Posts tagged ‘book’

May 9, 2015

If You Want $1 Million, Be Creative

A wise person once said, “It’s not just what you say, but how you say it.”

Another wise person once stated, “A picture is worth a thousand words.”

Creatively taking these two aphorisms together can lead to great fundraising success. Consider what happened when the City of Philadelphia competed for a $1 million grant in the Bloomberg Philanthropies’ Mayors Challenge:

Mayors Challenge InfographicGood Company Ventures, the Wharton School at the University of Pennsylvania, and the Philadelphia Department of Commerce collaborated on a grant application for their Philadelphia Social Enterprise Partnership.

With over 300 cities from 45 states competing, the Philadelphia collaborative knew it needed to do something to standout. The Philadelphia team prepared the required written proposal, which came in at 30 pages of dense content.

Then, they contracted with David Gloss and his team at Here’s My Chance, a Philadelphia-based creative agency that works with nonprofit organizations. HMC was tasked with helping Philadelphia’s proposal submission standout from the crowd.

Gloss went to work and produced an infographic that would accomplish two things: 1) Distinguish the Philadelphia proposal from the others. 2) Provide an easy to understand summary of the 30-page proposal.

With an energetic, clean infographic branded in Philadelphia’s colors and a detailed written proposal, the Philadelphia team earned a spot as one of the Top 20 finalists. In the next round of the competition, finalists were asked to submit a short video describing their proposed program and the impact it would have.

Once again, HMC went to work. Here is how HMC describes what happened next:

Being a Top 20 finalist is pretty sweet…but winning is even sweeter. For the next round, all finalists created videos, and we knew ours had to be the Beyoncé of all entrants: bold, professional, and flawless. To allow for more freedom and flexibility for that, we decided to produce an animated video. Then, we booked the talent. Not only did Mayor Michael Nutter provide a voice over for the video, but he appeared in it as well.”

At the end of the long competition, Bloomberg Philanthropies named Philadelphia as one of the five winners, awarding the city $1 million! By the way, Philadelphia was the only winner to have submitted an animated, rather than live-action, video.

So, what can we learn from this?

May 5, 2015

Will You Help Me Celebrate My (Re)birthday?

On May 2, I began my month-long (re)birthday celebration. One year ago, I underwent a 14-hour surgery to remove the rare cancer that had spread throughout my abdomen. The surgery was a success, and I am now in remission!

First Birthday Balloons by akadruid via FlickrPrior to surgery, I was told my life expectancy would be about two to five years. Following surgery, my doctor told me I can expect a full life. That’s why I consider May 2 my (re)birthday.

Having gone through what I have during the past year, I’m returning to professional life with a reinvigorated commitment to help the nonprofit community be more efficient and effective so we can make the world a better place.

I’m doing a number of private and public things this month to celebrate. While I normally ensure that my blog site remains largely non-commercial, I’m making an exception with this post because I want to enlist your help as I mark this important time in my life.

There are a number of ways you can join my (re)birthday celebration:

New Clients. I’m looking for at least three new clients. If you’ve found my blog posts helpful, imagine what we can achieve by working closely together, as some readers have already discovered. If you work for a nonprofit organization, I can help you with annual fund enhancements, donor retention efforts, ethics education and policy development, phone fundraising improvements, planned gift marketing, and training for staff and/or boards. If you work for a for-profit company serving the nonprofit sector, I can help you with service/product enhancements, new service/product development, and marketing.

Please contact me if you would like to discuss how I can help you achieve your goals.

Paid Speaking Engagements. As part of my return to professional life, I’m looking forward to getting back out on the speaking circuit. I’m an experienced, well-reviewed presenter and AFP Master Trainer. I’m also an adjunct faculty member at Drexel University where I teach Advanced Fund Development to graduate students. For your organization, I can facilitate a variety of training programs for your board, staff, or volunteers. For your professional associations, I can offer a variety of seminars or keynote presentations to meet the group’s needs and particular interests.

March 25, 2015

I Wish I’d Thought of That!

Have you ever stumbled upon a brilliant fundraising idea that inspired you to say, “I wish I’d thought of that!”?

