Over the weekend, a friend asked me if The Second Mile had any chance of surviving. After all, it now looks like it’s founder, Penn State’s Jerry Sandusky, created it as a place to prey on children.

Can a nonprofit overcome this type of scandal

My first reaction was “no way.” No matter what good The Second Mile has done, there’s no way it can get around the fact that it serves kids and its founder is alleged to have harmed kids in the most debasing and unforgivable way possible.

You just don’t get past that.

A name change wouldn’t do it. You’d still have the awful history.

But then I read an article in the Chronicle of Philanthropy. The Second Mile forced it’s CEO to resign. And it seems they started separating themselves from Sandusky in 2008. They specifically kept him from being around kids when an allegation surfaced in 2008. They even have a quote from an unnamed mother pleading with them to keep the services going because it has been transforming in her kid’s life.

Do you think this is enough to give them a shot?

From where I sit

As an armchair quarterback, the situation seems obvious: shut the nonprofit down. If the allegations against Sandusky are true they need to totally and unequivocally disassociate themselves from him. Make a clean break with the past.

What about the good people and all the experience and knowledge they’ve amassed over the years? I’d say, start a new nonprofit. Take all the knowledge about the need for these services and take the best team from the wreckage of The Second Mile, and get out there and really help kids.

What about you? Would you fight to keep The Second Mile alive or scuttle the ship?

(c) The Fundraising Coach, LLC

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A couple months ago, I was asked why I thought Google+ is great for job seekers. Here’s what I replied:

I am an executive coach and a geek who loves G+.

Here are five reasons I think G+ would be fabulous for job seekers.

1. Like Twitter, you can follow anyone without having to have them follow you back or “connect” with you. This is huge for job seekers looking to connect with new people. Job seekers could create a “Potential Employers” circle and focus on getting to know them.

2. The G+ profiles can give job seekers a great sense of the person they’ll be interviewing with. They can get a feel for what culture a company might have based on the employer’s profile and interactions.
3. G+ replies tend to be much more engaging and complete than Facebook replies. So if you are interesting and adding to a potential employers posts, you’ll stand out.
4. G+ hangouts are an amazing opportunity. Google describes these as front porch chats designed to allow anyone to drop in. So if job seekers keep tabs on their “Potential Employers” circle, they can drop in on hangouts that those people are in. And they’ll be talking face to face with the people they’re hoping to meet.
5. G+ still feels “new.” So job seekers will appear more savvy and in-the-know, helping them stand out in the interviews.

I hope those help!

Do you agree? What would you add?

(c) The Fundraising Coach, LLC

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One of the most common questions I get is some variation of:

We’re a small nonprofit without any fundraising program. Are there ever any conditions where it makes sense for us to hire a fundraiser that gets paid a percentage of what they raise?

It’s an understandably seductive question. It seems to contain the promise of great financial gain with limited or no cost.

That itself should raise a red flag, shouldn’t it?

I was asked this question twice last week, so I thought I’d address it again. (The last time I blogged about it seems to be this percentage based fundraising post in 2007!)

Here’s an actual copy of my answer over the weekend to this “percentage” question. It was written on my phone so it may read a little choppy.

Great question. I know of no professional that operates that way. It is expressly against the Association of Fundraising Professionals Code of Ethics.

A fundraiser worth hiring for your nonprofit will have worked to develop a skill set and knowledge base worth investing in. Also, success in fundraising is very dependent on the leaders & board of the nonprofit actively participating. Paying on percentage can unfairly penalize a professional for the organization’s lack of follow through.

There should be some money paid upfront. If there isn’t, it is reasonable for the professional to question the organization’s commitment to fundraising.

You may be able to hire someone with a base pay and more at agreed upon benchmarks. I don’t have any experience working that way so I am unable to advise you there.

Finally, I am sure there are people that will work for a percentage. Please be careful in hiring that way if you choose to.

Marc

Do you agree?

