List or no list?

For many years I would listen to fellow fundraisers and leaders in the non-profit world talk about their lists. It's how they were successful in planning their days and weeks, and they would speak enthusiastically about how making lists of tasks helped them be successful.

I never understood, or at least I never allowed myself to understand.

Last year I organically created a list. I wasn't thinking about it and hadn't made a decision to make the list, it just happened. It was a Friday morning and I wanted to make sure I finished certain projects before leaving for the weekend.

I got excited. The list kept me engaged and focused. A little more focused than usual. Before I headed to a lunch appointment I looked it over to see how I was doing. On my way home that day I smiled thinking about a hugely productive day.

Sometimes I need a simple reminder. Sometimes I need to take a hard look at everything I have said yes to. And sometimes I just need to know that I am on track.

Lists have helped me. Yes, I have changed my mind! These days I create one on Monday morning for the week. It includes team ideas, donor actions, event goals, time for board members, and time to be off email. Oh wait, that's for another post!

Are you a list person? I would love to hear more ideas!

Thank you for reading!

Shout out to non-profit fundraisers!!!

This is a big shout out to all of those professional non-profit development fundraisers out there!

Non-profit development folks rock this world. Every day they build relationships and connect visions so program people at non-profits can change the world and make it a better place.

I'm talking about those development professionals who are filled with passion and purpose and bring it everyday for the benefit of their non-profit.

I am honored to be in your company and grateful for the work you do.

If you are in non-profit leadership, on a non-profit board, a non-profit recruiter or a donor, take a minute to thank the fundraiser you work with. It goes a long way!

Thanks for reading.

One priority today

Recently in our development team meetings we have been talking about our priorities. Not just as a team, but individually.

As each team member talks about what they are working on for the week, they share with the team their main priority for the week.

Just one.

It's so helpful. So powerful. Just one priority.

Cancel out the noise of the daily craziness and think about what one thing you want to rock today. Make a solid choice to go for it today. Don't let anything or anyone get in your way.

This cam make a huge difference for any development team, but the idea of focusing on one priority isn't exclusive to non-profit fundraising.

Go for it.

Thanks for reading!

Pick up the phone!

It's so easy.

In donor-centered fundraising, it's crucial.

Every day I try to respond to emails by picking up the phone and calling the person who just emailed me. They are usually happily surprised.

Then we get to talk. How is their day? How are we doing in our programs?  Yes, our Gala was incredible. Our relationship just got stronger.

Calls don't have to be reserved for donors. Call your vendors too. Build relationships everywhere you can. Your development and marketing efforts can only get stronger because of them.

Plus, in some cases, who will make someones day.

It's easy. Just pick up the phone.

Thank you for reading!

Working on your next annual budget?

Another budget season is upon us and although this is the time of year where many in non-profit leadership go crazy, I must admit that I am a budget geek. I love creating budgets. After inheriting a couple of budgets that seemed unrealistic at best and after several years of experience in creating budgets that support programs without putting board members in a position of saying "where in the heck is that money going to come from", I'd like share a few thoughts that might make your budget process a little more fun, or at the least help create a process that doesn't leave you dreading the next one.

These might be oversimplified for some, but even then they might be a good reminder.

For me, budgeting is an ongoing process. Every team member in development has a budget sheet that they add to throughout the year. Whether it's a training they might want to attend next year, new staff, a new fundraising event or a new fundraising campaign, everyone keeps a list and we go over the lists throughout the year. We also make notes about whether the current budget we are working in made sense.

An easy way to start the budget process is to simply ask program folks how much money they need to do the mission and development folks how much money they think they can raise. If those numbers match (ha!) then you are good to go. My experience is that there will be a good amount of money in between the two. But at least you have a start.

In the non-profit world we do not create target budgets. We do not set a goal for fundraising and hope we get there. This is one of the key difference between us and the for-profit world. This means no pie-in-the-sky revenue budget. If a non-profit isn't making budget, cuts have to made. You never want to be in this position.

Have a plan for any increase in revenue. I have seen budgets where individual giving increased 200% with no plan in place as to how that was going to happen. It sure is easy to just add revenue here and there, but someone is going to have to raise that money, and if they don't then we're in a situation like I mentioned in the prior paragraph. There are many times when it's easier in the moment to just add revenue here and there to make up the difference between revenue and expense. Don't do it unless there is a clear, realistic action plan to raise that revenue.

Have a finance committee go over your budget. This typically happens as part of the budget process. I want finance committee members to particularly pay attention to increases in revenue based on forecasted revenue for the year, not budgeted. This is very important because if you have a budget line that is below in revenue yet create a line item for next year based on what was budgeted, you are comparing apples to oranges. This can easily happen with events and individual giving, and create tough times for you next year.

Here's an example: You have $500,000 budgeted for individual giving and are forecasting ending the year with $350,000 in individual giving revenue. When working on next year's budget you increase your line item to $600,000 which means next year you need to raise $250,000 more than the year prior! Don't do it!

Finally, someone needs to support decisions made by the development team in regards to revenue. If something really doesn't feel good in reference to revenue and your ability as a team to raise, don't budget it. That's not always easy, yet in the end you, your team, your staff and those you serve will be so much better off.

