http://curtisgroupconsultants.com/ en nancy@curtisgroupconsultants.com Copyright 2010 2010-03-16T14:46:15-05:00 http://curtisgroupconsultants.com/index.php/blog/article/tuesday_fundraising_tip31/ http://curtisgroupconsultants.com/index.php/blog/article/tuesday_fundraising_tip31/#When:14:46:15Z In the last couple of tips, we’ve focused on how your board can help raise money during the economic recovery. This week’s tip, our fifth in the series, is all about donors. In the last couple of tips, we’ve focused on how your board can help raise money during the economic recovery. This week’s tip, our fifth in the series, is all about donors. To remain a philanthropic priority during the recovery, you have to keep your current donors close to you. Some nonprofits mistakenly believe that challenging times demand another fundraising event or direct-mail pitch, but we’ve seen more success simply by keeping donors informed and engaged. You might consider a visit just to update them and share your latest news, rather than asking for a gift. On the other hand, don’t assume they won’t be able to give this year. Maybe some can’t give quite as much as they have in the past, but if they don’t know what you need, they may not give at all. So it’s critical that you talk to your best donors, the top 10 to 20 percent, about their funding interests. Philanthropists are aware that demand has risen for some charities, and many are stepping up to help. 2010-03-16T14:46:15-05:00 http://curtisgroupconsultants.com/index.php/blog/article/should_you_consider_a_text_to_give_option/ http://curtisgroupconsultants.com/index.php/blog/article/should_you_consider_a_text_to_give_option/#When:22:29:24Z The buzz around the text-to-give option for charities has yet to die down since the Haiti earthquake.  The buzz around the text-to-give option for charities has yet to die down since the Haiti earthquake. So much money was donated to the relief efforts this way that we’re still getting questions from nonprofit staff and board members who wonder if they should offer potential donors this option. A fellow blogger at “Future Fundraising Now” cautions that it might not be as great as it sounds: “Text giving has the lowest per-donor value there is. One new online donor is as valuable as about 14 new text donors. The figure is similar for new direct mail donors and all other media.” According to a post at Mashable, “5 Real Challenges for Nonprofit Texting Campaigns,” obstacles include the use of mandatory foundations and application service providers, a rigorous vetting process for acceptance, and shared costs with partners. Plus, as we noted here in our Jan. 20 post, 24/7 coverage by traditional media brought global attention to the needs of Haiti, creating a critical mass of $10 text donations that totalled millions of dollars. That’s not likely to happen for a smaller nonprofit that garners little media coverage. Has your organization been discussing this? Let us know below. 2010-03-11T22:29:24-05:00 http://curtisgroupconsultants.com/index.php/blog/article/tuesday_fundraising_tip1/ http://curtisgroupconsultants.com/index.php/blog/article/tuesday_fundraising_tip1/#When:21:29:12Z Last week, we talked about the board’s role. This week, the board focus continues in our fourth tip to remain a philanthropic priority during the economic recovery. Last week, we talked about the board’s role. This week, the board focus continues in our fourth tip to remain a philanthropic priority during the economic recovery: Help your board by having regular training sessions. A board member sharing his or her story with a potential donor is one of the most effective ways to raise money. A 2009 survey, conducted by our colleagues at the Indiana University Center on Philanthropy and Campbell & Company, found that donors asked to give in person by someone they knew gave 19 percent more than if asked another way. Board training gives members a sense of the fundraising economy and giving trends. It can teach them how to make the ask and through role-playing, provide on-the-job training. Most important, though, untrained board members making gift calls are likely to fail, and that’s a disservice to the board member, the prospective donor, and the people served by your organization. 2010-03-09T21:29:12-05:00 http://curtisgroupconsultants.com/index.php/blog/article/tuesday_fundraising_tip3/ http://curtisgroupconsultants.com/index.php/blog/article/tuesday_fundraising_tip3/#When:19:44:33Z Here’s our third weekly fundraising tip to help you remain a philanthropic priority during the economic recovery. Here’s our third weekly fundraising tip to help you remain a philanthropic priority during the economic recovery: Board members must be clear about their role. To be sure they are, you need to talk to them about that role. For most nonprofits, fundraising tops the list of a board member’s duties, but that doesn’t mean it’s only about the ask. Board members must be advocates for your organization. They should engage attendees at your events. They should visit donors to educate and inform them. They should make thank-you calls. And yes, every board member should also be a donor. How can they ask someone else to give if they haven’t already given? 