I'm sure there is an official term for this. Desperation fundraising is just my term. It basically means that a fundraiser is always up against a wall, constantly getting calls or drop-ins from the ED or finance person about how much needs to be raised RIGHT NOW!
Don't do it. Don't buy into.
Instead, create a plan.
Do you have a budget? I don't mean the agency's budget. I mean you personal or team budget for development or fundraising. An example is: Your agency budget says that in July you will raise $25,000. That's in the official budget. That means that in order to keep going smoothly, and to not adversely affect the rest of the year's budget, you must raise $25,000. Your personal/team budget says exactly how you plan to do that:
Major gifts: $5,000
Gala sales: $10,000
Summer campaign: $2,500
Corporate partnership: $2,500
Foundation gift: $5,000
And then you work it, or as a dear friend and supporter of mine says, werq it. You and your team have specific ideas around how you are going to raise each specific amount.
I like to have this plan all set when I present my development budget to my boss the year prior. I never want to just fill in numbers for a budget; I want to know how those numbers are going to materialize.
The better plans you have, the better off you are with your overall fundraising goals. It's not easy when you're getting pressed to raise more and more and more. Knowing how you plan to raise that money is key in not becoming a desperation fundraiser.
More to come on this! If you would like to give me feedback rather than leave a comment, my email address is dhanley@operacolorado.org
Thank you for reading!
Homeless youth
People we don't see.
Thursday, July 12, 2012
Saturday, May 5, 2012
Get out there!
It seems like forever since I last wrote a post for this blog. Starting a new job and creating two other blogs have been taking time away from this, my original, blog.
I decided to stop procrastinating and just write. Attending an incredible luncheon this week helped.
I know many fundraisers and people in non-profit development and we are all so busy. Unfortunately some us are too busy to get out and meet people and promote our cause.
I attended the annual Women With Hattitude luncheon this past week as a guest of one of my donors. She suggested I wear a hat and thanks to my production manager at Opera Colorado, Hally, I arrived in style with a hat used in one of our Sideshow opera, Trouble in Tahiti.
My hat was an instant hit and I was able to say Opera Colorado literally hundreds of times.
Not only did I have a blast, I met many people who love opera, many who have never been to an opera, many who have never heard of Opera Colorado, and many who were really excited to have met me.
And all I did was decide I wasn't too busy to accept a kind invitation from a donor to go to a luncheon.
Get out there! Go to a luncheon. Or an after hours. Or a local non-profit event. Talk to folks about your group's mission and why you love fundraising for them.
You'll be glad you did!
Keeping it short this time. Thanks for reading!
Monday, October 24, 2011
Your yearend fundraising campaign
My what?
If this is your reaction to the title of this post I urge you to read on.
If you have already begun your campaign, I urge you to read on.
As I wrote in my last post, we began our yearend campaign about two weeks ago. This past Monday our first mailing went out. The first online donation was made on Wednesday. The first check arrived Thursday.
The second mailing goes out this week. Just to be clear, my yearend campaign's first set of mailings includes three mailings to three different categories of donors and potential donors.
I am ecstatic to be seeing results of the campaign before Halloween.
Knowing that many who read my blog are way understaffed, and indeed may be the only staffer, please know that it is not too late to start your yearend campaign. Just start it this week. Get started on an action plan that covers you from this week all the way through December 31st. What will happen this week? Who will do it? How much money needs to be raised? All important questions.
The key, if you haven't yet begun, is to not to fret. Take action now and everything will be just fine.
If you have already begun your yearend campaign, keep in mind that I like to always stay ahead of the game. That means a reminder email to anyone who is receiving the mailing. That means making sure all of my future mailings go out on time. It also means that the board becomes more and more involved.
My board is totally involved. I loved how so many of them came into the office before our first mailing went out and wrote personal notes on the letters about to go out. I'll keep in touch with them on who responds to the first mailing, and they will be totally involved with keeping in touch with those who have not responded to the first ask. Remember, big or small, an active board is key to any yearend campaign.
Finally, remember to ask for help from other fundraisers. There is plenty of money to go around and my hope is that everyones yearend campaign is beyond successful! I love talking strategy with other fundraisers.
