January 27, 2017

Your #Charity is Losing Big Money If It Ignores This Giving Option

If you’re like most fundraising professionals, you’re ignoring one high-potential giving option. Sadly, it could be costing your nonprofit organization a fortune.

I’m talking about gifts of appreciated securities (e.g., stocks).

The Wall Street Bull.

The Wall Street Bull.

Just days ago, the Dow broke through the 20,000 level to set a new record close. The NASDAQ and the S&P 500 are also in record territory. As stock values have continued their post-election rally, many more Americans now hold appreciated stocks.

In 2016, 52 percent of Americans said they owned stocks in some form, according to Gallup. While that’s down from the 65 percent who owned stocks prior to the Great Recession, a majority of Americans still hold stock, directly, in mutual funds, and in retirement accounts.

Given that most Americans own stock and many of those stocks have appreciated in value, the nonprofit sector has a tremendous opportunity.

Contributing appreciated stocks provides donors with some important benefits:

  • It gives donors access to a pool of money with which to donate that would not otherwise be available to them for other purposes without negative tax consequences.
  • Contributors who donate appreciated stocks may be able to avoid paying the capital gains tax on those securities.
  • Donors may also be able to take a charitable-gift tax deduction based on the value of the stock donated.

Given the benefits for the donor and the nonprofit organization, I’m puzzled about why more charities aren’t stepping up to promote gifts of appreciated securities.

I know. I know. You’re organization’s website probably mentions this giving option in passing. For example, my alma mater Temple University promotes gifts of appreciated stock and mutual funds on its website. Unfortunately, it takes three clicks from the Home Page to find the 82-word statement buried on the vaguely named page “More Ways to Give.” I suppose that’s a bit better than the charities that don’t mention this giving option at all.

On the other hand, the American Civil Liberties Union does a better job of promoting stock gifts on its website. Furthermore, unlike Temple University, the ACLU site provides all of the information and instructions a donor will need in order to make a gift of stock.

To help donors understand the value of donating stock, The National Philanthropic Trust, which manages Donor Advised Funds, includes a hypothetical case study on its website to illustrate the value of donating appreciated stock.

Savvy donors, perhaps more donors than in recent years, are already benefitting by donating appreciated stocks.

For example, NPT saw an increase of stock gifts last year. Eileen Heisman, NPT’s President and CEO, reports: Continue reading

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January 20, 2017

Now is the Time to Grow Up and Show Up!

Recently, pollster Frank Luntz, Founder of Luntz Global, said, “Grow up and show up.”

While the phrase has been used in a political context, it certainly applies to the philanthropic world as well.

Luntz was speaking about the nearly 70 (at the time) members of Congress who have decided to boycott the Presidential Inauguration of Donald Trump on January 20, 2017. He suggested that by failing to show up, these members of Congress are breaking with tradition, exacerbating an already divisive atmosphere, and failing to represent the portion of their constituencies who voted for Trump.

Luntz is not the first to use the line “Grow up and show up.” While I don’t know the origin of the phrase, I do know that liberals have used it as well. For example, a number of liberals used the phrase to encourage people to go to the polls and vote for Hillary Clinton.

I find it interesting that both sides of the political spectrum have embraced “Grow up and show up.” Ah, common ground! So, what does this mean for fundraising professionals?:

1.  Sometimes, we need to work with people (e.g., staff, board members, prospects, donors, etc.) we don’t particularly like or agree with. To me, grow up means we need to have the maturity and professionalism to separate our personal selves from our professional selves. We need to do what is best for our organizations and the entire nonprofit sector.

2.  We need to take action. To me, show up means it’s not enough to feel one way or the other; it’s not enough to pay lip-service to an issue or cause; it’s not enough to sign a petition; it’s not enough to participate in a protest. We need to back up our words with substantive action.

Let me share a personal example with you:

Years ago, the CARE Act was under consideration by Congress. The Act bundled a variety of charitable giving incentives including the IRA Charitable Rollover. At the time, I served as a Board Member, and eventually Chair of the Board, of the Association of Fundraising Professionals Political Action Committee.

Sen. Rick Santorum (R-PA) with Michael J. Rosen at CARE Act rally.

Sen. Rick Santorum (R-PA) with Michael J. Rosen at CARE Act rally.

The lead sponsor of the CARE Act was Sen. Rick Santorum (R-PA), He didn’t just lend his name to the Act or pay lip-service to it. He passionately believed in helping the nonprofit sector and, therefore, he actively worked for passage of the bill and partnered with Sen. Joe Lieberman (D-CT) as lead sponsors.

