nonprofit advice

Strategic Partnerships for Your Nonprofit

Isabel Reed

Many hands make light work! We’ve all heard the saying before, but have you ever thought about applying that philosophy within your organization? Volunteer program – check – right idea. Now what other areas of your organization can be better supported and strengthened with that philosophy in mind?

Take a look around you. Specifically, take a look around your community. What are other businesses or organizations that are positioned with complementary missions, teams, or resources?

If your organization is seeking a partnership, chances are that your organization is not the only one! Even if it is, partnerships are usually formed to be win-win for everyone involved, meaning that people within your community will likely be happy to discuss your proposition.

Where should I start?

Already have ideas bubbling for a no-brainer partnership? Well good news, that’s exactly where you start! Outline a partnership proposal and get crystal clear on the benefits that both your organization and theirs would receive. Come up with “the pitch” so to speak.

Then, schedule a chat with the person you’d likely be collaborating with in the partner organization. Next steps will likely reveal themselves by the end of that initial call. Rinse and repeat for any other partners you have in mind.

For most, however, first steps might require a bit of reflection and brainstorming. You’ll need to asses where your organization shines and where it need extra support. This will reveal what benefits you could offer in a partnership and what you’ll need extra support with from partners.

To identify your organization’s strengths, weaknesses, opportunities, and threats, pull out the good old SWOT Analysis rubric! If your organization has already conducted a SWOT Analysis, ask for a copy. Otherwise, draft up a quick one yourself. Take your time, but there’s no need to spend more than 30 minutes on this speed draft.

When you’re done, compare your strengths and opportunities to your weaknesses and threats. Your strengths and opportunities will shed light on what you have to offer in a partnership, and your weaknesses and threats will suggest who to seek out in a partnership. Leverage their strengths to support your weaknesses.

Volunteer Programs

Would you consider your volunteer program well established, or does it need some help getting off the ground? If there is another organization that is known for their growing, highly engaged volunteer base, consider reaching out to their volunteer coordinator to explore a volunteer exchange initiative, where volunteers are somehow introduced to the other organization’s volunteer program, fostering more volunteer interest for both organizations. (Check out what Stoneleigh Natural Garden did!)

For example, you might organize a joint event between your organizations. When large gatherings are safe and permitted once again, a collaborative volunteer appreciation event could be a great idea for a handful of partner organizations. Volunteers would feel the love while also becoming more familiar with other volunteer programs (and fellow volunteers!) across the community. (Relevant: “How to Move Your Volunteer Appreciation Week Event Online“)

Most organization’s volunteer programs also come with volunteer coordinators, volunteer program supplies, volunteer management software, and more. Discover which resources could be shared between/among organizations, then bask in the efficiency of many hands making light work.

Services & Programming

Most likely, your organization has some kind of service or programming offered. Once you’ve mentally identified those services, think about other nonprofit and for-profit businesses that offer services complementary to the ones your organization offers. This is where the opportunity lies to collaborate.

Your respective programs could continue running independently, if that works best for all parties. In which case, you’d collaborate with marketing and raising awareness of said programs. This usually becomes what’s known as a “referral program“. Similarly, you can also tout each other’s services as an “expansion” of the services your organization already provides. Both organizations gain a stronger presence in the community as a result.

If there is more in common than not between the respective programs, consider weaving them together in a few small ways that make sense. This will help to reduce spending on resources and scale the impact of the program. Celebrate that saved spending!

Resources

Each organization is equipped with its own incredible resources. In some cases, resources are material goods: vehicles, food, gardens, space, etc. Other times, an organization’s best resource is its personnel: the well-connected founder, the savvy lawyer, or the wizardly grant-writer.

As part of your SWOT analysis, examine these resources. Are there any you could exchange? Are there any you could share? Sometimes an act of true goodwill goes even farther than a proposed partnership. So if your organization’s van is unused on weekends, consider sharing it with another organization that is active on weekends.

Brand Recognition & Credibility

This is less of a tangible tip and more of a rule of thumb. The more your name appears (in a positive light) across the community, the more it will be perceived as established and reputable. Community engagement starts at the front door of your organization, but it certainly doesn’t stop there! 🙂

Recruiting many hands to make light work starts with one hand reaching out in partnership. Get your plans ready, then take action! You’re sure to save money, better utilize resources, and raise organizational awareness across your community.

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5 Strategies for Smarter Fundraising While Working from Home

Salsa Labs

Traditionally, the idea of working from home conjured images of lounging in sweatpants and less-than-stellar productivity. But as we’ve learned since the start of the COVID-19 pandemic, it’s possible to still accomplish key goals and drive missions forward outside the office.

With the right tools and processes, all kinds of organizations have been able to adapt to the work-from-home (WFH) environment with great success, and the nonprofit sector is no exception. Fundraising professionals have navigated uncharted territory to engage supporters, raise critical funds, and conduct day-to-day operations all from the comfort of home offices. 


As the year draws to a close, it’s time to take stock of your WFH plans and make adjustments to align with best practices. After all, the end of social distancing isn’t on the horizon anytime soon, and you don’t want to lose momentum. With powerful technology and data-informed strategies, you can still achieve your online fundraising goals while working from home.

