<![CDATA[teishaarcherconsulting.com.au - THE BLOG]]>Thu, 05 Sep 2019 19:02:06 +1000Weebly<![CDATA[FINDING YOUR PROSPECTS]]>Wed, 04 Sep 2019 02:16:27 GMThttp://teishaarcherconsulting.com.au/the-blog/finding-your-prospects
PUBLISHED IN F&P MAGAZINE - FEBRUARY 26, 2019

When it comes to major gift donors, my advice – always start closest to home. Take a look at your database, your organisation and your networks.

CURRENT DONORS
Dive into your database and take a look at those that are currently giving at a mid-range level. Talk to these donors. What are their passions, why do they give, what is the biggest gift they have ever given and what was it for?

Consider those that have regularly donated over many years and have more recently increased their giving. They may not be giving at major gift level but might be showing a growing interest and loyalty to your organisation. Perhaps these are your future bequestors, or they might bring together a group of friends to establish a giving circle, or maybe they are just waiting to be asked to make a bigger impact with a bigger gift.

Talk to your current major donors. Who do they  know and who are they willing to connect you to? Ask those that are closest to you to bring a friend to an event, introduce you to a peer to your campaign, or indeed ask your major donors to fundraise on your behalf.

YOUR BOARD AND EXECUTIVE
Who is on your board, who do they know from other boards and employment, who can they connect you to, what doors can they open?

Often our boards are filled with influencers, authorities and experts who themselves may make loyal and generous donors but have not yet been asked and, more often than not, can connect you with others who have a passion for your cause and a willingness to give when asked by a friend, mentor or colleague.

SUPPORTERS IN YOUR DATABASE
You might deep dive into your database to look at the positions, employers, suburbs of your supporters, not all of whom will be donors. Is there a chance that you have a high-flying CEO, Chairperson of an ASX top 200 or a trustee of a PAF right under your nose?

Is there someone who can introduce you to new prospects?
NETWORK Get out there and talk to people. Talk to your board, your donors, other fundraisers (in and out of your industry), your friends. Talk to everyone and anyone about giving and you will be amazed at the opportunities that abound.

INDUSTRY MEDIA
Read, read, read. Read philanthropy journals, blogs, newspapers, attend conferences and speak to peers. Magazines like F&P can introduce you to a world of supporters and organisations who are doing amazing things – and remember donors are very rarely monogamous, so if they give to someone like you, they may well give to you too!

WEALTHSCANS
If you have the budget, consider undertaking a wealth screening of your database, there are a number of providers out there. In one organisation I have worked with, this highlighted a number of long-term, dedicated supporters who were centi-millionaires, and we didn’t even know it!

However you find them, current and prospective major gift donors are out there and waiting to be asked. So, take a look around today and check who you might have overlooked!

Teisha Archer is a fundraising coach and consultant specialising in major gifts and campaigns and Director of Teisha Archer ConsultingClick here to read more about Teisha. She is also a Foundation Member of The Xfactor Collective social impact practitioner community. To hear Teisha Archer speak more about major gift fundraising, click on the links in the article above or go the ‘THE XCHANGE’ – Australia’s first social changemaker video library.


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<![CDATA[ARE YOU READY?]]>Wed, 04 Sep 2019 02:14:12 GMThttp://teishaarcherconsulting.com.au/the-blog/are-you-ready
PUBLISHED IN F&P MAGAZINE - JUNE 03. 2019

“Why don’t we just do a campaign and raise $50 million?”
True story – I once sat in a meeting when a member of the senior executive made this statement. It was made like running a major fundraising campaign was the easiest thing in the world. Like $50 million would come to us just because we wanted it.

Of course, running a major campaign is not so simple. There is months, if not years, of planning to do let alone the resources and time needed to actively fundraise for major gifts.

No doubt, embarking on a major fundraising campaign is daunting. But there are three ways you can make sure you are prepared and ready to go.

1. YOU KNOW YOUR VISION
​You can clearly articulate your vision. Not just your organisational vision, but your campaign vision. You are able to clearly state why someone should support you with a major gift. It can’t be for business as usual, it can’t be simply because you do good things. It has to be for something that inspires people, something that will change the world. If you can’t articulate that, you are not ready.

