FUNDRAISER’S FRIDAY
‘Fundraisers Friday,’ is the must-watch series for fundraisers serious about fundraising. Whether you’re just starting out or looking to elevate your current efforts, this series is packed with actionable takeaways to help you secure grants, inspire donors, inspire yourself, and reach new levels of revenue for your organization. Fundraising is one of the most challenging professions and the amount of support provided externally and internally is often limited. We’re Live each Friday for you! Don’t miss your chance to transform your fundraising – tune in to ‘Fundraisers Friday’ on The Nonprofit Show– build knowledge, build confidence, and lead your nonprofit to the next level of financial success!
The world of grants for nonprofits, with Julia Patrick and Tony Beall, in a dynamic Fundraisers Friday learning episode, “Grant Writing and Readiness.” Packed with actionable and powerful takeaways, this informative conversation is your gateway to mastering the art and science of grant writing, regardless of your nonprofit's size.
Julia kicks off with a wise reminder: “Grant writers are amazing human beings—they’re the oil in the machine of nonprofit success.” From there, Tony, aka “Mr. Nonprofit Consultancy,” shares his expertise on navigating grant cycles, taking some of the mystery out of the intimidating grant process, and showing how to leverage those relationships for long-term success. He offers up, “A grant is the perfect combination of style and substance. It needs to tell a story and evoke an emotion while delivering hard data and measurable outcomes.”
Key points thoughout the conversation include understanding the importance of grant cycles, the benefits of digitized grant portals, and how to handle rejection with grace and determination. Tony speaks to the value of collaboration: “Funders are looking for solutions that make the most impact—building relationships and collaborating with other organizations can open doors you never anticipated.”
Whether you're crafting your first grant application or refining your strategy, this episode offers insights to transform your approach.
Are monthly giving plans a stable, sustainable revenue source for nonprofits?
Explore the options and issues with cohosts Julia Patrick and Tony Beall. These plans, often overlooked, are essential for building consistent support and cultivating a pipeline of engaged donors. Julia kicks off by noting, “I think this is the secret sauce to a lot of really successful organizations.” Monthly giving allows organizations to focus on donor engagement without the intense efforts required for one-time donations.
Tony elaborates on the evolution of giving methods, observing, “The core values and foundation of this work haven’t changed, but technology has transformed how we approach it.” From the early days of pledge cards to today’s seamless online options, technology has empowered even small organizations to implement effective monthly giving programs.
As the discussion progresses, they highlight the critical role of stewardship in maintaining donor relationships. Tony explains, “You tend to have as much as 85 to 90% retention with robust programs.” This high retention underscores the importance of making monthly donors feel valued and part of a community. Whether by offering project-based updates or mission-centered communication, nonprofits can maintain engagement and encourage future involvement, potentially elevating monthly givers to major contributors.
Both cohosts agree that supporting staff, board members, and volunteers in promoting these programs can further strengthen results. With creative incentive programs, nonprofits can foster a team-driven approach, making monthly giving a core part of fundraising strategy.
#MonthlyGiving #DonorEngagement #NonprofitSuccess
Exploring the nuances of what it takes to succeed as a nonprofit fundraiser, especially in an evolving sector that is increasingly professionalized. In this Fundraisers Friday episode, Julia Patrick and Tony Beall chat about the rewarding yet challenging world of professional fundraising. Julia sets the beginning tone with a meaningful reminder in light of today’s tumultuous times. . . . “We’re going to need professional fundraisers now more than ever.”
Tony shares that nonprofit work wasn’t always viewed as a career path; rather, “a lot of us just kind of stumbled into this work.” Now, nonprofit professionals can earn a solid wage and receive specialized education. Both hosts emphasize the importance of core competencies—like ethical integrity, relationship building, and data analysis—to excel in this field. Tony comments, “To be a successful fundraiser, you have to have a high level of integrity and just, you know, ethics beyond question.”
A key part of their conversation is the value of persistence in a role known for its high turnover. Julia points out that many fundraisers only stay in one job for an average of 18-19 months, yet Tony reassures aspiring fundraisers with a can-do spirit, saying, “I believe all things are possible when we communicate in a way that ensures all things are possible.”
These two don’t just provide advice; it’s a call to action for fundraisers to be adaptable, passionate, and resilient in an often-demanding role. Whether you’re new to the field or a seasoned pro, this discussion will reenergize your commitment to making a difference.
