Posts tagged ‘Michael Kaiser’

July 15, 2016

If You Want More Donors, Stop Being So Serious

Make giving fun!”

That’s the great advice offered by Michael Kaiser, Chairman of the DeVos Institute of Arts Management at the University of Maryland and President Emeritus of the John F. Kennedy Center for the Performing Arts. Kaiser has observed:

[Donors] don’t join our family to be whined at…. They join because we’re inspiring and fun.”

As a successful consultant and turn-around expert, Kaiser has proven, time after time, that when you make giving fun, you attract and retain more supporters and greater levels of support.

Despite the soundness of Kaiser’s advice, I’ve talked with a number of fundraising professionals who think their cause is too serious to lend itself to fun. Or, they think they have no opportunity to be fun. Seeing nothing but obstacles to bringing joy to giving, these organizations continue with a stale, serious, institutional approach to fundraising that has left them struggling.

HAMEC logoBy contrast, the Holocaust Awareness Museum and Education Center gets it. A small, Philadelphia-based nonprofit organization, HAMEC operates a tiny museum and offers school-based education programs featuring survivors. In just the past three years alone, HAMEC has presented approximately 1,200 sessions for over 100,000 students.

Like me, you probably never have thought of the words “Holocaust” and “fun” going together. After all, as a result of the Holocaust, six million Jews and five million others were murdered by the Nazis from 1941-45. It was a supremely horrible event perpetrated by a truly evil regime.

Yet, despite the horrors of the Holocaust, HAMEC has successfully, and tastefully, paired “fun” with the pursuit of philanthropic support for Holocaust education.

Chuck Feldman, President of HAMEC, says:

‘Fun’ and ‘Holocaust’ are not put together in the same sentence. But I will tell you, our organization is a very upbeat organization. We are the happiest organization dealing with the most miserable subject of all time, and we’re happy because when our survivors go out to the schools we can see the impact that it has on the students. We can see it right away.”

As HAMEC continues to expand its outreach, it has also sought to acquire the new and increased support that will make that expansion possible. One of the challenges associated with raising money for a Holocaust-related cause is that the subject is dark and not something about which most people would want to think. So, how can a small nonprofit dedicated to Holocaust education engage supporters and potential donors in a meaningful way?

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May 15, 2015

I’m Sorry, but Mother Theresa was Wrong!

Have you ever heard a nonprofit professional, speaking of prospective donors, say:

They should give until it hurts.”

Recently, I once again came across this phrase. I shuddered. Nevertheless, I realized that this person was not alone in his thinking.

The Rev. Jimmy Swaggert, echoing the sentiment of many church leaders and paraphrasing the Bible, is reported to have said:

Give, even at all costs, ‘till it hurts.”

Even Mother Theresa, who has been Beatified by the Roman Catholic Church, reportedly said:

Give, but give until it hurts.”

So, with this blog post, I know I’m going out on a limb. However, I must emphatically state that, on this point, the nonprofit professional I mentioned was wrong. Rev. Swaggert was wrong. Mother Theresa was wrong.

Unless you’re dealing with a population of masochists, asking people to give until it hurts is not a sound strategy. Most people tend to run from things that cause pain and toward things that give them pleasure.

I believe we should inspire people to give until it feels good.

Fortunately, I’m not alone in this belief. Recently, Michael Kaiser spoke at Drexel University and stated:

Make giving fun!”

Michael Kaiser

Michael Kaiser

Kaiser is the Chairman of the DeVos Institute of Arts Management at the University of Maryland. He is also President Emeritus of the John F. Kennedy Center for the Performing Arts. When Kaiser speaks, people listen. And rightfully so. He’s a masterful nonprofit leader and a gifted turn-around expert. Whether you work for an arts organization or not, you owe it to yourself to listen to his remarks. You can find the video by clicking here.

Here are some additional key points that Kaiser made:

[Donors] don’t join our family to be whined at.”

“They join because we’re inspiring and fun.”

“The donor doesn’t owe us allegiance. We need to earn it.”

“Donors get fatigue when we get boring.”

In other words, all nonprofit organizations, whether involving the arts or not, need to make giving a pleasure. We need to recognize that people will be more willing to donate if giving is enjoyable, and they’ll be more willing to continue their support as long as giving continues to be gratifying.

So, how can you more effectively inspire prospective donors by making giving fun?

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