The Power of Women Fundraisers

Posted on March 25, 2013 | Leave a comment
Dr. Johnnetta Cole, Director of the Smithsonian's National Museum of African Art. Fundraising Role Model.

Dr. Johnnetta Cole, Director of the Smithsonian’s National Museum of African Art. Fundraising Role Model.

Women are role models in so many sectors of our economy, and the nonprofit sector is no exception. In honor of women’s history month we salute women who step up to the challenge of raising money for nonprofit organizations and institutions they believe in. Their leadership and vision impact the lives of individuals, families, communities, regions and our nation as a whole.

We want to encourage more women to become fundraisers, and to grow their fund development capabilities. We want women to seek fundraising positions at the highest levels, and to inspire their peers to join them.

We share with you the characteristics we have observed amongst successful women fundraisers. The following are by no means definitive, or exclusive: they are simply based on our observations over the years.

First and foremost successful women fundraisers are not afraid to ask. They are fearless in asking for money, resources, guidance, help and time. They are confident in who they are as a person, and are not intimidated by people of power, wealth and influence. They are risk takers who are not afraid to fail. At the same time they always have a “plan b” and a “plan c” in case their original plan falters.

Speaking of plans, they are big on planning. They pay attention to detail, and they excel at follow-through. They are well prepared, and don’t “wing it.” They are collaborators who look for opportunities that will advance their donors, board members and volunteers.

They truly like people and seek to bring people together to advance organizations they believe in. When they bring people together they know how to manage them, how to bring out their best talents and abilities. Their passion is real: it’s not something they are paid to project. Rather, their leadership springs from their belief in the mission and vision of the organizations they are involved with.

Talented fundraisers we have known are listeners. They are willing – and able – to listen more than they talk. On the whole, they live a balanced lifestyle and are energized: they exude an energy you can feel. They attend to their physical and emotional health knowing that doing so gives them an edge. They are big on professional development and growth for themselves and the teams they manage. They are not satisfied with current success.

They have no problem sharing the limelight. They are willing to take a back seat and let others enjoy the limelight, for they know that their success lies in donors and volunteers giving and giving generously. They love the challenges of fundraising, and have no issues talking about money. They understand that they are facilitators and not the focal point. Successful fundraisers are valued and in high demand. They orchestrate leadership teams who secure the money and resources that bring the visions of nonprofits to life. We salute 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 @saadshaw.

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Be Loud and Proud for More Business

Posted on March 21, 2013 | Leave a comment

In case you didn’t know, March is Women’s History month. We know women make history each day as fundraisers, philanthropists, businesswomen, volunteers, artists… We make history every day in every realm. To celebrate women business owners we asked Caterina Rando, a talented business coach and entrepreneur for her observations.

LoudAndProudThere are two very different and distinct groups of people: the Loud and Proud and the Keep it Quiet.

The Loud and Proud business go out of their way to meet people, share their expertise, speak, write and let people know what they do and the value they bring. They are friendly, always wear a smile, always look good because they are dressed for an insta-connection, a chance meeting or an unplanned conversation with a new potential donor at any moment.

Then there are the Keep it Quiets. They do not go out of their way to meet new people or to let people know about the value they bring. When asked what they do they do not respond succinctly with clarity and confidence.

Do you say you want to accomplish more in private and yet you are quiet about the value you bring to your potential clients/donors in public online and off?

Whatever your answer here are a few more things you can do to proclaim to the world that you are loud and proud and you have value to bring.

  1.  Your phone message enthusiastically talks about your business/mission and the value you bring.
  2.  Your email signature includes your phone number, email and website and any special events or promotions you are currently offering.
  3.  You are loud and proud about the value you bring on your Facebook and LinkedIn. You post your successes and those of your clients.
  4.  *You host your own events to connect with your clients, potential clients and community to provide them some value and connect with them live and in person.
  5.  You host a free webinar or teleclass regularly to share your value with new people and grow your list.
  6.  You write regularly of online or offline publications, you proliferate your articles and keep up with your blog. More importantly you get the word out about it.

