What’s Fresh Today???

Our newest “News You Can Use” email is focusing on ways to take a “fresh approach” to familiar topics in fundraising, board development and nonprofit management.  Ideas raised included enhanced ways to do role playing, helping your donors to tell your story and enabling board members to stay busy while not asking.  For more information, or to get onto our mailing list, visit www.capdevstrat.com.

Now, it’s your turn.

Tell us what’s you’re doing that’s fresh, original, innovative or creative!  Use the comments section to share some of your ideas for how a new approach, a different tactic or a wild idea has made an impact on your fundraising and your nonprofit.  Are you doing something interesting with your fall appeal letters this year?  Are your major donor events taking on a special looking in the coming months?  Have you found a way to engage your board members that’s fun and memorable?  If so, share it with your peers.

Let’s recognize and celebrate your successes!  Tell us what’s fresh today.

Podcast of June 9 Extra Credit Session available

The podcast from the June 9, 2010 Extra Credit session, “Just Tell Me What You Want – Answers to the Unexpected Things Prospects Say” is now available.  This was the first in a series of free teleconference training sessions offered by the firm and presented by Marshall H. Ginn, CFRE.

Click on the link below for the handout that was used during the 30-minute presentation.  For more information on the session and for additional resources, visit the Extra Credit page on the firm’s website.

PDF Handout – JuneExtraCreditHandout

MP3 Audio File – 060910ExtraCredit

A note from Transition Guides

This morning I received the latest issue of Leadership Guide, the email newsletter from TransitionGuides in Silver Spring, MD.  Their areas of expertise are succession planning and leadership transitions for nonprofits.  The newsletter featured profiles of three nonprofit executives who had successfully navigated the complex and often emotion-laden process of moving on from a beloved organization…especially when they are the founder!

I was especially struck by a consistent point found in two of the stories – the concept of “getting out of the way.”  Both leaders suggested that founders must make a special and focused effort to move on and, in effect, step out of the way of the organization’s progress and evolution.  Whether they’re hampered by a sense of guilt imposed on them by board and other staff members, or by their own sense that the organization could simply never make it without them, founders can actually be doing harm to their nonprofit by staying too long and not moving on.  It’s a challenging process to be sure, but it is essential to keep the best needs of the organization at heart and to keep looking forward.

Among the many resources offered by TransitionGuides is their popular Next Steps Workshop.    Their next event Next Steps Workshop: Succession and Sustainability Planning will be held in Washington, DC September 13-14, 2010.

I have many times seen how critical it can be for an organization to have a solid succession plan in place.

As a member of the selection committee for the Washington Post Awards for Excellence in Nonprofit Management, I have many times seen how critical it can be for an organization to have a solid succession plan in place.  Organizations that have done well over the years with this award process have all exhibited an openness to explore the challenges and opportunities inherent in leadership transition.  They give their chief executives time and permission to take advantage of resources like the Next Steps workshop.  And from my viewpoint, it’s made them all much stronger and better able to sustain strong leadership across the entire organization.

Be Ready with an “Emergency” Ask

Picture this.  Your prospect is a very busy business leader. You’ve arranged a pre-solicitation meeting and you were sure that everyone understood that this was just going to be an opportunity to talk about the project, the need and the campaign.  About 2/3 of the way through the meeting, the prospect says, “This sounds really terrific, but I am leaving town for several weeks to oversee the opening of a new office facility across the country, so there will be no way that I can do a site visit.” 

It’s dawning on you that you’re not going to be able to see this prospect face-to-face for a long time, and she was rated as one of your top prospects.  You don’t want to waste this opportunity.  What happens now?

Even when you thought it was just going to be a cultivation visit you might need to quickly formulate an “emergency” ask.

When it comes right down to it, getting some form of ask out there might be better than nothing.  If you think an encounter like this is turning into your only or best shot at getting something from this prospect, go for it.