Do you think I covered the reasoning soundly? Or am I off-base? Should nonprofits ever hire someone to solicit money and pay them a percentage of what they raise?

(c) The Fundraising Coach, LLC

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A client recently asked me an excellent question:

I know of an organization that has a large board. It seems they do it so that they can invite potential donors to be on the board. It seems more or less honorary, they don’t get involved much. Should we look at making our board larger so that we can invite large donors on?

It’s a great question. We’re having a good discussion about it over at 501MissionPlace. It hits at the core of a question all of us are constantly struggling with: how do we get more people to notice us and feel a part of what we’re doing?

If I were asked last year if a nonprofit should have a large board, I would’ve flat out said “No.” But with my current experience of being on the working board of our local United Way has changed that. There are lots of committees and there is a lot of work to do. Having those responsibilities spread over more people is helpful.

But the board sets the agenda for the nonprofit. The board stewards the mission and has the authority to redirect that if appropriate. We’ve all heard of nonprofit boards that have changed focus despite the founders’ wishes (MADD, Habitat for Humanity, Feed the Children, etc.).

Don’t invite anyone to the board until you’re comfortable living with their governance decisions. You might think they’re just a token member, but they may turn out to be incredibly engaged. Make sure it’s engagement you’d welcome. The only way to find out is to get to know them and to have some form of vetting process in place.

Many boards require people to be committee members before being considered for a board position.

Other Ways to Involve Donors & Prospects

Here are some other ideas of groups you can invite influencers or potential donors to:

• The Development Committee
  Most boards allow non-board members to be members of committees. So you could start a development committee for your board whose sole purpose is to help you strategize fundraising. The nice thing about this is you don’t have to beat around the bush. The committee meets to talk fundraising.

  Why would anyone join the development committee? Often it’s because they know that this is a route to becoming a board member. Since this is a standing committee, others will be attracted to it because they can influence a cause they champion without having to deal with being on the board. There really are people that enjoy fundraising!

  Why would a nonprofit want a development committee? It’s wonderful knowing that people outside of the immediate orbit of your organization are thinking about raising money for you. They can also help make suggestions that make how you approach raising funds and when you do it much more effective.

• A “Task Force”
  You can always set up a “Task Force” for some aspect of your work. Any aspect. If you know of a person who has the skills that will help you move a project forward, asking them to join a task force can attractive. These are very flexible and don’t need to be overly formal.

  Why would anyone join a task force? Because task forces by their very nature end. They don’t go on forever. Many people like knowing there’s a beginning and an ending to their involvement. Others like the specificity of the “task.” Rather than all aspects of fundraising, a task force may focus just on the annual auction.

  Why would a nonprofit want a task force? They’re easy to form and easy to disband. And it’s sometimes nice to offer someone a “position” when you’re asking them for involvement. It can also be a terrific way to get top-notch advice about any part of your organization.

• An Advisory Committee
  Advisory Committees can be an effective way to engage people of influence. You can approach the people you respect and tell them “You’re a leader in this field/community/cause. We’d like to ask you to join our advisory committee to help ensure we’re making the most effective use of our resources and opportunities.”

  Why would anyone join an advisory committee? An Advisory Committee can seem more prestigious than a development committee or a task force. It’s flattering to be considered a leader and influencer.Moreover, since these are people of influence, there will probably be people that others will want to know better. And as this type of group typically only meets once or twice a year, it’s an easier commitment to make than either the development committee or a task force.

  Why would a nonprofit want an advisory committee? To gain advice. But where you’d need a member of a task force to be engaged, you can afford to have aloof advisory committee members. These allow you and your organization to make a valuable offer to people you respect. But you are clear that this is in an advisory capacity only, not a governance capacity.

There are many good ways to engage people with your cause. Adding to your board should only be one of the options. And probably one of the last. Afterall, you’ll have to live with the board’s decisions.

As for the size of you board? Only as big as it needs to be, and as big as your by-laws stipulate.

