The level of philanthropic giving has remained relatively static in the U.S. over the past 40 years. Through recessionary years, this might feel like success, but who doesn’t believe our society would be a better place if the nonprofit sector had even more fuel?

Thirty-five nonprofit leaders and researchers came together to determine how we can increase giving, and what resulted was a report laying out 32 separate recommendations. You can find the report here.

Growing Philanthropy’s recommendations can be summarized into four key areas:

1. Enhancing the quality of donor relationships
2. Developing public trust and confidence in the sector
3. Identifying new audiences, channels, and forms of giving with strong potential for growth
4. Improving the quality of fundraising training and development

Reading through the report and recommendations, I almost feel like cheering. On the topic of tackling the high turnover rate among fundraisers, the authors of the report note the need to educate executives and board members on relationship-based fundraising, not the short-term, transaction-based method of getting the check in the door. Certainly, our organizations have short-term financial needs, but if we don’t look beyond the dashboard, we still won’t know where we are going.

In their advice to board members, report authors Sargeant and Shang caution that “holding the chief executive and his or her fundraising team to account on a range of short-term and ‘siloed’ metrics will only be counterproductive, damaging philanthropy and undermining the cultural shift that we aim to achieve.”

If we believe these recommendations will benefit the sector, we all have roles to play: advocating, educating, and challenging ourselves and those around us. As a consultant, I’m encouraged by this report and am looking forward to building trainings for boards and staff that don’t shy away from these bigger ideas for fundraising.

If you want a very readable, quick synopsis to share with your colleagues or boards, check out a manifesto for smarter fundraising here.

Filed under: Donor Relations by Natalie Lamberjack on December 6, 2011
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Last week, Julie and I joined about 75 nonprofit professionals at an NDOA event for a recap of last year’s Seattle Foundation GiveBIG event on June 23^rd, and received a  sneak preview of GiveBIG 2012. In case you missed it, GiveBIG was a city-wide day of philanthropy last June where people were asked to donate generously to King County nonprofits. Thousands of people answered the call and donated $3.6 million in just 17 hours.

The Seattle Foundation (TSF) took additional steps to motivate donors by raising funds for a “stretch pool”: $500,000 that nonprofits received based on the percentage of donations they earned throughout the day (if a nonprofit earned one percent of the total GiveBIG funds, they received one percent of the stretch pool). Needless to say, the community embraced the giving event with open arms. GiveBIG 2012 looks to be bigger and better than ever, involving more nonprofits and encouraging more philanthropy across the city. Pretty amazing!

Did you know…

• 13,000 individual donors gave on June 23^rd, with 18,000 transactions (meaning many donors gave to more than one organization)
• 904 nonprofits received GiveBIG donations
• The average gift size was $189.99
• 85 percent of nonprofits attracted new donors, while 64 percent had previously lapsed donors return to give
• 16 percent of nonprofits raised additional funds outside of TSF’s stretch pool to further incentivize their donors with stretches or matches on the day of GiveBIG
• TSF employees worked from 5:30am-1:30am on the day of the event, and kept the technology running without a crash the whole day (in contrast, when Texas did a similar initiative their technology went down, and they had to record thousands of transactions over the phone!)
• Reel Grrls produced a five-minute documentary about GiveBIG, following around key executives and nonprofits recording the success of the day
• Many nonprofits used GiveBIG to jumpstart their social media programs, finding new ways to reach out to donors

Looking ahead to 2012:

• Bigger and better: TSF hopes to increase the scope of GiveBIG, partnering with more nonprofits and increasing the stretch pool in 2012. TSF is also looking into ways to offset transaction fees, to ensure as much money as possible ends up in the pockets of NPOs
• Mobile giving: From a text-to-give campaign at a Sounders’ game to an optimized website for your smartphone, you’ll be able to donate right from your pocket wherever you happen to be
• Education opportunities: TSF hopes to educate more donors about GiveBIG, giving them plenty of notice about how dollars make a difference on the day of the event
• Partnering with the Sounders: TSF will once again partner with the Sounders to ensure a stadium full of people cheering for Seattle philanthropy and making a difference by donating to volunteers or with their smartphones

We love the GiveBIG challenge. What do you need to prepare for the 2012 event? How can we help you or the community get ready? Share your ideas!

