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What Causes so Many Fundraisers to Leave their Jobs?

Fundraisers report money is the number one reason they leave their jobs. While I do believe too many fundraisers are underpaid relative to their skill sets and performance, I’ve a strong hunch it’s not the real chief culprit for fundraiser dissatisfaction.

What is causing so many fundraisers to leave their jobs? Or leave the nonprofit field entirely?

Support. Culture. Infrastructure.

Or, to be specific, the lack thereof.

  • Too little support.
  • Toxic culture.
  • No organizational infrastructure to facilitate philanthropy.

Alas, in interview after interview with fundraisers working in the trenches, I find these essential components of a productive and joyful work environment sorely lacking. This situation doesn’t usually arise out of malice. It’s born of a desperate lack of understanding about what it takes to manage people well. Of course, that’s a topic unto itself. But there’s something else that happens with people hired to work as development staff. And that’s what I want to address here.

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Money Matters: Why a Good Nonprofit Fundraiser is Hard to Keep

What’s love got to do with it?

Show me the money.

Some year’s ago the Chronicle of Philanthropy published an article about the need to Shake Up Development Offices and Curb Turnover. The article cites Penelope Burk’s five years of research which culminated in her groundbreaking book, Donor-Centered Leadership, as well as a revelatory study, Underdeveloped, by CompassPoint and the Evelyn and Walter Haas, Jr. Fund that found half of chief development officers planned to leave their jobs in two years or less. And 40% planned to leave fundraising entirely.

What’s going on, and how can you fix it?

Is it about money, or something else?

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Sign expressing values

Bottom Line: Philanthropy Culture Improves Fundraising

“Philanthropic culture is a key driver of fundraising performance.”

Adrian Sargent, Institute for Sustainable Philanthropy

Is a culture of philanthropy just something that’s ‘nice’ to have? Does it simply make people feel good? Or might it actually affect your bottom line – making it ‘necessary?’

I know I’ve worked with organizations who looked at the notion of developing a philanthropy culture a bit like doing staff morale building or sensitivity training. It certainly sounds good, and who can argue with reports from pioneering organizations like the Walter and Evelyn Haas Jr. Fund (see Underdeveloped, Beyond Fundraising: What Does it Mean to Build a Culture of Philanthropy, and Fundraising Bright Spots) and Sea Change Strategies (see Inside-Out Fundraising) that embracing a culture of philanthropy (COP) will bring all sorts of benefits, including recruitment and retention of talent, stronger development plans and infrastructure, a better understanding of the board role in fundraising and a shared understanding of the importance of fundraising across functional siloes.

“As a sector, we need to elevate the importance of fund development as a leadership issue, invest in a stronger talent pool, and strengthen the ability of nonprofits to develop the systems that enable fundraising success.”

Jeanne Bell, CEO of CompassPoint, co-author of Underdeveloped

“Generally, a culture of philanthropy is one in which everyone—board, staff and CEO—has a part to play in raising resources for the organization. It’s about relationships, not just money. It’s as much about keeping donors as acquiring new ones and seeing them as having more than just money to bring to the table. And it’s a culture in which fund development is a valued and mission aligned component of everything the organization does.”

Cynthia Gibson, author, Beyond Fundraising

“Without tackling internal issues head-on, we believe the prospects for major fundraising progress are limited. In most organizations, fundraising is limited more by organizational culture and structure than by lack of strategic or tactical know-how.”

Alia McKee and Mark Rovner, Founders, Sea Change Strategies

Despite the impressive research that’s been done showing the value of a philanthropic culture, too many nonprofits have simply assumed they had one by virtue of merely existing within the social benefit sector. Or even if they understood achieving a true COP took work, they just never moved this from the back burner to the front.

“Many charities are so wrapped up in the process of doing – delivering, raising income, adapting to the panoply of changing circumstances that can radically alter day to day activity – that establishing a truly philanthropic culture might not be high on the list of priorities.”

Adrian Sargent, Institute for Sustainable Philanthropy

It’s Time for a Change

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Tall trees, Muir Woods, California

When Great Trees Fall

Tall trees, Muir Woods, CaliforniaWhen great trees fall,
rocks on distant hills shudder,
lions hunker down
in tall grasses,
and even elephants
lumber after safety.

When great trees fall
in forests,
small things recoil into silence,
their senses
eroded beyond fear.

When great souls die,
the air around us becomes
light, rare, sterile.
We breathe, briefly.
Our eyes, briefly,
see with
a hurtful clarity.
Our memory, suddenly sharpened,
examines,
gnaws on kind words
unsaid,
promised walks
never taken.

