Tag: annual campaign

August 15, 2011 DonorDreams Fundraising

Fundraising volunteers speak out: Part 1

Again … the survey was anonymous because I wanted the truth, the whole truth and nothing up the truth. Here is what the today’s highlighted survey respondent said:

Question: Using the comment box below, please write a paragraph or two about your most rewarding solicitation experience (e.g. when you sat down eyeball-to-eyeball with someone else and asked them to consider making a charitable contribution). Why was it so rewarding for you? How did you feel going into the meeting? And what made you feel comfortable enough with doing such a solicitation?

Answer: A CEO of a local company reached out to me to learn more about our cause and how their involvement could benefit us. My initial meeting was a fact-finding session with their senior leadership team and was followed up by a personalized tour of our facility outlining all of the items we discussed in the initial meeting. The visit culminated with a comprehensive proposal that addressed their areas of interest. The outcome – score! They are now funding several different initiatives and we have developed a mutually beneficial long-term relationship.

Question: Understanding you are probably a very busy person, what does the charity that you’ve made some solicitation calls for need to do (or show you) in order to renew your commitment as a volunteer solicitor in the next fundraising campaign?

Answer: Provide me with the facts and outcomes of our program so that I am armed with answers to potential questions the funder will ask. And follow-through with the donor as requested after the solicitation . . . providing great stewardship.

Here is to your health!

Erik Anderson

Owner, The Healthy Non-Profit LLC

August 8, 2011 DonorDreams Fundraising

From the mouths of donors: Part 1

After more than 60 posts to this blog over the last few months, I’ve decided that many of you are probably tired of hearing me pontificate day-in-and-day-out. So, this week I am changing things up a little bit. Last week I launched an anonymous online survey via various social media channels and my email address book. I’ve picked four really awesome responses to share with you this week that I think provide excellent lessons for non-profit and fundraising professionals. Enjoy!!!

Again … the survey was anonymous because I wanted the truth, the whole truth and nothing up the truth. Here is what the today’s highlighted survey respondent said:

Question: Using the comment box below, please write a paragraph or two answering some of the following questions. Of the charities to whom you currently donate money, which one is your favorite? How did you first learn about this charity? Why did you make that first contribution? Why are you still contributing? How do you know that your contribution is making a difference? What does the charity do to demonstrate it is having an impact?

Answer: I really don’t have a favorite. I learned about most of mine by working at them either by a job or volunteering at them. I made my first contribution by being asked. Yes, I still contribute to most of the places I’ve worked at or volunteered.

Question: Understanding that these are tough economic times and no donor’s contribution ever should be taken for granted, what does your favorite charity need to do (or show you) in order to renew your support and/or increase the size of your contribution?

Answer: I think most of the charities I give to do a good job thanking me for my donation. The size really wouldn’t change too much since I’m not too rich.

Hmmm … what a humble donor, but aren’t most of them? Here is what struck me about this person’s responses:

They reaffirm something that I once learned from a co-worker, which is that volunteers make great donor prospects. If you want to grow your annual campaign or special event, look no further than the volunteers working throughout your organization. If they think highly enough of you to volunteer their time, then they most likely think highly enough of you to make a contribution. What is the harm in asking? In the end, it is their decision. Click here to read what “The Chronicle of Philanthropy” has to say about “Turning Your Volunteers into Donors”.
In this donor’s second response, they seem to be satisfied when their charities of choice do a good job of thanking them for their contribution. Now, you’re probably thinking this practice is common place, but Penelope Burk found in her donor research that only 39% of respondents ALWAYS receive a thank you letter. This means that 61% only received a recognition letter MOST OF THE TIME or SOMETIMES (Source: Donor Centered Fundraising, pg 38)

If you don’t have an organized, well-run volunteer management program, it sounds like you might be missing out on something.

How does your organization reach out to volunteers? What lessons and best practices can you share? Have some of your volunteers become donors? What has been your experiences? Please use the comment box below to share because we can learn from each other.

Here is to your health!

Erik Anderson

Owner, The Healthy Non-Profit LLC

August 5, 2011 DonorDreams Donor-centered fundraising, Fundraising

Friends With Benefits?

Have you ever read a blog post that bothered you so much that you saved it in your email inbox? It happens periodically for me, and this phenomenon occurred two weeks ago with a blog post from Jeff Brooks who writes Fundraising Future Now.

