Giving Tuesday

Giving Tuesday,  fundraising, FUNdraising Good Times, #GivingTuesday, year-end giving, philanthropyThanksgiving. Black Friday. Cyber Monday. What’s next? Giving Tuesday. That’s right. This December 2nd, the Tuesday after Thanksgiving is a new global holiday and it’s all about philanthropy. Established in 2012, by New York City’s 92nd Street Y in partnership with the United Nations Foundation, and a team of influencers and founding partners, Giving Tuesday now engages over 10,000 organizations worldwide.

As we wrote in our last column, “It’s always good to give.” Now you can give in concert with your family, co-workers, friends, and most importantly people around the world. There is no end to the diversity of causes that seek your time, money, influence and resources. You can “Like” a Facebook page, forward a tweet, or sign an online petition. You can engage your friends using social media, the phone, or a short meeting after church, synagogue, or prayers at your mosque. You can give money or time or both. Either way when you engage others you multiply and amplify your giving. If you are an employer you can match your employee’s giving. If you run a consumer business you can pledge of portion of Giving Tuesday’s proceeds. You make the choice.

If you are involved with a nonprofit you are – most likely – finalizing your Giving Tuesday plans. The University of Michigan is launching Giving BlueDay on December 2nd, seeking to raise $1 million from alumni and friends that day. The National Coalition for Cancer Survivorship encourages people to share their story of surviving cancer and give $10 to $20. Your local United Way welcomes your support. The Africa America Institute is raising funds on Giving Tuesday to train nurses at Tubman University’s Nursing Program in Liberia. Google an organization close to your heart and find a way to give.

This is also an important time to introduce or reinforce the value of giving to the next generation. Talk with your children at home. Integrate philanthropy into your classroom or afterschool program using Dr. Heidi Kasevich’s curriculum guide for grades K-12. There’s also the gratitude blog through which you, your family and friends can record your gratitude. Both of these resources are available at GivingTuesday.org where you can also find tools, tips and technology to help you give and receive.

At the end of the day Giving Tuesday is about philanthropy – a time for each of us to reflect on our abundance and share our resources with others. We can give on this one day, or we can take time to build giving into our everyday lives. We can reflect on how giving changes our relationship to ourselves and the world. We can diminish feelings of alienation and restore our feelings of connection. Giving has deep spiritual, emotional, social and religious impacts. We are changed as we give. Often for the better.

Photo credit: Giving Tuesday

Mel and Pearl Shaw are the authors of “Prerequisites for Fundraising Success” and “The Fundraiser’s Guide to Soliciting Gifts.” They provide fundraising counsel to nonprofits. Visit them at www.saadandshaw.com. Follow them on Twitter: @saadshaw.

The Wise Donor – Moving Beyond Emotion

fundraising, FUNdraising Good Times, yearend giving, how to make a gift, donor strategy, donor adviceIt’s always good to give. To give from our hearts, according to our beliefs, and in-line with our vision for the world we want to live in. There is a renewed emphasis now as we enter the giving season. You will notice more advertisements on television for national nonprofits with compelling images and music; more social media campaigns; more letters and cards coming via US mail; more phone calls – from volunteers and paid solicitors; and more one-on-one conversations about giving.

Here are five things to help you make giving decisions that unite your heart and mind.

  1.  What are your giving priorities? What is important to you? Do you want to help end poverty? Increase access to the arts, childcare, affordable housing, or college education? What about curing cancer, improving neighborhood safety, supporting long-term social change, or teaching children to read? Are you committed to international aid that builds local economies or treats people with Ebola or HIV?
  2.  What types of organizations do you want to support? Local nonprofits? National or international agencies? Your church, synagogue, temple or mosque? A community foundation, women’s foundation, giving circle, or black united fund? Is it important to give to a recognized nonprofit, or are you comfortable giving directly to people you know make a difference, regardless of their formal structure?
  3.  How well do you know the organizations you give to? Which are registered charitable organizations? Which have a website with information? Is there anyone you can call to ask questions? Have you looked up the nonprofit at guidestar.org? This website provides information including funds raised and use of funds (Form 990). Just type in their name.
  4.  What is your giving budget? How much can you give? How much do you want to give? Know your budget so you can respond to specific solicitations. Consider automatic contributions from your credit card or bank account. Do you want to continue these? Increase them? Decrease? Have you received acknowledgements for these gifts, or an update regarding the impact of your giving?
  5.  Don’t fall prey to in-person or on-line peer pressure. Keep your giving joyous! Know who and what you want to support, and make your decisions accordingly. You are under no obligation to give to any organization, even if you gave before. Nor are you under an obligation to increase your gift. These are voluntary decisions. Take a moment to evaluate emotional appeals – especially online requests – to see if the actual work of the organization is in line with your priorities. Multiple small impulsive gifts add up over time: you may find you’re “over budget” or that your giving is not in-line with what’s important to you.

