Rainmaker Fundraising Podcast

By Andrew Olsen, CFRE and Roy Jones, CFRE

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Description

Andrew Olsen, CFRE and Roy Jones, CFRE have 50+ years of combined nonprofit leadership experience and have jointly raised nearly $1 Billion in charitable gifts. In this podcast, Andrew and Roy interview high-level leaders from across the sector to bring you high impact insights and guidance to help you lead successfully and execute effectively.

Episode Date
Leadership Field Notes with Jaimie Trussell, CFRE
00:34:38

Jaimie Trussell, CFRE, is Chief Development Officer and Vice President of Marketing & Communications at Adult & Teen Challenge USA

She recently sat down with me to talk candidly about nonprofit leadership. In this great conversation, Jaimie provided so much value!

Check out the top 5 insights I took from our conversation:

  1. True leadership isn't glamorous. It's hard, but highly rewarding.
  2. Great leaders endeavor to find their tribe and thrive with them rather than being all things to all people. 
  3. If you don't have credibility as a leader, you don't have anything.
  4. The best leaders focus on developing other leaders -- that's the true measure of leadership success.
  5. Leadership is a 24/7 game. Finding micro moments to refresh and recharge in the midst of packed work and home schedules is critical to your mental, physical, and emotional health.

Check out the entire conversation for even more great insights!

 

Jul 06, 2020
7-Figure Fundraising Pitch with Trevor Bragdon
00:52:43
Trevor Bragdon

Trevor Bragdon is a behavioral scientist by training, and is Founder of 7-Figure Fundraising

He and his team have developed a proprietary training program that helps nonprofit CEO's, fundraisers, and board members hone their fundraising message (i.e., the pitch) to secure more 5, 6, and 7-figure gifts from individual donors, foundations, and corporate partners. 

This unique approach to crafting a compelling fundraising pitch has helped organizations raise millions of additional dollars

Yesterday, Trevor conducting an exclusive training for 70 Newport ONE clients and the feedback has been overwhelmingly positive. In our podcast conversation, Trevor distills some of those same key insights that you can start taking advantage of immediately.

If you want to raise more 5, 6, and 7-figure gifts for your organization, check out this conversation. I promise you'll be glad you did!

Jul 02, 2020
Successfully navigating COVID, and other crises with Category One Consulting
00:38:22
Category 1 Consulting Chances are your organization was NOT prepared for COVID-19. Even organizations that work in international relief and development or domestic emergency response weren't fully prepared for all of the impacts of COVID-19, and how it would impact operations, fundraising, internal processes, staff, etc.  That's why I was so excited to sit down with Amy McFeely and Laura Olean from Category One Consulting recently. Their firm helps organizations maximize their effectiveness through human resources support, strategic planning, program evaluation, and needs assessments.  When COVID hit, they jumped into action to create a Crisis Response Toolkit specifically designed to help nonprofits respond to the COVID crisis and succeed throughout the remainder of 2020. And even better, this Toolkit can easily be applied to help nonprofits navigate a crisis of any type and scope. I hope you enjoy this conversation about preparing for and responding to crises, and take a minute to check out their Crisis Response Toolkit to get your nonprofit ready to respond to a crisis of any kind.

Special Offer From Velocity Strategy Solutions, Our Episode Sponsor: 

Jun 30, 2020
COVID-19 Fundraising Observations from NextAfter, with Brady Josephson
00:27:06

Brady Josephson, Managing Director of the Institute for Online Fundraising at NextAfter recently sat down with us to share what he's learning about the changing fundraising landscape during the COVID-19 crisis. 

This conversation and the learnings that Brady shares are based on observations from more than 157 nonprofits that were and are actively fundraising during the COVID crisis. Brady is learning and seeing some interesting trends that you'll no doubt want to be aware of:

  1. As COVID took hold in early March, a lot of fundraising slowed or stopped. There was a marked decrease in email volume, as some organizations slowed down and some went entirely dark.
  2. Starting early in April, organizations began to emerge from the initial shock of COVID, and fundraising (particularly online) saw growth both in April and May (in both email volume and total revenue). This was further supported by the Giving Tuesday NOW initiative. 
  3. Through late May and into early June, we've now started to see a correction (downturn) in email volume again. 
  4. There is absolutely value in achieving first mover status when it comes to responding and communicating in a crisis. The faster an organization can get into market and begin to communicate with constituents, the easier it is to navigate a crisis situation. 
  5. Organizations responding fastest and raising the most money during the COVID situation are those that are NOT focused on perfection, but focused on speed to market. They are willing to move quickly, test, learn, and adapt. 
  6. The more human you can make your digital fundraising and marketing efforts, the better you'll perform.
  7. The elevated sense of empathy across the globe has resulted in increased giving across many different types of organizations, even those that might not typically receive increased funding during a crisis (i.e., arts, etc.).
  8. High dollar sustainers may be more apt to opt out of their monthly commitment right now. They are seeing this emerging in the U.S., and we have seen it more significantly in Europe. 
  9. Since people are at home more right now, a lot more of our online consumption is happening on desktop vs mobile. That's good news because desktop experience tends to increase conversion rates. However, this may mean that when the country reopens and people return to work (whenever that is...), online conversion rates my drop again to reflect the shift back to mobile consumption. 

Special Offer From Our Episode Sponsor, Velocity Strategy Solutions

Jun 22, 2020
Increasing Nonprofit Equity & Inclusion, with Kishshana Palmer, CFRE
00:53:52

We sat down last week for a leadership conversation with Kishshana Palmer, CFRE, CEO of Kishshana & Co., Founder of The Rooted Collaborative, and Author of Hey, I'm New Here

We scheduled this conversation months ago, and initially our plan was to talk broadly about leadership trends, insights & learnings across the nonprofit sector. 

But...then George Floyd was murdered here in Minneapolis. Cities across the state -- across the nation -- erupted in protest against police brutality and racism. 

As any good leaders would do, we assessed our situation and changed our objectives to address the critically important issues of equity and inclusion in the nonprofit sector.

This conversation is a bit more off the cuff, and maybe not as polished as our other episodes. It's a bit raw. A bit more unvarnished. But such a necessary discussion. 

I hope you'll give us just a bit of grace if the conversation is a little more meandering than you might be used to. I encourage you to listen all the way through, as we cover a ton of important ground.

I'm so grateful to Kishshana for walking through this conversation with us, shooting straight with us, and not holding back. 

Special Opportunity From Our Episode Sponsor, Velocity Strategy Solutions:

Jun 13, 2020
Inspiring Growth As a Leader, with Mark P. Fisher
00:40:52

You are going to LOVE this conversation with Mark P. Fisher on Inspiring Growth as a leader!

Mark is host of the Inspiring Growth Podcast, CEO, and Chief Encourager at Inspiring Growth, a firm he founded to help organizations increase revenue, organizational leadership, and overall joy in their work. Check out some of Mark's great offerings here.

If you like The Rainmaker Fundraising Podcast, you can thank Mark. He's the person who inspired me to launch this podcast!

I first met Mark when he and his team led the national marketing effort for the Paramount Pictures movie, Same Kind of Different As Me, and we worked together to craft a Red Carpet Event strategy to market this film nationally in support of Gospel Rescue Missions through a partnership with City Gate Network

In this episode, Mark and I covered a ton of ground in a very candid conversation about his personal leadership journey.

Here are some of the key points we hit in this discussion:

  1. Mark's personal story of going 100+ miles per hour as a leader until he hit a wall...and it nearly killed him. He talks about how this experience helped him reset his priorities and focus, and create Inspiring Growth, his life's calling.
  2. The importance of caring for yourself as a leader in order to allow you to truly serve those you lead.
  3. The power of kindness, and how it helps you lead well.
  4. The importance of resilient thinking, and how that allows you to pick up  the pieces and move on after failure or setbacks. 
  5. As a leader, why you should strive to believe the best about people, and how that can radically change the culture in your organization.
  6. How to use a post mortem or after action review to overcome failure and create learning that will move your organization forward in a healthy way, even when a major project or initiative doesn't turn out the way you'd hoped.

Special Offer From Our Episode Sponsor, Velocity Strategy Solutions:

Jun 09, 2020
Leadership Field Notes with Bobby Lewis at Love Worth Finding
00:31:43

Leading well is critical -- especially during the challenging times in which we find ourselves these days. That's why I think my recent conversation with Bobby Lewis, Executive Vice President of Operations at Love Worth Finding is so important. 

According to Bobby, great leaders:

  1. Are lifelong learners who focus on adding knowledge and skills regularly
  2. Lead THROUGH others rather than trying to do everything themselves
  3. Invest in mentoring others so that skill-building becomes an ingrained focus across organizations
  4. Develop deep, meaningful relationships with those they mentor, rather than trying to rush the process
  5. Lead through collaboration and consensus-building instead of dictating
  6. Embrace the power of relationships rather than focusing on authority-based leadership
  7. Get close to people -- staff, donors, and clients -- in times of crisis, rather than pulling away
  8. Build trust by investing in people and relationships

There's some real leadership gold in this episode. You don't want to miss it!

Special Offer From Our Episode Sponsor, Velocity Strategy Solutions

Jun 03, 2020
Responsive Fundraising with Gabe Cooper
00:26:54
Gabe Cooper is CEO at Virtuous Software, Founder of The Modern Nonprofit Fundraiser Podcast, and Author of Responsive Fundraising. We got together recently to talk about the concept of Responsive Fundraising, and what it means for the future of the nonprofit sector. What's exciting is that the concept of Responsive Fundraising doesn't require you to throw out everything you're doing and start over completely. You don't have to lose ground in order to improve donor relationships and increase revenue.  Responsive Fundraising is really about applying the hyper-personalization that Americans are accustomed to in their daily life to their charitable giving experience. It's about using data you have at hand (or that you can get your hands on) to develop highly personalized donor experiences that communicate to your donors that you value them, you know them, and you are committed to providing them with a meaningful experience every time they interact with your organization.  Here are Gabe's key points about Responsive Fundraising:
  1. It's less about tactics and technology and more about shifting your mindset. 
  2. The success of Responsive Fundraising requires that you Listen (i.e., collecting more and better data, and understanding how it influences donor behavior), Connect (i.e., how can you use simple marketing automation to deliver relevant messages to your constituents at the exact time they are most likely to want it and engage with it?), and Adjust (i.e., creating a feedback loop so that you are modifying your organizational engagement approach based on what you see and hear from your donors as you deliver  them this new experience). 
  3. Responsive Fundraising doesn't require to stop mass fundraising activities like direct mail, email, and telemarketing. Instead, it gives you a framework for making those interactions more meaningful (and more valuable) to the donor. 
  4. You don't have to burn your entire program down and start from scratch. You can start small, with just two or three key elements. Once you prove out the value in small ways, use that success to increase the scale of Responsive Fundraising in your charity.
  5. Embracing and deploying a Responsive Fundraising philosophy and strategy in your organization doesn't require you to upend everything you're doing and change staff. It does, however, require that everyone be aligned around the goal, and willing to learn and change the way they've worked in the past. 
  6. Change of any kind -- but especially change like this -- requires a willingness to take risk and embrace failure in the service of creating something better for those you serve. 
As Gab
May 16, 2020
Framework Leadership with Dr. Kent Ingle
00:27:36

Visionary leaders don't succeed with just great ideas. They succeed because they've built a framework that inspires others and provides their teams with the necessary tools to perform."

