Category Archives: FUNdraising Good Times

Fundraising commentary, tips and information.

Three Ways to Improve Board-Staff Communication

nonprofit board, nonprofit communication, chair – CEO relationship, board meetings, SaadandShawEngaged and effective nonprofit board members are the dream of board chairs and executives. “Ah, if only our board members were more engaged….” is a common refrain. “I can’t keep fighting my board,” is another. Board members also have concerns, “I don’t know why we have board meetings: the executive makes the decisions, and expects us to rubber stamp them.”

One perspective reflects a desire for board members to attend meetings regularly, to come prepared, to work with other board members between meetings, and to provide guidance and oversight that reflects a deep understanding of the organization or institution’s work. The second reflects a frustration, usually on the part of an executive, that board members are not in alignment with the executive’s vision and strategies. The third speaks to board members confusion and disengagement.

There is one tactic that can assist with these three challenges: open, honest, in-person communication. Scheduling and thoughtfully preparing for conversations prior to a board meeting can change what happens at the meeting. It sounds simple, but it takes time, requires preparation, and needs to be applied consistently.  The following are three suggestions for how to employ this tactic.

First, if you are a board chair make sure you know the vision of your executive. What is she seeking to accomplish? How does she want to accomplish it? What will be the impact? What will it cost? What does she need from the board for the organization or institution to bring her vision to life? Take time to learn her leadership and communication styles. Meet with her regularly and strategize how to best engage the full board and committees in advancing her vision. Work with her to create the board agenda, ensuring the concerns of both board members and the executive are included.

Second, if you are an executive take the time to meet regularly with your board chair, to share your strategic thinking, to ask for counsel, and to provide updates on operations. Form a partnership that acknowledges and respects your board chair’s leadership, vision, expertise and position. Asking for guidance and creating a shared agenda can help surface best thinking and create a strong partnership.

Third, both the executive and the board chair should take time to meet individually with board members prior to each board meeting. This is especially important if the board meets quarterly, or less often. Each of you need to personally share updates, gain insights and involvement from individual board members. Take the time to share organizational updates and challenges, successes, strategies and potential challenges. Listen to each board member’s concerns, interests and ideas. Act on those you can.

It takes time to have these meetings. It also yields results. A nonprofit’s board is one of its most valuable resources. Take the time to strengthen your relationships.

Image courtesy of Ambro / 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.

How to recruit fundraising volunteers

fundraising, fundraising planning, , 2014 fundraising, new year, fundraising tips, how to grow your fundraisingSuccessful fundraising requires qualified volunteer leadership. Whether you are launching an annual campaign or a capital campaign you need a campaign chair who is committed to your cause and willing to put in the time required to achieve your fundraising goal. The ideal chair makes your goal his goal. He is well respected, has a track record of leadership in local and regional fundraising campaigns, and the financial means to make a leadership-level gift. He is someone people cannot say “no” to, and he hates to fail. He allocates the necessary time to lead and manage the campaign, and provides pro-bono services. He is comfortable making the case and asking for gifts. He both attends and leads campaign meetings, bringing out the best in others, and encouraging all to give to their capacity.

If you are wondering where to find such an individual, we suggest looking at your existing relationships, starting with long-term donors and current major donors. Consider current and former board members and advisors. Reflect on the well-respected leaders in your community and create a list of those who might benefit from being involved with your campaign. Remember: not all volunteerism is altruistic! A commitment to your organization’s mission is critical, but self-interest could also be a driver.

Here are a few examples. A bank president may have lost a grandchild to domestic violence and wants to interrupt the cycle and save others from such grief. An alumnus may want to enhance her profile in anticipation of a future run for state-wide office. A business leader from another part of the country may be relocating her business operations to your community and needs to build relationships and goodwill. You may be surprised at what drives people’s intentions and who wants to support your fundraising.

As you recruit your chair, share your fundraising plan with him. Give him time to review your plan so he can determine if he has the time, connections, and willingness to make it work. Ask him who he wants to support his efforts: Let him invite others to join his fundraising team. He may have a circle of colleagues he works with who can “make things happen.”

While it takes time to identify, solicit, and engage your top fundraising leadership, your efforts will yield results. An engaged and qualified chair can do more for your campaign than an enthusiastic chair who lacks experience and connections.

Here are the top three things to remember in regard to fundraising leadership. First, leadership is critical to the success of any fundraising effort. Second, fundraising must be volunteer-driven, with strong, experienced leadership. Third, people give to people.

