Merriam-Webster dictionary defines Golden Age as: “The period when a specified art, skill or activity is at its peak.” If you google “golden age,” you get a list of the “ofs” as in the golden age of . . . fill-in-the-blank.
Invariably, golden ages are referred to as a “past time.” But, what if we are headed into a fund raising time that will be so much better than our history to date? We will view this coming time as . . . the New Golden Age of Fund Raising!
I believe it is coming . . . and coming fast. But, just like child birth, there will be birth pains as this new Golden Age is born. The old ways of doing things will pass as new tools and methodologies take their place.
If, as we all believe, that building and maintaining Relationships is the heart of effective fund raising, then the convergence of personal media, personal communication devices and information technologies and processes will usher in this Golden Age for fund raisers.
Over my next few blogs, I am going to describe what this new Golden Age looks like.
-Mike
Welcome to BIG’s Blog and yes, by all means forward our blog to your friends and co-workers.
BROWNE INNOVATION GROUP
Tuesday, June 14, 2011
Monday, June 13, 2011
BIG's Blog: Transform fear into success!
Today I read a business advertisement stating there are three main reasons for IT project failure. The three key reasons stated were:
1) Ineffective management of stakeholders
2) Poor estimation of time for implementation
3) Insufficient attention to risk management during the transition
The premise of project failure can be applied when transforming an organization's fundraising strategic plan.
Ineffective management of stakeholders is one cause for a plan’s failure. Everyone from leadership to those who implement the plan must be on board with the need for organizational change. This is the key reason for failure.
Communicate often with the stakeholders so everyone is on the same page. For those uncomfortable with change, encourage discussion to identify fears. Ensure their ideas are being heard. Good communication is the key to growing and sustaining fundraising success.
Read my next blog that addresses another factor that can attribute failure to a strategic fundraising plan.
-Gail
1) Ineffective management of stakeholders
2) Poor estimation of time for implementation
3) Insufficient attention to risk management during the transition
The premise of project failure can be applied when transforming an organization's fundraising strategic plan.
Ineffective management of stakeholders is one cause for a plan’s failure. Everyone from leadership to those who implement the plan must be on board with the need for organizational change. This is the key reason for failure.
Communicate often with the stakeholders so everyone is on the same page. For those uncomfortable with change, encourage discussion to identify fears. Ensure their ideas are being heard. Good communication is the key to growing and sustaining fundraising success.
Read my next blog that addresses another factor that can attribute failure to a strategic fundraising plan.
-Gail
Sunday, June 12, 2011
BIG’s Blog: Is Your Fund Raising Wobbly?
Your fund raising model is wobbly if you’re using a lot of direct mail.
A fund raising model is similar to a business model in the commercial world. A business model is defined as: management's operating assumptions of what a customer wants, how they want it, how the organization can organize to best meet those needs and get paid for it.
An example: In the late 1990s and early 2000s, newspaper business models took the twin hits of first, alternative news services online and second, losing advertising. The newspaper business model’s value proposition is that they delivered news that readers (people) wanted to read. By bringing readers to the newspaper’s pages, they could also bring advertisers to the pages. The advertisers paid the newspapers to be in front of their readers. As the readers and subscribers declined, the newspaper business model became wobbly as advertisers either left the pages or demanded lower rates for their advertising.
Today’s newspapers have moved online even while keeping their print editions. And though the definition of a newspaper may change as some newspapers completely drop print editions, they are doing what it takes to remain in business by remaining relevant to their readers even as their operations and business models evolve.
Direct mail fund raisers, though feeling the squeeze of postal increases, production increases and declining response rates, are still generating excess revenue. It’s not broken yet; it’s just wobbly.
But, just like the newspapers, this is absolutely the right time to be looking at alternative fund raising models. It is important to look at alternatives while you still have excess revenue from your direct mail program. Don’t wait until your direct mail program is irretrievably broken; take heed that it is wobbly and start looking at alternative fund raising models now!
-Mike
Welcome to BIG’s Blog and yes, by all means forward our blog to your friends and co-workers.
