I’ve seen board members bristle at the mention of “moves management.” I get it. It is an easily misunderstood term. Donors, including board members, aren’t chess pieces to be moved around. The concept of thinking through how to accompany a donor, or prospective donor, from where they are now to the point where they are best prepared to receive the invitation you want to extend to support your organization – that is a necessary and time-tested concept to further your mission and their philanthropy. Seen as it is intended to be seen, moves management is not manipulative but instead an
“Fundraising is all about relationships.” We hear that so often, the words tend to go in one ear and out the other. You mean to say, fundraising isn’t about data? Analytics? Benchmarking? Crowdfunding? (I’m trying to think of the word or phrase of the moment here.) Nope. Fundraising is all about relationships. For the next few posts on The Weekday Blog, let’s take a look together. We can start with a story of two deep, personal relationships one institution shared with an amazing couple. Sam was co-chair of my very first capital campaign. It took a real leap of faith
We talk a lot about “impact investing” in advancement. If you really want to know what impact investing is all about, here you go. The development director was walking down the hall when a member of his team stopped him. “Here, you should see this.” The staff member handed him a flyer with the headline: “Help Send the Students in Our Children’s Program to Their Prom” Students in the Children’s Program were profoundly disabled. The flyer explained the older students deserved a prom at the end of the school year just like teens in other schools. There were two columns
Proactive. Reactive. That’s the difference between your approach to bequest marketing and other types of planned gifts. We find gentle, but consistent ways to invite our donors to remember our organization in their will or estate plan because that’s where 85% or more of all planned gifts come from. (I just read today about the priest who left Loras College $3.2 million – in his will. Congratulations to them!) Extending that invitation, reminding your donors of the impact their bequest can have, is a simple and time-effective process that everyone can do. Other types of planned gifts, you want to
Jim Nabors. Gomer Pyle. Is there a fundraising lesson there? You betcha. The Indianapolis 500 is this weekend and for those of us who can’t be there, it is really not the same since they abandoned radio for a television broadcast. The sheer artistry of the five radio announcers, painting a picture for the listener as they “sent” the lead car around each turn on the final lap toward the checkered flag. It was thrilling. When Jim Nabors finished his run as Gomer Pyle he retired to Hawaii, bought a huge piece of land and became a macadamia nut farmer.
85% of all fundraisers are clueless about, or intimidated by, planned giving. That may not be spot on but it’s close. What a shame. 85% of all planned gifts made every year come from plain old wills and bequests. Simple. Easy to understand. Gifts from the donor’s will, planned for now, to be made in the future, are so easy to understand, that’s why donors love them! And use them. Far more than any other planned gift vehicle that you pretty much don’t need to worry about. Because if you focus on inviting your donors to remember your organization in
“There are no shortcuts to planned giving.” I cringed when I saw that. That tweet only serves to perpetuate the myth that planned giving is a secret land unreachable to most fundraisers. The truth? 85% of all planned gifts made in America today are plain old bequests that donors included in their will or estate plan. They did so because remembering a cause dear to them in their will is simple. They understand it. So can you. What have we established so far? Two things. If you focus on inviting your donors to remember your organization in their will you
The fundraiser was feeling frisky one day. He was certain his school raised more money each year than any other school in their network around the country. He set out to confirm his suspicions. The first call was to New York. Did they raise more money? “Nope.” The fundraiser smiled. Cleveland. “Not us.” Los Angeles. “Good for you! Not us, for sure.” The fundraiser started feeling cocky. Three more calls, and he was almost there. Then he called Cincinnati. “It’s not us but it’s not you, either.” “You’re kidding! I was sure! Who, then?” “Red Cloud Indian Mission School in
Are you afraid of planned giving? Many development officers are. It’s the “Great Unknown” of our profession and, well, we just don’t want to go there. Let’s write another grant request, make another visit, or plan another event.
Many of these same concepts can be applied to preparing the budget of the overall nonprofit organization. [bctt tweet=”Cost of fundraising as a percentage of your gift income goal will yield your total development budget for the year.” username=”TheWkdBriefing”] Number One: Income First! The biggest mistake we can make in preparing our budget is doing the expense side before we establish our income goal for the year. The well-run shop knows it must live within its means. Make a chart listing your primary sources of gift income; direct mail, grants, events, major gifts, etc. Assign a goal to each gift