ONEplace Blog

News, comments, resources, and more for nonprofits.

Just ONEthing - July 2014

Two events highlighted effective meeting practices from two national personalities.

On June 12, several from Kalamazoo ventured to Grand Rapids to hear fundraising researcher and author Penelope Burk (Donor-Centered Leadership). During the course of her workshop, she provided her thoughts on effective meeting practices. These include:

  • Meeting should be on a single topic
  • Invite only those who need to be at the meeting
  • Provide an agenda in advance so people can prepare

During our Effective Meetings workshop on June 17, these points were expanded upon from the writings of Patrick Lencioni (The Advantage). His Meetings Model makes an important distinction between the tactical staff meeting and a strategic topical meeting.

He warns against letting the staff meeting become “meeting stew” where everything gets thrown on to one agenda. The problem is that long-term strategic items usually get short-changed – given too little time and attention from too few people.

He advises calling a strategic topical meeting so the one or two strategic concerns can be thoroughly and thoughtfully addressed. Also, since strategic issues often cross departmental lines, calling a separate meeting allows us to make sure the right people are at the table.

In a nutshell, an effective meeting involves the right people focused on the right issues.

ThomA

Retain for greater gain

The annual Giving Report from Indiana University’s Lilly Family School of Philanthropy is out. Once again, it shows that individual donations and bequests make up around 80% of total giving. It also shows that…

…giving was up 4.4% overall.

Recently, Gail Perry provided an overview of this report. (I hope you’re receiving her weekly email.) In her summary, she provides key data points and offers her insights. She notes that while giving is up overall, the increase was driven by major gifts from loyal donors. Her bottom line:

“Create a donor retention task force to ‘love on’ your current donors.”

Last week I referred to Penelope Burk’s research showing the startling impact of simply having board members make thank you calls. Place this basic activity within a strategic approach to donor retention and your program will take off.

You’ll also avoid what the Giving Report suggests may be a looming storm – a net loss of 12 donors for every 100 gained or retained since the Recession. How does your retention rate compare?

Why have I written on this topic for two weeks in a row? The cost difference between renewing donors and acquiring new donors is around one dollar for every dollar given. You read that right. According to data from the Association of Fundraising Professionals (AFP), renewal efforts cost around $0.20 for every dollar given while donor acquisition costs around $1.20 for every dollar given.

It may be time to evaluate your donor retention efforts. You can’t afford not to.

Best,

Thom

ThomA

Increase donor retention by 250%

Do you want to increase retention of first time donors from 20% to 70%? It’s easy.

Have a board member call the donor within 48 hours to say “thank you.” The call will take about a minute – half of the calls will go to voice mail (which is fine).

Not convinced? Last Thursday, I attended a workshop with Penelope Burk, fundraising consultant and President of Cygnus Applied Research (presented by Association of Fundraising Professionals – West Michigan Chapter). She has been researching fundraising practices and donor behavior for many years and has keen insights on what works and what doesn’t.

In a recent interview, she cited her research on first time donors who received a thank you call after their first gift:

We watched what happened with donors for two years, over six subsequent campaigns. They were never phoned again, but even by the end of the second year, the test group was still performing much higher — an average gift 42 percent higher than the control group — and they had a 70 percent retention rate from the first time they gave right through to the end of the sixth request. In contrast, the control group had an 80 percent drop-off rate [i.e., a 20% retention rate].

How much will it cost your organization’s budget to have board members make thank you calls? Zero dollars. What are the benefits? 42% increase in average gift, 250% increase in donor retention, and a more engaged board. That’s an incredibly huge ROI.

I know that some organizations already do this – Bravo! For those of you who aren’t doing this – start today.

Best,

Thom

P.S. Read the full interview with Penelope Burk from last summer (read now)

ThomA

ONEplace Peer Learning

We consistently hear from you (including our recent survey results) that you value discussion and interaction with your peers. This makes sense. As we work together on new information, we challenge each other’s assumptions, uncover specific insights, and learn from one another.

A recent study supports your feedback. Last year, the Johnson Center for Philanthropy did a study for Wilberforce University on effective capacity building strategies. This exhaustive study examined literature from 2008-2013, surveyed 236 foundations, and included 20 interviews. One key result of this study was that peer learning surfaced as the most effective capacity building approach.

Over the past several months, ONEplace has been piloting peer learning groups. In addition, we’ve interviewed persons who have benefitted from other peer learning groups. Now it’s time to move this effort to its next phase.

