Fundraising Impact Blog

Listen Up!

2011-03-05T09:25:00.000-08:00

More from the guys over at For Impact! I guess it probably feels like my blog is just a repackaging of what the guys at For Impact! are saying in their daily insights - but they just hit on such important points! I am often asked by clients what they should say at a meeting with a foundation or other donor and my number one piece of advice is to say less and listen more. Ask questions and listen to what the answers are - that will really help you determine the best project to pitch and how best to bring this donor into the fold. This is a great post that highlights that point.

http://www.forimpact.org/2011/03/vocabulary-wars.php?utm_source=feedburner&utm_medium=feed&utm_campaign=Feed:+forimpactnotebook+(For+Impact)

Are your online communication efforts successful?

2011-02-13T10:43:00.000-08:00

It used to be just a website and maybe an e-newsletter that non-profits had to keep up with - but now we are deluged with a variety of other opportunities to communicate and connect with prospects and donors. Facebook, twitter and youtube are standards now and more social media opportunities are coming online each day. Already short-staffed non-profits need to have a visible presence, but they also need to have an effective presence.

Measuring the Effectives of Your Online Communications from IdealWare is a great article on how to measure not only your reach but your impact and engagement with prospects and donors. Remember - you get what you measure!

Words of Wisdom for Non-Profits from For Impact

2011-02-08T19:00:00.000-08:00

I haven't had much time lately for original blog posts lately, but I consume so much information in a given day through other blogs and resources that can be incredibly helpful to non-profits that I thought I could at least share those links. Here are a few from a great resource: For Impact.

Before giving any type of presentation or even going into an important meeting I always recommend thinking about what the three key points you want your audience to remember are as well as a final call to action. For Impact Group talks about that in this blog post: Giving a Speech? Talk about three bullet points instead

More from For Impact, one of my favorite resources on fundraising. 11 Big Ideas for College and University Advancement Teams. Although this piece is aimed at universities, the steps work for any non-profit. They get right to the core of fundraising.

OK - my last plug today for Tom Suddes and For Impact. This post is about something that I often have a hard time getting non-profits to understand or incorporate, but it so crucial for long-term organizational success. I'm going to print this in its entirety, it's short, and I don't want anyone to miss it.

Involvement Begets Investment
via For Impact Daily Nuggets by Tom Suddes on 1/13/11

I was reminded again this week of the power of this simple idea/action: INVOLVEMENT BEGETS INVESTMENT.

• INVOLVING your Leadership, Board and Top Prospects is a great way to MAXIMIZE RELATIONSHIPS

• INVOLVING and ENGAGING your STAKEHOLDERS is a great way to guarantee much greater INCOME.

• INVOLVEMENT can be in (what we call) the Leadership Consensus Building Process. It can be attending a MEMORABLE EXPERIENCE. It can be as simple as sitting down one-on-one and having a great CONVERSATION.

• No More Feasibility Studies. No More 5-Year Strategic Plans. No More Internal Case Statements. No More Visions in a Vacuum. No More Promises in Private. No More Decisions in the Dark.

Get your absolute best Champions and potential Investors INVOLVED!!!

INVOLVEMENT BEGETS INVESTMENT.

Technology Resources for Non-Profits

2009-06-16T18:12:00.001-07:00

The Non-Profit Leadership 601 blog has a great list of technology resources for non-profits today.

Overall great nonprofit technology websites

Tech Soup
offers nonprofits a one-stop resource for technology needs by providing free information, resources, and support.
Nonprofit Technology Enterprise Network
is the membership organization of nonprofit technology professionals whose members share the common goal of helping nonprofits use all aspects of technology more effectively.
NTEN has Affinity Groups groups.nten.org where anyone can post nonprofit technology questions, find technology consultants and learn great technology tips.
My favorite groups are: 501techclub-sf@groups.nten.org (there are groups for practically every metropolitan area) nten-discuss@groups.nten.org & accidentaltechies@groups.nten.org. There are also groups about blogging, social media and other np tech topics.
NPower
a network of locally based nonprofit organizations that provide comprehensive, high-quality and affordable technology assistance to other nonprofit groups nationally.