At the time, Santorum was not popular among a large group of AFP members. As a conservative, he was anti-abortion and anti-gay marriage. I was contacted by a number of angry AFP members who did not want the AFP PAC to contribute Santorum’s re-election campaign and who did not want me working with him for passage of the CARE Act.

Despite the objections of some AFP members, the AFP PAC contributed to the Santorum campaign. The AFP PAC also contributed to Lieberman’s campaign although some AFP members objected to that as well. The AFP PAC exists to promote philanthropy, period. In the Senate, Santorum was the most supportive of the nonprofit sector. The contribution was appropriate.

I also continued to work closely with Santorum on advocacy efforts to secure passage of the CARE Act. It was the right thing to do for the nonprofit sector. Continue reading

January 17, 2017

Philanthropy Will Increase in 2017 and 2018

When it comes to philanthropy, I have some excellent news to share.

In 2017 and 2018, charitable giving will grow faster than the annualized average for the past ten years, according to a new report researched by the Indiana University Lilly Family School of Philanthropy and presented by Marts & Lundy. Based on careful economic modeling, the new study supports the hopeful assessment I made at the close of last year.

The report predicts that overall giving will increase by 3.6 percent in 2017 and 3.8 percent in 2018, when looking at inflation-adjusted dollars.

Amir Pasic, PhD, the Eugene R. Tempel Dean of the School of Philanthropy, says:

philanthropy-outlook-2017-2018Continued growth in the overall economy will lead to a rise in philanthropic giving this year and next. Our research indicates that all types of donors — individuals, foundations, corporations and estates — are likely to increase their giving in each of the next two years. Nonprofit organizations and the people they serve can find encouragement in the anticipated expansion of giving.”

While the report predicts 2017 and 2018 giving will exceed the most recent ten-year annualized average increase in giving of 0.5 percent, the average rate of growth will be below the most recent 25-year (4.4 percent) and 40-year (4.9 percent) annualized averages. So, while the forecast is definitely good, it’s not necessarily great.

Three of the leading economic factors that will influence the rate of growth in charitable giving are:

  1. Stock value growth.
  2. Gross Domestic Product growth.
  3. Household Income growth.

All three of those areas are likely to increase over the next two years. In turn, this will result in an increase of giving across all donor types: Continue reading

January 13, 2017

The Best #Fundraising Blogs You Should be Reading

Every year, new authors enter the blog-o-sphere. It’s a challenge to keep track of all of the blogs for nonprofit managers and fundraising professionals. It’s even more difficult to determine which blogs are worth dr-seuss-reading-quote-by-linda-jordan-via-flickrvisiting regularly.

If you’re like most folks working in the nonprofit sector, you don’t have a lot of spare time to devote to professional development. You must attend endless meetings, generate reports, cultivate prospects and donors, and raise even more money than you did last year. Ugh!

So, let me help you by sharing two new lists with links to some of the best blogs for you:

100+ Fundraising Blogs You Should Be Reading in 2017” by Kristen Hay, Marketing Coordinator at Bloomerang

50 Must-Read Fundraising Blogs You Should Be Reading” by Anuj Agarwal, Founder of Feedspot.com

As I read the lists, two things struck me:

1.  There are a number of worthwhile blogs with which I was previously unfamiliar. I make an ongoing effort to keep up with the wealth of material in the marketplace, but it’s a challenge. I’m grateful that Bloomerang and Feedspot have pointed me in the direction of blogs worth exploring.

2.  I discovered that my blog made it on to both lists. I’m honored to be included alongside many nonprofit professionals I have long respected. I thank you and all of my readers for inspiring me to blog and helping me receive the recognition I have been given over the years.

To find four great lists of blog sites from last year, along with other valuable resources, checkout my post: “You Don’t Want to Miss These Worthwhile Items from 2016.”

Reading great blogs delivers several benefits: Continue reading

January 10, 2017

Here is One Word You Should Stop Using

Would you like to be a better writer?

Would you like to be a more effective public speaker?

Would you like to engage donors in conversations that are more meaningful?

I have some good news for you. Being a more successful communicator is easier than you think. Here is just one simple thing you can do immediately:

Stop using the word “very.”

A few weeks ago, Greta Vaitkeviciute, Advertising Manager at Altechna, shared the following terrific graphic on LinkedIn:

words-to-use-instead-of-very-via-greta-vaitkeviciute

Reviewing the graphic reminded me of a conversation I had with my editor when I was writing my book, Donor-Centered Planned Gift Marketing.

