Tag: donor centered

Screw a donor and you screw all of us!

Donor-centered fundraising, Fundraising

Here is a scenario for you . . . a somewhat famous actor dies and his family decides to make a memorial contribution to the deceased’s college alma mater and establish a scholarship fund. In setting up the fund, the family outlines their wishes that the annual scholarship be awarded to someone with an interest in poetry who exhibits an economic need.

What do you do? Honor the family’s wishes or use the scholarship however you see fit?

In this scenario, the college awarded the scholarship to someone disinterested in the arts who came from a family who could’ve written one check for their daughter’s enter four-year undergraduate education. Would you believe this is a real life story that just happened?

When I heard the story from the deceased’s living relatives, my heart shattered into a million small pieces. This was their beloved’s legacy. The family had a philanthropic wish and the resource development people weren’t up to the task of making that dream come true.

This is what gives resource development folks a bad name regardless of what non-profit sector you work in. The reality is this family is now less likely to respond to anyone’s charitable giving appeal. Even more damaging is this family is wandering the countryside telling anyone who will listen (and I was one of those people) that fundraising professionals are crooks and the equivalent of unethical used car salespeople.

I know many of you are currently thinking this would never happen in your organization . . . but are you sure? Are you on every solicitation call with your volunteers? In my experience, many social service non-profit organizations don’t possess the written policies or use the appropriate gift agreement forms to document restrictions. While organizational capacity is often to blame, the reality is that many volunteer solicitors are also not well-trained to recognize gift restrictions and aren’t trained to know what to do when they encounter one.

Here are just a few tips you might consider in order to become more donor-centered and avoid giving our entire profession a bad name:

  1. Engage a resource development audit using an external consultant and ask them as part of that project to keep an eye open for gaps in your written gift acceptance, gift acknowledgement, and resource development policies and procedures. If these documents don’t exist, then engage donors and volunteers to help you write them.
  2. Organize an annual focus group of LYBUNT donors and explore reasons for their inactivity. You might be surprised at what you find.
  3. Develop a donor’s bill of rights and post it to your website. Connect this to a whistleblower policy so that donors can bypass those who “did them wrong” when they call and try to get some justice.
  4. Include in your annual campaign kickoff a training segment designed to teach volunteers how to recognize when a donor is trying to “restrict” their contribution and how to respond to/deal with such a request.

Stewardship begins before a gift is even received. You should have written policies and procedures in place to guide how gifts will be accepted, acknowledged and to ensure the contribution is spent as the donor wishes. Finally, stewardship is about reporting back to the donor in a meaningful way that shows you care about the donor.

If we don’t clean-up our profession, then we’ll find ourselves channeling this song from the Osmond family more and more.

Are you confident in your organization’s written policies? If so, please share a link in the comment box below so everyone can compare. Do you train your volunteers in what to do or say when confronted with a donor who wants to make a restricted gift? When do you conduct that training? How do you instruct them to handle the situation. Please use the comment box and share your thoughts, practices and stories because we can all learn from each other.

Here is 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

You’re FIRED!

Donor-centered fundraising, Fundraising

I’m not sure who I enjoy more when it comes to terminating employees or contestants — Vince McMahon (owner of WWE) or Donald Trump (of Celebrity Apprentice fame). Personally, I couldn’t stop laughing throughout the Donald’s YouTube video as he fired Star Wars characters. You really should click that link. ROTFLMAO!!!

So, what does this have anything to do with non-profits, fundraising and donors? For the first time in my life, I heard a donor say: “Someone needs to be fired over this.” Ever since that conversation, I haven’t been able to get The Donald out of my head.

The “back story” to this conversation is really simple. In fact, you won’t believe it at first.

I was catching up with an old friend, who I hadn’t seen in a long time, and our conversation turned to my efforts to open a non-profit consulting practice. Shortly after updating them on where I was with legal paperwork, marketing and business development, they wished me luck and said “non-profits need a lot of help”.

