Archive for ‘Fundraising’

October 13, 2020

Avoid Costly Mistakes and Raise More Money

A traditional formula for fundraising success involves having the right person ask the right person, in the right way, for the right gift, for the right project, at the right time. Another way for you to raise more money for your nonprofit organization is to avoid making mistakes that could prove costly by putting potential support in jeopardy.

The public’s trust in the nonprofit sector has been on a steady decline over the past several years. At the same time, the number of charity donors has been decreasing.

So, what can we do to rebuild donor confidence, and inspire much-needed support?

I’ll answer that question in a FREE webinar hosted by the Association of Fundraising Professionals – Delaware, Brandywine Chapter. Here are the details:

Avoid Costly Mistakes & Raise More Money

  • Date: Wednesday, October 28, 2020
  • Networking Time: 9:30 AM to 10:00 AM (EDT)
  • Program Time: 10:00 AM to 11:15 AM (EDT)
  • Audience: This webinar is open to AFP members and non-members everywhere.
  • CFRE Credits: This webinar qualifies for 1.25 CFRE education points.

During the webinar, I’ll cite real-world examples to identify seven common fundraising mistakes that can prove costly to your organization. You will get simple tips for avoiding those mistakes, and you will receive a decision-making model to help you avoid or minimize countless other pitfalls.

By avoiding mistakes and more consistently making solid decisions, you will be able to enhance the confidence that the public has in your organization and, therefore, you’ll raise more money.

September 30, 2020

5 Powerful Tips for Successful Year-End Fundraising

It’s here! Another year-end fundraising season is upon us. While 2020 has been, um, let’s call it a “challenging” year, there are nevertheless some reasons to be hopeful about the potential for philanthropic giving in the closing months of the year:

Economists say that the economy is rebounding and expect growth to continue, though at a modest pace, through the end of 2020.

The unemployment rate is declining as the economy begins to cautiously reopen.

The stock market, while volatile, continues to trend upward.

Home values are increasing and sales continue their upward trend.

Giving to Donor Advised Funds is up sharply making more money available for giving from DAFs.

Consumer confidence is rebounding.

At least one analysis predicts significant growth in contributions during Giving Tuesday on Dec. 1, 2020. Another forecast predicts that charitable giving will be robust in 2020 and 2021.

While there are a number of reasons to be hopeful about year-end 2020 philanthropy, we can’t just sit back and expect the money to roll into your charity. Changes in the current environment can easily affect results, either for the good or for the bad. Bringing in more donations for your organization will require you to work hard and remain nimble.

Here are five tips to help you maximize your year-end fundraising efforts:

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September 18, 2020

Should You Forget about Planned Giving as 2020 Closes?

Garvin Maffett, EdD, a strategic consultant in the nonprofit sector, recently asked the members of the CFRE International Network on LinkedIn:

What’s on the horizon for Gift Planning during this uncertain time in our economy?”

It’s a good question, and I thank Maffett for starting a needed discussion. Some fundraising professionals have wondered whether they should rollback planned gift marketing during the pandemic, or whether they should boldly engage in more robust charitable gift planning efforts.

My simple answer is this: You should definitely NOT forget about planned giving as 2020 draws to a close. While the economic future is definitely uncertain, now is a fantastic time for charitable gift planning. Let me explain.

The stock market, while volatile, continues on an upward trajectory. Most Americans own stock. Many of those who own stock have seen appreciation this year. This means there is a great opportunity for you to secure gifts of appreciated stock for your organization.

Motivated by the coronavirus pandemic, many more people have chosen to write a Will. With more people making end-of-life plans, there is an opportunity to encourage them to include a gift to your charity in their Wills.

As the COVID-19 pandemic has people contemplating their own mortality, life insurance sales have increased. This presents you with an opportunity to encourage beneficiary designations for your nonprofit.

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August 14, 2020

Will Move to Dissolve the NRA Hurt Your Nonprofit?

This post is about the attempt of New York’s Attorney General to dissolve the National Rifle Association. However, this is NOT a political post. Whether or not you support the NRA, the legal fight over its future has potential implications for your nonprofit organization. Let’s take a closer look.

Doug White, a philanthropy advisor, author, and teacher, writes:

In a 169-page document made public earlier today (you can read the entire lawsuit here), [New York Attorney General] Letitia James alleges that NRA insiders have violated New York’s nonprofit laws by illegally diverting tens of millions of dollars from the group through excessive expenses and contracts that benefited relatives or close associates. The suit alleges that longtime CEO Wayne LaPierre and three other top officials ‘instituted a culture of self-dealing, mismanagement, and negligent oversight at the NRA,’ failed to properly manage the organization’s money and violated numerous state and federal laws.

