The Nonprofit Show

Day four of the Nonprofit Power Week series with Fundraising Academy at National University! Hannah Berger, CFRE, focuses on Phase Three of the Cause Selling fundraising process, which is the "ASK" phase. Hannah and our co-hosts explain that the ASK phase is not as scary as it seems and highlight the keys to building a strong donor relationship before making the ASK.Hannah explains that the cause selling cycle is a comprehensive framework that covers the entire donor relationship, from prospecting to the ASK.  Fundraising Academy's approach prioritizes getting to know the donor and understanding their interests and values. The ASK is seen as a natural progression of the relationship rather than a fast request for money.Hannah emphasizes the importance of mindset and confidence when making the ASK. Hannah shares her personal experience of overcoming nervousness by reframing the ASK as a formalization of the relationship, comparing the fundraising process to dating--reminding us of the need to take time to build a connection with the donor before making the ASK.The interview also discusses the concept of celebration in the ASK phase, highlighting the joy and meaning that comes from helping donors create a positive impact in their community. The importance of effective stewardship is emphasized, with Hannah stressing the need for prompt, personalized, passionate, and positive thank-you messages to donors.During the episode, the hosts and guest chat about the Fundraising Academy's Cause Selling Accelerate program, which is a 10-week online course that covers the entire cause selling cycle. The program includes group discussions, real-world examples, and personal action plans to help fundraisers apply their learnings effectively.Watch on video https://bit.ly/44G6HMqFind us Live daily on YouTube!Find us Live daily on LinkedIn!Find us Live daily on X: @Nonprofit_ShowOur national co-hosts and amazing guests discuss management, money and missions of nonprofits! 12:30pm ET 11:30am CT 10:30am MT 9:30am PTSend us your ideas for Show Guests or Topics: HelpDesk@AmericanNonprofitAcademy.comVisit us on the web:The Nonprofit Show

Day Three of Nonprofit Power Week focuses again on Cause Selling for nonprofit fundraisers. Muhi Khwaja, a Fundraising Academy trainer and co-founder of the American Muslim Community Foundation, delves into Phase two of the Cause Selling model, specifically steps 5 and 6, highlighting the importance of understanding donors, adapting presentation styles, actively listening, and addressing objections in the cause selling process.Muhi shared insights on the presentation aspect of cause selling. He emphasized the importance of understanding the donor's needs, interests, and passions related to the organization's mission. Presenting the mission and demonstrating how it fulfills the donor's philanthropic goals is key to inspiring them to donate. Different presentation styles, such as structured or impromptu, should be considered based on the donor's preferences. Connecting with the donor's attachment to the organization and showcasing the impact of their gift can further engage them.Muhi shares a real-life example of approaching a CEO of a rideshare company and adjusting the presentation style based on the CEO's preferences and questions. Despite the impromptu nature of the conversation, the CEO appreciated the interaction and ended up donating $50,000 annually to the organization!The conversation then shifted to handling objections. Muhi emphasizes the importance of actively listening to the donor, observing their cues, and allowing them to express any objections or concerns. Overcoming objections requires addressing them directly, reiterating and clarifying information, and, if necessary, involving other team members or experts to provide the required answers.The lively discussion also touched on handling objections related to donors going through personal challenges, such as divorce, and Muhi shared an example of a donor who continued supporting the organization despite going through a divorce. Building relationships, being understanding, and offering flexibility are crucial in addressing objections in such situations.Watch on video https://bit.ly/44IBhVwFind us Live daily on YouTube!Find us Live daily on LinkedIn!Find us Live daily on X: @Nonprofit_ShowOur national co-hosts and amazing guests discuss management, money and missions of nonprofits! 12:30pm ET 11:30am CT 10:30am MT 9:30am PTSend us your ideas for Show Guests or Topics: HelpDesk@AmericanNonprofitAcademy.comVisit us on the web:The Nonprofit Show