Selecting hardware for your nonprofit

Tech Soup's Healthy and Secure Computing Program Use this workbook to find steps and recommendations for creating a healthy and secure computing environment and establishing a sound technology infrastructure at your nonprofit.
PC Magazine Computer Hardware, Software Reviews, Downloads, News and Opinions

Selecting software for your nonprofit

Tech Soup Stock A site that provides donated software for your nonprofit organization
Idealware
provides candid Consumer-Reports-style reviews and articles about software of interest to nonprofits.
Social Source Commons a place to share lists of software tools that you already use, gain knowledge and support, and discover new tools.
Downloads.com Free Software
The eNonprofit: A Guide to ASPs, Internet Services and Online Software

Web Presence & Using Technology to Fundraise

General Technology Fundraising Resources Robert Weiner provides fundraising resource links about donor databases, e-mail marketing, newsletters, online fundraising, online privacy, social media, spam, technology planning and more.
The 2008 Online Fundraising Survival Guide: 12 Winning Strategies to Survive and Thrive in a Down Economy
Online Fundraising Handbook: Making the Most of the Web and E-mail to Raise More Money Online

Nonprofit Technology Events and Conferences

Nonprofit Technology Conference
The event to learn about nonprofit technology hardware, software, professional development and to connect with nonprofit techies.
Penguin Day is a day long conferences where non-profit organizations explore the range of issues and options involved using Free and Open Source Software (F/OSS). The host of Penguin Day, Aspiration also organizes a variety of other nonprofit technology events including the Nonprofit Software Development Summit, Managing Technology Projects, eAdvocacy trainings and more.
Netsquared is a two-day meeting that brings together the minds of unlikely allies from different professional fields including: leaders in philanthropy, corporate philanthropy, engineering, media and world-class innovators driving the development, distribution and use of social technologies for progressive change.
Other Nonprofit Technology Events listed on Tech Soup's Website

Helpful Nonprofit Technology Books and Reports

Accidental Techie: Supporting, Managing and Maximizing your Nonprofit's Technology by Sue Bennett
Managing Technology to Meet Your Mission: A Strategic Guide for Nonprofit Leaders eds
Katrin Verclas, Holly Ross, Allison Levine
Nonprofits and Technology: Emerging Research for Usable Knowledge eds. Kevin Rafter and Michael Cortez.
NTEN has a variety of reports available for download on their website My favorites are the IT Staffing Reports, and Nonprofit Social Network Survey
Idealware and Tech Soup also have a variety of articles and reports available for download on their websites.

Social Media for your nonprofit

An Overview of Social Media for Nonprofits presentation by Beth Dunn
The Social Media Starter Kit for Nonprofits: We are Media
Social Media as a Fundraising tool presentation by Emily Davis
How much time should nonprofits spend on Social Media? (Slide 18 & 19) presentation by Beth Kanter
Return on Investment for Social Media blog post by Beth Kanter. Beth also writes about everything you ever wanted to know about Social Media on her blog.
Using Social Media in Your Nonprofit: Overcoming Objections by Debra Askanase
Momentum: Igniting Social Change in the Connected Age book by Allison Fine.
Blogs in the Nonprofit Sector: Should your nonprofit launch a blog? Overview by Nancy Schwartz
The top nonprofit technology bloggers listed on twitter, these bloggers provide amazing technology tips and resources: John Kenyon, Michael Stein, Beth Kanter, Michelle Murrain, Laura Quinn, Rebecca Leaman, Allison Fine, Michele Martin, Peter Campbell, Holly Ross, Britt Bravo, Deborah Elizabeth Finn & NetSquared Blog (please forgive me if I forgot someone).
26 Charities and Nonprofits on Twitter
A beginners guide to Facebook for Nonprofits by Wild Apricot

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Raising Money in Hard Times: What Charities are Doing Now

2009-06-15T14:19:00.001-07:00

This week's Chronicle of Philanthropy reports on the new edition of Giving USA, released last week. They point out many similarities between the current recession and the one experienced in the mid-1970's. If that holds true, donations may not rebound until 2012. However, they give some very specific and useful suggestions on what some charities are doing now to deal with the current financial reality.

RAISING MONEY IN HARD TIMES: WHAT CHARITIES ARE DOING NOW

- Asking donors to give money to replenish endowments wiped out by the financial crash.

- Sparking a sense of competition among donors.

- Soliciting small sums, such as $25 to finance 30 minutes of a scientist's research.

- Toning down lavish galas.

- Letting donors earmark money for specific purposes, like scholarships or employee salaries.

- Urging donors to make monthly donations by credit card or automatic bank withdrawal.

- Using blogs, Twitter, and other online tools to connect donors with the people their contributions aid.

- Focusing on building ties to loyal donors.

- Working with other charities to apply for grants.

Making a Professional Impact on Your Organization

2009-06-11T07:56:00.000-07:00

Like every other person I know who works in the fundraising field, I fell into the career. My first job was at a computer peripheral manufactuer, working on ISO 9000 implementation and Total Quality Management. After more than five years there I decided I wanted to further my education and decided to look for a job at a University where I could get a deal on tuition by working there. I responded to an advertisement in the paper for a job in the fundraising department for a School at a major University. I remember leaving the interview thinking that with as much money as this university charged per unit, why in the world did they need fundraising? This was how little I knew. For some reason, they hired me anyway and opened me up to an incredible career opportunity.