2. YOU HAVE PROSPECTS TO ASK
You have a supporter base. Who will you be asking? Do you have the community on hand to secure the majority of the funds? Or do you have at least a number of key supporters who have agreed to bring friends and peers into the organisation for a discussion about support? You need to test your vision with this group of close supporters, and undertake a feasibility study to ensure that your vision aligns with those you will be asking to support it. If not, back to the drawing board.

3. YOU HAVE A PLAN
You have a strategy and an implementation plan. Campaigns do not run themselves. While they can pop up rather unexpectedly, you do need to plan. These strategies need to include timelines, targets, resources, budgets and actions in detail.

And if there is a final point to be made… You have passion! You have everyone on board. A campaign is extremely difficult if not supported by the whole organisation. The board must be supportive as they will need to introduce peers, ask and promote the campaign. The executive will need to be supportive as they will need to back the campaign through funding, resourcing, asking and promoting. Staff need to be on board – after all campaigns are a lot of work and can be high stress. And finally, your community of close supporters need to be on board. If you can’t inspire them, what hope do you have of inspiring new donations to your organisation?

Teisha Archer is a fundraising coach and consultant specialising in major gifts and campaigns and Director of Teisha Archer ConsultingTeisha is also a Specialist Consultant Member of The Xfactor Collective – Australia’s first network of social impact consultants and coaches across 300 areas of specialisation that exists to support social changemakers to achieve their social mission. The Xfactor Collective has the sector’s first CONCIERGE service to help you get your projects off to a flying start, and a sector-first video library THE X-CHANGE.comprising 140 helpful videos for changemakers such as the links above in this article.
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<![CDATA[HOW TO ASK FOR A GIFT]]>Wed, 04 Sep 2019 02:11:38 GMThttp://teishaarcherconsulting.com.au/the-blog/how-to-ask-for-a-gift
PUBLISHED IN F&P MAGAZINE  - MARCH 25, 2019

When I answer the question “So what do you do?”, the next question is more often than not, “How do you ask someone for that much money?”

The truth is, I don’t often do the asking. In most cases our job as fundraisers is done in the months and years leading up to ‘that’ meeting. When it comes to the ask, more often than not I have briefed and trained two others to take on that role.

THE RIGHT PEOPLE
The first is someone with authority. It may be the CEO or the chairperson, someone who will ignite passion and speak with authority that any philanthropic support will be treated accordingly.

The second person is an influencer, one that the donor cannot say no to. Someone highly respected, perhaps someone who has done them a favour. This person is likely to be an industry or social leader and is best placed to make the ask.

When donors are very well known to me through years of relationship building, I will ask because they trust me. In these cases, the ask is often fairly straightforward. They know what I do. If they have agreed to a meeting, we are almost there.

ENGAGEMENT & TIMING
But before we sit in that room, a lot of research and engagement needs to take place. Asking for a major gift should never come out of the blue. Major gift fundraising is intrinsically linked to relationship building. By nature, major donors already have an affinity to your organisation or the person asking.

Signs of the right time to ask include:
  • They expressed a desire to see you succeed, perhaps they have a personal connection to the cause.
  • You made it clear early on that you were going to ask them to support at a later date.
  • You have identified the right person to do the ask. The person that they can’t say no to.
  • They agreed to meet. You are 80% there!
  • They offered support or said something along the lines of “Let me know how I can help”.
Listen for the cues, they will tell you if they are engaged, interested and willing. You can’t rush this.

INSPIRE WITH YOUR VISION
Start with your vision, not what you want. I worked with an organisation seeking funds for an expensive piece of equipment for medical research. If the CEO spoke about the machine, very few would understand or connect. So instead he asked donors to imagine. Imagine a world where we could diagnose a disease up to 10 years before it occurred. That by doing so, they could stop the disease from ever occurring… Connecting the individual to something personal, a father, a daughter, a friend. Someone they know who has suffered.

You need to speak about how to achieve your goal, about the help you need. Then ask them to be that help. Tell them what you need and ask them to provide it.

As the person asking, you are there to encourage them to support something you know they care about, something you know they believe in, something which could make a difference.

You should feel proud to ask, and you should be making them proud to be asked.