I was recently blessed to have a fascinating conversation with Dr. Kent Ingle. In this fast-paced conversation, Dr. Ingle delivered huge leadership wisdom and value -- and I think you'll get a lot from this conversation. 

Dr. Ingle is President of Southeastern University in Lakeland, FL. He's also author of multiple books including Framework Leadership, 9 Disciplines of Enduring Leadership, This Adventure Called Life, and The Modern Guide to College. He also hosts The Framework Leadership Podcast.

Here are just six of the key takeaways from our conversation:

1. Focus on being self-aware and self-disciplined. Self-awareness allows you to understand who you are, your gifts, your passions, your abilities and experiences. And always knowing that helps you to understand the opportunities before you.

2. If you want to succeed as a leader, you need to build habits of discipline. Whether they be physical, emotional, educational, spiritual, or other, your ability to be disciplined in your own life will greatly impact your ability to lead others. 

3. People long for value and significance. As a leader, your responsibility is to help people understand their value and significance in the world. 

4. Leadership is all about your relational connectivity and how you interact and influence and have impact. 

5. One of the most difficult and challenging things for any organization is to be excellent at systems thinking where you see the big picture, understand how the individual parts really interconnect to each other to accomplish the big picture. Especially at times of change, if you aren't growing your systems at the same speed of your overall growth, you're probably going to hit some plateaus. 

6. To be successful as a leader, when leadership requires you to build a map to a place you've never been before, you need a framework. A successful framework for leadership requires four key elements: 

  • Listening
May 13, 2020
Avoid These Grant Seeking Mistakes, with Coral Dill
00:34:03

Coral Dill is the Founder and Principal at Grant Writer Etc., and a contributing author to the 2019 #1 Best Seller, 101 Biggest Mistakes Nonprofits Make And How You Can Avoid Them. Coral is an expert grant writer and regularly helps nonprofits of all shapes and sizes become "grant ready", and has helped those organizations raise millions of dollars over the last decade. 

In this episode Coral talks with us about some of the biggest grant seeking mistakes and how to avoid them. According to Coral, the biggest mistakes she sees are:

  1. Starting with grants: So many organizations - especially start-up nonprofits - assume that the fastest way to significant funding is through grants. But the reality is that most funders want to see a track record of success and fiscal health outside of grants before they'd be willing to consider a funding request.  
  2. Sending unsolicited funding requests: Grant seeking my be functionally different from individual donor fundraising, but there's one major similarity. They're both deeply relationship-based. In the same way that you wouldn't think of calling an individual donor you'd never met before and making an ask on the spot, don't make that mistake with grant funders either. 
  3. Assuming that everyone wants to fund you: Grant funders have specific focuses of their philanthropy. If your approach to grant seeking is to "spray and pray", you could end up sending a million grant requests and get the same result as if you'd sent none at all. Instead, invest the time to research, find funders that are aligned with your mission, and engage them deeply -- that's where you'll find success.
  4. Making poor revenue assumptions: This isn't unique to grant seeking, but it's critical to avoid. The mistake here is assuming that you're going to get funded by every funder or that they'll fund you at 100% of your request. It's rare that any organization gets funded at 100% by 100% of the funders they solicit. Make sure you're not executing spending plans based on poor assumptions like this.
  5. Not being prepared to manage the grant: Most organizations are prepared to accept the funds associated with a grant. But as Coral explains, often organizations are ill-prepared to handing the various stipulations, reporting requirements, and other aspects of actually fulfilling on the grant terms. If you're not prepared for those, you're not ready to solicit the grant yet.

This conversation is full of great insights and context around the biggest grant seeking mistakes that organizations make, and what you can do to make sure your nonprofit doesn't make these same mistakes. 

You can download the full show notes here.

Special Offer From Our Episode Sponsor, Velocity Strategy Solutions

Apr 30, 2020
Leadership Field Notes #1, with Doug Smith
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You’re in for a real treat today!This episode is packed with leadership value for you. Doug Smith is Director of Development at Light of Life Rescue Mission, and Founder/President at L3 Leadership, and organization that exists to  build and develop a community of leaders.My conversation with Doug is the first in a series of in-depth leadership conversations we’ll be having. Top 10 Leadership Insights from my conversation with Doug Smith1. Leadership is influence.2. Everyone is a leader and everyone has to grow to maximize leadership impact.3. Leadership is about people. If the people aren’t better as a result of your presence, you’re not leading well. 4. Leading is challenging. As John Maxwell says, “If you’re a leader, there will never be two easy consecutive days in your live.” 5. If you wouldn’t follow yourself, why would you expect others to follow you? 6. The power of “just relaxing” in your leadership.7. Telling people what you think they want to hear isn’t leadership. You have to care enough to be candid, even when the feedback might hurt a little. 8. In leadership, character trumps skill all day long.9. The most influential leaders love people, but they don’t depend on being loved by people. 10. If you’re going to grow as a leader, you’re going to have to take risks. You’ll fail sometimes, but that’s ok. That’s part of the process.There’s so much more in this episode than what I’ve outlined here. I guarantee you’ll get a ton of value out of this conversation today!You can download the full show notes here. FREE RESOURCE: In our conversation, Doug mentions that his team at Light of Life uses a resource called The Information Wheel from The Wellock Group. You can get more information about this tool by contacting Rick Wellock (rick@thewellockgroup.com) or Amy Staggs (amy@thewellockgroup.com) .  Special Offer from Velocity Strategy Solutions:
Apr 22, 2020
Leadership Field Notes #1, with Doug Smith
00:25:24

You're in for a real treat today!

This episode is packed with leadership value for you. 

Doug Smith is Director of Development at Light of Life Rescue Mission, and Founder/President at L3 Leadership, and organization that exists to  build and develop a community of leaders.

My conversation with Doug is the first in a series of in-depth leadership conversations we'll be having. 

Top 10 Leadership Insights from my conversation with Doug Smith

1. Leadership is influence.

2. Everyone is a leader and everyone has to grow to maximize leadership impact.

3. Leadership is about people. If the people aren't better as a result of your presence, you're not leading well. 

4. Leading is challenging. As John Maxwell says, "If you're a leader, there will never be two easy consecutive days in your live." 

5. If you wouldn't follow yourself, why would you expect others to follow you? 

6. The power of "just relaxing" in your leadership.

7. Telling people what you think they want to hear isn't leadership. You have to care enough to be candid, even when the feedback might hurt a little. 

8. In leadership, character trumps skill all day long.

9. The most influential leaders love people, but they don't depend on being loved by people. 

10. If you're going to grow as a leader, you're going to have to take risks. You'll fail sometimes, but that's ok. That's part of the process.

There's so much more in this episode than what I've outlined here. I guarantee you'll get a ton of value out of this conversation today!

You can download the full show notes here. 

FREE RESOURCE: In our conversation, Doug mentions that his team at Light of Life uses a resource called The Information Wheel from The Wellock Group. You can get more information about this tool by contacting Rick Wellock (rick@thewellockgroup.com) or Amy Staggs (amy@thewellockgroup.com) . 

Special Offer from Velocity Strategy Solutions:

Apr 22, 2020
Leading Through Crisis with Dennis Van Kampen
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What does it take to lead effectively through crisis?That’s the question that I initially posed to  Dennis Van Kampen, President/CEO of Mel Trotter Ministries. This conversation is timely and valuable because Mel Trotter Ministries provides the community social safety net in Grand Rapids, Michigan for men, women, and children experiencing homelessness throughout the community.The team at Mel Trotter Ministries is literally on the front lines of the COVID-19 crisis in Grand Rapids, and Dennis is responsible for leading, inspiring, and caring for the Mel Trotter staff who run their programs every day. In this conversation we talked about Dennis’ personal philosophy and view of leadership, as well as what it takes to lead teams through a crisis situation. Dennis shares his insights and perspective with us, based on 25+ years of leadership experience, on topics including:How to continue leading, day-to-day, during times of crisis. In times of crisis, how can you as a leader balance the need to accomplish your organization’s mission, with the reality that you must also care for your team and those who work throughout your organization.What it takes to care for and motivate your team to continue showing up and doing great work during a crisis situation. As a nonprofit leader, how can you lead and influence others in the community (i.e., other organizations, city and county leaders, etc.), without having any statutory authority. How you as a leader can recharge physically, mentally, and emotionally while leading through a crisis. What’s the organizational leader’s role in communicating with and engaging the broader community of volunteers, advocates, donors, and the general public during a crisis situation.  The insights Dennis shares are valuable for leaders everywhere, whether you’re facing a crisis like we all are today, or not. DOWNLOAD the full show notes here Special Offer from Velocity Strategy Solutions:
Apr 21, 2020
Leading Through Crisis with Dennis Van Kampen
00:29:55

What does it take to lead effectively through crisis?

That's the question that I initially posed to  Dennis Van Kampen, President/CEO of Mel Trotter Ministries

This conversation is timely and valuable because Mel Trotter Ministries provides the community social safety net in Grand Rapids, Michigan for men, women, and children experiencing homelessness throughout the community.

The team at Mel Trotter Ministries is literally on the front lines of the COVID-19 crisis in Grand Rapids, and Dennis is responsible for leading, inspiring, and caring for the Mel Trotter staff who run their programs every day. 

In this conversation we talked about Dennis' personal philosophy and view of leadership, as well as what it takes to lead teams through a crisis situation. 