At SalsaLabs, we specialize in helping nonprofits leverage technology to work more efficiently and boost their fundraising potential. We’ve seen how nonprofits in the field incorporate innovative tools into their WFH routines with great success. So, we’ve compiled a list of tips to help drive your virtual fundraising efforts forward:

  1. Use data to drive more effective communications.
  2. Explore diverse revenue streams.
  3. Host engaging virtual events.
  4. Leverage machine learning technology.
  5. Make use of marketing automation. 

While a remote work environment may not facilitate in-person conversations, there are still plenty of opportunities to connect with supporters through virtual means. Technology can help you build on your existing donor data for time-saving and informed outreach, which can create even more effective fundraising processes. Let’s jump in.

1. Use data to drive more effective communications.

When you can’t connect with your community in person, your online communications are even more critical. If a donor’s primary touchpoint with your nonprofit this year is via email, your messaging needs to make each individual feel recognized, appreciated, and capable of making an impact.

The best way to accomplish these goals is to leverage supporter data when crafting your campaigns. Instead of sending impersonal emails to everyone on your mailing list, you can target groups or even individuals for a more relevant and personalized message.

You can use available donor data to:

  • Create segments of donors. Create segments, or groups, based on key characteristics, then use these groups to send targeted messages. Studies show that segmentation can lead to up to a 760% increase in revenue! While the options for categorizing donors are nearly endless, you can sort groups by engagement type, giving preferences, or demographic information. For instance, you could start a campaign specifically targeting Gen Z supporters, or craft separate end-of-year thank-you emails to address volunteers, major donors, event attendees, and first-time donors in different ways.
  • Personalize messages to individuals. Adding a personal touch to outgoing messages can help your supporters feel seen and recognized. While adding the donor’s name to the subject line or greeting is a great start, you can go even further. Try incorporating details like a recent donation amount, event attendance history, or information specific to your mission (like a pet’s name if you work with an animal shelter). Marketing automation tools (which we’ll discuss in further detail later in this article) allow you to address each individual supporter without anyone needing to manually write in the information on individual messages.

These strategies allow you to take advantage of the valuable information in your donor database software for more engaging messaging and fundraising appeals. However, make sure you’re only using clean and well-organized data to execute these tasks. An email subject line addressed to the wrong supporter is worse than a generic one!

2. Explore diverse revenue streams.

This era of social distancing and economic uncertainty has proven the importance of diversifying your nonprofit’s revenue streams.

If you only rely on one fundraising platform, like an in-person event or a handful of major donors, you’ll be more vulnerable to unexpected changes.

A diverse range of revenue streams will help ensure your fundraising strategy is resilient, sustainable, and less susceptible to risks.

A few creative options worth exploring are:

  • Recurring gift campaign. Encouraging supporters to schedule recurring gifts can help you create a predictable stream of revenue. You may even consider providing branded items as a thank-you for their ongoing support as part of a membership program.
  • Grant opportunities. In the wake of COVID-19, grant-seeking institutions and corporations have both pledged to make funds more readily available to nonprofits. You can conduct research to look for opportunities in your area or look for large-scale programs by national funders.
  • Corporate philanthropy. Matching gifts programs are a remote-friendly way to maximize revenue from your supporters. According to this Double the Donation roundup of matching gift statistics, between $4 and $7 million dollars in eligible matching gifts go unclaimed every year! By focusing your efforts on matching gifts, you’ll unlock new opportunities for funding without much extra work for your team. To do this, you can create a campaign to spread awareness about matching gifts among your supporters, manually screen donations for matching gift eligibility, or use a comprehensive matching gift automation platform to streamline the process.
  • Peer-to-peer fundraising. Even though you can’t get together in person, your supporters can still use virtual strategies to share your organization with family and friends. This strategy allows you to leverage the networks of your supporters and reach an even larger audience.

By incorporating one or more of these strategies alongside your current fundraising efforts, you’ll be more prepared to survive if one of the streams dries up.

3. Host engaging virtual events.

While you may not be able to gather donors together in person, you can still create an exciting and community-focused virtual event. 

Not only can virtual events be powerful fundraisers, but they’re also opportunities to share your work with supporters, foster connections between supporters and your mission, and encourage supporters to form bonds amongst themselves. 

As this guide discusses, virtual events are often more economically feasible and widely accessible. Therefore, your organization will be able to engage even more attendees for a lower cost, boosting your profit.

You can host a fundraising-focused event like an online auction or virtual walk, or you can host virtual stewardship events. Any kind of virtual event can be used for stewardship if you don’t charge an admission fee—consider a virtual happy hour, book club, or dinner party as a few potential ideas.

While the primary goal of a stewardship event won’t be to raise money, it’s still an important component of a relationship-based fundraising strategy. Forming deeper connections now will prepare you for making more effective asks in the future.

If you decide to host a virtual event, be sure to plan ahead for potential technical issues. Share connection information with supporters well in advance, provide plenty of tech support for potential questions, and troubleshoot your virtual event platform ahead of time.

4. Make use of marketing automation. 

Marketing automation has been a growing nonprofit trend in recent years, and for good reason: it enables teams to work more effectively with limited resources. Marketing automation can help you level-up your remote fundraising efforts.

While marketing automation isn’t a substitute for a solid foundation of data, it unlocks the ability to contact the right person with the right message at the right time—without a staff member needing to hover over the send button. As long as you start with a solid understanding of your supporter base, automation can help you accelerate your outreach.

You can automate many aspects of your marketing strategy, including posting to social media, capturing leads via your website landing pages, or sending emails. One of the most popular ways to utilize automation technology is through an email stream, also known as a drip campaign.

