http://curtisgroupconsultants.com/ en wesley@curtisgroupconsultants.com Copyright 2012 2012-02-01T20:16:04-05:00 http://curtisgroupconsultants.com/index.php/blog/article/the_importance_of_recruiting_and_retaining_the_right_volunteers/ http://curtisgroupconsultants.com/index.php/blog/article/the_importance_of_recruiting_and_retaining_the_right_volunteers/#When:20:16:04Z Last week, the Richmond Times-Dispatch interviewed Keith for an article addressing the surprisingly low volunteer rate in the Richmond,Virginia area. The article juxtaposes this reality against the fact that 2010 actually showed the highest growth rate in U.S. volunteerism since 2005, climbing to 63 million. Last week, the Richmond Times-Dispatch interviewed Keith for an article addressing the surprisingly low volunteer rate in the Richmond,Virginia area. The article juxtaposes this reality against the fact that 2010 actually showed the highest growth rate in U.S. volunteerism since 2005, climbing to 63 million. So why is it that only 20.9% of Richmond-area residents volunteered in 2010? As Keith suggests in the article many nonprofits aren’t taking the time to really talk with volunteers about how they would like to become engaged and aren’t working to keep them engaged in the organization and the mission - a pretty important effort, seeing as volunteers are most likely to become donors. It must first be understood that it is the role of a nonprofit to reach out to volunteers and ensure that they are being offered substantive and meaningful opportunities. Similar to a conversation you would have with a potential donor, it is imperative that nonprofits talk to potential volunteers to determine their interests and the types of projects that they are seeking. Nonprofits should constantly be developing a menu of meaningful projects that can engage volunteers for a short period of time and make them feel as though they’ve accomplished something. As studies have shown, this particularly pertains to Millenials and Gen Xers. If you’re looking for volunteers to serve specific roles within your organization (i.e. committees, etc.) you must be upfront with them about your organization’s expectations and determine how those align with their own expectations of you as an organization. Determining what a volunteer is looking to get out of an opportunity is imperative so that you can match them appropriately. Nonprofits should also be constantly looking for new ways to keep volunteers satisfied (just like donors). A perfect example is the typical nonprofit board agenda, which for most organizations, hasn’t changed much since the 1950’s. Determine if there are ways that you could restructure your meeting agenda to better suit the needs of those volunteers in attendance. Volunteering In America, an online resource devoted to information on volunteering and civic engagement, found that Americans invested 8.1 billion hours serving local and national organizations in 2010, a service valued at almost $173 billion. Thinking about volunteering in these terms only reinforces the idea that taking the time to make sure your volunteers are happy and remaining engaged is a worthwhile effort for any nonprofits. After all, volunteers who are invested in an organization are most likely not only to become donors, but loyal donors at that. 2012-02-01T20:16:04-05:00 http://curtisgroupconsultants.com/index.php/blog/article/tips_for_building_a_strong_board_from_a_seasoned_veteran/ http://curtisgroupconsultants.com/index.php/blog/article/tips_for_building_a_strong_board_from_a_seasoned_veteran/#When:20:08:40Z Last week we attended the first of the 2012 AFP-Hampton Roads luncheon series.  Susan Hirschbiel, philanthropist, community volunteer, and recipient of the National Philanthropy Day 2011 Outstanding Volunteer Fundraiser, spoke on the topic of building a strong board.  It’s not often that nonprofit professionals have the opportunity to hear about board service from an actual board member, not to mention one who is so passionate and renowned in the community.  Susan provided insightful ideas based on her fifteen years of serving as a board member, fundraiser, and patron of arts and education in Hampton Roads.  Last week we attended the first of the 2012 AFP-Hampton Roads luncheon series.  Susan Hirschbiel, philanthropist, community volunteer, and recipient of the National Philanthropy Day 2011 Outstanding Volunteer Fundraiser, spoke on the topic of building a strong board.  It’s not often that nonprofit professionals have the opportunity to hear about board service from an actual board member, not to mention one who is so passionate and renowned in the community.  Susan provided insightful ideas based on her fifteen years of serving as a board member, fundraiser, and patron of arts and education in Hampton Roads.  Below is a summary of her presentation. Key strategies for building a successful nonprofit board: 1. Have a clear mission with a shared understanding between the staff and the board. There must be open dialogue and communication between a nonprofit’s leadership and its board members.  It is the board’s responsibility to revisit the nonprofit’s mission and ensure the work of the organization remains on track to achieve the goals. It is also a good idea to share a complete staff chart with your board so they understand the operations of the organization and can recognize the names of all nonprofit staff members. 2. Create a diverse board. There should be a range of board members by geographic region, age, race and professional skills. 3. Set expectations with board members up-front.  All volunteers must be informed of the expectations for their participation on the board (giving, meeting attendance, etc.).  Educate the board about the investment that is expected of them.  The number one obligation of every nonprofit board member is raising money. Prospective funders look for 100% board giving. It is fundamental to successfully soliciting donations. 4. Share all financial information with the board. There must be complete transparency with a nonprofit’s finances.  Share short-term and long-term strategic plans with the board; all members should be familiar with the nonprofit’s budget. The budget should be managed by the executive director/CEO, as well as the CFO and audited by the board. It is imperative the nonprofit demonstrates fiscal responsibility and shares the evidence with the board members. 5. Institute term limits for your board. Three to five years is the maximum amount of time a board member should serve, but longer serving board members can be moved to honorary positions.  