Having a compelling mission is a key to Getting Fully Funded. Watch this short video as I explain what a compelling mission is.

Routine:  a pattern of behavior that is repeated over time.

We all have routines, don’t we?  We have a particular order of doing things when we get ready in the morning or when we cook our favorite dish. or when we’re working.

Some of us like routine - children do better with routine (so do my cats and horses!).  Routines can help us accomplish tasks easier and with less stress.  But, once we get out of a routine, it can take some time to get back in it. 

For example, I’ve been in a pretty good habit of blogging for the past few years.  There’s a particular time of day that I normally sit down and put my thoughts online.  Over the past few weeks, I’ve experienced lots of unusual bumps in the road that have thrown me off.  It would be really easy for me to say “I’m too busy right now.  I don’t have time to blog.” and blow it off.  If I did that, chances are good I’d eventually quit altogether (and I don’t want to do that).  So, I’m recommitting myself to share something helpful to you.

As a Fundraiser, look at your habits. It’s easy to set important things aside when craziness crashes in.  For example, maybe you have some time set aside every afternoon for making thank-you calls to your donors.  Then one week, you have a grant application that for whatever reason, you are running behind on.  You have to decide between making your calls or getting your grant application out.  Maybe the next day, your Board Chair needs to chat with you.  And the next day it’s something else.  Before you know it, you’ve given up your routine of calling donors. Which, in my opinion, is a major mistake if you want to raise big money!

The bottom line is that you must choose what’s important and what you will spend your time on.  In your case, I encourage you to always think about which tasks and activities will move you closer to your goals. (If you don’t know what your goals are, that’s an even bigger problem!)   There’s always going to be a “crisis du jour” in your office that will cry for your attention.  Always be very clear about your priorities and what you need to spend your time on.  When you stay focused on the most important thing, you’ll reach your goals and be successful.

And if you need to, join me in recommitting to those things that we need to do.

On our farm, we have 4 cats.  Each of them was rescued from a shelter and they are all a part of our family.  The fun part is that they are all very different from one another.  And none of them actually say “meow.”

I think when I was young, I learned that dogs say “woof” and cats say “meow.”  I guess my young brain thought that meant that all cats say “meow” and only “meow.”  But now I have all these kitties who speak a different language.

I don’t think I can spell the sounds they each make.  Each of them has a unique, signature verbalization which makes it easy to tell them apart from the other room.  Because I love my kitties so much, I’ve gotten to know them so well that I can tell them apart just by the sounds they make.

This all got me to thinking… how would fundraising be different if we got to know our donors so well that we understood their language?  What I mean is that they all have their own unique likes, dislikes, and things they like to talk about.  What if we took the time to know the specific phrases they use when they speak?  Or the stories they like to tell over and over?

I’m thinking that our fundraising would explode. If we took the time to get to know our donors so well that we speak their language, we’d be developing relationships that would last for years.  Our donors would feel important to us and would give to support our work over and over again.

So, spend some time learning the language of your donors.  Get to know them.  Learn what makes them tick.  You’ll raise more money.

You’ve stuck your toe in the water to see how it feels, but you remain noncommittal. You don’t want to be left behind, but you either aren’t sure what to do or aren’t willing to invest the time (or money) to do it well. After all, everyone else is on Facebook, so you have to be there too, right?

Here are some surefire signs that you are an amateur Fundraiser online:

1. Your nonprofit doesn’t have a website. A website is a MUST for every nonprofit. Most people will check you out online before they decide to make a gift. If you don’t have a website, you don’t appear to be taking yourself seriously. Potential donors are likely to move on to someone else.

2. Your website is obviously outdated, with information about events that happened over a year ago. It’s not enough to just have a website; you MUST keep it updated and fresh. If your website is basically an online brochure, and nothing ever changes, why would anyone visit more than once? If someone visits your website and they read about your upcoming dinner in May of 2005, they may get the sense that you aren’t organized or aren’t in business anymore.

3. There is no Donate Now button on your website. Your website MUST have an easy-to-find Donate Now button to facilitate online gifts. Without it, you’re leaving money on the table.

4. Your marketing materials are all business, with no stories that connect people to your cause. People give to people. Make sure everything you send to potential donors includes something about why you do what you do and how they can help make a difference.

5. You use a Gmail or Yahoo email account (or something similar). Your email needs to have your website domain address. Otherwise, you look a little “fly-by-night.”

6. You don’t use a subject line when you send email. A blank email subject line can look like spam. Always put something, even if it’s just a word or two.

7. You have no email signature. It’s easy to set up an email signature that gives your full name, title, link to your website, physical address, and a note about your organization. Without it, you are wasting precious real estate!

8. On Facebook, you use your profile for your business. This is a big no-no. Profiles are for people. Pages are for organizations. Rumor has it that Facebook removes profiles that are set up for organizations.

9. On Twitter, you’re an egghead. When you create a Twitter account, it gives you an egg graphic until you upload a photo. An egghead is a sign that you’re a newbie and haven’t quite figured out what you’re doing.