Leadership is key to fundraising readiness: we invite you to assess your fundraising readiness for free at www.saadandshaw.com

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 Ambro at FreeDigitalPhotos.net

Three tips for fundraising success

fundraising, fundraising planning, , 2014 fundraising, new year, fundraising tips, how to grow your fundraisingProper planning can set you up for fundraising success. Visualize your success, feel it in your heart, and then make sure the prerequisites for fundraising success are in place before you start soliciting. Here are three tips to launch your 2014 fundraising in the right direction.

First, create a clear, concise, and compelling case for financial support that ties back to the organization’s strategic plan. Your case should be a short, and easy-to-read, forward-looking document that communicates what you are raising money for and how the funds will be used. It should communicate the projected impact of your organization and how a donor’s or funder’s support will make a difference in the lives of those you serve or advocate for. The “case” is used as the basis for verbal and written introductions and solicitations of time, services, goods, and money. It should drive the content of your marketing campaigns. Fundraising is a competitive endeavor — if you are not raising funds for your organization, someone else is raising money for theirs. It is important that your nonprofit can make the case for its impact, value and what makes it unique.

Second, complete a fundraising feasibility study or survey. You know the value of your nonprofit, but do your current and potential donors feel the same way? Are you sure that the fundraising priorities you set match the priorities of the giving community you seek to engage? Can you count on your donors for continuing – and increasing – support, or are they in the process of revising their giving priorities? A fundraising feasibility study or survey will provide you with information from those who have the finances and influence to impact your fundraising in a positive or negative way. This should be conducted by an outside firm for confidentiality. There are many reasons why people can’t or won’t personally share with you their true assessment of your nonprofit and their willingness or capacity to give. An outside firm can talk with current and potential donors and provide a confidential report. Such a report typically includes an assessment of how much your nonprofit could expect to raise, how your nonprofit is perceived by the giving community (including strengths and challenges), what would influence increased giving, and who could provide volunteer leadership and funding.

Third, develop a time-phased fundraising plan. This should be more than a spreadsheet. While spreadsheets can track activities your plan should be more robust. It should include roles and responsibilities for staff, board members and volunteers; the fundraising methods you will use and expected revenue (and costs!) for each; a gift chart; and milestones that hold all parties accountable for consistent progress.

Next week: How to recruit fundraising volunteers. In the meantime, we invite you to assess your fundraising readiness for free at www.saadandshaw.com

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.

Four tips for a successful fundraising year

tips for fundraising success, fundraising, fundraising planning, , 2014 fundraising, new yearHappy New Year! Are you beginning 2014 with your hopes pinned on a bountiful new year? Does your vision of December 2014 include smiling faces as you toast members of your fundraising team, celebrating a year that broke fundraising records? Are you dreaming of fundraising success, or are you planting seeds that can bear fruit this year and for years to come?

We suggest giving your dreams a strong foundation: put in place the prerequisites for fundraising success. There are 18 things you can focus on throughout the year that will help ensure fundraising success in 2014 and for years to come. This column focuses on four: agreement, commitment, teamwork, and a budget.

Start with agreement. Do the leaders of your organization agree on the fundraising priorities and how much needs to be raised?  Are the goals in line with your nonprofit’s strategic direction? Does everyone understand the current financial position? Are the goals realistic? Is there an understanding of where the money could come from? Are there contingency plans in place in case initial donors or funders are unable or unwilling to give at the level your nonprofit anticipates?

Move on to commitment. Your board might approve a budget that depends on the organization raising a specific amount of money, but that is not the same as being committed to ensuring the funds are raised. Leaders demonstrate commitment through their own personal giving. If board members won’t give, why should anyone else? Involvement is another way to demonstrate commitment. Are board members willing to host friendraisers and fundraisers? Talk with current and prospective funders? Introduce your nonprofit to a new circle of potential supporters?

Board participation is critical, but no board can achieve fundraising success on its own. A larger team is required. Engage those who can make a difference in your nonprofit’s fundraising by asking them to join a fundraising leadership team. Invite donors, local business and community leaders, your employees, volunteers and those who benefit from the work of your nonprofit to lend their skills, enthusiasm and relationships. Colleges, universities, private schools and charter schools should always engage alumni. Set up weekly or monthly meetings for the team and make sure there are clear and well defined roles for each team member.