Dennis shares his insights and perspective with us, based on 25+ years of leadership experience, on topics including:

  1. How to continue leading, day-to-day, during times of crisis. 
  2. In times of crisis, how can you as a leader balance the need to accomplish your organization's mission, with the reality that you must also care for your team and those who work throughout your organization.
  3. What it takes to care for and motivate your team to continue showing up and doing great work during a crisis situation. 
  4. As a nonprofit leader, how can you lead and influence others in the community (i.e., other organizations, city and county leaders, etc.), without having any statutory authority. 
  5. How you as a leader can recharge physically, mentally, and emotionally while leading through a crisis. 
  6. What's the organizational leader's role in communicating with and engaging the broader community of volunteers, advocates, donors, and the general public during a crisis situation.  

The insights Dennis shares are valuable for leaders everywhere, whether you're facing a crisis like we all are today, or not. 

DOWNLOAD the full show notes here

Special Offer from Velocity Strategy Solutions

Apr 21, 2020
The CARES Act and Your Nonprofit, with Seth Perlman
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Yesterday I sat down with Seth Perlman, Senior Partner at Perlman & Perlman LLP. Seth is one of the nation’s leading experts on nonprofit and philanthropic law, is an active leader in the philanthropic community, and a great partner to many nonprofit organizations and companies that serve the nonprofit sector.In our conversation, Seth shared his analysis of CARES Act and how it impacts nonprofit organizations. As a bonus, Seth shared some emerging industry trends and insights that he’s seeing across the sector. It’s an incredibly valuable conversation that you don’t want to miss.Seth helped us answer questions like:What are the eligibility requirements for nonprofit organizations to access the benefits of the stimulus package? Can organizations of all sizes access these benefits, or is this only for very small organizations?Are all nonprofits eligible – for example, can faith-based organizations access these benefits?Following up on that, I know a lot of faith-based organizations will be concerned about “strings attached” to this money. What can you tell us about those concerns, and whether there would actually be any government strings?What about advocacy and membership organizations – are they eligible to access the stimulus package benefits?What kinds of things can the loan funding be used for by nonprofits? Are there any limitations or restrictions?Can you talk about the loan forgiveness aspect of this stimulus package? Are there specific things that a nonprofit must do or must not do in order for these loans to eventually be forgiven?Are there any risks to nonprofits in accepting this stimulus help from the federal government?Can you talk with us about the Charitable Giving Incentive that’s baked into this plan? What’s included in that aspect of the stimulus. Do you see this as something that might be a one-and-done to impact charitable giving just in 2020, or is this something you think could get extended over the longer-term?Is there anything else about this stimulus package that you think nonprofit organizations should be aware of and/or concerned about? About Seth PerlmanSeth Perlman has been providing legal counsel to the philanthropic sector for more than thirty years. He works with large public charities, private foundations, fundraising professionals, for-profit businesses engaged in philanthropy, international NGOs and social enterprises.Seth assists clients to optimize their ability to achieve mission by advising on matters relating to organizational structure, governance, regulatory compliance and nonprofit commercial activities. He advises social entrepreneurs seeking to provide social benefit through non-traditional for profit organizational structures.Seth has litigated in several state and federal jurisdictions on issues relevant to the philanthropic community. He is an outspoken advocate for the sector through his participation with nonprofit trade associations including the Association of Fundraising Professionals, the Association of Direct Response Fundraising Counsel, Independent Sector, and the Nonprofit Coordinating Committee of New York. He is a founding board member of the Charity Defense Council in support of their mission “to change the way people think about changing the world”.Seth is an advisor to C-level executives and the boards of a broad range of U.S. nonprofits. He sits on the boards of philanthropic organizations in Canada, France, Germany, and the Netherlands.
Apr 15, 2020
The CARES Act and Your Nonprofit, with Seth Perlman
00:35:27

Yesterday I sat down with Seth Perlman, Senior Partner at Perlman & Perlman LLP. Seth is one of the nation’s leading experts on nonprofit and philanthropic law, is an active leader in the philanthropic community, and a great partner to many nonprofit organizations and companies that serve the nonprofit sector.

In our conversation, Seth shared his analysis of CARES Act and how it impacts nonprofit organizations. As a bonus, Seth shared some emerging industry trends and insights that he’s seeing across the sector. It’s an incredibly valuable conversation that you don’t want to miss.

Seth helped us answer questions like:

What are the eligibility requirements for nonprofit organizations to access the benefits of the stimulus package? Can organizations of all sizes access these benefits, or is this only for very small organizations?

Are all nonprofits eligible – for example, can faith-based organizations access these benefits?

Following up on that, I know a lot of faith-based organizations will be concerned about “strings attached” to this money. What can you tell us about those concerns, and whether there would actually be any government strings?

What about advocacy and membership organizations – are they eligible to access the stimulus package benefits?

What kinds of things can the loan funding be used for by nonprofits? Are there any limitations or restrictions?

Can you talk about the loan forgiveness aspect of this stimulus package? Are there specific things that a nonprofit must do or must not do in order for these loans to eventually be forgiven?

Are there any risks to nonprofits in accepting this stimulus help from the federal government?

Can you talk with us about the Charitable Giving Incentive that’s baked into this plan? What’s included in that aspect of the stimulus. Do you see this as something that might be a one-and-done to impact charitable giving just in 2020, or is this something you think could get extended over the longer-term?

Is there anything else about this stimulus package that you think nonprofit organizations should be aware of and/or concerned about?

About Seth Perlman

Seth Perlman has been providing legal counsel to the philanthropic sector for more than thirty years. He works with large public charities, private foundations, fundraising professionals, for-profit businesses engaged in philanthropy, international NGOs and social enterprises.

Seth assists clients to optimize their ability to achieve mission by advising on matters relating to organizational structure, governance, regulatory compliance and nonprofit commercial activities. He advises social entrepreneurs seeking to provide social benefit through non-traditional for profit organizational structures.

Seth has litigated in several state and federal jurisdictions on issues relevant to the philanthropic com

Apr 15, 2020
Positive Disruption with Beth Fisher
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I don’t know about you, but when I sat down and thought about the idea of disruption in the context of our current COVID-19 nationwide shutdown, I just had to laugh. I mean, if this isn’t disruption, what is!?!?!?But that’s not the kind of disruption I’m talking about here.On Friday I sat down with my friend, Beth Fisher. She’s currently Vice President of Advancement at Mel Trotter Ministries in Grand Rapids, MI.  Beth is a highly sought after speaker, life coach, and marketing and sales leader. She’s also author of the recently released book, Remorseless: Learning to Lose Labels, Expectations, and Assumptions Without Losing Yourself. Beth is an expert at leading change management initiatives in large organizations, and is currently using that experience to help reshape the processes and infrastructure to help Mel Trotter Ministries become more efficient and effective at delivering on mission. Beth helped us tackle big questions like:Can business principles used in the for-profit sector bring value to the nonprofit? What are the biggest challenges to growth and innovation in the nonprofit sector?What are the risks, to any organization, of not growing and changing? What are the greatest impediments to innovation and change within organizations?How do you keep teams and individuals motivated during large change initiatives? I hope this episode brings value to your work and helps you lead your team and your organization’s change initiatives more effectively!
Apr 13, 2020
Positive Disruption with Beth Fisher
00:31:00

I don't know about you, but when I sat down and thought about the idea of disruption in the context of our current COVID-19 nationwide shutdown, I just had to laugh. I mean, if this isn't disruption, what is!?!?!?

But that's not the kind of disruption I'm talking about here.

On Friday I sat down with my friend, Beth Fisher. She's currently Vice President of Advancement at Mel Trotter Ministries in Grand Rapids, MI.  Beth is a highly sought after speaker, life coach, and marketing and sales leader. She's also author of the recently released book, Remorseless: Learning to Lose Labels, Expectations, and Assumptions Without Losing Yourself

Beth is an expert at leading change management initiatives in large organizations, and is currently using that experience to help reshape the processes and infrastructure to help Mel Trotter Ministries become more efficient and effective at delivering on mission. 

Beth helped us tackle big questions like:

  • Can business principles used in the for-profit sector bring value to the nonprofit? 
  • What are the biggest challenges to growth and innovation in the nonprofit sector?
  • What are the risks, to any organization, of not growing and changing? 
  • What are the greatest impediments to innovation and change within organizations?
  • How do you keep teams and individuals motivated during large change initiatives? 

I hope this episode brings value to your work and helps you lead your team and your organization's change initiatives more effectively!

Apr 13, 2020
Virtual Fundraising Events with Charity Fundraising Expert, Duncan Schieb
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This week I sat down with Charity Fundraising Expert, Duncan Schieb. Duncan is a highly accomplished charity auctioneer, marketer, and fundraiser. In addition to his work managing live fundraising events for organizations, Duncan also runs a successful video production company that serves both nonprofit and commercial organizations. Duncan spoke with me from his home in Battery Park City, in New York — near the nation’s epicenter of the COVID-19 outbreak. As a charity event fundraising expert, Duncan knows all too well just how much of an impact this global pandemic has had on event fundraising. If your organization relies on event fundraising to fund operations, this is a conversation you won’t want to miss!In our discussion, Duncan helped answer these following important questions that are on the minds of thousands of nonprofit leaders right now:How does an organization that is event-heavy in their funding model make the switch from live events to virtual events? How can organizations protect the revenue that might have already been committed by individual donors and corporate sponsors if their events are shut down? What’s the one thing that organizations can do right now to protect your most important donor relationships (Hint: It’s super simple, doesn’t require any new money, and probably isn’t what you think)?Is virtual fundraising just a blip on the radar screen because of this crisis, or could this help springboard organizations into an entirely new donor engagement/fundraising model for their organizations? I so appreciate Duncan’s contribution to our sector and this conversation. In our chat, Duncan also shared the very personal story of the recent loss of his beautiful little boy, Lachlan Hugh Schieb. Duncan and his family have created the Lachlan Hugh Schieb Memorial Fund through Charity Water to ensure that Lachlan’s life and memory can help bring life-saving water to people in need around the globe.
Apr 10, 2020
Virtual Fundraising Events with Charity Fundraising Expert, Duncan Schieb
00:38:05

This week I sat down with Charity Fundraising Expert, Duncan Schieb. Duncan is a highly accomplished charity auctioneer, marketer, and fundraiser. In addition to his work managing live fundraising events for organizations, Duncan also runs a successful video production company that serves both nonprofit and commercial organizations. 

Duncan spoke with me from his home in Battery Park City, in New York -- near the nation's epicenter of the COVID-19 outbreak. 

As a charity event fundraising expert, Duncan knows all too well just how much of an impact this global pandemic has had on event fundraising. If your organization relies on event fundraising to fund operations, this is a conversation you won't want to miss!

