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Raising Funds For Your Cause- Best Principles and Practices

Lilya Wagner
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Fundraising is a reality for successful organizations today, as funds from various sources are needed in order to carry out our mission and services. This session provides the fundamental principles that work today, gives a biblical and spiritual background for fundraising activity, and provides time for Q&A so that participants leave the session with solid ideas and plans for how to develop and improve their organizations. 

Presenter

Lilya Wagner

Director, Philanthropic Service for Institutions, a department of the North American Division of Seventh-day Adventists

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Conference

Recorded

  • August 7, 2015
    10:45 AM
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Let's get started on the topic because our time really is fairly limited but I'd like to have you a little bit of introduction to these major points about fundraising fundraising isn't overly complicated fundraising is however as set of good principles that you adapt intelligently for your organization. If you really want to make me miserable come up and tell me what are the ten easy steps for fundraising and getting a lot of money. There isn't such a thing as fund raising is a set of good principles tested by time. Some of them actually reflected in the Bible and so verified by research what works. We have a new program that if you are interested on the numerical side of things one of our staff has worked out a fund raising fitness program where you enter things from your database assuming you have a database and you can figure out what's working. So fundraising isn't overly complicated because it is about helping somebody but it is a set of principles that we apply intelligently. So let's look at the first aspect in this book that is going around. For that you are looking at there is actually a section on biblical principles of fundraising. Remember when the Israelites built the temple in the wilderness they had to get the money from somewhere and they were in the wilderness. They didn't even have foundations or corporations to give and they were poor. The Lord helped them plan for this. There's another incident I believe it's in Chronicles but I think where King Solomon is going to build the temple. And when you look at those stages of the campaign they're like what we do today for a successful capital campaign. So the Bible is really for suggestions of course the idea of generosity the idea of a grateful heart how do we think those people who help us with our causes and especially in this text where the apostle Paul wrote so beautifully to the Corinthians and he says you have done so well in this this and this area you're gifted. Now I want you to excel in that gracious ministry of giving. Isn't that a beautiful verse a beautiful way to think about fundraising. Can anybody think of any other Bible stories that involve fundraising or any texts that talk about getting money for your cause or remember that. Yes Oh that's right that's right. Building rebuilding the temple certainly had to have funding for that. Any other suggestions. Yes ofc. And I rather like that because my point here folks is it's not about the money. It's about a good cause that needs the money. And you noticed when I met most of us said were you working. I'm curious about your cause and that cause needs money. So one of the. The principles that we will talk about very shortly is how do we express that so that people who can help us will want to do so. I think about other Bible texts of well where the Lord's work was accomplished because somebody managed to get funding and sometimes even funds from those who were not church members and there's a lesson there. I think fund raising can actually be a form of evangelism because we talk to people about an exciting cause that we care about and invite them to be part of it. OK All I wanted to say one more thing. I'm a preacher's kid and one of the texts that of course. We grow up being very keen about is it's more of less of to give than to receive right. Did you ever question that. OK You don't need to admit it. There is now a secular research folks from as prestigious organizations of the National Institutes of Health some universities some research organizations that have proven that people who are generous they live longer they're healthier and they're happier. And even Harvard Business Review stated in a research study that people who volunteer even if they're busy they're happier and they think they have more time than that a beautiful thought. OK here comes offer Number one if you're interested in that Power Point and the research says I'm very happy to share that with you. That's what we do. We gather information to share with you. So if this is something you'd like to see I will be happy to send that to you. I think it's a beautiful promise. I forgot to mention that those of you who. Here speak Spanish. The name of my thirty Allison a thon Yeah it's a Leave it to the nose. But without the dollar I think. OK What's happening today. What is happening today in fundraising is very interesting because church and giving in general are intersecting more. First of all faith and religion are major motivators even if people don't give to a church or organization. Their faith frequently guides up to fifty percent of their giving decisions. We used to live in a time when we frequently hid the fact that we were religious you know we kind of side step we didn't lie but we were going to sidestep this. Well today it is openly accepted that faith based organizations are good for the community. Faith based organizations are valuable for the growth of the individual and society. However when you do request funds remember where you're going to put the emphasis and we'll talk about that when we're going to talk about making a case. Now two things that have become very important today is people don't care because you have a need unless there's an earthquake somewhere and you're the Red Cross people get it because you promise them outcomes. In fact outcome funding was something that governments started talking about quite a few years ago. You can promise anything you want you can