Teisha Archer is a fundraising coach and consultant specialising in major gifts and campaigns and Director of Teisha Archer ConsultingClick here to read more about Teisha. She is also a Foundation Member of The Xfactor Collective social impact practitioner community. To hear Teisha Archer speak more about major gift fundraising, click on the links in the article above or go the ‘THE XCHANGE’ – Australia’s first social changemaker video library.

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<![CDATA[HOW MUCH SHOULD I ASK FOR?]]>Wed, 04 Sep 2019 02:09:09 GMThttp://teishaarcherconsulting.com.au/the-blog/how-much-should-i-ask-for
PUBLISHED IN F&P MAGAZINE  - APRIL 22, 2019

OK, so you have identified a major gift prospect. They are engaged. They love what you do. They are interested in supporting your campaign. You know who will ask. You know where and when that will happen. Just one question remains… 

How do you know how much to ask them for?


To know this, you need to know your prospective donor. Do your research. Engage them in the day, weeks, months or even years in the lead up to the ask.

One way to start is to consider their support of the causes they are most passionate about and compare to their affinity with your organisation. This can give you an insight into their giving patterns, gift levels and their preferred style of recognition.

Depending on how close the prospective donor is to your cause, you might want to consider an ‘entry level’ ask. Perhaps the donor has capacity to give at a very significant level, but due to this being the first approach by your organisation you may decide to ask for a smaller gift now as a building block to a bigger ask when stronger relationship has been formed in future years.

If you know the donor very well, you will want to ask for a gift that stretches them. Ask them to give a gift they have never given before, a gift that will make them proud. Remember, asking for a gift that is just a little too high can in some cases be flattering with a response like “I would love to give a gift like that, but we are not able – how about $X?”

Of course, asking for a gift that is much too high can be embarrassing, resulting in “You clearly don’t know us, we could never/will never give at that level!”. So be aware of the difference between the two!

At the other end of the scale, the worst outcome is often asking for a gift that is too low. This is disappointing for all involved. There is nothing worse than a quickly written cheque and a parting thought of, “I thought you said my gift would be life-changing…”.

So, plan. Some key questions you should aim to answer before setting a figure.
  • What is their largest known gift?
  • What is their liquid wealth?
  • How connected are they to your cause?
  • How well do you know them, is it an entry level gift or have they been life-long supporters?
And as you plan, remember successful major gift fundraising is based on relationship building and research. The important thing is to take your time. Deciding how much to ask for is an integral step in securing a transformational major gift.

For more on this topic, or a short video to share with your team or board, here’s a 3 minute video I recorded last year.

Teisha Archer is a fundraising coach and consultant specialising in major gifts and campaigns and Director of Teisha Archer ConsultingTeisha is also a Specialist Consultant Member of The Xfactor Collective – Australia’s first network of social impact consultants and coaches across 300 areas of specialisation that exists to support social changemakers to achieve their social mission. The Xfactor Collective has the sector’s first CONCIERGE service to help you get your projects off to a flying start, and a sector-first video library THE X-CHANGE.comprising 140 helpful videos for changemakers such as the links above in this article.

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<![CDATA[DON'T DO IT]]>Wed, 04 Sep 2019 02:06:28 GMThttp://teishaarcherconsulting.com.au/the-blog/dont-do-it
PUBLISHED IN F&P MAGAZINE - AUGUST 01 2019

THREE SIGNS NOT TO PROCEED WITH A MAJOR CAMPAIGN.

If any of these three alarm bells start ringing when contemplating a major campaign, it could be time to rethink your fundraising plans.

If you don’t immediately have four prospects in mind for that one gift level – given a 1:4 success rate projected for major gift asks – then you are already in a bit of trouble.

Everyone is doing it. Major campaigns are where it is at. Millions, actually almost billions, are being raised through major campaigns across Australia right now.

So you think it is time that your organisation gets a slice of the pie. But are you ready?…

I have worked with many organisations as they plan a major campaign, working through the feasibility in assessing the organisational readiness and the likelihood of donations and support from those closest to the organisation. Sometimes the timing is just right, and other times alarm bells start ringing loud and clear.

