What the Fundraising

Dethra Giles is the founder and CEO of ExecuPrep, an international performance optimization firm. She goes around the world, working with companies to make sure they are performing at their optimal level. In this episode, Dethra shares some of her views and experiences around recovering and building confidence, embracing ignorance, and feeling comfortable with rejection. She talks about getting our ‘ two-year-old confidence’ back and how to overcome imposter syndrome. Join in and listen to this conversation where we encourage you to aim high and take your negotiation and leadership skills to the next level with more confidence!Episode Highlights : 2:29 - Who is Dethra Giles? A business leader who wants to fix the consciousness of organizations all around the world.5:21 - Embracing our ignorance: How to find the middle ground between risk mitigation and showing up confidently.10:46 - Negotiation beyond a ‘yes’ or ‘no’: Thinking big and realizing where the negotiation starts.19:40 - Questioning our skills: Understanding the relationship between confidence and impostor syndrome.28:26 - Here for the unlearning: Overcoming self-beliefs around rejection and the need for ‘solid skills’ that aren’t helpful to acquire alignment.37:34 - Make a space for others, there is more than enough for everyone: Support and disempowerment among women and underrepresented groups in society.50:00 - How to contact Dethra Giles and a shoutout to CASA and UNCF, two nonprofits that she’s passionate about.

Today’s episode (or 2-part series) is quite heavy - we are going to be talking about sexual harassment in fundraising. There is explicit content and potentially triggering storytelling so I want to make sure you listen to today’s show in the right place - mentally, physically, and emotionally.  For this series, I have the incredible honor of interviewing Dr. Ann Olivarius who is recognized around the world for her pioneering work in representing victims of sexual violence, sexual harassment, and discrimination. Her firms in the US and UK have achieved landmark settlements for survivors of abuse and have successfully coordinated international efforts to bring perpetrators to justice. In this episode, we hear about Ann’s coming of age and the background stories that led her to birth the legal case for sexual harassment and coin the term date rape. You will learn about Dr. Olivarius’ experience as a philanthropist as a part of Women Moving Millions, and how that experience has led to additional awareness about the different money stories we hold, and how deep they go. In this conversation, we talk about some of the gender dynamics and historical foundational elements of the funder/fundraiser relationship that make it particularly vulnerable for sexual harassment situations. And we talk about some of the other forms of violence and racism in the sector because, as we know, sexual harassment is not the only form of harassment and abuse. At the same time, we also know that sexual harassment is a huge issue in our sector and one that needs to be talked about in a bigger way. Dr. Olivarius shares a wide perspective on the issue; she shares some cases she’s worked on through her successful career and explains why we urgently need to change fundraising norms in the sector to break the cycle of toxic power dynamics. Episode Highlights Part 1: (04:42) - Who is Dr. Ann Olivarius? The sexual abuse and power dynamics during her coming of age and how that led to the work she does today.(08:53) - How the legal basis for sexual harassment came to be what we know today(17:07) - Dr. Olivarius’ experience with Women Moving Millions and how it impacts the way she looks at the movement of money and fundraising  (20:23) - Drawing the Line: The importance of holding people accountable for sexual harassment even if other problems arise as a result(22:29) - Money and Control: How theories on money and the movement of money is used to reinforce and protect power (23:43) - Sexual harassment in philanthropy: the gender dynamics and historical foundational elements of the funder/fundraiser relationship that make it particularly vulnerable for sexual harassment (27:06) - How do you know when it’s sexual harrassment?(27:31) - Changing the dynamic imbalance and how to create fundraising norms that support fundraisers to do their critical work. 

