The biggest obstacle many of us involved in fundraising have to overcome is our own mindset. Since our ultimate objective is to GET THE MONEY we set ourselves up to communicate the exact opposite of what we should. So starting now, think of your job as giving people what they want and need rather than raising money...because starting with the “go get the money” mindset is a trap! You are a “go-giver” -- you give people meaningful opportunities to give time or money to something that reflects their most personal values and interests.

There are many simple things you can do, right now, without any formal training, strategy or large output of resources to adopt this mindset and put it into action:

o Be a leader - your job is to facilitate and inspire matches

o Sell to the “right” people - focus your attention on the people whose interests and values fit your organization

o Make it easy for others to spread the word - explain what you offer and how to get involved, clearly!

o Have a clear “ask” - be specific - what and how

o Invite feedback and use it!

o Say thank you!

These simple tips are do-able; use them as checkpoints to guide you.

" Sometimes I'm a cabbagehead.

Sometimes I'm a star.

Always I'm amazed by where

my best ideas are."

 

I love to read a great variety of books -- and as a mother of a brilliant young reader, I am often delighted by childrens books. The above poem comes from Cabbagehead by Loris Lesynksi.

Creativity needs to be nurtured, through fun, play and whimsy. Any artist or writer can tell you, it cannot be forced. Here are some tips I picked up from Father Luke. I actually do several of these often! That is a benefit of working in a home office.

Be A Kid Again

1. Do a cartwheel.
2. Sing into your hairbrush.
3. Walk barefoot in wet grass.
4. Play a song you like really loud, over and over.
5. Dot all your “i”’s with smiley faces.
6. Read the funnies. Throw the rest of the paper away.
7. Dunk your cookies.
8. Play a game where you make up the rules as you go along.
9. Step carefully over sidewalk cracks.
10. Change into some play clothes.
11. Try to get someone to trade you a better sandwich.
12. Eat ice cream for breakfast.
13. Kiss a frog, just in case.
14. Blow the wrapper off a straw.
15. Have someone read you a story.
16. Find some pretty stones and save them.
17. Wear your favorite shirt with you favorite pants even if they don’t match.
18. Take a running jump over a big puddle.
19. Get someone to buy you something you really don’t need.
20. Hide your vegetables under your napkin.
21. Stay up past your bedtime.
22. Eat dessert first.
23. Fuss a little, then take a nap.
24. Wear red gym shoes.
25. Put way too much sugar on your cereal.
26. Make cool screeching noises every time you turn a corner.
27. Giggle a lot for no reason.
28. Give yourself a gold star for everything you do today.

In marketing terms, a value proposition is a clear statement of what a company or organization offers its clients. Like most things in life, simplicity is the key to clarity. The more focused the value proposition, the more effective the resulting communication.

The most powerful statement in the world will lead nowhere, however, if your value proposition is in direct contrast to your organization's core and culture. Nothing breeds disillusionment among your staff and volunteers (and your donors!) than the rank whiff of disconnect. An organization's culture, sometimes defined as how people behave when they think no one is looking, needs to be authentic and in tune to resonate. Inconsistency is the greatest demoralizer. Organizations that live their values are:

• authentic - act and do as they say they do
• receptive - actively interested in their donors' and staff needs and interests
• giving - focused on the needs of their clients first
• prosperous - attract supporters and partners

The more you do something, the better you become at it. This is as true for communications and marketing, as it is for anything else. A marketing expert I read once said, "writing is like flexing your marketing muscle" and I have certainly found this to be true.

The more you write to, talk to, listen to and absorb all you can about your donors, staff and volunteers, the more natural and authentic your communications will become. You will be speaking their language, rather than the clunky, formal org-speak of your mandate, vision etc. This leads to better matches, greater understanding, and more funds raised for the work of your organization. So feel that burn (the good and healthy kind)!

Proving life really does come full circle, I have found an interesting parallel between games of childhood and boardrooms across the nations -- the game of Truth or Dare.

If you've played this game, you know that most of the time, given the choice, people pick Dare. This is because it is easier to risk embarrassment, and to gain admiration through an act of courage or daring, than it is to reveal one's personal feelings and Truths. In fact, our culture rewards daring (and stupid acts of daring) above truth, much of the time.

This revelation came about because I have been immersed lately in a lot of "deep thought" and tough conversations, due to a project I am working on with a client on internal culture as well as a presentation I recently delivered on the importance of building internal teams.

In a nutshell, if you are setting out to change your organization's culture, the most important thing you can do for your organization is to frankly agree to the rules you are going to live by, and have consequences for not doing so. If you approach this by asking what you are prepared to accept, and not accept, you will soon get to the hard truth. This will take your mission statement and list of values beyond a piece of paper and will instead tell your staff, volunteers, donors and the world, what you are all about. It becomes what you stand for and how you do things, and makes decision-making clearer and more decisive. Above all, it gets to the truth of your organization. And exposes the less than truthful very quickly, in other words, the disconnects between what your organization says it upholds, and what it actually does.

Don't get me wrong - a certain amount of daring is necessary too! But looking at ourselves in the proverbial mirror is the most difficult, enlightening, and transforming step we can take. So pick Truth!

p.s. another definition of culture - how people act and what they do when no one is looking.