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Archive for category: Uncategorized

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Being your best for year-end success is in a politics-free zone

Veteran day quote

I want 2020 to be a good year for you! It’s never about the circumstances – it’s always about how we REACT to those circumstances – and that is ALWAYS our choice. Nelson Mandela thrived 27 years of unbroken incarceration by managing his thoughts. Period. You will get through 2020, and you will THRIVE! Period.

Now is the most important time for your major gift fundraising. No matter how you voted, or how you are feeling now, it’s November 11th and we are in the most important two months of your fundraising year. More than 30% of gifts are given during the month of December and 12% of those are given on the final 3 days of the year!  Last year, individual donors contributed$309.66 BILLION to US nonprofits – $92 BILLION in December and $37 BILLION during the last 3 days of the year.

My clients have experienced success with both special crisis campaigns and their on-going major gift needs. 2020 has been a good year for my clients.  They are taking action – having awkward but authentic and caring conversations – asking – and managing distractions.

I care about you and I want this year to be a success for you. May my observations on how successful major gift fundraisers are managing political conversation serve you for YOUR year-end success.

1. Spend some time to reflect on how much space you are going to give politics now, and in your life in general.  What priority does following the continuous drama of politics play in your personal and professional priorities?  What does “being informed” look like to you and what are your best sources of solid facts (if this exists) to meet this? Does being in this space take you away from genuine, loving deep relationship with others? Is it worth it?

2. Political and race conversations can quickly get emotionally charged and filled with fear and anger. There’s an inherent winner-loser feel to them that quickly puts you into the land of taking sides. The drama of these conversations is a distraction to your year-end fundraising work. Even if the conversation is “civil” the separation or hurt can linger unspoken, beneath the surface, long afterwards in a disappointing, “we just don’t agree,” feeling.

3. Remember, “People like people like themselves.”  We are hard-wired to be afraid of what is not like us. We are drawn to those we feel share our values and interests. Politicians generally build relationships on their re-election value. We choose our friends and mates based on having common interests and beliefs. Relationships fail when we “have nothing in common.” Focusing on safety, education, health, faith and love as core values quickly demonstrates how, at our core, we all want the same things. Build authentic, not manipulative/transactional relationships – your donors feel the difference. 

give

4. The number one reason people give (according to the great research of Penelope Burk and others) is they believe in your mission and want to make a difference, NOT because you share political views.  I’ve asked for and received 8 figure gifts from both parties – politics was never part of the conversation.

It remains vitally important to voice what the money does – REALLY does– beyond fund the scholarship, build the building, or fund the program. How does their giving impact other people? You may wish to revisit my post on how our values have changed since March 2020 here. One quick example….your conversations regarding a building or remodeling project is about having a space worthy of the life-changing work that happens within it much more than the size or “prestige” of the named space.  This is already well documented with the increasing number of anonymous major gifts and my clients are experiencing this in the successful capital campaigns I’m coaching right now.

5. Take care using labels to describe others.  Labels blame, judge, separate us, and conjure pre-existing perceptions. For example, forming A, B, and C groups to categories “faster” and “slower” learners has been proven to be harmful for children developing to their full capacity. Do the labels we apply for politics, race and wealth serve us in providing solutions or do they simply deepen the divide?

6. DO listen to signals of how your donors view their ability to make a major gift now. Again…I’m not talking about small annual gifts of $10-$500. Major gifts – those transforming gifts – are often made with appreciated assets. Here the important conversation is not politics, but if they feel markets will be impacted. Are they concerned for their investments? What is their perception of governmental regulations on the vitality of their business and/or other local businesses? These beliefs (and financial realities as we move forward) need to be addressed as you continue to find that project that brings your donor the JOY of giving. “How are you managing now?” should get this conversation started.

7.  Manage your drama and stress to stay well. This requires constant attention to our sub-conscious thinking. “We become what we think about” includes our propensity to get sick. The things we fear and focus on we make happen. Why people react so differently to the virus is still not clearly known. It is well know that stress, anxiety and fear make us sick. Simply put, notice what conversations give you knots in your stomach. If political conversations tie you in knots, drop them! Our communications in our brain interferes with our body’s ability to manage cortisol and other stress hormones. Here is a good article on natural ways to lower cortisol.  https://www.healthline.com/nutrition/ways-to-lower-cortisol 

8.  Have empathy for others. Love, don’t judge. It is beyond YOUR situation. Quit allowing political leaders to impact your judgement of how others behave during this time – you don’t know their situation. One of my clients shared that their senior residents have been alone in their rooms since March. Yes, they have a low rate of disease, but the loneliness is beyond comprehension. Families are choosing to keep their older family members home even if care would be better in a facility because they may never see them again if they take them to a facility. There are elderly people choosing to be with their families this holiday even if it may bring on illness. That’s hardly “reckless.”

young & lonely

We criticize young people for ignoring the dangers. Imagine being 20-30. You are single and living alone away from your family and friends with your new work. You loved being in the office and interacting with your work colleagues. You have been told you will be working remotely from now on. You can’t go to church or synagogue, you can’t play sports, you can’t go to a bar, etc. These are long days alone. I’m not debating mask or no-mask – I am simply saying that getting upset and judging others is bad for your health and your fundraising success.

Paulo Coelho quote

YOU are part of an amazing collection of non-profit professionals, donors and volunteers. YOU have a special opportunity, and powerful role to play in making this time one of deepening our understanding or others, embracing all, demonstrating patience and love for beliefs, traditions, and experiences different from ours. It’s exhausting and exhilarating work to daily and constantly see yourself as someone who can lift up your neighbor.  YOU WILL THRIVE NOW!

