Asking for Money

Komen Foundation - 2 Lessons to Learn

2012-02-04T09:03:00.000-08:00

It only took less than a day, 1.3 million social media posts, and Mayor Michael Bloomberg's $250,000 "to the rescue" money to have the Susan G. Komen Foundation do a 180 degree turn from no longer funding, to ok we'll continue to fund Planned Parenthood (PP).

Let's set aside the politics of why Nancy G. Brinker, founder and chief executive for Komen and the board made the decision to stop making grants to PP last December and focus on two factors:

1.    Nonprofits cannot send out Mixed Messages - Donors are Wise and they act quickly;

2.    95% of Weathly people believe nonprofits can solve problems over businesses and government - evidence Mike Bloomberg's gift to Planned Parenthood.

Factor One

The Mixed Message - Komen originally stated that it decided to cease funding (PP) because of its "improved grant making procedures." Drilling down a bit these new "improved grant making procedures" were designed to stop funding to groups that are "under investigation" (A Republican congressman from Florida is investigating if PP is using money for abortions....Ms. Brinker is a well known Republican donor....but let's leave politics aside!).

Yesterday when it was announded that in reversal of fortune the Komen Foundation would continue to make grants to PP  (heaven bless social media's instant pulse on what NOT to do) the reason for Komen's initial decision was that it wanted to avoid duplicative grants.
Specifically it did not want to issue grants to health care providers that do not perform mammograms. PP provides the exams and if needed patients are sent to radiologists.

Adding yet more confusion, Komen camp said under the new policy only organizations under "criminal investigation" would not receive grants. In flash the "duplicative grant" reason evaporated or fell into that black hole of what you said and now want to take back.

In my 21 years of working with nonprofits there is one very strong lesson I learned...organizations that use mixed messages have an uphill battle to raise money because no one knows the organization's priorities AND everyone in the organization from the leadership level to the person who answers the telephone must be conveying the same message.

I do a workshop for nonprofits and businesses called "360 Degree Fundraising: How Everyone in the Organization Can Have a Role in Raising Money." Half of the entire session is devoted to an exercise in creating more than the "elevator pitch" - it is creating one or two sentences using quantifiable terms why someone should support you or invest in you. The next step is now have everyone saying this same message...you cannot believe groups that go from $50,000 to seven figures in one year or less.

So the Komen Foundation just experienced that very hardship of putting out...the Mixed Message.

Factor Two

In a 2010 Study of High New Worth Philanthropy http://www.philanthropy.iupui.edu/Research/docs/2010BAML_HighNetWorthPhilanthropy.pdf

95% believe that Nonprofits can solve big problems

This could not be any clearer than Mayor Bloomberg's immediate gift to PP of $250,000, and as Mayor Bloomberg said, " because politics have no place in healthcare" (I told you this was about...politics aside!) and "I never like people who complain without doing something about it." Go Mayor Bloomberg!

These are two powerful lessons hopefully all nonprofits and businesses can learn...and apply.

International Fundraising...and Pieces of the American Model

2011-12-20T08:00:00.000-08:00

In the past decade we have unfortunately experienced multiple world disasters, back, to back to back. With each tragedy and the toll it took on so many lives and civilazations, there came the call for support. In some stange way it brought us closer in the fundraising community. I have experienced more countries and continents asking "how can we adapt a part of the American model of Fundraising" because government funding is all but non-existent and we do not have a culture of asking.

In an interview I did for New York University Heyman Center for Philanthropy's Fall Newsletter, I share some of my experiences and my predictions...let me know about yours!

http://www.philanthropynyu.com/polIssueStory.cfm?Doc_id=81

Ask Nicely, Please

2011-11-28T14:07:00.000-08:00

I could not have thought of a better title for an article than this one and yes the Wall Street Jounal today 11/28/111 in its special section Philanthropy had a terrific article citing yours truly.

Check it out:

http://online.wsj.com/article/SB10001424052970204394804577007843506174390.html?mod=WSJ_PersonalFinance_PF16

I'm under the section THE WRONG WAY #3. We're Desperate

Now in my wildest dreams I never thougth I'd be quoted in THE WRONG WAY section but we all need to know both sides of asking so I had a most enjoyable time stating the obvious to some..the not so obvious to others that "putting out fires" and "using words of emergency not urgency" can kill any ASK.

Happy reading and let me know what you think of the article

Heads Up...Look for the January issue of Women's Health Magazine...there's a story with me on how ASKING is good for your health and well being!!

Laura

ASKING and The ARTS

2011-10-22T13:17:00.000-07:00

Here is an article on Asking and the ARTs where I served on a panel for Theater Resources Unlimited( TRU) in NYC...Worth your time reading...Doris Duke Foundation and Rubin Foundation and yours truly on the panel....here you go....

