The monthly electronic newsletter – done right!

               The other day, I received in my e-mail box a newsletter from the John Paul II Life Center in Austin, Texas.  I met the executive director briefly at a conference last August and we exchanged cards.  Within a week, I was added to their monthly newsletter.  Although I don't life near Austin, I have remained on the list because the newsletter is very well done. (You can find it at the bottom of this post.)  

               The John Paul II Life Center is a non-profit organization that runs an authentically Catholic Ob/Gyn medical care clinic, offers sonograms to abortion-minded women, and hosts educational programs encouraging chase living, Natural Family Planning and more.  What I have seen in their newsletter is that they leverage every opportunity to expand the base of individuals who know about their organization.

               I like their newsletter for the following reasons:

·        The request to donate is up front and is small.  Not another big DONATE HERE box, but a simple request.

·        The type is big and content is compact and relevant.

·        The mission is clear and highlighted on the left side of the newsletter.

·        There is generally a call to action that the average person can complete.

·        The list of events is concise and planned well into the future.

·        It only comes into my in box every three or four weeks.

               This relatively new non-profit (founded in 2010) is effectively using its electronic newsletter to communicate its mission, raise awareness for it cause and raise funds in an effective manner.

PLEASE DONATE HERE All donations are tax deductible. The JPII Life Center is a 501(c)(3) not-for-profit organization. Quick Links The JPII Life Center JPIILC Facebook Page Vitae Clinic Our Three-fold Mission:  Operate a full service OB/GYN medical practice, the Vitae Clinic Promote life by offering 3D/4D sonograms to mothers facing unexpected pregnancies Provide education about chaste living, fertility care, and more.  Our Board Tim & Pat Von Dohlen Chris & Sheri Danze John & Nancy Carrano Dr. Jeremy & Heather Kalamarides For More Information To receive our quarterly, printed newsletter, invitations to additional events, and more, visit our website and complete the 'keep informed' column on the left side of the page. Contact Us 512-407-2900 info@jpiilifecenter.org The Baby Waved!    Lara* is19-years-old, pregnant, and was planning to have an abortion. Before scheduling the procedure, she wanted to see if there really was a baby.    The sonogram determined she was 10 weeks pregnant. When Lara looked up, the baby literally waved at her as if to say "Hey mom, I'm really here!"     That changed her mind!    She told us today she would have had the abortion if she hadn't seen her baby wave hello and if she'd not received the support she needed.    This is another life saved because of the generosity and prayers of our supporters... the dedication and love of our pregnancy consultants... and the skill and compassion of our sonographers.    Thank you!     ·  * Name changed to protect client's privacy. This book details a conversation between an unborn child and a Guardian Angel. Goody Bags for Clients in Crisis Each crisis pregnancy client receives a "goody bag" after their sonogram filled with information and:  Picture Frame (for the songram) from Gifts for the Unborn "Bella" movie DVD Beauty Bag from the students of San Juan Diego High School and St. Michael's Catholic Academy Angel in the Water book. We've just used our last book. Click here to help us purchase more. Spiritual Bouquet for Religious Freedom The USCCB and Bishop Joe Vásquez have asked all the faithful to participate in the Fortnight for Freedom June 21-July 4. A spiritual bouquet will be presented to Bishop Vásquez at the Mass for Religious Liberty in Temple on June 21. Join us! Submit your prayers and sacrifices here. Upcoming Events Artfully Yours Wine & Cheese Date Night in honor of NFP Week. (@ Art on 5th - July 26). For anyone interested in NFP, but especially newly engaged or married couples. Ten dollar tickets available here. Fullness of Truth - New Evangelization (@Santa Cruz Church - July 12-13) with Dr. Scott Hahn, Dr. John Bergsma and Dr. Michael Barber Fortnight for Freedom (June 21-July 4). Join the United States Conference of Catholic Bishops in praying for religious freedom. Infertility Prayer Service (July 24 @ St. William). Open to people of all faiths who are struggling to conceive. Priests' Appreciation Dinner with Fr. David Konderla and Msgr. Michael Sis (@Headliners Club - Aug. 22). Co-sponsored by Cook-Walden Funeral Homes and Cemeteries. RSVP atinfo@jpiilifecenter.org. Fullness of Truth - Living a 'G' life in an 'X' world (@Hyatt Hill Country Resort - Aug. 24-25) "Tony, Tony, look around. Something's lost and can't be found!" ~ Today is the feast day of St. Anthony of Padua. St. Anthony is known for helping lost souls find their faith. He is also known to help find lost articles.