OWN YOUR REMARKABLE ROLE!  SHINE ON!

May you be well and stay well.  May our leaders make wise decisions. May you connect with your donors to unite to inspire the power and joy of generosity.  May you find the best way to unite over the upcoming holidays. Remember, a smile, kindness, hope and generosity are contagious too!  Catch them!

November 11, 2020
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The secret to pivoting – Part I

PIVOT – Marcy Style – Part 1

Today’s answer for everything…”just pivot.”

Just how do you pivot to jump-start fundraising and life growth?

Pivot

Ever seen a pivot? My first image is that marvelous quarter-mile long,

Pivot in Wisconsin

spider-like metal creature that rolls over 100 acres of corn, onions, wheat or other crops spraying water. The center-pivot allows the arm to rotate to some degree around it.  It grows food and that’s a good thing.  Farmers are constantly tweaking their pivots for optimal crop production. 

Hmmmm. Something to learn there.

With my band, our dancers are well familiar with pivoting….it’s how you shift your weight to change direction…especially in line-dancing. Without pivoting your moves are limited. You can quarter pivot, or full pivot.  It’s easier to lose your balance in a full pivot than a quarter-turn pivot.

Hmmmm. Something to learn there. Marcy line dancing on the beach.

line dancing on beach

So let’s pivot – Marcy style.

(and here’s a worksheet to help you)

P = Persistence – gracious persistence. Often shipwrecks occur mere miles from the shore.  Generally success is the result of simply persevering. Gracious persistence is the art of gently teasing out your donors’ unique fears and beliefs in these times (and frankly, in all times) while continuing to connect, care and have giving conversations. Don’t make excuses.

I = Information and Innovation.  You need both. Drop being offended. Be curious about others – NOT judgmental.  Lift yourself up to a level that wants to know what led them to feel like they feel? How do their life experiences, values and beliefs influence their engagement with your mission? Where are you getting stuck in, “we’ve always done it this way?”

Rarely do we pivot for the hell of it. Failure is the unwillingness to learn and change based on better information. Generally something, like our “new normal” or poor results, or complaints, is pushing us. “We’ve been thinking for years that our annual gala wasn’t working. Now we have to change it.” Better, moving forward, constantly seek and listen to feedback. These times are a universal “kick in the butt’ to do things differently instead of repeating what has been.

North Star

V = Vision. Your North Star. Your Big Why. Have you drifted from what really matters?  We get lazy. We lose our zeal for why what we do matters. We settle. This leads to desperation because we suddenly find we are no longer essential and relevant to others. We MUST AT ALL TIMES see tomorrow AND see three to five years from now. What we are asking for today must play into a solid future our donors can connect with.

O = Optimism.  We become what we think about. (Earl Nightingale) We cannot stop icky things from happening. We cannot ban sadness or loss from our lives.  We cannot pass a law or riot to change hearts. But we do have the power to rise above anger, rise about our circumstances and rise above hate (Nelson Mandela) instead of rising against these things. Each and every day, our determination to be the bright spot for others, the best call of their day, the positive presence in their life will have eternal impact.

T = Take Action.  (ok, I couldn’t find a “T” word I liked) Just like a full pivot can throw you off balance dancing, much of what you are doing is solid, and small tweaks will make a big difference. While many of our pivots have been thrust upon us, there is a really exciting place between, “It will never be the same again” and “Let’s just throw everything out.” Much will never change. Generosity. Faith. Hope. The need for human contact. Fear is crippling and shuts us down. Fear leads us to saying, “It won’t work” “They don’t want to hear from me now.” “Year-end results will be down.”  Small pivots are needed. Too many pivots have your going in a circle (just look at the irrigation pivot). But take action! Try something different to connect, to engage, to learn how a donor wants to help. Keep taking action! One call, one text, one email more. 

I’m so proud of you, and I am here for you.

All around you people are different – you have to navigate every relationship like it was brand new. Even those you have known “forever” may react to our current times in ways surprising to you. Yet you are continuing on – from where ever the office is these days, with the cat or dog or kids in the scene and you are pushing past the fear and raising more money to do more good. 

Thank you and Bravo!

October 28, 2020
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Are your Year-End wheels spinning?

Spinning your Year-End Wheels?

Let’s get into Four-Wheel Drive and get this show on the road! It’s October!

Fall colors

I am badgering my clients right now, “Get those year-end plans moving!”

(Ok fine…we are having deep and reflective conversations about embracing the opportunities before us.  Is that better?)  

I get excited this time of year! Let’s get going!

Would you like some help with your year-end letter? Need help? Jump on a quick call at www.scheduleacallwithmarcy.com  and get some. Did you know that using COV—or corono—— SLOWS DOWN YOUR ELECTRONIC deliverability? I’m not even using the whole words!

Here’s my check list of steps.  You may do things differently. This is just my starting point…and my coaching clients all use this differently, too.

1.    August – Pick a theme.

We begin the conversation in August by looking at the year and asking, “What overall idea or theme describes this year end?  Bethany Life has picked, “Blessed in ALL times.”  Madison Academy is going with “Generosity is Contagious!” and Georgia Cumberland Academy has selected, “The Power of 1” as they cross the finish line on a $20M campaign this December.  You can begin today-that’s ok.

