Last week The Curtis Group sponsored and attended the annual conference hosted by the Virginia Fundraising Institute (VFRI) in Richmond, VA. We have been involved in VFRI for nearly a decade and we always look forward to this gathering of fundraising leaders from across the Commonwealth. The conference, composed primarily of development professionals, provides an ideal forum for collegial networking and idea sharing and we commend this year’s co-chairs and planning committee for putting together a unique and innovative program.
The opening keynote, sponsored by The Curtis Group and titled “Seven Habits of Highly Successful Jazz Musicians–and Fundraisers,” was particularly noteworthy as it’s not every day we have the opportunity to listen to jazz and to learn what this music genre and fundraising have in common. Director of Jazz Studies at Virginia Commonwealth University, Tony Garcia, led an interactive, entertaining discussion that drew parallels between the art of jazz and the art of raising money. A student quintet (drums, guitar, bass, trumpet, and sax) was on hand to demonstrate his various points. Visit our Facebook page to see them in action!
Tony framed his keynote around seven ideas that Rob Wu developed and calls “Seven Habits of Highly Successful Fundraisers.” Rob is the founder of CauseVox, a digital creative agency that develops websites for nonprofits.
1. Personalize your fundraising
2. Use multiple ways to raise awareness
3. Keep up the human connections
4. Emphasize how everyone can make a difference
5. Your cause is worth the effort
6. Remind others to contribute
7. Be appreciative
While these are all sound concepts, we think #1 and #7 are worth highlighting here. “Personalize your fundraising” particularly resonates as The Curtis Group spends a lot time with our clients discussing the value of relationships. We strategize with nonprofits to ensure they are recruiting and retaining the right volunteer leadership primarily through board positions. We remind our clients one of the top reasons people give to causes is because they know the people involved in the organization. Personal connections open doors for cultivation and ultimately for solicitation. Board members should sit down with prospects that they have an existing relationship with and explain why they are passionate about the nonprofit. More often than not, this scenario results in that prospect becoming a new donor.
“Be appreciative” also stood out to us as integral to successful development. It seems so simple, but so often we find nonprofits neglecting to thank their donors on a consistent basis. With limited staff and resources it’s easy to fixate on obtaining an individual’s gift and once it is received, quickly move on to the next prospect. However, successful development programs include comprehensive gift acknowledgement and cultivation plans. When a significant gift is made to a nonprofit, a phone call from the Development Director, or a handwritten note from the Board Chair or Executive Director, in addition to the standard thank you letter, goes a long way. Let the donor know their gift is making a difference to the organization and explain how. Thank your donors once in a while without asking for money. They will be grateful for the outreach and in the end, it will likely lead to additional support.
For more information on VFRI, visit their website. For more on Rob Wu’s “Seven Habits,” visit NTEN’s blog on the topic.
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