TRU PANEL: 9/21/11
ASKING FOR MONEY:
What the Arts Need to Learn About Fundraisingby Laura Italiano

Asking for money is actually a business, agreed the three speakers at TRU’s September 21st pane at the Roy Arias Payan Theatrel, which makes it vital to think of funders as a market requiring a researched, organized approach in order to make your sale. "People think you do good things, and money will follow. Or you talk to the right people, and money will follow," fundraising consultant and best-selling author Laura Fredricks told the panel's packed audience. But only three things will keep you afloat in the “business” of arts fundraising, and they require effort beyond merely perfecting the venture you're seeking to fund.
The three things? “Structure, organization and focus," said Fredricks, International Philanthropic Advisor and best-selling author of "The Ask: How to Ask for Support for Your Nonprofit, Cause, Creative Project or Business Venture.”
In a freewheeling, advice-packed discussion, Fredricks joined with Ben Cameron, arts program director for the Doris Duke Charitable Foundation -- which Cameron said invests $135 million in the arts annually -- and Bruce Payne, executive director of the Shelley & Donald Rubin Foundation, which he said devotes a third of its grants to "arts and culture." Here are some of the topics touched on, and the advice offered:.
First off, "Believe in your organization and your message," urged Payne. "If you don't, you shouldn't be doing this."
Research your potential funders before you apply.
The Foundation Center on Fifth Avenue -- foundationcenter.org/newyork -- offers a Philanthropy News Digest available by email, which lists every grant that has been given out across the country and is a good place to start, as are the Association of Fundraising Professionals -- http://www.afpnet.org// -- and the websites of individual funders.
GuideStar -- at http://www.guidestar.org/ -- collects the 990 forms of donors and grant makers, and is a great source for finding out who is on the boards of potential funders, said Fredricks.
Look also at the donor lists of organizations and ventures similar to your own, said Cameron.
Your success will depend largely on "your ability to speak to where your funders are listening from," said Cameron. Is the funder's focus economic? Do they want to create jobs? Help youth? Spur tourism? "Research not only what they fund, but what they're listening for," he advised.
Don't tarnish your grant proposals by making common mistakes
Avoid "grant speech," which will render your application "indistinguishable," advised Cameron. Make your submission as detailed specific as you can. Statements like "we are going to do quality theater" or "we dedicated to producing groundbreaking theater” are too general and may lack credibility.
And to please stay away from judgmental comparisons to other companies. For example, do not make statements like “we are the only theater company presenting new musical theater,” because they know this statement is false and will discourage their favor.
Shun hype, he added, especially of the sort where it's declared, "We're the only theater in America that..." Don’t oversell. Find what is genuine and unique about your company without making judgmental comparisons that may be hard to demonstrate.
Payne said it's always a real head-scratcher when he gets grant proposals with spelling and grammatical errors. "Nobody proofread it," he told the audience. "What are you thinking?"
Another common error: "They haven't read the website's description of how to submit a proposal," he said. The requirements for applying are generally stated clearly, and are not subject to interpretation. Do what they say.
Make quantitative arguments for funding, not just qualitative ones
Higher education is very good at defining quantitative needs and rates of return when asking for grants -- a specificity the arts are less adept at voicing, Fredricks noted. Quantify who you employ, and what your organization/project's economic impact will be.
Your prospective funders want to know, "How would the community be damaged if you shut down?" said Cameron. "What is the value of theater in my community? How can my theater be a valuable conduit" to the arts?
Expect, and meet, value-based questions, he advised.
But don't just crunch numbers -- tell a story.
Unlike social, educational and medical organization, the arts are "not telling aspirational stories about people whose lives you've changed, kids who you've helped," said Fredricks.
Said Cameron, "Give me a vision. Give me an image. Tell me about that person who went to [your] symphony" and was changed in some way."
Don't forget creative marketing
Cameron told the audience that when he visits theaters, "I see the pictures of the actors who are going to be in the play. I see the play. Then I go home. I rarely see pictures of the school program, or the playwright program," or the senior citizen's program hanging on a bulletin board in the lobby, Cameron said. It's a missed donor cultivation opportunity, he noted.
Rely on your board members
Cultivate your board members, urged Fredricks, telling the audience, "They are your best donors." Their primary purpose is to help bring in money to run your organization.
Give your board members written explanations of what's expected of them in terms of time and money, Fredricks said.
Be kind to your individual donors
In dealing with all individual donors, ask for specific amounts, said Fredricks. "It's insulting to make them engage in a guessing game" by saying only that you're hoping for a "significant contribution." State clearly: "Would you consider a donation of X-dollars?"
"The worst they can say is, "I cannot do this," said Fredricks. "And 'No' now does not mean 'No' later," she added. "Just say, 'Thank you.'"
If you throw a fundraiser, dinner or wine-and-cheese event...
Sometimes it's best to keep it small and personal -- pair one board member to one of each of ten potential donor-guests during the event, suggested Fredricks. Then have the board members make a followup call, asking the potential donor what they liked and didn't like, and setting a time to meet again.
"Don't plan events that are too big," agreed Payne. Do a benefit dinner for a dozen people, he suggested -- "Something wonderful for the people you invite."
Keep events short, said Cameron. "I have yet to go to a fundraiser that was too short," he said. And remember, he said, people love to meet artists, actors and directors -- use them.
Cameron said the best fundraiser he ever went to was for a dance company in Boise, Idaho -- at which the dancers each stood up and made a short speech about, "What I love about Boise."
And make friends, not just contacts
Don't ask a new prospective donor for money the first time you meet them, stressed Fredricks. Cameron called it the "Rule of Five" -- hit them up after the fifth contact. That means a phone call, an email, an in-person meeting, a drink, an introduction at a party. Five contacts before making an ask.
Payne said that at the Rubin Foundation, as much as two-thirds of giving goes to people known already to the foundation. "Everybody in the office gets to say, 'I saw this extraordinary thing,'" and champion for it, he said.
That's why when it comes to donors, having a few friends -- influential people who will back your venture -- trumps having a Rolodex bulging with contacts, said Payne. He offered no specific advice for friend-raising, though, noting only that “ you have to build with your heart, from what you are."
And when you've found them, invite them to rehearsals, readings, etc., advised Cameron. "Invite them to participate in the journey."

