HAITI DISASTER: A Lesson in Mobile Philanthropy

The devastating earthquake disaster in Haiti has catapulted Americans to give generously regardless of our own economic woes. One just need to view a clip of the mass graves or American Civil War style limp amputation, done without anesthesia, to react by making a charitable donation to the rescue, relief and rebuilding efforts.

For what else can we do but respond generously?

Apparently, this mega disaster has our youth reacting with their hand-held devices. As of this writing, the American Red Cross is reporting that $10 million has been raised by the use of text messaging. Within hours of the earthquake, the quick thinking American Red Cross responded with a massive media appeal to text 9-0-9-9-9; the results are historic.

Facebook and Twitter sites were spreading the word as fast as we were receiving the news of the earthquake – the power of social media unleashed for an urgent humanitarian need exponentially reaching millions within hours.

Okay, This Has My Attention…With 280 million wireless users in the United States, text messaging is used by 68% of 18-24 year olds, 37% of 35-44 year olds, and, 14% of all Americans over 65 as reported by Mobile Giving Foundation www.mobilegiving.org a nonprofit organization providing a link between a charitable

Six other charitable organizations, including the Clinton Foundation, are accepting donations via mobile channeling for Haiti relief.

In a conversation with a Development Director of the American Red Cross a few minutes ago, he believes that the majority of the money raised by hand- held devices came from individuals between the ages of 18-35 year olds; the “immediate response” generation of users.

There are currently over 800 mobile giving programs at either the $5 or $10 donor level.

Mobile Giving Foundation states that mobile philanthropy outpaces online donor acquisition by a 3:1 Factor, depending on the cause and the call to action.

THE CAUTION FOR MOBILE CAMPAIGNS:
The “keyword” is ACQUISITION. I agree that mobile charitable giving will outpace online acquisition of a name, contact information and a charitable gift, as long as it is coupled with a large scale media blitz.



But the total amount of the money raised is contingent upon many factors, including the use of social media to spread the urgent need along with radio and television outreach.

I would caution my colleagues to implement a cross media integration platform to coincide with a mobile campaign.

There is great power in hearing an urgent need via radio, social media, television and responding with a text message charitable gift to make an impact – especially when there is a race against time as in Haiti.

The American Red Cross would like the public to know that all the money designated for Haiti Disaster Relief will go to Haiti, minus 9% for management and governance of the national organization.

The efforts for rescue, relief and rebuild are just beginning for Haiti and so is the outpouring of our generous American spirit. It is so sad that we needed to wait for this disaster to offer much needed attention to this little county in our western hemisphere.

May we see more rescues in the coming hours.

Posted:

Friday, January 15 @ 7:30 p.m.

Lisa Benson
President & CEO
Lisa Benson Consulting, LLC
602-354-3535

Fundraising Strategies That Work!

Fundraising Strategies That Work!
Insights and Updates from Picasso Strategic Solutions, LLC
....from professionals with a proven track record of raising more money.


www.picassostrategicsolutions.com


Inaugural Issue: Fall 2009

In this issue
Prepare For Successful End-of-Year Solicitations

New Affordable, Results-Oriented Coaching Programs

Lectures to Empower Your Board and Staff



Prepare For Successful End-of-Year Solicitations
Before You Solicit Your Donors, Thank Them!
Mid-November, a few weeks you solicit your donors, is a perfect time to thank them for their past gifts. Everyone loves to be thanked. A telephone call is better than an email or letter since it invites interaction; a thank you call is likely to evoke warm and fuzzy feelings towards your organization. Most donors are making fewer gifts than usual this year, and when it comes to end-of-year giving decisions, they are likely to think of those organizations with which they've recently been in contact.

Board members are particularly well suited to make these thank you calls. Donors feel honored to receive calls from board members. And since the calls don't involve asking for money, this is a great first step for board members who might be nervous about fundraising. Furthermore, board member/solicitors likely will give bigger gifts by virtue of cognitive dissonance, i.e., the natural tendency of people to reduce internal conflict by reconciling their beliefs and behaviors. Once a director tells donors about your organization's valuable work, he himself is likely to give at a level that reflects his own endorsement.

The elements of a thank you call:
1. Thank the donor enthusiastically for all she has done to impact ______________ [your client population].
Keep in mind that the donor's goal is to change the world, not to make your organization a success.
2. Mention something specific that the donor's gift helped to make possible.
3. If appropriate, invite the donor to be more involved, perhaps by volunteering.
4. Thank the donor again.
Let us know how this strategy works for you!