Your board chair should serve a two-year term. There should always be a vice-chair who will be the next chair and an immediate past chair.  The vice-chair is elected in the second year the chair is serving and learns from the chair during the year as vice-chair. The immediate past chair serves for one year after stepping down as chair in an advisory role to the current chair. Always have a succession plan for your board chair. In addition to the aforementioned strategies for building an effective board (which we couldn’t agree with more, as it’s what we preach to our clients every day), Susan gave the audience a few pieces of parting wisdom which included: Board size. There isn’t necessarily an ideal size for a board, but the key decision making should remain with a core group of members (approx. 5) which comprises the Executive Committee. Board meetings should be held once a month at the same day of the week and time each month to help members plan for the year ahead. All meetings should be kept to one hour--no longer. Board meetings are not a time to review policies and have drawn-out discussions on certain items.  They should be used primarily for reporting and providing updates.  Board meetings should be run by your board chair and the nonprofit management is responsible for preparing for each meeting and assisting the board chair with setting the agenda.  The nonprofit management is also responsible for taking minutes and distributing them at the following meeting for approval. Solicitation. Susan reminded the audience to, “Always remember you are not asking for yourself, you are asking for a cause.” 2012-01-23T20:08:40-05:00 http://curtisgroupconsultants.com/index.php/blog/article/growing_philathropy/ http://curtisgroupconsultants.com/index.php/blog/article/growing_philathropy/#When:19:46:32Z A recent article in The Nonprofit Quarterly posed the question, “How can we grow philanthropy in the United States?” It’s one that deserves some thought, especially in light of the fact that giving in this country has remained flat (approximately 2% of household income) over the past 40 years. As we highlighted in a post last month, the U.S. remains the world’s most generous country, as well as the wealthiest, which one could argue morally obligates us to also serve as an international leader in charitable giving.  This could be measured in a variety of ways, including total dollars donated, percentage of household income given to charitable organizations, and hours spent volunteering. A recent article in The Nonprofit Quarterly posed the question, “How can we grow philanthropy in the United States?” It’s one that deserves some thought, especially in light of the fact that giving in this country has remained flat (approximately 2% of household income) over the past 40 years. As we highlighted in a post last month, the U.S. remains the world’s most generous country, as well as the wealthiest, which one could argue morally obligates us to also serve as an international leader in charitable giving.  This could be measured in a variety of ways, including total dollars donated, percentage of household income given to charitable organizations, and hours spent volunteering. Given the statistic above as reported by Giving USA 2011, we as a sector (nonprofit staff, foundation leaders, and board members alike) should be doing more to promote and grow philanthropy in this country. The question is: How? Blackbaud recently compiled findings from the first “Growing Philanthropy Summit” held last summer in Washington, DC addressing this very question.  The discussions centered around the concept of growing giving by enhancing the quality of the donor experience.  The Summit produced many interesting ideas for nonprofits, which fell under four themes: Enhancing the quality of donor relationships Developing public trust and confidence in the sector Identifying new audiences, channels, and forms of giving with strong potential for growth Improving the quality of fundraising training and development Click here to view the full report. While giving has remained static over the past four decades, the demands on the nonprofit sector have not. Now more than ever, it’s imperative that we as Americans focus on addressing the increasing financial need of the more than 1.5 million nonprofits in this country.  Nonprofit professionals play an important role in promoting a culture of philanthropy in the United States.  The recommendations in the Blackbaud report provide concrete guidance on how the industry itself can achieve the goal of increasing income from individual donors. 2012-01-18T19:46:32-05:00 http://curtisgroupconsultants.com/index.php/blog/article/charitable_giving_forecast_how_potential_changes_in_the_us_tax_code_could_e/ http://curtisgroupconsultants.com/index.php/blog/article/charitable_giving_forecast_how_potential_changes_in_the_us_tax_code_could_e/#When:21:28:25Z The nonprofit industry is keeping a close watch on Washington in 2012 as this year could bring about some significant changes in tax legislation that will affect American’s charitable giving.  While most of the proposed policies are not favorable to organizations filing as 501(3)c, fundraisers could see an increase in donations this year as people evaluate their financial plans for the future.  The nonprofit industry is keeping a close watch on Washington in 2012 as this year could bring about some significant changes in tax legislation that will affect American’s charitable giving.  While most of the proposed policies are not favorable to organizations filing as 501(3)c, fundraisers could see an increase in donations this year as people evaluate their financial plans for the future.Below is the current tax legislation under review: Charitable deductions. President Obama’s 2012 fiscal budget proposes reducing the amount of money Americans can write-off on their taxes for gifts made to charitable organizations.  Though Congress hasn’t (yet) voted this into law, concern about the national deficit could push the legislation forward in 2012. Donors who are worried about the potential for new limits in 2013 may be motivated to give in this calendar year, or to accelerate payments on pledges from past years, in order to receive the full tax break. Estate taxes. Currently, an individual can gift or leave in an estate up to $5 million and a couple can leave or gift up to $10 million tax-free in 2012, but unless Congress takes action, much more of their estates may be taxable in 2013. The possibility for this change has already prompted many people to think about how best to arrange their finances and provide for their families.  