Most importantly, look inside to see if your giving reflects what’s in your heart.

Mel and Pearl Shaw are the authors of “Prerequisites for Fundraising Success” and “The Fundraiser’s Guide to Soliciting Gifts.” They provide fundraising counsel to nonprofits. Visit them at www.saadandshaw.com. Follow them on Twitter: @saadshaw.

How to solicit a gift for a nonprofit

It’s time to ask, but just exactly what do you say?

Fundraisers Guide, fundraising, FUNdraising Good Times, yearend giving, how to ask for a gift, ask for a donation, the fundraisers guide to soliciting giftsAs the year comes to a close nonprofits look to board members, volunteers and donors to ask their friends, family members and colleagues to consider making a meaningful gift. You may have the internal fortitude to overcome your fear of asking (read, fear of rejection), but what exactly do you say and do?

Make your own gift first. As a volunteer fundraiser you need to make your own gift before you can ask someone else to give. If you’re not willing to give, why should anyone respond to your ask? Consider sharing how much you gave and why. If you made a stretch in your giving, talk about what motivated you to do so.

Be prepared. As a solicitor you will need to “make the case” for why others should join you in giving. This means knowing the nonprofit’s history, mission, successes, challenge areas and projected growth. Brush up on your facts (check out the website!). You’ll want to be able to talk numbers and emotions. Depending on who you are talking with you may be asked to explain allocation of current funds, costs associated with growth, and revenue streams. At the same time you have to talk passionately from a feeling place about what the organization means to you and those served.

Don’t hide behind email. If you’re asked to solicit a meaningful gift, do it in person. Make an appointment, and make the reason for your meeting clear. For example, “Jane, can you join me for coffee on Friday? It will be my treat. I want to talk with you about the food bank.” This allows your friend to begin thinking about how to respond. When its time for the meeting, get dressed up. This is a big deal. The money you raise makes a difference to the organization you represent. Mentally rehearse your conversation. Remember to arrive early and, after initial conversation, make the ask. Do not let too much time lapse before you bring up the subject of giving.

Prepare for objections. Your passion isn’t an excuse for not knowing your facts. Make sure you are prepared to answer specific questions your colleagues may have. Put yourself in their shoes: what do you want to know before deciding whether or not to make a donation?

Ask for a specific amount. It’s okay to ask. In fact, that’s what fundraising is all about. Make sure you ask for a specific amount and then pause. Be quiet. Wait for the response. Don’t rush to fill the silence. Your answer will come.

If you want more details, download our free one page guide to soliciting gifts. http://bit.ly/SolicitGift or read our book The Fundraiser’s Guide to Soliciting Gifts.

Related posts:
Making the Ask – Part One
Preparing to Ask for a Gift – Part Two

Mel and Pearl Shaw are the authors of “Prerequisites for Fundraising Success” and “The Fundraiser’s Guide to Soliciting Gifts.” They provide fundraising counsel to nonprofits. Visit them at www.saadandshaw.com. Follow them on Twitter: @saadshaw.

Yearend Giving: It’s Not Too Late

fundraising, FUNdraising Good Times, yearend giving, annual campaign, volunteer fundraisingCrazy as it seems 2015 is knocking at the door. Yes, we still need to celebrate Thanksgiving, Hanukkah, Christmas, Kwanza and New Years Eve. But, really, 2015 is almost here. And the question is: how is your nonprofit fundraising? Whether you are an employee or a board member, here are a few steps you can take today to change your yearend financial outcomes.

