funding source.

If you buy into this line of reasoning, then keep your eyes on the Atlanta news story because I predict the plot will thicken and jail time could be in a few people’s future.

Does your agency have policies in place that help protect against any of this happening (e.g. ethics policy, whistleblower policy, document destruction policy, etc)? Are these policies just on paper or are their routinely used? Does your organization have shared values? If so, how are those values integrated into the hiring process to ensure that you’re hiring ethical employees? Do you believe the Atlanta school story is a harbinger or am I just over reacting? Please weigh-in using the comment box below. We can all learn from each other.

Here’s to your health!

Using a multi-channel approach for fundraising? Don’t forget ‘old school’ strategies!

April 1, 2013 erik Fundraising, technology

Have you ever intended to do something, but “life happened” and you dropped the ball? Well, this is what happened to me last week when I intended to write a post for the March Nonprofit Blog Carnival weaving together social media, fundraising and a multi-channel approach. While I missed the submission deadline, I’m pressing forward with the post because I think we can all learn something from the Community Crisis Center and their 2009 “Crisis Overnight” campaign.

In my hometown of Elgin, Illinois, our domestic violence shelter was experiencing a crisis of its own in 2009 because the nearly bankrupt State of Illinois kept falling behind on its accounts payable to non-profit organizations that it had contracted with to provide services (e.g. running a domestic violence program). In 2009, it was so bad that Community Crisis Center was owed $400,000 and cash flow management was becoming a challenge.

Years earlier, a staff person had written an article for The Courier-News newspaper focused on providing readers with a 24 hour look at what happens at Community Crisis Center. Looking a mountain of red ink, the executive director, Gretchen Vapnar, decided that a similar approach was warranted in order to generate public awareness about the center’s situation.

The only difference this time around was that it was a different world. Newspaper readership was down. Internet usage was exploding. It was a brave new world, and social media experts like Ruth Munson and Sarah Evans advised the center to take their concept online. Here is what this campaign end up looking like:

Sarah Evans spent an evening at the center. She witnessed the impact that the center makes in the lives of everyday people, and she blogged and tweeted about her experience. (e.g. #crisisovernight)
In addition to bearing witness, she communicated a powerful case for support using a number of different online and social media platforms (e.g. Twitter, blog, Facebook, and YouTube).
Other non-tech channels were used by the center. For example, volunteers set-up camp outside the center and donors were invited to “drive by” and drop off donations. Staff also attempted to integrate a pre-existing direct mail campaign into the “crisis overnight” campaign.
The initial goal was to raise $150,000 in three weeks. Unfortunately, they didn’t achieve this goal, but they kept plugging away to get the campaign to go viral.
While they didn’t achieve their original goal, they did raise $161,000 in six weeks.
In the end, there were 756 online donors and the average size gift was less than $100/donor. There also was one sizable $40,000 gift from a local foundation.

If you want to learn more about this campaign, you can do a Google search on “crisis overnight.” You can also click here to view a SlideShare presentation by Sarah Evans.

The most interesting thing to me about this entire campaign was what the executive director had to say more than three years later when looking back on the entire experience.

First, Gretchen marveled at how “everything always comes down to the same things.” What she is referring to is how the keys to success for this online campaign are many of the same best practices that work for traditional fundraising activities. She gave the following three examples to illustrate her point:

Donors need to connected. (e.g. your agency needs to be visible to the donor or your mission needs to touch/connect with them).
The “who” is still key. The person asking for the donation correlates greatly to your campaign’s success.
There is a “trust factor.” Donors need to trust the organization will follow through and do what they said they’d do with the donor’s investment. If they don’t know the agency well, then the volunteer solicitor is leveraging their relationship with the donor to create that level of trust.

Old fashion fundraising strategies and best practices

Online tactics (e.g. website, email, social media, etc)

Success

There was also one other interesting lesson that Gretchen shared with me. She said that sustained success requires that non-profit organizations put someone in charge of their ePhilanthropy strategy (e.g. hire an online community manager).

Has your agency tied to undertake similar online fundraising campaigns? If so, what were the results? What did you learn? Please share your experiences in the comment box below because we can all learn from each other.

Here’s to your health!

Where will your fundraising journey take you?

March 29, 2013 erik Fundraising, leadership, organizational development

In a post titled “Ultimate Conquest,” John talks about the concept of conquering ourselves and our quest for self actualization. He starts by sharing a story about a king and his three sons. The king sends these three princes out into the world to “conquer dragons, maidens and black-hearted knights.” Each of princes returns to the kingdom having had a different experience. I won’t ruin the story for you, and I encourage you to click over and read it for yourself.

As I read John’s post, I realized that inside my fundraising soul I have many of the same experiences as the three princes.

When I worked for the Boy Scouts, it really was the first time I had serious fundraising goals and expectations. I learned so much from that job. All of my inexperience contributed to fear, and the way I conquered my fear was to approach fundraising as a competition. I am very proud of those years. I excelled and built an annual campaign that doubled in size over a three-year period. I received many accolades and recognition for my work. What I didn’t realize was that it was simply the first phase of my journey because I had only learned that donors were something to conquer.

The next leg of my journey brought me to Boys & Girls Club of Elgin as the executive director. I was a young executive director, and I thought that I had “made it.” LOL If I only knew then what I know now.

During my years at Boys & Girls Club of Elgin, I honed my skills as a fundraising professional. I was no longer afraid of donors, and I was adding more and more fundraising experiences to my repertoire. I was no longer the knight of annual campaigns, but I was writing grants, developing direct mail appeals, organizing special events, and building capacity with a capital campaign in mind. Much like the second prince in John’s post, I worked on becoming more nuanced and polished.

I remember thinking at the end of my tenure at Boys & Girls Club of Elgin that I had finally made it. LOL Again, if I only knew then what I know now. That experience was only one leg of my journey.

When I accepted an internal consulting job at Boys & Girls Clubs of America, my view of fundraising expanded yet again. I no longer wanted to conquer donors or nuance contributions out of them. The amazing team of individuals with whom I worked helped me see that there is a difference between “fundraising” and “resource development”. Whoa! They also exposed me to the difference between “transactional fundraising” and “donor-centered fundraising”. I also started to understand the difference between “resource development” and “philanthropy”. Huh!

As I look back over the better part of two decades, I understand that hindsight in 20/20. More importantly, I see three very distinct experiences, but I understand that they are three legs of the same journey.

I am not naive enough to believe I am at the apex of this mountain that I am climbing. However, I do feel confident enough now to say I recognize that I am on a fundraising journey. While I cannot see very far down the path in front of me, I am excited about my new realization that the non-profit world is my playground and this voyage is going to take a lifetime.

Have you had a similar experience with your fundraising career path? Where are you at? What have you learned? Where do you want to go? Did John Greco’s post trigger any great thoughts about you or our profession? Please scroll down and share some of your thoughts in the comment box.

Here’s to your health!