More donors are creating charitable lead trusts, which provide payments to a charity for several years before the assets revert back to the donors’ heirs.  Because the estate-tax law will cause so many donors to review their wills this year, nonprofits should be sure to remind older donors to make charitable bequest plans.  Beyond the current tax issues, nonprofits should focus on offering donors alternatives to traditional cash gifts.  They should have a strong planned giving program that is part of the fundraising strategy.  Non cash gifts. These include the gift of stock, real estate, or other non cash donations.  As interest rates remain historically low, donors who live off the earnings on their investments probably feel cash poor.  However they still want to contribute to causes they care about and can do so by supporting a nonprofit with other types of gifts. Bequests. A donor can designate a nonprofit as a beneficiary of a will or living trust to create a permanent fund.  The donor can name a specific dollar amount or a percentage of their estate. Gift annuities. Charitable gift annuities may also be a popular way for donors to invest in a nonprofit.  Donors give assets to a charity to invest; in return, they receive payments for life in addition to a tax break.  Gift annuity payments are typically worth more than donors can realize from treasury bonds, certificates of deposit, or money-market funds. Charitable lead trust. This type of gift distributes income to a nonprofit for a predetermined number of years during a donor’s lifetime.  The assets are then returned to the donor or their surviving family members.  This type of gift allows a donor to make a significant gift to a nonprofit and then transfer back the assets while saving taxes. In 2012 nonprofits should emphasize planned giving as part of their overall development strategy.  Strategic fundraisers are constantly thinking about how economic environment and fiscal policy affects donors’ willingness and ability to give.  Fundraisers should be well-versed in all types of gifts a donor can make.  They should ensure their nonprofit has a communication strategy to promote planned giving as well as established policies to accept these gifts. 2012-01-10T21:28:25-05:00 http://curtisgroupconsultants.com/index.php/blog/article/new_years_advice_and_good_news_for_nonprofits/ http://curtisgroupconsultants.com/index.php/blog/article/new_years_advice_and_good_news_for_nonprofits/#When:22:30:35Z With 2012 off and running, we wanted to pass along some guidance that we shared earlier this week in a column for The Hampton Roads Business Journal, Inside Business. While fundraising remains challenging in our post-recession economy, nonprofits that are strategic in their approach and demonstrate effective programming will find success in raising money. We have seen this in the last several years across Virginia and beyond, and we believe 2012 will continue this trend. Click here to view the article and see what we’re recommending to nonprofits to assure they are well-positioned in the coming year. With 2012 off and running, we wanted to pass along some guidance that we shared earlier this week in a column for The Hampton Roads Business Journal, Inside Business. While fundraising remains challenging in our post-recession economy, nonprofits that are strategic in their approach and demonstrate effective programming will find success in raising money. We have seen this in the last several years across Virginia and beyond, and we believe 2012 will continue this trend. Click here to view the article and see what we’re recommending to nonprofits to assure they are well-positioned in the coming year. 2012-01-05T22:30:35-05:00 http://curtisgroupconsultants.com/index.php/blog/article/giving_usa_spotlight_relationship_cultivation_using_social_media/ http://curtisgroupconsultants.com/index.php/blog/article/giving_usa_spotlight_relationship_cultivation_using_social_media/#When:01:18:00Z As most nonprofits are wrapping up the final week of their annual giving campaign and gearing up for the New Year, we wanted to share some valuable information from the latest edition of the 2011 Giving USA Spotlight series. The third and final issue of the year, entitled, “Relationship Cultivation Using Social Media” offers good insight into social media as a cultivation tool, including how to effectively use it for cause messaging, volunteering, as well as fundraising. The article proves that when used correctly, social media can be a powerful tool for nonprofits in disseminating their message and building a base for support—financial or otherwise. As most nonprofits are wrapping up the final week of their annual giving campaign and gearing up for the New Year, we wanted to share some valuable information from the latest edition of the 2011 Giving USA Spotlight series. The third and final issue of the year, entitled, “Relationship Cultivation Using Social Media” offers good insight into social media as a cultivation tool, including how to effectively use it for cause messaging, volunteering, as well as fundraising. The article proves that when used correctly, social media can be a powerful tool for nonprofits in disseminating their message and building a base for support—financial or otherwise. Highlights from the surveys featured in the Spotlight: Understanding the social media audience is crucial for effective outreach; tailor solicitations appropriately to your target audiences. There is a noticeable difference among various age groups in how they engage in social networking and how they respond to solicitation through these channels.Generation X and Millennials were the most receptive to considering an online donation from a social networking site’s solicitation. Repeat donors from all age groups and older donors still hold preference for traditional forms of solicitation (peer-to-peer ranking #1 and direct mail #2). Using social media sites for marketing and information sharing to connect with supporters shows more promise that direct fundraising. Social media can be used for fundraising, but when it is, expect much smaller gifts; however these gifts are no less valuable to a nonprofit as they can be used to identify new donors who may be prospects for larger gifts. Social media allows nonprofits to reach and communicate with a broad range of populations through easy-to-use and inexpensive channels. Useful Tips for Nonprofits from the Spotlight: Social media should be used as a holistic tool across all programmatic areas: marketing, advocacy, and fundraising. Employ several social media venues to distribute organizational information and to