“American households are the real drivers of charitable giving in the United States.”

Yesterday, the annual Giving USA data was released.  Gene Temple, Founding Dean, Indiana University Lilly Family School of Philanthropy mentions that, "American households are the real drivers of charitable giving in the United States."  I couldn't agree more.  Highlights of the report are below.  You can find the entire report at http://www.givingusareports.org/.

Ø Charitable giving in 2012 rose 3.5 percent (1.5 percent adjusted for
inflation) to $316.23 billion. 

Ø Giving by individuals comprised 72 percent of all giving by source in
2012—the same percentage as in 2011, according to Giving USA’s revised
estimates for giving by individuals. 

Ø Foundation grantmaking by independent, community, and operating
foundations amounted to 15 percent of all gifts made in 2012. This is the
same percentage as in 2011, according to the Foundation Center’s revised
estimates for giving by foundations. 

Ø Analyzing previous data released annually by the Foundation Center,
Giving USA estimates that family foundation grantmaking comprised 46 percent
of total giving by all foundations in 2012. 

Ø Giving by individuals, bequest, and family foundations amounted to 86
percent of total giving in 2012. 

Ø Giving by charitable bequest—which includes an estimate for charitable
bequests claimed on estate taxes and an estimate for those estates that do
not file with the IRS—accounted for 7 percent of all gifts given in 2012.
This is one percentage point lower than in 2011, according to Giving USA’s
revised estimates for giving by bequest. 

Ø Giving by corporations comprised 6 percent of total giving in 2012. This
is one percentage point higher than in 2011, according to Giving USA’s
revised estimates for giving by corporations. 

Thank you notes - what should they say?

               For a little inspiration, I pulled “Jeffrey Gitomer’s Little Red Book of Sales Answers” off my bookshelf.  I don’t own many sales books, but do believe that many fundamental sales methods are transferable to excellent development results.

               Jeffrey’s tip #63 about thank you notes caught my attention. He says to make it personal and leave the received looking forward to more.  Make it – short, handwritten, personalized and sincere.  Don’t repeat anything, even saying “thanks again”.  Let them know you will follow through with what you promised.  Make it funny, personal and give them your cell number.

               I would like the idea of making it personal, perhaps would advise memorable rather than funny.  And yes, handwritten – mailed with a real stamp, not run through a postage machine.  So many times in the fundraising cycle, the thank you note is a routine step.  Taking the time to write a handwritten note will distinguish your organization from the dozens of other organizations interested in your donor.

We Like Metrics!

                I work mainly with medium and small non-profits organizations in my consulting work.  Generally, the development department consists of two, or one or zero staff!  This week, an Executive Director let me know that three organizations, run by professional friends are closing down.  Without specific information about what caused each of these individual boards to make the decision, it led us to a talk about the importance of  being relevant to your constituency and being able to measure progress.

               Also last week, I was speaking to a potential new client.  This non-profit organization is in the enviable position of generating significant revenue through fees for their services.  Additionally, they have a couple of significant partners that have funded the growth of the infrastructure.  As savvy non-profit executives, they are now preparing to seek individual and foundation income, as they establish a development office.

               As I described the proposal that I would forward, I mentioned that it would contain an estimate of the expenses to be incurred and the income gained in the first few years of the development function.  The CEO said, “We like metrics”.  

               At the time, I took note of the comment, and today, it speaks volumes to me, in light learning about the organizations that are closing down. My hunch is that those organizations could not report the number of people they were helping, what the cost was for each individual or how their work had grown (or not) over the past five years.  It is also my hunch that any strategic plan that exists is not tied to numbers.

               The consideration of metrics is an essential element to excellent management in all areas of business, whether it is a non-profit or for profit business.  I know that the line, “We like metrics” will influence discussions that I have with non-profit executives and development professionals in the future.   

Event Fundraising Done Right

               Having spent the last twenty six years as a major gift fundraiser, I must admit that I am not the biggest fan of event fundraising.  I have seen over and over again organizations that spend extraordinary amounts of staff and volunteer time to have an annual gala.  Many organizations tap their major donors to be table sponsors and sometime give away tickets to fill the room.

