Category: Finance

1. Making Your Nonprofit Conference A Special Event
by Natalie Lewis

We in the nonprofit sector attend (and often arrange) our fair share of conferences; and, how many times have we walked thru an exhibit hall door and thought, “This place looks exactly like most of the other (boring) exhibit halls I’ve seen.”

When was the last time you went to a conference, walked into the exhibit hall and were pleasantly surprised that it looked new, different or interesting?

The old format of long rows of booths or six-foot tables is being replaced with some real imagination and creativity. Exhibitors are sharing space with cafes and other street scenes including park benches and a coffee bar. Attendees are following walking paths that curve and bend and lead to a cluster of exhibitors or a sound stage or an author’s corner.

Gone is the boredom that hit you at the door when you looked out and saw a mass of booths and tables with water stations. Instead, you can now see a village with storefronts, cafes, lounge areas, and of course, the vendors … who are happy to see people (potential buyers) visiting and revisiting the area. Sales/contacts are up, vendors feel loved, and they’ll want to come back. What could be better?

Strolling through the exhibit hall has become an activity beyond purchasing or learning about new products. There is more time to network and grab a cup of coffee or a sandwich. It is a place to which you want to return, many times, before the conference is over. It is a happening, and a destination.

We recently did a conference and turned the exhibit hall into a village with space for vendors, cafes and some intimate learning sessions over continental breakfast. The exhibitors were thrilled with the new model and the increased traffic, while the attendees (repeatedly) found themselves checking out the village to see what was going on.

Keep your vendors happy; show others that they could really benefit from being one of your conference exhibitors, and there will be more vendors who will be wanting to “sign up.” Would you object to having those additional vendor fees ??

Just because “we’ve always done it the way we’ve done it,” doesn’t mean we should continue with the same-old-same-old. It is always time for a change. Your attendees and vendors will thank you for the redo!

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Have a comment or a question about creating
or expanding your special event?
Ask Natalie.
With over 30 years in conference and event planning,
she can help you turn your vision into reality.
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Look for Natalie’s ebook on Special Events.
It’s part of
The Fundraising Series of ebooks
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
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2. Your CFC Ambassadors
by Bill Huddleston

Where the basic definition of ambassador refers to the relations between countries, the definition, in its broad sense, more accurately fits everyone associated with a non-profit. All are, in some way, actual representatives of your organization. Hopefully, they are “ambassadors” of goodwill.

Since everyone associated with your non-profit (paid staff, volunteers and board members) will talk to others about “their” organization, do you make sure they have the proper/appropriate training and orientation?

In many instances, the training program you have for your volunteers may be the most important training program you have. Why? Because the volunteers don’t sit in on staff meetings or receive the staff-mail messages; and, with the exception of your board members, they are not at board meetings. So, they may be getting a more limited view of your non-profit than is ideal for your “ambassadors.”

What is the relationship between the paid staff and the volunteer staff? Obviously, in some non-profits it’s great, while in others, it’s dismal.

Obviously the first-step is to have a great non-profit, with a compelling mission and a dedicated and passionate staff. But that’s still not enough, once you’ve taken care of those basics, how are you going to tell your stories? Through your people, and “your people” includes everyone who’s associated with your organization.

This does not mean that everyone should be empowered to talk to a reporter who calls, far from it.

You need to have controls and procedures in place for that circumstance, but you also want to let your dedicated volunteers know what the top three priorities are for the year, and how they are helping “their” non-profit achieve them!

In our next couple of CFC postings, we’ll look at some ways to assess your CFC effort as part of your non-profit’s overall sustainability program.

Resources:
http://www.pointsoflight.org/signature-events/national-volunteer-week
http://www.pointsoflight.org/sites/default/files/resources/files/nvw_celebrate_service_resourceguide10jan13.pdf
Global Youth Service Day GYSD.org April 11-13, 2014

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During his 25-year career in the Federal sector, Bill Huddleston, The CFC Coach,
served in many CFC roles. If you want to participate in the Combined Federal
Campaign, maximize your nonprofit’s CFC revenues, or just ask a few questions,
contact Bill Huddleston
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Have you heard about
The Fundraising Series of ebooks.
They’re easy to read, to the point, and inexpensive ($1.99-$4.99)
=-=-=-=-=-=-=-=-=-=-=-=-=-=

If you would like to comment/expand on either-or-both of the above pieces, or would just like to offer your thoughts on the subjects of this posting, we encourage you to “Leave a Reply.”

Because of the time-sensitivity of the first article, we’ve moved the postings on “Events in Private Homes” to April 9.

1. The CFC and Leverage: National Volunteer Week & Global Youth Service Day
by Bill Huddleston

This year is the 40th anniversary of National Volunteer Week, and this year it runs from April 6-12th.

The lead sponsor is the Points of Light organization, and the number of non-profits participating with special events, recognition events, service projects and publications during that period has grown exponentially since its inception.

April is full of opportunities for volunteers. There are many service projects and recognition events that take place during the month – including National Parks Day, Earth Day celebrations and workshops, and Global Youth Service Day.

