Tag Archives: fundraising

Where Does the Buck Start?

Posted on February 13, 2012 | 1 comment

Fundraising: Nonprofit CEO roles and responsibilities – Part Three

It’s an honor and a privilege to serve as a non-profit executive. And a lot of work! You are the CEO and the chief development officer. That means fundraising. Even if you have a vice president for advancement, or a development director. At the end of the day the proverbial “buck” stops with you.

The fundraising expectations are real, whether the board tells you explicitly or not. Major responsibilities include articulating the organization’s vision, and working with the board and development team to create a case for support that will drive fundraising. You also have to work with the development office to ensure the organization works from an agreed-upon fundraising plan. That’s the beginning.

You need to work closely with the board, development staff and fundraising volunteers providing motivation and asking hard questions. Examples include “how many prospective major donors have we identified, and how many are we cultivating?” “Who is researching prospective grant opportunities?” “How is the board progressing with its goal of hosting ten friend-raisers this year?” “Who should I meet with when I am in Washington next month?”

In most cases you are the face and voice of the organization. That means scheduling time to meet with community leaders, as well as current and prospective donors/funders, to develop and sustain relationships, and share the organization’s fundraising goals and priorities. And, to solicit gifts.

As the executive, you are truly the chief development officer, regardless of how many development employees there are. At the end of the day donors, funders and partners want to meet the executive director. And when it comes to major donors, many want to meet with you before making a meaningful gift. Many major donors expect you to “make the ask.” They will not write a check because you send a direct-mail letter. Most will not make a major gift online. They expect you to ask.

In addition to asking you have to manage your development staff. You are responsible for ensuring they work from a development/fundraising plan, that they have the resources they need (people, funding, software, marketing materials), and that they are making progress. You have to know how to guide and support your development team. And how to provide them with measurements they are held accountable to. Quick tip: those measurements have to be more than “meet annual fundraising goal.”

One of your most important responsibilities is to partner with the board chair in the recruitment and retention of board members and volunteers who are committed to fundraising. This is one of the most important “resources” the organization needs to be successful. People truly give to people. And volunteers – board members and others – can help transform your organization in meaningful ways, if you engage them. Be open, accessible, prepared and unafraid to ask. You will do well. Your organization believes in you.

© Copyright Saad & Shaw.  Mel and Pearl Shaw are the owners of Saad & Shaw. They help non-profit organizations and institutions rethink revenue sources. They are the authors of How to Solicit a Gift: Turning Prospects into Donors. Visit them at www.saadandshaw.com or call (901) 522-8727.

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Are You on Board?

Posted on February 10, 2012 | Leave a comment

Fundraising: Nonprofit board roles and responsibilities – Part 2

You’ve said “yes,” and now are serving on the board. What is expected of you? How do you demonstrate leadership? While we don’t have a crystal ball, we can provide guidance regarding your fundraising-related roles and responsibilities.

For many nonprofits fundraising is often the major method for securing funds and resources. As a board member, your leadership in this area makes a difference. Your roles and responsibilities fall into two general categories: policy and oversight, and giving and securing funds.

As a board member you will be asked to set fundraising policy. This includes items such as approving plans for a special fundraising campaign, and setting gift acceptance policies. For example, when the university you serve decides to launch a $150 million fundraising campaign, that will come before the board for approval.  You will want to ask informed questions such as, “What do the results of the feasibility study indicate?”Or “How many lead donors have been identified?” In the area of gift acceptance policies you may be asked to determine whether the organization will accept gifts of land, or cash gifts from gun manufacturers or tobacco companies.

You will also want to promote accountability and transparency. Support the adoption and implementation of policies related to conflict of interest and whistle-blower protection. Produce and distribute an annual report that shows how the organization uses the funds it receives. File your federal 990 on time. Communicate how the organization meets public needs and be willing to modify programs to help ensure best use of resources.

On a day-to-day level you will be responsible for understanding the institution’s fund development plan and in helping to bring it to life. For example, if the current focus is strengthening individual giving you will want to participate in house or office parties your organization hosts so you can meet new potential donors and supporters, and share with them the important work of the institution. As a board member your hospitality and words carry meaning and influence.

