Working With Vendors

Late last week, a representative of one of our most important vendors informed me that he is leaving to pursue a new opportunity. After I recovered from shock and wished him well, I had a chance to reflect on his contribution to our program and the value that he and his organization have brought to mine. I have been fortunate to work with him for several years and believe both of us have learned from the relationship. We've also developed a friendship that extends beyond doing business together.

Some believe the client-vendor relationship is somewhat adversarial - and at times it may be - but generally I feel that most vendors are much more than companies feeding off our programs. They are valued members of the team, and should be treated as such. It's not 'bad business' to develop positive relationships with these folks just because they send us bills for their services.

At the end of this post, you'll find a video that pokes fun at the vendor-client relationship. This video has become quite famous and you've probably seen it at one time or another. Some parts may even ring true, unfortunately, and I'm sure I've been guilty of some of this behavior at least once. But generally, I believe it paints an unfair picture of the vendor-client relationship. In reality, I believe the relationship is positive for both sides and I hope my treatment (and yours) is better than this.

Following are just a few guidelines I recommend when working with vendors:

1. Select vendors who match your organization's culture and values. Look for somebody you can work with frequently, will perform work at the level you expect and will contribute equally to the project. Work WITH them to partner on the projects you work on together. They are not here only to serve you, but rather they should become a valued member of your team. They're providing a service that you either don't want to provide yourself or simply don't have the ability to perform. Welcome them, as they truly are an extension of your team.

2. Once you have selected a vendor, treat them as you would any other member of your team. It's ok to be be open and honest about your successes and failures. It's ok to become friends. It's ok to show them how the sausage is made. The result will be a better relationship and final product that will benefit your organization. And it makes it more fun to work with them as well. Treating them as 'that company that just takes money to provide a service' doesn't benefit either party.

3. As a member of your team, treat the vendor with the same respect as you would anyone else on your payroll. Be fair. Expect the best. Set realistic goals and expectations. One of my mentors spoke often of "making insiders out of outsiders" and this is just as true for vendors as it is donors. As they learn about you and your organization, they will strive to provide the best result possible.

4. Understand that vendors receive payment for providing a service, but that doesn't translate into being a servant for your organization. Getting the best from those with whom you partner means allowing them to provide ideas, feedback and truly PARTNER rather than simply doing as you demand. You don't have to take every suggestion, but respect them enough to listen. Hiring a vendor who learns early on that it's better to always say 'yes' will likely create a less-than-optimal result. You're hiring them for their expertise. Let them provide it.

5. When you have problems (and if you work with anyone long enough you WILL have a problem or two) let them know. Be honest and provide feedback to help them understand what you will expect in the future. Vendors are nothing more than collections of people, and people sometimes make mistakes. You wouldn't hold your employees to a 'one strike and you're out' policy and you shouldn't hold vendors to that standard either. You obviously can't allow repeated mistakes or problems, but don't overreact to the first one even if it's a doozie.

6. Be realistic. Vendors provide services, not miracles.

7. If a vendor performs well, tell others. They'll appreciate it. If they don't, there's no reason to spread the word. That's not professional behavior. If you're asked to provide a direct reference on a former vendor, by all means be fair and honest. But don't seek out ways to damage somebody's reputation. Sometimes things just don't work out, let it be. There's nothing to be gained for unprofessional behavior.

8. Like any member of your team, a vendor must meet your expectations. If the performance level just isn't acceptable and you've given it a fair shake, it's time to find a new vendor. When severing the relationship for performance problems, let the vendor know why you are doing so and how they might improve in the future. This type of feedback will allow them to exit the situation with knowledge that may benefit them (and other clients) in the future. It's also helpful to document these expectations and problems so you can address them with others as you search for a replacement.

9. Treat your vendors well. I know so many people who seem downright mean to their vendors. Then they sit back and expect holiday gifts, birthday cards, trinkets, etc. They want to be treated like royalty because they're paying the bills. Try returning the favor. Remember, this is a mutually beneficial arrangement. Show your appreciation for their efforts just as they show theirs for your patronage.

10. Remember: you get more flies with honey than with vinegar! Having a positive relationship doesn't have to mean becoming somebody's best friend, but it doesn't hurt to maintain goodwill. When you need additional service, speedy turnaround, last-minute changes or something else that involves the vendor going out of their way to make something happen, you'll have a better chance of getting that preferential treatment if you have a great relationship. All that nagging and complaining over the years might come back to haunt you when you need them most.

I hope, for the most part, I follow my own advice. From direct mail shops to telemarketing services to consultants and beyond, I have been fortunate to work with some very good people in the business. I've learned from them and they've learned from me. They provide valuable services and we provide solid business for them. It's a true win-win for everyone.

I treat my consulting clients the same way. As the vendor, I am providing advice in a variety of areas, but I also enjoy developing relationships that last beyond the stated term of the engagement. I'm happy to stay in touch and hear how things are going. I continue to provide advice, and I gain knowledge from them as well. I love hearing of their continued success. I'm fortunate to have a full-time job and this allows me to be pretty picky about which clients I choose to work with. I won't take a client for whom I can't provide value, and I won't take a client who doesn't seem like they'd be enjoyable to work with. I hope the vendors we work with feel the same way.

Back to my friend and soon-to-be-former-vendor-partner. Mark, I wish you the best in your new endeavor. I'm confident you'll be a great addition to your new team. I appreciate the counsel you've provided over the years and look forward to continuing to chat with you in the future. Eventually, I'll even make you a better video poker player! While you'll no longer be one of our vendors, you'll always be a great friend. I fully expect to continue our chats about the business and more. I'm looking forward to meeting your replacement. I'll make some stuff up and feed him/her stories. Then they can feed the rumor mill at your former employer!

Finally, I want to wish everyone who reads the GettingGiving.com blog a wonderful holiday. I hope the final few weeks of 2009 bring you many more donors. If you're a vendor, substitute donors for clients!

The video I referenced at the beginning of this admittedly long post follows. If nothing else, maybe it'll make you laugh a bit and teach you how NOT to work with a vendor.




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Working With Vendors

Random Efficiency Suggestion

When I started the GettingGiving blog, I had several goals in mind. You may have noticed the ‘blog at least once a week’ goal hasn’t been met. Sorry about that! I plan to have a New Year’s resolution to address that issue. Another missed goal, however, has been bothering me as well.

I had hoped to share a few ‘general interest’ items in a wide variety of areas. Generally these would have some professional value to fundraising professionals, but I reserve the right to share an unrelated random item now and again.

This came to mind earlier today when I used the Google Desktop Search application once again to find a long-lost document. If you’re anything like me, you have thousands of documents, files, emails and other items filed electronically in a variety of local and networked locations. Mine have strange names, are filed in the wrong folders and have a variety of other issues that make it difficult to retrieve them at a moment’s notice.

Enter Google Desktop Search.

This free application (available at desktop.google.com) creates a local index of your files and emails and allows you to do a comprehensive search. It’s like having Google attached to your computer, and it’s very very fast. With GDS, the days of guessing what you named (and where you put) a file or email are gone.