Do you agree? Tell us what you would do in the comments?

(c) The Fundraising Coach, LLC

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In the last post on goal setting, we looked at how to identify goals for all areas of your life. I firmly believe that if you did nothing more than write those goals down, you’ll be exponentially more effective at accomplishing them.

But you can speed up the process by creating a road map for each goal you want to accomplish. One of the most common ways to teach the components of effective goal setting is using the acronym S.M.A.R.T.:

• Specific: Get really specific about what you want to accomplish. A vague “earn more money” isn’t enough. How much? By when?
• Measurable: How will you measure this? By gross income? Net income? Volume of sales?
• Achievable: You may want to raise $1,000,000, but is that really achievable? All goals should stretch you. But SMART goals are designed to help you make achievable steps rather than miraculous leaps.
• Results oriented: Focus on results. Enough said.
• Timely: When is the goal to be accomplished? How regularly will you check in on the goal?

Years ago, I came across this fun information from my friend Sara Hurd.

Variations on the SMART Acronym

• S Specific | Simple | Single
• M Measurable | Meaningful
• A Achievable | Acceptable | Attainable | Actionable | Action-oriented | Adjustable | As-if-now | Agreed | Action plan | Achieved
• R Relevant | Realistic | Reachable | Rewarding | Results-oriented
  Result-based | Reasonable
• T Time-dimensioned | Time frame | Tangible | Trackable | Time-boxed | Timely | Time-sensitive | Time-stamped | Time-bound | Time-based | Timed
  Time-dated | Timetable | Time

Robert Rubin, Assistant Professor of Management at DePaul University, found the following additional variations in his research:

• S Specific with a stretch | Sensible | Significant
• M Motivating
• A Accountable | Agreed-upon | Assignable
• R Reviewable | Relative | Relevant to a mission
• T Timelines | Time-specific | Time-scaled | Time-constrained | Time-phased | Time-limited | Time-driven | Time-related | Time and toward what you want
  Truthful

Sara also found people advocating SMARTER goals:
E- Extending (the goal should stretch the performer’s capabilities) and R - Rewarding
OR E– Evaluate and R – Re-do
OR E – Evaluate and R– Review
OR E – Exclusive and R– Representative

In the “roadmap” worksheet I created for my MagnetGoals, I list a number of factors to consider in accomplishing a goal: create specific steps with dates, consider obstacles that might occur, list people and resources that will help you accomplish the steps and overcome the obstacles.

In my experience, the last field on the page is the most important, the field to list your coach or accountability partner. Having an executive coach or trusted accountability partner has been the most important factor in helping me accomplish my goals. Knowing they’re going to ask me about specific steps to my goals is incredibly motivating, reminding me to take action!

How about you? How do you set goals effectively? Let us know in the comments!

[Shameless plug: I'd be glad to talk to you about coaching options for 2011. For a limited time, people committing to 6 months of coaching with me get one month free; people committing to 12 months get two months free. Call me at (207) 314-8236 or email me at marc@fundraisingcoach.com.]

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I just love the week of Thanksgiving. Having those few days off to be with family and friends puts me in a reflective mode that I find perfect for formalizing my 2011 goals. I say “formalizing” because I’m constantly working on my goals, scheduling speaking gigs and clients, and doing marketing. That’s just normal business– planning 6-12 months out regardless of what year the calendar says it is.

I’ve been setting goals since I was a kid. (Yeah, I was “one of those” kids!) But recently, I’ve been getting more questions about how to set goals. So I decided to dedicate some of this month’s blog posts to sharing what I’ve learned about goal setting.

Warning: Very little of what I’ll share is original. What I’ve learned really is a product of the books I’ve read and the people I’ve learned from.

For me, goals are not just about achievement. I believe a good goal setting program is really about increasing the quality of your life. So, it’s important to have a wide-view in setting your goals.