Staff. Take the time to create a yearend appeal letter for distribution to those who have given to your organization in the past. Be sure to send to those you serve and those you met during the year. Always send to lapsed donors. Highlight the impact your organization has made in 2014 and most importantly share your vision for 2015. Ask for a specific amount. Include a return envelope. Create an online appeal that ties to your appeal letter. Review and refine your e-communication list. Test to make sure your online giving page is easy to use and easy to find. Take the time to plot out how you will use social media to encourage giving. Create the tools that board members, friends and volunteers can use to encourage those they know to give. Include sample text for email messages, tweets, and Facebook posts; links to specific pages on your website or blog (don’t forget your “donate now” page); and most importantly share photos and SHORT engaging videos. We all love images!

Volunteers. Now is the time to be proactive. It is easy to wait for staff to give you all the information you need: that is often a plan for not making the ask. Instead, decide for yourself which actions you will take between now and the end of the year to help raise funds for your nonprofit. Are there two people you can talk with, sharing your nonprofit’s impact, vision and fundraising priorities? Will you ask each to consider a gift? Here’s encouragement: too many people don’t give because they aren’t asked. Others give small gifts because they aren’t asked to make a larger gift. Or they receive a direct mail letter instead of an in-person ask, and their gift reflects the method of solicitation. Take the time to make a well prepared ask of a few people. Don’t be self conscious, there is no such thing as “making” people give. Ask for a specific amount for a specific purpose, be quiet and wait for their response. Asking in person is always important, but social media and email is another way to engage potential donors, especially if you are part of an active network. You can share your nonprofit’s social media campaign, you can create your own appeal, directing people to your nonprofit’s giving page.

Don’t be afraid to ask. Your community depends on you.

Image courtesy of taesmileland at FreeDigitalPhotos.net

Mel and Pearl Shaw are the authors of “Prerequisites for Fundraising Success” and “The Fundraiser’s Guide to Soliciting Gifts.” They provide fundraising counsel to nonprofits. Visit them at www.saadandshaw.com. Follow them on Twitter: @saadshaw.

More Hidden Fundraising Challenges

fundraising, FUNdraising Good Times, fundraising challenges, donor relations, fundraising best practices, nonprofits, Not all fundraising challenges lie in the actions – or lack of action – by donors, board members, staff and volunteers. Some are hidden in plain sight. Consider the following.

The will to fundraise. If you don’t want to fundraise, don’t make it a priority, and don’t invest time and money in fundraising, chances are you don’t have the will to fundraise. Will and willingness are related, but not the same. Willingness is an attitude: will is the application of willingness. It is evident in the actions you take and don’t take. Do you visit with people in person? Do you ask for financial and in-kind support? Are you building a corps of fundraising volunteers, or do you try to do it yourself when you have the time?

Overcoming the business-as-usual mentality. Fundraising is competitive. You have to constantly lead with your uniqueness while fulfilling your mission and understanding the needs and concerns of donors and funders. You can’t go on autopilot. Take time to consider where your support lies, where it could lie, and how to test your supposition. Take small risks, evaluate the results, and keep innovating.

Do you know your marketplace? Fundraising is all about people. Do you know the people in your community? Do you know the general attitude of the community towards your nonprofit? Do they like you? Do they care about your mission? Do they trust your leadership to use donated and invested funds with efficiency and efficacy? Can you identify emerging, unmet needs and make a difference without indulging in “mission creep?”

Mediocrity. Honestly, is your organization stellar, mediocre, or just getting by? Sometimes an organization has been doing things so long, and dealing with contracting revenue for too long that mediocrity becomes the norm. Take a close look at operations and attitudes with the goal of discerning if there’s a better way to conduct business. While your organization may need money, need isn’t necessarily a philanthropic motivator. Service, innovation and accountability are the new norms.

Measuring and communicating your impact. These are directly related to accountability. You have to answer the question: how does my money make a difference? Take a moment to identify the measurements you will deploy and build them into your programming. Review your measures and outcomes. Use them to refine your work. Communicate impact consistently – people care more about impact than need.

Benefits and opportunities. Are you building a circle of reciprocity? What benefits – tangible and intangible – can you offer donors, volunteers and staff? What opportunities do you offer that increase your value and offer meaning to others? Don’t take people and relationships for granted. Demonstrate your gratitude in ways that incentivize giving and involvement.

You can succeed: your community needs you to succeed. Keep up the good work.

Read Hidden Fundraising Challenges Part One

Image courtesy of Stuart Miles at FreeDigitalPhotos.net

Mel and Pearl Shaw are the authors of “Prerequisites for Fundraising Success” and “The Fundraiser’s Guide to Soliciting Gifts.” They provide fundraising counsel to nonprofits. Visit them at www.saadandshaw.com. Follow them on Twitter: @saadshaw.

Hidden Fundraising Challenges

Fundraising Challenges, fundraising, FUNdraising Good Times, fundraising challenges, donor fatigue, nonprofitsYou can’t see what you can’t see. There may be some challenges facing your nonprofit that you’re not be aware of. They are insidious and sometimes deadly. Taking a close look at “what’s really going on” may refocus your energy and resources, and rescue your fundraising.

Here’s some background. Nonprofit organizations and institutions play a key role in communities across the country. Healthcare, education, advocacy, homeless services, domestic violence prevention, athletics, the opera, symphony and theatres are just a few of the ways in which they add to our collective life. The rewards from such work are many. And, unfortunately, challenges abound. Top ones include board involvement, staffing, money, resources, exposure and awareness, and volunteer involvement. These are real. And at the same time, for some organizations the challenges are actually a little deeper. They lie in what you can’t see. And they inform or exacerbate the visible ones.

Lack of urgency and excitement. It’s hard to raise money and engage volunteers without a sense of urgency and excitement. Have you made the case to a potential donor regarding why it is important to support the priorities of your nonprofit today, and not tomorrow? Have you created a mechanism for generating enthusiasm in giving? Are you actively competing for the philanthropic dollar or waiting for it to come your way? You need an infectious excitement that is communicated verbally, in writing and electronically. Put fundraising at the top of your list each day.

Duplication of services. You may be 100% committed to your organization, its services or advocacy, and the people it serves. But, are you the only game in town, or are there a multitude of organizations doing similar work? When there are too many organizations providing comparable services it can be difficult for donors and funders to understand why they should fund your organization over a similar one. You may not get funded. Or you – and your like-minded nonprofits – may be splitting a pool of funds with the result being that no one raises enough money to effectively advance their mission. If duplication of services is an issue for your nonprofit, you may want to consider the unthinkable: merging, or refining/changing your mission.

Repeatedly soliciting the same donors and funders. This is an “under the radar” challenge that sometimes isn’t even identified as such. The positive spin is: we have a few committed donors who consistently support us. That may be true, but how long will it last? Are they providing enough funding, or is your organization cutting staff and services in order to operate? What if donors suddenly changed their giving? Donor retention isn’t a given: things change. Don’t put your nonprofit at risk: broaden your fundraising.

Next week we will cover more.

Image courtesy of Stuart Miles at FreeDigitalPhotos.net

Mel and Pearl Shaw are the authors of “Prerequisites for Fundraising Success” and “The Fundraiser’s Guide to Soliciting Gifts.” They provide fundraising counsel to nonprofits. Visit them at www.saadandshaw.com. Follow them on Twitter: @saadshaw.

2 Fundraising Theories to stay away from

 fundraising, FUNdraising Good Times, leadership, year-end giving,This week we heard two expressions we are compelled to share with you, our readers. They are “The Fooling Yourself Theory” and “Don’t mistake my kindness for weakness.” Both can be applied to fundraising throughout the year, and especially in the last quarter. They were shared by women from different parts of the country both of whom are very experienced with fundraising, board service, and nonprofit management. One is a nonprofit executive, the other heads a private business. Here are the details.

The Fooling Yourself Theory. When we heard this phrase we had to stop and write it down right away. Here’s what it means. You are an executive (or board member) and you observe that certain structures, systems or people do not support the organization and its goals. You make the observation and then you ignore your observation. Or you hope you’re wrong. Or you hope it will resolve itself on its own. We have seen this in play so many times. People in leadership know what is wrong, see it clear as day, and yet take no action.

Don’t mistake my kindness for weakness. This error can be made by young and old alike. The young may confuse kindness with weakness because they don’t have a history of working within healthy organizations. They may assume that creating a climate of trust and letting people be responsible for outcomes is a sign of weakness. That the executive or board chair won’t notice if work isn’t produced. Older people may have been trained to respond to constant follow up, criticism and externally imposed deadlines. They may mistake a leader’s delegation of responsibility and respect for others’ expertise and autonomy as weakness.

The fourth quarter is a time many nonprofits focus on revenue, and The Fooling Yourself Theory can get in the way of successful fundraising. If last year’s fundraising strategy did not yield the required results, thinking it will work this year may be an example of the “theory” in action. If board members did not solicit those they agreed to solicit last year, you may want a different strategy – or different volunteers – this year.