A fund raising model is similar to a business model in the commercial world. A business model is defined as: management's operating assumptions of what a customer wants, how they want it, how the organization can organize to best meet those needs and get paid for it.
An example: In the late 1990s and early 2000s, newspaper business models took the twin hits of first, alternative news services online and second, losing advertising. The newspaper business model’s value proposition is that they delivered news that readers (people) wanted to read. By bringing readers to the newspaper’s pages, they could also bring advertisers to the pages. The advertisers paid the newspapers to be in front of their readers. As the readers and subscribers declined, the newspaper business model became wobbly as advertisers either left the pages or demanded lower rates for their advertising.
Today’s newspapers have moved online even while keeping their print editions. And though the definition of a newspaper may change as some newspapers completely drop print editions, they are doing what it takes to remain in business by remaining relevant to their readers even as their operations and business models evolve.
Direct mail fund raisers, though feeling the squeeze of postal increases, production increases and declining response rates, are still generating excess revenue. It’s not broken yet; it’s just wobbly.
But, just like the newspapers, this is absolutely the right time to be looking at alternative fund raising models. It is important to look at alternatives while you still have excess revenue from your direct mail program. Don’t wait until your direct mail program is irretrievably broken; take heed that it is wobbly and start looking at alternative fund raising models now!
-Mike
Welcome to BIG’s Blog and yes, by all means forward our blog to your friends and co-workers.
Thursday, June 9, 2011
BIG’s Blog: Watch Political Campaign Marketing
In 2008, now President Obama’s political campaign was one of the most successfully executed campaigns ever from the standpoints of organization and fund raising.
Whereas John McCain stuck to traditional massive direct mail to get his message out and generate campaign contributions, Obama’s organization used only online to direct volunteers to get his message out and double the campaign contributions of the McCain campaign.
I know it is still 18 months until the presidential election, but, the campaigns are already underway. However, this time around, both Obama and the Republican challengers will be online.
Political campaigns and nonprofit organizations are very similar in what they need to do in sharing their mission, communications and fund raising. The only difference is duration.
As all the presidential contenders kick off their campaigns (and even as Obama’s campaign starts to become more active) go to their Web sites. You can learn a lot by just poking around, signing up for information to just learn what you can from how these groups position their message, communicate and raise money. Studying these Web sites (which, by the way, I did with Obama’s last time around) will teach you and give you more of a vision for online than me writing 1,000 pages explaining it.
-Mike
Welcome to BIG’s Blog and yes, by all means forward our blog to your friends and co-workers.
Whereas John McCain stuck to traditional massive direct mail to get his message out and generate campaign contributions, Obama’s organization used only online to direct volunteers to get his message out and double the campaign contributions of the McCain campaign.
I know it is still 18 months until the presidential election, but, the campaigns are already underway. However, this time around, both Obama and the Republican challengers will be online.
Political campaigns and nonprofit organizations are very similar in what they need to do in sharing their mission, communications and fund raising. The only difference is duration.
As all the presidential contenders kick off their campaigns (and even as Obama’s campaign starts to become more active) go to their Web sites. You can learn a lot by just poking around, signing up for information to just learn what you can from how these groups position their message, communicate and raise money. Studying these Web sites (which, by the way, I did with Obama’s last time around) will teach you and give you more of a vision for online than me writing 1,000 pages explaining it.
-Mike
Welcome to BIG’s Blog and yes, by all means forward our blog to your friends and co-workers.
Wednesday, June 8, 2011
BIG's Blog: Is Your Organization’s Mission Being Heard?
I recently attended a seminar on social media. The speaker began her presentation by telling a story of a bird that awakened her from sleep. The bird was singing its “song.” As she lie awake, she heard another bird join in the singing. That bird’s song was different. Eventually, so many birds joined in the song that she could not hear the original bird that initially woke her up.
Even though I had not heard of the “bird song,” the analogy of social marketing fits perfectly. Let me explain.
