Nonprofit Spark - Renee McGivern

On this week's show, my guest and I focus on pro bono services that can make a huge difference for non-profit marketing, human resources, technology and other areas that it can be hard to raise money for. Many nonprofits have had mixed experiences with pro bono professionals, though, and are skeptical about seeking them out. It really takes some hard thinking and time to make such relationships work. My guest this week is Aaron Hurst, president and founder of Taproot Foundation (http://www.taprootfoundation.org). Its mission is to lead, mobilize and engage professionals in pro bono service that drives social change. Since its inception in 2001, the foundation has connected some 3,000 nonprofits to pro bono consultants and has compiled everything its learned into a new book, Powered by Pro Bono: The Nonprofit's Step-by-Step Guide to Scoping, Securing, Managing and Scaling Pro Bono Resources (http://www.poweredbyprobono.org). It really is a "how to" book for nonprofits of all sizes who want to increase income through donated services. Taproot Foundation works with nonprofits in Chicago, Los Angeles, New York City, San Francisco Bay Area, and Washington, D.C. But even if you're not located in any of those cities, you can still benefit from Taproot Foundation experience by listening to this interview with Aaron, by reading the book, and by checking out the organization's website at taprootfoundation.org (http://taprootfoundation.org). As you listen to the interview, start thinking about what you dream of accomplishing in the next 12-18 months. It all is possible with pro bono consultants! Dream big and enjoy the show.

The interview I did a couple weeks ago with the executive director and board president of award-winning Cape Fear Literacy Council reminded me of the need to do a show about board learning again. The most common trait of the successful organizations I've interviewed is that the staff and board are always learning: they evaluate what's working and not working about their programs and services. They measure the impact of what they're doing. They pay for training. And most do a board self-assessment of some kind at least annually. On this show, my guest and I talk about why you should do a board assessment and then we review a number of possible assessment tools so you don't have to start from scratch. The idea is to select one or put two of them together that you think will end up giving you useful information to make your board better. My guest is Dr. Debra Beck, a consultant and author with nearly 30 years experience serving on, and consulting with, nonprofit boards. Debra is based in Laramie, Wyoming and she started a blog called the Laramie Board Learning Project (http://www.boardlearning.org)to encourage community leaders to embrace their responsibilities and shape the future of their organizations. This is another "show and tell" show which means we're going to send you to a website where you can follow along with us as we review the various assessment tools. So, please go to the Laramie Board Learning Project at boardlearning.org (http://www.boardlearning.org)to review the October 29 blog post where Debra lists and links to a number of assessment tools. Enjoy.

One of the biggest challenges non profit leaders face is growing the individual donor base. It's not unusual for them to be quite sophisticated about raising money from "professionals" at corporations and fundraising and then to be far less skilled at building relationships with individual donors. On this show, I speak to the founder of a nonprofit that has increased giving from individuals by 70% within a few years. They raised $593,000 from 443 donors in 2009 and by the end of 2011, were raising $1,010, 324 from 613 donors. So, what happened? Eric Howard is the founder and CEO of Outreach, Inc (http://www.outreachindiana.org)., a Christian ministry with the mission of equipping and empowering homeless teens and young adults to achieve stability and life transformation. It's based in Indianapolis, Indiana. Eric tells an extraordinary story about a shift in his thinking about individual donors and money, and how he now spends so much more one-on-one time with his donors. It doesn't matter whether you're religious or an atheist, the main thing to get from this show is how important it is for you to figure out a context for approaching donors that works for you, that empowers you so you get over your fear about talking to individual donors. Eric's epiphany came after reading the book, A Spirituality of Fundraising (http://www.henrinouwen.org/Spirituality_Series/Fundraising/Fundraising.aspx)by Henri Nowen. Perhaps as you listen, you'll want to order that book. No matter. My hope is that this interview causes you to think about how individual fundraising can become a natural self-expression for you. - Host Renee McGivern

