Is your organization well positioned for strategic planning?

October 10, 2013 erik Board governance, organizational development, Planning

readiness1 I believe there is a misconception out there about strategic planning because I keep running into executive directors who think just because the current plan is expiring that is must be time to begin work on a new strategic plan. I also oftentimes run into folks who believe it is a perfect time to start planning when their agency is experiencing instability, blurriness, and confusion. In my humble opinion, there is a time and place for strategic planning and embarking on this journey at the wrong time can be at best frustrating and at worst damaging.

Readiness questions

Just the other day, I was talking with a friend about this issue, and they asked the obvious question, “How do you know when the conditions are right?” I started off saying something stupid like: “You’ll know when the time is right.” I knew it was dumb advice as it was coming out of my mouth.

So, I went home and started digging through my library of planning materials. I came across an old strategic planning document from a previous employer who had partnered with BoardSource to create the manual. So, you know it is good stuff. 😉

readiness3 As I had hoped, I found a section titled “Key Questions to Assess Readiness and Capacity”. Here are those questions:

Do your regular board meetings (apart from retreats) include at least one strategic, or “Big Picture,” issue on the agenda?
Is your current strategic plan based on realistic and comprehensive assumptions about the agency and its external environment? What considerations are missing?
How might changing demographics and other economic, social, and political trends affect a constituent, client, or membership base that provides a primary revenue stream?
What goal should the agency strive to achieve for financial reserves (for example, at least one-half of the operating budget)? Are there some potential revenue streams to consider?
Are new priorities clear and the proposed means of paying for them realistic? Which programs should be self-supporting? Which might be operated at a loss in order to fulfill the agency’s mission?
What metrics do you use to monitor organizational effectiveness?
Have you considered all the options and chosen a planning method (aka planning model) that works best for the agency? Are you flexible enough to combine approaches if that suits our culture?
How do you include board members who are not on the planning committee as participants in the process?
What performance measures should be included in your strategic plan?
How do you keep our strategic plan active and visible within and outside the agency?
How often do you conduct strategic planning? Does that cycle make sense for the agency?
When you are ready to undertake a planning process, are you clear about why you are planning?
Are you clear about the roles of the board, executive director, and staff in strategic planning? Do you honor the distinctions?
Have you used consultants in the most effective ways possible? If you have never used a consultant, should you consider doing so?

I’m not thrilled with these questions because I think they blend together two different issues — capacity and readiness. So, if you’re just trying to decide whether or not your agency is ready to start down the strategic planning road, I suggest you and your board governance committee spend some time chewing on questions 7, 8, 11, 12, and 13.

The other questions are important, too. I just think the five question I just highlighted cut to the heart of the matter.

We’re not ready, but we still need a plan!

If your board governance committee determines that you’re not ready, but you see difficulty down the road and think you need a plan to guide your efforts, you may not be out-of-luck.

You should look into developing a short-term tactical plan focused on the next 12 months.

Perhaps, a business plan or a something addressing a specific agency function (e.g. resource development, program, facilities, etc) might be a better use of time for you and your volunteers.

Did you mention consequences?

Earlier in this post I said, “. . . there is a time and place for strategic planning and embarking on this journey at the wrong time can be at best frustrating and at worst damaging.”

I been down this path many times, and I encourage you to please learn from my mistakes.

If you start down a strategic planning road when you aren’t ready to do so, I’ve seen the following things happen:

It feels like you’re spinning your wheels, and you end up spending LOTS of time of stuff that you thought were obvious.
Volunteers get frustrated. They feel like they’re going nowhere fast. Some even express that it is a waste of their time.
I’ve seen board members resign in the middle of difficult strategic planning processes.
I’ve seen major disagreements result in boardroom rifts.
I’ve also seen executive directors get fired.

How has your agency determined readiness? Do you have other questions to add to the list? Please use the comment box below to share your thoughts and experiences. We can all learn from each other.

Here’s to your health!

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

More on the government shutdown and the non-profit sector

October 9, 2013 erik Fundraising, Planning

shutdown5 In yesterday’s post titled “Did fundraising cause the recent government shutdown,” we talked about whether or not fundraising strategies are one of the leading factors contributing to our current situation. Today, I want to stay with this topic and look at how the shutdown is impacting non-profits and what you should do in the long-term to mitigate some of these issues.

Those you serve

Last night, I was watching the news and an executive director of a veterans agency was being interviewed about how the government shutdown was impacting veterans. Throughout the interview, he eloquently talked about the impact on:

military support staff
vendors
contractors
VA Hospitals (except for emergency room services)
students waiting for G.I. Bill payments for school costs
disbursement of death benefits to families

While I found all of this interesting, the thing most interesting to me was how his agency was being impacted. Obviously, informational hotlines are not being staffed in government offices. So, this organization is trying to fill that void and trying to answer their questions or get them the information they require.

All of this got me thinking. How many other non-profit organizations have clients who rely on the government for something? And by “things” I mean benefits, services, etc.