Filed under: Events, Foundations, Online giving by Blair Feehan on November 15, 2011
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I’ll admit it: When it comes to fundraising volunteers, I’m an unabashed flip-flopper.

In my almost 20 years in the fundraising trenches, I’ve dealt with my share of volunteers who wouldn’t give and wouldn’t ask. Now, they said they’d give, and they said they’d ask, but they just never quite got around to doing either. Assigning good donor prospects to these volunteers would just go to waste, and I’d wind up calling them myself.

So I asked myself, “Self, why are you putting me through this rigmarole only to lose six months of traction and have to make the same calls I could have made in the first place?” Answer: “Fughetaboutit! I’ll just do it myself.”

But then I encountered a really great volunteer. She gave and she asked, and she did both very well. She moved the organization light years in the amount of time I would have moved it a few inches.

And that’s what a great volunteer can bring to your organization. It’s up to you to find them and support them like gold because, well, they are. Here are six strategies to consider:

1. Your best donors are the pool for your best volunteers. We err in thinking that because someone is a big-time donor that we shouldn’t bother them to volunteer as well.  Bother them. They’re invested. They’re believers. And they’re your first best source.
2. Following Tip #1: Never, never, never allow volunteers to ask for gifts when they haven’t first given themselves. Some kind people believe that they are doing you a favor by volunteering their time but not their money. They’re not. Trust me, when these volunteers show up on a call, they have a neon sign on their forehead that reads: “I haven’t given, but you should!”
3. The Rule of One. Don’t ask a fundraising volunteer to do more than one thing. Ask them to open one door, set up one visit, make one ask, etc. Follow that one thing through to its conclusion before asking them to do the next thing.
4. Precondition success. If you’ve got a good, but scared, volunteer, give her or him an easy call to make first. Choose a prospect you know will step up. Heck, call that person yourself in advance of your volunteer’s call to grease the skids if you have to. Give your volunteer the opportunity to taste the sweet nectar of success.
5. Face the fear. Yes, this is scary stuff! If you sense your volunteer is scared, ask what she or he is scared about and work through it together.
6. Less is more. To get the most of a good volunteer, you need to devote time, energy and sweat equity into that person. Only do that with the ones who will get the job done. Managing three good volunteers well will get you much farther than managing a committee of 10 so-so volunteers poorly.

Give these strategies a try the next time you are looking to engage volunteers in your fundraising endeavor. Over time, you can turn what can be a fundraising liability into your biggest asset.

Filed under: Working with Volunteers by James Plourde on November 1, 2011
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The Social Media for Nonprofits Conference, on a national whirlwind tour, swept through Seattle just over a week ago and hurled a vast amount of sensible advice and provocative ideas at its rapt audience. You weren’t able to attend? The tour participants were kind enough to share their slides publicly. I strongly encourage you to check them out, especially “Getting Social Right in 30 Minutes or Less” presented by NTEN’s Holly Ross and “Using Social Media to Recruit, Retain, and Recognize Volunteers” by NPower Northwest’s Ash Shepherd.

Particularly helpful were the “Solutions Salons” roundtables where each of us were able to share a vexing social media problem and receive immediate feedback from our peers. The conference was held at Microsoft’s beautiful Conference Center in Redmond which offers giant coolers of free sodas. Free sodas are very tempting to those who work for and with nonprofits as evidenced here.  Read a full recap of the day using storify.com, courtesy of Mixtape Communications‘ Zan McColloch-Lussier.

Another great presentation I was lucky enough to be part of recently was Maria Ross of Red Slice explaining the “Seven Deadly Sins of Branding” at the Association for Women in Communications luncheon. Maria succinctly explained the steps of building a brand identity in understandable terms. Repeat after me, “A logo is not a brand. A brand is your promise to your community.”

Have to started planning for 2012? TCG has some helpful presentations coming up in the next few weeks. If you happen to be in Medford next week, check out TCG’s Natalie Lamberjack and James Plourde presenting “Developing Annual and Long-Range Fundraising Plans” as part of our ongoing partnership with the Nonprofit Association of Oregon. We’re excited to have a full day to explore this topic with our Southern Oregon friends.

Aggie Sweeney will present on “Trends in Giving: What Can We Expect in Our Community?” for the North Sound Development Association on November 15th. She will  share national, regional, and local leading indicators for giving and the direction it is expected to take through 2012, highlighting key findings from the Giving USA 2011 report, the most recent Philanthropy 400 and High Net Worth Donor studies, and mix that with knowledge of our local community to help us see what ahead.