Looking for the memo about direct mail expenses you wrote in 2004? Try keywords “direct mail 2004 expenses” and see what happens. Too many documents and emails have those keywords? Try adding the recipient’s name to further narrow the results. Need to find that spreadsheet listing every member of your team and the items they’re bringing to the holiday pitch-in? Enter several of their names as well as the words “corn” and “pie” to see what happens. Voila! There it is!

I’ve used GDS for a long time and every time somebody sees it in action they act surprised and ask how they can get it for themselves. I understand Windows Vista has similar functionality, but if you're stuck on prior versions of Windows,this is one of those killer-apps that nobody seems to know about. Well, now you do.

Anything that helps manage the ‘digital clutter’ in our lives is worth investigating.

Random Efficiency Suggestion

Thanksgiving was last week. Now it's Turkey Day!

By now, the only remnants of Thanksgiving should be the unwanted pounds you've gained and some pumpkin pie in the fridge. A turkey sandwich in today's lunch might be acceptable, but Thankgiving's over and now it's time to get back to work.

While Thanksgiving has passed, I think today would be a great day to observe a different kind of 'Turkey Day' and remove some other leftovers in your professional life.

If you're like most, you have a hard time saying 'no' to a good idea or project. When the boss (or anyone else) asks you to help out, you do. The ultimate volunteer, you're now involved in just about everything.

The end result: You do many things. But not really the RIGHT things.

Even worse, those things you're doing may have little to do with being successful. Take a few moments today to 'toss out the turkeys' and determine where you should focus most of your time and resources.

• What new initiatives were launched this year? What new projects did you become involved with? How are they performing? Should they remain, or could some 'disappear' without affecting your organization's success?
• How do you spend most of your time? Odds are, you don't know. Conduct a time audit to find out. The time audit may be the best use of your time.
• YOU are your most important resource. Do everything in your power to allocate yourself more effectively.

Take a moment to identify the 3-5 most important functions of your position. Define each one clearly and then define what it means to be successful. Are you achieving that level of success? If not, what can you do to dedicate more of yourself and your resources to these functions?

As you find activities that are important, but not on your list of 3-5 top functions, consider delegating those to others in your organization. They'd likely enjoy the responsibility and opportunity, and you get the chance to focus on the most important aspects of your job.

However, as you look at those extra projects, committee meetings, extracurricular activites and anything else that chips away at your time, look for the turkeys. Anything that isn't adding value to you or your organization is a turkey. Don't delegate that work, just stop doing it.

Happy Turkey Day! It's time to throw out the leftovers.

By the way, I know using turkey in a blog in November is trite. Be thankful I didn't use 'gobble gobble' over and over!!

Thanksgiving was last week. Now it's Turkey Day!

Did You Know?

I'm always fascinated by the wide variety of videos and presentations that remind us of how quickly the world is changing around us. This is true on any topic, but the effort some have put into sharing this information as it relates to media is quite substantial. I think we all know this information to be true. . . but sometimes we need a reminder of just how different the world is today. And it's still changing. I'm thankful for that, because that old 'mobile phone in a bag' was quite a bit heavier than my iPhone.

I can't confirm the validity of every statistic or fact in the latest Shift Happens video - "Did You Know 4.0", but there's no doubt the overall theme is accurate. This comes from The Economist and their Media Convergence conference which took place in late October. I'm obviously a bit behind on my posts. Take a look. It'll make you think about where you're headed with your program.

I always put the disclaimer out there that I'm not advocating a giant shift away from traditional annual giving efforts into new media - I'm simply saying that new channels are available to us and they are thriving. We need to be thoughtful about how we use them. Ultimately, it's all about balance and allocating the resources we have appropriately.

Did You Know?

Death of the Honor Roll

Over the past several years, it seems that honor rolls have taken a backseat to other forms of donor recognition. Perhaps it's the expense of printing and postage; maybe it's the increasing focus on issues of donor security and privacy. It might even be the simple fact that creating an accurate honor roll is a royal pain-in-the-you-know-what. And then there's also that whole online honor roll dillema which we can talk about some other day.

Honor rolls still exist, but they're no longer thought of as 'must-have' items in the fundraising world. I wonder if this is a good thing?

I'm among the many who spend less time and fewer resources on honor rolls than I did in the past. From 'list every donor' to 'list most donors' to 'list only the leadership donors' to 'budget's gone, let's forget it all together' - nonprofits have tightened their belts on this part of their donor recognition program.

Maybe donors don't care. If we're doing everything else right, the honor roll may not be an important part of our recognition program. But we shouldn't forget that honor rolls serve two very different purposes:

1. They provide recognition for those who give
2. They provide encouragement for others TO give

Perhaps the second purpose is more important than the first.

I know I'm always preaching that You Are Not Your Donor but I must say that more than one honor roll has convinced me to renew my support of organizations that might otherwise fall to the wayside. One in particular is an arts group that distributes an honor roll in each and every issue of their pre-show program. As I sit in the auditorium (bored out of my mind, waiting for the curtain to go up) I always look at that honor roll. I compare my giving to others on the list. And ultimately I renew and even increase my gift so I'll be at the same level or one above my peers.

In this particular case, the honor roll served its purpose. I hope those other folks are reading it and looking for my name - I'd hate for my investment to go unnoticed!

This is just food for thought as you begin to plan for next year's recognition programming. The GettingGiving blog isn't about telling you what to do. . . it's supposed to spark the thought process. Maybe it's time to take another look at the honor roll as an important part of the fundraising process. Then again, maybe not. What do you think?

Death of the Honor Roll

Great Article

It's not often I tweet AND blog about an article, but I want to call particular attention to something I read yesterday. For many, the concepts won't be new, but the delivery of the information is great. And we can always use a refresher on this topic.

The article, The Magic Words of Fundraising, was written by Jeff Brooks in the October issue of Fundraising Success Magazine. It's the October issue, so you may need to subscribe (free) for immediate access to the digital version or wait a bit for it to be on the main site. Visit: fundraisingsuccessmag.com for more information. I recommend a subscription, as there's always something in there of interest.

Information like this - new to some and old to others - should be a key part of the fundamental building blocks of our strategies. And yet we forget all too often.

I'd guess I've used the phrase "You are not your donor" in just about every presentation I've given in the last 10 years. I'd like to think I always practice what I preach, but I'll do a little digging into the 'Giant File Cabinet of Old Stuff' and find out. I hope I don't disappoint myself. Boy, that's too many I's right there!

Great Article

The Fourth Quarter is Here!

September 30, better known as The Day Before the 4th Quarter has arrived. Beginning tomorrow we're off to the races. October 1 thru December 31 is often the busiest part of the year for fundraising professionals, especially those in the annual fund world. And there is no better time to take a moment to regroup.

For many, the fourth quarter of the calendar year is 'make it or break it' as year-end mailings, phonathons, emails and more are increased to frenzied levels. While I'd recommend a more balanced strategy throughout the year, it's hard to deny the culture of giving that exists during this period.

