The Ultimate Guide to Charitable Donations

Ultimate Guide to Charitable Donations Image

You are interested in giving to charity. But you might not know exactly where to start. What are the rules around tax deductions? What organizations are true charities? And how can you be sure your money is being used effectively? This Ultimate Guide to Charitable Donations will walk you through all the ins and outs of charitable giving, specifically from an individual donor perspective. 

What follows is a step-by-step process for making sure your hard-earned money supports the causes and organizations that mean the most to you.

If you don’t have a lot of time, and you’re just looking for how to find out a specific charity is eligible for tax-deductible donations, download a comprehensive list here.

 

Topics covered will include:

1.  Charitable donations market and trends

2.  Tax deductions: rules and watch outs

3.  How to choose a charity

4.  How to tell if a charity is legitimate

5.  How much to give and to which cause

6.  Which platforms to use to make charitable donations

This guide will discuss donations, primarily from a cash perspective. To dive into specifics around donating physical goods, check out this guide by Beverly Bird at the Balance.

For a comprehensive guide on volunteering your time visit this blog post from Zelos, and for a guide on volunteering your time abroad, Kiersten Rich runs an excellent blog called The Blonde Abroad full of details based on her personal experience.

And if you’re a nonprofit leader, you may do better to refer to Spera Connect’s Ultimate Guide to Nonprofit Fundraising.

Hopefully, this guide to charitable donations can serve as a decision guide for your philanthropic efforts. Whether big or small, new or experienced donor, your efforts go a long way toward making our world a better place!

Because nothing remains static, as you’re reading this, if you come up with new ideas or things that should be added to this guide, please contact us to contribute to an update to the article.

1. Charitable Donations Market and Trends

Americans donated almost $450 billion in 2019 to charitable causes, according to the National Philanthropic Trust. To understand the magnitude, the 1.5 million public charities registered with the IRS spend approximately $2 trillion per year – this means almost a quarter of all expenses are enabled by donations.

Of this, approximately 70% of charitable donations came from individuals, while 13% came from corporations and 3% from foundations. High-net-worth individuals average almost $30,000 per year, while general population households give closer to $2,500.

Where do charitable donations go?

 
Giving USA Trends Image
Source: Giving USA

According to Giving USA:

Giving to religion increased 2.3% between 2018 and 2019, with an estimated $128.17 billion in contributions. Adjusted for inflation, giving to religion was essentially flat, increasing 0.5% in 2019.

Giving to education is estimated to have increased 12.1%, to $64.11 billion. Adjusted for inflation, giving to education organizations increased 10.1%.

Giving to human services increased by an estimated 5.0% in 2019, totaling $55.99 billion. Adjusted for inflation, giving to human services organizations increased by 3.1%.

Giving to health organizations is estimated to have increased by 6.8% to $41.46 billion, an increase of 4.9%, adjusted for inflation.

Giving to public-society benefit organizations increased an estimated 13.1%, to $37.16 billion. Adjusted for inflation, giving to public-society benefit organizations grew 11.1%.

Giving to arts, culture, and humanities is estimated to have increased 12.6% to $21.64 billion. Adjusted for inflation, giving to the arts, culture, and humanities subsector increased 10.6%.

Giving to environment and animal organizations is estimated to have increased 11.3%, to $14.16 billion. Adjusted for inflation, giving to the environment/animals subsector increased 9.4% percent. This marks the category’s sixth consecutive year of growth.

A donor profile

The average donor in the United States is 64 years old and makes two charitable gifts a year. Additionally, data by Double the Donation indicate:

–  31% of worldwide donors give to organizations located outside of their country of residence.

–  Female donors are more likely to make a donation because of social media marketing, while male donors are more likely to give because of email messages.

–  Generational differences between donors can have considerable impacts, as well, as evidenced in the findings to the right.

–  67% of worldwide donors also choose to volunteer locally in their communities, and 56% regularly attend fundraising events.

How does giving look by generation?

Millennial Charitable Donations (born 1981-1996)

  • Make up 25.9% of US population
  • 40% are enrolled in a monthly giving program
  • 46% donate to crowdfunding campaigns
  • 16% give through Facebook fundraising tools
  • 55% attend fundraising events
  • 11% of total US giving comes from Millennials
  • 84% of Millennials give to charity, donating an annual average of $481 across 3.3 organizations
  • Millennials are active on their phones and respond best to text message and social media, but rarely check personal email or respond to voice calls
  • Millennials are most likely to contribute to work sponsored initiatives, donate via mobile and watch online videos before making a gift

Gen X Charitable Donations (born 1965-1980)

  • Make up 20.4% of US population
  • 49% are enrolled in a monthly giving program
  • 45% donate to crowdfunding campaigns
  • 19% give through Facebook fundraising tools
  • 56% attend fundraising events
  • Gen Xers are most likely to fundraise on behalf of a cause, make a pledge, and volunteer their time to an organization
  • Gen X prefers text messages or voice calls. These donors regularly check email and stay up to date on social media feeds
  • Email prompted 31% of online donations made by Gen Xers

Baby Boomer Charitable Donations (born 1946-1964)

  • Make up 23.6% of US population
  • 49% of Baby Boomer donors are enrolled in a monthly giving program
  • 35% donate to crowdfunding campaigns
  • 21% give through Facebook fundraising tools
  • 58% attend fundraising events
  • 24% of Boomers say they were promoted to give an online donation because of direct mail they received
  • 72% of Boomers give to charity, donating an annual average of $1,212 across 4.5 organizations
  • Boomers answer voice calls, check email regularly, and also use text messaging and social media; though initially slow to adopt new technology, they take to it quickly once they do
  • Boomers are most likely to make recurring donations on a monthly, quarterly or yearly basis

Greatest Generation Charitable Donations (born before 1946)

  • Make up 11.8% of US population
  • 30% of donors aged 75+ say they have given online in the last 12 months and on average give 25% more frequently than younger generations
  • 88% of the Greatest gen gives to charity, donating an annual average of $1,367 across 6.2 organizations
  • They represent 26% of total US giving
  • Greatest prefer voice calls and direct mail; these donors are late adopters of email and do not typically use text messaging or social media
  • Greatest are most likely to give through direct mail campaigns and donate physical goods
Global trends in giving by generation graphic
Source: 2018 Global Trends in Giving Report, by Nonprofit Tech for Good

2. Charitable Donations and Tax Deductions

As you explore your giving options, pay attention to tax implications. A strong incentive for many, donations are often tax deductible for donors, and as a result, more giving occurs in December than any other month – to prepare for tax season.

What do tax rules mean for you?

Donations to qualified charities are tax-deductible expenses that can reduce your taxable income and lower your tax bill. You must itemize your tax deductions to claim them, however, and this is typically in your best interest only if the total of all your itemized deductions exceeds the amount of the standard deduction you would receive for your filing status.

Note: not ALL organizations are eligible to receive tax exempt charitable donations.

Tax law classifies charities and nonprofits according to their mission and organizational structure. Each group must register with the IRS for the section of the law that applies to it.

Religious and charitable organizations typically fall under section 501(c)(3) and can receive tax-deductible donations.

Not every section allows these deductions. For instance, social welfare and civic organizations registered under section 501(c)(4) don’t qualify.

However, two types of 501(c)(4) organizations—veterans’ organizations with 90% war vet membership and volunteer fire departments—do qualify for charitable deductions.

Because the IRS allows deductible donations to some entities that are not registered as a 501(c)(3), donors can get confused.

For example, taxpayers often have the mistaken belief that civic and employee associations, such as certain retired worker associations and sports groups, qualify as charitable groups.

Asking the organization about their qualification before making a contribution is recommended.

TurboTax provides additional ground rules that are helpful for determining if your gift is tax deductible, and this quick article is worth your time if unsure of your potential gift’s status.

To determine if a specific organization is eligible for tax deductible gifts, consult the Internal Revenue Service database, which is regularly updated with nonprofit statuses. Click on the download for Publication 78 Data.

Charitable Contribution gif
Source: The Balance

How to claim a deduction

William Perez in The Balance offers great insight on how to claim your tax deduction:

You can claim a tax deduction for charitable giving on Schedule A.2 The total of Schedule A then transfers to line 9 of the Form 1040. You’d claim the total of your Schedule A deductions in lieu of claiming the standard deduction. You can’t itemize and claim the standard deduction as well.

The schedule isn’t just for claiming charitable donations. It includes and calculates all itemized deductions you’re eligible for. Other possible itemized deductions include things like medical and dental expenses you paid for yourself or for your dependents over the course of the year, including insurance premiums. They also include state and local taxes you might have paid and home mortgage interest.

Tax deduction brackets

Rules for claiming the charitable tax deduction

The IRS imposes several rules for claiming a deduction for charitable contributions:

You must actually donate cash or property. A pledge or promise to donate is not deductible unless and until you actually pay.

You must contribute to a qualified tax-exempt organization.4 Charities will let you know if they have 501(c)(3) tax-exempt status, but some organizations, including churches and other religious organizations, are not required to obtain 501(c)(3) status from the IRS. They count as qualified charities regardless, as do certain trusts and non-profit volunteer fire companies. The IRS provides a search tool so you can check the status of an organization you’re considering donating to, or check with a tax professional.

You must meet several recordkeeping requirements. This includes saving canceled checks, acknowledgment letters from the charity or charities, and sometimes appraisals that confirm the value of donated property.

Keeping records of your charitable donations

Your written records must indicate the name of the charitable organization, the date of your contribution, and the amount that you gave.

Canceled checks work well because the name of the charity, the date, and the amount of the gift all appear there. Bank statements are good, too, when they show a gift paid by debit card, and credit card statements work when they show this same information.

Charitable organizations will often provide donors with written letters of acknowledgment or receipts. The IRS can disallow charitable donations of $250 or more if you don’t have a written acknowledgment from the charity to document your gift, in addition to your other records.

Limits on your charitable contribution deduction

Generally, you can deduct contributions up to 30% or 60% of your adjusted gross income (AGI), depending on the nature and tax-exempt status of the charity to which you’re giving. You can deduct contributions of appreciated capital gains assets up to 20% of your AGI.

The limit for cash donations was 50% of your AGI through tax year 2017. The Tax Cuts and Jobs Act (TCJA) increased this threshold to 60% as of 2018 through at least the end of 2025 when the TCJA potentially expires.

You can carry the excess over to subsequent tax years if your gifts exceed these thresholds. Excess contributions can be carried over for a maximum of five years.

It used to be that your deduction could be affected if your AGI was too high, but this rule was repealed by the TCJA.