Rather than simply focusing on your professional goals, include personal goals, family goals, social goals–all the goals that will make the next year amazing for you. The best way I’ve found to do that, is by listing out 100 things you want to do next year. Goals, dreams, fantasies, goofiness. Get it all onto a list.

Your 100 Goals & Dreams

Why 100? The first 10 or so are relatively easy. But 11 to 30 are hard. Doing 100 makes you dig deep. After you push through this first hard spot, you’ll find yourself start including goofy ideas on the list. Go for it.

Treat this list like a brainstorm: don’t qualify what you put down. Telling yourself an idea is dumb will completely shut down your creativity.

In the MagnetGoals Workbook, I have a worksheet to help with this. It can also be useful to think of listing goals for various areas of your life including:

• Health
• Money
• Life-long Learning
• Travel
• Relationships

The first time you do this, it might be easier to do a list of 100 things to do in your life (ie. before you die). But doing it each year is incredibly beneficial too.

Also, if you’ve done this in the before, don’t worry about repeating items from the past. I seem to always have things like “Appear on Oprah” in my list. Just write it down and get 100 lines filled.

Let the list of goals sit

Getting the 100 lines filled is tough. Now put the list away for a couple days. I’m convinced that if you did nothing else but write down your goals and put them in a drawer, you’d be amazed at how much you’d accomplish. I think Maxwell Maltz has a point when he says we have “a built-in goal-seeking mechanism” built into each of us (in his Psycho-Cybernetics [amazon affiliate link]).

Don’t worry, you’ll do more with this list. But for the next few days, take a break.

Write a history from the future

Now review the list, reading every goal, dream, and goofy idea. Then take a clean sheet of paper and write a “history from the future.” Project yourself forward 12 months and write a journal entry as though you’d accomplished everything on the list. Answer questions like:

• How would you feel with all those goals accomplished?
• What would the people in your life say?
• What awards would you have won?
• How are your interpersonal relationships?

Try to feel the emotions and “recall” the experiences.

Review the list, looking for goals that jump out at you

Now look over your list again and circle or highlight the goals that seem to jump out at you. This may seem like a weird step, but give it a shot. Just review the list and pay attention to goals that pique your interest.

Don’t try to make it make sense. These goals become your MagnetGoals, goals that will provide direction to your life like magnetic north provides direction for a compass. As you go through the list, you’ll notice some of the goals are ones that involve lots of other goals on your list. But others will simply stand on their own.

These MagnetGoals are the ones to focus on for the next 12 months. Though the number varies, there will probably be only five or seven goals. If there are more than will fit on an index card, you might want to pare the list down a bit.

In the MagnetGoals Workbook, I share a worksheet to help you create a roadmap for accomplishing each of your goals. While you’ll focus on these goals daily for the next 12 months, I’d encourage you to review the list of 100 quarterly, making notes as goals are accomplished.

Each quarter, you’ll be amazed at how many things you’ve accomplished, even without daily focusing on them!

It’s your life

It’s your life, so set your own goals. Obviously, many of the goals that will increase your quality of life will be the ones you’ll do for you employer or board of directors. But having the other goals is incredibly helpful. In the workbook, I talk about one of my MagnetGoals was to learn ballroom dancing. Just working on this let my wife know that I valued her and loved her.

If you’d like to have these directions emailed to you over a two week period, you can sign up for the free MagnetGoals email list at: http://fundraisingcoach.com/magnet-goals

This is how I set goals each year. What systems work for you? Let me know in the “comments” section below.

(If you’re reading this on the home page, click on the title of the post and you’ll see the comments section.)

(c) The Fundraising Coach, LLC

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Q: How do I get started blogging and using Twitter? Are there classes I can take?

Great questions. Blogging and tweeting can be terrific ways to do the “engage” and “love” steps of the “Get R.E.A.L.” fundraising process! Here are some tips to get you started.