So, there I was drinking my morning coffee and clicking through emails on July 27th, when I came across Jeff’s blog titled “Not all donors are seeking a deeper connection“. Since I consider myself a “disciple” of Penelope Burk (thought leader behind donor-centered fundraising ^TMand author of Donor Centered Fundraising), my first response to the blog’s headline was “WTF?” Then I clicked open the email and read this:

“We should be prepared to admit that not all donors are as absorbed in our causes as we are. Some of them — maybe most of them — just want to give and be done with it.”

Looking back on the moment, I have to laugh at myself because I was genuinely disturbed and almost had the same reaction as the person in this YouTube video. However, I composed myself and hit the button titled “Mark as Unread” and stewed about it for this long.

I’ve come to this conclusion: Sometimes the human experience allows us to get swept up into an idea so much that it becomes a truism to us (much like Penelope Burk’s idea of donor-centered fundraising ^TMhas become for many fundraising professions).

Even though I’ve come to this conclusion, I still love Penelope Burk and all of the donor research she conducts and shares. I think I’ll even remain in her camp for a little while longer. However, I think I’m going to rent the DVD of Justin Timberlake’s movie “Friends with Benefits” and do some research over the course of the next year. I am open-minded to Jeff Brooks’ hypothesis about some (possibly many) donors only loving your non-profit mission enough to toss you a contribution from time-to-time.

Until I sort through this philosophical fundraising mess, I guess I am going back to the only truism that hasn’t steered me wrong, which is:

“KNOW THY DONOR”

Are you a Penelope Burk disciple? What is your reaction to Jeff Brooks’ blog post? If you run a non-profit organization or interact with donors on a daily basis, what are your thoughts? How do you walk the fine line between donors who want to get married and those who only want to be friends with benefits?

Here is to your health!

Erik Anderson

Owner, The Healthy Non-Profit LLC

August 1, 2011 DonorDreams Uncategorized

Email is tricky. Period!

Sorry about the earlier accidental blog post. What can I say about my fat fingers and mis-clicks? LOL

Last week, I dedicated the entire week’s worth of blog posts to exploring ePhilanthropy related topics. Needless to say, I still have a few thoughts I couldn’t squeeze into last week. Today, I turn my attention to email and tomorrow I will try to wrap everything up into a nice package before moving onto new topics.

So, how do you use email and what are some challenges you’re experiencing?

For those of you who know me, you know that I tend to misuse email and sometimes send something that looks more like a novel or manafesto. The reality is that many organizations make the same mistake with their e-newsletters. I’ve seen too many e-newsletters that simply look like an electronic version of their snail-mail cousin.

What I recently learned as part of an ePhilanthropy pilot project was that your e-newsletter will be most effective if the following occurs:

Use more white space and pictures than you do words.
Design your e-newsletter so that the reader doesn’t need to use the scroll bars (at least not much).
Keep the e-newletter to two or three major stories. Make sure your donor-focused e-newsletters has stories that demonstrate your program effectiveness and community impact. Try to have a story that serves as a “call-to-action” for volunteers and donors.
Keep each story to two or three short sentences with hyperlinks that jumps them to a page on your website to read about the details.
Use an email service provider to avoid getting blacklisted by your donors’ Internet Service Providers (ISP) as a spammer. Check-out Emma or Constant Contact.

Non-profits are using email for EVERYTHING such as: prospect cultivation, donor solicitation, donor stewardship, board communications, marketing, and much more. The challenge is that the email channel’s effectiveness is degrading quicker than the snail-mail channel did. Don’t believe me? Think about the last time you opened your email inbox … was there a lot of “click, click, click … delete, delete, delete” going on? Or did you have problems downloading an html email? And what about the newest trend where we’re all reading our email on our smart phones? UGH!

And another problem non-profit organizations seem to wrestle with is the process of collecting email addresses. Penelope Burk reported in her book “Donor-Centered Fundraising” that “47-percent of non-profit do not communicate with their donors via email.” She shared that the biggest reason was not having donors’ email addresses. Click here for some great suggestions on getting better at collecting email addresses.

We all need to get better at using best practices if our organizations are going to succeed in this new ePhilanthropy environment. The trick is staying up-to-date on the ever changing best practices environment . As I said on Friday, I suggest frequently visiting Network for Good’s online learning center website. Click here to see all sorts of resources pertaining to email.

OMG … I can write an entire week about email, but I will stop here. Please jump into the discussion and share some of the best practices you find most valuable. How do you know when your organization is over-using email and what have you done about it? Are you integrating email into your marketing and fundraising efforts? If so, how? Are you using email analytics to track your open-rate and click-through rates? What are you finding? We can learn from each other!

