Category Archives: FUNdraising Good Times

Fundraising commentary, tips and information.

Choices and Will

Posted on November 18, 2013 | 1 comment

We recently had the opportunity to attend a benefit dinner for Facing History and Ourselves as the guests of two long term supporters. We had a great time. The event was much larger than we had anticipated and we found ourselves in a beautiful room surrounded by people committed to ensuring that students have the opportunity to learn from history and develop the ability to make ethical choices. As they share on their website, “through a rigorous investigation of the events that led to the Holocaust, as well as other recent examples of genocide and mass violence, students in a Facing History class learn to combat prejudice with compassion, indifference with participation, and myth and misinformation with knowledge.” The theme of the benefit dinner was “People make choices. Choices make history.”

The evening was an example of a well orchestrated fundraising event. First, as the name makes clear, it was a benefit dinner. We learned that funds raised from the dinner will represent 25% of the annual budget for the Memphis office of this international organization. The event also provided supporters with the opportunity to introduce friends and colleagues to Facing History. The event was choreographed so the reception, dinner, and desserts were in different rooms allowing people multiple opportunities to mingle, socialize and make new friends. Finally the official program and remarks were well-scripted, short, and powerful. Enough time was left for the call to action: everyone was asked to make a gift and gift cards and envelopes were provided at each table.

One of the people speaking at the event was Shelby County Schools Superintendent Dorsey E. Hopson, II. He pledged his support to ensuring students have access to the Facing History and Ourselves curriculum and thanked the organization for its support of local students and our community. During his remarks he thanked the organization for having “the will and the skill.”

We left the event with two short phrases to contemplate: “People make choices. Choices make history.” And, “the will and the skill.” As human beings, and as fundraisers, we find these phrases to be powerful mantras. Each of us can make a difference. We make that difference through how we respond, the actions we take. In our experience, it is “the will” that precedes action. “Will” is that internal process and power that combines thought, heart, spirit, intuition and facts. When it is ignited it manifests in our choices. In the world of fundraising a lot of emphasis is put on fundraising skill. Yes, there are definitely skills associated with fundraising, but they are most effective when combined with “will.” We have witnessed people making choices that make history. Their conscience motivates them to action and they then combine their “will” with “skill” and change individual and collective experience.

Learn more about Facing History and Ourselves at www.facinghistory.org

Photo credit: Facing Our History

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.

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Posted in FUNdraising Good Times

Tagged Facing History, fundraising, Shelby County Schools

Are You Ready to Retire?

Posted on November 11, 2013 | Leave a comment

With an estimated ten percent of the workforce employed in the nonprofit sector, retirement benefits can be a factor that impacts individual employees as well as the nonprofits they work for. For example, do older employees delay retirement because they don’t have enough money to fund their retirement? Does this impact the ability of a nonprofit to promote talent from within, or to attract new talent from outside the organization? Do younger and mid-career employees evaluate employment opportunities based on retirement benefits?

Earlier this year the TIAA-CREF Institute and Independent Sector issued a report on a joint study they conducted on retirement and the nonprofit sector, a topic of interest to both. The TIAA-CREF Institute helps advance the ways individuals and institutions plan for financial security and organizational effectiveness, and Independent Sector is a nonprofit, nonpartisan network of approximately 600 nonprofits, foundations and corporate philanthropy programs.

Key findings of the study included the following: 45% of nonprofit employees are not confident about their ability to retire from their employment; almost one-half of nonprofit employees are not satisfied with their ability to prepare financially for retirement; and more than 40% do not feel that they are accumulating sufficient financial resources to ensure their long-term financial security. Over three-quarters reported access to an employer-sponsored retirement plan or plans; almost one-third have access to a defined benefit pension plan, and more than two-thirds to a defined contribution plan, such as a 403(b) plan. While 76% are currently saving for retirement, less than 20% of these savers are extremely or very confident that they are saving the right amount.

What is hidden within these numbers is the difference – if there is one – between those who work for large nonprofits such as hospitals, colleges and universities, and those who work for small to mid-sized nonprofits. Could it be that these employees may find that they won’t have enough to fund their retirement, and may in time have to depend on nonprofits for assistance?