The lawsuit asks for a dozen measures to be taken. The first one: ‘Dissolving the NRA and directing that its remaining assets and any future assets be applied to charitable uses consistent with the mission set forth in the NRA’s certificate of incorporation.’”

White further notes that the legal action has been filed against the 501 (c)(4) organization, and not against any 501 (c)(3) organizations related to the NRA.

So, how could the case of the NRA affect your nonprofit organization?

Erosion of Public Trust: The mere accusations against the NRA, whether or not they are ultimately proven in court, have the power to not only erode confidence in the NRA, they have the potential to erode trust in all nonprofit organizations. If that happens, it could make fundraising more difficult. A special report in 2018 from the Better Business Bureau’s Give.org found:

While the majority of respondents (73 percent) say it is very important to trust a charity before giving, only a small portion of respondents (19 percent) say they highly trust charities and an even smaller portion (10 percent) are optimistic about the sector becoming more trustworthy over time.”

Enhancement of the Public Trust: On the other hand, New York’s action could enhance the level of trust people have in the nonprofit sector. If the Attorney General can prove her case, it would show the public that government officials are exercising appropriate oversight of the nonprofit sector which could elevate the public’s confidence that their donations to any nonprofit will be used appropriately. We know there is a correlation between the level of trust people have and the likelihood they will give as well as the amount of their giving.

Impact on Support to Controversial Organizations: If New York succeeds in liquidating the NRA, it will have the power to disburse the organization’s assets as it sees fit. How will this affect support to other controversial nonprofits if donors know that their donations could be redistributed by the state? It’s possible that this could result in more cautious behavior by donors.

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August 11, 2020

What Can You Learn from the Moral Failing of the NAACP?

While the recent moral failing of the National Association for the Advancement of Colored People (NAACP) is distressing to all who oppose bigotry, the situation offers seven important lessons for every nonprofit organization.

Before I get to those critical lessons, let me offer you some background.

It’s been 75 years since the liberation of Auschwitz-Birkenau as well as the other concentration and extermination camps run by the Nazis to murder Europe’s Jewish population and others. Now, three-quarters of a century later, liberals and conservatives continue to find common ground by embracing anti-Semitism.

For its part, the NAACP has failed to fire Rodney Muhammad, President of the NAACP Philadelphia chapter, following his anti-Jewish social media posting in defense of anti-Semitism. The NAACP headquarters has not apologized for Muhammad’s comments, nor has it insisted that he apologize. Nationally, the NAACP’s inaction shows it condones anti-Jewish rhetoric while, at the local level, Muhammad and his board have turned the Philadelphia chapter into a hate group.

On July 24, 2020, the news website BillyPenn first reported on Muhammad’s anti-Semitic Facebook post from July 23:

[On] Muhammad’s public Facebook page, the meme referenced the backlash against Eagles wide receiver DeSean Jackson, actor/rapper Ice Cube and comedian/TV host Nick Cannon, who have all attracted attention recently for advancing theories that blame Jewish people for the plight of Black Americans. Cannon and Jackson have since apologized for their recent posts, while Ice Cube doubled down.”

Muhammad shared the meme as a defense of sorts on behalf of Jackson, Cannon, and Ice Cube:

The post included a caricature of a Jewish man wearing a yarmulke and pressing a large, bejeweled hand down on a faceless mass of people. Similar caricatures trace back to before the Holocaust, and were often used to depict Jews as a force of greed and oppression. Next to the image was a quote falsely attributed to French philosopher Voltaire: ‘To learn who rules over you, simply find out who you are not allowed to criticize.’”

After being questioned by a BillyPenn reporter, Muhammad removed the post while denying any memory of having shared it. Later, he issued defensive statements that were devoid of apology. The closest he came was an expression of “regret.”

In the meantime, a number of community and religious leaders have called for Muhammad to either resign or be removed from his position. For example, Gov. Tom Wolf, Attorney General Josh Shapiro, and State Sen. Anthony Williams joined the calls for Muhammad’s removal. While the Pennsylvania NAACP condemned Muhammad’s action, Kenneth Huston, President of the state conference, said that he was powerless to take any action which would have to come, instead, from national headquarters.