Here is to your health!

Erik Anderson

Owner, The Healthy Non-Profit LLC

July 28, 2011 DonorDreams Uncategorized

Places everyone! Online videos and fundraising

I am dedicating this week’s blog posts to exploring ePhilanthropy related topics. Since this field of resource development is still cutting edge (or should I say bleeding edge), I encourage everyone who is dabbling, experimenting and playing with tools in this field to please weigh-in using the comment section of this blog. Today, I turn my attention to online videos.

Some research indicates that people retain 5-percent of information communicated verbally compared to 20-percent when it is communicated both verbally and visually. I suspect this comes as no surprise to many of us. I know I’ve always told friends that I am more of a “visual person”. Moreover, this seems to be totally supported by the popularity of television and movie theater entertainment.

What was surprising to me was how biased and opposed I originally was when a colleague presented the idea of using an online video strategy to solicit donors for contributions. I was convinced that the only place online video should be in a comprehensive resource development plan is in prospect identification and possibly in cultivation and stewardship activities.

As with many of my hard held opinions on fundraising, they usually get challenged and I end up softening and reconsidering. In this case, I started changing my mind when a friend forwarded me this fundraising video for a foundation that fights bullying for LGBTQ youth. Check it out … click here.

OK … are there any dry eyes out there?

While I was moved, I still didn’t make a donation to that foundation because I wanted more information about programming and impact. However, I was persuaded to soften my position about the role online video might be able to play in the solicitation process.

Shortly after this experiece, my friends at Boys & Girl Clubs of Indianapolis partnered with Cantaloupe.TV and produced a series of online videos aimed at introduction, cultivation, solicitation and stewardship. Here is one of the videos they produced … click here. You can check out their other online videos, which are posted on their webpage.

Perhaps most persuasive for me was an amazing online training I found online titled “Lights, Camera, Action!” by Elliott Greenberger and Davin Hutchins of See 3 Communications. I found the training on Network for Good’s fundraising123.org training website. Click here for the session description and access to additional audio and video links at the bottom of that screen.

So, I am still not totally convinced that online video is a super effective solicitation tool because I cannot find any good data that shows me how much money anyone has ever raised using this strategy. However, I can say that I am all ears and very open-minded to learning more. Please use the comment box below to share your experiences. Results? Strategies that worked or didn’t? What you plan on doing differently in the future? If you have a good example of an online video used for solicitation, please paste the link into the comment section so we can all see it.

Here is to your health!

Erik Anderson

Owner, The Healthy Non-Profit LLC

July 27, 2011 DonorDreams Uncategorized

Facebook and fundraising

My partner and I just rented “The Social Network” from Blockbuster two weekends ago. (Yes, I know I’m a little behind on my rentals). After watching the movie, I am left with the following questions:

How can Facebook be valued at $50 billion (source: Kerry Dolan of Forbes)?
How can Facebook have 750 million active members (source: Facebook statistics)?
Are there any fundraising success stories where a non-profit raised significant contributions using Facebook as a solicitation platform?

Of course, my curiosity got the best of me and I ended up spending hours and hours on Google surfing and clicking. I was a bit surprised when I didn’t find much of anything. As a matter of fact, The Chronicle of Philanthropy’s Peter Panepento blogged about it last year and concluded that Facebook isn’t a solicitation medium; it is a relationship building platform that might best be used for prospect introduction and awareness building as well as cultivation and stewardship activities.

It is important to remember that The Chronicle based its conclusions on “survey research,” which I believe always needs to be looked at a little skeptically. While there are truths in what was reported, I also found this interesting blog post by Sarah Kessler where she points to five successful Facebook fundraising stories (however I didn’t find much fundraising data backing up her conclusions).

While non-profits still seem to be figuring out how Facebook can fit into a well-rounded resource development plan, one trend that seems to be emerging is for-profit organizations partnering with non-profit organizations in the Facebook environment on cause-related marketing projects. For a good example of what I mean, check-out this example of what Arby’s is doing on Facebook to help end childhood hunger.

