Archive for the ‘Leadership’ Category

Today is Ash Wednesday which means it’s the start of the Lenten season. Whether you celebrate Lent or not, now is a good time to think about something you can afford to give up in your nonprofit – your poverty mindset.

Most nonprofit organizations were started on a shoestring because someone wanted to help people or change a situation. A vision was cast and the adventure began. Unfortunately, the harsh reality of funding crept up fast, and instead of thinking about how to raise needed funds, founders learn to work within what they have.

It’s like trying to build a house and choosing the manual saw to cut the wood while the power saw sits unused. You’re limited in what you can get done, and everything will take much longer than it needs to.

Way too many nonprofit leaders and staff think small. They look at a book or a training program and say “we can’t afford that.” How about thinking about options and possibilities instead? What if you simply insert the word ‘how?’ Try saying “How can we afford this?” and then brainstorm a list of ways. There are always options.

Poverty mindset stunts a nonprofit’s growth. Adding or expanding programs is tough when you aren’t willing to think big. Think of a food pantry for example. Let’s say they’re serving 50 families a week and they’re satisfied with that. What if we start thinking about the need? How many families are not being served? How many families would the pantry need to serve to totally meet the need? Once the number is identified, fundraising goals should be based on it.

This kind of thinking is riddled with doubt, fear, and negative beliefs. It’s like a gray cloud of gloom that follows you around and keeps you from really moving forward in your organization. It keeps you stuck right where you are in terms of organizational growth.

So how about giving up the poverty mindset and small thinking for the next 40 days and see what happens?

Last Friday, I got to spend the day with financial expert and guru Dave Ramsey. It was his one-day EntreLeadership program and it was well worth the investment of time and money to attend.

I’ve been through his Financial Peace program (and loved it) and had heard from a couple of folks that they got lots from EntreLeadership, so I decided to treat myself to a ticket.

About halfway through the morning, I knew I had to share some of what I learned here with you. Some of this is straight from Dave, some of it has my editorial on it. Either way, I hope you get something good from these nuggets!

What I learned from EntreLeadership:

If you’re a Leader, act like it! Behave with integrity. Be authentic and inspiring. Be a role model and a mentor. If you’re not this, you suck as a Leader.

A Leader inspires others. An entrepreneur takes risk. An EntreLeader causes a venture to grow and prosper.

Your nonprofit will never grow beyond the skills of your Leaders. Organizations are limited only by their Leaders.

You cannot lead without passion. You must care about the work your organization is doing and engage others in that passion.

Passivity is NOT an option. Make bold decisions and move forward. If you don’t make the decision, it will be made for you.

Stagnation will not move your nonprofit forward.

Indecision is made by fear. Indecision is the greatest thief of opportunity.

Set goals and follow them. If you aim at nothing, you will hit it every time.

Don’t ask your team to set goals when you have none.

Individual team members can’t have goals dictated to them; instead help the team develop their own goals.

Until you value yourself, you won’t value your time. Until yu value your time, you won’t do anything with it.

If you’ve been through Dave’s EntreLeadership program, I’d love to hear what you thought about it. Leave a comment and share.

As we look to a new year, it’s time to start thinking about what 2012 might hold for us. Will the new year hold more of the same or will things be different?

I don’t think it really matters what the new year brings. The more important question to ask is ‘what will you do?’

Over the past few years, many nonprofits have faced a withering economy, nervous Boards, and more demand for services. The organizations that are flourishing (and yes, some are doing great!) have been proactive and purposeful about fundraising. I have several clients who have had their best years ever in 2010 and 2011.

Here’s what I see vibrant nonprofits doing in 2012.

Take fundraising seriously. Nonprofits that will raise big money in 2012 will take fundraising seriously. They won’t put it on the back burner to deal with ‘more important things.’ They’ll have a written plan of how they’ll communicate with their donors and prospects, and they’ll treat their donors as partners in their work, not as ATMs. They’ll be proactive, not reactive. And they’ll be successful.

Invest in themselves. Nonprofits that will raise big money in 2012 will spend money on training. Even with tight budgets, they’ll find a way to send staff to workshops or webinars. They know that their organization is only as strong as their staff, and to keep their skills sharp, they’ll focus on continuing education.

Invest in their Board. Nonprofits that will raise seriously big money in 2012 will invest in training for their Board. They know that they’ll need their Board in tip-top shape to help reach more people in the community, especially key supporters. Without training, their Board might now be willing or have the know-how to make these important connections. Seriously successful organizations know that a little training can go a long way with a Board.

Unwilling to accept mediocrity. Nonprofits that will have their biggest year ever in 2012 will be unwilling to accept mediocrity. They will demand (and get) the best from their Board, their staff, and their volunteers. Together, they will improve their service delivery, they’ll learn to be excellent at telling their story, and they will engage people in their work. And they will be successful. They’ll help more people and they’ll raise more money than ever before. They’ll see themselves as a vital part of the community, changing lives for the better.

As you look forward into 2012, remember this: it doesn’t matter so much what the year brings. What matters is what you do with it.