This is a Nonprofit Power Week interview with Tony Beall, the Senior Director of the National University Academies Relationship Center. The topic of discussion is the Cause Selling Cycle for nonprofit fundraising. The conversation focuses on Phase 2 of the cycle, specifically Steps 3 and 4. The Cause Selling Cycle is a three-phase, eight-step process that begins with prospecting and concludes with stewarding donor relationships.The hosts and Tony emphasize the importance of formalizing the fundraising process and tracking progress through the cycle. They discuss the significance of making a good first impression during the approach phase and highlight different approaches that can be used depending on the donor's interests and preferences. They also stress the need for cultivation and stewardship during events, where board members and volunteers can play a role in engaging potential donors.The interview moves on to Step 3, which focuses on approaching prospective donors. Tony explains that the approach is about capturing the interest of prospects and making a positive impression. He emphasizes the need to personalize the approach based on what has been learned about the donor's passions and interests.The conversation then shifts to Step 4, the needs discovery phase, which is considered the “heart of the Cause Selling Cycle”. This step involves active listening and understanding the donor's readiness to commit, their passions, and aligning their ethics with the organization's. Tony highlights the importance of questioning techniques and listening skills during this phase to gather critical information about the donor.Next, Step 5 is discussed—the presentation phase. The hosts and Tony explain that this step involves preparing and delivering a presentation tailored to the donor's interests and preferences. They emphasize the power of personalization and creativity in creating meaningful experiences for potential donors. Props and visual aids can be used to make the presentation more engaging and memorable.Throughout the conversation, Tony emphasizes the need for fundraisers to trust their instincts and make decisions based on the relationship's dynamics and compatibility. He also mentions the importance of capturing information from each step of the cycle and using it to inform future interactions with donors.The interview concludes with a reminder to explore the free online portal provided by Fundraising Academy, where the curriculum and additional resources can be accessed for a deeper understanding of the Cause Selling Cycle.Watch on video https://bit.ly/46GTIvQFind us Live daily on YouTube!Find us Live daily on LinkedIn!Find us Live daily on X: @Nonprofit_ShowOur national co-hosts and amazing guests discuss management, money and missions of nonprofits! 12:30pm ET 11:30am CT 10:30am MT 9:30am PTSend us your ideas for Show Guests or Topics: HelpDesk@AmericanNonprofitAcademy.comVisit us on the web:The Nonprofit Show

This is a Nonprofit Power Week episode with Tony Beall, a senior director at Fundraising Academy, who introduces the concept of Cause Selling Curriculum for nonprofit fundraising. The curriculum consists of eight steps that form a cycle to guide fundraising efforts. This Day 1 episode focuses on Phase One, Step One (prospecting for donors) and Phase One, Step Two (pre-approach and qualifying prospects). The curriculum provides a strategic approach to fundraising, helping fundraisers identify qualified donors and build relationships with them, and this Day 1 episode sets the stage for the week-long exploration of this very effective fund development tool.Tony begins with explaining that prospecting involves finding qualified donors through data mining both internally and externally. He emphasizes the importance of investing time and resources to create a robust list of potential supporters. The hosts mention the significance of leveraging the existing donor database and recognizing that the next major donor might already be within the organization.Moving on to the pre-approach phase, Tony highlights the importance of qualifying prospects before meeting with them. He mentions the M.A.D.D.E.N. approach, a qualifying strategy within Cause Selling, which helps fundraisers identify the right individuals to approach. The pre-approach also involves researching and gathering information about the donor, understanding their giving capacity, decision-making authority, alignment with the mission, and ethics.The hosts discuss the significance of being well-prepared for the approach phase and how it helps fundraisers build relationships rather than just making asks. They dive into the importance of data from public platforms and the organization's donor database in understanding the prospect's involvement and recognition preferences. Tony emphasizes the importance of being prepared for potential questions and offers a list of top 10 questions that donors may ask during the first meeting.Throughout the discussion, the hosts and Tony express their enthusiasm for the Cause Selling Curriculum and the value it brings to fundraisers, both experienced professionals and those new to the field. The curriculum is available on the Fundraising Academy's learning portal, offering free access to resources and tools that align with the eight-step cycle.Watch on video: https://bit.ly/46EKdgDFind us Live daily on YouTube!Find us Live daily on LinkedIn!Find us Live daily on X: @Nonprofit_ShowOur national co-hosts and amazing guests discuss management, money and missions of nonprofits! 12:30pm ET 11:30am CT 10:30am MT 9:30am PTSend us your ideas for Show Guests or Topics: HelpDesk@AmericanNonprofitAcademy.comVisit us on the web:The Nonprofit Show

