What the Fundraising

We are looking at leadership strengths through a feminine lens on this episode of What the Fundraising with my guest, Natalie Rekstad. As Founder and CEO at Black Fox Philanthropy, Natalie is mobilizing resources in all kinds of innovative ways and – as importantly – makes them open source and welcoming to even the smallest organizations to tap a wealth of wisdom. In the process of helping domestic nonprofits and international NGOs build capacities and strengthen their leadership frameworks, Natalie has also gathered tremendous data points on what kinds of qualities define the most highly functional organizations. One of the consistent throughlines, says Natalie, is leaders with a passionate commitment that is not all about themselves. While in the past there has been a lot of deference to charismatic, overtly strong male energy in leadership, we are seeing today a shift in appreciation towards the power of other, more nuanced qualities. Natalie shares a long list of the questions she asks when assessing who is at the helm of an organization and how their most pronounced qualities impact the culture. We also take a deep dive into the power dynamics that can trip up fundraisers, including feeling beholden or disempowered when presenting to funders. It’s about an equal exchange, says Natalie, and understanding that nonprofit teams have something as important as financial resources to bring to the equation. If you’d like to learn more about how Black Fox’s trusted advisors deliver fundraising expertise to organizations of all sizes and budgets, you can read their blog, with fascinating articles like this one, “Choreography that Translates into Deeper Relationships and Increased Funding.”Get all the resources from today’s episode here. Follow along on Instagram Connect with Mallory on LinkedInWant to raise more from the right funders without hounding them? Mallory’s FREE masterclass offers a great starting point!Many thanks to our sponsor, Neon One, the all-in-one donor management system that keeps small and midsized nonprofits on track with fundraising, communications, events, volunteers, and more. You can learn about Neon One's entire suite of products and services here and join me at this year’s Generosity Exchange by grabbing your ticket here.

What does it look like to come from a place of wholeness – fully embodied and aligned with our core values? And why is it so hard in this day and age to feel whole? In this episode of What the Fundraising, we start that conversation with an understanding of our nervous systems. Today’s guest, Gabriel Kram, is a convener of The Restorative Practices Alliance, Co-Founder of the Academy of Applied Social Medicine, and Founder and CEO of Hearth Science, Inc. In this conversation, Gabriel explains the powerful benefits of cultivating a state of balance rooted in our thoughts, reactions, and connection with others.Gabriel walks us through polyvagal theory and breaks down the difference between sympathetic, ventral, and dorsal responses in our bodies. He also uses water in its various states as a powerful visual to help us identify the states (often reactive) in which our bodies are living at any given time. Once we understand this framework, it’s easier to find the right practices to move us towards harmony. There is a process to achieving this balance, and Gabriel has some wonderful tools to help us get started. You won’t be advised simply to be more mindful (which can mean so many things) or told you’ve got to keep your body from being fidgety (nervous systems do that). True self-care, explains Gabriel, is about so much more than any particular posture or activity. It’s about a deeper dive into our ancestrally-inspired human responses, deeply embedded traumas that extend well beyond our personal lived experiences, and the role of social connection in creating safe spaces where we can rest, reset and heal. We wrap up the episode with some actionable tips for coming back to our bodies and staying there. EPISODE HIGHLIGHTS:(03:30) About Gabriel’s work.(04:55) What exactly does it mean to live in our wholeness? (06:40) The two ways humans tend to separate themselves from wholeness.(07:33) About the neurological implications of feeling connected.(08:53) The dorsal state is one of physiological paralysis.(10:04) Polyvagal theory and our autonomic nervous system.(11:40) An explanation of our three primary states of being.(13:25) Gabriel breaks down the attributes of paralysis.(16:05) The connection between these states and fundraising.(17:51) How to navigate anxiety and aroused states when fundraising.(18:16) Ventral and sympathetic states.(20:37) Neural exercises help to keep our nervous systems balanced.(22;10) Our resistance to practices that bring us back into our bodies.(26:16) Self-care vs. community care. (29:37) Principles and practices to help manage your body when it’s in a “steam” state.(33:16) Further thoughts on the dorsal state and how to come out of it.(38:36) Learn more about Gabriel and Restorative Practices Alliance. Many thanks to our sponsor, Neon One, the all-in-one donor management system that keeps small and midsized nonprofits on track with fundraising, communications, events, volunteers, and more. You can learn about Neon One's entire suite of products and services here and join me at this year’s Generosity Exchange by grabbing your ticket here. 