I suspect there are many non-profits whose phone lines and case workers are now working overtime to fill the void normally filled by government agencies.

Funding concerns

shutdown4 From what I’ve heard and read, many non-profit organizations are concerned about how the government shutdown will impact their funding. Consider the following:

organizations fund their operations with federal contracts
states receive federal pass-through money which eventually can put state funding to non-profits in question
vendors, who do lots of business with the government, might not be able to continue providing your agency with the services you require
donors who work for the government or receive benefits from the government might not be in a position to pay their pledges or continue their support in the short-term

The longer a shutdown drags on, the more pressure will be placed on many non-profit organization’s revenue models.

Human capital

Just the other day, I was speaking with an agency who runs many of their programs with work-study students from the local college. The question they were pondering was obviously, “What impact might the government shutdown have on their situation?”

There are government programs like work-study and Americorps that fuel countless agencies’ human resources needs.

Unanticipated consequences

Our system of government is large and complicated. There are countless numbers of programs that non-profit organizations rely upon, and there are millions of individuals who are impacted. Some of these challenges are immediately obvious, but many others will only make themselves visible down the road.

When businesses — regardless of whether they are for-profit or non-profit — operate in an environment of uncertainty, crazy things start to happen. Uncertainty and the human experience mix together about as well as oil and water.

While finance professionals brace for instability in financial markets, so too should non-profit organizations prepare for the obvious impacts and attempt to anticipate unexpected challenges.

What should you do?

While you might feel helpless at a time like this, there are some things you should consider:

Pull together an ad hoc committee to assess your agency’s vulnerabilities
Revisit your strategic plan and invest some time in contingency planning
Engage fundraising volunteers in a discussion about how to shift your agency’s dependence on government funding to other more stable sources like private sector fundraising efforts and specifically individual giving

Has your agency been impacted by the government shutdown? If so, how? What are you doing about all of this right now? Please use the comment box below to share your thoughts and experiences. We can all learn from each other.

Here’s to your health!

Did fundraising cause the recent government shutdown?

October 8, 2013 erik Fundraising

shutdown1 In the weeks leading up to the government shutdown, I heard some rumblings via the news media that Senator Ted Cruz and those aligned with him were dragging things out in Congress to maximize their online and direct mail fundraising efforts. To be honest, I didn’t give much thought to those accusations. They sounded like sour grapes and something partisan opponents would say in the heat of the moment. And then . . . when the government actually shut down, I started receiving a flood of email from the Democratic Congressional Campaign Committee (DCCC). This is when my fundraising spidey-sense started to tingle, and I started paying attention because there must be lessons to be learned for non-profit organizations somewhere in this mess.

Here is what the most recent DCCC fundraising email said:

Dear Erik —

Boehner’s Tea Party majority is teetering on the edge:

A new poll shows that Democrats are leading SEVENTEEN Republican Congressmen after the Tea Party-inspired shutdown. Guess how many seats we need to win back a Democratic Majority? 17.

Voters are done putting up with the extreme Tea Party antics that have paralyzed the government. We have to act quickly to press our advantage in these crucial races. Will you help us raise $500,000 immediately to take on vulnerable House Republicans?

Donate $3 IMMEDIATELY to the Democratic Majority Rapid Response Fund.

This shutdown could spell the end of the Tea Party controlled Republican Majority.

But if we want that to happen, we have to act now.

Thanks,
DCCC Rapid Reponse

I purposely omitted the hyperlinks and website addresses because my intention is to evaluate language and strategy and not raise money for the DCCC.

So, let’s strip out the partisanship and set aside our personal political feelings. Let’s avoid the temptation to point fingers. Let’s just look at the circumstances, strategies and verbiage in the letter from a “Just the facts, ma’am” perspective.

What do you see? What do you sense?

shutdown3 Here is what I’m seeing:

I see a misspelling in the signature block.
I see a case for support spelled out in five simple sentences.
I see emotionally charged words intended to poke and prod me into action (e.g. teetering, extreme, paralyzed, etc).
I see a fundraising goal clearly articulated (e.g. $500,000).
I see a specific ask (e.g. Donate $3.00 immediately).
I sense the strategy here is to set a very low barrier to entry to entice first time donors. In other words, they poke me, I get upset, and the solution is as simple as just giving $3.00 to make things right again.
I see an email with a small handful of carefully worded sentences fitting neatly on my computer screen. I don’t need to scroll down to continue reading.
I see short easy to read sentences. The longest sentence was 16 words long.

There is so much that you can learn if you just keep your eyes, ears and mind open. Professional fundraisers cram your mailbox and email inbox full of examples every day. Are you paying attention? Because with a little discipline you can teach yourself a lot in a short period of time.

Let’s circle back to the question I pose in the headline of this blog post:

Did fundraising cause the recent government shutdown?

I think a case can be made for the answer to this question being “YES”.