2010-03-02T19:44:33-05:00 http://curtisgroupconsultants.com/index.php/blog/article/tuesday_fundraising_tip/ http://curtisgroupconsultants.com/index.php/blog/article/tuesday_fundraising_tip/#When:18:46:12Z To help you remain a philanthropic priority with donors this year, here’s our fundraising tip of the week: To help you remain a philanthropic priority with donors this year, here’s our fundraising tip of the week: Develop a consistent communications program. If the only time your donors ever hear from you is when you’re asking for money, you’re not building relationships. “But we send a newsletter,” you might be thinking. It takes more than that. Personal contact is vital to maintaining relationships and keeping donors engaged. For instance, ask your board members to call donors simply to thank them for their gifts and let them know what they’ve made possible. Or consider inviting your major donors for a tour or to attend a thank-you event. What else goes into an effective communications program? Give us your suggestions below. 2010-02-23T18:46:12-05:00 http://curtisgroupconsultants.com/index.php/blog/article/indiana_u_offers_first_bachelors_degree_in_philanthropic_studies/ http://curtisgroupconsultants.com/index.php/blog/article/indiana_u_offers_first_bachelors_degree_in_philanthropic_studies/#When:18:06:09Z This fall, the nation’s first bachelor’s degree program in philanthropic studies will be offered at Indiana University.  This fall, the nation’s first bachelor’s degree program in philanthropic studies will be offered at Indiana University. “Philanthropy and the nonprofit sector are becoming increasingly complex,” said Patrick M. Rooney, executive director of the IU Center on Philanthropy and our Giving Institute colleague. “Those who plan to work in this field need more sophisticated education than ever before.” Students will interact with national nonprofit leaders and learn firsthand from Center on Philanthropy experts and IU’s Philanthropic Studies faculty members, many of whom are leading philanthropy experts and researchers. The program was developed by Dwight Burlingame, associate executive director and director of academic programs at the center, and Richard Turner, former chair of the IU Philanthropic Studies faculty. Last year Burlingame was the keynote speaker at The Curtis Group’s 20th anniversary celebration. The Center on Philanthropy pioneered the field of philanthropic studies and created the world’s first master’s and Ph.D. degrees in philanthropic studies. 2010-02-18T18:06:09-05:00 http://curtisgroupconsultants.com/index.php/blog/article/fundraising_tip_of_the_week/ http://curtisgroupconsultants.com/index.php/blog/article/fundraising_tip_of_the_week/#When:12:58:58Z Every Tuesday, we’ll post a Fundraising Tip of the Week that will help you remain a philanthropic priority during the economic recovery. Here’s the first one. Every Tuesday, we’ll post a Fundraising Tip of the Week that will help you remain a philanthropic priority during the economic recovery. Here’s the first one. Now more than ever, your case must articulate needs and successes clearly and concisely. “Give to our annual fund” or “Support our operating budget” do not make for a strong case. Donors want to know specifics on how their gift will make a difference. Then, be sure to wrap those specifics within compelling human-interest stories about how you help people, stories that will move the reader emotionally. Once your case is drafted, test it with donors and volunteers. 2010-02-16T12:58:58-05:00 http://curtisgroupconsultants.com/index.php/blog/article/even_online_its_all_about_relationships/ http://curtisgroupconsultants.com/index.php/blog/article/even_online_its_all_about_relationships/#When:19:41:48Z At the Hampton Roads Institute for Nonprofit Leadership Conference last Friday, I went to a good workshop by our Giving Institute colleague Jay Love of eTapestry. At the Hampton Roads Institute for Nonprofit Leadership Conference last Friday, I went to a good workshop by our Giving Institute colleague Jay Love of eTapestry. It was called “The Internet Unveiled: The Newest Tools & Website Trends for Relationship Building,” with the key words being “relationship building.” Jay’s message was to make sure your online tools—website, enewsletter, blog, social media—are engaging readers and followers to create relationships with them. It’s so easy to get lost in the tactics of all this technology, he noted, that we can fail to use it strategically. For example, how are you capturing information on your site visitors? Have you surveyed your enewsletter readers? Do you end blog posts with a question to elicit reader feedback? For nonprofits, online technology and social media are only as good as the relationships built with them. Because even in the 21st century, relationships are still what get you gifts. How are you using online technology to engage people with your organization? 