Political fundraising versus nonprofit fundraising. They might be very different animals, but there are still common lessons to be learned. My guest on this episode of What the Fundraising is offering fascinating insights into what does – and doesn’t – work when it comes to attracting and retaining a loyal donor base. A certified NationBuilder expert, Ian Patrick Hines knows how to leverage game-changing tools and why it’s important to differentiate between high-pressure, quick conversion campaigns and the kinds of high-quality, sustained communications that cement nonprofit partnerships.Ian offers great strategies for shifting your fundraising model from one of scarcity to deep abundance, fills us in on the current status of various modes of pitching, and reframes donor communication as an ongoing conversation rather than endless series of “donate now” emails. You’ll learn about the inverse relationship between pseudo-urgency and long-term donor engagement as well as how to develop a communications style that will establish your organization as a trusted advisor – rather than another source of noise simply to be tuned out.Updates featuring personal narratives and compelling voices, in the long run, says Ian, are far likelier to generate the donor relationships that fundraisers seek. His best advice? If he was running a nonprofit, he would email a lot. But he would rarely ask for money.Episode Highlights:(02:57) Ian’s fundraising journey (03:40) The changes we’ve seen in political fundraising and campaigns generally(05:12) Scarcity versus Abundance(08:37) Quality Matters(10:16) The pitfalls of taking an overly aggressive or deceptive startup approach (13:23) Time-box moments. How to do them right and wrong.(17:05) The challenge to keep fundraising authentic in a click-bait world.(22:20) Conversion rates and real on-the-ground responses(25:27) Ian’s advice for nonprofits on their communication’s strategy. (26:50) Establishing trust through your communications. (30:36) The numbers Ian uses to know if he’s ‘on track’ with his fundraising(31:30) All about fundraising via text.(37:42) More about Ian and where to find him. Many thanks to NationBuilder, the innovative software platform that builds movements, for sponsoring this episode of What the Fundraising. With everything in one integrated system, NationBuilder tools empower nonprofits and drive dynamic campaigns.If you’re looking to raise more from the right funders, then you’ll want to check out my Power Partners Formula, a step-by-step approach that helps you identify the optimal partners for your organization. This free masterclass offers a great starting point!You might also be interested in taking my Fundraising Superpower Quiz.

Feel like getting outside your box? Then spend some time with Mariam Nusrat, my guest on this episode of What the Fundraising! A lightbulb realization during her 12-year frontlines career working on educational policy and behavioral change in developing countries for the World Bank has transformed her into a video games visionary. As Founder and CEO of GRID (Gaming Revolution for International Development), she has unleashed a not-for-profit platform that is democratizing mobile games, advocating for a better world, and offering players of all ages, cultures, and geographies a ton of fun along the way! And fun = retention!But there’s more … Mariam has more recently launched Breshna.io, a startup that empowers global users to create, share and monetize their own purposeful Web3 video games, with no code and at lightning speed. She is sharing thoughts on how nonprofits can incorporate interactivity and other tech tools to enliven fundraising and deepen connections with funders, volunteers, and donor recipients alike.As Mary Poppins famously said: “A spoonful of sugar helps the medicine go down.” Video gaming is Mariam Nusrat’s engaging and playful strategy for driving a new, more equitable frontier built on interactive community, collaboration, and education, and there is so much that nonprofits can learn from her.Episode Highlights:(02:20) Mariam's experience at the World Bank brings her to today(03:36) The founding of Breshna.io and raising $2.4 million of seed capital (06:09) The three I’s that make gaming such a compelling educational tool(06:41) How do mobile games get the best retention (09:14) Gamification: What it is and how it works. (14:14) The similarities between nonprofit proposals and mobile games(15:33) How to create the gamification of nonprofit functions (20:09) The “crystal ball” effect(22:44) Taking bite-sized steps forward(25:03) Collaborative versus Competitive environments(27:35) About the psychology of “showing up” (29:48) The trade-off between too easy and too difficult(33:03) Retention is about more than luck.(34:51) NFTs and how to make donors feel lucky and exclusive in an equitable way. (40:41) What it means to have a “building in public” philosophy What’s more powerful than a stellar fundraising strategy? Integrated software that helps you manage with ease. Visit NationBuilder, our sponsor for this episode of What the Fundraising, to learn about their ready-to-go donation pages, express payment options, and other tools to support you on every step of your nonprofit’s journey! If you’re looking to lift your nonprofit to that next level, my Power Partners Formula offers a step-by-step plan to get you there, including how to identify the right partners and design the right campaign. This free masterclass offers a great starting point!