Great souls die and
our reality, bound to
them, takes leave of us.
Our souls,
dependent upon their
nurture,
now shrink, wizened.
Our minds, formed
and informed by their
radiance,
fall away.
We are not so much maddened
as reduced to the unutterable ignorance
of
dark, cold
caves.

And when great souls die,
after a period peace blooms,
slowly and always
irregularly. Spaces fill
with a kind of
soothing electric vibration.
Our senses, restored, never
to be the same, whisper to us.
They existed. They existed.
We can be. Be and be
better. For they existed.

― Maya Angelou

Fervent. Fearless. Focused.

JUSTICE.

RBG.

“We can be. Be and be better.”

May her legacy live on.

My photo, Muir Woods ancient redwoods, California, July 2020

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Remember Who We Are: Philanthropy Facilitators Pre 11-2020 USA Election

Your Vote MattersPhilanthropy comes from the Greek and means love (philos) of humankind (anthropos).

  • Nonprofits are here to be kind.
  • To repair the world.
  • To make our communities better, more just, more beautiful and more caring places.

This is not easy work.

  • Love is not always readily accepted or given.
  • Inspiring generosity takes time, talent and patience.
  • You will sometimes try and fail.
  • You will sometimes get beaten down

But you know you must keep trying. Because that’s the job of philanthropy facilitators.

Let me add to the definition of “philanthropy.” Robert Payton (the nation’s first full-time Professor of Philanthropic Studies and one of the founders of the Center on Philanthropy at Indiana University) defined it as: “Voluntary action for the public good.” I’ve always loved this definition, because every word is impactful. It’s voluntary (no one is being coerced). It’s action (something is actually being done, whether it’s service or an investment of money) and it’s all directed “for the public good.”

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Nonprofit’s ‘Unfair Advantage?’ You Deliver Meaning.

In whatever times we’re in, that’s what folks don’t have enough of. That’s what folks crave.

That’s what explained Nike’s daring move in 2018 to put forward a polarizing marketing campaign featuring the face of American football quarterback Colin Kaepernick, most famously known for taking a knee during the singing of The Star-Spangled Banner.

In Why did Nike do what they did? Mark Schaefer of Grow, and author of several digital marketing books, explains why this was a brilliant idea. Despite the fact it generated controversy, including protesters burning shoes in the streets, Schaefer notes Nike’s move aligns with research highlighted in his book, Marketing Rebellion. The book explores how to connect with customers and build a brand in a world without loyalty.

The message of the book applies  to folks in the social benefit sector as well.

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Family making noise on balcony to celebrate first resonders

How to Discover Your Unique Coping Strategies

I confess. I’m a sucker for a quiz. I love to test myself, and compare my answers with others. We all need a little distraction to keep our minds off the news right now, right?  Some of us more than others.

So I want to share some quizzes, exercises, and assessments that may help you discover some important truths about the most interesting person on earth. YOU!

The way you cope during stressful times has a lot to do with your unique personality traits. Do you consider yourself self-aware? Do you know why you may be feeling particularly panicky right now? Or inexplicably calm and at peace? Do you know what makes you feel creative and purposeful? Even joyful?

Every night at 7:00 p.m. my neighborhood goes outside and stands on the street, sidewalk or balconies to make a little ‘music.’ The other night this kid took a spatula to the iron balcony and managed to make a lovely racket! The hospital staff around the corner and up the hill has let us know via social media that they hear us and appreciate us. It feels like a beautiful way to cope, if even for just a few minutes each day. All it took was one neighbor to organize it, and… voila!  I am grateful to that neighbor.

What are you doing to cope? How are you adapting, personally and professionally, to our ‘new abnormal?’

Are you living your life in the best way possible for you to make a contribution that feels authentic, productive and true to you?

Now is a terrific time for some good old-fashioned introspection.

Everyone brings their own gifts to the situation at hand. There’s no ‘right’ or ‘wrong’ personality. Now’s a time to get in touch with, and appreciate, what you bring to the table.

Maybe you can help someone else – a friend, family member, neighbor or even a donor – overcome some of their own weaknesses right now. And maybe they can help you as well. Yin-yang. Give-take. Mutual support. Empathy and understanding.

Are you game?

I’ve got four fun things for you to try!

Even if you don’t love doing exercises and taking quizzes as much as I do, you may find one or more of these interesting. None of them take a lot of your time. And it’s even more fun if you do it together (with friends, family, co-workers); then compare and discuss results!