Related to this, here are a few more findings: one third of sector employees have received retirement planning advice within the past three years; two-thirds have not tried to determine how much money they will need to accumulate so that they can live comfortably in retirement; and among savers who are confident that they are saving the right amount, one-third have not attempted such a calculation.

These issues are by no means the sole concern of nonprofits. But, given that many nonprofits are mission-driven, it is important to consider how this sector can address issues that face their employees. This is something for board members to consider and discuss. For example, when reviewing and approving budgets, is there a discussion about employee benefits including retirement?

What actions can your nonprofit take to help employees prepare for retirement?

Picture credit: The Chronicle of Philanthropy

African American Corporate Executives: HBCUs Need You!

Posted on November 4, 2013 | 1 comment

The expertise and connections of African American corporate executives can help chart a sustainable future for historically black colleges and universities.

Historically black colleges and universities are amongst the largest African American controlled businesses in America. Many date back to the 19^th century. They have educated generations and built the black middle class. They are major employers in communities across the country. They also face well-documented challenges as they operate in an increasingly competitive educational marketplace.

These challenges can be addressed through a deep and meaningful partnership with African American corporate executives. These executives have increased corporate profits, managed turnarounds, introduced new products, increased employment, expanded operations, managed globalization, developed new technologies, and introduced social media to market and sell their products. Their expertise and management skills – when combined with that of academic leaders and trustees – can creatively and strategically address higher-education challenges in areas such as recruitment, retention and graduation; finances; marketing; and fundraising including alumni giving, corporate, foundation, state and federal support.

African American corporate executives can serve as executive coaches and mentors to presidents and chancellors, shadowing these leaders and working with them to provide additional strategies, perspective and potential solutions gained from their corporate experience. They can volunteer to serve as trustees providing HBCUs with the same level of professionalism they would bring to a corporate board. They can serve as interim-presidents acting as change agents who help address unresolved structural challenges. They can serve on a corporate leadership team – joining with their peers – to provide management expertise and connections that can transform institutions. Such a team can surround and support the president and trustees helping to resolve challenges and take advantage of unleveraged opportunities.

Corporate executives can also provide funding and resources needed to stabilize our HBCUs. They can build endowments. They can ensure the continued competitiveness of HBCUs through timely capital investments in facilities, equipment and technology. Mutually beneficial strategic collaborations can support corporations who place a premium on attracting and retaining a diverse talent.

When the White House or a state governor needs top talent they often turn to the private sector, calling upon the patriotism of corporate executives, asking them to take a leave of absence to serve their fellow citizens. Today we need African American executives to heed the call to service. HBCUs provide a special brand of higher education. They play a critical role in educating African American, Hispanic and first generation students who seek an education that will allow them to fully participate in the global economy and build a strong future for themselves and their families.

Increased “business know-how” and financial investment can help HBCUs continue to play a key role in addressing educational disparities. Reach out to these institutions, share your know-how, and help them grow to the next level. Volunteer now!

Photo credit: HBCUBuzz

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Posted in FUNdraising Good Times, People

Tagged African American corporate executives, business partnership, hbcu, HBCUs, Historically black colleges and universities

Home Sweet Veterans Home

Posted on October 28, 2013 | Leave a comment

In 2010, we visited the Veterans Home of Yountville in the heart of scenic Napa Valley at the request of the California Veterans Support Foundation. This was our first exposure to a state veterans home and we were impressed. We learned that disabled and elderly California veterans could live at the home and receive the medical, social, and therapeutic services they need in a community that supports and honors veterans. The grounds were breathtaking. The foundation was considering a fundraising campaign for the veterans home. One of their priorities was to fund programs for returning women veterans.

A year later our father, Colonel B. Shaw, was no longer able to live independently. We were referred to the Tennessee State Veterans Home in Humboldt. “The Colonel” spent the last two years of his life supported by a top-notch medical and support team: we couldn’t recommend a better facility or better caregivers.

Earlier this year we met a group of dedicated volunteers who want to ensure that veterans from the Memphis, TN area have access to the services of a veterans home that is close to their family, friends and community. They founded The West Tennessee Veterans Home, Inc., and have set out to secure the money and land required to build a state veterans home to serve the 75,000 local veterans.