SET Project giving goals that carry across your major gift work and your year-end appeals.  Folks act like this is completely different. Nope. Of course some major donors are geared to a specific gift designation – but what if you approached them to be sure to meet year-end giving goals by also participating in a year-end project?

2.    September – Graphics, Pictures, Lead gifts for challenges/matches.

What images go with your theme? Is it more serious or playful? Bethany Life is grateful for staying healthy and keeping residents happy. The graphics will show how the staff has embraced a new role of being staff AND family when family can’t be there this Christmas. It’s grateful and joyful.  Madison Academy made a list of everything that’s contagious in their school – hope, health, music, friendship and more with examples of giving for each one. It’s fun and meaningful.

3.    September /October – Thank you Post Card. Set up major gift calls and partners.

Time for the annual appreciation post card to get created to mail to everyone.  WARNING: this year your picture or art needs to reflect our new normal for healthy practices.  No pictures of 100 kids on top of each other! AND absolutely NO ASK whatsoever. No “you can give online.”  I have had so many major donors ask me, “Why can’t you say thank you without always having your hand out for more?”  One of my all-time favorites is by The Volunteer Center.  Simply and sincere.  Get this done and in the mail so it lands mid-November (after the election). Send it by email mid November.  And continue setting up those all-important major donor calls.  ASK! Would you consider…..

4.    September/October – Pay attention to Donor Retention!

Pull your lists now…who gave last year and not yet this year?  We pour so much effort and money into getting a donor – and so little effort and money into keeping that first donor. Have a board member call and say “Thank you!” at ALL giving levels.  Generally, it will be a few years as an annual donor before a major gift is a fit. Who has not renewed? Who should you be watching for in October, November, and December? Get with them and let them know they helped, and that they are important to you. AND, begin the year-end conversations with major donors to meet key funding priorities and also be used to challenge smaller donors to come together to meet key funding priorities. These may happen over zoom, phone, text, email, facetime or across a large table.

5.    October – Letter/Emails with clear asks and clear impact.

A confused donor doesn’t give. Getting back to the theme, how does this theme relate to your major and overall year end projects?  I want the goal clear in the letter (and I don’t mean a number). What will we accomplish with everyone’s year-end gift from the major gifts, those who’s giving we use to challenge and inspire others to give and every $5 monthly gift. Meet with major donors and SPEAK my 3-sentence ask!  Segment, segment, segment. What special groups are you going to pay special attention to this year-end with special upgrade and project focus?

6.    November – Be thankful. Ask for Major Gifts.

Continue to ask for major gifts. Know that your thank you post card is on the way. You send it too as an email and post it as well! Connect and invite your major givers to invest now.  Use partners (board, other staff, other donors, etc) to help you.  Speak my 3-sentence ask! Now’s the time!

7.    December

Continue to ask for major gifts. Continue to shine – especially this year and reflect the light your donors ignite with their giving!  Remember those all-important year-end emails that last 3 days of the year. Be there for all those who wait until the last minute to give!

Key points to remember:

1. Where ever you are START NOW!

2. Don’t try to keep up with the Joneses  – they don’t know what they’re doing.

3. Don’t try to do everything. You can just use Giving Tuesday to say, “As part of this national effort we hope you remember us today!”  Way too many gimmicks out there that take your time.

And finally, BE EAGER about this! Not, URG – YEAR-END! No matter what is going on right now…

YOUR MISSION IS IMPORTANT!

YOUR WORK IS IMPORTANT!

Is this time a crisis or a gift? I know what I have decided. A time like this comes around once in a century. Life now gives you an opportunity to elevate to an entirely new level in the midst of a great contraction…great fear.  At a time when the rest of the world has moved To fight Or flight Or just plain stop, YOU are part of a handful who have chosen to move into an unprecedented period of THRIVE!  Congratulations!

Thrive group
October 9, 2020
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Your Call to Action

Hey! It’s SEPTEMBER 1st Day 245! That means 121 Days Left (Leap Year)

Listen up, my friend, YOU have this wonderful last trimester of 2020 to SHINE!

Are you going to finish this year strong? Knock the ball out of the park?

–       Covid or no covid?

–       Election or no election?

–       Working from where ever you are working from?

–       Social distancing and relationship building?

Come on, now…….

2020 has elevated DISTRACTION to a whole new level!

To help you right now, I created the FINISH STRONG FOCUS FORM! Download it now.

I get it. The health concerns are real. The new protocols are real. Homeschooling is real. Concern for family is real. And on the lighter side, now I have to find my keys, my purse AND my mask before I leave the house!

But our core values..

….our love for family and country,

.…our respect for those who have served our country,

….our passion for changing the world with our work,

.…our bond with each other-all others, and

.…our faith that God is using this for good, have not changed.

Highlights at David's Graduation Party

While I rarely do this…the past two weeks have been so powerful for me in realigning  who I am and what I believe.  Both of my boys were home and my band played 4 gigs – one in celebration of David’s graduation from Berklee College of Music in Boston, MA. At David’s Graduation Party show (he’s been in my band since age 13) the first arriving guest ask, “Where is the card box?”  I hadn’t even thought about it.  The outpouring of generosity to my son was overwhelming and SO needed.  Covid hit musicians hard. At another gig, outside, over 300 folks, sun setting, I just stepped offstage and sang, “God Bless America.”  EVERYONE was on their feet joining in. At our last gig, son, RJ, sang “God Bless the USA” as the audience stood for a color guard from the local American Legions and VFW’s and waved flags.  This is just such a remarkable time. Where ever you are – whatever country – may you recommit to the values that make you and your country great.