If you want to jump in and play on the cutting edge of philanthropy using Facebook, here are a few suggestions you may want to consider:

Do your homework first and make the decision upfront on whether you want to use “group fundraising strategies” or “traditional fundraising strategies” to develop, organize and implement your efforts. Peter Deitz has an awesome PowerPoint uploaded to SlideShare with lots of educational and benchmarking value.
Figure out the biggest question facing Facebook fundraisers … how can you encourage your efforts to take off and go viral? Ken Goldstein of The Nonprofit Consultant Blog demonstrates this idea nicely with his story about a woman and the Second Harvest Food Bank of Santa Clara and San Mateo counties.
Determine which of the four fundraising applications you will use in your Facebook environment (or will you more than one)? Peter Deitz of Social Actions did a nice job laying out all of your options in this NTEN blog.

I guess, I still hang onto the opinion that Facebook is probably still a better venue to create awareness, introduce prospects to your mission, cultivate prospects and steward donors. However, I am open-minded. What does your organization do on Facebook? Have you ever had resource development success on Facebook? If so, please share specifics. We can learn from each other.

Here is to your health!

Erik Anderson

Owner, The Healthy Non-Profit LLC

July 18, 2011 DonorDreams Board development, volunteers

Who’s on first?

Since I quit my job and started work on opening a consulting practice, I decided to take some time-off this summer to work on “me” which included getting involved in a few volunteer opportunities and miscellaneous projects. I am so glad I decided to do this because it has served as a gentle reminder that well-run meetings and a sense of organization is critical for any non-profit organization to engage and inspire volunteers.

Have you ever found yourself sitting in the middle of meeting thinking that you are in the middle of this very famous Abbott & Costello sketch titled “Who’s On First“?

Well, I have felt this way on a few very recent occasions and it can be very frustrating, which is why I thought I’d share some thoughts today on how to stop chasing your volunteers from the room. Here are just a few simple ideas:

Develop an agenda — this way people know what is being discussed and decided.
Send the agenda out in advance of the meeting — this way participants can formulate and focus their thoughts and not just organically babble.
Recruit a volunteer leader who can stick to the agenda — this minimizes time “down the rabbit hole” and keeps people’s time from being wasted.
Take meeting notes — meeting notes with a section focused solely on “action items” will remind participants who agreed to do what and by when. It will also ensure we didn’t just meet for no reason and keep us focused on actionable tasks. Send the meeting notes out immediately after the meeting as a reminder rather than handing them out at the beginning of the next meeting.
Honest recruiting — be clear in writing with a volunteer job description during the recruitment process. There is nothing worse than showing up to a meeting and finding out it is something very different (and more involved) than what you thought you had agreed to do.
Find painless ways to coordinate schedules and schedule future meetings — Try setting a future meeting date/time while you have everyone in the room. If that isn’t possible, use easy and free technology tools like Doodle or Tungle. Stop the endless and confusing email threads.

As the Baby Boom generation retires (e.g. potential volunteers) and the volunteer-minded Millennial generation comes of age, non-profit organizations need to get better at volunteer management. Those who fail to do so will fall short in the following areas: board development, program/operations, and fundraising & resource development (e.g. annual campaigns, special events, etc).

Here is one interesting handbook resource I ran across online from the University of Texas at Austin titled “An Executive Director’s Guide to Maximizing Volunteer Engagement“. I thought I’d point those of you toward this manual just in case someone you know wants to stem the tide of volunteers who have been seen running and screaming after meetings.

The ideas in today’s post are only the tip of the iceberg. Please use the comment box to share how you have dealt with a frustrating volunteer opportunity. If you are a non-profit professional, please weigh-in with additional engagement strategies or things to avoid. We can learn from each other!

Here is to your health!

Erik Anderson

Owner, The Healthy Non-Profit LLC

July 14, 2011 DonorDreams Board development

Really? An exhausted board?

I opened a LinkedIn message from an old friend yesterday who asked me the following question: “I’ve got a board member that wants to give a challenge gift. What is the best way to present this to the board of directors that is exhausted of giving?”

In my response, I encouraged him to engage the donor as well as a few key board members in answering this question. However, this email weighed on my mind during a sleepless night and I awoke this morning both tired and with many more questions such as:

How exhausting can it be to open a checkbook and write a check? It isn’t like running a marathon! You have to watch this YouTube video on “Marathon Exhaustion“. If this is what your board looks like during any of your fundraising campaigns, then we have to talk soon! LOL
Who is responsible for situations like this one? Is there shared blame between volunteers and staff? Or can this quite simply be a case of bad staff leadership?
Is it possible that a “challenge gift” can solve a board burnout issue? What should be done to inspire and engage board members to once again become enthusiastic donors and volunteer solicitors?