As nonprofits begin the giving season, it's the perfect moment to step back and examine your readiness for the next 90 day period. Missing a deadline or two can make the difference between success and failure. Even a few days can have a significant effect. I can't tell you how many horror stories I've heard of nonprofits with mailings set October 15 or November 1 that miss deadlines by a couple of weeks. This, in turn, effectively reduces the solicition cycle prior to 12/31 by the same amount of time.

Take a few minutes today to meet with your staff. Review your solicitation calendar, your timelines and progress. Are you ready? If you're producing mailings in-house, do you have the materials? Have they been ordered? Has your team dedicated the time necessary to produce and mail everything on time? Do they understand the importance of the deadlines you face?

If you use outside printers or mailshops, are they ready? It's their busy season too. Have they set aside time for your projects and understand the importance of delivering them at the proper time? There may be instances where a deadline can be missed by a day or two without a negative effect. This is not one of them. Deadline means deadline, and everyone involved must understand this.

A few minutes today may save days or weeks later. Having everything ready to go will make your holiday plans more enjoyable if you aren't worrying about your mid-year numbers.

Good luck! May your 4th quarter be your best yet.

The Fourth Quarter is Here!

When Interests Collide

Too often, we spend all of our time letting others know what our institution wants from them. It's a 'gimme gimme gimme' attitude and it doesn't optimize the relationship with our donors, especially leadership annual fund, major gift and planned giving donors. Maybe it's time we listened a bit more.

The most successful philanthropic relationships occur when the donor and the organization are in sync. When the donor's aspirations can be fulfilled by making a gift to your organization, the resulting gift is good for everyone.

Both parties in any transaction have interests. The institution wants funding for something of value to them. Let's not forget, the donor has interests too - and they're holding the checkbook.

The donor is trying to utilize their financial resources to make a difference in some way that is meaningful to them. The best situation for everyone is when the interests of both parties overlaps. A lot. The closer the organization comes to meeting the donors' desires, the more likely they are to receive a gift. As the overlap increases, so does the size of the gift. And, if all goes well, it might be the first of many.

Rather than spending so much time 'selling' our ideas to donors, it makes sense to stay quiet and listen a bit more than we talk. Once you learn more about what the donor is trying to achieve, you might be able to match their interests with yours. And that's when the magic happens.

When Interests Collide

Degree for sale. Cheap.

Many thanks to Kay - one of the gettinggiving.com faithful - for forwarding an article earlier this week about for-profit online education.  Both "scary" and "progressive" are words to describe Kevin Carey's vision of higher education in the future. . . a comprehensive catalog of classes that can be delivered with a simple click of a mouse.  Carey, by the way, is a policy director for Education Sector, an independent think tank in Washington, DC.  While we all know this technology is available today, I think "We Ain't Seen Nothing Yet" pretty accurately sums up this topic.

Carey's article highlights the emerging world of online educational opportunities that may, in the future, offer a complete and affordable alternative to the traditional college campus experience.  One example includes a service that allows students to take as many classes they want, work at their own pace and complete each one as quickly as they are capable of doing so --- all for the low low subscription fee of just $99 per month.  That's right, $99.  I guess if you gave up sleep for a few months and put your nose to the grindstone, that diploma could be hanging on your wall by the end of they year.  And it might cost less than the frame.

I'm not sure how I feel about this.  As I've said before, I'm a techno-geek and all things like this intrigue me. In fact, I might just sign up to try it out.  However, much of the learning process associated with college takes place outside the walls of a classroom.  I don't think I want my kids to stare at their computer monitor every day and end up with a degree a year or two later.  I want them to meet new people and become more independent.  I want them to have eight roommates in a two-bedroom apartment.  I want them to wear school colors and root for the home team.  I want them to walk across campus when there's three feet of snow just like daddy did.  Above all else, I'll want them out of my house rather than sitting at my kitchen table taking online classes! 

 I certainly know I couldn't put a price tag on the experiences I had in college and the growth I experienced in those four short years.  (NOTE: Yes, it only took 4.  I screwed up because I really should have taken at least 5 if not 6 years to enjoy the journey).  I've thought about getting my MBA online, but as the article points out most reputable programs actually charge MORE to get a degree online than they do if you're on campus.  I understand the 'convenience fee' and all, but it really is ridiculous when you think about it.  It's kind of like letting me visit the bank for free (using valuable space, teller wages, etc.) but the ATM charges me $3 just to withdraw a twenty-dollar bill.  I know loan sharks with better deals than that.  At $99 a month, this is no longer an issue.

Regardless, the article is fascinating.  For those of us working in the traditional college campus environment, we need to spend more time thinking about how to work with those graduates who may never (or at least infrequently) step foot on campus.  I know most online programs are still relatively small, but they grow dramatically each year.  I'm not sure what the fundraising outlook is for those audiences, but if we expect to engage them in the future we'd better start thinking more about this issue today.  Right now they're usually just a minor outlier in our strategy and it doesn't make much of a difference to our programs.  This will no longer be the case as our online alumni population expands significantly.  It's possible we'll find that we simply don't have much potential in this arena.  Or not.  One way or another, we'll find out soon.

Read Kevin Carey's article here and if you have any words of wisdom from your experiences with this type of population in your program be sure to share!

Degree for sale. Cheap.

Pay it Forward

There is a touching article on Bloomberg.com today that demonstrates the power of philanthropy.  It's a short piece about David Robinson (NBA Superstar) and his relationship with a group of kids at Gates Elementary in San Antonio.  His personal pledge to these students was to pay for their college education if they met some basic requirements such as attending some mentoring meetings, not having attendance problems and staying in school.

These students, now successful adults, are interviewed about the experience and the impact Robinson had on them.  Their success is Robinson's reward.  When they 'pay it forward' by helping others will help Robinson's support grow exponentially over time.
(See story link at the bottom of this post)

This article provoked some though about my own charitable contributions.  By a quick calculation, I give somewhere in the range of 3% to 3.5% of my annual salary in a variety of ways.  My university gets the biggest chunk, and the rest is spread among several other smaller nonprofits, most local.  However, I'm not sure I'm getting the outcome I could were I to be more thoughtful about my philanthropy before making a bunch of gifts.

To make a difference, philanthropy requires careful thought and planning.

• Just what is it I want to accomplish?  
• How will I know I'm making a difference and not simply taking a tax deduction? 
• How do I define success?
• Is this the best nonprofit to facilitate my priorities?
  

The biggest question for most, and the answer "YES" is the right one, is this:  Can somebody who doesn't have NBA-Superstar money really make a difference in the world?

I've decided to spend significant time setting my goals for 2011 between now and the end of the year.  The first goal is simple:  Increase giving to 4-5% of annual income.  This is a reasonable increase and a number I can feel comfortable with at this stage in my life.  That's the easy part. 

The hard part is determining how to allocate those philanthropic dollars.