#NonprofitLife #FundraisingSuccess #ProfessionalFundraiser
The delicate and often overlooked subject of compensation for nonprofit fundraisers! With hosts Julia Patrick and Tony Beall. The Fundraiser’s Friday duo highlight the wide spectrum of pay scales in the sector, ranging from entry-level salaries of $40,000 to executive roles reaching $180,000, with Tony emphasizing the importance of transparency. He says, "We’re seeing more organizations list salary ranges in job postings, and that transparency saves everyone time." This transparency, he suggests, could aid nonprofits in attracting talent and cultivating a healthy work environment, especially as the labor market tightens.
The enlightening chat also digs into the benefits nonprofit organizations can offer to attract and retain talent, such as flexible work arrangements and reduced dress code expenses for remote employees. Julia reflects, “We have these nickel-and-dime expenses, like dry cleaning and transportation, that working from home can alleviate.” And Tony speaks about the sector's shift towards professionalism and equity: “If you want the best talent, you need to offer packages that meet people where they are in life.”
#NonprofitCompensation #FundraisersFriday #NonprofitTransparency
How to handle unhappy donors and turn their dissatisfaction into renewed support, with Fundraisers Friday co-hosts Julia Patrick and Tony Beall. Whether it's over-solicitation, poor communication, or shifting priorities, understanding why donors frown and how to respond is crucial for every nonprofit.
Tony Beall shares key insights on identifying and addressing donor concerns, emphasizing, “We hope to develop that kind of relationship where a donor can call, text, or even send a carrier pigeon to let us know when they're not happy.” Julia Patrick reflects on the importance of feedback, admitting, “I don’t think I’ve ever been queried or asked for feedback as a donor. It’s shocking when you think about it.”
Watch as as we explore how nonprofits can proactively prevent donor dissatisfaction and maintain strong, transparent relationships.
The right board involvement can demystify fundraising, turning what might seem like a daunting task into a more manageable and impactful team effort. From this lively session, expect to learn a lot about the sometimes complicated, yet critical, role of engaging nonprofit boards in fundraising, with cohosts Julia Patrick and Tony Beall. This discussion revolves around the vital understanding that fundraising is a "team sport," as Tony aptly puts it. Together, they focus on the theme that board members play a significant role in an organization's ability to secure and sustain funds, but often, there's confusion about what fundraising truly is—and what it’s not.
Julia strikes the early tone by sharing her personal reflections on her decades-long involvement in community fundraising and board service, describing how much she could have done differently with the right knowledge. She says, "I looked at the different decades of my life and what I could have done better, and what I did well.", reflecting the importance of continuous learning for board members to become more effective in their roles.
Tony builds on this as they go on, explaining that while many board members feel a fear of fundraising, they can still significantly contribute by playing roles that don’t involve the daunting task of asking for money. He introduces four key roles board members can adopt: the Prospector, the Cultivator, the Solicitor, and the Steward. "You can support your organization from the launching pad to landing," Tony says, which shows the flexibility in how board members can engage in the fundraising process.
“Your branding is more than a flashy logo and tagline. It’s about how your messaging connects with your community and builds trust over time.”, says Tony Beall, with cohost Julia Patrick.
Their discussion explores the holistic nature of nonprofit branding, emphasizing that a strong brand is about more than just a flashy logo or a catchy tagline—it’s about creating genuine, long-lasting trust with the community and potential investors.
Tony makes it clear that nonprofit branding must resonate deeply with the communities being served. This connection is crucial for fundraisers, who are often the face of the organization, and are on the front lines engaging with donors, investors, and community members. The conversation shines a light on the understanding that brand credibility is built not only through visuals but through the entire organizational culture, ethics, and consistent, transparent storytelling.
The two also touch on the role of internal collaboration in branding. Tony advocates for including fundraisers and frontline workers in branding decisions, as their daily interactions with the community offer invaluable insight into the organization's image and impact. The pair also highlight milestone marketing—celebrating organizational achievements like anniversaries—as a powerful way to underscore trust and show longevity and success in service.
You’ll appreciate how and why branding in the nonprofit world must be multi-dimensional, touching every part of an organization’s operations and outreach. The goal is not just to be seen but to be trusted, and that requires thoughtful, ongoing effort across all communications and actions.
How to diversify revenue for nonprofits, with advice centering on being strategic, assessing the market and the organization’s capacity, and ensuring the board and leadership are aligned on the goals of diversification. Cohosts Julia Patrick and Tony Beall talk about the significant pressure fundraisers face, not only in securing donations but also in ensuring that funds are received. This ongoing challenge is compounded when nonprofits rely too heavily on one source of funding, such as a single donor or government grants, which creates vulnerability if those funds suddenly decrease or disappear.