There is so much noise being made in our political arena on a daily basis that many people tune things out. I know that I am as guilty as others in this regard. So, when you have fundraising goals to hit, then your case for support needs to be very big and noisy in order to get people’s attention.

I believe the lesson to be learned here for non-profit organizations is that your case for support is powerful. It is the engine at the center of your resource development plan. It is the jet fuel for all of your fundraising appeals regardless of whether it is a direct mail appeal, email, social media, telephone solicitation, face-to-face pledge drive or special event.

shutdown2 When crafting your case for support, this is what our friends in the political fundraising world seem to be telling their non-profit cousins:

Make it emotional
Focus on an issue that people care about
Choose an issue that donors and the media will talk about and magnify
Wrap marketing efforts around your fundraising efforts
Where possible, infuse advocacy into the appeal

For those of you who are skeptical and find yourself thinking at the end of this blog post that non-profit organizations can’t “manufacture” a crisis and weave it into a case for support like politicians, then let me suggest that you open your mind a little more.

I cannot tell you how many agencies I’ve seen neglect their buildings by minimally investing in maintenance and upkeep. In the final analysis, aren’t those agencies just slowly creating a powerful capital campaign case for support for down the road? Maybe it is purposeful and maybe it isn’t, but the fact that it is a manufactured crisis cannot be denied.

There are plenty of needs and gaps in our communities around which non-profit organizations can build a powerful case for support. We don’t need to manufacture crisis to raise money like our political counterparts, but it does happen more often than you think.

So, what are you waiting for?

It is the fourth quarter and year-end fundraising is one of the biggest shows on Earth. Start writing your case for support document today so you can transform it into an eloquent and powerful fundraising appeal in the next few weeks.

But whatever you do, please don’t “shutdown” your agency to make a buck or two. I suspect donors can only handle this strategy in small doses. 😉

And I am making a mental note to myself . . . perhaps, I need to stop tuning out politicians on a daily basis so they stop doing drastic things to get my attention. 😉 (Sorry, I just couldn’t help myself.)

Here’s to your health!

Cause related marketing saved Tina’s life

October 7, 2013 erik Fundraising

nfl1 Over the years, I’ve urged non-profit organizations to exercise tremendous caution when contemplating a cause related marketing strategy as part of their resource development plan. There was the December 2012 post titled “Cause related marketing 101: Educate, educate, educate!” Then there was the February 2013 post titled “Bad cause related marketing is offensive” based on my personal experience with buying a new pair of glasses at the mall. Most recently, there was “Non-profits must be careful with cause related marketing,” which was based on another personal experience with an internet vendor.

Some people have called me a skeptic of cause related marketing, which is not true. I just strongly believe that media is powerful and employing this strategy wrong can do lots of damage very quickly to your brand. So, when I saw the NFL’s newest “A Crucial Catch” public service announcement during yesterday’s games, I knew I just had to blog about it today.

The commercial opens up with a woman telling us that her name is Tina; she is a New York Jets fan; and she is a breast cancer survivor. As she tells her story, you get pulled in and emotionally connected which is when they drop the bomb. Towards the end of the commercial, she credits the NFL with saving her life. It was because of the NFL’s awareness efforts and cause related marketing campaign that Tina performed her first self examinations. These initial self exams resulted in a visit to the doctor and early detection.

Haven’t seen the commercial? Click here or on the image below to check it out. Trust me . . . it is worth the click!

First, let me say that I forgive Tina for being a Jets fan. 😉

Second, let me congratulate Tina for beating breast cancer and having the courage to tell her story to millions of people.

Finally, I encourage all non-profit organizations who are looking for a benchmarking project, prior to jumping into a cause related marketing campaign, to look at this campaign. It is rock solid and everyone can learn from this textbook example.

The American Cancer Society has raised millions of dollars primarily through two funding vehicles: 1) the sale of pink NFL merchandise and 2) an auction of sports related items by the NFL.

nfl2 If you want to know more about this campaign, Forbes magazine’s Alicia Jessop did a nice job in an October 2012 article titled “The NFL’s A Crucial Catch Campaign Raises Millions for the American Cancer Society” of summarizing the essence of the campaign.

I really love the mutually beneficial relationship between the NFL and the American Cancer Society.

The American Cancer Society gets:

Revenue
Exposure for its brand
Awareness of its issue

The NFL gets:

Positive exposure for its brand (e.g. The Halo Effect)
Awareness of its product (e.g. football) by a powerful segment of consumers — women

The thing I love most about this cause related marketing campaign is the contrast it creates, which in and of itself makes people pay attention to an important issue. What I mean by this is that football is a uniquely masculine product with lots of testosterone, and breast cancer (in most people’s minds) is a uniquely feminine issue (even though there are a small number of men diagnosed with this cancer ever year and countless men and boys are devastated when the women in their lives are diagnosed).

