Sorting Through the Stacks, Giving where I can.

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Being a philanthropic contrarian, I give most of my smaller donations in response to direct mail the Tuesday BEFORE Thanksgiving, a week prior to Giving Tuesday. Why? I am usually home from the road, and like to de-clutter my stacks of mail and papers that have been stacking up the past months.  And also because the tree will be purchased this weekend, decorations will come up from the basement, and less paper around makes me generally happier.

But I read every piece of Direct Mail that I receive, though these days it is so much that I do it a bunch at a time. I am a fan of the $100 gift, being big enough (for me at least) to have some impact and start a relationship. Here is what I learned this year, sorting through my stacks:

  1. Timing is everything. I give my small gifts, for whatever wacky reason, before Thanksgiving. So this means that your year-end solicitation might be deliriously well-written and compelling, but my cash is spent. Get out Earlier.img_8629
  2. Visuals matter. Color printing is cheap enough that everyone should be able to add a little color for impact. The best way to show your organization is to show the people who benefit from it. People comes in all shades. Print your people in color!img_8636
  3. Message still counts. I am not naming names in this post, but a very large, very wealthy non-profit in my home city of Indianapolis wrote to me with, “I’d like to introduce myself. My name is BLAH BLAH, and I am currently serving as the Interim CEO of BLAH BLAH.” If you think I care, BLAH BLAH BLAH. Make the best sentence in your letter the first one.img_8637
  4. Envelopes Must Compel My Interest. The biggest obstacle to any donor or prospect making a gift is actually opening the envelope. When I get lots of mail I tend to sort it by the recycle bin, tossing catalogs and junk right into the shoot. Compel me to open your envelope, or I might not. And please, DO NOT make the addressee on your envelope to an existing donor, “OR CURRENT RESIDENT”. To the bin you will go. Say something amazing on your envelopes.img_8632
  5. Personalization is the BEST. My favorite fundraising letter arrives every November from a wonderful Indy organization, the Harrison Center. Someone fills the letter with joy and fun, underlining and adding little notes about impact. I am a sucker for personalization. I love this approach. I will renew my gift, even though I haven’t been active with this organization for some years. For your existing donors at least, personalize letters in some way.img_8631
  6. I care not at all about Benefits. Professionally I spend a lot of time on benefit cards, but I find them loathsome and a bore to read. Is there anything that your organization can give me that would compel my renewal or increased support? Maybe, but a too small to read table of benefits that includes $5,000+ gifts won’t do much to convince me to make a $100 check. What might? A specific, timely premium or opportunity, described in plain language. Simplify your Benefits, or better yet, strengthen how you describe your case.img_8638
  7. Matches still count. It might sound old-timey, but Americans do like a deal, and the chance to have your gift go even farther is compelling. Get you a Matching Challenge.img_8639-1

Good luck with your year end fundraising, though if you hit me up in December, the money is probably spent.

Posted in Annual Fund, Fundraising, Performing Arts, Philanthropy | Tagged | Leave a comment

Some Concerns about Facebook’s Donation Platform.

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This new thing is showing up on my FB feed. It looks like a happy thing, should be a happy thing. My friends asking their friends to donate to non-profits. For things that matter. For birthdays. For legitimate organizations, vital to the public interest. From people I care about, and for things I care about. Ugh.

Will I participate in these calls to contribute? I will not. We need to all say “No” to Facebook’s online donation platform, however much this might hurt feelings.

Why?

Listen, looking back, was Facebook a good idea? It seemed innocent enough ten years ago when I joined up, but if it wasn’t a part of my professional and family life I’d probably bail on it. The case against Facebook is broad, though this, from a recent NY Times article, How to Fix Facebook, sums it up:

“The cloud over Facebook extends far beyond Russia. Critics say the company’s central role in modern communication has undermined the news business, split Americans into partisan echo chambers and “hijacked” our minds with a product designed to keep us addicted to the social network.”

What else? Let’s start (and this should be enough) with permitting paid advertising, again and then a second time, targeting Holocaust deniers. Not enough of an argument?

How about permitting the spread of Fake News in the last election to at least 100,000,000 American citizens, and this ongoing mess we are currently in, from which America may not recover. More?

How about generally eroding our discourse. You don’t need a URL to know that reality. How many of you regularly take Facebook Breaks?