We mention these three experiences to encourage you to support the veterans in your family and your community. If your spouse or family member needs specialized medical care talk with your nearest state veterans home. These homes know how to care for veterans with devastating injuries and disabilities. They also support older veterans who need nursing home care. Veterans who are cared for at a state veterans home receive $97.07 per day towards the cost of their care. This benefit is awarded to them for their service and cannot be used at a private nursing home. This means that veterans who need full time, year-round care save $35,000 when cared for at a state veterans home. Learning about the Tennessee State Veterans Home was a god-send for our family: it could be the answer your family is seeking.

If your community is not served by a state veterans home, enlist the support of veterans and community leaders to explore the feasibility of raising funds and securing the land required to build one. The federal government will provide 65% of the building costs when a local community secures 25 acres of land and 35% of the cost to build.

Finally, if your community has a state veterans home, visit your veterans. Talk with those who work at the home to find out if they need additional funds to increase the quality of care provided. If funds are needed, encourage your community to raise the money.

Learn more about state veterans homes and their locations across the country at the National Association of State Veterans Homes .

You can make a difference!

Photo Credit: Lester Public Library

Are you headed for a fundraising crisis?

Posted on October 21, 2013 | Leave a comment

The first 16 days of October were a demonstration of “governing by crisis.” The federal government was shut down, hundreds of thousands of government employees were furloughed; small businesses, nonprofits, and individuals were impacted in ways big and small; and the business of governing was brought to a standstill because Congress could not pass a budget.

Here is our question to nonprofit leaders: are you addressing the critical fundraising and fund development issues that support long-term nonprofit financial, or are you headed for a fundraising crisis?

Refusing to address fundraising fundamentals is a recipe for disaster. Here are a few examples of what we mean.

Is your nonprofit operating from a fundraising plan? Do you have a development committee of the board that sets fundraising policy, recruits volunteers, recommends fundraising budgets, and ensures meaningful giving and involvement by all board members? Do you have market-based feedback that informs management decisions regarding revenue (fundraising)? Have you created fundraising projections that you measure progress against on a monthly basis? What are your long-term projections for operations and what are you doing today to create a diverse revenue base – and volunteer base! – that will support your institution now and in the future?

If your institution is supported with government grants, can you accurately assess the likelihood of grant renewal? Do you have your finger on the public policy pulse, your competition, and the extent to which your program exemplifies best practices? Is your plan to eliminate services if your grant is not renewed? Will you cross that bridge when you come to it, or do you have a “Plan B?”

If your organization receives multi-year foundation grants are you prepared for a phase-out of funding? Have you identified replacement funding? Are you seeking to raise capital funds for construction or renovation of facilities without a fundraising budget? Do you expect current staff and volunteers to raise new funds without additional resources? Likewise, are you seeking to expand programs, or build a reserve or endowment without knowing the activities and costs associated with such fundraising? How are you budgeting (and staffing) for increased revenue?

If your college or university is impacted by changes in the Parent Plus loan program and the resulting decrease in enrollment, can you focus on these issues while sustaining and growing your annual and major gifts fundraising? Do you have the leadership and structures in place to pursue multiple critical issues at one time, or is fundraising on the backburner?

Here’s what we know: fundraising always needs to be front and center. You need to know where your money will come from. Failure to plan is planning to fail. Don’t put your nonprofit at financial risk. Crisis fundraising is not a plan: there is a long list of nonprofits who found this out the hard way.

Photo credit: Marina Noordegraaf http://goo.gl/upR3dp.

Get ready for the year end!

Posted on October 14, 2013 | 2 comments

Are you and the nonprofits you are involved with ready for the year end? Many nonprofits seek to raise a meaningful percentage of their funds during the last two months of the year. Planning usually begins in August, but it is not too late to make a plan and implement it.

Here are our recommendations. Take time to consider what you know about your donors and their history with your nonprofit. Who has responded to direct mail appeals? Who gives because of an email or social media campaign? Who are friends of board members? Who regularly attends your special events? Knowing who your donors are can help you set an achievable year-end fundraising goal and develop strategies for different groups of donors.

Move beyond a “one size fits all” direct mail or email appeal. Instead, determine how you want to engage each donor. Do you want to encourage those who attend special events to make a gift to your annual fund? Are you looking to encourage online donors to increase their giving or make an additional gift? Do you want to encourage prior direct mail donors to give at a higher level? Do you want to reengage those who gave in 2011 but did not give in 2012?