Many nonprofits are exploring a shift away from old-school donor-centric fundraising, but are unclear about what that would look like. In this episode of What the Fundraising, Erica Chomsky-Adelson is sharing the compelling, community-centric alternative she and her team at Culture Aid NOLA (CAN) have put in place. Born at the height of the pandemic, their non-traditional food bank knits donors, volunteers, and guests together in a vibrant ecosystem of mutual support. With demand higher than ever in today’s inflationary environment, CAN distributes 30,000 pounds of barrier-free, stigma-free food to 3,000 people a week. And it’s all happening in an atmosphere of collaboration, joy, and music! (It’s New Orleans, after all …) Prior to becoming executive director at CAN, Erica worked in the world of disaster response, which is constantly impacted by the feast-or-famine cycles of crisis-based giving. It’s a paradigm she doesn’t believe is sustainable, desirable, or equitable, so in New Orleans, she and her team have instead built a grassroots partnership designed to empower people over the long haul. There are no federal government restrictions on who is entitled to pick up groceries or artificial dividing lines between those who help, those who receive help, and those doing both (in fact, the mindset is that EVERYONE is helping in their own way). CAN puts trust and respect at the center of every interaction. Words are carefully chosen, with maximum attention to inclusivity and the dignity of guests. You don’t want to miss this episode that will move you to reimagine fundraising and community building in the best way. Episode Highlights:(02:41) – Erica’s journey and the roots of Culture Aid NOLA (CAN)(03:54) Beyond the Height of Crisis(10:14) CAN’s no-barriers model.(11:45) The importance of word choice. (12:47) Navigating urgency without fear, need, guilt and exploitation. (14:14) The role of trust in CAN’s model.(17:40) The feast-or-famine cycle we’re used to in this sector.(18:51) Focusing on stewardship over urgency. (22:58) Closing the gap between funders and recipients.(25:45) Erica sees CAN’s work as part of an ecosystem that relies on all its elements.(27:08) About Community-Centric Fundraising Principles.(28:20) Erica shares thoughts on how NationBuilder’s platform is a huge equalizer.This episode was made possible thanks to our friends at NationBuilder, whose integrated platform helps nonprofits connect with their communities at every point of entry. Click here to learn more about how NationBuilder’s tools to power nonprofits, movements, and dynamic campaigns.Are you feeling stuck on how to implement new fundraising practices like the ones mentioned in this episode? My VIP Day is an intensive one-to-one executive coaching experience that smashes through fundraising obstacles. Click here to learn how together we can pinpoint problems, develop a clear plan, and create content and design habits to support your nonprofit in achieving its mission.

Your head will spin with the data-driven insights and post-pandemic strategies my guest has to share on this jam-packed episode of What the Fundraising. Woodrow Rosenbaum, Chief Data Officer at GivingTuesday, brings a powerful lens on fundraising based on his previous career in commercial marketing as well as the detailed metrics he’s constantly scanning for clues to donor behavior. In large part because of the COVID-19 global impact and response, many of the nonprofit world’s old-school models, false assumptions, and self-limiting strategies are up for re-evaluation. From his viewpoint at GivingTuesday, the donor movement unleashing radical generosity around the world, Woodrow has a unique and broad-based understanding of the dynamics at play in today’s fluid giving environment. We’re all being called upon to break old models, be brave and shift from a scarcity mindset into one of abundance! Among the many things Woodrow shares thoughts about:  Abandoning zero-sum competitiveness in favor of helping all boats rise together Why many fundraising truisms no longer hold What makes for the most resilient nonprofits, especially in recessionary times Why fundraising that exclusively emphasizes the transactional leaves money – as well as goodwill and long-term engagement – on the table Why Donor Fatigue actually isn’t a thing  How recurring donations are a boon and why they’re sticky Woodrow unpacks what it means to approach nonprofit work holistically, aligning fundraising with story-led marketing activities that expand nonprofit missions, build community, drive social movements and inspire donors to get on board with giving, again and again. You won’t want to miss the surprising research insights or leading-edge practical advice inside this episode.