“All you need is 20 seconds of insane courage, and I promise you something great will come of it.”

This is a line from a new movie called “We Bought a Zoo.”  I saw the preview weeks ago and I can’t get that phrase out of my head.  Maybe because I’m wrestling with a few fears right now and I keep thinking about what difference 20 seconds of insane courage would make.

If you think about it, we have lots of fears: fear of failure, fear of rejection, fear of (fill in the blank).  As nonprofit Fundraisers, we have lots of fears too, like

• Fear of asking for a gift and being told “no.”
• Fear of not making our campaign goals.
• Fear of not making budget.
• Fear of what our friends will think if we ask them to support our cause.
• Fear of not being accepted and approved of by our boss or our Board.
• Fear of offending our donors by sending too many appeal letters.
• Fear of wasting money by trying something new.
• Fear of trying something like Facebook or mobile giving because we don’t understand it.

Fear is just worrying about what might happen.  It’s all in our head and can be overcome by a number of techniques.  Right now, the one that’s working for me is to think about what I can do with 20 seconds of insane courage.  In the past few days, I’ve overcome my fears and made things happen because of that.

If you are a Fraidy Cat, and you hide behind your fears, don’t expect to be successful in fundraising.  If you want to get serious about raising big money for your nonprofit, you must work through your fears.  I’ve heard it said that your organization is only as strong as the people who work there, and I believe it.  So, to raise more money, you have to learn to put your fears aside and do what must be done.

What can YOU do with 20 seconds of insane courage?  Can you pick up the phone and make an appointment with a donor?  Can you push on toward a campaign goal?  Can you plan fundraising campaigns now event though naysayers advise against it?

I’d love to know what you think, and if you decide to use the 20 seconds, what happens for you!  Be sure to come back here and share.

Many people are being wildly successful in fundraising these days.  After working with several, I’ve noticed that share a few things in common.

1. The are passionate about their cause.  They believe deeply in the work their nonprofit does and they love seeing loves changed.

2. They are willing to do whatever it takes to see their nonprofit organization succeed.  If that means working long hours, they’ll do it.  If that means dealing with problematic Board members, they’ll do it.  If that means overcoming their fear of asking for money, they’ll do it.

3. They believe that their cause is worth supporting, and they place no weight on the current economy.  They know that there are plenty of people out there who have money to give, so they keep asking.  Some of them stop watching the news because they don’t want all that negativity about the economy.  They focus on the good stuff and on the lives that are being changed by their nonprofit.

You can be a wildly successful fundraiser, too!  Adopt these three attitudes and watch things start to change.

 

 

 

 

A key piece that must be in place if you want to Fully Fund your nonprofit is strong leadership. 

Fully Funded organizations have strong leaders in place, both staff and Board. The Executive Director is a good leader who instills pride in their staff.  They carry the vision for the organization into the community and represent the organization well. The Board is a well-functioning group of community leaders who are passionate about the cause and committed to its success.  They understand and embrace their roles, and are willing to do whatever it takes to change lives.

Here’s a short video with a bit more of an explanation of strong leadership.

http://youtu.be/NBeprHMXf60

I was at a fundraising committee meeting recently and we were talking about growing the organization’s donor base. This is a common goal for nonprofit organizations, right?  Well, I’m always delighted when folks who don’t have formal fundraising training get it, as happened that day.

As we were talking about strategies for growing the donor base, we talked about how minimizing the loss of donors would help increase our overall number of active donors.  That’s when one sweet man said “we need to put our picture on their piano.”  We giggled immediately knowing what he meant.

I remember when I was little, my Grandma had lots of photos of family and friends on her beautiful upright piano.  That was her way of keeping them close and remembering them often.  The suggestion of putting our picture on the donor’s piano was a perfect way to describe the importance we need to put on relationships with our donors.  Our donors are so much more to us than just the check they write.  Their gift is a vote of confidence in the work our organization is doing.  It’s their way of saying they support what we’re doing and they want to see us succeed.  They, too, want to see the change we’re after in the world.

And that kind of support deserves our attention and respect.  Maybe we should put their picture on our piano, too.

How to Work With Bosses and Volunteers to Raise More Money

Last Wednesday, I had the privilege of speaking at the Western North Carolina chapter of AFP in Asheville.  I had a great time seeing old friends and making new ones.

Can you imagine me anywhere not having fun?

I spoke to them about working with bosses and volunteers in fundraising, especially when you don’t like your boss or volunteer.  I know this is (unfortunately) a common issue for lots of people and I’ve experienced it myself.

I remember working as a Development Director and not liking my boss much.  It wasn’t easy, but we were able to be successful in fundraising as a team.

Here are some of the things I shared with the group.

There are three keys to being able to work with a boss or volunteer in fundraising. 

The first is communication. We must learn to be clear in asking for what we want and in sharing information.  And we must learn to set clear expectations when we set out to work with someone else.  This above all I think is critical in relationships!  I see lots of problems on Boards because people were not given a good idea of what to expect when they agreed to serve on the Board.  Being clear in the beginning can prevent a lot of problems later.