Julia and Tony discuss the practical side of diversification, illustrating the dangers of relying on a singular revenue stream. Tony recounts a story of a nonprofit that faced a sudden 40% cut in state funding, forcing the organization to scramble for new funding sources. He reminds the audience that diversification isn’t just about spreading out revenue sources evenly, but about planning for sustainability and reducing risk.
The informative (and fun) conversation touches on various avenues of diversification, from special events and major gifts to peer-to-peer giving and recurring donations. Tony explains that nonprofits should assess their team’s strengths and existing data to decide which methods to pursue. While certain channels might offer high returns, like a successful annual gala, others—such as small events—can serve as an important introduction to the organization. Tony also speaks to the importance of cultivating relationships with event attendees beyond the event itself, ensuring that nonprofits leverage the opportunity to engage and steward donors.
This practical thinking session reminds nonprofits to plan ahead, avoid over-reliance on any one source, and embrace opportunities to grow in sustainable, varied ways.
From the pressures of meeting goals to the high-stress demands of fundraising, this conversation centers on how important it is to integrate wellness into the culture of nonprofit organizations. Cohosts Julia Patrick and Tony Beall look into an essential topic that’s often overlooked in the nonprofit sector: the wellness of fundraisers!
Julia kicks off the discussion with a candid reflection on how a short holiday break can sometimes feel more like an extra burden than a relief, saying, “Sometimes I feel like that day off just creates, like, two days more of work and stress.” This observation sets the stage for an informative conversation about the mental and physical wellness challenges that fundraisers face, especially when their schedules get jam-packed with both external demands and personal expectations.
Tony speaks about the growing recognition of the need for wellness initiatives in the workplace, stating, “Folks, employers, employees are willing to look at ways to invest in our wellness both body and mind.” He points to the shift happening in organizations where wellness is becoming not just a perk but a priority.
As they continue, Julia mentions a significant issue: fundraisers are often left out of wellness conversations, leading to burnout and turnover, commenting, “We don’t talk about this enough with our fundraisers. And then we wonder why they’re burned out and leaving.”
Tony adds that wellness should be part of professional development, not an afterthought. He offers, “It does start at the top, and it is something that is super important.” Leadership's role in fostering a culture where wellness is prioritized is pivotal, and Tony goes on to encourage nonprofits to embrace low-cost wellness options, like mindfulness apps or group activities, that can still yield a high return on investment for both the team and the organization.
In this fun and informative episode, the message is clear: wellness isn’t just about reducing stress occuring now or adding perks. It’s about creating a sustainable, supportive environment where fundraisers—and the entire team—can thrive. As Julia eloquently concludes, “Stay well, so you can do well.” It’s a call to action for nonprofit leaders to invest in the well-being of their teams, ensuring long-term success for both individuals and the causes they serve.
Preparing for your annual performance review is a critical process that can shape your career trajectory, especially in the nonprofit sector as a fundraiser. It involves setting clear goals, documenting your achievements, advocating for yourself, identifying growth opportunities, and maintaining open lines of communication with your supervisor. During this episode of Fundraisers Friday, cohosts Julia Patrick and Tony Beall offer guidance on how to approach this important conversation.
Start Early: The Importance of Goal Setting
Tony starts with emphasizing the necessity of setting clear goals and objectives well before the review process begins. Without a defined set of expectations, it’s challenging to have a meaningful discussion about performance. Whether you’re working in a small nonprofit or a larger organization, having these goals in place is crucial. If your organization doesn't already have a structured review process, Tony advises taking the initiative to propose one. By bringing examples and frameworks to your reviewer, you can advocate for a process that allows both you and the nonprofit to improve.
Documenting Achievements: Keep Track of Your Successes
Throughout the year, it's essential to document your accomplishments and any challenges you've faced. This practice not only helps in preparing for your review but also ensures that you can accurately reflect on your performance. Tony suggests maintaining a folder—whether digital or physical—where you collect evidence of your achievements, such as meeting fundraising goals or overcoming donor obstacles. This documentation will be invaluable, as it can provide concrete examples of your contributions.
Self-Advocacy: Be Prepared to Highlight Your Value
One of the big tips from the discussion is the importance of self-advocacy during the review process. Julia and Tony both stress that you should not be afraid to "get your own flowers"—in other words, to recognize and promote your successes. This includes preparing a self-assessment that not only lists your achievements but also explains the strategies and efforts that led to those successes. This approach can help counter any perceptions that your success was merely due to luck.
Addressing Challenges and Seeking Development Opportunities
Another important aspect of the review process is identifying areas where you can improve and seeking out professional development opportunities. Tony encourages us to be proactive in suggesting solutions and asking for the resources we need to grow. This could include training programs, mentorship, or other forms of professional development that will help you excel in your role and contribute even more effectively to your nonprofit.
