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What happens when you do what you’ve always done?

January 26, 2011 By Sandy

Work rhythms are common. We all fall into ways of doing things that serve us in some way. We host the same special event each year or we submit the same grant application each year. It works for a while, but then attendance starts to drop off or our grant is no longer funded. But it’s a good idea to evaluate your work habits periodically to make sure they still work.

I was talking with a client yesterday and she was telling me about someone in her organization who has become a problem child. Every time others talk about changing things or trying something new, this woman says “that’s not the way we do it.” She’s not willing to hear a new idea. She’s so stuck in the old ways of doing things that she’s starting to impede the progress of the organization. In fact, she clings so tightly to the old ways, that she’s gotten quite negative with others and has lost sight of the mission of the organization. Others are now avoiding interaction with her because of her negativity. It’s become “me vs. them” and she’s determined to win.

I can remember working with a couple of people just like this. In one case, I came back from a conference with new ideas ready to implement, and she did her best to discredit me and squash my enthusiasm. I never could understand why she was so negative, unless she was terrified of change. Either that or she wanted to be the “Star of the Show” and I was stealing her limelight. Either way it was holding the nonprofit back from doing bigger and better things.

So, back to my original question. What happens when you do what you’ve always done? You get what you always got.

If you aren’t happy with the fundraising results (or any results for that matter) you’re getting, then you MUST change what you’re doing. Simple as that.

You have to find a way to get these negative folks on board with moving forward, or they need to be let go. I know that’s harsh, but it’s true. You have way too much important work to do in the world to be held back by someone who has their own agenda.

Have you had experience working with negative people in your nonprofit who were reluctant to change? I’d love to hear your story. Click on the comment link and share.

Filed Under: Board of Directors, Capital Campaigns, Donor Acknowledgement, Donor Relations, General Fundraising, Get Fully Funded, Leadership, Management, Marketing, Planned Giving, Strategic

Is fundraising making you insane?

November 29, 2010 By Sandy

“If you do what you’ve always done, then you’ll get what you’ve always got.”

I love that saying.  In the world of fundraising it means that if you keep doing things the same old way, you’ll keep getting the same old results.  I’m stunned by how many people are surprised when things don’t turn out differently. When you send the same tired appeal letter year after year, you aren’t going to raise more money. If you hold the same mediocre event year after year, don’t expect an increase in response.

I was coaching a gala committee made up of Board members and volunteers recently.  They have a wonderful annual event and they’re very disappointed in the results they are getting.  They have over 400 people in the room and are raising just over $20,000.  Not good, says I.  So I asked them in detail about the event.  From what I gathered, they are telling their story, sharing client testimonials, and engaging people in their vision, but when it comes time to make the Ask, they are dropping the ball.  They are leaving it up to their guests to figure out if they should give and how much to give.  In otherwords, they are being a bit wishy-washy about asking people for money.

There’s a lesson here for everyone:  you MUST ask for a gift. Don’t assume that people know how much you need or how much it costs to run your programs.  Be bold and ask for a specific amount for a specific purpose.  For this particular group, I told them they need to let people know how much it costs them to provide service to 1 client for 1 year, and ask donors to sponsor a client.  And, I told them to include indirect costs when they calculated the costs per client per year.  (There was a bit of silence at this point.  Then they realized they don’t know what it costs them per client, which I told them was their first piece of homework.) 

After many of the ideas I shared, committee members said “We know that.”  I tried to explain to them that knowing a thing and doing a thing are different.  It’s one thing to know you need to exercise every day, but it’s a whole different ball game to actually do it.  Your body will definitely reflect the difference in whether or not you take action on the things you know about exercise!  If the things you “know” aren’t working, then it’s time to do some self-reflection.  Are you implementing what you know?  If not, there’s the first place to make some changes.  If you’re someone who says “We tried that and it didn’t work” then it’s time to find some new ways of doing things.  Either way, you’ve got to get out of your rut and start thinking differently. New ways of thinking usually results in new action and new results.

The definition of insanity is doing the same thing over and over expecting different results.  Don’t let fundraising drive you insane.  Change up what’s not working to what we know works and I guarantee you’ll see better results.

Filed Under: General Fundraising, Inspiration, Leadership, Management Tagged With:

There’s no such thing as competition in the nonprofit world

October 4, 2010 By Sandy

I’ve heard several stories lately about Executive Directors being competitive with one another and frankly, it irritates me.  What’s the point? Why waste the energy feuding over service delivery?

I remember many years ago working for someone like that.  He was so quick to point out the flaws in our “competitors” and talk trash about them.  I was quite uncomfortable with it, but wasn’t sure what to say. After all, he’d been there for years and I was new.  When I did speak up and rock the boat, I was let go.  What made it worse for me was that it was a Christian organization.  Surely Christian nonprofit leaders wouldn’t speak ill of others, right?

Now what I know is that there’s no need for competition in the world of nonprofits.  There are plenty of people in need for all of us.  And if you do happen to completely meet the need and work yourself out of a job, isn’t that a good thing?  There are plenty of donors out there and more than plenty of money for all of us.  If everyone who gives to charity gave 1% more, we’d all be cash-flush!  So, if we as professional fundraisers engaged our donors and encouraged them to upgrade their giving just a tiny bit, we’d be able to fully fund our mission.

How would it change things if people stopped comparing themselves or their organizations to others and simply focused on the people we’re here to serve?  Would our service delivery improve?  Would staff morale improve?  Would staff turnover improve?  Maybe nothing would change, but I doubt it.  I think the elimination of all that negative energy from nonprofit leaders would have a big impact on the work we nonprofits are doing.

So, I challenge you to stop thinking about your fellow nonprofits as competitors.  Look for ways you can partner.  Or at the very least, stop saying or thinking anything negative about them.  Focus on engaging your donors and fully funding your mission.  It’s much more exciting!

Filed Under: General Fundraising, Leadership, Management Tagged With:
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