How to Enable More Donor-Advised-Fund Gifts to Your Station

donor cultivation and stewardship, Major Giving

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Donor Advised Funds (DAF) have been in the news quite a bit recently. Since the pandemic began, the contributions to funds and the output of dollars from funds to organizations have both been breaking records. There is even a new movement spurred by philanthropists to encourage others to give more of their balances called “Half My DAF.”

Donor Advised Funds function a bit like a bank or brokerage account but the funds can only be used to support qualified nonprofit organizations. When a donor or family decides to create a DAF, they select a sponsorship organization (Vanguard, Schwab) and then transfer funds (cash, stock, etc.) into an account there. At this point they have made a tax-deductible donation to the sponsorship organization. Those funds no longer legally belong to the donor. They receive a tax letter from the sponsoring organization, which is why your organization does not send one if you are a recipient of a grant. 

From there the donor has access to make additional contributions to increase the size of their DAF account and to “recommend grants” to organizations they want to support. Typically within the sites of each sponsorship organization there are tools that help DAF account holders research organizations, review 990s, and discover organizations that connect with their philanthropic interests. 

Since the start of the pandemic, DAF sponsorship organizations have increased their communications to donors to encourage distribution of funds since the increased need among organizations is quite apparent. Reports show that many donors have chosen to be very generous with their recommended grants in the last five months. And, thanks to stock market growth, the balance of these funds are also growing.

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Leadership for the Now Generation

Membership, Corporate Support, Major Giving, marketing, leadership, diversity & inclusion

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We are experiencing a reawakening in America: A global pandemic and failure of our democratic systems. Nearly a decade of watching Black Americans murdered from multiple video angles. The Karens. Mask polarization. The psyche of America is crying out: When will it end? Enough is enough.

The overwhelming feeling is that few solutions - or even substantive conversation - have come from those in power. 

It’s no different in public media.

My heart aches when I see/read/hear so many of my media colleagues and particularly those in public media, who have expressed during these past few weeks their lived experiences inside of newsrooms and organizations as being made to feel less than or even invisible.

Those words come from a tweet that I posted back in mid-July. But it’s a statement I’ve been making for the better part of the last decade. These are years when my BIPOC colleagues have been speaking up about their experiences working in public media. Applying for c-suite roles and never being interviewed, being passed over while whites with less experience and questionable pasts get promoted, discovering that white colleagues in similar roles make significantly more, and enduring retaliation for speaking up or filing complaints with leadership or HR.  

While some diversity might exist at the bottom of our organizations, as you summit the peak of leadership, it’s snow-capped white. It's the public media version of a 1960’s lunch counter. It’s modern day segregation.

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Three Ways to Stop Sabotaging Your Own Growth

Membership, Corporate Support, Major Giving, leadership

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Professional development is something we know is important, but very few managers and leaders give it the time, resources, and prioritization that it needs. Of course, you can also choose what value to place on your own career development. If you’re looking to regain your momentum and start growing faster, here are a few traps to avoid: 

1. Stop Thinking You Don’t Have Time to Learn.

You’re busy, I get it. But why is it that some busy people can make time to grow in their jobs and others can’t? Your manager’s attitude and company culture play a role, sure, but I think an even bigger contributor is the belief that professional development is somehow an “extra” that needs to happen when your other work is done

Take this very concrete example: A public radio membership director spends two hours per week doing a complicated multi-step process to prepare data from a payments system to import it into a CRM. She knows that if she were to design a template to do this, she could probably reduce that time to 15 minutes. She also knows that if she knew how to build this template, she could build others that would save her time on other tasks. And, she could teach this skill to other people in her department so they could be more efficient. “One day, when I have time,” she says. 

The bottom line is that you will never not be busy. The only way to “make time” to learn and grow is to stop thinking of it as something you do separately from your day-to-day work.

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Are You Mis-Applying Membership Tactics to Your Major Giving Program?

donor cultivation and stewardship, Major Giving, Gift Clubs

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In public media individual giving, membership is king. It’s where we’ve had the most success. In fact, we’re kind of famous among nonprofits for how good we are at getting large numbers of donors to give small amounts. And that is something to be proud of.

If you work in public media major giving, you also know that our successes in membership can sometimes affect how we think about other areas of giving. 

