Sadly, the Nonprofit World has Lost a True Fundraising Trailblazer

I knew him for decades. He profoundly affected my life. Whether you know it or not, he affected your life, too. He dramatically changed the way nonprofit organizations approach fundraising. And he did so much more.

Unfortunately, we all experienced a loss when William P. Freyd, 87, passed away on August 20, 2020, following a long battle with Parkinson’s Disease.

William P. Freyd (1933 – 2020)

This month is the 47^th anniversary of when Bill founded Institutional Development Counsel, a major-gift consulting practice. In 1977, Bill, and the company he created, went on to partner with Yale University on a trailblazing project. While fundraising phonathons, of one sort or another, have been with us for a very long time, telephone fundraising, as we know it today, can be traced back to that collaboration.

Bill developed the first personalized methodology for the public phase of a capital campaign. Yale combined the use of letters and telephone calls to simulate the steps used in major-gift cultivation and appeals. Since then, thousands of universities and medical centers have used the IDC Phone/Mail Telecommunications approach worldwide to raise millions. The company itself employed hundreds of people and inspired the creation of other telephone fundraising agencies, including my own.

In 1982, shortly after our innovative, successful work on the Temple University Centennial Challenge Campaign’s telephone program, Stephen Schatz and I founded Telefund Management, later renamed The Development Center. Because we were following in the footsteps of IDC and had other very good competitors, we had to continue to be innovative not only to survive but also to thrive. Good enough would never be good enough with Bill as a competitor. Yet, despite being competitors, we always found Bill to be friendly and fair during our own successful journey. I always appreciated that about him, along with his quick wit.

Shocking Fundraising Behavior from Nonprofits Captures Media Attention

Nonprofit hospitals across the country have made disturbing news headlines recently. Sadly, while medical staff continue to provide heroic patient care, many of the recent news stories deal with unethical fundraising behavior that puts all nonprofits at risk. Consider these two items:

• Hospitals across the country have given major donors special, early access to the COVID-19 vaccine.
• In a story unrelated to the coronavirus, one hospital fundraising office has offered medical staff bonuses for referring “Grateful Patient” prospects.

While those news items involve healthcare organizations, all charities should be concerned. Let me explain. When some nonprofits behave badly, it reflects on the entire nonprofit sector with the potential to erode public trust and, therefore, support. There is ample research, as well as anecdotal evidence, that reveals that the fundraising efforts of virtuous charities can be harmed by the unethical behavior of unrelated nonprofit organizations.

Let’s look more closely at what has occurred recently:

MAJOR DONORS GIVEN EARLY ACCESS TO VACCINE

Initial excitement over the release of COVID-19 vaccines has given way to frustration as only 18 percent of the US population has received the first dose with confusing sign-up procedures and long lines greeting many people.

“But one group has gotten a head start in receiving the coveted shots: people who’ve donated money to hospitals distributing the vaccine,” according to a report in MarketWatch.

Ethical_Decision_Making_Article.28164930 AFP statement major donor vaccinations Feb 2021 final AFP Statement Grateful Patient Fundraising March 2021 final

According to reports, hospitals across the nation have been giving favorable treatment to major donors including Storment Vail Health (Kansas), Overlake Medical Center (Washington), Hunterdon Medical Center (New Jersey), MaineGeneral Health (Maine), and Garnet Health (New York).

Authorities in New York have launched a probe into Garnet’s actions to determine if any laws were broken. While evaluating whether or not laws were broken, it is important for us to also consider whether the actions of Garnet and other hospitals are ethical or unethical.

“As we see numerous reports of line jumping and favoritism, any situation that could lead to distrust in the fairness of the vaccine allocation process needs to be proactively managed. Redeploying staff to help with vaccination is reasonable, but care should have been taken to avoid [MaineGeneral Health] fundraising staff connecting with prior donors on this,” Holly Fernandez Lynch, an ethics professor at the University of Pennsylvania’s Perelman School of Medicine, told the Bangor Daily News.

The Bangor Daily News added, “Medical ethicists said there were many good reasons for MaineGeneral and other hospitals to test processes before opening wider clinics, but even well-intended efforts involving philanthropy staff and donors can be seen negatively.”