Co-hosts Julia Patrick and LaShonda Williams, CFRE, from Fundraising Academy, answer questions submitted by viewers of The Nonprofit Show. Throughout the episode, Julia and LaShonda emphasize the importance of clear policies, effective communication, trust, and ethical practices in the nonprofit sector. They encourage viewers to align their passion with their work, seek professional development opportunities, and engage in meaningful conversations with colleagues and supervisors. The first question is about managing vacations during federal holidays in a way that is fair and equitable for all employees. LaShonda suggests having a vacation policy in place and providing guidance to HR and the scheduling department. She recommends considering options such as honoring the first person to submit a request, offering incentives for those who work during holidays, or alternating vacation dates to create equity within the team.The second question pertains to the importance of having a college degree to pursue a career in fundraising. LaShonda emphasizes that while a degree can be beneficial, it is not always a requirement, especially for smaller nonprofits. She suggests affiliating with fundraising professional organizations, seeking professional development opportunities, and looking for nonprofits that offer incentives or scholarship programs for employees to pursue higher education. Ultimately, passion and commitment to the cause are more important than a degree.The third question addresses the desire to join the Board of Directors for the organization where the individual works. LaShonda and Julia caution against joining the board as a staff member, citing potential conflicts of interest and ethical considerations. They recommend exploring other avenues such as serving on committees or attending board meetings to gain insights and contribute to board discussions without compromising professional boundaries.The final question concerns ensuring proper credit for donations received while on maternity leave. LaShonda advises maintaining effective communication with the team, providing updates on donor prospects, and discussing concerns with supervisors. She suggests coding donations appropriately and keeping contact reports up to date to ensure transparency and accountability within the organization.Watch on video: https://bit.ly/3PLKDeYFind us Live daily on YouTube!Find us Live daily on LinkedIn!Find us Live daily on X: @Nonprofit_ShowOur national co-hosts and amazing guests discuss management, money and missions of nonprofits! 12:30pm ET 11:30am CT 10:30am MT 9:30am PTSend us your ideas for Show Guests or Topics: HelpDesk@AmericanNonprofitAcademy.comVisit us on the web:The Nonprofit Show

Host Julia Patrick, interviews Rafi Norberg, the President of Nexus Marketing, about the importance of becoming an industry influencer in the nonprofit sector. Rafi, who leads a digital marketing agency specializing in reaching mission-driven audiences, underscores the significance of influencers in the nonprofit sector. By building partnerships with influencers and utilizing various digital platforms, nonprofits can enhance their reach, gain valuable insights, and amplify their impact. Becoming an industry influencer allows individuals to contribute to their organization's mission while also nurturing their professional growth. Ultimately, leveraging influence!Rafi begins by explaining the core focus of Nexus Marketing, which is to help businesses reach nonprofit professionals, associations, and educational groups through digital marketing strategies. To accomplish this, the agency dedicates a significant amount of time to understanding the different mission-driven markets and connecting with influencers within those markets. By identifying win-win opportunities between influencers and brands, Nexus Marketing has built a vast network of influencers that they work with to support their clients' goals and increase exposure.The discussion then jumps into the value of influencers for both nonprofits and individuals. From an organizational standpoint, influencers offer a refreshing alternative to traditional institutional channels. In the past, nonprofits primarily relied on a handful of publications or conferences featuring speakers from large, well-funded organizations. However, with the rise of influencers, there is now a broader range of voices and perspectives available. Nonprofits can learn from influencers who represent different organization sizes, causes, and backgrounds, gaining insights into various challenges, successes, and trends within the nonprofit sector.Rafi emphasizes that finding influencers whose advice resonates with an organization can be a valuable source of learning and inspiration for both leaders and employees. Additionally, tuning in to influencers' content can serve as a professional development tool, enabling individuals to build their own audience and personal brand outside of their organization.As the conversation shifts to platforms where influencers are active, Rafi acknowledges the enduring relevance of traditional channels. These avenues continue to be important for gaining exposure and sharing expertise. However, he highlights the emergence of new media platforms, particularly podcasts and webinars, that cater specifically to the nonprofit sector. Rafi mentions "The Nonprofit Show" as an example, (Thank you Rafi!) where industry experts are invited to share their unique perspectives and engage with a wide audience. Leveraging these new media platforms provides nonprofits and individuals with opportunities to amplify their messages, connect with like-minded individuals, and establish themselves as thought leaders.Watch on video: https://bit.ly/3rjiAcZFind us Live daily on YouTube!Find us Live daily on LinkedIn!Find us Live daily on X: @Nonprofit_ShowOur national co-hosts and amazing guests discuss management, money and missions of nonprofits! 12:30pm ET 11:30am CT 10:30am MT 9:30am PTSend us your ideas for Show Guests or Topics: HelpDesk@AmericanNonprofitAcademy.comVisit us on the web:The Nonprofit Show