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Young girl hugging lion

Remember Who We Are: Philanthropy Facilitators

Philanthropy comes from the Greek and means love (philos) of humankind (anthropos).

*This article written 18 months ago seems equally, and particularly, apropos this week. So I’m sharing it again.

  • Nonprofits are here to be kind.
  • To repair the world.
  • To make our communities better, more just, more beautiful and more caring places.

This is not easy work.

  • Love is not always readily accepted or given.
  • Inspiring generosity takes time, talent and patience.
  • You will sometimes try and fail.
  • You will sometimes get beaten down

But you know you must keep trying. Because that’s the job of philanthropy facilitators.

Let me add to the definition of “philanthropy.” Robert Payton (the nation’s first full-time Professor of Philanthropic Studies and one of the founders of the Center on Philanthropy at Indiana University) defined it as: “Voluntary action for the public good.” I’ve always loved this definition, because every word is impactful. It’s voluntary (no one is being coerced). It’s action (something is actually being done, whether it’s service or an investment of money) and it’s all directed “for the public good.”

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Philanthropy, Not Fundraising: I Have a Dream 2020

Today would have been Dr. Martin Luther King’s 91st birthday. During his lifetime he challenged us to recognize the privilege of being part of the struggle for goodness to prevail. He did not live to get to the promised land, yet he saw it from the mountain top. And in his famous speech he mused on the question of what he would say were he to be given the extraordinary opportunity to live in any moment in history. His answer to the Almighty was, “If you allow me to live just a few years in the second half of the twentieth century, I will be happy.”

Today we are here, and our challenge is whether we can approach our world with the same degree of gratitude and moral resolve. Our times are challenging.  Political division, escalating, senseless violence across the planet, threats to free speech, the spread of fake news, a deepening divide between classes, the existential threat of climate change, and a creeping sense of dread as events begin to seem out of our control.  The world can seem a cruel and barbaric place. Philanthropy – love of humankind — can seem elusive. Yet it’s right here. In each of us.

King challenges us to recognize that even in dark times, there is light to be found:I know that it’s only when it is dark enough that one can see the stars.” As we toil in the vineyards of the social benefit sector, it is our privilege — and responsibility — to carry Dr. King’s torch and let shine the light. To muster all our spiritual, moral, individual, and communal resources to drive out the darkness. Today, with my annual “I Have a Dream” post, I invite you to consider what you can do to adapt, stay positive and make a beneficial impact on the world within and around you — yourself, your family, your friends, your neighbors and strangers.

“The time is always right to do what is right.” ~ Martin Luther King Jr.

I have a dream for 2020 – and beyond. I have a dream this is the year your organization will move beyond defining yourself by what you’re not (nonprofit) and will begin to define yourself by what you are (social benefit). I have a dream this is the year your people will move from an attitude of taking and hitting people up (aka “fundraising”) to a mindset of giving and lifting people up (aka “philanthropy”). I have a dream this is the year your staff and volunteers will move from enacting transactions to enabling transformation.

I have a dream you will push yourself and your organization this year. You will take the bull by the horns, adapt to the digital revolution and open yourself to the possibilities change brings. You will give up on the static donor pyramid, ladder and funnel theory of engagement and put your donor at the center of a new, active engagement model that reflects the myriad ways people connect with organizations and causes today. You will find donors where they are.

I have a dream you will learn who your best influencers and advocates are and you will embrace them.  You will recognize you are no longer your best messenger. You will understand many forces beyond you influence your donor’s decision to invest with you, and you will expand your thinking and operations from a one-dimensional to a multi-dimensional model.  You will allow your constituents to engage with you at multiple points of entry, and to move freely between these points during the life cycle of their engagement.

I have a dream you will think big, because thinking small will not get you where you need to go. 

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How Leaning Into Fear Can Change the World

A very accomplished friend of mine wrote a provocative, and beautiful, article over three years ago.

It’s called On Political Fear, and was written by Tara Mohr, author of Playing Big (named a ‘best book of the year’ by Apple iBooks) and an expert on women’s leadership and well-being. Tara writes a lot about creating a more sane and compassionate world — through leadership, courage and creativity.

That’s the raison d’etre of the social benefit sector, which is why the article resonated with me on many levels, not the least of which spoke to me wearing my hat as a philanthropy facilitator and nonprofit coach.

I shared her article then. I want to share it again.

Tara, in speaking up, described herself as “proudly afraid.”

Are you “proudly afraid?”

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