When social marketing began, there were only a few who were actively telling their story through social media. It was easy to get the organization’s mission heard. Now, our society is bombarded with media from all directions with everyone’s goal being the same: to make certain that their message is heard.
Now, a computer can be a phone. A TV, game system and a phone can be a computer. These are just a few examples of how technology has changed our lives. So, how can an organization use technology to get the attention of constituents, especially if there is limited staff?
Simple; begin with a plan. An organization may start by introducing one type of social media in its current fundraising strategy. Create a plan that addresses timing with current fundraising programs. Be creative and have good content. Don’t forget to “ASK” for their support. Good advice is, "Do it well or don’t do it at all."
-Gail
If you are interested in hearing the “bird’s song” in the morning, click on the link, then click Morning .wav.
Even though I had not heard of the “bird song,” the analogy of social marketing fits perfectly. Let me explain.
When social marketing began, there were only a few who were actively telling their story through social media. It was easy to get the organization’s mission heard. Now, our society is bombarded with media from all directions with everyone’s goal being the same: to make certain that their message is heard.
Now, a computer can be a phone. A TV, game system and a phone can be a computer. These are just a few examples of how technology has changed our lives. So, how can an organization use technology to get the attention of constituents, especially if there is limited staff?
Simple; begin with a plan. An organization may start by introducing one type of social media in its current fundraising strategy. Create a plan that addresses timing with current fundraising programs. Be creative and have good content. Don’t forget to “ASK” for their support. Good advice is, "Do it well or don’t do it at all."
-Gail
If you are interested in hearing the “bird’s song” in the morning, click on the link, then click Morning .wav.
Tuesday, June 7, 2011
BIG’s Blog: So Acquired, So Retained
Last week, Target Analytics released its 2011 Benchmark study of Internet and Multi-channel giving.
The sample of organizations (28) used in the study were major national nonprofit organizations and covered a range of sectors including animal welfare, the environment, health, human services, international relief and societal benefit.
A major qualifying statement to the study was, “These organizations receive the majority of their direct marketing revenue from direct mail.”
With that one major caveat to the study in mind, let me summarize the findings.
• The majority of the gifts received are still received through direct mail.
• Online-acquired donors give almost double the donation amount of direct mail acquired donors.
• A large percentage of online-acquired donors switch from online to direct mail, but, give less than when they were giving online.
• A significant percentage of online-acquired donors quit giving.
Let’s dissect these findings.
First of all, if the vast majority of their direct marketing fund raising is direct mail, is it surprising that the vast amount of gifts received are direct mail?
Pretty logical – right?
But, then we learn that the online-acquired donors give almost double what the direct mail donors give. And when we drill into the data, we also learn that the online-acquired donors are younger and wealthier than the average direct mail donor. So, at this point, we know for certain that they give more and they like to give online.
That’s good news – right?
Then the last two findings seem to be saying different things, but, upon closer examination, it turns out these findings are merely two-sides of the same coin.
A large percentage of online-acquired donors suddenly switch to direct mail and another significant percentage quit giving. What’s going on here?
Well, if the major fund raising channel is direct mail, then here is what is going on. All 28 organizations are making no distinction between online-acquired and direct mail-acquired donors. And I will bet that your organization doesn’t either. To make a distinction would imply that you and they are really doing integrated direct marketing. And transforming your organization from direct mail centered to integrated direct marketing takes planning and work. Instead, they (and probably you) take the easy route with acquired donors--both direct mail-acquired and online-acquired--and throw them into your direct mail appeal stream.
And, what happens? Some of the online-acquired donors, in deference and respect for the mission of the organization, continue to give through the only channel offered them: direct mail, but not as much. The rest of the online-acquired donors don’t respond to the direct mail because, well, they don’t respond to direct mail.
If you want to KEEP online donors and their nearly double size gifts, communicate with them the way they want to be communicated with.
Pretty logical – right?
The answer is to move from single-channel direct marketing to multi-channel integrated marketing. But, this means you need to transform your organization into an integrated direct marketing organization.