If you want to learn more about cause related marketing, you may want to check of some of the following resources:

about.com: “Three Cause-Marketing Trends That Matter For Nonprofits And Their Business Partners“
Hone Watson Bookmarks: “Cause Marketing The Halo Effect“
Ventureneer SlideShare presentation: “Cause Marketing Basics“

To all of you who follow the DonorDreams blog, let me be one of the first to wish you a happy Breast Cancer Awareness Month. Please practice and promote prevention.

I also want to take a moment to congratulate my sister-in-law who was diagnosed in her early 30s with breast cancer and has been cancer-free for more than 10 years. You’re a fighter and inspiration, Anne! Now please take your brother to a Dallas Cowboys game on Thanksgiving. I’m tired of hearing him whine about it.

Is your organization looking at a cause related marketing campaign? What are some of the obstacles in your way? What are you doing to overcome those obstacles? What does your planning process look like so that you can avoid the bad campaigns I’ve previously written about and referenced in the beginning of this post?

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

Here’s to your health! (And think pink) 😉

The power of writing it down

October 4, 2013 erik 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.

First let me start this O.D. Fridays post with an apology to DonorDreams blog readers.

For the last week, I’ve been in St. Louis with hundreds of Boys & Girls Clubs from the Midwest and Southwest regions. What an amazing conference with inspiring stories and talented board volunteers and staff members! Hats off to the national staff who planned and executed a flawless conference plan.

Unfortunately, I can’t say the same thing for me and this blog platform.

I didn’t post anything on Monday because my ride to St. Louis picked me up at 5:55 am, and I also missed the mark on Thursday because I needed to be in my exhibitor booth at 7:00 am.

Here are all of the things I’ve been trying to balance this week:

Writing for the DonorDreams blog community
Managing and staffing my exhibitor booth
Organizing and facilitating a training track
Networking
Working with other clients back home who are under contract and in need of attention

For those of you who know me, I usually balance competing projects fairly well. So, why did this week turn out so messy? Why did I drop the ball and not blog on Monday and Thursday?

I think some of the answers to these questions can be found on John Greco’s July 23, 2013 johnponders post titled “Ink It“. In this post, John drills down on the following Chinese proverb:

“The faintest ink lasts longer than the best memory.”

Heading into this challenging week, I didn’t write anything down. I was operating with everything in my head.

I am not just talking about the power of task lists and calendars. This has everything to do with brain science and in some instances personality types.

Now let’s take a 180 degree turn and about-face with this idea.

If you buy into what John talks about in “Ink It,” then what are you doing to encourage your:

staff to write things down?
board volunteers to write things down?
donors to write things down?

Again, we’re not necessarily talking about task lists and time management, which is how I started the post.

What if your board members were asked to write out their personal action plans for the upcoming year?

What if donors were asked to write out their personal stories about why they support your agency? What if you published those testimonials on your agency’s blog or Facebook page?

Would the result be a deeper sense of engagement?

Would board members be more likely to follow through on what they commit to doing? Would donors end up increasing their contributions?

I dunno . . . but if you buy into what John says about the act of writing something down, then these are questions every non-profit professional should be asking themselves.

Have you ever asked donors to share their story in writing? What was the result? How did you use it? What about engaging board members in writing out their commitments as part of a future focused action planning process centered around your strategic planning process?

Please use the comment box below to share your thoughts and experiences.

A side note of appreciation

Throughout the week at the Boys & Girls Club conference in St. Louis, I’ve been approached by countless numbers of people asking me about this blog.

Just last night, I was dragging myself off of the elevator on my way to another late night bedtime when a fellow passenger (who I’ve never met and don’t know), said “You’re that blogger! I missed your post this morning.”

I just want to take a moment to sincerely thank all of you who subscribe and read this blog. I very much appreciate your time, loyalty and complements.

It is easy for me to get into that “Fred the Baker” from Dunkin’ Donuts mindset of “It’s time to make the donuts.” However, this week reminds me that this blog and your daily work is all about mission-focus, your clients, and making this world a better place.

Thank you to those of you who re-inspired me.

I’m also glad that I’ve written all of this down in ink so that this inspiration won’t fade too quickly. 😉

Here’s to your health!

Non-profit governance: The work of the board, part 5

October 2, 2013 erik Board governance, Planning

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.

Governance: The Work of the Board, part 5

Setting the Mission, Vision and Strategic Plan

By Dani Robbins

strategic planning Welcome to the final post in our five-part series on Governance. We have already discussed the Board’s role in Hiring, Supporting and Evaluating the Executive, Acting as the Fiduciary Responsible Agent, Setting Policy, and Raising Money. Today, let’s discuss the Board’s role in setting the mission, vision and strategic plan.

As previously mentioned, Boards are made up of appointed community leaders, who are collectively responsible for governing an organization. As outlined in my favorite Board book Governance as Leadership and summarized in The Role of the Board, the Fiduciary Mode is where governance begins for all boards and ends for too many. I encourage you to also explore the Strategic and Generative Modes of Governance, which will greatly improve your board’s engagement, and also their enjoyment.