Soon we will issue an invitation for our ONEplace Peer Learning program. Participants will be gathered in small groups. Here are some details:

  • Groups will be approximately 8 persons
  • Peer groups will be defined by common position held and similar level of experience
  • Time commitment will be up to each group (suggestion is at least six monthly meetings)
  • All groups will be facilitated by ONEplace

We look forward to this new venture, and we look forward to your participating and helping it to grow into an effective way to learn, connect, and grow in your career.

Best,

Thom

ThomA

Your Voice Guides ONEplace Planning

ONEplace exists to help you do your job better. So, when you talk, we listen.

Last year, you said that you wanted more interactive workshops and fewer webinars. We cut the number of webinars in half and replaced them with 60-90’ workshops/discussions, often supplementing these with ONEpage or video pre-work.

You also said you liked small group roundtables but wanted the group to be bigger and more targeted. This past year we discontinued the open roundtables and replaced them with targeted, short-term small groups. Look for our next small group invitations coming soon.

Overall, you find ONEplace to be meeting your training needs, but you wanted more time for chatting and connecting with colleagues. In response, we started the Kalamazoo Nonprofit Connection (LinkedIn group) and our quarterly Kalamazoo Nonprofit Connection – LIVE networking event. Your participation makes these valuable tools to strengthen our nonprofit sector.

A few weeks ago, we sent our semi-annual Training Event Survey. “Thank You” to the 95 respondents who participated.

At ONEplace, we measure our impact with post-session evaluations and a bank of semi-annual surveys. In the recent Training Events survey, we measure success on these questions:

  • Do you plan to return? If you find value, you’ll return for more.
  • Do you recommend ONEplace to others? If you find value, you’ll recommend ONEplace to others.
  • Do you see a benefit to your job, your organization, and yourself? You notice improvement.
  • Do you expand your network by attending? You feel more connected to your nonprofit colleagues

Our benchmark is 85%. Here’s what you reported:

  • 99% plan to attend future events at ONEplace
  • 97% have recommended ONEplace to colleagues or others
  • 99% agree or strongly agree that workshops benefitted their organizations
  • 99% agree or strongly agree that workshops helped them do their jobs better
  • 98% agree or strongly agree that workshops benefitted them personally
  • 91% agree or strongly agree that workshops expanded their network

Your comments also help guide ONEplace programs and activities. Here’s a summary of your 45 separate comments.

  • Twelve (27%) comments affirming current programming and approach
  • Eight (18%) requested evening workshops
  • Three (7%) suggested holding events at locations other than the library
  • Three (7%) requesting more small group opportunities with like positions
  • Two (4%) encourage more interaction & discussion time in workshops

In addition, there were several single comments sharing ideas for programs and improvements. Some we’ve already started on based upon comments gleaned from post-session evaluations. Others are still to be considered.

We know that ideas and concerns arise any time (not just at survey time), so please do not hesitate to send us your thoughts (oneplace@kpl.gov).

ThomA

Re-emerge...re-connect

With warmer weather I've been outside more - doing yard work, walking around our neighborhood. I've had several "good to see you again" conversations with neighbors as we emerge from our winter confines.

It feels good to reconnect with neighbors, and it's also very informative. I learn what's going on with them, and we share information impacting all of us - in our neighborhood, city, and region. It reminds me that no one of us has the complete picture. We all benefit from sharing what we know.

That's one of the main reasons we host Kalamazoo Nonprofit Connection - Live. By connecting, sharing information, and nurturing networks, we get outside of our bubbles. Taking an hour every quarter to catch up and learn what's going on around the area can have great benefits.

This will be our fifth gathering. At each of the previous events connections have been made leading to collaborative events and projects as well as resource sharing in communications and fundraising.

Sometimes the best resource to help you resolve your problem is the nonprofit that's already dealt with that problem.

We gather this Wednesday, May 14, 4:30-6 pm at Central Library. Don't miss it!

Best,

Thom

P.S. A recent Nonprofit Quarterly featured several articles on the power of networks. Check out their lead article, A Network Way of Working. 

ThomA

Sustain This

It’s a question on most grant applications and it also gets raised from time to time in the board room. It’s not a question we avoid, but it’s one of those loaded questions – the kind that elicits a tremendous amount of discussion, varied opinions, and multiple proposed solutions. The question is this:

What’s your sustainability plan?

We know we need it, but it’s difficult to get our collective mind around it. We often get caught up in trying to figure out the future. What will the world look like in five years or ten years? How can we plan for that? There are simply too many unknowns.

But, what about today…how do you know if you’re a “sustainable organization” right now? Sustainability is not a goal to reach or something to check off the To Do List. It’s a state of being. It’s a path that you choose.