Unfortunately, the NAACP national office delayed its response by more than a week. Furthermore, its tepid statement supported Muhammad. Making matters worse, the NAACP headquarters has apparently failed to provide any direction to the Philadelphia chapter, according to WHYY:

Bishop J. Louis Felton, first vice president of the Philadelphia branch, said in an email that local leadership has not gotten any direction from the NAACP national office on the issue. ‘Congratulations on actually getting a response from the National office, as we certainly could not,’ said Felton.”

The Jewish Exponent reported on some of the community reaction:

‘We are truly saddened,’ the Pennsylvania Jewish Coalition said in a statement, ‘by such a prominent leader’s rejection of this alliance and inexcusable failure to recognize his own role in perpetuating racist stereotypes.’ The Philadelphia Muslim Jewish Circle of Friends, convened by the American Jewish Committee, asserted that Muhammad’s actions were ‘in direct violation of the very principles upon which the NAACP was founded.’”

So, what can we learn from the NAACP’s moral failing?

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July 28, 2020

You Do Not Want to Miss This

I want to let you know about a great opportunity.

Every summer, the Association of Fundraising Professionals Greater Tampa Bay Chapter and the Charitable Gift Planners of Tampa Bay join forces to host a planned giving symposium. Unfortunately, due to the COVID-19 pandemic, this year’s in-person conference on August 18 is being replaced with an online symposium. While this is disappointing for the good people of the Tampa Bay region, it’s great news for fundraisers around the world who will now be able to participate in the program.

Philanthropy researcher Dr. Russell N. James III, JD, CFP® and I are honored to be the featured presenters for the conference. Here are the details:

2020 VIRTUAL PLANNED GIVING SYMPOSIUM ~ THE ART AND SCIENCE OF PLANNED GIVING

TUESDAY, AUGUST 18, 2020

9:00 AM – 11:30 AM (EDT)

SESSION 1: Legacy Fundraising — The Best of Times or the Worst of Times?

PRESENTER: Michael J. Rosen

Pandemic. Protests. Riots, Looting. Unemployment. Recession. Those are some of the words that we can use to describe much of 2020. So, considering this chaotic environment, can you seek legacy gifts now or should you wait? Rosen, a consultant and author, will share the research-based risks and opportunities. He’ll examine a real world case of what not to do. In addition, he’ll provide useful, easy to implement tips on what you can do to help reach your planned giving objectives even during challenging times.

SESSION 2: Using Storytelling in Legacy Fundraising — New Findings, Ancient Origins and Practical Tips

PRESENTER: Russell N. James III, JD, PhD, CFP®

Connecting with the donor’s life story in the right way can be a powerful trigger for legacy giving. But, how do we do that? Professor James shows how understanding the ancient origins and the latest research findings leads to simple, effective, practical techniques that anyone can use to more effectively encourage gifts in wills.

SESSION 3: An Open Conversation with the Planned Giving Experts James and Rosen

In an informal conversation, James and Rosen will answer your questions about planned giving. This interactive session gives you the opportunity to ask the experts for insights and tips to help you enhance your gift planning efforts.

FEE: For members of AFP-GTBC or CGP-TB, the symposium fee is $10. For all others, the fee is $15.

REGISTRATION: For more information and to register, you can go to the AFP-GTBC website or the CGP-TB website.

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June 5, 2020

Avoid the 7 Deadly Sins of Fundraising [WEBINAR]

I don’t have to tell you that these are troubling times. We’ve had to cope with coronavirus (COVID-19), the economic fallout from the pandemic and, now, the heart-wrenching killing of George “Perry” Floyd at the hands of Minneapolis police officers.

As nonprofit managers and fundraising professionals, we have a choice: We can allow ourselves to be overwhelmed by the horrible events of 2020, or we can continue to do what we always do and help those who depend on us. While the suffering around us pains me, I take some solace in knowing that. like you, I am a member of a noble profession that seeks to make the world a better place. We are needed now more than ever.

That’s why I want to invite you to join me and your nonprofit colleagues for a webinar to help you be more of the fundraising professional you aspire to be. The program is hosted by the Association Fundraising Professionals – Greater Philadelphia Chapter. Here are the details so you can register now:

Avoid the Seven Deadly Fundraising Sins and Raise More Money

Date: Tuesday, June 9, 2020

Time: 1:00 – 2:30 PM (EDT)

Description: Surveys show that the public’s trust in the nonprofit sector has been on a steady decline for years. At the same time, the number of charity donors has been on the decline and, in 2018, total giving fell by 1.7% in inflation-adjusted dollars.