Thank you

NOW LET’S FINISH 2020 on FIRE!

Be about actions, not distractions.Here are three simple, effective and empowering strategies to step up the quality, quantity, and intensity of your efforts in these final 121 days. Implement them immediately and you’ll quickly close any performance gap.  These, combined with the FINISH STRONG FOCUS FORM!  will help you power through! 

STRATEGY #1 GET SERIOUS 

You have 121 days left. Take the next 7 days to…

… set crystal clear goals for what success by 12-31-2020 looks like.

….decide on the drama you will tolerate in yourself. How does watching the news make you feel? How does being curious about your donors’ year-end giving plans make you feel?

With a finite period of time breathing down your neck, you have no choice but to get serious. Be clear by next Tuesday, September 8, 2020, after the Labor Day holiday in the USA. Execute like your life, career and future depend upon it.  I assure you…they do! 

Decide that what you want is BIGGER and far more important than any fear, excuse or self-defeating behavior which prevents you from achieving it. 

STRATEGY #2 CREATE A SENSE OF URGENCY 

Each day is ticking away. Success is an ongoing game of cause and effect, and by accelerating the cause…you can and will dramatically accelerate the result. 

Your ability to compress and shorten the amount of time it takes to turn any goal, idea, project or problem into a successful outcome will raise your energy. Don’t put it off…put a fire under it! 

STRATEGY #3 DRIVE BIG RESULTS 

Big donors want to fund big visions, yes even now! Get clear year-end giving options in place NOW. Pick your theme. Set goals for your year-end appeal. Define your segments. Write your major donor asks now and set your year-end giving intentions for your top 40 NOW. 

YOU HAVE THIS WEEK TO SET YOUR MIND TO YOUR 2020 SUCCESS!

See it, say it, believe it, DO IT!

Click here to get your free downloadable FINISH STRONG FOCUS FORM!


Don’t tell yourself you want to do your “best.” Tell yourself, “I want to do better today than I did yesterday.” Each day you learn and grow by the victories and failures you experience. All these experiences make you better….and better…and BETTER!

For the next 121 days be better today than you were yesterday. 

September 1, 2020
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Be of Comfort…Now

You are bombarded now with messages, free webinars and more on how to pivot, work from home, take your event virtual and, goodness, even build major giving relationships faster than when we could sit down and talk in person! (really?)

But what about September and fall ….and football….and school starting…and church picnics…and sweater weather….and homemade soup…..and apple-picking?

Summer has ended, but what of all those traditions and joys?

I’m sensing a real grief setting in. 

As our lives changed abruptly this spring, at least the days were getting longer and lighter, the air warmer. Outside is easier to manage this. Now we are looking right into fall with darker, longer days and day-after-day announcements of things that just won’t be happening this fall or happening the same.

As development professionals and partners, I’m asking you to be of comfort to others – right now – these next few weeks. There will be a feeling of loss, and for some real loss as the changing of the season pushes us closer together, but with less traditional activities to experience together.

Comforting holding hand

I’m asking you to have your antennae up for those around you who are in need of comfort.  We grieve loss – and now that can well be what we have always done at this time of year.

Comforting one another can be a complex, sometimes clumsy business. “How are you feeling as we head into fall?” gets the conversation started. I’m getting cues through less energy and sighs. Sometimes it’s a verbal, “I’m feeling a bit down – not sure why.” Or, you may know someone who lost a loved-one. With many not even having the traditional funeral services and gatherings, grief can be harder to manage and your need to comfort even greater.

So, here are some tips to help you comfort another:

1. Be intentional: comfort is no accident; when you comfort someone let them know you want to be there for them. If this is sitting quietly across the room, across the picnic table or on zoom, no matter. If this is written, “Sending you my warm hug of comfort.”  “As you begin a very different fall, sending you comfort as we miss so many of our traditions.”

2. Be empathetic: comfort means you understand, they are not alone, you accept their feelings and problems, and even share in the suffering.

3. Use non-verbal behavior: closeness, availability, listening, and safe-touching signal “you can count on me.” Non-verbal behavior is crucial and signifies “truth” and includes eye contact and forward body lean. Acknowledge that this feels different 6 feet apart.

4. Don’t offer advice or material/tactical help: While you may think you understand the pain, refrain from telling them what to do. You may try asking, “Are there things you do when you feel like this that help you?” Let them suggest their own action.

5. Get personal: If you know the person always came to your event and will be missing it, send a photo from the past at the event and remind them of the joy of being together then and that you will be again…but leave the specifics on when out of it.

6. Be tailored and caring: if you want to comfort someone, consider what they need and what makes them feel cared for – not what you would need or how you feel cared for when upset. “Just happen to have one of your fav chocolate chip cookies.”

7. Be safe: in addition to intentional, empathetic, tailored to the other, and caring, comfort happens when there is a clear distinction between self and other. When you comfort someone, you carry your love and good intentions in the same basket as your empathy for their pain. This demands clarity and self-awareness.

8. Finally, Messages to AVOID: “I know how you feel.” People experience hardship in their own way, at their own pace. While empathy is a good thing, this is about them, not you.  “Just let me know how I can help.” Offering help is great, but leaving it up to them can feel overwhelming. Instead, simply let them know that you are there for them. “Everything happens for a reason.” This implies there is a good reason for your loved one’s pain. Don’t shrug off their hardship; recognize it with a gentle, “we’ll get through this together.”

hugging dog

While I am generally a pretty upbeat and positive kind of gal, fall without football is going to hit me hard!  And to be honest, I am MISSING PEOPLE – the hugs, the conferences, the connections.  Sincerely, it is real to grieve what you can no longer do – the people you can not see right now.  And while you can focus on what remains the same – the dedication of our donors, the value of our missions, family, faith and love, there is a sense of loss you can help others get through.