You should know the executive director’s or president’s vision for the institution. Talk with her. Ask questions. Then share that vision with other board members and most importantly with those who can provide funding and resources. Join your executive when she meets with leaders of local foundations or corporations. Meet with her in advance to understand the purpose of each meeting and then participate, showing support for her leadership and answering questions as appropriate.

Most importantly, make your own gift. Make a meaningful gift every year. Ask the company you work for to make a gift or sponsor an event. You have to give and advocate. Set an example. Stretch a little. Your community needs you!

© Copyright Saad & Shaw.  Mel and Pearl Shaw are the owners of Saad & Shaw. They help non-profit organizations and institutions rethink revenue sources. They are the authors of How to Solicit a Gift: Turning Prospects into Donors. Visit them at www.saadandshaw.com or call (901) 522-8727.

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Before You Say I Do

Posted on February 6, 2012 | 2 comments

Fundraising: Nonprofit board roles and responsibilities – Part 1.

You’ve been asked to serve on the board of a nonprofit you believe in. It could be a college, a local advocacy organization or a healthcare center. Do you say “yes?” What would you actually be saying “yes” to? What do you need to know to make an informed decision?

Board service is more than a resume-builder or image enhancer. It is work. In these times that work includes responsibility for fundraising as well as oversight of the fundraising process. In order to make an informed decision, request a meeting with the board chair and the executive. Requesting such a meeting communicates the seriousness you attach to board service. The answers you receive will let you know what is expected of you. They will also make visible the organization’s fundraising strengths and challenges – something you need to know as many boards now find themselves having to make hard decisions because of changes in available funding.  Note: if the leadership doesn’t have time to meet with you as a prospective board member, that may signal their accessibility and/or the seriousness they attach to board membership.

Here are some questions you may want to ask. Add or subtract from the following list as appropriate. Use your list when meeting with the board chair and executive.

General questions could include the following. Is the institution working from a strategic plan and a fundraising plan? What are the fundraising needs of the organization and what will it take to raise the required funds? What methods of fundraising are being used and how successful have these been? What percentage of funds is raised using what methods? What percentage of the budget comes from earned income, fees or tuition? What are the opportunities and challenges the institution faces in the area of fundraising? Is there a reserve fund or endowment? What is the skill set of staff responsible for fundraising? What percentage of the CEO’s time is spent on fundraising? What is the track record over the last five years?

Board-related questions could include: What are the fundraising-related roles and responsibilities of board members as individuals and as a collective? Are there requirements for board members to give and fundraise? What percentage of annual funds is raised by the board? Are there orientation sessions to inform and equip board members for fundraising? What data management system is being used and what information is available to support board members and their fundraising? What is the average gift from the board?

What you learn by asking these questions can help you gauge how you can be of greatest support. At the end of the day fundraising is absolutely critical to the survival of every nonprofit organization and institution. Don’t be afraid to ask – the answers will help you provide the best leadership and oversight possible.

© Copyright Saad & Shaw.  Mel and Pearl Shaw are the owners of Saad & Shaw. They help non-profit organizations and institutions rethink revenue sources. They are the authors of How to Solicit a Gift: Turning Prospects into Donors. Visit them at www.saadandshaw.com or call (901) 522-8727.

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Creating a Culture of Fundraising

Posted on January 30, 2012 | 1 comment

Fundraising is a vital part of an organization’s life blood – it is what people do in order to bring an organization’s mission and vision to life. This is what makes the nonprofit sector different from the private or public sectors. “Revenue” is donated or “granted,” and fundraising is the primary way funds are secured.

Successful fundraising requires an organization-wide culture of fundraising. No one person can do it all. Some may wish one person could – and would – take on the responsibility, especially if that person is someone else! But that’s not the way to build a successful and sustainable fundraising program. When you have a culture of fundraising every person within your organization is directly or indirectly involved in raising funds.

Start building and strengthening your fundraising culture by including an explicit emphasis on fundraising in your mission, vision and values. Tie your strategic plan and business plan to a fundraising plan.

Make sure everyone within your organization knows how much needs to be raised on an annual basis, what the funds are used for, and the impact that will be achieved. Be transparent. Show where the money currently comes from and ask for help identifying where additional, or back-up funds could come from. Ask people how they would like to help.