Today’s episode (or 2-part series) is quite heavy - we are going to be talking about sexual harassment in fundraising. There is explicit content and potentially triggering storytelling so I want to make sure you listen to today’s show in the right place - mentally, physically, and emotionally.  For this series, I have the incredible honor of interviewing Dr. Ann Olivarius who is recognized around the world for her pioneering work in representing victims of sexual violence, sexual harassment, and discrimination. Her firms in the US and UK have achieved landmark settlements for survivors of abuse and have successfully coordinated international efforts to bring perpetrators to justice. In this episode, we are diving into how to create organizational support for your fundraisers and how to ensure your donors understand your guidelines and process for protecting fundraisers from sexual harassment. Dr. Olivarius explains what a nondisclosure agreement is and how it is a tool of oppression. We also talk about how the corporate sector has changed and the progress we have seen in terms of accountability and protection. We address how to deal with legacy issues in organizations, and Dr. Olivarius gives some clear advice around how organizations and this sector can best protect fundraisers and what to do when sexual harassment happens. The goals of this episode and series is to acknowledge this issue, learn together, understand what collective action looks like, learn how to create safer environments for our fundraisers, and create an opening to process our past trauma through different lanes of support. As Dr. Olivarius makes clear, the legal route isn’t always recommended. If you want to make sure you start at the beginning and hear more background on Dr. Ann Olivarius and her leadership, you might want to jump back and start at Part 1. Episode Highlights Part 2: (03:26) - The structures that need to be in place for reporting and accountability. (08:19) - Some of Dr. Olivarius’ past experiences and how they have given her the clarity to be the activist she is today(11:30) - How documentation can help to identify patterns of behavior, protect other staff members, and make it clear when you do have a sexual harasser (13:06) - Why it’s important to be paying fundraisers more and the role this plays in getting fundraisers the respect they deserve(14:39) - What is the real role of an NDA and the implications of a nonprofit using or not using them. (17:56) - Organizational policy or procedure recommendations from Dr. Olivarius (20:28) - A sector we can look at as an example of how change can happen(23:58) - What is at stake for organizations if they hold people accountable for sexual harassment and what’s at stake if they don’t hold their funders accountable. (25:16) What is the intersection in our sector between sexual harassment and the other forms of harassment, abuse, and racism experienced by our Black, Brown, Asian, and Indigenous colleagues (27:31) - What to do if you want to file a claim?(30:24) - Where Dr. Ann Olivarius finds courage: The fight for women equality in many fronts worldwide. (34:03) - Managing traumatic stories both personally and professionally (36:04) - Where to contact Dr. Ann Olivarius. 

Rhea Wong is a nonprofit leader with 20 years of experience that helps Executive Directors and development staff build out individual major gift programs to raise money like a pro. In this episode, we dismantle some of the most common biases inside the fundraiser’s mindset when it comes to money and the risk of rejection. Rhea has some interesting takeaways to help you challenge your pre-established money beliefs and become a successful fundraiser. You know this conversation is right up our alley! Listen and learn how to ask the right questions to nurture your relationships with partners.00:28 - Rhea Wong’s background: The early experiences that shaped her root beliefs around money.6:35 - The risk of rejection: What emotions get triggered when asking for money versus when you’re being asked?09:45 - The courage to claim an edge: How to overcome the fact that not everyone is going to align with what you do.13:46 - Fundraiser’s energy, mindset patterns, and inner barriers: What should new fundraisers be aware of?23:36 - Heroes (not saviors) of our stories: What long-term relationship mindset and donor retention efforts are really all about.32:01 - There is no perfect ask: Discussing the biased narratives that create a competitive landscape in the nonprofit sector and the discomfort that comes from asking for money.38:15 - Transparency is important: The purpose that conversations with founders and board members should seek.40:13 - We never talk about money in a really transparent way. And yet it's the undercard of everything that we do.

Cindy Wagman is the President and Founder of The Good Partnership, a consultancy that is working to unlock the potential of small nonprofits through fundraising. In this episode, me and Cindy talk about the system of beliefs and stigmas that are often associated with fundraising and how we can rewire the neural pathways in our brains that are keeping us stuck. We also explore the power of stories as vehicles for empathy and the importance of meeting your donors and really getting to know them. Join us while we go deep into the fundraiser’s brain and behavior and share some big tips for the small nonprofit!Episode highlights: 01:50 - Introducing Cindy Wagman: How and when did she fall in love with fundraising work? 04:21 - Rewire the shortcuts: Cindy’s tips to start overcoming the fundraising beliefs and habits that might be holding us back .11:56 - ‘Bad’ at fundraising: How does our brain create and interpret the detrimental beliefs that make fundraising a stressful task?24:07 - Look at what’s inside your lens: Explaining what are the ‘Funder Lenses’ and how knowing them helps to shift negative reinforcement loops and act with authenticity.30:25 - A story is an instrument of empathy: Transformative experiences and what happens when the exposure to one piece of information turns into a belief.37:27 - Our work has value: Discussing the negative ways in which pop culture and major organizations have portrayed the fundraiser’s work.

