Thank you to the hundreds of you who joined me (according to the counter – couldn’t see you!) November 3rd, live from my inspiration-filled home office – for “Fear Less, Raise More, Shine ON!” my Crescendo Practical Planned Giving Conference keynote. This note came from Kira, “You were fantastic, thought-provoking and FUN (as promised!). I can only imagine that it must be difficult to present with such dedication and enthusiasm only to have the virtual meeting end… with no thanks, questions, or feedback.”
Tony said, “Your presentation was what I needed today. Thank you for ‘bringing it’… the energy, the vision, the essence, the attitude, the framework, and some “do’s & don’ts” to your investment in us today!”
Yes, it was difficult and yes, we made the most of this ‘touch’!
Right now, 60% of nonprofits are seeking between 1 and 3 donor “touches” for their year-end gifts. An in-person chat, a “Dear Friend” letter or mass Facebook post all count. But what REALLY Counts?
Year-End Engagement that COUNTS!
1. Touches that actually “touch” you. Engage you. Cheer you. Connect with you. And call you to take some action that does good in the world.
2. Messages that sound like a caring person – not a robo call.
3. Clear asks for support. Exchanges to solidify your shared values help your donor remember why you are important to them. Asking for their consideration to make a major gift is key to their investment.
4. In-person still rocks. Call me old-school, and certainly respect the wishes of your donors, but don’t be lazy – get away from that screen if you can.
5. Touches that HAPPEN. Start! Patiently PERSIST! Connect! Over 70% of donors give to organizations they already know. Your help is needed so they turn their good intentions into the gifts they want to make!
Energy Precedes Outcomes!
1. Your energy – presence – and optimism Lifts Up Philanthropy.
As we go through these next several weeks remember that your energy precedes the outcomes you receive.
This means that YOU always have control over how you bring your energy – your presence – to every zoom call, text and in-person conversation. Always focus on bringing the power and joy of giving and leave all the inconveniences of the times out of your touches.
2. Do the work.
You aren’t just automatically comfortable. And I will admit, while I’m delighted to do board engagement workshops, MORE Major Gifts workshop and webinars virtually, for keynotes, I want to SEE you all. I want to pull you into my message. I want you to stand up, shout and totally engage with me. Virtual is just not the same.
THAT line of thinking is the WRONG way to bring my energy.
It’s more than just being positive or thinking about it differently. It’s about spending the time and DOING THE WORK to BE A DIFFERENT PERSON – show up differently in a new and different setting. I completely disrupt my office to do a virtual keynote.
Remember that you need to share materials, treats, hugs, and joy differently with your major donors as you navigate how you will be in touch with them. And practice it.
3. When Life Surprises You… Keep Calm (and Keep Going).
Year end time is an adventure I experience times 10 with ALL my many clients – it’s lots of artful conversations about the best way to invite major giving investments in these final months. When my husband suddenly needed surgery for a hernia, SURPRISE! This past Monday was a long and exhausting day at the hospital followed by all my coaching calls happening in the evening. This week my calendar is solid. ARG!!
Breath. Keep calm. Manage your mental capacity…. Just. Keep. Going.
You have a calling, not a job.
The story you create for your year-end results will most likely CREATE your year-end results. Lift up philanthropy. Celebrate your chance to be a part of it!
Invest in JOY®
https://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svg00Marcy Heimhttps://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svgMarcy Heim2021-11-10 09:39:002024-02-19 09:15:54Energy Precedes Outcomes – Lift Up Philanthropy – Part 2
It’s year-end and YOU are in this honorable and noble profession called Fundraising and Development.
Whatever your role or title, are you scared or wildly excited, or a mix this year-end?
Well, let’s save the scared for Halloween! HAPPY HALLOWEEN! (Although Scott Haumersen, a Managing Partner at Wegner CPAs, and I don’t really look too scary even at Halloween!)
Instead – let’s be wildly excited! Here’s how.
FIRST – Here are three year-end fundraising statistics every fundraiser should know.