If you want to keep those online higher dollar donors, remember, “So acquired, so retained.”
-Mike
Welcome to BIG’s Blog and yes, by all means forward our blog to your friends and co-workers.
The sample of organizations (28) used in the study were major national nonprofit organizations and covered a range of sectors including animal welfare, the environment, health, human services, international relief and societal benefit.
A major qualifying statement to the study was, “These organizations receive the majority of their direct marketing revenue from direct mail.”
With that one major caveat to the study in mind, let me summarize the findings.
• The majority of the gifts received are still received through direct mail.
• Online-acquired donors give almost double the donation amount of direct mail acquired donors.
• A large percentage of online-acquired donors switch from online to direct mail, but, give less than when they were giving online.
• A significant percentage of online-acquired donors quit giving.
Let’s dissect these findings.
First of all, if the vast majority of their direct marketing fund raising is direct mail, is it surprising that the vast amount of gifts received are direct mail?
Pretty logical – right?
But, then we learn that the online-acquired donors give almost double what the direct mail donors give. And when we drill into the data, we also learn that the online-acquired donors are younger and wealthier than the average direct mail donor. So, at this point, we know for certain that they give more and they like to give online.
That’s good news – right?
Then the last two findings seem to be saying different things, but, upon closer examination, it turns out these findings are merely two-sides of the same coin.
A large percentage of online-acquired donors suddenly switch to direct mail and another significant percentage quit giving. What’s going on here?
Well, if the major fund raising channel is direct mail, then here is what is going on. All 28 organizations are making no distinction between online-acquired and direct mail-acquired donors. And I will bet that your organization doesn’t either. To make a distinction would imply that you and they are really doing integrated direct marketing. And transforming your organization from direct mail centered to integrated direct marketing takes planning and work. Instead, they (and probably you) take the easy route with acquired donors--both direct mail-acquired and online-acquired--and throw them into your direct mail appeal stream.
And, what happens? Some of the online-acquired donors, in deference and respect for the mission of the organization, continue to give through the only channel offered them: direct mail, but not as much. The rest of the online-acquired donors don’t respond to the direct mail because, well, they don’t respond to direct mail.
If you want to KEEP online donors and their nearly double size gifts, communicate with them the way they want to be communicated with.
Pretty logical – right?
The answer is to move from single-channel direct marketing to multi-channel integrated marketing. But, this means you need to transform your organization into an integrated direct marketing organization.
If you want to keep those online higher dollar donors, remember, “So acquired, so retained.”
-Mike
Welcome to BIG’s Blog and yes, by all means forward our blog to your friends and co-workers.
Monday, June 6, 2011
BIG's Blog: Can your organization survive disasters?
It all began with the Japan earthquake, followed by the Mississippi floods and now the devastating tornados. In less than a month, the hurricane season will be upon us. How do natural disasters effect a nonprofit’s bottom line? Are you seeing a decline in your donations? If you answer “Yes” to this question, what should your organization do to improve your results?
The answer – segmentation! In a blog in April, McKinsey & Company identified the characteristics of Americans who support at least one social cause. Whether you are planning an event, selecting donors for a mailing or e-blast, you want to be sure that you target those most likely to respond. This is especially true when our emotions are drawn to those who have been affected by a disaster.
Data analytics is a tool that can help you identify constituents and donors who will support your mission even as it competes against Mother Nature’s wrath!
Not sure how to use analytics? Give BIG a call. We can help.
-Gail
The answer – segmentation! In a blog in April, McKinsey & Company identified the characteristics of Americans who support at least one social cause. Whether you are planning an event, selecting donors for a mailing or e-blast, you want to be sure that you target those most likely to respond. This is especially true when our emotions are drawn to those who have been affected by a disaster.
Data analytics is a tool that can help you identify constituents and donors who will support your mission even as it competes against Mother Nature’s wrath!
Not sure how to use analytics? Give BIG a call. We can help.