Becky Straw is the Co-Founder of The Adventure Project, and a true believer in the ability to build community through entrepreneurship and move people out of poverty for good. There are so many amazing elements of The Adventure Project but in this episode, we look into their monthly giving program because it uses some innovative strategies to create strong memory peaks with the members of The Collective (both when donors are first inspired to join and throughout their time in The Collective). We go deep into why storytelling is so effective to build a sense of belonging for the donor and real impact on the ground. Join in and listen to this nonprofit leader that is creating a new partnership and international development model that we can all learn from.This series is inspired by Neon One’s new donor report: titled ‘ Donors: Understanding The Future Of Individual Giving’. Get early access to the report by going to neonone.com/mallory.Episode highlights : 02:28 - A passionate volunteer with a dream job: Becky Straw’s first experiences working in the nonprofit sector.8:28 - The Adventure Project’s partnership model: Becky’s process of knowing, engaging and retaining funders.13:43 - The collective adventure: How monthly giving became a sustaining force for The Adventure Project throughout the pandemic.18:23 - Exploring the donor’s experience: Personalization, touchpoints and fundamental aspects of The Adventure Project’s monthly giving program.22:10 - Addressing the right message: How Becky approaches storytelling to engage with donors looking for alternative models of investment.27:41 - Supporting female founded organizations in Africa: How did the nonprofit’s new initiative for the women’s fund arised?

In this episode, I’m interviewing Lys Hugessen from Canada Helps and Celeste Flores from GivingTuesday. More specifically, Lys is the Vice President of Partnerships & GivingTuesday Canada. In her role, Lys leads the growth and development of the national GivingTuesday movement across Canada. Celeste supports and mobilizes GivingTuesday’s network of 200+ communities across the United States. Both of these women are coming to this conversation to talk about the GivingTuesday ‘moment’ - what has created it, what sustains it, and why it’s such a powerful expression of generosity and giving around the world. In this episode, Lys and Celeste are talking about how the movement has grown, what makes a GivingTuesday campaign successful, and why it’s all about generosity and giving that extends far beyond the click of a donation button. Join in and learn about what makes a community and global giving moment matter.This series is inspired by Neon One’s new donor report: titled ‘ Donors: Understanding The Future Of Individual Giving’. Get early access to the report by going to neonone.com/mallory.Episode highlights : 00:24 - Givers all around the world: Lys and Celeste introduce themselves and the nonprofits that they are part of.3:24 - A day to do good: What is the driving methodology and values behind GivingTuesday? How did it grow?10:23 - The 80 hearts of GivingTuesday: What qualities and actions have enabled GivingTuesday to become a social movement that is universally appealing?16:43 - The giver’s behavior: Retention data, multiple layers of engagement and how the peak moments of the experience are created by the global community.27:09 - GivingTuesday’s Golden Moments: Surprising trends inside the overall data of the nonprofit’s donors.33:48 - Honoring and giving people multiple ways to give: The importance of building follow-up experiences and non financial ways to engage.39:24 - From scarcity to abundance mindset shift: How is GivingTuesday helping new organizations to fit into their model?44:12 - Contact information: Learn how your organization can collaborate with GivingTuesday.