How are you feeling now as we enter fall? What have you found comforting? Have you lifted up another who was grieving what we used to have and do as September approached?  Please reply and share your experience! Marcy@marcyheim.com

You are a gift to your colleagues and donors. Know that when you comfort them, they do feel better and they appreciate you. And know that our very work – inspiring generosity – allows our donors to provide comfort in so many ways.  Ah, that’s better.

August 12, 2020
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The Secret to working well with others

Does if feel harder to lead? Harder to feel part of the team? Harder to get along?

Some days a good old boring staff meeting looks pretty good during life “behind screens.” At least to me.

How are you doing? (Hint – start with, “Terrific!” You’ll feel better, I promise. I’m sending you sunshine!)

Before I launch in with my secret …a disclaimer to all my clients…you might read this and think I am talking about you. It might fit…but this is a reflection from years of being me and coaching leadership, staff, boards, givers, volunteers and my husband, kids, bandmates, and friends. Then stirring in these COVID times.

twins

Let’s start with the notion that in general, people like people like themselves.  We forge our friendships and our working relationships most easily with people who are like us.  We also find it easier to be with people we’ve worked with/lived with for a long time because, through trial and error, we have figured out how to get along with them…aka your significant other and/or your kids. (Or perhaps you’re still working on the kids!)

But the rub is that the richest life (and the best results) come by engaging a mix of people and ideas and talents. Thus, we find ourselves working with new team and board members who are not like us and we may be getting to know them virtually (is this being recorded?) or with only limited time in person. Some may never take OFF their mask or never put it ON! Gracious.

But there is a secret to working well with others – all sorts of others.

For example, while we appreciate a vibrant leader who is out there in the community engaging others in our cause, it can be frustrating getting them to focus on the next steps we need to get a project in motion. Why don’t they understand that we need clear steps and systems?

Perhaps…

  • She announces a new program, then expects the team to figure out the details to implement it.
  • She thinks you should be comfortable talking directly to her about anything on your mind. She is!
  • She thinks she is so approachable but gets irritated (and it shows) if you question her.
  • She thinks she’s a great coach but she doesn’t understand how BIG her personality is and that her advice might be hard for you to manage.
  • She jumps from one idea to the next and gets bored if you try to talk to her about the details.
  • She seems to have a ‘favorite’ staff member she pulls in because they work alike. You’re too slow or just not getting it.
  • She makes a decision with only a fraction of the facts you think she needs to make the call.

SHE, of course, is me.  And though I’m incredibly better at both leading and working well with others now, it’s a life-long journey of growth. NOW, I have a consistent team, NOW my family thinks I rock, but I’ve worked really hard at it, and continue to.

There is a secret to working well with others – all sorts of others. Personally, and professionally.

There is a secret

Yes, know thyself and love thyself. As we all shift in and out of working from Modus operandihome and virtually it’s important to revisit that you are a special gift. There is only one you. Your mission is to be so sure of who you are that you can adjust and others around you can thrive. It’s not the other way around. Waiting for the boss to change? Waiting for that colleague to change? They may. But you can control YOU – you know this. Start with you and a clear awareness of your modus operandi or ‘way of operating’ and you will work better and be happier.

Embrace any tool you can get your hands on to learn more about yourself. My favorite is the Kolbe Test A (www.kolbe.com). Any potential hire or client of mine takes this. As I help clients fill their teams, yep, they use the Kolbe. It is $55 bucks and I get no kickback except seeing you succeed.

Kolbe numbersThe Kolbe gives you four numbers between 1 and 10 that describe your relationship to Action Modes. Fact Finder: is how you gather and share information. Do you simplify or want specifics? Follow Thru: is how you organize. Adaptable or systematic?  QuickStart: is how you deal with risks and uncertainty. Stabilize or Innovate? And finally, Implementor: is how you handle space and tangibles. Envision how things could work or demonstrate solutions?

This is not IQ or emotional feelings. It’s about how you go about doing things. Why this is important in getting along is that we tend to think people take action like we do. So not true. And two people with a Kolbe score in any of the four categories more than 4 apart will struggle.

Meeting in person is hard for a low quick start and easier over zoom – there’s a protective barrier. The high quickstart boss is frustrated in this work-from-home time and the low quickstart team member loves it. The high quickstart starts pushing for face-to-face meetings and things can unravel.

Here’s what I want you to take away….

  1. Get your Kolbe’s done and read your results. (www.kolbe.com) You can set up time to talk to me about them at www.scheduleacallwithmarcy.com
  2. Know how YOU operate. Sure it’s great if the team takes it, but just knowing how you function will help you understand why you’re frustrated or struggle with others.
  3. Remember that you need a high quick-start to lead…but that they can be tough to work for.

Push yourself to communicate with them – even if they bowl you over (they will never see that).

