By Jill Scibilia, AFP-NYC Secretary

“At times our own light goes out and is rekindled by a spark from another person. Each of us has cause to think with deep gratitude of those who have lighted the flame within us.”

- Albert Schweitzer

As a fundraiser, I feel called to ignite sparks of interest in support of the mission of the organization and people we serve. There is nothing I enjoy more than making a personal connection with someone who wants to make a difference and is looking for ideas on how she can do this.  In the best of these conversations the donor is inspired by the mission and ways she can help—and we kindle a spark in each other.

It does not always work this way.  Perhaps a new program or building project I’ve been working to fund has hit a roadblock, and I don’t have another immediate option for donors who were interested in the project—or the other options I have are not nearly as interesting. Or perhaps a donor I’ve been engaging experiences a life event that delays his ability to make a gift—or he is no longer able to make it in the way he intended. 

These are examples of experiences that have tested me as a fundraiser, and I’ll confess, these were times I felt my light go out.  This is not easy for me to admit because I believe strongly in the power of the spark when it comes to fundraising and that as a fundraiser it is my role to inspire and nurture it in others.    

The truth is we all have moments when our light goes out. Perhaps it is an experience like the ones I shared.  Or maybe we receive bad news…or perhaps someone disappoints us or we disappoint someone. Or perhaps we are simply weary from the grind of the everyday.  

So what do we, as fundraisers, do when we feel that our light has gone out? I don’t have any magical answers, but I will share what I do…

Several years back I started the practice of maintaining a bulletin board in my office.  It includes photos of people who inspire me—the people who at one time or another have rekindled the flame within me when my light has gone out.  In addition to members of my family, it includes photos of donors, volunteers, colleagues and mentors with whom I have had the privilege of working. Looking at their faces helps ground me and remind me of how grateful I am that they are–or have been—part of my life and work. So I look at their pictures and then I pick up the phone and call a couple of them.

The conversation is different of course depending on who I call.  I will call a mentor or a colleague when I need a pep talk including development colleagues I have met through engagement with AFP.  Having a network of colleagues who share my love for our profession and understand what I do is invaluable.

I find the best calls I can make when I am having a tough day are to donors.  No agenda to the call beyond making a connection or letting them know I was thinking about them.  Forging relationships with those who want to make a difference is why I feel called to this work after all.  And by reaching out to them—especially during the challenging moments—I am getting back in the proverbial saddle.  If you are new to your organization and do not yet have deeply established relationships with donors, this can be a great time to make gratitude calls to donors who have made a recent gift to thank them and introduce yourself. 

Thank you for the work you do and for the spark you help kindle or rekindle in others in support of the missions you serve and the colleagues who share our profession.

“Money, Power and Race: The Lived Experience of Fundraisers of Color” brings systemic issues to light through narratives; provides recommendations to improve equity at nonprofits

New York, NY, June 14, 2019—Cause Effective, a New York nonprofit consulting firm that helps social change groups of all mission types strengthen their fundraising and governance, released a new report, exclusive to Fundraising Day in New York, which uncovered the challenges faced by fundraisers of color across U.S. nonprofits of all sizes. The report also identified eight groups across the sector, including executive directors and nonprofit board members, who can help to create a more equitable nonprofit workplace.

The report’s recommendations aim to promote the retention and advancement of people of color in the fundraising profession. The report was funded by The New York Community Trust.  As the region’s community foundation, The Trust prioritizes strengthening and improving the nonprofit sector.

“The New York City chapter of AFP continues to elevate the important work of philanthropy professionals. Fundraising Day in New York, our flagship event, is the City’s single largest professional advancement program, serving almost 2,000 fundraisers, strengthening our overall community, our skills and our collective success. We are proud that Cause Effective presented their recent research at this year’s Fundraising Day on June 14,” stated Gary Laermer, President, AFP-NYC and VP of Development and Alumni Relations, Pace University.

The Association of Fundraising Professionals’ NYC chapter hosted an afternoon workshop, Advancing Fundraisers of Color and Fostering IDEA (Inclusion, Diversity, Equity and Access) in our Profession, where members heard about Cause Effective’s survey findings and AFP-NYC’s new efforts for involving members in its IDEA initiative. "This report comes at a critical moment in the fundraising profession’s self-examination on race, access, and equity," said Sunil Oommen, President of boutique fundraising consulting firm, Oommen Consulting LLC, and the Board Chair of the Inclusion, Diversity, Equity and Access Committee of the New York City Chapter of the Association of Fundraising Professionals.