Perhaps you’ve experienced one or more of the following:

  • Donors move into a major giving portfolio based only on a gift level instead of on a qualifying process.
  • There is a significant percentage of donors in your portfolio whom you don’t know well at all.
  • You don’t have a plan for each donor in your portfolio.
  • Your organization does not have projects defined that can be matched to donor interests.

Nearly all public media organizations are fluent in membership. But when public media fundraisers take the tactics that made membership wildly successful and mis-apply them to major giving, it results in low major giving revenue and frustrated major giving officers.

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Navigating Power and Privilege in Public Media

Membership, Corporate Support, Major Giving, General Management, marketing, diversity & inclusion

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The city where I grew up – San Antonio, Texas – was majority Latinx, but by no means unsegregated. The East Side was predominantly poor and Black, and much of the South and West Sides were poor and Brown. If you were an upwardly-mobile POC, you moved to the city’s whiter, more affluent northern suburbs. That’s where my assimilated, single mom – originally from the West Side – raised me, with help from her Mexican immigrant parents and, eventually, my SoCal Chicano stepdad. 

As a white-presenting mestiza (raised in white suburbs, no less) I am, in the words of Leslie Arreoloa-Hillenbrand, “both colonized and colonizer.” To be white-presenting is to live a duality: to both benefit directly from racism and be privy to the psychic pain it inflicts. It’s an eternally uneasy place to live.

When I was 31, I moved to Minnesota, and it was nothing short of culture shock. Exposed to people and cultures with which I’d had no prior experience – Somali, Hmong, Ecuadorian, Ojibway, Dakota – Minneapolis made me realize how diverse San Antonio actually wasn’t. New to me was the experience of feeling my whiteness so blaringly. 

Shortly after arriving, I landed my first job in public media as an administrative assistant at Minnesota Public Radio. At the time, I was one of very few ethnic minorities or people of color at MPR. There were a few – I bonded early with another Tejano colleague, a fellow Black assistant who eventually rose in MPR’s ranks, and a rotating-door of Latinx journalism fellows – but there weren’t many. At one point in my ten-year tenure, despite Minnesota being home to the largest Somali population in the U.S., the only Somali in the building was on the janitorial staff. New to me was the experience of feeling like the only minority for miles.

Minneapolis was also the first time I’d witnessed acute segregation. Months in, I learned that the city’s predominantly Black North Side was a kind of island, when three consecutive taxis refused to drive us to a friend’s house there. I knew San Antonio’s East Side suffered grave inequities, but I’d never heard it spoken of as if it were some dangerous other country. 

To be clear, racism and the inequities it creates are global; Minneapolis is not unique. But, for me, my ten years spent in the Twin Cities was eye-opening and oftentimes uncomfortable, even with the protections my whiteness afforded me. There were things I loved about the place, too, which made leaving – when I took a job in Texas – feel like the end of a failed marriage. On my last ride to the airport, I watched the buildings of downtown Minneapolis shrink in the car’s rear window and thought: Welp, we tried.

Last month, I sat in the safety of my Austin living room, phone in hand, watching video footage of a gas station burning two short blocks from my last apartment in Minneapolis. I felt a lot of things – sadness, anger, worry – but surprise wasn’t one of them.

* * *

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Five Steps to Creating Content Your Audience Actually Appreciates

Membership, Social/Mobile, Corporate Support, Major Giving, marketing

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Have you ever wondered how we bring you the insightful commentary and research you read on EDGE? The EDGE blog you trust doesn’t stand alone. It’s part of an ecosystem of content created by Greater Public, a nonprofit that serves the professional development of public media fundraisers. 

Creating quality content that people actually want can feel exhausting sometimes, especially when fundraising is your primary objective. Producing the very best blog on public media fundraising is possible thanks to our strong process for vetting, selecting, editing, and publishing content.

To help you streamline your work process and create better content for your members, we want to share the content creation process developed by our senior manager for content and projects, Ellen Guettler. These tips could help you increase engagement and warm feelings for your organization. 