In our discussion, Duncan helped answer these following important questions that are on the minds of thousands of nonprofit leaders right now:

  1. How does an organization that is event-heavy in their funding model make the switch from live events to virtual events? 
  2. How can organizations protect the revenue that might have already been committed by individual donors and corporate sponsors if their events are shut down? 
  3. What's the one thing that organizations can do right now to protect your most important donor relationships (Hint: It's super simple, doesn't require any new money, and probably isn't what you think)?
  4. Is virtual fundraising just a blip on the radar screen because of this crisis, or could this help springboard organizations into an entirely new donor engagement/fundraising model for their organizations? 

I so appreciate Duncan's contribution to our sector and this conversation. In our chat, Duncan also shared the very personal story of the recent loss of his beautiful little boy, Lachlan Hugh Schieb. Duncan and his family have created the Lachlan Hugh Schieb Memorial Fund through Charity Water to ensure that Lachlan's life and memory can help bring life-saving water to people in need around the globe. 

Apr 10, 2020
Leading in Extraordinary Times with Karen Erren
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These are certainly extraordinary times. Nonprofit organizations are facing increased stress and pressure to deliver value across our country, while doing so with reduced staffing, risk of illness to themselves, and for many, significantly greater demand.Leading in extraordinary times requires a commitment to authenticity, transparency, and a willingness to confront and address behaviors and beliefs that might put your organization’s success — and your people’s wellbeing at risk.Karen Erren is exactly that kind of leader. She and her organization, Palm Beach County Food Bank are on the forefront of the burgeoning hunger crisis in one of the country’s emerging COVID-19 hotspots — Palm Beach County, Florida. We sat down with Karen on Friday, April 5 to talk with her about what it takes to lead successfully in extraordinary times.Karen also talked with us about the importance of staying in close communication with key donors, institutional funders, and other partners during a time of crisis. As an example, Karen is sharing a video update through the ViewSpark platform on a weekly basis. We hope this helps bring you hope, clarity, and a path to leadership success in your own organization.
Apr 05, 2020
Leading in Extraordinary Times with Karen Erren
00:32:44

These are certainly extraordinary times. Nonprofit organizations are facing increased stress and pressure to deliver value across our country, while doing so with reduced staffing, risk of illness to themselves, and for many, significantly greater demand.

Leading in extraordinary times requires a commitment to authenticity, transparency, and a willingness to confront and address behaviors and beliefs that might put your organization's success -- and your people's wellbeing at risk.

Karen Erren is exactly that kind of leader. She and her organization, Palm Beach County Food Bank are on the forefront of the burgeoning hunger crisis in one of the country's emerging COVID-19 hotspots -- Palm Beach County, Florida. 

We sat down with Karen on Friday, April 5 to talk with her about what it takes to lead successfully in extraordinary times.

Karen also talked with us about the importance of staying in close communication with key donors, institutional funders, and other partners during a time of crisis. As an example, Karen is sharing a video update through the ViewSpark platform on a weekly basis. 

We hope this helps bring you hope, clarity, and a path to leadership success in your own organization. 

Apr 05, 2020
Fundraising in times of crisis
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On Friday, March 27, Roy Jones and I sat down to talk about fundraising in times of crisis. This episode is different than our typical episodes because it’s not an interview, but a candid conversation about emergency / crisis fundraising. In this conversation we address whether nonprofits should stop fundraising because of COVID-19, what the impact of pulling back or delaying will be, and how your organization can be successful in spite of this global crisis. You’ll hear us talk about specific tactics and strategies you can leverage right now to stay top of mind with your donors and make sure that your cause is positioned for success in a crisis.Our conversation is based on our collective 50 years of experience working for dozens of international and domestic charities through plenty of crisis situations. We hope this conversation adds value to your daily work. Please leave us a comment or send us an email at podcast[at]newportone[dot]com to continue the discussion.  Podcast intro/outro music was generously provided by Ted Leif.
Mar 30, 2020
Fundraising in times of crisis
00:28:56

On Friday, March 27, Roy Jones and I sat down to talk about fundraising in times of crisis. This episode is different than our typical episodes because it's not an interview, but a candid conversation about emergency / crisis fundraising. 

In this conversation we address whether nonprofits should stop fundraising because of COVID-19, what the impact of pulling back or delaying will be, and how your organization can be successful in spite of this global crisis. 

You'll hear us talk about specific tactics and strategies you can leverage right now to stay top of mind with your donors and make sure that your cause is positioned for success in a crisis.

Our conversation is based on our collective 50 years of experience working for dozens of international and domestic charities through plenty of crisis situations. 

We hope this conversation adds value to your daily work. Please leave us a comment or send us an email at podcast[at]newportone[dot]com to continue the discussion. 

Podcast intro/outro music was generously provided by Ted Leif.

Mar 30, 2020
Nonprofit Research and Insights with Melissa Brown
00:36:53
Mar 20, 2020
Nonprofit Leadership with Mia Hoagberg
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Mia Hoagberg, President and CEO of Make-A-Wish Minnesota, joins us for an in-depth conversation on leadership and change in the nonprofit sector. Mia started her career in the for-profit sector before shifting into work with nonprofit organizations over the past decade. In our conversation, Mia gives us a look into the challenges of leading, overcoming obstacles, changes in the sector, and diversity as it pertains to Make-A-Wish and the industry as a whole. Here are some of the key points from our talk with Mia:Being in charge means that everything stops with you, but also falls on you. Regardless of the department and if you have an interest in or affinity for it is still left up to the CEO.Managing and leading the board of directors is important. By strategically working with board members it becomes a partnership not just a take relationship. Mia’s approach to growing the board is to find someone with a passion for the mission first and foremost then looking at skill sets and company connections.Growing in her leadership role, Mia attributes surprises and constant change as the key to evolving and succeeding. There’s always a new challenge walking in the door and when you’re a leader, you have to be able to roll with those, stay calm, lead your team through uncertainty and really be steadfast and solid.Big challenges in the nonprofit sector right now that come to mind for Mia include tax line implications and how that effects donors give. Additionally, Mia mentions burnout and specifically how it affects staff and teams who are doing work like Make-A-Wish that can be exceptionally emotional for some staff.Mia’s chapter of Make-A-Wish has a task force for diversity and inclusion that works to ensure to focus on an equitable group of children across the state. We want to make sure that a wish is a wish, is a wish, and it does not matter where you live or where you came from or what part of the cities you live in, or what language you speak.Most importantly, Mia talks about the Make-A-Wish work and the long term effect it can have on a child’s life. They are working to change the trajectory of a child’s life through granting wishes that have life-changing outcomes.
Mar 13, 2020
Nonprofit Leadership with Mia Hoagberg
00:29:55

Mia Hoagberg, President and CEO of Make-A-Wish Minnesota, joins us for an in-depth conversation on leadership and change in the nonprofit sector. Mia started her career in the for-profit sector before shifting into work with nonprofit organizations over the past decade. In our conversation, Mia gives us a look into the challenges of leading, overcoming obstacles, changes in the sector, and diversity as it pertains to Make-A-Wish and the industry as a whole. 

Here are some of the key points from our talk with Mia:

  • Being in charge means that everything stops with you, but also falls on you. Regardless of the department and if you have an interest in or affinity for it is still left up to the CEO.
  • Managing and leading the board of directors is important. By strategically working with board members it becomes a partnership not just a take relationship. Mia’s approach to growing the board is to find someone with a passion for the mission first and foremost then looking at skill sets and company connections.
  • Growing in her leadership role, Mia attributes surprises and constant change as the key to evolving and succeeding. There’s always a new challenge walking in the door and when you’re a leader, you have to be able to roll with those, stay calm, lead your team through uncertainty and really be steadfast and solid.
  • Big challenges in the nonprofit sector right now that come to mind for Mia include tax line implications and how that effects donors give. Additionally, Mia mentions burnout and specifically how it affects staff and teams who are doing work like Make-A-Wish that can be exceptionally emotional for some staff.
  • Mia’s chapter of Make-A-Wish has a task force for diversity and inclusion that works to ensure to focus on an equitable group of children across the state. We want to make sure that a wish is a wish, is a wish, and it does not matter where you live or where you came from or what part of the cities you live in, or what language you speak.
  • Most importantly, Mia talks about the Make-A-Wish work and the long term effect it can have on a child’s life. They are working to change the trajectory of a child’s life through granting wishes that have life-changing outcomes.
Mar 13, 2020
Improving donor stewardship, with Tom Hooper
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We recently talked with Tom Hooper, Founder of Nimble Connect, on the organization’s focus on providing a unique approach to donor stewardship.  In our discussion, Tom explains how the nonprofit industry’s multi-year declines in donor retention and the growing lack of trust among donors, for the institutions to which they donate, led to the creation of Nimble Connect.  Tom separated himself from the fundraising space to concentrate on what it takes to build a relationship.Here are a few of Tom’s key insights:●       His data shows that a well-delivered engagement call can alter donors’ behavior.  He found that gifts from donors increased overtime when an engagement call is made within a week of the gift being given.●       Over a 27-month study, he found that 90% of new donors that were called gave a second gift●       70% of organizations that have come on board have been decisions that women leaders have made.  Understanding relationships are important.  Intimacy is a key driver in building trust.  No surprise, the data shows that women are more trusted and it is largely because they are more skilled at developing intimate relationships
Feb 27, 2020
Improving donor stewardship, with Tom Hooper
00:32:40

We recently talked with Tom Hooper, Founder of Nimble Connect, on the organization’s focus on providing a unique approach to donor stewardship.  In our discussion, Tom explains how the nonprofit industry's multi-year declines in donor retention and the growing lack of trust among donors, for the institutions to which they donate, led to the creation of Nimble Connect.  Tom separated himself from the fundraising space to concentrate on what it takes to build a relationship.

Here are a few of Tom’s key insights:

●       His data shows that a well-delivered engagement call can alter donors’ behavior.  He found that gifts from donors increased overtime when an engagement call is made within a week of the gift being given.