2010-02-09T19:41:48-05:00 http://curtisgroupconsultants.com/index.php/blog/article/different_economy_requires_different_tactics/ http://curtisgroupconsultants.com/index.php/blog/article/different_economy_requires_different_tactics/#When:15:37:16Z An article published yesterday in The Wall Street Journal, “Once-Robust Charity Sector Hit With Mergers, Closings,” confirms what we’ve been addressing in our trainings and presentations for the past year and a half. An article published yesterday in The Wall Street Journal, “Once-Robust Charity Sector Hit With Mergers, Closings,” confirms what we’ve been addressing in our trainings and presentations for the past year and a half. It’s unfortunate to see nonprofits that are helping folks shut down, but as the article explains, the reality is there are just too many out there. Collaboration needs to happen. Also, the groups that continue to rely on government and foundation funding, instead of diversifying their base with private funding from individuals, are the ones suffering the most. But on the flip side, as the article points out, it’s interesting to note how successful some nonprofits have been (and are actually growing) in this economy because they’ve merged or collaborated, become more strategic in their planning, focused on building their fundraising infrastructure, and are now soliciting charitable gifts from individuals. If you’ve ever heard us make a presentation, that will certainly sound familiar. What are you doing differently in this economy? We invite you to share your tips and comments below. 2010-02-02T15:37:16-05:00 http://curtisgroupconsultants.com/index.php/blog/article/community_joins_oasis_for_groundbreaking/ http://curtisgroupconsultants.com/index.php/blog/article/community_joins_oasis_for_groundbreaking/#When:21:05:24Z Despite the cold weather, the community came out in force today to celebrate the groundbreaking of Oasis Social Ministry’s new building. Despite the cold weather, the community came out in force today to celebrate the groundbreaking of Oasis Social Ministry’s new building. City and business leaders joined in the celebration, including Portsmouth Mayor James Holley, who spoke at the event. The building is coming to life as the result of Oasis’ successful capital campaign, which has reached $1.7 million toward a $2.2 million goal. For photos and more details on the groundbreaking, see this story on WVEC-TV’s website. The Curtis Group is delighted to be helping Oasis with its capital campaign. The new building will house both Oasis and Portsmouth Volunteers for the Homeless, which both serve low-income and homeless families. 2010-01-29T21:05:24-05:00 http://curtisgroupconsultants.com/index.php/blog/article/should_you_rely_on_corporate_giving/ http://curtisgroupconsultants.com/index.php/blog/article/should_you_rely_on_corporate_giving/#When:13:24:52Z A Jan. 14 article in Business Week discussed the decline in corporate philanthropy during the economic downturn.  A Jan. 14 article in Business Week discussed the decline in corporate philanthropy during the economic downturn. It also pointed out that companies are giving more strategically, often contributing to causes that will raise their visibility. This is another good reason to diversify your funding sources. As Keith noted in our last blog post, corporate philanthropy accounts for less than 5 percent of all charitable giving, even when the economy is strong. Yet many nonprofit boards insist on putting too much focus on corporate giving and too little on cultivating major gifts from individuals. About 88 percent of all giving comes—not from corporations or even foundations—but from individual donors. No matter what the economic climate, a major-gifts program can make a major difference in your fundraising. Does your board depend too heavily on corporate or foundation giving? We encourage you to share your thoughts below. 