call supporters to action (i.e. spreading the word about volunteer opportunities, promoting an event and attracting attendees, sharing news about the progress of a project, sharing links to external news stories, etc.). Personalize your presence with social media; include testimonials and photos of your volunteers and beneficiaries of your cause. Be sure to monitor and frequently update all your social media venues with up-to-date information and provide supporters the means to engage in thoughtful dialog. If you read our winter edition of Raising Money, you’ll recall one of our top five tips for preparing for success in the New Year was to “revisit your development plan.” In today’s world, social networking is a necessary component of any effective nonprofit development plan and while it should not be used to supplement your organization’s traditional fundraising programs, it’s important to develop an integrated fundraising plan that utilizes multiple solicitation channels and helps build relationships. After all, social networking is all about making connections and continuing to engage the community it reaches. 2011-12-29T01:18:00-05:00 http://curtisgroupconsultants.com/index.php/blog/article/americans_remain_amongst_the_worlds_most_generous/ http://curtisgroupconsultants.com/index.php/blog/article/americans_remain_amongst_the_worlds_most_generous/#When:18:03:34Z As another challenging year for nonprofits draws to a close, we were encouraged to read this week that a recent global poll found the United States to be the most generous country in terms of charitable giving. Despite the fact that we are still recovering from the worst recession we’ve seen in decades, Americans managed to climb from last year’s fifth place ranking to first of the 153 countries surveyed this year. According to respondents, two out of three Americans said they donated money to a charity and nearly three out of five volunteered their time in 2011. As another challenging year for nonprofits draws to a close, we were encouraged to read this week that a recent global poll found the United States to be the most generous country in terms of charitable giving. Despite the fact that we are still recovering from the worst recession we’ve seen in decades, Americans managed to climb from last year’s fifth place ranking to first of the 153 countries surveyed this year. According to respondents, two out of three Americans said they donated money to a charity and nearly three out of five volunteered their time in 2011. As the results of Giving USA showed us earlier this year (i.e. giving rose 3.8% in 2010), even when times are tough Americans continue to find ways to support those in need. To us, this speaks volumes about the people of our country. So with the season of giving in full swing this week, not to mention many nonprofits wrapping up the final phases of their annual giving campaigns, remember those in need, support a charity with a year-end gift and let us not forget as we look to the new year, one of the things that should make us most proud to be American - our philanthropic nature. And with that, we wish you a joyful holiday season! 2011-12-21T18:03:34-05:00 http://curtisgroupconsultants.com/index.php/blog/article/more_nonprofits_really/ http://curtisgroupconsultants.com/index.php/blog/article/more_nonprofits_really/#When:02:44:43Z A recent study found that 12 million baby boomers want to start their own nonprofit or socially oriented business over the next decade.  While this sounds like a wonderful way to engage in social change by improving communities, it’s troublesome news to those of us in the nonprofit industry who observe constant duplication of services and nonprofits’ ongoing struggle to sustain themselves. A recent study found that 12 million baby boomers want to start their own nonprofit or socially oriented business over the next decade.  While this sounds like a wonderful way to engage in social change by improving communities, it’s troublesome news to those of us in the nonprofit industry who observe constant duplication of services and nonprofits’ ongoing struggle to sustain themselves. Now more than ever, nonprofits are being forced to operate more efficiently, which makes us question why so many baby boomers think that starting millions of new organizations could possibly impact society positively at this point? Additionally, in today’s economy, more and more major gift donors are looking at their gifts as investments. It goes without saying that wise investors want to invest in organizations or initiatives that have strong track records of accomplishing their mission.  If you have an interest in achieving a social goal or meeting a community need, start by researching whether similar efforts are already underway—chances are an organization already exists with a similar mission. If you do however determine that there is a legitimate need for a new organization, keep in mind that your case for support will need to be unique, and you must be able to demonstrate how you will distinctively deliver on your mission.  Ask yourself, would the investment of your time and money not go further in another organization that is already established, has done the research, laid a foundation, and understands the opportunities and challenges, as opposed to a new organization? At a time when nonprofits need your support more than ever, we strongly encourage you to invest in existing organizations; concentrate resources, enhance existing programs or help start creative new ones. Give these nonprofits not only your money but your time and don’t assume that starting your own organization is the best thing for your community. 2011-12-14T02:44:43-05:00 http://curtisgroupconsultants.com/index.php/blog/article/what_motivates_us_to_give/ http://curtisgroupconsultants.com/index.php/blog/article/what_motivates_us_to_give/#When:20:00:02Z Last night, as part of its philanthropy series, American Public Media’s “Marketplace” aired a story that examined how people think about giving.  Host Kai Ryssdal interviewed Yale economist Dean Karlan on what motivates us to give. Dean provided an optimistic take on the recession and how it motivates donors to focus on the analytical side of supporting effective charities. He gave the example that in a tough economy people seem to adopt the mentality that “since I don’t have enough room here to make mistakes, what are the two charities, what is the one charity, that really has the evidence behind it for being effective, and let me go support that.” We encourage you to listen to this insightful broadcast and let us know if you are taking more time to understand and analyze how effective a nonprofit is before making a contribution. Or if you are a nonprofit, are you taking the time to provide donors with proof of your organization’s effectiveness?  