1. Nearly one third (31%) of annual giving occurs in December.
This means that of the $471 BILLION given in 2020, a whopping $157 BILLION was given in December, 2020. 80% of this was given by individuals – just like the folks that support you. Been like this since I got into this work in 1983…and 2020 was no different.
2. Nearly one third of all non-profits make some sort of year-end ask in November and December. Direct mail is still the most popular medium for year-end annual asks. “In person,” however that looks now, for major gifts.
3. Two-thirds of people who give do no research before giving and 79% of volunteers give where they volunteer/serve. Donors give because their values and beliefs align with your mission – they already know you or someone they trust suggests supporting you. This also hasn’t changed in decades.
SECOND – Here are three year-end fundraising actions every fundraiser should take.
1. Lift up philanthropy.
The year-end season is a big deal. Instead of frenzied actions, STOP and consider who really are the people who care about your mission the most. Focus in rather than thinking about how widely (and often wildly) you can cast the net. Celebrate the joy of giving rather than chasing the bottom-line. Segment and personalize. Capacity – Interest – Readiness. Your bottom line will increase when you aren’t desperate about it.
2. Start right now.
Don’t hold off on your year-end conversations. Write those 3-sentence asks now (www.marcyheim.com/askworksheet). Don’t regret the major donor conversations you didn’t have! Sure, it may be awkward with some folks where the space between visits got longer than “ideal.” Solve that with, “It’s been too long since we connected. How ARE you?!” “I want to be sure we have enough time to accomplish your year-end giving plans for us.” Yes, you are assuming they have some year-end giving planned for you. Start the conversation now so that your givers have time to plan ahead and always establish and manage the next action with them.
3. Create a terrific donor experience.
Write your core thank-you letter now that you can easily modify as gifts come in. In other words, start with gratitude. It’s your first step toward providing an experience that inspires year-end and continuing generosity. Keep board and staff colleagues in the loop on the asks you are making and encourage their participation and support. Most of all – don’t judge. Your part is to provide the opportunity – not make the giving decision. This potential gift is part of a lifetime of giving and sharing you have with these givers. It’s not a blind date. Be especially in tune with retaining your volunteers – board, service helpers, others. This builds the foundation for some of the most engaged donors in the future.
THIRD – Take control of your year-end story.
What’s going through your head? Starting too late? It’s a hard time? It’s just different this year?
No matter how talented or driven you are, low emotional capacity will limit what you can achieve. This is your capacity to overcome limiting beliefs on your possible results, how quickly you can adapt to challenging situations and the quality of your relationships.
Your emotional capacity is not fixed. Just as we can improve physically by exercising, we can get better at managing our emotional reactions and keep steady when inevitable hurt, pressures and disappoints strike.
Make your own gifts, leave tips, hold a door, give a compliment. Take control of your year-end story with simple acts of gratitude – for the conversations, the gift, the “not this years,” the scheduling changes, the indecision, the successes, the surprises, the challenging conversations, Build a steady state that doesn’t flinch with the latest headline, obituary, yes or no, but is simply grateful for the experience it makes in your life. Suggest to your donors they might be grateful that they can give!
You are an amazing vessel of spontaneity, creativity, and strength! Looking forward to seeing the results of the terrific stories you create!
Invest in JOY®
https://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svg00Marcy Heimhttps://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svgMarcy Heim2021-10-27 10:17:102024-02-19 09:15:55Lift up Philanthropy – Part 1
You are STILL unstoppable. Period. No doubts. No matter what.
Yet, listen up….you may also feel less sure about your relationships – personal and professional – than ever before.
Why?
Donors, friends and even family, often react now in ways that totally surprise you – this throws you off to be sure! When you could count on a certain reaction to your calls, invitations, conversations or meetings – now you just can’t be sure.
Yes, you know it’s the world we live in now…but here’s the thing. As list makers, goal-setters and planners – even though you KNOW your work is not faulty – stuff just keeps changing. The same task is checked off and then it’s back. It’s not rational but you begin to wonder, “Can I organize anything? Am I getting anything done?”
Here I am with son, RJ, 13,000 feet, above the trees, on Quandary Peak – the pure physical challenge was a tremendous reminder of what you ARE able to do. I AM UNSTOPPABLE!
