Posted by: Don Linnen | 12 April 2010

Development Horses

So you’re a one-horse team pulling the nonprofit you founded. You’ve had a dozen people willing to write checks for your mission for the last few years.

You are the E.D., the Development Director, the Outreach Director, the Special Events Manager, and the chief cook and bottle washer. Sound familiar? Getting a little tired?

You need to reach more people, grow your nonprofit, and get some more sleep. You need to add some more horses to your team. Which ones do you add first?

Mazarine Treyz in her very helpful blog, Wild Woman Fundraising, suggests a skeleton fundraising crew for an ideal team. She stimulated my thinking. I view development of a development team a little differently.

You’re already doing everything. Ask yourself a few questions.

What do you do well? What are your strengths and weaknesses? What do you like to do? The first horses to add are ones that don’t struggle with the things you try to avoid.

Development can be divided into “details” and “message.”

Heaven is in the details. Tracking your donors. Thanking them. Reporting to them. Writing new proposals. Researching new funders. Keeping the database clean and up-to-date.

Inspiration is in the message. Reaching out to people. Finding volunteers. Honing the message…aka marketing. Delivering it through special events.

Since you’re the founder and team leader, you’re probably the message person.  If so, you know what you need. Add horses that compliment you.

Build a team. One that pulls together to go further and faster with less effort. Just like a paceline.

Posted by: Don Linnen | 31 March 2010

March Madness?

What in the world do John Wooden and Carole Rylander have in common? Hint: It’s not the March Madness of college basketball playoffs.

Most basketball fans know John Wooden.  He is the legendary, former coach of men’s basketball at UCLA.  Over 27 years there, he compiled a record of 664 – 162. His teams won 10 national championships over a 12 year period – a record unprecedented and unmatched!

Most development pros in Dallas know Carole Rylander. She didn’t go to UCLA. She didn’t coach basketball – as far as I know. But she shares a basic philosophy with Coach Wooden.

Success follows from putting small goals in place and doing everything you can to meet those goals.

Wooden is known for his very thorough coaching – for his attention to details. He drilled his young men on the fundamentals and created a foundation – the Pyramid of Success – upon which they built their games and their lives.

Rylander is a Certified Fund Raising Executive (CFRE) in Dallas. She teaches and coaches development teams.  She reminded me a few weeks ago in another excellent Center for Nonprofit Management class a very basic truth about development.

You CANNOT control what your donors will fund in the future.  You CAN control the processes you put in place to raise those funds.

Both Rylander and Wooden teach us the same thing.  Prepare for success by building processes that will lead to success.  Then execute those processes.

So simple.  So true.

It’s not entirely different from what my dad often told me, “plan your work and work your plan.”  He loved basketball.





Posted by: Don Linnen | 28 February 2010

Are YOU Smarter than a 5th Grader?

The popular game show “Are You Smarter Than a 5th Grader?” can make a lot of us grimace and laugh at the same time – just like conversations with our kids.

A recent conversation between one my favorite moms and her daughters, Suzy, a 6th grader, and Lily, a 3rd grader, went like this:

Suzy is telling mom about a girl in her class whose mom is pregnant.

Mom:  “Oh yeah, I keep forgetting that some of your classmates have moms young enough to have kids.  Well, come to think of it, your dad and I could actually have another baby.”

Suzy:  “Yeah, but by the time it was a toddler, you’d be dead.”

Mom thinking: Hey, I’m not that old.

Then they start talking about a girl nicknamed Tory whose mom is English.

Lily: “Hey, that’s pretty funny that her mom is English and her nickname is Tory.”

Suzy:  “Why?”

Lily:  “You know from “Bloody Jack,” the Tories were the Loyalists and the Whigs were the Patriots.”

Mom, in resignation:  This is where I realize that not only am I not smarter than my 6th grader, I am also NOT smarter than my 3rd grader – and I’m old to boot!

Funny stuff from the home!  But what about at work?  Are you smarter than a fifth grader when you’re leading your team?  Do you have all the answers?  Are you sure?