Here’s how an email stream would work, with the example of a potential donor named Jack:

  1. Jack lands on your nonprofit’s website and signs up for your email newsletter.
  2. Jack receives a “welcome series” of emails once per week with more information about your nonprofit’s mission, current programs, ways to get involved, and how to donate.
  3. The series runs at a specified cadence until Jack completes the desired action (making a donation) or until a certain period of time has elapsed.

Your series could be just a few emails or it can be 10 emails over the course of a few months. All of those messages are sent without anyone on your staff actually pressing the send button, and, if crafted in a compelling way, can generate significant funds for your organization.

Beware, automation can’t fix a message that’s not relevant or interesting to your audience! Make sure each element of your automated campaign is based on the data you have available. Incorporating some of the other tips on this list (like personalization and segmentation) will help you do this.

5. Leverage machine learning technology.

Another powerful way tech can boost your fundraising while working from home is through machine learning. Essentially, machine learning allows computers to make sense of large data sets (like the information in your donor database) to find patterns and make predictions.

For example, machine learning can help you to:

  • Identify potential major donors.
  • Tailor ask amounts to a donor’s giving history.

One of the most advantageous aspects of machine learning is that it continues to improve over time. As more data is available, the analysis and predictions become more accurate. After all, it’s called machine learning for a reason!

To consider a specific example, Salsa’s SmartEngagement technology uses machine learning to power predictive analytics for donation pages. By taking into account all of the historical data you have on a supporter, the program can display optimized ask amounts on your donation form. This helps to increase conversion rates and to avoid the risk of missing out on funds from an ask that was too low.

If you have a large quantity of supporter data to sift through, consider looking for a CRM that offers machine learning capabilities so you can draw insights more efficiently. 

This year, nonprofit fundraisers have needed to adjust their plans and reinvent traditional strategies. While normal in-person fundraising is unlikely to resume for the time being, there are still plenty of ways you can raise money for your mission while staying safe. With these tech-savvy tips, your fundraising staff will be well-positioned for success. Good luck!

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4 Core Traits to Look for in a New Volunteer Coordinator

Isabel Reed

There are many reasons why you might find yourself reading this article now. It could be that your previous volunteer coordinator moved away, leaving an empty seat at the team table. Or, perhaps your nonprofit has never hired a volunteer coordinator before and is now in a position to make that advancement.

Whatever the reason, there will be certain qualities and qualifications to look out for as you begin interacting with applicants. Let’s break it down.

What’s their “why”?

We’ve all heard this question in interviews: “Why are you applying for this position?” True, the question is an old one. However, in mission-driven work, it’s critical to understand a volunteer coordinator’s “why”.

There is no right answer, but at the very minimum, the position must mean more than a paycheck. For example, maybe they thrive in fast-paced work settings, or they love organizing groups of people to make a difference.

Volunteer management is hard work, and if there isn’t a value-packed reason why the person is showing up to work every day…they may one day not show up. Ask around, and I’m sure someone on your team will have some kind of insight into volunteer coordinator burnout. Which reminds me – once you find the perfect fit for the role, do your best to support and appreciate their work.

Communication skills

A volunteer coordinator will be in constant communication. The role requires close collaboration with the rest of the team, as well as with the volunteer base.

When interviewing an applicant, pay attention to how the conversation flows. Do they seem to follow the conversation easily, understanding your questions and engaging with them? Can you easily understand the heart of what they are saying when they speak with you? How personable do they seem? (We’ll get to that in just a moment.)

This is important because your team will need to convey short term and long term goals to the volunteer coordinator. Then, the volunteer coordinator will need to efficiently communicate those goals to the volunteers, synthesized through meaningful tasks, projects, and volunteer roles.

If an applicant has experience in teaching, tutoring, coaching, or some other kind of instruction, that is a great sign of their communication skills. Remember – their experiences in previous, seemingly unrelated jobs are relevant as long as they gained transferable skills from those experiences.

An authentic, inviting personality

We all want to work with a team of complementary personalities – hello amazing work banter! But in some positions, an amiable personality goes a longer way than in other positions.

Think of it this way – a volunteer donates their time and effort into furthering your cause. Volunteers are motivated by the joy of the work and the collective impact of volunteer efforts. Volunteers who are intrinsically motivated will be very much turned off by an unpleasant coordinator.

Personality traits to be cautious of include passive aggressiveness, a quick temper, inconsistency between what they say and what they do, and tendencies toward blame rather than accountability.

It can be difficult to spot any of these qualities during an interview, when they are (hopefully) at their most behaved. This is where references come in handy. As previous employers how this person behaved under pressure or in stressful environments.

On the flip side, look for strengths and skills that shine through in their personality. Are they welcoming and understanding, yet firm when needed? How well do they listen?

All this said, give your volunteer coordinator room to have an authentic personality – their own, beautiful, unique magic! Speaking from experience, I’ve personally continued volunteering at organizations much longer than intended, just because my volunteer coordinator was the glowing sun personified.

Well-Organized

A volunteer coordinator can be perfect in every way, but if they are not organized, they might soon be overwhelmed by the commotion of the job.

Generally, volunteer coordinators are responsible for creating programs for volunteers, recruiting volunteers, orientation schedules, applicant tracking, shift scheduling, on-site leadership, and more.