This demonstrates to potential supporters that you are focused on results and that you are willing be transparent in sharing them. Last night, as part of its philanthropy series, American Public Media’s “Marketplace” aired a story that examined how people think about giving. Host Kai Ryssdal interviewed Yale economist Dean Karlan on what motivates us to give. Dean provided an optimistic take on the recession and how it motivates donors to focus on the analytical side of supporting effective charities. He gave the example that in a tough economy people seem to adopt the mentality that “since I don’t have enough room here to make mistakes, what are the two charities, what is the one charity, that really has the evidence behind it for being effective, and let me go support that.” We encourage you to listen to this insightful broadcast and let us know if you are taking more time to understand and analyze how effective a nonprofit is before making a contribution. Or if you are a nonprofit, are you taking the time to provide donors with proof of your organization’s effectiveness?  This demonstrates to potential supporters that you are focused on results and that you are willing be transparent in sharing them. 2011-12-07T20:00:02-05:00 http://curtisgroupconsultants.com/index.php/blog/article/how_should_nonprofits_operate/ http://curtisgroupconsultants.com/index.php/blog/article/how_should_nonprofits_operate/#When:02:56:44Z Earlier this week The Wall Street Journal ran a series of interesting and informative articles online in the Philanthropy section that we felt inclined to comment on. One in particular, entitled “Should Philanthropies Operate Like Businesses?” was especially thought-provoking. The article poses the aforementioned question and sets up a debate between executives Charles Bronfman and Jeffrey Solomon from the Andrea and Charles Bronfman Philanthropies and Michael Edwards, a senior fellow at Demos, a social issues think tank.  Earlier this week The Wall Street Journal ran a series of interesting and informative articles online in the Philanthropy section that we felt inclined to comment on. One in particular, entitled “Should Philanthropies Operate Like Businesses?” was especially thought-provoking. The article poses the aforementioned question and sets up a debate between executives Charles Bronfman and Jeffrey Solomon from the Andrea and Charles Bronfman Philanthropies and Michael Edwards, a senior fellow at Demos, a social issues think tank.  Bronfman and Solomon, argue that philanthropies must absolutely take a business-like approach, suggesting that “whatever the mission, there still has to be a balance between revenue and expenses, and goals must be set and met for funding to continue.” While Edwards argues that philanthropies should “use business thinking only where it is appropriate.” He proposes that a too heavily business-minded approach to philanthropy potentially impedes a charity’s “capacity to do whatever it takes to reach their goal and the freedom to use it creatively,” which in his mind is the essence of what breeds success. While Edwards presents a strong argument, we have to agree with Bronfman and Solomon on this one. After all it’s what we tell our clients every day—your donors are investors in your cause and deserve to see a return on their investment. The best way to provide measurable results is to run your organization with the efficiency and effectiveness of a business. Click here to read the full article and let us know if you agree. And while you’re there check out, “Why Overhead Is Vital For Nonprofits.” It’s another good read. 2011-12-02T02:56:44-05:00 http://curtisgroupconsultants.com/index.php/blog/article/washington_post_launches_new_section_on_giving/ http://curtisgroupconsultants.com/index.php/blog/article/washington_post_launches_new_section_on_giving/#When:01:14:44Z With Thanksgiving days away, we were reminded to share with our readers an interesting section recently launched by The Washington Post called “On Giving.” The new section, dubbed, “A conversation on philanthropy and social entrepreneurship,” will cover everything from corporate giving and social responsibility/entrepreneurship to charitable actions and personal finance. It will feature guest contributions from philanthropists, global development leaders, social entrepreneurs, academics and researchers. We thought this was an extremely valuable news resource for nonprofit leaders to follow and wanted to spread the word.  So to view the section, click here and most importantly this week, have a wonderful Thanksgiving. With Thanksgiving days away, we were reminded to share with our readers an interesting section recently launched by The Washington Post called “On Giving.” The new section, dubbed, “A conversation on philanthropy and social entrepreneurship,” will cover everything from corporate giving and social responsibility/entrepreneurship to charitable actions and personal finance. It will feature guest contributions from philanthropists, global development leaders, social entrepreneurs, academics and researchers. We thought this was an extremely valuable news resource for nonprofit leaders to follow and wanted to spread the word.  So to view the section, click here and most importantly this week, have a wonderful Thanksgiving. 2011-11-21T01:14:44-05:00 http://curtisgroupconsultants.com/index.php/blog/article/preparing_for_the_natural_evolution_of_a_campaign/ http://curtisgroupconsultants.com/index.php/blog/article/preparing_for_the_natural_evolution_of_a_campaign/#When:01:19:21Z With the tides beginning to turn in the number of requests we are receiving for campaign planning studies, it seems as though people’s thoughts are finally turning more towards campaigns.  So often nonprofit boards want to see immediate and constant results when delving into a campaign, but in reality this is simply not the way a campaign works.  With the tides beginning to turn in the number of requests we are receiving for campaign planning studies, it seems as though people’s thoughts are finally turning more towards campaigns.  So often nonprofit boards want to see immediate and constant results when delving into a campaign, but in reality this is simply not the way a campaign works. Every campaign goes through lulls and bursts in fundraising momentum over the course of its “evolution”—some phases are filled with gifts and pledges being solicited and received, while others are dedicated solely to planning.  