  1. Figure out a problem that’s relevant to the audience you’re trying to reach.

    The easiest trap for any content producer to fall into is focusing on what you want or think is best, instead of focusing on your intended audience. Understand whom you’re trying to reach. Imagine how their day plays out, the obstacles they’re encountering, what’s slowing them down or keeping them from what they want. Content that doesn’t help people is just an ad, which can lose your audience’s attention very quickly.
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Strategies to Generate Major Donor Thank-Yous When Times Are Hard

donor cultivation and stewardship, Major Giving, Gift Clubs, COVID-19

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As the country navigates the economic effects of massive unemployment, the health crisis of the coronavirus pandemic, and calls for change due to systematic inequality, the public media system continues its essential public service for audiences and donors who are affected by this complex and historic moment.

Donors have been extraordinarily generous since the beginning of the pandemic response in March and there are no signs of that slowing down. Organizations are seeing gift-club ($1000 - $5000) donors give earlier and bigger gifts than expected and we are having more substantial conversations with major gift prospects in cultivation.  

This is all wonderful news. Where we have started to let donors down is in the back-end process now that we are no longer working collaboratively in an office environment. Many organizations struggle to send timely and personal thank-you letters to donors under normal circumstances. The pressures of all these joint crises together have made that process break down even further. 

There seem to be three main reasons that this type of stewardship has stumbled. 

  1. Gift officers are extra busy and all aspects of their work is harder during lockdowns.
  2. It’s easy to feel stuck creatively and not know what to say.
  3. We may fear the donor won’t appreciate the note.
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A Time for Change

Membership, Corporate Support, Major Giving, General Management, diversity & inclusion

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The killings of George Floyd, Breonna Taylor, Rayshard Brooks and too many other Black Americans, along with the anguish being felt in cities nationwide, have pulled back the curtain for many on injustice and the need for systemic change. And we are part of the need for change. Our industry grapples with the same issues of implicit bias and whiteness that exist nationwide.

Change is tumultuous. But the beauty of change is that it brings opportunity.

Public media has everything it takes to learn, grow, and serve all the people of this nation just as our mission has called us to do from the beginning. We have always lifted each other up in service of our mission, and our capacity to come together remains undiminished. In fact, the way forward for our entire industry exists within the wisdom and practices of individual stations and teams. We have the advantage of being able to learn from one another.

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Building New Revenue Starts With Gratitude

Major Giving, COVID-19

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Your resources - including time - are being simultaneously crunched and stretched. Corporate sponsorship is likely underperforming, membership may be holding steady but the long term is uncertain, your licensee may be reducing support, but your community’s need for your service has never been greater. 

If our industry has ever needed a path to “new” revenue, it needs it now. 

I would maintain that there is substantial revenue hiding in plain sight at most local public media organizations.

Where is it hiding? On your donor list.

Whether you have 5,000 donors or 50,000, whether you’re in a major market or in a smaller community, there are individuals that are currently supporting you with a relatively modest annual gift that have the capacity to give more – in some cases much more.

I have seen analyses of donor lists from dozens of public media organizations prepared by colleagues at Veritus Group, our partners in the Transformational Major Giving Pilot Program and Public Media Major Gift Academy. Every single one of those analyses shows the potential for dramatic growth based on Veritus’s experience with organizations large and small, across nonprofit sectors.

Every single one.

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Strategies to Make the Most of Working From Home

Membership, Corporate Support, Major Giving, COVID-19

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One benefit of work-from-home is that my car is getting three weeks to the gallon.

Prior to the COVID-19 pandemic, there were a number of public radio underwriting sales staff who were already working from home (WFH), often because their station’s reach covered a sizable geographic area or their entire state. Those salespeople live in various parts of their coverage area in order to be able to call on and visit with underwriting prospects and clients.

And then it happened. WFH. Everyone.

In these [pick one: challenging, crazy, terrible, unprecedented] times, stations’ underwriting salespeople packed up their files and list of accounts to work from home as states implemented stay-at-home orders that shuttered businesses and helped isolate those who have the virus to prevent it from spreading. 

The show must go on.

As we soon learned, the mandatory WFH situation that many of us found ourselves in is not ideal. Schools closed and kids had to be home-schooled. Restless pets were wondering why their human owners were not leaving the house. With everyone home, some home Internet connections were being taxed due to the increased use by multiple family members. Accessing the station’s network remotely from home had its problems. For most of us, these new situations only added to existing work challenges.

With the “interim or new-norm” of WFH it can be difficult to remain motivated through all of the uncertainty. So what are some of the things we’ve learned to motivate us and keep us productive while working from home?

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