Well, I couldn’t let that comment go by the wayside. So, I asked what they meant. After a sigh, they shared a story about how one of the non-profit organizations (to which they loyally contribute) screwed up the “donor honor roll and giving levels” in their annual report. Without getting into specifics, let’s just say it was somthing like: their name was misspelled, they were listed in the wrong giving level, they didn’t want to be publicly recognized, etc.

As I referenced earlier, this donor wasn’t just annoyed . . . they were angry enough to say: “Someone needs to be fired over this.” After stewing on this conversation for a good long while, I’ve decided that there must be some good lessons to be learned from this situation. So, I did a little research and decided to share those findings with you today because as I always say “we can learn from each other”.

As I tend to always do, I turned to the person I consider my fundraising guru — Penelope Burk — who conducts annual donor surveys on this subject and published the book “Donor-Centered Fundraising“. I encourage everyone to buy a copy of that book and internalize it. Here is what Penelope reports in her book on pages 125-126:

  • 93% of non-profit agencies recognize their donors using various vehicles such as a newsletter, annual report, etc.  Of these organizations, 65% list their donors by gift level and 22% list them alphabetically.
  • When Penelope asked those non-profits why they do this, 49% said they think it helps attract other donors, 47% said they believe it creates donor loyalty, 19% said stated it helps showcase philanthropy and the newsworthiness of charitable giving, and 17% believe it encourages gifts of higher value.
  • Upon further investigation, the research shows that there are a number of potential pitfalls associated with recognizing donors in this fashion including: 1) accidentally omitting someone’s name, 2) misspellings, 3) accidentally reporting someone’s name when they contributed anonymously, and 4) accounting for multiple gifts throughout the year and putting a donor in the wrong giving level. This doesn’t even address the problems associated with cost, staff time, etc.
  • Here is the kicker . . . 71% of individuals and 83% of corporate donors told Penelope that the donor honor roll had no influence on the size of their gift. Even more to the point, 90% indicated in the survey that they want to be asked first before a non-profit agency publicly recognizes them.

I am a huge advocate for donor recognition and stewardship. If you want to create donor loyalty, your organization needs to invest in newsletters, handwritten notes, websites, impact reports, donor recognition societies, annual reports, stewardship events and receptions, etc. However, these things cannot be after-thoughts because that is when mistakes get made and donors get angry.

Think of it this way, don’t you think a $25,000 gift (or any size contribution for that matter) entitles you to having your name spelled correctly or being placed in the right giving range? More importantly than just recognition, shouldn’t non-profits be accountable to their donors and demonstrate a return on investment back to their investors?

I must admit that I used to be a big fan of donor honor rolls, but I’m re-thinking my position after seeing how passionate my friend was over that mistake. I guess this is where I am at after a few cups of coffee and a little research:

  1. Figure out a way to ask donors for their permission before publishing their names in anything. It could be as simple as a check box on the pledge form and a line asking them how they’d like their name to appear.
  2. I’m almost inclined to stop listing people by giving levels and just publish their names alphabetically. Stephen Colbert scrolls the names of donors to his SuperPac along the bottom of the television screen without any indication of contribution level, and this seems to work just fine.

I keep coming back to conversations I’ve had with donors who say: “recognition isn’t important to me”.  I now think that my favorite childhood cartoon characters — Tom & Jerry — might have taught me a very important lesson with regards to donors who say this. Click here to see a YouTube video to refresh your memory!

So, if you never forget these two things:  1) You’re FIRED and 2) “Don’t You Believe It”, then you should always be fine when it comes to donor recognition and stewardship.

What are your thoughts about donor honor rolls? Do you still list people by giving level? If so, why and how do you prevent mistakes from happening? Do you ask donors permission before publishing their names? How do you go about doing this? Please use the comment box below to weigh-in because we can all learn from each other.

Here is to your health!

Erik Anderson
Owner, The Healthy Non-Profit LLC
eanderson847@gmail.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

I feel manipulated!

Fundraising

I wake up on Sunday mornings, brew a pot of coffee and tune into my favorite Sunday morning news shows like The Chris Matthews Show and Meet the Press. However, this last Sunday morning I woke up to a parade of coverage focusing exclusively on the 10th anniversary of the September 11th attacks. So, I sat on my couch all morning, sipping coffee and fought back the tears and horrible memories.

