Head out the Door!

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How many donors did you visit this week?  Did you get out of your office, away from your phone and computer, and get in front of your donors?  I recently had a conversation with a development officer who felt her major gift program had stalled.  She shared with whom she wanted to meet, what the strategy was for each prospect, and quickly outlined a wonderful plan to help launch a new program.

The problem was simple…she had a great plan, but, she wasn’t getting out of the office to talk with her donors!  Why?  We all know too well how busy we get with daily tasks that need to get done…maybe a grant to write, an event that needs to be tended to, or various meetings to attend?

It’s an age-old problem and one that I believe needs to be revisited at the start of every fiscal year.  How many calls will you make each day?  What is your goal for visits?  How can some of the other tasks be tabled or delegated to another staff member so that you can get out the door?

Many years ago, one of my mentors, Jim Stack, told me that development work is simple…it’s not rocket science.  We have to build relationships with our supporters and keep them engaged with the mission.  Every week, he was out the door asking for gifts, thanking donors for their investments and at every single meeting, he furthered the relationship the donor had with the organization.

It’s not rocket science…Jim was right!  And, it’s a good reminder to all of us that we need to make a concerted effort to get out the door and spend our time in a way that is most cost effective for the agencies we represent.

So, today, I challenge you…set your weekly goal for calls and visits and stick to it!  GET OUT THE DOOR and watch your major gift goals SOAR!

by: Susanna Decker, Senior Consultant HUB Philanthropic Solutions

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Summer Camp Learning

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It’s mid-July and I’m pretty much camped out. Since school let out in early June, I’ve dropped my kids off at dance camp, tennis camp, soccer camp, swim camp and drama camp and we still have six weeks to go!

As a child, I “went away” for seven-weeks to ONE camp each summer in the heavily wooded, hilly terrain of Northern Ontario several hours north of Toronto. My time as a camper in a cabin with no electricity from kids all over the world obviously was a positive one as I repeated this summer trek “Up North” for the next nine summers transitioning from camper to Counselor in Training and eventually to a Counselor the last several summers.

My experience of camp was much different than the experience my kids are having at camp here in the City of Chicago, however the one constant is the focus each of the camps strives to convey. With each of the camps I’ve associated with this summer, there is a clear understanding of what the end goal is by the end of camp.  Each strives to show the campers a good time, but each has an obvious objective for the campers to learn specific skills and improve on based on the programs that each of the camps is offering.

In my colleague David Gee’s blog post, To Be Interested, which he shared back in April, he challenges us to remain focused on the understanding of donors. Not necessarily on persuading them right from the start early in the cultivation and relationship building process, but by putting your energies into being interested in them first.

The summer months are an opportune time to re-focus on understanding how we can learn from our everyday donor experiences. Are we learning from our donors on their giving habits? Are we gaining wisdom from our donors on how they are communicating with us both in the frequency as well as with the specific vehicle? Are we constantly evaluating the changing donor landscape and how they may be changing their expectations of us as fundraisers? We get our news differently in 2017 as we did in 2007 so how will we stay ahead of the changing dynamic in how people donate and what their expectations are of us in how we report, share results and show impact?

What have you learned from a recent donor interaction? What have you done to learn more about or from a lapsed donor?

The summer camp season is almost over, but learning from our donors will never end.

by: Tim Kennedy, Associate Vice President, HUB Philanthropic Solutions

Are you remaining curious?

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Recently, the founder of one of the world’s largest Public Relations firms in the world passed away. Al Golin, (the name of the firm that still bears his name) died at the age of 87 years after 60 years in the business and never having retired.

Al is best known for being the guy who made a cold call to the founder of McDonald’s, Ray Kroc, asking Mr. Kroc if he needed help telling the story about this new restaurant business he was hoping to expand across the country.  Al was hired on the spot and became a pioneer as he helped the young company adopt a culture of getting involved in the community, partnering with local organizations and establishing charitable tie-ins….now a prerequisite in the world of corporate America.

Though Al is best known for that encounter with Ray Kroc and advising this corporate behemoth to implement what is now known as Corporate Social Responsibility into their business plan, what he’s truly known for was his integrity, thoughtfulness and curiosity.

As my colleague David Gee shared in a past blog post, Be Interested, focusing on understanding and striving to be interested not interesting will certainly help with building connections vs one-time encounters. Al Golin was notorious for building connections. He was always interested in others, and asked tons of questions learning their backgrounds, their story and about their families.  He was never too busy or too important to answer a question or talk with his employees about a project or client. He was always learning and pushing others to strive to learn more. Because of this, GOLIN still works for McDonald’s today….the longest PR agency and client partnership in history.

As you head in the summer months, I challenge you to remain mindful of being present with your key stakeholders, your most loyal donors (large and small), maintain the connections and touchpoints through the summer and at the same time strive to learn more about them as well as your own development efforts. Strive to learn more on how to enhance your donor recognition efforts, strive to learn more by brainstorming innovative stewardship practices, strive to learn more on how and when your donors want to be communicated with. Are you remaining curious on how they react to your appeals? Your annual reports? Your fundraising events?

Whether it’s with proposal submissions, appeal letters, general stewardship or board member interaction; maintaining the connections, being curious and always striving to learn more on how to be a better development professional are things we constantly need to be mindful of.

We all can learn from an old PR legend like Al Golin who knew how to maintain and keep long standing relationships.

by: Tim Kennedy, Associate Vice President, HUB Philanthropic Solutions