We often think of major gift donors having made an 'investment' in an organization.  Their thoughtfulness is applauded, their objectives clear.  Isn't this true for many of our annual fund donors?  They're investors too.  What may seem like a 'penny stock' to some is a considerable investment to others.  Making wise investment choices determines a individual's philanthropic success much as an investor determines the success of his or her portfolio.

Over the next several months I'll be thinking quite a bit about where I want to focus my efforts for the next few years.  My 'philanthropic roadmap' will outline the basic needs I wish to address, the financial resources I want to dedicate and, additionally, how I can personally be involved in the efforts I support. To be honest, I've been a pretty hands-off donor in the past as time is often more difficult to come by than anything else.  I'm not sure if I can achieve my goals and still take such a passive role in the process.  That'll be a big part of the planning process.

The funny thing is, we forget that donors everywhere have differing feelings about what a 'significant gift' is to them.  Whether they give $500 or $500,000, they are thinking about the same things I'm describing here.  When we ask them to contribute, we're asking to be a part of that planning process and to invest in our mission.  We must meet their needs by providing careful stewardship of their contribution and by reminding them often how their investment is reaping dividends for our organization.  In turn, that makes them happier about their investment.  Their 'philanthropic roadmap' has plenty of detours - we need to make sure we're on the same road they're traveling if we want them along for the ride.  

Take a look at Robinson's story and you might just be inspired to take some time to think about what your roadmap looks like too.

Pay it Forward

Simply Silly

We now interrupt your regularly scheduled programming to bring you the first episode of "People Say The Craziest Things" on the gettinggiving.com blog.

I'm betting the following fictional reenactment is something you've experienced in the past.  I know I've encountered this situation too many times to count.  I'm all for feedback, it's that final phrase (see below) that always kills me!

Two individuals are talking about a fundraising program.  One is a highly experienced fundraising professional with many years in the field.  The other isn't, but they have an interest in the program.  The one that isn't just told the fundraising professional how fundraising should be done.  They have a new idea or suggestion that will work much better than whatever the professional fundraiser is doing.  They mean well and truly want to help.

Fundraising Professional
"That's an interesting idea.  I'll need to think a little bit about how we would do that.  Normally, we find that we're more successful when we (fill in the blank)"

The Other Person
"I don't want to tell you how to do your job, but I know these people and this would be great.  You really need to do this!"

At this point the fundraising professional pulls out 500 pages of graphs, charts, data, historical information and a dissertation that has been written on this very subject.

Fundraising Professional
"Actually, our data and testing as well as information we've received from other professional fundraisers throughout the country shows that we are more effective when we (fill in the blank)"

The Other Person

"Yeah, well, MY donors are different."

I'm willing to bet you've had a very similar conversation.  I just LOVE the 'my donors are different' comment.  It always makes me smile.  Inside.

If you have an interesting story, saying, situation or other fundraising tidbit that is 'Simply Silly' send it to me via e-mail and let me know if I should use your name or if you're prefer to remain anonymous.  Occasionally I'll throw one in to provide a smile on an otherwise dreary day.  If I use yours, I'll send you a gettinggiving.com t-shirt or hat.  Who doesn't want one of those!?!?!?

Simply Silly

The Participation Rate Game - You Can't Win If You Play!

This was a big weekend for colleges and universities around the nation as the annual "America's Best Colleges" issue of US News & World Report hit newsstands late last week. I'm betting more than one annual giving director has spent time this weekend looking at the numbers in print or online. The annual participation rate extravaganza is officially underway!!

Let me start by making my thoughts on the participation rate metric clear: I hate it. Hope that was clear enough. I'd use stronger wording, but I don't want to get an 'explicit' tag on the 'getting giving' blog.

Annual giving folks in higher education are all very aware of the participation rate metric. They may feel pressure to focus on it if their president/board/supervisor thinks participation rate is important to the success of their institution. In some cases, it's truly 'do or die' and in others it's simply another issue to remain aware of. For those that have the 'do or die' type of pressure, it's likely their strategy is greatly impacted as a result. And usually not in a good way.

The bottom line is that those who chase participation rates are often making strategic decisions that damage their overall fundraising efforts in both the short- and long-term. Some methodologies may be considered cheating the system or, at the very least, walking a fine line between right and wrong but I'll not be the judge of that. I have great sympathy for those who find themselves in a situation where decisions are made to make a number look good in an annual magazine issue. I can see why they do what they do. I'll just share a few examples and how these strategies are detrimental to the efficiency and effectiveness of our programs. I'll assume you all know enough about participation rates to jump ahead a bit.

So, on we go to 'The Participation Rate Game 101 - Two Common Methods to Look Good in US News"

Method #1 - Reduce The Denominator
How can you increase your participation rate without increasing the number of donors to your institution? It's simple really - just decrease the number of solicitable alumni you have to report! 100 donors from a population of 1,000 alumni is a 10% participation rate. Find a way to rid yourself of about 200 solicitable alumni and suddenly you have a participation rate of 12.5%. You're a hero!

You can't do that can you?

Of course you can, it's done all the time!

• You can reduce the amount spent looking for lost alumni in the nondonor and even lapsed populations. Geeze, who wants to find a good address for somebody who might not ever make a gift? Of course, it's possible they aren't giving because we haven't reached them, but why take the chance by asking them? It might bring the participation rate down if we knew where they were!
  

• Try coding those same folks 'no contact' and determine them not to be solicitable as a result. Of course, then you'll never reach them. They'll never give. But again, they're not a problem in that pesky denominator anymore!

• Perhaps the elderly non-donors are especially problematic. Again, you might want to code anyone who graduated prior to a certain year as 'no contact' since you can't teach an old dog new tricks. You might not want to mention this to your planned giving department - they'll likely miss out on some pretty good marketing opportunities to that group. Then again, they don't have to worry about participation rates do they?

I'm all for allocating resources wisely, and there are valid reasons not to solicit certain populations each and every year based on predictive models, historic giving patterns and more. But a strong annual giving program wants as many solicitable alumni as possible. They fight like dogs to keep up with alumni who move, to find good contact information for everyone, and to at least have the opportunity to receive a gift from as many potential donors as possible. For those who aren't the best populations, you might not solicit them every year but by keeping the option open you have the chance to eventually bring them on board as loyal and consistent donors in the future. It's a sad day when the strategy is to eliminate them from the denominator to help the participation rate today when it may negatively impact your fundraising efforts tomorrow.

Method #2 - Increase the Numerator (At All Costs)
With those same 1,000 alumni, taking your number of donors from 100 to 150 raises your participation rate from 10% to 15%. That's better than Method #1, but the strategy to get from 100 to 150 donors may end up backfiring on you.

• You could overwhelm your population with enough mail to keep the USPS operating at a surplus next year. Everyone can get 20 mailings per year and eventually they'll give something just to get you off their back. If you've got the resources, you can buy yourself a pretty good participation rate. Might not build many good friends that way though. The long-term negative impact might want to be considered.
  