To Your Fundraising Success,
Lisa and Amy


New!
Affordable Results-Oriented Coaching Program
Completed in About Two Weeks

Introducing
THOSE FUNDRAISERS
A Division of Picasso Strategic Solutions

JumpStart™
For new nonprofit organizations.
It's all about the message!
MaxImpact™
For established nonprofits.
Prepare for maximum impact in 2010!
Special introductory offer! From now through December 2009, JumpStart and MaxImpact are specially priced at $1600.
www.thosefundraisers.com

Contact Amy to schedule your coaching services.
480.215.2710
amy@thosefundraisers.com



2010 Lecture Topics
90-Minute Lectures Customized to Meet Your Organization's Needs
Special Introductory Pricing

An Introduction to Best Practices
Case Statement - the most important document on your desk
Development Plan - a roadmap for raising more money
Board - recruiting directors who are "on board" with your mission
Social Media - using technology to reach new donors

The Foundations of a Relationship: Securing Major Charitable Gifts™

Raising Lifetime Donors: Valuing the Donor More Than the Dollar™

The Case For Philanthropic Support: One Message, One Voice™

Bill Gates Has Money, Let's Ask Him: A Primer on Prospect Research™

It's the Plan, Stupid: The Integrated Development Plan™

Getting To The Core Of The Matter™

Contact Lisa to schedule your lectures.
602.354.3535 or lbenson@picassostrategicsolutions.com





Talk to us!

Now is the time to ensure your 2010 fundraising success!

We can help you raise more money .... as we have helped organizations worldwide.

Ask us about our track record.

Call today to schedule your free consultation!

Lisa Benson, CEO
lbenson@picassostrategicsolutions.com
602.354.3535

Amy H Laff, Of Counsel
alaff@picassostrategicsolutions.com
480.215.2710

BRAGGING 101

Bragging does not always come easy. Sometimes we brag about the wrong things, but when it comes to the promotion of a charitable organization and the writing of a year-end appeal letter, one cannot brag too much. This is profoundly true when you need to brag on how you spent other people’s money the year prior. After all, a nonprofit is a public trust and the money you spent to increase capacity this year comes from the public, and therefore, they have a right know how the organization spent it.

Most often, the annual report illustrates to the board, and the community at large, the financial well-being of an organization.

There is one other time in the course of the year that you can exhibit bragging rights and use it for fundraising purposes….

…and that time is NOW…..

The year-end appeal letter is most often neglected as a public relations tool. It should be sent to your past donors, as well as prospect donors.

Here are some points that you should include:

• The beginning paragraph should thank the past donors and wish them a happy holiday season. Without their benevolence, there would be no organization. Thank them in the beginning, thank them in the middle and thank them at the end of the letter.
• If the letter is going to a prospect donor, explain how you obtained their name.
• Explain how in 2009 the organization weathered a great challenge (as most did this year) and that regardless of the recession, the charitable organization delivered xyz services to the community. In short order, what was the IMPACT in specific and measurable terms.
• Position the organization to catapult to a new level and explain what the plans are for 2010.
• Finally, ask for a specific amount. Don’t leave it to chance. If your organization has a goal to reach by the end of the calendar year, be specific on how it will be used.
“Your donation of $75 will enable us to start to plan
for 2010 with enthusiasm and optimism.”

Remember, donors NEVER give to distress; they give to success. Make your case for support upbeat and compelling enough that someone will write a check on the spot. It would be too easy to write about how difficult things are this year. PLEASE DON’T DO THAT! Be positive as no one wants one more piece of bad news; your letter will end up in the trash can if it is not motivating.

Your year-end letter must be in the mail by November 1st. It is already getting late as this year we expect a deluge of requests going to donors on behalf of charitable organizations.

If you need help writing a year-end letter, Picasso Strategic Solutions has a staff of writers that can help you.

Don’t miss out on this important fundraising and public relations tool.
BRAG AND BRAG SOME MORE………THERE IS ALWAYS SOMETHING TO BRAG ABOUT IF YOU ARE SERVING THE COMMUNITY.

Next blog will tell a bit more on how to enhance your website to receive gifts.

For now,

Lisa E. Benson
President & CEO
Picasso Strategic Solutions, LLC

Raise Your Voice For Nonprofit Success

If you are in the business of nonprofit institutional advancement you are concerned if not downright worried that your organization may not survive the economic tsunami.

…and you are not alone.

It is estimated that there are more than 1.5 million nonprofit organizations in the United States. Prof. Paul Light, NYU, has estimated that as many as 200,000 nonprofit organizations will be forced to close their doors!

If you are involved in a nonprofit organization WE WOULD LIKE TO HEAR FROM YOU!