With so many moving parts to the job, it’s important to look for signs of orderliness in behaviors. Do they keep a personal calendar? Do they show up promptly and on-time when expected? How are their email exchanges – sporadic or reliable? What is their familiarity with basic data management (not necessarily a requirement, but a huge perk!). Do they enjoy multi-tasking, or do they prefer to focus on one priority at a time? (There are no right answers to that question, but pay attention to their reasoning behind their answer.)

As mentioned before, volunteer coordinators are a critical team member of any growing, volunteer-powered nonprofit. Pull all the stops to keep them happy, well supported, and doing their best work. Sometimes, that means giving them the right tools and resources (and coffee…don’t forget the coffee).

So, full disclosure, this is where I recommend VolunteerLocal for easy, intuitive, organized volunteer management. For the peace of my own conscience, I should explain that my recommendation is more than just a plug.

At VolunteerLocal, we work with numerous clients transitioning from mega-monster spreadsheets and folders to our streamlined, web-based platform. My recommendation stems from the favorite part of my job – when I hear a volunteer coordinator’s sigh of relief (followed fast by celebration). Request a free 1:1 demo any time you like. We’ll be glad to share the magic with your team.

There are many other qualities you might be looking for in a new team member, but these four are what many organizations consider “core” to the new volunteer coordinator’s success in the role. I wish you the very best of luck finding that new team member. They’re sure to be a dynamic addition to the organization.

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Developing Donor Relationships: Top 5 Best Practices

Jay Love

Nonprofits tend to have a bad habit of viewing their donors like piggy banks or ATMs, reaching out to them only when the organization needs funding for their newest project or impending shortfall. 

While your donors are happy to help a good cause, in order to advance your mission through effective funding, you need to take your interactions with donors to the next level by building relationships. This is especially important during the age of COVID-19. 

Continuing to show your supporters during difficult times (especially during economic hardship where they may not be able to contribute) that you still care about their well-being shows that you’re willing to stick by supporters’ sides through thick and thin. It’s the opposite of treating them like a personal piggy bank. They’re more likely to stick by your organization’s side for the long-haul in return. 

Why is it important to develop relationships? 

Developing relationships with your donors is the first step to enhancing your long-term fundraising strategy. 

Having a relationship with supporters will help you cultivate lower-level supporters for higher giving levels, show your appreciation for support, and collect feedback about your services. 

But how do you start this process? We’ve compiled our top five tips to developing relationships with your nonprofit’s supporters. These tips include:

  1. Get donors involved with organizational activities. 
  2. Keep track of key donor metrics. 
  3. Ask your donors for their advice. 
  4. Don’t always ask for money. 
  5. Keep interactions personal. 

The first step to developing effective relationships is investing in a donor database designed for enhancing engagement. This will help you compile a donor-centric strategy from the outset of your interactions with supporters. From there, you can dive deeper into our strategies for relationship development.

1. Get donors involved in organizational activities. 

Getting donors involved with the various activities and opportunities your nonprofit offers is our first tip to develop healthy relationships. It’s hard to build a relationship with an organization that supporters only interact with online. You miss out on heartfelt human interaction. 

That’s why it’s important to encourage this human connection as much as possible. Donors should meet your key nonprofit players, such as your major gift officer, volunteers, board members, and executives. 

To create these opportunities, we recommend that your nonprofit try the following strategies: 

  • Provide volunteer opportunities. Supporters are more likely to feel connected to your cause when they get to see it up close. Leveraging volunteer opportunities creates strong connections as supporters meet other passionate staff and volunteers. Plus, you’re accomplishing goals for your mission. 
  • Invite supporters to events. Pre-coronavirus events provided in-person opportunities to meet your team while everyone gathered together for a fun experience. Now, virtual events are all the rage! Your nonprofit can create these personal experiences and engage your supporters while they tune in from the comfort of their homes. 
  • Create engaging conversations. Simply talking to your donors is a great way to get them involved with your organization and help them feel more connected. We recommend calling your supporters so that they have a personal interaction and back-and-forth conversation with your team members. Ask for feedback, invite them to participate in virtual events, or simply inquire about their well-being in these conversations. 

Make sure to keep track of your interactions with your supporters to help guide future communications. In order to do this, you’ll need access to a comprehensive donor database. You should be able to build out donor profiles with information about their event participation, donations, volunteer hours, feedback provided, and any and all communications. This will help guide communications and opportunities promoted in the future. 

2. Keep track of key donor metrics. 

As much as we wish we could provide the same level of attention to each and every one of our donors, many times we must prioritize. There’s just not enough time in the day to frequently engage in one-on-one conversations with every single supporter of your organization. 

That doesn’t mean your engagement strategy shouldn’t incorporate outreach to every one of your supporters. Your mid-tier and major donors may simply demand more of your attention and virtual face-time than lower-level donors.

To understand who your top-priority donors are, you need access to some key donor metrics. For instance, you may look at data in a donor’s profile to indicate metrics like: 

  • Donation growth. Look to see how a supporter’s engagement has changed with your organization over time. Has their donation amount increased as they’ve gotten more involved?
  • Engagement score. Some donor database software will provide an engagement score for each supporter, which takes into account their frequency of engagement, latest interaction, and more to show how involved they are with your nonprofit. 
  • Generosity score. A generosity score is calculated using prospect research. It provides an indication of the gift level a donor could reach based on wealth metrics like stock holdings, real estate, and business affiliations.
  • Average gift size. While the generosity score is great to measure prospective donations, you should also be sure to look at the current average giving level to better understand where they are in their giving now. 
  • Gift frequency. Even if a donor is only giving you $5 or $10, the fact that they are doing so multiple times a year, or even monthly as a part of a recurring donation program, is a stronger engagement metric than a single annual gift of an equal amount.