I confess that I was a frequent user of the word very. My editor called me on my lazy writing habit, and pointed out that very is a modifier that does not truly enhance the text. She went on to strike virtually all uses of the word from my draft manuscript. With some effort, I began to make the necessary edits. Soon, dropping very became second nature, much to the relief of my editor. I still included very in my book a number of times for tone and style. However, I used the modifier far less than I would have otherwise. As a result, my writing was much stronger, and I was able to communicate more effectively with my readers. Continue reading

January 3, 2017

New Year’s Resolutions Worth Making and Keeping

Every year, millions of people around the world make and break New Year’s resolutions. But, it doesn’t need to be that way.

The key to successfully making and keeping resolutions is to set goals worth achieving. This post contains four worthwhile resolutions, most of which I first referenced early in 2015, but they’re worth sharing again. I also provide some important new material including my special recipe for the best hot chocolate ever.

Instead of setting overly challenging goals, I encourage you to adopt the four following, easy-to-keep resolutions. While easy to adhere to, the following resolutions are nevertheless meaningful. You’ll notice that my resolutions include something that will benefit you, something that will benefit others, something that will benefit your organization, and something that will benefit everyone:

1. Resolve to indulge yourself. Yes, you need to take care of yourself by eating right, exercising, and getting an annual medical physical. However, you also need to let yourself be bad occasionally. You need to also take care of your psyche. If that means having a slice of chocolate cake, then go for it! If it means watching old television episodes of Gilligan’s Island, so be it. If it means having your spouse watch the kids so you can enjoy a leisurely bubble bath, make it happen. By being good to yourself, you’ll be better able to be good to other people.

happy-new-year-by-kacey97078-via-flickr2. Resolve to make sure those you love know you love and appreciate them. Don’t assume that those you love know it or know the extent to which you care about them. Tell them. Show them. Don’t just run for the door in the morning to rush off to work; instead, take the time to kiss your spouse good-bye. Don’t just nod when your child comes home with a good test score; instead, take the time to tell him how impressed you are. Make your partner a steaming cup of tea before she asks for it or goes to make it herself. In other words, make the most of the little moments.

3. Resolve to grow professionally. One of the hallmarks of being a professional is ongoing education and sharing knowledge. So, commit to attending seminars and conferences. If time or money are obstacles, participate in a webinar; there are some excellent free webinar programs available throughout the year. Or, read a nonprofit management or fundraising book. There are some terrific books at The Nonprofit Bookstore (powered by Amazon) that will inspire and help you achieve greater results. You’ll find Reader Recommended titles, the complete AFP-Wiley Development Series, and other worthwhile items. If you have found a particular book helpful, consider sharing a copy with a friend, colleague, or your favorite charity. By the way, a portion of the sale of books through The Nonprofit Bookstore will be donated to charity.

4. Resolve to consume more chocolate. I’m not joking. Chocolate can be good for you, provided it’s free of emulsifiers and contains at least 70 percent cacao. Chocolate contains a number of minerals and antioxidants. It also causes the brain to release endorphins, pleasure chemicals. Chocolate is also a mild painkiller. And it tastes good. Just be sure not to overdo it. To help you with this resolution, here’s my special recipe for hot chocolate: Continue reading

December 29, 2016

You Don’t Want to Miss These Worthwhile Items from 2016

As the frenzied year-end fundraising and holiday season draws to a close, we have an opportunity to catch our breath this week. Like me, you’ve probably found that, between work and family, a 24-hour day just isn’t long enough to accomplish everything we want to do. We need a break every so often.

im-drowning-in-data-by-quinn-dombrowski-via-flickrWhen trying to stay on top of the latest fundraising and nonprofit marketing news and ideas, I know it’s time consuming just to sift through the wealth of articles, blog posts, and books that are published each year. It’s easy to drown in all the information. That means it’s also easy to overlook useful information.

With this blog post, I aim to save you some time and link you to some valuable material by listing some of my most popular posts of 2016, showing you where you can find other excellent bloggers, and by telling you where you can find books recommended by readers who are fundraising professionals and nonprofit managers.

Here is a list of my top ten most read posts published in 2016:

  1. Stop Showering All of Your Donors with Love!
  2. Stop Making Stupid Email and Direct Mail Mistakes
  3. Do You Know that “Planned Giving” is Bad for #Fundraising?
  4. Avoid a Big Mistake: Stop Asking for Bequest Gifts!
  5. Donors Say: Enough about You. Let’s Talk about Me!
  6. How Can Nana Murphy Make You a Better #Fundraising Professional?
  7. How to Avoid a Disastrous Political Debate with Donors
  8. 6 Great #Fundraising Tips from a 6-Year-Old Boy
  9. Do You Know How to Take Criticism?
  10. Stop Pretending that You Work for Stanford!

