Where Do Your Major Donors Live?

Mapping Your Donors

I noted in a blog post last February, Google Earth, was offering nonprofits access to maps to see how this type of information would be helpful.

In reading the recent CASE Currents magazine there's an article about Dickinson College who sent in the database of their alumni to be mapped so perspective students and alumni could more easily connect throughout the country.

I would encourage you to map your major donors in one color, your small donors in another. It may show you some interesting patterns. If you're willing to share, I'll post your map here. To contact Google Earth Outreach click here.

Permanent Link: Where Do Your Major Donors Live?

http://majorgiftsguru.com/2008/12/where-do-your-major-donors-live.html

Speeches & Training

Please see below for details on recent speeches and training sessions I have participated in, led or seen as valuable contributions to the field:

• Washington Fundraising Training The Win Win Ask and Listen for Success
• Fundraising Training Feedback AFP Nebraska
• Immersion Training for Nonprofit Major Gift Officers
• Tom Wilson Speaking at AHP International
• Fundraising Training Conference in Nebraska
• Fundraising Case Statement Training
• Updated Link for April 17 Educational Session
• Fundraising Training: Effective Fundraising for Nonprofit Organizations
• Tom's Training Topics
• Listening Tips
• Fundraising Training Sessions
• Recent Training Evaluations
• Major Gifts Training
• Recent Coaching Sessions

Permanent Link: Speeches & Training

http://majorgiftsguru.com/2008/12/speeches-training.html

Donor Recognition Options

A Major Gift Q & A

Question:

I followed the link to the U of Nebraska announcement that the photo came from in your earlier blog posting. In reading the story/release, I found it curious that the donors were mentioned by name and that theirs was the lead gift, but no mention of the size of the gift. Is that common practice? Sure, I'm curious about the size of the gift, but it also seems knowing the size of the gift would be inspirational to other donors.

Answer:

Many donors are willing for the size of their gift to be known internally and are very willing for the amount to be shared with other potential lead gift donors to help inspire giving. But, it's fairly common for these same donors to be reluctant to make the gift totally public as it just exposes them to many other nonprofits asking for gifts.

The recognition options listed above are part of my standard gentle letter of intent (commitment form or pledge form) that I use with major gift donors. After closing the gift, I walk the donor(s) through each recognition option so thinking can begin on how to control their exposure in the community.

Of course the ideal is full disclosure as a role model to everyone in the community. Warren Buffet's gift was a classic. But, many people are quite ready for this.

Many people need time to think about recognition issues so we agree to meet in a few weeks to determine their level of visiblity. I have been somewhat amazed to know of the number of donors who want virtual anonymity but are willing for other pace setting gift prospective donors to be made aware of their gift.

This whole discussion is a great example of how you do major gift fundraising personally rather than in the newspaper.

Permanent Link: Donor Recognition Options

http://majorgiftsguru.com/2008/12/donor-recognition-options.html

Giving Rewards from the Brain

Why People Give

I've been hearing about some neurological research showing how giving "lights up" certain sections of the brain. What implications does this research have for major gift fundraisers?

Several articles in the Chronicle of Philanthropy got me thinkng about this brain rewards issue.

• At Duke Universiy Medical Center their research found that "rather than just getting a mental pat on the back, the part of the brain that lights up when giving takes place is a section of the brain that is associated with understanding social relationships, purpose, and meaning."
• Another research study at the University of Oregon looked at altruism (and oddly related philanthropy with willingness to pay taxes, which is not what we find in our fundraising practices). On further study they did find that charitable giving gained greater brain rewards than tax giving.
• Carolyn Swartz from the University of Massachusetts Medical Center , quoted on MSN, noted that "those that helped others were significantly happier and less depressed than those who didn't."

So what does all of this mean for us major gift fundriasers? I'm not totally sure, but it is fascinating to see that research is starting to prove what we've always known – that giving is one of the greatest joys and is different that material aquisition of money, power, and "toys."

I'll keep looking for more information. Let me know what you've read.

Photo courtesy Mayr & Habaugh , University of Oregon

Permanent Link: Giving Rewards from the Brain

http://majorgiftsguru.com/2008/12/giving-rewards-from-brain.html

Major Gifts Training

2008 Fundraising Coaching

In January of last year my new book, Winning Gifts: Make Your Donors Feel Like Winners was published by Wiley & Sons under the sponsorship of the AFP Publishing Council.

As I learned to be an author over the past few years, I found that writing the book is one thing. Promoting it through speaking engagements is quite another. So, in 2008 I set up an aggressive schedule of speaking tasks. Here is a quick summary.