Finally, how about making content of us all? With Facebook, we are the product that is being sold. Our preferences, our families, our habits, secret crushes, and our biases. Every click, every unfriending, every post, every log-in, all being mined in an unprecedented experiment in making all of us products to be sold to big business. For profit. This effort is dismantling our media and journalism, to the point that newspapers may end up as charities, forced to raise money from patrons to survive.

And the true crime here is that Facebook has no idea what the consequences of this grand experiment will be. They cannot possibly know, or we wouldn’t all be cocooned on our micro world views, seeing only the things that support our own biases.

Which brings us to non-profit fundraising, and, my friends, the very future of philanthropy.

Give to a non-profit via the Facebook platform and what have you done? You’ve participated in an experiment that will have very real consequence for the non-profit sector, for no good reason. Encourage your friends to make gifts on your birthday to the Red Cross and:

  • You’ve eliminated the “middle man” of traditional communication and stewardship between donor and organization, where there are established norms and ethical practices. Facebook is new at this. They only care to disrupt and gather data. They aren’t working with professional fundraisers. Check out their guidelines. Pretty thin. Do you think that they really know what they are doing?
  • You’ve bought into a disruption of our American Philanthropy. Facebook appears to permit most any sort of organization to join the platform, and this is eventually going to get nasty. Do you want your donation part of a platform that can segment by Hate? Do you want to be affiliated with a platform ripe for inevitable fraud and malpractice?
  • You’ve given your giving preferences to an organization that will sell this information, targeting you and organizations you support in frightful ways. How will this work? Facebook advertising by non-profits is already a big business, allowing micro-targeting of incredibly specific market segments. Now Facebook will be able to go directly to non-profits and sell datasets, promising to promote content by those charities who pay up, or limiting the organic reach of those organizations who do not play ball. Is that what you want for your donation? Or maybe Facebook will eventually suggest that they should handle all fundraising activity, targeting the right donors for non-profits. Is that a good idea for our sector?
  • You’ve given Facebook another way to subtly manipulate you going forward, where the company applies its sorting methods to who we see, when we see it, and how often, all in a relentless effort to make us spend more and more and more time on the application. Is that what you want in exchange for your donation?
  • You’ve provided cash to a platform that charges at least 5% overhead, with varying payout terms and all sort of nonsense like sales for donations (no fees on Giving Tuesday!) that are beyond the norm of our industry. Gross.

I don’t think Facebook is out to do Evil. I think that they don’t know what they are doing, nor the long-term consequence of their strategy. No one does. Facebook embedded sales teams into US presidential campaigns last year. Was that good for America? Of course not. Facebook was simply attempting to make more money.

This is not good for our non-profit sector. We simply cannot risk the long-term endgame of having our organizations participate. The consequence is too grave. What instead? Embrace established online platforms, of which there are many, competently managed by professionals who understand our sector, and who act with high ethical standards.

For your next birthday, encourage your friends to donate in your honor by sending them directly to the website of your favorite charity. Or have a party with a donation jug at the bar, where you can accept cash. Or clean up the river with your Amigos. Think globally. Act locally.

Facebook is about turning all of us into product, just as Arby’s is all about turning cows into dinner. Let’s keep fundraising for our vital non-profits away from it.

Posted in Philanthropy | Tagged , , | 11 Comments

Offer Some Encouragement (Today).

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I got to hang out with my soul sister Renee Harness last week, talking leadership. If you want something magical to happen with your team, check out Harness Leadership (and thank me later). I was reminded of how beautiful leadership can be: accountability, trust, humility, encouragement. And that’s really about it. Nail those, and you will have a team willing to strive and struggle on your behalf.

Friend, when was the last time you told someone, directly and in person, “Really wonderful job!” or “I appreciate you, your talents, and your effort!”. Or simply delivered a High Five to someone to celebrate a victory, great or small?

Okay, now when did you last do this at work? With a subordinate? When did you really do this in person, and not another LIKE on the socials, or via Reply-All email? Think on it.

We have myriad challenges in our non-profit organizations. One of the biggest is that we seem to have the most difficult time celebrating success, and in simply declaring victory. The needs are so vast, and the financial strains so wearing that we forget to acknowledge our own achievements, let alone others.