Now that you have gotten some ideas ask yourself what you are going to do to be more loud and proud. The louder and prouder you are about the value you bring the more your business will thrive!

Caterina Rando’s life work is showing entrepreneurs how to be loud and proud about who they are and the value they bring. She shares ways to build a thriving business using public speaking, getting published and building your expert platform.

Download your free audio on How to Be A Sought After Speaker at http://www.soughtafterspeaker.com. Caterina can be reached at Cat@caterinarando.com or by phone at 415 668-4535.

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Lean in for nonprofit leadership

Posted on March 18, 2013 | 1 comment

“Lean in” for leadership in a nonprofit career

SherylSandbergLeanInWeb Sheryl Sandberg, the chief operating officer of Facebook has a new book out.  “Lean In” has generated a lot of media attention. It’s all about women and leadership in the business world. Bottom line: she encourages women to seek leadership-level positions. Listening to the news stories we asked ourselves, “what about the nonprofit sector?”

What does it take to advance to leadership level positions in the nonprofit sector? Our experience has shown that fundraising experience is an important prerequisite for securing an executive position and most importantly for remaining in the position. Related to this is an understanding of fund development and the ability to manage a fundraising operation. These are not the only prerequisite, but it is an important one that is too often overlooked.

If you are working for a nonprofit and want to progress in your career, make your intentions known and begin to prepare yourself. Our guidance relates to building your fundraising skills and network. Here’s why: securing funds from philanthropic sources is often times the primary revenue stream for a nonprofit. Even those funded through government grants or contracts, or through earned income streams, find that philanthropic funding is what makes the difference between a “just getting by” institution and a thriving one. The willingness to raise funds and build a fundraising team provides an organization with the funding and resources it needs.

Lean in and prepare yourself to be a leader. Develop career goals that include responsibility for fundraising. Learn about the different types of fundraising and how they work together. Invest in your education and training. Participate in online and in-person training sessions that expose you to new areas of fundraising and ones that deepen your current skill set. If your employer won’t invest in your professional development, make the investment yourself. Network with people you meet at conferences or online. Ask questions of those who are more experienced. Ask someone from a similar type of organization in another part of the country for a critique of a fundraising project you are working on. Read journals, books and blogs. Get a mentor.

If you don’t currently work for a major nonprofit institution, consider becoming a fundraising volunteer for a local hospital, university or public television station. These institutions typically have more robust fundraising programs than grassroots or mid-sized organizations and can provide exposure to campaigns that include major gift solicitations, annual gifts, special events, direct mail, planned gifts, underwriting and other fundraising programs. You will find opportunities to grow your skills and your network.

Most importantly make it known that you want to learn more about fundraising. Most people don’t embrace fundraising. That’s a mistake you don’t have to make. Lean in and you will find opportunities to learn and ultimately to lead.

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 @saadshaw.

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Branding your capital campaign

Posted on March 12, 2013 | 1 comment
Jennie Winton

Jennie Winton of Mission Minded

Our regular readers know we always push for a clear, concise and compelling case for support. Jennie Winton – a talented marketing strategist – takes it to the next level advocating that nonprofits need more than a case: capital campaigns need a brand. We agree with her. Take a look at her blog and let us know your thoughts…. http://bit.ly/13RiPsO

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Shine a light on your fundraising

Posted on March 5, 2013 | Leave a comment

Team building – a secret to fundraisings success

Part two of a two-part series

TeamworkIt’s all about leadership and team building. You’ve heard the refrain, but what does it mean? In terms of nonprofit fundraising there can be no greater mandate than leadership and teamwork. Scarce funding for staff positions, stiff competition for the philanthropic dollar, and an abundance of wishful thinking leaves nonprofits at risk of not meeting their fundraising goals. Building and supporting a volunteer-led fundraising team is one way out of the vicious cycle imperiling too many organizations.