  1. If you’re a high quickstart, celebrate your gifts, but force yourself to manage your comfort with risk and uncertainty. It serves you well, but you can often overwhelm donors, team, and board with your large presence – even through you are a Rockstar.
  2. If team members reach out to others for help with a leader – often they are risk avoiders (low quickstarts) and talking to the boss is just too risky.  Bosses see this as talking around them. This is a sure path to struggles.
  3. Rethink that everyone wants to get back to being in-person. And that some REALLY miss it! Keep your antennae full up for messages from others.
  4. Ask yourself and others some questions…
  • Do you tend to read a lot of reviews before you buy something?  (High in first category)
  • Do you like tasks that have clear steps in writing for you to complete? (High Follow Through score)
  • Do you want routines (pretty tough in covid) or are you comfortable with wild days (high quickstart)
  • Do you feel scrambled if a donor or boss rambles? (That’s your low risk tolerance)
  • Do you want a plan or do you just want to get going?
  • Do you want someone to SHOW you how it’s done? (high implementor)
Package yourself

In a nutshell…know how you operate and adjust for others. Some people are going to drive you nuts! Understanding why makes it easier. You are a gift. Package yourself for success and joy!

July 22, 2020
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6-Month Celebration Check-In

Congrats to YOU!

It’s July! The first-half of 2020 is behind you – and the second half is ahead.

What comes to mind?  YOUR mind?

“Thank God it’s over — so much for the promise of THIS new decade.”

OR

“What a remarkable time to be alive and experience the human spirit shining on!”

The entire universe

You know where I stand — curious about the beliefs we hold as true, the messages we say to ourselves and others, and the actions we take that lead to our results. I believe that the universe is a loving and powerful spirit. It is on my side….lining up wellness, people and experiences in my life that will maximize my ability to contribute and reap success and joy.  

And, as much as we talk about not having enough time, it is more about our energy? Your work situation is likely different now and how you use your time is open to new strategies. But how’s your energy?

Based on 29 years of scientific research, Dr. David Hawkins found that about 87% of humanity calibrates at a collective energy level that weakens them. I think you’d agree that the collective energy now is especially gnarly.

The excitement, the eagerness to just “begin”– that good, high energy can be hard to find right now.

But here’s where you come in…

High-energy people actually counterbalance the negative effect of the low collective energy of humanity.

raising vibration of the entire planet

Because we are all tapped into that collective consciousness, anything you do to improve your life and raise your positive spirit, also improves the world at large—for everyone. And I know you…You can raise the vibration of the entire planet.

It gets even better: this doesn’t happen at a one-to-one ratio—The higher your consciousness and vibration, the more impact you have in affecting larger groups of people!

Just think of the impact YOU CAN AND ARE having by raising your positive energy and consciousness!

As a fundraising and development professional you may not feel appreciated for the wonderful work you do —  

  • the incredible relationship-building magic you bring,
  • all the big and little things you do to show your genuine caring for your givers’, and,
  • the thought and care you take in presenting direct, clear asks to empower your givers to keep doing good.

When you step into a state of love, acceptance, and gratitude, you not only allow yourself to receive more you raise up the collective focus on the good that is happening. YOU are counterbalancing a whole lot of negativity!

So as you do your 6-month Celebration Check-In, be sure to track:

√ YOUR number of interactions – by phone, zoom, text, email, whatever (and does it really matter if it is genuine?) – where you smiled and shared with your givers leaving them feeling connected and cared for,

√ YOUR bold and clear asks of current, lapsed, and prospective new donors making it clear how they could give now to continue to do something good for your mission, and beyond,

√ YOUR time spent reassuring family and friends that we will get through this, AND

√ YOUR time spent resting, stretching, eating well, smiling, laughing and feeding YOUR positive spirit for good.

Remember, anything you do to improve your life and raise your positive spirit, also improves the world at large—for everyone.

By inspiring generosity
Give this world good energy

You are the change we want to see in the world — not just through your outer actions but through who you are being in the world.

I appreciate you. And, I thank you.  

Shine on with me! You are raising the vibe for the entire planet!

July 8, 2020
https://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svg 0 0 Marcy Heim https://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svg Marcy Heim2020-07-08 09:54:192024-02-19 09:16:226-Month Celebration Check-In
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Plan….NOW! Pear-Tree Planning in a Pandemic

Pear Tree Planning in a Pandemic

You might be feeling, “How can I plan for anything when everything is so up in the air.”

I understand. And I am here to help!

Pear tree

Let me tell you a story about my pear tree.  It was loaded with buds and now it’s loaded, I mean LOADED, with tiny baby pears. That means that by Labor Day I will have thousands, oh OK, hundreds of pears that ripen within a few days, hit the ground, rot fast and attract swarms of bees. They are also really delicious – a blessing really – and I carry incredible guilt at wasting them. I’ve had groups in to pick, jam-making parties and help just to get them raked up and gone. The neighbors avoid me late August because they know I’ll be bringing another bucket to them.

After a decade with this tree, somehow I’m never ready for the pear avalanche. Why am I surprised that these tiny pears grow into big ones? Even in years when the buds were damaged, I had pears. Pear-Tree Planning has come to symbolize all the personal and professional events in my life I KNOW are coming – yet somehow I’m failing to plan for. They can set me into a last-minute panic – mild or severe – the drama is real.  Can you relate? Do you have a Pear Tree or two in your life?

Here’s the message I want you to get.

No matter what..

Let’s do some Pear-Tree Planning!

Here’s a list of actions to take to enhance your relationships with both your donors AND those closest to you. Remember I want you to take care of BOTH – your donors and YOU!