Lashonda Williams, as the Associate Director of Alumni Engagement and Annual Giving at South Texas College of Law Houston, describes the significance of building relationships with students during their academic journey, the role of stewardship through affiliation in fostering alumni philanthropy, and the long-term benefits of engaging alumni beyond graduation. LaShonda highlights the significance of maintaining communication with students during their time at the school and mentions the successful implementation of a student giving day and senior gift challenge to encourage philanthropy among students. She also shares the value of stewardship by connecting scholarship recipients with their donors, creating meaningful experiences, and cultivating relationships that extend beyond graduation.LaShonda further explains that fostering student engagement is the foundation for building a productive alumni donor base. She mentions the role of student organizations and individual connections in the philanthropic space. LaShonda emphasizes the importance of making students aware of the significance of philanthropy and how it supports their education. She discusses the impact of scholarships and the need to connect scholarship recipients with their donors to foster stewardship, gratitude, and mentorship.LaShonda mentions the importance of starting the alumni relationship while students are still attending the institution and collecting updated contact information. She suggests delivering alumni SWAG as a recognition of their first gift and other ways to create opportunities for alumni to provide feedback on their priorities and interests. The hosts, Julia Patrick and Jarrett Ransom, also give a “Tip of the Hat” to the South Texas College of Law's centennial celebration and the achievement of reaching 100 years as the oldest law school in Texas.Watch on video: https://bit.ly/3JMHBUeFind us Live daily on YouTube!Find us Live daily on LinkedIn!Find us Live daily on X: @Nonprofit_ShowOur national co-hosts and amazing guests discuss management, money and missions of nonprofits! 12:30pm ET 11:30am CT 10:30am MT 9:30am PTSend us your ideas for Show Guests or Topics: HelpDesk@AmericanNonprofitAcademy.comVisit us on the web:The Nonprofit Show

Milan Kordestani, the author of a new book called "I’m Just Saying", is interviewed about his fresh views on civil discourse in divided communities-- with the aim of fostering understanding and meaningful conversations beyond preconceived notions. Milan explains that many conversations today result in division and frustration because people focus on proving their own points rather than building relationships or finding common ground. He believes that social media and digital communication have contributed to the challenges in effective communication and connection.The conversation touches on the importance of finding commonalities and building relationships, even in the face of disagreement. Milan shares his perspective that civil discourse has been impacted by social media and the fear of voicing dissenting opinions. He emphasizes the need for active listening and reflection as tools for productive conversations, urging people to ask "why" and understand different perspectives. The goal is to empathize with others and connect with them, rather than simply agreeing to disagree.The hosts discuss the current state of civil discourse and the challenges posed by technology and social media platforms that curate content based on users' preferences. They also touch upon the role of advertising and marketing in civic discourse, highlighting both the positive and negative impacts.The conversation shifts to the importance of evolving and being open to learning and growth. Milan emphasizes the willingness to be wrong and change one's opinions when presented with new information. He believes that teaching these values in schools and inspiring others through personal examples can help shift the paradigm of civil discourse.The thought provoking episode concludes with a discussion on the diminishing number of close friends and the need for tools to work through personal issues and differences. Milan recommends active listening and reflection as crucial tools for navigating conversations. Find out more in the book. . . . “I’m Just Saying”.Watch on video: https://bit.ly/3pxy5xkFind us Live daily on YouTube!Find us Live daily on LinkedIn!Find us Live daily on X: @Nonprofit_ShowOur national co-hosts and amazing guests discuss management, money and missions of nonprofits! 12:30pm ET 11:30am CT 10:30am MT 9:30am PTSend us your ideas for Show Guests or Topics: HelpDesk@AmericanNonprofitAcademy.comVisit us on the web:The Nonprofit Show