ALARM BELL 1
The first alarm bell often rings when speaking with the CEO, chairperson or other person of high influence in the organisation. Why? Because they don’t understand the reason for the campaign, except to raise more money.

I recently spoke with a chairperson who, when asked directly why the campaign was important and urgent, said, “Well it isn’t really… it is important to us because we want more money to do more things, but it is not really urgent to others” 

Argh! That comment was not only concerning, but it was not true. The campaign was urgent. In fact it would affect tens of thousands of people across the country if successful, potentially improving health outcomes and social inclusion in communities everywhere. But the chairperson didn’t understand that, and instead focused on the economic benefit to the organisation and not the cause itself. They did not hold the vision.

If one of the main influencers of your organisation is not on board, then it is time to reassess your readiness for a major campaign.

ALARM BELL 2
So Alarm Bell 1 didn’t sound for you? Great! But are they willing to put their money where their mouth is? There are two things I want to highlight here:

1. Not only should the highest level influencers in your organisation (I mean your board/CEO/trustees/patrons) be on board with your vision, understanding the urgency and importance of your campaign, they should also be willing to donate. I have always advocated that in order to ask someone to make their most significant gift to a cause, you should do the same. The CEO and the board are not exempt from this, they should lead by example. In fact, I once worked with an organisation where 100% of staff from the Foundation gave to their cause personally. This was a powerful statement when discussing a gift with prospective donors.

2. The campaign needs to be backed with the financial resources it will need to succeed. Additional budget will be required for staffing, marketing, events and meetings and so much more. It costs money to make money and a campaign cannot be successful if no additional resources are supplied.

ALARM BELL 3
Alarm Bell 3 sounds when we pull out the gift chart. Let’s say we want to raise $1 million though our major campaign. To do that ideally we need to secure at least one gift of $100,000 and a number of gifts above $25,000.

So who are your supporters? Do you have current networks, donors or influencers who are going to introduce you to the people you need to be speaking to to raise that level of donation. If you don’t immediately have four prospects in mind for that one gift level – given a 1:4 success rate projected for major gift asks – then you are already in a bit of trouble.

If this is the case, it may be time to dig deeper into your database, build up your appeals and community engagement program, or consider some marketing activities to build profile before launching a major campaign.

Campaigns are exciting, challenging and can be world changing. But they can also be a disaster if due process is not followed. So my advice? Take your time. Plan, plan and plan. Talk to your stakeholders, internally and externally, until you get your messaging right and grow your networks.
 
Teisha Archer is a fundraising coach and consultant specialising in major gifts and campaigns and Director of Teisha Archer Consulting. Teisha is also a Specialist Consultant Member of The Xfactor Collective – Australia’s first network of social impact consultants and coaches across 300 areas of specialisation that exists to support social changemakers to achieve their social mission. The Xfactor Collective has the sector’s first CONCIERGE service to help you get your projects off to a flying start, and a sector-first video library THE X-CHANGE, comprising 140 helpful videos for changemakers such as the links above in this article.

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<![CDATA[NO, NO, NO, NO. NOOOO...]]>Wed, 04 Sep 2019 02:03:03 GMThttp://teishaarcherconsulting.com.au/the-blog/no-no-no-no-noooo
PUBLISHED IN F&P MAGAZINE - AUGUST 07 2019

We have all been there. Months of research and planning. Strategising down to the finest detail. Where the meeting will take place. Who will be there to ask. How much we will ask for and how it will be used.

We have used every resource available to us. Databases, networks, consultants and so much more. We have played it through in our heads and role-played. It is going to work. It is going to be big.

Then the day arrives. Everyone and everything is where it needs to be. The conversation is flowing and the passion is palpable. The moment arrives. The ask. It is made with perfection. You sit, and wait, as you have done many times before. The answer arrives. A clear and resounding ‘no’.
Wait, WHAT?!? But… but… but…

Reasons are given. Thanks are offered and the meeting is over. You all walk away. So where do you go from here?

No matter the planning and preparation, we can never know the full reason why someone decides to give or not to give. It is human nature that we change our minds very quickly, just as quickly as our circumstances change. Therefore
“Understanding ‘no’ is important. By understanding ‘no’ we can make a plan to get a ‘yes’.