1. Every-year donor/family specific events – Birthdays, Anniversaries, etc

Regardless of the pandemic, people still have birthdays and anniversaries. You can still celebrate the anniversary of a donor’s major gift and remind them of the impact. If you haven’t collected these dates, now is a good time to start. How? On your next check-in call, have a conversation something like, “We just celebrated Mary’s birthday virtually here. So different this year, isn’t it? When is your birthday? What might be different for you this year?” 

This year it may not be an in-person visit.  Now the mail time for your birthday card may be longer. Now you might have to rethink your message to – “May this find you and yours well and in good spirits.  Happy Birthday! You are appreciated and an important part of our family.”  Let’s face it, sometimes we are last minute with our own kids’ birthdays – not like we weren’t there when they were born.

2. Every-year Holidays

Heim's Fathers Day

This past Sunday was Father’s Day. Just like every year – pandemic or not. I called several donors/friends who are like fathers to me. Just like every year.

This year rather than the individual calls from our kids, they all got on at once on zoom. It was actually better. The holidays will stay the same. You can plan your actions ahead of time taking into account what will be different in you implementation. You may not know when you’ll be back in your office for sure – but there will still be Labor Day, Rosh Hashanah, Yom Kippur, Halloween, Christmas, New Years Day… You can plan for these.

3. YOUR Specific Traditional Events

When it comes to events, the most important question is the same, “Why are we having this event?” It may be to thank donors, invite donors to invest, provide a chance to hear from leadership, experience a powerful story of giving impact, feel part of a giving community, and/or just be together.

Seems to me you can accomplish much of this differently – a Non-Event, a zoom gathering, a virtual event. Yes, it’s hard to replace the hugs, the personal sharing that only happens in person and the pure JOY of being together. BUT, we can continue to show up genuine and true. And, we can continue to watch for opportunities to bring people together with a Plan A, Plan B, Plan C…

Last week I celebrated with one of my clients – the Lussier Community Education Center.  Their ED, Paul Terranova, has been there 20 years and accomplished so much. No, it wasn’t like being in the same room, but the surprise (Paul really was clueless this was coming!) the tears, the bonding, with each other and the Center, were very real.

Pauls Gathering

4. Your Relationship Action Plans

Those of you who study major giving with me are familiar with a Relationship Action Plan. It’s our roadmap of what’s next with our major donors. While the meeting details may be different now, the steps are remarkably similar. In fact, engaging partners – your board, other staff and volunteers may even be easier! Make sure these have not slipped off of the MUST DO list! You need to plan these!

5. Year-End Planning

Yes, I get it. It’s only June. BUT…this year-end will be different. We have launched special COVID funds early this year and our donors have responded generously! Perhaps we have put our campaign on hold or delayed beginning it. We have tabled some planned giving conversations with donors who are nervous about their investments. NOW is the time to begin finding a year-end theme and start messaging around it to begin the conversations for our year-end giving appeals and major donor asks.  Just today, one of my clients – a faith-based senior facility selected, “Blessed in ALL times.” It’s perfect for them. What’s yours going to be?

I know you are feeling this sort of out-of-sorts feeling. Even with meditation, working out, hop scotch on the sidewalk and baseball in the backyard, these times are just weird and different – and for many of us, scary. Fear is crippling. Focus on what you CAN PLAN now and look forward to. Keep track of each other. Take care of each other.

“Here comes the sun!” the Beatles song, plays constantly in scores of hospitals across the country because it lifts folks up. Did you know it was recorded the very last time the Beatles were together in a studio – a sad night indeed. You will be different from this, but you will be ok.  Shine on!

June 24, 2020
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How to make giving to you “essential”


You show appreciation and respect to major donors when you talk about the legacy they leave with their gifts.  Honor Clubs, Societies, elite events and personal conversations with the leadership are all benefits you may provide your major donors. These are wonderful and build good relationships! 

While I believe we have instinctively adopted this, I gained a deeper understanding of the shift in our messaging for COVID with some research presented during my recent 3-day retreat with Marisa Murgatroyd (yes, I have a coach, too). According to Phillip Stutt’s research, in the U.S. we’ve seen a complete shift in the personal values that influence decisions from what’s been compelling over the last 5 years to exactly the opposite. The TOP 5 listed below used to be the BOTTOM 5 and vice versa.

Personal Values

Values that used to be impactful included maintaining a good public image, being successful and admired for your achievements and acquiring influence and status. These values inspired major and mega giving. And this is STILL GOOD. I want you to get that. Givers deserve to enjoy their giving and feel respected and admired.

However, there has been a total shift of the values people say inspires their decisions.

Now at the top 5 of the values list are:

1. Helping and caring for family and friends

2. Preserving your own safety and the safety of your family

3. Being dependable and trustworthy for family and friends

4. Having a safe and stable community and nation, and

5. Treating every person in the world equally and justly

You may be familiar with Maslow’s Hierarchy of Needs.  During these times, and not surprisingly, we’ve gone further down the pyramid from self-fulfillment and esteem needs to our more basic needs.  Makes ‘common sense’ but it also helps us see what is needed to shift our missions from (in COVID-speak) “non-essential” language better used in times of prosperity to “essential” language better used in times of scarcity or hardship. To be clear, I’m not saying you weren’t essential before – rather this is in today’s talk of an “essential business” and how get perceived to be on that list!

Maslow Hierarchy

So, if you want to move from non-essential to essential or even indispensable, you have to take your messaging down the pyramid and serve an immediate, top-of-mind need.

Let me put this into a giving example for you.