Keep in mind that your lower-level donors now might have more capacity to give in the future. Therefore, they shouldn’t feel forgotten. Set up engaging email campaigns and invite them to engaging, community-wide virtual events to keep them involved with your initiatives. 

Be sure to also conduct prospect research about your supporters. This will provide additional information that you can use to identify high-priority donors with great affinity to give. If you’re interested in learning more about research analytics that indicate a donor’s affinity to give, check out this guide. 

3. Ask your donors for their advice.

Donors give to nonprofits because they value the work that the nonprofit does. However, you can’t expect this value to be one-sided. Just as your donors value your nonprofit, you need to show that you also value your supporters. 

One key way to show that you value the input and opinions of your supporters is to ask for their advice and feedback. 

This helps supporters get involved on another level because they have a say in the internal operations of your organization.

Plus, you may have supporters with skills that will fill some gaps in your nonprofit’s strategy. Consider the following examples: 

  • If your donors have ample marketing experience, they may be able to provide advice about your nonprofit’s outreach campaigns. Just be sure to maintain your brand in these campaigns.
  • Maybe you have some tech-minded supporters who can help you revise and improve your website design for better visitor engagement. 
  • Donors may work as writers or designers, in which case you may recruit them to donate some time helping you edit promotional materials and communications for your nonprofit. 

Discover details like this in conversation with your supporters or by analyzing their business affiliations. When you learn about this supporter information, be sure to save the data in the donor profiles in your nonprofit’s CRM.

If you’re looking for fundraising software that goes past raising money and will help guide your nonprofit through this key information, check out this buyer’s guide by Bloomerang. 

4. Don’t always ask for money. 

When nonprofits consider their interactions with supporters, they frequently only think about the last time they asked for money. Asking for donations over and over again may exhaust your donors. 

When you’re reaching out to your supporters and really focusing on building relationships, you’ll have other goals for conversation besides just asking for more and more money.

Get creative with the types of communication you send to donors. For instance, you might choose to send messages about:

  • Success stories. Tell those who give to your nonprofit about the impact their involvement has made for others. Success stories appeal to the emotional connection supporters have with your nonprofit. 
  • Advocacy opportunities. Ask for a different type of involvement. By signing a petition or participating in a click-to-call campaign, your supporters are helping your nonprofit without dipping into their wallets. For a guide on advocacy, check out Double the Donation’s resource.
  • Relevant news. If there’s something in the news that directly pertains to your nonprofit’s mission, tell supporters about it! Make sure they feel good about supporting a nonprofit whose mission relates to a newsworthy cause.
  • Upcoming events. Remind your supporters about upcoming virtual events and activities. If you are hosting a virtual event, tell supporters about the unique experience it will bring and how they can access your live streamed video. 
  • Volunteer opportunities. Tell supporters about the opportunities you offer to contribute time rather than money. This is an especially important strategy to engage your Millennial supporters, who tend to view contributions of time equally valuable as monetary contributions. 

Asking for things other than money emphasizes to your supporters that your nonprofit prioritizes engagement first. It’s easy to view organizations that prioritize money as greedy or rapacious. However, those who focus on the engagement of supporters come across as more humane and caring about those who support them. 

5. Keep interactions personal.

When you get into the nitty-gritty of communication with your supporters, one of the best ways to show them that you care is to make sure all messages have a personal touch. 

This means that rather than sending the same message out to all of your supporters, you should make sure to include details in the communications that signal to the supporter that the message was intended specifically for them. Some strategies to incorporate these details include: 

  • Address donors by name in all communications. Make sure your software supports this idea. There’s nothing less personal than addressing a letter or email, “to whom it may concern.” 
  • Make personal notes about donors to pull into conversations. Keep notes in their profile in your donor database about family members, pets, and past interactions. This shows that you remember personal details about each individual supporter. 
  • Consider the trends in giving and marketing response so that when you reach out to supporters, you can offer them their preferred method of communication and preferred platforms for giving. 

Personal interactions are how you show your supporters that you care about their individuality. While sometimes supporters may overlook these little steps, they’re sure to notice if you miss the opportunities for personalized messages. 

Your supporters are much more than just piggy banks for your nonprofit. They provide the tools and support that you need to succeed. Building a relationship with them is a two-way street. Just as they work to get to know your nonprofit and your mission, you need to work to get to know them. 

With these five tips, your organization is on its way to better functioning relationships with donors. Good luck!

About the Author: Jay Love

Co-Founder and current Chief Relationship Officer at Bloomerang

He has served this sector for 33 years and is considered the most well-known senior statesman whose advice is sought constantly.

Prior to Bloomerang, he was the CEO and Co-Founder of eTapestry for 11 years, which at the time was the leading SaaS technology company serving the charity sector. Jay and his team grew the company to more than 10,000 nonprofit clients, charting a decade of record growth.

He is a graduate of Butler University with a B.S. in Business Administration. Over the years, he has given more than 2,500 speeches around the world for the charity sector and is often the voice of new technology for fundraisers.

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5 Ways to Engage Your Community in Times of Crisis

Laura Bucher

This blog post was brought to you by our friends and partners at DonorPerfect. For the full article and more information click here.