Like most Americans, I have vivid memories of those difficult days. I can tell you exactly where I was when the first news broke. I can give you a blow-by-blow accounting of my day. I couldn’t stop watching the news coverage in the weeks after Sept. 11th, and those videos of the planes crashing into the towers and people wandering around the New York streets with pictures of their fallen loved ones are just haunting. In fact, I am getting teary right now typing about it, and I have goosebumps on my arms. UGH!

So, as I watched television on Sunday morning, I found myself getting angry whenever a network would cut away from their coverage and some company’s commercial exploited 9-11  as an opportunity to sell their product. They masterfully pulled at my heart-strings and tapped into raw emotions all in the name of consumerism. Check out this Budweiser commercial to see what I mean.

Unfortunately, the beer company wasn’t the only ones doing it. Stephen Colbert did a nice job nailing a number of these culprits. Click here to check-out his comedic report.

You might be asking right about now: “What does this have anything to do with non-profit organizations, fundraising or donors?”

As I processed my thoughts and feelings in the wake of Sunday’s emotional coverage, I came to two very strong conclusions.

  1. This kind of marketing is manipulative, feels really yucky and makes me not want to buy those products.
  2. Non-profit organizations sometimes do the same kind of thing.

What?!?! Huh?!?! Where did THAT come from?

Come on! You know what I mean:

  • Please sir . . . won’t you please make a contribution? Without YOUR support we will have to close our doors and throw those kids out onto the street.
  • Please ma’am . . . for just the cost of that “Triple Venti Skinny Cinnamon Dulce Latte” you can feed a village of starving people for a day.”
  • Please make a donation today to remember the 9-11 victims, which will allow our organization to invest in a “get out the vote” effort. (This really was a fundraising pitch. Don’t believe me? Click here!)

I know, I know . . . appealing to people’s emotions is very effective and is considered a best practice for all good fundraising and marketing campaigns. Please don’t misunderstand me. I am NOT saying that we need to strip the emotion out of our messaging, but I am saying that we need to be very careful about not crossing that line and using FEAR to motivate donors.

Knowing where that emotional line is can be difficult and different when deal with individual donors. For example, my partner detests the fundraising commercials for the ASPCA, and he swears that he will never give to that charity because he feels manipulated by them.

So, how can you and your agency know where that line is? While it is a tough question that probably doesn’t have a good answer, you better figure it out if you’re committed to a donor-centered fundraising paradigm.

The one suggestion I can offer is . . .  get your donors engaged in the process. Before sending out an emotional mail appeal (or for that matter any piece aimed at cultivation, solicitation or stewardship), what would be so wrong will convening a donor focus group to review the package and provide feedback?

What are your thoughts? What does your organization do to minimize the possibility of tripping over your donors’ emotional-point-of-no-return? What is the most manipulative thing you’ve ever seen a non-profit organization do? Please use the comment box below to share your thoughts because we can all learn from each other.

Here is to your health!

Erik Anderson
Owner, The Healthy Non-Profit LLC
eanderson847@gmail.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

Spotlight: Examples of Really Good Donor Recognition Societies

Fundraising

Thanks to my friend, Susan Rudd, in Bloomington, Indiana I ended up focusing the last 3-days on donor recognition societies. Please don’t misunderstand me . . . I am not complaining. I very much love annual campaigns and individual giving vehicles, and donor recognition societies are a very important tool for any resource development professional focused on individuals (which should be ALL of us because 75% of charitable giving comes directly from individuals).

As I wrote Wednesday and Thursday’s blog posts, I realized that I was focusing too much on institutions of higher education as examples of good donor recognition societies. So, I promised yesterday that I would end the week with some diverse examples from other non-profit sectors. Here are a few that I found that are worth your time reading about and mimicking:

The United Way’s Tocqueville Society — This donor recognition society is for donors giving $10,000 or more to the annual campaign. It is a very traditional approach, and local United Way chapters do a variety of different things to create a sense of engagement for donors belonging to this society. Most non-profit organizations who run annual campaigns have some version of this donor recognition society (e.g. Boys & Girls Clubs’ Jeremiah Milbank Society, etc)

The Boy Scouts of America rolled out a tiered donor recognition society for their Major Gifts program. Local councils are tasked with creating courtesies (aka membership benefits) for people donating to each of these societies. It shouldn’t surprise anyone that special patches and pins are part of Scouting’s benefits program for these societies.