Make sure the annual operating budget includes funds to support your fundraising efforts. The old saying is true: it takes money to make money. Successful fundraising requires the consistent allocation of time, money and resources. Take the time to determine how much can be allocated to fundraising, and set realistic expectations regarding how much can be raised.

Over the next few weeks we will introduce additional prerequisites for fundraising success. In the meantime, we invite you to assess your fundraising readiness for free at www.saadandshaw.com.

Image courtesy of jannoon028 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.

Anticipating 2014 Fundraising Success

Part two of a two part series (Read Part One: 2013 Fundraising Reflections)

fundraising, fundraising planning, fundraising strategies, new year, Nonprofit ResourcesIn our last column we asked you to reflect on your fundraising for the past year and to record your answers to three questions: What have you done well, which activities or strategies didn’t meet expectations, and were your goals realistic. In anticipation of the coming year, we suggest you use the wisdom gained from your reflections to lay the groundwork for 2014.

#1. Lead with your strengths. As you anticipate your fundraising activities for 2014 build on those things you did well in 2013. If special events are the revenue driver for your nonprofit, stay with that. Find incremental ways to build on what is already in place. In order to protect your nonprofit’s revenue in the future, make sure you also allocate time and resources to building other fundraising programs. For example, to grow your individual giving program you can begin identifying and following up with individuals who attend your events to determine which donors and underwriters are interested in other forms of giving and engagement. If your nonprofit has built a strong annual campaign, allocate time and resources to identifying potential major donors and deploying strategies designed to engage them in higher levels of giving.

#2. Rethink strategies that didn’t meet expectations. Not every fundraising strategy is a success the first time you work with it. If there are strategies that worked that well in 2013, review your reflection notes, and discuss the challenges and potential adjustments with other members of your fundraising team. Identify changes for 2014. Consider setting “check points” – times during the year when you will review the strategy, your progress, the extent to which the identified changes are being implemented, and whether or not they are effective. You may find that your changes can increase revenue. You may determine the strategy is not one that should be pursued, even with the modifications.

#3. Make sure your fundraising plan includes timeframes, roles and responsibilities, and a budget. Too often a fundraising plan is a wish and a prayer. Goals are identified, but the people, time and money required to achieve the goals are unavailable. If your nonprofit wants to “ramp up” its fundraising, it will need to ramp up its investment as well. Take the time to determine who will be responsible for taking the lead in ensuring specific goals are met within an agreed upon timeframe. Write up responsibilities for all team members. Create a budget and ensure the funds are allocated.

Upcoming columns will focus on the prerequisites for fundraising success – the 18 things we have learned through our work that are the foundation of a strong fundraising program. As you prepare for 2014 take some time to read our two books: they are available on Amazon.com, easy to read, and written for you.

Merry Christmas!

Photo credit: Beth from Flickr

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.

2013 Fundraising Reflections

Part one of a two part series

Out with 2013 in with 2014, 2013 Fundraising Reflections, 2013 AccomplishmentsThe yearend can be a perfect time to reflect on your 2013 fundraising activities and to anticipate 2014. If  you are a nonprofit CEO, board member, staff or volunteer we have three questions to focus your reflections.

#1 – What have you done well? Reflect on your nonprofit’s fundraising successes. Approach this from a feeling level – which activities brought joy or excitement to you and your team? When did you feel you worked well together? Were there unexpected moments of joy – perhaps when receiving an unanticipated gift, or upon viewing a room full of donors and supporters at your annual event? Was a new staff person hired? Did she inspire good feelings as she implemented long-delayed projects? Feel the good feelings and record a few notes.

Now approach this from a fact-based place. Pull out fundraising reports and look at the year-end numbers. Identify areas where revenue increased. Perhaps your nonprofit saw an increase in annual giving. Maybe more donors increased their giving from the prior year. Did the number of grants increase?

Finally, reflect on new programs, events or technology. Was a program to engage younger donors launched? A new database implemented? Remember to list activities that brought in revenue for 2013, as well as those that plant seeds for the future. For example, while a planned giving program may not yield revenue for years to come, implementing the program is a current year success.

#2 – Which activities or strategies didn’t meet expectations? Reflect on those things that didn’t go as well as planned. Don’t sweep them under the rug. Take time to remember the outcome you had sought and compare that with the results. What could have been done differently? Where did you feel disappointment, fatigue, anger or failure? What brought these feelings on? Dig deep. Were you disappointed in yourself? In volunteers, board members, the CEO or staff? Write down your thoughts. Look again at the fundraising reports. Which activities or strategies did not yield the anticipated revenue? Take notes.