Light Bulb Moment by Kate Ter Haar via FlickrSome of the greatest tactics and strategies we will implement during our careers are ideas that originated with others. Fundraising and nonprofit management ideas surround us. The challenge is not that there is a shortage of ideas; the challenge is knowing which ideas are truly great.

Now, the Association of Fundraising Professionals and the Showcase of Fundraising Innovation and Inspiration have teamed up to make that task easier. At the AFP International Fundraising Conference (Baltimore, March 29-31, 2015), AFP and SOFII will host the session “I Wish I’d Thought of That!”

IWITOT is a unique seminar that will be moderated by Ken Burnett, Founder of SOFII, and involve 16 top-notch fundraising professionals who will each have up to seven-minutes to present his/her IWITOT brilliant idea. The fundraising ideas must be those the presenters admire or envy — an innovative replicable idea that we can all learn from. The proviso is that the idea cannot be their own or from their own organization, says Burnett.

The presenters include:

  • Adrian Sargeant, Plymouth University
  • Derrick Feldmann, Achieve
  • Tom Ahern, Ahern Communications
  • Amy Eisenstein, Tri-Point Fundraising
  • Simone Joyaux, Joyaux Associates
  • William Bartolini, Wexner Medical Center and Health Sciences Colleges
  • Valerie Pletcher, Brady Campaign & Center to Prevent Gun Violence
  • Daryl Upsall, Daryl Upsall Consulting International
  • Stephen Pidgeon, Stephen Pidgeon Ltd.
  • Amy Wolfe
  • Laura Fredricks, Laura Fredricks, LLC
  • Robbe Healey, Simpson Senior Services
  • Alice Ferris, GoalBusters, LLC
  • Frank Barry, Blackbaud, Inc.
  • Missy Ryan Penland, Clemson University
  • Tycely Williams, American Red Cross

“Each speaker will have a maximum of seven minutes each focused on a single big idea. This means that it’s a fast, colourful, entertaining, and inspirational session with much to learn for everyone and lots of fun, too,” says Burnett. “The speakers have been carefully chosen to give a balanced mix of seasoned professional leaders, sector gurus, and new, fresh ‘rising stars.’”

Here’s a limited preview of some of the ideas you’ll learn about during the IWITOT session:

March 18, 2015

Bernard Ross Reveals the Next Big Thing in Fundraising!

Have you ever wondered what your donors are thinking? Life would be so much simpler if you could read their minds.

Now, we’re actually a step closer to knowing.

To understand what your donors are thinking, you first need to understand how they think. That’s where veteran consultant and author Bernard Ross, Director of The Management Centre, and fundraising consultant Alan R. Hutson, Jr., Principal and Managing Partner of The Monument Group, can help.

Thinking-Please Wait by  Karola Riegler Photography via FlickrIn a preview of their session “Behavioural Economics: Everything You Know about Donor Decision Making is Wrong” at the AFP International Fundraising Conference (Baltimore, March 29-31, 2015), Ross told me the duo will show attendees how they can apply the work of Dr. Daniel Kahneman, author of the bestseller Thinking, Fast and Slow, to better understand their prospects and donors and, thereby, enhance their fundraising efforts.

Kahneman, a psychologist who won the Nobel Prize in Economic Sciences, says we have two complementary processes by which we make decisions in life, including fundraising decisions. He refers to these as System 1 and System 2. System 1 operates automatically and quickly, like an autopilot. System 2 allocates attention to effortful, conscious mental activities. We think System 2 is at work most of the time; however, Kahneman has found it is, in fact, System 1.

Ross asserts:

Hutson and I believe that Kahneman’s insights are the next big thing in fundraising.”

Ross observes that most fundraising professionals think donors are making rational judgments when they are not. Think of the old sales axiom: “People buy based on emotion then justify, after the fact, with logic.” A similar process is often involved with philanthropic decision-making.

Donors make philanthropic decisions based on six to eight key mental heuristics — or System 1 short cuts — that we all use. Ross says that fundraisers can learn these heuristics and use them to transform response rates, gift sizes, and more. In their session, Hutson and Ross will introduce participants to these key heuristics and show them how that knowledge is being used to remarkable effect by charities around the world.