10. Your Facebook or Twitter status hasn’t been updated in weeks. This is as bad as a website that’s out of date. It’s a sign that you haven’t quite figured out how to use social media. It’s social after all, which means you have to interact.

11. On LinkedIn, you use your first name and last initial. This is definitely noncommittal! LinkedIn is a great resource for connecting with other professionals and companies, so you have to appear professional to get the most out of this networking site.

12. For your blog, you use a Blogger blog. Integrate your blog as part of your website. Putting it somewhere else means that you’ll have to work twice as hard to help people find it. The benefit of including your blog on your website, and updating the blog regularly, is that search engines like new content and will rank you higher because you have an active site.

13. On your blog, you have only a couple of blog posts and they’re really old. If you’re going to blog, then do it. Commit to writing something at least once a week for at least 3 months. Anything less says you’re goofing around. Remember, you don’t have to write a thesis, just a few paragraphs about your organization, the cause you are serving, client stories or anything else interesting about your nonprofit will work.

Professional fundraisers are vital to the success of every nonprofit. If you recognize any of the above items at your organization, then it is time to step it up. Invest in yourself, your career and your cause. Otherwise, you are treating your job as a hobby, and that isn’t helping anyone.

If you’re going to do it, do it right. Spend the time to learn or find a volunteer to help or outsource. People are becoming smarter about online tools and they’ll spot an amateur right away. And they may not take you seriously.

I’ve been talking with several folks lately who are working with new nonprofits that have recently gotten started.  They are so excited and have so many questions!

They want to know how to put a good Board together and how to get Board members to have ownership of the organization.  They want to know how to spread the word about the work they are setting out to do and how to get the attention of the local media.  They want to know how to apply for grants without having served any clients yet.  They want to know how to find donors and raise money. (See what I mean about lots of questions?)

Since I seem to be attracting these startups like moths to a flame, I’m putting together a coaching program just for them to get them up and running fast.  I’m calling it the Nonprofit Startup Jumpstart.  My intention is to help them speed up their learning curve on these issues and get moving fast.  It’s packed with information and affordably priced. You can read all about it at http://www.getfullyfunded.com/nonprofit-startup-jumpstart.

So here’s my question for you, my readers:  What does a Startup need to know?  What do you wish someone had told you when you first started your organization or when you first started working in fundraising?  I’d love to hear your thoughts!  Please hit the comment link and let me know what you think.

Oh, and if you know someone who might benefit from the Nonprofit Startup Jumpstart program, please share the link.  The program starts September 1 and the deadline to sign up is September 14.

Last Thursday, I had the honor of presenting at the AFP North Carolina Conference on Philanthropy in Charlotte.  My session was called “4 Simple Steps to Building Donor Relationships and Fully Funding Your Mission Using Donor-Based Fundraising.”

My intention for this breakout session was to help my students focus on building donor relationships and share my concept of getting fully funded. Here are a few notes from the session.

What does it mean to ‘Get fully funded?’ It’s a state of fundraising where you can easily raise all the money your organization needs to fulfill its mission.  Your organization has all the equipment, supplies, and staff it needs.  Fundraising is not only easy, it’s fun!

What is donor-based fundraising? It focuses on the donor and the relationship. It creates long-term sustainability for the organization and a satisfying experience for the donor.  It requires honest two-way communication.

When you follow the principles of donor-based fundraising, there are 4 simple steps to raising all the money your organization needs.

1. Tell your story.  Keep it short and simple, and tell people why they should care about your organization.
2. Ask for a gift. Ask multiple times during the year and use a variety of techniques.
3. Thank the donor.  Be warm, sincere, and prompt in your gratitude.
4. Build relationships. Get to know your donors and what peaks their interest in your organization.

I’ve used these principles and steps many times, as a Development Director and as a coach, tobring about some amazing results in fundraising. I’ve had donors thank me for giving them the chance to make a donation.  I’ve broken fundraising records.  And I’ve had an absolute ball doing it!

Stay tuned as I share more about what it means to Get Fully Funded and how you can do it, too.

I’m seeing signs of the economy improving.  Are you seeing them?  Restaurants and shopping malls are packed and I’m hearing positive news from trusted sources.

My clients are seeing more and bigger donations coming in (yay!).  I firmly believe that fundraising is going to get easier a little bit at a time over the next several months.  I don’t know if it will go back to where it was, but I don’t plan to spend any time worrying about that.  I’d rather focus my attention on what needs to be done now to set ourselves up for success both now and in the future.