-Gail
Sunday, June 5, 2011
BIG’s Blog: “Tell the Pope I Don’t Get Social Media”
Last month – May 11 to be exact – I wrote a blog sharing the fact that Pope Benedict XVI himself had designated a Social Media Day to promote the use of social media by Christian individuals and religious communities.
This sparked several emails to me which essentially could be summarized by the sentiment of one email, “Tell the Pope I don’t get social media.”
That’s really the problem, isn’t it? Too many of us in fund raising leadership are of the generations that did not connect with what Facebook and other social networking sites were about when they first came out. And, even today, although more and more of us are opening personal and organization Facebook pages, the natural intuitiveness of using this new mode of networking and communicating is not natural; it’s learned.
Check out the book, The Networked Nonprofit by Kanter.
It’s written for us.
-Mike
Welcome to BIG’s Blog and yes, by all means forward our blog to your friends and co-workers.
This sparked several emails to me which essentially could be summarized by the sentiment of one email, “Tell the Pope I don’t get social media.”
That’s really the problem, isn’t it? Too many of us in fund raising leadership are of the generations that did not connect with what Facebook and other social networking sites were about when they first came out. And, even today, although more and more of us are opening personal and organization Facebook pages, the natural intuitiveness of using this new mode of networking and communicating is not natural; it’s learned.
Check out the book, The Networked Nonprofit by Kanter.
It’s written for us.
-Mike
Welcome to BIG’s Blog and yes, by all means forward our blog to your friends and co-workers.
Thursday, June 2, 2011
BIG’s Blog: My Hardest Lesson
I first heard the fable related below from Cory Treffiletti. Just giving credit where credit is due.
When someone tells you something or tries to sell you something, do you listen first and speak second?
It doesn’t matter how smart you are or how knowledgeable or how long you have been doing what it is you do; sometimes the person talking to you may be smarter or more knowledgeable than you.
What tends to get in the way is ego.
When you talk first and listen second, your ego is getting in the way of you potentially learning something.
There was once a very successful older executive that had a mannerism that everyone noticed, but no one dared ask him about. In tense or challenging situations, he would always reach into his pocket and pull out a neatly folded piece of paper, unfold it, read it then refold it and put it back in his pocket. Whatever he read tended to give him a sense of calm and helped him overcome many difficult situations. At his retirement party, a young executive asked him what was on that little piece of paper. The older man took out the piece of paper, unfolded it and handed it to the young man and walked away. On the piece of paper was the simple phrase, “They may be right.”
-Mike
Welcome to BIG’s Blog and yes, by all means forward our blog to your friends and co-workers.
When someone tells you something or tries to sell you something, do you listen first and speak second?
It doesn’t matter how smart you are or how knowledgeable or how long you have been doing what it is you do; sometimes the person talking to you may be smarter or more knowledgeable than you.
What tends to get in the way is ego.
When you talk first and listen second, your ego is getting in the way of you potentially learning something.
There was once a very successful older executive that had a mannerism that everyone noticed, but no one dared ask him about. In tense or challenging situations, he would always reach into his pocket and pull out a neatly folded piece of paper, unfold it, read it then refold it and put it back in his pocket. Whatever he read tended to give him a sense of calm and helped him overcome many difficult situations. At his retirement party, a young executive asked him what was on that little piece of paper. The older man took out the piece of paper, unfolded it and handed it to the young man and walked away. On the piece of paper was the simple phrase, “They may be right.”
-Mike
Welcome to BIG’s Blog and yes, by all means forward our blog to your friends and co-workers.
BIG's Blog: Keep it Simple
Is your mission statement effective? You may ask, “What do you mean?” Having worked with nonprofits in all sectors, I can say that many mission statements are long and wordy and sometimes contain objectives that are ambiguous.
Not sure if your mission statement is effective? Read How to Create an Effective Non-Profit Mission Statement
I have shared this information with clients in the past but I think it is always good to hear it again from a new perspective.
-Gail
Not sure if your mission statement is effective? Read How to Create an Effective Non-Profit Mission Statement
I have shared this information with clients in the past but I think it is always good to hear it again from a new perspective.
-Gail
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