Those I coach have this sense of “spinning their wheels” and don’t feel as productive even though they ARE working hard and they ARE moving forward. I find the time to rework travel and meeting details is exhausting. Vendors are agreeable – you don’t pay fees – and I’m grateful and all… but that doesn’t help this nagging feeling I can’t feel certain about anything. On top of that come the daily reports – numbers up here, this country is done with lock-downs and opening up, this family member still will not join in a family gathering…..
These uncertainties can have us feeling disorganized and insecure about our relationships with others – including our major givers. Acknowledge your feelings – don’t bury them. But I KNOW you – and that you are resilient. Climb that mountain and don’t stop.
Marcy’s DON’T STOP list!
1. Don’t stop believing in your abilities.
You are really quite remarkable. You’re caring. You’re determined. You are organized, flexible, patient and empathetic. Say it, “I am organized flexible patient and empathetic.”
2. Don’t stop talking to your donors.
“Let’s connect now! I want to be sure we have the time we need to talk through any year-end giving you want to accomplish.” This reminds them and helps them focus on the year-end gifts they really do want to make to YOU.
Of the $324 BILLION given by individuals in 2020 in the US, 1/3 or a whopping $108 BILLION was given in the last three months of 2020. Your givers are in the 2021 year-end giving. Check in with your donors – best first – even if it feels like they aren’t responding. Change it up – a note, email, call, text. Help them do what they want to do.
3. Don’t stop being optimistic.
You have a calling to do good in the world. You have a choice in how you walk through your day. ‘I create my life!’ Yes, you do and you can use every day to lift up someone else.
4. Don’t stop talking about the impact of gifts to your organization.
Big donors like big visions – stress how their gift will support the program, organization’s work AND what their generosity REALLY DOES – takes fear away, builds self-esteem, feeds, comforts, inspires.
5. Don’t stop finding joy.
What are you thinking? What you think – you become. As much as possible, talk about what is right and good. Watch Disney. Stay excited! Avoid talking about those emotionally-charged issues – be the escape from it all for your givers. Find the joy!
In these times, what works is not necessarily what’s right…even when you can get away with less, even when the wrong thing seems like no big deal, even when no one is watching.
Sophocles, the ancient Greek playwright said it best…“Ill gotten gains are the work of evil people with evil intentions.”
Embrace this year-end with honor, integrity and good character. Foster those principles and values that give your life greater meaning, direction, pride and significance.
It’s September – and that means Stewardship. Sharing sincere thanks NOW and showing donors the tangible results of their giving – even if it is intangible – sets the stage for COMFORTABLE year-end asking conversations. Of course we are constantly thinking about how we can be grateful recipients….but sometimes it gets away on us.
Check out my last two posts for tips for providing meaningful thanks and also to read what major donors say is meaningful for them….
Today I want to turn the tables and share two wonderful stories of DONOR generated stewardship.
The Daughters of Demeter – Caring for their award recipients.
This group originally consisted of University of Wisconsin faculty wives who created the Daughters of Demeter to socialize and support the University. They would hear from their faculty husbands about students struggling – financially, socially and academically, and were determined to help. They began raising money for an endowment to provide student support. I had the honor of helping them set up their endowment during my 23 years at the UW. But what they wanted next was a bit different. They didn’t just want to meet their scholars at the classic donor/student luncheon; they wanted to KNOW these students. Thus began what has been over 25 years of these DONORS sending their RECIPIENTS birthday cards, care packages, special cards of encouragement and treats at exam time, and dinner invites to the kids who couldn’t go home for Thanksgiving or Holiday break.
Last week I was able to attend the annual Corn Roast. All the scholars attend and share what the scholarship means to them – and thus begins a year of surprises they will start receiving from their scholarship providers. Today the Demeter organization boasts a vibrant and diverse membership of women faculty, staff, professionals and leadership.
Madison Christian Giving Council – Inspiring partnerships.