Your database can help you define your strategies. Consider running the following reports: first time donors; donors who gave multiple times during 2013; those who purchase event tickets but have not yet made a gift; those who give major gifts; those who have given for each of the past five years; those who give by email only; donors who responded to prior direct mail appeals.

Review the reports. Identify those you want to communicate with via email or direct mail. Check to see which of your board members have relationships with your major donors: ask them to personally solicit those they know. Identify those special events supporters and develop a strategy to solicit a year end gift. Consider working with a consultant to find the right strategy.

Think about what your nonprofit has accomplished over the past year and what you want to accomplish in 2014. Craft your message for each medium using emotion and facts. Share how past gifts have made an impact, and how a gift today will increase or continue that impact. Ask for a specific amount. Email should be short, with links and images. Multi-page direct mail letters are most effective. A Facebook campaign will be distinctly different, and hopefully viral. Conversations that board members and volunteers have during personal meetings with major donors will be different still.

One size does not fit all. Each year-end ask should be appropriate to the donor. Take the time to figure out the right approach for each donor. Hone your message. Set a goal and track your activities and results.

Photo credit: UNCF – South Texas / New Mexico Area

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Posted in FUNdraising Good Times

Tagged annual goals, donor reports, making the ask, soliciting gifts, year end giving

The time has come!

Posted on October 7, 2013 | 1 comment

The Affordable Care Act is here! Knowing that nonprofits play a key role in connecting people to services we asked a few questions of Dr. Clarence Davis, Medical Director, Government Business with Blue Cross Blue Shield of Tennessee.

We first wanted to know what the Affordable Care Act – or Obamacare– means to people who already have insurance and those who currently don’t. Clarence shared with us, “For those that already have insurance through an employer, nothing should change for you. When the Affordable Care Act was signed into law, it carried with it a promise of expanding access to quality, affordable health coverage for millions of American families and small businesses. Some individuals have already begun to experience the benefits of the Affordable Care Act with coverage that includes preventive care like mammograms, physicals, screening for diabetes and more at no out-of-pocket cost. Additionally, children who may have been without health insurance can now stay on their parents plans until age 26. For people without health insurance, including those with pre-existing conditions, the Marketplace may allow for more affordable access to care with the help of federal cost savings.

We also wanted to know about the importance of October 1^st. “On October 1, a new health insurance marketplace opened in every state, giving individuals a new way to shop for health insurance. All plans are required to cover a set of benefits that includes hospital stays, prescriptions, maternity and newborn care, preventive and wellness services, and other benefits that have been deemed essential.

We wanted to know if purchasing insurance would be different in states that are implementing exchanges, and states that are not. Dr. Davis set us straight, sharing, “All states will have exchanges whether run by their state government or the federal government. And the requirement for people to have coverage applies equally in all states, no matter which kind of marketplace they have. If individuals are currently uninsured or have a limited benefit plan, the marketplace will allow them to review various coverage options and make comparisons of plans before they make a decision. Financial assistance may be available for individuals depending upon their income and household size. They can go to www.healthcare.gov to see if they qualify.

Finally we wanted to know what role nonprofits can play in getting out information to people they serve. Dr. Davis’ words of wisdom: “Nonprofits can definitely assist with providing information and education to their client base. If interested, they can sign up to be Certified Application Counselors or Champions of Coverage for the Affordable Care Act. Applications for Certified Application Counselors are available at http://marketplace.cms.gov/help-us/cac-apply.html. And finally, the one place to learn more about the Affordable Care Act is www.healthcare.gov.

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Posted in FUNdraising Good Times

Tagged Affordable Care Act, health insurance marketplace, insurance exchange, medical benefits, Obamacare, pre-existing conditions

Encouraged and optimistic: If you build it they will come … good business model?

Posted on September 30, 2013 | 2 comments

Part three of a three part series

Photo credit: Rodger Allen.

The African American and African Diaspora museums and cultural institutions that have emerged across the United States are a testimony to perseverance. At the same time they, like many other cultural institutions, face many challenges. Nonprofit CEO, capacity building consultant, master strategist and cultural arts worker Grace C. Stanislaus recently shared her perspectives on African American and African Diaspora giving, philanthropy, and the role of cultural and arts institutions.

