Category Archives: Fundraising Q&A

I must say that bad as well as good experiences as a donor myself have informed my views on fundraising. Here are my top five pet peeves.

Making assumptions- When someone shows up with a request for a cause that I have absolutely no interest in, I can only assume that they haven’t taken the time or trouble to find out what causes I already support, which would be a clue as to what I care about. Read More

The true – but probably not very helpful – answer is that I have no idea! One problem, I can say with certainty, is the criteria used to evaluate nonprofit efficacy. The use of overhead (i.e., the percentage of expenses that go to administrative costs) as a metric has come under attack, as you may have noticed. After numerous critical reports from Stanford and others, the three major rating agencies – GuideStar, Charity Navigator, and BBB Wise Giving – have issued an open letter condemning the practice, and launched a website (www.overheadmyth.com) where you can sign a pledge to end it. Read More

If you have a successful first date, how do you leave it, to get to a second date?

In sales training, they often talk about the window shade being up or down; is the customer receptive, or have they tuned you out? That’s what you have to determine, at the end of your first date, and go from there. How did the prospect leave it, is the important twist on your question. Read More

What’s the best way to convince someone to give to a wealthy institution?

That might seem like a nice problem to have, for nonprofits struggling to make ends meet. It does bring its own set of challenges, though. If your institution is perceived as wealthy, you may hear, “Why should I give to you? You don’t need it.” In Harvard’s case, I’ve never found it effective to say: “We’re down to our last $26 billion.” Read More

How can we better engage our board in fundraising?

Good question. And, without kicking and screaming, I might add! I’m reminded of a nonprofit that was eager to revamp its board, and actively involve it in the pursuit of a new strategic plan, including a significant capital campaign. The challenge was to rebuild board membership, and sound a call to action. Read More

1. People want to give but get waylaid. What can you do about that?
A friend of mine – who happens to be a generous donor as well as a successful fundraiser – made this observation: “There are more people with money looking for good ideas, than good ideas looking for money.”

2. How is the landscape in philanthropy changing?
One big change is that organizations are thinking more about non-philanthropic forms of revenue. Funding your mission really is a three-legged stool: earned income, memberships, and philanthropy. Read More

Thanks for sending us more great questions! We hope you find our answers helpful.

1. Do you believe that your rate of success reflects your skills as a fundraiser?

I think that a lot of my fundraising success reflects my skills as a listener. I take it upon myself to help others achieve their philanthropic goals. As I probe for them, I try to think about how the activities for which I am raising money fit their goals. Then, I try to do is help donors understand how they can accomplish their objectives through the organization I represent. Read More

We received a lot of great questions during our first G2G webinar. Here are three that Howard answers in detail. How can you avoid leaving too much money on the table by letting the donor decide the amount? Development managers say don’t list donors by name because they’re afraid of poaching. I say publish rather than hide. Who’s right? How can I not come across as a salesperson? Read More

Here are some more interesting questions fielded by Howard, at a recent virtual learning session. 1. What is the most common mistake that business people make when taking nonprofit leadership roles? 2. When making a presentation, is it better to focus on data, or photos and stories that elicit an emotional response? 3. What is the role of social media for communicating mission and asking for money? Read More

At a recent virtual learning session, Howard fielded several interesting questions from people engaged in a variety of philanthropic activities, worldwide. Here are two that we thought you might find interesting. Question 1: I’ve heard that once you get money from a large charitable foundation, it’s easier to get money from other people. They see it as a form of “due diligence.” Is that true? And, if so, is it okay to mention them by name? Read More