The MCGC supports a large group of shelters, programs, food kitchens and more for those facing homelessness, abuse and real challenges. Those they support are required to attend period gatherings to talk about how they use the money. Most times the audience is largely recipients. As they gather they become aware that these other programs exist! They celebrate how they are each unique, but also get ideas for how they can partner and be even better together. Yep, you guessed it, the MCGC provides grants for these new partnerships. What looks like an event to “report in” to the donor, really is the donor’s way of inspiring these passionate folks to know each other and be lifted up by the possibilities!
Do you have donors who take charge of their own stewardship? Help them connect and look out! Great things will happen!
These are also times to listen to what really is meaningful to your donors so that you can plan your year-end ask conversations for real success!
Invest in JOY®
https://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svg00Marcy Heimhttps://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svgMarcy Heim2021-09-22 10:08:362024-02-19 09:15:58Let the GIVER lead the IMPACT connection!
We pay lip service to stewardship – yet it is the most important piece of any and every relationship! Why? The donor deserves to enjoy their giving!
In my last blog I shared tips for how you THINK about stewardship. So In Case You Missed It (ICYMI) check out Marcy’s 8 Key Ideas to Trigger Great Stewardship here
Now, some thoughts follow from the mouths of DONORS from our recent APF –Alaska Stewardship Day. This represents quotes from individual, foundation and corporation givers. Take in what’s meaningful and what bugs them. Determine to take the time to find out what your donors want!
1. Knowing your gift made a difference.
“Knowing the one small step of giving I take, that each (gift) no matter what size or how it is given can be incredibly valuable.”
“I’m passionate about my community so I want to see the difference giving makes in my community.”
“I don’t need a lot except to know that I am really helping people.”
“Because we are a global company, we like to visit and really see the impact it has on our communities. We get giving inspirations from our employees and we are committed to what they are volunteering for and giving to, we match.
2. Stewardship equals a relationship.
“How often you’re connecting – real stewardship goes beyond the thank you note, sending an update or letter — those are important of course, but it’s a relationship.”
“When I first started making grants, over 50% of the time I heard from the grantee once a year – when they wanted more money. I had never truly been invited into a relationship with them.”
“Trust philanthropy – because of our stewardship relationships we were willing to give again during covid.”
3. What could be done better…..what bugs me…
“Pet peeve – Capital funding that leads to a ground breaking or grand opening – not being consulted on setting the date – then guilt trip if we can’t make it.”
“You would not believe how many people misspell or mispronounce our name.”
“Some organizations send out repeated paper mailings – email or texting occasionally is better.”
“A thank you with an ask attached.”
“A solicitation call with no acknowledgement of my prior giving.”
“When we have a longstanding relationship and we get an unexpected major request it throws us. They take time and we don’t like saying no – we need conversations in advance to prepare us for a major request.”
“If you have an event that you want us at – the earliest we can get the date – even better ask us ahead of the date being set.”
“I don’t what to feel like you’re asking, asking, asking – always an envelope attached. I understand the purpose but it doesn’t feel very thankful to me.”
“Meaningful things – we really don’t want plaques – others may. I wouldn’t have a practice that goes across all donors. We don’t hang them because we don’t want others to think they need to give us a plaque. We hang onto it for 3 years in a closet then send it back and ask to put in the facility we supported.”
“We want to hear about progress being made to goals, love to get emails, occasional mailings, but weekly or monthly mailings are too much.”
“If you’re touching base it shouldn’t be an ask. My daughter received a thank you note that was itself an ask. I was pretty embarrassed.”
“Stewardship really means appreciation, and I don’t mean false appreciation.”
“I want to hear from an organization when it’s meaningful. Don’t love the form letters – especially when there are errors in them.”
“Poor editing of materials – don’t cut and paste from last year. We notice.”
“Form letters are kind of annoying – they don’t do very much. The ones that are personal, often handwritten, just saying this is what you did – usually gets shared with our Board.”
4. Be transparent when issues arise.
“Let us know of any problems and potentially we might be able to help.”
“Share if you are running into challenge with a project you are working on – it can be a tough call, but it’s important to hear that – that’s the sign of a really strong relationship. Ask if donors have any ideas to help so we can work through this together – do you have any ideas for me?”
“Share your struggles – tell us your obstacles. We forget about that vulnerability piece.”