Your fundraising team should be comprised of leaders who are committed to ensuring your nonprofit has the money and resources it needs to deliver on its mission. It should include your volunteers, staff, executive leadership and board members. All members should work from a fundraising plan. You can have a simple plan or a complex plan. The most important thing is to work from a plan with agreed upon financial goals, timeframes, and defined roles and responsibilities. For a team to function, everyone has to know their role, and be qualified to fill it. Invite people to join your leadership team based on their understanding of what you are trying to achieve and how well they can help implement your plan.

Your team will set the tone, policy, and direction of your fundraising and monitor its progress. The committee should be led by a fundraising chair or co-chairs. These volunteers should be supported by the institution’s chief development officer and executive director. If you don’t have a fundraising chair, you need one. Take the time to review your fundraising plan, identify who could best help you meet your goals, and then find the right person to talk with your potential chair, inviting him to provide leadership. Be sure to show him your fundraising plan: people are more likely to say yes when they see you have a plan in place to meet your goal.

Other potential members for this committee include board members, current major donors, community and business leaders, key stakeholders, your finance director, executive director, development director and program staff.

Your fundraising chairs should convene and lead your monthly meetings. Team members should report on specific actions they have taken, solicitations, proposal submissions, and new potential donors and funders who have been identified. Staff should provide reports showing progress against goal, number of gifts received, average size of gift, largest gift, and specific information that allows the team to make proactive fundraising management decisions.

Team meetings shine a light on what people are doing and not doing. It holds board members, staff and volunteers accountable to each other. It takes away excuses and when things are going well it creates an excitement and momentum that is contagious.

Raising money is too important to go alone. Build and nurture your team.

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 @saadshaw.

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Who will solve your fundraising problems?

Posted on February 25, 2013 | Leave a comment

Team building – a secret to fundraisings success

Part one of a two-part series

A group of Individual Placement members enjoy ...

Will hiring a fundraising professional solve your fundraising challenges? Is it your secret wish that someone will take care of fundraising so you can focus on the “more important” work of your nonprofit? Perhaps you seek a million dollar bequest from an unknown admirer.

Here’s the real secret to sustained fundraising success: create and support a fundraising team that meets regularly and “owns” your fundraising. That’s it. You can’t do it on your own. No one person can solve all your challenges. You have to build and grow a team that includes your volunteers, staff, executive leadership and board members. Your team should be comprised of leaders who are committed to ensuring your nonprofit has the money and resources it needs to deliver on its mission.

Here are the benefits. A fundraising leadership team helps create accountability and transparency. Members are accountable to each other. Each member knows the commitments, roles, and responsibilities of all other members. There are no secrets. If there is a lull in gifts received, the full team knows about it. When new gifts are received, members know about it. When fundraising management reports are shared at each meeting, team members can monitor the progress of fundraising activities, ask pertinent questions, and work with each other to create new strategies and work-arounds.

Your team should meet on a regular basis to report progress and challenges. Members should work collaboratively to help your organization reach its fundraising goal. They should be empowered to make decisions, and the decisions made by this team should be respected and implemented by fundraising volunteers and employees.

With a strong fundraising leadership team, the actions of staff, board members, and volunteers are open to review by team members. Financial progress and expenses are reported regularly at these meetings. Members have the opportunity to share information and coordinate their activities.

When you have engaged qualified volunteers to assist with fundraising, you will be amazed at the solutions they come up with. The key to an effective fundraising leadership team is for it to be volunteer-led with support from staff. That means the fundraising chair leads the team meetings, not the executive director or chief development officer. It means that staff support the work of the fundraising chair by producing and distributing fundraising reports and taking and quickly distributing minutes that accurately capture action items and next steps. If you have selected a qualified fundraising chair and clearly defined his responsibilities, you will be amazed how he can assist you in meeting your goals. He can do this because he has made them his goals. He is no longer helping your organization; he is now orchestrating and attracting people and resources for something he believes in.