talk about how bad it is how many needs there are but unless you tell me what's going to change what's going to be different because I'm going to give you money. I don't think you'll get my money and I may be because we know each other and I like what you do OK I'll give you a once. Please remember outcomes are important. Another thing that is very significant is accountability and transparency. And we're not always used to that in faith based organizations in my dad's day he could say I'm the lord servant trust me at doesn't work anymore. Counting ability and it was I don't think most of you need to be approved by these organizations but you need to be aware of them please look up the first one is give that org. This is the ultimate watchdog and I don't think most of you need to be on there but what you should do is look at what are the criteria so that you will know what donors are looking for today. When I worked in an International Development Organization downtown it actually took me two years to get us approved but now many many donors go to those websites and I do if I don't know the organization and see if they're approved this second one is Charity Navigator and I really encourage you to look this up because virtually all the owners unless you have some that are really closely related to you they want to know what are you doing with the money. How much of it is going to operate ing how much of it is going to help that particular person that you say you're helping. There are other Web sites too. If you don't find those organizations like I was giving recently to a horse rescue program I like animals and I wanted to check them out and they were. Too small and too young to know about these. But I looked them up on Guide Star which lists the form nine nine the use. So I know what your organization is doing and how you are represented like I said I'm not sure that you need to be on there but you need to know what today's requirements are. And interesting and what you have to do is get on the give that org website and see what their requirements are. They're very clearly listed when you apply. That's when you do it's very very clear and I recommend that each one of you look up one of your favorite charities and see how they are listed. I certainly check them out. Regrettably we have rip us. Recently there was a major scandal where a cancer organization an affiliation afore was giving Like point zero three percent of the millions it was raising. Something like that. And so people know you need to. You want people to trust you. And today it's not quite a simple church member giving has changed. Church members are no longer as I already mentioned them my Dad's they were he could say trust me or use your money wisely. Church members want to know what happens with their money. Church members want to voice church members through a question and church members in a little while you'll see how giving to churches of changed church members if they don't see that their church is doing what they want. Rightly or wrongly they may take their giving somewhere else. So a church member giving we need to be aware of that in many ways church member giving runs parallel to how donors in general are giving today and then I'll address that later. OK first thing for you to think about and maybe take about five minutes to talk to a partner. Fundraising is an exchange of values. If I value what you're doing and you have expressed that to me very clearly I will probably give. There's a former student of mine raise your hand unless you're embarrassed or immersed in the mine. I had him in class that Union College haven't seen him since we both left. I love Union College. I'm seeing here and I'm thinking oh When's the last time that I made a donation to Union College because we have a link. I had a good experience there. I value what Union College does and he represents that. So let's look at it this way as a little bit of a diagram. And while I'm doing this I'd like you to be thinking about your organization and what values those that it expressed. Now many people fall into the trap of saying here's what we do. Take it a step further. Why do you do it. Let's take just the administrators. When I say to a church that's trying to raise money what are the values you represent the usual answer I get is well read enough and you can fill in the blank you know basically what more do you want to know. OK What is the church a place to learn. A place to be long. Not long ago somebody said Where do you go to church regularly and I said depends on the weekend this weekend. I'm not sure where I am. Do you remember where I am. OK it's a place to develop talents so I played for my first wedding in Bolivia on a pipe organ at age nine. Now I'm sorry pump Oregon age nine. It was a church that helped me develop those talents. You see the values as they're expanding you fly we met yesterday. Why. It's fun. My husband and I had a little plane we flew. Why do you fly. What's the value of what you do. Look at it this way. And please be working with me. Michael if I could ask you to circulate of people do these exercises if you have questions please raise your hand and Michael will come and whisper the answers to see how much faith I haven't yet. OK look at it this way. If you think about a for profit organization and its relationship to its customers this for profit organization offers to its customers it is some service or product or information or a combination. The customer takes advantage of it pays for it pays more than it costs and this is what it's all about. It's the profit that we're talking about. Now let's use this as the basis for thinking about our exchange relationship with our donors. Here is kind of if you can't see please feel free to move. This is not a static session. All right. Here is a nonprofit organization first. Our it is the same. The nonprofit offers a service or information or a product. You could even call education a product. All right here we have our clients. Now we see some of the differences. The client just like here there's an exchange of values for the client whether it's a union college student whether it's a listener to your radio program with excuse me whether it's somebody listening to your health message. They have to value what you do but how can they do that if you don't express those