At a minimum, governance includes:

Setting the Mission, Vision and Strategic Plan,
Hiring, Supporting and Evaluating the Executive Director,
Acting as the Fiduciary Responsible Agent,
Raising Money, and
Setting Policy.

One of my goals for this blog is to rectify the common practice in the field of people telling non-profit executives and boards how things should be done without any instruction as to what that actually means or how to accomplish it.

What “Board members being responsible for setting the mission, vision and strategic plan” means is:

The Board sets –meaning discusses and votes to adopt or revise — the mission statement, which answers why your organizations exist.

The Board also sets the vision of the organization. A vision statement is a description of what the organization will look like at a specified time, usually 3-5 years, in the future. There are two minds in the field as to if a vision statements should be a Utopian view such as “an end to hunger” or a more concrete view such as “to be the premier youth development organization.” I lean toward the latter; I find it challenging to set goals to get to Utopia.

The Board votes upon the strategic plan, after participating in a strategic planning process “in which the board, staff, and select constituents decide the future direction of an organization and allocate resources, including people, to ensure that target goals are reached. Having a board-approved, staff-involved strategic plan that includes effective measurements and the allocation of resources aligns the organization, provides direction to all levels of staff and board, and defines the path for the future of the organization. It also allows leadership, both board and staff, to reject divergent paths that will not lead to the organization’s intended destination.” (Innovative Leadership Workbook for Nonprofit Executives)

The process — and the document — can be very long or very short. In fact, I have a new theory that the longer strategic plan is, the less likely it is to be used. For my clients, I recommend a 4-5 meeting process: We start with setting or revising values, vision and mission and end with assignments, measurements and due dates.

Please do not accept a plan that does not include assignments, measurements and due dates. If you cannot answer the question “How will we know when we get there?” you will not get there. A plan without measurements, assignments and due dates is just a list of goals that are unlikely to be accomplished.

For information on what should be included in the process, please click here.

A strategic plan should be a living document that guides the organization and provides a point for ongoing programmatic and organizational evaluation. It should not sit on a shelf.

All organizations should have a strategic plan.

Strategic plans get everyone on same page as to where you are as an organization and where you are going. They allow the group to decide the goals moving forward; create measurements to determine if you met your goals and assign responsibility and due dates for specific goals.

Strategic planning is a process that results in not only a document but also a shared understanding among key stakeholders.

In the absence of that shared understanding and agreement, there are still moving parts, but they’re not aligned. The absence of a plan sets the stage for people to do what they feel is best, sometimes without enough information, which may or may not be right for the organization. It opens the door for one person’s vision to get implemented and others to feel unheard or unengaged. The absence of a plan allows for major decisions to be made on the fly and for potentially mission driven decisions to be compromised. As we all know, movement goes in other directions than forward.

What do you think? As always, I welcome your insight and experience.

My day with Jay Love from Bloomerang

October 1, 2013 erik Fundraising

Do you know Jay Love? Of course, you know this gentleman, but you just may not know that you know him. Many non-profit professionals know Jay as the man who innovated the online donor database system known as eTapestry. More recently, you may have heard whispers about a new online CRM product called Bloomerang, which focuses on donor loyalty instead of more transactional metrics found in traditional donor databases. Well, that is Jay’s newest gift to the non-profit sector.

A few weeks ago, I extended an invitation to Jay and asked him to speak to the Fox West Philanthropic Network (FWPN) about donor loyalty rates and the data associated with this phenomenon.

Over the course of an hour or so, FWPN members were exposed to data and lessons learned from the 2012 Fundraising Effectiveness Project. I thought I should share some of those points with you today.

Focus on 10 percent

Jay started his presentation by asking the group a multiple choice question.

“What does a 10 percent increase in donor retention rates mean in terms of lifetime dollars raised?”

a) 50% increase
b) 100% increase
c) 150% to 200% increase

Of course, the answer is the most dramatic answer . . . c) Increasing donor retention rates by 10 percent can improve lifetime dollars raised somewhere between 150% and 200%.

Jay does a nice job of illustrating this point mathematically.

If your organization started with 2,000 donors at an average size gift of $200 and a retention rate of 41%, you would raise $820,859 over 10 years in lifetime giving. With everything else staying the same except moving your retention rate from 41% to 51%, your organization would raise more than $1.2 million in lifetime giving.

These initial slides are designed to get your attention. I know that Jay had my attention at this point.

Do you love your donors?

It shouldn’t be surprising that Jay Love is obsessed by “donor-love”.

One of the statistics I scribbled down on my notepad was why customers of for-profit companies stop doing business with those companies.

According to survey research, 77% of consumers stop frequenting a company because they don’t believe the company is interested in their business.

Jay does a nice job of tell a story about his dry cleaners who after many years of business still don’t use his first or last name when he picks up his clothing. Where is the love? He even conducted an experiment where he started using their first names in an effort to personalize the relationship, but it resulted in no change.