●       Over a 27-month study, he found that 90% of new donors that were called gave a second gift

●       70% of organizations that have come on board have been decisions that women leaders have made.  Understanding relationships are important.  Intimacy is a key driver in building trust.  No surprise, the data shows that women are more trusted and it is largely because they are more skilled at developing intimate relationships

 

Feb 27, 2020
The Eight Principles of Sustainable Fundraising, with Larry Johnson
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In our most recent episode of The Rainmaker Fundraising Podcast we sat down with Larry Johnson, author of The Eight Principles of Sustainable Fundraising, and Founder of the training and consulting firm of the same name. During our conversation, Larry shared how and why focusing on the underlying principles of fundraising is so important to fundraising success for any organization:Being effective in fundraising is 90% how and what you think, and only 10% what you’re actually doingUnderstanding the underlying principles of fundraising allows you to adapt tactics and techniques to fit any situation, without sacrificing the core elements of successBased on research conducted by Dr. Russell James of Texas Tech, organizations that can tap into asset-based giving (vs. solely cash-based giving) stand to scale revenues much more significantly than those that focus only on cash asks. Using The Eight Principles model allows organizations to successfully expand into asset-based giving opportunities with their donorsWhen we change our mindset and how we think about philanthropy, donors, and the relationships that undergird all philanthropic activities, exponential revenue growth is possibleIf you want more on The Eight Principles, check out The Oracle League, their high-level online training program.
Jan 24, 2020
The Eight Principles of Sustainable Fundraising, with Larry Johnson
00:16:59

In our most recent episode of The Rainmaker Fundraising Podcast we sat down with Larry Johnson, author of The Eight Principles of Sustainable Fundraising, and Founder of the training and consulting firm of the same name. 

During our conversation, Larry shared how and why focusing on the underlying principles of fundraising is so important to fundraising success for any organization:

  1. Being effective in fundraising is 90% how and what you think, and only 10% what you're actually doing
  2. Understanding the underlying principles of fundraising allows you to adapt tactics and techniques to fit any situation, without sacrificing the core elements of success
  3. Based on research conducted by Dr. Russell James of Texas Tech, organizations that can tap into asset-based giving (vs. solely cash-based giving) stand to scale revenues much more significantly than those that focus only on cash asks. Using The Eight Principles model allows organizations to successfully expand into asset-based giving opportunities with their donors
  4. When we change our mindset and how we think about philanthropy, donors, and the relationships that undergird all philanthropic activities, exponential revenue growth is possible

If you want more on The Eight Principles, check out The Oracle League, their high-level online training program. 

 

Jan 24, 2020
Avoiding Capital Campaign Mistakes, with John Kozyra
00:43:30

John Kozyra is Chief Philanthropy Officer at St. Mary Medical Center, which is a member of the Providence Health System. Prior to his role at St. Mary Medical Center, John held senior-level roles at CCS Fundraising, Changing Our World, and St. Mary’s Food Bank Alliance. John has led and managed capital campaigns for Catholic education, healthcare, and other causes that have raised more than $110 Million over the last decade.

In our conversation with John, we tackle two issues. First, John shares with us about his career progression, and specifically discusses what the biggest challenges and learnings have been for him in transitioning between leading fundraising in two nonprofits and serving nonprofits as a consultant.

We also discuss how to avoid the biggest capital campaign mistakes nonprofits make, from John’s chapter in 101 Biggest Mistakes Nonprofits Make and How You Can Avoid Them. In this portion of the conversation, John shares with us about these key mistakes and challenges:

  1. Lack of preparation for a campaign
  2. The role of volunteer leaders in a campaign
  3. Preparing for the high level of activity necessary to sustain a campaign
  4. Not using a campaign to expand your relationships with high net worth members of your community

Download the full transcript here

Jan 16, 2020
The Biggest Leadership Mistakes Nonprofits Make, with Adam Morgan
00:34:21

In our newest episode of The Rainmaker Fundraising Podcast we sit down with Adam Morgan, Senior Director of Development at Phi Kappa Psi Foundation. Adam is also a chapter author to Giving USA's 2017-2018 report, and a contributing author to the 2019 best seller, 101 Biggest Mistakes Nonprofits Make and How You Can Avoid Them. 

In our conversation with Adam we discuss some of the biggest leadership mistakes made in the nonprofit sector, why those are dangerous, and how we can navigate leadership challenges more effectively. 

You don't want to miss this discussion and the opportunity to learn from Adam's experience and guidance to help you become a better leader. 

Download the full transcript here: Adam Morgan Transcript

Jan 15, 2020
Yes, PR and comms can positively impact fundraising, with Jessi Marsh
00:40:42

Jessi Marsh is Senior Director at Changing Our World, a leading global philanthropic consulting firm and member of the ONE HUNDRED consortium. She also happens to be a great friend, and all around smart marketer and fundraiser. 

I was lucky enough to get some time on her calendar recently (between her frequent trips to New York and Boston where she's consulting on various capital campaigns) to talk with her about communications and public relations, and how those disciplines can impact a nonprofit's fundraising results. 

The best part of this conversation is that Jessi comes at this from the perspective of someone who has done the work inside a nonprofit. Prior to joining Changing Our World she led the communications and development departments at Light of Life Rescue Mission, where she successfully put into practice everything she talks with us about on this episode. 

Dec 17, 2019
High net worth donor trends with Lisa Wolf
00:34:57
Lisa Wolf, Vice President of Westfall Gold

We recently sat down with Lisa Wolf, Vice President of Consulting with Westfall Gold, and a contributor/editor at Giving USA. We love talking with Lisa and other members of the team at Westfall Gold, because they really know their stuff. In fact, they recently crossed a major milestone, having now raised more than $1 Billion charitable dollars for their clients!

Lisa was gracious enough to talk with us about what she and her colleagues are seeing in the market today, and what we need to be thinking about, particularly related to engaging high net worth givers.

Here are some of the key points we gleaned from our conversation with Lisa:

  • General donor giving is lower year-over-year (again), and retention is also down year-over-year. In fact, all the key performance indicators are down compared to last year.
  • Major donor giving is fairly strong in 2019, lifting what would otherwise be a weaker year of philanthropic giving. We also see that more money is going into Donor Advised Funds, so complex asset-based gifts are now more likely than ever before.
  • 90% of all charitable giving in the US happens in cash. This is the inverse of how most Americans hold their wealth, especially as net worth increases. This means fundraisers are focusing on an ever-shrinking pool of resources because they are largely not engaging high net worth donors in conversations about how they can give from their assets instead of from their checkbooks.
  • Westfall Gold's research shows that "expert" donors (those who are well educated on the process, etc.) give 3X the level of novice donors. Unfortunately, we also find that fundraisers are reluctant to bring other experts (like financial advisors) into conversations with donors to help educate them about their giving options. Westfall's research indicates this is largely because fundraisers are afraid that doing so will open their donors to other giving options and take money away from them/their organization. 
  • When we think about High Net Worth donors, we need to shift our thinking around engaging them. They are not "donating" to your organization. They are investing in the cause. This means they're looking for a return on that investment. And your ability to deliver that return, and to tell a compelling story around your impact will dictate how successful you'll be with high net worth donors.

 

Dec 12, 2019
Leading for Philanthropic Impact with Betsy Taylor
00:24:37

We recently sat down with our good friend Betsy Taylor, President of Accordant Philanthropy and author of Healthcare Philanthropy: Advance Charitable Giving to Your Organization's Mission, for a conversation about leading for philanthropic impact. 

It was a fascinating discussion about how C-level executives influence philanthropy throughout organizations, and how we as fundraisers can best engage those executives to advance our critical missions. 

Here are just a few of Betsy's key insights:

  • Successful philanthropy is about much more than having a great development staff. It demands buy-in and active support from the Chief Executive, governing board, and key program leaders to be highly effective.
  • If your chief executive doesn't believe in what you do, good luck to you. It's very hard to push that rock uphill.
  • Any donor who is going to give you a significant gift wants to look the chief executive in the eyes. They want a relationship with you, the chief executive. They want to hear your vision, and know that you're trustworthy.
  • At the highest levels of giving, donors aren't just investing in organizational mission. They're also investing in the vision of the chief executive -- donors need to know that person has the right vision, the right ambition, and the energy to lead and execute against it.
  • If the chief executive is uncomfortable asking for money, that's ok. For the most part (unless you're a one-person organization), the CEO never has to utter the words, "will you consider a gift of $X today." Instead, talk about what you believe in. What you care about. Talk about how you see your organization fulfilling your mission. You have other key leaders and team members who can bring home the actual ask.

Download the show notes here

Nov 13, 2019
Nonprofit Leadership Lessons with Stacey Girdner

In our most recent podcast episode, Roy and I got to interview our good friend and leadership mentor, Stacey Girdner. Stacey is the Founder and Managing Partner of The PRAXIS Group, a firm that helps organizations become more effective through leadership development and coaching. We worked closely with Stacey when she was Chief People Officer at Russ Reid (where Roy and I both worked previously). And most recently, Stacey also authored what I think is one of the most impactful (if not the most impactful) chapters in my recent #1 Best Seller, 101 Biggest Mistakes Nonprofits Make And How You Can Avoid Them. You can download Stacey's chapter for FREE here

In our conversation we talked with Stacey about some of the biggest mistakes leaders make. Here are some key insights from that conversation:

Mistake #1: Lacking self-knowledge - If we aren't self aware enough to recognize our own idiosyncracies and how they impact those around us, we stand to do real damage to the people we're entrusted to lead. And to our organizations. 

Mistake #2: Abdicating our power to influence our direct reports - As much as we might want our teams and our people to show up on day 1 as the perfect employee, knowing exactly what is needed and how to do it, that never happens. If we aren't mindful of how our approach, and how the things we do/don't do to support our people influence their success, we miss key opportunities to help them grow. Consistently abdicating this power (and responsibility) likely leads to disengaged employees, missed expectations, and eventually turnover. 

A key resource Stacey recommends to help leaders in this area is Marshall Goldsmith's book, What Got You Here Won't Get You There

Mistake #3: Thinking it's noble to burn the candle at both ends - Often leaders think they have to be the first one in the office, the last to leave, and the person who out-works everyone else. Stacey breaks down why this is a terrible way to think, and how it negatively impacts our work, our health, and our relationships at home. 

Oct 17, 2019
Transformational major gift fundraising with Bob Westfall

I'm not gonna lie. This is, for me, a bucket list interview. This week Roy Jones and I interviewed Bob Westfall, CEO of Westfall Gold.

Why is this such a big deal for me (it's a big deal for you too, you just don't know it yet!)? Because Bob's firm has raised $950 MILLION in transformational major gifts, and they've developed a phenomenal approach to building relationships and securing philanthropic support. I learned a ton in this interview, and I hope you do too!