Whenever I network with someone considering a transition to a non-profit career, I caution them on this reality. Our challenges are so great that we can easily forget to take care of ourselves and others. I’ve seen too many good professionals burn right out, and become realtors or wedding photographers.

This is not just a fundraising problem, but we certainly have that urgent issue in our Development departments. How are you going to encourage staff and volunteers, when most of you cannot be bothered to pick up the phone regularly to thank donors?

Which of these is best relatable to you in the past six months?

“We made fundraising goal. But marketing didn’t hit the mark, and so we missed our revised, stretch goal for June 30, and now everyone is SAD.”

 “That board member only pledged $50,000 to the campaign. That’s a blow-off gift.” (Be horrified if you like, but I’ve heard this more than once.)

 “The Managing Partner agreed to a measly $10,000 table, and not the $25,000 lead table we asked him for. ”

“How much money did you raise today?”

 “Our Board of Directors needs to lead this. It’s not my job to get them do theirs.”

 “Your thanks is in your paycheck.”

Increasingly, I see this lack of generosity a key factor in our sector’s shabby retention of both donors and staff. Of course, all of us should be self-motivated achievers, working for the job of service to humanity, in addition to a paycheck. But for many, that’s not enough to keep us around. Acknowledgement, celebration, and encouragement of wins good and great should be the foundation of communicating with all of our constituencies in non-profits.

Let’s begin today. Celebrate the next small victory you see, acknowledging as publicly as you can a job well done.

Tell your annual fund manager, “Bravo on that Direct Mail draft. Really sharp and focused.”

Tell your MGO,Nice work on that upgraded renewal. Good progress towards the big capital ask.”

Tell your Development committee member,Thanks for writing those thank-you notes. Hearing from a volunteer really impacts renewals rates for us.”

Tell your CEO,Thanks for asking that Board Member. Even though we didn’t get the full $50,000 we requested, we have made progress.”

Tell YOURSELF,I did good work this week. Time for some pork tacos.” Wait, that’s literally me.

Can you try it, even if it feels strange? Three times per week. Tell someone what a great job they are doing, and how much you appreciate their efforts and gifts. Tell yourself that as well.

Thanks for reading!

Posted in Advancement, Ingrate Donors, Stewardship, Fundraising, Leadership, Philanthropy | 3 Comments

Reconsidering the Racist Donor.

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I’ve had two different bosses over the years share the same response when questioned about the ethical implications of accepting this or that donation, “You know, there is cocaine on every dollar bill.” Which is to say that our job in fundraising is not to judge, but to share opportunity, encourage generosity, and fund our critical non-profit missions.

And I’ve largely held that belief myself. I worked once for a university art museum, and we accepted a project grant from Altria, the parent company of Phillip Morris cigarettes, for an academic exhibition and related publication of Italian line drawings. Did anyone start smoking as a result of the modest recognition we provided for a six-figure grant from a company that has done some really terrible things? I did not think so then. Wealthy people and institutions generate wealth in myriad ways, and the unpleasantness of building empires is a by-product of our American system.

I have tended to have considerable tolerance for generous donor’s politics and belief systems. I have enjoyed soliciting investment from donors of every political bent over the years for educational programs, arts and culture, and community projects. For me, the end has largely justified the means. How do you value the impact of building the only outdoor pool for a largely African American part of town, where kids will have the chance to learn a vital lifesaving skill like swimming? I will (and have) listened to foolish political opinions all day long to get that done.

Or at least I used to believe all that. Now I am not sure. About any of it.

The question for today, asked brilliantly by Vu Le and others, is this: Should philanthropy be a tool for creating equity in the United States?

Is our job to help create a more just world for everyone? If that’s really the question, philanthropy is failing. We are working on the margins, treading water. The rich are getting richer (which is okay if everyone is doing better, but everyone isn’t), and being less generous (which is their business but not great for philanthropy). Human services working directly in communities are struggling to win general operating support, while our wealthiest private universities get outrageously wealthier each year. Our non-profits must focus time and energy with the most affluent donors by necessity, meaning generous, but not wealthy, donors are often ignored. None of this is making America a more fair place for all of us.