This webinar will use real-world examples cited by the Association of Fundraising Professionals and pulled from news headlines to illustrate seven deadly fundraising sins involving: conflicts of interest, gift restrictions, accountability, tainted money, donor privacy, compensation, and cooking the books. By reviewing these examples, you’ll be better able to avoid making the same mistakes.

Because there are more than seven sins to avoid, you’ll also get a decision-making model to help you sidestep blunders, build trust, and raise more money.

Tickets: $15 (members), $40 (non-members)

Registration: Webinar seating is limited, so register now by clicking here.

As I have written previously:

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May 20, 2020

Your Charity’s Greatest Opportunity is the Rising Need of Donors to Connect

The coronavirus (COVID-19) pandemic has presented fundraising professionals with a large number of significant difficulties. One of those challenges is trying to figure out where to get solid, actionable information to help nonprofit organizations raise much-needed funds.

Now, Prof. Jen Shang, Co-Director of the Institute for Sustainable Philanthropy, comes to our rescue. On Friday, May 22, 2020, she will be presenting a special webinar: “How to Love Your Donors During COVID-19.” I recently received an email from Prof. Shang, along with three tips, that she is kindly allowing me to share with you.

Prof. Shang, the world’s only philanthropic psychologist, has found that the pandemic is causing donors to feel a lack of wellbeing. This is due in large part to a decrease in the sense of connection that people feel during the lockdown. Interestingly, this presents an opportunity for your charity.

When you help your donors feel a sense of real connection, you will help them feel a greater sense of wellbeing. When they associate that greater sense of wellbeing with your nonprofit organization, they will be more likely to renew and increase their support now and well into the future. In other words, by taking care of your donors, you will be taking care of your charity.

One of the things that will make this webinar a valuable experience for you is that it is based on scientific research rather than simply relying on war stories or opinion. In other words, the many bright ideas you’ll learn will be solid and safely actionable. As someone who has taken Prof. Shang’s Philanthropic Psychology course, I can personally assure you that you will get meaningful information that will help you enhance your fundraising efforts.

Here is Prof. Shang’s message:

 

COVID-19 has created such uncertainty in our lives that many are wondering how and when life will ever get back to normal and how we will survive it all in the meantime.

At the Institute for Sustainable Philanthropy, we have not stopped collecting data since the first country locked down at the beginning of this pandemic. And we have been collecting data on how good people feel every other week since.

This [post] will give you a first sneak peak of the findings, and three tips on what to do NOW that you’ll find at the end.

We will release the full results of these studies in a webinar that we will host twice this Friday, May 22 at 6:00 am UK time and again at 3:00 pm UK time.

We studied over 4,000 adults in the US and other countries.

We measured about 30 feelings that people experienced on a daily basis. We found that people’s feelings significantly worsened during the first six weeks of the pandemic. As the lockdown continued, people felt progressively worse.

Specifically, people felt less connected to others.

Psychologists have known for decades that feeling connected to others is one of the three most fundamental needs we have as humans. Our need to have this fulfilled cannot be changed. It is as certain as our life exists. Our sense of connectedness declines when we are isolated in lockdown, when we cannot physically see anyone or talk to anyone, and when we cannot hug anyone or kiss anyone. We have seen our connectedness score declining for over six weeks now.

There is no uncertainty in any of it. When humans are locked down, their need to connect rises. With data, we also know what they need and in what quantity.

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May 6, 2020

What is the Secret Sauce of Fundraising Success?

Once upon a time, there was a fundraising professional who found the recipe for the secret sauce of fundraising success. Through decades of dedicated work and careful research, she honed her skills. Now, she shares the secret with you in a book recently ranked by the BookAuthority as one of the “100 Best Fundraising Books of All Time.”

I’m talking about Lynn Malzone Ierardi, JD, Director of Gift Planning at The University of Pennsylvania. She offers her insights and wisdom in the 112-page book, Storytelling: The Secret Sauce of Fundraising Success. Don’t let the short length fool you. This is a volume stuffed full of valuable goodies.

As the official book description says:

Nonprofit organizations have amazing stories to share — stories of perseverance, fortitude, and generosity.

Stories give nonprofits a way to stand out in a world that gets noisier every day, where people are looking for ways to find meaning and connection.

Great stories engage donors and raise more money. Scientific evidence confirms good storytelling is one of the most powerful ways to engage stakeholders and influence behavior. Stories raise awareness, change behavior, and trigger generosity. Facts and logic are not nearly as persuasive as a good story. Stories penetrate our natural defense systems and become more compelling and memorable. As a result, great stories can be very powerful.