Francesco Ambrogetti leads Supporter Engagement for UNICEF worldwide. He has over 20 years’ international experience and has worked for organizations like the WWF, MSF, and the Red Cross World Bank across four different continents. His most recent book, “Hooked on a Feeling”, inspired this episode as it dives deep into the neuroscience of fundraising and explores a number of different topics not typically explained (but highly relevant) when we’re taught fundraising best practices. In this episode, we’re covering many topics inside this amazing book, like how memory works and the way dopamine and serotonin actually shape the donor’s experience and the likelihood they will stay involved in the organization in an ongoing way. We are often told to make a thank you call to a donor within 48 hours because of it’s impact on donor retention, but do you know WHY it has such an impact? Listen to this episode to learn the science behind that fundraising recommendation, and many new science-backed strategies and tips that will change your fundraising immediately! This series is inspired by Neon One’s new donor report: titled ‘ Donors: Understanding The Future Of Individual Giving’. Get early access to the report by going to neonone.com/mallory.Episode highlights : 02:42 - Introducing Francesco Ambrogetti: An author passionate about fundraising and neuroscience.6:24 - The science behind our relationship with donors: Understanding the chemical reactions that happen around fundraising work and how memory comes into play.17:24 - Empathy and social proof: Analyzing the causes of higher retention rates based on collective giving moments.24:42 - The peaks that cement our memory: Key reinforcements in the donor’s journey and how giving is linked to the irrational side of our brains.30:44 - The relationship between memory and motivation: What are the things that we should be paying attention to after the donation is made?43:18 - Celebration over transaction: Discussing the effectiveness of monthly giving programs.

It might be Thursday, but we couldn’t wait another week to introduce you to this amazing guest. So, in honor of Black History Month, we released two episodes this week with two inspiring Black women. Our second guest, Domonique James is the CEO & Founder of Politics With Purpose, a political communications agency helping leaders raise their influence to serve and empower others in media, politics, and philanthropy. In the episode, Domonique explains why media is a fundamental part of what keeps our organization’s ‘car running’, the urgent need to start valuing everyday expertise, and how to stop being the “best-kept secret” and get real influence and press coverage for your organization. Domonique breaks down how to identify the right press partners for you, and how to actually get seen. You don’t want to miss the PR 101 lesson from this amazing expert.Episode highlights : (02:12) - Who is Domonique James? Founder & CEO of Politics With Purpose, a communications agency helping leaders rise. (04:55) - How to go from charity to influence?: Why nonprofits need to change the narrative in the media.(14:34) - Everything about branding: Finding your core purpose, working for it, and leaving your legacy. (18:42) - Harnessing the everyday expert: Creating positive stories and valuing the lived experience in your team.  (26:34) - Redefining expertise: Why everyday people should be talking about their difficulties and not external experts. (31:51) - Professionalization and shifting the way the third sector looks and operates from the inside out.(37:46) - Where should I be seen?: Finding the right alignment between your organization and media. (42:45) - Asset mapping: Understanding what you bring to the table and the strategic work behind successful pitching. (47:59) - Where to find Domonique, how to work with her, and the passions that drive her Politics With Purpose.

Shukurat Adamoh-Faniyan, Executive Director of Reading Partners DC, joins the show and we cover a lot of topics, like why every organization should have a level of flexibility when it comes to their work, how to balance short-term metrics with long-terms goals, and funders’ actual role in community-centered fundraising. Shukurat is an inspiring leader that is asking her staff to think completely differently about how they address the work - it’s not about just continuing to provide services for the long haul, she’s asking them what it would look like to eradicate the literacy gap in the first place. She challenges us to ask - are we even out here trying to solve the right problems? Listen to this episode where we explore the importance of mutual and self-interest, sharing our stories, and the need to respect community leadership and expertise when it comes to human work. This episode is one of two episodes released on the first week of February in honor of Black History Month. We respect, listen to, and learn from so many incredible Black women every day, and are grateful for the wisdom they share on What the Fundraising this week and throughout the year.Episode highlights: (02:23) - Get to know Shukurat: A nonprofit leader rooted in the importance of community involvement through education.(05:19) - Virtual volunteer management: How was it like to lead Reading Partners through the pandemic crisis?(11:16) - On the complexity of education funding and how the relationship with funders changed while building a new model of work.(17:10) - How do we eradicate this problem?: Asking the right questions to shift the conversation around conscious education investment.(28:51) - “Is this sector here just so we feel good?”: Understanding the funders’ actual role in community-centered fundraising.(35:07) - Shukurat’s experience as Executive Director of Reading Partners DC: How has the fundraising work impacted her self-development?(39:47) - How can we fix the dynamic?: On self-interest and the importance of sharing stories to make a change.(49:46) - Shukurat’s contact and how to reach out to Reading Partners DC to know more about them and become a volunteer.