“It’s a two way street – I want to be find our more, where I can put my energy into helping.”
5. Great stewardship is the right amount of the right touches.
“We work together regularly as needed.”
“As a donor and a volunteer, I get to be hands on and that is part of learning what is needed. It is incredibly valuable and rewarding.”
“A site visit will open up new areas that we want to be involved with – let’s get a grant app going.”
“I love getting short emails or texts – Hey, just wanted you to know..”
“30 second phone call – we love what you did and we just want to thank you for that.”
“Sharing photos is popular and they may end up in our annual report.”
“The informal ones in the moment are the best. Forwarding an email with a photo.”
And finally, “12,000 gifts – they made a video – gave a beautiful account of how the project unfolded and the varied ways people gave, a collective coming together to make it happen. They thanked all the donors – ‘How can we possibly thank you? We’ll be thanking you for the rest of our lives.’ I thought, and I’ll be giving to you for the rest of my life. It was authentic.”
In gratitude for all you do…and allowing me to go on this journey with you!
Invest in JOY®
https://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svg00Marcy Heimhttps://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svgMarcy Heim2021-08-25 13:58:002024-02-19 09:15:59What’s BEST to say Thanks!
“Thank you!” Seems like ‘thank you’ came right after ‘Mama’ and ‘Papa’ as you learned to speak! And throughout your early years how often were you reminded, “Now what do you say?” “Oh, right. Thank you.”
In your work inspiring generosity, (and by the way, THANK YOU for what you do to inspire generosity!), there are Three Stewardship Levels to our gratitude. These three levels are key to creating a donor experience that makes your givers thankful they got involved with you in the first place!
There we considered how, much like a diamond, your stewardship efforts should be designed with intentionality and balance to make your organization shine in the hearts of your donors.
Do you ever ask yourself, “How can I give my donors the very best donor experience?” Here are eight key ideas to trigger your thinking on how to keep your donors excited and delighted to be part of your mission…forever.
Marcy’s 8 Key Ideas to Trigger Great Stewardship
“Appreciation ≠ Recognition”
GET this difference – it’s key! Anonymous giving, challenges securing gifts to name buildings, etc all screams many donors want to feel appreciated – not recognized. It’s not the same thing.
You do stewardship because it’s the right thing to do – even if you don’t get “credit” for it.
Not all shops have great cultures of stewardship. In some, metrics are weighted heavily on asks, credit for stewardship is undervalued and paid only “lip-service.” Do it anyway. You will be lighter, enjoy your work more and be more successful.
The larger the gift, the more time you must take to personalize your actions.
Regardless of the gift size, we want our donors to ALL feel special. I get it. But you must focus and prioritize your actions on your largest donors – make it special for them.
Creativity and authenticity are far more important to success than a large “stewardship budget.”
Honestly it’s about listening and hearing the little things that are special and meaningful for your giver. Often your time and attention is your best gift – SINCERELY delivered. Enuf said.
There is only one of you. This is the VERY BEST PLACE to bring in your board, volunteers, other donors, other organizations, and on and on as partners. Use the worksheet I attached for how.
The words you use are important – to the donor and back at the shop.
How you say it matters. How you talk TO your givers and also how you talk ABOUT your givers. Always speak as if your donor was standing within ear shot.
One size does not fit all – but experiences and ideas can be shared and tweaked for another donor.
Yes, great stewardship takes time and effort, but you will, over time, create your own treasure chest of experiences, stuff, people, and words that best resonate with “your giver family.”
YOU are a touch in a giver’s philanthropic journey. Make yours a good one.
This is your legacy to your profession.
While I was writing this I got a phone call —“Hmmm spam?” I wondered? It was, Dan, the volunteer chair of this year’s Monona Concert series – a big fundraiser for the Senior Center. He called to thank me for performing there and shared how many people said to be sure to have “Marcy and the Highlights” back next summer. Great stewardship. Five minutes – made my day.
Thank you very, very, very much – for creating so much more than resources. Your legacy is not only the mission work accomplished with the dollars you raise – it’s all the times YOU make someone’s day through your acts of stewardship. SHINE ON!