values well. So here we are talking about that gap. Did you know that you're in this session because of this little gap here. You need to fill that gap. So in many cases a client can fill the gap like Union College Alumni give to their institution. But it's not going to happen if they don't understand the values. One of the important things about Union College was it's very good math and science program. The people who are in pre-med got into med school at a higher rate than nationally. There is a value. Yes it's an admin a sensitive issue and that's the foundation when I raised money for was a microscopes to help those students learn better. OK Now if you think we're done. We're not done filling that gap. OK. We need others to help us because for example when I have help abused shelters or worked with kids who have been abused or homeless people they can't always give back. Where they can't even purchase a service. So we need to find what I will call friends who will turn into donors and they will come from in many other parts of life and to get there. We will fill this gap. That means that you might talk to this group of donors in one way you might talk to these groups in perhaps a different way but it's still based on why do you do this. Why is it important to do this. Is it just because you were bored. I once helped the wealthy retired businessman start a foundation for research on anti-aging. Since I still have gray hair obviously that didn't work. But I said to him What's your mission. Why do you want to do this and I still remember sitting there across the table and he started thinking and he said I supposed to say chuckles Borden enough of that. Why Don't We Do What We Do you know why I like the guy I work for the nomination I help form all organizations you folks fill the nations of life that are needed. Do you express that value as well as you could. OK We're still not that you thought we were done right. Every donor has the right to stay what's in it for me. A lot of donors don't want much they just want to know you got the donation. I give fairly randomly because sometimes I meet an organization in a course like this that I really like. I give you know that sometimes I actually have to call and say did you get my donation. Sometimes it disappears down a black hole. Accountability folks I want to know what you did with my money. If I like what you did with my money maybe the next time you ask me I'll double it. I still give because people ask me my mail because I get around a lot to the rest of the world. And you know I've sometimes given fifty dollars fifty dollars fifty dollars year after year and if somebody said last year with your fifty dollars we were able to do this if you would double it a hundred dollars this year we would do this and we'll show you what we're going to do. Think about that. All right. I'd like you to. I'd like you to take about five minutes turn to a neighbor and talk to them. What values does your organization represent and be hard on each other or pretend you're a donor. Talk to me now who's here from Nepal. Us are OK none of Hall is very recent in our memory. We saw pictures of it. Health care desperately needed. So for a while you can write on that. But then what. Why are you doing that. I met somebody from a school where is my teacher. There's a principle right here. What's wrong with public school today. The values are pretty good in our public schools. Why do we need your kind of school. What's a value. I could fill in that blank having taught in the cademy S. afterthought in an academy and figured I could do anything I wanted. Uk a take about five minutes and no more would you mind circulating. Take about five minutes and no more and talk to each other. Tell me what is the value you represent why I should bother giving two years. If you have questions I'll do the side Michael will do the side OK. I really hate to do this to you but in light of the times that I've been allotted we need to move on. I hope that you take what you learned here today and if it helps you us and you know this is a Power Point and share this with your teens now that you're listening to me. One of the sad things is have people ask for money and there isn't a good match. My husband had the privilege of being a philanthropist with somebody else's money when he helped some wealthy people start a foundation and he had of the opposite home and those of you who know him John Wagner. Some rather mild mannered man but every now and then he would say How stupid do they think I am. Say what's wrong with him. And people would be writing in asking for money from this foundation totally apart from Hat What had they had been said here's what we will fund. Don't waste your time. Make sure there is that match between what you're doing and what the donor whether it's a corporation a business an individual another church. Find out what is that match values OK. Let's talk about who should care about the cause. Then on the next point there are the two most important that I hope will help you the most. First is who is out there that might be able to give to you. First thing I'd like you to do is to say why anybody could. And the next step after you have that kind of an open mind will find out who really could. One thing that I have found it interesting was that Mrs White even wrote about the fact that inviting others to give. I already brought up the factor of the children of Israel bringing bringing with them from Egypt funds to build that temple. Where did they get that money certainly not from their fellow Israelites they were slaves they had nothing. The Lord provided told them Go ask your neighbors and we don't know. Maybe there was some influence there. We don't know about that. So let's think broadly about who could give a few statistics and this is the most definitive research that there is on giving in the United States and I would like to have you notice even though the United States has a number of foundations and while I'm thinking of it appears I can help you search for funding particular I'm thinking of Nepal. We can see if there is some funding from foundations we can run searches for you. Now that means I will train your potential candidates you have to decide if they are good or not unfortunately we don't have enough staff to help the write a proposal but we can run