And then, what we do about the racist donor, the man (almost always a man) who makes casually cruel and bigoted remarks to staff? Those guys are out there. Your gift officers are dealing with them, and worse: The misogynists, the homophobic, and the wildly inappropriate. You listen to them because they give you cash, or are on your board, or might be someday.

A few years back I had to listen for an hour to a board member carry on about President Obama, his true religious affiliation, and the various freeloading ethnic groups who voted for him.

The Executive Director and I were there to accept a sizable check insuring a critical fundraising target. Did we do the right thing in ignoring his behavior while accepting the money? The organization almost shut down that year, but has come back strong, doing amazing work since in a community that needs its services. Should we have argued? Walked out of the meeting? Reported his behavior to the board chair and demand his expulsion? Called the media?

I don’t know. I can tell you what we did, which was to take the check, get out of there as quickly as courtesy allowed, and shake the whole thing off over margaritas an hour later.

But maybe there is a new way.

Recently the organization Black Girls Code turned down a $125,000 gift from Uber, citing an insincerity to change their recent history of misogyny and regrettable corporate culture.

The non-profit wisely took their story public, explaining why they turned down such a large grant, while soliciting (and raising) at least that much and more online in direct response. Good for them.

What would I have done? Probably said to Uber, “If you are serious, add a zero to that grant, make it for three years at $1.25million a year, and let’s hold a press conference next week to announce a national expansion of our programs to encourage and train African American women as coders. Let’s change the world.”

And my way is probably wrong for our shared American future.

A $125,000 one time grant to help a PR challenged tech company redeem themselves probably won’t change the world. But standing up for what’s decent, for values larger than cash in the door, might just change philanthropy in this country.

I am making a gift of support to Black Girls Code. May they change the world, and may the rest of us working in non-profits learn from that example. What would it look like if we kept the courage of our convictions with every donor? We would lose some funding, surely, but what opportunities might come out way?

Is it time to try?

Posted in Philanthropy | 6 Comments

Raise Cash. Save Lives. Embrace the Major Gifts Buddy System.

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I was with a non-profit Executive Director not too long ago, who had this observation about building relationships with the organization’s key supporters, “I feel strongly that fundraising staff shouldn’t meet with our biggest donors, since they won’t stay around here anyway.” And so his solution was to keep his staff away from his donors.

Yikes.

I have said quite enough (and have the hate email to prove it) about relatively short tenures in the fundraising profession, but let’s examine this statement. The Executive Director is keeping all the key relationships close, going on calls by himself, doing the asking himself, following up by himself, and generally keeping his own counsel. That sounds like a recipe for failure. What happens when he leaves or gets hit by the subway?

Major gift fundraising is the most delicate dance of planning, listening, and boldly asking. It is also the ultimate team exercise, where bringing as many organizational assets to the table as possible is smart practice. Do you want your major gifts program to soar? I say, employ the Major Gifts Buddy System.

The Major Gifts Buddy System could not be simpler and works like this: virtually every donor or prospect visit should be staffed by two organizational representatives. Why?

  1. Fundraising is HARD. Spreading the work to multiple staff/board/program folks makes it easier, and much more fun. We need to do a better job spreading joy around our non-profits, encouraging each other and celebrating wins. Want to be the hero in your office? Take your CEO along for a slam dunk sponsorship renewal. Let her walk out with the check or signed agreement. Everyone is going to be happy.
  2. Fundraising is about LISTENING. We all hear things differently, and make daily judgements and biases based on our own experience. A two person visit means the organizational will be much more likely to hear what the donor or prospect is actually saying, instead of what we want/hope/wish to hear. And I think it is okay for one of the two to take notes while you talk.
  3. Fundraising is SCARY. Many CEOs are brilliant at discussion specific programs and the vision behind a strategic plan. They can often get hung up on the Ask itself. By partnering with a staff fundraiser, someone can be ready to circle back to the Ask if the conversation drifts off. Someone Asking is always better than no one asking.
  4. Donor relationships must be institutionalized for follow up and posterity. I am nervous whenever a CEO or ED goes and meets with a key donor to discuss something important without a staff member along. Why? Who is going to take notes about the conversation and follow up? Who is going to make sure that a promised next step is planned and accomplished? We drop the ball too often in fundraising. A two person call prevents that.
  5. Two person calls are a perfect way to engage volunteers. Board members generally have the best of intentions. They want to help you raise money, but they don’t know where to begin. By bringing board members and fundraising volunteers along for a carefully planned conversations with donors and prospects, we model behavior. We teach by doing. We build confidence. We win.
  6. The Buddy System is even better way to grow your own staff fundraising talent. I am a huge believer in the development of fundraising staff. Your entry level annual giving person can only grow and mature through the opportunity to see senior staff in action, meet donors, and to learn first hand relationship fundraising. Your organization will save a lot of cash down the road by promoting from within as staff turnover inevitably happens. I like to see the CDO and CEO spend time in the field with as many fundraising staff as possible, bringing them out to donor visits (where appropriate) as an investment in human capital. What better way to inspire confidence?
  7. You can engage program staff in a useful way. The Holder and Keeper of our missions in the program staff. They know the best stuff, and have the best stories. But we cannot send them out to meet donors solo. Instead, invite them to participate in donor and prospect interactions. You will be surprised by what happens. Even the most shy program manager can shine when discussing her work and the impact to clients. It can be magical.