2010-01-27T13:24:52-05:00 http://curtisgroupconsultants.com/index.php/blog/article/what_nonprofits_can_learn_from_haiti/ http://curtisgroupconsultants.com/index.php/blog/article/what_nonprofits_can_learn_from_haiti/#When:20:45:01Z No doubt you’ve heard about the huge role that social media and mobile giving has played in raising money for victims of the Haiti earthquake. No doubt you’ve heard about the huge role that social media and mobile giving has played in raising money for victims of the Haiti earthquake. By a week after the disaster, more than $220 million had been contributed to major U.S. relief groups, according to The Chronicle of Philanthropy. Of that, $22 million was raised through the Red Cross’ $10 text-message campaign; millions more came in through other similar texting campaigns. What are the lessons here for community-based nonprofits? As with Katrina and the tsunami, this massive outpouring of donations might have a short-term impact on some fundraising efforts. Most of the money raised for Haiti is comprising small donations from individuals and million-dollar corporate contributions, so a charitable event or direct-mail campaign in the next few weeks might be affected. But it’s unlikely that the Haiti relief effort will have an impact on your regular donors or on individuals being cultivated for major gifts, even in the current economy. Also, keep in mind that corporate philanthropy accounts for less than 5 percent of all charitable giving, and the global corporations giving to Haiti aren’t typically the ones helping smaller nonprofits. As for whether you should depend more on online and mobile giving, remember that 24/7 coverage by traditional media still brought the most attention to the needs of Haiti. Offering the option of online giving is appropriate, but it is not the answer to your fundraising needs. Not to mention that if you want online donors to be repeat donors, they require the same cultivation as someone who gives you a check. Finally, our nation’s rapid and compassionate response to this tragedy confirms that the U.S. remains the world’s most generous country. We should all be proud of that. Please give if you can and make sure it’s to a reputable charity.  2010-01-20T20:45:01-05:00 http://curtisgroupconsultants.com/index.php/blog/article/tools_worth_2000_stolen_from_habitat/ http://curtisgroupconsultants.com/index.php/blog/article/tools_worth_2000_stolen_from_habitat/#When:16:19:36Z Some $2,000 worth of tools were stolen Wednesday from our client Habitat for Humanity of South Hampton Roads. Some $2,000 worth of tools were stolen Wednesday from our client Habitat for Humanity of South Hampton Roads. The Norfolk-based organization is asking for donations of replacement tools from local businesses that may have extras on hand. For a list of what was stolen, click here. If you can help, call the Habitat office at 757.640.0590. 2010-01-15T16:19:36-05:00 http://curtisgroupconsultants.com/index.php/blog/article/how_one_couples_call_created_a_free_clinic/ http://curtisgroupconsultants.com/index.php/blog/article/how_one_couples_call_created_a_free_clinic/#When:15:34:59Z In 1995, Dr. Jim Shaw and his wife, Cooka, chose to answer a persistent call they felt to provide health care for the uninsured.  Last week we announced a new blog feature that will showcase the ways a few volunteers have made a huge difference in their community. Here’s our first story. In 1995, Dr. Jim Shaw and his wife, Cooka, chose to answer a persistent call they were feeling to provide health care for the uninsured. First, they partnered with a local church, whose Sunday School classroom became a free clinic one night a week. There, a handful of volunteers began treating the medically disadvantaged in York County, Virginia. Word of the clinic spread slowly at first. But after York County leaders allowed the clinic to operate out of Charles Brown Community Center, a steady stream of patients and volunteers ensued. Still, this fledgling band of medical volunteers had a bigger vision. Seeing how swiftly the need was growing, they believed that one day they would provide these much-needed services within a well-equipped facility that the medical ministry would own. By 2003, after the community’s generous support of its capital campaign, Lackey Free Clinic opened in a brand-new building. But they didn’t stop there. Soon after, the clinic’s new pharmacy was providing free medicine through the Pharmacy Connection. In 2004, they added a free dental clinic and one of Virginia’s first free chronic-care clinics for patients with diabetes, hypertension, and other conditions. In 2009, after the goal of their second capital campaign, for $1.5 million, was surpassed by $100,000, a new goal of $2 million was set. Now that the clinic has grown from 150 patent visits in its first year to more than 8,000 in 2009, the money is needed to expand programs, staff, and facilities, as well as grow the organization’s endowment. All this because one dedicated couple set out to help the uninsured. 2010-01-15T15:34:59-05:00 http://curtisgroupconsultants.com/index.php/blog/article/last_minute_giving_boosted_year_end_appeals/ http://curtisgroupconsultants.com/index.php/blog/article/last_minute_giving_boosted_year_end_appeals/#When:14:00:19Z A Jan. 11 USA Today article excerpted from The Chronicle of Philanthropy reports that last-minute gifts boosted some charities’ holiday fundraising.  