#3 – Were your 2013 goals realistic? Reflect on your goals and outcomes. As 2013 began, did you feel your fundraising goals were achievable? Did you feel expansive, empowered and energized, ready to talk with donors and funders and share the organization’s vision and fundraising goals? Or did you feel overwhelmed, worried and isolated? Go back to those feeling places and take a few notes.  Pull out your 2013 fundraising plan. What were the financial goals and timeframes? What resources were allocated to achieve the goals? Did staff, board members, the CEO and volunteers fulfill their commitments? Did you? What went “according to plan?” Where did challenges arise? As you think back over the year, were the goals realistic? Take notes.

Next week: use your reflections as you plan for 2014

Image courtesy of Naypong 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.

Salute to a transformational HBCU leader

Wesley McClure - President Lane CollegeDr. Wesley McClure will be remembered by alumni, friends and the Jackson TN community as a transformational leader of Lane College. He served as president of Lane – his alma mater – for 21 years. He transformed the campus with new facilities and programs, but most importantly he kept true to his mission of ensuring that students who wanted an education could obtain one – regardless of what others thought. More than this he was my college classmate – an outstanding, straight A student – a brilliant math major,  born and raised in Jackson, TN. He was a student leader with great potential for all to see. His focus on securing civil rights was intense – and he was at the forefront of the civil rights movement for the West Tennessee area. The gains that were made were greatly influenced by his participation as a leader.

Dr. McClure assumed the leadership of Lane College when it was truly struggling. He deployed his intensity once again, making the college’s turn-around his personal commitment. He put students first in the way that he developed the institution. He knew the backgrounds from which the students came, for their background was his background. He came from very humble beginnings during a time of segregation and succeeded in life because of Lane College. He never forgot his past, and wanted to make sure that other young African American men and women who struggle with the legacy of racism and limited access to quality education, poverty, hunger and family challenges would have the ability to succeed. He held out his hand and he opened the doors of Lane College – but he always had high standards and demanded that students live up to their potential. He did not accept mediocrity in students or in himself. He always held the bar high – he was a “hands on president” who demanded a lot of himself and his team.

One thing that I will always admire about Dr. McClure was the slogan he used for Lane College – “The Power of Potential.” This was at the core of  his life work and how he interacted with young people: “If you want a degree I will help you succeed.” He truly believed in the power of potential and encouraged all of us to see – and nurture – the  potential of young people. He was determined to provide students with attainable and affordable education under his leadership. In a time of revolving presidents Dr. McClure was committed to Lane College and to providing leadership – he was one of the few remaining long-term presidents of our HBCUs. He was a role model amongst his peers for his innovation, leadership and commitment.

Rest in peace, Dr. Wesley McClure.

– Melvin B. Shaw, class of ’62

Photo credit: Lane College (www.lanecollege.edu)

Make Every Tuesday Giving Tuesday

http://community.givingtuesday.org/NewsGiving Tuesday is here! There is still time left in the day to give to the nonprofits you believe in. Friday was Black Friday for shopping at the mall and big boxes, Saturday was Small Business Saturday to promote shopping at locally owned small businesses, and Monday was Cyber Monday for internet shopping. Today it is Giving Tuesday and we – collectively – can get our give on! You can give by cell phone or through the ever accessible “donate now” button. You can give the “old fashioned” way by writing a check. Most importantly it’s time to give AND you can make very Tuesday a giving Tuesday. Here are three tips!

  1. Set up your checking account to automatically transfer funds to your favorite charity every Tuesday. Or every first Tuesday of the month. You pick! Giving small amounts frequently – and AUTOMATICALLY – makes it easier to give. You make the decision once and technology keeps you committed.
  2. Write a check to one of your favorite nonprofits when you write your monthly bills. You can pick the same one each month, or pick a different one each month.
  3. Join or create a giving circle – you and your friends can get together once a month, pool your money and choose where to give it. You can be as simple or as complex as you want to be. You can get ideas by visiting www.givingcircles.org.

Enjoy giving. Enjoy fundraising. Keep the FUN in FUNdraising.

Mel and Pearl Shaw www.saadandshaw.com

Image courtesy of http://community.givingtuesday.org/News

 

How do you count your money?