As part of WVDO’s ongoing Development Series (of which we are the sponsor), Aggie and James will present a two-part presentation (November 17 and December 1) on launching successful campaigns. Click here to register!

What have you attended lately? What should we mark our calendars for next? Share, please!

 

 

 

Filed under: Consulting, Events, Trends by Dana Van Nest on October 24, 2011
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It took a long time to admit to myself that I was an introverted fundraiser masquerading as an extroverted one. I enjoyed meeting with donors and working with volunteers, but I also desperately needed alone time to recharge my batteries. I thought I was the only introverted fundraiser in the world, and it wasn’t until I arrived at The Collins Group that I realized I wasn’t alone. At our staff retreat in August, I discovered over half of the TCG staff define themselves as introverts or “mixed breed” (introvert/extrovert).

The common assumption is that fundraising is a field full of naturally gregarious types who thrive on social interaction 24/7. While there are many fundraisers in this category, the truth is there are many of us who deeply enjoy our interactions with colleagues, donors, board members, and volunteers, but also draw our energy from being alone to reflect.

For introverts (and sometimes extroverts, too), the thought of speaking to a large audience can be distressing. However, we are in a profession where we are regularly called upon to speak to large groups of donors, sponsors, community groups, or the media. While we may appear comfortable, it requires extra effort for introverted fundraisers to step into that space where we draw energy from the external environment (audience) instead of from within ourselves.

I’m currently enrolled in a Persuasive Communications class with Michael Shadow as part of the Masters of Nonprofit Leadership program at Seattle University.  He has been a speech consultant to United States presidents, corporate CEOs, and nonprofit sector leaders.  As someone who aspires to excel in an extroverted world despite my natural introverted tendencies, I hang on to his every word.

The bottom line is this: If we can harness the power of persuasive speech, where we fall on the introvert/extrovert spectrum is irrelevant. You can be confident the audience won’t discover your secret introverted personality because the speech will be well-delivered.

Here are some nuggets I’ve gleaned during class on how to “speak audience,” courtesy of Michael Shadow.

1. Don’t begin a speech with thanks or praise. Acquire and focus the attention through a story, example, quotation or lyrics.
2. Share universal stories. People need to perceive themselves within the stories you share during your speech in order to stay interested.
3. Don’t get lost in your notes. Leave the bottom third of each page blank so you can quickly glance down to prompt your next point instead of reading to the bottom of the page – this pulls your head down and distracts both you and the audience.
4. This is a speech, not an essay. Include only one idea per line and then leave a space and move to the next thought. It’s easier to remember your thoughts if you organize them in this way.
5. Prepare, prepare, prepare. Begin with your ultimate goal for the speech and work backwards. Think about who is in the audience, how they see themselves, and what their image is of you. The speech isn’t about you; it’s about meeting the needs of the audience.

Filed under: Consulting, Donor Relations by Julie Bianchi on October 18, 2011
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Ever heard of “beginner’s mind”? It’s a practice in Zen Buddhism that refers to cultivating an attitude of openness and eagerness, where the dreaded refrain of “we don’t do it that way here” has yet to take hold. At the beginning of a new job, a new venture, or new relationship, we are truly in a state of “beginner’s mind” — and that is exactly where I find myself as I near completion of my first month at The Collins Group.

Five observations from this beginner’s mind:

1. Consultants and fundraisers are alike in one key way – we’re optimists. We have to be because the forces of negativity, especially given the economic climate we find ourselves in, are too daunting otherwise. We need to continue to believe that the world still needs our services – in many respects now more than ever.
2. The one question that each nonprofit must answer is this: How are you making the world a better place? It’s not about a new building or a larger endowment. Those are tools to accomplish your mission, and that mission must point to a world, a neighborhood, a community that is better off after the money is raised than it was before.
3. Confidence is everything. The Collins Group is the master of the Campaign Feasibility Study – surveying a nonprofit’s philanthropic landscape and determining whether it can raise a pre-determined dollar amount. A CFS is part science and part art, but mostly it is a confidence builder. A well-done CFS helps the entire organization move forward with self-assurance.
4. An outsider’s view is critical. In the fund development game, if the donors (i.e. the people with the money) aren’t in sync with a nonprofit’s latest initiative, all the passion in the world won’t get the job done. By working with a wide variety of nonprofits and their donors in the Northwest, my colleagues at The Collins Group have a great sense of which way the winds are blowing and how to best position your campaign for success with the people who matter: the donors.
5. A great campaign requires great volunteers. No one else carries the gravitas of a well-spoken, well-intended volunteer. Professional fundraisers are crucial to a nonprofit’s success, and they are paid to like their causes. Volunteers aren’t. That makes all the difference in the world.