Medical ethicists weren’t the only ones to weigh-in on the situation. The Association of Fundraising Professionals, the largest community of charities and fundraisers in the world, has released the following statement from President and CEO Mike Geiger, MBA, CPA:

The idea of hospital systems, or any charity, ignoring protocols, guidance or restrictions—regardless of origin—and offering certain donors and board members the opportunity to ‘skip the line’ and receive vaccinations ahead of their scheduled time is antithetical to the values of philanthropy and ethical fundraising….[emphasis added]

Offering vaccinations to major donors, and not to populations with the greatest need … destroys public trust—to say nothing of the possible impact on constituents of the charity who don’t receive the appropriate vaccinations or medical attention in time.…

AFP, and the 26,000 members in our community around the world who represent nearly every charitable cause imaginable, condemn this activity in the strongest manner possible. It is unethical and inequitable, and we call on all health systems and all providers of vaccinations to deliver this service in a manner that is fair and equitable for the people they serve and consistent with procedures developed by the Centers for Disease Control and all applicable levels of government.”

Some hospitals around the country have behaved unethically, violated the law, or both. However, even those who may have a legitimate explanation for their actions and who have done nothing wrong may still be giving the appearance of having done something unethical involving their interactions with major donors. That’s still a big problem. As the AFP Code of Ethical Standards states clearly:

What You Need to Know that You Might Have Missed

During the year-end holiday period, I usually find it a good time to reflect back on the previous 12 months and think ahead to the new year. With the wild ride that has been 2020, I’m enjoying the moment to catch my breath. I hope you’re able to do the same.

As I look back over 2020, I thought I would take a bit of time to share with you some items you might have missed during your busy, crazy year.

My Top Blog Posts:

First, because I recognize that you can’t read everything that crosses your desk, I’ve put together a list of my top ten most-read posts published in 2020, in case you’ve missed any of them:

Legacy Fundraising: The Best of Times or the Worst of Times?

How will Coronavirus Affect Your Fundraising Efforts?

What Can You Learn from “The Naked Philanthropist”?

New Charitable Giving Incentives in CARES Act

Listen to The Whiny Donor and Raise More Money

Coronavirus: 20 Survival Tips for You and Your Charity

10 Fundraising Strategies for Complex & Major Gifts During COVID-19

Is the AFP International Conference in Jeopardy?

Warning Signs You Need to Know About

Amy Coney Barrett Knows Something You Need to Know

Now, I want to give you a list of five of my older posts that remained popular in 2020:

Can a Nonprofit Return a Donor’s Gift?

Can You Spot a Child Molester? Discover the Warning Signs

Here is One Word You Should Stop Using

Get More Repeat Gifts: The Rule of 7 Thank Yous

We All We Got. We All We Need.

I invite you to read any posts that might interest you by clicking on the title above. You can also search this blog by topic using the site’s search function (either in the right column or below).

Blog Site Recognition:

Over the years, I’ve been honored to have my blog recognized by respected peers. I’m pleased that, among the thousands of nonprofit and fundraising sites, my blog continues to be ranked as a “Top 75 Fundraising Blog” – Feedspot, “Top Fundraising Blogs 2020” – Garecht Fundraising Associates, “Best Fundraising Blogs for 2020” – Future Fundraising Now.

To make sure you don’t miss any of my future posts, please take a moment to subscribe to this site for free in the designated spot in the column to the right (or, on mobile platforms, below). You can subscribe with peace of mind knowing that I will respect your privacy. As a special bonus for you as a new subscriber, I’ll send you a link to a free e-book from philanthropy researcher Russell James, JD, PhD, CFP^®.

Special Projects:

In 2020, I was honored to have the opportunity to participate in four special projects:

White Paper with Dr. Russell James: “Legacy Fundraising: The Best of Times or the Worst of Times?” (FREE)

Article for SEI Knowledge Center: “Charitable Giving 2020: COVID-19 and Politics Make a Play” (FREE)

White Paper with Rogaré: “Ethics of Legacy Fundraising During Emergencies” (FREE)

Article for the Association of Fundraising Professionals: “A Flight Attendant’s Advice Leads to Soaring Personal Success” (members only)

Best-selling Book — Donor-Centered Planned Gift Marketing:

This year was also another good year for my book, Donor-Centered Planned Gift Marketing. The book continues to be a highly-rated Amazon bestseller. Winner of the AFP/Skystone Partners Prize for Research in Fundraising and Philanthropy and listed on the official CFRE International Resource Reading List, it continues to be a relevant resource for fundraisers who want to start or grow a successful planned giving program.

A LinkedIn Discussion Group for You:

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.

• Registration: Click here to register for this FREE webinar. Space is limited.

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.

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.