What do leaders of an award-winning non-profit sound like? Listen to this show and you'll hear an executive director and her board president talk about how they work together and how they engage their board. You'll find out how relentless the staff and board is about building relationships with nonprofits, colleges, businesses, and government agencies to identify people who aren't literate and get them help. Finally, you'll learn how creative they are about using the media and even coffee beans to draw attention to their organization and the problem of illiteracy. My guests this week are Linda Patton Lytvinenko, the executive director of Cape Fear Literacy Council (http://www.cfliteracy.org/about/why-were-here/), and her board president, Karen Pappas. Cape Fear Literacy Council provides adults with free and confidential instruction in reading, writing, spelling, math, computers and communicating in English and serves between 450 and 500 adults each year. It's based in Wilmington, North Carolina. Cape Fear Literacy Council just won the Nonprofit Sector Stewardship Award from the North Carolina Center for Nonprofits for using exemplary practices in their stewardship of the community's trust and resources. I've no doubt that you will agree they deserved this honor after you listen to this interview.

This week's show is a delightful interview - it's true! - about charitable solicitation rules and the people who make sure nonprofits are operating legitimately. You'll learn about filing the right paperwork with the right people but also, there is new information here for even the most seasoned fundraisers. My guest is Kristalyn Loson of the Venable law firm (http://www.venable.com/nonprofits/publications)in Washington, D.C. She says that if you solicit or receive donations from people in other states, you must know whether you have to register your nonprofit in multiple states to legally raise money there. This relates to mailed letters and thank yous, and Internet fundraising. She describes the Charleston Principles (http://www.afpnet.org/ResourceCenter/ArticleDetail.cfm?ItemNumber=3309 (http://www.afpnet.org/ResourceCenter/ArticleDetail.cfm?ItemNumber=3309)) which focus on Internet fundraising. And did you know you may be randomly selected for a review of your fundraising materials to see if you're making fraudulent claims? Kristalyn describes this new initiative of the Better Business Bureau's (BBB) Wise Giving Alliance which is starting to aggressively root out bad charities. Finally, my guest says there is good news for nonprofits who spend hours each year filling out legal paperwork so they can operate and fundraise in other states. The National Association of State Charity Officers announced a new pilot project this month to streamline this filing process with a single online form! To Kristalyn, who's practice focuses on nonprofits and associations, this news was exciting as for an Apple customer finding out about a new mobile device. It's a big deal! This is an energetic show about rules that you cannot afford to be ignorant about.

There is more and more pressure on nonprofits to address strategic questions like, "What long-term impact are we having on the people we serve?"and "What do we want this community to look like as a result of our work?" and finally, "How will we track our progress?" My guest this week runs a Boston-based non-profit that was created some six years ago from the merger of two historic and well-known Boston nonprofits that served low-income women. This show is a really interesting look at how that merger breathed new life into the staff and board, and created the need to initiate evaluation processes to measure their achievements. Beth Babcock is president and CEO of Crittenton Women's Union (http://www.liveworkthrive.org), an organization that transforms the course of low-income women's lives so that they and their families can achieve economic independence. We discuss how the merger raised big questions, caused a new strategic direction, and prompted evaluation activities that involves the entire staff. During our interview, she mentions a practical book about evaluation that she uses a lot. Leap of Reason: Managing to Outcomes in an Era of Scarcity by Mario Morino can be ordered from Amazon.com. This is one of those shows that is rich with ideas for what you can do to incorporate evaluation and become a learning and risk-taking organization.