• You can always let your alumni know that 'it isn't about the money, it's about the participation rate' and hope they'll give $1 or $5 because that's what you ask for. You might tell them you are just hoping to 'get them on the books to help the rankings' and any gift will help. Then again, 'for the participation rate' isn't the best case for support is it? I wonder if those donors have the same positive feelings about their philanthropy as they would if they were doing something important like helping deserving students get a great education?!?
  

• You could also give gift recognition credit to your donors' third cousin twice-removed and their half-brother if they're alumni too - then you get three donors for one gift! I'm not even sure who my third cousin twice-removed is, but I'm sure they'd appreciate a note of thanks for my generous support! Maybe all three will renew next year too!
  

I once had a friend who claimed he could get you any participation rate you wanted, but he might have to bankrupt you in the process. Chasing donors at any level, at any cost, can do just that. In addition to using limited resources to buy donors, have you ever computed the real cost of having that donor? From data entry of the initial gift to gift receipts, stewardship pieces, and renewals, it's likely more than that $5 you're asking as a 'token gift'. Do you really want a bunch of donors that actually help you lose money every year they renew?

It's also important to remember that your renewal rates on small donors are usually much lower than for those making larger gifts. You may spend a fortune to acquire that $5 donor, spend some more stewarding them, and find that only a very small percentage ever give again. Now what!?!

The whole purpose of the annual fund is to generate much-needed support today while building a pipeline of potential major-gift donors for the future. Buying small-level annual fund donors doesn't achieve either of these goals and wastes precious resources in the process. Those resources could be utilized much more wisely stewarding your current donor population, acquiring donors with potential for the future, and actually helping (rather than hindering) your bottom line.

These are just a few examples of how programs work to increase their participation rate. There are many many more ways. Some are just bad strategy. Others are downright dishonest. Almost all are wasting both human and financial resources chasing a number that really doesn't mean much of anything.

By the way, it's important to remember that participation rate is only 5% of the US News formula. It's the smallest variable. That's right. . . 5%. Since it's such an insignificant part of the rankings, maybe a better strategy is an annual fund that generates the support needed to work on other aspects of the US News formula. Scholarships that help recruit the best and brightest students. Faculty support and research funding that attracts the best and brightest faculty. All those things that make an institution truly better come from fundraising programs that keep their eye on the prize. The impact on rankings might be greater when the institution is provided the resources it needs to improve in those areas that matter rather than focusing on making a random number increase year after year.

If that isn't an option, I'll just give you some good news to hold you over until the next issue of US News & World Report. . . . it's still early in FY10. There's plenty of time to get that participation rate up for next year!!

The Participation Rate Game - You Can't Win If You Play!

Is Direct Mail Dying?

For years, the most common question I was asked involved the death of telemarketing. Time and time again, everyone from my bosses to board members to clients (and even folks I just met on the street) would remark that they hate telemarketing and ask 'Isn't Telemarketing dead?' I always made some flippant comment and responded that telemarketing is not dead, but for many it might be a bit under the weather.  I think each was a little disappointed they weren't able to cancel their CallerID that very day.

An interesting article at BRANDWEEK notes that the Direct Marketing Association projects a 10% drop in direct mail. 10% isn't a number to sneeze at, but it's also hardly the death of direct mail.

Why is mail diminishing? Well, many reasons really, including:

• Postage has gone up, continues to increase, and likely will again in the future;
• Printing has gone up, continues to increase, and likely will again in the future;
• Production has gone up, continues to increase, and likely will again in the future;
• Other channels, including e-mail and the flavor-of-the-month Twitter have been developed;
• We're making BETTER DECISIONS about who we mail to and how we mail, allowing us to deliver the same results with less mail;
• The economy doesn't help either.

Even with all of those factors, direct mail isn't dead.  Electronic mail doesn't replace the USPS any more than telemarketing replaced personal visits.  Each of our communications vehicles have particular strengths and weaknesses, and are all part of a comprehensive annual giving program.  No single channel can do it all.

It never will.

We may have to give up Saturday delivery someday soon, and we may be paying more for stamps in the future, but there will always be a mailbox at the end of the driveway just waiting for someone to peek inside.  Our job is to make sure they peek and then actually OPEN that envelope we so kindly delivered them.  If only we could project the death of the 'circular file' so more people would read our mail before they pitch it!

Is Direct Mail Dying?

My Baby's Going To School!

The family and I have returned from vacation and I've finally cleared enough of my desk and email to spend time tonight on gettinggiving.com.  After a week at Walt Disney World, the obligatory post about Disney customer service is sure to write itself, but that will have to wait.  I want to spend some time on something a little more time-sensitive.

Tomorrow, my little girl is starting a new phase of her life.  Mommy and Daddy will be taking her to her first day of school.  The first day of kindergarten will surely start with tears (mine, not hers) and we'll drive away as proud parents with a sense that high school and college aren't all that far away.

Like parents everywhere, we attended the orientation, met her teacher, and signed up for multiple ways to help at school - the PTO, snack volunteer, fundraising programs, room mom (sexist isn't it!??!) and more.  We pretty much would do anything they asked if we thought it would make her experience and the school's programming better.

Like us, many other parents are doing the same at colleges and universities around the world.  After lugging boxes, mini-fridges, microwaves and untold numbers of milk crates to the dorms, parents will give their little boys and girls a hug and depart.  As the leave behind their most precious possession, they try to hide their tears as they head home to their empty (or emptier) nests.  Like me, they want to make any impact they can on their child's educational institution.

And with a strong Parent's Fund, they can.

All too often, parents are overlooked as potential donors.  Common objections to establishing or enhancing a program include:

• Parents can't give much, they have tuition to pay;
• Parent's won't give much, many aren't alumni;
• Parent's are only involved for four years and aren't worth the investment;
• Parent data is protected by privacy laws, we don't have access to their names anyway;
• And the list goes on. . . . 

Malarky.  The fact is, parents can be one of the most loyal and generous segments of any development program.  Not just from an annual mailer, but as a full-fledged segment of the annual fund.  And, to top it off, they can make very significant major gifts as well.

If your program is a 'one parent mailing a year' program, it might be time to look at parents like you would any other segment.  They want to help your institution (and their children) succeed as much as you do.  You probably wouldn't settle for a single mailing a year to your alumni population, and you shouldn't settle for that with your parents either.  Develop a strategy to provide a comprehensive annual giving program for your parents that includes all the channels you would normally utilize for your alumni and friends.  And then develop the population for leadership annual giving and eventual major gift solicitations.  The results may amaze you.

Oh, and about that data. . . in most cases the data isn't an issue, but depending on your organizational structure and the interpretation of FERPA, it can be challenging to get any or all of the data.  Work at it.  One common compromise is a list of students and their permanent phone numbers (but not parent names) - don't let that hold you back.  Asking for 'The Parents Of. . . " is better than nothing and it probably won't hamper your efforts at all.