What are your concerns? What do you need to stay engaged in your mission?

Nonprofit organizations are most often getting by on a shoe string budget and there is little margin for such things as a massive global recession.

Here are a few reasons why organizations fail to succeed regardless of a sluggish economy:

1. They don’t have a compelling message
2. They don’t articulate their impact on the community or nation. Only 2% of nonprofit organizations are objectively measuring their impact.
3. They don’t have stated goals
4. They don’t have stated objectives to reach goals
5. They don’t self evaluate themselves or their programs
6. They don’t ask for money
7. Their mission statements do not tell “why” they exist
8. They don’t collaborate and are territorial; mergers don’t seem palatable
9. The organization’s founder is set in his/her ways and won’t change strategy
10. The organization has no clue what governance and compliance is; however it will
soon be evident with the new Form 990.


Let us help you by helping us…

Picasso Strategic Solutions will be facilitating several seminars in your local communities on the issues that YOU want to hear regarding nonprofit advancement.

Please write us and let us know what topics you would be most interested in discussing.

With more than 30 years in nonprofit institutional advancement, I/we hope to help you formulate a strategy to maximize your impact in 2010.

Raise Your Voices and Be Heard! We look forward to hearing from you.

For now,

Lisa Benson

RAISING MORE MONEY ...THE CORE ISSUES

This is a reprint from E-Jewish Philanthropy authored by Kay Sprinkel Grace
Excellent piece for those who manage Nonprofit/Nongovernment organizations.

An important read for raising more money in competitive times....


As philanthropy matures globally there is an increased desire on the part of organizations in all locations to increase the number and commitment of volunteer leaders involved in fund raising, advocacy and other activities that will benefit the organization and the community. Whether the organization is volunteer-run and in need of more volunteers, or staff-run and wanting to engage community people in its programs, the goal is the same – to find ways to effectively recruit, enlist and continually inspire volunteers.

The three critical factors that attract, inspire and continually motivate volunteers are already at the heart of all successful nonprofits – mission, vision and values.

Working as both a volunteer and a professional with a wide variety of organizations, I have observed that continually communicating the organization’s mission, vision and values easily distinguishes those organizations whose volunteers remain loyal and motivated from those that are continually frustrated by the lack of volunteer engagement. To effectively communicate mission, vision and values you need to understand what each is, and why each is so important.

Mission

Most organizations have a mission statement. And, most mission statements describe what an organization does. While this is important, it is not the first message you need to communicate. First – to inspire giving and volunteering – you have to communicate why you exist.

What is the need you are meeting? Without an understanding of why you exist, it is more difficult to be inspired by what you are doing. Your “what” lacks passion and reason without the “why” – particularly when volunteers or donors are attempting to assess the many options presented to them for involvement.

The preparation or review of mission statements provides opportunities for volunteers to see the why and to understand the what. The process gets them involved. And, once the statement has been affirmed or revised, communicate the statement in speeches, materials and on your Website to get others inspired.

An example from Vector Health Programs of Eureka, California, makes the point. Their original mission statement simply described what the organization does – provide medical programs for people with injuries or other problems with their hands. When the Executive Director read the original mission statement to a class at The Fund Raising School, I listened and then said, “Why?”

She was startled. To her, the reasons why you would have a medical program for injured hands were apparent. She said, “Because people need their hands”. I said, “Why?”. Then she was really startled. “Because people do things with their hands,” she said.

I responded, “Write a mission statement that tells me why.” This is what she wrote:

“Next to the human face, hands are our most expressive feature. We talk with them. We work with them. We play with them. We comfort and love with them. An injury to the hand affects a person professionally and personally. At Vector Health Programs, we give people back the use of their hands.”

The class – and subsequent classes where I have shared this – got the point immediately. This mission statement inspires and motivates.

Vision

Aligned with mission is vision. If the mission is the expression of why the organization exists, the vision is the expression of what the community and the organization would look like and be like if that need were met.

To have a vision is to be visionary; to share a vision is to be a leader. Whatever vision you have for your organization, share it with others. A vision is very inspiring to all volunteers – it lets them know where the organization is going and provides them with a motivating message that can be shared with others.

When recruiting volunteers, cultivating donors, or asking for gifts, there is no substitute for the ability to communicate and enroll others in the achievement of your vision. It is the platform for conveying outcomes to donor-investors and also a strong motivator for maintaining volunteer commitment.

Values

Values are the basis of philanthropy, and fund raising is how we provide opportunities for people to act on their values. Values are reflected in the mission (why you exist) and surround the vision. Values come from leadership and attract leadership. Staying true to your organizational values is the measure of your integrity; values are the filter through which volunteers view us, join us, support us and get others to invest in us.

