| Last week, one of my clients emailed me an article | | | | After I'd had some time to reflect on this, I realized |
| released in March by the Association for Fundraising | | | | how ridiculous I was being. Her experience had nothing |
| Professionals. The article begins by stating, "Less than | | | | whatsoever to do with me. In time, I found a different |
| half of charities raised more money in 2008 than in | | | | program that resonated more clearly with me ... and I |
| 2007, and fundraising dropped significantly across the | | | | experienced the same success! I just needed to |
| board." The rest of the article was equally | | | | march to my own drum. |
| discouraging. | | | | People are different, just as organizations are different. |
| But as I am still hearing dread-and-fear questions, I | | | | You can buck conventional wisdom which suggests |
| have decided to address this topic again. This time, I'm | | | | your fundraising year is going to tank. Your experience |
| coming out of the trenches to approach the topic from | | | | in fundraising can be entirely different from the |
| a higher level. | | | | non-profit operating down the street. |
| Here are three points to consider. | | | | Decide what type of year you want to have, and |
| 1. Don't believe everything you read. | | | | keep focused on that goal. Tell the unique story of |
| Or look at this another way. If you ARE going to | | | | your organization. Share your mission. Stay on course. |
| believe everything you read, at least be more particular | | | | Don't be sidetracked by others negativity. |
| about what you read. | | | | 3. Is it the economy, or your (lack of) efforts? |
| It's easy to become complacent or depressed if you fill | | | | Ouch! This can be a tough pill to swallow, but it's true. |
| your mind with negative news. A friend recently joked | | | | Sometimes it's easy to blame external forces for our |
| with me, "Do you know what CNN stands for?" she | | | | problems, when the reality is we haven't put forth any |
| asked. "Constant Negative News." | | | | effort. How many phone calls have you made to |
| Instead, look for the success stories. Seek out the | | | | recruit volunteers? How regularly is your solicitations |
| positive. Read those instead. | | | | committee out looking for donors? How many new |
| Need some help? | | | | ideas have you vetted? How much are you investing |
| On February 15 while waiting for the barrista to make | | | | in your auction to make it better? |
| my chai tea in Miami, I noticed the front page of the | | | | Year-after-year, some events do run like a well-oiled |
| Miami Herald. The headline read: "When Leonard | | | | auction machine. That's great, but don't rest on your |
| Abess Jr. sold his Miami bank, he gave away $60 | | | | laurels! You might be surprised that the machine |
| MILLION - out of his own pocket -- to employees. A | | | | doesn't as effortlessly move this year. You might want |
| tale of loyalty repaid." | | | | to spend some additional care to ensure all runs |
| This guy even tracked down former employees to | | | | smoothly. |
| present them with a check. Some received tens of | | | | This is a good year to figure out budget priorities. Here |
| thousands of dollars. Keep in mind that this story was | | | | are a few hints about what WON'T make you |
| in Miami, one of the cities hardest hit in the recession. | | | | money.o A killer local band will not help you make |
| When asked why he did it, he said he'd longed | | | | more money.o Elaborate centerpieces will not help you |
| dreamed of a way to reward employees for helping | | | | make more money.o Beautiful decor will not help you |
| him in his business. | | | | make more money.o An expensive venue will not help |
| I bought that paper. It was the first time I'd purchased | | | | make you more money. |
| one in several years. | | | | What will help you make more money? |
| Here's another gem: In 2008, the majority of the | | | | Investing in a well-rounded benefit auctioneer who is |
| auctions our firm has conducted outperformed 2007 | | | | not only talented on stage, but can explain the |
| auction numbers. At this point in 2009, 50% of our | | | | psychological techniques behind the auction. Secure |
| auctions are outperforming 2008 auction numbers. Is | | | | someone who can provide expertise on improving |
| this our luck, skill, hard work, or a combo of all three? | | | | auction yields, advice on structuring a timeline which |
| 2. Their experience doesn't need to be your | | | | encourages guests to give, and ideas on how to |
| experience | | | | inspire traditional non-givers into donating. The |
| A few years ago, I participated in a weight reduction | | | | personality behind the podium will only take your |
| program. Part of that process was to share stories of | | | | auction so far ... it's the tools applied prior to the event |
| day-to-day challenges. I remember feeling frustrated | | | | which will ensure you are maxing out possible |
| that one woman was able to follow the plan so easily, | | | | donations. |
| whereas I was struggling. | | | | |