searches for you and help you. That way if you're from Canada Lynne you do that in Canada. Thank you so notice how interesting that fully eighty percent of funding this isn't counting government and there is some good money for some of your causes from government will address that in just a minute. Eighty per cent of the funding comes from people giving to people with good causes. Where does the money go. Here is an interesting point. Where is the biggest chunk you think it's a trick question folks that simply religion. OK I would like you to know that in a round one nine hundred eighty five to eighty seven right around that time period would you like to guess what the percent was it was over fifty percent giving itself hasn't gone down except briefly in two thousand and eight it dipped to remember we had a bad recession. Then it started I'll show you that in a minute. But what's happening. If people don't feel confident in their church in the way the church uses money if they don't feel like they belong there if they don't agree with something is right or wrong that's not for me to judge. They will give elsewhere. Giving has stayed approximately two percent of the G.D.P. for a very long time we keep trying to raise it. It keeps saying at least it's not dipping for the most part. But we can see how church member attitudes had changed. Now you might be able to get funding under the education aspect some of the rest of you whose cuddles I learned about might find funding under the Human Service chunk. Health has dropped considerably because you know what the changes in health are where there are many more not for profit. Many mergers huge systems. So health has definitely dropped. Now here's an interesting one you can see the effect of two thousand and eight where it dropped down. Then again in two thousand and nine but now it keeps going up concert. Certainly and so far this year the first half of this year giving has been good. This is a good time for you to think about good fundraising to get people in the habit of giving history that's one of the important things and that's also the role that religion plays in giving which is when we get people in the habit of giving whether it is because they feel a compulsion to because they are religious whether they like what you're doing it's part of their belief system. This is a good time to start a good fundraising program. Now think about your possible donors and I will illustrate this in a minute of what you can do. Who could be your donors. Start with what I would say the innermost circle. Who knows you the most who trusts you the most who likes you the most. This is why when I was raising money for Union College I was actually dumped in the deep end of the pool because I don't know the students remembered but we had a huge debt and the school could have gone under. Well we had a marvelous alumni who believed in the institution even though we openly said there's a debt. It's hard to explain. There's a debt wasn't as bad as Greece but it was not a good situation. And because a loyalty because they were tied to us they gave that over I got started in fund raising with people who cared about the institution but it was up on me to ask correctly why would I give two year English program your science program or your theology program. What do you do with the money am I giving money that's going to go down the hole again that moves to the next point I will make which is making a case. So think about all of those. Possible donors illustrate how to work this in a minute but let's address government funding. Government funding can be a little ticklish. But first of all folks whose money is it. Come on. Thank you. That wasn't a trick question. It's yours. Government money is not philanthropy. Government money is a contract. They offer money for a certain cause educational social services are two of the most important. You look at what they require. You write a proposal. They say we want this change do you say OK we can do it or you say that goes against our values our faith system you don't proceed. I have yet to see a government proposal that Renee what it said it would do. More likely government wants to know what you did with the money which is only right. You know that's the accountability issue. Now I will readily admit that perhaps your team doesn't feel comfortable with that. Perhaps you don't feel that's right for your image but remember what we said earlier. I was very interested one time I was conducting a chorus for a big group and I had the luxury of having them for a day and a half. So at the end I said questions and somebody said Is it OK to take money from casinos and that's your ultimate tricky question so don't try to answer is quickly. And so there was one woman who said absolutely wrong. Well here's what fascinated me. I couldn't believe it but I had a number of youngest pastors who started speaking up. And I was so entranced of holding the microphone. Because they were coming up with one example in the Bible after another when the Lord's work was accomplished with money that had been offered to idols. Now I can spend the next two hours talking about the ethics of decision making like this you have to know what works for you but folks if it's going to do something good there is a big administers Spittal where Native Americans were grateful they had been treated and they wanted to give money. Well their money came from a casino. No this wasn't an admin assessable it was a Christian hospital and so they question it they said well casinos you know that's wrong but why not honor the generosity of the tribe. So you have to know what to do but I'm bringing it up don't knock government money if it can help you serve that person you are dedicated to serving. OK now let's illustrate this quickly and talk about how do you make these decisions. The fund raising school at the Indiana University School of philanthropies has this design. This is your world you were in here. I hope your board is in there. I understand this afternoon Steve Dyckman will have a board session and I'm sure it'll be a good one year donors who are already supporting you and I support a number of A.S.I. members. So I'm in there sometimes. Now I trust you've made this kind of a list in your mind of not I'm paper. Have you thought of at least one new downer. OK there's a