Global Youth Service Day was established in 1988, and this year it is April 11-13th, overlapping with the National Volunteer Week. It is celebrated in 135 countries, making it the single largest service event in the world.

Why do these two celebrations matter to you as a CFC non-profit? Leverage !!

Whether taken singly or together, they offer opportunities for your non-profit to participate in nationally recognized celebrations, get some of your mission related work done, and increase your non-profit’s visibility in your community.

In any media releases, website notices you produce, just include your CFC code number as part of the standard information about your organization.

Both the National Volunteer Week and the Global Youth Service Day websites have resource manuals with sample press releases, guides to using social media for your events, and logos and other tools that can be used by your organization as a participant. Their links are at the end of this post.

Because these events are nationally known, the media is looking for stories about both.

In earlier posts, I wrote about the value of creating a “culture of philanthropy” in your non-profit; and, as I’ve been working on how to best convey this concept to board members, staff and volunteers, the word that I believe encapsulates this goal is “ambassador.”

Resources:
http://www.pointsoflight.org/signature-events/national-volunteer-week
http://www.pointsoflight.org/sites/default/files/resources/files/nvw_celebrate_service_resourceguide10jan13.pdf
Global Youth Service Day GYSD.org April 11-13, 2014

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See “Your CFC Ambassadors” — next Wednesday
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During his 25-year career in the Federal sector, Bill Huddleston, The CFC Coach,
served in many CFC roles. If you want to participate in the Combined Federal
Campaign, maximize your nonprofit’s CFC revenues, or just ask a few questions,
contact Bill Huddleston
=-=-=-=-=-=-=-=-=-=-=-=-=-=
Have you seen
The Fundraising Series of ebooks.
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
=-=-=-=-=-=-=-=-=-=-=-=-=-=

2. Building Blocks Of Direct Mail
by Jonathan Howard

Direct mail success depends on the interplay of three factors:
•  The Creative
•  The Offer
•  The List

The Creative part of your approach, the written message and supporting graphic design, should use every piece in the mailing, from the outside of the envelope to the return envelope you’ve enclosed. Every word and picture, tells part of a story designed to move the reader toward one very specific action – a donation. If it doesn’t help, it hurts.

The concept of your Offer, what you will provide to the “buyer” on what terms, comes from commercial marketing and often creates confusion on the fundraising side. “Buy one, get one free,” is a very familiar and successful sales offer that appeals to our self-interest.

In fundraising, the offer is less about what you’ll do for the donor and more about what you’ll do with the donor through their contribution: “Together, we’ll find a cure!” We offer donors emotionally satisfying opportunities to express their values and their humanity, we don’t offer them stuff.

The List refers is the set of individuals who will receive a specific mailing. One message does not fit all. Effective fundraisers use segmentation to create sub-lists of people with shared characteristics and send mailings tailored to each group’s interests and past behaviors.

For instance, always use separate mailings for “current” donors (e.g. those who gave in the prior 12 months) from mailings to people who have never given and those who have not given for some time.

A renewal mailing focuses on thanks and building a deeper relationship with existing donors. A donor acquisition mailing (a mailing targeted at winning first time gifts) must spend more time on making the whole case for your organization and persuading readers to do something they’ve never done before.

As noted in my last post, if we mail 10,000 letters requesting first-time donations and get 40 checks back, we’ve had a response rate of .4 percent. Appeals to past donors usually do much better, with response rates of 10 percent, 20 percent or more.

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Jon has more than 25 years in the nonprofit sector,
helping nonprofits develop successful direct response strategies and effective donor communications.
You can contact Jon at Jonathan Howard
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Have you seen
The Fundraising Series of ebooks ??
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
=-=-=-=-=-=-=-=-=-=-=-=-=-=

If you would like to comment/expand on either-or-both of the above pieces, or would just like to offer your thoughts on the subjects of this posting, we encourage you to “Leave a Reply.”

1. Proposed Changes to CFC Regulations Update: How You Can Help Save the Combined Federal Campaign – Part II
by Bill Huddleston

As I mentioned, last week, even after the Congressional Hearing, there has been no public response from the OPM staff to the concerns raised about the proposed regulations.

What does that mean?
Having worked in-and-with bureaucratic organizations for over 25 years, I understand that a bureaucracy’s first reaction in a controversy is often to deny it. That’s what OPM is doing; they are refusing to acknowledge that they have screwed up big time.

What’s the likely next step?
The bureaucrat’s second reaction is often anger; and, coupled with denial, the likelihood is that OPM will publish the proposed regulations with minimal changes to their original publication. Those in the know estimate that this is likely to occur in late winter or early spring.

What can you do to help save the CFC?
Here are three steps you can take that can have significant impact on the future of the CFC.
1. If you are currently in the CFC, record what it means to you and your organization in terms of unrestricted revenue, and the impact it has had on your non-profit’s ability to meet its mission.