A Jan. 11 USA Today article excerpted from The Chronicle of Philanthropy reports that last-minute gifts boosted some charities’ holiday fundraising. A third of the nearly 400 nonprofit groups that responded to a poll in mid-December said donations since November were higher than they had been at the same time in 2008. Of 181 charities polled in early January, 48 percent said giving rose during the holiday season. “We think donors are more optimistic,” said one fundraiser. As we know, giving tracks the stock market, which means more donors may have been in a better position this year to make gifts. Yet as is typical of these polls, most of the nonprofits surveyed were big national ones. So the results may not be an accurate reflection of how community-based charities did. We had clients who did well, but it wasn’t so much the result of their year-end mailings as it was their ongoing donor-cultivation efforts. How did your end-of-year giving fare? If your results were better than expected, was it because you did something different? We invite you to share your comments below. 2010-01-13T14:00:19-05:00 http://curtisgroupconsultants.com/index.php/blog/article/2009_a_year_of_challenge_and_celebration/ http://curtisgroupconsultants.com/index.php/blog/article/2009_a_year_of_challenge_and_celebration/#When:19:57:24Z “20 years of work we love”: That was our anniversary tagline for 2009. And what a crazy year it was.  “20 years of work we love”: That was our anniversary tagline for 2009. And what a crazy year it was. Along with helping clients build capacity, train their boards, and meet campaign goals, we were called on to make an additional 32 presentations at conferences and events from Atlantic City to New Orleans.  Between that and the economy, if ever there was a year that validated why we do what we do, 2009 was it. Around the nation, nonprofits were panicking. We did our best to share our expertise in print and in person and to reassure fundraising leaders that the U.S. is the most philanthropic country in the world. In fact, we had clients that reached their goals and raised substantial amounts of dollars last year because they were out there doing what they needed to do. Then there was our anniversary party, where staff and volunteers of our past and current clients gathered together to help us celebrate. How fortunate we were to stand among this selfless group of people who are devoted to making their communities better. We’re honored to have played a small part in that effort. By enabling these organizations to achieve their fundraising goals, over the last 20 years we’ve helped educate thousands of kids and adults by providing classrooms, libraries, gyms, and scholarships. The work we do has assisted the sick, the homeless, the dying, and people with disabilities. It has sustained and grown the arts, sent kids to summer camp, cleaned up local waterways, and protected our furry friends. But none of that would have been possible if, in every case, a handful of people hadn’t seen a need and decided to give of themselves to address it. To quote the famous words of anthropologist Margaret Mead, “Never doubt that a small group of thoughtful, committed citizens can change the world. Indeed, it is the only thing that ever has.” So we’d like to honor those thoughtful, committed citizens by sharing some of their stories in this blog. Starting this month, look for occasional posts about how some of the nonprofits we’ve worked with came into being. Next week: a physician and his wife decide to answer a persistent call. And if you have a nonprofit story to share, we’d love to hear it. 2010-01-06T19:57:24-05:00 http://curtisgroupconsultants.com/index.php/blog/article/do_you_know_your_five_rights/ http://curtisgroupconsultants.com/index.php/blog/article/do_you_know_your_five_rights/#When:14:30:04Z This month, three of our clients each received major gifts of $100,000, $225,000, and $250,000, all because they were willing to follow the five “rights.” This month, three of our clients each received major gifts of $100,000, $225,000, and $250,000, all because they were willing to follow the five “rights.” As we always say, it’s important to have the right people ask the right prospect at the right time for the right amount and the right reason. A year and a half ago, one of those clients had no relationship at all with the funder that just agreed to give them $225,000. Even after getting the right people involved in their campaign, it still took another six months of cultivation to get the appointment. But now the client understands why it was worth the effort. In this season of giving, may your organization enjoy all the fundraising success it deserves. On behalf of everyone at The Curtis Group, happy holidays! 