There are many types of no, and more often than not you will not hear the worst kind – the ‘No, I will never give to you’ no. Basically, there are (at least) five versions of no to be aware of.

1. NO! THE ‘NO, NOT TO YOU’ NO.It is so important for a donor to trust that you are the right people to achieve the outcome you say you will achieve. To combat this no from ever happening, you need to demonstrate that you have the brightest people working on the need you will be addressing.
Are your CEO and board trustworthy, passionate and informed? Are they influencers in the field? How can you best position them in the future to be the people philanthropists want to support?

Consider if you had the right person asking. Too often fundraisers are tasked with making an ask, mostly to make someone else feel more comfortable. But this is often not the best option. In saying this, sometimes the CEO or chair of the board is also not the right person.

Rather than using the job role or title to decide who should ask, consider who has the most influence with the prospect. It may be someone who does not work for your organisation, but who loves what you do – an advocate who will ask on your behalf. Whatever the case, the person tasked with the ask must be someone who the prospect would not want to say no to.

If this is your no, take some time to find the right person to ask, double check everything else is in line, and make preparations to ask again when the time is right.

2 NO! THE ‘NO, THE TIME IS NOT RIGHT’ NO.
But what if the time is not right? “I have just given a major gift to…”; “The market is not in a good position right now…”; “Ask me again later in the year…”

These are all common reasons for saying no to an ask. All are legitimate, but must be recognised as a timing issue rather than a direct no. If this is the response, follow up immediately regarding a better time to come back to them. At the end of the meeting, it should be reiterated that you will be in contact again at that time. Make sure you understand why it was bad timing and ensure that the situation has improved, so that at the next meeting the answer is yes!

3 NO! THE ‘NO, NOT THAT MUCH’ NO.
Sometimes our vision for that big gift is more ambitious than realistic. Sometimes, even with all of our research, we will ask for too much. This can be flattering or it can be seen as a sign that you do not know or understand your prospective donor.

Either way, this no should be dealt with immediately if possible. Ask the donor what is appropriate, ensuring that you have made it clear that you want this to be a significant gift for them – one that they can be proud of. If it’s not possible or does not seem appropriate to ask during the meeting, go back and do more research. Take a look again at their giving to other organisations and try to better understand their financial position, including their liquid wealth. Once you have a better understanding of their giving capacity, make contact and arrange to discuss an alternative where the level of support they are capable of giving can have the greatest impact.

4 NO! THE ‘NO, NOT FOR THAT THING’ NO.
Our need is not always what a prospective donor wants to support. Positioning your need through the donor’s eye is so important to the success of an ask.

Telling your story in a way that has impact on the life of the donor makes for a successful ask strategy. How will the world be better for them (and all) if you do what you say you will do? Sometimes, your storytelling will hit the mark but other factors (such as ‘no’ number 1 and ‘no’ number 2) will result in a ‘No, not for that thing’. It may be a very simple timing issue – perhaps the donor has recently supported another organisation in the same space as yours.

So, if you get the ‘thing’ wrong, what do you do? Ideally, be flexible in the meeting. Listen to what the donor is saying and change your direction (strategically!). If you are asking for a salary for a key position and you hear them mention how much they love a particular program you run, perhaps it is worthwhile speaking about opportunities within that program. But be careful not to jump around as this could give the impression that you are guessing what your donor wants to support, which will diminish your need. Instead, be sure to have two or three options in mind which you have positioned as the key priorities of your organisation prior to and at the beginning of the meeting.

If you still get a no, go away, do more research into their past giving and engagement with your organisation, and then develop your next ask, noting what they demonstrated interest in.

5 NO! THE ‘NO, NOT TO YOU, NOT FOR THAT, NOT THAT MUCH, NOT EVER’ NO.
This is no. Walk away. If a person becomes upset, walk away. If a person says no in all of the above ways in one meeting, walk away.

You don’t have to walk away forever (unless they explicitly tell you to!). But you need to take some significant time to consider your position, respect their wishes and rebuild the relationship.

So, they said no. It is not the end of the world. No does not always mean no to everything forever. Recoup, refresh, rebuild. So much of fundraising is relationship-based, and with a good close prospective donor, great communication, mutual respect and time, you will see many a no become a yes.