The second key is trust. No matter how much we like or dislike someone on our team, we must work to build trust with them.  Otherwise, we aren’t going to get very far.  Some ways you can build trust are to act consistently and keep your word.  Do what you say you will do.  And treat people with respect.  Remember, if you don’t respect someone, it’s your problem, not theirs.  It’s yours to fix.  Again, I know this isn’t easy, but it’s what will help you be successful in raising money.

Finally, I talked about ‘leading from the chair.’ There are an awful lot of Executive Directors and Board chairs out there who have little in the way of leadership skills.  If this is your situation, then you can try providing leadership without actually being in charge.  It’s not easy to do, but with some grace, it can be done.  When I was in this position, I found that it was a matter of gently (and I mean gently!) sharing information that my boss needed to know, and making suggestions as to the action that was needed.  Over time, my boss turned to me repeatedly for advice and insight into lots of situations.

Sometimes the relationship with your boss or your volunteer is so damaged and broken that no amount of trust and respect will repair it.  That’s when it’s time to dust off your resume and go find another job.

The good news about working with bosses and volunteers in fundraising is that you can get a lot more accomplished when working as a team.  They may have connections in the community that you need or knowledge of your organization that you don’t have.  Either way, presenting a united front to your donor prospects will get you much farther down the road of raising money for your good cause.

Work rhythms are common. We all fall into ways of doing things that serve us in some way. We host the same special event each year or we submit the same grant application each year. It works for a while, but then attendance starts to drop off or our grant is no longer funded. But it’s a good idea to evaluate your work habits periodically to make sure they still work.

I was talking with a client yesterday and she was telling me about someone in her organization who has become a problem child. Every time others talk about changing things or trying something new, this woman says “that’s not the way we do it.” She’s not willing to hear a new idea. She’s so stuck in the old ways of doing things that she’s starting to impede the progress of the organization. In fact, she clings so tightly to the old ways, that she’s gotten quite negative with others and has lost sight of the mission of the organization. Others are now avoiding interaction with her because of her negativity. It’s become “me vs. them” and she’s determined to win.

I can remember working with a couple of people just like this. In one case, I came back from a conference with new ideas ready to implement, and she did her best to discredit me and squash my enthusiasm. I never could understand why she was so negative, unless she was terrified of change. Either that or she wanted to be the “Star of the Show” and I was stealing her limelight. Either way it was holding the nonprofit back from doing bigger and better things.

So, back to my original question. What happens when you do what you’ve always done? You get what you always got.

If you aren’t happy with the fundraising results (or any results for that matter) you’re getting, then you MUST change what you’re doing. Simple as that.

You have to find a way to get these negative folks on board with moving forward, or they need to be let go. I know that’s harsh, but it’s true. You have way too much important work to do in the world to be held back by someone who has their own agenda.

Have you had experience working with negative people in your nonprofit who were reluctant to change? I’d love to hear your story. Click on the comment link and share.

“If you do what you’ve always done, then you’ll get what you’ve always got.”

I love that saying.  In the world of fundraising it means that if you keep doing things the same old way, you’ll keep getting the same old results.  I’m stunned by how many people are surprised when things don’t turn out differently. When you send the same tired appeal letter year after year, you aren’t going to raise more money. If you hold the same mediocre event year after year, don’t expect an increase in response.

I was coaching a gala committee made up of Board members and volunteers recently.  They have a wonderful annual event and they’re very disappointed in the results they are getting.  They have over 400 people in the room and are raising just over $20,000.  Not good, says I.  So I asked them in detail about the event.  From what I gathered, they are telling their story, sharing client testimonials, and engaging people in their vision, but when it comes time to make the Ask, they are dropping the ball.  They are leaving it up to their guests to figure out if they should give and how much to give.  In otherwords, they are being a bit wishy-washy about asking people for money.

There’s a lesson here for everyone:  you MUST ask for a gift. Don’t assume that people know how much you need or how much it costs to run your programs.  Be bold and ask for a specific amount for a specific purpose.  For this particular group, I told them they need to let people know how much it costs them to provide service to 1 client for 1 year, and ask donors to sponsor a client.  And, I told them to include indirect costs when they calculated the costs per client per year.  (There was a bit of silence at this point.  Then they realized they don’t know what it costs them per client, which I told them was their first piece of homework.) 

After many of the ideas I shared, committee members said “We know that.”  I tried to explain to them that knowing a thing and doing a thing are different.  It’s one thing to know you need to exercise every day, but it’s a whole different ball game to actually do it.  Your body will definitely reflect the difference in whether or not you take action on the things you know about exercise!  If the things you “know” aren’t working, then it’s time to do some self-reflection.  Are you implementing what you know?  If not, there’s the first place to make some changes.  If you’re someone who says “We tried that and it didn’t work” then it’s time to find some new ways of doing things.  Either way, you’ve got to get out of your rut and start thinking differently. New ways of thinking usually results in new action and new results.

The definition of insanity is doing the same thing over and over expecting different results.  Don’t let fundraising drive you insane.  Change up what’s not working to what we know works and I guarantee you’ll see better results.