Blogging is simply a matter of writing what you’re passionate about. I find it easier to blog in my own voice than trying to take on the voice of a nonprofit. So you might want to start a personal blog first, before doing an organizational blog. If you’re just blogging for yourself, you can determine if you like long posts or shorter posts. If you’re blogging for business, it’s best to err on the side of shorter.

• You can use a free tool like www.blogger.com or www.wordpress.com.

• If you have a website of your own, it’s fairly easy to load WordPress on to it. You can find that at www.WordPress.org.
• Once it’s up and running, you might want to find a Blog Carnival that fits your cause. These are ways of getting exposure for your blog while discovering other blogs too. You can even volunteer to host the carnival if you’d like.
• It’s also a great idea to start reading other people’s blogs and leaving comments. One way to find blogs is by using a site like alltop.com. Check out their list of fundraising blogs and nonprofit blogs. I like having all my blogs feed into Google Reader www.google.com/reader.
• Be sure to upload an image to Gravatar too. That way you’ll have your nice face on the comments you post on other people’s blogs. www.gravatar.com.
• Also, depending on your goals, you might find it helpful to use a site like www.ezinearticles.com to republish some of your better blog posts. It helps with links to your site and gives people permission to repost them with you getting all the credit.

As for Twitter, I love Twitter!

• It’s best to set up a profile including a picture and brief bio. Put keywords that are important to you in your bio. People will find you based on these words.

• Start following as many interesting people as you can. There’s nothing worse than not seeing any tweets in your Twitter stream. You can use a site like www.twellow.com (the self-proclaimed “yellow pages of Twitter”) to find people with similar interests. Feel free to follow me too! I’m at http://twitter.com/marcapitman
• You can also use something like www.twitterfeed.com to make it automatically tweet when you’ve published a new blog post.

For any social media, be sure to be social. It’s good to have a focus, but you don’t want to be always broadcasting your own stuff. That would be like going to a networking event, standing at the door, and shouting to everyone all the things you’re doing as you throw business cards at people. Not cool.

So be yourself. Be conversational. And be generous by sharing other people’s stuff too.

Here are a few resources for more information:

Social Media Events

SOBcon: Many of my friends swear by SOBCon. I hope to attend next year.
http://www.sobevent.com/

PODCAMP: These are inexpensive “un-conferences” that share all sorts of social media expertise
http://podcamp.pbworks.com/

140 CHARACTER CONFERENCES: Based on the 140 characters allowed in tweets, this is a fast moving conference that covers all sorts of social media.
http://140conf.com/

Social Media Books

The Secret to Writing a Successful and Outstanding Blog by Liz Strauss

Trust Agents by Chris Brogan & Julien Smith [affiliate link]

Social Media 101 by Chris Brogan [affiliate link]

Permission Marketing by Seth Godin [affiliate link]

Unleashing the Ideavirus by Seth Godin [affiliate link]

Social Media Blog Posts

How to position yourself as an expert
http://www.smallbizsurvival.com/2006/06/blogging-how-to-position-yourself-as.html

2 easy blogging tricks to learn HTML quickly
http://successcreeations.com/207/2-easy-blogging-tricks-to-learn-basic-html-quickly/

Getting started with social media
http://fundraisingcoach.com/2010/09/08/getting-started-with-social-media/

Twitter 101: Basic tips and advanced techniques for using Twitter
http://fundraisingcoach.com/2009/08/31/twitter-101-basic-tips-and-advanced-techniques-for-using-twitter/

Twitter 101: Finding interesting people to follow
http://fundraisingcoach.com/2009/09/02/twitter-101-finding-interesting-people-to-follow/

Twitter 101: What’s the deal with hashtags and why should I care?
http://fundraisingcoach.com/2009/09/04/twitter-101-whats-the-deal-with-hashtags-and-why-should-i-care/

Those are my tips and a few resources, what would you add?

(c) The Fundraising Coach, LLC

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Lately I’ve been getting lots of questions about how individuals can fundraise for walkathon events and many other -athons: bike-a-thons, bowl-a-thons, etc.