Now I’m calling it an “emergency” ask, but it really is something that you should have prepared in advance.  Take the time to practice this ahead of time.  If you need to make your emergency ask, you should be able to do it with confidence and without apologies.  Further, if you are going on a solicitation call with another person as part of a team, make sure you discuss this ahead of time.  Agree in advance who will say what, especially if the prospect goes off on a tangent or just cuts to the chase and asks for an ask, or as in this case, makes it clear that she’s not going to be around.

Here are some other possible responses…remember, you should make up one that feels natural for you.  So when the prospects says, “Just tell me what you want.” You can say:

“This effort is going to require meaningful stretch gifts from us all, and I hope you will agree that this project is critical.  I’ve gone the extra mile already, which is why I’m taking the time to talk to folks like you.  What I would like is for you to consider joining me in making a sacrificial gift to this campaign.”

“Thanks for being open to an ask already, but this capital campaign is very big project, and there’s more I want you to see before we get to that.  However, we would really appreciate your getting involved now as a donor to our ongoing programs.  Can we count on you today for a major donor level gift to the Annual Fund?” Make sure you include a specific $$ amount.

“We would like you to join the other community leaders who’ve already shown their support by making a gift to this campaign.  I know you care deeply about this issue, and I want to make sure you have the opportunity to play a part.  Can we count on you today to do something special?” 

Additionally, depending on which of these you might have used, you could simply follow up by suggesting a clear course of action for the prospect.  “Tell me what works best with your schedule.  Here are the next steps I see…First, visit our facility; second, meet with our CEO and third, consider financial commitment. Do you agree?  Are there other steps you want to take?   How do I best set these things up and communicate with you?”  Assume that there are going to be future contacts of some sort, and go from there. But be sure to suggest some form of action.

So don’t be afraid and don’t freeze up when all of sudden the script has to be tossed and you just need to get something in front of the donor.  Practice ahead of time and have that emergency ask in your back pocket.

This topic is one that we explored in “Just Tell Me What You Want: Answers to the Unexpected Things Prospects Say,” which was part of Extra Credit, a teleconference I hosted earlier this month.  Many of the participants agreed that taking the time to think through how we can respond when prospects go off-script and surprise us is well worth it.

Are You Feeling Confident? What about Your Donors?

In our recent “News You Can Use” email, I suggested a few things are making me feel more confident about the future of fundraising.  My confidence has increased such that I am encouraging organizations who have been putting off major campaigns to get those plans off of the back burner and start thinking about them again.  It means, though, that organizations must start some planning activities pretty soon if they want to be in a position to be ready to undertake a campaign even as soon as early 2011.

Here are some of my “evidence” points that are giving me encouragement:

• For a few weeks now, the trickle of encouraging economic news has begun to increase.  Just this week, respondents to a recent survey by the National Association for Business Economics indicated that more than 70% of economists believe the U.S. economy will see the real GDP grow this year by more than 2%. 
• Foundations and individuals are seeing a good portion of their portfolios making a reasonable comeback from the scary days of late 2008 and early 2009. 
• The AFP Foundation for Philanthropy in December just concluded its most successful fundraising year in its history. 
• At the AFP conference it was reported that 60% of the association’s members indicated in a recent survey that they expect to raise more money in 2010 than in 2009. 
• A number of consultants told me that inquiries about capital campaigns and feasibility studies are on the upswing. 
• I have even begun to see an increase in new development job postings around the Washington area.

What do you think??  Are you feeling more confident?  What about your donors?  What are you doing to keep them engaged?

Share your comments here on this blog and let us know what’s on your mind.

If you’d like to receive our monthly “News You Can Use” enewsletter, email us – “signup” at “capdevstrat.com”. Thanks.

Opportunity to Discuss the “Starvation Cycle”

The Stanford Social Innovation Review and Bridgespan are again teaming up to continue the important conversation regarding the funding of “overhead” and other infrastructure costs at nonprofit organizations.  (Remember my blog post from November, “Are You Starving?”)

The groups will be hosting a webinar discussion session featuring Bridgespan Group’s Don Howard and Ann Goggins Gregory, the original authors of the article back in August of 2009.  This is a critical topic and should be central to the ongoing conversation funders must foster with their grantees.