world of donors out there. Generosity here is how you decide. And this is a. A fund raising school principals Here's how you decide who are your best donors and where to put them and these circles obviously out here is your universe of prospects who could be giving to you. How do you get them on the first rung of the ladder on the next How do you work them toward being loyal donors. Three qualities. The first is linkage. What kind of a link do they have. I appreciate to those of you in here who speak Spanish I will listen to any Hispanic organizations because when I was a refugee kid I was a kid without a country and we were plopped in the Hispanic country. Some of the nicest people I will always remember I have that background. I have a link. I have a loyalty. What is the link to the institution. Secondly ability to give in just because somebody has money to give. Remember the widow's mite. Sometimes we do people a disservice because we don't include them I've had people at both ends of the scale wealthy potential donor and somebody who is barely getting by. Both of them say to me almost these exact words it's about time you asked me because being involved in something meaningful making a difference is I believe something that God put inside of us. Then the interest Specter. Here is where your values come in how can you interest somebody what are you doing. You see the values you express come together with the programs that you have. That's what's going to attract me. If you tell me what to do. Porton about this. Going to the remote areas of Alaska which I know somewhat There's a value in that I can list a number of spiritual as well as just plain human values there. I might give if he tells me correctly now there's one other thing that comes into this. Be sure you know two things. Be sure you ask for an amount when I was a kid growing up in Brooklyn New York and Wade still did the old fashioned ingathering we were told to go around and knock on doors and why my parents thought I could go through the tenements and knock on doors I'll never know but we would go to those doors and say whatever you can give will help. So how what do you how much do you think I got. Chris in those days I was happy for a quarter but if I tell you that if you give me a hundred dollars that child in the Ugandan orphanage is going to be able to go to school have meals for a month and get a new outfit. I don't care about. Well you know I do care about the outfit. The school oh definitely. You see now we're starting to put the pieces together. So put your donors where they belong. You pay most attention to these. But don't forget these out here and in a minute just a bit of a social media social media cuts across is a good Web site. Can I give easily by the Web site. I've had some bad experiences with organizations like yours where I actually had to call you and say I need to write something that's an antiquated thing like a check I got to go dig through my files and find one to send it to. Do you and then I don't hear. Be sure you're accountable. OK unfortunately we don't have enough time for the exercises I'd love to have you do. But let's move on with a couple of other things. Where did I put my clicker. Oh there it is. We do need to understand what motivates people to give. One of the biggest motivators that comes across in almost all research is the chance to make a difference. That's a beautiful factor with their people or admin has whether they're atheists whether they're Muslims. The chance to make a difference. We need to understand what motivates people. Recognition is very important taxes are very important but they're not always the biggest reasons. Knowing what lie money did for your organization being part of something that's bigger than myself for a number of years I had teenagers who had problems living with me and consequently my gray hair. And now I can't take them in. I'm constantly traveling I have a different kind of life. But I support an organization called Casa. I support the some of the A.S.I. urbanisation is a deal with especially orphanages. Why. Because I have an interest in it. I have a link as a kid I was homeless but I didn't have parents. So what make me give all of the notice feels good but that I tell you earlier. People who are generous they live longer they're healthier they're happier. Please remember if you write an email to me Chris Michael Brown's name is easy. Here to spell them line Feel free to write to him too and we will send you this power point. Sometimes I use this as an illustration how many faces do you see there. At first glance you see one big one right. Then you start looking a little more closely. Oh well look at that. The nose in the eye turn into man so there's two people that year turns into a woman and if you look in some of the upper left you have at least three faces can you see those. OK if you can see those come to me afterwards. There's one on the right you say it. And of course since I love animals I count the dog's face. OK what's my point here and showing you this. Your donors are not always apparent but they might be there. Think broadly but think strategically and wisely don't waste your time on somebody who clearly doesn't have an interest in what you're doing. Go to the next owner maybe you went over that one and avoid the Bill Gates syndrome. Just because somebody has money they give to you. Sometimes the widow's mite will do more for you than the Bill Gates idea. All right let's move on to move making a case. When you make a case think of it this way the first thing that you have to spell out to me as a donor and you'll see several things now starting to come together. The first thing is that I have to understand what is the problem you're dealing with and the need that you're meeting. If I don't have that context if you simply tell me. I'm going to go feed the homeless of Washington D.C. My question is going to be so what. First of all why are the homeless. Here is a good example of this. This was actually a cartoon in The Washington Post. Isn't this a powerful cartoon. You know that a turtle cannot separate itself. It needs help. But what are they saying ignore him he is just lazy. How well do we explain what the problem or need is. However I'm not going to give to the fact that you have a problem. I'm going to and here it comes