Listening to Donors – AFP International Webconference, AHP Southeast (Florida), Idaho Nonprofit Conference

Board Training – California Dental Association Foundation (Sacramento) Providence Cancer Center (Portland, Oregon), Providence Community Health Foundation (Medford, Oregon), Utah Valley University Foundation (Orem), Yellowstone Art Museum (Billings, Montana)

Capital Campaign Case History: Clark Fork Valley Hospital (Plains, Montana) with Barry Fowler – AHP Rockies & Southwest (San Antonio), WMFRA (Western Montana Fundraisers Association)

Capital Campaign Case History: Southwest Washington Medical Center (Vancouver) with Jean Rahn – AHP Pacific (Oregon)

Capital Campaign Case History: Campaigns without Walls: Adventist Medical Center (Portland, Oregon) with John Korb – PSI International Conference (Tucson)

Conference Co-Chair – Giving Institute (Park City, Utah)

Endowment & Planned Giving Campaigns– AFP International (San Diego)

Hospital CEOs Panel Facilitator – AHP Pacific

Make Your Case – American Society of Dental Foundation Executives (Chicago), PSI International Conference (Tucson), Idea Exchange AHP International (Chicago)

Staff Training – Portland State University, San Francisco Opera

Strategic Planning: The Path to Fundraising Success – AFP International (San Diego) with Val Brodie, Willamette Valley Development Officers (Oregon)

The Win Win Ask – AHP Southeast (Florida), Council for Resource Development Region X Conference, Mid Valley Development Officers Association (Albany, Oregon)

Winning Gifts: Make Your Donors Feel Like Winners – AFP Academy (San Diego), San Francisco Foundation Center, AFP Academy (San Diego), AFP Coastal Bend Chapter (Corpus Christi, Texas), AFP San Diego Chapter, AFP Oregon & Southwest Washington Chapter

Thanks to everyone who invited me to speak in the past year. I learned a lot and have found your audiences' questions and comments enlightening. For a look at the 2009 schedule, click here.

Permanent Link: Major Gifts Training

http://majorgiftsguru.com/2008/12/major-gifts-training.html

Community College Capital Campaigns

Community College Fundraising

This post is one in a series on the how different sectors approach and deal with capital campaign fundraising.

After having served for 5 years as a university vice president for development and dealing with graduate students, research faculty, and the politics of a complex organization my first community college campaign was a true joy. The students are there to learn and the faculty to teach. The agenda is straightforward and simple -- let's figure out where this student is starting from and make them a success. Success is defined as getting a job for most people. But, I learned for many community college students a traditional 4-year university is too intimidating or too big, or they just weren't ready after high school to buckle down to study. Once they conquer community college they go on to a bachelors degree and for many students graduate work.

I've worked with several community colleges on campaigns, but the most memorable was Linn-Benton Community College in Oregon. The long-time president, Jon Carnahan, was eager for a campaign. The foundation board and staff had never been through one and everyone was eager to learn.

What was different from a traditional university capital campaign?

The lack of a tradition of philanthropy. Everything was new. We had to grow the foundation board from a special events group into a major gifts orientation. We established an annual giving program, a $500 Presidents Club (this was 13 years ago) which grew from a handful of members to more than 300 in just 3 years. We had to build a total case for support as the community wasn't used to them as a philanthropic venture. They had oodles of alumni, and yet none. Most community colleges have hundreds of thousands of alumni but have never kept track of them, set up alumi associations. or dedicated staff resources to keeping them connected over time.

Because of the lack of alumni giving, we had to seek out donors in the community to adopt us. Most of the challenge of the campaign was getting these donors to understand the community college's role in higher education and society. We were lucky that the president emeritus of nearby Oregon State University was supportive (one of his daughters went through Linn-Benton and he felt it had turned around her life). The local hospital administrative leader was eager for a partnership around a nursing program -- we also found out he got his higher education start at a community college in Arizona. We also heard from traditional univerities that they would much rather have a community college graduate on campus who is focused and ready to learn than a fresh high school graduate who is on campus to party.

We heard great story after great story.

So there are challenges with community college fundraising, but the rewards are fantastic.

