WE DON’T KNOW ANYBODY…

But if we did, we know they’d want to fund us!

This refrain comes up a lot in Cause Effective’s work – because we encourage nonprofits to think outside the box to find new donor prospects…new funder markets…new worlds to introduce themselves to and make their case.

How do you leapfrog over who you know to make connections to the world beyond? The short answer is: you invite someone to come think with you.

“Ask for advice, you get money. Ask for money, you get advice.” How many years has that old chestnut been bandied about? But it’s true – when you ask someone for their thoughts, you’re implying that you value what they bring to the table.

It’s flattering, and it certainly makes someone want to help more, if they think you’re really looking to grab ahold of what they have to say.

I often offer to take someone out for a meal – or for coffee, if I’m feeling tight – there’s something about breaking bread that relaxes people and makes them want to come up with something for you. Plus, they feel like they owe you a tidbit in exchange for the meal. Psychologically, it de-charges the encounter.

So try it: “I’m trying to understand what Neighbors for Trees might offer to the community banking sector, and as someone who really has his pulse on that sector I’m hoping I could take you out for coffee some time and pick your brain…” – sounds pretty innocuous, right?

It’s cultivation, it’s identification, and it might even be solicitation all wrapped up into one if you play your cards right (or, at the least, an invitation to proceed further with a conversation leading to solicitation). But at any rate, it’s putting the two of you on the same side of the table, problem-solving for the benefit of your organization.

To get back to the beginning question, what you’re looking for in this encounter is entry – to other people in their sector who might become fans if they knew about your organization and were introduced to it by someone whose credibility they trusted.

    …You’re asking your lunchmate for their network, and their name to help you get there.

                  …You’re asking for access.

And that – in a nutshell – is how you get beyond the folks you already know.

Donor Relations in a Moving Economy

I’ve been reflecting on all the uncertainty nowadays surrounding asking people for money in an economy that’s moving under our feet. 

For 6 months, we literally told people not to ask for a big gift.  Now, it’s not quite so clear cut.  But even short of a large ask, there are many ways to connect more deeply to those people who are likely to be your big supporters when the economy improves.

An article we wrote last fall about 2008 holiday giving – things to ask for when you can’t ask for gobs of cash – seems even more relevant now.

Some of that advice:

·      Offer the option of giving less right now, but giving over time

·      Make lists of items you need and ask supporters to donate (or purchase) them for your agency

·      Ask for time, for both general volunteering and for specific services

·      Turn donors into fundraisers on your behalf

Just the common tenets of fundraising, in uncommon times…

Don’t Be A Fair Weather Friend

We now know we’re facing what may be the tightest economy of our lifetimes.  (At least I hope so…)

We also know that donors, whether affluent or just getting by, feel less able to give during uncertain economic times, and that all go through more soul-searching before contributing.. 

This is a time of reflection and a time to return to the basic principles of fundraising, first and foremost of which is:

Fundraising is about values and about relationships, not about money.  Money is simply the currency through which moral and social priorities are expressed.

In that vein, some thoughts…

Don’t be a fair-weather friend.  Reach out to your supporters and talk about what is happening, to them and to your organization.  Express your understanding and sympathy for what may be a very difficult time.  Let them know your relationship to them extends beyond their moments of generosity, which will surely return, in time.

For those who continue to give, let them know how much you appreciate that continued support, particularly at this moment.

For those who can’t, express your intention to maintain the relationship and to ask at a more opportune time.

Your board members can help with this outreach – reinforcing the teachable moment that fundraising is about relationships, not just asking for money.

Accept help in all forms.  Offer opportunities for people to donate their time as volunteers or to provide in-kind goods and services.  Be creative in providing supporters ways to stay involved, even if cash is tight.

As donors align their giving with their financial capacity, you want to make sure that those who share your values are able to continue to travel along with you, whatever shape that takes.

Repeat after me: Fundraising is Friendraising. While aggressive approaches to attract new donations may not be timely, this is still an opportune time to cultivate new friends and get existing friends to learn more about your work, particularly if you can link your mission to meeting needs which arise from economic hardship.

Donors ‘R Us.  Establishing some common bonds around our anxieties – and some constructive responses – can emphasize to supporters that we are all in this together, as peers.  The bottom line is: we’re going to make it through, and we’re only going to make it through, if we stand together with our supporters as partners.