“Our present level of giving to social justice, civil rights, poverty, health, education, and other social and political causes, and to the arts, is truly remarkable. Our giving to the arts is especially remarkable given the systematic denigration of our contributions to American and world culture, and decades of exclusion from art history books and from mainstream museums.”

“Yet coupled with our remarkable progress are challenges,” Stanislaus continued. “One challenge is the dramatic scale up in the size of the architectural edifices we’ve built in the past several decades to house our art and to tell our stories. We’re suffering from the disparity between the increase in the economy of scale and the economic reality of what’s required to operate and sustain these multimillion dollar facilities. The “if you build it they will come” approach as a business model doesn’t work without strong financial and operational foundations such as endowments or reserves. It certainly doesn’t work when marketing funds are inadequate to nonexistent, and development departments are inadequately staffed.”

“In general our institutions experience a lack of diversity of funding sources and an over-reliance on a small and over tapped community of funders,” she continued. “We need to focus on building high performing boards that in their makeup represents the diversity of our society and whose members deeply understand their role in bringing the right balance of wealth, wisdom and work to the equation.”

“More time and resources have to be put into cultivating the philanthropic/giving culture among members of our African American and African Diaspora communities, old and young. We need to recognize the changing climate of philanthropy in general, and find new and entrepreneurial approaches to sustaining and growing these valuable institutions.”

She ended the interview with a focus on the future, saying, “I’m encouraged when our museums establish young professional affiliate groups. While we continue to aggressively cultivate and expand our current donor base, and to establish planned giving programs, we must prepare a future generation of members, patrons, board members, angel investors, impassioned volunteers and ambassadors to take stewardship of our museums. The Studio Museum in Harlem has its Contemporary Friends program, MoAD has its dynamic MoAD Vanguard, and the National Museum of African American History and Culture is ahead of the curve in establishing its Ambassadors program. We have fought for our institutions; we now need to strategically ensure their survival and growth.”

Contact Grace C. Stanislaus at gcsart@aol.com

Part One: Encouraged and optimistic: African American philanthropy and museums

Part Two: Encouraged and optimistic: Pressing Questions, limited resources and support of the arts

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Posted in FUNdraising Good Times, People

Tagged African American museums, black philanthropy, cultural institutions, Diaspora communities, diversification, donor cultivation, sustainability

Encouraged and optimistic: Pressing Questions, Limited Resources and Support of the Arts

Posted on September 23, 2013 | 4 comments

Part two of a three part series

Photo credit: Rodger Allen.

“While our museums face many challenges, there are as many opportunities. Collectively we need to determine what steps we’re prepared to take and how aggressive we’re prepared to be to ensure the current and future relevancy and sustainability of our museums.”

That’s how Grace C. Stanislaus, former Executive Director of the Museum of the African Diaspora and former President and CEO of the Romare Bearden Foundation, sums up the future of African American museums and cultural institutions.

Knowing that foundations, corporations and philanthropists often want to see support from those directly impacted before making an investment, we asked Stanislaus if she finds that African American communities support local and national museums.

“In general, yes. Members of the African American and the African Diaspora communities have supported and continue to support our museums. The many regional and national museums and cultural centers that have been established over the past decades attest to it. And the impressive support that continues to move the long held dream of a National Museum of African American History and Culture to fruition affirms it. But, it’s a qualified yes. It requires that we broaden the definition of support beyond merely financial and that we include in our considerations the many socio-political and economic factors that impact charitable giving among African Americans.

“Statistically African Americans make more charitable donations of their income per year than whites despite the fact that over the past several decades the wealth gap between blacks and whites has become a nearly unbridgeable chasm. This is the case even between middle income white households and high income African Americans – the result of many factors, but primarily of ongoing discrimination and unfair practices.”

“The pressing questions are: Where does support for the arts fall on the list of priorities as the wealth disparity gap widens and as African Americans fall behind in wealth and legacy building and move ahead in debt accumulation? At what juncture does support for museums and other cultural institutions enter into the dialogue as critical decisions are made about saving for college education, weathering a prolonged period of unemployment, paying for health insurance and care giving, planning for retirement, and supporting extended family members and unemployed friends?