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:

Free Webinar: Get Fundraising Tips in the Time of COVID-19

[GOOD NEWS UPDATE (March 21, 2020): If you attempted to register for my free webinar with the AFP Greater Philadelphia Chapter, you may not have been able to do so as the program was immediately over-subscribed. However, AFP-GPC has increased capacity to accommodate more participants. Please try to register now by clicking here. I apologize for the inconvenience, and thank you for your patience.]

[UPDATE (March 20, 2020): Based on how quickly my free webinar became over-subscribed, I realize that there is a massive need for information about how the coronavirus pandemic is affecting the nonprofit sector and what we can do about it. If your charity or professional association wants to deliver an online training program on this, or any other subject, please contact me. Together, we’ll get through this.]

Join me for a free webinar hosted by the Association of Fundraising Professionals – Greater Philadelphia Chapter and sponsored by Merkle Response Management Group. During the program, I’ll outline 12 ways coronavirus (COVID-19) will affect your nonprofit organization. I’ll also share powerful, practical tips for coping with the current fundraising environment. In addition, you’ll get 10 useful survival tips to keep you, your colleagues, and your loved ones safe during this challenging time.

The webinar is free of charge and open to fundraising professionals and nonprofit managers and senior volunteer leadership everywhere. Here’s what you need to know:

Coronavirus (COVID-19): Ways It Will Affect You and Your Fundraising Efforts

Wednesday, March 25, 2020

1:00 PM – 2:00 PM (EDT)

You’ll Get:

• • • Insights about key ways fundraising efforts will be affected by COVID-19.
    • Tips for keeping yourself, colleagues, and loved ones safe.
    • Bonus materials.

Click here to register now.

Each day, you and I are confronted by new information concerning the spread of the coronavirus and the related implications. It’s a lot to keep up with. Yet, we must for ourselves, our loved ones, and our organizations upon which so many depend. We try to stay on top of the story, but it’s an incredibly fluid situation. Then, there are the nagging questions we ask ourselves or the CEO asks or a board member asks, including:

AFP Cancels Its In-Person International Conference

The Association of Fundraising Professionals has announced the cancelation of the in-person experience for its upcoming International Conference. However, AFP ICON VIRTUAL will still go ahead. Mike Geiger, President and CEO of AFP, issued a statement on March 12, 2020 that, in part, says:

The situation regarding COVID-19, the coronavirus, has changed dramatically. With Maryland Governor Larry Hogan’s announcement today of the executive order prohibiting gatherings and events over 250 people, we have canceled the in-person experience of AFP ICON 2020. However, despite the announcement, we have plans in place and AFP ICON VIRTUAL will continue on schedule.

In fact, we are looking at ways to expand the VIRTUAL experience to make up for the lack of the in-person event, including how to best integrate more education and networking aspects into AFP ICON VIRTUAL. If you are registered for AFP ICON 2020 and have not yet transferred or canceled your registration, you have four (4) options.

1. Transfer your registration to AFP ICON VIRTUAL. You can learn more about AFP ICON VIRTUAL at afpicon.com/virtual.
2. Transfer your registration to AFP ICON 2021, April 18-20 in Minneapolis, Minn.
3. Cancel your registration for a full refund.

If you are contemplating canceling your registration, we invite you to consider the fourth option of donating part or all of your conference registration fee to the AFP Foundations for Philanthropy. This would be a tax-deductible donation. To donate, simply email foundation [at] afpglobal.org by March 31, 2020, stating your intended donation amount.

I’m sorry we won’t be able to offer the full AFP ICON 2020 at this time, because the education and networking experience in-person is always exciting, unique and inspiring.

The AFP community is a strong one, and I know we all remain dedicated to our causes. Thank you for your patience, and I commit to you that we’ll continue to look for ways to offer education and training this year that will help you advance your cause.”

To read Geiger’s full statement, which includes relevant contact information, click here.

Worried about Going to AFP ICON? Now You Can Attend Online!

[BREAKING NEWS (March 12, 2020): The AFP ICON in-person experience has been canceled. The AFP ICON VIRTUAL will still take place. Learn more by clicking here.]

The World Health Organization declares that the global spread of coronavirus (COVID-19) is now a pandemic. Nonprofit organizations around the world are beginning to limit non-essential travel, events, and even routine group interactions (e.g., sporting events, performances, classes, visitation, etc.). As the Association of Fundraising Professionals International Conference draws near, Mike Geiger, AFP President and CEO, continues to closely monitor the evolving situation.