Thanks for reading. I'll keep writing about our yearend campaign. I would love to hear how yours is going!
If this is your reaction to the title of this post I urge you to read on.
If you have already begun your campaign, I urge you to read on.
As I wrote in my last post, we began our yearend campaign about two weeks ago. This past Monday our first mailing went out. The first online donation was made on Wednesday. The first check arrived Thursday.
The second mailing goes out this week. Just to be clear, my yearend campaign's first set of mailings includes three mailings to three different categories of donors and potential donors.
I am ecstatic to be seeing results of the campaign before Halloween.
Knowing that many who read my blog are way understaffed, and indeed may be the only staffer, please know that it is not too late to start your yearend campaign. Just start it this week. Get started on an action plan that covers you from this week all the way through December 31st. What will happen this week? Who will do it? How much money needs to be raised? All important questions.
The key, if you haven't yet begun, is to not to fret. Take action now and everything will be just fine.
If you have already begun your yearend campaign, keep in mind that I like to always stay ahead of the game. That means a reminder email to anyone who is receiving the mailing. That means making sure all of my future mailings go out on time. It also means that the board becomes more and more involved.
My board is totally involved. I loved how so many of them came into the office before our first mailing went out and wrote personal notes on the letters about to go out. I'll keep in touch with them on who responds to the first mailing, and they will be totally involved with keeping in touch with those who have not responded to the first ask. Remember, big or small, an active board is key to any yearend campaign.
Finally, remember to ask for help from other fundraisers. There is plenty of money to go around and my hope is that everyones yearend campaign is beyond successful! I love talking strategy with other fundraisers.
Thanks for reading. I'll keep writing about our yearend campaign. I would love to hear how yours is going!
Wednesday, October 19, 2011
Pick up the phone!
This past Saturday morning I was driving back from an event in Cheyenne, WY. I borrowed my husband's car, a 2009 VW Jetta TDI, and I enjoyed being able to listen to OUTQ radio and The Focus Group (One of my favorite radio shows). His car has Sirius radio, so it was a treat.
They were talking about communicating with customers (or donors in my case) in the 21st century. The focus was on email and the vast amount we all seem to get. They were kind enough to take my call. I suggested picking up the phone.
I admitted that I learned this lesson out of pure laziness. I found myself responding in length via email to a donor and thought "why don't I just call them?!?!". So I did. The result catapulted my relationship with the donor to a completely stronger level. And it continues to do that.
I got so used to email, to non-human contact. I realized that every morning I have a dozen or so emails and no voice mails. I realized that I had never even spoken with Ms. Jones!
My experience is that when I call a donor, a potential donor, or a potential partner, that relationship grows in a way that no email will allow. We can chuckle, I can hear the tone of their voice, I can sense their excitement (or their concern).
So try it! Many of you probably already do. If not, skip the next email and give them a call.
If you are interested in The Focus Group, their website is http://http://focusgroupradio.com/
I highly recommend the Saturday morning show.
Thanks for reading!
They were talking about communicating with customers (or donors in my case) in the 21st century. The focus was on email and the vast amount we all seem to get. They were kind enough to take my call. I suggested picking up the phone.
I admitted that I learned this lesson out of pure laziness. I found myself responding in length via email to a donor and thought "why don't I just call them?!?!". So I did. The result catapulted my relationship with the donor to a completely stronger level. And it continues to do that.
I got so used to email, to non-human contact. I realized that every morning I have a dozen or so emails and no voice mails. I realized that I had never even spoken with Ms. Jones!
My experience is that when I call a donor, a potential donor, or a potential partner, that relationship grows in a way that no email will allow. We can chuckle, I can hear the tone of their voice, I can sense their excitement (or their concern).
So try it! Many of you probably already do. If not, skip the next email and give them a call.
If you are interested in The Focus Group, their website is http://http://focusgroupradio.com/
I highly recommend the Saturday morning show.
Thanks for reading!
Friday, September 30, 2011
Keeping the confidence - we can rock it!
Two polite "no's" in one week.
From potential corporate partners.
No nice letter. No phone call. All we get is a generic email saying what many others say these days: too many requests and not enough money.