This week's show is a "show and tell" show so my guests will talk about their annual report and we'll view it online at the same time. Nonprofit annual reports have been receiving a lot of attention lately in the nonprofit sector. With the increasing conversation about community engagement, instigated in part by the advent of social media, more non-profits are asking themselves, "Has it been wise to eliminate our annual report or merely post a pdf version of it on our website? Is it realistic to expect people to jump online to find out how we're doing? And finally, how can we be more a more transparent and engaging nonprofit?" Many of us are figuring out that there still is a place for printed and mailed annual reports and newsletters. E-newsletters are for quick, timely content. Web pages are for brief, useful content. And print newsletters and annual reports are for longer story telling and providing context about organizations. Altogether, online and print content reinforce your organization's brand and unique place in your community. So what if you chose to spend more money on your annual report and created something so enticing, interesting, and celebratory that your donors, volunteers, and stakeholders can't resist reading it when it arrives in their mailboxes? My guests on this week's show have created an annual report just like that. View their annual report (http://www.openarmsmn.org/aboutus/publications/scoopannualreport/) as we talk about it. Susan Pagani is the communications director and Kelly McManus is the creative director of the Open Arms of Minnesota, (http://www.openarmsmn.org/aboutus/publications/scoopannualreport/) a nonprofit that delivers meals to the chronically ill. You may recall that I interviewed their associate director, Jennifer Van Wyk of Open Arms of Minnesota back in March of 2012 about how the organization was dealing with the theft of thousands of dollars by a trusted employee. It's an extraordinary interview about crisis communications. This time, Susan and Kelly describe their annual report goals and theme, how they go about pulling together text and infographics, what their donors say about the report, and how the report supports the brand of Open Arms of Minnesota. I hope these women inspire you as much as they do me. interview about crisis communications http://webtalkradio.net/2012/03/19/nonprofit-spark-–-nonprofit-crisis-management-best-practices-dealing-with-fraud-031912 (http://webtalkradio.net/2012/03/19/nonprofit-spark-–-nonprofit-crisis-management-best-practices-dealing-with-fraud-031912)

A few weeks ago, I interviewed Andrea Berry of Idealware about choosing donor software. She provided very useful advice about that but I did not get into issues about how making sure the database is secure, how you determine who has access to it, and even more broadly, what kinds of rules nonprofits should have about appropriate use of computers and software, how they'll handle information located on both personal and work computers and so on. So on the heels of that interview, I decided to call my friends at CliftonLarsonAllen (http://www.cliftonlarsonallen.com)to find someone I can talk to about standards for using technology. I'm pleased to say that I discovered Randy Romes, a principal at CliftonLarsonAllen, who specializes in information security. He works with clients to test their systems, do risk and security assessments, and he helps executives understand complicated IT issues and challenges. He is a nationally recognized expert on technology-related issues with hundreds of public engagements, interviews and published articles. I think you'll find that we make IT issues easy to listen to and ponder as you apply what we discuss to your own organization.

Are you ready to write a grant proposal? Not without a statement of need that compels the grant maker to pay attention to why your organization matters in the community you serve! Here's an example of a part of a simple but attention-getting statement of need about a new nonprofit serving youth after school. The youth at the schools we serve come from predominantly disadvantaged households with 75-95% qualifying for free or reduced lunch. The majority of students in these schools, and in our programs, are African American or Latino. Additionally, at least 85% of the students in our programs live in a single parent household and 65% return to an empty home at the end of the day. Nationally, on school days, 3-6pm are the peak hours for teens to commit crimes, be victims of crime, and smoke, drink and use drugs. This statistic rings true for New York City as well - the highest rates of arrests of juveniles committing violent crime (20%) and youth victimized by crime (25%) occur during this time period. It is absolutely vital to have safe, productive and educational after school programs for middle and high school students in New York City; this is what we provide. My guest this week is a grant writer who works with nonprofits throughout the US and a big part of his job is helping them articulate this statement of need. He says it is the most important component of the grant proposal. Aaron Rome (http://www.aaronrome.com)has been a grant writer and even a grant maker for 17 years. His fundraising experience started in his mid-20s when he founded a nonprofit aimed at improving education at urban high schools. On this show, he talks about what you need to write a compelling statement of need and also, what to look for when hiring a grant writer for your organization. And no, you do not pay a grant writer a percentage of a grant you receive. You pay him by the hour or project as you would any other fundraising consultant.