Casino atmosphere and Fundraising???

2011-10-12T18:43:00.000-07:00

So here I am at "Jumers's Casino" at Moline, Il....no my friends if I lost $5 in the slots I've have to take on three back-to back speaking engagements on the red-eye flights out of the guilt I lost in losing this money.

I'm here because of a great fundraiser I met in Boston 1 1/2 years ago, Ann Tubbs who brought me here to an area I would never have experienced in a VERY long time....AFP Quad cities. Now I get the concept of the "quad" - 4...so they border the four major cities in Iowa and Illinois. Their culture, (art Museum Putman rocks!) education, social services are great and we had a very unique experience of having the first 2 hours just for CEO 's ; Ex Dir; and Board Members..it was an idea born from AFP Washington that I did last Sept 2010..back to the casino... BTW where is James Cain????

So I arrive...at 1..can't check in until 3:30 but "I'm free to enjoy myself at ...The Jumers Casino". Now my friends I've never had the "lobby" of the hotel be a "casino" no down time, total flash, and I'm the "youngest person here" ... a "+" for Jumers. (average age... 65??)

Not a lifestyle I ever want to embrace in gambling..but they have it all.. people spending gobs of money.."is there a recession?" but let's learn from what we see...

What I see in their eyes:

"I can beat this watch me"

"I deserve to enjoy and have fun"

"I've lived this long - (told you I felt young they are spry and living it well 65+")

...did I mention the "80's lite music" on Pandora in the background?? good to spend $...note to fundraisers!!

So let's take a page out out their book...do the things that you enjoy, spend /recreate wisely (I HOPE here) and know there are great people in every pocket of the world that yes with all the problems we have, do go out and have fun...age ...no problem! Spend $..no problem here

Just something to consider....

Raising Money for the Arts and Artists

2011-09-21T07:36:00.000-07:00

This promises to be an exciting exchange of ideas from two of the top Foundations, Dorris Duke and Rubin Foundation, and yours truly...At the heart of the discussion will be how to Make the ASK. I love that this is the focus of the conversation and not that people in a bad economy won't or hesitate to give signficant money for the arts.

I Will update you tomorrow on the jewels that can help the artsist in you to ASK for money.

Theater Resources Unlimited
Monthly Panels for producers
(and self-producing artists)!Join us each month as we explore topics relevant to producers, theater companies, self-producing artists and anyone who is interested in the business of the arts.
Wednesday September 21st, 7:30pm (networking at 7pm)Asking for Money:What the Arts Need to Learn About Fundraising
With Ben Cameron, former executive director of Theatre Communications Group (TCG), Program Director for the Arts at the Doris Duke Charitable Foundation; Laura Fredricks, international fundraising consultant and author; and Bruce Payne of the Shelley & Donald Rubin Foundation. At The Roy Arias Payan Theater, 300 W. 43rd Street, 5th floor

Get Exactly What you Want

2011-08-04T11:38:00.000-07:00

...and doesn't everyone want to get exactly what they want??

I am thrilled that in the August issue of SELF Magazine there is an article:

"Get Exactly What You Want"

http://tinyurl.com/3g5ew87

...and the first paragraph is about my book - THE ASK
Then, the staff at SELF magazine asked me to write a script on ASKING FOR A RAISE which they performed in this video:
http://tinyurl.com/3dzjvlc

Highlights are when the answer is MAYBE, NO, and finally... YES
...wait for the last screen

This is all in the "Happy Life" section of the magazine...where else would it be!

Let me know if it works for you!

The Diving Board ASK

2011-06-17T09:11:00.000-07:00

How lucky am I to have wonderful people send me wonderful notes about their experiences, that happened 2 years ago....read on....

I'm writing to thank you for your part in our school's receiving $24,000 in gifts this year.

You and I met at a conference in 2009. I had just been handed my first ever grant writing assignment from my employer of 6 years, and came hoping to learn how to navigate these new waters. I took detailed notes at your keynote address, which was an excellent introduction for me into the fundraising world.

My first year in my new assignment, I applied for 6 grants. All 6 were rejected. This year I applied for 6 grants again, and our school received our first ever grant from a foundation--$20,000 for technology for our Foreign Language classrooms!

It was definitely helpful for me to attend the conference, but the most exciting thing that I want to share with you is that your keynote address on The Ask was really instrumental in bringing in the other $4,000. Our Department needed that amount for a project we're gearing up for in the fall of 2012. I had identified a local businessman and spoken briefly with him about our project and we had made an appointment to talk again. Shortly before going to this appointment, I went over the notes from your talk. A few things stood out to me specifically. You said to look the person in the eye, ask for the specific amount of money for a specific purpose and be silent. Before I went to see the businessman, I wrote the amount of $4,000 and the purpose it was to be used for on a piece of paper and had it with me. When the time came, I looked at the paper one last time to be sure I worded everything correctly. I literally felt like I was standing on the end of the diving board at the deep end of the pool. I focused my energy on looking in the man's eyes and doing exactly what you said. After I made the request, he said "Wow, you're really good at this!" Little did he know that it was my first time ever.

Of course, there were several more things you said that were beneficial, but I have shared the most exciting part. I am thankful to God for letting me find my notes (I "just happened" to find them in a notebook I had forgotten about that very week) and to you for all the valuable information you shared at the conference.

So dive in...the water's fine!!!

RFX#2: Лаура Фредрикс - Формула успешного фандрайзера

2011-02-11T10:55:00.000-08:00

The Three Things I Learned While Speaking in Moscow in February

2011-02-06T12:53:00.000-08:00

The Russia Forum 2011- an amazing think tank of global economic minds mostly focuings on finding, if there is one, the "right way" to select investment opportunities from developed and/or developing countries. On the last day I was asked to speak about how the US was able to raise $303 billion in the height of the recession. It always comes down to knowing your culture (and unlike many other countries, US has a rich history in giving in in the 'worst of times") and AS important knowing what you need to hear and learn before you offer any advice.

So here is what I learned in my initial days of immersing myself in Moscow:

1. The only essential thing you need is good windshied wiper blades...there is so much snow, soot and ice ...your driver will go through a pair a week. and they can possibly double as ice skade blade savers! ;

2.When you enter churches/cathedrals it is a piece of cake...no worries about covering your shoulders or knees!;

3. It is a wonderful time to get married - this tops Central Park in the Spring or Vegas on any night...and yes while I am inside the Red Square and GUM (the picture indoors which is their largest dept store) there is a wedding everywhere you turn..including inside the Kremlin. The bride is still in a sleeveless white dress (but mink on her shoulders) and the bridesmaids are all in black and Uggs...go figure. Limos are lined up on every bridge...what a world

If you understand cultural obstacles and opportunities, then and only they, are you prepared to speak with confidence about what philanthropic avenues cetain cultures will embrace as a new path for social change.

Everyone skips the ASKING Part

2010-12-04T11:45:00.000-08:00

I was doing my continuing legal credits - always a thrill as you know. For two days I'm sitting in a class filled with lawyers getting get information on the "How to Start a Business." It was very well done, and included how to find new clients; what you need to have in terms of insurance; location of the business; and the distinguishing features of a franchise..but was was DRASTICALLY missing is ....How to ASK for money!

Anyone starting a new business or counseling people on how to start a new business has to know how to ASK and there are many steps that need to be taken to make the right Ask of the right prospective investor.
Step one - PRIORTIZE who you will ASK and in what order
Step two - what is your SCRIPT to do the ASK it needs to be written and practiced
Step Three - it has to be for a Specific Amount or if it is a percentage of projected revenue...then what number is the projected revenue

I offered to teach this section in their next class on How to Start a Business because I spoke to some of my fellow lawyer attendees and light bulbs burst - gee - "didn't think about that" was the general reaction. So if you are starting a business or counseling people on starting a business, I strongly suggest you invest the time to learn How to Ask.