Employees and board members who show up in body but not in mind and spirit, and those who quietly or boldly don’t fulfill their responsibilities may be surprised when they are asked to resign. It shouldn’t be a surprise: kindness is not weakness. Kind leaders work with their employees and board members and understand the ups and downs of life and the many commitments we all must fulfill. But leaders – mean and kind – know that responsibilities need to be fulfilled. Those who don’t practice the “theory” take action: they are not weak, they are kind and decisive.

Contemplate these expressions and let them inform your leadership and your ability to follow.

Mel and Pearl Shaw are the authors of “Prerequisites for Fundraising Success” and “The Fundraiser’s Guide to Soliciting Gifts.” They provide fundraising counsel to nonprofits. Visit them at www.saadandshaw.com. Follow them on Twitter: @saadshaw.

Five alternative ways to give back

fundraising, FUNdraising Good Times, alternative giving, in-kind giving, loaned personnel, year-end givingThe giving season is upon us. For many nonprofits, hospitals, schools, and colleges the next three months are all about fundraising. You will no doubt see an increase in direct mail and e-mail solicitations, Facebook campaigns, bill boards, print and TV commercials and personal asks made by of you by friends, family members and associates. Some of us have the ability to be most generous. For most, giving is more constrained, focused on a few organizations we believe in. Here’s something to think about: extend your gift by giving more than money. Consider these five ideas:

  1. Serve as an advocate. Volunteer to write an editorial or a letter to your elected representative. Speak at a public event. Advocate through social media. Talk to people you know.
  2. Become a fundraising solicitor. For those organizations you donate to, consider volunteering to host a fundraising event; solicit friends, family and associates; or accompany a staff person or board member when he or she visits with donors and funders.
  3. Recruit and/or train volunteers. Learn what types of volunteers are needed and then work with staff – or on your own – to recruit and train people who can make a difference.
  4. Donate products, services and property. So many organizations depend on product donations. These include food banks, medical clinics, and schools to name a few. Find out what types of products are needed and offer to donate and encourage others to join you in doing so. This is an ideal way for businesses to give back. You can donate your airline miles, or your professional expertise. Consider writing a grant, reviewing an organization’s finances, human resource policies or legal documents. You can donate property, lease an office for no charge or below market rent. You can design a social media campaign or redesign a website. You can donate event planning services, printing or postage. Consider serving on a committee, or being a mentor. If you want to give back to your alma mater consider identifying students who could benefit from attending and help them through the application and financial aid processes.
  5. Provide loaned personnel. If you run a company you can loan your personnel to an organization you believe in. Learn what their needs are and consider loaning an employee who can provide the expertise in need.

There’s to no limit to the ways you can give. Be sure to first talk with someone at the nonprofit to learn what their needs are. You don’t want to donate time, property or services in a way that makes work for the organization, or doesn’t meet their needs. Ask how you can be of service. Don’t be offended if your services or products are not a fit: keep looking to find that organization who needs you.

Mel and Pearl Shaw are the authors of “Prerequisites for Fundraising Success” and “The Fundraiser’s Guide to Soliciting Gifts.” They provide fundraising counsel to nonprofits. Visit them at www.saadandshaw.com. Follow them on Twitter: @saadshaw.

Image courtesy of Stuart Miles at FreeDigitalPhotos.net

Leadership and Fundraising: No Money No Mission

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“…the true leader can be recognized because somehow or other his people consistently turn in superior performances…. A leader is great, not because of his or her power, but because of his or her ability to empower others.  Success without a successor is failure.”  This quote from Robert Townsend was used by Jeanette OBryant, Development Coordinator at the National Civil Rights Museum as she introduced her boss, outgoing museum president Beverly Robertson.

She concluded her remarks with Townsend’s words: “Loyalty to the leader reaches its highest peak when the follower has personally grown through the mentorship of the leader.  Why? Because you win people’s heart by helping them grow personally.”

These words capture the essence of Robertson. She has a strong respect for her staff and has provided them with opportunities to grow and assume leadership. And, she is leaving the museum in a strong position for her successor to build from.