The yearend appeal campaign is about to begin. (see previous post)
"After supporting you for several years we have decided to support someone else".
There are a ton of books and blogs out there telling me how, as a fundraiser, I can keep going and rock it no matter what happens.
And I agree. I am nothing if I lose my confidence in me as a fundraiser.
I can rock it.
Bring me your "no". Bring me your "maybe later". Bring me your generic response. Bring me a tough economy.
I will succeed. I believe in myself as a fundraiser. I believe in myself as a creator of life-long partnerships that sincerely matter and that honestly benefit both sides.
We can have tough moments, maybe even bad, discouraging moments. Let's not turn those into tough or bad days. We are fundraisers. We can rock it.
So turn on Lady Gaga's "Edge of Glory", tweet to one of your favorite folks on Twitter who is also a fundraiser, and make the personal decision that today you are going to ROCK IT!
Thanks for reading. I am totally grateful.
From potential corporate partners.
No nice letter. No phone call. All we get is a generic email saying what many others say these days: too many requests and not enough money.
The yearend appeal campaign is about to begin. (see previous post)
"After supporting you for several years we have decided to support someone else".
There are a ton of books and blogs out there telling me how, as a fundraiser, I can keep going and rock it no matter what happens.
And I agree. I am nothing if I lose my confidence in me as a fundraiser.
I can rock it.
Bring me your "no". Bring me your "maybe later". Bring me your generic response. Bring me a tough economy.
I will succeed. I believe in myself as a fundraiser. I believe in myself as a creator of life-long partnerships that sincerely matter and that honestly benefit both sides.
We can have tough moments, maybe even bad, discouraging moments. Let's not turn those into tough or bad days. We are fundraisers. We can rock it.
So turn on Lady Gaga's "Edge of Glory", tweet to one of your favorite folks on Twitter who is also a fundraiser, and make the personal decision that today you are going to ROCK IT!
Thanks for reading. I am totally grateful.
Thursday, September 29, 2011
My Yearend Campaign
It's only September!
I know, and by the time some people read this it will be October.
My goal is to have my yearend campaign begin the first or second week of October. November, to me, is far too late.
I have been thinking about the direct mail piece since summer. Taking notes. Adding ideas. What I came up with was an appeal that is part funny, part direct, and all ask! I am fortunate to have an ED (in the opera world we call it General Director) who came from Development and he took the one letter and created three letters, one each for a specific, targeted group. The letters will go to: donors who have already given once this year and we're asking for a second gift; donors who have not renewed their 2010 gift; and brand-new donors or donors who have not given in several years.
I love our appeal letter.
Our first of the letters will mail next week. Yep, the first week of October.
And that is just the start of a yearend campaign for me.
Just after the first appeal letter mails, I'll have the opportunity to speak with our board and invite each board member to participate in some way towards the success of the yearend campaign. Can you give me some personal contacts that I could mail the new donor letter to? Can you make some follow up phone calls from our office? Can you jot a short thank you note to someone who supports the yearend campaign?
One week after the first appeal letter goes out, we begin our social media campaign with an email similar to the appeal letter. We will support the email with Facebook and Twitter postings, and then a YouTube video.
A yearend appeal letter will go to every person who purchases tickets for our 2012 season between now and the end of the year.
And we'll have a yearend appeal packet for all events we have through the end of year. The packet will include the letter and remit, along with our 2012 Season brochure.
Add more follow up calls and BOOM, we are in the midst of an incredibly successful yearend campaign!
Thanks for reading! As always, I would love your feedback!
I know, and by the time some people read this it will be October.
My goal is to have my yearend campaign begin the first or second week of October. November, to me, is far too late.
I have been thinking about the direct mail piece since summer. Taking notes. Adding ideas. What I came up with was an appeal that is part funny, part direct, and all ask! I am fortunate to have an ED (in the opera world we call it General Director) who came from Development and he took the one letter and created three letters, one each for a specific, targeted group. The letters will go to: donors who have already given once this year and we're asking for a second gift; donors who have not renewed their 2010 gift; and brand-new donors or donors who have not given in several years.