Here’s a list of five of my older posts that remained popular this year:

I invite you to read any posts that might interest you by clicking on the title above. If you’ve read them all, thank you for being a committed reader.

You might also be interested in reading about my guest blog posts on the Bloomerang site:

Recently, I was interviewed twice for the MarketWatch site. You can find links to the articles as well as my elaboration on my comments here: Continue reading

December 23, 2016

Was 2016 a Good Year for #CharitableGiving? Will 2017 be Better?

We’re rapidly approaching the close of what has been a tumultuous year. In 2016, the USA experienced an unusually bitter presidential campaign culminating in the unexpected election of Donald Trump. In the UK, voters chose to exit the European Union; the surprise Brexit vote sent shockwaves around the globe. The civil war in Syria continued to spin out of control resulting in a massive wave of refugees. Terrorism continued to be an international problem.

Uncertainty, fear, and stress are all words that one might use to describe the atmosphere in 2016 given much of the news. However, at least for fundraising professionals, there has also been much good news:

total-giving-as-a-percentage-of-gross-domestic• The third-quarter 2016 annualized Gross Domestic Product growth rate is 3.5 percent, according to the US Commerce Department’s Bureau of Economic Analysis. This is important because philanthropy closely correlates to GDP with overall giving being approximately two percent of GDP.

• Personal income has modestly increased in 2016, according to the BEA. Individual giving correlates to personal income at the rate of about two percent.

• The stock market has been achieving new record highs since the election with the Dow approaching 20,000. Increased stock values mean foundations will have more money to grant and individuals will have more appreciated securities they can donate.

• The price of crude oil is the lowest it’s been in more than a decade, according to Macrotrends. This means lower gasoline and heating oil prices for consumers thereby providing them with more disposable income.

• Third-quarter 2016 corporate profits were up, rising to the highest level since the first-quarter of 2015, according to Trading Economics and the US Bureau of Economics Analysis.

• The nonprofit sector saw #GivingTuesday philanthropic support worldwide grow at the rate of 44 percent, reports NonProfitPRO. While this might not reflect an increase in philanthropy, it does reveal the public’s philanthropic spirit at a time of year historically defined by commercialism.

• Blackbaud, which analyzes more than $18 billion in charitable giving, sees a 3.5 percent increase in donations in 2016 compared with 2015, reports MarketWatch. You can read my comments in the article as well as additional information from Blackbaud.

• Some progressive charities have seen dramatic increases in philanthropic support since the election, reports MarketWatch. It remains to be seen whether this represents an increase in philanthropy or merely a shift in giving priorities. In any case, it reveals that contributions are often driven by philanthropic passions.

• In a Harris Poll survey for CARE USA, 15 percent of respondents say they have or will increase their charitable giving in 2016. While I have a number of problems with the survey methodology, the results are nevertheless somewhat hopeful.

Taking all of the positive news together, we can expect to see that philanthropic giving has increased in 2016. To learn how much growth we have experienced, we’ll need to wait until all of the data has been compiled and analyzed. While I don’t expect a massive growth rate, I do expect good growth. Furthermore, I expect the good news to continue into 2017: Continue reading

December 16, 2016

Make Better Presentations with 10 Powerful Tips

Imagine if you could make great presentations. I’m not talking about merely good speeches. Instead, I’m speaking of truly memorable, meaningful, influential presentations at staff meetings, board meetings, professional conferences, and gatherings of prospects and donors.

Would taking your presentations to the next level help you more effectively guide your staff, inform your board, teach your colleagues, and inspire your prospects and donors? You bet it would. It might even earn you a promotion or better job.

Decades ago when I first began teaching at fundraising conferences, I asked Ted Hart, ACFRE, now the CEO of the Charities Aid Foundation of America, for some helpful tips. He told me, “If you want above average evaluation scores, start on time, end on time, and speak to the topic that the program book says you’ll be addressing.”

At first, I thought Ted was setting the bar a bit low. However, in practice, I discovered he had shared some essential, fundamental advice that I’ve always appreciated. Over the years, my evaluation scores improved as my speaking skills developed. As I became a more proficient presenter, the scores and comments I received from my audiences were usually quite good.

However, I still was not satisfied.

I do not want my audiences to simply enjoy my seminars in the moment. I want them to also remember and use the information I share when they get back to their offices.

Michael Rosen at PPGGNY Conference, starting at the podium before speaking from the audience during his keynote address.

Michael Rosen at PPGGNY Conference, starting at the podium before speaking from the audience during his keynote address.

Then, in 2006, I heard about a special educational program from the Association of Fundraising ProfessionalsThe Faculty Training Academy. AFP offers the program to teach good speakers advanced presentation skills. In short, the program was the most transformational workshop I’ve ever attended.