MoneyA cornerstone of successful nonprofit fundraising is trust. While there are many reasons to give, there are also reasons why people, foundations and corporations do not give. One reason is a lack of trust: donors and funders don’t trust the nonprofit to use the funds for the stated purpose. Here are some suggestions to help ensure your institution or organization retains a high level of trust from current and prospective donors.

Whether you are raising funds for an annual campaign or for a capital, endowment or other campaign the process of building trust begins with how you define what you are raising money for. Gain consensus amongst leadership (board and executive) regarding how much money you seek to raise and how the funds will be used. Be specific. Measure your progress against the agreed upon goal.

Work with the development committee of the board to develop gift acceptance policies. These can help avoid future confusion. For example, how long are your pledge periods, and when do you write off uncollected pledges? How do you account for gifts of real estate?

Be specific when talking about fundraising progress. A donor may have given a verbal commitment for a large gift, but you can’t include it in your fundraising total until it has been received or until you have a signed pledge agreement in place. The gift may not materialize.

Develop standardized fundraising reports that clearly communicate how much has been raised and for what purposes. Differentiate between pledges and actual funds received. When in the midst of a major fundraising campaign you are sure to receive multi-year pledges. These are vital, but they are also typically difficult to spend until the funds are received. Develop reports that show when pledge payments are expected to be received. These should match the terms of each pledge agreement.

When conducting a comprehensive campaign, list your fundraising priorities, and how much has been raised towards each. You may be able to reach or exceed your overall fundraising goal but may not have the funds you need to implement all stated priorities. This can occur when donors are inspired by a campaign and choose to make a restricted gift to a non-campaign priority. You should celebrate such gifts – but be careful how you include them in campaign accounting.

Remember – different people have different foci when it comes to counting money. Bring in the CFO, the CEO and your fundraising team and agree on how you will record and report on your fundraising. Be sure to reconcile fundraising reports with those produced by the finance office. Do this on a monthly basis.

If it sounds like we are focusing on small details, you are right. Don’t claim a fundraising success you cannot substantiate – it can come back to haunt you.

Picture credit: 401(K)2012 via Flickr

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.

Gifts that keep on giving

Holiday giving,  holiday gifts, nonprofit, gift givingLet the holiday season begin! Thanksgiving ushers in six weeks of busyness as we reunite with family and friends for dinners, parties, and holidays such as Hanukkah, Christmas and New Year’s Eve. This is a time of gift giving. In addition to daily business and family activities our minds find time to weigh questions such as “What would my children enjoy?” and “When should I order the turkey?” and, of course, “How can I give to all the people I love without going broke?”In the midst of all this holiday activity comes the busy season for nonprofit fundraising. Some organizations and institutions encourage us to give before the year-end to take advantage of tax benefits, while others offer opportunities to remember those who are less fortunate. Still others invite us to imagine new expressions and manifestations of the arts, leadership, education, and science.

If you can take a moment to escape the hustle and bustle of the season you may find a way to combine celebrations, gift giving and support for nonprofits that are important to you and your family. You can put the busyness of the season in perspective by spending the afternoon with your children volunteering at a local hospital, food bank, senior center, or veterans home. When considering what to give, consider underwriting a child’s pre-K education by giving to a program that had their funds cut this year. You’ll be giving a gift that will make an impact for a lifetime. You can make that gift in honor of a family member. Other ideas include purchasing gloves or socks in bulk to give to people who are homeless in your community. Spend an afternoon making tasty sandwiches and share them with people who are hungry.

Talk with your faith leader, college representative or another trusted person “in-the-know” to find out which out-of-state (or out-of-country!) college students need a home for the holidays and open your home and heart. If your neighbor is in need, consider purchasing a gift card she can use at a local grocery store. This is an ideal time for a gift to the food bank.

Gifts to scholarship funds are easily made on-line and are more important than ever as so many students are losing access to Parents PLUS loans. Give to help those half-way around the world by supporting victims of the typhoon in the Philippines. If you are thinking of purchasing a pet for your child, consider adopting one from your local nonprofit animal rescue or ASPCA. Many nonprofits publish beautiful calendars – consider giving one as a gift. Purchase your Christmas tree from a nonprofit and holiday cards from UNICEF.

Most importantly, sit down as a family and share the gratitude you experience. Then find a way to give in ways that speak to your hearts.

Photo Credit: Nonprofit Hub

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.