Nonprofit salaries can hurt nonprofit fundraising

Nonprofit Salaries Can Hurt Nonprofit Fundraising

by Tom Wilson Major Gifts Guru

USA Today just released a story titled “Non-profit execs make millions: big organizations have highly paid leaders.”

These types of articles really hurt fundraising. This story was based on a recent survey by The Chronicle of Philanthropy which posted its 17^th annual salary rankings.

The articles lists 20 nonprofit leaders and their pay. Of course its hard to see that the head of Children’s Hospital of Philadelphia gets paid $2.3 million or that the Museum of Modern Art (New York City) pays its chief $2.7 million. I’m glad I don’t have to do major gift fundraising at those institutions.

But, many of the others listed in the survey are highly paid investment managers for nonprofit endowment funds who are compensated comparable to Wall Street investors, big-time football and basketball coaches, and medical staff whose pay is based upon their medical work as much as their administrative duties.

Not mentioned in the USA Today article but a headline in The Chronicle article was the comment that nearly 30% of nonprofit CEOs took a pay cut. Of course, that’s not juicy news.

Sensitize your board and CEO that if they want to create a culture of philanthropy, and if they want to appeal to major gift donors, they need to be careful about executive pay. With more and more transparency comes to nonprofit organizations through the updated 990 process, Guidestar.org, and Charity Navigator nonprofit executive pay will become more visible.

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Using the Internet to Increase Major and Planned Gift Fundraising (part 1 of a series)

Using the Internet to Increase Major and Planned Gift Fundraising (part 1 of a series)

By Tom Wilson Major Gifts Guru

I just got back from several days in San Francisco for the AHP International (Association of Healthcare Professionals) annual meeting. I presented a session and facilitated an Idea Exchange.

In this series and several others I’ll report on sessions I attended and the gems I gleaned from them.

Sandra Henningsen of Crescendo Interactive presented a session on Maximizing Your eMarketing Success for Major & Planned Gifts. As you know, I’ve been trying to become smarter on how to use the Internet for major gifts work. So here are some highlights.

eMarketing is just a component of your entire marketing efforts for major and planned estate gifts. Remember the theme of cross marketing – print, thank you events, personal proposals, personal visits, giving guides, seminars, you’re your website. Be consistent throughout your platforms. No one channel will do the trick.

We had a great discussion with participants in the room. One organization talked about using an online donor survey. It worked well and was a good way to connect with prospective donors.

The Internet allows you to empower donors to comment so they become part of your cause, not just a donor.

And, always remember that it’s still personal relationships that closes gifts.

This article is part of a series. To read the rest of the series, please click the links below:

• Using the Internet to Increase Major and Planned Gift Fundraising (part 2 of a series)
• Using the Internet to Increase Major and Planned Gift Fundraising (part 3 of a series)
• Using the Internet to Increase Major and Planned Gift Fundraising (part 4 of a series)
• Using the Internet to Increase Major and Planned Gift Fundraising (part 5 of a series)

Permanent Link: Using the Internet to Increase Major and Planned Gift Fundraising (part 1 of a series)

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Nontraditional case statements for major gift fundraising

Nontraditional case statements for major gift fundraising

By Tom Wilson Major Gifts Guru

I just got back from several days in San Francisco for the AHP International (Association of Healthcare Professionals) annual meeting. I presented a session with my client from Harrison Medical Center Foundation in Bremerton, Washington – “Great Nurses for a Great Community.”

You can see the highlights of the presentation in the image above. If you’re interested in a set of the handouts just email me at TomWilsonMajorGiftsGuru@gmail.com.

As a long-time fundraising consultant for nonprofit organizations, one idea to leave with you on this topic. Hire a great consultant to help you create and polish the case. Don’t wait to hire a consultant for just the feasibility study (the philanthropic market research study). We’ve seen a lot and can help bring the case to life for you, your administrators, and especially your donors.

A great case makes for great major gift fundraising.