Invest in JOY®
https://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svg00Marcy Heimhttps://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svgMarcy Heim2021-08-11 08:46:332024-02-19 09:16:00Thank you very, very, very much!
Your written word has power ONLY when it is read, remembered and/or acted on. With your words you lift up, inform, share, tear down, heal, love, inspire and teach.
As you build relationships with current and prospective major givers, what is important in your writing – handwritten, letter, email, text whatever? Here are 10 tips…for this time, and really all times.
Make it about them, not you or your organization. Connect them DIRECTLY to your results. “You take Science to rural Wyoming.” NOT “With your help we take Science to rural Wyoming.” Change as many “we” and “I” s to “you” and “your.”
2. Write in simple language.
Emails written at a 3rd grade level gets 36% more opens than those written at high school or college. It’s not that folks aren’t smart enough for higher level writing, it’s about making the message easy to grasp with a quick read. This is true for all types of writing. Using academic sounding “big words” will not bring people closer. In fact, trust will form more quickly when you write so that they can easily get it. No vegetable soup – keep the initials out of it!
3. Write so they can skim.
In a written letter, an email, or handwritten note, Bold your key points. Make sure that if only the bold text is read it tells the whole message as highlights.
4. Use a three sentence ask for what you need – the appointment, the money, to continue the conversation….
You will create so much more buy-in when you artfully ask for their consideration using the 3-sentence ask process. www.marcyheim.com/askworksheet
5. Talk WITH them as a dear friend.
Write as if you were talking with someone you know well – write TO that person – write to someone you care about when you are writing to any major donor. When you are done, read your letter, email, text OUT LOUD – are you talking with them or AT them?
6. Be compelling with your subject lines and email/letter openers.
Think of your writing like a great meal – you want a fresh amazing salad and a great dessert. “Thought of you today.” “A big change at the XYZ.” “A new way you can help.”
Better emails = higher open + response rates = more dollars raised.
7. ASK on-line, in emails, in texts.
Since the isolation of 2020-21, people of all ages, but especially seniors and high schoolers, are more willing to look at money topics on-line – banking, investing – PRIOR to making decisions. You can get into money talk anywhere – with in person being one of many options.
Total online revenue grew by 32% in 2020. Hunger and Poverty groups reported a stunning 173% increase in online revenue over the previous year. We have shifted to on-line and it’s here to stay. (https://mrbenchmarks.com/charts/fundraising)
Make your call-to-action at least 3 times if possible.
8. Be authentic and warm.
Especially now, your genuineness and sincere warmth should radiate from your email, letter, handwritten note or text. Find your voice. Find your comfort level being vulnerable.
9. Tell stories effectively.
In the Science of Storytelling, Will Storr shares negative stories get read 13% more than neutral, but positive stories get read 15% over neutral ones. Presenting general stats next to a personal story decreases giving (U of Penn study). It is not about drama with stories, but rather that they show the problem, your solution and how the donor can move that solution forward. Big donors want big visions – Major Donors want movement – forward and onward, drop the pandemic whining.
10. End with WHAT THE MONEY WILL DO and what’s next – Not how to reach you.
You write a great letter, email…and end with “You can reach me at…” Instead END with what their gift will do powerfully and a specific time you will follow up. You can put your contact info in the PS. Be sure to always have a clear next step that YOU WILL BE TAKING!
This past year, I encouraged my clients to keep connecting, keep sharing and keep asking. People responded with a heart-swelling urge to help – pushing back on the uncertainty, fear, and chaos that was a daily reality. We found compassion, empathy and generosity. No, this reaction was not universal – but remember, “What you focus on you grow.” I chose to focus on the power and joy of giving.
Let’s never forget that every reader can control how they react to our words. It’s always their choice to believe, take action, roll their eyes, or just stop reading. Success in major giving comes from forming a relationship that is real and lasting. Every time you appear in their mailbox, inbox or phone feed, you are a welcome site! May you enjoy seeing the Artful Action come into your inbox! Partnering with you to create more success in your fundraising and your life is my calling. May my words serve to lift you up. You are a gift to this world. Thank you!