First, there’s the campaign planning period—a time for research and strategy (lull). Next, the board solicitation (burst).  Then comes a period of lulls and bursts as the organization begins to involve key players, develop strategy for advance gift solicitation, cultivate donors and finally solicit gifts. Many nonprofits don’t have the capacity to execute these steps simultaneously so it’s important to realize that lulls are a natural part of the campaign process and should be expected.  It is for this reason that no successful campaign has ever been conducted by the “seat of its pants.” Before launching a campaign there must be a strategy and plan in place so that when you do encounter a lull, you’re prepared. 2011-11-17T01:19:21-05:00 http://curtisgroupconsultants.com/index.php/blog/article/fundraising_events_a_strategic_approach/ http://curtisgroupconsultants.com/index.php/blog/article/fundraising_events_a_strategic_approach/#When:14:42:11Z While in Chicago last week for a Giving Institute board meeting we heard an interesting presentation on fundraising events by Jeff Shuck, President and CEO of Event 360, the Giving Institute’s newest member.  Event 360 is a leader in the world of nonprofit event development and production, orchestrating events for some of the country’s largest nonprofit organizations such as Susan G. Komen for the Cure.  Needless to say, Jeff is an expert on successful nonprofit fundraising events. While in Chicago last week for a Giving Institute board meeting we heard an interesting presentation on fundraising events by Jeff Shuck, President and CEO of Event 360, the Giving Institute’s newest member.  Event 360 is a leader in the world of nonprofit event development and production, orchestrating events for some of the country’s largest nonprofit organizations such as Susan G. Komen for the Cure.  Needless to say, Jeff is an expert on successful nonprofit fundraising events. What we found so interesting was the fact that Jeff’s advice on conducting a successful fundraising event was very similar to the advice that we offer our clients every day on successful major gift fundraising.  As with any fundraising effort, Jeff suggested that when planning an event, nonprofits need to ensure that they have a case for support in place (i.e. why you are you holding the event?).  We found this to ring so true. So often we see nonprofits putting together events without looking at the event in the whole scheme of their fundraising program. Organizations often spend considerable amounts of staff time and energy that many times are not factored into “cost,” only to raise a few thousand dollars. As Jeff pointed out, so many nonprofit events are in no way tied into to the organization’s fundraising or the mission of the organization itself.  So the question is: in the grand scheme of things are you really moving the needle with your fundraising events? If the answer is no, then take Jeff’s advice (and ours for that matter) and consider a more strategic approach to your next fundraising event. For example, what’s the follow-up and stewardship plan to take event attendees and turn them into long-term donors?  Take the time to think more strategically about your next event, make sure there is a solid case for conducting it, that it fits in with your mission, and that you have a follow-up plan in place for stewarding attendees so that your event will not only raise money and awareness, but also enhance your ongoing fundraising. 2011-11-09T14:42:11-05:00 http://curtisgroupconsultants.com/index.php/blog/article/the_right_approach_to_board_solicitation/ http://curtisgroupconsultants.com/index.php/blog/article/the_right_approach_to_board_solicitation/#When:19:44:03Z Recently, we’ve had a lot of people ask about the best way to solicit leadership gifts from board members.  As with any major gift solicitation (because that’s what you’re aiming for, right?), it’s always best to make an in-person ask.  Having a board member solicit another board member in-person, is hands-down the most effective way to get the kind of stretch gifts you are looking for from your board, especially if it’s not something you’ve done in a while. Recently, we’ve had a lot of people ask about the best way to solicit leadership gifts from board members.  As with any major gift solicitation (because that’s what you’re aiming for, right?), it’s always best to make an in-person ask.  Having a board member solicit another board member in-person, is hands-down the most effective way to get the kind of stretch gifts you are looking for from your board, especially if it’s not something you’ve done in a while. Too often, we see nonprofit board’s taking the wrong approach when soliciting their members. Perhaps a mailing is sent or it goes something like this, “Okay, we’re kicking off our annual campaign and it’s important that all board members make a gift. Our development director is passing out pledge cards for you to review and fill out.  It would be great if you can do it now, but if you need more time, then try to get it in before our next board meeting.” Sound familiar? We’re always amazed when people wonder why their board isn’t more supportive wen the solicitation is approached in such a way and they either receive very few gifts or the gifts are much lower than hoped for. Making an in-person ask to a board member is a great way to: Train a board member as a solicitor and get them more comfortable on a solicitation call. Give board members the opportunity to see a solicitation call in action, which is important—even if they’re not making the calls. Educate board members on the organization’s case for support. Even though you think board members understand the organization’s story and the reason they are raising money, often times they don’t. Increase your chances of getting a much larger financial commitment from your board members. The answer is simple, take the time to treat your board members just as you would a major donor and we assure you that you’ll be amazed by the results. Give it a try and get some practice in while you’re at it. 2011-11-02T19:44:03-05:00 http://curtisgroupconsultants.com/index.php/blog/article/whos_really_in_charge_of_board_performance/ http://curtisgroupconsultants.com/index.php/blog/article/whos_really_in_charge_of_board_performance/#When:15:30:57Z This question was posed online in the Chronicle of Philanthropy earlier this month and really struck us as good food for thought.  