Spring 2009

From The President

A $100 million gift to Massachusetts General. A $50 million gift to Stanford University. A fundraising record set by a United Way chapter in Missouri. The $57.5 million goal of WNYC public radio surpassed by more than $5 million, and with $11 million of it raised between October and February. These are four examples of fundraising successes over the last few months, in the midst of a challenged economy.

Do these nonprofits know something you don’t? No, they’re remaining philanthropic priorities with donors by following their established fundraising plans. Several smaller nonprofits that we work with have illustrated this by garnering gifts ranging from $50,000 to $250,000 since last fall. Those major gifts are the result of leaders who are not only adhering to their plans, they’re cultivating relationships and building trust with donors. For more on this crucial topic, scroll to Wendy’s article below.

We know that raising money in this economic climate may feel daunting. But rather than panic, you can create positive energy and momentum by staying focused on your fundraising strategies. If we can help, please call. And thanks for reading.

W. Keith Curtis, President

Do Your Donors Trust You?

by Wendy McGrady, Vice President

Whether it’s with your spouse, doctor, or auto mechanic, trust is the basis of every lasting relationship. It’s no different when it comes to donors and charities. By now you know that giving is all about building relationships with donors, which means that earning their trust is essential.

Mailing an annual report or solicitation letter doesn’t cut it. Trust takes face-to-face talking—and listening. It also takes organizational transparency and regular updates about your accomplishments. Show your donors specifically what their gifts have created. Let them know about your plans and invite them to get involved. Most important, call them just to say thank you.

A new survey, conducted by Bank of America and the Center on Philanthropy at Indiana University, cited feeling disconnected from a charity as the top reason why donors stop giving to it. In a tough economy, nonprofits that are philanthropic priorities with donors are the ones that make the time to earn and maintain their trust.

Client Spotlight: Edmarc Hospice for Children

by Nancy Chapman, Communications Director

As the nation’s first hospice specifically for children, Edmarc has been a model program for children’s hospice care since 1978. Yet in Hampton Roads, until two years ago, philanthropists knew little about this nonprofit.

In 2007, to meet a growing demand for services, Edmarc’s leadership began taking steps to raise awareness and launch a Program and Endowment Campaign. A fundraising feasibility study found that $1.5 million could be raised. A clear and compelling case for support was developed. A campaign committee was formed by recruiting experienced fundraisers with connections to philanthropists. The executive director and members of the campaign committee started telling Edmarc’s story in the community. Relationships were built as prospects-turned-donors got to know and trust Edmarc.

With awareness raised and trust established, Edmarc is now solidly on track in the advance-gift phase of its campaign, while gaining momentum for the public phase. By continuing to focus on its fundraising strategies and action steps, Edmarc is set for a successful campaign.

Nonprofit News

• Keith Curtis made a fundraising presentation March 8 at the annual conference for Region 3 of the North American Riding for the Handicapped Association.
• Wendy McGrady will present a training session on launching a major-gifts program at a joint regional conference of the Council for Resource Development on March 26 in Atlantic City.
• Keith Curtis’ new white paper, “2009 Guidance for Nonprofits: Stick to Your Fundraising Plans,” can be downloaded free from our Web site. Click here.
• On May 15, Keith Curtis and Wendy McGrady will speak on building development capacity at the spring affiliate conference for Horizons National, hosted this year by Horizons Hampton Roads.
• The Curtis Group has been invited to instruct a fundraising session at Building Opportunities 2009, the annual conference of The Nonprofit Centers Network, set for May 18-20 in Washington, D.C.
• The Norfolk Foundation has chosen four nonprofits to receive Building Excellence: Development Capacity Building Grants for 2009, which provide a year of development consulting from The Curtis Group. The recipients are Alzheimer’s Association Southeastern Virginia Chapter; Barrier Islands Center; Habitat for Humanity South Hampton Roads; and YWCA of South Hampton Roads. We look forward to working with them.
• Grant-making by family foundations in the U.S. more than doubled between 1998 and 2007, says a report by the New York-based Foundation Center. One reason is because about one-third of the 11,555 family foundations in the U.S. were created between 2000 and 2007.
• Wow, the U.S. nonprofit sector is the sixth largest economy in the world, larger than the economies of Brazil, Russia, Canada, Mexico, and South Korea, according to the National Council of Nonprofits.

info@curtisgroupconsultants.com | 757.496.2224 | All content © 2008 The Curtis Group