On this Ask & Answer Friday episode, co-hosts Julia Patrick and Tony Beall respond to questions covering topics such as board diversity policies, encouraging employee contributions, uncovering unconscious bias, hiring a lobbyist, and crafting concise mission statements.Tony suggests that allowing elected officials on nonprofit boards may send conflicting messages and advises considering potential polarizing effects. He also emphasizes the importance of conflict-of-interest policies and recusing oneself when necessary. Regarding employee contributions, Tony recommends providing opportunities for participation without pushing employees. Julia agrees and highlights the significance of showing employees the organization's work.Uncovering unconscious bias is discussed, with Tony suggesting resources like LinkedIn Learning, workshops, and book clubs. Both hosts acknowledge the importance of addressing biases and recommend engaging in conversations and seeking outside training.The topic of hiring a lobbyist for a cultural nonprofit is explored, and Tony suggests considering whether a lobbyist is necessary for driving policy or if other avenues, like developing direct relationships with representatives, can achieve the desired outcomes. Julia adds that organizations in the same sector could collaborate and invest collectively in a lobbyist.Lastly, the hosts discuss the challenge of crafting concise mission statements. They agree that a one-sentence statement can be effective, but if consensus is difficult to reach, individuals can use the organization's talking points and convey the mission in their own authentic voice.Throughout the episode, the co-hosts offer insights, personal experiences, and encourage transparent and genuine communication. Tony's commitment to the show is over-the-top, as he joined remotely, despite experiencing a storm power outage!Watch on video: https://bit.ly/438j7LZFind us Live daily on YouTube!Find us Live daily on LinkedIn!Find us Live daily on X: @Nonprofit_ShowOur national co-hosts and amazing guests discuss management, money and missions of nonprofits! 12:30pm ET 11:30am CT 10:30am MT 9:30am PTSend us your ideas for Show Guests or Topics: HelpDesk@AmericanNonprofitAcademy.comVisit us on the web:The Nonprofit Show

Jess Campbell, CEO of Out in the Boons, discusses the need for nonprofits to invest in donor engagement during the summer months through thoughtful and consistent email communications. By nurturing relationships with donors and providing updates on the impact of their contributions, nonprofits can set themselves up for success during the year-end giving season.Jess addresses the misconception that summer is a slow period for fundraising by citing the Giving Report, which shows a decline in giving across the United States. The conversation emphasizes the importance of building relationships with donors and providing meaningful updates on how their contributions have made an impact. Jess suggests sending personalized emails to donors, thanking them for their previous contributions and explaining how their donations have been used to support specific initiatives. She emphasizes the need for transparency and closing the information gap between donors and nonprofits.Regarding email marketing, Jess highlights the benefits of email as a channel for communication and fundraising. She explains that email marketing has a higher return on investment compared to social media and provides nonprofits with more control over their messaging. Jess recommends increasing the frequency of email communications to at least one email per week, or ideally, two emails per month, to ensure consistent engagement with donors.Jess also emphasizes the importance of effective segmentation in email marketing. She suggests tailoring emails to different donor segments based on their giving history, such as end-of-year donors, lapsed donors, or monthly donors. By personalizing the messaging and focusing on specific segments, nonprofits can enhance donor engagement and build stronger relationships.Furthermore, Jess advises nonprofits to focus on click-through rates rather than open rates to craft compelling subject lines and create curiosity to entice donors to click through and engage with the content of the emails.Watch on video: https://bit.ly/3r6RiWYFind us Live daily on YouTube!Find us Live daily on LinkedIn!Find us Live daily on X: @Nonprofit_ShowOur national co-hosts and amazing guests discuss management, money and missions of nonprofits! 12:30pm ET 11:30am CT 10:30am MT 9:30am PTSend us your ideas for Show Guests or Topics: HelpDesk@AmericanNonprofitAcademy.comVisit us on the web:The Nonprofit Show