The moral to the story is that when a new dry cleaners shop opens up closer to Jay’s home, he is very likely to switch.

Of course, this is similar with regards to non-profit organizations.

Most donors don’t make a second contribution. Why? Well, simply stated . . . they didn’t feel a connection, which isn’t any different from the for-profit explanation of “they aren’t interested in me“.

How many of your donors are currently shopping for a new place to invest their charitable giving?

The answer is . . . you don’t want to find out! Take an interest and get to know your donors.

Take the time to be personal

Jay talks about the power of a handwritten note. Not only does he keep his handwritten gift acknowledgement letters, but they don’t even fill up one shelf in his office.

The power of handwritten notes really resonated with me because I do the same thing as Jay. I tape them to the door, and generally have a hard time throwing them away.

Are you already sending handwritten notes to donors? Want another idea about how to personalize philanthropy? I really liked Jay’s idea of sending individuals, who make a first time gift to your organization, a “new donor welcome packet“.

Always remember . . . the more personal the gift acknowledgement, the more likely you are to get contribution number two!

Please note that personalized acknowledgements are only one-third of the battle. You need to communicate to the donor that their donation is being used in the manner in which you promised. You also need to demonstrate ROI. However, if personalizing your acknowledgement strategies get you one-third of the way to a renewal, then what are you waiting for?

The final two notes that I took from Jay’s presentation were:

Your targeted and direct mail should use the word “YOU” twice as much as the word “WE“.
Your letters should be written at a sixth to eighth grade reading level.

My advice to you?

Jay was super kind and uploaded his FWPN presentation to SlideShare. If you have the time, it is worth it to click here and view his slides.

I’m sure that you won’t find it surprising that Jay built many of these principles as well as the teachings of Adrian Sargeant and Tom Ahern into his new online donor CRM product. You may want to check out Bloomerang when you have a chance.

Do you use Bloomerang? If so, what has been your experience? Are you tracking your agency’s donor retention rates? What has been your ROI experience. Please use the comment box below to share your thoughts and experiences.

Here’s to your health!

Obamacare and your non-profit: Part Two

September 26, 2013 erik Uncategorized

On Monday of this week, I blogged about the Affordable Care Act (ACA) and what it might mean for non-profit organizations including those that have fewer than 50 employees and don’t think this legislation applies to them. At the end of my post, I asked a few questions as I always do. Within 24 hours, one person did weigh-in and others sent me direct emails. So, I decided to share that expert feedback with you today.

Feedback from a federally qualified healthcare center

The following is a comment from Rose Reinert who is a community outreach liaison from a healthcare non-profit in my hometown of Elgin, Illinois. I’m sharing it here because I know many of you don’t get an opportunity to loop back around to former posts to read the comments.

Great post Erik! As you know, I work as Community Outreach Liaison for an area Federally Qualified Health Center that meets the medical and dental needs of all, regardless of ability to pay, and I can say there are a lot of changes coming. It reminds me of when we used to play hide and seek and scream, “Ready or not! Here I come!” In this case, we have to make ourselves ready, and there are a lot resources to do so.

I have also found a lot of confusion surrounding the Affordable Care Act. Having said that, our organization, Greater Elgin Family Care Center has received federal and state funding for In Person Counselors who can assist in education and enrollment.

If anyone is in the Greater Elgin area and would like to learn more about the Affordable Care Act, please let me know. We can come to you to give talks to your staff, your clients, or any one who might want to learn more!

Rose Reinert, rreinert@gefcc.org

Feedback from an HR professional

The following is an email from a former volunteer and friend of mine who is a human resources professional. Her comments reference resources she recently blogged about. (I should note that she is one of my favorite HR bloggers and I subscribe to her site) If you want to check out her blog, click here to visit her site which is titled “Don’t bite the apple . . . Work is not a fairytale”.

Here is what she said in her email:

Erik,

Hi there, I hope all is well. Great Article on Obamacare. I didn’t want to post my blog to yours and some of my information doesn’t apply. I just wrote a post on the notices with a link to the DOL approved notices.

ALL businesses subject to FLSA (which is pretty much everyone) has to send notices to employees to tell them if they are or are not providing insurance by October 1st. It has to go to ALL employees f/t, p/t and even if not on insurance. It’s a great thing to post about and provide the links. The first page of the notices explain to the employees how to go out to exchanges and look at healthcare. It also notifies people that if they buy from there and the employer pays part of the premium they can lose their match.

Feel free to take anything you’d like out of the post and if you need anything else, I’d be happy to help. I have access to a lot of info through SHRM.

Have a great day,
Denise

Feedback from an insurance professional

Dan Walter is a board member for my local United Way and he is a partner and senior vice president for Lundstrom Insurance. After reading Monday’s blog post, he sent me a guest commentary he recently wrote for The Daily Herald newspaper.