Other watch outs

It is important to know that some contributions are not tax-deductible, even if by following the above guidelines they may appear to be. These include gifts made to:

–  Political parties, political campaigns or political action committees (PACs)

–  Individual people (as opposed to organizations)

–  Labor unions, chambers of commerce or other business associations

–  For-profit schools or hospitals

–  Foreign governments

For more information on estimating your charitable giving tax savings, check out Fidelity’s free calculator.

Fidelity Deduction Calculator
Source: Fidelity

3. How Much to Give and to Which Cause

For the next step in this Ultimate Guide to Charitable Donations, let us return to our earlier question we asked ourselves: which cause is my money likely to do make the most social impact toward?

This is a dangerous question that risks spiraling a potential giver into indecisiveness and shame, especially if discussing with others about issues important to them. This might sound crazy, but think about how realistically some of these questions could pop up in a conversation about donations:

“Why would you give to an animals organization with so many starving people around the world?”

“How could you ignore the homeless people in our community but support local scholarship funds?”

“Child education isn’t NEARLY as important as getting high schoolers off the streets at night… what are you thinking?”

Not so unrealistic, is it?

If you’re unfortunate enough to be put in this place just remember: your dollars going ANYWHERE is more than not doing anything. There will always be higher ROI type ventures than others, and that is usually highly dependent on people, place and circumstance. But your decision to give should supersede any judgment attached to its motive.

According to Meera Jagannathan:

Most agree on one point: Charitable giving is an incredibly personal choice. “It’s what you feel like you can afford, how much a particular cause or charity means to you, how deeply affected you are by something and how much you want to help, and what you feel your responsibility to a community is,” consumer psychologist and “Decoding the New Consumer Mind” author Kit Yarrow told MarketWatch. “It’s just a very personal equation that everybody works out for themselves.”

Factors that play into that equation, Yarrow added, might include your personal-financial constraints like credit-card debt and loans; how passionate you are about a certain cause, issue or institution; and whether you’ve actually been engaged by an organization or charity’s outreach efforts.

But while “we all have an obligation to contribute to others,” Yarrow said, that contribution doesn’t always have to be monetary. “This is particularly true for those that are struggling with their own debt,” she said, suggesting donating time or energy instead. Palmer noted that some people may choose alternate, more informal ways of giving, like helping family members or a needy person next door — acts, in other words, that “might be just as legitimate a way to help others as writing a check.”

8 Tips for Finding the Right Cause Infographic
Source: Inc.

So, how much to give?

Everybody’s personal budget and circumstances will ultimately determine their specific giving patterns, but here are some general guidelines, according to Kristine Gill:

Just like housing, car insurance, and groceries, charitable donations should be factored into your budget, says Kristine Stevenson Seale, a financial coach in Temple, Texas. “Base the amount you give on your monthly income,” she advises. If you can afford it, make charitable giving about 10 percent of your budget. And get in the habit of donating once a month rather than at the end of the year. To maximize your donation, opt out of the incentive gift, like the tote bag or coffee mug, Buchanan says.

If a cash donation is a stretch one month, ask the organization if you can donate time or skills instead; you might do IT work for the website or organize a food drive. Remember, too, that you can give goods instead of money— bring tools to Habitat for Humanity, say, or personal-care products to a shelter.

Once a gift budget is determined, you will then ask is it better to give less money to more charities, or more money to fewer? Typically, your money goes further with larger donations to fewer organizations. The reason is typically due to the transaction fees, which are often fixed and become more economical the higher the donation.

Jason Franklin, PhD, founder and principal at Ktisis Capital advises giving based on a 50/30/20 rule:

You could dedicate 50 percent to one cause that you care deeply about, 30 percent to ones that you feel connected to but that aren’t top priority, and 20 percent to unplanned donations, like those random requests to sponsor your friend’s trivia team at a fundraiser. 

4. How to Choose a Charity

You may ask yourself, “Which cause is my money likely to do make the most impact toward? And how do I identify charities that would help me make this impact?”

Many of us hold causes deep in our hearts that mean something to us. It is easy for us to identify our desire to help children, or invest in cancer research, or whatever. But it is not always easy to pinpoint an organization that will best use our charitable donations for this purpose.

We have already discussed the IRS master list of eligible organizations. But looking at a crazy-long spreadsheet with just names of organizations is hardly helpful.

If you don’t want to search through the database, fee free to download the complete list immediately here. You can search and filter based on location, category, and size of organization to help you in your search!


Click here for your free CSV file download.

Next up in this Ultimate Guide to Charitable Donations is a list of some of the top resources for researching charities and nonprofits in a more useful manner. While useful for potential donors, these tools also serve nonprofits looking to fundraise. For more information on nonprofit fundraising, check out The Ultimate Guide to Nonprofit Fundraising.

GuideStar

GuideStar (now called Candid) is one of the most popular nonprofit databases. Styling themselves as “the most complete source of information about U.S. charities and other nonprofit organizations there is,” the website allows users to search its database to find a charity to support, benchmark your own nonprofit’s performance, research the sector, and more.

The site aims to connect nonprofits, foundations, and individuals to the resources they need to do good, by leveraging research, collaboration, and training.

Users can set up a free profile, which grants them instant access to basic search functionality. A simple nonprofit search will field a list of organizations, including their locations, gross receipts, total assets, and other organizational information.

Further, users can search for “causes” by geography, organization, or financial characteristics. This is helpful when you don’t quite know who you’re looking for, but you know what.

GuideStar Sample Page Image
Source: GuideStar

For those financial inclined out there, GuideStar offers the most comprehensive repository of tax forms (990) out there. Click on any organization and find instant access to recent years’ 990 forms. This provides users with detailed financial summaries of organizations, outlining specifics related to income, expenses, assets, directors compensation, and more.

Who is this site ideal for? 

Users looking for a comprehensive list of charities (over 1.8 million) in the United States. A special emphasis is placed on financial information, with the site’s repository of 990 tax forms serving as the foundation for much of its information.  While all features described above are free, the site offers a “Pro” version which allows users more pointed search functionality (the ability to mine 990 forms for specific data across the universe of nonprofits, a feature not available with free access).

Charity Navigator

Charity Navigator (https://www.charitynavigator.org/) is a charity assessment organization that evaluates hundreds of thousands of charitable organizations based in the United States. It provides insights into a nonprofit’s financial stability, and adherence to best practices for both accountability and transparency.

Importantly, it is the largest and most-utilized evaluator of charities in the United States. According to the website:

Since 2001, we’ve been empowering millions of donors by providing them with free access to data, tools, and resources to guide philanthropic decision-making. Through our ratings, nonprofits are equipped with the nonprofit sector’s premier trust indicator and a powerful platform to raise awareness and funds.

Accessed more than 11 million times annually, donors can give with confidence knowing the organizations that are highly rated on Charity Navigator efficiently steward donations and are accountable and transparent. While we have a large footprint and an established, trusted brand, our team of approximately 25 considers itself small-but-mighty.

Charity Navigator image

 

Source: Charity Navigator

The site’s organizational pages are among the most detailed in this list, with comprehensive sections on finance/accountability, impact/results, program detail, leadership/adaptability, and culture/community. It uses numerical ratings for each of these categories and is very transparent with the math behind the scores (as can be seen here).

Charity Navigator image

 

Source: Charity Navigator

Who is this site ideal for?

Users who are looking for a focused answer to the question, “where should I start?” Its series of top-ten lists give a great starting point for research, and the credibility backing the reviews and ratings, along with the organization’s reputation as an industry leader allow users to give confidently. Also for users looking for a deep dive into the operations of each organization — this site is as good as it gets.

CharityWatch

CharityWatch is a nonprofit charity watchdog and rating organization that works to uncover and report on wrongdoing in the nonprofit sector by conducting in-depth analyses of the audited financial statements, tax forms, fundraising contracts, and other reporting of nonprofit.

They only review 600 charities out of almost 2 million in the US, with a focus on quality rather than quantity. CharityWatch encourages donors to give to charities that will allocate most of their contributions to program services that benefit the people and causes that donors wish to support. CharityWatch also promotes charity accountability and transparency through its research on the rapidly changing nonprofit field (like others in this list) and through its work with investigative journalists uncovering wrongdoing within the nonprofit sector.

CharityWatch rates nonprofits on an A+ (best) to F (worst) scale and provides data on charity executive salaries, governance, public transparency, donor privacy, asset reserves, and other information uncovered by its analysts during their evaluation. It publishes this information on its website and in its biannual Charity Rating Guide & Watchdog Report. CharityWatch also publishes lists of Top-Rated Charities, charities with high assets, and a report of top compensation packages paid to charity executives.

The site has limited browse criteria, having only an alphabetical list (with category filter) or curated lists of “top charities.”

CharityWatch does boast one of the more robust donor resources sections in this list, providing regulatory and watch out type information for interested donors.

One of the more interesting features on the individual charity pages is the ability to click and view “similar charities” to the one being viewed. This allows users to browse a specific cause and float across different organizations that might best serve their need.

CharityWatch page image

 

Source: CharityWatch

Who is this site ideal for?

Users looking performing due diligence before donating their money. This site takes a purposefully negative approach to charity accountability, styling itself as a “watchdog” in the industry. This should provide donors the peace of mind that their dollars are going to legitimate causes and operations. The one drawback to the site is its limited browse functionality, with the inability to browse by geography. Fortunately, this is something that can be achieved with other sources on this list.

Give.org

“Helping donors give wisely, helping charities build trust,” is Give.org’s mission.

According to Consumer Advocate:

Give.org is the website for the BBB Wise Giving Alliance (WGA), an organization dedicated to evaluating national charities and reporting on their practices. Just as the Better Business Bureau focuses on consumer protection and industry self-regulation, the Wise Giving Alliance performs the same function for charitable organizations. They do the research and compile the data so donors can make informed decisions when selecting a charity to support. And they promote high standards of conduct for charitable organizations. Local Better Business Bureaus similarly report on regional charities.

The BBB Wise Giving Alliance helps donors make informed giving decisions and promotes high standards of conduct among organizations that solicit contributions from the public. It produces reports about national charities, evaluating them against comprehensive Standards for Charity Accountability, and publishes a magazine, the Wise Giving Guide, three times a year.

BBB WGA does not rank charities but rather seeks to assist donors in making informed judgments about those that solicit their support. Evaluations are done without charge to the charity and are posted for free public access on give.org. National charities that are found to meet all BBB Charity Standards have the option of signing a license and paying a fee for the use of a BBB Accredited Charity Seal that can be displayed on their websites and in their fund-raising materials.