Like a good meal, storytelling can be delicious if it is executed with a bit of strategy. It requires planning the meal, choosing and collecting the right ingredients, and then sharing the meal with the right people, in the right setting, and at the right time.”

Throughout her book, Lynn uses a creative cookbook metaphor. This fun approach to a serious subject keeps the material from being dull and makes the tips easier to remember. Lynn does more than tell us why stories are important. She shows us what information is valuable (ingredients), how to gather the necessary information (shopping), how to effectively share stories (serving the entrée), how to craft the right story for the right situation (adding spices), how stories can be presented in different ways (side dishes), how to use stories to navigate change (the kitchen mishap), and the magic of success stories (a good dessert).

For years, we’ve heard that good storytelling is an important part of good fundraising. In Lynn’s practical book, you’ll find numerous, easy to follow tips for putting that notion into practice. Furthermore, you’ll learn how you can use storytelling to put board members and volunteers at ease when seeking to engage them in the fundraising process. I thank Lynn for her willingness to share some bonus thoughts with us along that line:

 

Snakes. Heights. Public speaking. Asking for money. Even worse: asking friends for money.

These things can make people really uncomfortable. In fact, for some people the mere suggestion of these things increases their heart rate or makes their palms begin to sweat. “Don’t even ask me to do that!”

So, it comes as no surprise that nonprofit CEOs, board members and volunteers (and even the unseasoned fundraiser) can sometimes be reluctant to ask for money.

It’s one thing to get people to roll up their sleeves to help, or to get those same people to donate to a cause they believe in. It’s another thing to find board members and volunteers who are willing and able to be effective fundraisers for your organization.

Too often, very well-intentioned board members and volunteers will say “I’m happy to give you my time and my money – but please don’t expect me to ask for money. I can’t approach my friends for money – and I certainly won’t ask them for an estate gift!”

In most cases, board members have no formal training as fundraisers. They may have the business and interpersonal skills necessary to ask for a significant gift – but have no practical experience in that realm.

Fundraising staff can struggle with making an ask, too – particularly for a planned gift. A new planned giving fundraiser visited with me over coffee earlier this year. She described meeting with the same donors and prospects several times, getting to know them and discovering their interests and passions, thanking them for their past support – but struggling to make the pivot in the conversation to ask for a planned gift. She asked me “How do you ask someone to consider their own demise – and ask whether they’ve included our organization in their estate plans?” It can be uncomfortable when you look at it that way.

But there are other ways to approach the conversation. Storytelling provides a different perspective. People are more attentive, more responsive, and more generous when they are engaged in a good story. In the noisy world in which we live – with constant news, updates, mail, video, social media, and more – the most effective way to communicate and influence is with stories.

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April 28, 2020

Warning Signs You Need to Know About

While the nonprofit sector continues to raise massive amounts of money, danger lies ahead for fundraising professionals as the coronavirus health crisis leads us further into an economic calamity.

As the COVID-19 pandemic gained traction, individuals, corporations, and foundations have responded with robust giving. For example, individual giving revenue through direct mail, processed by Merkle RMG, has increased 5.8 percent year-over-year even while the volume of donations dropped by 15.5 percent, according to Merkle RMG’s Impact Report, COVID-19: How the Coronavirus Pandemic is Impacting Direct Mail Fundraising (transactions through April 19, 2020).

The initial philanthropic response to the pandemic is not surprising for those who have experienced major challenges in the past. Giving lags changes in economic conditions. For instance, during the Great Recession (2007-09), we also saw a similar philanthropic pattern with revenue initially increasing while the number of donors declined. The following graph from Target Analytics, a Blackbaud company, illustrates the point:

Now, let me just mention that no one has a crystal ball or time machine. Therefore, no one, including me, can precisely predict what will happen and when it will happen. Nevertheless, we do know that during past crises, we saw that charitable giving fell after an initial surge.

The overall economy has a profound effect on philanthropic giving. We know that overall philanthropy correlates with Gross Domestic Product at the rate of about two percent. Furthermore, historical data shows that individual giving correlates with personal income at the rate of roughly two percent. In other words, when the economy is strong, giving will be strong; when the economy falters, giving will slow.

Because the coronavirus pandemic has caused a major global economic disruption, we can anticipate that this will eventually have a negative effect on philanthropic giving. Consider these warning signs:

As corporations see profits eroded, as foundations see investments decimated, as individuals see personal income slashed, charitable giving will likely decrease. However, there are some mitigating factors in play:

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