This week, we focus for the first time on donation software and what you need to be thinking about as you prepare to invest in it. I don't think there's anything that impedes productivity like a software that is hard to use when it comes time to start a fundraising campaign or produce reports about it. For new non-profits, this show will help you move away from your spreadsheets and use something more multi-dimensional. For emerging organizations, this show will help you think about how much more donor information you need to ramp up individual and major gifts fundraising. My guest this week is Andrea Berry, director of partnerships and learning with Idealware (http://www.idealware.org), a nonprofit that provides thoroughly researched, impartial and accessible resources about software to help nonprofits make smart software decisions. Andrea oversees fundraising and training activities, including the Field Guide to Nonprofit Software, sponsorships, corporate and individual giving, grants management and online seminars. We discuss what kind of fundraising reports you need, who should be involved in choosing a software, and we even touch on integrating the separate volunteer, event and donor spreadsheets and databases your staff may be using.

It's the Labor Day holiday in the U.S.and so I'm taking a break from my work by repeating one of my favorite shows. Believe it or not, it's about managing cash flow. The thing I love about this show is that my guest, who is a CPA specializing in nonprofit accounting, shares from his direct experience as a board member of a youth service organization. Most leaders of active non-profits produce a monthly balance sheet and income statement. However, many don’t produce a cash flow projection which tells executives and board members if they’ll have enough cash in the bank to cover the bills every month. On this week’s show, my guest and I discuss why managing cash flow and using a projection is so helpful. For instance, you won’t panic when you see a deficit on your next income statement. You’ll anticipate when you’ll need to borrow cash, and you’ll know how much your line of credit needs to be at the bank. And you won’t operate under the illusion that you’re rich when most of the money in your bank account is not for general operating expenses. Jon Hoffmeister is a CPA and partner with CliftonLarsonAllen (http://www.cliftonlarsonallen.com), our Nonprofit Spark sponsor. He has more than 20 years experience assisting nonprofits, colleges and universities, and closely-held businesses. Jon has been serving on the board of a community youth service agency for more than 10 years, and has been treasurer and finance committee chair much of that time. His financial leadership of the agency earned him statewide recognition for outstanding dedication in helping youth, and for his appreciation for the challenges facing non-profit managers. On this show, Jon uses his practical experience with this agency to highlight his key points about managing cash flow. Even the most financially-phobic non-profit leaders will understand this show! A great companion Nonprofit Spark episode to this one is Understanding a Balance Sheet (http://webtalkradio.net/2011/02/21/nonprofit-spark-–-understanding-a-nonprofit-balance-sheet-022111/) from February of 2011. No kidding, I still see downloads of this show and the balance sheet we discuss several times a week, it's that helpful!

Nonprofit mergers are being explored throughout North America as a way to address funding cuts, strengthen services, increase operational efficiency and even, pending executive director retirements. In Minnesota, more than nonprofits have already merged, or the better term is "realigned." A new report was issued this summer about a study of 41 direct service organization mergers that occurred in Minnesota from 1999 to 2010. The study, Success Factors in Nonprofit Mergers, was a joint project of MAP for Nonprofits and Wilder Research, both based in St. Paul. There is a lot experience embedded in this report of value to nonprofits everywhere who are considering realignments. Leaders of new nonprofits might consider exploring opportunities to realign with older ones where retirements are pending. And leaders of emerging nonprofits may use realignments as a way to expand the scope and reach of their services. My guest this week is Renae Oswald-Anderson, director of redesign services for MAP for Nonprofits (http://www.mapfornonprofits.org). Her organization has completed 65 realignments affecting 120 organizations since 2007. It also provides management consulting and services, and board recruitment and training, and has done so for more than 30 years. On the show, Renae and I talk about what nonprofit executives and boards need to consider when exploring a realignment. You'll notice that the primary driver of successful realignments is not finances, but rather, how the merged nonprofits will better serve changing community needs.