  • James E. West Fellowship — This donor recognition society is focused solely on gifts to the endowment
  • Second Century Society — This society is more comprehensive and encourages large “major gifts” to operating, capital and/or endowment funds. It is flexible and covers outright gifts all the way through deferred ones.

The Museum of Science & Industry in Chicago developed a tiered donor recognition society named the Columbia Society for its annual campaign donors. The first tier of the society starts at $1,000 and the highest level is for $50,000 donors. Benefits/courtesies vary for each tier but include typical stewardship-based activities such as newsletters, events, etc.

Human Rights Campaign (HRC) developed a similar tiered donor recognition society they called the Federal Club. As with the aforementioned Columbia Society, membership benefits include tickets to events, a special newsletter, and routine e-blasts with return on investment information on HRC’s lobbying efforts and community organizing.

One of the grand-daddies of all donor recognition societies is Rotary International’s Paul Harris Fellowship program. I’ve never seen any non-profit organization so focused on a donor recognition society as I have this one. As with all national programs, the local affiliates are responsible for making membership in this society feel special. However, Rotary International does a great job with recognizing its local affiliates for their work in securing repeat gifts and new donors. We can all learn a lot from Rotary’s work in this area.

Well, this is just the tip of the iceberg, but I think it is a good start. Does your agency have any fun and effective donor recognition societies that you can share with us? Do you know of any donor recognition societies that integrate stewardship opportunities into their society as benefits/courtesies? Please use the comment box below to weigh-in because we can all learn from each other.

Here is to your health!

Erik Anderson
Owner, The Healthy Non-Profit LLC
eanderson847@gmail.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

Donor recognition societies: The response

Donor-centered fundraising, Fundraising

Well, no one responded to poor Susan Rudd’s questions about donor recognition societies from yesterday’s blog post. All I can assume is that the workload coming back from the long Labor Day weekend must have been intense. Never fear . . . I responded to Susan and provided a few nuggets of advice.

However, for those of you who read yesterday’s blog and thought: “Bah! Our donors don’t want recognition. In fact, they’re always telling us not to go through the trouble.” Let me assure you that what donors say and what they mean are very different things. In my experience, many of those donors who protest when it comes to recognition and stewardship are really saying: “Don’t engage me because my plans for giving to your agency are short-term.”

As I said yesterday, I’ve found that donor recognition societies are oftentimes misunderstood for “name-only,” donor giving levels that are listed in an annual report, newsletter or website. Unlike giving levels, donor recognition societies are ALIVE and a place for your donors to engage with your organization’s mission as well as with other donors of like-mind.

One great example is what the University of Michigan’s alumni association is doing with its members (and when I say members you should read it either as “donor” or “prospective donor”). Every summer the alumni association offers its members the opportunity to sign-up for 11 different sessions of summer camp. They call this program “Camp Michigania“.

I just spent last week vacationing with a number of retirees in Michigan on the shores of Saginaw Bay. One evening they couldn’t stop talking about their camp experiences. While they participated in typical camp activities (e.g. swimming, arts & crafts, etc), they mostly loved the “Faculty Forums” where they could hear U of M staff talk about various topics pertaining to their professional research.

Do you know what else I heart this group chattering about as they reminisced about camp? They were talking about the scholarships funds they were starting (or thinking about starting) as well as the planned gifts they were contemplating.

I can honestly say that I haven’t seen a more engaged and excited group of donors and prospective donors. And the amazing thing to me was that there wasn’t a single resource development employee from the university in the room stirring those conversations.

