In This Edition:

• 3 Reasons For Prospect Research Before The Economy Improves
  
  
• Planned Giving ...
  Donor moves checkbook to drawer, mate
  
  
• Management ...
  Showing leadership is more than managing
  
  
• Online ...
  3 steps to driving donors to your online video

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 3 Reasons For Prospect Research Before The Economy Improves

Nonprofits are coming around to the notion of prospect research is to fundraising what the research and development (R&D) department is to a for-profit corporation, according to Tony Glowacki, CEO at Bethesda, Md.-based WealthEngine.com

Corporations continue to invest in R&D, even in a downturn, because once the economy rebounds they could be left flatfooted without a new product to put in the marketplace. “So instead of being behind the curve from a revenue standpoint, they’re behind in both revenue and product development,” Glowacki said.

To read the complete article click here...

Planned Giving ...
Donor moves checkbook to drawer, mate

Gift negotiation is a lot like chess – you need to have the right moves, according to Shaun G. Lynch, president of SGL Philanthropic Services in St. Lazare, Quebec, Canada. Lynch explained that the moves you should make in shadow negotiation during the 46th annual Association of Fundraising Professionals (AFP) international fundraising conference in New Orleans:

Use power moves when the prospect doesn’t see the need to negotiate such as:

• Offer incentives. Try a board position or naming opportunity. Make sure the objective aligns with the prospect’s desires
• Put a price on status quo. Point out that other prospects are interested in opportunities you offer.
• Get support. Time to bring out your big guns, such as the CEO or board members, to talk to the prospect.

Use process moves to influence the dynamics, such as:

• Seed ideas early. It may take some time to cultivate the prospect. Make sure the nurture the relationship to grow the gift.
• Reframe the process. Don’t talk in dollars and cents. Instead, focus on how the prospect will meet personal objectives through the gift.
• Build consensus. Bring in someone you know your prospect could be swayed by within the organization.

Use appreciative moves to build trust and encourage prospect participation, such as:

•  Help the prospect save face. Pull out the gift amounts of others and show where your prospect will fall.
• Don’t rush. Let your prospect talk him/herself into diving. Don’t push the issue if the prospect says he/she is uncomfortable.
• Ask for fresh perspectives. If you hit a brick wall, ask your prospect to create an alternative option. Ask what donating means for the prospect – and the ideas might open some new doors.
  

Management ...
Showing leadership is more than managing

Development office managers should think of themselves as leaders instead of managers, according to Marcy Heim of the Artful Asker LLC in Madison, Wisc. Heim explained that leaders are in the trenches with their staff during the 46th annual Association of Fundraising Professionals (AFP) international fundraising conference in New Orleans.

After all, who could be a better role model for your staff than you? Here are some ideas:

• Do onto others. Expect your staff to respect donors – and make sure you model that behavior.
• Numbers game. Find out the office’s overall goal and then adjust the numbers based on the strengths and weaknesses of your staff.
• Quality, not quantity. Sometimes numbers don’t matter as much as committed donor relationships.
• Give yourself a number. Create your own benchmarking number based on your schedule and donor base.
• Challenge yourself. Create benchmarks that will let you manage your time efficiently.
• It’s not all about the money. Donor relationships should also take priority -- for you and your staff.
  

Online ...
3 steps to driving donors to your online video

Did you slap your organization’s latest video up on YouTube – just waiting for the buzz to begin?

This isn’t “The Field of Dreams.” Just because you made a video, doesn’t mean people will watch it. You need an outreach plan, according to Michael Hoffman, CEO of Chicago-based See3 Communications.

Hoffman explained how to focus on outreach planning for your video during the NTEN’s 2009 Nonprofit Technology Conference in San Francisco so your viewing audience finally expands past employees during work hours.

Here’s how to begin:

• Set your goals. What does the organization want to achieve with this online video outreach? Is it to fundraise, or block impending legislation? That will influence what audience you reach.
• Map your targets. Once you determine what audience you want, figure out where that audience “lives” online. Is your audience blogging? Is it on social networks? Do potential donors read your newsletter?
• Craft your strategy. This is where you mesh achieving your goals with what you know about your audience. Reach out to your audience where they already are, such as setting up a social networking page. Try to talk to bloggers that already talk to your target audience. If your audience usually visits third-party sites for information, think about investing in a targeted micro-site campaign.

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