My client, Nancy Gerard at Georgia-Cumberland Academy faced the real concerns we are all feeling now about their future.  All the students are gone from the dorms and learning is virtual. Although we are completing the final $1M of a successful first-ever $15M building campaign, we shifted and ask “What is most needed right NOW?”  The answer – funding to cover tuition help for both current students AND those who will be enrolling this summer as entering freshman next year. Tuition is CORE to the future of a small private school. We determined that $200,000 would be needed to help the families impacted financially by COVID. We put an appeal together that first ask 4 major donor couples to consider an additional gift of $25k, above their campaign support, to create a challenge.  Our message to them was that this money was needed to keep the kids in ‘school’ where they were safe, had their home in the dorms, were part of a community and where they fostered a relationship with God.  All very true, but also different than asking for scholarship support based on a legacy with the school, being part of a group of major supporters to the school or transforming their success into something significant.  While all these messages are still valid, the basic need – the ability for the students to stay in the safe and loving “family” of the school, was important NOW – different values. In addition, we told these 4 donor couples that throughout the year, we would work to match their gifts with an additional $100k from all alumni and friends.

The results? All four couples said, “yes” the same day and we are over $120,000 in less than 5 weeks from remarkable new giving from alumni and friends. Now we are shifting back to writing building asks (Marcy’s intention-setting process).

For my clients who are involved with any type of senior-living work, the messaging now is keeping families connected with immediate giving for ‘conversation stations’, technology that allows real-time virtual meetings and protection gear to keep residents safe.  Do you hear the messaging shift?  Instead of thriving and living life to the fullest as seniors (self-fulfillment needs and certainly important) the appeal is made using more basic and psychological needs. The results – giving is up.

Can you see how you can use this in your messaging right now?  Supporting basic needs in our major donor conversations (zoom, phone or outside across a table) is key.  Including how giving provides impact in the top 5 basic values right now will generate better results.

Finally, think about YOU. Are you focusing now more on being safe, spending as much time as you can (with social distancing) with family, and being sure you have toilet paper? (Trying to be abit light here!) You are probably not thinking as much about your long-term career path or how you can have a life full of excitement, novelty or challenge, though these are still worthy considerations.

As we move through this time together, and we will get to the other side, know that you are a valued member of my “family.” Let me share what my dear friend, Kristi Shepard, United Way of Dane County, said to me, “Stay safe. Stay sane. Stay tuned. Stay appreciated by me.”  

You belong.

June 10, 2020
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How to Make A Decision and Take A Step

These are remarkable times. With an avalanche of information flooding you in the email, live-streaming on Facebook and bombarding you on the news, how do you make a decision about what to do next?

How can you make a decision when you have no certainty about how this current COVID-19 environment will unfold…or when? In no other challenge that I remember has there been such global fear – and fear is crippling. What we are certain about changes every day.  

Pema Chodron quote

During these remarkable times it’s more important than ever to be clear about what you want – for yourself, your family, your work, your life. These times can derail you from your Big Why. What do you want? What is your life dream?

I want work I love that transforms the lives of others, financial freedom, resources to be a major philanthropist, treasured times with my family, a great house by the ocean and to weigh what God wants me to weigh.

North star

If YOU could do anything you want and have everything you’re always wanted, what would that be? Think about that. This becomes your North Star.

Let’s get back to how to make a decision now – when you have so little certainty about what is coming. Remember our 2020 Vision at the start of this new decade?  It’s still there.

When I have decisions...

When I speak, attendees tell me I totally change their thinking…and their feelings about how to be successful at life and major gift fundraising. That’s my life goal. If I were to make a decision from where I am now – canceling flights, few requests to appear in person – I might decide to stop creating new talks.  Rather, I come from a place of where I want to be – performing on major stages with a message (and songs) about thinking big, dreaming big, knowing big (major) donors want big visions and that I am the leading expert in coaching major giving success.

I am making decisions

What decisions do you need to make now? Make your decisions from where you want to be, not where you are now. If you look at where you want to be, how would you address these decisions?

  • Is now the time to decrease the fundraising team?
  • Are you measuring the right metrics?
  • Can you afford to invest in professional development now?
  • What are the goals of your major giver relationships? Have they really changed?
  • If someone hasn’t given to you recently can they give again if you ask them?
  • Are you actively writing out, practicing and speaking major gift asks using my 3-sentence ask process?
  • What if you can’t hold your event in person?
  • Are you creating year-long relationship action plans?
  • What is the key good you do in the world? Has this changed? Is it still important?
Where do you want to land?

You see, it’s looking at where you want to land, as opposed to looking at what is happening right now. People who aren’t successful look at every reason why it won’t or can’t work now.  The virus is the perfect excuse to stop, contract, be small and live in fear. They look at what they would have to give up as opposed to what they have to gain by making a certain decision. 

Certainly I have to give up the total joy I feel walking through an audience during my talks and hearing them yell, “I Create my Life!”  I have to give up hearing that Board member whisper, “With this training, I am confident to ask, Marcy. Thank you.”  Instead, right now I am building my in-home recording studio where I can be LIVE virtually with amazing energy, engagement and results. But I am still creating talks and programs based on my love to be live and in-person.

I don't skate

Where do you want to be?  With your fundraising results?  With your life?  If you were already there, what decisions would you be making?

Be BOLD
Be Bold

I am here to support you and inspire you now – but even more to help you see a big vision for yourself in the future and drop all the excuses you are clinging to for why you can’t accomplish your dreams. Be BOLD! Within you is the confidence to go for it! That’s how to get success in your fundraising and life right NOW. 

May 27, 2020
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