I may be new at The Collins Group, but I’ve been a professional fundraiser (and an employer of fund development consultants) for close to 20 years. Seeing my new colleagues in action is a privilege and an education in how to help an organization get from here to there. I look forward to engaging more fully in the work in the weeks and months ahead, hopefully with my “beginner’s mind” fully engaged.

Filed under: Consulting by James Plourde on October 11, 2011
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Congratulations to Stuart Grover, TCG Chairman Emeritus, for receiving the Cooperative Achievement Award from the Group Health Cooperative this past Saturday. The Cooperative Achievement Award is given each year to a consumer or group of consumers whose efforts impact the health of Group Health members, the community, or the Cooperative in a new exemplary fashion.

Stuart is currently serving as chair of the Standing Nominating Committee (SNC) and serves on the Group Health Foundation Board. As chair, he has fostered a committee environment based on mutual respect and trust. He worked with committee members, staff,  and Group Health leadership to drive improvements while fulfilling the SNC’s responsibilities to attract and vet applicants with skills and experience needed by Group Health trustees. Prior to his service as chair he was a member of the SNC  from 2007-2008. In addition, Stuart has shared his extensive fundraising experience with the Group Health Foundation Board, first in 1980s, and then again from 2005-2011.

GHC states and we concur, “His expert leadership and governance experience, his great listening skills, and willingness to share his real-life experience have improved the abilities of every group on which he has served.”

Filed under: Consulting by Blair Feehan on October 4, 2011
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The Collins Group is proud to announce our newest team member, James Plourde. With more than 20 years in development and the Northwest nonprofit sector, James brings fresh ideas and a resourceful attitude, as well as grounded experience, to his role as Senior Consultant.

James comes to us from Pacific Lutheran University where he helmed the development team as Director of Campaign and Strategy and led a $128 million capital campaign, and later served as Acting Vice President.  Prior to PLU, James spearheaded successful fundraising campaigns at Charles Wright Academy and Franciscan Health System (both former Collins Group clients).

Originally from Bristol, Connecticut, a younger James graduated from Southern Connecticut State University and jumped on a Greyhound bus to the Northwest. After an excruciating week (Chicago is not halfway between Connecticut and Tacoma, he unhappily discovered), he arrived in Tacoma, where he continues to live today. James also holds Masters degrees in Journalism from the University of Oregon and in Transforming Spirituality from Seattle University.

James looks forward to the sense of exploration and openness that comes from a taking consulting point of view and to using his years of in-house experience to find new ways of approaching his work with TCG.

Welcome to the firm, James!

Filed under: Consulting by Blair Feehan on September 30, 2011
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Know of anyone who might be a great fit for a Development Director position at this dynamic organization? If so, read below (and feel free to forward!).

SEATTLE YOUTH SYMPHONY ORCHESTRAS: DEVELOPMENT DIRECTOR

• The Development Director is a key member of SYSO’s management team, and is the principal fundraising strategist for all of SYSO’s development activities.
• This is a full-time exempt position with competitive salary and excellent benefits including four weeks of paid vacation, health, vision and dental coverage and the opportunity to contribute to a 403(b) retirement plan.

Position Description:

The Director of Development is responsible for:

• Oversight of all aspects of the development program, including personnel, budgeting, evaluating and reviewing development efforts.
• Direction and leadership to the Board regarding the Board’s role in development.
• Strategic oversight and implementation of all development initiatives in collaboration with the Board, volunteers and staff.
• Strategies for identifying, cultivating and soliciting major and planned gifts.