Teisha Archer is a fundraising coach and consultant specialising in major gifts and campaigns and Director of Teisha Archer Consulting. Teisha is also a Specialist Consultant Member of The Xfactor Collective – Australia’s first network of consultants and agencies across 300-plus areas of specialisation that exists to support organisations in times of change and challenge. xfactorcollective.com
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<![CDATA[10 THINGS THAT WILL DISRUPT FUNDRAISING]]>Wed, 04 Sep 2019 01:53:24 GMThttp://teishaarcherconsulting.com.au/the-blog/10-things-that-will-disrupt-fundraising
PUBLISHED IN F&P MAGAZINE - 15 APRIL 2019

1. NO ONE ENTITY WILL CHANGE THE WORLD
It has often been said that the nonprofit sector is the most caring. We think it can be said, equally, that the nonprofit sector is the most sharing. Fundraising colleagues share techniques, ideas, trends and benchmarks with one another without hesitation. You wouldn’t see that level of sharing, voluntarily, in the airline, financial, legal or other sectors.

Funders today are demanding we collaborate for the common good. Gone are the days when public and private sectors are prepared to sustain multiple organisations with the same mission. Such organisations need to collaborate, and even merge, to alleviate funding pressure and manage donor expectations.

It does not have to be as dramatic as a merger. Collaborate to create buying power. Can’t afford a service from a consultant or a piece of technology, but you know the service or the technology would transform your organisation?

Think about working with other organisations to form a coalition to work together on the project or adopt the piece of technology or equipment. Consulting services for the development of a fundraising strategic plan and the acquisition of a CRM becomes more powerful when done in concert with like-minded organisations.

2. THE FOURTH INDUSTRIAL REVOLUTION
Imagine we are back in the year 2000 and someone mentions a concept called artificial intelligence. You might think they are from Mars. Today AI, nanotechnology and robotics are very real concepts we need to wrap our minds around and accept as part of our day-to-day existence.

Simply put, AI makes us get the most out of our data and allows us to achieve the best outcomes through adding intelligence to what is contained in the data. AI is becoming a baked-in feature in software solutions used in our sector to give us important information about our supporters and what makes them give.

CRMs can now suggest audiences to contact about specific activities, send reminders about audiences not contacted in a while, and suggest audiences for specific approaches. AI assists us to cut out wasted activities and contact people most likely to give with the approach that will most likely encourage them to do so.

Ten years from now we will use AI in the same way we have used benchmarking and other analytical tools over the past decade. Are you ready for a technology transformation?

3. EMAIL IS STILL ON THE UP
Offline communication is certainly not dead. The older populations on our data sets still want to hear from us in their letterboxes. Online communications continue to rise and they are certainly the way to reach the younger demographics on your CRMs.
Australian nonprofit organisations understand the need for a diverse, multi-channel approach to reach prospective donors and diverse constituencies with various appeals and communications. Technology is helping to blend both online and offline approaches.

The key word is automation. Gone are the days when email platforms were considered to be advanced technology. Simply sending segmented emails no longer meets the demands of today’s nonprofit organisations.

Automated communications are more personalised and targeted to the recipient and produce better results than the one-size-fits-all communications of the past.

Nonprofit organisations should invest in marketing automation technology. Products such as Adestra, Autopilot, Marketo, Pardot, and Salesforce Marketing Cloud are becoming commonplace. They deliver targeted communications using creative and rich multi-channel approaches to create inspiring supporter journeys that reduce attrition and increase average donations.

4. THINK LIKE A START-UP
The energy, the excitement and the innovation of a start-up – it can be infectious to be around. Those attributes ought to exist in our organisations and their fundraising and marketing teams.

Start-ups have a real appetite for risk that helps them stand out in a crowded field. Start-ups are passionate and not afraid of the disruption they cause. People want to be part of that passion and the excitement created by their innovative cultures. Start-ups are also focused on testing concepts and strategies – their survival depends on the answers revealed so they tend to focus on the science behind the testing.

Like a start-up, today’s nonprofit must carefully illustrate impact to validate trust with donors and supporters. It is no longer acceptable to simply tell donors you do good. Instead, content needs to be visual, clear and concise to demonstrate, in a transparent way, that your organisation is going above and beyond to deliver on its mission.