Invest in JOY®
https://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svg00Marcy Heimhttps://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svgMarcy Heim2021-06-23 09:28:282024-02-19 09:16:01WRITE Right – Raise More!
Do you enjoy that zoom feature that lets us “improve our appearance” on zoom? Works great – try it if you haven’t yet.
You have a tremendous opportunity now to rebuild your life as we re-enter from the Land of Covid. Whether you continued to come into the office this past year, spent months remote, or are still remote, the changes around us as colleagues, friends and family re-adjust impacts how we ALL work together- again.
One thing I know for sure – we befriended technology and it is here to stay!
This week I was honored to present the opening keynote, “Fear less, Raise more, SHINE ON!” at the APF Symposium in California. It was a terrific experience and combined the talents of leadership from AFP San Fernando Valley, Santa Barbara & Venture Counties.
Great to be in California? Actually, I delivered the keynote from Story City, Iowa – a town with a bit over 3000 folks at the Comfort Inn. The staff there led by Manager Nick, placed me in the room closest to the router. I hauled my entire desktop, monitor, speakers, ring light, backdrop screen and all the power cords and extension cords with me and created my professional looking space from which to share my message.
It was quite an experience and I came away feeling empowered with my new found skill in using tech. As we come together again, know that using technology in our work is here to stay.
Here are my key messages around this.
Combining live events with special virtual experiences gives us a chance to reach different folks and THAT means better access for development officers with board and major donors as they partner with leadership on the virtual sessions.
Board meetings with virtual access will give us better attendance but demand that we have more one-on-one to build more authentic relationships with our board members.
Checking on virtual meeting preferences will be part of understanding your givers communications preferences. As you begin new relationships I encourage you to discover at the first conversation how they prefer to hear from you – text, email, phone, in person. Add zoom and other virtual platforms to that list!
Creating new donor relationships will take deeper attention to their “modus operandi.” The Kolbe test measures our relationship to data, systems, risk and processes. Get your own Kolbe results with “test A” at Kolbe.com and also consider that your team, board and donors may prefer to have a screen separating them.
Asks and other money conversations using texts, email, phone and zoom will be common. One of my clients shared she had just texted two pledge reminders out – and both replied they would take care of it – thanks.
Building trust will require even higher follow through, clarity and consistency. You are going to have to pay close attention to setting up specific actions and completing them well to earn trust. Trust is at an all-time low and it’s our job to rekindle it for our work with our donors by doing what we say we are going to do.
Traditional methods will stand out. In person contacts will be cherished by most – even those who still are mainly remote or reluctant to meet yet. Drop off that loaf of bread, bag of chocolate chip cookies etc. with the update letter about your mission. Isolation is not good for the human spirit.
There’s going to be little patience with tech reluctance. If you want to go back to before all the tech – sorry – not going to happen. Adopt a mindset that you like it.
These times are exciting and unclear. Go about your days with as much patience and compassion as you can muster for others. Give a super large dose to yourself! The struggles others have adjusting now can sometimes surface in frustration and unkind comments that can hurt you. The more you love yourself right now the more you can respond with grace and compassion.
Invest in JOY®
https://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svg00Marcy Heimhttps://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svgMarcy Heim2021-06-09 09:57:532024-02-19 09:16:02Let me hear you…”I love Tech!”
There is a lot for you to think about as you consider doing again what you’ve always done when it comes to events that make sense – especially for major gifts! But first – ENJOY the LONG WEEKEND here in the States! That means do something that is FUN for you! Stop and smell the lilacs!
I miss you.
Let me just be really straight about that. Your face on zoom is good but not the same as being together at a conference, or workshop. I know, I know….it’s coming back and I am eager to be with you – live and in person! I hope you are doing ok as we navigate re-entry into “together- again”!
Same is true for your donors, alumni, stakeholders, friends, families…whomever, as we long to be together but we aren’t sure what that looks like…exactly. And, we kinda liked having the option to be part of it from home.
While the past year put a stop to many of the events and gatherings you’ve always done, it’s a golden once-in-a-lifetime chance to begin anew. And no matter what you do, surround it with the pure joy of WELCOME BACK!