Make your donor visits more joyful. Go in pairs. See brilliant results. Email me your success stories!

Posted in Cultural Entrepreneurship, Fundraising, Philanthropy | Tagged , , | 3 Comments

How (not) to Hire a Development Director

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Summer is always a hot time for hiring, as fiscal years wrap up and professionals look to make their next career moves, or are bounced out for not meeting expectations. This is a particularly challenging time to find fundraising talent, as we approach full employment, and well qualified candidates have lots of opportunity in front of them.

Much has been said about the relative professionalism of fundraisers and the constant turnover in our industry. Change will happen, and your non-profit will have openings. So, do yourself a favor and avoid these avoidable errors with your next fundraising hire. Your search will inevitably be a costly failure if you:

Ignore internal candidates: Hiring from outside is expensive and costs time and relationships. Is there someone internally you can promote, who is worthy of coaching and investment to grow into a real leader? This lack of imagination for growing internal talent is one of the biggest mistakes non-profits make. Consider, strongly, internal candidates for your next opening, and what support they might need to be successful.

Don’t put a premium on candidates who care deeply about your Cause. Almost everyone who works in non-profits cares specifically about the mission of their organization, except (too often) the fundraising staff. Look for qualified candidates who care deeply about your work, and not those who just want more money or less hassle then their current job.

Accept candidates who’ve moved three times in five years. Or more. The average tenure is 18 months for any fundraising job, but not for everyone. Why, then, do non-profits keep hiring these guys who bounce from job to job. What do you think is going to happen, that you are the One, at last? Forget it. Bouncers bounce. You will get burned again and again.

Put Higher Education experience as Holy and Sacred. There are many college fundraisers who are quite good, but so what? Are they worth the money? I don’t know. What I do know is that colleges and universities have gigantic engaged alumni bases and staggering resources to bring to fundraising programs. Does that mean that a couple of years of university fundraising experience makes your candidate viable for a CDO job of a complex program? Doubtful.

Make “who would I most like to have a beer with?” a deciding factor. This is so stupid as a consideration, and often what reinforces barriers of entry from marginal populations. We tend to have beers with people like ourselves, and if this is a factor, you are going being unfair. Drink beer with your friends. Hire qualified professionals for your fundraising programs.

Embrace Youth at the expense of competence and experience. I get that there is a youth movement underway, and it is a positive thing for the most part. But I also see organizations ignore experienced professionals in favor of attractive youngsters. This is a mistake.

Ask, “What is the biggest gift you’ve closed?” Of all stupid interview questions I’ve heard in my career, this is the stupidest. It has been asked of me in every single job interview since grad school. Major gifts take years to develop for the most part. Someone is going to be there to secure the gift. Compared with progressive management responsibility, a history of successful engagement of board members and community leaders, and the ability to communicate in person and in writing, closing a couple of fat gifts should matter little.

Don’t know what sort of leader you seek. This is where organizations fail so often, in not knowing what they seek to begin with. Do you need a Gift Closer, who will Lone Wolf all the giving, never visiting the office? Do you need a manager who will keep all the program elements moving along? Most fundraisers are good at one but not both of these things. One of the best bosses I ever had led a big staff and complex program, but was just bad in a room with donors. And because you don’t know what you want, you will hire the millennial university fundraiser with modest experience (but good looks), and pay them too much. You will enjoy chatting with them at cocktail parties. Until they quit.