It is a good exercise to have an organization identify its own values. Volunteers and staff, seated at a boardroom or other meeting table, when asked to write down the three values they feel are the most important to the organization, will surprise themselves and each other – and find a common meeting ground – when they share those values. Without exception, they will find that the values they identify are nearly the same. They have been drawn to the organization because they understand its values-inspired focus on issues that matter to them.

People will respond because your organization’s values resonate with theirs. When we recruit and enlist volunteers, it is important to find out what they value and then connect them with the people and programs where their values will be most appreciated.

With potential donors, we need to spend much more time uncovering shared values and less time focusing on fund raising. Without knowing what a potential funder’s values are, fund raising can be an ineffectual process for the volunteer or staff person. When the values are known, it is an easier and often joyful process to show the person how their investment is a lasting way to communicate their values in the community.

Look at your marketing materials: do you communicate your values in such a way that those who share your values will be drawn to you? Or, do you focus on the organization and its attributes only?

Tying Mission, Vision and Values Together

Mission, vision and values are clearly related. Together, they comprise the center core of effective development/fundraising and volunteer programs. Be sure these three things are present in all training you do with volunteers, in all your marketing materials both to the community and inside your organization, and that your board members and staff leaders can communicate them clearly, easily and constantly.

In your board, staff or other volunteer meetings, work to ensure that they are not “bored” meetings – too focused on the organizational issues. Better to emphasize why you exist, the impact you are having, and why your values are critical to the health of your community.

Have a “mission moment” at every board meeting – give five to ten minutes of your meeting to invite a person from the community who has benefited from your program, to tell you why your organization is important, and why he or she is grateful for its work and the investment of the donors. There is no substitute for the impact of this in keeping the mission, vision and values fresh and vital.

If this sounds like lots of work, think to the future. While it may take extra effort to get the program started – to identify and communicate the mission, vision and values effectively – you will find the benefits overwhelm the time required.

You will find that you have expanded your outreach and impact. More people will be telling your story, and you will be having more impact because of the leveraging of resources. By unleashing the passion people feel about their values, the shared vision, and the why of your organization, they will pass that passion along to others. There will be greater commitment (sustained passion) and a greater number of advocates working for you out in the community reaching more constituencies than ever before.

Committed volunteers are engaged, not just involved. They are solid investors of their time, and also their money, and they are interested in enhancing their investment and keeping it strong. Volunteers want to see the transformation of donors into donor-investors, and they become more articulate advocates as they grow more closely involved with the vision and mission.

And, the Result?
Ultimately, more money is raised from the community because the mission and values are more visible. More people are asking, and they are more enthused while they are asking. They realize they are asking people to give not because they are a needy organization, but because they are an organization that is meeting needs.

As leadership of your organization embraces this new model, it, too, will grow stronger. The new attitude and the spirit of innovation will also attract new leadership – a challenge with which many organizations continually wrestle. The heightened level of community advocacy that comes from focusing on the issues your organization is addressing will also connect your leaders with other leaders who are concerned with the same issues, and will raise your visibility in the community.

Like all formulas for moving an organization forward, you will have to decide what will work and what will not, and just how fast you can go. If you need to, start small. Determine where you can begin, and just get started. You will find even the smallest change makes a measurable difference.


Posted by Lisa Benson
President & Principal Counsel
Picasso Strategic Counsel
www.picassostrategicsolutions.com
lbenson@picassostrategicsolutions.com

602-790-6418

GETTING TO THE CORE OF THE MATTER

Today, Giving USA reported charitable giving statistics for 2008. Not to anyone’s surprise, donations to charitable organizations fell by 5.7 percent (after adjustment for inflation).

The release was heralded in by a webinar hosted by the Chronicle of Philanthropy.

Does the decline in funding surprise you?

Of course not!

Those of us in the fundraising trenches fully comprehend the difficulties facing nonprofit organizations today….

But wait a minute here….Americans still contributed $307.7 billion to charities last year.

What does $300 billion look at?

Not until America started discussing the $700 billion bailout did we all start contemplating the enormity of billions and billions of dollars. In short order, $300 billion of dollars could make every resident in Buffalo, New York a millionaire; it also equals 40 years of profit for Exxon. It is a lot of money!

The Sky Is Not Falling…..

Yes, it is true that we have a struggling nonprofit sector. However, there are organizations making money. They are the nonprofit organizations that have integrated annual campaign plans, a fully engaged board of directors, and a compelling case for philanthropic support.