 

                I want to highlight two success stories and examine the reasons for their success.  A client of mine had their 8^th fundraising dinner in March. The event has the typical elements of reception with a silent auction, dinner followed by remarks and a live auction. The Executive Director has gone to great pains to have the event in a venue other than a hotel ballroom. The event is always sold out and the auction proceeds have risen each year.

                I think this event is a success mainly because it is FUN. The event committee brings their family and friends and welcomes all who attend.  This organization raises funds to assist intellectually disabled children.  The children  greet the guests as they arrive.  Siblings are involved as volunteers.  The mission of the organization is highlighted throughout the evening.  New relationships are forged each year that help the organization to grow.

               Recently, I attended a fundraising gala for an organization that is related to a cause that my husband and I support monthly. I had not planned to attend, but did because I was invited personally by two friends. This event was held in the building that houses this Dominican educational institution.  There was an opportunity to socialize in areas of the building that are not often open to the public.

               The reception atmosphere allowed for much interaction among the guests.  I had ample opportunity to talk with friends and acquaintances that I do not see often, and to meet new people.  Music, singing and entertainment provided by those who will benefit from the money raised.  The silent auction items were unique and most of them related to the mission.  One item was beer brewed by the brothers who would be benefited by the money raised from the event. Two of the live auctions items were rare experiential opportunities. 

               The event ended with the night prayers of the Church held in the chapel, once again, an experience that is not commonly available to the public.  It is an event that I will invite others to attend next year because it was fun and unique.

               The common denominator for these events is that they were not just throwing a pricey party, but a social event that featured their very unique missions.  Each event had a specific target audience, the venue was distinctive, and those who came were inspired by the evening and left being pleased with their involvement and contribution to the mission

                              

LOVE your donors!

Last night I did my annual presentation to mid-level development professionals who are preparing to take the Certified Fund Raising Executive (CFRE) exam.  Titled, "Securing the Gift", this presentation is a little like major gift book camp.  It covers the psychology of giving, donor motivation, case statements, external factors affecting the viability of organizations, types of gifts and solicitation strategies and techniques.

In less than two hours, we covered all of the above topics and more.  The attendees at last night's session were attentive, in spite of working a full day before coming to the presentation. The were tremendously responsive and had much to add to the discussion.

I opened the evening by stating that I am very frustrated with my profession.  It appears to me that there are fewer and fewer organizations who are conducting fundraising in a manner that treats donors as someone special.  A 25 year career in major gift fund raising has conformed me to thinking about the donors wants and needs.  When they are satisfied, they become repeat donor, their giving increases, etc.

At the end, when we had a few minutes and there was a pause in the questions, I said, "Love your donors."  Perhaps it was the most important point I made during the entire evening.  If each donor is someone that you care about, then they will be treated in a way that fuses them to your organization.  They will read your mail, your emails, perhaps your CEO's tweets.

It may sound simple.  All of the statistics surrounding fundraising, ROI rates et. al. sound impressive.  I believe if we simply loved each and every donor, that we would be more effective development professionals.

Faith, Not Panic

            In today’s information age, it is hard to turn around and not be confronted with more bad news.  And for many of our donors, some of the new policy initiatives related to social security and charitable deductions creates an uncertain future.  All of this may cause you, your management and you board members to want to retreat when it comes to asking for support.       

             This is not the time to retrench or retreat.  If your board truly believes in your cause, then it is time to have them take a more active role in the true development function.   That is to manage relationships between key stakeholders in your organization.

 

            We know that in past economic downturns, including the great depression individual giving, which makes up 84% of giving, has remained steady and at times even increased.  If you organization is encompasses in the DC area, the news is even better.  During the past three recessions, growth in the DC region has stayed steady and even increased, although at a slower pace.

             This is the right time to lay the ground work for future support.  Many individuals with good jobs, who have steady employment, should be challenged to support the annual fund giving now.  If they will not do it, who will?  This includes your board, your committee volunteers, your long term supporters and your staff. 

 This is also the time to develop a list of future funders who you believe have a strong link to your organization and the capacity to give.  Begin to build relationships with these potential donors, and get your board involved.  It may be months before you are ready to ask for support, but you are laying the foundation for a strong development function as the economy strengthens.

Be sure to communicate to all of your important constituencies a steady drumbeat of the important and unique work that your organization is accomplishing.  Let your communication become that positive news that distinguishes your information from all communication. 

Faith is the refusal to panic. --David Martyn Lloyd-Jones