Thanks for reading!

Another loss for the non-profit world

I love being in the non-profit world.

I love being a fundraiser in the non-profit world.

I talk up our world all of the time. Non-profits need good pr.

Recently, someone I highly respect, decided to leave our world.

She couldn't take the lack of leadership.

She couldn't take the lack of transparency.

She couldn't take the politics.

I spoke with her several times. I urged her to leave where she was but to please stay in the non-profit world. Not all non-profits are the same and I knew she could land at an amazing non-profit that met her very normal expectations of a work place.

She decided to leave.

I am devastated that she is leaving us.

Non-profits change the world. We save lives and change lives every day. We do work that many would rather not even think about.

I have written about non-profit leadership, and lack of leadership. We need to get it together if we are to be a landing spot for incredible and passionate talent. Those we serve depend on it.

Thanks for reading.

An awesome fundraising team

I think about this often.

As a fundraising professional.

As a leader of a team of fundraising professionals.

As a person who is responsible for raising funds so program people can do their jobs.

As a human being who is completely passionate about making positive change in the world and intensely passionate for the mission of the agency I fundraise for.

What makes an awesome fundraising team?

Several things:

People who give a shit about the mission.
People who have some sense of a work ethic.
People who aren't afraid to talk about the mission.
People who aren't afraid to build relationships.
People who aren't afraid to make a financial ask.
People who realize there is no box.
People who care about more than just themselves.
People who are creative.
People who can listen.
People who have the ability to set their own personal ego aside.
People who can lead if their in a leading position and who can mange if they are in a managing position.

This is a start.

We as fundraisers are changing the world. Our success makes a difference in whether or not the program folks can do their job, which in our case is saving and changing lives.

An awesome development/fundraising team is vital.

Thanks for reading.

I don't like meetings. Unless...

If you know me personally, you know that I do not care for meetings.

This reaction to meetings hasn't always thrilled my bosses.

I have worked some places where I spent way too much time in meetings.

What I have realized in the past several years is that I sincerely do not have a problem with meetings, as long as the meeting is productive and a good use of my (and my teams) time.

These are the things I think are crucial to a meeting:

First and foremost, an agenda. I want to know what we'll be talking about so I know in advance what might be expected of me and what I need to be thinking of before the meeting. Walking into a meeting without an agenda definitely takes the meeting down a few notches in regards to how strongly I can participate.

Please start the meeting on time. If the meeting is a weekly or monthly meeting and there are folks who consistently arrive late, please address them (privately of course) and let them know how important it is that we begin on time as a group.

Please don't have a meeting just because you always have a meeting on that day at that time. If you as the person charged with the meeting believe that all is well that week or month and that meeting isn't necessary, make the leadership decision and cancel the meeting. Brilliant!

Please make your meeting a safe place for expression. If the meeting is about asking those attending for an opinion, pleas ensure that the meeting is a safe place to express such an opinion. I have been fortunate in my career that this has always been the case and it certainly adds to the honest productivity of a meeting.

If you have a meeting over the lunch hour, please serve lunch.

If you are planning to go over something that those attending needed to read, please make sure you have given them ample time for the reading. I personally would like one week. There is nothing worse (except not having an agenda) than being in a meeting where more than half of the attendees have not read what you are discussing, especially when you took the time to read it. It's important to give folks ample time.

Please keep the meeting on topic. Believe me, I know how difficult that can be. I love the words "let's discuss that outside of this meeting"! That's a great way to honor the point but continue with a focused discussion. I also think it's fine to create another meeting from the current meeting so folks present can talk further about something that has come up.

Please honor people's time. So important. And in my view just plain courtesy. People plan their days around meetings and in many cases go from your meeting right to something else of equal importance.

Thinking of all of this can make your meeting more productive, and create an environment where staff actually want to attend!

I would love your thoughts of what makes a meeting better.

Thanks for reading!

Keeping my eyes on the prize

We have all heard this before.

In fundraising, the prize is our budget. We have to ensure that our agency (or whoever we are fundraising for) gets to the amount of revenue that is in the budget.

I do that by constantly creating, growing, nurturing and sometimes letting go of relationships.

Relationships are key to the success of my development plan and to my goal of getting to the prize. When I put focus and energy into relationships, challenges I seem to be having go away.

When I lose focus and start getting bat crazy about this thing or that thing or this person or that person, I totally take my eyes off of the prize.

I do this a lot. Not all of the time and certainly not most of the time, but I do get drawn in to drama, sometimes drama of my own making. There is honestly no place in fundraising for drama. It is toxic.

Less drama, more eyes on the prize.

Get that year end appeal out.

Thank the donors who donated yesterday.

Meet with my team about what we are all working on, even though we just met a couple of days ago.

Call a donor just to chat.

Put some time into the fundraising dinner.

Ask team members if they need any of my support to ensure success in what they are working on.

There are many things we have no control over as fundraisers. In the end, we have to raise money. In the end it's the relationships we have created that matter.

Now you've seen what my list is to keep my eyes on the prize. What does your list look like?


Thank you for reading!