After giving it some thought, I came to the realization that I’ve seen situations like this too many times. Oftentimes, this is what is going on:

Both staff and board lose sight of mission and they skip from fundraiser-to-fundraiser. It almost sounds like that “It’s time to make the donuts” commercial that Dunkin Donuts ran forever ago.
Board and staff start taking each other for granted and the tension builds.
Apathy sets in … board volunteers fall short on a few fundraisers and staff somehow magically find solutions by either trimming expenses or going out on solicitation calls by themselves. This creates a negative feedback loop and the cycle has begun.
Everyone has gotten too cozy with each other and board development efforts have been put on ice. New volunteer prospects aren’t identified or they come from the same old inbred circles. Volunteer training opportunities are not invested in. Annual board volunteer evaluation systems are shelved.

While I can make a living by blogging on this topic alone, let me just share a few things for you to think about. There are 9-keys to inspiring your volunteers and you need to be firing on all nine cylinders to be successful: 1) maintain mission-focus, 2) involve everyone in planning, 3) create a sense of “positive” urgency, 4) develop accountability tools, 5) celebrate ALL efforts (both successes and failures), 6) bring a sense of organization to everything, 7) make sure all meetings are well run and important, 8 ) set expectations up front during the recruitment process (stop ‘soft selling’ people), and 9) invest both time and money in training opportunities for volunteers. I want to thank Boys & Girls Clubs of America for teaching me these 9-keys because they have forever changed my life.

Here are two additional articles on this subject that I thought were pretty good:

Gail Perry Associates FIRED-UP FUNDRAISING: “How to unleash your board members energy for fundraising“
Fundsraiser cyberzine: “5 steps for preventing volunteer burnout“

So, if the shoe was on the other foot, how would you have advised my friend? Do you have any thoughts you’d like to share? How have you dealt with similar sitations at your organization? What have you done to put the “FUN” back in fun-draising? How have you continually kept mission-focus? Please use the comment box to weigh-in. We can learn from each other!

Here is to your health!

Erik Anderson

Owner, The Healthy Non-Profit LLC

July 6, 2011 DonorDreams Board development

Celebrating failure

Have you ever seen a new fundraising volunteer crash and burn … aka FAIL? I know I have seen this phenomenon too many times in my 15-year career, and I am never comfortable when it happens … until today!

While reading an assigned textbook (Co-Active Coaching) as I study for my business coaching certification, I came across a section that talks about celebrating failure. It talked at length about how failure is one of the fastest ways of learning and used the example of toddlers learning how to walk. This got me thinking and sent me scurrying off to Google to do a little research about celebrating failure, which is when I came across a YouTube link for FAILfaire.

FAILfaire is an annual conference where technology non-profit organizations come together to look objectively and with humor at failed projects with the goal of learning valuable lessons. This got me thinking. Why can’t non-profit fundraising professionals engage our fundraising volunteers in a similar way with our annual campaigns? Here is how it might look:

During your organization’s annual campaign period, host periodic “report meetings” (e.g. weekly, bi-weekly, monthly).
In addition to the traditional activities associated with an annual campaign report meeting, add one additional agenda item titled “Celebrating Failure”.
Set ground rules (e.g. no mocking, no mean-spirited criticism, a “what happens in Vegas stays in Vegas” policy, etc) and remind all participants that there is a HUGE difference between failing and being a failure.
Ask volunteer solicitors (could be some or it could be all) to please share something that happened during a recent solicitation visit that didn’t seem to work (or didn’t feel right).
Engage the group in a short, facilitated discussion around why it didn’t work and what else could be done next time to get a different result.
Get silly and celebrate failures. Consider giving out a “traveling trophy” for the best story or the best suggestion for change.

This type of activity can take the shame out of failure for our volunteer solicitors and help fundraising professionals better coach volunteers towards becoming better solicitors.

If you don’t like this suggestion, I am sure there are countless other ways for you to help fundraising volunteers celebrate failure because if you don’t do so then it is likely that your volunteers will 1) stop taking risks, 2) continue repeating the same mistakes over-and-over again, and/or 3) possibly even quit.

I know this approach is not something to which many of us currently subscribe; however, I think this actual “tweet” on FAILfaire’s Twitter page sums it up nicely: “RT @rgkirkpatrick RT @TonyYLyu However much room you give people to fail, is exactly how much they can potentially succeed #singularityu“.

Does anyone out there do a good job of celebrating failure with their volunteers? How do you do it? Please use the comment box of this blog to share your best practices!

Here is to your health!

Erik Anderson

Owner, The Healthy Non-Profit LLC

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