The fundraising part is the easiest. We send out X number of letters in hopes of getting X amount of money, however truthfully most campaigns don’t capitalize on the most important reason they are implementing a campaign – to make friends and create advocates.

This part of the campaign is more important than any individual check you receive – any.  Sure, getting the check is terrific –fantastic!–do an Irish jig, give high-fives, celebrate. But then, if we are serious, the real work begins. The check itself gives you important information. First, you know the donor is interested in you. But how you work to cultivate him or her as a friend, supporter, ambassador and advocate is where you create the real magic. Here are some pointers.

Start with a powerful “ASK.” For example, here is a great campaign e-campaign request I got this week from New Global Citizens and was written in the voice of Michelle, 16-year-old Bronx High School of Science in New York, who is a member of the BHSS New Global Citizens team, which advocates on behalf of the Smile Group project in Vietnam.

“We want a voice,” she began. What a great opening; it got my attention, told a story, inspired me and made me want to read more. So I did and Michelle impressed me even more. “We were excited about how this organization helps us help communities around the world, and we wanted to help make a change in these communities and get others informed…we want a voice in the world,” She said.

Wow! This was especially powerful because it was written in the voice of a participants and because I was moved by Michelle, I was motivated to give. But it gets better. The e-letter told me that the organization had received “an overwhelming number of requests to start teams at schools across the nation.” Great for them! Then the note went on to say, “We had to turn away young people requesting to start NGC teams at schools across the nation due to a simple lack of funding. Having gotten to me with the impressive information about this group, their need for resources seemed too obvious to ignore, So I read on and felt increasingly impressed with the passion of these folks and the success they already had achieved. And they told me, “It is with those unmet requests in mind,” they went on, “ we are grateful that we are more than halfway towards meeting our $1 million dollar challenge grant!  It is our goal to raise an additional $200,000 by the end of 2010 so that we can start 2011 off strong. Wow! again. These folks had already received 1 million dollar challenge grant, and needed help in reaching their challenge goal.

This is a strong “call to action” with a tangible goal that supports a compelling story. The note ends with “Your time and resources help amplify Michelle’s voice in the world so that she and so many other young New Global Citizens can make lasting change. This tells me who is going to be impacted and how the group will use the investment they receive. I liked this e-letter for all the things it obviously does right . The only three“ tips” I would recommend to improve it would be to personalize it more. “Dear Alison” is more powerful than “Dear Friend.” And I might include a photograph of Michelle “in action” putting a face to the voice. Lastly, since NGC has such a powerful message, I would add a P.S. That says, “Learn more about how to get involved, contact us at www.newglobalcitizens.org.

This was one of the best e-campaign notes I have received this season, and yes, I receive many. I have shared it with you because it is a working example of how to make the annual fundraising campaign a stepping stone to forming powerful ongoing relationships with those we want to support us. Having said all that, let me sum up: Here are some of my favorite tips for a powerful campaign:

BEST TIME TO ASK

Most annual giving happens in December and the biggest week of the year for giving is the one right after Christmas, so it is not too late to start your campaign.  And if you don’t make this Holiday Season, don’t stress. There are lots of creative ways to launch a campaign. Think Valentines Day; Thanksgiving; A special month for your organization; such as your anniversary month; a special awareness month like Mental Health Month, Domestic Violence Month, or create a campaign around a date/event that is significant and personal for your organization. Be creative!

MAKE SURE YOU CAMPAIGN ASK ANSWERS THE QUESTIONS: • Why me? • Why now? • What for? • Who says? (These questions come from the source Network for Good, which is one terrific site for getting fundraising support www.networkforgood.org – Recommended!)

THANK, THANK AND THANK SOME MORE

• Send a thank you within 48 hours. If they are new donors, make sure to welcome them to your organization.  Give them examples of two or three “dreams” you will make “real” in the next year as a result of their gift. As fundraising guru Kay Sprinkel Grace said at a recent conference, “Give them a story and a statistic.” You want to offer the emotional and the tangible. Tell them what you will do, how the community will benefit and share a personal story about someone who will be impacted by your efforts.
• Hand sign every thank you and consider having the Executive Director/CEO and/or Board member write a note in the margin.  Give donors a Call to Action. Make it about them. How can they help, get involved, support you. What can they do and why are they so important to you. Everything single person who makes an investment in your organization has the potential to be a friend, advocate and ambassador.