2. Write a letter or call the office of the new Director of OPM, Katherine Archuleta, outlining your concerns.

3. Call your Congressman and Senators and ask why OPM is trying to damage the CFC beyond repair at a time when so many people need the services provided by the CFC charities.

An important point to make is that OPM did not follow the recommendations of the CFC-50 Commission, which was chaired by two former members of Congress, Tom Davis and Beverly Byron.

With the CFC being the single largest source of unrestricted funds for non-profits in the USA, the proposed regulations will harm many CFC charities (particularly the smaller ones) and the people they serve.

As we learn of specific proposals we will keep you informed, and we thank you, in advance, for taking part in the fight.

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During his 25-year career in the Federal sector,
Bill Huddleston, The CFC Coach,
served in many CFC roles. If you want to participate in the Combined Federal
Campaign, maximize your nonprofit’s CFC revenues, or just ask a few questions,
contact Bill Huddleston
=-=-=-=-=-=-=-=-=-=-=-=-=-=
Have you seen
The Fundraising Series of ebooks.
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
=-=-=-=-=-=-=-=-=-=-=-=-=-=

2. How Do You Deal with Grant Deadlines?
by Jayme Sokolow

Deadlines are to proposal professionals as water is to fish. They are the lifeblood of our profession. Dealing with them effectively will make a big (positive) difference to your emotional well-being, and to your professional career.

Valerie J. Mann has written a very informative article about “How to Deal with Deadlines” in the most recent Journal of the Grant Professionals Association (Fall 2013).

I combine her advice with my own in the following list:

• Work backwards from the due date to set deadlines for all the major steps that need to occur. Display this visually on a calendar that is distributed to the proposal team and senior management.

• Set your final deadline several days before the published deadline for submitting your proposal, and remember to factor in final proofing and production time.

• Make your assignments to proposal team members very specific. The more specific the assignments, the greater the likelihood the deadline will be met.

• Follow up with team members on an ongoing basis to ensure that they are, and will be, meeting their deadlines.

• Make sure that key members of the team will be accessible during the final critical five days before the due date.

• If you have problems meeting certain deadlines, tackle the most stubborn and most important ones first.

• Be honest with senior management and don’t be afraid to ask for additional resources, such as consultants and outside experts, to address specific portions of the proposal.

• Pace your proposal team and avoid draining their energy, especially toward the end of the process. Encourage work breaks, the lack of which leads to lower productivity.

Deadlines should be the proposal professional’s best allies, not their worst nightmares. Planning on how to meet deadlines will not only ensure timely proposal submission, but will make the process easier for you … and for your colleagues.

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Dr. Jayme Sokolow, founder and president of The Development Source, Inc.,
helps nonprofit organizations develop
successful proposals to government agencies
Contact Jayme Sokolow..
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Look for Jayme’s ebook on
Finding & Getting Federal Government Grants.
It’s part of
The Fundraising Series of ebooks
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
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If you would like to comment/expand on the either-or-both of the above pieces, or would just like to offer your thoughts on the subjects of this posting, we encourage you to “Leave a Reply.”

1. Using Statistics Accurately/Effectively in Your Grant Proposals
by Jayme Sokolow

Statistics in grant proposal can be used or abused. However, there are steps you can take to use numbers accurately, and in ways that promote understanding.

As Darrel Huff has argued in his hilarious classic, How to Lie with Statistics (1954), now back in print, the “secret language of statistics, so appealing in a fact-minded culture, is employed to sensationalize, inflate, confuse, and oversimplify.”

To study the lively art of statistical misuse and manipulation, I recommend that you visit the Web site of the Statistical Assessment Service (www.stats.org), a nonprofit organization that examines the ways in which quantitative research is used by the media. According to STATS, statistical confusion and inaccuracy are thriving in the United States.

In a grant proposal, however, numbers serve one purpose – to help convince reviewers that we are best qualified to be awarded a contract. In other words, proposal statistics primarily function as part of a persuasive argument to demonstrate that we are highly experienced and qualified.

Numbers augment our authority and expertise by making us appear “scientific,” rigorous, and credible, whether those numbers are real, false, or misleading !!

There are two ways of using numbers in proposals that should be avoided. First, as Huff has argued, non-randomized and small samples are the two most common causes for statistical inaccuracy; and, in large data sets, mistaking correlation for cause is a frequent error.

To avoid those common errors, you should take pains to accurately describe your samples, and you should be extremely cautious about drawing conclusions that are not supported by the data.

It would be of great help to your proposals to make accurate pictorial and numerical representations of your data a top priority.

The best approach to win the confidence of reviewers and construct more compelling arguments in your proposal, is to use numbers clearly, accurately … and with a strong sense of caution.

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Dr. Jayme Sokolow, founder and president of The Development Source, Inc.,
helps nonprofit organizations develop
successful proposals to government agencies
Contact Jayme Sokolow..
=-=-=-=-=-=-=-=-=-=-=-=-=-=
Look for Jayme’s ebook on
Finding & Getting Federal Government Grants.
It’s part of
The Fundraising Series of ebooks
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
=-=-=-=-=-=-=-=-=-=-=-=-=-=

2. Introduction To Planned Giving – Part Two
by John Elbare

Last Week I said that, “Most planned gifts are easy to understand, easy to explain to donors, and easy to set up.”