Handling Feedback: Preparing for Criticism
Receiving feedback can be daunting, and Tony offers that the best review processes are those where there are no surprises. By having ongoing conversations with your supervisor (s) throughout the year, you can ensure that you’re on the same page regarding your performance. This regular communication reduces the likelihood of unexpected feedback during your annual review and helps you approach the process with confidence.
By following the steps offered on this episode of The Nonprofit Show, you can turn your performance review into a positive experience that helps you advance in your fundraising career.
A comprehensive overview of nonprofit donor portfolio management, exploring the need for tailored approaches, technological investment, succession planning, and transparent reporting to ensure successful fundraising efforts.
With co-hosts Julia Patrick and Tony Beall, the discussion begins with a fundamental question: what is a donor portfolio? Tony explains that a donor portfolio is essentially a collection of data on donors, including communication history, gift history, personal details, and more. This data helps nonprofit organizations segment their donors, tailoring their approaches based on donor levels, relationships, and other factors.
Tony emphasizes the importance of tailoring portfolios based on donor gift levels, noting that higher-level donors often require more time and personalized attention. Julia highlights the human aspect of donor management, sharing an example where a development officer insisted on managing certain donors due to shared cultural ties.
The conversation shifts over to the role of technology in donor portfolio management. Tony points out that investing in technology is crucial for nonprofits, enabling them to efficiently manage donor data, track interactions, and segment their donors. He describes that while small organizations might rely on spreadsheets, investing in comprehensive donor management systems can greatly enhance their operations.
Succession planning is another critical aspect of donor portfolio management discussed. Given the high turnover rate in fundraising positions, Tony stresses the importance of maintaining detailed records and historical data, ensuring continuity and a smooth transition when new team members take over, and most importantly, preserving the organization's relationships with its donors.
Finally, the hosts touch on the importance and sometimes internal dynamics of reporting in donor portfolio management. Tony advocates for transparency and regular reporting, viewing it as a team-building exercise rather than a punitive measure. He suggests that sharing individual goals and progress can foster a supportive environment where team members help each other succeed.
Explore the nuances of maintaining and nurturing donor relationships, particularly when donors are geographically distant in this episode of "Fundraisers Friday," with cohosts Julia Patrick and Tony Beall.
Tony begins with his ideas on adapting communication strategies to align with donor preferences, whether through phone calls, video conferences, or digital communication like video clips and PDFs. He describes the importance of understanding how each donor prefers to communicate, with Julia agreeing that this understanding is essential for effective engagement. Julia also brings up the idea that video conferencing might offer a more personal connection compared to phone calls, especially in reading facial cues and emotions, which Tony supports.
Julia and Tony both underline the value of affirmation in donor relationships, with Tony suggesting that recognizing and affirming donors’ contributions can empower them and strengthen their commitment to the organization. Julia builds on this by saying that such affirmation is crucial, especially in times when fundraisers might feel isolated or uncertain about their efforts.
This fun chat between the two also digs into the evolving role of technology in fundraising. Julia and Tony share a common thread in their openness about using tools like ChatGPT to explore new strategies, demonstrating a pro-active approach to learning and adapting. They go on to discuss how even simple digital content, like video clips, can have a profound impact on donor engagement by showing the real-time impact of their contributions.
Julia raises point about engaging with donors on social media, cautioning that while some donors may enjoy public recognition, others might prefer a more private approach, stressing the need for fundraisers to be mindful of donor privacy and to tailor their communications accordingly.
The often-controversial topic of incentivizing fundraisers. A pointed discussion revealing the complexities and challenges nonprofits face in retaining top talent in fundraising roles, where turnover rates are alarmingly high, with the average tenure of a professional fundraiser lasting only 16 to 19 months. Hosted by Julia Patrick, CEO of the American Nonprofit Academy, and Tony Beall, a renowned thought leader in the nonprofit sector
Tony starts with the comment that before even considering incentives, organizations must establish clear policies, processes, and measurements for success. He metaphorically refers to incentives as "the icing on the cake," explaining that the foundational layers—such as well-defined job descriptions, performance metrics, and annual reviews—are critical to creating a meaningful incentive structure. Tony’s approach is rooted in practicality and experience, citing that incentives alone cannot solve the retention problem if these basic elements are missing.
A key takeaway from this enlightening chat is Tony's focus on creating a "workplace of joy," a concept often overlooked in traditional discussions about incentives. He highlights the importance of fostering an environment where employees feel valued, motivated, and happy, which can be a powerful incentive in itself. As Tony puts it, "Creating this workplace and just a place of joy is a huge incentive for folks."