Here is his article about the Affordable Care Act:

The Affordable Care Act (ACA) is about to enter its most far-reaching phase. In 2014, the ACA mandates that nearly all citizens purchase qualifying health insurance or pay a penalty. Guaranteed insurability will provide access to health insurance coverage regardless of health history. Health plans must accept pre-existing conditions that might have been denied or limited under the present rules.

The Health Insurance Marketplaces, also known as the public Exchanges, are scheduled to be operational on October 1^st, with coverage that can be effective as soon as January 1, 2014. Rather than create its own exchange, Illinois chose to partner with the exchange established by the federal government. Illinois consumers will have access to six carriers, far fewer than originally anticipated.

By October 1^st of this year, most employers are required to distribute a notice to every employee informing them about the Health Insurance Marketplace. The Marketplace/Exchange will provide access to private health insurance plans as well as certain government-based health plans like Medicare and Medicaid. Also, the public Marketplace/Exchange is the only place an individual can access premium and cost-sharing subsidies. Premium subsidies are available on a sliding scale up to 400% of the federal poverty level (FPL) and consider the entire household income for eligibility. Cost-sharing subsidies help offset high out of pocket costs for people with incomes up to 250% of the FPL.

Insurance will continue to be available through brokers and carriers without going through the Marketplace. Brokers will have access to many other plans and other carriers, as well as those on the Marketplace/Exchange. Some carriers like Blue Cross Blue Shield of Illinois have also created their own private health insurance exchanges which brokers can access on behalf of their clients.

New ACA Fees and taxes will also go into effect in January. Two of these new costs are the Health Insurer Fee and the Reinsurance Fee. Starting at $8 Billion in 2014, the Health Insurer Fee will apply to health insurers offering individual coverage and fully insured group plans. The tax is allocated among health insurers based on relative market share. By 2018 this tax will have grown to $14.3 Billion.

The Reinsurance Fee is scheduled to be in effect for a three year period, decreasing over that time from a starting point of $5.25 per person, per month and applies to individual coverage and fully insured group plans, as well as self funded plans.

Combined, these two fees will add an estimated 3-4% to the premium. The amount will vary based on the number of people covered and a formula applied to the carrier’s net premium for the prior year.

In July of this year it was announced that the penalties and reporting requirements of the so-called “Employer Mandate” would be delayed to 2015. This portion of the law affects businesses with 50 or more full time equivalent employees and obligates them to offer coverage that meets certain standards of coverage and premium affordability. Not doing so will risk fines ranging from $2,000 per full time employee, to $3,000 for each full time employee who obtains a subsidy on the government Marketplace/Exchange. Other requirements and timelines of the ACA remained intact.

This is only a brief summary of some key points of ACA. If this sounds confusing or complex, it reinforces why individuals and businesses should be very discerning about ACA related information. Be sure to identify whether the information you rely on applies to individuals, small or large employers, and even whether it applies to your state or not. Obtain good counsel and guidance to help you understand your choices as well as your compliance obligations and potential penalties.

The impact of ACA is far reaching. With appropriate guidance, you will navigate it just fine.

My final thoughts on this issue

If you think your non-profit won’t be impacted by ACA, you are most likely wrong. At a minimum, this legislation will get your employees talking about healthcare benefits in your workplace. It would be wise to read up on ACA, talk to your insurance people, and be prepared to talk intelligently with your employees about this issue if and when questions arise.

This blog thread appears to have resonated with DonorDreams readers. Do you have more questions or comments? If so, please use the comment box below to share your thoughts and experiences.

The truth about your agency’s budget versus its mission

September 25, 2013 erik Uncategorized

budget1 Full discloser . . . I went out for a few glasses of wine on Tuesday night with a non-profit friend and got back home a little late at night. So what? Who cares? Well, I need to be up and on the road at 5:00 am to visit an out-of-state client, which means I needed to write my Wednesday blog post on Tuesday night. Oooops! So, I’m heading to bed in the next few minutes and wringing my hands about not writing something in the morning. Luckily, my friend said something provocative over a glass of wine and that will the be center of today’s post.

I can see that you’re now curious. 😉

OK . . . so, you’ve probably figured out that we were more than one glass of wine into the evening when I had my epiphany . Regardless, I think his point is still provocative. He said . . .

“For non-profit organizations, it always comes down to the budget in the final analysis.”

I can already see that some of you are saying, “Duh! Really, Erik? How much wine did you drink last night?” However, I know many of you very well, and some of you are saying, “Ummmm, NO! The budget is important, but it always boils down to a question about mission and vision.“

When I first heard my friend’s point, I must admit that I was taken back to high school and American History class. I thought that the debate about budget vs. mission is analogous to the founding fathers putting a series of checks and balances in the United States Constitution.

How so?

Well, the executive director and staff are typically focused on issues of mission. They are always advocating for clients and programming that best meets the needs of the community. Whereas, the board of directors typically uses the power of the various policy documents (e.g. agency budget, strategic plan, etc) to place parameters on staff to ensure accountability and sustainability.

So, who is right?

At the risk of fueling your suspicion that I might have had one too many glasses of wine on Tuesday evening, I point you in the direction of the following classic 1970s television commercial featuring George Steinbrenner and Billy Martin to resolve this conflict:

[youtube=http://www.youtube.com/watch?v=z_zDcQV6_6k]

Which side of this classic debate do you come down on? In the final analysis, does your agency budget trump everything else or does your mission and vision define the budget? Please use the comment box below to share your thoughts and experiences.

Here’s to your health! And, ohhh yeah . . . cheers! 😉

Obamacare and your non-profit organization

September 23, 2013 erik Planning

obamacare1 I am not a healthcare expert, and I promise not to play one today. However, the Affordable Care Act (aka Obamacare) has been mentioned in passing a handful of times in meetings I’ve had with non-profit board and staff members over the last few months. Of course, when things like this happen, it tweaks my curiosity and normally ends up here as a blog post. Today, I thought I’d quickly touch upon the quickly evolving topic of healthcare and the non-profit sector and how everyone needs to start paying attention.

In my experience throughout the last few decades, I’ve seen non-profit organizations occupy two very opposite ends of the spectrum when it comes to healthcare and employee benefits. These two generalizations can be summed up as follows:

They are expensive and the agency does everything in its power to avoid offering them to its employees.
They are provided to employees generously as a way to compensate for low wages and entice employees not to leave for better salaries in the for-profit sector.

There is an increasing number of news stories about Obamacare as we inch closer and closer to implementation of the law. As this happens, it is top of mind for executive directors and their non-profit boards. As I mentioned in the introductory paragraph of this blog, I’ve heard both board and staff members mentioning things in passing on this subject.

Of course, the thing that worries me most is that all of the passing comments I’ve heard involve verbiage such as:

We’ll see if . . .
Obamacare might . . .
We’re not sure, but if . . .

I recent read an online article published at Online Athens, which is the website for the Athens Banner-Herald newspaper, about non-profit organizations and what the Affordable Care Act means for them. It was this paragraph in the story that sent chills up my spine and inspired this blog post:

“Local nonprofits contacted about the tax credit were unaware of their eligibility and did not want to comment at the time of publication.”

Let’s please face facts:

Many non-profit organizations are small, under-resourced, and fragile.
These organizations tread water on most days and celebrate just keeping their doors open for another few months.
These agencies don’t have their eyes on things like the Affordable Care Act because throughout time much of what the federal government has done only applies to larger employers with 50 or more employees (and many non-profits aren’t this big)

The Athens Banner-Herald did a nice job of making this point when they ended their article with this:

“There is no requirement on employers to provide health insurance, but there is a penalty under the Affordable Care Act’s employer “shared responsibility” provisions for employers with 50 or more full-time employees that do not provide a minimum level of insurance coverage that goes into effect in 2015. The Act does not require employers to provide health insurance to part-time workers and nonprofits that employ fewer than 50 employees will not be subject to employer-shared responsibilities.”

Regardless, the fact of the matter is that ALL non-profit organizations need to start paying attention and educating themselves about the changing face of the healthcare sector.

obamacare2 Why?

There is this thing called the “individual mandate“. To make a long story short, this means that most Americans will soon be required to have some sort of health insurance coverage. It also means that health insurance coverage will soon be on your employees’ minds. So, don’t be surprised when you start to hear things around your proverbial workplace water cooler like:

Why doesn’t our employer offer us health coverage?
Would it be cheaper to talk to our employer about adding employee subsidized health benefits or purchasing a policy through the government-run insurance exchange?
Since my agency can’t/won’t offer health benefits and I now have to pay for private insurance, I wonder if I can push for a better year-end raise to help offset some of these new costs?
Can I still afford to work in the non-profit sector? Or should I be looking more closely at sector jumping and applying for jobs that offer health insurance?

Sure . . . you may be a small non-profit organization with fewer than 50 employees, but don’t think that none of this is going to effect you. None of this is meant to serve as commentary. I am only trying to make the point that every agency should start thinking about healthcare as changes start to occur and they lead to unanticipated questions and additional changes.

My best advice is to start educating yourself about the Affordable Care Act. Take a few small baby steps and start reading articles and attending free webinars and seminars on the topic. BE PROACTIVE! The following are just a few online resources you may want to check out in your spare time:

Online Athens: “Affordable Care Act offers tax credits to nonprofits“
Blue Cross Blue Shield: “Health Care Reform and You“
Kaiser Permanente: “Understanding the Affordable Care Act“

Let’s use today’s blog post as a starting point for many small non-profit organizations. If you currently work at an agency focused on helping with implementation of this new law, please use the comment box below to share a few thoughts or point folks in the direction of online resources. If you’ve attended a webinar or workshop and learned something worth sharing, please consider taking a moment to share it here.

Here’s to your health!