Photo courtesy Linn-Benton Community College, Oregon

Permanent Link: Community College Capital Campaigns

http://majorgiftsguru.com/2008/12/community-college-capital-campaigns.html

The Economy & Fundraising

Below are all of the MajorGiftsGuru.com articles on the economy and fundraising:

• Major Gift Officer Job Opening in Portland, Oregon
• Foundation Giving Hit Hard by Economy (Q2 2009)
• Foundation Fundraising During the Economic Crisis (Q2 2009)
• Cultivating Donors in a Tough Economy
• Focus on Bequests in Bad Times
• Corporate Giving in Tough Times (an update)
• Higher Education Fundraising in Tough Times
• $100 Million Gift
• Major Gift Survival Tips
• Major Gifts Still Coming in this Tough Economy
• Gates Foundation Generous in Tough Fundraising Environment
• How Will the Economy Impact Corporate Giving to Nonprofits'
• Mega Major Gifts Still Being Made in this Uncertain Economy
• Will The Economy Impact Fundraising
• College Fundraising in Tough Economic Times
• Endowment Fundraising Challenged by Low Investment Returns
• Large Endowment Funds Had a Tough Year

Permanent Link: The Economy & Fundraising

http://majorgiftsguru.com/2008/12/economy-fundraising.html

University Capital Campaigns

Lessons for All Nonprofits

What makes a university campaign different than any other nonprofit organization's capital?

Complexity.

For many nonprofits a capital campaign will be focused on the need for a new building. For a university with 5 to 10 schools, an athletics department, student services, scholarship needs, libraries, art galleries, museums, etc. a capital campaign must be comprehensive enough to include all divisions that have authentic constituencies and visions for a better future.

A typical comprehensive university campaign will include some buildings (usually more than one), annual operating support, immediate scholarships, endowed scholarships, endowed faculty chairs, and speical initiatives.

There are great lessons for all nonprofit canmpaigns. Even though your primary need is for a building, why not include 3 to 5 years worth of annual fund support, endowments for building maintenance (some private universities requirea 25% of the building cost endowment for operations and maintenance), endowment projects for programs, and special project funding for strategic plan initiatives.

These opportunities give a big picture to the funds you are raising over 3 to 5 years (many university campaigns run 5 to 8 years) and therefore raise the sights of potential donors. Giving $1 million to a $5 million building is one thing, while giving $3 million to a comprehensive $10 million campaign is another (the $5 million building is still the key aspect).

Photo courtesy one of my universities, University of Nebraska-Lincoln.

Permanent Link: University Capital Campaigns

http://majorgiftsguru.com/2008/12/university-capital-campaigns.html

Help Build a New Nonprofit Resource

ShareACopy.com is a new resource for the nonprofit world. They are attempting to get all of us to post interesting items from our files so we can share information and best practices with each.

I encourage you to participate.

Permanent Link: Help Build a New Nonprofit Resource

http://majorgiftsguru.com/2008/02/help-build-new-nonprofit-resource.html

Major Gift Fundraiser Tax Article

Tax Tips

I know its hard to keep up with tax implications for giving. One of the best articles I've read in years was in the December 2008 issue of The Wall Street Journal.

If you have losses on your stock investments, you can deduct as much as $3,000 ($1,500 if single or married filing separately) and carry losses into future years.

Don't donate losers to charity. Instead, sell them to recognize the loss (and capture it for future offsets) and donate the proceeds to charity.

Extended IRA distribution law enables gifts to charity of up to $100,000 to count toward your minimum distribution requirements.

You can make a tax deductible chartiable contribution by charging your credit card this year and paying off the gift on the charge card next year (this was news to me).

Permanent Link: Major Gift Fundraiser Tax Article

http://majorgiftsguru.com/2008/12/major-gift-fundraiser-tax-article.html

Remote Major Gift Officers

Insights

One of the challenges of universities with national alumni constitutencies, and of statewide nonprofits they need to cover large territories is how to provide major gift staffing. While, for control issues, you would love to have everyone centralized in one office and travel as needed, for large states in the West and for national programs, this isn't realistic.

You'll need to find people who can work on their own out of home offices connecting with your electronically.

As a member of national consulting firm, Campbell & Company, we face the same issues. With the home office in Chicago, those of us in regional offices face unique challenges.

I just read a fascinating article recently, "Away from the Deak . . . Always" in The Wall Street Journal. Authors David Pauleen and Brian Harmer (lecturers at Massey University and Victoria University) call these type of people "nanobots: Not in the Office, doing Business in Their Own Time. Staff."

• Empowered by mobile devices


• Remote access to corporate networks


• Long Hours


• Driven nature, self-starting, high achievers who produce strong results with a minimum of supervision


• Entrusted with personal freedom to get their work done

Of course, we'd all love this type of person working for our organization. But, how much freedom should they have? And, how do you find staff like this?