Explicitly include expectations regarding giving and fundraising into the roles and responsibilities of board members. Include fundraising in each staff person’s job description, especially that of the president, CEO or executive director. When recruiting volunteers be sure to offer each the opportunity to give and to participate in fundraising. Provide all employees, students, clients, visitors and others who benefit from or appreciate your work with the opportunity to participate in fundraising. General training and orientation should include an emphasis on fundraising.

Giving – and asking others to give – is a privilege and an honor. Sometimes an individual’s unresolved feelings about money, giving and asking can cloud their leadership responsibilities. In such instances a board member or an executive may say she doesn’t want to “impose” on others by asking them to help with fundraising. What we know from experience is this: the biggest reason people don’t give is because they aren’t asked. We also know that fundraising can appear “clickish” and “exclusive” when only some people are asked to fundraise, or help with fundraising events. Resentment can grow and people with talent and initiative may become disengaged. Ask everyone. Ask for their gift, and ask them to ask. Always acknowledge, praise and lift up their giving and their fundraising.

A culture of fundraising grows over time and is embraced and demonstrated by leaders. The question is changes from, “Who is going to do the fundraising?” to “How can I help with fundraising?” Start now.

© Copyright Saad & Shaw.  Mel and Pearl Shaw are the owners of Saad & Shaw. They help non-profit organizations and institutions rethink revenue sources. They are the authors of How to Solicit a Gift: Turning Prospects into Donors. Visit them at www.saadandshaw.com or call (901) 522-8727

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Preparing for a Year of Promise

Posted on January 20, 2012 | 2 comments

We’ve been hearing whispers that 2012 may – just may – be a more prosperous than 2011. There may be more jobs, less unemployment, and more good circulating throughout communities across the country. We believe in preparing for the best of times, placing stock in the adage that luck favors the prepared. In term of fundraising – securing funds for non-profit organizations and institutions – preparation is always the bedrock.

While money may have appeared to be flowing to organizations in the past, a more prosperous 2012 will most likely not bring a return to the days of “easy money.” In the recent past many organizations and institutions benefitted from the general prosperity that many throughout the country appeared to be experiencing. But many did not, and despite the current economic challenges, many organizations are attracting major gifts and investments. That’s the odd thing about the non-profit sector – all boats don’t rise and fall at the same time or in the same rhythm. Some are more favored simply because of “who” they are. Here we are referring to the fact that churches, hospitals, colleges and universities are historically the largest beneficiaries of gifts from individuals. So, if you are a grassroots arts organization or a reading program within a small rural community your organization may not attract as many donors as nationally recognized St. Jude’s Hospital. Likewise, colleges with alumni from middle class and wealthy families who have pursued lucrative careers may find they receive larger and more frequent gifts than colleges whose students came from less affluent backgrounds and who may have pursued less well compensated careers.

But nothing is written in stone. What we do know is this – prepare for fundraising success. Put in place the policies, procedures and actions that support a culture of accountability and transparency. Put fundraising front and center as a priority. Understand the balance between emotion and fact – use both when communicating with your current and prospective donors. But always be prepared to demonstrate good stewardship of funds. A fundraising campaign that tugs at the heartstrings can turn people off when word gets out that there is a big difference between what you say and what you do.

Over the years we have identified what we refer to as Prerequisites for Fundraising Success. Over the coming weeks we will focus on a few of these to help you prepare for increased fundraising success in the coming year. And we will return to these in columns throughout the year. What we know is this: a well managed nonprofit organization – regardless of size – benefits when the leadership (board, executives and staff) are in alignment, focused on its mission, working from a strategic plan, and engaging with donors and supporters in a proactive, market-tested manner.

© Copyright Saad & Shaw.  Mel and Pearl Shaw are the owners of Saad & Shaw. They help non-profit organizations and institutions rethink revenue sources. They are the authors of How to Solicit a Gift: Turning Prospects into Donors. Visit them at www.saadandshaw.com or call (901) 522-8727

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Is Your Phone Hurting Your Fundraising?

Posted on September 9, 2011 | Leave a comment

In the world of email, Facebook, Twitter, texts and blogs sometimes the phone gets overlooked. But it is a powerful tool. Especially, as demographers note, for people over a certain age. Many people grew up with the phone being the most immediate form of contact – the way to reach out and touch someone. Other ways are available, but there is an intimacy and yes, immediacy, that other methods don’t offer. With the phone you can actually talk with someone. You hear their voice, they hear yours. You can laugh, connect, make decisions, schedule appointments and then move on.