again. I'm going to give because you promised me that there's an outcome. Something's going to be different because I'm going to feed the homeless person who's homeless because he's a veteran and Washington has a lot of those unfortunately. I'm going to give so that he can get counseling and food get in better health and get a job which most of them want. I know them tell me what's going to be different and better but I'm not going to listen to this if I don't understand this. And now it's circle back to something you already did. Why is this important. What is the value. How we talk about it is important. Now you notice that I haven't said anything yet about the details because too many people start with the details to make people start with the details. I want to know what's the problem. What will fix it. Why should we do this. Now tell me who is going to do it where and when can I expect results. Where are you going to do if you have a building to do it in. I do need to know. Details making a case and I hope that you folks get together with your volunteers your teams your donors and work through some of these there's more explanation you can get the book that's going around through Advent source I may have forgotten to say that it's only twenty six dollars which is really cheap. Here is an interesting example and I don't know who sent this to me but I love it. Harold Noah noticed the Ark back there saying he is a true Laurette then a million years to man are like a second of time to you. Lesson number one the owners don't like you to beat around the bush. The good Lord must have been saying I wonder what he's getting at. So here's a lord he is a great donor so he says yes but then he says why do you ask no less. OK watch the body language please do not do fund raising for your cause with a sense of apology with the right kind of pride because it's about your service. OK so he stammers around well a small requests are OK second lesson do not do it with apology a third lesson a small request the notice what comes next. How about giving me a million bucks. The Lord must really be shaking his head at this point and saying Poor Noah. I needed to send him to the fundraising school R.P. at that time and then he said you know for the building project on all would you give to something that they what is that million bucks going to do. And then noted surprised certainly no i just a second. People like to give but he surprised as a real set on lessons in that little cartoon. I want to play this because it is one of the best examples. What it means to really express your case for example of how can we say it and above all folks please remember your mission statement is important. Are you hearing to your mission. Does your plan reflect your mission. And this says be careful with a mission if you write a foundation proposal people want to know what is your mission. Coming back to the why. And as a basis for what you do. OK we don't have much time left I will do the last two points are three points quite quickly the two most this folks is where you can build a team. Some people will never want to ask personally for them. It's as bad as well you know public speaking is feared more than snakes and it's a form of public speaking. But this is where you can truly build a team you can get people who write well and like to research to do proposals. You can get young people involved with all that social media which is so important for fundraising today. You can have people use the phone to say thank you there are so many ways. But it does take a good plan and please be aware that right in here is where you need that one on one look people in the eye and say Your thousand dollars will do this. Social media works all the way through. People like still e-mail is still very good your website folks about sixty five percent of people check out your website whether they're going to give it through the Web or not. Really important. So think about matching the tools with where your donors are. Our but it also leads to another aspect which is involving others. This might be a little small for a year. Maybe you shouldn't send out e-mails when you're tired. Two people facing a bigger Army. You get it. OK Now the one on one request is still the most important and yet some people feel this way they feel intimidated by approaching a donor. If you're really committed to what you're doing it's not you doing the talking you're doing it on behalf of the cause that you're supporting. And I would be the first to say that everybody needs to earth should ask individually which goes back to use people's talents. OK Who should be involved. Definitely not a solo performer or a solo performance. If you are with a church definitely the pastor needs to be involved but it's not the pastor's campaign. If you are the director of your project build a team around you as you will see in a few minutes fundraising is the right person asking the right prospect in the right way for the right cause and will continue that in just a minute. All segments of your constituents can have a role. I have been a donor to an organization that does Earth and edges and the director that is one of my best friends and one day she wrote Boy I wish I could just span my board they're useless and those meetings are waste of time. And because we're friends I could be pretty frank and I say well obviously you're not using your board right kick them out and get a new board was a little bit harsh. He's a friend so I can get by with it. How do you build a team around you people who need to know what you're doing and make sure that it's not a job that they're going to hate coming to goods and eventually they're volunteers and they won't come like this this is the last time a volunteer to serve on the building committee. OK Do you need a plan. Yes you need a plan a plan tells you where you're going and if you don't have a plan how will you know that you've arrived. And more and more donors say and I've had this happen. Where is your plan. I want to see your plan before I give to you. A plan is accountability and as a roadmap for the success that your organization had that too many people get bogged down by a plan some of us are inherently good at planning others are not. Get somebody to help you with a plan. Now that's something that Michael and I can frequently do is