You now have an opportunity to have a similarly meaningful experience by being one of just 35 participants in the next Faculty Training Academy. The program will be held at AFP International Headquarters in Arlington, VA on March 30-31, 2017. The two-day, intensive workshop will teach attendees about adult education principles, learning styles, classroom management, assessment, and other related topics. AFP encourages fundraising professionals, with extensive experience who are also members of AFP, to learn more about the program by clicking here.

It’s a chance for you to learn how to be a more effective, inspirational public speaker.

Dr. B.J. Bischoff, of Bischoff Performance Improvement Consulting, will again facilitate the program she created for AFP over 15 years ago. Bischoff has also presented at the AFP International Fundraising Conference and Leadership Academies. She has also designed and presented train-the-trainers programs for the Fund Raising School at Indiana University, the US Central Intelligence Agency, the United States Agency for International Development, the Government of Romania, the World Bank, and many other nonprofit and government funded organizations.

Recognizing that not all of my readers will be able to attend the Faculty Training Academy, Bischoff has kindly provided a list of 10 powerful tips that will make you a far better presenter, no matter how good you already are: Continue reading

December 9, 2016

#GivingTuesday Hits and Misses

I’m not a fan of #GivingTuesday. Don’t get me wrong, though. I do like the idea of it. Promoting philanthropy at a time of year that has become associated with extreme consumerism is a nice concept.

While I have no quarrel with the idea of #GivingTuesday, I do have several problems with the reality of it, including:

It does not inspire much philanthropy. During #GivingTuesday 2016, early reports show that charities raised $168 million … WORLDWIDE. Last year, nonprofit organizations raised $117 million. Assuming all of that money was given in the USA, which was not the case, it would have accounted for just 0.03 percent of overall philanthropy!

We do not know whether #GivingTuesday inspires new and increased giving. While people contributed on #GivingTuesday, we simply do not know whether they would have given those gifts anyway. We also do not know if #GivingTuesday simply shifts when people give.

Well-resourced charities may be siphoning support away from smaller nonprofits. With larger marketing budgets, staff sizes, and brand awareness, it’s entirely possible that big organizations benefit from #GivingTuesday at the expense of smaller ones.

#GivingTuesday growth appears to be slowing. NonprofitPro reports that this year’s growth rate is the lowest in the five-year history of the campaign.

While I recognize that some charities have benefitted from their #GivingTuesday campaigns, I still fail to see how it is a benefit to the nonprofit sector as a whole. (You can read my more detailed critiques of #GivingTuesday by entering that term in my blog’s search box to the right.)

Furthermore, I find that many individual charities do themselves more harm than good by rushing to embrace #GivingTuesday while failing to invest time and money to enhance the fundamental fundraising skills of staff.

Consider the #GivingTuesday appeal initiated by Inis Nua Theatre Company. This small theatre company in Philadelphia produces excellent contemporary, provocative plays from Ireland, England, Scotland, and Wales.

Jessica Simkins, General Manager of Inis Nua, told me that the company normally does a year-end fundraising campaign. This year, staff chose to use #GivingTuesday to frame this year’s appeal. Rather than implementing an entirely new appeal for #GivingTuesday as many nonprofits have done, Inis Nua chose to leverage the hype around #GivingTuesday, such as it is, to see if it could boost its year-end fundraising campaign.

Despite my general feelings about #GivingTuesday, I actually like this application of the concept. I consider it a Hit. I also like that they included a challenge grant.

Unfortunately, the appeal letter itself is a big Miss. Here’s the direct mail appeal my wife received:

gt-inis-nua-mail-appeal

The major issue I have with the mailing is that it is very organizational-focused. The author uses the words I, my, our, ourselves, us, we a total of 30 times in a one-page letter. On the other hand, the writer uses the words audiences, donors, patrons, supporters, you and your only eight times.

The letter is a self-congratulatory missive from the Founder and Artistic Director. Donors are never given any credit for helping to make possible Inis Nua’s impressive accomplishments. There are other problems with the appeal, but the organization-centric approach is a giant problem. Piggy-backing on #GivingTuesday won’t offset Inis Nua’s neglect of fundraising fundamentals.

By contrast, my wife received a donor-centered email from Lantern Theater Company that also referenced #GivingTuesday. Lantern Theater is also a small nonprofit in Philadelphia that produces classic and modern plays. Unlike Inis Nua, Lantern’s mission statement actually mentions audiences, audience members, and community. You’ll see the audience/community focus represented in Lantern’s email appeal: Continue reading

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