October 2008

I am a huge fan of LinkedIn and have used it with each nonprofit that I have worked with.  It has taken a little bit of time to build my network and understand that systems but once I learned how to do it I have found it extremely valuable to development work.  Here are a few examples of what LinkedIn can do for you.

• Stay in Touch- We all lose touch now and again with people that are connected to our organization.  But if you connect with them on LinkedIn they can update their employer and you will always have a way of connecting with them.
• Leverage the Network of your Volunteers- I often use LinkedIn as a way of figuring out who my organizations key volunteers know.  Once you are connected you can see the people that they know and this can help you understand who their network is and if they have friends that can give.
• Build an Online Community- LinkedIn Groups are a huge asset to any organization.  Recently they upgraded their “groups” area and you can discuss ideas and issues.  This is a great way to foster networking and community with your volunteers or donors.
• Find Success Stories- I have found past alumni or clients of my organizations and connected with them.  This has resulted in great testimonials in support of the organization.
• Up-to-date with your Contacts- If your contacts change jobs, start working on a new board, are thinking about a specific issue, they may include it in their profiles.  This is a great way to keep up-to-date with your contacts and send them a note or call them if anything major happens.
• Prospect Research- I will sometimes use LinkedIn as a way to do a little research on potential or existing donors.  You can see their past employers, they talk about things that are important to them this is a great resource in learning about your donors.

Do you use LinkedIn as a development professional?  Leave a comment with your story or join the new A Small Change group on LinkedIn.  If you have any questions or want help with LinkedIn let me know and I’ll point you in the right direction.

This month’s Fundraiser of the Month is Erica de Klerk! As you many of you know, I highlight a different fundraiser every month and asking them to talk about what makes them good at what they do. Last month I highlighted Chris Logan. Feel free to refer someone you know of that’s a great fundraiser in the comments section below.

What kind of fundraising do you do and who do you do it for?

I am the Director of Stewardship (Major Gifts) for the National Multiple Sclerosis Society, Greater Washington Chapter.

What keeps you going? Why do you keep working in development?

The interactions with those who are motivated to give, because they or someone close to them are impacted by the disease. This past week I spent an hour-and-a-half meeting with one of those individuals, who has been giving to the MS Society for many years but is not really connected to the organization. I had the opportunity to listen, share information and determine how to engage this donor best in our work in a way that was meaningful to her. If I were sitting in the office all day, analyzing research and giving patterns, I would not be working in development. It is the relationships that keep me motivated, challenged and enjoying my work.

What tips/advice do you have to other fundraisers in your field?

Do not underestimate the power of thank yous, for all your donors. If you have doubts on the effectiveness of a simple phone call to recognize a gift, check out Penelope Burke’s, Donor Centered Fundraising. I had a recent example when notified of a gift given through direct mail. These individuals receive a thank you letter in the mail, but it is up to me to make a thank you call. As I dug deeper into this donor’s history I found some connections to one of our board members, who was able to give me additional information prior to the call. When I spoke with the donor on the phone, who we had yet to build a relationship with, she was eager to meet with me. Had I not made that phone call, that opportunity may not have come for some time longer.

What is the most frustrating or difficult thing about fund development?

It takes time, and patience. We have to be attentive to many different motivations for giving, and learn how to sustain these over time.  It is important to determine strategic priorities, develop plans, but to know that ultimately there are many variables affecting these. More recently the economy has become a variable in fund development, another is the internal culture around fundraising- that is is not just the responsibility of the development staff, all staff have a role in fundraising including the IT staff and program managers.

What is a recent, successful, fundraising campaign you wanted to are impressed with?

$19.1million capital campaign for Asian Counseling and Referral Services.

Do you ever feel like you have way to many ideas?  Or do you feel like you have a lot of great ideas and things you want to do but never end up with time to get them done?  How do you manage your good ideas?  Do you ever find yourself partway through a new book on fundraising and are overcome with the number of programs or techniques you want to change?

Every couple weeks there is something new that I want to try and almost every day there is a story or publication that I want to tweak to be more donor-centric.  I’ve found that if you don’t make new ideas a priority they will never happen; there are too many daily things in the life of a fundraising professional.  New ideas are also many times very scary for those around you to implement and support.

There are many techniques and things you can do to support new ideas in your office.  Set aside time every day to plan and think about the future.  Mark 15 minutes a day off your calendar or an hour a week with the intention of doing nothing but thinking and planning out the next step.  Many of you probably already do this as part of your normal schedule.  Make a list of every new idea you have good or bad.  If you start creating a list soon you will start to see patterns and many times it leads to implementing these ideas in some way.  After a few months of working with this list sometimes I will send a revised version to my boss or a colleague and say here is a list of ideas do any of these resonate with you?

New ideas are important especially in difficult financial times and as we prepare to fundraising with the next generation.  We need to be nimble and cutting edge as an industry or we will cease to be successful.  Foster a spirit of entrepreneurship in your office, encourage your staff to think outside of the box, and don’t be afraid to try something new.

Have you tried something new in the last couple months?  Leave a comment and share it with us.

Are you experiencing “Development Fatigue”? Many donors go through “Donor Fatigue” when they have been asked too often for a donation but that’s not what I’m talking about. Do you ever feel like you have been asking too much and just don’t have any more “development” left in you?

I think this happens to the very best of us. We have to wear a lot of hats in the development world from motivator to advocate, solicitor to coach, and many more. Often times we have more to do than we can get done in any given day. I know sometimes I am overwhelmed just at the number of things I have to do even before I have started them. When it gets to this point it is important that this kind of workload and stress does not get conveyed to the donor. The donor should always feel like you have time for them. It is also important that we learn to respond to this for our own personal and professional health.

Here are a few things that I do to stay compassionate, keep a steady mind, and keep from burn out.

• Make sure that as often as you can you take lunches for yourself. Make time in your calendar a couple times a week to eat with your co-workers, friends, or on your own. It is important to take some time away from your desk every day. This also helps you connect with other staff in the organization outside of asking them to help you in your fundraising.
• Keep perspective on what you are doing. Remember that you are part of a team, none of us can do this alone. Don’t forget what cause or issue you are working for. If you do not feel connected to what you are raising money to do then call a client or alumni and ask to hear their story.
• Do your best to keep work at work. Try not to think about what you are doing tomorrow after you have left work. Try not to bring things home or make calls from home. Sometimes you can’t do this but if you can this helps keep you centered.

I have been doing these things for a number of years and have found that they make a huge difference. There are always times when you will be too busy but I have found that when I’m able to make time for these things it actually makes me more productive. Leave your little trick of the trade or story as a comment below.