CausePlanet subscribers: Join us for our CausePlanet author interview series with Emily Davis on June 14 at 1 p.m. CST.  “Fundraising and the Next Generation: Tools for Engaging the Next Generation of Philanthropists” is Davis’ new book that will have you re-examining your prospect profiles.

Generation Y (a.k.a. Millennials) represent the largest population since Boomers. Cultivating these young prospects now and long term as they mature and have more to give is a revenue game changer for fundraisers. What are you doing to address this burgeoning donor constituency? Bring your questions for Davis to the interview or submit them when you register.

We look forward to touching on the book’s highlights through your questions:

• Explore how your organization can better use the next generation of volunteers to support your mission.
• Gain insight into the motivations and opinions of “next-gen” donors to help expand your fundraising focus.
• Ask hard questions and integrate strategies that better serve your organization’s mission for long-term sustainability.
• Find out how to engage your staff and volunteers in conversations about fundraising across generations.

How do CausePlanet subscribers register? Log in at the CausePlanet home page and click on the red link in the subscriber announcements page. If you have a question for Davis, don’t forget to submit one in the registration form. Subscribers can also download our new Page to Practice summary of her book beforehand. Posting soon!

Emily Davis has been working in the nonprofit sector as an executive director, staff member, consultant, founder, board member, and volunteer for over 15 years. She currently serves as the President of EDA Consulting in addition to many board and advisory roles in Colorado as well as nationally. She trains and consults on a number of different areas including board development, online communications, multigenerational philanthropy, and fundraising. Her passion for effective leadership has garnered numerous awards and nominations. Emily received her master’s degree in nonprofit management from Regis University.

Here’s what a recent author interview attendee had to say:

“Another outstanding presentation! CausePlanet has done an excellent job bringing together the experts and the audience for a genuinely interactive event packed with useful information. The opportunity to present questions beforehand and also to pose them live during the webinar is a unique feature that would enliven any topic. Absolutely recommended.”

Matt Mullenix, Vice President of Public Relations, LANO

Questions? Email us at Mail@CausePlanet.org

by Denise McMahan

See also:

Liquid Leadership

Working Across Generations

While it’s natural to assume that social media has permeated all aspects of business, nothing rivals face-to-face meetings in grassroots advocacy, says “The One-Hour Activist” author Christopher Kush. I caught up with Kush in our interview and asked about the popularity of email and other social media. He cited one client in particular that used Facebook to generate interest in face-to-face advocacy events. Here’s the excerpt:

CausePlanet: In Part Two, you present several helpful sections on writing an effective letter or email to your legislator so it gets read and circulated versus simply counted. Additionally, you cover skillful phone calls. Since the book was published, have communication preferences changed at all with the growing prevalence of email? And, are faxes still viable? (All coming in second to face-to-face, of course.)

Kush: It is fascinating how face-to-face interactions with lawmakers have remained powerful despite the social media explosion. Candidates for office love the prospect of clever video appeals “going viral,” but after the elections, the legislative process has proven difficult for social media to manipulate. I think one reason is that some core aspects of social media are a mismatch with legislative influence. Things like anonymity, speed of communication, depth of understanding and lack of geographic awareness all mitigate against social media’s effectiveness in the Capitol.

And now for some praise: This year, I saw several of my clients use Facebook to generate interest in face-to-face advocacy events. The Fragile X Foundation in particular was able to double the number of families who attended their 2012 Washington, DC, conference by providing a place where people could post their excitement about returning to the conference, seeing other folks they had met the year before, and following up in person with their legislators. Now, that was an example of social media making a strategic contribution by complementing more traditional approaches to influence (like face-to-face interaction).

by Denise McMahan

See also:

Articles about advocacy and civic engagement
“The One-Hour Activist” by Christopher Kush

For every position there is an opposition. It’s what makes our democracy work. If you lead a nonprofit organization, there’s no doubt an issue or candidate can influence how effectively you raise money or advocate for systemic change. Some even argue an investment in advocacy is an “upstream solution” and preferable to isolated direct service downstream.