My guest on this episode of What the Fundraising is challenging all of us to throw out self-limiting beliefs in favor of playfulness and transparency. Simone Seol, a coach, and host of The Joyful Marketing Podcast, shows us what it can look like to step away from self-doubt, fear of rejection, and perfectionism. “How we get to show up is our decision,” she says. “You get what you think you deserve and you call in who you speak to.” This is such a powerful message for nonprofits whose goal is to cultivate long-term, trust-based relationships with donors! We can push back on old narratives not based on current realities. And that constant drive fundraisers feel to do good and be seen as good? Simone believes the harder we work to be sainted martyrs the farther we get from authentic, resilient connection with our partners – whether in business, philanthropy, or life. Simone is an evangelist for truth and vulnerability – which shines through in her work with life coaches and her lively Instagram posts. Her own candor gives us all permission to dig deeper in service of universal stories and nuance. It’s through humanity-centered narratives and shared experience, she says, that we transcend “no” to live instead in a powerful place of connection and joy.This inspiring conversation is sure to open you up to new ways of thinking. Episode Highlights:(02:15) Simone shares her background, as the overview of her work and history in the nonprofit sector(04:00) About stepping into higher levels of giving, receiving, and becoming(05:55) Goals, fears, and a commitment to upgrading our internal operating systems(08:13) How a siloed approach to marketing reinforces self-limiting beliefs and cringe-y tactics.(09:33) The pillars of humanity-centered marketing (10:41) Thinking about fundraising in a more holistic way (12:36) Flipping the paradigm when it comes to “no.” (15:07) Simone offers up a mantra and play and fun.(16:11) What happens when we adopt a more playful and integrated approach?(19:10) A look at the fear around getting authenticity wrong.(21:1) The bumps and bruises are part of any journey to alignment! (25:41) Somatic legacies live on in our bodies and shape our deepest ways of being.(27:49) The more we resist risk, the harder it becomes. (29:21) Normalizing the ebb and flow of life.(33:15) A closer look at self-fulfilling prophesies in fundraising.(37:26) Persuasion & nuance(38:55) Real relationships are built on honesty and trust – not hype. (43:30) Learn more about Simone and her work. Many thanks to our sponsor Cosmic,  the social impact creativity agency that delivers compelling stories, builds brand awareness, and inspires action. The team at Cosmic knows how to leverage clarity to catalyze real-world change. 

After last week’s episode with Seth Godin, we wanted to dig deeper into the marketing and content side of nonprofit fundraising. And this next episode definitely delivers.As nonprofits, we are constantly scrambling to come up with fresh, compelling stories to illustrate our missions, but are we being mindful? On this episode of What the Fundraising we’re pausing to take a hard look at content – and the harms our words can inadvertently cause. My guest Natalia Sanyal is applying a humanity-centered, anti-oppressive lens to the art and craft of copywriting. Having seen first-hand in her commercial career how even the most mindful of us can perpetuate hurtful language, she’s bringing tools to help raise our consciousness. When she performs her copy audits on the average business, she uncovers terms that are exclusive, demeaning, or that undermine the organization’s core values. In this episode, we are untangling all of this, without judgment or shame.  Natalia believes we’re all figuring it out together and the first step is just to get honest. Among the topics we discuss: Manipulative writing tactics that don’t yield the results nonprofits desire. Positive ways to use psychological insight to secure donor participation and retention. How to avoid words and stories that can trigger negative responses. Why informed decision-making (or conscious choice) is important. What it means to build long-term trust with donors through honesty (not scare tactics).  Steps you can take to generate copy without generating harm. What it means to be an ethical, trauma-informed storyteller.  You’ll come away from this episode with thoughts and ideas to ensure your messaging is really capturing – rather than undermining – your organization’s ethos and achievements. “It’s all about not being fake and being transparent,” says Natalia, and it starts with intentional conversations like this one!If the content of this show resonated with you, then you definitely want to check out my Power Partners Formula and register for a FREE masterclass here.Support for this show is brought to you by Bloomerang. Our friends at Bloomerang really understand fundraisers, which is how they make donor management software that nonprofits like to use. To learn more about them, head on over to bloomerang.com/mallory.