Reports to: Executive Director

Responsibilities:

• Manages all aspects of fundraising programs.
• Prepares annual development plan and associated operating budget for implementation and attainment of annual goal of approximately $500,000.
• Oversees coordination of strategies for all development programs.
• Provides necessary support and assistance to the Executive Director, Board members, staff and community members raising funds, and insures coordination of efforts.
• Works closely with Board of Directors and Development Committee, and has direct contact with the chair of Development Committee.
• Actively develops prospects and seeks support throughout the community in conjunction with the development plan. Acts as a representative of the organization and serves as public speaker at events as needed.
• Maintains awareness of activity of state and local governments affecting the nonprofit community. Acts as liaison to these agencies.
• Lead, manage, mentor and evaluate a two person Development team including a grants manager and data coordinator, overseeing the responsibility for foundation, corporate, and government funding proposals and maintaining constituent database, executing gift acknowledgements and reports for board and meetings.
• Work closely with the Executive Director to serve the organization’s donors and board members and to support stewardship strategies for top donors.
• Coordinate with the Executive Director, communications director and staff to ensure integrated marketing and development activities and develop fundraising materials that enhance SYSO image and promote its fundraising activities to donor community.
• Oversee the planning of fundraising events such as the Gala brunch, Musicales, School partnership events, Marrowstone Mingler, and alumni gatherings and provide direction and oversight to ensure maximum financial and institutional results from such efforts.
• Engage potential contributors in SYSO’s plans, goals, dreams and initiatives and encourage them to establish or contribute to special funds through endowments, trusts, bequests, or other planned giving vehicles.

Qualifications:

• A passion for SYSO mission.
• Capacity for strategic thinking and planning.
• Proven track record as a successful fundraiser.
• Experience recruiting, training, managing and motivating volunteers.
• Proven experience in developing and managing budgets.
• Knowledge of fundraising data base systems.
• Strong organizational skills, including the ability to juggle multiple tasks and meet deadlines.
• Excellent writing and public speaking skills.
• Ability to lead and create innovative approaches to involve the board, alumni, and donor community.
• A can-do attitude and excellent interpersonal skills.
• A sense of humor and a proven ability to operate within a fast paced environment.

Experience:

• Minimum 5 years experience in fundraising management.  Major Gift experience preferred.
• Bachelor’s degree plus advanced business and/or fundraising training. CFRE desirable.

Send cover letter and resume to devsearch@syso.org

Filed under: Job Openings by Blair Feehan on September 15, 2011
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Labor Day has long signified the end of summer, but more and more it seems to signal the beginning of the holiday season. While I am personally amazed by people who complete their holiday shopping before December, when it comes to fundraising and gifts, I’m a firm believer that early September is an excellent time for fundraisers to update their year-end plans.

The Chronicle of Philanthropy reported on a new survey that indicates two-thirds of donors plan to cut back on their charitable giving in the coming months due to economic uncertainty or personal circumstances. Considering many nonprofits receive 40 percent or more of their total contributed income between October and December, expect to see another challenging year for meeting revenue goals.

Below are some suggestions for bolstering fundraising plans to make the most of the year-end giving season:

1. Send an impact letter now. Before asking your donors for gifts during your fall or winter campaigns, send a stewardship letter thanking them for their last gift, and articulate how their gift helped further your mission.
2. Set meetings with your top donors. Face-to-face meetings with top supporters are critical for generating major gifts. It is hard to get meetings in November and December, so the time to schedule October meetings is in September (which means now).
3. Ramp up your online giving opportunities. The same gloomy survey referenced earlier offers a bright spot: nine out of 10 donors who give online plan to continue to make donations. Donors are much more comfortable making online transactions than they were just a few years back, so make it easy for them! Network for Good has a great Online Fundraisers Checklist, and the Social Media 4 Nonprofits blog is another great place to get tips to integrate and improve your on-line presence.
4. Secure a challenge grant to create a sense of urgency and leverage. As many times as this strategy is used, it continues to be effective. Donors love to know their gift is going further, and this goes for the “challengers” as well.
5. Thank properly. It goes without saying, but you never know when a donor who gave to your fall appeal will decide to give more before December 31. If your donors have a great experience, you may just end up at the top of their list.
6. Follow up requests to those who don’t respond. It’s a busy time of year so a follow-up letter or email with a link to give can be an effective reminder. Don’t convince yourself it will be received as an annoyance.

Are you trying new approaches, or have you found certain strategies particularly effective at year end? Please share!

Filed under: Donor Recognition, Donor Relations by Natalie Lamberjack on September 7, 2011
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