March 10, 2015

Want a FREE Book? How about 2 FREE Books?

From time to time, I come across truly special offers that I’m pleased to share with you.

Today, I want to give you the chance to get not one, but two, FREE books about planned giving written by Texas Tech University researcher Russell James, JD, PhD, CFP:

Visual Planned Giving: An Introduction to the Law & Taxation of Charitable Gift Planning

Visual Planned GivingThis textbook is written specifically for fundraisers or financial advisors seeking to expand their knowledge about charitable gift planning. This introductory book addresses all of the major topics in planned giving law and taxation and features over 1,000 full-color illustrations and images that guide you through complex concepts in a visual and intuitive way. Distilled from his years of teaching Charitable Gift Planning at the undergraduate and graduate levels, James makes this topic accessible and enjoyable for the busy professional.

Here are some of the things you’ll learn:

• The secret to understanding planned giving

• A super simple introduction to taxes

• How to document charitable gifts

• Valuing charitable gifts of property

• Special techniques for donating retirement assets, private foundations and donor advised funds

• And much more!

The paperback version of this book retails for $187.98. However, you can get the electronic version for FREE thanks to my friends at MarketSmart, just click here.

American Charitable Bequest Demographics

This book provides an extensive review of the changing nature of American charitable estate planning from 1992-2012 and includes over 50 charts and graphs. James presents information in a simple, visual fashion with each page containing a graph or chart, comments on the importance of the information, and details about the methodology behind the data. Much of the information presented comes from a long-running, nationally-representative, longitudinal survey including information about the final estate distributions from over 10,000 survey respondents who have died during the study.

• Major sections include:

• National demographic trends

• Trends in charitable plans among those aged 55+

• Examination of matured plans of deceased respondents

• Timing of charitable plan changes

• And much more!

The electronic version of this book retails for $9.99. However, thanks to James, you can get it for FREE when you subscribe to this blog site in the right-hand column. You’ll receive an email confirmation of your subscription that will contain a link to the book. (I recognize that your privacy is important, so I assure you that your email address will never be sold.)

Now that I’ve saved you a bundle of money, I’d like to suggest some books you can purchase that will inspire and help you achieve greater results. When you make your purchase, usually at a discount, at The Nonprofit Bookstore (powered by Amazon), a portion of every sale will be donated to charity.

March 6, 2015

Stephen Pidgeon: What’s Holding Back Your Legacy Fundraising?

What is one of the major things holding back your legacy fundraising efforts?

It’s your own naivety.

You might not like that answer, but it’s the conclusion reached by veteran fundraising expert Stephen Pidgeon, the author of How to Love Your Donors (to Death). Pidgeon will be sharing his insights at the AFP International Fundraising Conference (Baltimore, March 29-31, 2015) in his session, “Bequest Asks: Getting it Right.”

So, why does Pidgeon think many fundraising professionals are naïve?

Because THEY don’t like to thinHow  to Love Your Donors (to Death)k about death, [fundraising professionals] assume everyone else is the same. Well, older people (those in their late 50’s and older) do think about death, and they do it perfectly maturely and with no fuss. And the older they get the more unexceptional it becomes. Indeed, supporters are often hugely grateful for the opportunity to make such a major contribution, albeit after they have died. It is a matter of immense pride to them that they have made the decision and sorted their affairs.

“I’d ask what right has some well paid, youthful charity executive (meaning in their mid-50s or younger!) to deny their best supporters the opportunity of such deep satisfaction. That’s patronising age-ism and when you get into your 60’s or older, nothing is more irritating. Casually mentioning the possibility of a bequest in a newsletter that is read by less than 20 percent of its circulation is NOT ‘…giving your best supporters the opportunity…’!”

The key when speaking with people about bequest giving is to do so in the right way. After all, you’re not helping them plan their funeral; you’re helping them build their legacy. (Be sure to read my post “One Word is Costing Your Fundraising Effort a Fortune” about the latest research findings reported by Dr. Russell James.)