The One-Hour Activist: The 15 Most Powerful Actions You Can Take to Fight for the Issues and Candidates You Care About presents a nonpartisan, thorough checklist of tactical best practices for engaging in advocacy on behalf of issues and candidates you care about.

Author Christopher Kush has distilled the essential activities that will help you understand how your letter, email or request for a face-to-face meeting with your lawmaker can be heard above the noise. He covers nuances in relating to your elected officials, leveraging the media, navigating public hearings, analyzing bills, joining public interest groups and much more. The book title may say 15, but Kush highlights 20 specific actions that can advance your cause.

In Part One of Kush’s book, he emphasizes eight important grassroots concepts and I’ll share them with you:

1) Voting isn’t enough. Once you’ve gotten your candidate elected, you can’t expect issues to go your way; the work has only begun.
2) Geography is the single most important thing about you and your issue. If you live in the elected official’s district, he/she wants to make you happy. Period.
3) One angry letter won’t change the world.
4) Instant grassroots (like signing online petitions) is not especially effective. Personalized letters with individual anecdotes and stories are.
5) Money is part of the game. If you refuse to take out your checkbook, you’re leaving an important weapon out of your arsenal.
6) Elected officials are real people with all the complexity and imperfection that implies. Genuinely try to understand who your elected officials are.
7) One successful grassroots campaign will not settle your issues once and for all. The issues worth fighting for will be ongoing, long-term battles.
8) “Staying on message” is the ultimate law of grassroots activism. Everyone who cares about a given issue must make the same exact request, no matter how individualized his/her justification for that request is.

Watch for more highlights in the coming weeks about The One-Hour Activist by Christopher Kush.

By Denise McMahan

See also:

Articles about advocacy and civic engagement

Dr. John Kotter is the foremost authority on organizational change, and the last decade of his research on the subject has culminated into an exciting discovery that’s covered in A Sense of Urgency. A sense of urgency is an important theme in all aspects of leading change, according to Kotter.

Seventy percent fail

We’ve learned from Kotter’s research that 70 percent of large-scale change efforts fail, the successful cases benefit from sufficient urgency and enthusiasm at the start, in other words, “enough buy-in from a critical mass of employees who make the desired change happen.” A Sense of Urgency takes a good look at urgency and how to create it while not confusing it with false urgency or cloaking it in complacency.

Here are two interview questions I asked Dr. Kotter on the topic when we posted our Page to Practice™ feature of A Sense of Urgency at CausePlanet:

CausePlanet: Your book nailed my initial perception in the opening line of the preface: “This is a book about a seemingly narrow issue…” Seemingly is the key point here. Will you please explain how your deeper look at urgency revealed an important theme in all aspects of leading change?

John Kotter: Sense of Urgency was borne out of a decade of research and writing on how individuals can lead successful change in their organizations. In study after study and in conversation after conversation with managers and senior leaders, it became clear it all starts with urgency.

 
Seventy percent of large-scale change efforts fail; just 10 percent succeed beyond expectations. In every case, generating sufficient urgency and enthusiasm at the start—enough to win buy-in from a critical mass of employees and to move them to devote the time and energy necessary to drive change forward—proved to be the defining factor. In today’s fast-paced, turbulent world, that gut-level determination to win and win now is more important than ever before.

CausePlanet: You explain that complacency is the lesser of evils when compared to false urgency. Can you please explain why for our readers?

John Kotter: First, let’s look at the difference between complacency and false urgency. In an organization where complacency is prevalent, people rest on their past successes. They are content with the status quo. They are inwardly focused, unaware of the rapidly changing world around them and the hazards and opportunities that come with it. And even if they recognize there are challenges out there, they leave it to others to address them. That sort of contentment can be disastrous for an organization.