Don’t Let Voicemail Trip You Up

Once upon a time a great advance in the life of phone communication was voicemail. What began as a time saver can actually be a nightmare for many nonprofits, small and large. We suggest you take a moment to call someone in your organization from an outside phone and see what happens. Whether you are a hospital, college, or grassroots organization, you may be amazed by what you find. See how many menus you have to work through to get a voicemail recording for the person who may be the right one to help you. Then wait to see how long you have to wait to get a call back. If you are in the business of serving people – as many nonprofits are – test to see if phones help or hinder your service.

Beware the Gate Keeper Mentality

If you are an executive, an assistant can make all the difference in your life. But, what if he or she is actually a gatekeeper instead of a door opener? A non-profit leader we know told us a story that changed his perspective on business. One day he was trying to make an appointment to see an executive of a certain high profile agency. The receptionist was grilling him on who he was, and the nature of his requested meeting. In the middle of the conversation the executive walked out of his office and told the receptionist, “I hired you to make sure I stayed connected to the community, to open doors, not to close them.” Non-profits large and small need to have an open door, accessible culture.

Here’s a few reasons why – first, you never know who the person on the other end of the phone is. Your voicemail or your assistant may be “screening” a potential major donor. Or maybe he is creating a barrier between you and a potential volunteer. One organization we often call puts through all calls to the executive director without screening. She will talk with anyone, creating a warm and welcoming environment even if she is not the person who can really help you.

Here’s our point – take a moment to see if your phone is enhancing your organization or detracting from it.

Let us know what you think. And as always, remember to have a FUNdraising Good Time! – Mel and Pearl Shaw

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It’s a Family Affair – Reunions and Giving

Posted on August 10, 2011 | 1 comment

Creating a History of Giving

Summer time is a time for family reunions. If you’ve been to one you know they are priceless; but they can also be expensive. Reunions bring families together across the generations to celebrate history, to take pride in accomplishments, and to pass down family history and traditions. It takes a lot of work to plan a reunion and a lot of attention to detail.

We recently learned of the family reunion planner published by the Louisville Convention & Visitors Bureau. What we found most interesting was the reasoning behind the publication – economic impact. Louisville annually hosts more than 40 family reunions, with an average of 100 people at each reunion and a total annual economic impact of $1.5 million.

That got us thinking – what could the philanthropic impact be if families committed to giving time and money as part of the family reunion experience?

With all the expenses related to a reunion we sometimes forget the power of our giving. Airline tickets, gas, hotels, food, decorations, excursions…. All of these add up. But one “expense” is usually missing…. contributing to a family legacy of good.

If you are responsible for planning your family reunion, you can help ensure the good feelings live on in between reunions. You can encourage a new tradition of giving: each family contributing a certain amount of money to an agreed upon charity or non-profit organization.

Businesses reap the economic impact of family reunions, but the organizations and institutions that have supported our families are often overlooked. Sure we talk about the summer camp, or school that made a difference. The hospital that saved a beloved family member. The church group who made sure we received gifts at Christmas. But what do we do to ensure other families will receive these benefits?

With all the storytelling, family reunions are an ideal time to put our money where our mouth is — and where our hearts are. Now it’s our turn to give back to the communities we come from and the communities where we gather to celebrate our reunions. In our giving we recognize our history and we create a new tradition for younger generations: a history of giving.

Where you give can become part of the reunion as well. Your family may want to set aside time to paint a community center or school, clean up a neighborhood, read to children, or visit a senior center. Whatever your family gives, be sure to give money as well as time or materials. Too many non-profits are stretched thin and just don’t have the funds to meet community needs. Reunion giving helps keep your family legacy alive and well in the organizations you care about.

Up next: Suggestions for Family Reunion Giving.

© Copyright Mel and Pearl Shaw. www.saadandshaw.com

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Your Campaign is in Trouble When…

Posted on July 26, 2011 | Leave a comment


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Summertime Blues – A Cure for Volunteers and Donors

Posted on July 22, 2011 | Leave a comment

Do you serve as a board member for a non-profit organization, a college or university, or perhaps for your church? Do you give of your time as a volunteer? Of your money? If you answered “yes,” this column is for you.