So, what does a sustainable organization look like? Here are some indicators that I’ve gleaned from several articles:

  • A single, clean, up-to-date patron/donor database – the life blood of the organization. This includes up-to-date policies & protocols governing its use and procedures that ensure the data stay up-to-date.
  • Fund development activity fully funds expenses, satisfies reserve needs, and reasonably projects revenue needs and strategies for meeting those needs for the next three years.
  • Communications activities reach their target audience(s) with appropriate frequency so that audiences feel welcomed, involved, connected, and inspired.
  • Clear program policies and procedures as well as the supervision to ensure they are followed.
  • Regular measures, assessments, and evaluation of program and administrative effectiveness.
  • Succession planning for key roles in the organization (staff & board) – both short-term for sudden departures and long-term for planned departures.

I’m sure the list above is not comprehensive, but it’s a good start. What else would you add as a key indicator of sustainability?

Best,

Thom

ThomA

Just ONEthing - May

Kerri Karvetski (Company K Media) presented a webinar on advanced social media strategies that ONEplace hosted in April. She made the point that nonprofits have experimented long enough with social media. It’s now time for social media to carry its weight in fundraising campaigns…but they can’t go it alone.

Multi-channel campaigns, especially those pairing email and social media, consistently provide increased impressions and highly reinforced messaging. They allow supporters to take action in the channel of their choice (which often changes over time). Multi-channel campaigns result in stronger relationships and better donor retention.

In fact, according to Blackbaud’s Idea Lab, first year donor retention rates double with a multi-channel campaign.

  • Offline only donors retain 29% of first year donors
  • Online only donors retain 23% of first year donors
  • Multi-channel donors retain 58% of first year donors

If you would like to see this webinar, you may do so at ONEplace. Simply call (553-7899);or email to set an appointment.

ThomA

The Madness of Winners & Losers

Our April NEWSletter arrives in the midst of March Madness. Those who attend to such things complete their brackets, contribute to the office pool and cheer on their team. And, while there may be several moral victories, the final result is one winner and several losers.

Sports competitions provide entertainment for most of us and build skills and character for those on the court or the fairway or the field. That spirit of competition also informs many approaches to business. However…

…competition is no way to run a nonprofit.

Successful nonprofits (as well as most successful businesses) thrive because they work cooperatively with other organizations. (BTW, this is confirmed by hundreds of studies dating from the late 1800’s through today.) They place their long-term vision and desire for impact above their own self-interest. And they increase their impact by embracing a network mind-set, giving knowledge and resources away to accomplish more than if they acted alone.

The funny thing is this: even though a network mind-set appears as generous and altruistic, it’s actually a function of enlightened self-interest. By focusing beyond your personal career and organizational success to the impact you wish to make, you increase your chances of being successful.

In their book, Forces for Good, Leslie Crutchfield and Heather Grant identify four tactics to implement this mind-set:

  1. Work to increase the resource pool for your cause more than grabbing for your share
  2. Share knowledge and expertise to gain more influence as a collective
  3. Develop leadership throughout the network
  4. Grow small networks into increasingly larger coalitions

Overall, it’s not about who gets the biggest grant or who gets the credit. It’s about getting that change.

ThomA

Data-driven...Purpose-driven

In these days of big data, organizations are encouraged to embrace data-driven decision-making. “Trust the data!” becomes the grease on the wheels of success.

And yet, when provided access to the same data, different people arrive at different conclusions. Business leaders, politicians, and others will take a variety of actions based upon the same data. Why?

You cannot remove the human element.

Occasionally I stumble upon the quote, “Data is the seed…information is the crop…knowledge is the harvest.” How data becomes information and knowledge seems to make all the difference. In fact, I’ve seen self-proclaimed “data-driven organizations” intentionally take action directly counter to the data presented to and understood by them. They do this because they process the data through their purposes and priorities (and, perhaps, their politics) to arrive at meaningful information and knowledgeable action.

Big or small, data is an extremely valuable input, but it’s not the driver.

Purpose is the driver. Purpose drives it all – individuals, organizations, communities…everything.

Well-known living systems author Margaret Wheatley lays this out in her book, The Community of the Future. She observes that communities (i.e., organizations, neighborhoods, nations) driven by a common purpose support both an individual’s self-determination and their need for interpersonal relationships.

She suggests that an organization, community or any other entity achieves clarity of purpose and then lets each contribute to that purpose in his/her own way. This approach draws upon the energy created within the paradox of individual freedom and connected community, attracting people to the entity without asking them to shed their uniqueness.

While the human element may be messy at times, it brings the determination, vitality, and resilience required to develop effective, stable and sustainable entities. Plus it provides the security to reach out and collaborate with those around them.

So gather good data and give it your serious attention. But let your purpose be your driver.

Best,

Thom 

ThomA