The article recounts a debate over whether board performance is the responsibility of a nonprofit’s Executive Director/CEO or the board itself? We see this debate amongst our clients on a daily basis. Many nonprofit staff members suggest that the board is not doing their part, while the board sees it as the staff’s role to drive board performance.  This question was posed online in the Chronicle of Philanthropy earlier this month and really struck us as good food for thought.  The article recounts a debate over whether board performance is the responsibility of a nonprofit’s Executive Director/CEO or the board itself? We see this debate amongst our clients on a daily basis. Many nonprofit staff members suggest that the board is not doing their part, while the board sees it as the staff’s role to drive board performance. We feel very strongly about the fact that unless a board embraces and leads a fundraising effort, it will not be successful.  But, many times it is the Executive Director/CEO who pieces together a board development or recruitment committee and moves the board toward more strategic recruiting, so that they have a board capable of leading.  The Executive Director/CEO is also typically the one who advocates and/or pursues training and coaching opportunities to prepare the board to better execute its role.  Click here to read the full debate. It’s an interesting article and definitely worth the read. We’d love to get your thoughts on this pressing question and hear who’s the driving force behind your board’s performance. 2011-10-25T15:30:57-05:00 http://curtisgroupconsultants.com/index.php/blog/article/right_time_for_tax_change/ http://curtisgroupconsultants.com/index.php/blog/article/right_time_for_tax_change/#When:18:00:21Z We recently read an article in the Wall Street Journal regarding nonprofits campaigning against a provision in President Obama’s jobs bill that would limit itemized deductions, including charitable contributions, for individuals with an annual income of $200,000 or more.  The federal proposal, which would cap itemized deductions at 28% from the current 35%, provoked an interesting conversation among our team about the impact this would have on giving nationally. We recently read an article in the Wall Street Journal regarding nonprofits campaigning against a provision in President Obama’s jobs bill that would limit itemized deductions, including charitable contributions, for individuals with an annual income of $200,000 or more.  The federal proposal, which would cap itemized deductions at 28% from the current 35%, provoked an interesting conversation among our team about the impact this would have on giving nationally. Considering the recent abundance of government cutbacks on nonprofit funding, particularly to human service groups, this provision seems to pose a bit of a “double whammy.” Not only will these nonprofits be receiving less government funding, but simultaneously a change in tax code that would mean people will likely be giving less to these types of organizations. Need we not forget that 2/3 of individual gifts in this country are coming from the high net-worth individuals who will actually be impacted by this tax change. This is particularly daunting seeing as many basic needs organizations are experiencing an increase in demand for their services due to the economic downturn. Some people believe that if passed this proposal will not have much of an impact on giving and that if we are going to cut the deficit in this country, then this is one way to do it. Our question is not whether it’s a good or a bad thing, but whether this is truly the right time to be making such a change? We’d like to hear from you though. If passed, how do you think this new tax code will effect giving in this country? 2011-10-12T18:00:21-05:00 http://curtisgroupconsultants.com/index.php/blog/article/donor_awareness_of_telemarketing/ http://curtisgroupconsultants.com/index.php/blog/article/donor_awareness_of_telemarketing/#When:15:24:44Z Because promoting philanthropy is our life’s work, we felt the need to comment on a series of articles, as well as an editorial that ran in our local newspaper, The Virginian-Pilot, over the past several days on “professional fundraising companies” (i.e., telemarketing firms and professional solicitors, who differ greatly from professional fundraising counsel like The Curtis Group). We applaud The Virginian-Pilot for highlighting the cost associated with these telemarketing companies, as it’s important for people to understand where their money is going when they receive a call from a telemarketer regarding a charitable gift.  Because promoting philanthropy is our life’s work, we felt the need to comment on a series of articles, as well as an editorial that ran in our local newspaper, The Virginian-Pilot, over the past several days on “professional fundraising companies” (i.e., telemarketing firms and professional solicitors, who differ greatly from professional fundraising counsel like The Curtis Group). We applaud The Virginian-Pilot for highlighting the cost associated with these telemarketing companies, as it’s important for people to understand where their money is going when they receive a call from a telemarketer regarding a charitable gift. While there are some reputable telemarketing firms, many take an extremely high cut (often times as much as 75% or more), leaving the nonprofit with a very small portion of the funds raised. Not only is this a very expensive form of fundraising, but most telemarketing firms are not thoroughly educating donors on the organization. Not to mention, many companies don’t provide their call lists to the nonprofit, leaving staff unable to follow-up and build future relationships with donors. Simply stated, it’s not the way that we believe fundraising should happen. Should you receive a phone call regarding a gift to a nonprofit organization, before you make any financial commitments we suggest you consider the following: Find out who is calling - do they work for the nonprofit or another company? Determine where the gift will go and how much of it will actually go to the nonprofit. Ask them to send you a copy of their annual report. If you are still wary, give online through the website or send a check directly to the organization. As fundraising counsel, we feel it’s important to emphasize the bigger philanthropic picture beyond what goes on over the phone with telemarketers churning through a list of names.  