BBB WGA reports on nationally soliciting charities that the public has most often asked about as well as charities that request to be evaluated. Give.org reports on about 1,300 nationally soliciting charities. In addition, about half of the 112 Better Business Bureaus in the United States and Canada cumulatively produce reports on over 10,000 locally soliciting charities using the same BBB Charity Standards as BBB WGA.

Users can access evaluation reports that show if a charity meets the BBB Charity Standards, learn about wise giving and issues addressed by BBB Charity Standards and find out how BBB Wise Giving Alliance completes reports on charities.

Give.org image

 

Source: Give.org

If you know what organization you are looking for more information on, the alphabetical list or standard search feature are perfect for you. Search functionality is limited to organization name or stated cause – in other words you cannot narrow in on a specific geography, org size or any other criteria.

The site’s BBB Charity Standards offers descriptions of its rating system for the charities in the database. Using a set of 20 metrics across governance, operational effectiveness, finances, and informational materials, the site rates each of the charities in its database. This gives users insight into a relatively trusted audit of each organization’s ability to meet each of these standards.

Each nonprofit’s page offers a breakdown of BBB’s analysis, as well as a link to the organization’s website, where users can then make donations.

Who is this site ideal for? 

Users looking for a more detailed analysis of specific charities, with a BBB-like stamp of approval to guide their donation-making decisions. The site has a lower population of organizations than others on this list, but the detailed profile pages give donors an in-depth look at what they’re giving money to.

GreatNonprofits

GreatNonprofits.org is a comprehensive search/filter service that allows users to find charities by focused causes and locations. More importantly, it is a developer of tools that allow people to find, review, and share information about great – and perhaps not yet great – nonprofits.

The site has more causes than most other services and will focus your search to nearby municipalities as a default. You can then adjust these filters to find organizations that fit your search criteria. The site contains detailed information about an organization’s causes, mission, target demographics, number of beneficiaries served, geographies served, and even program detail.

Organization pages also promote social sharing and the ability to donate directly to the charity, should the mood strike.

GreatNonprofits Infographic

 

Source: GreatNonprofits

Marketed as the “leading platform for community-sourced stories about nonprofits,” GreatNonprofits benefits from crowdsourcing information about charities in order to give potential donors a real picture of what they’re giving to.

What makes this database unique to others in this list is its ability for users to rate nonprofits on a five-star scale as well as the ability to earn “Top Rated” awards.

The GreatNonprofits Top-Rated Awards is the one and only people’s choice award where volunteers, donors, and people served by nonprofits are asked to share stories of inspiration, express their appreciation, and potentially help nonprofits earn a spot on the prestigious GreatNonprofits Top-Rated Nonprofits List.

These stamps of approval are placed on any nonprofits that can rally 10 positive stories and maintain an average rating of at least 3.5 stars.

With endorsements coming from the likes of Bill Gates, this is a legitimate site with a large following, making the network effects of its reviewer community impactful.

Who is this site ideal for?

Users looking for a more social experience, encountering real-life stories about charities and subjective ratings to help guide donation decisions. The stories component adds a level of personality to the organizations that help resonate with different people attached to specific causes. The detail attached to each charity page really gives users a sense of what they are giving to.

GiveWell

GiveWell is a nonprofit dedicated to finding outstanding giving opportunities and publishing the full details of our analysis to help donors decide where to give.

Unlike charity evaluators that focus solely on financials, assessing administrative or fundraising costs, GiveWell conducts research aiming to determine how much good a given program accomplishes (in terms of lives saved, lives improved, etc.) per dollar spent. Rather than try to rate as many charities as possible, they focus on the few charities that stand out most (by our criteria) in order to find and confidently recommend high-impact giving opportunities (our list of top charities).

This site works best for users looking to maximize their donation dollars. Updated annually, GiveWell’s list of “Top Charities” directs users to “high-impact, cost effective charities.” These short lists are comprised of different causes, generally in global impact areas such as extreme poverty, childhood vaccines, fighting malaria, etc. For those looking for more local causes, you might not get what you’re looking for here.

GiveWell image

 

Example of a high-impact charitable cause (GiveWell)

Users can donate directly to any of the charities on the site or through its Maximum Impact Fund. Using the latter method, GiveWell takes zero fees and will apply its judgment to allocate the Maximum Impact Funds among its recommended charities. They take into account charities’ funding needs and donations they have received from other sources. They then make these grants to the highest-value funding opportunities among the recommended charities.

GiveWell is more focused on channeling donations than providing a repository for nonprofits to research. Users looking to donate can do so through the Maximum Impact Fund which makes use of the site’s program research and evaluation, or can choose among a list of the site’s top ranked charities for a given cause.

Who is this site ideal for?

A great option for knowing what you want to donate to, but not who. The unique aspect of this site is that users can give to a specific cause, whose impact is quantified by GiveWell. This directs dollars to high-impact areas and gives donors the confidence that they are contributing to a solution, without having to research specific charities to do so.

5. How to Tell if a Charity is Legitimate

Using the sites in the previous section is a great start. The first step should always be to identify the organization in IRS’s exempt database. It is not enough that a charity is organized as a 501(c)3 – it must have exempt status per the IRS.

Once a charity is identified and you are reasonably certain of its success as a going concern, there are other tips for donors, as outlined by Mike Montali in the Huffington Post:

“Be careful with giving your credit card number over the phone or to an organization that only wants cash donations. Legitimate organizations typically have options for donating securely.

Understand that charities have administrative costs. If an organization claims that 100 percent of your donation will go straight to victims or resources, you may want to investigate further.

Trust your instinct; you should feel good about making a contribution.

Be careful about donating via text. Make sure you know what organization is receiving your donation follow the instructions.

When in doubt, consider making a non-cash donation such a food, clothing, or other goods.”

Donate Wisely Infographic

 

Source: SeniorNavigator

What about receiving calls for charitable donations?

If someone calls you asking for a donation, the FTC advises you ask the following questions:

  • What is the charity’s exact name, web address, and mailing address? Some dishonest telemarketers use names that sound like large well-known charities to confuse you. You’ll want to confirm this information later.
  • How much of my donation will go directly to the program I want to help? The caller is most likely a paid fundraiser, not the charity itself. So after the fundraiser gives you their answer, call the organization directly and ask them, too. Or see if the information is on the charity’s website. What else does the charity spend money on? Some fundraising can be very expensive, leaving the charity with little money to spend on its programs.
  • Are you raising money for a charity or a Political Action Committee (PAC)? Not every call seeking a donation is from a charity. Some calls might be from a PAC where donations are not deductible and the PAC will use the money in a different manner than a charity would.

Other tips for avoiding charity scams

  • Don’t let anyone rush you into making a donation. Scammers rush you so there’s no time to research their claims or think it through.
  • Don’t trust your caller ID. Technology makes it easy for scammers to fake caller ID information. Calls can look like they come from your local area code, or from a specific organization, even if they don’t. In reality, the caller could be anywhere in the world.
  • If the fundraiser says you already pledged, stop and check. They may lie and say — in a phone call or a mailer — that you already pledged to make the donation, or that you donated to them last year. They think that means you’ll be more willing to donate.
  • Listen carefully to the name of the charity, write it down, and then research it. Some scammers use names that sound a lot like other charities to trick you. Do some research before you give.
  • Watch out for sentimental claims with few details. Be suspicious if you hear a lot of vague sentimental claims, for example, that the charity helps many families that can’t afford cancer treatment and veterans wounded at war who can’t work, but don’t get specifics about how your donation will be used.
  • Don’t donate with a wire transfer or gift card. Anyone asking you to donate this way is a scammer.
  • Sweepstakes winning in exchange for a donation? Nope. If someone guarantees you’ll win a prize or contest if you contribute, that’s a scam. You won’t win anything, and your donation money will go to a scammer.

6. Which Platforms to Use to Make Charitable Donations

After a cause has been identified, and a charity chosen, the next step is to find a channel through which to donate.

The online marketplace

Online giving grew 20.7% in 2020, and 13% percent of all funds raised came from online charitable donations, the largest share as a percentage of total giving in the history of the Charitable Giving Report.

The report also found that nonprofit organizations of all sizes saw positive growth in online giving in 2020, with large organizations (total annual fundraising of more than $10 million) reporting an average increase of 15.0%, midsize nonprofits (annual fundraising between $1 million and $10 million) reporting an average increase of 24.9%, and small nonprofits (annual fundraising of less than $1 million) reporting an average increase of 22.3%.

Average donation amounts also increased, with the average overall donation clocking in at $737 (a $120 year-over-year increase) and the average online donation coming in at $177 (a $29 year-over-year increase).

Online Giving Trends Image

Data, and changing economics due to Covid, suggest that this trend will continue, if not accelerate over the coming years.

Key Metrics:

  • $128 dollars is the average online donation amount.
  • $326 dollars is the average annual donation total for recurring donors.
  • 67% of nonprofits across the globe are set up to accept online donations.

How do I make charitable donations online?

Many online retailers, social media hubs, crowd-funding sites, and other online platforms offer “giving portals” that provide a list of charities people can choose to support directly from the online platform. These giving portals have created new ways for people to donate, allowing donors to support causes they care about and charities to get the financial support they need.

Donors using giving portals may mistakenly believe that their charitable donations are going directly to their designated charities. But they may first go to an organization that accepts the donation and issues the donor’s tax receipt. That intermediary organization might keep a service fee from the original donation before sending the rest to the designated charity.

Online giving portals should give clear information to donors about what happens with the money donated through the platform. This helps donors understand how the process works. It also helps ensure that the giving portal doesn’t violate advertising law principles.

To help users navigate this complicated world, the Federal Trade Commission offers the following guidelines for donating online:

Donating Through Crowdfunding Sites

Crowdfunding is a way to raise funds online, person-to-person. Online platforms like GoFundMe, Kickstarter, and Indiegogo let people create crowdfunding campaigns. They’re easy to set up, and the organizers get the funds quickly. Here are a few things to know:

The campaign organizer sets the goal of the crowdfunding campaign. The organizer can set up the crowdfunding campaign to help specific people, like a family that lost everything in a house fire, or a veteran who needs help paying for medical bills. Or they can set it up to help a larger group or cause, like people who’ve been through a natural disaster in a particular area. Sometimes, crowdfunding campaigns have a business purpose, like raising money for a new invention or business project. The campaign organizers often ask for donations in social media posts or on crowdfunding sites.

There are many crowdfunding platforms, and each has its own set of rules. Platforms have different rules on how to set up the fundraising campaign, how much the platform will keep in fees, and how and when it will disburse the money to the campaign organizer.