Read the full press release here.

By Pinky Vincent, Police Athletic League

As a member since July 2016, I learned that one of the ways to grow and quickly make a difference within AFP is to volunteer hands-on with my fundraising peers. Thanks to the support of fellow members, you make an impact by speaking up for diversity and inclusiveness within the profession, promoting the good work of our peers, as well as advocating for fundraisers working in smaller nonprofits.

But what if you can only commit an hour a month and still want to make an impact? How is it possible, you ask?

I spoke with Regina Cialone of Orr Group and Tad Shull, grant consultant, on mentoring – a little-known benefit of AFP membership. Regina and Tad took part in a formal mentoring relationship once a month from September 2018 to January this year – and they have continued to be in touch since then.

(In a New York minute – you don’t need to be an AFP member to serve as mentor. If you are or know of an experienced fundraising professional who can be a great mentor encourage them to sign up today!)

Pinky Vincent: Tad, you are an experienced grants professional, why did you seek out a mentor?

Tad Shull: I joined AFP last year to expand my skills and given an opportunity, I would rather learn from a person than a book. So I explored AFP’s website and it turns out one of my membership benefits is mentoring.

Pinky: I wish I had thought of signing up right away as well. Cathy J. Sharp, who co-chairs the AFP Mentoring Committee, is the matchmaker but potential mentors like you, Regina, get the final say on who will be their mentee. Regina, why did you choose Tad?

Regina Cialone: To tell you the truth, my rule is if someone asks me for career advice, I say yes.

Tad: I knew I was special!

Regina: You are! A mentee need not be someone right out of school. You can be someone like Tad who has a broad knowledge in one area but wants to learn more in other fundraising areas. Tad was reflective and smart about mentoring. He gave questions in advance as preparation. Tad would illustrate the problem with real world examples. There was an interesting lens given his expertise in grant writing.

Tad: It was good to open a dialogue on the problems with Regina. The questions I asked were pressure points for me, real-life issues my clients and I were struggling with.

Pinky: Regina, you have been mentoring nonprofit professionals for the past nine years. Tad is your second mentee at AFP. I mentor because it is my way to build a professional legacy and it’s my way to give back to my mentors. What drives you?

Regina: A great question – there is definitely giving back and broadening my comfort zone. It also builds your leadership skills.

Tad: That’s a great selling point for mentoring.

Regina: And let’s not underestimate the potential for networking.

Tad: Yes, one-on-one mentoring has the potential to build trust even more deeply. If you are looking to hire someone, you are building a referral system based on trust.

Regina: It’s a reciprocal relationship for both parties. If someone is looking for a grant writer, I am OK with being Tad’s reference. And I work for a consulting firm – if an organization that Tad works with is looking for a campaign consultant, Tad can refer us.

Tad: I would be thrilled! It’s a satisfying way to give back.

Pinky: Regina, you continue to mentor despite a busy work schedule. We all appear to be starved for time but mentors like you, Regina, find the time to make a difference.

Regina: Mentoring is like a muscle you exercise – the more you do it, the better you get at it. You can get a lot done within an hour – the impact you make in an hour is a lifelong investment.

Pinky: What advice do you have for first-time mentors?

Regina: If you are not sure about mentoring, dip your toes at Fundraising Day New York – that’s a great way to explore mentoring for half an hour.

Pinky: You can still apply for mentoring for this year’s FRDNY. It will be a great time to learn, make connections and give back – all within a day! Tad, your final thoughts on your mentoring experience with Regina.

Tad: Regina’s attitude confirmed for me that there is a strong culture of sharing in the fundraising field. There are risks and uncertainties when you make career transitions. And to have someone with Regina’s experience see where you are going and say you can do it is a real boost emotionally. Thank you, Regina.

By Craig Shelley, CFRE, Chapter Treasurer & Managing Director, Orr Group

This week’s edition of New York City Fundraising Matters features a great interview my friend Pinky Vincent conducted about the chapter’s mentorship program.  It was thought provoking not least because the interviewed featured another friend, my colleague Regina Cialone, but because it allowed me to ruminate a bit on my own mentors.

I’ve never been part of a formal mentorship program, but like Regina suggests in the interview I’ve never refused to provide career advice when asked and have never hesitated to ask when needed.  Several years ago, I went through a large career transition leaving an organization I’d served for 16 years in various capacities and transitioning to Orr Group.  Throughout that process I was reminded just how many wonderful mentors I had in my career.  Their advice was plentiful and helpful just as it has been at various crossroads throughout my career.  Inadvertently I’d built a network of friends who cared about me, were invested in my success and each of whom I trusted and respected implicitly.

I’ve got a varied list of relatively pithy “career advice” I give people (“pick your job based on who you’ll work for and who you’ll work with”; “be curious”; “always be the hardest worker on the team”) but I think I might need to add, “build a network of mentors” to the list.  The advice, example and connections these mentors provide are valuable.  I’ve built some of my network by luck as I’ve had some terrific bosses invest in me through the years.  But I do think you can be deliberate in maintaining and nurturing those relationships.  My longest standing mentor, who I’d also consider one of my closest friends, was my boss when I was 18-years old.  Over the following more than 20-years we’ve worked together in various capacities across 4 different organizations.  Yes, I was lucky he was my first boss.  I didn’t pick him; I didn’t even know him before I started the job (though ironically the person who interviewed me also remains a friend and mentor).  But maintaining that relationship for 20 years, knowing when to seek and follow advice and understanding what examples of leadership of his to incorporate and ignore has been deliberate.  It takes time.  In those 20 years I’d doubt we’ve ever gone more than a few months without having a meal together and that includes long periods of time living across the country from each other.  You make the time to spend time with people who make you better.

Identify the people you respect and build that relationship.  It is unlikely you’ll build a deep friendship and working relationship that endures 20-years, but it’s certainly not impossible and I am certain you will learn and grow no matter how deep or long the relationship goes.  I’ve benefited from mentors of all shapes and sizes from CEOs of some of the largest companies in the world to mid-level managers I shared cubicles with early in my career.  It’s been time well spent not just for the lessons I’ve learned and networks they’ve allowed me to build, but because I’ve met interesting people and made great friends.  It starts by being open to building relationships, then identifying the best people to invest your time in and investing it.  You’ll benefit and so will they.  The chapter’s formal mentorship program is a great way to start to try and meet some of the right people and build the relationships that will make a difference in your future.

If you have ideas or suggestions for our AFP chapter please always feel free to contact me directly at cshelley@orrgroup.com.  If you’re interested in my thoughts on fundraising and news in the sector, sprinkled with the occasional picture of my kids, please follow me on Twitter @craigshelley.

Thank you for everything you do.

By Gary Laermer, AFP-NYC President

Getting Ready for Fundraising Day in New York

On Friday, June 14^th you’ll have the chance to gather with nearly 2,000 of your fellow fundraising professionals at the largest philanthropy conference in New York. This convening is a great day of learning, idea sharing, and fellowship amongst peers. In order to maximize the time I have to learn and network with other participants, I always try to take a few minutes to prepare for my participation in conferences. Here are the steps I follow to get the most of a day-long learning experience.

Review the agenda and pick the sessions that resonate with you and will provide the best learning opportunity.  Consider both the topic and presenter. Ask others in your office if they have been in a session with the presenter before. Avoid making last minute session choices. If your organization is covering the cost of your attendance, be sure to select sessions worthy of their investment. If others from your organization are attending, don’t all go to the same session. Splitting up for sessions will maximize how much you will be able to learn and bring back to your shop.

Attend with a goal in mind for the number of new contacts to make. Try for five and collect their business cards and emails.  Connect with others who can be resources, friends, or mentors. Don’t just lunch and stay with those individuals you already know – truly make the effort to build new connections.

Fundraising Day in New York has a dedicated hashtag #FRDNY2019. During the event, make sure you’re tagging your tweets and Instagram posts. You can also monitor the hashtag throughout the day to see what people are talking about. You could even pick up great LinkedIn contacts by staying abreast of what’s happening on social throughout the day.

This last tip might be the most difficult to implement in attending an all-day conference, but is critical. Try not to spend most of the day responding to emails. Help those who are trying to contact you understand you’re not just away from your office, but that you’re learning, expanding your skills, and connecting with others who will help you be an even better fundraiser. Be sure to set your out of office message. Don’t just say you’re out of the office with limited access to email, as most do. Try, “I’m out of the office today advancing my skills and will return Monday, June 17 even better prepared to achieve great success. I’ll be sure to respond to your email by the end-of-business on Monday. Thank you.”

Lastly, have fun. It should be a great day!! An extraordinary committee of volunteers has worked tirelessly to provide a meaningful experience. See you on June 14^th at the Marriott Marquis.

AFP-NYC Educational Program

May 9, 2019 , Scandinavia House, New York City

By Susan Fields, CFRE

Technology has provided an ever-increasing number of tools for nonprofits to expand awareness and raise funds. Through combining traditional methods with website giving, email solicitations, and social media, your organization can optimize its ability to acquire new donors, obtain additional information on existing donors, and promote the impact of its mission. Check out the five strategies listed below for improving your organization’s online fundraising and communications:

1. Create a Social Media Plan. Nonprofits often shy away from creating a presence on social media because they have the impression that most of their constituents are not technology-savvy. Keep in mind that over the past decade baby boomers have become far more active on social media—with 40% of all Facebook users over the age of 55. Because social media marketing is a powerful means of expanding awareness, your initial steps will be to determine your target market and what you are seeking to accomplish—fundraising, connection to the community, volunteer recruitment, or brand and reputation-building. Based upon these decisions, you will choose one or several of the major platforms (Facebook, Twitter, Instagram, UTube and LinkedIn) on which to post updates, pictures, information on your organization’s activities, as well as a link to your website where supporters can make a contribution. 

2. Keep it Simple. Once you have attracted a potential donor to your website, the worst thing you can do is complicate your message with too much sharing or require that they travel through a labyrinth of steps. The Donate Now button should be large, at the top of the website, and carried over to all pages to avoid the necessity to backtrack. Allow the donor to make a gift within a few seconds. Do not ask the prospect to fill out extensive lists of personal information, or require them to create an account on your website in order to make a gift. If your website is quirky and difficult to use, consider updating it as soon as possible or risk sabotaging the giving process. Keep in mind that creating a nonprofit blog can provide content that you can share on other social media channels which will attract people back to your website. 

3. Launch your online program with Giving Tuesday’s free online platform. This global day of charitable giving during the holiday season provides your organization with a vehicle to test the waters of promoting online giving via social media. Started in 2012 by the NYC 92nd Street Y and the United Nations Foundation, this event takes place annually on the first Tuesday after Thanksgiving.  Driven primarily by online contributions, most nonprofits focus on utilizing email and social media for this event. It’s never to early to begin planning by first determining the audience you will be targeting, which will most probably be your existing database. By logging onto GivingTuesday.org your organization will be provided with the resources necessary to get started, including a toolkit of branding materials, videos, logos, best practices as well as examples from organizations that have participated in past years. 

4. Use traditional fundraising methods to boost online giving. Statistics show that about one-third of donors will respond to direct mail with an online contribution. Direct mail is still a highly effective method of soliciting a gift. It is far easier to delete an email than it is to ignore an envelope with a compelling image and tagline. Personalized letters that impart a sense of urgency are not as readily discarded. In order to take advantage of donors who shy away from writing checks, include the URL to your website or online donation page as well as directions for making a text message contribution. All online contributions should be followed immediately with a thank you email and receipt—and, of course, donations sent through the mail should receive a prompt acknowledgement letter. 

5. Begin by focusing on social media as a cultivation and stewardship tool. There’s a great deal of pressure lately to make these platforms an exclusive channel for fundraising when they are most effective at creating awareness of the impact of the work of nonprofits through the posting of videos, pictures, and compelling information about programs. It has been shown that if a potential donor is exposed to the posts of an organization eleven times, a gift will most likely result. So utilizing these tools will not only enhance relationships, but also ultimately attract contributions as a by-product of frequent communication with constituents. Social media presence also provides adds variety to an organizations efforts to market of special events, recruit volunteers, and attract ambassadors.

By Steve Jacobson, AFP-NYC President-Elect and CEO, JCA, Inc.

It’s that time of year again when I have mixed emotions.  On the one hand, I look forward to spring cleaning and the cathartic ritual of throwing out my old unwanted stuff. But, conversely, being a sentimentalist, I sometimes dread having to throw out my old unwanted stuff.  In the end, it’s all about my need to have my house in order.  In fact, you may be using something like the KonMari method to clean and reorganize your home, but what are you doing to improve your workspace?

When I say “workspace,” I’m not referring to your physical desk. Between inboxes, databases, and spreadsheets, technology has become so pervasive that it requires more time and energy to clean than our homes.  And, the challenge is so daunting, we often don’t know where to start.

The consequences of not performing routine maintenance on your donor management CRM system are far more serious than, for example, not cleaning out your closet. After all, what harm are those Bugle Boy jeans really causing?  Consider this, though: if an organization continues to put off removing duplicates in its donor CRM, and continues to run direct mail campaigns, that organization has current and prospective donors receiving duplicate mail.  Not only do our constituents not appreciate receiving multiple pieces in the mail, there’s a real cost to your organization in wasteful spending on materials, postage and labor.  Taking the time to “spring clean” your database this year is an investment that will pay off in years to come.

So, where do you start? Consider these short- and long-term fixes for improving data quality.

Do Now: Short-Term Fixes
Bring these action items up at your next team meeting.

• Clearly define what your database’s terms/codes mean.
• Identify, remap and consolidate obsolete codes.
• Set expectations for what steps should be taken to create a new code.
• Stick to a naming convention, especially for appeals and campaigns.
• Establish rules for data entry and document them.
• Use a data overlay service to provide enhanced data on your constituents.
• Train your users to enter data correctly.
• Get rid of exports, queries, and report layouts that people don’t use.

Make a Difference: Long-Term Fixes
Begin these processes to dramatically improve and filter your unhelpful data.

• Speak to your leadership; get buy-in from the top down. Help your leadership understand that poor data quality leads to poor return on investment (ROI). Point to the nitty-gritty: show the mess, and let them visualize your process.
• Get help where you need it! Whether it’s an assessment, the development of a clean-up plan, or some key data overlays (like NCOA, deceased identification, or email/phone appends), reach out for professional advice.
• Review the database and take note of its capabilities. Evaluate the issues within your database, either on your own or with a professional. Once you’ve explored the data, come up with a plan for tackling quick-wins with your team—and a timeline for the bigger projects.
• Create and enforce policies and procedures. The hardest part shouldn’t be keeping the database clean. Once you’ve done the work, implement policies to prevent the same issues from reoccurring. Don’t let your hard work go to waste.

I wish you luck with your spring cleaning.  Remember: when in doubt, throw it out!

By Susan Shattuck, Chapter Immediate Past President & President, Special Events Unlimited

On April 30^th AFP NYC Co-Chair Vikki Jones and members of the Government Relations committee, myself and AFP chapter members of Western, Finger Lakes, Hudson-Mohawk, and Mid- Hudson joined us in Albany to meet with our respective Senators, Assembly members and representatives. 

The AFP NYC chapter’s first advocacy day was four years ago.  We invited the NYS chapters to join us going forward.  Their addition adds strength and scope to our mission, and our elected officials appreciate hearing from their constituents.

Our mission is to share what AFP stands for: its scope in New York State, in the country and internationally, and its pledge of ethical and effective fundraising.

Our objective is to provide knowledge and resources on issues related to laws and regulations about giving, and pointing out non-ethical entities not aligned with legitimate fundraising.

We were well received in Albany and our discussions and feedback helpful to both sides.  One case of particular concern we met about is a pending bill requiring fundraising employees of charitable organizations to complete a course of instruction in the ethics of fundraising.  While it is a legitimate topic, its particulars and its execution are flawed. One example is the assumption that 75% of nonprofit staffers are fundraisers.  We had good meetings with the bill’s leaders, will continue our dialogue and provide feedback to Assemblywoman Galef and Senator Comrie who are overseeing the bill.

Our great thanks go to our colleagues at Bolton St. Johns for their help and expertise in setting up the eighteen meetings we had that day!

By Susan Fields, CFRE

AFP-NYC Educational Program
April 18, 2019 , Scandinavia House, New York City

In order to govern effectively nonprofit Boards must work collaboratively with development staff and major donors. The most challenging task of CEO’s and fundraising leadership is motivating and supporting their Board in its most important responsibilities: finance, planning for growth, acting as advocates, dealing with crisis and change, evaluating its performance, and ensuring the nonprofit has the resources to fulfill its mission. Review the following strategies and ideas for transforming your board into a dynamic leadership team.

1. Culture Counts– One of the most important components in setting the groundwork for building a highly-functioning Board is establishing a culture of congeniality and respect. This begins with trust and confidence in the CEO’s skills, expertise, and commitment to the organization’s wellbeing. Once this is established, an environment of “good intentions” and enthusiasm will filter down to its members. Creating a positive Board culture includes setting high expectations, promoting honest communications, and allowing debate free of politics and underlying agendas.

2. Create clear and detailed job descriptions.People tend to do best when they know exactly what is expected of them. This is true with paid employees as well as volunteers at all levels of an organization as it defines exactly what they will be held responsible for prior to making a commitment. Job descriptions should include information regarding meeting attendance, committee assignments, financial contributions, and fundraising. It’s best to create a special agreement for members who will be providing a special skill or function.

3. Everything begins and ends with the budget. The most important role of a nonprofit board is to serve as fiduciaries. Without prudent financial management, even the most successful nonprofit can fall into financial difficulty which can tarnish its reputation and threaten its existence. For this reason it is important to recruit an experienced financial expert to chair the finance committee. Duties of the committee include working with the organization’s comptroller and auditors in financial planning and budgeting, preparation of financial reports, oversight of internal controls, and setting long-term financial plans and goals.

4. Establish clear “give and get” expectations. In order to raise funds from foundations and other major donors an organization must demonstrate 100% participation of the Board in the annual fund and capital campaigns. It is considered best practice for nonprofits to have a minimum combined annual requirement for “giving and getting.” This should be made clear during recruitment, with members receiving a reminder phone call toward the end of the fiscal year. It is the role of staff to provide tools and training to members who are inexperienced in this area. Many boards specifically recruit lawyers and investment bankers who are adept at bringing in funds.

5. Board Roles vs Staff Roles. Part of the role of development staff is to provide the Board with whatever it needs to fulfill its responsibilities. Avoid the horrors of Board micromanagement by creating a document which clearly delineates the roles and responsibility of staff versus those of the Board. The CEO should be the only employee recruited and evaluated by the Board. All other staff members report to their direct superiors as stated in their job description. Because the CEO owns the relationship with the board, members of the development team need to inform the CEO when contacting board members directly unless this is pre-defined as part of their responsibilities.

By Craig Shelley, CFRE, Chapter Treasurer & Managing Director, Orr Group

Last week I had the opportunity to attend the Association of Fundraising Professionals International Conference (ICON).  It was a remarkable opportunity to connect with old friends, meet new ones who share a passion for improving the world via philanthropy, be reminded about some best practices I’d forgotten and be exposed to lots of new ideas and approaches.  It was good for my brain.  More importantly, it was good for my spirit.

I’ve only attended ICON once before and the most impressive part of the experience is the enormity of it.  It is a unique opportunity to be surrounded by that many (3,000+) people who do the same work as you.  Fundraising is often a lonely and misunderstood profession.  To essentially have a group of us take over a large part of San Antonio for the better part of a week was inspiring.  Trading war stories, commiserating about successes and failures and gaining advice from true experts in the field inspires and is already benefiting my work now that I’ve returned home.

Next year’s ICON will be held March 29 – 31, 2020 in Baltimore, Maryland.  I’d strongly encourage chapter members to take advantage of it being on the east coast and planning to attend.  But why wait to learn and be inspired?  Nearly 2,000 fundraisers will gather at the Marriott Marquis on Friday, June 14 for Fundraising Day in New York, which is equally inspiring.  I hope to see you there!

If you have ideas or suggestions for our AFP chapter please always feel free to contact me directly at cshelley@orrgroup.com.  If you’re interested in my thoughts on fundraising and news in the sector, sprinkled with the occasional picture of my kids, please follow me on Twitter @craigshelley.

Thank you for everything you do.