On this week's show, I return to my favorite topic - fundraising. Many, many organizations - even 30, 40 or 50 years old - are not encouraging donors to remember the organization in their wills. It's a huge lost opportunity and yet, planned giving can be an easy and natural fit into the fundraising and communications you're doing now. It does not have to be complicated and it can be about gifts for today and tomorrow. My guest this week is Michael J. Rosen, a certified fundraising executive, and President of ML Innovations, Inc (http://www.mlinnovations.com/), a fundraising and marketing consulting firm based in Philadelphia. He's the author of the bestselling book, "Donor-Centered Planned Gift Marketing." (http://www.amazon.com/dp/0470581581/?tag=mlinn-20)He also is an adjunct professor at Drexel University where he teaches a course on advanced fund development. Finally, he is a recipient of the prestigious Skystone Prize for Research in Fundraising and Philanthropy from the international Association of Fundraising Professionals. You'll come away from this show with just enough information to talk internally about how to incorporate planned giving into your current fundraising program and to get started. A great companion Nonprofit Spark episode is Planned gifts and endowment primer (http://webtalkradio.net/2011/09/19/nonprofit-spark-–-planned-gifts-and-endowment-primer-091911/)which aired on September 19, 2011.

There are hundreds, if not thousands, of volunteers right now across North America who have begun work on fall special events and related silent auctions. This show is designed to help all of you boost your success at the silent auction, once you've got the items in hand and people at your event. We're honing in on this: What are you doing to market the items in your silent auction room? For instance, are you using a sound system to make announcements about items and is the lighting subduing or supporting buying? You'll get some very practical ideas for marketing your items on this show and raising more money. My guest this week is such an expert about silent and live auctions that I just had to have her back on the show this week. Sherry Truhlar is president of Red Apple Auctions (http://www.redappleauctions.com). She is a charity auction educator and onstage auctioneer. She also is a certified meeting planner. She has worked with nonprofits on some 300 events and is a walking, talking, and lively idea machine about auctions. You may want to listen to the interview I did with her last October, Handheld Bidding Devices (http://webtalkradio.net/2011/10/24/nonprofit-spark-–-102411/), which also is lively and packed with ideas. That show aired the week of October 24, 2011.

The show this week is about cause-related marketing, that unique relationship between a nonprofit and a for profit who both benefit from associating with each other and together, generate revenue for the nonprofit. You may be familiar with the recent cause-related campaign between Coca Cola and the World Wildlife Fund. They joined forces to raise awareness and money through the Arctic Home campaign that focused on protecting the polar bear's natural habitat. The campaign ran from November 1, 2011 through March 15, 2012. For the campaign, Coca Cola changed 1.4 billion of of their Coke cans to white matched donations from customers who supported the World Wildlife Fund by texting the package code off of their can and a donation. The company was willing to match up to $1 million in texted donations through the period of the campaign. Now, that's a big example of cause-related marketing for an international organization, but you can look around your own area to find more local examples. These can be highly effective relationships that make a big financial difference for a nonprofit. So what are the basics you need to know before you consider cause-related marketing? What pitfalls should you avoid? How is this different from company sponsorships? I have two attorneys on the show this week from the Venable law firm (http://www.venable.com/nonprofit)and it's main office in Washington, D.C. It has a large nonprofit practice. Kristalyn Loson as an associate in the firm's Regulatory Practice Group. She focuses primarily on nonprofits and associations, and legal issues related to charitable giving. She's joined on the show by her colleague, Jonathan Pompan is Of Counsel at the Venable firm; he focuses on providing legal advice and regulatory advocacy for companies, nonprofits and associations. Together, they encourage due diligence before embarking on a cause-related marketing campaign.