The moral to this story is: stewardship and cultivation activities that “ENGAGE” donors is like the fountain of youth for all resource development programs. It brings things to life. It makes fundraising and solicitation so much easier. It can breathe life into your planned giving program.

While Camp Michigania isn’t a textbook example of a donor recognition society, I really like what the Indiana University Foundation has done in this area. Click here to see examples of their donor recognition societies. I suggest you pay special attention to how they use “courtesies” to engage their donors after the gift. What IU is essentially doing is infusing cultivation and stewardship opportunities into these recognition vehicles.

Please use the comment box below to share links to other good examples of donor recognition societies that you’ve found. Does your organization use donor recognition societies? If so, how do you use them? Do you infuse stewardship opportunities into these structures? What has worked well and what hasn’t?

Tomorrow I will try to share other good examples of donor recognition societies from outside the education sector.

Here is to your health!

Erik Anderson
Owner, The Healthy Non-Profit LLC
eanderson847@gmail.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

Stewardship opportunity on Labor Day

Donor-centered fundraising, Fundraising

Labor Day can be a stewardship opportunity. In fact, non-profit organizations can turn most holidays into stewardship opportunities for their donors.

When I was a young executive director, I used to write a letter to the editor of our local newspaper on Labor Day thanking the community’s labor unions for all of their support. In that open letter to the public, I tried to remind people that those unions were part of our community’s fabric and did “good works” that oftentimes didn’t get any press. For example:

  • The local Service Employees International Union (SEIU) chapter provided all of the volunteers and muscle necessary to run our duck race fundraiser.
  • The International Union of Painters and Allied Trades Home (IUPAT) once marshalled their apprentice program to paint our facility for free.
  • The International Brotherhood of Electrical Workers (IBEW), the Laborers’ International Union, as well as other unions in town were all at one time or another outright donors to our annual campaign.

I chose Labor Day to write that letter to the editor, send letters of appreciation and make thank you phone calls because the stated purpose behind Labor Day is to celebrate “the economic and social contributions of workers”.

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, I encourage you to look at the myriad of holidays on your calendar and ask yourself this simple question: “How can this holiday be used to steward our agency’s donors?” I assure you that with a little effort, you will find the opportunities are limitless.

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 . . . Happy Labor Day!!!

Erik Anderson
Owner, The Healthy Non-Profit LLC
eanderson847@gmail.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

Tips for surviving a double dip recession

Board development, Donor-centered fundraising, Fundraising

Yesterday I blogged about my neighbor Larry and how I see his handyman business as an economic indicator and proof the economy is dipping again into recession. I also cited recent survey data indicating that donors are planning to tighten their belts in the coming months. If you didn’t get a chance to read that post, click here and then come back for today’s follow-up post.

While there is nothing any of us can do to stop the economic tides from rising and falling, I submit that there are things we can do to prepare for such occurences and the following are a few tips you might want to consider:

Tip#1: Get closer to your donors and not farther away.
Donors are part of your non-profit family. During tough times, families pull together. They don’t ignore each other. Your instinct might be to give donors space, solicit them less, and be respectful of limited resources. Even though these are good intentions, the message you’re sending is that donors are only your friends during prosperous times when they have money. Don’t send the message that donors are only ATMs in your eyes. Find ways to engage them.

Tip #2: Tell donors what you are doing to help your clients get through tough economic times.
Donors like to see “return on investment” when they make a charitable contribution. When recession-thinking permeates our donors thoughts, lets embrace the moment and show them how their contributions are making a difference in the lives of others. Don’t use “guilt messaging” to solicit. Use “we’re all in this together” and “neighbors-helping-neighbors” as part of your stewardship messaging.

Tip #3: Invest in volunteer management and promote volunteerism like never before.
There will be people who want to support your mission, but cannot do so financially during tough times. Providing people an opportunity to support your mission by donating their time will: 1) help you pull them closer and not push them away (see first tip), 2) cultivate future donors (because the recession will end one day and they will be able to donate again), and 3) help your agency’s staffing budget as you might be considering budgetary cuts.

Tip #4: Invest a lot more time in re-building or manicuring your board of directors.
Your case for support will never be greater than now. As you approach board volunteer prospects, they won’t need any convincing that you need as many talented people around your board room table to help make difficult decisions and weather an economic storm. Find the time! Figure out how much time your organization spent on board development in 2010, then double or triple the amount of time you spend on it going forward. Doing so will help you survive and position you to be very strong on the other side of this recession.

Tip#5: Don’t stop soliciting individuals.
Individual giving is where it is at in charitable giving. Spend most of your time cultivating, soliciting, and stewarding individuals and less time on foundations, corporations and government. This is a great time to invest in building your annual campaign or annual fund drive and dial back a little bit on special events. Think about it for a moment . . . during tough times people eliminate “frills” like entertainment. Many of your donors probably see their special event contributions are “nights out on the town with a charitable angle”. I assure you that they look at their annual campaign pledge very differently. Don’t eliminate all of your events, but now might be the time to kill old and tired events.

There are literally two or three more handfuls of tips I would’ve provided, but I’m running out of space. So, I encourage you to use the comment box below to weigh-in with your thoughts, tips and current strategies. We can all learn from each other!

Here is to your health!

Erik Anderson
Owner, The Healthy Non-Profit LLC
eanderson847@gmail.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

The Brady Bunch and eliminating government funding dependency

Fundraising

Before I left on vacation, I sent approximately 75 of my closest non-profit friends an online survey that would give me necessary insights on services and pricing I should offer as part of my new consulting business. It was an anonymous survey so I don’t know who responded, but I wish to thank the 56 people who took time out of their busy schedules to help me out. The information they provided have helped me greatly with my business plan.

Some people also dropped me an email when they completed the survey because they were compelled to share additional comments. I very much appreciated those emails because the advice provided in each instance was “pure gold.” However, one response caught my attention and has had my mind spinning for a few days. Here is part of what she said:

“This is probably just me, but I am so frustrated with the concept and the reality of ‘strategic planning’.  These past two years have shown that in order to be strategic an organization needs information…at least somewhat reliable information.  The only strategic goal that makes sense would be to eliminate government funding. I am hoping that someone will come up with a way to address plans for the future based on the way not-for-profits really live.”

It is funny how my brain works sometimes. As I’ve stewed on this input, I couldn’t get The Brady Bunch’s song “Time to Change” out of my head. Click the YouTube link if you want to enjoy a blast from the past. LOL

So, I googled the lyrics to the song and found this great advice:

“When it’s time to change, then its time to change
Don’t fight the tide, come along for the ride, don’t you see
When it’s time to change, you’ve got to rearrange
who you are into what you’re gonna be.”

I think this is great advice for non-profit organizations regarding how to approach what is likely to be a government funding crisis for many non-profit organizations. Essentially, the song suggests that fighting change is the wrong course of action. Those who will survive will figure out how to adapt and ride the tide.

So, many of you are probably saying (just like my friend did in her email), “That’s great Erik, but where do I start? Strategic planning hasn’t worked for me in the past.” Here are just a few random thoughts I hope you will chew on and consider as you start preparing for 2012:

  • Engage board volunteers to help with a benchmarking project (identify nonprofit agencies that look like yours and have a different funding model then study their best practices … figure out what they are doing and how to measure it at your organization).
  • Conduct a resource development audit or a resource development review. This might help you identify new opportunities and paths forward.
  • Engage key stakeholders (e.g. staff, board, donors, etc) in creating a written resource development plan that doesn’t rely on government funding. Use the process to “engage” people … which means asking at each turn “who wants to help with this part of the plan?” And when no one wants to implement the suggestions they just provided, then axe it from the plan and ask them what else should be done? Realistic plans work; whereas, unsupported, pie-in-the-sky plans never work!

If this all seems like too much work and you are exhausted from the daily grind, then how about just starting with this one simple idea:

  • Call your top 5 donors
  • Ask them to join you for lunch or after-work cocktails
  • Tell them your story and the future forecast of government funding
  • Ask them what they think your agency should do
  • Then just shut-up, listen, take notes and ask for their help in taking the next small step

Donors can be MORE THAN just a source of funding for your agency … they can be the voices of change much like Peter Brady was for the Brady Bunch.