The money raised goes to the campaign organizer. In a crowdfunding campaign, the money goes to the campaign organizer, not directly to the people or the cause it’s set up to help. The organizer is expected to tell you the truth about what the money raised is for and how it will be used, but it’s up to them to deliver on that promise. Scammers and dishonest businessperson can set up crowdfunding campaigns to raise money for themselves.

Only donations to a charity are tax deductible. Sometimes charities will set up crowdfunding campaigns. If it’s important to you that the donation is tax deductible, confirm that the organization is registered with the IRS as a charity. Look up the organization in the IRS’s Tax Exempt Organization Search

Avoid donating to a crowdfunding scam 

It’s important to do your own research before you give because later it might be impossible to know whether a crowdfunding cause was real and if the money actually got to the intended recipient. Here are a few tips:

Find out who’s behind the crowdfunding request. If a friend posted, shared, or “liked” the request on social media, contact your friend offline. Ask what they know about the post. Do they know the person or group who’ll get the money? If not, try finding out who the campaign organizer is and look them up online. The crowdfunding platform should tell you who the organizer is. If you can’t find them online, or the details you find don’t match what they’re saying on the campaign page, be suspicious.

Do a reverse image search of the photos used on the crowdfunding campaign page. Search on your web browser how to do a reverse image search and see if the campaign images are associated with other names, or whether the details don’t match what the crowdfunding campaign is saying. Do a reverse image search of the campaign organizer’s social media profile picture, too. Scammers often use stolen photos and copy and paste other people’s stories. If you find anything suspicious, you can always help in a different way.

The safest way to give through a crowdfunding campaign is to donate to campaigns organized by people you actually know.

Crowdfunding campaigns to fund a business project or invention

A businessperson may set up a crowdfunding campaign to fund a project or an invention. They may ask for small contributions — $10, $50, $100 — but these can quickly add up to thousands of dollars in funding. In other cases, the goal is to get individual investors to give large amounts of money, perhaps in exchange for a reward once the project is completed — like getting a prototype of the new gadget or some other incentive.

But a dishonest businessperson might lie about the project or product and its development timeline. And they might lie about the rewards donors will get once the product is finished.

If someone asks you to give money to a crowdfunding campaign to fund a business project or invention:

Do your own vetting. Find out who the campaign organizer is, and look them up online. The crowdfunding platform should tell you who that is. Search for the organizer’s name and the name of the project together with the words “complaint,” “review,” and “scam.” See what you can find out. Ask the campaign organizer lots of questions. Have they launched other products successfully? Have they funded those projects using crowdfunding? Use what you find online to confirm the details.

Find out what happens to your money if the project doesn’t get off the ground. There’s no guarantee that the crowdfunding campaign will be successful and the project completed. Would you get a refund in that case? What risks are involved?

Confirm the production status. Having a 3D photo of the product doesn’t mean that the product is finished. Ask for a production schedule, and be clear on the current stage of development. Some crowdfunding sites don’t let fundraisers show 3D photos of the product on their websites because donors might mistake these for a finished product. Ask the campaign organizer if there is an actual prototype and if you can see it.

Understand the purpose of the campaign. When you give to a business project or invention through a crowdfunding site, you’re not buying the product. You’re simply helping fund its production. Be clear about what the fundraising is for and if you’re getting anything out of it.

Crowdfunding campaigns for medical treatments

If the crowdfunding campaign is for medical treatments, don’t assume those treatments have been tested and are safe. Some medical treatments that are promoted through crowdfunding are unproven and ineffective. Donors to crowdfunding campaigns for the development of medical treatments risk losing the money they donate. Chances are that the medical treatment won’t work. People also can be misinformed about the safety of these unproven treatments and may face serious harm from trying them out.

Donating Through Social Media

If you’re on social media, you’ve probably seen posts from people asking for donations. Pay attention to who’s asking and who’s getting the money. Don’t assume that a request on social media is legitimate, or that hyperlinks are accurate just because a friend posted it.

Check where the donation link goes. Does it go to a crowdfunding campaign? If that’s the case, any money you give will go directly to the crowdfunding organizer. It’s best to confirm with the person who posted the link that they know the person behind the fundraising.

If the link is to a charity’s website, research the charity before you give. Read Before Giving to a Charity to learn more.

Donating Through Other Online Fundraising Platforms

An online fundraising platform, or online giving portal, is a website that lets you donate to one or more charities you select from a list on the site. Companies like eBay, Amazon, Facebook, Lyft, and others have added charitable giving to their services. They’ve done this by creating online fundraising platforms and making them available to their members.

When you donate through an online fundraising platform, your money may not go directly to the charity you chose. Another company — maybe the platform or some other intermediary — may get your money first, take some of it as a fee, and then pass on the rest to the charity. And it may take time for the charity to get the money. That could be an issue if you’re donating to help people with immediate needs, like people affected by a natural disaster.

The best online fundraising platforms will have clear, easy-to-find information on their websites about

Where your money goes. Online fundraising platforms should tell you who gets your donation and how your money gets to the charity or beneficiary you chose. Just remember that even if a charity is listed on an online fundraising platform, you should still do some research on that charity to see how your donation will be used.

Fees. The website should clearly state if the platform or another intermediary will keep part of your donation as a fee before sending the rest to your chosen charity. Consider whether the charity would get more of your donation if you donated directly.

Timing. Online fundraising platforms should say how long it will take for the charity to get your donation.

Follow-through. Just in case your donation can’t be sent to the charity you chose, the website should say what happens to it — and how often that happens.

Your information. Check if you can choose whether or not your information is shared with the charity — or anyone else.

If these details aren’t clear, consider taking your donation money elsewhere. You can always go directly to the website of the charity you want to support.

Finally, what platform should I use?

One of the most convenient tools out there is Charity Navigator’s “Giving Basket.” It is a resource that helps donors manage their giving and includes several attractive features:

  • Donate to multiple charities at once
  • Set up recurring charitable donations
  • Give anonymously
  • Get one tax receipt

The site provides a convenient “how to” video here:

Other popular donation portals include:

America’s Charities

An alliance of more than 120 of America’s best charities. Its high-impact nonprofits are reviewed annually and must meet specific eligibility criteria before they’re approved for membership. This site focuses more on quality than quantity, so if you know what you want to donate to, but not whom, then this is your place. Just be aware of the low overall number of nonprofits in its database. Credit card fee is 3.5% of the transaction.

AmericasCharities Donations Image

 

Source: America’s Charities

Just Giving

A highly effective crowdfunding site, geared toward funding charitable causes. Built on a platform of individual fundraising efforts, it allows users to build a campaign for existing charities, start a completely unique campaign for their own cause, or simply donate to existing charities and campaigns. The site boasts a roster of over 25,000 charities. and the site does not charge a transaction fee (though it encourages top-off donations upon checkout in order to support operations).

Just Giving Donations Page Image

 

Source: Just Giving

BrightFunds

Allows users to search for their favorite nonprofits or browse a list of site-curated funds. On top of that, more ambitious individuals have the ability to start their own fund to raise money for a cause important to them. Given the detailed infrastructure around the curation mechanism and the pooling of donations around causes, the platform charges a 5% transaction fee. 

The site promotes its ability to make you a smarter donor by bringing free donor planning services typically used only by high net worth individuals. Every dollar you commit to a Fund is going to the most effective organizations serving that cause. Each Fund is built to support a holistic solution to big world challenges, rather than taking a fragmented approach. Whereas most platforms require users to select a specific charity, BrightFunds can be thought of as more like a “mutual fund.” Your fund is tailored to your specific “investment objectives,” and each fund is a collection of carefully selected nonprofits.

BrightFunds Donations Image

 

Source: BrightFunds

GoFundMe

One of the first heavily popularized crowdfunding platforms that allow people to raise money for all sorts of events, including charitable causes. The site is also the largest in the world for raising donations, boasting over $9 billion in funding from over 120 million people over the past decade. The site is more flexible than others, in that you can fund things other than nonprofit organizations, including business startups, personal expenses, and just about any other cause a person can think of raising money for. To make sure your donation is tax-deductible, users must ensure they are donating to a charity (something that is pointed out on the page). Transaction fees are 2.9% + $0.30 per donation.

GoFundMe Charitable Donations Image

 

Source: GoFundMe

As you can see there are often transaction fees associated with donations through online platforms. And as Spencer Tierney and Courtney Jespersen point out, processing fees on these types of websites often total 3-5% or more. While they typically offer specific functionality like advanced search and filtering capabilities, detailed profiles of charities or causes, or even just large databases of available options, it is important to make sure you know what you’re paying for and how much of your donation actually passes through to the charity.

A transaction or processing fee may be applied if you use a credit card or a third-party service for nonprofits to make a gift. If you make a $100 donation, the charity may get less than that.

If you want to ensure that as much of your digital donation gets to your charity as possible, here’s what you need to know.

How to deliver 100% of your gift

Some payment companies have programs to pass along an online or mobile donation in full.

Facebook

Facebook covers all processing fees so 100% of a donation will go to the charity you choose, according to Facebook’s charitable giving page.

PayPal Giving Fund

PayPal’s donation platform gives the full amount of a donation to a charity and has no fees or deductions. This is separate from PayPal donate buttons, which have fees mentioned below.

Check

Although it’s less convenient, you can also send money the old-fashioned way by sending a check directly to a charity. Transaction fees won’t kick in, and you have the canceled check as your receipt.

In Conclusion

There you have it. You’re interested in making charitable donations toward a cause important to you. Here are the ins and outs, best platforms, tax watch outs, and hopefully all other high-level details you need to get started.

As you continue to search through your options, keep this guide handy to help you navigate the ever expanding world of charitable organizations and websites tailored to meet their needs. Not every website is the same, both in quality and in legitimacy, so be especially diligent with your research in order to make sure you are protected and that your money makes the best possible impact toward whatever it is you want to support.

Hope this Ultimate Guide to Charitable Donations helps you in your journey, and if you have any suggestions for edits to this article, please don’t hesitate to reach out.

Happy giving!

The Snowball Effect of Data and Nonprofit Fundraising

Snowball effect image Shutterstock

Is your nonprofit’s technology stuck in the 20th century?

Does this hamstring you in executing your ambitious, yet difficult, fundraising strategy?

Data collection and use is a massively growing field with increasingly more technologies and companies dedicated to it. As a nonprofit, you’re often at the mercy of funding constraints that limit you from going out and buying the flashy new system or paying a data engineer to help make sense of all the information available to you.