You’ve worked hard to surround yourself with good people – to get the right people on the bus.  Are you consulting with your staff or dictating to them?

You might find that several brains are better than one.  You might find that the team really is smarter than a fifth grader.

Posted by: Don Linnen | 29 January 2010

Taking Charge

Lots of lessons to be learned in Haiti.  Disaster response in the present.  What led to such a fragile infrastructure in the past. How can correct rebuilding lead to a healthy, self-sufficient nation in the future.

You’d never think of Haiti as being a learning opportunity, but it can become the most significant world university of this young century.  Leadership lessons stand out in any response to tragedy.

The PBS Newshour did a segment on the challenge to provide aid amidst chaos in Haiti.  One of those interviewed was the no-nonsense Lt. General Jay Garner, (Retired) U.S. Army, who commanded the task force that provided humanitarian aid to the Kurds in Northern Iraq after the first Gulf War.

The scene in Haiti at the time was one of total chaos and massive confusion. It’s a little better now, but there were some real struggles to get anything done in the first days after the earthquake.  Many people, military and civilian alike, were waiting on someone to tell them what to do.  I resonated with Garner’s blunt comment on the situation.

“You don’t wait on leadership.  In the absence of leadership, you take charge and you make things happen.” – Lt Gen Jay Garner, January 19, 2010

Truer words have rarely been spoken.  They especially apply during disasters, but they also apply during the everyday.

If the mission of your organization is important, you need to make things happen.  Nonprofits don’t pay that well, but they are often more than just a job.  If you sense that leadership is missing, it’s up to you to take charge.

That doesn’t mean start a coup.  It does mean to lead, even in small ways, to make things happen.

Posted by: Don Linnen | 20 January 2010

When Things Really Suck

Bad things happen. Not all the time, but inevitably, sometime in your life or the life of your organization, you’ll face one or more of the six D’s:  disaster, disease, divorce, drugs (or other addictions), death, or disappointment.

Last Thursday, the Texas Longhorns had me yelling loudly for them in the second half of their BCS national championship game with the Alabama Crimson Tide. Alabama won 37 – 21. The game was much better than the final score indicated. I was impressed with the character of the Longhorn team to fight back in the second half. I was even more impressed with the Longhorn quarterback, Colt McCoy, during his post-game interview.

McCoy had a terrific season in 2009. He was a contender for the Heisman Trophy, awarded to the nation’s best football player. He led his team to an undefeated season that earned it the opportunity to play for a national championship. After four years of preparation including 12 games this season qualifying to play for a national title, McCoy got hurt on the fifth play of the championship game.  He never returned to the  game.

I cannot imagine the disappointment McCoy must have felt over his early, game-ending injury last night. It clearly showed as he struggled to talk with the interviewer.

Many people (especially Texas fans) may not like it, but if we truly believe God is in control, that injury and loss may have been a part of a bigger plan for McCoy to witness to hundreds of thousands of young athletes and fans across the nation last night – many of whom will grow up to be leaders. With four sentences in ten seconds, he very likely had far more influence on far more people than had he led his team to victory. It was a powerful testimony.

That loss was a bitter pill for Longhorns to swallow. But most of us face adversity far more than we ever get to play for championships. McCoy is a class act. His words are terrific reminders for any of us facing seemingly insurmountable obstacles and disappointment.

“I always give God the glory. I never question why things happen the way they do. God is in control of my life. And I know that if nothing else, I’m standing on the rock.”  – Colt McCoy, January 7, 2010

No matter what your belief system, it is important to build your home on a rock. How you respond during times of disappointment, disaster, or chaos will have a huge influence on everyone around you.

Control everything you can, but when things spin out of control, that rock will be your refuge until you can move forward again. Your response is critical.

Posted by: Don Linnen | 1 January 2010

Who cares?

A picture is worth a thousand words.  A good infographic is worth a thousand geeks giving us data.  Thank you mint.com and WallStats.com !