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Immersion Training for Nonprofit Major Gift Officers

Immersion Training for Nonprofit Major Gift Officers

by Tom Wilson Major Gifts Guru

Please join me (author of Winning Gifts: Make Your Donors Feel Like Winners), and my fellow authors Laura Fredericks (The Ask: How to Ask Anyone for Any Amount for Any Purpose and Developing Major Gifts: Turning Small Donors into Big Contributors) and Simone Joyaux (Strategic Fund Development: Building Profitable Relationships That Last and Keep Your Donors) for a 4-day immersion training program for major gift officers.

Offered October 30 to November 2 in Boston, the major gift officer training will take you to great depth to strengthen your current skills or build new skills. This program will be a wonderful way to take a young, rising star on your staff to a high level quickly. It’s also a great way to re-energize your career and polish techniques to ensure results for your major gifts program.

The major gift officer immersion training program is offered by PLAN in Association with the AFP Massachusetts. I know one of my readers of this blog is already signed up. And, 15 registrations are already in place. The organizers hope to have 20 to 25 sign up. So the class size will be small, which is great for the faculty.

For more information on the training and to register go to www.planmgo.com. Come join us.

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The Tough Get Going -- Advice to Major Gift Fundraisers

The Tough Get Going -- Advice to Major Gift Fundraisers

by Tom Wilson Major Gifts Guru

I developed this presentation for AFP Nebraska for their Give & Gain conference. See the image above for the three keys to success.

If you'd like a copy of the presentation that includes Tom's Top 10 Tips for Tough Times, then send me an email at TomWilsonMajorGiftsGuru@gmail.com.

Permanent Link: The Tough Get Going -- Advice to Major Gift Fundraisers

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Building a Powerful Annual Major Gifts Program

Building a Powerful Annual Major Gifts Program

By Tom Wilson Major Gifts Guru

Even though I concentrate on capital campaigns these days, one of the first recommendations I make to my clients is to start going on an annual giving major gifts society of $1,000 or more.

If you have a major giving society for the annual fund, give it a boost. Market the basic level and then keep expanding it by higher levels for those who can give more.

One of my clients referred me to the Washington State University Foundation website. Their story is amazing. 5,838 donors made gifts of $1,000 or more to WSU President’s Associates for nearly $46 million of donations – all part of a record year in 2008 of $143 million of contributions to WSU Foundation.

A $25 million donation from the Bill & Melinda Gates Foundation topped off a stellar 2008. Their grant is to help construct a new building for the veterinary medicine program, the School for Global Animal Health (talk about a bold vision).

Brenda Wilson-Hale, VP of University Development and CEO of the WSU Foundation, and her staff are to be congratulated.

So, if you don’t have a $1,000 annual giving club, get started. If you have one, get energized and get it going to a higher level.

Permanent Link: Building a Powerful Annual Major Gifts Program

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Donors Telling You No During the Great Recession

Donors Telling You “No” During the Great Recession

By Tom Wilson Major Gifts Guru

Question: I carry your book like a Bible. It’s a tough time out here. I'm trying my best to cultivate relationships where I can so that when the sun comes out again - I'll have some new donors. In the meantime, how does one counter the deluge of "I'm over-committed right now" responses these days? Justin, New York City

It's great to hear from you. The overcommitted comments may be real or may be a good way to get rid of you.

Try to determine how real. I was in Cleveland a couple of weeks ago and talked to a leader of one of the major accounting firms there. He said his contributions budget 2 years ago was $160,000; this year it's $80,000 so he has to tell many groups they've supported in the past no. Adding new donors to the mix, forget it.

Keep qualifying donors for real networth and the liquidity. Even in good times somebody with a high networth can be illiquid – real estate investors, private company owners, etc. We are still in the midst of a capital liquidity crisis so many people who used to have cash to give have to wait.

Some people may just want you to go away . . . so their comments are real and authentic.

Others just don't want to deal with things right now. Again qualify for networth, don't worry about liquidity just start cultivating. If people really get excited about your cause; involved with you by helping strengthen your story, open doors, and even help raise money they will make the best gift they can.

So, ask them to review lists to see what doors they would be willing to open. Will they agree to raise $5,000 for you from others? How can your fundraising story be stronger?

Remember the major gifts officer mantra – cultivate, cultivate, cultivate

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