The conversation also explores the broader impact of organizational culture on fundraising success. Julia reflects on the disconnect between the board's focus on revenue goals and the day-to-day realities of fundraisers, who are often judged solely on their ability to meet financial targets. This binary approach, where fundraisers either "win or lose," contributes to the high turnover and dissatisfaction in the field.
Tony and Julia agree that a holistic approach is needed—one that includes both financial and non-cash incentives, such as time off, volunteer days, and professional development opportunities. They discuss the potential for personalized incentives, acknowledging that what motivates one individual may not work for another. The challenge, as Tony notes, is to find a balance that ensures equity and access across the organization.
The balance of maintaining healthy donor relationships while being prepared to make tough decisions when necessary. This robust conversation sheds light on the delicate balance between donor engagement and organizational integrity. Our cohosts talk about how to create comprehensive gift acceptance policies and to handle donor releases with respect and transparency.
Cohosts Julia Patrick and Tony Beall jump into a challenging topic: when is it okay to release a donor? Julia begins by recalling the concept of "bless and release," introduced to her by Terry Axelrod, which emphasizes letting go of donors who no longer align with the organization’s goals or values.
Understanding the Concept of Releasing a Donor
Tony Beall shares his thoughts on the subject, highlighting the importance of maintaining donor relationships but recognizing when it's necessary to part ways. "I'd like to think of it more as redirecting a donor than releasing a donor," Tony says. He emphasizes the importance of redirecting donors to other organizations where their interests and values might align better.
Julia and Tony agree that parting ways with a donor should be handled with dignity and respect. Tony stresses, "When we talk about releasing a donor, it's important to do so with the highest level of dignity and respect for the individual."
Scenarios That Might Lead to Releasing a Donor
The conversation then shifts to specific scenarios that might necessitate releasing a donor. Tony points out that issues often arise with higher-level donors who may overstep their boundaries. "A high-level donor might want to make decisions around staffing or the direction of a program, which can blur the lines of their contribution," he explains. Julia adds an example from her community, where a major donor’s source of wealth conflicted with the organization’s values, leading to a refusal of a transformative gift.
Handling Controversial Gifts
The two touch on how organizations handle controversial gifts. Julia shares a story about a donor whose substantial gift was debated due to the nature of his business. The board ultimately decided against accepting the donation, despite its potential to transform the organization. Tony suggests that having a clear gift acceptance policy can prevent such conflicts.
Donor Agreements and Ethical Considerations
Tony and Julia discuss the value of donor agreements, particularly in naming rights and major gifts, to protect both the organization and the donor. Tony highlights, "Whenever I've been involved in naming anything, there has always been a donor agreement with clauses for various scenarios."
This learning segment will give you empowering insights into how to overcome nonprofit donor’s objections to donating by fostering more genuine relationships, transparency, and finding opportunities for mutual understanding.
Co-hosts Julia Patrick and Tony Beall begin with emphasizing the importance of addressing the pain points of fundraisers. Tony highlights the significance of viewing objections as opportunities, setting a positive tone for the conversation.
Tony shares insights from his professional development experience at the Museum of Tolerance, where he learned the importance of reframing information and taking a moment before responding. Julia appreciates this approach, noting that it helps shift the mindset from stress to opportunity. Tony talks about the “necessity of intentionality” in understanding and responding to objections, emphasizing how important authenticity and transparency is in donor interactions.
A big part of the presentation revolves around the difference between objections and concerns. Tony explains that objections often stem from underlying concerns, and the key is in how these are received and addressed. He stresses the importance of not always having an immediate answer but rather acknowledging the question and promising to follow up. This approach, he notes, maintains the trust built with the nonprofit donor and really emphasizes the value of listening actively.
Julia reflects on her experiences and the pressure to have all the answers, expressing relief at Tony's advice to embrace authenticity and transparency. Tony reassures her that “not knowing all the answers does not equate to failure”, as the relationship and process are the things that matter.
The two also touch on the nuances of navigating sensitive topics, especially in politically or socially charged environments, with Tony suggesting staying away from initiating controversial topics unless the donor brings them up, focusing rather on shared values you might have and the mission of the organization. This, he suggests, helps maintain a positive and productive dialogue.
Tony's key quote encapsulates the session's theme: "You don't always have to have the answer. Lean into authenticity and transparency."
Explore the Country’s largest collection of current nonprofit learning and training videos from the top Social Impact and Nonprofit Sector Leaders!
Keyword Search: