Jim Eskin Fundraising – No Quick Fixes is National Development Institute’s celebration of one of America’s great nonprofit champions. Here’s what Eskin has to share about the raising of money.
The other day I was contacted by a friend of a non-profit, who said that the organization could benefit from my services as a fundraising/training consultant.
I dutifully followed up with the non-profit CEO. He replied that the organization didn’t have the time to commit to board and staff training because he was in financial quicksand and desperately needed “a quick fix.”
The situation was exacerbated not just by the lack of willingness to commit to fees, but the CEO wasn’t even interested in receiving our free monthly e-newsletter and invitations to free webinars featuring experts from throughout the non-profit advancement arena.
Sure, I was disappointed by the response, but it also reinforced my conviction that there aren’t any quick fixes for non-profits who want to secure long-term financial health and viability.
It takes time, serious commitment and to borrow an expression — the support of an entire non-profit village.
Quick fixes just don’t work and typically place non-profits in the inevitable position of falling deeper and deeper into financial holes.
Jim Eskin Fundraising – No Quick Fixes
The truth is that no one dynamic staff member, board member, brilliant PR campaign or even a single magnanimous donor can elevate a non-profit from financial hardship to solvency. It takes building a genuine culture of philanthropy in which all stakeholders recognize a personal responsibility for the fundraising processes of discovery, cultivation, solicitation and stewardship.
It doesn’t matter if they have an aversion for asking for gifts, since there are numerous other ways to concretely advance resource development results by identifying prospective donors, breaking the ice and introducing these prospects to the mission of the organization, proudly sharing the mission, story and key messages, and especially by thanking all those who share precious gifts of time and money.
All too often non-profits fall into the trap of thinking there is a singular development professional, who they view like a lone gunfighter, who has a portfolio of rich contacts who can be instantly converted into major gift donors.
It just doesn’t work that way. In fact, placing unreasonable expectations on new staff without providing them the infrastructure and support necessary to succeed is a major reason that there is so much churn and turnover in the development profession. The sad reality is that a non-profit is lucky if they can keep a good development officer for two years. The higher the immediate expectations and severity of financial problems will likely reduce staff retention to a shorter period. This culminates in a vicious cycle in which a non-profit is continuously searching for and replacing staff, frustrating donors and prospects who must work with staff who aren’t familiar with their philanthropic vision and priorities.
As a fundraiser trainer, I must admit to a vested interest in organizations who are willing to commit the time and resources to build a culture of philanthropy from the ground up. I like to train board and staff members as an advancement team because after I leave, they must work together as a team if they are to be successful in nurturing relationships and asking for and receiving gifts of time and money.
Even one very generous donor doesn’t have the power to magically turn a financially at-risk organization around. Sure, their infusion of much-needed capital will resuscitate the organization for a while, but ultimately the benefit will come to an end. Every donor deserves to know how the organization will sustain its mission and impact once their gift dollars run out.
Fundraising training must get across that resource development isn’t something to be scared of like root canal or a colorectal exam (by the way I have profoundly benefited from both of those).
Instead, fundraising training must convey that it is primarily an extension of the passion that professional and volunteer non-profit leaders have for their respective organizations.
My training extends far beyond classroom lectures (whether in person or webinar). It emphasizes hands-on learning exercises such as practicing elevator pitches, identifying prospects from personal, professional and civic networks, and most importantly, rehearsing and role playing the ask. The biggest reason that most people are afraid of asking for money is fear of the unknown. They just haven’t seen or experienced a genuine solicitation for themselves.
As my sage friend and mentor, Marv LeRoy, Founder of the Institute for Philanthropic Excellence, likes to put it: More Money = More Mission.
Anyone or works for volunteers for a non-profit recognizes that its programs, employees and especially beneficiaries deserve the best.
Fundraising is part science and part art. The better you know the science, the more skillfully you can practice the art.
I wholeheartedly reject the notion that fundraisers are born and not made. It’s ridiculous to hear that some people can’t take the rejection. You can’t succeed in any career path or endeavor without risking failure and particularly hearing the word “no.” Hardly, a day goes by in which I don’t hear no several times such as the example of the non-profit leader cited in the beginning of this article who was interested in a quick fix.
There are 1.5 million non-profits in this country — serving a wide range of timely missions and improving the quality of life in essential areas such as healthcare, education, economic development, childcare, seniors, arts and culture, animal welfare, and others. The ones that will truly succeed embrace a long-term view and are in the forever business.
They are going to prudently invest in the people, infrastructure, training and other resources that will empower them to face challenges today and tomorrow.
I’m about as far from unbiased as you can get, but I don’t think there’s a better investment of finite time and resources than holistically investing in providing everyone affiliated with your non-profit with the knowledge, skills and especially the confident mindset that they can and should play an active role in advancing the success of the non-profit through the multi-faceted fundraising processes.
Jim Eskin’s consulting practice Eskin Fundraising Training builds on the success of his more than 150 fundraising workshops and webinars and provides the training, coaching and support services that non-profits need to compete for and secure private gifts. He has authored 100 guest columns that have appeared in daily newspapers, business journals and blogs across the country. He publishes Stratagems, a monthly e-newsletter exploring timely issues and trends in philanthropy. Sign up here for a free subscription. He is author of 10 Simple Fundraising Lessons, which can be purchased here.
Jim Eskin’s consulting practice Eskin Fundraising Training builds on the success of his more than 150 fundraising workshops and webinars and provides the training, coaching and support services that non-profits need to compete for and secure private gifts. He has authored 100 guest columns that have appeared in daily newspapers, business journals and blogs across the country. He publishes Stratagems, a monthly e-newsletter exploring timely issues and trends in philanthropy. Sign up here for a free subscription. He is author of 10 Simple Fundraising Lessons, which can be purchased here.
Jim Eskin Fundraising – No Quick Fixes was first posted at National Development Institute MGRU News
For more articles like Jim Eskin Fundraising – No Quick Fixes VISIT HERE