The event we were attending was an intimate breakfast at the newly renovated museum that brought together former board members, volunteers, donors, supporters, staff and community members to hear Robertson’s reflections and tour the museum with her. She began by lifting up current and former staff, board members and volunteers – calling them by name and thanking them for their involvement. She made it clear that her tenure was rooted not the in the status that accompanies her position, but rather in her commitment to the museum and the legacy of Dr. Martin Luther King, Jr.

Here are qualities we observe in Robertson that contribute to her success as a fundraising leader. She makes everyone she comes in contact with feel good about their interactions with her and their support of the museum. She invites everyone to the table, while keeping her eye on the prize: raising money. She lifts up her staff, encourages them to move beyond what they perceive as their limitations, and provides opportunities for professional growth. She is a “we” not “me” person. Never once have we heard “I raised the money.” She is clear that fundraising is front and center for a nonprofit’s success. She summed it up with “No money, no mission” followed by a warm laugh that embraced the audience. In our words: you can have great ideas, but without money it is very difficult to bring them to life.

Robertson has served as president for 17 years, ending her tenure with the opening of the renovated museum and the beginnings of an endowment. She will be succeeded by Terri Lee Freeman, president of the Community Foundation for the National Capital Region, a public foundation serving the District of Columbia, suburban Maryland and northern Virginia.

We salute Beverly Robertson and we welcome Terri Lee Freeman.

Visit the National Civil Rights Museum in Memphis TN.  http://civilrightsmuseum.org/

Mel and Pearl Shaw are the authors of “Prerequisites for Fundraising Success” and “The Fundraiser’s Guide to Soliciting Gifts.” They provide fundraising counsel to nonprofits. Visit them at www.saadandshaw.com. Follow them on Twitter: @saadshaw.

Simplifying Financial Aid

financial aid, paying for college, college access, scholarships, grants, HBCU, first generation studentsTrying to receive financial aid for college? How do you feel when completing the ten page FAFSA (Free Application for Financial Student Aid) form? Could reducing it to two questions improve the process? Senators Alexander (TN) and Bennett (CO) believe more students could pursue a college education if the form were simplified. They want to reduce FAFSA to a postcard that asks two questions: What is your family size? And, what was your household income two years ago? Using earlier tax data – and a simple “look up” table – would let students know how much financial aid they are eligible for when they start looking at colleges.

The Financial Aid Simplification and Transparency (FAST) Act proposes to streamline federal grant and loan programs by combining two federal grant programs into one Pell grant program and reducing the six different federal loan programs into three: one undergraduate loan program, one graduate loan program, and one parent loan program.

The bill would also restore year-round Pell grant availability so students who want to accelerate their education by attending college during the summer can do so. It seeks to discourage over-borrowing by limiting the amount a student is able to borrow based on enrollment: a part-time student could only take out a part time loan. It also seeks to simplify repayment options by streamlining repayment programs and creating two plans, an income based plan and a 10-year repayment plan.

Financial aid by the numbers: There are approximately 22 million students enrolled in more than 6,000 institutions of higher education in the U.S. In 2013, taxpayers lent more than $102 billion in new federal student loans to 10 million college students. 9.2 million students received a Pell grant in 2012-2013 with an average award of $3,477 and total federal expenditures of $33 billion.

Here’s what we know: college education is critical to the economic success of individuals, families, and communities. Financial aid plays a key role in providing access to college. Completing FAFSA is complicated and time consuming: many people give up. With bipartisan sponsors this proposed legislation could remove a barrier to education and increase access. We also know policy changes can have unintended consequences. When changes were made to the Parent PLUS loan program the consequences were devastating for students, their families and the colleges they attended. Many students could not complete their education because they were suddenly no longer eligible for these loans. Decreasing enrollment had a dramatic impact on colleges and universities with substantial numbers of first generation students. We don’t know what unintended impacts this legislation could have: we do know that when people come together we can find solutions.

To learn more contact Bob Moran, in Senator Alexander’s office – robert_moran@help.senate.gov or (202) 224-6770; or Juliana Herman in Senator Bennet’s office – Juliana_herman@bennet.senate.gov or (202) 224-1334.

Image credit to the US Department of Education

Mel and Pearl Shaw are the authors of “Prerequisites for Fundraising Success” and “The Fundraiser’s Guide to Soliciting Gifts.” They provide fundraising counsel to nonprofits. Visit them at www.saadandshaw.com. Follow them on Twitter: @saadshaw.