When it comes to marketing, leadership, connection, and inspiring change, there is no one else out there quite like Seth Godin, my guest on this episode of What the Fundraising. Seth is an entrepreneur, best-selling author, and speaker. In addition to launching one of the most popular blogs in the world, he has written 20 best-selling books, including The Dip, Linchpin, Purple Cow, and Tribes (just to name a few of my favorites). Seth has spent his career trying to get us to be the best version of ourselves and when necessary, change everything. As the son of parents rooted deeply in the nonprofit sector, Seth grew up around fundraising and regards fundraisers as powerful, professional agents for change. He’s not mincing words: it’s up to us to value and believe in exactly what we bring to the table. And fundraisers are bringing a lot of value to the table - the opportunity to give is a gift.You’ll want to take notes on Seth’s actionable advice for managing everyday fundraising challenges like internal resistance, demanding donors, fundraising in moments of uncertainty, and why hyper-focusing on outcomes is a recipe for burnout. And of course, because it’s Seth Godin, we had to talk about the need to build real relationships with our donors if we want long-term donors and sustainable fundraising. The pants-on-fire marketing and fake urgency not only shut serious donors down at the moment, but they burn a bridge for years to come. We decide how we show up in our communications; we can’t show up transactionally and then be surprised when we have low donor retention because we designed our fundraising for that outcome. The good news is that there is an entirely different way to fundraise.Seth’s famous quote, “people like us do things like this” demonstrates the way that donating is an important behavior rooted in identity. We talk about the fact that people not only choose your organization based on their current alignment with your work but inspiring people to give to your organization actually helps people cement their identity. Why does this matter? Because it means that fundraising isn’t just a ‘necessary evil’ to run our programs or a ‘means to an end’. It means that fundraising in itself - the movement of money in alignment with who people want to be - is actually a critical part of building your movement and community all on its own. We also talk about how nonprofits should think and talk about ‘failure’. Seth gets that nonprofit work is about constantly pioneering and “doing experiments on the frontier,” which means we’re going to feel anxious, out of our depth, and at risk of failure — and that’s okay! In fact, that’s the point. We’re trying to solve problems that have never been solved before, testing and experimentation is the only way. And while failure is a loaded word it’s actually critically important because then we have learned one more thing that didn’t work. “Publishing your failures is an extremely generous thing to do,” says Seth, who believes the more data nonprofits share the quicker we can figure out what not to do.There is so much advice jam-packed into this 30min interview and it’s only the tip of the iceberg in terms of how Seth’s wisdom translates to nonprofit leadership. If we want to change the sector, and we want to change the fundraiser experiences in the sector, we have to change the way we think about the sector and our specific work. My hope is that this episode helps us do exactly that.Check out The Carbon Almanac to see the work Seth calls the most important project of his career. You should also run and sign up for Seth’s Blog and you can also learn more about his many upcoming workshops at this link.To get all of the show notes and takeaways visit: https://malloryerickson.com/podcast/episode-68-effective-fundraising-and-power-partner-principles-with-seth-godin/

Did you know that connecting is entirely different than networking? The mindset is different according to Susan McPherson, author of "The Lost Art of Connecting: The Gather, Ask, Do Method for Building Meaningful Business Relationships." As a social impact strategist, she has developed a methodology that turns certain nonprofit conventions on their head, as we learn in this episode of What the Fundraising.Our fundraising superpower starts with broadening beyond the goal of racking up dollar commitments to instead ask: “How can I be of use? How can I contribute? What can I provide?” Corporations and other funders want to feel their contributions are more than transactional; that they are cultivating community, offering employees ways to engage, learning and helping think creatively about the issues of our times. Nonprofits bring to the table huge resources, knowledge, and ability. It’s a value-add that should not be underestimated!Susan walks us through her methodology and offers terrific practical advice for upping our levels of engagement and building confidence. She’s also reflecting on what defines a nourishing workplace and some of the evolving standards for behavior, programs and that promise meaningful corporate change. Millennials and Gen Zers are demanding it! Finally, we wrap up with Susan’s thoughts on everyday opportunities for advocacy and engagement. Enjoy this whirlwind conversation with a remarkable strategist – and force – within the world of social impact and beyond!Interested in following what Susan is up to? You can subscribe to her bi-weekly newsletter, The McPherson Memo here. You can also click on this link to purchase her book, "The Lost Art of Connecting: The Gather, Ask, Do Method for Building Meaningful Business Relationships."Is your nonprofit ready to scale up? Our sponsor DonorPerfect has evolved a powerful platform to get you there. Click here to learn more about how this collaborative all-in-one fundraising hub can help your organization drive results, coordinate development, and foster donor engagement.To learn more about how to build long-term strategic partnerships, check out my Power Partners Formula and register for a FREE Masterclass to get the entire blueprint here. Episode Highlights:(02:09)– Where Susan’s Work Focuses Today(04:30) – Nonprofits and for-profits have points of intersection that can be leveraged(07:00) – Funder behaviors and what drives decision-making: (07:47) – Nonprofits potentially offer businesses very real ROI(09:55) – Mallory explains the “Asset Mapping” module within her Power Partners Formula (11:36) – About Susan’s Book "The Lost Art of Connecting: The Gather, Ask, Do Method for Building Meaningful Business Relationships" (12:29) – The three sections that comprise Susan’s book are: Gather, Ask, Do (14:46) – The self-assessment process.(16:21) – Managing connections in a way that works for you(17:04) – A few practical habits from Susan(19:40) – How to avoid being transactional and giving people multiple ways to participate (21:30) – Susan’s big-picture goal(22:48) – Susan shares her definition of what constitutes a nourishing workplace(24:28) – Examples Susan has seen of new, surprising, and admirable initiatives(27:00) – What Nonprofits have to offer (30:31) – Susan and her superpower (31:32) - Learn more about Susan and Order the Book