I loved everything about it. I loved the variety of activity – from project management, to writing, to meeting with committed volunteers and donors. I loved the way being in fundraising gave you entrance to all areas of an organization – you had to be an expert on everything about your organization. Having mastered all previous jobs in a six months or so, the ever-changing and responsive nature of non-profit management kept me engaged and interested in what was happening next. Different jobs, different organizations – the phones have not stopped ringing and the e-mails have not stopped coming since I started this career. I’ve rarely had a moment where I truly felt caught up.

It is because of the diversity and pace of our work in the non-profit sector, as well as a pretty universal lack of appropriate resources, hat it is so important to keep you focus on the big picture and your priorities as a fundraiser for the organization you represent and to be a professional. This post by Tom Suddes of the For Impact blog was a great reminder about what we need to be doing as development sales professionals.

A Development Sales Quiz

via For Impact Daily Nuggets by Tom Suddes on 5/7/09

This is a recycled note from last June. After a coaching call yesterday, I thought it was a timely reminder to be a PROFESSIONAL.

Are you a DEVELOPMENT PROFESSIONAL?

(Answer honestly… and then take action!!!)

DO YOU:

Always appear on time with prospects/investors?

Know the difference between a legitimate question (objection) and an ‘excuse’?

Write down everything? (Take notes? Dictate a memo for the record after every call? Write out your goals, your numbers, etc.?)

LISTEN 3 times as much as you talk?

Follow-up on important things? (Pending requests, appointments, etc.) Special Note: FOLLOW-UP alone will move you to the top five percent of our profession today!

Constantly learn/grow via reading, listening, attending, etc.???

Create Win/Win partnerships and relationships instead of “taking orders”??

Know your own GOALS and PRIORITIES.

Schedule daily/weekly time for thinking and planning?

Spend a minimum of 50% of your time in front of prospects/ investors? (Go ahead, you can add in preparation and follow-up time… but you still need to be making 15 or 20 visits a month.)

Have some kind of personal contact with your Top 10/Top 33 investors weekly? Monthly?

Think of yourself as “PROFIT” and not as “OVERHEAD”? (What does your CEO think?)

Dress appropriately.

Have fun… and celebrate your success with family, peers, volunteer leadership and staff?

Are you getting Impact Philanthropy Group's e-newsletter? Subscribe now for fundraising tools and tips that will help you make a greater impact for your organization.

Animoto Gives Free Pro Accounts to Nonprofit Organizations

2009-05-11T17:54:00.001-07:00

Animoto is quite possibly the easiest way to turn your photographs and music into a dynamic, DVD-quality video presentation without the need for special skills or expensive technology.

They have recently launched Animoto for Causes and have invited nonprofits to apply for free all-access professional accounts. Their most recent press release gives the details:

Animoto for a Cause will donate pro accounts to organizations and people who are working toward improving their community and the world at large. Community activists, large or small non-profits, humanitarian fundraisers, and college organizations are examples of the groups Animoto is encouraging to apply. The pro package includes:

Unlimited full-length video creations.
Free access to Animoto's commercial music library of 300+ songs, all of which are licensed for promotional purposes.
A call-to-action feature that links a video to an outside website, perfect for driving traffic to a site and asking for donations or volunteers.
Unlimited DVD-quality downloads, which are more than double the resolution of standard Animoto videos. DVDs can be burned, re-sold, or played during fundraising events.
The ability to post videos to MySpace, Facebook, YouTube, and other popular social networking sites.
A text feature that allows relevant information and stats to be included in the video.

"Animoto is dedicated to helping any person or organization, no matter how large or small, with their cause - whether it's helping the homeless, saving the polar bears, or just getting people at your school to recycle," says Brad Jefferson, CEO and Co-founder of Animoto. "Animoto for a Cause is our gift to those people who are trying to make a difference, and we want to help empower them with a tool to reach their community in new and exciting ways. We're excited to donate our pro accounts to those who are trying to make the world a better place."

They partnered with 20 high profile nonprofits to launch the program Check out the case studies for inspiration.

I received this information from the Wild Apricot blog which is a great resource on web technology and social media tools for nonprofits. Tech Soup is another great resource for free or reduced price software for your organization.

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Social Networking: Is it the Pot of Gold at the End of the Internet Rainbow?

2009-05-09T21:48:00.001-07:00

Everywhere I look there are conference sessions, webinars and white papers on harnessing the power of the Internet to raise money for nonprofit organizations. I agree that the Internet is a powerful tool that can be used to build the connection between a donor and a charity. But does it work for fundraising? Is it something that warrants the executive-level development positions that I'm starting to see advertised?

I was an early adopter of the Internet as a tool for strengthening the impact of the organizations I worked for. Way before Y2K hit I had launched the equivalent of an e-newsletter and online appeal – years before specific technology would be developed for these purposes. And it was successful.

The inspiration for my very first online appeal came while I was working at home late one weekday evening. Our year end appeal had come from the printer that day, and I had brought a few copies home. These weren't just any year end appeal. The founder of the organization wrote eloquently and honestly about his experience in a way that resonated and connected with the organization's donors. The average gift for these appeals was 10 times the average direct mail donation. To take it from idea to gifts coming in the door, however, was exhausting. It usually took six weeks of solid badgering and cajoling and I'm sure at least one bottle of bourbon on his part. Every year, just as I had finally given up on actually getting this to the printer in time to increase our fundraising numbers for that year, he would come through with something that took my breath away.

Needless to say, I wanted to get as much mileage out of this appeal as I could. So, I decided to just type out the text of the appeal, include a donation link and send it to the e-mail list of supporters that I had gathered to e-mail whenever anything newsworthy happened. There were maybe a thousand (at most) names on the list. The response was amazing! Donations started coming in 10 minutes after I hit send. We raised more than $25,000 from that e-mail.

So, I know it can happen – but I also know it doesn't happen that often. Before long, everyone was in the game and there were more e-newsletters available than I would ever have the time to read. Then Social Networking hit, and there was MySpace and Facebook and Twitter. I was slow to adopt the social networking sites, personally and professionally. My Facebook page is less than a year old, and I've been tweeting (or should I say, I've been following "tweeters") for about three months.

A few weeks after I joined Facebook, I set up pages for some clients and started inviting people. I must admit I was amazed to see how many people joined. Friends of mine joined causes that they had no connection to, Numbers of members rose much faster than I anticipated. It was hard for me to believe that these members would actually become donors.

The Washington Post article, To Nonprofits Seeking Cash, Facebook App Isn't So Green reinforced my belief that it was a bit too easy to become a member of a cause – said as the proud member of 31 Facebook causes. My sense was that such casual joining does not reflect a real connection to the cause, but most likely a connection to the person who sent the request. The Post supported that supposition.

According to the article:

179,000 nonprofits use Facebook Causes as a vehicle to promote their organization and secure donations.
Only a tiny fraction of these have been able to bring in even $1,000.
Fewer than 50 of the 179,000 fundraisers have raised $10,000.
25 million Facebook members have signed on as supporters of at least one cause. Only 185,000 have actually made a donation.
The application allows Facebook users to list themselves as supporters of a cause on their profile page, but fewer than 1% of those who have joined the cause do so.
25 million of Facebook's 200 million members have signed on as supporters of at least one cause, making it the third-most popular of the more than 52,000 applications on the site.

What does this mean for non-profits?

Even though Social Networking is not quite living up to all the hype, it is an important and easy way to connect with people who care about your organization. Relationships are always going to be the things that drive your fundraising income. Facebook is one way to help you do this, but as with everything else, you have to invest time and energy to see results.

How can you make sure you are making the best use of Facebook and other social media tools?

Get in the game. If you don't already have a Facebook page, get started now. Wild Apricot's non-profit technology blog has a great beginner's guide for non-profits using Facebook and a description of Facebook applications you can use on your cause page. These were written before the "new and improved" version of Facebook, but most of the information is still the same.
Connect your current donors to your activity on Facebook. These are the people who already support your organization and whom you have a good chance to engage and inform at a deeper level through your Facebook presence. Encourage them to connect with you through your website, e-newsletter and print publications.
Post new and edgy content. Remember that your goal is to get your readers to "pass it on." Post something people will want to forward to their friends. The best example of this I have seen is MoveOn's personalized Mother of the Year video. I never forward things and was so delighted by this after receiving it that I forwarded it to at least 10 friends. When you click to enter the information to forward it there is a small box below your name that is checked (you can uncheck it if you want, but I didn't) that says "I want to hear more from MomsRising and MoveOn.org about mom & family issues." Sure, this is an issue that is relevant to me, one I want to hear about– and they got my name and e-mail because they created content clever enough to really make me want to forward it.

Are you getting Impact Philanthropy Group's e-newsletter? Subscribe now for fundraising tools and tips that will help you make a greater impact for your organization.

Creating Donor Loyalty

2009-05-04T07:30:00.000-07:00

The most effective and efficient way to grow your non-profit base of support is to keep your current donors. It is estimated that it costs 10 times more to get new donors than to keep existing donors. I encourage you to think about what you are doing to inspire donor loyalty.

Niels Teunis discusses this in a recent blog post about what the Obama campaign can teach non-profit organizations. His points on maintaining donor loyalty are universal and in my experience are what makes the difference between an average organization and an exceptional organization.

From Niels' blog:

How to maintain donor loyalty?

The answer is still out there, but one thing I am pretty sure of.

We should stop looking at donors as donors. Instead, focus on building a movement and make people part of it. Let them contribute in many ways, not just by giving money, and give them a voice in the process. Yes, that is a HUGE lesson from the Obama campaign, and one that we ignore at our peril.

Incidentally, remember that book Forces for Good: The Six Practices of High-Impact Nonprofits? One of six ways that nonprofits are successful is by inspiring evangelists. Don’t just use supporters as cheap volunteer workers and pocket books. Make them part of a movement, your movement.

Of course, you better have a very good story, a story that tells how you are going to change the world and how I can be part of that movement, how I need to be part of that movement.

And one last thing, for today. The Obama campaign used their website to listen to people, to learn what was important to them.

What can you do to stop looking at your donors as only donors and incorporate them in building a movement?

Wealthy Donors Want Sound Business Practices and a Connection to the Cause

2009-05-02T20:07:00.000-07:00

Bank of America released a study in February on the giving behaviors of America’s wealthiest donors. They randomly surveyed over 20,000 households in high net-worth neighborhoods across the country, and their results represent the opinions of 700 donors with household income greater than $200,000 and/or net worth of at least $1,000,000 excluding their primary residence. You know – all those people we are always looking for on our prospect lists.

The study revealed important information on what donors expect from our organizations and why they sometimes stop giving.

What do the wealthiest donors expect from non-profits

Sound business practices (93%)
Spend appropriate amounts on overhead (88.3%)
Acknowledgment of contributions (83.7%)
Protection of personal information (82.7%)
Full financial disclosure (77.7%)

Why do wealthy donors stop contributing to organizations?

No longer feeling connected to an organization (57.7%)
Deciding to support other causes (51.3%)
Being solicited too often (42.3%)

The results aren’t earth-shattering. I don’t look at them and realize something I didn’t already know. What I do realize when I look at them is that often, in the chaos of the often under-staffed and overworked world of non-profits, is that these donor motivations are not always top of mind for me or for my clients. Following are a few simple pointers addressing the points raised in the Bank of America survey that you may want to put in place at your organization if they don’t already exist.

Sound Business Practices

You have developed a budget based on realistic revenue projections, and you are reviewing your income and expenses on a monthly basis with senior staff and board members.
With your team, you have set measurable objectives for each area of operations. Progress toward these objectives should also be reviewed on a regular basis with staff and board members.
Ensure that staff understands their responsibilities and authority, that they are empowered to make decisions relevant to their level of responsibility, and that their duties are documented in job descriptions and key tasks are documented in procedures.
Based on the Better Business Bureau’s Guidelines for Charitable Giving your board should be made up of a minimum of five individuals. Not more than one or 10% (whichever is greater) should be directly or indirectly compensated.

Spend an Appropriate Amount on Overhead

Make sure that you take these percentages into account during the budgeting process. The Better Business Guidelines for Charitable Giving indicate that no more than 35% of expenses should be spent on fundraising and administrative costs. However, many foundations, United Way agencies, and the Combined Federal Campaign want to see this number at 25% or less.
As you progress through the year, check regularly to see where your percentages are coming in. Rarely is the budget we start out with in January exactly the same as what we ended up with in December. If you realize less is being spent on programs than originally anticipated, there is time to do a course correction if you don’t realize this after the year is already over.

Acknowledgment of Contributions

Determine what a major gift is for your organization. For some organizations it’s $10,000 for others it is $100. An acknowledgment letter should be sent out within 48 hours of receipt of a gift at this level. The donor should also receive a personal phone call from the appropriate person acknowledging the donation. I would suggest for most organizations that this is probably $1,000.
All other acknowledgment letters should be sent out within 30 days of receipt of donation.

Protection of Personal Information

All organizations should have a privacy policy on the website that tells visitors what information is being collected about them by the charity and how that information is being used as well as information on how to contact the charity to change their personal information. The privacy policy should also indicate what security measures the charity uses to protect their personal information.
Donors should be given an easy and visible way to opt out of having their information shared with outside organizations.

Full Financial Disclosure

Audited financial statements and 990s should be available on your organization’s website as well as provided to any donor who requests them via telephone or mail.