So I wrote down some of the basic advice I was giving. When I finished, it was a 5-page article!!

Rather than post that long an entry here, I’ve put it in the Articles section. The link is:
How to Fundraise for Your Next Walkathon.

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Last week, I received this question about a fundraising letter acquisition mailing.

Hi Marc,
We are doing an acquisition mailing to patients of Local Community Clinic on behalf of Local Community Clinic Foundation, a 501c3 that offers support to the Clinic and the Community. The mailing is huge – just over 100,000 – and we are trying to keep this within our budget abilities without losing the personal touch for the end readers. The burning question is in regards to using a window envelope. We can use artwork on the envelope that says “a Special Invitation” or something to that nature so they know it’s not a bill, or we could really break the bank and use a regular envelope, whicn will require extra matching and printing. In your research and work, are you aware of any trends in aquisition mailings that use a window envelope vs. a non-window envelope? When this is to an audience with a relationship to us, what percent return on average should we expect? Not more than 1%?
Thanks,

Tesla Jabinski

Director, Fundraising and Development
Local Community Clinic

Here’s my answer:

Hi Tesla,

Great questions!

Even though these folks have a relationship, they still see it as a transactional, business relationship. If you’ve ever been a patient and had to pay bills, you’ll know what I mean.

So I’d still use the 1% benchmark. Actually, I’ve been told (and experienced myself) that acquisition mailings lose money. You do them because of the life-time value of the donor. Once a person gives, they’re far more likely to give again. So be sure to remember that when analyzing the results.

As for the envelope, your #1 goal is having them open it. That’s all. So I’d say go for a window with no teaser. They’re already used to receiving that from your organization. Plus it does help down the cost!

Marc

Do you agree? Share your comments below!

(c) The Fundraising Coach, LLC

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A few weeks back, I posted this question:

Q: As an E.D., what percentage of my time should be spent on fund raising? I am relatively new at this and want to balance my schedule.

My answer was something like, “100%.”

And I got some comeuppance. Here are some of the comments:
Roger Carr responded:

I appreciate that you are a fundraiser, but I am concerned with the answer you gave (and with many of the answers I have been reading lately from other fundraising consultants)…Raising money is not the purpose and mission of most nonprofit organizations.It is one of the required tools to carry out the mission. If most or all of the ED’s time is spent fundraising, there is probably no reason for the organization to exist. A significant amount of time also needs to be spent in areas such as program development and advocacy in support of the cause…Fundraisers need to understand there is more to a nonprofit organization than fundraising (although I agree it is a critical part). Do you agree?

In a conversation, my friend Rob Hatch asked largely the same thing.

Then Mazarine Treyz said:

I agree with Roger and Marc, equally. We’ve got to fundraise AND oversee programs as executive directors. Depending on what stage of crisis the nonprofit is in, I would say, allocate more or less time to fundraising. At least 50% of the time is a good start anytime, and 100% of the time if the nonprofit is really in trouble.

And Katie from NE posted a comment that made my day:

Since I work in a nonprofit that exists to raise money for a hospital, I can easily agree with Marc, but yes, for most nonprofits there is programming and advocacy, too. I would mention that there is fundraising potential in programming and advocacy efforts that shouldn’t be overlooked, and just because you are “working on our outreach” that doesn’t mean that the outreach activity might not also present a fundraising opportunity. For instance, if you are lining up volunteers to read with recent immigrants, you might also look for ways to bring board members or supporters in for an open house or other event to both orient the volunteers and make them feel important and appreciated, and help dial in your potential major donors to the core mission. Fundraising can be a part of nearly everything you do.

“Fundraising can be a part of nearly everything you do.”

I think Katie summed up what I’d meant to say.

But the conversation’s just starting. What do you think? Is fundraising taking away from mission? Or is there a way that fundraising it be part of “nearly everything you do” in your nonprofit?

(c) The Fundraising Coach, LLC

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