If you're like me and sending somebody off to school for the first time, the last time, or somewhere in-between, just remember how you're feeling right now about wanting that wonderful little boy or girl to succeed.  Now translate that feeling into proper messaging for your Parents Program and enjoy your newfound success!

My Baby's Going To School!

Take A Professional Staycation!

With the economy in the dumps, more and more people are considering a 'Staycation' instead of a vacation.  The idea is that there are plenty of inexpensive options in and around your own hometown that provide equal entertainment value compared to traditional (and often expensive) trips to other locations.  I tend to agree with this as I know my family doesn't take advantage of all there is to offer in our own backyard.

I've been thinking about the 'rejuvination' effect of going on vacation, and whether this can be accomplished at the same level if you don't physically get out of town.  I think it can.  I also think fundraising professionals should consider a 'Professional Staycation' several times a year.  They might just find themselves rejuvinated as a result.

A Professional Staycation?!?!?  What, you might ask, in the world are you talking about?  Just keep reading and I'll explain.

In recent years, professional fundraisers have been asked to do more and more.  Raise more money, slash the budget and still raise more money, take on additional responsibilities and keep up with new strategics and technologies that are growing more rapidly than ever before.  And while you're at it, raise more money.  This has led to increased stress, higher turnover and an incredibly busy work-life balance.  If your life is balanced at all.

While we're working harder (and hopefully smarter) and raising more support for our organizations, we often forget the actual results of the work we do.  It isn't about the money we raise.  It's not about how many donors we generate.  This is one time I'll defend throwing metrics out the window and I'll tell you to remember the following: It's all about the good work our organizations do.

And too often we forget that.

As professional fundraisers, we provide financial support to the best and brightest.  And those who are most in need.  We help students receive an education that otherwise wouldn't be able to do so.  We provide funding for research to cure cancer, save natural resources, build better mousetraps and more.  We provide shelter to the homeless, food to the hungry and healthcare for those who need it.  We do so much more than raise money.  We're an essential part of a successful team.  Whatever your organization's niche is, that team is making a difference in the lives of hundreds, thousands or millions of lives.

In short, we make the world a better place.

I know that sounds a bit arrogant, but it's true.  And I challenge you to take a 'Professional Staycation' to remind yourself why you do what you do.

When you're done reading this post I want you to open your calendar and block a day in the near future for your staycation.  When that day comes you are to turn off your computer, put down your pen, turn out the lights and get out of your office.

Spend the day meeting somebody your work has helped or otherwise seeing the results of your work.  Whatever your organization does, put yourself in touch with those who directly benefit from your fundraising efforts.

• Maybe you could meet a student who received a scholarship that made college possible.
• Maybe you could talk to a researcher working to develop automobiles that run without fossil fuels.
• Maybe you could have lunch at the shelter your fundraising supports.
• Maybe you could meet a patient receiving life-saving treatments in your clinic.
• Maybe you could spend time wandering around campus watching students enjoy the fruits of your labor.
• Maybe you could wander around your museum. . . afterall your work helps maintain it.

I don't care what your organization does, I'm sure there's an opportunity for a 'Professional Staycation' to remind you that you are a valuable part of the team.  I know you already have report after report that can prove how successful you've been.  File it away.  Numbers, charts and graphs really tell the story.  Delete them.  I've got a better idea. . . 

Get out there and experience that success in person.

OK, that's it for now.  You have a homework assignment to plan and take your Professional Staycation.  Leave a comment to let us know what you're doing or what you've done.  Tell us how it went and how you're making a difference.  I look forward to hearing all about it.

Speaking of vacations and staycations, the family and I are taking a little vacation next week.  The GettingGiving Blog will take the week off as well.  I'm pretty sure my wife wouldn't appreciate blogging on vacation, so there won't be any new posts next week.  I'll be back soon enough with one of my favorite topics that just happens to be related to my vacation.  Maybe I can call next week 'research' and write it off.  Just kidding, Uncle Sam.

Until next time, enjoy your staycation!

Take A Professional Staycation!

Subscribe Function Fixed

The subscribe function is working again.  On the right side, enter your email or use a feedreader.  My apologies to those who had problems earlier.

Subscribe Function Fixed

Social Media - Interesting Blog Post on Mashable

Vadim Lavrusik has written an interesting blog post about 10 Ways Universities Are Engaging Alumni Using Social Media that provides some great information and links to examples at a variety of institutions.  Included in the blog are examples related to annual giving, school-specific social networking, and more.  Nothing else to say, but wanted to share the link for your enjoyment. 

Social Media - Interesting Blog Post on Mashable

Fascinating Information from Pew Internet & American Life Project

The Pew Internet & American Life Project just released an interesting report on ‘The Internet and the Recession’ that I found fascinating. This study shows how a lot of folks are using the internet in a variety of ways to help them survive these tough economic times. One scary statistic reported is that 35% of all Americans have seen their investments lose more than half their value and that percentage grows to a whopping 44% for those with household incomes of $75,000 or more.

You might be thinking right now ‘DUH! The economy’s horrible, where have you been?’ but what I found really surprising was the Pew survey in April that indicated that even in these tough times, people are reluctant to give up their internet access. Only 9% cancelled or cut back on internet service while much higher numbers of Americans were cutting Cable TV or modifying (or eliminating) cellular phone service. 22% gave up the TV and/or reduced or eliminated their cellular service.

I don’t know about you, but this amazes me. I LOVE my internet. I mean I REALLY REALLY love the internet. But my television comes first. I think I might starve to death before I turned off my satellite dish. It's still great background knowledge as you examine your internet strategies, justify budget infusions for your electronic initiatives and generally think about this channel for getting your message across. Seems people really are addicted to this internet thing.

Speaking of getting the message across, I’m not sure we’re getting the job done in that arena. When you look at the original Pew survey in 2000 and the updates they have done up to 2009, growth in certain areas has been astounding. “Make a donation to charity” has definitely shown growth, but compare it to similar types of transactions such as buying a product, making a travel reservation, or using online banking. The growth is significantly less. People are turning more and more to the internet for financial transactions, but the growth in online giving lags the rest of the field. It might make sense for us to take a look at that statistic and determine what we’re doing (or not doing) to impact it. It’s important to note that everyone has to bank and buy stuff, but not everyone makes charitable contributions. This might be enough of a factor to cover the difference, but it’s still worth a more careful examination. If only I had the time and resources!!

NOTE: Click the chart to enlarge. Or find a magnifying glass to read it.

The Pew Internet and American Life studies can be found at www.pewinternet.org – if you haven’t spent time looking at their reports, you’re really missing something great. Interesting reports and a wealth of information is just a few clicks away. Much of what they have done is incredibly helpful to annual giving professionals. Good thing you didn’t turn off that internet access!

Fascinating Information from Pew Internet & American Life Project

Wallflowers Miss The Good Stuff

I returned late last week from an annual gathering of fundraising professionals and, as usual, I feel refreshed and full of new ideas.  Both the breakout and general sessions were interesting, full of lively debate and provided more than a few take-home items that can be implemented in my own shop.  Our hosts were wonderful, and everyone agreed it was a great event.