CharityWhoCares-3
budget planner – Mint.com

Posted by: Don Linnen | 31 December 2009

A Visual Guide to Giving

It’s that time of year again – at least it’s the time when nonprofits make one more appeal before the year ends – and before they start appealing again in the new year. Nothing like a deadline – real or self imposed – to make something happen.

Earlier this month, a terrific infographic on giving, Charity: Who Cares?, was released by mint.com and WallStats.com. As a visual kind of guy who thinks in terms of who gives what and why, I love this kind of information.

It puts into perspective the $300B given to charities and the $404B given to WalMart every year. According to mint.com, the charities collect less than a third of what they need to keep the lights on. Nothing like a little context to get your brain spinning about reality.

The data for the infographic comes from three sources:

1)  Charity Navigator, one of the most significant, independent, national charity evaluators (Guidestar is another)
2)  The National Center for Charitable Statistics, established in 1982, it’s the national clearinghouse for nonprofit data
3)  The Center for Philanthropy, the nationally renowned center of nonprofit studies at Indiana University

These sources are about as neutral and accurate as can be. However, there is always someone who wants to disagree. Based on the comments at the bottom of the chart, the report does step on a few toes.

Decide who and what you want to believe. While you’re thinking about it, I hope you’re doing all you can to nurture your individual donors. If you haven’t noticed, they’re kind of important.

One last note:  to keep your brain spinning, take a minute – literally – to check out the YouTube explanation of just how much is a trillion. Some say trillion is the new billion. Think big!

Posted by: Don Linnen | 6 December 2009

The Santa Claus Myth

Today in history.

Don’t read any further if you still believe in Santa Claus.

The Santa Claus myth has its origin in the historical reality of a guy named Nicholas, born in the third century in what is now Turkey. He grew up a devout Christian in a wealthy family, but was orphaned at an early age.

Taking Jesus’ words seriously to “sell what you have and give the money to the poor,” Nicholas used his entire inheritance to assist those who were needy, sick, and suffering. His life of radical discipleship led to him being consecrated Bishop of Myra while he was still a young man.

During the persecution of Christians by the Roman Emperor Diocletian, Nicholas suffered for his faith and was exiled and imprisoned. He survived prison and was part of the Council of Nicaea in 325 A.D. He died on this day about 1700 years ago.

He was well known throughout his life for his generosity and love for children. It really doesn’t take a 501 c 3 to work for the common good.

Posted by: Don Linnen | 18 November 2009

Less is More?

The year end nears. For those of us in development, it’s the final push to get those moving letters and compelling proposals to people and foundations still perceived to have deep pockets. While I’m asking for amounts from $5,000 to $20,000 and much more – there are fundraisers that are doing just fine at $25 a pop.

Mr. Obama did pretty well at that before he became President. There’s an excellent report from PBP Executive Reports that looks at the lessons from the Obama campaign. Over time he grew his e-mail list from 90 thousand addresses to 13 million and attracted nearly 4 million donors. The average donation according to some reports was just over $100.

Amazing numbers! Yet there are three contradictory articles in the latest Chronicle of Philanthropy.

One report states that Social Networks Produce Dismal Results. Caroline Preston reports that out of 250 nonprofits surveyed, 74% said they had raised less than $100. Few of them could determine how many volunteers or how much money they had actually raised through their forays into social networking.

Another by Ben Gose Urges Charities and Donors to Focus on Small Gifts. Gose reports that Wendy Smith’s new book, Give a Little, reminds us all how the little gifts can really add up. Individuals gave $229 billion dollars in 2007. For some context, the Bill and Melinda Gates Foundation gave just $2 billion the same year. Smith contends most of those donors are from households earning less than $100,000 per year.

Finally, Sean Stannard-Stockton writes an excellent article on tactical philanthropy using Twitter. He makes a great point that Twitter is THE new forum for discussing philanthropy. It far outstrips traditional media among young readers. All those young readers are the ones making small donations – for now. What will they give as they get older??