CULTIVATE!!

The gift is the first dance; now you can “ask the donor for a date” build the relationship. Ask for a “second date.” Call them; ask them some questions about them and why they invested in YOU. Why are they interested in your organization? Do they have a personal story they want to share with you about why they gave? How do they want to get more involved? Get to know those who give to you. Like them. Respect them.

LEARN FROM THE EXPERTS

Learn from experts, there are some terrific fundraising professionals out there who are more than happy to share their expertise with you! Two great examples are Pamela Grow who publishes weekly The Grow Report – full of great advice and is the host of the weekly Twitter Chat every Friday at 12:00 noon EST Hash Tag #smNPChat . I also love Katya Andresen’s Katya’s Non-Profit Marketing Blog: Getting to the Point (www.nonprofitmarketingblog.com)

HAVE FUN!

Have Fun! This is a process of engaging people in your vision and mission. “Asking for money” is only a small of it. What you are really doing is building relationships and building relationships is fun!

Happy Holidays

Alison

P.S. I would love to see your most creative campaigns. Please feel free to post YOUR suggestions and ideas here. We would love to learn from YOU!

As Thomas Jefferson so eloquently stated, “A nation, as a society, forms a moral person, and every member of it is personally responsible for his [and her] society.”

In the last few months, two significant reports released a pretty somber picture for the great state of Arizona. Perhaps, sobering enough, to jolt us into action.  First we have the new U.S. Census Bureau report showing 1.4 million Arizonans live in households under the federal poverty level.  1 in 5 Arizonans live in poverty. Arizona now has the 2nd highest rate of poverty in the nation.  On the heels of the Census Bureau study comes the much-anticipated report,  Civic Life in America: Key Findings on the Civic Health of the Nation which showcases key trends in civic participation.  The study examines critical indicators for civic health including service and volunteer rates, participation in groups such as neighborhood associations, and political action including registering to vote and voting.  Again, Arizona ranked near the bottom– however knowing this –we only have one way to go and that’s up!  Collectively, as a community, we can all take notice and do something; do ONE thing. Our future is at stake.  As we enter the week of Thanksgiving, the week where we give thanks and gratitude, let’s give some thanks and a little love to our community.

Every single one of us has the power to do something!

And with the amazing people and community organizations we have in this great State we can so much.  Collectively, as a community, we can, and like must do something.  Our future is at stake!

SEVEN SIMPLE THINGS YOU, YOUR ORGANIZATION, AND YOUR VOLUNTEERS CAN DO IN THE NEXT MONTH (WHY NOT START TODAY):

• Donate just one can of food to the community food bank.
• Set up a food drive at your organization or place of worship (and donate lots of cans!) Invite all the businesses, schools and residents to take part. And, if doing this before the holidays seems to much, plan it for February or March.  Our food banks need food all year around, not just during the holidays.
• Host an open house for your neighbors, business owners, local elected leaders, volunteers, board members and the community (please invite me, I would love to attend!)
• Host a Sunday Party for all the community members, elected officials (and their staffs) and business owners to cheer on the Suns, Cardinals, or this summer, the Diamondbacks.
• Team build/volunteer to serve a meal at a shelter or take part in a neighborhood clean up at a local park.
• Invite the children in your community to come make a Thanksgiving card to bring home to their families.
• Invite the community to come make cards for our soldiers oversees; they would love the holiday cheer. (or considering doing this for Valentines Day!)

As citied in the Civic Health report, voluntary associations were created as the primary engine for American democracy, allowing citizens to form bridges between communities, the business sector and their governments.  However, if sometimes when we watch civic life in action, sometimes it would hard to imagine volunteerism, neighborhood service, business development, and political action are all threads in one beautiful interwoven red, white and blue cloth.  I can’t think of a better reason to invite everyone to join in to get to know each other, do something for the community and just have fun.

Isn’t that what Thanksgiving is all about?

All the partners make the journey richer across the sectors that demonstrate the power of collaboration, the power of the future. – Frances Hesselbein

How many of us know our State Senators? Our City Council Members? How many can recognize our State Representatives if we see them, at the supermarket?  How many of us have meaningful relationships with any of the elected officials who serve our communities?