5. THE NEW AUTHENTICITY
Whose doesn’t? Now more than ever we need to inspire and connect. We need to be authentic.

In 2019, knocking on a donor’s door and asking them to give because we do good things will not result in donations that are world-changing for our organisations. We need to be more and do more. We need to connect the donor with our organisation and to do this we need to consider the donor’s journey – from finding us, to making a gift, to building a long-term connection.

How can a prospective donor find you? What path can they take to connect? What happens after they take particular actions? Mapping and understanding the donor journey ensures that you are discoverable, engaging and personable, and that you are informing, asking and thanking donors in a meaningful and successful way.

Create and foster a culture that is in touch with human emotions. We want donors who don’t just want to be involved in our organisations, but need to be involved.

6. EVERYTHING IS CONNECTED AND TELLING YOU A STORY
Reading between the lines is sometimes the key to success in fundraising. But more than ever, data tracking is having a huge impact on the success of fundraising approaches.

With the rapid growth of the Internet of Things, in a world where everything is connected, how connected is your organisation? Are you tracking and collecting the data you need to reach, communicate and solicit gifts? Are people opening your newsletters or appeals? What is the click-through rate? What are your donors interested in?

If you are not tracking these simple metrics and gathering this data, you are missing out on vital information to understand your supporters. Each time a supporter clicks a link in a communication they are telling you something about themselves. It is up to you to know your demographic and listen and respond in a way which connects with them.

Having great customer relationship management (CRM) software is a must, not only to help you collect important information, but to store it so that it can be used later in a meaningful way across a range of platforms.
Not collecting and tracking data? Perhaps your next hire should be a data scientist.

7. MAKING IT MORE MEANINGFUL
We’ve all seen it and done it. On the train, on the couch, in the office. We have all been oblivious to the world around us as we immerse ourselves in social media. Flicking through endless comments and images, looking for something to jump out at us.

Social media is replacing mainstream media, but not in a way that is helping our fundraising efforts. So how can we use social media to reach our fundraising targets? It is time to encourage our followers to take action to make our content more meaningful. Our passive supporters on social media could become the influencers we need.

We need to engage our supporters to spread brand awareness through alternative streams, including their personal pages, blogs, email and even in-person. By doing this, they are adding weight to our communications, they are informally endorsing them and building our credibility. Their backing of our communication makes it more meaningful to those who they pass it on to.

8. FACT-TO-FACE FUNDRAISING REIMAGINED
We have seen it time and time again. To raise major gifts, face-to-face is best. Sitting down with a prospective donor, after months of intense research and planning and asking them to give. But in a world of busy people doing important things, securing that meeting is harder than ever. Enter real-time storytelling and the rise of video fundraising.

Over a third of online activity involves people watching video. YouTube alone has over 1.3 billion users per day. In 2019, live video streaming of events, testimonials, direct asks and so much more will be undertaken face-to-face online – not in the meeting room – allowing flexibility in timing and location.
Unlike paper-based materials, video can ignite the donor’s senses to evoke an emotional response. Music, imagery and dialogue all contribute to build a connection that is deeper and longer lasting, sometimes in a more powerful way than a face-to-face meeting.

In a connected world, consider how your organisation can inform and inspire via video.

9. ENTER GENERATION X
The forgotten generation are more than just a blip on the radar in 2019. Look out everyone, there is a massive transfer of wealth happening in Australia and the way we ask for support is going to change dramatically.

Enter Generation X. They are savvier, more influential and more invested in seeing outcomes from their philanthropy, and many of them expect to increase their philanthropic giving in the coming year. Generation X are not going to sit back, make a regular gift to your cause and forget about it.

It will be up to your organisation to communicate with them regularly on their turf, prove your worth and demonstrate your impact. To achieve success donor segmentation is going to be more important than ever –  generation X want to be spoken to directly in a way that is meaningful to them.

Think about how you can best communicate with this generation to demonstrate your trustworthiness and your impact. What will you achieve? Why are you the best people to do what you do? Why should they trust you with their support to get the best results?

Ask your Boomer supporters to introduce you to the next generation, encourage them to bring them to events, join updates and participate in tours. Don’t wait for them to come to you, they might not.