Big Data

Source: Datameer

But that shouldn’t stop you from trying. There are cultural factors that enable successful data usage, and once employed, can help skyrocket your ability to attract sustainable funding. The following ideas are proposed by Scot Chisholm, CEO of StayClassy.

1. Make data a priority at the top

A shift towards a more data-based operation requires total buy-in from the board all the way down to field-level staffers. By conveying a strong support for making your nonprofit more “data-driven” and “scientific,” all employees need to see the excitement and determination start with you.

Next, data needs to be transparent and accessible for everyone.

The only way (and I mean THE ONLY WAY ) to empower your team to become more data-driven is to let them see, and take ownership of, your company’s data– that means the good, the bad and the ugly.

Once you’ve gotten the hang of the transparency thing, you need to focus on making the right data accessible to each person in your organization (this is the really hard part). To start with, you need make sure that you put the right tools in the hands of the right people. For example, the person in charge of your online fundraising might use a fundraising platform, like StayClassy, to access the campaign data he or she needs to analyze past performance. Or, a Development Director might use a Constituent Relationship Management (CRM) system like Salesforce.com, to analyze and improve the way your organization interacts with donors.

2. Use relevant and actionable metrics

It is critical to not become overwhelmed with the tons of data available to us. Focus on what’s most important to your mission and the clients you serve. Create metrics that align the mission with activities that your team performs. And try to make sure they allow for performance management and improvement.

Every single person in your organization should be responsible for 1-3 actionable metrics that they are focused on monitoring and improving over time (strive to have only one key metric per person, and set a goal around it with the person). Each person’s actionable metric(s) should feed into the organization’s main set of Key Performance Indicators (KPIs) and thus, drive the organization’s progress against its short and long-term goals. When each person takes ownership of their own actionable metrics and understands how they fit in to the larger goals, it becomes much easier for the entire organization to move in the same direction toward a common mission.

Use a combination of inputs, outputs, and outcomes to help align people with mission. For example, it may be easy to track the amount of times an employee engages with a client. That might be one metric to gauge performance.

But do client engagements directly correlate with the outcomes you’re trying to achieve in your mission? Add a second metric related to client outcomes to round out this employee’s performance and impact on the organization.

While outcomes are usually the most impactful type of information we can have, they are also the most difficult to secure with data collection. As a result, continue to develop inputs and outputs as key metrics, but also mix in outcomes to round out the performance management process.

Outcomes Chain Acumen Fund

Source: Acumen Fund

3. Hire experts

This can be tricky, especially when funds are limited. But focus on people with proven experience mining data and translating information into actionable results.

How do you do that?

Not everyone has had the analytical training of an engineer; but that certainly doesn’t mean that they lack the capacity to appreciate and utilize data in their own role. In fact, I’ve found that some of the most “data-driven” people I’ve encountered had “non-technical” roles. The right type of person, regardless of function, will find an appreciation for the role that data should play in any successful organization. A few traits you might look for in a person are:

– Their inquisitiveness (they question everything);

– Their detective skills (once they recognize a trend, they won’t stop until they find a root cause);

– And finally, their decisiveness (their ability to draw a conclusion and a course of action from a set of data, i.e. sales numbers, marketing analytics, etc.)

Now that you’re set up

Once a nonprofit has invested the time and resources into data management, there is a snowball effect of performance and funding improvements.

Dashboards Example Nonprofit Quarterly

You might have dashboards that look like this

Whether a donor writes a check once a month or once a decade, most large gifts are generated because of strong relationship building. A development office that takes time to know each donor and understand each individual’s goals for distributing their hard-earned money will go a long way in helping attract and maintain those gifts.

Donors want to know their funds are being put to good use, and this is where data and metrics become the game changer.

This concept is described beautifully by Jenny Dinnen at MacKenzie Corporation.

Consider two hypothetical charities, both focused on providing fresh water to poverty stricken villages around the world:

Charity-1 works tirelessly to grow their global impact and evenly distributes funding to its different project sites. They send a “thank you” letter after donations are made which includes on-site project pictures and generally states how each donation helps provide water for those in need.

Charity-2 also works tirelessly to grow their global impact, however they employ a detailed data analytics platform tracking metrics such as weekly donation amounts, fresh water distribution distance in miles and total gallons pumped at each location. Not only does this help more accurately distribute funding on a need-by-need basis, they share with donors the statistical support illustrating the impact of their contributions. For example, “Thanks to your generosity, last month’s donation count increased by 15% and as a result over 1,000 additional gallons of water were pumped on top of the area’s average. In fact, the increase in funding equipped one project site with a truck now capable of delivering fresh water to villages up to 10 miles away from the source.”

Both of these hypothetical charities are working toward the same goal; providing fresh water for everyone everywhere. The difference is Charity-2 takes a focused, strategic approach to managing their in-going and outgoing activity. By tracking valuable data metrics, the resulting analytics can be applied to resource allocation, individual project valuation, and fundraising or donor loyalty strategies; thus improving the overall organization’s efficiency and productivity.

Loyalty is built through maintaining the relationship and demonstrating results. When you can accomplish a donor’s wishes, it goes a long way with keeping their checkbook open.

Donor Cycle

Source: North American YMCA Development Organization

The same thing applies to grants. The best grantor/grantee relationships develop on the foundation of strong, impactful data.

This report by Principal Investigators Association on How to Compose a Perfect Data Management Plan for winning Federal grants provides useful information for grants and donations alike. The premise remains the same across all kinds of funding: find out what the funder is trying to accomplish, and demonstrate your ability to achieve it.

How the snowball effect works

You start your data management culture change and collection processes. At the same time your strengthening your donor network by maintaining relationships and demonstrating increasing value.

The actual value doesn’t necessarily have to increase…merely the demonstration of value. That’s where the data comes into play.

As you develop closer relationships with donors, and data continues to reinforce your mission and proof that your donors’ wishes will be satisfied, they will gradually trust you more.

As this trust builds, you will climb the list until you’re eventually top of mind when the donor thinks about next year’s gift. Whatever social cause he wants to support, you will have demonstrated in the past your excellence in that area, and your strong relationship will make it even harder for him to think of someone else to give the funds to.

What once started as a collection of donors with little to no proof of success is now a strong network of reliable gifts reinforced by continued program success. Everyone wins!

Already mastering data management?

Check out these top 11 customer relationship management systems that strengthen donor relations.

Apply to hundreds of open Federal grant opportunities here or read this article to see other top grants databases.

Strategy or Tactics…What’s the Difference and Why Does it Matter?

Pexels Strategy image

Strategy and tactics are often confused with one another. They are used interchangeably by executives trying to sound smart. And while many leaders believe a new strategy is what they need, it isn’t always the case. Fortunately enough has been written about this “strategy or tactics” debate to inform you organizational leaders effectively.

The point of this guide is to help you determine when your organization needs tactical improvements or a strategic overhaul.

Don’t have time to read the whole thing? Sign up for our mailing list and download the free guide to identifying your competitive advantage!

It is important to note that this article does not address the concept of vision statements and goals. It will be assumed that any strategy will be crafted in order to accomplish an organization’s goals and achieve its vision.

Dilbert Strategy

From a military perspective (because business people like to equate their engagements with war any chance possible), strategy is a term that comes from the Greek “strategia,” meaning “generalship.” It refers to maneuvering troops into position before the enemy is engaged.

Tactics, on the other hand, are what happen once the enemy has been engaged.

So how does this relate to business?

Like an army, your business or nonprofit organization has competitors, marketplaces, partners, and other agents that impact the transactions you execute and the results you achieve.

Coming up with a strategy involves two major components:

1.  Selecting your area to operate; or choosing a market to enter

2.  Anticipating actions of outside agents and forming plans to deal with them accordingly

Tactics are the tools, techniques, and processes used to execute on this strategy. They may be internal operations, valuable personnel, or proprietary technologies. But these, in and of themselves, can never be the same thing as strategy. A competitor can hire your best people away. Your technology’s patent will eventually end. Processes can and will be replicated.

Tactics drive efficiency within your organization, which often help to financially achieve the stated strategy.

Examples of strategy and tactics

Catherine Yochum of ClearPoint Strategy outlines the following examples to help differentiate between strategy and tactics.

Strategy is more concrete and long-term—but your tactics can change based on how successful your strategy is. If your marketing strategy is to improve your influence and performance in social media, then you tactics might be to determine what channel is best for your business and what messages work best for your audiences.

Marketing and Branding Strategy or Tactics

Source: Marketing and Branding

Strategy and tactics work together as means to an end. If your strategy is to climb a mountain, one key component of your strategy might be to decide which side of the mountain you should climb. Your tactics would be the gear you’d buy, who you’d bring with you, your complete trip plan, how long it would take to get there, what season you’d go in, and so on.

Strategy and tactics always have to be in-line with one another. You might be really enamored with a particular project (i.e. a tactic), but it’s only worth pursuing if it aligns with your long-term strategy. Thus, your strategy should inform which tactics your organization will execute or fund.

What’s your problem: strategy or tactics?

How do you know whether it’s strategy or tactics that need to be fixed? While the shortcomings of a bad strategy are usually painfully obvious (at least in retrospect), poor performance on a good strategy is a lot harder to spot.

The first question you should ask yourself is: Do you have a competitive advantage in the market you operate in or is your strategy aimed at creating one?

If the answer is no, the answer almost always is to change your strategy. No competitive advantage means commodity-like competition and the need to execute efficiently to produce viable alternative products to the competition.

But if the answer is yes, you can comfortably assume you might have a workable strategy.

Competitive Advantage PM&J

Source: PM&J

Competitive advantage is the lifeblood of a good strategy. A business needs some sort of edge to ensure returns on capital above the cost of replacement in any industry. And since strategy concerns itself with how your business interacts with all other players in the marketplace, this edge comes from two main areas:

1.    Supply – typically deals with production capabilities; the ability to produce at lower costs due to supplier relationships, proprietary technology or any other factors creates competitive advantage for a company

2.   Demand – typically deals with customer captivity; the natural or strategic ability to keep customers buying your products; this can be due to high switching costs, high costs to learn or adapt to the product, or any other factor that might prohibit customers from buying an alternative product

How to tell if you have a competitive advantage

Bruce Johnson compiled a list of 5 tests that determine whether or not you have a competitive advantage. If you can’t answer all these questions positively, then you probably need to adjust your company’s strategy.