Today many of our nonprofit cultural organizations, museums, cultural centers and theaters across the nation are facing financial challenges because the level of support needed to assure their long term financial, operational and programmatic sustainability is simply not in place. Many if not most have no to nominal endowments and not enough cash reserve to operate without distress. While this is not specific to African American museums, it’s particularly impactful on our organizations when coupled with other social and economic challenges facing our communities.”

Part One: Encouraged and optimistic: African American philanthropy and museums

Next week: Encouraged and optimistic: If you build it they will come…good business model

Photo credit: Rodger Allen

Contact Grace C. Stanislaus at gcsart@aol.com

4 Comments

Posted in FUNdraising Good Times, People

Tagged African American museums, black philanthropy, cultural institutions, Diaspora communities, support of the arts, sustainability

Encouraged and optimistic: African American philanthropy and museums

Posted on September 16, 2013 | 3 comments

Part one of a three part series

Photo credit: Rodger Allen

“Self-empowerment is one among many strategies people of African descent have employed to ensure our survival in the New World. This includes the creation of museums and cultural centers that document, recognize and celebrate the art, culture, history and contributions of African Americans. These institutions, many of which were established as a result of public/private partnerships, bear testimony to the hard battles fought to bring dreams to fruition.”

Arts professional and nonprofit CEO Grace C. Stanislaus is encouraged by the very existence of museums and cultural centers such as the National Museum of African American History and Culture, The Studio Museum in Harlem, the California African American Museum, the DuSable Museum of Art, the Charles H. Wright Museum of African American History, The Reginald F. Lewis Museum of Maryland, and the Museum of the African Diaspora (MoAD). With 20+ years experience directing and building arts institutions Stanislaus shares her perspective on African American arts and culture institutions and philanthropy.

“I consider the existence of these institutions remarkable especially in light of the history of enslavement, oppression, discrimination and economic, social, cultural and political disenfranchisement,” Stanislaus commented. “But not so remarkable in the context of a parallel history, dating back to the 18^th century, of civic and charitable giving that supported and in turn generated support from mutual aid societies, the Black Church, and fraternities and sororities.”

She reminds us of the important role historically black colleges and universities have played. “HBCUs such as Clark Atlanta, Hampton, Howard, Fisk, North Carolina Central and Tuskegee, played significant roles in establishing galleries and museums to house, preserve, interpret, display, and celebrate African American art, artists, and cultural achievements.

When asked about the future of these arts institutions Stanislaus recommend an internal examination and a close look at external funding realities.

“We need dynamic visions and robust programs that engage diverse constituencies. Staff and board leaders need to ask questions that can reveal best practices. These include: Are our organizations and programs relevant and of interest to our local communities? Do we advocate effectively within our communities for the value that we add? Are we building loyalty? Are our program offerings broad in ways that engages diverse, cross cultural audiences? Are we allocating sufficient resources to market and promote and to raise funds for our museums and programs? Are we investing in the professional development of our staff? Have we found the right balance between our scholarly mission and our commercial interests? Do we have a strategic plan, program plan and business plan that guide our decisions and the allocation of our resources? Are our mission, values and vision clear and being effectively communicated to our community/stakeholders? Do we have a succession plan for the executive and the board leadership? This particular item has derailed the progress forward of many of our cultural organizations.”

Part Two: Encouraged and optimistic: Pressing Questions, Limited resources and support of the arts

Part Three: Encouraged and optimistic: If you build it they will come…good business model?

Photo credit: Rodger Allen

Contact Grace C. Stanislaus at gcsart@aol.com

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Posted in FUNdraising Good Times

Tagged African American museums, cultural institutions, HBCUs, philanthropy, self-empowerment, strategic plan, succession plan

Category Archives: FUNdraising Good Times

Choices and Will

Are You Ready to Retire?

African American Corporate Executives: HBCUs Need You!

Home Sweet Veterans Home

Are you headed for a fundraising crisis?

Get ready for the year end!

The time has come!

Encouraged and optimistic: If you build it they will come … good business model?

Encouraged and optimistic: Pressing Questions, Limited Resources and Support of the Arts

Encouraged and optimistic: African American philanthropy and museums

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