The authors note: "For many nanobots, success is defined in highly personal terms, such as problems solved, or influence wielded as a consequence of personal credibility."

So what?

I'm not sure yet except to note that global corporations may be way ahead of nonprofit organizations in dealing with nanobots. Let me know if you'e solved this yet. Let's all check with our globalized volunteers to see what their companies have learned.

Photo courtesy www.greenpeace.org

Permanent Link: Remote Major Gift Officers

http://majorgiftsguru.com/2008/12/remote-major-gift-officers.html

Major Gift Blogging

A Year in the Life

As 2008 comes to a close, I'm celebrating one year as an occassional blogger on major gifts fundraising.

My son, Richard, is finishing up a second masters degree at Harvard University, is a professional blogger on hedge and investment funds. He got me started last year between the holidays. I'm getting close to 100 posts and have some interesting statistics to share with you from the first year. The ClustrMaps software builds a map over the year and tracks my visitors. I just found out that each calendar year it starts over again. So look above for this year's locations.

• 6,785 total visitors


• United States visitors 76%


• Canadian 4%


• England, Australia, India 5% and
15% the rest of the world, 107 countries

The internet and this blogging thing are truly amazing in terms of its reach.

If you've made comment in the past, thanks. If you haven't, please do so. It's great to get feedback and all of us need to hear other viewpoints (including all of my readers). If you haven't subscribed to this weblog, please do so on the right hand side.

I've found the search feature useful for me as I try to find information that I've blogged on in the past.

Permanent Link: Major Gift Blogging

http://majorgiftsguru.com/2008/12/major-gift-blogging.html

Successful Capital Campaigns

4 Keys to Campaign Success

I have 30 years of fundraising experience including 10 years as a staff fundraiser and 3 rounds of consulting where I've advised more than 100 clients. I've found 4 key elements for a successful campaigns. Review them as you think about a camapign in your future, as you're preparing for one right now, or to evaluate your progress if your in the midst of one.

• Case statement – How compelling is your case? How does your organization benefit your community? What are your critical needs? Is your problem statement clear? Is your solution viable? Are your programs sustainable after initial campaign funding is complete?


• Volunteer leadership – Do you have people of affluence and influence to work on your campaign? Are they willing to open doors to potential pace-setting gift donors? Who is willing to ask for the order? Do you have a campaign chair committed to getting your campaign to goal?


• Financial support – You will need 80% to 95% of your campaign goal to come from the largest 30 to 50 gifts to your camapign. Do you have connections to this type of wealth? For every gift needed, you need 3 potential donors capable of giving at this level; do you know who to visit?


• Organizational readiness – Are your fundraising systems robust enough to help ensure success? A full-time, major gifts officer can handle about 125 prospects. How many prospects do you have and are there enough staff to build personal relationships with them? Does your organization have a strategic plan? Is your president or executive director willing to spend time on the campaign? Will their presence reassure donors you have a visionary leader and a tight-fisted manager who will assure donor funds will be well spent? Is the board committed to the campaign through their confirmation of the case and their willingness to participate in the campaign through their giving and fundraising help?

Of course, there are many ways to deepen these questions and to strengthen your current situation to assure campaign success.

What else have you found in your situation? I welcome your comments.

Permanent Link: Successful Capital Campaigns

http://majorgiftsguru.com/2008/12/successful-capital-campaigns.html

New Ideas for Hospital Capital Campaigns

Creativity Needed

Building capital campaigns may seem like the easiest to raise money for and the most attractive to donors. In many cases they are, but even before the economic downtown we were hearing from experienced donors they were interested in people more than buildings. This seems especially true for hospital fundraising. After all, people take care of you and help you get through some of the toughest times in your life. Buildings and equipment are just tools for great doctors and great nurses.

One of my clients, Harrison Medical Center in Bremerton, Washington embarked on a unique campaign path 18 months ago: a campaign to raise $8 million for a nurse residency program, nurse specialization training, and advanced nursing degrees. Check out the Harrison Foundation website. AHP Canada's regional conference in June was so intrigued by our ideas, that Harrison Foundation Executive Director Stephanie Cline and I will present a workshop on our "Great Nurses for a Great Community" case and case development process.

Several other hospitals are taking a university-style, comprehensive campaign approach by combining building campaigns with operating support and endowments for operations and new medical technology. These types of comprehensive campaigns can also include dedicated funds to bring on new staff (a hospitalist or cardiac specialist), buy specific pieces of equipment, or start up new service lines to meet community needs.