Here are my 3 tips and examples from 3 of my MORE Major Gifts Accelerator Group Coaching Program members. You can learn more about it here.
3 Tips for Events that Make Sense – especially for Major Gifts!
1. Mix live and virtual to create more intimacy. How can you be “Cheers”? If you remember the bar where everyone knows your name…as we plan events now, rework former large galas into smaller groups allowing for more comfort AND more personal time with guests. When we used to have one event for 300 – what about one live event of about 150 and 10 virtual events of 15 folks or less? Sure, you get to plan both, but it’s better for authentic major gift relationship building, and your donors get to choose their experience. If your cost in time and planning is MORE, it will be more than covered with increased giving success.
Tianna Haradon, Director of Development for The Wooden Floor in California added a virtual option to their annual in-person event, The Step
Beyond Annual Graduation Celebration.
While the main event will be in person and feature student dance performances and gourmet bites, on-line versions are being held in groups of 3 students, 10 donors and hosted by Tianna and her ED, Dawn Reese. They have been a hit – especially with out of town donors, many of whom have never attended in the past. The relationship building has been phenomenal! Plus, practice makes perfect and they tweak the on-line version continuously. Plus, they can engage more students. Plus, everyone REALLY get to know everyone! They aren’t just another body in the in-person reception hall masses. Plus, both she and her ED are more comfortable with Tianna picking up the lead with major donors because they have had this time to work with them together. Looks like 4 “pluses” to me!
2. Thinking smaller let’s you embrace opportunities! Oh those cursed event timelines and the people who beat us up to stay on them! If you open yourself up to being spontaneous and that you can make something SMALLER happen quickly, you can bring more joy to your major donors.
Diana Rich, Director of Development for United Presbyterian Homes in Iowa was waiting for gathering restrictions to change before hosting an event to launch the new bus philanthropy made possible for residents at her care center. When she learned the naming donor of The Holden Express was celebrating his 104th birthday in less than a week she said, “Why not?!” She pulled together the group of donors from phone calls and email, the mayor, some light refreshments, a ribbon to cut, and a staff colleague to take the donor and his family on the first official ride past his family farm.
She said, “The ribbon cutting was amazing today!!” People felt appreciated and they made some wonderful memories. If you can shake the mindset of traditional events needing an invitation, blah blah blah and just GO FOR IT, you can provide donors and their families with lifetime memories that inspire joyful life-long giving relationships.
3. Having smaller events inspires board engagement. I wish I had a $100 bucks for every time a board member told me how they hated being obligated to buy and fill an event table. I’d be richer. (We all are rich, remember) And, the times development folks were scrambling to use the turned back tickets from purchased board and sponsor tables left unfilled. Ugh!
What if we really meaningfully empowered our board members to connect with some specific people during the event. Perhaps we station our board members as greeters at the door (think wedding reception line) along with some of our leadership! Perhaps we engage our board to have a role with specific attendees well before the event. I’m sure many of you do this already – but think about how this plays out with hundreds of folks….and how differently this plays out with smaller gatherings where it doesn’t take 20 minutes just to move the masses from the reception room to the dining room. And then imagine we actually give them time to eat and visit – rather than blasting them with our tear-inducing videos and dramatic stories – or speaker after speaker reading the script. Janet Keller, Executive Director of the Professional Dairy Producers Foundation did just that and her board enjoyed their experiences, plus raised more for the Plant A Seed event than ever in the past.
What I know for sure:
1. People want to feel special.
2. People want to feel appreciated.
3. People want to know what their money does – really does – and telling stories will never go out of style, but in a smaller setting, it will change their whole relationship with you.
4. Few people really like crowds.
5. We don’t have to do what we’ve always done.
SHINE ON, my friends! This re-entry business is going to be messy for awhile. Simple will out shine complex every time. The most important moment of our lives are those everyday acts of love, kindness, caring and sharing. Focus on the experience – not the attendance and watch your stress go down and your impact and giving go up.
Invest in JOY®
https://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svg00Marcy Heimhttps://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svgMarcy Heim2021-05-26 13:03:122024-02-19 09:16:033 Tips for Events that Make Sense
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