ReflectPreviously, we focused on those things that people who work in fundraising can do to help beat those summertime blues. This column is for the rest of us. While sweating out the summer months you can think about things philanthropic. With a glass of iced tea in hand you can think about how you are involved in making the world a better place. While there is no shortage of ways to make a difference, we challenge you to think about your values and your beliefs. What one or two things are most important to you and your family? Is it helping to end world hunger? Eliminating the spread of AIDS? Increasing women’s participation in sports or governance? Perhaps it is ensuring access to clean drinking water across the globe, or increasing education and decreasing poverty right here at home.

Do you give of your time and money in a way that matches with your priority values and beliefs? If the answer is yes, consider talking or visiting with someone at the organizations or institutions you support to learn more about their upcoming plans. Ask what one thing you can do in the coming year to help make a difference. If you can do that one thing, make a plan to do so. Mark your calendar. Consider inviting a friend to partner with you.

If your giving is not in alignment with your values and beliefs take some time to investigate local, national or international organizations that could be a match for you. Ask your neighbors, friends and work associates for suggestions. Check out the organizations on the web, with a phone call or visit, and at www.guidestar.org, a website that provides information about non-profit organizations.

Summer is also a great time to look at your budget for the upcoming months. Can you given an additional $25 a month? If you have the means, can you give an extra $250? Talk with your employer to find out if there is a “matching gifts” program. Companies use such programs to give to organizations that their employees support, often doubling and sometimes tripling the impact of your giving.

You are at the very heart of our country’s non-profit sector. Your time, money, and commitment make a difference. Invite your friends over to sit on the patio or the porch, and make your plans for making a difference.

© Copyright Mel and Pearl Shaw.
Mel and Pearl Shaw are the owners of Saad & Shaw. They help non-profit organizations and institutions rethink revenue sources. They are the authors of How to Solicit a Gift: Turning Prospects into Donors. Visit them at www.saadandshaw.com or call (901) 522-8727.

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Summertime Blues – What’s a Fundraiser to Do?

Posted on July 21, 2011 | Leave a comment

For some organizations summertime is “downtime,” in terms of fundraising. The special events of spring are over, families are on vacation, and year-end appeal letters won’t go out for months. So what’s a fundraiser to do? Here are some ideas.

Use the summer months to review lists of current and prospective donors. Take time to consider their relationship with your institution or organization. What would be the best way to increase their engagement and giving? Who knows them? What are their interests? Why do they give? Take time to meet with select donors, especially those who give year after year. Summer months are ideal for a small get together at a supporter’s home where information can be shared about programs, advocacy, challenges, or growth. Identify an ideal host and guests who would enjoy each other’s company. Engage your host and support him or her in making the gathering come together. Move quickly, as summer will be over in the blink of an eye. For a free copy of our friendraiser checklist, please give us a call at (901) 522-8727 or email info@saadandshaw.com.

Share Your VisionIf you are an executive director or college president, take time to meet with individual board members. You may want to focus on those who are most engaged or least involved. Share your vision for the coming year. Ask for feedback regarding the role of the board. Work with your board chair to create a plan for improving board meetings and increasing the impact your board makes. Host a few members for lunch and thank them for their leadership.

Write

Summer is also a great time to write your year-end appeal letter, to review and perhaps segment your mailing list. Spend some time reviewing the benefits your offer to donors and as appropriate update these to increase their value and encourage giving. Review the benefits that are offered to those businesses and foundations who sponsor your programs, events, and activities. Talk with your sponsors to learn why they sponsor your organization or institution and what could help increase the value they receive as a benefit of sponsorship. You may be surprised to learn why your sponsors are involved. The reason may not be what you think!

Pull out a proposal you submitted during the past year and read it with fresh eyes. What do you think? Is it clear? Would you give or encourage giving if you received the proposal? What should be rewritten? Sharpen your pencil and revise as appropriate.

Pull out your calendar and schedule your work for the remainder of the year. What do you and your team of staff members and volunteers need to accomplish in order to meet your fundraising goals? Plan now, for December 31st will be here before you know it.

© Copyright Mel and Pearl Shaw.
Mel and Pearl Shaw are the owners of Saad & Shaw. They help non-profit organizations and institutions rethink revenue sources. They are the authors of How to Solicit a Gift: Turning Prospects into Donors. Visit them at www.saadandshaw.com or call (901) 522-8727.

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