Pidgeon also identifies another problem with bequest marketing:

February 20, 2015

Building Donor Loyalty: What’s New?

Among first-time donors to nonprofit organizations, the median rate of attrition is 77 percent! In other words, more than three-quarters of all new donors to a charity walk in the front door and promptly exit out the back door. That’s the appalling finding of the Association of Fundraising Professionals Fundraising Effectiveness Project.

First Time Donor RetentionOver the past few months, the issue of high nonprofit Donor Attrition rates has received increasing attention. I’ve even put a spotlight on the issue with the following posts:

As I worked on those articles, I couldn’t help but wonder: What’s new and effective that can help us build donor loyalty? Well, we’ll soon find out.

Adrian Sargeant, PhD, Director of the Centre for Sustainable Philanthropy at Plymouth University, will be presenting “Building Donor Loyalty: What’s New?” at the AFP International Fundraising Conference (Baltimore, March 29-31, 2015).

Sargeant has been passionately conducting donor loyalty research for two decades. Sargeant and his colleague Elaine Jay wrote Building Donor Loyalty: The Fundraiser’s Guide to Increasing Lifetime Value.  Tom Ahern, the internationally recognized communications expert at the helm of Ahern Donor Communications, has described the text as: “Transformational.” I cited this informative book in my post: “Avoid Making Faulty Assumptions about Donor Loyalty.”

In his upcoming session at the AFP International Conference, Sargeant will demonstrate how even small improvements in loyalty, in the here and now, translate to whopping improvements in the lifetime value of a fundraising database.

Cover- Building Donor Loyalty -- click to see book at AmazonFor example, he has found that a 10-percentage point improvement in retention can lead to a 200 percent improvement in the lifetime value of the fundraising database!

Sargeant will also look at what drives loyalty, drawing on lessons from both the commercial and the voluntary sectors, including work on the big three drivers of loyalty: satisfaction, commitment and trust. He will also explore new work on loyalty that looks at the role of donor identity and the extent to which donors identify themselves in part through their support of a nonprofit.

Sargeant will show how the concept of identity interacts with the other three big drivers of loyalty and which of all these factors offers the greatest potential to the sector to bolster giving and grow long-term support.

Sargeant told me recently:

February 17, 2015

The Greatest Idea for Retaining and Upgrading Donors

Every charity wants more money from donors. If only existing donors would write larger checks, become monthly supporters, make a major gift, and/or commit to a planned gift, there would be less pressure on the fundraising staff and the organization would be able to do more to fulfill its mission.

But, how can you raise more from your donors if they do not stick around?

Nationally, the median nonprofit organization finds that its donor retention rate is just 43 percent! Among first-time donors, the retention rate is an obscenely low 23 percent! (The stats come from the AFP Fundraising Effectiveness Project.)

Donor Retention 20013-14The good news is that if you can increase your nonprofit organization’s donor retention rate by just ten percentage points, you could see an increase of up to 200 percent in donor lifetime value, according to researcher Dr. Adrian Sargeant. In other words, if you retain more donors, they will increase their giving and some will even encourage others to support your organization as well.

Unfortunately, increasing your donor retention rate won’t happen all by itself. You need to make it happen. So, what is the simplest, most effective tactic for accomplishing this?

Telephone by laerpel via FlickrDo you see that shiny box on your desk? It’s probably black with some flashing lights, and it’s plugged into the wall. It’s a telephone. Pick it up and call your donors to thank them for their support. While you’re at it, find out why they support your organization.

Yes, it really is that simple. CALL YOUR DONORS!

Multiple research studies have proven that thank-you calls are a powerful donor retention tactic. For example, Penelope Burk, in her book Donor Centered Fundraising, reports:

•  95 percent of study donors stated they would appreciate a thank-you call within a day or two of the organization receiving their donation.

•  85 percent said such a thank-you call would influence them to give again.

•  84 percent said they would definitely or probably give a larger gift.

Burk went on to report, when donors were tracked after 14 months, the group that received a thank-you call gave 42 percent more on average compared to similar donors who did not receive a thank-you call. During the renewal cycle, those who received a thank-you call were 39 percent more likely to renew their support.