I love our appeal letter.
Our first of the letters will mail next week. Yep, the first week of October.
And that is just the start of a yearend campaign for me.
Just after the first appeal letter mails, I'll have the opportunity to speak with our board and invite each board member to participate in some way towards the success of the yearend campaign. Can you give me some personal contacts that I could mail the new donor letter to? Can you make some follow up phone calls from our office? Can you jot a short thank you note to someone who supports the yearend campaign?
One week after the first appeal letter goes out, we begin our social media campaign with an email similar to the appeal letter. We will support the email with Facebook and Twitter postings, and then a YouTube video.
A yearend appeal letter will go to every person who purchases tickets for our 2012 season between now and the end of the year.
And we'll have a yearend appeal packet for all events we have through the end of year. The packet will include the letter and remit, along with our 2012 Season brochure.
Add more follow up calls and BOOM, we are in the midst of an incredibly successful yearend campaign!
Thanks for reading! As always, I would love your feedback!
Monday, September 12, 2011
You have to make the ask!
I took a month off to work on our new blog and to focus on my agency's annual Gala which is in two weeks. So excited.
As many of you know, I love social media. I have made many incredible contacts through Twitter, Facebook and LinkedIn. This past weekend one of my new friends from Twitter was in Denver for the start of his vacation and we had lunch.
I am so excited to have met @zachinmotion He has been an inspiration since I met him on Twitter but now that I have met him face to face I am even more inspired.
And focused.
We had a lot of conversation around fundraising and how to treat donors. I told him that I believe there are many in fundraising who are uncomfortable with asking for money. And when we get money, there are many who just move on to the next ask without doing a big acknowledgement for the gift.
We have to ask for money to get it. And there is NOTHING to fear. First, I believe that a "no" is just the start of the conversation. I have NEVER received a "no, and I mean no, like never, like I will never donate to you, ever" comment when getting a "no". Usually, it's not the right time, not the right campaign, not the right opera (I fundraise for Opera Colorado), or they just paid their children's college bill and want to make a donation yet just can't.
I try to make twenty asks a day. That's 100 in a week. That's a lot. This may seem like impossible. For some groups it might be. Here at Opera Colorado we have amazingly kept donor records so I have a great resource.
If twenty is overwhelming, perhaps you could start with just one a day. Who donated to you last year that you haven't heard from this year?
Regardless of how many calls you decide to make in one week, you can start today! I realize you have that meeting and that luncheon and that report due and that event to plan, etc. Donations to me are our life blood. And if I am not making the ask, I am cutting off my agency's access to new donations.
Go for it! And let me know how it goes!
Thanks for reading!
As many of you know, I love social media. I have made many incredible contacts through Twitter, Facebook and LinkedIn. This past weekend one of my new friends from Twitter was in Denver for the start of his vacation and we had lunch.
I am so excited to have met @zachinmotion He has been an inspiration since I met him on Twitter but now that I have met him face to face I am even more inspired.
And focused.
We had a lot of conversation around fundraising and how to treat donors. I told him that I believe there are many in fundraising who are uncomfortable with asking for money. And when we get money, there are many who just move on to the next ask without doing a big acknowledgement for the gift.
We have to ask for money to get it. And there is NOTHING to fear. First, I believe that a "no" is just the start of the conversation. I have NEVER received a "no, and I mean no, like never, like I will never donate to you, ever" comment when getting a "no". Usually, it's not the right time, not the right campaign, not the right opera (I fundraise for Opera Colorado), or they just paid their children's college bill and want to make a donation yet just can't.
I try to make twenty asks a day. That's 100 in a week. That's a lot. This may seem like impossible. For some groups it might be. Here at Opera Colorado we have amazingly kept donor records so I have a great resource.
If twenty is overwhelming, perhaps you could start with just one a day. Who donated to you last year that you haven't heard from this year?
Regardless of how many calls you decide to make in one week, you can start today! I realize you have that meeting and that luncheon and that report due and that event to plan, etc. Donations to me are our life blood. And if I am not making the ask, I am cutting off my agency's access to new donations.
Go for it! And let me know how it goes!
Thanks for reading!
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