Some key points from our conversation:

  • To be successful at major gift fundraising you have to have the right people in the room.
  • Major and Mega donors follow the principle that "eagles fly with eagles" -- meaning, they want to be together with other high net worth, major/mega donors. And getting these people in the room together on behalf of your charitable cause is not just financially important to you, but valuable to your donors.
  • The case (i.e., Case for Support) is critical. It must be emotional, intellectual, and transformational. But the most important of these three is that it's transformational (i.e., that it shows the donor that their philanthropic support can make a HUGE change in the lives of those you serve).
  • According to the Bank of America / US Trust Study of High Net Worth Philanthropy, 94% of major donors will give you a gift once you can help them believe in the mission of your organization.
  • Further, 93% of major donors say they'll make a major gift once an organization shows them how doing so will make a meaningful impact in the lives of people served by the organization.
  • If fundraisers will intentionally deliver a transformational case every time they interact with a donor, their likelihood of securing major gifts will skyrocket! This can be as simple as leaving a voicemail telling the donor a quick impact story, sharing a news article about the impact of your work, or emailing them a quote from someone served by your org .

Get the full show transcript here. 

Sep 29, 2019
Managing Data to Maximize Revenue, with Steven Shattuck

Last week we sat down with Steven Shattuck, Chief Engagement Officer at Bloomerang, a leading CRM provider in the nonprofit sector. Steven is one of the smartest guys in our space, and he leads Bloomerang's thought leadership efforts, including their highly popular blog and webinar programs. 

We had a great conversation about how successful nonprofits are harnessing their data -- often one of the most valuable resources they have -- to maximize revenue for their cause. 

Steven walks us through some of the most impactful ways nonprofits are using data, and some of the biggest mistakes orgs make with their data. 

I hope you find this interview hugely valuable!

And if you are interested in exploring Bloomerang as a CRM option for your organization, you can check them out here

 

Download the show transcript here. 

Sep 06, 2019
Talent is key to fundraising success, with Jeff Rothman

There are so many great things I could say about Jeff Rothman. But I'm biased. When I was looking to take the next step in my career two years ago, Jeff helped me find my new work "home" at Newport One. He was a great advocate and trail guide as I explored the opportunity at Newport and ultimately chose to come on board this agency. It was the best career decision I've made in a long time...made possible by Rothman Talent Solutions

Jeff is Founder & President of Rothman Talent Solutions, an executive search firm that specializes in pairing high-impact talent with data-driven marketing organizations (nonprofits, for-profits, and the agencies that serve their marketing needs). 

Jeff is also a contributing author to my recent Amazon #1 Best Seller, 101 Biggest Mistakes Nonprofits Make And How You Can Avoid Them

He joined me on the podcast for a conversation about some of the biggest mistakes nonprofits make in the areas of talent recruitment, engagement, and retention. If you are responsible for hiring or retaining talent in a nonprofit, or for leading people and teams that are, you won't want to miss Jeff's insights and tips.  

You might also want download a copy of Jeff's chapter from 101 Biggest Mistakes.

Aug 28, 2019
Growing Your Monthly Donor Revenue, with Erica Waasdorp

If you want to raise more money for your nonprofit, better engage your donors, and create massive fundraising leverage, you need to listen to what my friend, Erica Waasdorp has to say. 

Erica is President of A Direct Solution, and author of Monthly Giving: The Sleeping Giant. She's also a contributing author to my recent Amazon #1 Best Seller101 Biggest Mistakes Nonprofits Make And How You Can Avoid Them

I recently sat down with Erica to talk about the biggest mistakes nonprofits make with monthly donors, and to get her insights about some of the most important trends and strategies related to monthly giving. 

Her insights are like GOLD! If you follow Erica's recipe for building and scaling a monthly giving program, your donors will have a better experience, and you'll raise a lot more money for your cause! 

Erica says one way to kickstart your monthly giving program is to grab a copy of her FREE tool, the Monthly Giving Starter Kit

Check out her podcast interview for more valuable tips and insights!

 

Download the show transcript here

Aug 22, 2019
Philanthropic Futurism with Trista Harris

I first met Trista Harris a year ago when she spoke at the ALDE Conference in Minneapolis. Her talk was engaging and thought provoking, and I walked away wanting to hear more. 

That's why I was so excited when she agreed to be interviewed for the Rainmaker Fundraising Podcast! 

In this episode, Trista helps us understand what Philanthropic Futurism is, and how nonprofit organizations can all benefit from futurism. She also gives us some predictions for the future of the nonprofit sector, and what some of the biggest risks and opportunities on the horizon might be. 

It's a great episode - you don't want to miss it!

Download the show transcript here. 

About Trista

Trista Harris is a passionate advocate for leaders in the philanthropic and nonprofit sectors. Trista’s work has been covered by the Chronicle of Philanthropy, CNN, Forbes, the New York Times, and numerous social sector blogs. She is also the co-author of the book “How to Become a Nonprofit Rockstar” and the book “FutureGood”. She speaks internationally about using the tools of futurism in the social sector and is the president of FutureGood, a consultancy that helps visionary leaders build a better future. You'll also want to check out Trista's blog.  

Jul 28, 2019
The Impact Method with Sarah Olivieri of PivotGround

In this episode we talk with Sarah Olivieri, Founder of PivotGround about her Impact Method, a business framework designed specifically for nonprofits. We loved this conversation and getting to know Sarah. What's clear to us is that Sarah and her team are moving the needle for nonprofits in one of the most valuable and under-leveraged areas -- planning. Sarah debunks the idea of traditional strategic planning, and also challenges our industry's current focus on "data-driven" decision making. Our heads were spinning as we learned from Sarah and how she's helping nonprofits become more effective in the marketplace. You won't want to miss this episode! 

About Sarah

Sarah Olivieri is a nonprofit strategist with a passion for helping organizations thrive in the digital age.

The founder and heart behind PivotGround, Sarah helps human-service nonprofits increase capacity, deliver better programming, attract more funding, and make the world a better place.

She is also the creator of the Impact Method™ - a business framework for nonprofits designed to help them thrive in the digital age.

Sarah received her BA from the University of Chicago with a focus on globalization and its effect on marginalized cultures, studying in Spain, Tanzania, and Cuba, and finally moving to Japan to teach English. In 2009 she completed a master's degree in Humanistic and Multicultural Education at SUNY New Paltz.

When Sarah isn't developing strategies for clients, you can often find her speaking or hosting seminars. Sarah is also a mom and loves spending time with her 6-year-old son Lilo and enjoys cooking, sailing, knitting, and reading in her free time.

Download the show transcript here

Want more great leadership content? Subscribe to my weekly nonprofit leadership email. Every Monday you'll get a quick, concrete leadership tip to help you lead better throughout the week. 

Jul 19, 2019
Building a culture of collaboration, with Amanda Fabrizio-Grzesik
In our most recent episode of The Rainmaker Fundraising Podcast I sat down with Amanda Fabrizio-Grzesik, Director of Development at Tennessee Tech University, and author of the Fab Fundraising blog. We had a fascinating conversation about building a culture of collaboration across development and programs (in her case, specifically with academic staff). This is often such a difficult bridge to build between the two camps -- but Amanda has some great real world tips and examples to help you do just that. If you've ever struggled to gain alignment between development and program teams, you'll want to check out this podcast episode. 

About Amanda

Amanda is a native of the Philadelphia, Pennsylvania region, Amanda moved to Tennessee from the northeast in 2014.  She is currently the Director of Development for the College of Agriculture & Human Ecology, College of Education, College of Engineering and the Oakley STEM Center at Tennessee Tech University. She also oversees regional fundraising for Kentucky, Virginia, the upper-Midwest and the Northeast.  Amanda graduated with her Bachelor of Arts in Communications from DeSales University and her Master of Education in Educational Leadership from Lehigh University.  Before Tech, she worked in communications at Lehigh's Industrial and Systems Engineering Department and in the university development offices at Immaculata University and Pratt Institute.  Her husband, Danny, works in student affairs and met while they were both working at Lehigh. They have two fur children, Sonic, who is a seven-year-old Pomeranian, and Laney, who is a 3-month old Chiweenie (chihuahua/dachshund mix). You can connect with Amanda via the following: Fab Fundraising Blog LinkedIn Download the show transcript here
Jul 18, 2019
Optimizing Your Nonprofit with the Global Center for Nonprofit Excellence
In this episode we chat with two of the nation's leading experts on nonprofits, Marc Stein and Bob Lipps. Marc and Bob are co-Founders of The Global Center for Nonprofit Excellence. The Center, as they call it, was created to bring together three diverse groups -- Nonprofits, Funders, and Businesses that provide products and services to the nonprofit sector.  What's most interesting to us about The Center is that these two guys, with decades of experience in legal services, finance, operations, leadership, marketing, and development, have designed an organization with the sole purpose of optimizing the work done by nonprofits. Their goal is to help align nonprofit organizations with service providers and funders, and to provide key services that will help an organization enhance and optimize their work, across all aspects of the organization. In this episode you'll hear more about their approach to serving nonprofits, and the distinct value that they provide. One very interesting tool they shared about on the podcast is their OpX360® product. OpX360®, which stands for Operational Excellence 360, is an assessment tool that nonprofits, boards, funders, or individual leaders can use to gain a clear understanding of how they and their organizations are performing across six key functional areas.  This is an incredibly valuable assessment tool that will be available to nonprofits worldwide starting in August. You can be one of the first organizations to take advantage of this new tool by registering on their waitlist today.

As a special bonus just for our listeners, The Center is providing a generous $200 discount on OpX360® assessments. All you have to do is input the coupon code RAINMAKER when prompted. 

Download the show transcript here
Jul 13, 2019
Energizing a major gift program with Dan Balena

During last month's Citygate Network Conference, Shawn Saunders (Dickerson Bakker & Associates) and I got to sit down with Dan Balena of Atlanta Mission and talk about how he and the team at Atlanta Mission have energized their major gift program. 

After a long and successful corporate career at IBM, Dan felt called to the work of ministry, and later discovered that his skills and experience were a great fit for major gift work. In our conversation he talks about the way Atlanta Mission is engaging donors, telling better stories, and working to bring renewed excitement to the relationships they have with their donors -- all in support of changing the lives of people in need throughout the Atlanta area. s

Download the show transcript here

Jul 10, 2019
Scaling your nonprofit to meet growing needs, with Carlos Baldovinos of The Mission at Kern County

Carlos Baldovinos leads The Mission at Kern County, serving those who are experiencing homeless in Bakersfield, CA and surrounding communities. 

I got the chance to interview Carlos at the Citygate Network 2019 conference earlier this month in beautiful Palm Springs, CA. My good friend Shawn Saunders from Dickerson Bakker & Associates was kind enough to guest host this episode with me. 