More significantly, Stannard-Stockton states: “…philanthropy is no longer a topic of discussion reserved for the ultrawealthy, nonprofit executives, or academic researchers. As with any topic that goes mainstream, many insiders will complain that the subject is too nuanced for the masses to understand.

But the people and organizations that can figure out how to speak authentically about philanthropy to a mainstream voice — without dumbing down the subject or talking over the heads of the newly formed crowds — will dominate the discussions about the nonprofit world in the coming months and years.”

My $12.96 GoodSearch contribution this year isn’t much. Some nonprofits turn up their noses at the pennies per search concept. Some don’t. They are getting checks of over $1,000 this month. The pennies add up.

Heaven is in the details. Details are often very small. But they always make a difference.

Posted by: Don Linnen | 29 October 2009

Stones or Guts?

Back in the day, it was called having “guts.” Today, it’s called having “stones.” Whatever you call it, it is a necessity for making big decisions.

Seems that the decisions are now bigger than ever. The President is trying to decide whether or not to send more troops to Afghanistan. The House and Senate are trying to decide how to improve health care. Nearly 25% of the children in Dallas live in poverty. About 16% of those have no idea where they’ll sleep tonight.

Big issues. Bigger consequences. Huge costs.

Right now, the President is trying to decide how much more to commit to Central Asia. Lots of people have lots of ideas – and agendas – about what’s right for now and for the future. The cost, short-term and long-term, will be huge. The decision will take some stones.

Today, Speaker of the House Nancy Pelosi announced that the new House Bill for health care will offer:

* Affordability to the middle class
* Security for seniors
* Responsibility to our children

She said that for less than $900B over ten years, we will be able to insure 36 million uninsured Americans. I cannot tell if it was gutsy for her to announce that or just not very bright.

The number is $894B. That’s about $248,000 per uninsured American over ten years – or about $25,000 per year. Make that $100,000 for a family of four. Sure seems like a lot to me. Last time I checked, I’m paying less than that. Apparently she’s not running for reelection, but at least she’s trying to do something about a problem that none of her predecessors were willing to tackle.

Earlier this week, Children’s Medical Center released the latest data for “Beyond ABC: Growing Up in Dallas.” Beyond ABC is a report on the quality of life for children in Dallas. The data was presented in a symposium hosted by Children’s President and CEO, Christopher Durovich. Closing the symposium, Durovich explained that the costs to help children were staggering, but that for every $1 spent in prevention, we can avoid spending nearly $3 in treatment.

Quality care costs. It can be outrageously expensive. But at that kind of return on investment, it makes no sense to not invest in prevention. After the symposium, Durovich reminded me of what the old Fram oil filter commercials taught us – you can pay me now or pay me later.

How much will it cost to stay in Afghanistan? How much will health care really cost? What will it cost to improve the lives of children in Dallas? What are the paybacks over time? When will we see a difference?

Larry James, CEO of Central Dallas Ministries, is a man I greatly admire. He also spoke at the Beyond ABC symposium. He said that the costs to build a stronger, healthier community in Dallas are beyond our taxes (what government delivers) AND beyond our charitable contributions (what nonprofits deliver). He went on to say that “tax” is not a bad word. That took some guts to say that in Dallas, Texas.

I hate taxes. I really hate the idea of higher taxes. But I must grudgingly admit that Larry James may be right. Internationally, nationally, and locally, the problems we face today are bigger, more convoluted, and costlier than ever before.

Donations are down. Will higher taxes drive them down further? The thing known certainly: costs will continue to grow.

There are no easy answers here. You can bet there will be unintended consequences. Simply throwing more tax dollars at problems will not get the job done. But avoiding tough decisions while big problems deteriorate may be a worse sin.

From our national leaders to those of our smallest nonprofits, now is the time for some tough decisions. Call it what you want. Be “with it” and call it stones, or be a “throwback” and call it guts.

Back in the day, my church choir leader called it something else since he thought the word “guts” was a little disgusting. He called it “intestinal fortitude.” Somehow that seems to more accurately describe what’s needed to face the tough decisions ahead of us.

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