What are you and your agency doing to prepare for a future with scarce government resources? How do you plan on strategically repositioning your organization? What tools and strategies will you use? Who will you engage? 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
eanderson847@gmail.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

From the mouths of donors: Wrap-up

Fundraising

For the last four days, we’ve heard unfiltered responses from real, live donors with regard to who they give to and why they give as well as what they are looking for in order to continue giving. So, the question now shifts to: “What are you going to do about it?”

I’ve had an opportunity to soak-up this week’s blog series, and here are a few ideas if you want to make this input/feedback actionable:

  • Call a few board members and recruit them to go with you on face-to-face stewardship visits with your top 25 donors;
  • Call a few donors and ask permission to visit with them and videotape their story about why they give to your organization. Edit and replay these stories in your board room.
  • Organize a few donor focus groups on any number of different subjects. Click here to read a great online article about how and why to do this.
  • Develop and launch a donor survey. Penelope Burk has made a career out of asking donors why they give and what makes them tick. Click here to read the executive summary of Penelope’s 2011 donor survey results. Doing the same might just give you some insights you never had about your organization or your resource development program.
  • Start a volunteer management program and squirrel some money away in next year’s budget to hire a volunteer coordinator.
  • Start an alumni chapter and get the old gang back together. Remember that people don’t have time to belong to a “name only” group. So, make sure your alumni efforts have purpose and meaning (e.g. a stated project, etc).
  • Organize a storytelling project where you ask current clients and alumni to talk about how your organization made a difference in their life. Capture these stories either via digital audio or digital video and upload it to a special place on your organization’s website. Don’t know where to get started? No problem … click here and check-out NPR’s “StoryCorps” project for inspiration.
  • Create a training for volunteer solicitors that is designed to help them understand that asking for a charitable contribution is the “art of happiness” and an act of helping people’s vision for the world around them come true.

OK … I’ve got the ball rolling with a few simple ideas. Now it is your turn! What are you planning to do to make this week’s blog series actionable so that your organization can become more donor-centered? Please use the comment box below to share your ideas because we can all learn from each other.

Here is to your health!

Erik Anderson
Owner, The Healthy Non-Profit LLC
eanderson847@gmail.com
http://twitter.com/#!/eanderson847
http://www.facebook.com/eanderson847
http://www.linkedin.com/in/erikanderson847

From the mouths of donors: Part 4

Fundraising

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:  United Way, Youth Outlook, American Red Cross, American Cancer Society, Heifer Foundation. I was contacted by mail or e-mail, and the charity mission resonates with me personally. They are all my favorites. I really believe that, “For it is in giving that we receive” and in some way I feel good about me giving. I wish I wasn’t so shallow, but it really is about me. I feel good about me buying a gaggle of geese or a goat to help a “real family” support itself. I know they don’t really do that, but I give anyway.

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: Ask. Tell me a story. Don’t make it too sappy, though. I won’t trust that.

Hmmm … can you tell what kind of real happiness that charitable giving brings to this person’s life? Here is what struck me about these responses:

  1. I am reminded that there have been scientific studies looking at why people give to charity, and they echo what this very smart donor said: “…I feel good…” Click here to read more about this phenomenon. Hmmm … maybe we need to teach our volunteer solicitors about this ground breaking research so they might stop being so fearful about asking for contributions.
  2. In this donor’s second response, I am reminded of an online interview I read with Jim Grote. It was the first time I ever heard of the concept of “Narrative Philanthropy”. In a nutshell, good fundraisers are good storytellers. Click here to read that interview for yourself. I promise that it may change your life! I am also reminded that stewardship doesn’t have to be about fundraising professionals “telling” donors stuff, but it can also be about “asking” for feedback and input.

How does your organization train volunteer solicitors to become awesome storytellers? Do your fundraising volunteers see their jobs are “arm twisting” or do they see themselves as “dream-makers”? What do you do to help your fundraising volunteers with these paradigm shifts? 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
eanderson847@gmail.com
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