Want to supercharge your fundraising? Learn more from some of The Fund Raising School‘s most popular podcasts!
- Capital Campaigns – Dr. Gene Tempel
Dean emeritus of the Lilly Family School of Philanthropy, Dr. Gene Tempel, discusses capital campaigns and how they are a true test of the organization’s fundraising capacity.
“Organizations must have a strong case for support if they want to have a capital campaign. Demonstrate to donors and to the public how a certain kind of capital equipment, capital improvement, new facility, or an addition to an endowment will make a significant difference in the impact that the organization can deliver to the community.”
Dr. Tempel also advises organizations to conduct a test for readiness before beginning their campaign.
“For example, if an organization wants to have a $10 million capital campaign, ask them if they have someone who would make the first $2.5 million gift. To achieve that goal, one has to use some sort of mathematical formula.”
He also says that a solid volunteer core should be in place before pursuing a capital campaign.
“Make sure your board is prepared to begin this campaign. It’s easy to overlook the board’s capacity to make gifts and to solicit gifts from others.”
- Art and Science of Fundraising – Angela White
Johnson, Grossnickle and Associates (JGA) CEO and senior consultant Angela White shares her advice for using research to fundraise, and discusses the importance of research on generational giving, gender, diversity, and the impact of the Tax Cuts and Jobs Act.
“Without knowledge on these topics, we’re not coming to the table with the full picture on how to strategize and engage with our donors,” White explained.
She points out several key tips to keep in mind when fundraising:
- Use research to inform your fundraising.
“Know and understand the research that is cutting edge. Use that research when planning to speak to donors, but also be conscious not to stereotype donors based on their demographics.”
- Enter your donor meetings with an “appreciative inquiry” mindset.
“When I meet with a donor, I’m not looking for a ‘yes’ or ‘no’ answer. I want to learn about what brings them joy in life. Then, when you move the conversation to charitable giving, ask about their priorities and where they focus their generosity.
“Then, try to draw the connection between what they’re passionate about and what you’re doing at your nonprofit.”
- Art of Fundraising – Tempel
Tempel expands more on the importance of the art of fundraising.
“As we approach major gifts work, we have to apply the art to fundraising.
“When we talk about art, we talk about the creativity of expression and engagement that becomes part of the way major gift fundraising has to be done.”
What is Dr. Tempel’s advice when it comes to the art of fundraising?
- Listen more than you speak and respond in a practiced way.
“You begin to understand the donor when you listen to his or her wishes and goals.”
- Have empathy for the donor.
“See the world in which the donor lives from the donor’s point-of-view.”
- Demonstrate impact.
“According to the 2018 U.S. Trust Study of High Net Worth Philanthropy, high net worth households would give more if only that their additional gifts would make a larger difference.”
- Fundraising Fundamentals – Dr. Tim Seiler
With a declining percentage of households giving, is this still a good time for fundraising?
According to Dr. Tim Seiler, Rosso Fellow in Philanthropic Fundraising at the Lilly Family School of Philanthropy, it is.
“We have good causes, and with a strong case for support, it is still a good time for fundraising.”
What advice does Dr. Seiler have for fundraisers?
- Stay the course.
“Make sure you have a good, compelling case for support and that you can articulate that case for support.”
- Stay close to donors.
“There’s always room to invite more people to learn about, participate, and contribute to your mission.”
- Connect with the right people associated with your nonprofit.
“It’s vital to have passionate, committed people on your board who are willing to get others involved.”
- Donor Advised Funds – Rebecca Morphis
In 2018, grants from donor advised funds (DAFs) totaled $23.42 billion, and contributions to DAFs totaled $37.12 billion, an 86 percent increase in contributions over the past five years.
How can you fundraise from these increasingly-popular engines?
Fidelity Charitable senior director of brand and category growth Rebecca Morphis shares information about donor advised funds and how the vast majority of funds from accounts set up at Fidelity are granted out within 10 years to nonprofits.
She also shares these tips for fundraisers:
- Make sure you flag and tag donors who give from donor advised funds in your database.
Acknowledge them as you would any other donor.
- Once you know that they are giving from a donor advised fund, they are great donors to engage on an ongoing process.
Craft strategies to discuss potential engagement opportunities with these donors.
- Provide a link or widget on your website to DAF Direct, which allows you to directly solicit donor advised fund gifts at the point when people are granting these funds.
Reference donor advised funds in your communications to your donors, and remind them that they can use these vehicles.