Fundraising is a serious business, not for the faint of heart. It requires experience, willingness, honesty, consistency, accountability, and the ability to walk through your fears. It requires you to know the business of your nonprofit. That includes knowing what you do well, organizational uniqueness, anticipated operating plans for the next 18-to-24 months, revenue streams, expenses, environmental variables, and more. You can raise money, no doubt. But raising money and raising the money you need are two very different scenarios: meeting a fundraising goal is what contributes to sustainability and growth. You can’t play games with yourself or others. You may think you are serious, but here are some of the criteria others use to evaluate what’s “for real” and what’s “smoke and mirrors.”
In general, the organization has overly idealistic goals and expectations not grounded in data and capacity. Fundraising goals are unrealistic when viewed alongside history, financials, skillset, and relationships with donors and funders. Promises are not fulfilled. Leadership is surrounded by “yes people.” The board is a rubber stamp board. It doesn’t have access to consultants and learning opportunities or doesn’t take advantage of them. Staff lack the experience and professional credentials to do the job well. CEO doesn’t understand fundraising, lacks experience, and/or is unwilling to cultivate, engage, and solicit donors. Even worse, he or she expects fundraising goals to be met, regardless of whether there is evidence of a way to reach them. Donor and prospective-donor lists are not expanding, but donor attrition is (if it is even calculated). The same sources are solicited repeatedly. Records and reports are incomplete or inaccurate. Transparency and accountability are not the norm.
Leadership doesn’t work from a plan – the team shoots from the hip, and chases opportunities as they arise. The organization cannot “justify” its existence and impact. Programming is designed to meet a need that may or may not exist but is the special interest of leadership. There’s a lack of new programming that addresses emerging needs, interests, and opportunities. The organization is not open to feedback from stakeholders – people know you want their money, and that you don’t want to talk honestly with them. You have a history of saying “help! we need money.” There are no opportunities for people to observe your work or impact.
And there’s more. Your data and numbers don’t add up and they don’t relate to the mission or goals. They are numbers in isolation and without meaning or context. Introductions and presentations are laced with excuses and apologies. The organization is unable to make changes and adjustments required to be relevant. You don’t know what you don’t know, and you don’t have feedback or communication mechanisms that provide you with insights that are different from those you hold. You pursue funding or leadership from those who don’t know your work or leadership, yet you think they want to give and get involved. Fundraising is one-dimensional and staff-driven. You can do better: people depend on you!!
Copyright 2024 – Mel and Pearl Shaw of Saad&Shaw – Comprehensive Fund Development Services. Let us help you plan for 2024! Video and phone conferencing services are always available. Call us at (901) 522-8727. www.saadandshaw.com