With the AFP ICON scheduled for March 29-31, the organization issued two recent announcements:

1. At this point, the conference will open as planned in Baltimore, MD. Both AFP and the Convention Center are taking precautions. You can learn more by clicking here.
2. If you cannot or do not want to attend the AFP ICON in-person, you now have the option of participating online.

“AFP knows it’s not a normal time—and your organization may have placed a ban or restriction on your travel, or perhaps you’re unsure and concerned about traveling. But you still need to learn and develop your skills and be inspired by extraordinary speakers from around the world. You still need what AFP ICON can offer, which is why we’re offering AFP ICON VIRTUAL, your online fundraising conference,” says AFP.

Registrants for AFP ICON VIRTUAL will receive:

• Three days of AFP ICON sessions — that’s 9 different education sessions — featuring some of the best content and speakers that AFP ICON has to offer—and each one video-recorded so you can also watch them at your leisure;
• Q&A participation to help you get involved as if you were with us in Baltimore;
• Access to bonus materials including new live content, webinars and micro-learning videos in between education and plenary sessions;
• Keynote sessions with activist Zainab Salbi and Chef José Andrés; and
• Audio recordings of EVERY breakout education session offered at AFP ICON, so you still get all of the training you need to be an effective fundraiser!

The registration fee for AFP ICON VIRTUAL is $1,249 for AFP members or  $1,499 for non-members. If you have already registered to attend the conference in Baltimore, AFP permits you to convert your registration to AFP ICON VIRTUAL if you choose.

There are a number of benefits to attending AFP ICON VIRTUAL:

How will Coronavirus Affect Your Fundraising Efforts?

Coronavirus is spreading with profound implications for the nonprofit sector. As I write this post, there have been 98,088 global documented cases of COVID-19 resulting in 3,356 deaths.

This is my third post about coronavirus. Previously, I looked at how you can keep yourself and your colleagues healthy, and I have written about what the Association of Fundraising Professionals is doing to ensure a safe, successful International Conference later this month.

Now, I want to look at some of the ways the advance of COVID-19 might affect your fundraising efforts. Most of the points were shared with me by Ken Wyman, a Canadian-based consultant and Professor Emeritus from the Fundraising Management graduate program at Humber College. I thank Ken for generously sharing his insights.

While there is no reason for you to panic, you and your nonprofit organization should prepare for what is happening and what could happen. To help you with your planning, here is a list of just 17 ways your fundraising efforts could be affected:

1. Special events may need to be canceled. Already, the American Physical Society canceled its annual conference; the Global Health Conference has been canceled; the American Bar Association canceled its National Institute on White Collar Crime; Chicago State University has canceled some basketball games; and other nonprofit and for-profit events have been canceled. You might need to cancel certain events out of real health concerns or because attendance would be low because of fear.

2. Staff and volunteers may need to work from home, and/or take sick days. Sick people should stay out of the office rather than come in and risk infecting colleagues. Not only will this protect people from coronavirus, but it will also protect them from many other illnesses as well. To allow for this, your organization might need to revise its policies and procedures.

3. Donors may value your health-related projects more. If your nonprofit is a healthcare organization or a charity that offers health-related programs, you may find greater donor interest in your services. Be sure to let people know how your organization is responding to the current health situation.

4. Corporate donations may go down as profits and stock markets decline. The US stock market has seen several days of sharp decline and extreme volatility. Leading economists anticipate a global reduction in Gross Domestic Product because of COVID-19. A decline in corporate profits will likely result in a decrease in corporate giving. When appealing to corporations, be sure to demonstrate how giving to your organization will deliver value to the corporation.

5. Don’t lick envelopes for thank-you cards. Eww! The same goes for any correspondence you mail. Instead, for high-volume mailings, automate the process; for low-volume mailings, use a damp sponge or paper towel to moisten envelopes. The bonus is that you won’t risk getting a paper cut on your tongue.

6. This is a good time to remind donors about gifts in their Wills. A gift in a Will is a great way for someone to support their favorite charities when they might not be able or willing to do so with a current cash gift.

7. Isolated lonely donors may welcome phone calls. As people start spending more time at home rather than risking a trip out in public, some will begin to feel isolated. These supporters will appreciate a phone call from you even more than ever. Call donors to thank them, update them about a program, survey them, etc.

8. Virtual board meetings are less infectious and better for the environment. Instead of gathering your board members around a conference table, you can host a virtual board meeting. You have a number of technology options to accomplish this ranging from a simple conference call to a video meeting. The bonus is that using technology will reduce greenhouse gases as board members will not have to drive or fly to the meeting.