sit down with people look who could be your donors where do we put them in your plan who will help with the plan who will carry out certain tasks. And there is a chapter in there about planning. Otherwise if you don't plan you could be like these two unfortunate dinosaurs we missed that deadline. Now this is a lot to balance but it's exciting isn't it. I hope as you've said here and I'm not quite then I hope as you've said here you have thought of at least one way to boost up your fundraising at least one donor at least one way that you can use a value or pier side services. I remember we're not miracle workers. We can't. If you think about what you do and frequently when Michael and I travel we will try to have multiple appointments like I'm going back to Washington or I am in Washington State. But I did some training some months ago and people said OK we'll work on this this and this and we're going to have another meeting with people coming together and this is what Michael and I do and if we can't reach you sometimes we will use our budget to send somebody else to you. If you're here today I know you're committed to really carrying out your cause. We want to help you with that. A few final thoughts. Fund raising and this sort of wraps up and if you think of that what we just talked about the right person asking sometimes I haven't been the right person. One time I sent a student use lots of volunteers Chris you have to train both to know how to do it right but that's fun. Sometimes they wanted to see the president or the board chair. Fine maybe I went with them that a lot of the talking but they were the presence there. Remember when Jesus sent people out to buy two he knew what he was doing the right prospect. Now we're back to those good circles. We are looking at who could give them being realistic about it for the right cause here is where the interest comes in what is the right because you listen to me for a little over an hour. I bet every one of you could pinpoint a cause or two that I could give to or would get to Iran. Anybody here working with refugees. You've already identified me as a donor of it. OK I've been a teacher and a cat. Made teacher you already know I love animals love Union College. OK let's pardon Fred. Watch television. And your case I'd probably get it because I like you. OK but that's also an illustration right. Think about it I don't necessarily like the terms friend raising or relationship building but there is a lot to it. I'm afraid that simplifies the process too much but relationships do count in the right way. This is where your two bucks. How many people can you gather around. Sometimes I have served I remember serving on the development committee of the local Humane Society I didn't want to be a member of the board I travel too much but I liked it and we did a yearly event called the bow out brunch. You can tell I enjoyed that and I was able to help them in that way by advising them. And the event for the right amount tell me what my money does avoid these subs clearest statements. Well we need ten million dollars And if you could give Please help. The worst thing is when I see pastors get up and say you know we're all excited about the capital campaign who's going to volunteer OK what kind of decision are you going to make under those circumstances planning at the right time. This is a good time for racing fans for the most part people are feeling fairly comfortable. Debates notwithstanding for the most part the nonprofit sector has a good image. There's plenty of question going around internationally fund raising is no. Unger is the purview of just America. There's a fundraisers Association in New Zealand in Kenya Austria I have trained fundraisers all the way from Ukraine to Sydney Australia. It's a global thing so if you were here for a global cause many of these principles apply but of course you have to put them into your cultural context. I just finished writing a book on diversity in philanthropy. It will be featured on our website. The exciting thing there right because I thought I had different cultures traditions related to skip so to close. What do you mean you do need good leadership. You do need a team you need people who are willing to work organize folks if you're the visionary if you're the one who just gets the idea. Get somebody who will help you plan. One of my bosses at the school of philanthropy was best friends with a guy who started habitat. There was a person with vision. Boy did he need people to help him plan and take it further attention to the details a database is hugely important. I gave to a church once the city that of course will be unnamed because I like the woman who was in my class and I like what you're doing. Problem number one was at the moment my husband and I have a commuter marriage and I wrote to him and said please give such and such we do that to keep the donation straight as I said well I can't do it on the Web site. So I wrote to the lady got an address and did that thing called check writing and a month later she wrote me this beautiful email saying you know you're giving to her cuz a stranger lot of aided others. We have really been able to know. I didn't give a big amount but you really help when they get the money. Fortunately my husband had scanned the check and sent the scan to me. I wrote back immediately and I said you already got it here's the proof and hers she wrote back immediately So lesson number one there was think immediately folks. Thank you that's a very biblical principle. And she wrote back immediately and her first words were I guess I better check with my treasure and what happened to your check. So my feeling about that can you tell out of the town. From the tone of my voice I don't want my money did she hasn't asked me again and she never told me what they did with the money I think it went down a black hole. Stewardship good stewardship accountability and remember to communicate. People want to know what's going on internally and externally and also coming back again to the accountability factor in especially as faith based organizations were not always as conscious of this. But notice what this says. Hey what did we tell you no phone at dinnertime unless you're soliciting money for our bogus charity. This is not uncommon I have cartoons from Harvard Business Review