One of the biggest challenges in developing a strong case for support is getting hospital administrators to take some time away from the tough job they have of managing hospitals to survive year to year to thriving in the future through a visionary 5 to 10 year strategic plan that the philanthropic fundraisers can use to excite donors.

Permanent Link: New Ideas for Hospital Capital Campaigns

http://majorgiftsguru.com/2008/12/new-ideas-for-hospital-capital.html

College Fundraising in Tough Economic Times

Fundraising in Tough Times

When times are tough, get back to basics. Go to the core of your mission and how you will improve society and impact the lives of people.

A recent article in The New York Times highlighted Amherst College in Massachusetts with the interesting title “Alma Mater Is Asking. Do You Give or Not Give?” Author Ron Lieber noted that Amherst has an endowment of $1 billion-plus and is engaged in a capital campaign. The endowment lost 25% of its value since last June but is still robust compared to most colleges and universities.

Chair of the campaign Brian Conway, notes that their mission is to “develop the leaders of tomorrow.”

Anthony Marx, president of Amherst, stated: “We try to be clear about why this is a social investment with a significant multiplying effect, though it takes a generation to see that effect.”
The campaign is emphasizing financial aid so Amherst can continue its tradition of admitting students regardless of their ability to pay tuition, fees, books, room, and board.

Article author Ron Lieber noted that this kind of fundraising story should be even more appealing for colleges that don’t have a huge endowment although it would require letting donors designate where their gifts are going.

Charles Best, founder of DonorsChoose.org was quoted about how his organization let’s donors pick projects within schools: “contributors can pick options like giving drums to a class in New York City or construction paper to students in an art class in Northern California.” Mr. Best noted that a few colleges had looked into this type of fundraising program but he wasn’t aware any had started to use it yet.

James Langley, vice president for advancement, Georgetown University noted: “Schools need to start acting like a cause and stop acting like an institution.”





Post Script: While this story is about another college, why use the Northwestern University logo for the image? That's where I went to graduate school for 4 years so I'm attached to the place. To check out their giving website click here.

Permanent Link: College Fundraising in Tough Economic Times

http://majorgiftsguru.com/2008/12/college-fundraising-in-tough-economic.html

Gates Foundation Generous in a Tough Fundraising Environment

Gates Foundation Generous

While unable to give what they initially expected, a recent article in The Wall Street Journal notes that Gates Foundation officials project 2009 grants to be 10% larger. New executive director Jeff Raikes, comments on the economy on the Gates Foundation website, click here.

Recent giving from the Foundation has been in the $3 billion range, which is higher than the 5% minimum distribution required by law.

In addition, the Gates Foundation must distribute all of an annual 10 million shares of Berkshire Hathaway stock given by Warren Buffet each year. The most recent installment of $1.6 billion came in July 2008.

Permanent Link: Gates Foundation Generous in a Tough Fundraising Environment

http://majorgiftsguru.com/2008/12/gates-foundation-generous-in-tough.html

Listening to Major Gift Donors

Listen to Yourself

I recently made a presentation at the Idaho Nonprofit Center Conference in Boise. The session was “Listening to Major Gift Donors” based on chapter 3 of my book Winning Gifts: Make Your Donors Feel Like Winners. We had some great questions and comments from participants.

One that struck me was a Zen-like comment – “To be a great listener of others you need to take time to listen to yourself.”

This suggestion reminded me of an article I saved from U.S.A. Today featuring Mr. Vijay Eswaran, a Hindu Indian who is CEO of the QI Group, a 10-year old company with nearly $1 billion in sales. Highlights of the article included:

• “Eswaran, starts each day monk-like with an hour of silence, a practice outlined in his book In the Sphere of Silence. It’s called mouna, silence. Essentially it’s yoga of the mind.


• “It begins with analyzing the day that has gone by, going through the goals you had set and seeing what you achieved and what you failed to achieve and trying to derive lessons. Then plan the next day and beyond.


• “It forces you to slow down a moment, detach, and take a good hard look at yourself.


• “There’s a certain amount of walking around. I strongly recommend writing, because you are really communicating with yourself and you can look back upon it later.


• “It’s like practicing before you play the game.”

I’ve ordered his book and will write another post on what I learn as I try his methods. An hour of silence a day – that’s challenge, but if it helps my listening to major gift donors then it will be worth it.

Permanent Link: Listening to Major Gift Donors

http://majorgiftsguru.com/2008/12/listening-to-major-gift-donors.html