While it may not be surprising that many would answer “no” to these questions, what is surprising, and a bit disappointing, is how many of us involved in the nonprofit sector have never thought of engaging our elected officers in conversation about the incredible work we do for, and with, our communities.

This is a more important question than it may seem, but to see why, let me first tell you about a book that had an enormous influence on my thinking, and ultimately on my decision to work in the nonprofit sector—one that still sits on my desk, dog-eared pages yellowing, as I find myself referring to it again and again in my work: Alexis de Tocqueville’s Democracy in America. OK, you are wondering how the writing of an élite French philosopher so deeply affected my thinking about American democracy.  Well, by the time I read it, I had already voted in my first presidential election, witnessed political rallies, volunteered in a food bank, and written a letter to my Senator, and after working in the financial services industry for a while, was considering giving up the idea of “being rich” for the idea of “being engaged” and working to further the needs of our communities. So when I finally discovered Tocqueville, he spoke to me.

Why? Well, for one thing, he made me realize that the First Amendment to the United States Constitution makes provision for the freedoms of speech and association. These are the foundations upon which nonprofit organizations are built. While people in other countries can advocate, the rights of citizens to form voluntary associations for the purpose of advocating for the common good is fundamental to the American way of life.  Tocqueville saw something special in that foundational American principle: the ability to build associations gave people a collective voice to express their deepest concerns and values.

Nonprofit organizations expand this idea of association in the interest of endowing us with the power to express and act upon our beliefs. They are the places where activities and services essential to our quality of life are created. They give us both, an opportunity and an obligation to engage us in conversation about what is possible for our communities.  They are trusted and valued institutions engaged in the lives of the people they serve and who serve and support our communities — they are our volunteers, board members, residents, and children.  They give voice to our constituents.

So how do these Tocquevillian inspired insights bring us to my topic of the day: the importance of engaging directly with our elected officials for the purpose of furthering our work?  Because once they understand our role in public life, they can become our allies in furthering our goals, which are, after all, the goals they are committed to serve as representatives of their own communities.  And so it is our right and responsibility to engage with them.  Dialogue, learning, listening and engaging with our business leaders, community champions, and elected leaders are among the fundamental roles we all have as nonprofit ambassadors and leaders. It takes all of us to build a community, to get to know each other and tear down silos.

So Lets Dispel the Myth.

Let’s start by dispelling the myth that nonprofit organizations cannot engage in advocacy or lobbying.  According to Alliance for Justice,  “501 (c) (3) public charities (including public foundations) CAN lobby within the generous limits allowed by federal law.  How much lobbying the organization can do depends on which of two sets of rules the organization chooses to fall under–the “501 (h) expenditure test” or the “insubstantial part test.” In issuing regulations on lobbying, the Internal Revenue Service stated that, under either test, public charities “may lobby freely” so long as lobbying is within specified limits.”

Both the Alliance for Justice (www.AFJ.org) and the Center for Law and the Public Interest (www.clpi.org) have websites full of excellent information and tips. Review them, and if you find the information  valuable, share it with your   Board of Directors.  While you may choose not to lobby, it is important for our Boards, volunteers and advocates that it is a choice made by each and every organization.  The law does not prohibit 501 (c) (3) tax-exempt organizations from lobbying.

What CAN You Do?

Here are just 3 of the key things you can do:

1.) Direct Lobbying: You can tell legislators (or other government officials who take part in the formulation of legislation) your organization’s position on a piece of legislation and/or urge them to support or oppose the legislation. You can also educate your constituents, volunteers and Board members about what the legislation is about.

2.) Grassroots Lobbying: You can tell the general public your position on legislation and ask them to communicate this position to their legislators (or other government officials who participate in the formulation of legislation).

3.) Voter Registration: Even during election season, nonprofits can still educate voters about important issues. Nonprofits may also participate in nonpartisan voter registration drives and urge citizens to vote.

Here are three things a 501 c (3) nonprofit organization CANNOT do:

1.) 501 c (3) nonprofits cannot endorse or oppose political candidates, nor mobilize supporters to elect or defeat candidates.

2.) 501 c 3 nonprofits cannot align themselves with political parties.