Your next staff opening in the fundraising program is an opportunity, but only if you are thoughtful and realistic. Wonder Woman does not exist, and if she did, you could not afford her.

Posted in Philanthropy | 12 Comments

Towards a True Professionalism in Fundraising

I asked this question a year or so ago, and others are starting to ask as well, is fundraising a profession? Compared to accounting, with a similar emphasis on revenue, we cannot really say yes to that question. We lack the training standards, the professional development expectations, and the established best practices of a true profession.

Today if you call yourself a professional fundraiser, then you are a professional fundraiser, even if you work five different jobs in seven years. Heck, have someone pay you once for a side gig, and you can call yourself a Consultant.

Friends, this needs to change. The needs are too great, and the stakes are too high for our non-profits to keep up this shoddy and amateur status quo. As a new fiscal year begins, the time has come to embrace a new and true professionalism in fundraising.

The Professional Fundraiser shall:

Commit to Our Organizations. Fundraising is about relationships and impact over time. It is impossible to have meaningful results in 18 months. Major gift fundraising is an exercise in patience, love, and education. But far too many of us cannot help ourselves. We jump to the next thing at the earliest possible moment, for a little more cash, or because we stopped liking the Marketing Director, or got our feelings hurt at the Annual Meeting. When you leave for the next shiny dime, consider very carefully there is real consequence to your actions. Donor relationships are damaged and organizational credibility is diminished. All of us working in fundraising are a little less credible every time one of us jumps ships.

Show Ownership and Leadership. I have heard just enough of fundraisers whine about the goals given to them, and the board and executives who aren’t helpful. The whining must cease. I argue with Marketing staff from time to time, but they rarely blame others when sales goals aren’t met. Fundraising is everyone’s job – okay, fine. But it is the fundraiser’s responsibility to inspire effort and action from board members, committee members and executive staff leadership. It is our job to seek a path to a revenue goal, and to rally others to action. If not this, what?

Be Collegial. The last person who should pick any sort of fight in a non-profit is the fundraiser. Every dollar that fundraising staff get paid (and they are the highest paid non-executive staff members in most organizations) could be applied to programming – serving kids, serving the community, taking care of the exhibits, and so on. What that means is that you are the most expensive overhead of all. Be a partner to your program colleagues. Learn their names and their roles. Thank them for their efforts. Show them that overhead is worth it.

Look and Act the Part. Jeans on Fridays in the summer? Maybe. But not if you are spending time with Donors. You are the best paid staff members. Act like a professional. Dress like a professional. Don’t be sloppy, in person, on the phone, or by email.

Show Grace. I remain enthusiastic about our millennial colleagues, hard working and motivated in my experience (for the most part) but this is a group too quick to be offended, to take exception, to hold a grudge by day to day interactions and inevitable conflicts. This won’t do. Fundraising is as much art and science. We made bad decisions and we use bad judgment. Accept responsibility when you screw something up. Forgive others when they do the same.

Get Out of the Office. Go. Don’t eat lunch at your desk. My goodness. If you want to play around with computers all day, go learn machine code. It pays better.

Seek out Mentors. It is unfortunate that learning from experienced professionals is increasingly uncommon in our industry. Is is shameful, really. The internet is a delight. College is fun. But you can learn more from a good mentor in this business than in any other way. Like masonry or car sales, one learns fundraising by doing, through experience. This is a dated notion in our late era America I know. Seek a mentor, and your career will benefit.

Put the Donor First. Most of the challenges our organizations are having in retaining donors is due to simple application of stewardship. Are you talking to donors every day to say thank you? Are you engaging them before you ask them for things? Are you increasing your donor’s interest in your programs through personal engagement?

Ask, Without Apology. As much as I admire the ideals of “Philanthropy” our job is to engage, to steward, and to ask. It isn’t complicated. Asking is hard – that is why organizations hire someone to do it. They hired you. Ask – some will say “no” and that’s okay. Some will say, “Not right now” and that’s okay. Many will say “yes” and the world will change. That’s worth the fear.

We can advance our work. We can show pride. We can become, at last, a Profession.

 

Posted in Philanthropy | 3 Comments