Small businesses have been hit hard by COVID-19’s impact on the economy. Fortunately, there are nonprofit organizations like Federal Hill Main Street, whose mission is to create vibrant and thriving communities. Pre-COVID, they’d fundraise through community events like dining events and jazz concerts to keep residents and visitors engaged and revenue flowing. Now, they’ve had to shift their focus and their fundraising strategy to help keep their cherished local businesses afloat and residents fed.

In Baltimore’s Federal Hill district, Cathy Rosenbaum has been their lifeline, and everyone seems to know her by name. She genuinely loves her city and wants to see the community work together to keep the district flourishing. That’s why she’s taken on the role of Executive Director at Federal Hill Main Street.

Despite being a two-person operation, Federal Hill Main Street managed to align their community of donors around common goals as they pushed through the pandemic.

In times of need, joining forces with your community members can see you through and make you even stronger. Follow Cathy’s lead with these steps to gain their support and expand the reach of your fundraising.

Connect with Your Community Using These 5 Tips

#1. Introduce Yourself

Cathy follows local businesses and organizations in Federal Hill on social media and looks out for newcomers in an effort to establish relationships among them so that they can support and promote one another. She explains, “My experience is that when you introduce yourself to someone, they’re more than eager to find out how our nonprofit supports the local businesses and community and how they can get involved and keep abreast of what is happening in our neighborhood. We do a lot of communication by email, and we also promote businesses through social media, as well.”

More recently, Cathy wanted to establish a monthly giving program to which the community could contribute so that Federal Hill Main Street could better predict its cash flow. When COVID-19 hit, Cathy put this goal on pause and instead did what she could to support them, including providing up-to-date information about grant and loan opportunities and other important information for local businesses. She hopes to establish a donor base of residents and has purchased a marketing list of those living in her zip code to get started. But first, she’ll do what she does best: introduce herself. She shares, “I’m not going to [solicit donations] right now, but I do want to develop a connection with [residents] first by sending emails that explain what we’re doing and get them engaged.”

#2. Give Your Constituents a Voice

A true leader, Cathy takes time to listen to the concerns of the community she serves. She attends local community organization meetings, like her neighborhood and business associations to provide updates about what Federal Hill Main Street has planned and invites feedback from attendees about what they’d like to see accomplished.

Additionally, Cathy has been hosting regular video conference calls with business owners and neighborhood organizations to discuss what they need in order to be successful, especially now as businesses begin to reopen.

Cathy shares, “It’s very empowering when people start to feel like you listen, and you take action based on what you’ve heard. Not everyone’s going to get everything they want, but giving them a platform to provide input and express concerns is only going to help all of you because you’re going to make a better decision, you’re going to feel engaged, and you’re going to get more buy-in if you can do it that way.”

Before Cathy’s involvement, there was very minimal communication between businesses, and building those relationships has made a difference. Now the business owners along with residents are planning volunteer events together. Cathy says, “It’s all about the relationships. That’s fundraising 101, I know, but it’s true.”

#3. Collaborate with Other Organizations

When Cathy noticed a local church’s Facebook post about a food drive they were hosting, she saw it as the perfect opportunity to work together. Cathy immediately reached out to introduce herself and to connect the church with local restaurants to feed their community.

Their food drive “Common Table” set out to feed seniors and those on the frontlines of the pandemic by also supporting local businesses. With donations raised, Cathy was able to bulk order and deliver 300 meals per week from local restaurants. In the process, Cathy provided a platform for the restaurants to promote themselves and receive more revenue. On Federal Hill Main Street’s social media pages and website, Cathy listed the names of each participating restaurant and encouraged donors to tip them generously and safely through a virtual tip jar.

#4. Lean on Those Who Will Support You

Baltimore’s Federal Hill businesses trust that they’re in good hands with Cathy, but even Cathy could use a hand at times.

When Cathy landed the opportunity to partner with the church for the Common Table food drive, she was still in the onboarding process with DonorPerfect and it was a Friday. With Easter Sunday the same weekend, Cathy felt pressure to expedite DonorPerfect’s implementation so that she could begin fundraising as soon as the food drive would be announced at the church’s Easter Sunday service.

Having used DonorPerfect at three nonprofits before Federal Hill (twice convincing her team to switch from another platform to DonorPerfect), Cathy knew that she could rely on the DonorPerfect Team to get Federal Hill Main Street set up in time.

Cathy explains, “I called them in a panic saying, ‘Help, we’re just getting ready to start this [campaign]. We haven’t anything ready yet!’ And they bent over backwards. We were talking after hours and through the weekend. They went above and beyond, times ten. They didn’t have to do any of that. I was just so happy because I was really eager to get [the online form and payment processing] going, and they just helped me push it through.”

#5. Stay Connected

Once you’ve established a relationship with new donors, it’s crucial that you keep them engaged with all the good you’re up to. For fill-in-the-blank templates to help you creatively announce your upcoming fundraising opportunities and a timeline advising how frequently you should email them, check out The New Donor Welcome Series Email Template Kit.

The DonorPerfect Team thanks Cathy for trusting us to support her fundraising efforts and for going the extra mile to uplift her community through the COVID-19 crisis. We wish her and Federal Hill Main Street the best of luck as they revitalize this historic Baltimore community.

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Wisdom of the Crowd: 5 Things Nonprofit Organizations Wish They Knew 3 Months Ago

Stephanie Kanak

Thank you to DonorPerfect for sharing this article with our community! Read the original article here.