Many mangers think complacency can be remedied with lots of energetic activity. They send people running from meeting to meeting, push them to tackle task after task, assign them to this task force or that project team. With all that activity, they feel they’ve driven their people to abandon the status quo and have created a sense of urgency for change. But it’s just not true. What they are actually witnessing is false urgency, unfocused flurries of activity that are distracting and unproductive. And they are even more dangerous than complacency because they sap the energy needed to achieve real and lasting change.

Watch for more of my interview with John Kotter next week and visit www.KotterInternational.com for more information about his books.

by Denise McMahan

See also in our Page to Practice summary library:
Buy-In: Saving Your Good Ideas From Getting Shot Down by John Kotter and Lorne Whitehead
The Three Laws of Performance by Dave Logan and Steve Zaffron

Due to the overextended and under-resourced nature of the nonprofit sector, it’s easy to look around your organization and misdiagnose your busy staff and hyperactive meeting schedule as having a sense of urgency. A Sense of Urgency  author, John Kotter, argues otherwise.

Is your urgency true or false? Organizations that are truly inspiring transformative change don’t suffer from endless busy work; the employees have a sense of purpose, an emotional attachment to the aspirational goal and shed low-priority activities in pursuit of meaningful milestones that mark progress. The social sector is a breeding ground for these false diagnoses of urgency, and nonprofit leaders must root out busy work in favor of smarter, inspired progress toward game-changing goals.

What’s the single biggest error people make? Two years prior to publishing A Sense of Urgency, it occurred to Kotter how often he was being asked, “What is the single biggest error people make when they try to change?” More than 10 years of research, hundreds of interviews with managers and three books on the subject told him leaders did not create a high enough sense of urgency among enough people to set the stage for making a challenging leap into some new direction.

What managers had to say This observation inspired Kotter to test the idea and probe deeper by systematically asking managers a new set of questions. For example, “How high is the sense of urgency among relevant people around you?” And, “If it’s too low, what exactly are you doing to change this fact?”

Here are the interesting conclusions resulting from these questions:
 
1. At the beginning of an effort to create change, if a sense of urgency is not high enough and complacency is not low enough, everything else becomes so much more difficult.
2. Complacency is much more common than we might think and very often invisible to the people involved. Success easily produces complacency and it doesn’t have to be recent.
3. The opposite of urgency is not only complacency, but false or misguided urgency which is more insidious. False urgency is driven by anxiety, anger and frustration. It’s characterized by a frantic feeling.
4. Mistaking what you might call false urgency for real urgency is a huge problem today.
5. It is possible to recognize false urgency and complacency and transform them into a true sense of urgency. The book describes these strategies.
6. Urgency is becoming increasingly important because change is shifting from episodic to continuous. Continuous change requires sustaining urgency.

A Sense of Urgency is our current Page to Practice™ feature. Visit www.KotterInternational.com for more information about the John Kotter and his best-selling books. Watch for more Urgency highlights in next week’s Page to Practice™ blog.

by Denise McMahan

See also in our Page to Practice summary library:

Buy-In: Saving Your Good Ideas From Getting Shot Down by John Kotter and Lorne Whitehead

The Three Laws of Performance by Dave Logan and Steve Zaffron

We’ve all been there. And if you haven’t been there, you’ve at least heard about someone who’s been there. Yesterday, during our live author interview series with board fundraising expert, Kay Sprinkel Grace, we had a nonprofit leader ask, “What recommendations do you have for getting better fundraising results out of your board?”

Most commonly asked

How to get everyone involved in fundraising is the most common question Grace is asked and this author interview was no exception. In fact, Grace has written a book about her answer to this popular inquiry: The AAA Way to Fundraising Success.

A board fundraising idea is born

The inspiration for Kay’s book was a client she worked with 12 years ago. The nonprofit client said, “I’ve got seven askers on my board.” Grace congratulated her for having seven folks who were willing to step up and make “the ask” on behalf of the nonprofit. Then the client said, “No, I have 39 on my board and only seven askers. What am I going to do with the other 32?”

