Distance Does Not Cause the Giving Heart to Grow Fonder

The recently released study by the Indiana University Lilly Family School of Philanthropy and CCS - The Million Dollar Gift Next Door - revealed that 50% of the donors lived in the same state as the organization they supported, and another 10% in the same region. So 60% of all top gifts come from people who are thinking local. Good news for local organizations, and schools with a lot of alums nearby. For everyone else it is a wake-up call to find ways to bridge the distance between their missions and the hearts of their donors. On the face of it there is an easy answer as to why - people want to keep their money close to home. Certainly makes sense, but is there something deeper at work? Are donors saying they don't trust organizations they can't see? Is the connection between their mail box and the mission not enough? Is social media failing to make the digital connection? Has face-to-face...
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Free Range Donors

Fundraisers love to fight over who “owns” a donor. In the nonprofit world the battle is between direct response and major gifts with some organizations throwing in membership to liven things up. Behind the castle walls of education there is the eternal struggle pitting friendraising (alumni relations) and fundraising (advancement). I have found in working with people who give of their time and/or treasure they don’t like the term donor (makes them think of missing kidneys and blood loss), so I’m thinking the idea of being “owned” would not go over well either. Sears once thought if you wanted appliances, toys or hardware they owned you. GM and Ford at one time were so thoroughly convinced of their ownership of car buyers they treated Japan more as a novelty than a competitor. Home Depot, Toys R Us, and Toyota are among the many companies born in no small part because of the arrogance of the former leaders of their industries. As fundraising bumps...
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What Would Make the Rich Give More?

A recent study by SEI Private Wealth Management revealed insights into what would make U.S. Ultra High Net Worth Individuals (average wealth of $11 million in this case) give more. Before we get to that, let’s first look at the potential upside:   The average increase across all segments is 63%! So how do we make that happen?   The first two items are out of our control, but the next two are right in philanthropy’s wheelhouse – passion and impact – or at least they should be. One would think given their wealth these individuals are being approached by a number of organizations and their alma maters, so what’s missing? With all of the need in the world (and all of the organizations saying they will meet those needs), hearing people say they are not able to find something to be passionate about and want to more clearly see the impact of their giving, is frankly depressing. We have the greatest product in the...
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Cost-of-Fundraising is the Kryptonite of Philanthropy

When the conversation turns to cost-of-fundraising I can almost hear the collective sigh of missions across the globe. It is a knowing sigh, one that understands when the focus is on quantitative measures, the qualitative aspects of missions suffer. The cost-of-fundraising madness is truly the kryptonite of philanthropy. It turns the mission from a bold and daring venture into a meek shadow which only comes to life as a photo in direct mail or a website surrounded by copy extolling the virtue of how little was spent to send the photo or to receive an online donation. If you have been reading this blog lately you know I’m on a bit of a rant about the need to move away from the transaction-based culture of giving to a mission-based culture of philanthropy. Making this move will require that cost-of-fundraising be encased in lead and buried in the cave with other ideas which seemed good at the time, but not so much on...
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An Opportunity to Stop Doing (at least for an Hour) & Start Teaching About Prospect Research

Several months ago, Alyce Lee Stansbury (professor and fundraising consultant) asked me to be a guest lecturer for her FSU graduate level course called Fundraising and Fund Development, Askew School of Public Administration, to discuss prospect research. I've spoken to her class on this topic in previous years, and I was very much looking forward to another engaging conversation. Last night as I began, I, as I usually do, informed the class they should feel free to interrupt me with questions, especially if something I said did not quite make complete sense to them. This course tends to have a variety of students – some current practitioners within the nonprofit world, others just interested in the topic of the course, as it's an elective, so most students were likely rushing into class at the end of a long workday. Within the first couple of minutes, there was a question about the field of prospect research, "Is this a growing field?" and followed...
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The Mission Demands Fundraisers (of All Persuasions) Come Together

When your father is a fundraiser, and that fundraiser is Doug Lawson who wrote Give to Live, you are definitely going to have a bias towards major gifts. I don’t believe it is just pride talking that my father is one of the best face-to-face askers on the planet, and I’m sure as you read this he is either asking or on a plane to an ask. In this environment I grew up thinking if you needed a million dollars for your cause then you found a person with a million dollars to support it. This simple idea led me to create a series of donor profiling and screening companies the last 25 or so years. Early in my career I met Roger Craver who can write direct mail copy which almost puts the money in the envelope all by itself. For Roger if you need a million dollars get 50,000 to give $20 each. Then you have 50,000 supporters who...
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