Does This Clearly Position Us As Different From Our Competitors?
If everyone is saying the same thing (“We have great customer service”), that “competitive advantage” can’t be an advantage. Nor can being a little bit better. No customer or prospect can tell the difference between a business/product/service that’s 5% or 10% better. Who cares?
Is This Something Our Prospects Actually Value?
In other words, it’s not unusual to find a business that’s in love with their own ideas. “What do we think our customers would like?” seems like an innocent question. However, it’s usually interpreted as, “What would I like?”As the creator of something, we usually fall in love with the thing we’ve created. Widget X can do 734 different things. It has the latest whiz-bang technology.
It “slices, dices and makes thousands of Julienne fries.” but rarely are those the things that prospects value.In general, prospects value the results or benefits far more than the features. They don’t value complexity, they value simplicity. They just want something that works and solves their problem as painlessly as possible.
Is This Specific/Can it Be Quantified?
If you were listening to a pitch and someone said, “We can save you money?” and another person said, “We can save you 22.4% a year on your office supplies,” which one is more powerful? Obviously, the one that’s more specific. So, if you want to create competitive advantages that will move your prospects to take action, make sure they’re specific and quantifiable (if possible).

Is This a Deal Closer?

This is one of the best decision criteria for a competitive advantage. If you suggest that something is a competitive advantage and it doesn’t close the deal, then it’s not a real competitive advantage. On the other hand, when Zyrtec started using the ad campaign that Zyrtec works two hours faster than Claritin, it was a deal closer.

First, because it caused prospects to doubt Claritin’s efficacy and secondly, because it promised to solve an allergy sufferers most pressing problem faster (by two hours over the market leader). If you’ve ever suffered from an allergy attack you know that two hours matters!

That’s when you know you have a great competitive advantage—when it moves someone to choose you and your products and/or services over others in your market space.

So, when you look at your current list of competitive advantages, does each one move prospects to say, “I choose you!” If not, go back and rework each one so that each advantage you list actually moves your prospects to take action.

Is this Difficult for Our Competitors to Duplicate?
One of the great cries of the competitive advantage movement is, “Is this sustainable?” meaning, is this a competitive advantage that will last for some time vs. something that will be easy for others to replicate. For example, the TD Bank competitive advantage is difficult to replicate. Not because it’s hard to expand hours, but because few banks are willing to spend the money to pay for extended hours and hire additional staff.

The cost related to those extra hours is a strategic choice very few are willing to make—which is why few have even tried to replicate it since TD Banks started doing it years ago.

Competitive Advantage the Mod Media

Source: The Mod Media

To ensure your business is delivering on its competitive advantage it is important to:

–  Develop functional strategies that deliver on this advantage.

–   Maintain cross-functional alignment and communication around the differentiator.

–   Align with the marketplace and constantly validate the strategy.

“Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.” – Sun Tzu

Right strategy, wrong tactics

If you’ve gone through the previous section and believe you have a competitive advantage (or are building toward one), then there should be certain indicators available. There should be favorable operating margin comparisons against competitors, favorable market share, or favorable growth characteristics in a specific market.

If these data seem to support your strategy, but you find them slipping year-over-year, you probably have an execution problem…you need to adjust your tactics.

Tactics Image UNMCOC

Source: UNMCOC

Take an example of a hypothetical company selling a software program. After a large up-front R&D investment it is able to scale its sales due to low marginal variable costs and spread its unit costs over greater and greater sales. This fixed-cost model creates economies of scale while the nature of the software program creates customer captivity due to high learning and switching costs.

Now assume that customer service is a key function performed by the company. Because the learning curve for the software is so high, service reps are invaluable to keeping customers satisfied and buying more.

While the strategy might be solid (participating in a profitable market with substantial competitive advantage with no immediate threats to profitability), profit margins may be sliding due to loosening hold over customers. A thorough analysis of the company’s operations might show customer service levels slipping.

By neglecting to excel in this particular operation, part of the company’s competitive advantage may begin to fade, opening the door for potential competitors who may have the resources to produce its own products, educate the public, and create economies of scale of its own. This would be a tactical adjustment that the company needs to make to improve its customer service operations.

Erica Olsen elaborates on strategy implementation and outlines some of the major pitfalls most companies face who fail to prioritize execution.

The strategic plan addresses the what and why of activities, but implementation addresses the who, where, when, and how. The fact is that both pieces are critical to success. In fact, companies can gain competitive advantage through implementation if done effectively. In the following sections, you’ll discover how to get support for your complete implementation plan and how to avoid some common mistakes.

Because you want your plan to succeed, heed the advice here and stay away from the pitfalls of implementing your strategic plan.

Lean Methods Strategy Model

Source: Lean Methods Group

Here are the most common reasons strategic plans fail:

Lack of ownership: The most common reason a plan fails is lack of ownership. If people don’t have a stake and responsibility in the plan, it’ll be business as usual for all but a frustrated few.

Lack of communication: The plan doesn’t get communicated to employees, and they don’t understand how they contribute.

Getting mired in the day-to-day: Owners and managers, consumed by daily operating problems, lose sight of long-term goals.

Out of the ordinary: The plan is treated as something separate and removed from the management process.

An overwhelming plan: The goals and actions generated in the strategic planning session are too numerous because the team failed to make tough choices to eliminate non-critical actions. Employees don’t know where to begin.

A meaningless plan: The vision, mission, and value statements are viewed as fluff and not supported by actions or don’t have employee buy-in.

Annual strategy: Strategy is only discussed at yearly weekend retreats.

Not considering implementation: Implementation isn’t discussed in the strategic planning process. The planning document is seen as an end in itself.

No progress report: There’s no method to track progress, and the plan only measures what’s easy, not what’s important. No one feels any forward momentum.

No accountability: Accountability and high visibility help drive change. This means that each measure, objective, data source, and initiative must have an owner.

Lack of empowerment: Although accountability may provide strong motivation for improving performance, employees must also have the authority, responsibility, and tools necessary to impact relevant measures. Otherwise, they may resist involvement and ownership.

It’s easier to avoid pitfalls when they’re clearly identified. Now that you know what they are, you’re more likely to jump right over them!

Right tactics, wrong strategy

Now maybe there are instances where your company is executing flawlessly but it is struggling to maintain competitive margins. You are likely not operating with a competitive advantage, so your priority should be refocusing on your strengths and opportunities and recrafting your strategy.

Determine your company’s strengths and opportunities. Enough has been written and said about SWOT analyses. By understanding these big-picture characteristics of your business you have the information you need to make key business decisions now and in the future.

The importance of strengths and opportunities is obvious. Maybe over time, what you thought were your company’s strong traits, have actually slipped over time, creating a competitive environment that doesn’t favor your business. This could be resulting in poor financial performance and lack of competitive advantage.

Or maybe what once was an opportunity—let’s say for example, selling products online—has now become the standard across all industries.

A reassessment of where you company stands today is the first step in adjusting your strategy. Lisa Furgison outlines a series of questions you should ask yourself to find your company’s strengths:

Starter questions:
–  What do you do well?
–  What do you do that your competition can’t?
–  Why do customers come to you?
Financial:
–  What kind of financial resources do you have?
–  Is your revenue diversified?
–  What kind investments do you have for the future?
Physical:
–  What kind of assets do you have?
–  What are the benefits of your company’s space and building?
–  What kind of equipment do you own?
Intellectual:
–  What kind of intellectual property do you have in your business? List trademarks, patents, etc.
Human resources:
–  What kind of human resources do you have?
–  Are there vital players in your company’s hierarchy?
–  What kind of programs do you have that improve your business and employees?
Company workflow:
–  What kind of processes do you have in place that makes your company efficient?
Company culture:
–  What kind of working culture has your company created in the workplace?
Thrive Global Company Culture
Company reputation:
–  How does your clientele or community view your company?
–  How did you achieve your reputation?
Market position:
–  Does your company have an edge in the marketplace that your competitor doesn’t?
–  What plans do you have in place to improve your market position?
Growth potential:
–  What plans do you have for growth?
–  Do you have potential to grow in certain sectors where your competitors don’t?
–  What’s the main reason you’re able to grow?

Understanding your strengths is a good place to start when evaluating where to move next as a business. The main point of a strategy is to understand where you want to operate and how you plan on dealing with external parties.

The first part, knowing where to operate, is partly based on your strengths—obviously it makes more sense to operate in the transportation industry if you have a fleet of trucks than if you don’t.

It’s also based on opportunities. It may not make sense to enter the transportation business if there are already two dominant competitors who have a stranglehold on the market.

Business Opportunities image

Source: Brand Pro Blog

Here are some questions to ask yourself to help find your company’s opportunities:

Economic trends:
–  Is the economy in your area looking up?
–  Will the economy enable your audience to make more purchases?
–  Are economic shifts happening that impact your target audience?
Market trends:
–  How is your market changing?
–  What new trends could your company take advantage of?
–  What kind of timeframe surrounds these new trends? Could it be a long-term opportunity?
Funding changes:
–  Do you expect an increase in grant funding or donations this year?
–  How will funding changes help your business?
Political support:
–  Do you anticipate a shift in political support this year?
–  What opportunities could be created with new political partnerships?
Government regulations:
–  Are any regulations shifting that could lead to a positive change?
Changing relationships:
–  Are there positive changes happening within any of your outside business relationships?
–  Are vendors changing or expanding?
–  Has your partner decided to move on, creating an opportunity to work with someone new?
Target audience shift:
–  How is your demographic shifting?
–  What opportunities can you think of that can move with these changing demographics?
–  Is your audience expanding? If so, how can you capitalize on this increase?

A full SWOT analysis would give you even more insight into decisions your business should make, but this is a good start.

Focus on your company’s strengths and any current opportunities to decide where you want to operate. From there it is critical to have plans in place to deal with potential competitors, market to customers, manage relationships with suppliers, and manage changing environmental and governmental factors.

When you’ve considered all these things, you can come up with a reasonable plan that creates a competitive advantage for your business. Remember, the main ways to capture competitive advantage are through customer captivity (the demand side) and production prowess (the supply side). If your strategy leads you down one of these paths, it’s a great start.

Conclusion

The great military theorist Carl von Clausewitz said: “Tactics is the art of using troops in battle; strategy is the art of using battles to win the war.”

Hopefully this article provided some insight into solving your company’s strategic or tactical problems. By properly understanding which ones to focus on, you either pinpoint improvement areas or completely pivot your strategy altogether.

Never assume your company’s problems are strategic in nature. Follow the advice here and you potentially save yourself from scrapping a completely workable strategy.

What is a Social Impact Bond?

Future city image

Background

Around the world, innovative financing methods are being used to tackle social issues. Programs and organizations typically funded by grants are constantly at the mercy of governments who have trouble thinking past the next election cycle.
 
As a result, when spending cuts need to be made governments typically look for the quickest fix – cutting social services.

What’s wrong?