If you had a time machine and could go back to before coronavirus (COVID-19) impacted the world, how would you prepare? What would you do differently? We surveyed over 700 nonprofits to find out what advice they’d give themselves and others about fundraising in the new normal. Here’s what they told us:

1. Set Up Better Data Collection Standards and Regularly Audit Them

Many nonprofit organizations have made the transition to working remotely due to COVID-19 health concerns. They depend on the quality of the data collected in their donor management system. Duplicate addresses, missing data, and outdated contact preferences can hinder your ability to connect with your donors. Like you, many of your constituents are also working from home, using their personal cell phones and email addresses. Are you reaching these donors effectively, or are you frustrated because you’re unable to contact a percentage of your donor base? The bottom line: if you can’t reach your donors, you can’t solicit them. If you haven’t done so already, update your procedures to collect contact methods and donor information that will facilitate virtual fundraising. The good news is that DonorPerfect’s flexibility allows you to easily customize your system to collect and organize your data to fit your organization’s needs best.

SURVEY SAYS:

Here’s how NPOs told us they are making the most of the data in their DonorPerfect system to fundraise during COVID-19:

“Our strategy is to build a strong relationship with individual donors through our DP database, learn about their giving patterns, and establish appeals related to those patterns.”

“Make a plan to segment your constituent base and decide who from your organization will make personal contact with your constituents.”

ACTION ITEM:

What data collection improvements can your nonprofit make to improve virtual fundraising?

2. Take a Balanced Approach With Your Revenue Streams and Include Digital Fundraising

Many nonprofits rely heavily on in-person fundraising. The organizations we surveyed said they’re now focusing on a more balanced approach that includes a mix of in-person, virtual and digital fundraising components.

Virtual Fundraising and In-Person Events Can Co-Exist

Future events, for example, may include in-person opportunities, like a 5K run, but also provide avenues for anyone who wants to participate by offering a virtual component, such as a virtual 5K where participants run on their own between specific dates. The key is to find ways to engage with off-site participants so that they feel like they are part of the event. This might include sending t-shirts and other event goodies to participants as well as “virtual-only” type Zoom kickoffs or online challenges.

PRO TIP:
Thinking about hosting a virtual event? See how this NPO moved their fundraising event online.

Work with Existing Partners In New Ways

Don’t be afraid to reach out to event sponsors, grant funders and major donors to see if they’d be willing to work with you on how unspent funds are allocated, such as event table sponsorships. Many of the nonprofits we surveyed did that with great success. They were surprised that these partners still wanted to help and were okay with re-allocating those funds to other program needs, such as moving event table fees to sponsor online auctions.

Build A Multichannel Donor Strategy

A balanced fundraising strategy also includes a plan for multichannel donor engagement. Your supporters often engage with your organization using more than one channel. They give online through your website and emails. They like and share your social media posts. They attend your fundraising events and sign up for volunteer opportunities. Pair your website, emails, and social media campaigns with a variety of ways for donors to support your cause that is quick and easy, not only for your donors to engage but also for you to manage.

SURVEY SAYS:

Here’s how NPOs told us that they are adapting their fundraising efforts to be more balanced during and after COVID-19:

“Get digital! Although this has been a big hit to our traditional operations, it has granted us the opportunity to strengthen our communications work! Look for ways to grow in the meantime!”

“We’re establishing a strong social media following and developing a reliable digital marketing plan that ties donors to online giving platforms like our website.”

“Changing your narrative. If fundraising via events, instead find creative ways to continue to raise funds virtually.”

“We have been successful with pleas explaining our loss of revenue due to canceled fundraising and adoption events. We solicited sponsors for our biggest event and were able to raise almost as much as we netted in the past.”

“We looked at all of our current grant and major donors, and, if there were funds unspent from each of their gifts, we asked if we could redirect it to our COVID-19 response. Everyone has agreed.”

ACTION ITEM:

How balanced are your revenue streams? Could your organization have a better mix of in-person, virtual, and digital fundraising components?

3. Don’t Underestimate the Power of a Good Technical Support Team

Now, more than ever, your donor management software is a lifeline to maintain good donor relationships. If it’s not working, or you are struggling with how to do something within the software, you want an experienced support team that’s there for you. DonorPerfect has the best support in the industry. Not only are they incredibly knowledgeable, but they were working remotely immediately as soon as the crisis hit. The transition was seamless. As a result, the nonprofits we serve were running remotely and ready to meet the challenges they faced.

SURVEY SAYS:

The NPO’s we surveyed told us that reliable IT support was crucial to getting their nonprofits up and running as the cornonavirus pandemic began.

“Have up-to-date IT infrastructure to enable secure remote work for employees. As long as they can continue doing their jobs, it gives the organization the best chance to get their message out and, hopefully, continue to raise funds.”

“I have never had a better tech support experience in the CRM industry. Every chat, call, or email is responded to almost immediately, with courtesy, professionalism, and best of all, knowledgeable solutions.”

ACTION ITEM:

Transitioning to remote work and virtual fundraising can be a challenge. Get the support you need from this list of resources to help nonprofits during the coronavirus (COVID-19) pandemic.