Yet I feel a bit sorry for those who missed out on the best opportunities to learn from their peers.  You see, I find that at just about every conference I attend the best ideas are shared not by a presenter or at a conference table.  They're shared over dinner, a glass of wine (or tequila) or in some other social setting.  And many folks just don't take advantage of these great networking situations.

This particular conference is one of my favorites because I've known some of the attendees for nearly 20 years.  Some are my oldest friends and at at each conference we welcome others who are new to the business or simply new to our little slice of the fundraising world.  We routinely gather at lunch, dinner, hallways, watering holes and anywhere else we can to share ideas, ask for help with challenges we are facing, or just to let off a little steam.  Each person brings new ideas, new insights and more than a few laughs. 

Those choosing not to join their colleagues for dinner or otherwise are missing not only a great time, but a great chance to learn from others in similar positions.  Whether they order room service or only hang out with a few people from their own institutions, they're shorting themselves of one of the best parts of any conference.  They're the wallflowers of the 8th grade dance.  They're present, but they're missing all the action.  You see the people you work with every day.  Do you really need to go away to a conference only to have dinner with the same old crowd?!?!?

The friendships and partnerships that are formed during the social time at a conference have benefits that last long after the last attendee departs.  I'm confident that I can call any one of numerous colleagues I've met over the years to ask for advice or to bounce a crazy idea off them.  And I love it when they do the same.  I cherish our continuing friendships by phone and email, even when miles apart, and look forward to the next time I'll have the chance to be with them in person.   I like to hear about their families, vacations, personal and professional triumphs and more.  One even owes me a CD of his band but it never seems forthcoming.  You know who you are!

So my challenge to you is to get out of your hotel room and spend some time with others at your next conference.  Don't worry about checking your email, the great movies on pay-per-view or getting 16 hours of sleeep.  Put yourself out there and make a few new friends to add to your professional network.

I was once told that as long as I brought home 3-4 concrete ideas to help my program improve, I probably got my money's worth from a conference.  I'm going to add to that.  Make 3-4 new friends too.  They'll probably last a whole lot longer.

Wallflowers Miss The Good Stuff

The Power of the Pen

Fifteen (yes, fifteen) five-year-old kids swarmed our house yesterday to celebrate my daughter's 5th birthday. Fun was had by all and she received many nice gifts from her friends. Once the party was over, we explained to Chelsie that we'd all sit down to write thank-you notes to each of her friends for attending the party and for the gifts she received. To be honest, at this age that really means Mom and Dad will write the note and Chelsie will sign her name. I think this is such a critical skill to teach, even if she doesn't follow in her fundraising father's footsteps!!

In the age of e-mail, the hand-written note is sadly becoming a relic of the past. Too often, quick and easy trumps sincere and thoughtful. I'm yet to meet someone that doesn't appreciate the time and energy spent on writing a handwritten note. It shows a level of personal attention that is nearly impossible to replicate. You might even think of it as one of the first social networking tools!

For several years I had the pleasure of working for a true master of the handwritten note. He set time aside almost every morning to write notes to a wide variety of donors, friends and others. Some were to express his appreciation for a gift. Some were sent when he learned of a particular milestone or achievement. Some were simply to say 'hello' and let them know they weren't forgotten.

I'd bet every single note was greatly appreciated.

For large organizations, it's not possible or practical to send a handwritten note for every gift or to every donor. But don't discard the idea entirely. Whatever the size of your audience, I think it's worth the effort to add the handwritten note to your acknowledgment and communications strategy at some level or type of giving. The same holds true for those donors who need a little extra attention - it's time well spent even if they haven't made a gift recently.

I think the handwritten note is one more way that we can show appreciation and connect with donors in a manner that sets our organization's relationship with them apart from others. So get out your favorite pen, a stack of cards and start writing. Don't over-think or over-engineer the process, just write what you're thinking. Your donors are worth it.

Now, back to the recovery process. That birthday party wore me out!

The Power of the Pen

ROI in the Nonprofit World

I came across an interesting article in Fast Company Magazine tonight about overhead costs in the not-for-profit world. The author, Nancy Lublin, does a great job in a very concise manner of educating Fast Company readers that overhead costs aren't the best or only metric for evaluating nonprofit organizations.

Most donors understand that nonprofits don't work in some alternate universe where there are no expenses involved to conduct the business of raising funds. Some, however, believe that the business we're in should find a way to do what we do at no cost so that 100% of funds raised can benefit whatever our mission is. This simply isn't possible.

I hear this often in the annual giving world. Annual giving is inherently more expensive than major gift fundraising. The cost to raise a dollar is simply higher when you're dealing with mass mailings, telemarketing and other forms of fundraising that acquire first time donors, renew donors with smallish gifts and do all the work necessary to build a pipeline for major gifts in the future. While this makes sense, some are quick to ask why nonprofits should continue to invest funds in such an 'inefficient' part of the development program.

The best answer to this question is to look at each and every major gift donor your organization has and see where s/he started their philanthropic relationship. Usually it's with a smaller gift, many years ago, that was appropriately recognized. Over time the relationship grew, the donor became more involved and interested in the work you're doing. The gifts became a bit larger and eventually the organization is able to help that donor realize their philanthropic dreams by making a major gift. Everybody wins, and the investment made many years ago in a program that looked inefficient in the short-term suddenly looks like the best investment you ever made.

In the business world, they might call that a loss-leader. In ours, it's just a strategic investment in the future. If you invest wisely, have a solid case for support and engage your donors appropriately, it's one of the best investments you can make.

If you're reading this, I'm probably not telling you anything you didn't already know. But it's nice to be reminded that the work we do is important and ultimately leads to the kind of transformational gifts that make our programs successful.

ROI in the Nonprofit World

Who Is Opening Their E-mail?

An interesting study was released recently by MailerMailer, indicating that the open-rates of marketing e-mails declined to less than 13% in late 2008.  This study was highlighed in an article on the eMarketer website today. 

While many of our organizations enjoy substantially higher open-rates and click-through rates than traditional 'spam' marketers, this is an interesting statistic to ponder as we think about the future of our programs.  The benefits of having better relationships with our donors and friends don't make us immune to the same fate if we fail to continually strive to offer e-mail communications that are interesting and valuable to our donors.

As more and more orgniazations utilize e-mail as a core part of their strategy it has become easier than ever to become lost in a deluge of e-mails that arrive in our in-boxes every day.

Just what is it that we can provide via e-mail (or any other communications channel for that matter) that our donors and potential donors will find useful and informative?  Are we sending e-mail, e-newsletters and other materials simply to do so, or does each communication have value?  Sometimes I wonder if we all aren't in such a hurry to deliver SOMETHING that the something we end up delivering ends up being categorized as spam by the intended recipient.  And if it is, what happens to our e-mail when we really do have a communication of significance?  I think I know, because the 'D' on my 'DEL' key is looking a little worn these days.

