For those of you who haven’t spent time in therapy – the identified patient is the person in the family that gets scapegoated for the family’s problems.
Do you ever feel that fundraising gets the blame for a wide variety of your organizational struggles: not having the resources to strengthen programs, increase salaries, or invest in infrastructure?
As leaders, we know that fundraising problems are symptoms of larger issues. More often than not, the conditions for success are not present within the organization.
What are the conditions for success for fundraising? Read on.
The more difficult question is why do so many nonprofits not do what it takes to figure out and create those conditions? It does require learning, strategic thinking, and stepping up. But still…the stakes are high.
I would argue that ultimately it’s the fear or distaste of asking for money. Particularly major gifts. And the risk involved with stepping up.
When I think of the extraordinary work that you do, it gives me pause and makes me wonder why fundraising isn’t seen as an honor and a privilege.
You, the executive directors, board members, volunteers, and staff members that represent the 1.5 million nonprofits in the US are holding us up as a civilized society.
Without you, living in this country would be unthinkable.
A recent article put out by the Aspen Institute put it well:
“Nonprofit organizations deliver much of the hospital care, higher education, social services, cultural entertainment, employment and training, low-income housing, community development, social welfare and emergency aid services available in our country.
They also perform a crucial advocacy role, identifying unattended problems and bringing them to public attention. Most of the social movements that have animated American life over the past century or more operated in and through this set of institutions.”
To re-state an important point: most of the time, fundraising problems are symptoms of other larger issues within the organizations.
The degree to which fundraising is successful is a function of infrastructure, leadership, and dedicated resources. If the conditions for success are not there, fundraising and the organization will not grow and thrive.
Board members and volunteer leaders are typically talented, smart people that want to do what it takes to succeed. They care and are capable of raising significant money – and many do.
Unfortunately, there is an outdated cultural mindset when it comes to fundraising, and it has become ingrained in many nonprofit organizations.
It’s a mindset that makes it acceptable to allow the fear of asking for money to get in the way of investing in infrastructure; the very thing needed to build a strong and sustainable organization.
Funding organizational infrastructure is often seen as a low priority compared to funding programs. Funding both would require raising even more money, major gifts in particular.
There is an unfortunate disconnect here because the fundraising profession has evolved and proven itself to be ethical, professional, and highly effective.
The best and the brightest in the field are there and have so much to offer. Check out the Association of Fundraising Professionals chapter in our area for help and resources.
Thankfully, the begging/rolodex/arm twisting method of fundraising is long gone. There are better and much more inspiring ways to raise money. It requires learning them.
The Bottom Line
Basic math shows us that integrating a robust major gifts program into your fundraising strategy is (for the most part) the only way to grow, increase impact, and sustain your mission.
Creating a culture that embraces donors as partners and equals to create change is life changing for everyone involved – and it works.
Relying on direct mail and events only keeps organizations in status quo land – at best.
Yet many of us would rather face death than develop the fundraising and leadership skills to effectively raise big money. Admittedly, it takes training and practice.
So what do we do with this information?
A few ideas for moving forward ranging from mindset – tactics.
Mindset
- Recognize that it takes time and hard work to shift an ingrained organizational culture.
- Let go of the perceived (and embarrassing) power dynamic that is often present between nonprofits and donors. I spoke about this in my last post. The truth is, donors and the leaders representing nonprofits are equals. In the purest sense, the donor bring the cash or other resources, and you bring the expertise. One is nothing without the other.
- Assuming you’ve been trained and done your homework, when you’re asking the right person – for the right amount – to invest in the right thing – asking for money can be an incredibly meaningful experience for the donor and the asker. On the other hand, if you’re using outdated fundraising methods– of course it’s unpleasant and no one wants to do it.
Surround yourself with others that have broken through.
- Find the AFP (Association of Fundraising Professionals) chapter near you and go to their workshops, conferences and events. Better yet, volunteer and consider yourself a part of the family. It feels good and helps A LOT!
- Read blogs and follow the latest thinking and innovations of the leaders in the field.
- Find peers and mentors in your local network to bounce ideas off of. Sometimes we forget the people that are right in front of us. Isolatation is a killer of energy, fresh perspectives, and taking action on new ideas.
Lastly, and most importantly, study leadership – nonprofit and corporate. Read the Stanford Social Innovation Review and Seth Godin’s blog. Stretch your thinking. Take cool ideas that are well beyond your reach and make them relevant for you at this moment.
When you see your potential, everything changes. Go for it!
Did this strike a chord? Positive or negative, I’d love to hear what you think. Comment below and I’ll always respond. Or if you’d rather connect privately, email me at tricia@triciadell.com.
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