How it works

This scenario became the brainchild for a management tool that Grace actively uses today. The process begins with asking your board to choose from three different roles in fundraising: 1) Ambassador, 2) Advocate, and 3) Asker. Then you spread the choices your board members have made on a matrix and develop a plan based on who will ask, advocate or serve as ambassador. “Because board members have chosen the role they want to play, their willingness to fulfill the identified role is amazing,” says Grace. Grace’s number one rule in this AAA program is that everyone is at least an ambassador.

Who makes the ask

Grace also impressed upon yesterday’s interview attendees that having a volunteer (advocate) and someone from the programming staff join you or the director of development on the ask proves essential. The program staff can speak specifically and intelligently about how the gift impacts outcomes. The board member (volunteer advocate) can speak from a mission and vision perspective.
More info

More info about Grace’s books

You can find out more about Grace’s AAA program in her book, The AAA Way to Fundraising Success at http://www.whitpress.com/ or her other six books at http://www.kaygrace.com/. Grace’s latest book, The Ultimate Board Member’s Book, is currently featured at CausePlanet with a Page to Practice book summary.

by Denise McMahan

See also

CausePlanet articles about boards and fundraising

Exposing the Elephants: Creating Exceptional Nonprofits

The Nonprofit Leadership Team: Building the Board – Executive Director Partnership

When I read Kay Grace’s The Ultimate Board Member’s Book, I was reminded of some very gratifying as well as excruciating moments in my service as a nonprofit board member. An example of the less than stellar was, you guessed it, board fundraising. I happened to be on the receiving end of the ask as a board member and was excited to make my commitment. I knew it would make for easier solicitations in the community if I could demonstrate that my personal gift had already been pledged.

I remember the executive director asked me for a stretch gift (stretch for me anyway). The ask was by phone and felt, well, phony. Without the board chair present and without looking into the eyes of the asker to whom my hard-earned dollars would be going, I felt deflated and unappreciated. As soon as I said “yes,” the phone call was quickly ended and she checked me off the list. Or so it seemed. In the defense of this executive director, I’m sure she would have been horrified to know her ask left me feeling that way. Fortunately, for other CEOs and executive directors, Grace’s book addresses a useful process for going about development, fundraising and stewardship of the board and community. I say these three words because Grace has a specific reason for separating each function. I’ve excerpted my interview with Kay below which elaborates on the topic–

CausePlanet: Your section on philanthropy, development and fundraising is excellent, and I like how you break down each component so that everyone has a role to play.  

Kay Sprinkel Grace: In my longer work, Beyond Fundraising, I go into detail on this and am happy to do it here.

Imagine three (3) concentric “eggs” or ovals. The largest, which surrounds the two smaller ovals, is philanthropy. Philanthropy is all voluntary action for the public good (Payton, 1989) and includes giving, asking, joining and serving (and for board members, it is NOT multiple choice!). We know through research and experience that all philanthropy is based in values: people and institutions do not give to, ask for, join or serve organizations whose values they don’t share. So, it is critical to create a “culture of philanthropy” in an organization based on the values of the organization.

The second oval is development, which is the process by which we get to know people and institutions and uncover the values we share with them. Development, or relationship building, is the most important role for a board member. It requires using the anatomical ratio of two ears: one mouth–listening more than we speak. If all board members were committed to developing relationships, fundraising would not be a challenge.

The smallest of the ovals is fundraising, which I define as “giving people opportunities to act on their values.” When we know what values donors share with us (and we with them), our conversation around the ask is made easy: “You and I both care deeply about continuing independent living for seniors as long as possible to ensure their sense of dignity. We have been successful at keeping our seniors at home because of the investment of people like you. As we look to the aging of America and the growing number of seniors in our community, we see the need for our services increasing. This year, will you consider increasing your investment in these programs that we both care so deeply about?”

For more of Kay Grace’s insights on high impact boards, click here or watch for next week’s Page to Practice™ excerpt about The Ultimate Board Member’s Book.
 
by Denise McMahan

See also:

The Ultimate Board Member’s Book Kay Sprinkel Grace
Beyond Fundraising by Kay Sprinkel Grace

According to board member, Chris Boskin, “A U.S. Trust study found that among high net-worth donors–those with $5 million or more in assets–one of the top four determinants of where they contribute money is respect for the organization’s leadership.”