Now you might say, “That’s all good, but I just don’t have time for planned giving.” If you go that route, you will be leaving a huge amount of money on the table, money that may very well go to some other organization.

Planned gifts tend to be very large. They average about $50,000 each. For many donors, over 90% of their lifetime giving will be donated from their estates. Why miss out on that?

Why go through all that hard work of acquiring new donors, cultivating them into loyal annual donors, and then failing to ask for the big payoff? If you do not have the time to do that, your time is not being well spent.

Often the “ask” for a planned gift is simple and straight-forward. You are simply suggesting to your most loyal dedicated donors that they consider an end-of-life gift. Many will, but only if you ask. It does not require much time, but it does need your attention and effort.

This series of postings on planned giving will show you how to identify your likely planned gift donors, how to approach them to discuss planned gifts, the many types of planned gifts, and how to help donors with their gift arrangements.

As the famed anthropologist Margaret Mead once told her fellow faculty members at Columbia University, “If you can’t explain your work to the average 12-year-old, you are not communicating clearly.” As we work through the topic of planned giving together, that will be my yardstick. If anything is not crystal clear, please let me know right away, so I can make it so.

I hope you’ll watch for each of my postings … with information that will make you a much more productive fundraiser, and help you help your organization enjoy a more assured financial future.

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John Elbare, CFP, has spent the last 30 years helping non-profits raise more money
through large, planned gifts. He shows them how to add
an effective planned giving strategy to their current fund raising effort
without a lot of extra expense or staff.
You can contact him at John Elbare, CFP .
=-=-=-=-=-=-=-=-=-=-=-=-=-=
Have you seen
The Fundraising Series of ebooks?
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
=-=-=-=-=-=-=-=-=-=-=-=-=-=

If you would like to comment/expand on the either-or-both of the above pieces, or would just like to offer your thoughts on the subjects of this posting, we encourage you to “Leave a Reply.”

1. Introduction To Planned Giving – Part One
by John Elbare

If you have been involved in fund raising for any length of time, you have heard about planned giving, which, at first glance, may seem highly technical and downright geeky.

You may have heard others say things like “We’re not ready for planned giving,” or “Planned giving too is difficult to understand.” These are common misperceptions.

Contrary to what you may have heard, you’re probably ready for planned giving – Right Now!! And, even better, you can easily understand planned giving, including the parts that are most important for raising planned gifts.

Since there is so much misunderstanding, here’s my definition:

Planned giving is the process of planning charitable gifts so that a donor can maximize the impact of a donation to the cause they support through the skillful use of tax advantages or by deferring the gift until after death.

Although some planned gifts involve the transfer of non-cash assets during life, most planned gifts are end-of-life gifts. This is when a donor arranges to leave your organization a gift after s/he has passed away.

I’ sure you’ll agree that’s easy to understand. My job, in this ongoing series of blog postings, is to help you understand how planned giving works, why it’s important for your organization, and how to talk with your doors about planned gifts.

You can be a very productive planned gift fundraiser without ever getting into the weeds with the technically complicated gift plans. Sure, there are amazingly intricate things like charitable lead trusts and family limited partnerships (hope that didn’t make your eyes unfocus), but they account for only a tiny fraction of all planned gifts.

Most planned gifts are easy to understand, easy to explain to donors, and easy to set up.

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Watch for Part Two of this Introduction to Planned Giving
Next Wednesday
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John Elbare, CFP, has spent the last 30 years helping non-profits raise more money
through large, planned gifts. He shows them how to add
an effective planned giving strategy to their current fund raising effort
without a lot of extra expense or staff.
You can contact him at John Elbare, CFP .
=-=-=-=-=-=-=-=-=-=-=-=-=-=
Have you seen
The Fundraising Series of ebooks?
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
=-=-=-=-=-=-=-=-=-=-=-=-=-=

2. A “Mission (Statement) Impossible”
by Tony Poderis

A neighbor dropped by to show to me a mailing he had gotten from his church. Knowing my background in non-profits, he asked what I thought of the new Mission Statement, which he had been asked to evaluate.

It was mailed to all members of the congregation seeking their feedback. He was unsure which box to check regarding his reaction to the Mission Statement – the choices ranged from “Strongly Agree,” to “Strongly Disagree.

The Mission Statement read as follows:
(Church Name) is God’s Community committed to:
•  Worship which inspires
•  A welcome-to-all atmosphere
•  Services and programs earnestly presented
All for building the Kingdom of God

Which box would you check? My neighbor seemed to turn pale when I urged that he check the “Strongly Disagree” box.

I was emphatic in stating that every nonprofit organization’s Mission Statement needs to cite clearly Its Reason For Being – why it exists. It must state the positive difference it makes to its stakeholders, its beneficiaries.

My neighbor agreed that those imperatives were not satisfied in the Mission Statement he was asked to evaluate.

Further, he concurred with me that the Mission Statement’s declaration of the three initiatives committed to be carried out, suggested more of an intention of simply doing things. They are activities – activities which are admirable, but impossible to quantify.

There is action suggesting the means, the methods, but not the desired ends.

I asked him, “How does the new Mission Statement assure you that there will be a positive and clear effect on your life, that of your own family, that of the other parishioners, their families, the parish as a whole, and the community in general?

In other words, I asked, “What do you get out of it?” He had no answer.

So I gave him my version of what I believed the Mission Statement should be, and he told me that he would give my critique to his Parish leaders.

Following is my recommendation, and I believe it does embody the church’s “Reason For Being.” It does not focus on the “means,” but makes clear, the “Ends.”

What do you think?

The Mission of (Name of the Church), with its commitment to Inspiring Worship, Enthusiastic Welcoming, and Earnest Service, is to ensure that its community of worshipers will gain, grow, and maintain their faith, truth, strength and fellowship in God’s Kingdom.

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Have a question or comment about the above posting?
You can Ask Tony.
There is also a lot of good fundraising information on his website:
Raise-Funds.com
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Have you seen
The Fundraising Series of ebooks ??
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
=-=-=-=-=-=-=-=-=-=-=-=-=-=

If you would like to comment/expand on the either-or-both of the above pieces, or would just like to offer your thoughts on the subjects of this posting, we encourage you to “Leave a Reply.”

#1. Direct Mail, Direct Response: An Introduction
by Jonathan Howard

In the internet age, with a host of easy, cheap and fast electronic media from which to choose, why do major national charities still spend the time and money to request charitable donations by mail?

Because it works for them.

But will it work for you? There’s really only one way to find out: try it. But before you jump in, take some time to understand the shared language and tools of direct mail.

I can’t promise that your mail program will be a success. But I can share some proven concepts and techniques to give you the best possible chance of making direct mail an effective fundraising strategy for your organization.

It’s all about response
The term “direct mail” means that we expect consumers to respond directly to our mailing in some planned way.

Direct mail is one branch of the mighty river of “direct response marketing,” also called “direct marketing” or just “DM.” DM includes telephone sales, email solicitations, online pop-up ads, and those indefatigable TV pitchwomen on the QVC network … among many other forms.

Direct response selling asks consumers to take immediate action: “Click here.” “Call in the next 15 minutes.” “Do it now.”

We measure direct marketing success primarily through the “response rate” or percentage of people we’ve solicited who take the action we ask of them.

For instance, if we mail 1,000 letters requesting first-time donations and get 40 checks back, we’ve had a response rate of 4 percent. If we send 10,000 emails and get 40 first-time donations, our response rate is 0.4%.

Response rates vary a lot depending on the audience, the quality of the mailing, the season and many other factors. Most mailings seeking first-time donations have response rates of less than one percent. Appeals to past donors usually do much better, with response rates of 10 percent, 20 percent or more.

Fundraisers still rely on direct mail fundraising, versus email fundraising, because mail response rates generally are 10 to 30 times higher to comparable target groups. That persistent response advantage for mail can offset the higher cost of printing and postage; and, mail donors typically give more than online donors and may be more loyal in terms of repeat gifts.

Taking these factors together, direct mail fundraising continues to be a cost-effective strategy for many nonprofits, large and small. And it can work for you.

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See the next posting on Direct Mail on March 26.
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Jon has more than 25 years in the nonprofit sector,
helping nonprofits develop successful direct response strategies and effective donor communications.
You can contact Jon at Jonathan Howard
=-=-=-=-=-=-=-=-=-=-=-=-=-=
Have you seen
The Fundraising Series of ebooks ??
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
=-=-=-=-=-=-=-=-=-=-=-=-=-=

#2. Proposed Changes to CFC Regulations Update: How You Can Help Save the Combined Federal Campaign – Part I
by Bill Huddleston

The summer was the last time there was reaction to the proposed changes to the CFC regulations. That was when the outcry from the non-profit community resulted in the July Congressional hearing about the impact of the regulations as proposed by OPM.

It would be worth your time to watch the testimony — link to the hearing.

At the time, OPM was without a permanent director. John Barry had resigned and the confirmation of Katherine Archuleta, who had been appointed in May, was bogged down … along with everything else in Congress. Finally, on November 4th, Ms. Archuleta was sworn in, becoming the first Hispanic director of OPM.

All of this is background to the fact that, despite thousands of comments (almost all negative) and the Congressional hearing, there has been no public communication from OPM about the proposed changes to the CFC.

It’s likely that the proposed changes would gut the program, and hit small charities (local, national and international) particularly hard. To see my analysis of the proposed regulations, click on the following link: Analysis of the proposed changes

What’s Likely To Happen Next?
Since OPM proposed the regulations, two major events have occurred. One being the confirmation of Ms. Archuleta, and the second being the public response from the OPM staff to the concerns raised about the regulations as proposed — with the exception of the Congressional testimony (by the former head of the CFC office, not by the current position holder) there has been NO public response.

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See Part II of this piece on March 19.
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During his 25-year career in the Federal sector,
Bill Huddleston, The CFC Coach,
served in many CFC roles. If you want to participate in the Combined Federal
Campaign, maximize your nonprofit’s CFC revenues, or just ask a few questions,
contact Bill Huddleston
=-=-=-=-=-=-=-=-=-=-=-=-=-=
Have you seen
The Fundraising Series of ebooks.
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
=-=-=-=-=-=-=-=-=-=-=-=-=-=

If you would like to comment/expand on either-or-both of the above pieces, or would just like to offer your thoughts on the subjects of this posting, we encourage you to “Leave a Reply.”

And welcoming the two new members of our writing team, Jon Howard & John Elbare

February 26:

Direct Mail, Direct Response: An Introduction
by Jonathan Howard

Beginning a series of postings … Starting with: Why do major national charities still spend the time and money to solicit charitable contributions by mail ? Will it work for you ??

February 26:

You Can Help Save the Combined Federal Campaign – Part I
by Bill Huddleston

The outcry from the non-profit community resulted in the July Congressional hearing about the impact of the proposed OPM regulations. So, what’s next ??

March 5:

Introduction to Planned Giving – Part I
by John Elbare

Here begins a basic education about planned giving … defining, in easy to understand language, some of the terms; and, over a period of time, helping you get a grasp on how your organization can make planned giving work for you.

March 5:

A Mission (Statement) Impossible
by Tony Poderis

Every nonprofit organization’s Mission Statement needs to cite clearly Its Reason For Being, and must state the positive difference it makes to its stakeholders/beneficiaries … for example….

March 12:

Using Statistics Accurately/Effectively in Your Grant Proposals
by Jayme Sokolow

Statistics can be used or abused, especially in grant proposals. However, there are steps you can take to use numbers accurately, and in ways that promote understanding.

March 12:

Introduction to Planned Giving – Part II
by John Elbare

Continuation of the introduction to planned giving … defining, in easy to understand language, some of the terms; and, helping you get a grasp on how your organization can make planned giving work for you.

March 19:

You Can Help Save the Combined Federal Campaign – Part II
by Bill Huddleston

A bureaucracy’s first reaction in a controversy is often to deny it. That’s what OPM is doing; they are refusing to acknowledge that they have screwed up … big time.

March 19:

How Do You Deal with Grant Deadlines?
by Jayme Sokolow.

Deadlines are to proposal professionals as water is to fish. They are the lifeblood of our profession. Dealing with them effectively will make a big (positive) difference to your emotional well-being, and to your professional career.

March 26:

Events In Private Homes: Part I
by Hank Lewis

There are four basic purposes for such an activity … and the recognition/realization of the need for (the purpose of) a specific type of event, should be the first issue for consideration.

March 26:

Building Blocks of Direct Mail
by Jonathan Howard

Direct mail success depends on the interplay of three factors….

April 2:

Making Your Nonprofit Conference A Special (Fundraising) Event
by Natalie Lewis

When was the last time you went to a conference, walked into the exhibit hall and were pleasantly surprised that it looked new, different or interesting? Design your exhibit hall so that vendors will want to pay you to participate.

April 2:

Events In Private Homes: Part II
by Hank Lewis

Education, Cultivation & Stewardship – What can/should happen at an event in someone’s home.

April 9:

How Many Development Staffers Do We Need to Attain Our Fundraising Goals?
by Tony Poderis

I’ve often been asked about a formula/guideline for determining the number of development staff needed relative to an organization’s fundraising goals? My reply….

April 9:

Events In Private Homes: Part III
by Hank Lewis

Asking attendees to write a check … at an event in someone’s home. Should you or shouldn’t you ?? It all depends.

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Have you seen
The Fundraising Series of ebooks.
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
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#1
We’re All in This (Proposal) Together!
by Jayme Sokolow

Sybil F. Stershie, president of Quality Services Marketing, tells her clients that there are three important points that organizations should learn. “One, mission matters. Two, the people behind the mission matter. And three, passion for the mission can’t be taken for granted.

Once engaged doesn’t mean always engaged.” She recommends three approaches to develop committed and satisfied employees. I will add a fourth element and apply them to proposal development:

• Proposal teams must feel connected to the organizations that employ them.
• Proposal members must feel connected to fellow team members.
• Permanent staff and consultants must feel connected to each other.
• Proposal teams must involve young people if they want them to stay, learn, and advance in their professions

The alternative to a proposal-generating environment that embraces these four elements is a destructive process that begins with the inability to build successful proposal teams and ends with people leaving because they do not feel connected.

That is not a staffing problem. It is an organizational problem.

Find ways to connect everybody in your proposal team and you are more likely to produce competitive proposals. It may not be easy, but it is simple.

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Dr. Jayme Sokolow, founder and president of The Development Source, Inc.,
helps nonprofit organizations develop
successful proposals to government agencies.
Contact Jayme Sokolow.
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Look for Jayme’s ebook on
Finding & Getting Federal Government Grants.
It’s part of
The Fundraising Series of ebooks
They’re easy to read, to the point, and inexpensive ($1.99-$4.99)
Order Jayme’s Book on Federal Grantsmanship before February 14,
and get $1.00 off the sales price – use coupon code JA55U
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#2
The Ethics of Percentage-Based Compensation for Grant Writers – Part II
by Lynn deLearie.

So, it is very clear that fundraising professional ethics do not allow percentage-based compensation, but WHY not? Why is this so strongly discouraged?

I did more research on the AFP website^D and found the three primary principles underlying the AFP standard:
1. “Support for a nonprofit organization in any form is a voluntary action for the public benefit.
2. The seeking or acceptance of charity revenues should not result in the personal benefit of any employees, contractor, or representatives of a charitable organization.
3. Donor attitudes can be unalterably damaged in reaction to undue pressure and the awareness that a commission will be paid to a fundraiser from his or her gift, thus compromising the trust on which charity relies.”

I think the most relevant point – and perhaps most compelling for your prospective nonprofit client, is related to donor trust, especially with foundations as the donor.

The vast majority of foundations are aware of and subscribe to the ethical strictures banning commission/percentage compensation. Since grant applications specify for what the funds are needed, and grants are awarded for the uses specified in the grant applications, should grantors learn that a percentage of their funds was used for purposes other than those agreed to by “contract,” the grantor could demand the return of some or all of the grant monies.

In addition, should an NPO use grant funds for any purposes other than those agreed to by “contract,” the word will get around to other foundations … and future foundation funding may well dry up.

In the end, it is up to you whether you wish to accept percentage-based compensation. I continue to adhere to the AFP code of ethics… and I did not take that prospective client.

Footnote “D” — http://www.afpnet.org/Ethics/EnforcementDetail.cfm?ItemNumber=4013&token=2085)

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Lynn deLearie Consulting, LLC, helps nonprofit organizations develop,
enhance and expand grants programs, and helps them
secure funding from foundations and corporations.
Contact Lynn deLearie.
=-=-=-=-=-=-=-=-=-=-=-=-=-=
Look for Lynn’s ebook on Grants & Grantsmanship.
It’s part of
The Fundraising Series of ebooks
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
Order Lynn’s Book on Grants and Grantsmanship before February 14,
and get $1.00 off the sales price – use coupon code NZ95K
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If would like to comment/expand on either of the above pieces, or would just like to offer your thoughts on the subjects of this posting, we encourage you to “Leave a Reply” at the bottom of this page.

#1
Tracking The Progress Of A Fundraising Program – Part II
Creation of an Activities Calendar
by Tony Poderis

As previously noted, the only way to assess the progress of any fundraising process is when that process (the plan) has every step and component listed on a timeline … one that was agreed to by everyone before starting the process.

What follows is a sample Calendar/Action Plan for the Implementations of one segment of an annual Major Gifts Fundraising effort.

Whether for a new or ongoing fundraising program, the use of a Calendar & Action Plan works. No one should think to kick-off any fundraising effort until, and unless, they have the key tasks identified and the required completion dates agreed to.

Therefore, when you meet those dates, there’s no questions whether your program is on time; and, everyone (Board Members and CEOs) can see, from the very beginning, that the development team was working to a given and clear timeline with identifiable benchmarks.

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Have a question or comment about the above posting?
You can Ask Tony.
There is also a lot of good fundraising information on his website:
Raise-Funds.com
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Have you seen
The Fundraising Series of ebooks ??
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
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#2
Cost-per-dollar Raised:
Evaluating The Performance of a New Development Officer
by Hank Lewis

A question was raised (in a listserve) about evaluating the performance of a development officer who was hired within the last year, and the easily-tossed-around phrase/concept, “Cost-per-Dollar Raised,” was suggested to be used to provide an answer.

If you do use that concept, then you must be sure to apply that calculation to each element of the income generating process – with the understanding that all of the elements that are part of the process involve different amounts of time, labor and funding.

Donor acquisition, the most expensive part of the “development” process, is a necessary investment. And that’s what it is, an investment. You often spend $1, $2 or $3 to obtain a new donor, a new constituent – that’s money spent to acquire a new donor, not to raise a dollar. To talk about cost-per-dollar-raised for donor acquisition is to not understand the process or its purpose.

Direct Mail fundraising, as distinguished from direct mail donor acquisition, is used to solicit lower-rated donors, and therefore has a different/higher “Cost” – anywhere between 20-50 cents-on-the-dollar, than does a Major Gifts program or a Capital Campaign … which focus on the large gifts – usually with a “Cost” of five-to-ten cents-on-the-dollar.

So, back to the original question: If a Board is attempting to evaluate the performance of a new development person and/or the programs s/he has initiated, there needs to be some time – likely a multi-year period – for the person to learn enough about the NPO, and for his/her programs – through the normal process – to begin to mature.