Fundraising is so much more than raising one-time gifts; it’s about increasing the philanthropic support of the community by building long-term relationships with donors that will help to grow and sustain the organization. There are a lot of nonprofit staff and volunteers around the country who are working very hard to raise money the right way, by developing lasting relationships with their supporters. Many of them are not using telemarketing firms and are reaching their fundraising goals every day, evidence of the fact that this bigger picture philanthropy is taking place all around us.  2011-10-04T15:24:44-05:00 http://curtisgroupconsultants.com/index.php/blog/article/rethinking_your_annual_giving_approach/ http://curtisgroupconsultants.com/index.php/blog/article/rethinking_your_annual_giving_approach/#When:14:36:49Z Last week Wendy and I attended an interesting presentation on annual giving at our Hampton Roads AFP chapter meeting.  Kim Sperling, Director of Development at the Mason School of Business at William and Mary, revealed “Ten Truths and a Myth about Annual Giving” which reiterated much of the advice we’ve been giving recently around the state in our “Art of Cultivation” presentation. Last week Wendy and I attended an interesting presentation on annual giving at our Hampton Roads AFP chapter meeting.  Kim Sperling, Director of Development at the Mason School of Business at William and Mary, revealed “Ten Truths and a Myth about Annual Giving” which reiterated much of the advice we’ve been giving recently around the state in our “Art of Cultivation” presentation. Kim began her presentation by dispelling the myth that, “direct mail plus a phone-a-thon equal annual giving.” She followed-up by discussing how nonprofits should be thinking more broadly about their annual giving program, in doing so, we felt she touched on many of the fundamental principles of effective fundraising. Firstly, nonprofits need to be thinking differently when it comes to cultivation and stewardship, i.e., bringing more personal engagement to annual giving instead of assuming donors will continue to give out of loyalty to your organization, connecting donors to your organization in ways that are meaningful and communicating with them using compelling stories, not just statistics. As for leadership, Kim noted that an investment in strong leadership is the best thing you can do for your annual giving program, stating that it’s important to not only engage staff and volunteers in your annual giving program but make sure their focus is in the right place—like, securing strong leadership gifts.  Lastly, Kim encouraged nonprofits to focus on fundamentals when it comes to their annual giving—have a clear strategy, ensure that donors are properly solicited (in-person) and that you are giving them a reason to increase their giving from year to year. Although, this presentation focused specifically on annual giving, much of the advice mimics our “Five ‘Rights’ of Major Gift Solicitation”—the right person, asking the right prospect, for the right reason, and the right amount of money, at the right time. Start practicing these fundamental principles today and we guarantee you’ll see enhancement not only in your annual giving program, but in your organization’s general fundraising effectiveness. 2011-09-27T14:36:49-05:00 http://curtisgroupconsultants.com/index.php/blog/article/curtis_group_webinar_helps_spread_the_word_on_philanthropy/ http://curtisgroupconsultants.com/index.php/blog/article/curtis_group_webinar_helps_spread_the_word_on_philanthropy/#When:18:57:32Z It struck me today as we presented our first Curtis Group-sponsored webinar to over 100 individuals from South Carolina all the way to New York and as far west as Indiana, about the ever-changing world in which we live.  It struck me today as we presented our first Curtis Group-sponsored webinar to over 100 individuals from South Carolina all the way to New York and as far west as Indiana, about the ever-changing world in which we live. I began working as a fundraising consultant over 25 years ago and founded The Curtis Group nearly 23 years ago.  Back then it would have been nearly impossible, unless we were participating in some type of national forum, like AFP International’s annual conference, to have reached an audience this large, not to mention diverse. It sounds like a simple observation, but it is incredible the ways in which technology can help us better spread important information on philanthropy and connect with our colleagues and clients without even seeing their faces. As Giving Institute members, The Curtis Group is proud to be able to share the important findings of Giving USA on an annual basis with nonprofit professionals across Virginia, North Carolina and Maryland through our various speaking engagements, but to reach an audience this wide felt really good. If you tuned in to our webinar today and have questions you’d like to ask us regarding the presentation, please feel free to leave them here. Also, if you’d like to suggest topics for future webinars, we’d love to hear them. Otherwise, we thank those of you who joined us and look forwarded to bringing you more webinars in the very near future.  2011-09-14T18:57:32-05:00 http://curtisgroupconsultants.com/index.php/blog/article/executive_director_survey_cites_importance_of_strong_leadership/ http://curtisgroupconsultants.com/index.php/blog/article/executive_director_survey_cites_importance_of_strong_leadership/#When:14:39:00Z Back in May we wrote a post on leadership being ”The Key to Successful Fundraising.” Last month, a survey of nonprofit executive directors entitled, ”Daring to Lead,” honed in on the importance of strong nonprofit boards in not only supporting and sustaining executive directors but creating sustainable organizations. Weak board performance was cited among respondents as a leading contributor of rocky executive transitions, financial instability, and executive burnout. One of the four calls to action as a result of the survey (p. 18) specifically addresses “finding new ways to improve the performance and enhance the composition of boards.” It’s definitely an interesting survey worth checking out. Back in May we wrote a post on leadership being ”The Key to Successful Fundraising.” Last month, a survey of nonprofit executive directors entitled, ”Daring to Lead,” honed in on the importance of strong nonprofit boards in not only supporting and sustaining executive directors but creating sustainable organizations. Weak board performance was cited among respondents as a leading contributor of rocky executive transitions, financial instability, and executive burnout. One of the four calls to action as a result of the survey (p. 18) specifically addresses “finding new ways to improve the performance and enhance the composition of boards.” It’s definitely an interesting survey worth checking out. 2011-09-02T14:39:00-05:00