Stability, growth and impact: Think of the board members you know and the organizations they serve. Now ask yourself who’s raising more money. In the nonprofit world, contributions are king. Donations follow the high performing boards. These boards have core attributes that author Kay Grace underscores in her book, The Ultimate Board Member’s Book, below. When these competencies are in place, Grace says there is stability, the opportunity for growth and the potential for impact. In her words, “Work gets done.”

• Understanding boundaries
• Respecting each other and staff
• Mastering the mission
• Communicating the vision
• Living the values

Recruit with a rudder: Without an organizational plan, board recruitment suffers from irrelevant professional guidance. Recruitment must be a direct response to the organization’s strategic plan.

Four steps to enhance the recruitment process: 1) Your board members shouldn’t leave brainstorming exclusively to the board development committee (a.k.a. nominating committee). Everyone should be a source for nominating ideas. 2) Fellow board members outside this committee should recommend, not recruit. Respect for the process will protect the board and the candidate from any well-intentioned mismatches. 3) Fellow board members should also participate in the recruitment process by getting to know recruits through coffee, lunches, tours, etc. 4) When someone’s officially on board, other board members should reach out. Even if there’s a “board buddy” or mentor program, they should let the new member experience what a friendly organization you have. You don’t want diligently recruited and worthwhile board members to feel disconnected.

What’s in a name? Everything. According to Grace, the board development committee is the most important committee on the board because it determines the vitality of the board, scope of talent and future of the organization. Furthermore, Grace recommends calling this committee “board development” rather than “nominating” because the proper fulfillment of duties extends far beyond nominating names. It includes preparing a policy plan and procedure for recruitment, soliciting potential candidates from fellow board members, preparing a slate and enlisting those elected, running board orientation, shepherding new and flailing board members, and spearheading the board evaluation process.

by Denise McMahan

See also:

The Ultimate Board Member’s Book by Kay Sprinkel Grace
CausePlanet articles about effective boards

This post is the third in a series on advocacy and offers relevant Page to Practice™ book summaries and articles at the end of the first article and second article.

In our monthly virtual book club last week, we had coauthor of Forces for Good: The Six Practices of High-Impact Nonprofits, Heather Grant, participate. One of our attendees said, “Nothing beats actually hearing the author explain his/her insights on a subject.” I agree.

Start at the beginning. One of the six best practices we spent some time discussing with Grant was first on the list of high-impact nonprofits: bridging the gap between service and advocacy. Several EDs in the group commiserated with one another about how this was a neglected area which needed improvement.

Systemic change requires more. In Forces for Good, Crutchfield and Grant explain that great nonprofits realize that, in order to achieve higher levels of impact, they need to bridge the gap between advocacy and service. They may start out providing great programs, but eventually realize that they cannot make systemic change without also engaging in advocacy. Others start out doing advocacy and then add programs to catalyze their strategy.

Bridge the divide. Providing services helps meet immediate needs, such as feeding the hungry or housing the poor; advocacy helps reform larger systems by changing public behavior or creating governmental solutions. High-impact nonprofits bridge the divide between advocacy and service. Although policy advocacy can be an incredibly powerful tool for creating large-scale social change, many nonprofits shy away from it.

Create a virtuous cycle. Some of the reasons for their hesitation include the fact that advocacy is difficult to manage and requires different organizational skills than those needed to provide direct services. In addition, it is challenging to measure results of advocacy efforts. However, the authors discovered that simultaneously doing both creates a virtuous cycle. Instead of causing the organization to lose focus or lessening its impact, engaging in both service and advocacy can create an impact that is greater than the sum of its parts. It is no surprise, then, that all the organizations in the book have engaged in both.