During our conversation with Carlos, we touch on the growing crisis of homelessness in California, and specifically in the Kern County area. He shares with us the approach The Mission is taking to increase capacity to serve more people in need, and how he and his team successfully executed a recent capital campaign to grow their Mission. What's most interesting about this is that Carlos and his team decided not to engage a consultant in the process, and skipped the feasibility study phase of the campaign. Check out this podcast to learn how they did that, and what your organization might be able to learn from their approach. 

Download the show transcript here

Jun 26, 2019
Improving donor engagement with ViewSpark
ViewSpark Logo

Have you heard of ViewSpark yet? 

They happen to be my favorite digital donor engagement platform, and if you don't know them yet, you should check them out. 

I got to sit down with ViewSpark's CEO, Jeff Kliewer, and Vice President of Marketing, Kat Landa, during the recent Citygate Network conference in Palm Springs to talk about how their platform is reshaping the way nonprofits engage with their donors. And the results are pretty stellar. 

In fact, in December of 2018 when many other nonprofits saw sharp declines in online giving, ViewSpark's clients actually saw significant increases in online giving! Interestingly, Jeff and Kat share that their average client spends less than 10 minutes per day using their platform -- and it still generates significant returns for them. 

Right now they're offering a special 50% discount off their standard set-up cost just for our listeners. All you have to do is mention the Rainmaker Fundraising Podcast when you contact them!

 

Download the show transcript here. 

Jun 25, 2019
The importance and challenges of leading a ministry as a woman, with Michelle Porter of Souls Harbor Rescue Mission

We were so blessed to sit down with our longtime friend and colleague, Michelle Porter, Founder & CEO at Souls Harbor Rescue Mission in Halifax, Nova Scotia, during the recent Citygate Network 2019 Conference

Michelle is one of a small (but growing) group of female CEO's within North America's network of Gospel Rescue Missions (homeless shelters). She sat down with me and my guest co-host, Shawn Saunders of Dickerson Bakker & Associates to talk about the importance, value, and challenges of growing the number of women in leadership in the rescue mission community. During our time together she also talked with us about her experience in launching a new ministry organization from the ground up, what some of the challenges were around that, and how she went about engaging the local community to help fund and grow their start-up organization. 

Download the show transcript here

Want more great leadership content? Subscribe to my weekly nonprofit leadership email. Every Monday you'll get a quick, concrete leadership tip to help you lead better throughout the week. 

Jun 20, 2019
Raising funds and awareness for homeless services in Los Angeles, with Richard Newcomb of Union Rescue Mission

During the recent Citygate Network 2019 Conference in Palm Springs, CA, we got the chance to sit down with our new friend, Richard Newcomb, Vice President of Philanthropy and Social Enterprise at Union Rescue Mission in Los Angeles.

During our conversation, Richard shared several key insights with me and my guest co-host, Shawn Saunders of Dickerson Bakker & Associates.  Richard talks with us about the challenges of building awareness and raising funds in a heavily crowded market like Los Angeles, and the growing need for innovation and change to address the growing homeless crisis in Los Angeles. He also shares a story of the bold and compassionate leadership of Union Rescue Mission's CEO, Andy Bales. You won't want to miss this episode!

 

Download the show transcript here. 

Jun 20, 2019
The impact of culture and leadership on philanthropy with Donovan Coley

During the recent Citygate Network 2019 Conference in Palm Springs, CA, I got the chance to meet and get to know Donovan Coley Sr., M.A., President/CEO of The Rescue Mission in Ft. Wayne, Indiana. 

Donovan was a guest on The Rainmaker Fundraising Podcast, and talked with me and my guest co-host, Shawn Saunders of Dickerson Bakker & Associates about the importance of culture and leadership on philanthropy. In our conversation he shares the story of how when he came to The Rescue Mission, he discovered the need for change, and implemented significant changes across the organization's leadership structure and culture. Those changes helped the organization grow from less than $1.5 Million per year, to $6.1 Million today. 

 

Download the show transcript here. 

Want more great leadership content? Subscribe to my weekly nonprofit leadership email. Every Monday you'll get a quick, concrete leadership tip to help you lead better throughout the week. 

Jun 20, 2019
Innovation in Fundraising with Paul Spence of City Gospel Mission
Paul Spence

I got the chance to sit down with my good friend and former client, Paul Spence,  who is VP of Development at City Gospel Mission in Cincinnati. Paul was kind enough to visit with me during the Citygate Network 2019 Conference in Palm Springs, and talk with me about the importance of innovation and change in fundraising. This is a topic Paul knows a lot about -- he's led several significant innovations during his time at City Gospel Mission, and helped raise millions of dollars in the process for this ministry. 

Download the show transcript here

 

Jun 16, 2019
Engaging Foundations and Corporations as Major Donors with Dani Bethune
Dani Bethune

It was such a joy to meet Dani Bethune recently at the Citygate Network 2019 Conference in Palm Springs! She's a fundraising dynamo who is currently serving as Chief Development Officer at Union Gospel Mission in Dallas, TX. 

When Shawn Saunders (my good friend from Dickerson Bakker & Associates, and my podcast guest co-host during the Citygate Conference) and I spoke with Dani she sparked a conversation about how nonprofits view foundation and corporate funders, and some of the biggest mistakes that fundraisers make in engaging those key institutional major donors. In our conversation she shares her experience in developing relationships with institutional funders and inspiring them to support UGM Dallas and other organizations she's served in the past. 

Download the show transcript here

 

Jun 16, 2019
From Attorney to Homeless Advocate, with Freddy Clayton of Orlando Union Rescue Mission
Fred Clayton, Orlando Union Rescue Mission

At the recent Citygate Network 2019 Conference, I had the opportunity to interview my good friend and former client, Freddy Clayton. Freddy is the President at Orlando Union Rescue Mission. He spent the majority of his career practicing law in Orlando, then nearly five years ago was called to serve as President at the Mission. In our conversation he talks about that transition from the corporate world to the nonprofit sector. He also talks about OURM's recent major capital campaign, and what he's learned as a leader and fundraiser in the last half decade. 

Download the show transcript here

 

Jun 16, 2019
Equity and inclusion in the nonprofit sector, with Amira Barger, MBA, CVA, CFRE

In this episode our good friend Amira Barger, Head of Business Development at the Public Health Institute talks with us about one of the most under-addressed topics in the nonprofit sector. Equity and inclusion. She shares her personal perspective on what it means to create equitable environments in the nonprofit workplace, why equity is important and inclusion is essential, and what some of the biggest roadblocks are. 

In our conversation, Amira mentions several great resources that listeners can take advantage of to build more equitable workplaces and practice greater inclusion in their daily lives. Links to those are below. 

Harvard University Implicit Bias Test

Race To Lead

Building a Race Equity Culture

 

May 19, 2019
The Long Haul Fundraising Model with Aubrey Bergauer
00:37:05
In this new episode we talk with Aubrey Bergauer, Executive Director of California Symphony Orchestra, and creator of the Long Haul Model.  Aubrey shares with us how she and her team applied the Long Haul Model to create five consecutive years of growth at California Symphony Orchestra — and how you can apply the same techniques to improve […]
May 02, 2019
The Long Haul Fundraising Model with Aubrey Bergauer

In this new episode we talk with Aubrey Bergauer, Executive Director of California Symphony Orchestra, and creator of the Long Haul Model

Aubrey shares with us how she and her team applied the Long Haul Model to create five consecutive years of growth at California Symphony Orchestra -- and how you can apply the same techniques to improve outcomes at your organization. 

Aubrey is also a contributing author to the new Amazon #1 Best Seller, 101 Biggest Mistakes Nonprofits Make And How You Can Avoid Them. As a special bonus for our Rainmaker Fundraising Podcast listeners, you can download Aubrey's chapter here!

Download the show transcript here

 

May 02, 2019
Fundraising as a vocation, with Dan Reed
00:35:23
Dan Reed is CEO at Seed Fundraisers, a unique training and consulting firm serving fundraisers of all skills and experience levels. In our conversation, Dan shares his passion for the vocation of fundraising, and for training and developing individual fundraisers so that they can thrive in their organizations and careers. Dan takes a fresh look at […]
Apr 25, 2019
Fundraising as a vocation, with Dan Reed
Dan Reed is CEO at Seed Fundraisers, a unique training and consulting firm serving fundraisers of all skills and experience levels. In our conversation, Dan shares his passion for the vocation of fundraising, and for training and developing individual fundraisers so that they can thrive in their organizations and careers. Dan takes a fresh look at the importance of training in our sector, and the fact that it creates value for the individual fundraiser, not just for the organizations that employ them. I think you'll enjoy this interview and learn a lot!
Apr 25, 2019
Engagement Fundraising with Greg Warner
00:46:36
In this episode of The Rainmaker Fundraising Podcast I chat with my good friend Greg Warner. Greg is CEO of MarketSmart and author of Engagement Fundraising.  Greg’s a natural pot stirrer and loves to challenge the status quo. That led him to create a company that helps nonprofits think and act differently in identifying potential major and legacy […]
Apr 12, 2019
Engagement Fundraising with Greg Warner

In this episode of The Rainmaker Fundraising Podcast I chat with my good friend Greg Warner. Greg is CEO of MarketSmart and author of Engagement Fundraising

Greg's a natural pot stirrer and loves to challenge the status quo. That led him to create a company that helps nonprofits think and act differently in identifying potential major and legacy giving donors -- and to engage them in ways that are meaningful and valuable to them. You'll learn so much from him in this episode!

Greg is also a contributing author to the new Amazon #1 Best Seller, 101 Biggest Mistakes Nonprofits Make And How You Can Avoid Them. You can download the first 10 chapters FREE

Apr 12, 2019
Ep08: Real world ideas to raise more money with Lisa Notaro, CFRE
00:47:40
Mar 10, 2019
Ep08: Real world ideas to raise more money with Lisa Notaro, CFRE

Over the last six years Lisa Notaro, CFRE (Arizona AFP Fundraiser of the Year for 2018) has led philanthropic efforts to raise over $120 Million for St. Mary's Food Bank, the nation's first ever food bank. Her dynamic style, constant positive attitude, and deep experience are keys to her success. In this episode, she shares various tips from her own experience to help any nonprofit leader raise more money for their cause.

Mar 10, 2019
Ep07: Creating value through strategy, with Ben Stroup
00:45:39
In this episode we talk with our good friend Ben Stroup, Director of Strategic Development at Christian Broadcasting Network. Ben shares with us about the importance of embracing data and analysis, how CBN bested industry fundraising trends in 2018, and what it takes to innovate and drive change in a large and established nonprofit organization. […]
Feb 22, 2019
Ep07: Creating value through strategy, with Ben Stroup

In this episode we talk with our good friend Ben Stroup, Director of Strategic Development at Christian Broadcasting Network. Ben shares with us about the importance of embracing data and analysis, how CBN bested industry fundraising trends in 2018, and what it takes to innovate and drive change in a large and established nonprofit organization. There's a ton of value packed into this episode for you!