Think about it. In your city, you may have a $100 million budget allocated primarily to:
 

– Schools: $60 million
– Emergency services: $15 million
– Public works: $15 million
– Human services: $10 million

 
Tax receipts are expected to decline by 10% next year. What do you do?
 
The majority of the first several categories (schools, emergency, and public works) are used on an as-needed basis. They are there to serve public needs in the moment.
 
Human services, on the other hand, typically comprise both rehabilitative (immediate things like food banks or homeless shelters) and preventative (down the road things like job training for unemployed or after-school activities for at-risk youths) benefits.
 


 
Now back to our problem of decreasing tax receipts. Aside from broad reductions, you’re not typically going to close a school, or cut back on your police force – they’re much too important to a town’s immediate value (not to mention the unions involved…).
 
As a result, you would turn to social services as an area to cut. And all things being equal, the preventative services are viewed as a relative “luxury” compared to rehabilitative services…again, because they provide benefits down the road, as opposed to right now.
 
So you’d cut those preventative services. After-school programs, job training, and collaborative work spaces would get the ax before food banks, homeless shelters, and unemployment benefits. They’re simply easier things to cut.
 
Now imagine this scenario playing out in thousands of cities and dozens of states across the U.S. each of the past 8 or 9 years. Naturally, many health and human service organizations struggle due to lack of funding. So despite the fact they do quality work, they are unable to provide the full potential value of their work.
 
Bottom line: Results are determined not by the quality of the organizations doing the work—but by the amount of funding governments are able to grant them.
 
Governments fund short-term services over long-term ones. They favor less complexity to more. And they reward risk aversion at the expense of seeking out truly innovative and high-quality programs.

The root of the problem

Social services are funded by tax dollars (typically through government grants) and donations. They are often provided by nonprofit organizations (if not governments directly). Why is that?
 
They offer value in a down-the-road or not immediately profitable manner.
 
Take a business that sells computers. It makes a product. People need the product. They pay immediately for that product. Value is created instantly upon receipt of the computer. And because that value is created instantly, it is easily quantified and paid for by a customer, making the value realized by both seller and buyer at the same time.
 
Now take a mental health organization. It provides a service. People need that service. They often can’t pay for that service, even though society deems it necessary for the overall good (through increased tax revenues, lower prison costs, etc.). Value is provided instantly to a patient but not realized instantly by society. It happens “down the road.”
 

Naturally, investors flock toward ideas that provide easily quantifiable returns. There are demonstrable data that prove the returns they can reasonably expect, corrected for risk of course, even though some investments are extremely long-term in nature (think of real estate or long-term bonds).
 
The further an investment is from concrete, quantifiable returns, the further it is from attracting funds. Something like mental health service is extremely hard to quantify. We know there are tangible benefits to providing this service. But who exactly benefits financially from it?
 
This creates the great divide in funding. There needs to be a way to bridge the gap from social returns to commercial returns on investment.

How do we solve this?

Traditional methods of funding lead to services delivered in isolation from each other, with inadequate focus on preventative services known to produce better outcomes.
 
Coupled with inadequate resources and rising need, many cities and states are seeing rising poverty, growing need for job training, and a host of other negative social outcomes, many of which could be prevented with adequate investment in prior stages of these problems’ development.
 
Introducing: pay for success.
 
Also known as pay for performance, this describes service payment models that offer financial reward to providers who achieve or exceed specified quality, cost, and other benchmarks. In other words, you only get paid if you do good work.
 

Social impact bond

 
These models offer a blended return, accomplishing both financial and social payback.

Return on taxpayer investment

Governments spend billions of taxpayer dollars each year on crisis-driven services. These programs help a great number of people, but fail to make much headway in solving social problems that have become too complex for one-dimensional, prescriptive solutions. Although they recognize the economic and social benefits of prevention, government agencies generally cannot afford early intervention services as their funds are already committed to high-cost remediation programs.
 
Even if they fund prevention, governments risk having to pay for both prevention and remediation if their chosen prevention programs fail to improve participants’ outcomes. The short-term imperatives of the election cycle exacerbate this tendency to shy away from potentially risky, longer-term preventative investments.
 
social impact bond image
 

Source: U.S. Department of Energy

 
Economic recession and shrinking budgets have forced governments to cut many programs providing prevention services, and as a result, nonprofit providers and their clients are struggling to survive.

The social impact bond

The social impact bond (SIB) is a financial device that integrates the needs of governments, service providers, and charitable investors under one concept: pay for success.
 
The bond is an outcomes-based contract in which government officials commit to paying private service providers for significant improvement in social outcomes (such as a reduction in offending rates, or in the number of people being admitted to hospital) for a defined population.
 
Funds are raised by charitable investors looking to make a difference, and their return on investment is defined by the degree of success in the program invested in. If a program is successful, the government repays the investment plus a variable rate of return based on performance. If the program fails, no payment is earned.
 
The government repays investors only if the interventions improve social outcomes, such as reducing homelessness or the number of repeat offenders in the criminal justice system. If improved outcomes are not achieved, the government is not required to repay the investors, thereby transferring the risk of funding prevention services to the private sector and ensuring accountability for taxpayer money.
 

social impact bond image

 
By leveraging SIBs, governments can transfer the financial risk of prevention programs to private investors based on the expectation of future recoverable savings. They also provide the incentive for multiple government agencies to work together, capturing savings across agencies to fund investor repayment.
 

– Common belief that prevention is less expensive AND more effective than remediation
 
– Prevention also takes longer to realize tangible benefits and is naturally harder to measure
 
– SIBs transfer the risk of funding preventative programs from the government to private investors – government (and taxpayer) payment is contingent on success

 
See the complete list of all active social impact bonds going on today.

The mechanics

 

social impact bond mechanics
Source: Social Finance

 

1. An intermediary issues the SIB and raises capital from private investors.

 
2. The intermediary transfers the SIB proceeds to nonprofit evidence-based prevention programs. Throughout the life of the instrument, the intermediary would coordinate all SIB parties, provide operating oversight, direct cash flows, and monitor the investment.
 
3. By providing effective prevention programs, the nonprofits improve social outcomes and reduce demand for more expensive safety-net services.
 
4. An independent evaluator determines whether the target outcomes have been achieved according to the terms of the government contract. If they have, the government pays the intermediary a percentage of its savings and retains the rest. If outcomes have not been achieved, the government owes nothing.
 
5. If the outcomes have been achieved, investors would be repaid their principal and a rate of return. Returns may be structured on a sliding scale: the better the outcomes, the higher the return (up to an agreed cap).

How it works

Future State wants to invest in programs to reduce prison recidivism – the number of people who re-offend and end up back in prison once released.
 
The obvious benefits include:
 

– Lower prison costs. Obviously fewer prisoners means lower expenses spent on prison facilities, staff, services, etc.
 
– Increased income tax revenue. Fewer prisoners means more people available in the workforce. Ultimately this benefit is realized only if the majority of those released from prison do in fact re-enter the workforce, instead of staying unemployed.

 
While not necessarily easy to quantify, you can ballpark it. Say each prisoner has a variable unit cost of $25,000 per year when behind bars. Say also that Future State loses out on $1,000 a year in income tax with each prisoner not working. These figures alone equal a net $26,000 per year cost of a prisoner.
 
The state releases 2,000 of its total 10,000 inmates each year. Those released have a 50% chance of re-offending and ending up back in prison within 3 years. Reducing one year’s released inmates’ recidivism rate to 40% would reduce the number of people returning to prison by 200 by year 3.
 
This carries with it an additional 200 people eligible for work in the state. Assume in this case that everyone who remains out of prison becomes employed.
 
JobTraining Corp has a program that promises to reduce recidivism by the nominal 10% described above. This includes job training and re-integration services for prisoners. The annual cost to run such a program at the scale required to achieve this 10% reduction is $3,000,000.
 
Every 10% reduction ends up benefiting the state $5,200,000 over three years. That equals a 20.1% annual return on a $3,000,000 investment.
 

 social impact bond example

 
social impact bond example

What this means

In this example, the net benefit to society, or in this case the government, is 20.1% per year.
 
These benefits are tangible from a financial perspective. They just take multiple years to materialize. That’s why these programs are typically funded by governments in the first place.
 
Take an outside investor now. Say they want to invest $3,000,000 into this prison recidivism program. For a social investor like this one, they may be enticed by a 5% return on investment for their funds.
 
By year 3, with Future State realizing $5.2 million in total benefits, it can afford to pay out an investor the 5% annual return plus initial investment for their efforts. This equals $3.5 million.
 
This leaves $1.7 million net profit (in the form of higher tax revenues and lower prison costs) to the government.
 

social impact bond example

The beauty of this arrangement

Circling back to the earlier concept, pay-for-success, this kind of deal only gets paid out by the government if the program succeeds. No matter what happens, the investor fronts the money to a service provider (in this case, JobTraining Corp). The service provider has no other obligation in the financial workings of this deal—merely to provide a service.
 
The government then reimburses the investor if, and only if, success is achieved.
 
Because in this case success was defined by hard outcomes with real financial rewards attached to them, it is easy to see that the government will realize the gains in its own bottom line.
 
The government can subtract from these gains and pay out the service provider a cut of the “profit.”
 
If on the other hand, the outcome isn’t achieved (in this case, recidivism doesn’t drop 10%), then the government is off the hook. Nothing is returned to the investor. The funds remain with the service provider.
 
The service is still provided, which means positive outcomes could still be achieved, but probably at a lower rate of return. In this case, the government still earns some financial benefit without being required to reimburse the investor.
 
See the numbers in an alternate scenario. Download a PDF of both scenarios here.
 



 
The investor is on the hook for any risk associated with delivering on these outcomes.
 
In other words…a government can fund a public service with no up-front capital. Additionally, it needs only to actually pay for such a service if the financial reward it sees is tangibly greater than the cost. A classic win/win.

Looking ahead

This example is a very simplified form of a social impact bond. It assumes a straight yes/no basis for successful outcome triggering repayment. In reality, a social impact bond will have a scale of returns an investor can achieve based on a sliding scale of outcomes.
 
As more of these deals pop up across the United States, it is important to determine how effective they are at not only providing a social service, but also providing a return on investment.
 
The more success that is achieved on the ROI side, the more investors will eventually flock to these types investments.
 
Governments, if planning properly, can fund outcomes completely risk free. If they have good data to support the financial impact of social outcomes, they can prove to investors a financial return on their end.
 
Until data exist in the quantity and quality that support these outcomes though, investors will bear a greater risk in funding these types of deals. In these early stages of this industry, it is more likely to be seen as a donation than an investment. But once deals start proving financially viable for all sides, the social impact bond industry has the chance to really take off and make a difference across the world.