To expect instant results is delusional. And to judge a new development officer on the basis of performance without allowing him/her to learn what has to be learned, nor allowing him/her to emplace/test/revise/expand those programs/activities that will be most effective in raising the needed funds, does everyone a disservice.

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Have a comment or a question about starting,
evaluating or expanding your fundraising program?
AskHank
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Have you heard about
The Fundraising Series of ebooks.
They’re easy to read, to the point, and inexpensive ($1.99-$4.99)
Order Hank’s Book on Major Gifts Fundraising before February 14,
and get $1.00 off the sales price – use coupon code US84B
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If would like to comment/expand on either of the above pieces, or would just like to offer your thoughts on the subjects of this posting, we encourage you to “Leave a Reply” at the bottom of this page.

#1
The Ethics of Percentage-Based Compensation for Grant Writers – Part I
by Lynn deLearie.

Not too long ago, I met with a prospective client to discuss helping them start a grant program for their organization. As we were concluding the meeting, the question of compensation came up, and I was asked if I would accept a percentage of grant income that I raised.

I paused, searching for an acceptable answer. My short answer is an unqualified, “No,” but I managed to say, “I follow the AFP ethical guidelines and they do not allow percentage-based compensation.” The prospective client responded, “I don’t see how this is unethical. A lot of professions accept percentage fees.” I responded, “I’ll look up the information and get back to you.”

I did look up the AFP code of ethics on their website and found Point 21^A relating to compensation, “Members shall not accept compensation or enter into a contract that is based on a percentage of contributions; nor shall members accept finder’s fees or contingent fees.”

I also looked up the Grant Professionals Association Code of Ethics and found Point 19^B that states, “Members shall not accept or pay a finder’s fee, commission, or percentage compensation based on grants and shall take care to discourage their organizations from making such payments;” AND the American Grant Writers’ Association Code of Ethics with Point 11^C that states, “Members shall not accept compensation that is based on a percentage of contributions or contingent upon award of a grant.”

So, it is very clear that fundraising professional ethics do not allow percentage-based compensation, but WHY not? Why is this so strongly discouraged? (See Part II, on February 12th)

Footnotes
A http://www.afpnet.org/Ethics/EnforcementDetail.cfm?ItemNumber=3261
B http://grantprofessionals.org/about/ethics
C http://www.agwa.us/ethics

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Lynn deLearie Consulting, LLC, helps nonprofit organizations develop,
enhance and expand grants programs, and helps them
secure funding from foundations and corporations.
Contact Lynn deLearie.
=-=-=-=-=-=-=-=-=-=-=-=-=-=
Look for Lynn’s ebook on Grants & Grantsmanship.
It’s part of
The Fundraising Series of ebooks
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
Order Lynn’s Book on Grants and Grantsmanship before February 14,
and get $1.00 off the sales price – use coupon code NZ95K
=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=

#2
Tracking The Progress Of A Fundraising Program – Part I
by Tony Poderis

I thought that I had heard all there was ever to hear from beleaguered development professionals whose bosses are constantly on them for “not bringing in enough money.” But, there is this note, which came to me recently from the Director of Development for a social services agency.

She reported: “We are being asked to justify the ‘slowness of the process’ in having started a new fundraising process for the organization. Are there any stats or information you know of on how long it takes to get ‘up and running’?”

I responded that it is absolutely impossible to come up with such a statistic or an “ideal” timeframe based on what other organizations have done. No one keeps such stats – they simply cannot be compiled.

Just think of all the variables at work going into any fundraising campaign, be it for a new organization, a new purpose, or even yet another annual fund campaign for an organization which has been around for awhile: clerical resources, other staff persons, research and rating of prospects, volunteers, board leadership, etc.

If it’s a “new” fundraising effort, then chances are the campaign is off from a standing start. Just how hard then, can the fundraising “accelerator” be pushed, and to what speed?

The only way to assess the progress of any fundraising process is when that process has every step and component listed on a timeline … one that was agreed to by everyone before starting the process.

Not just a fundraising plan, but a formal Calendar & Action Plan that stipulates Who Does What By What Date.

Then, on an ongoing basis, with regular progress evaluations, it will be clear to all regarding which step has or has not be taken at the time it was scheduled to happen.

It’s really that simple.

[Want to see a sample of a Calendar & Action Plan, Check this space next Wednesday]

=-=-=-=-=-=-=-=-=-=-=-=-=-=
Have a question or comment about the above posting?
You can Ask Tony.
There is also a lot of good fundraising information on his website:
Raise-Funds.com
=-=-=-=-=-=-=-=-=-=-=-=-=-=
Have you seen
The Fundraising Series of ebooks ??
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
=-=-=-=-=-=-=-=-=-=-=-=-=-=

If you would like to comment/expand on either of the above pieces, or would just like to offer your thoughts on the subjects of this posting, we encourage you to “Leave a Reply” at the bottom of this page.