I posted a comment on the webinar stating the following:

“I am a consultant to several organizations. What I am seeing is that compelling issues ARE being funded. If the case for support is articulated well, and the campaign is integrated, the organizations are being funded. Those that are not being funded are those who had poor campaign plans in the first place. Are we not seeing a “weeding out” of the weakest organizations as a result of this recession?”

The Moderator Responded:

“Yes, I agree with you. Over the last few years, many other nonprofit organizations have adopted the fund raising practices of the more sophisticated and celebrated universities, hospitals, and UJA-Federations. They have made the investment and now they are able to use their cases, integrated campaigns, and management practices to their benefit. Also, organizations with strong and engaged boards are also doing well.”

Getting to the core of the matter…

If an organization has one funding stream, it will not be able to withstand an economic tsunami. If the organization has been dependent on foundation funding, and does not have a cadre of financially invested donors, it will have difficulty withstanding the recession. If an organization has a board of directors that comes to meetings, votes, and leaves without giving a charitable gift and not getting a charitable gift, it will be feeling the pain of this recession.

We heard today that foundation funding declined by 66% in 2008; however, foundations will continue funding their existing projects. This is very good news.

The decrease in overall giving for 2008, much less than some experts had expected.

Key Finding Include:

· Individuals donated $229.3-billion last year; $22.7-billion was contributed through people’s wills (a 6.4 percent decline).
· Corporate donations totaled $14.5-billion
· Foundation grants declined only slightly, 0.8 percent.

Regardless of what is reported as a decline in giving, Americans dug deep into their pockets and funded urgent needs to the tune of $229.3-billion as individuals.

Thank you, America!

We are the land of the free, the home of the brave, and the source of comfort to millions of Americans in need.

We can be proud of ourselves.

For more information on integrated campaign development, board enhancement strategies and annual campaign implementation, please contact me.

Lisa E. Benson
President, Picasso Strategic Solutions, LLC
www.picassostrategicsolutions.com
602-790-6418

FROM THE FRONT LINES

I invite you to come to my office and sit in at my desk for a few hours. I promise you it would not be boring. If you are seeking a “thrill ride,” this is the place “to be.”

No, this is not the desk of an investment banker, Wall Street trader, or that of a bankruptcy attorney. The task I take on each and every day is to understand what is happening to America’s money and how to create a “win-win” approach for both donors and charitable causes.

I AM A FUNDRAISER…….often, I refer to myself as a Development Strategist, but really, what I do is raise money and lots of it…and lately it is a monumental task and not one I suggest for the faint of heart.

The need is urgent …there is little time to wait when families are living on the streets.

My projects vary from month to month; however, lately they are focused on two central issues: 1) national security; and 2) the well-being of homeless families. In Phoenix, Arizona that would equate to OVER 20,000 families, a night, living on the streets of just the City of Phoenix …this does not include outlining areas.

Recently, a school teacher friend remarked that several of her students have stopped coming to school. Efforts to reach the families have resulted in learning of disconnected home and/or cell phones, and in some cases, school teachers have gone out to the homes to find them abandoned.

It is horrific to imagine families living in cars or under bridges.

Certainly this cannot be happening in America, but it is.

The United States is a beacon of democracy where every child should have a safe place to sleep, a warm meal, and a place to learn where they can dream and work toward becoming doctors, scientists, lawyers, congressmen, presidents, and school teachers, bus drivers, home builders and soldiers.

I want to direct your attention to three organizations, all in Phoenix, that are working tirelessly to eradicate poverty, help homeless families, and school homeless children.

They are:

UMOM – United Methodist Outreach Ministries/New Day Centers
www.UMOM.org

Children’s First Academy
http://www.childrenfirstacademy.blogspot.com/

My Sister, My Friend
http://www.mysistermyfriendaz.org/home.html


These three organizations are making a difference in the lives of men, women and children by either providing food boxes, emergency housing, schooling homeless children. They are providing a “hands-up” to hundreds of individuals daily; however we need to help THOUSANDS.

Please consider a tax-deductible contribution to these nonprofit organizations.

The nonprofit professional journals have endless articles on how deep the current crisis is for the human service sector. Unfortunately, they do not address how to create a sustainable fundraising stream of revenue. Pundits, professionals are long on rhetoric and short on advice.

I think I know how to raise money at this time…or at least, I have an idea that is taking root which may change the way we look at fundrising.

And trust me; it is a departure from what I would have recommended six months ago.

From the front lines, I will continue to report to you on the change needed in nonprofit fundraising (and development) in order for our sector to survive.

Lisa E. Benson
President
Picasso Strategic Solutions, LLC