4. Have a Solid Donor Stewardship Plan in Place

How do you engage with supporters so that they become more invested in your organization’s work? If you don’t have a plan in place for thanking, communicating, and interacting with donors regularly, it will be more challenging to get them to respond during a crisis. Many organizations we surveyed saw the value of having a solid donor stewardship plan in place and are concentrating their efforts to pay more attention to this in the future. Here are two areas in your donor stewardship plan to focus on in the next few months:

Communications

Plan specific touch points to communicate with donors regularly, and not just once a year when you send tax letters. This will engage your donors and involve them in your organization’s work. Focus on creating personalized (segmented) communications that update donors on the impact of the campaign they’ve supported.

Engagement

Brainstorm ways to get donors actively involved with your organization through events, surveys, and volunteer opportunities.

SURVEY SAYS:

Here’s what NPOs told us about their renewed focus on a strong donor stewardship plan:

“Be flexible on everything except the value of stewardship; it’s important to provide stewardship more than ever.”

“Much comes down to the relationship groundwork laid in the years before events like this. Even so, continue to meet the needs of your donors first. Reach out to them, check on them regularly. Let them know what you are doing to face the financial difficulties, and thank them for their efforts in getting you this far. Be honest about your needs. Be transparent.”

“Focus first on non-fundraising messages – we are here and doing ok, how are you? what can we do to help you? Then build upon those good messages before asking for money”

“Find creative ways to thank your donors. We had yard signs made and delivered them to donors. We also called and thanked every donor.”

ACTION ITEM:

Do you have a plan to thank, communicate, and interact with donors on a regular basis? What touch points will you put in place to engage donors? Follow these tips to connect with donors and gain the confidence to fundraise in today’s environment.

5. Investing in Yourself Pays Big Dividends Down The Road

When you’re busy working towards fulfilling your nonprofit’s mission, it can be easy to forgo the time needed to invest in “auxiliary” tasks that build your skills and fuel your mission. Many of the nonprofits we surveyed regretted not taking time to pursue training, practice using tech tools, or sharpen other skills that help them be more productive. These were skills that would have made the transition after COVID-19 began much smoother. Moving forward, they plan to refocus those efforts and commit to the importance of investing in yourself.

PRO TIP:
Take advantage of the free training that DonorPerfect offers. Our Foundational Series is a collection of 15 free, live webinars that takes you through basic and intermediate functions in DonorPerfect.

SURVEY SAYS:

Here’s how the organizations that we surveyed are re-prioritizing their time in ways they didn’t before:

“Use this time to build a strong foundation and to do research. To prep for anything you might have in the future (events, or transitions).”

“Turn your worries into fueling your creativity. Now is the time to try new things, and if it doesn’t work, at least you tried. Listen to ALL members of your team and overall organization. Again, get creative and just GO! I think donors will appreciate at least the effort, even if they can’t give.”

“Appeal to your supporters. Remember, you are TRYING to work from home in a crisis. Cut yourself some slack. Now’s the time to be creative and remember your mission.”

“You have to re-create your fundraising plan and adjust it to our new reality and environment. Participate in webinars for education and support from other fundraisers.”

“Learn what your niche is and how you can continue to provide services and programs within the restraints. don’t wait for the crisis to be over.”

“Never waste a good crisis; figure out what you can do that will help in the future. How can you get an ROI in the digital literacy skills we are all developing?”

ACTION ITEM:

What new skills have you learned through your experiences in the last three months? What new skills do you want to cultivate?

BONUS: The Brighter Side of the COVID-19 Crisis

One surprising thing that came out of the COVID-19 crisis for many nonprofits was how much their donor community loves them and wants to support their efforts. Constituents facing substantial economic challenges are coming forward to rally behind the missions of the organizations they love and admire. Not only are they providing financial support, but they are stepping up with creative and resourceful ways to volunteer and collect in-kind donations for program areas. People want to know how to make a difference right now. Make it clear how they can help and demonstrate the critical impact it has.

SURVEY SAYS:

NPOs repeatedly shared with us how their constituents were generously supporting their missions above and beyond what they anticipated:

“Remain calm. Some people will think fundraising for anything other than pandemic relief is crass. They are wrong, and your mission-aligned donors will understand.”

“People will still give! They are sitting at home wondering how they can help from afar, and donating is still an option! Use your social media and email campaigns wisely. Everyone is glued to a screen right now, so give them the opportunity to use it for good and donate.”

“Donors want to give; they just need to know WHAT for and HOW. Keep your communications open with your community.”

“Continue to ask for donor support. They are engaged and looking for ways to help. They want to hear from you to know your needs and how they can help meet them. Be thoughtful in your messaging, but be transparent and honest.”

“Don’t beat yourself up over whether or not to ask – let the donor decide. However, be authentic about what your need is. Don’t overstate it, or you’ll lose credibility. All your targets will be off – that’s okay. We’ll all feel the impact next year too. It will take time to get back to where you were – take time to celebrate the little wins along the way.”

ACTION ITEM:

Should you move forward with your planned fundraisers or change course? If you’re feeling stuck, do this ONE thing to keep funds flowing into your nonprofit today.

The Last Word

Of all the survey responses we received, this sentiment was probably the most important:

“It’s tough! We are all in this together. It’s ok to be stressed!”

Thank you to all the nonprofit organizations that responded to our survey and took the time to provide us feedback and encouragement. We are in awe of all that you do for the communities you serve and are honored to partner with you every day, especially now during this difficult time. It is truly inspiring to watch the creative and inventive ways with which you’ve approached this crisis. When we’re on the other side of COVID-19, we have no doubt that this industry will be stronger and better than ever. So go out there and keep doing what you do the best. You’ve got this!

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