Feb 22, 2019
Ep06: Fundraising Leadership with, Shawnte Williams, MBA
00:32:20
In this episode we interview Shawnte Williams, MBA, Chief Development Officer at Panama City Rescue Mission. Shawnte shares her perspective on moving from an individual contributor role into a senior-level fundraising leadership role, how she approaches building major donor relationships, and what it’s like to move from a big shop to a smaller shop. You […]
Feb 14, 2019
Ep06: Fundraising Leadership with, Shawnte Williams, MBA

In this episode we interview Shawnte Williams, MBA, Chief Development Officer at Panama City Rescue Mission. Shawnte shares her perspective on moving from an individual contributor role into a senior-level fundraising leadership role, how she approaches building major donor relationships, and what it's like to move from a big shop to a smaller shop. You don't want to miss this!

Feb 14, 2019
Ep05: Emotional intelligence is key to fundraising success, with Scott Koskoski
00:36:35
In this interview we talk with our good friend and colleague, Scott Koskoski, Senior Performance Consultant and Partner at BrightDot about the critical role that emotional intelligence plays in a nonprofit’s fundraising success. This is an eye-opening topic that is sure to add value to any fundraiser or nonprofit leader’s day. We also take a […]
Jan 09, 2019
Ep05: Emotional intelligence is key to fundraising success, with Scott Koskoski

In this interview we talk with our good friend and colleague, Scott Koskoski, Senior Performance Consultant and Partner at BrightDot about the critical role that emotional intelligence plays in a nonprofit's fundraising success. This is an eye-opening topic that is sure to add value to any fundraiser or nonprofit leader's day.

We also take a few minutes at the end of the show to talk with Scott about the state of fundraising after what appears to have been a less than great 2018 year-end fundraising season.

Show Transcript:

Andrew Olsen:                  Okay, we are recording now.

Andrew Olsen:                  Good afternoon, everyone. This is Andrew Olsen, co-host of the Rainmaker Fundraising Podcast. I'm here with my good friend and colleague Roy Jones, co-host of the Rainmaking podcast. Roy, how are you?

Roy Jones:                          Great to be here. It's going to be fun. I love talking to folks that have done university fundraising in the past. This whole subject of emotional intelligence, I like getting into that. So, I'm excited to talk to Scott. I'll let you introduce him.

Andrew Olsen:                  Yeah, I'm really excited about this as well. I think our listeners are in for a treat. I have gotten to know Scott Koskoski over the last ... Well, Scott, what's it been? Five months, I think?

Scott Koskoski:                  Yeah. Actually, a little more. Maybe eight or nine months.

Andrew Olsen:                  Okay, so eight or nine. I can't count. Scott is a great guy. He's the Senior Performance Mentor & Partner at a firm called BrightDot. In Scott's background, before coming to BrightDot, he led all the philanthropic strategy and execution at Morris Animal Foundation, and then he's held major gift roles at University of Denver, Temple University, and UT Chattanooga. So, some great sector experience.

Andrew Olsen:                  I have just really enjoyed getting to know you, Scott. I mean, you've got a great personal story and temperament in the way you approach fund development. I'm really excited to have you on today to talk to our listeners about how you and your firm approach philanthropy, because I think it's ... A lot of people consult in this space and a lot of people talk about how to fix fundraising, how to coach fundraisers, but so many of them focus on the tactics. And I love that you guys get so far above that and really deal with some of the root issues. I'm excited to talk about that with you. But before I do that, I just want to turn the mic over to you and ask for you to tell us a little bit more about yourself.

Scott Koskoski:                  Andrew, thanks. Roy, thanks. And Andrew, to your introduction, you wrote down almost everything I said for you to say about me, which is great.

Andrew Olsen:                  You can pay me later.

Scott Koskoski:                  The check is in the mail to your favorite charity. But

Jan 09, 2019
Ep04: Securing federal grant support, with Mark McIntyre
00:35:27
Our guest on this episode is Mark McIntyre, Principal and Co-Founder of Merchant McIntyre Associates, the nation’s leading federal government relations firm serving nonprofit organizations. In our conversation with Mark, he shares a specific, proven methodology for engaging with and securing significant grant support from the federal government. Prior to co-founding Merchant McIntyre, Mark was […]
Dec 13, 2018
Ep04: Securing federal grant support, with Mark McIntyre

Our guest on this episode is Mark McIntyre, Principal and Co-Founder of Merchant McIntyre Associates, the nation's leading federal government relations firm serving nonprofit organizations.

In our conversation with Mark, he shares a specific, proven methodology for engaging with and securing significant grant support from the federal government.

Prior to co-founding Merchant McIntyre, Mark was SVP and Director of Russ Reid's Washington D.C. office, focused on securing federal appropriations support for nonprofits. Before leading Russ Reid DC, Mark helped build the largest privately owned government relations firm in history.  Mark's career began in politics and policy, where he worked in the White House, as Chief Speechwriter to then-Vice President George H.W. Bush, and in Congress as Press Secretary to Rep. Robert L. Livingston (now retired).

During his career, Mark and his team have helped secure hundreds of millions of dollars in federal funding for nonprofits.

Mark is also a contributing author to the new Amazon #1 Best Seller, 101 Biggest Mistakes Nonprofits Make And How You Can Avoid Them. You can get the first 10 chapters FREE today!

Show Transcript:

Andrew Olsen:                  Hey everyone, welcome. This is Andrew Olsen with my colleague and cohost, Roy Jones, hosts of the Rainmaker Fundraising Podcast. Really excited to be with you today, and we are super excited to have Mark McIntyre as our guest today.

Andrew Olsen:                  Mark has lived and work in the DC area for the last 33 years, and during that time, Mark has done so many things. He's worked for congress, he's worked in the White House, he's helped to build the largest privately-owned government relations agency in history.

Andrew Olsen:                  Today, Mark's co founder of Merchant McIntyre and Associates, and they're leading a federal grants agency that exclusively serves nonprofit organizations. During his 33 year career, Mark and his team have helped secure hundreds of million dollars for all sorts of different nonprofit organizations through the federal government.

Andrew Olsen:                  In fact, I believe, at a time, Roy might've even been a client of Mark's.

Roy Jones:                          I have to admit, I was and that's how I first indirectly met you, Andrew, is we reached out to Mark's agency and they helped us when I was director of development, to get, I think it was about 12 million dollars worth of government funding programs. So, I have to plead guilty.

Mark McIntyre:                 [inaudible 00:01:38]

Andrew Olsen:                  Mark, welcome. It's good to have you.

Mark McIntyre:                 Thank you Andrew, thank you Roy. Good to be with you guys again.

Dec 13, 2018

Ep03: The importance of continuous improvement, with Collin Ward
00:29:45
In this episode of the Rainmaker Fundraising Podcast Roy Jones and I interview Collin Ward, SVP at Newport ONE, and former Director of Integrated Marketing at Women for Women, and the Democratic National Committee.
Nov 12, 2018
Ep03: The importance of continuous improvement, with Collin Ward

In this episode of the Rainmaker Fundraising Podcast Roy Jones and I interview Collin Ward, SVP at Newport ONE, and former Director of Integrated Marketing at Women for Women, and the Democratic National Committee.

Collin shares with us the importance of being data conversant, how to convince your leadership to invest in new technology, testing, and continuous improvement -- and what his biggest learnings were at both Women for Women and the DNC. He'll also share what he thinks nonprofits can learn from political fundraisers and vice versa.

Nov 11, 2018
Ep02: The 4 Signals for unlocking the philanthropic passion of donors, with Dan Shephard from The Frontline Fundraiser
00:36:42
In this episode we’re thrilled to have the opportunity to interview Dan Shephard, The Frontline Fundraiser. Dan has decades of experience building relationships with donors, asking the questions that deeply engage donors in the philanthropic process, and now training fundraisers on how to effectively raise major gifts. The 4 Signals Why: Why do I care enough to let a fundraiser into my living room? What: What do I care especially about? How: How could I afford to do this? Will You: If you’ve done well at asking the first three questions, when you ask this question donors are much more likely to say, “Yes, of course I will!”
Nov 06, 2018
Ep02: The 4 Signals for unlocking the philanthropic passion of donors, with Dan Shephard from The Frontline Fundraiser

In this episode we’re thrilled to have the opportunity to interview Dan Shephard, The Frontline Fundraiser. Dan has decades of experience building relationships with donors, asking the questions that deeply engage donors in the philanthropic process, and now training fundraisers on how to effectively raise major gifts.

We'll hear Dan share how he's developed the highly successful "4 Signals" methodology for unlocking the philanthropic passion of donors:

The 4 Signals

  • Why: Why do I care enough to let a fundraiser into my living room?
  • What: What do I care especially about?
  • How: How could I afford to do this?
  • Will You: If you’ve done well at asking the first three questions, when you ask this question donors are much more likely to say, “Yes, of course I will!”

Nov 06, 2018
Ep01: Major gifts and unlocking the passion of donors, with Roy Jones, CFRE
In this first episode of the Rainmaker Fundraising Podcast I get the chance to interview my good friend, Roy Jones, CFRE. Roy is Vice President of Development at Mercy Ships, co-author of Rainmaking: The Fundraiser's Guide to Landing Big Gifts, and co-host of the Rainmaker Fundraising Podcast.
Nov 05, 2018
Ep01: Major gifts and unlocking the passion of donors, with Roy Jones, CFRE

In this first episode of the Rainmaker Fundraising Podcast I get the chance to interview my good friend, Roy Jones, CFRE. Roy is Vice President of Development at Mercy Ships, co-author of Rainmaking: The Fundraiser's Guide to Landing Big Gifts, and co-host of the Rainmaker Fundraising Podcast.

In this episode you'll hear us discuss how Roy and his team have transformed the major gift operation at Mercy Ships and created a fundraising program that is unlocking the passion of donors worldwide. Roy also shares tips and insights with us about building a high-capacity major gift team, and what he's doing to free his team up to spend more meaningful time with donors.

Roy is a featured contributor in my newest book, the Amazon #1 Best Seller, 101 Biggest Mistakes Nonprofits Make And How You Can Avoid Them. As a special bonus for our Rainmaker Fundraising Podcast listener audience, you can download BOTH of Roy's chapters for FREE here!

Nov 05, 2018