Next week: team membership and meetings

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 @saadshaw.

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UNCF telethon: a black history game changer

Posted on February 18, 2013 | 1 comment

UNCF telethon: a black history game changer

UNCF Telethon Parade of StarsLights, camera, action. In 1980 the United Negro College Fund, UNCF, launched the Parade of Stars telethon. It became a nationwide fundraising program raising millions of dollars for generations of students, and support for historically black colleges and universities. It became the largest one-day African American special event in the country. It changed black history – and American history – creating an acknowledged culture of fundraising in the African American community. America’s largest corporations became engaged. Small churches, teachers, sororities and fraternities became engaged. Donors and volunteers from across the country organized to support UNCF and celebrate black philanthropy.

Here’s the back story. The telethon actually began years earlier in Dallas, Texas. The first telethon was a live performance at the Fairmont Hotel with STAX recording artists Rufus Thomas and Johnny Taylor backed by the Dallas symphony. The performance was filmed, edited and prepared for broadcast in 13 radio and television markets across Texas. Local volunteers answered phones and families across Texas called to give. A national fundraising movement was born.

The telethon gained national exposure in 1974 with hosts Nancy Wilson and Clifton Davis. Ron Bookman secured the talent; television and radio stations broadcast in select markets at no charge. This caught the attention of Anheuser-Busch and the rest is history. Lou Rawls, as spokesman for Anheuser-Busch, became the iconic host of the telethon. American Airlines, Kellogg, General Motors soon joined as sponsors and underwriters.

The telethon became a great recruiting tool for UNCF colleges. It also increased alumni pride and giving. It sent a message to corporations and foundations: UNCF colleges are important to African Americans and America. With an ear to the ground for the drumbeat of the community, these major funders joined with grassroots America to give – and give generously – to what became the “charity of choice” for African Americans. UNCF shed its image as an organization that appealed to the elite: it had launched a “people’s campaign” engaging donors and volunteers from all walks of life.

The telethon did what hadn’t been done before. It created a culture of fundraising throughout the black community that also engaged Hispanics, American Indians and Whites. It made UNCF a household word, and the phrase “A Mind is a Terrible Thing to Waste” one of America’s most iconic slogans. Corporations participated in cause-marketing focused on the black consumer. African Americans became the majority of UNCF donors, “documenting” their widespread support for the organization. The telethon provided an opportunity for all segments of the community to participate and be publicly recognized for their contributions. It provided economic opportunities for African American advertising agencies, marketing executives, producers, writers and small businesses. Most importantly it demonstrated the power of diverse volunteer-led fundraising. Our take: Think big, start small.

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 @saadshaw.

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Saluting Dr. Patterson founder of the UNCF

Posted on February 11, 2013 | 5 comments

Dr. Patterson of UNCFBlack History Month celebrations are incomplete without a salute to nationally recognized fundraiser Dr. Frederick Douglass Patterson, founder of the United Negro College Fund. Named for abolitionist Frederick Douglass, Dr. Patterson was committed not only to fundraising but to collective fundraising that has changed the lives of generations of African Americans

Born in 1901, orphaned at age two, and raised by his sister Patterson earned a teaching certificate from Prairie View Normal and Industrial Institute in Texas by age 14; and a doctorate in veterinary science by age 22 and a master of science degree by age 27 both from Iowa State university. At 32 he earned a second doctorate from Cornell University. At 34 he began his tenure as the third president of Tuskegee Institute, a position he held for 25 years. As president Dr. Patterson established the university’s School of Veterinary Science and continued the institute’s strong fundraising tradition begun by its founder Dr. Booker T. Washington. He also authored the weekly column The Southern Viewpoint published in the Pittsburgh Courier.