3.) 501 c 3 nonprofit organizations cannot contribute in time or money to political candidates or parties.

SOURCE: Center for Lobbying in the Public Interest publication “Make a Difference for Your Cause,” (pages 16-17) which can be found here: http://clpi.org/images/stories/content_img/Make_a_Difference_RG%5B1%5D.pdf

Although, It Is All About Relationships: 8 Steps to Building Strong Ones!

1. Know who your state representatives, city councils, congressional delegation and senators are, know them not only for your personal districts, but also for the districts where your organization resides and for the districts where your constituents live.

2. Research your elected officials; find out what their  interests, values, and passions are.  What do their bios say about them, what have they supported in the past that pertains to your organizations and/or the issues you care about? Who are their key policy staff members, what do they care about? How might you get to know them?

3. Be ready to be quick and efficient.  Elected officials have a limited amount of time to spend with you (estimate 15 minutes, if you can engage them, perhaps will get 30 minutes.) Realize they are not intentionally trying to rush you, although a lot of people want to meet with them. Be prepared.

4. Tell them a powerful story. Tell them about your organization and its impact on the community. As the great fund raising guru Kay Sprinkle Grace says, “Give them a story and a statistic.”  You want to appeal to their intellect and their emotion.  Prepare at least 2 great stories and 2 relevant statistics.

5. Engage them! Invite them to your events and programs, and invite their staffs to attend.  Ask if you can add them to your mailing list and leave a few information packages.

6. Leave the door open for another meeting. Let them know that you are interested in developing a relationship with them and offer them the expertise of your organization, senior staff and Board members.  Offer to make a presentation to other constituents about these issues. Let them know the services you have available to help their constituents.  Invite them to come on a tour of your organization, or ask them to join some of your Board members for an informal coffee.

7. Send a thank you note. This is a great way to keep your relationship open, make it personal.  Send a card from those who benefit from your services and cultivate the relationship. Stay on their radar screen!  Be in a place for them to feel comfortable inviting you to visit again.

8. Keep building the relationship. People like to work with people they know and like.  Stay engaged.

And remember what Tocqueville knew: that the power of such associations is crucial to the democracy we are privileged to enjoy.

All nonprofits have a vital role to play in our democracy. For 501(c)(3) nonprofit organizations that role includes lobbying. Nonprofits have every right to advocate on behalf of policies they believe in. It is only when this advocacy deals with specific legislation that limits come into play. – Independent Sector Website

Here is the page from Energize.

Social Entrepreneurship

Books on this topic

Articles/excerpts on this subject

• Social Entrepreneurship entry in Wikipedia

Websites with information on this subject

Alltop:  Social Entrepreneurship
http://social-entrepreneurship.alltop.com/
Site that gathers news and information about social entrepreneurship and presents it in one place, with links.

Ashoka
http://www.ashoka.org/
Global organization seeking to allow  “social entrepreneurs to thrive and enable the world’s citizens to think and act as changemakers.”   See section of site defining a “social entrepreneur.”

Echoing Green
http://www.echoinggreen.org/about
To accelerate social change, Echoing Green invests in and supports outstanding emerging social entrepreneurs to launch new organizations that deliver bold, high-impact solutions.

Social Citizens Blog
http://blog.socialcitizens.org/paper
A highly-interactive Web site to elicit discussion of  “social citizenship,” including a “discussion paper” and videos explaining new technology for online exchange.

Social Enterprise section of Free Management Library
http://www.managementhelp.org/soc_entr/soc_entr.htm
Carter MacNamara has added this topic, with a comprehensive list of links, to his online library of management topics.

Relevant Hot Topic essays

• Encouraging Entrepreneurial Volunteering - Nov ’06
• On Being a Dream-Catcher - Dec  ’00

Over the last two days, my Tweetdeck feed has been continuously streaming wisdom from the National Conference on Volunteering and Service taking place  New York City. The #NCVS hastag lights up my screen with the voices of so many old (and hopefully new!) friends and colleagues  from all over the world. Brilliant, interesting, and passionate people.