It might be a good idea to ask a few donors (and potential donors) just what they want to hear about.  What types of information could the organization deliver that would maintain their interest?  How often would they like to receive e-mail?  Do they prefer a fancy email with video, or a simple note?  It's really all about them, not us, and if we heed their advice they might just continue to click!

See the article here:  E-Mail Marketing Open and Click-Through Rates

Who Is Opening Their E-mail?

Happy New Fiscal Year!

July 1st is one of my favorite days of the year. As the prior fiscal year comes to a close there's nothing more to do but wait for those final official numbers. When those numbers are good, it's time to celebrate and bask in the glow of a job well done. When they aren't (and let's be honest, that's the case for many this year) it's a chance to wipe the slate clean and begin a new 'best year ever'!

Normally, this would be the time to set a new baseline number - to build on - for the future. Take a look at those key metrics and determine what's working, what isn't, and what strategies should be tweaked going forward. By now you'd have a pretty good idea from numbers late in FY09, but the final counts provide a complete look at the year. How was retention? New donor acquisition? Upgrade percentage? Average gift? All those numbers that haunt us day and night can be calculated a million different ways to determine the health of our programs.

I'm not sure this is the best year for that.

As I speak with others in programs large and small, I worry that too many organizations are seeing abnormal numbers and making dramatic changes as a result of that data. Let's not forget that FY09 was a strange year. Metrics may be wacky and in some situations it's simply because donor behavior WAS affected by the economic climate. I'd hate to make drastic decisions based on a single year of data, especially this one.

Successful programs can and should always adapt, adjust and improve. But to take that same successful program and decide, based on FY09, that a complete overhaul is necessary might just make a bad situation worse. I've heard it's a good idea not to throw the baby out with the bath water. This is a pretty good time to heed that advice.

Have a happy and successful new year! Let's hope this one isn't quite as eventful as the last.

Happy New Fiscal Year!

Genius.

You Wouldn't Run A Business This Way. Here's Why Dartmouth Does.

Genius. I don't describe YouTube videos with that word very often, but a recent video produced by Dartmouth deserves that accolade. I'm just disappointed I didn't think of this concept first! This short explanation of the Dartmouth business model does an amazing job of educating the viewer about a variety of issues, not the least of which is why their support is important and valuable. It's sneaky that way.

There are some things in life that are inefficient, ridiculously overpriced, and/or somehow seem (and maybe are) worth the inflated price tag. You'll have hard time convincing me that a $100,000 luxury automobile is really better than my Hyundai at delivering me to and from work every day. But plenty of energy has gone into convincing a lot folks out there that the luxury, prestige, and other intangibles are worth the extra cash. They happily commute five miles across town on heated leather seats listening to Green Day on their 58-speaker stereo.

I think Dartmouth has done just that in less than three minutes. If I had a Dartmouth degree and watched this video, I'd be proud of my alma mater. The whole idea that a university is inherently inefficient in some areas would finally make sense to me. And I might just send them a check to spend in a wacky, but not frivolous, manner.

View the Dartmouth Video Here

Genius.

To Blog or Not?

I’ve spent quite a bit of time deciding if I wanted to enter the world of blogs. Between my full-time job, part-time consulting and a very active family (I have two young children) the last thing I need is another responsibility. And yet here I am. I’m a geek at heart, so perhaps the lure of yet another technology-driven forum is too powerful to overcome. Or maybe it’s just because I have stuff to say, and this is a place I can say it.

To be honest, I don’t know if anyone will read this and if they don’t I can live with that. It’s more of an exercise in ‘thinking out loud’ as I find it helpful to put pen to paper (or fingers to keys) when thinking about various topics. It helps me digest my thoughts, decide if I agree with myself, and further clarify the issues. It will be interesting to see if anyone does read the blog, if they have additional comments or questions, and how often I will blog.

I have made the following commitment to myself and the blog:

1. I will write at least one original entry each week for a period of one year. If it’s going well and I enjoy the process, I’ll continue until it becomes too much work and not enough fun;

2. Between my entries, I will occasionally post links to stories, information or other blogs that I feel are interesting and worthy of discussion. I may or may not agree with what has been written, and I may or may not comment on these external readings;

3. At least 90% of the blog will be related to the fundraising profession. It may be nearly 100%, but I’m not making any promises. It’s my blog, it’s free, and I’ll post whatever I want! Sometimes I may just need to rant about a subject that isn’t related to the profession, and I admit to having some outside hobbies that might come into play occasionally. If the readers aren’t interested in those posts, they can simply skip forward to whatever comes next;

4. If anyone is crazy enough to read what I’ve written and make comments or ask questions, I will read and respond to as many as I can, and take all points and dissenting opinions as an opportunity to learn from others and share information to the best of my abilities;

5. I consider fundraising to be a serious business, but don’t want to write just another stuffy blog. I think work is fun, this profession is fun, and I like to have fun with it. If you don’t enjoy a bit of irreverent humor, this may not be the blog for you. There are plenty of great blogs and resources out there to enjoy, so I decided if I’m going to write, I should at least have some fun with it occasionally. If you want something else, I might recommend my book ‘Conducting a Successful Annual Giving Campaign’ which is published by Jossey-Bass and available on Amazon.com. It is a great introduction to annual giving, but not exactly an exciting read. And for the record, I make exactly zero dollars for every copy sold;

6. I will continue to remind everyone that while gainfully employed, my blog and the content of my blog are my opinions and experiences – they do not necessarily reflect the thoughts or opinions of my employer. I hope that bit of legalese will satisfy the ‘electronic communications and blogging’ language in our code of conduct;

7. Finally, I have promised myself that I won’t obsess about proofreading. I know myself well enough that if I do, a 15-minute blog entry will become a 2-hour ordeal. I’ll write, re-write, edit, re-edit, and eventually start over several times. I just don’t have that kind of time. If you see a typo, just know that I do know how to use spell-check - I was probably in a hurry.

Now on to the obligatory ‘Meet The Blogger’ portion of the first entry. . . .

My name is Jeff Lindauer, I have the pleasure of serving Indiana University as Associate Vice President for Development at the Indiana University Foundation. I’m an Indiana grad with a degree in Public Administration, and also am adjunct faculty at the University. Occasionally I teach a fundraising class which really pays almost nothing but I like that whole ‘adjunct faculty’ thing – has a nice ring to it.

I have a wife (Angie), almost-five-year-old daughter (Chelsie) and just-turned-two son (Josh). Not to mention a dog who sheds too much and a cat who really doesn’t like anyone. I really need to introduce the dog to some shears soon. As for the cat. . . . .

I am a true Hoosier, having grown up in the southern part of the state. I decided IU was in my future at a very young age, came to Bloomington as a freshman and decided it was a great place to live. I think it may be true that ANY college campus is a great place to live, especially as an undergrad with no morning classes.

That’s enough about me. I’d guess you’ll learn more about me if you continue to read the blog. I don’t want to provide too much up front, then there would be no incentive to continue.

Until next time. . .

To Blog or Not?