On Saturday January 30, 1943 Dr. Patterson published his thoughts on the need for collective fundraising to benefit private black colleges with the title “Would it not be wise for some Negro schools to make joint appeals to public for funds?” And so it began. In 1944 Dr. Patterson founded the United Negro College Fund and launched the first national campaign to raise funds for twenty seven private, historically black colleges and universities from across the south serving 12,000 students with income of $765,000.

Fast forward to today and UNCF has raised more than $3.3 billion, almost $1.5 billion of which has been raised in the past decade alone, to enable more than 400,000 deserving students to earn the college degrees they want and need but might not otherwise be able to afford. The organization is ranked among the top ten charitable organizations in the country by The Non-Profit Times and The Chronicle of Philanthropy.

Dr. Patterson could have focused his energies on raising funds for Tuskegee. Instead he was unselfish in his commitment to access to higher education for African Americans. In addition to founding UNCF Dr. Patterson founded the College Endowment Funding Plan for which he was awarded the Presidential Medal of Freedom by President Ronald Reagan in 1987. The CEFP raised over $60 million for 36 participating schools. He also served as president of the Phelps-Stokes Fund focused on African Americans and higher education.

He had a vision for both fundraising and social financing that leveraged private and public funding. From the very beginning he encouraged African Americans to give to HBCUs with his 1943 words “…such a campaign might well begin with Negro people of America.” It not only began, it continues.

We salute Dr. Patterson a visionary African American fundraiser who created one of the most well-known and well-respected fundraising organizations in the United States of America. The UNCF is a preeminent American organization known across the globe by its iconic slogan “A mind is a terrible thing to waste.”

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 then @saadshaw

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Fundraising Starting Point: Commitment

Posted on February 4, 2013 | 3 comments

Start

Commitment is at the heart of all successful nonprofit fundraising. It needs to be developed and sustained. It starts with the organization’s leadership – the executive director or CEO, board members, as well as leadership level employees and volunteers. The purpose and vision for proposed fundraising needs to be carefully discussed by these parties, ideally through one-on-one conversations with time for challenging questions and clear answers.

After individual conversations have occurred, dedicate time during board meetings for group discussion. Invite grappling with the proposed fundraising initiative, the asking of questions, and the raising of doubts. Encourage new ideas along with expressions of enthusiasm or caution. Allocate enough time for a full discussion. As appropriate, schedule a retreat focused on fundraising. Many organizations host such retreats annually. Others will host a retreat when planning for a capital campaign or other fundraising initiative of special significance. Always leave enough time for all parties to fully understand and commit to a proposed fundraising goal. This is the most important fundraising prerequisite — without full commitment, there is greater potential for fundraising challenges.

We also suggest the executive director set aside time for similar discussions with senior staff. Employees often have insights and suggestions that can positively transform fundraising – ideas that may not be accessible to the organization if they are not invited into the fundraising conversation. A staff retreat may be a good investment of time and resources.

You will also want to gain the support of your organization’s informal leadership — those stakeholders who have supported your organization over the years with their time, money, and talent. Ideally you will talk with major donors, your most consistent donors, and volunteers, consultants, and staff as you develop a fundraising initiative. Remember, fundraising requires more than money. Talking with your extended leadership will help engage the best thinking, involvement, creativity, and networks of those closest to your organization. These individuals can provide ideas and resources that extend beyond those you thought of originally.

Another thing to remember is that prospective donors and funders always ask about the involvement of key stakeholders, particularly board members. In fact, many will shy away from initiatives that do not have demonstrated internal commitment and engagement. For example, many foundations explicitly ask about board giving. They want to know the percentage of board members who give, total dollars contributed, and funds raised through the efforts of board members. The feeling is, “If those closest to you don’t support the project, why should we?” For educational institutions, there is a focus on the rate of alumni giving, the retention of alumni donors, and total funds contributed by alumni.

Are you engaging the leadership within your nonprofit before approaching people outside the organization? How will you ask your fellow leaders for financial gifts and in-kind resources? Do you have a goal for board participation? Let us know.

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 then @saadshaw.

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