What the Fundraising

Shannon Lohr, Founder, and CEO of Factory45 helps her clients navigate the complexities involved in getting a sustainable clothing brand off the ground. What does this have to do with nonprofits? Well, her pragmatic advice applies to nonprofits too - everything from keeping your mindset right to how to prioritize the right brand and launch activities. We get into the nitty-gritty about things like content polishing, logo massaging, and font swapping that often keep us stuck from being more visible when we need to be focused on getting in front of our audience. Shannon and I share thoughts on the importance of knowing your own value and how to build confidence so you show up with that value in mind to all of your engagements. Enjoy this lively conversation with a woman who has carved out a unique coaching niche and is here with concrete marketing, sales, and other elements to consider as you look at ways to partner with, support, or start up a brand.Episode Highlights:(00:30) – Shannon introduces herself, gives the high-level on Factory45 (04:37) – The importance of content marketing to create problem aware audiences (06:32) – Identifying a target customer or audience niche (11:19) – Marketing and audience acquisition are key components to building the volume of donors and brand recognition that underpin a business model.(12:50) – About non-profit practices that bring value-add(13:49) – Mallory mentions her Asset Mapping tool, which highlights marketing and education as valuable components that non-profits can bring to business partners.(15:08) – About the emotional components Shannon’s clients work through on their journey (22:13) – How to start to understand the value that you are bringing to the table (27:50) – Shannon’s Top Tip for new entrepreneurs or non-profits just starting up: It’s all about putting one foot in front of the other. Don’t let perfection be the enemy of the good or procrastination paralyze you. Stay out of the weeds!(30:00) – Some of the top offenders that lead to analysis paralysis (31:58) – What does Shannon do when she experiences imposter syndrome?(32:50) – Another strategy for getting unstuck(33:45) – The power of separating your identity from your non-profit (35:40) – Shannon’s journey as a mom and the work/life balance (40:00) – About the value of Factory45’s startup community: support, accountability, camaraderie, shared milestones and mentorship. Click here to learn more.Huge thanks to our episode’s sponsor, Pledge, and their amazing e-commerce platform that will help you build amazing cross-sector partnerships.

Kate Williams is the CEO of 1% for the Planet, a non-profit whose 6,000+ members are integrating environmental giving into standard best business practices. She helps us imagine a world in which every operating budget includes line items to underwrite social causes as routinely as office space or equipment rental. Conjured some 20 years ago on the banks of the Madison River in Montana, the founders of Patagonia and Blue Ribbon Flies, a fly fishing company, foresaw a need for businesses to support environmental organizations far beyond simple check-the-box annual giving. Out of their vision for paying back the planet has grown a network that partners socially responsible businesses with on-the-ground resources.In this episode, Kate explains why companies of all sizes (as well as individuals) are willing to tithe 1% of their annual revenue under the umbrella of 1% for the Planet. We talk about all of the results that come from this model - mutual learning, storytelling, opportunity, and, perhaps most of all, a sustainable win-win-win proposition. There are so many learnings for nonprofits and businesses in this episode, tune in now to learn about what businesses are looking for when partnering with nonprofits and how 1% for the Planet plays matchmaker, coach, and co-dreamer to support successful cross-sector partnerships.Episode Hightlights:(01:00) - 1% for the Planet’s origin story(02:30) - The organization's accomplishments and reach over the past 20 years (05:20) - What 1% for the Planet members get for their commitment(09:20) - Why 1% of sales versus 1% of profit? (14:25) - The win-win equation: Credibly doing the right thing resonates with consumers, boosts sales, and extends business longevity and viability.(17:43) - All about due diligence: 1% for the Planet offers a knowledge-based vetting process that verifies partners, measures impact, and identifies narratives.(20:22) - 1%’s Matchmaking Function(24:00) - Long-term versus short-term partnering: Ongoing relationships reduce the overhead costs inherent in start-up fundraising efforts and frees up resources for other broader pursuits.(26:27) - 1% for the Planet provides a bridge, facilitating conversations across for- and non-profit entities whose language, goals and perspectives don’t always align.(33:22) - Donors often don’t recognize the direct and indirect power they wield and impacts they have on the giving process.(33:05) - On the horizon: The vision is to grow and brand a global standard for giving and social responsibility knit into business operation in a core way.(36:25) - Calls to action (and considerations) for smaller businesses contemplating a 1% commitment.(37:24) - How to get in touch with Kate and learn more about 1% for the planet.

Inside this episode, I touch on a major golden nugget that isn’t about fundraising strategy at all, but rather involves personal growth strategies surrounding human psychology, which is a larger key element we don’t highlight enough. I define the comfortable elements of the fundraiser hustle (you’ll get what I mean when you listen) and how that hustle mindset isn’t productive but rather detrimental in how we strive toward accomplishing our goals. I dissect this concept and talk about self-coaching tools you can implement now to start changing your mindset which in turn will help improve all facets of how you fundraise and how you can push through both personal and organizational challenges. This episode is a part of a mini-series on donor retention thanks to our incredible sponsors at DonorPerfect. DonorPerfect has a lot of free educational resources for fundraisers. Learn more and download some of their guides and tools today at donorperfect.com/mallory

Megan Staples Jacob is the Senior Development Director for CSF Philadelphia and has been working in the nonprofit realm for over 13 years. Megan is deeply passionate about the underserved communities in Philadelphia and understands children gain their greatest opportunities through education. In this episode, we discuss the drive and curiosity that fuels her openness to try different strategies in an effort to maximize donor retention, and she openly shares the tactics she’s successfully uncovered. Megan explains how defining your personal mission inside your efforts with an organization unveils a deeper motivation, which can help connect with potential and current donors on various levels. Listen to our conversation inside this riveting interview. Megan is extremely passionate and generous with all of her tips and tricks and you don’t want to miss it! This episode is a part of a mini-series on donor retention thanks to our incredible sponsors at DonorPerfect. DonorPerfect has a lot of free educational resources for fundraisers. Learn more and download some of their guides and tools today at donorperfect.com/mallory 

Ayelet Fishbach, Ph.D., is the Jeffrey Breakenridge Keller Professor of Behavioral Science and Marketing at the University of Chicago, Booth School of Business, and the author of Get It Done (surprising lessons from the science of motivation). In this episode, Ayelet breaks down the intricate details behind donor motivation and how motivation differs based on the segment of donor. She gives us a number of helpful language suggestions for engagement, as well as other real-time strategies you can implement when trying to reach your fundraising goals. We also get into the motivation of the fundraiser and how fundraising is impacted by challenges around sustaining motivation and prioritizing when there are multiple goals.There are so many fundraising takeaways from this conversation. Join in and listen to this motivation expert’s experience and take a journey with her through her research and findings around the science of motivation.This episode is a part of a mini-series on donor retention thanks to our incredible sponsors at DonorPerfect. DonorPerfect has a lot of free educational resources for fundraisers. Learn more and download some of their guides and tools today at donorperfect.com/mallory

Lindsay Simonds is a senior, nonprofit, fundraising and management professional with notable experience partnering with organizations for transformational change. In this episode, Lindsay provides donor retention strategies and best practices you can implement inside your fundraising approaches and use to strengthen your team, right now. You can feel our excitement around these topics while we make revelation after revelation about retention tactics in this space. It’s an episode you can’t afford to miss! This episode is a part of a mini-series on donor retention thanks to our incredible sponsors at DonorPerfect. DonorPerfect has a lot of free educational resources for fundraisers. Learn more and download some of their guides and tools today at donorperfect.com/mallory

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.