Here are some tips to make your thank-you calls effective:

January 30, 2015

Donor Retention: Time for a Change

[Publisher’s Note: From time-to-time, I will invite an outstanding, published book author to write a guest post. If you’d like to learn about how to be a guest blogger, click on the “Authors” tab above.]

This week, I have invited international fundraising superstar Roger M. Craver, a direct-response fundraising pioneer, Editor at The Agitator, and author of Retention Fundraising: The New Art and Science of Keeping Your Donors for Life to share his wisdom with us.

However, do we really need a book about something as fundamental as donor retention? I believe we do. And so does Ken Burnett, Managing Trustee at SOFII and author of Relationship Fundraising. Here’s what Burnett says in the Foreword to Craver’s book:

Our nonprofit sector is bleeding to death. We’re hemorrhaging donors, losing support as fast as we find it, seemingly condemned forever to pay a fortune just to stand still.

It’s time we stemmed the flow.”

While the latest Fundraising Effectiveness Project report, developed by the Association of Fundraising Professionals and the Urban Institute, shows that the nonprofit sector’s donor retention rate has improved for the first time in years, the number is still wretched. The nonprofit sector’s donor retention rate now sits at a shameful 43 percent! For every 100 new and renewed donors, 102 donors are lost through attrition.

As a sector, we must stop this donor churn. It’s expensive. It prevents organizations from building long-term relationships that lead to large current donations and significant planned gifts.

Sadly, doing business as usual is not working. It’s time to change the way we do things.

Retention Fundraising by Roger CraverFortunately, the solution to the donor retention problem faced by the sector is not overly complicated or pricey. It simply requires a commitment to change. Once you’re committed to enhancing your organization’s donor retention rate, Craver’s mercifully brief and easy to read text will show you the way. Based on science and decades of practice, Craver’s book will explore what measurements are important to track, what tactics you need to adopt, and what messaging secrets you need to learn.

Noted philanthropy researcher and author Adrian Sargeant finds that “even small improvements in the level of attrition can generate significantly larger improvements in the lifetime value of the fundraising database. A 10 percent improvement in attrition can yield up to a 200 percent increase in projected value.”

By following the advice found in Craver’s book and its companion website, you will be able to improve your organization’s donor retention rate. With increased fundraising effectiveness, your organization will be far better positioned to fulfill its mission today and well into the future.

Here’s an excerpt from Retention Fundraising that further reveals the problem faced by nonprofit sector:

January 2, 2015

Don’t Make New Year Resolutions You Can’t Keep

It happens every year at this time. People make New Year resolutions. Then, a short time later, they break those resolutions.

Breaking New Year resolutions is bad. Doing so can make you feel guilty. It can erode your self-esteem. If you told anyone about your resolutions, your failure to keep them could even be embarrassing.

Here’s a novel idea for 2015: Don’t make New Year resolutions you can’t keep.

Fireworks

Happy New Year from Philadelphia!

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

 

  1. 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 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.

 

  1. 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.

 

  1. 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.

 

(If there’s a nonprofit management or fundraising book that you read recently that you found particularly helpful, please let me know below so I can include the title in the Readers Recommended section.)

For additional reading, you might also consider looking at some of my posts that you might have missed. Here is a list of my top ten most read posts during the past year:

  1. Can a Nonprofit Return a Donor’s Gift?
  2. Delivering (My Own) Bad News
  3. 5 Things Never to Do in Your Phone Fundraising Calls
  4. One Word is Costing Your Fundraising Effort a Fortune
  5. Special Report: Top 40 Most Effective Fundraising Consultants Identified
  6. How NOT to Run a Capital Campaign
  7. Cheating Death
  8. #GivingTuesday Has NOT Made a “Huge Difference”
  9. 5 Lessons Moses Can Teach Us about Fundraising
  10. 20 Factoids about Planned Giving. Some May Surprise You.

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.

I’m honored to know that I have readers from around the world. (I love the Internet!) While I appreciate all of my readers, I thought it would be interesting to look, beyond the United States, to see my top ten countries for readership:

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