10. TIME TO VOTE…AGAIN
2019 is an election year at the federal level and, for some, at the state level as well. Soon each one of us will be inundated with election news, commercials and the like. Election season always creates a nervous atmosphere filled with uncertainty in Australia. Although at least it is not like the USA where politicians run 24/7 and 365 days a year!

Voting is compulsory in Australia, but the in-between stuff is just as critical and should not be optional. Fundraising reform is occurring and every one of us who care deeply about the nonprofit sector ought to be a part of it. As a sector, we want consolidation of charity registrations and we want self-regulation.

Change does not just happen. Change occurs through the concerted efforts of people mobilising to create that change. If you are not involved in your peak body, Fundraising Institute Australia (FIA), or supporting projects like #FixFundraising, now is the time to get involved.

It is the last year of the decade. Make the change you seek by joining forces. Make 2019 the year you get involved.

WHAT’S ON THE HORIZON?

Don’t you wish you had a crystal ball and you could look into the future for nonprofit organisations, predicting what the world for fundraisers might look like? What will the disruptions be in the year 2029 or, even, 2021 for that matter?

Teisha Archer & Stephen Mally CFRE
Teisha (Teisha Archer Consulting) and Stephen (FundraisingForce) are highly experienced independent fundraising consultants and part of the 40-plus specialists in The Xfactor Collective social impact community. For more information about connecting with Teisha and Stephen, or to find out more about how the Collective can support your organisation in 2019, go to www. xfactorcollective.com.
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<![CDATA[TOP TIPS TO BEING BRAVE]]>Wed, 04 Sep 2019 01:49:44 GMThttp://teishaarcherconsulting.com.au/the-blog/top-tips-to-being-brave
PUBLISHED IN F&P MAGAZINE - AUGUST 30, 2019
    Three ways fundraisers can get ready to ask a donor for a major gift.
So much of what we do comes down to nerve.
Sure, preparation is paramount. Days, weeks, months and even years of research ensure that we head into that ask meeting with a bag full of tools to ensure the best outcome possible.
But having the nerve is something else. I am not sure if we develop it, or are born with it, but all of the best fundraisers (or askers for that matter) have it.
So what can you do to steel your nerve for that big ask? Here are my top three tips.
1. BE ORGANISEDHave everything you need on hand.
Nothing says desperation like someone digging through a pile of documents trying to find that piece of paper that they need to show a prospect.
It is important to only take to the meeting what you will need – in most cases a Case for Support document, an annual report and perhaps another person to add weight and gravitas to the ask (or to do the asking). Have these in a neat folder, in an order which makes sense to you.
By being organised you will feel more confident that you have all of the basis covered for whatever might come your way.
2. KNOW WHAT YOU WANTIf you are going to practice anything, make it your ask.
Stand in front of a mirror, or even better test it with a colleague. Out loud. When we practice out loud we are able to hear the sincerity in our voice and ensure clarity of message and speech. Doing this with someone else can also highlight where more information is needed.
Having a succinct and clear ask (or even a couple of asks in case the conversation highlights a change in ask is required!) prepared is so important to your confidence levels when making an ask.
3. LOOK & ACT THE PARTI don’t just mean wear appropriate attire… although this is very important. Some meetings will require you to dress up, while others might require you to wear the team uniform or a particular cultural outfit – ensure that whatever it is, it is what represents you and your organisation in the best light in front of the prospect.
Perhaps more importantly, stand tall, smile and act professionally. It is amazing what good posture and good body language can do for your confidence and others confidence in you.
Walk into that meeting as the equal of the prospect, they will respect you for it.
And even if you don’t feel it… act brave. You know what they say – fake it ‘til you make it!
 
Teisha Archer is a fundraising coach and consultant specialising in major gifts and campaigns and Director of Teisha Archer Consulting. Teisha is also a Specialist Consultant Member of The Xfactor Collective – Australia’s first network of social impact consultants and coaches across 300 areas of specialisation that exists to support social changemakers to achieve their social mission. The Xfactor Collective has the sector’s first CONCIERGEservice to help you get your projects off to a flying start, and a sector-first video library THE X-CHANGE., comprising 140 helpful videos for changemakers such as the links above in this article.
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