Being a part of this incredible international movement has been a highlight of my professional, and personal, life.  And I am grateful for the experience of being a part of this community of ”do-gooders”, ‘”social change leaders” “volunteers” and “innovative leaders.” As I watch the “tweets” go by, the phrase “social entrepreneur” keeps lighting up my screen.  Each time it passes, I wonder what the phrase “social entrepreneur”  means to each of these individuals?  As with so many concepts in the social sector, this is one that I think has different meanings for different people.

OK, so I decided to do a little research. Here are a few of the definitions I found:

And a question, I’ve been pondering it is, our current structure of funding the social sector that relies primarily on the generosity of others viable to sustainability to meet  our society’s most pressing needs?

Judge of a man by his questions rather than by his answers.  – Voltaire

Let me start this blog by expressing gratitude to Hildy Gottlieb, Dimitri Petroplolis of the Community Driven Institute and Nancy Iannone, a nonprofit and community development expert who started the monthly Twitter Chat, #npcons.  Every month they create a meaningful theme and use it to promote dialogue among nonprofit and community consultants.  Who ever would have imagined the power of these hour-long one hour 140 character conversations.

On the last chat, the discussion focused on how people learn to be consultants.  People come to this work from so many interesting places.  I came to it, having served as a nonprofit CEO in an amazing start up organization, HandsOn Greater Phoenix, which now 15 years after our modest (however, passion-filled) beginnings, now mobilizes 50,000 a year in projects 365 days a year.  After 12 years with HOGP, I knew I would be involved in community building for the rest of my life.  Others came to this work from the consulting sector, real estate and neighborhood development, and academia. It was exciting to connect with, and learn from, others on these Twitter Chats.

For those of you who we not on the last call, a discussion started about how to develop unique, interesting ways to create a dynamic, connected community of nonprofit/community building consultants. There where many excellent ideas.  And, a question that I thought was interesting was “what are the most important questions you ask your clients?” (and use the term “clients” freely, it can be questions you ask Boards you serve on, or teams you will be working with) I was really inspired by the answers and offered to compile a list of the “Questions shared.”   Some pretty terrific questions flew into the #npcons feed in 140 characters or less.  So here is my attempt at sharing them, please pardon the creative liberty I may have taken in recording them, and please make any changes and additions.  I am also adding a couple others that I find powerful, and a few from one of the BEST question askers I know, Miss Hildy Gottlieb.

There is so much power in the questions we ask.  One right question asked at the right time can build the strongest relationships with our clients and our teams.  Sometimes organizations can get to go to reach their goals and vision, because of the questions they ask and how they frame the questions to lead them to greatest possible future.

Here are some great ideas for “question asking” from some wise consultants.  I am also including their Twitter name/address so you can follow them if you are not already — Enjoy!

Also if you have other excellent questions to share, please comment! And feel free to share this post with anyone who you think would be interested in 1) the questions or 2) joining the #npcons Twitter Chat.

@hildygottlieb

“What is your vision for what is possible in the community?”

“What would “amazing” or extraordinary” or “Wow!” look like?”

“What would that make possible?”

“What would the community look like if _______ (fill in the blank)?”

* For more powerful questions, check out Hildy and Dimitri’s website at www.communitydriven.org

@joe_brown

“How are you?” (We are both real people)

“How can I help you?” (Address their needs not yours)

“What else is going on?” (What else is going on? Key to relationships and ongoing business)

@bonniekoenig

“What are you trying to accomplish?”

“What have you done so far?”

(Rest of the conversation usually comes from answers to those questions)

@elainecohen

“What do you do best?

“How can I help you be better at what you do best?”

@Help_Line_211

“What is your most important need right now?”

“What has worked in the past to support/solve this similar problem/situation?”

@AbbieF

“Are we on track?”

“Have your goals/objectives changed in the last six months?”

“What else can we do for you?”

@visionspun

“What is it going to take for this organization to not have to exist anymore?”

@askdebra

“What are your goals?” And “Be specific and please differentiate short-term, long-term, organizational and programmatic?”

@heyjuliak

“Do you have any money?” (or what resources do you have available do do this project?)

Some of my favorite are @alisonrapping

“If we were successful, what legacy would be built?”

“What are the most important questions I am not considering?”

“Help me understand…”

“What would success look like?”

OK, I know, I forgot the most important question, from @elainecohen “Where do you keep the Chunky Monkey?”  Have to keep everything in perspective!