2009-12-24T14:30:04-05:00 http://curtisgroupconsultants.com/index.php/blog/article/hopeful_news_for_2010_fundraising/ http://curtisgroupconsultants.com/index.php/blog/article/hopeful_news_for_2010_fundraising/#When:13:47:22Z Over the last week, two new reports about fundraising point toward the light at the end of the economic tunnel.  Over the last week, two new reports about fundraising point toward the light at the end of the economic tunnel. In GuideStar’s annual Nonprofit Economic Survey,half of their respondents saw contributions decline over the first nine months of 2009, compared to the same period in 2008. No surprise there. But nearly two-thirds were hopeful about 2010, either planning budget increases or expecting to maintain their current level of expenditures. The survey also reported an overall decrease in state and local funding—also no surprise, confirming our guidance this year that nonprofits should start relying more on charitable giving. This brings us to a study by our Giving Institute colleagues Marts & Lundy, which found that as equity markets are showing signs of recovery, so too are capital gifts. But the report adds that “the full recovery process will mostly likely take a few years.” Even so, donor cultivation should continue through this recovery period, says Dr. Patrick Rooney, director of Indiana University’s Center on Philanthropy. “You don’t want to go away because if you forget about your donors now, they may forget about you later,” Rooney said in an interview for our winter newsletter. So this week our question is, what have you done differently during this economic downturn that has helped your fundraising? We’d love to hear your story below. 2009-12-17T13:47:22-05:00 http://curtisgroupconsultants.com/index.php/blog/article/donor_stewardship_need_your_thoughts/ http://curtisgroupconsultants.com/index.php/blog/article/donor_stewardship_need_your_thoughts/#When:21:23:16Z For the last five years, a good friend of mine has given $750 a year to a nonprofit that serves people in need. It’s a worthy cause, no doubt, and my friend understands that the need has grown.  For the last five years, a good friend of mine has given $750 a year to a nonprofit that serves people in need. It’s a worthy cause, no doubt, and my friend understands that the need has grown. He noted that in the last six weeks, he’s received three direct-mail appeals from the organization. But he mentioned that after five years of gifts totaling nearly $4,000, he thought he would have gotten a phone call from a board member or development staffer to thank him and let him know what his gift has made possible. Sure, he gets the nonprofit’s form letter thank-you every year, but is that enough? He wasn’t sure whether he should be annoyed or if he’s expecting too much. Should he continue giving to this group or look for an organization that’s trying to build a relationship with him? What do you think? Help us get a discussion going by weighing in below. Is my friend getting the proper donor stewardship? 2009-12-08T21:23:16-05:00 http://curtisgroupconsultants.com/index.php/blog/article/are_donors_on_your_gratitude_list/ http://curtisgroupconsultants.com/index.php/blog/article/are_donors_on_your_gratitude_list/#When:20:22:39Z With Thanksgiving upon us, it seems appropriate to talk about the importance of thanking donors. With Thanksgiving upon us, it seems appropriate to talk about the importance of thanking donors. Everyone likes to be thanked for a gift. When it’s a charitable gift, donors also appreciate knowing what their money helped accomplish. It’s important that development professionals and their board members are doing simple but powerful things like sending handwritten thank-you notes to donors, calling them to thank them for gifts, and visiting with major donors to your organization to tell them how they make a difference in the lives of those you serve. Sometimes, just thanking a donor can result in another gift without even asking. One development director who heard me talk about this in a presentation called me a few weeks later. She said she had met with three donors to thank them, and two of them asked what else they could do to help. She ended up getting two more gifts just from the thank-you meetings. Here’s another benefit of calling or meeting with donors to thank them. It’s a good way for board members to get comfortable talking with people about your nonprofit. A board that Keith presented to a few weeks ago said their members spent a Saturday making donor thank-you calls. Not only did they end up with additional gifts from many of the donors, the board members felt good about what they were doing. And in the spirit of the holiday, we’d like to express our gratitude to all of our clients over the years, for enabling us to celebrate 20 years of work we love. Happy Thanksgiving! 2009-11-24T20:22:39-05:00