Here are three ways to bridge the divide:

1. Start with service, add advocacy. The majority of organizations in the book began with direct service, or programs, and adopted policy advocacy well after they were founded. The underlying reason why they decided to engage in advocacy was the same: They wanted to have more impact on the problems they were trying to solve.

2. Start with advocacy, add service or programs. Starting out with policy advocacy is especially effective when an organization is relatively small in relation to the level of impact it seeks to achieve.

3. Combine service and advocacy from the outset. The authors observed two main patterns among the organizations that combined both from the beginning: a) Leaders knew that replicating programs site by site, with private funding, would never take them to the level of change they were seeking; and b) Leaders also shared a common philosophical belief that government should be a part of the solution. Policy reform sends a signal to the rest of the nation that the changes these organizations propose are important enough for society as a whole to adopt.

Watch for part four of our advocacy series when we highlight how high impact nonprofits are successfully combining approaches of service and advocacy.

by Denise McMahan

If you’d like to be added to the waiting list for the virtual book club, please email us at Mail@CausePlanet.org.

Successful innovators have revealed a consistent pattern from which we can all learn. Peter Sims’ Little Bets: How Breakthrough Ideas Emerge from Small Discoveries explores numerous examples—both corporate and nonprofit—that demonstrate how strategic small experiments were the key to huge wins. Through the process of trying and failing in incremental ways, creators gain the critical knowledge they need to develop extraordinary breakthroughs. These “little bets” helped launch companies like Google and Amazon.

According to Sims, Thomas Edison said “If I find ten thousand ways something won’t work, I haven’t failed. I am not discouraged, because every wrong attempt discarded is just one more step forward.”

Learning a lot from a little: Successful social and business entrepreneurs don’t try to avoid errors; they seek them out as a means for closing in on the right answers. It doesn’t take a rocket scientist to realize why the method of learning a lot from a little is better, especially within nonprofit constraints. Nonprofit leaders who read this book will find that Sims’ guidelines for being productively creative are surprisingly right-sized for the nonprofit and useful in an environment that often proves financially more unpredictable than a corporate setting.

The genius of play: What Edison’s quote doesn’t mention is there are a handful of guiding principles or conditions which facilitate this type of experimental innovation. One of which involves creating an atmosphere that allows for playfulness and improvisation. Improvisational techniques free us up from the risk aversion and emphasis on rigid procedures that dominate so many workplaces.

Learn how to “plus” an idea: For example, one way Pixar has overcome risk aversion in the creative process is through a technique called “plussing” says Sims. The idea behind plussing is to build on and improve upon ideas without using judgmental language. Creating a positive atmosphere where ideas are constantly being plussed, while maintaining an atmosphere of humor and play, is a key ingredient in Pixar’s recipe for success. Rather than using “but,” peers try to use “and.” For example, “I like Woody’s eyes, and what if his eyes rolled to the left?” or “Would it be clearer if [the character] did it this way?”

Happiness a precursor to success: Shawn Achor, author of The Happiness Advantage: The Seven Principles of Positive Psychology That Fuel Success and Performance at Work says, “Happiness is not just a mood—it’s a work ethic. Study after exhaustive study proves that happiness precedes important outcomes and indicators of thriving.” His book is based on the proven premise that happiness is actually the precursor to success. When you increase your happiness levels, you experience more successful outcomes and can work smarter and faster.

Make it safe for your employees to experiment with small bets: While nonprofits may not be in the business of animated films, they can undoubtedly benefit by using the “plussing” technique when solving problems or strategically planning. When financial or programmatic challenges sometimes appear to be bleak, solutions are more readily proposed if colleagues know their suggestions will be “plussed” rather than “minused.” Take a page out of Sims and Achor’s books; give your staff the freedom to experiment with small bets and provide them encouragement through plussing. Your staff will exude resilience during setbacks and confidently pursue the best solutions.

by Denise McMahan

See also:

Fixing the broken formula: Happiness equals success at work
Happiness Advantage by Shawn Achor
Small Bets by Peter Sims
Fired Up or Burned Out by Michael Stallard