To webinar will take place on Wednesday May 12 from 2:00 – 3:00 p.m EDT.  The cost is $49. To learn more or to register, follow this link: http://www.ssireview.org/events/

Faculty Training Academy at AFP

This past Saturday and Sunday (April 10th and 11th) I participated in the Association of Fundraising Professional’s Faculty Training Academy (FTA).  FTA is the association’s ongoing “train the trainers” event.  It prepares participants to be better educators, mentors and presenters by focusing on adult learning concepts and teaching techniques.  The session was led by B.J. Bischoff of Bischoff Performance Improvement Consulting in Indianapolis.  She was joined by Scott Staub, ACFRE of the Glide Foundation and Vivian Smith, CFRE of Liberty Quest Enterprises, who served as co-facilitators.

The Academy concluded with each participant’s making a 10-minute presentation in front a group of their peers after which they had an opportnity to discuss techniques and approaches.  The two images you see here are from my 10-minute presentation, which focused on preparing staff and volunteers for their roles in the solicitation process.

It was a great program and absolutely worth the time and investment.  The skills and perspectives I picked up during those two days will most definitely improve my training and presentations in the future.

Job Opportunity in DC

One of our clients, the Washington Architectural Foundation (WAF) is looking to hire a new development manager to provide leadership and support for its growing fundraising program.  The Foundation is the nonprofit partner of the Washington Chapter of the American Institute of Architects (AIA|DC).  The position is currently designed as a part-time, contractor opportunity.  WAF and AIA|DC are in the process of moving forward with expanded fundraising in advance of a move to a new headquarters facility in the not too distant future!  For more information, you can contact a member of our firm, or you can refer to the position posting on the Center for Nonprofit Advancement’s job board.  www.nonprofitadvancement.org

What can we learn from “Smart CEOs”?

The February 2010 edition of SmartCEO includes in its 10 Things column a list of ways one can build a superior company.  Called the “Excellence Challenge,” the list contains suggestions from organizational psychologists Ken Wexley and Doug Strouse.  These recommendations offer a useful list that can work for any nonprofit Executive Director/CEO:

1. Be Receptive to New Ideas
   
2. Focus on the Big Picture
3. Foster Mentoring
4. Show Interest in Others
5. Communicate
6. Empower Others
7. Take Appropriate Risk
8. Inspire Trust
9. Become a Servant Leader
10. Exhibit Optimism

It is remarkable to note how many of these suggestions are focused not on what we might refer to as technical business skills, but rather on person-to-person interaction – communication, mentoring, empowerment, showing interest, etc.  Over the years, as I have participated in the selection process of the Washington Post Awards for Excellence in Nonprofit Management, I have found that this emphasis on people management is absolutely critical.  Those organizations whose leaders create an atmosphere that celebrates and recognizes the contributions and importance of the people who make their work possible are often the organizations that excel.  It is a real success factor for organizations that want to take themselves to the highest levels of achievement.  Leaders that use these 10 ways to advance their organizations will also find that many potential donors and partners will want to join them in being part of such a successful organization.  It’s a great recipe for development.

I urge you to take a look at this list.  You can find the entire article – including a more detailed description of the 10 suggestions – online at SmartCEO’s digital magazine site.

New Info Resource for AFP Members

I’ve written two pieces for the Association of Fundraising Professionals Information Exchange series.  The Information Exchange is designed to leverage the knowledge and experience of thousands of AFP members around the world.  Writers submit short papers on a variety of subjects.  The Information Exchange pieces focus on practical, “how-to” topics that can help fundraising professionals in their daily work.  The Information Exchange papers are available to AFP members at no charge as a member benefit.

The two papers recently posted are Talking About Your Own Gift and Those of Others – Including a Handy List of 12 “Ask Phrases” and Engaging Your Colleagues to Become Part of the Fundraising Team. 

While these papers are normally only available to AFP members, if you contact me directly at Capital Development Strategies, I can send you a copy.  However, if you are a fundraising professional, I highly encourage you to join AFP.  It’s worth the investment!