Here are some things that smart nonprofit organizations are doing right now to prepare for success:

• Deepening donor relationships. Smart nonprofits are investing time into their donors.  They’re spending more time getting to know their donors.  They know that this is the best use of their time, because loyal donors will stick around for years to come.
• Showing their appreciation. Smart nonprofits are spending more time than ever before thanking and acknowledging their donors.  They’re making thank-you calls and sending handwritten thank-you notes. Some are getting their Board members involved in this!  They’re making sure that the donor knows how much they appreciate their support.
• Honing their Case for Support. Smart nonprofits are getting very clear about their reason for existence.  They have concise, razor-sharp answers for the questions about why someone should give to them.
• Strengthening their Board. Smart nonprofits are spending time to make sure their Board members understand their roles and responsibilities for leading the organization, and have the resources they need to do their job.  They’re helping their Board members find ways to comfortably participate in fundraising.  Instead of sitting back and expecting their Boards to know what to do, smart nonprofit staff are educating and supporting their Boards.

What is your nonprofit doing right now that’s smart?  I’d love to hear!  Click on the comment link and share.

Let’s face it: most nonprofit newsletters are boring.  They’re full of jargon and insider news that leave donors feeling less than connected.  To make your donors read your newsletter from start to finish, it must include info that donors find interesting.

Put yourself in your donor’s shoes:  what would they care about?  What would make them take time from their busy life to pay attention to what you’ve put in print?  Here are some ideas for things you can write about that will keep your donors engaged.

• Client story. Tell a story about someone whose life has been changed by your organization.  Keep it short and focused on the person – not your organization.  Use a good photo or two and your donor won’t be able to stop reading.
• A Day in the Life. Share what a typical day looks like for one of your clients. This will help donors better understand the work you are doing and help them identify with the people you are serving.
• Common myths. What are the common myths about your cause?  Dispell them by stating them and then giving the real information.
• Testimonials. Let others do the talking for you.  Share a brief testimonial from a client, a donor, a volunteer, or a local celebrity about your organization.
• Statistics. Share a couple of shocking statistics about your cause or the work your organization is doing.  Don’t go overboard here – one or two good facts with a tidbit of supporting info is all you need.

What have you included in your newsletter that got people talking?  Share with us so we can all benefit.

I had the pleasure of spending time with the Board and staff of Prescott Area Habitat for Humanity in Prescott, Arizona last weekend.  Habitat is one of my favorite organizations and this group is full of heart and passion for the people they serve.

Here are a few highlights from the information I shared with them.

Passion is key. A nonprofit will best be able to serve people and fulfill its mission when the Board, staff, and volunteers are all passionate about the cause.  Our first activity of the day helped reconnect everyone with their love for the organization.

Mission takes money. In order to fulfill your mission, you must have money.  Unfortunately, many Board members are intimidated or downright scared to get involved in fundraising.  When Board members understand that there are lots of ways they can participate in fundraising without actually asking someone for a gift, they start to relax.  Once they understand how fundraising works, they can find a spot where they feel comfortable participating.

When we got to this activity on Saturday and every Board member identified and committed to their comfort zone, I was so happy for the organization I could have popped!  Some wanted to help solicit, others wanted to help thank donors, others wanted to help build relationships.  It was awesome!

People give for a variety of reasons. Part of my Fundraising 101 for Board members helps them understand the myriad of reasons why people give.  We dispelled the myth that people give for the tax benefit alone.

And the main theme for the day:  Good fundraising is based on relationships. Our donors are our partners in serving people.  The better we engage them, the more we develop relationships, which builds loyalty and keeps them involved for the long haul.

Thanks to Christine Wallace, Development Director for inviting me to spend time with Prescott Area Habitat!

I had a few minutes between appointments yesterday and got to stop in one of my favorite thrift stores. It’s one of the stores operated by Knox Area Rescue Ministries and it’s a really nice store.  Every time I go in there, I have to smile.  That store is there in part because of me.

More than 10 years ago, I took my first job in Development at the Rescue Ministries.  My job consisted of managing special events (don’t we ALL do that at first?), coordinating volunteers, and overseeing the thrift store.  At that time, there was one location for the store and it wasn’t doing well.  It had been operating in the red for sometime and the President of the organization was ready to close it.  But I wanted a shot at turning it around.

I didn’t have any experience in thrift stores, but I had worked in retail before. So I took a look around and started making changes. I fired the store manager and hired someone with a lot of passion for the organization’s mission.  I made a few common sense changes in the store like applying a fresh coat of paint, expanding the hours, and increasing the prices of a few items (like charging $2 for a shirt instead of $1).  And within 2 months, we were turning a nice profit.  In month 3, we netted $10,000.  It was awesome!  The Board Chair sent me a nice cookie bouquet!  Later that year, I wrote a business plan to further expand the store, opening multiple locations in the community.

Today, there are several locations throughout the city.  And I smile when I pass one. I know I helped create something wonderful that has lasted long after I left my job there.  Of course, the store has gone through some ups and downs since then, but had I not been there and gotten things going, the store would have been closed in 1998.  Today, the thrift stores provide jobs to people in the community and a source of revenue for the Rescue Ministries.

So, what legacy will you leave behind?  No matter what job you do, you have the ability to leave something wonderful when you leave.  I invite you to think carefully about what that will be and see what you can do to make it happen.