and some of the Forbes magazines. There's one of an elderly woman putting money into the Salvation Army bucket and there's of course a Santa Clause and she looks at him and says How will I know they are not going to go out and spend my money on eggnog. People want to know what you do with their money. Don't forget to thank them for get good stewardship. It's probably I don't want you to quote me directly but eighty percent preparation and. Twenty asking just as an example. But then you'll be more successful. Now I couldn't resist putting this proverb out there because it's from my homeland who does not thank for little will not think for much. Up to sixty and sixty five percent of people cycle giving because of how the organization treats them. How is your phone answered. Is your e-mail another of those black holes. I actually have a file in my outlook that says emails not responded to by me. There's you don't want to be in that black holes because your donors will give up on you. Good stewardship. Ask yourself What if we don't do this because they're well off and this is the only touch of negativity in my presentation. But if you say if we don't get the money what will happen. When I once I was doing a lot of writing or research and speaking and dysfunctional organizations I contacted the I.R.S. Now we have more exact figures but I said how many nonprofits die per year because I was doing a lot of workshops and warning signs of this functional organizations. And now some rules have changed they could tell me exactly what they said you know we'd figure out of the about one point three five at that time. Nonprofits in America which counted churches as a way figure about eighteen thousand diaper years. That's not about you. It's about who gets or if your organization dies. So what can go wrong if you disappoint your donor. No So if you have questionable ethics in making decisions use for money the way you have promised the donor. And if you have to change Tell me about it. If there's a good reason I'm fine with that. I once gave her an academy because they wanted to buy an organ. I was a perfect donor Cademy with former Academy teacher I'm an organist. Yeah fine. Well when it came time to do taxes my husband said hey you're missing that receipts I wrote for them and they said what donation and so far they said well how do we write you a thank you letter I said I don't even need the thank you I just want a receipt. And then about half a year later they were called me and said Do you mind if we use your money for handbells instead of an organ. OK now I was fine with that. But they couldn't find it and send me a receipt. Come on. OK asking before your have a good plan. Now one last thing the perception of no need and sometimes church organizations have these problems. What does my money do I gave you my tithe What more do you want. That's come all the way back to making a case and explaining. We have this amount of money to carry out these quick example when I was working in Indianapolis for the school of philanthropies the Lilly Endowment one of the biggest foundations in the country said all public schools should have a foundation for raising funds for their school and we want you to train those people I said sure and they got the thinking oh wait a minute they get a lot of my tax money. How do I help them make a case since I mentioned music. I said OK the money you get from the city state helps you have a band. Graeme we don't have enough money for instruments so the kids will have to buy their own instruments. We'll give you a half time music teacher and we'll give you music just enough for some of the march of the football games. Is that enough for your child. Oh and they can wear black and white. He would have uniforms. Now if nothing else. What about those kids who couldn't afford an instrument. Would you give to this. Here's what we're doing but we need more instruments you see where I'm going with this. I think we're almost done. Fund raising is oppressive. Remember it's a process it's not a quick and easy ten step. Secondly it's a team effort. And yes I know sometimes it's easier to do it yourself especially those of us who have had little kids and many of you have had you know sometimes it's easier to do it yourself than to have the kids do it. But when will the kids get that experience and the fun of making those cookies even if the kitchen is a mess. It requires an investment of resources a price point of how much and we can help you with some of that it's going to cost you more money to raise money if you're not seasoned that it will do want to know that core is accountability and it does take time. But once again on a roll folks keeping it going is a pleasure. I like to keep involved there are certain organizations I did into one of them is right here downstairs I don't mind saying how it happened A.S.A.P. many years ago when I was a faculty at Union College I went and took a bunch of students to work in the refugee camps. I got acquainted with you can. I stayed friends she started her own organization and came back. I so love the difference because I've been back to Thailand a number of times. I'm still a downer. That's what makes it so good. Don't overthink it. I know I've tried to feed you haul a lot of information in a very short time. Don't overthink it. That Be careful here are five steps if I did want to summarize it for a year. What are the values why are you doing this. Build a case on that. Find the donor is where there is a match there. Use the right tool. Thank you and Stuart and look at how everything fits under one of those factors. Remember it's not about the money it's about good causes that have a price tag. And don't forget successful fundraising as well as the information about P.S.A. look at some of our pad casts. We have lots of resources either on line that I can send you or we have books we can lend you. And as I said Michael and I are certainly available from anywhere from a phone call or you know if there's an area we're going to we'll be happy to meet with you. Feel free to e-mail us we're both traveling a great deal but we both do e-mail while we're traveling. I want to thank you for coming in leisure to meet many of you. And I would do you if you would like to learn more if you like or not.

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