The Ultimate Guide to Nonprofit Fundraising

Nonprofit Fundraising image

Introduction

Nonprofit fundraising is a complicated topic and a critical function. Nonprofits are in a unique position from businesses in that they cannot price their products and services to, well, make a profit. Operating budgets must be conceived from other sources than program revenues.

This is a guide focused on fundraising for nonprofits. It will discuss the following major topics:

1. Crafting a nonprofit fundraising strategy

2. Optimizing your organization

3. Kickstarting your donor development

4. Developing your marketing campaign

5. Leveraging grants and other funding opportunities

Don’t have time to read the whole thing right now? Download the Ultimate Guide CHECKLIST instead!


Before we begin, here is a brief background on funding.

How are nonprofits funded?

The following categories make up the bulk of funding for nonprofits:

Fees for  Goods/Services from Private Sources – this is driven largely by hospitals and higher-education nonprofits who charge fees for services, tuition, etc.

Fees for Goods/Services from Government Sources – includes things like Medicare and Medicaid reimbursements

Government Grants – cash awarded to organizations with varying stipulations attached

Private Contributions – charitable donations and grants from private individuals, corporations, etc.

Investment Income – endowments make up a significant portion of income, especially among foundations

 

Nonprofit fundraising sources graph

 

This information is from the Urban Institute’s Nonprofit Sector in Brief 2015. Although a bit dated, check out the report to find more details and other cool information related to trends in the industry.

Where do donations come from?

Private contributions make up the largest portion of non-program-related revenue streams for nonprofits. These donations totaled $373.25 billion in 2015.

Of this amount, 71% came from individuals, while the rest came from foundation grants, bequests and other corporate philanthropy.

While this represents enormous potential, it brings even more enormous challenges for nonprofits looking to focus marketing and fundraising strategies on specific channels. The need for personal touch with most individual donors makes it hard to scale funding strategies focused on individual donors.

Craft the perfect nonprofit fundraising strategy

Any successful initiative requires a plan. To maximize your organization’s potential, it is important to understand where you are today and define specific paths to where you need to be in the future. A useful strategic plan for your fundraising function will provide a sense of direction for your organization and outline measurable goals to assess progress.

Establish a vision

The first thing you want to do is create an ideal version of your organization. Leslie Allen from Front Range Source published a good guide on the topic where she suggests you ask yourself the following questions:

 

Nonprofit Fundraising Vision Checklist

 

A bit of administrative work should also be done now…specifically setting a budget for how much you wish to spend on this nonprofit fundraising strategy and an implementation timeline that you wish to achieve your goals by.

Understand your current state

Describe your organization as it exists today. This will form the foundation for which your strategy will be executed against.

You should take inventory of all the different funding sources you currently use and have used in the past. Try to rank and prioritize the effectiveness and quantity of funds raised from each one. Take note of what’s worked in the past and what hasn’t.

Take an external perspective if possible. If you can afford to audit your organization, do it. If not, be as unbiased as possible in determining how effective your organization performs in this area, and compare it to other organizations. Use either current employees or colleagues from outside the organization to get a picture of how other nonprofits perform.

Key takeaway – understand your strengths, as well as your weaknesses!

If you are too overly funded by a specific source—let’s say a specific government grant that comes in each year and funds 90% of your budget—you need to address this. Like any business overly concentrated on one customer, you run the risk of being shut down, should the government grant stop (hello state budget troubles…).

Don’t limit yourself to single or few funding sources whenever possible. Make your organization invulnerable to things you can’t control.

Envision your future state

Use the answers produced in your vision creation to help craft your future state. Where the vision phase is about creating conceptual ideals for what your organization should look like, this phase should be about quantifying them.

Decide exactly what you want to concentrate on.

If you decided that a focused nonprofit fundraising strategy was the way to go, make sure to document why it is the best course and what the benefits of this choice will be.

The result of this phase should be a set of goals that you want your organization to achieve.

Perform a gap analysis

By quantifying your future state and documenting where you stand today, your next step is to perform a gap analysis. It is critical to understand where all the major gaps are in your organization.

If you have 90% of your revenue coming from one government grant and your future state involves diversifying your revenue streams, then obviously here is a major gap in your strategy.

Always know your organization’s vulnerabilities. Prioritize what you think are the most critical gaps and areas that could produce the most impactful change if they are closed.

 

Nonprofit Fundraising Gap Analysis image
Image Source: Buzz Analysis

 

Connect the dots

The final step requires determining exactly what actions need to be done to achieve your desired state.

Break up the goals into key initiatives. You should ideally come up with a list of projects that can be executed on, each with different rankings for cost, effort, time, and impact.

Create a matrix that assesses each project against these four dimensions and rank the projects according to your priorities. If your strategy needs to be completed quickly with less regard to cost, then rank projects requiring less time higher. If you want the biggest impact of your initiatives, then rank those ones higher, with the understanding it might take longer and cost more than other projects.

Always understand the project management triangle of cost vs. scope vs. time. Any strategic decision will be based on these three constraints. Any change to one constraint necessitates a change in the others. Or else quality suffers.

 

Nonprofit fundraising project management constraints

 

Be sure to get all the right stakeholders involved in this priority setting process to make sure your strategic alignment matches your organization’s vision and your board’s idea of what needs to be done.

Optimize your organization for change

A common mistake among nonprofits is the lack of a single person who oversees the entire “money function” of the organization. It isn’t enough to have an individual who manages only government contracts, or only individual donors – you absolutely must have someone who oversees all cash flows into the organization.

Development director office

To ensure you hire or promote from within the right candidate for the job, you must be able to offer enough of a salary to entice someone to stay and grow the organization. Check competitive rates of not only nonprofit development directors, but also nonprofit CFOs, for-profit CFOs, etc.

It may be painful trying to come up with the money to pay someone to do this job—which is typically lower than executive director or other high-ranking positions in your organization—but it’s worth it.

You’re paying for people who spend 100% of their time focused on money. And in a few years’ time, they should be paying their own salaries with the work they’ve done to increase your organization’s capacity.

Build a business environment that enables development.

Beyond just funding the salary of your rock-star fundraiser, it is important to give this person authority over creating a team and office within your organization. By choosing the right person, you can ensure that they know exactly how many staff they need and what roles they need to hire to perform specific tasks (marketing plans, technology upgrades, cold calling, etc.).

Additionally, you must budget for costs like software, computer upgrades, marketing collateral, association dues, professional development, and so forth. Leyna Bernstein of Blue Avocado posted a nice piece on How to Hire your First Development Director that goes into a few more nuances of this task, and it’s certainly worth checking out before moving on in this guide.

You want to create an environment that enables development success. In this way, you help retain top talent that can executive on longer-term strategies that have the highest potential for organizational growth.

 

Nonprofit fundraising difficulties image
Source: UnderDeveloped: A National Study of Challenges Facing Nonprofit Fundraising

 

Bottom line – You want to hire the right person who will help grow your organization. They need to have the keys to the kingdom when it comes to seeing how all money flows in and out. They need the ability to propose and set a budget and to executive on their strategies.

Bonus tip – leverage volunteers.

Use unpaid help to support your efforts in reaching out to people. Especially for organizations with slim staff and budgets, this can be an effective tool. Tap into your alumni pool and other partners/alliances you may have formed in the past.

Volunteers can be especially useful when promoting events, selling tickets, or soliciting sponsorships.

Shari Tishman published a nice set of tips for finding and using volunteers for this purpose.

Engage with your board

Your board of trustees ultimately sets the direction and vision for your organization. As a result, we need to spend some significant time making sure everyone is aligned with what we are trying to accomplish with fundraising.

The role of the board typically changes based on the size of the organization–smaller organizations have board members that typically take a more operational and hands-on approach, while larger organizations may have board members more focused on governance issues.

Regardless of the size of your nonprofit, it is critical to make sure everyone understands the importance of philanthropy and can agree on a high-level strategy for accomplishing the mission.

Have an open conversation about what role board members can play in nonprofit fundraising. Beyond agreeing on strategies, this can be an extremely beneficial task in helping to grow and retain donors. For example, a simple thank-you goes a long way. A donor-centered fundraising study performed by Cygnus found that when donors got a thank-you call from board members within days of making a gift:

– 93% said they would definitely or probably give again

– 84% said they would make a larger gift

– 74% said they would continue giving indefinitely

Find ways to engage donors. Use board members for this purpose. Their clout alone brings great respect to the people who donate to the organization. This should be used to your advantage.

Just as important as engaging board members with donors, is keeping donors engaged in the strategy. Present strategy proposals and work in their feedback. This ensures alignment and sense of purpose with board members.

Keep everyone involved in the budget setting process so they know a strategy goes beyond simple concepts and pipe dreams. The board needs to know that fundraising is staff driven and presenting a simple projection of anticipated costs and revenue with a strategy can go a long way in helping drive change.

Most importantly – realize when you have good board members and do everything you can to retain them. Keep them motivated. Listen to what they say. Their contacts and knowledge go a long way toward helping drive your strategy, so realize what you have while you have it and don’t risk losing good board members to greener pastures.

Amy Eisenstein posts some good guidance around retaining board members here.

Measuring and communicating impact

After staff and board considerations, the next big item to prepare for is impact measurement. You need to be able to communicate your story with words and numbers.

Nonprofit fundraising is much more than asking for donations. It includes everything before and after this step…from searching for supporters to expressing gratitude and measuring impact. Measuring impact helps you do two things:

1. Evaluate fundraising campaign effectiveness

2. Demonstrate your program’s effectiveness and help tell a story that will attract future funding

Your programs already exist to further your organization’s mission. And for programs that do it well, there should be data that prove it. Make sure to have the systems in place to capture the results of your programs’ efforts. (Note: systems don’t need to be complicated…they can simply be processes used to document results of activities.)

Use your mission to determine a set of outcomes you wish to achieve. Then work backwards to determine the activities you can perform to get there. Media Development Investment Fund illustrates the different levels of impact you should be able to capture.

 

Nonprofit fundraising impact image
Image Source: Center for International Media Assistance

 

For more information check out this guide on measuring nonprofit impact.

Human Energy Investment Calculator

Do you need help attracting funding for your nonprofit or social service program?

 

Use this Excel financial model to select from a list of social impact areas and model out investments in your city. Select from the universe of American municipalities, with official social, financial, and economic data from 2017 Census.

 

Choose an investment amount and time horizon and see how your program benefits the city in terms of:

 

1.   Social service spending reductions

2.   Property tax income increases

 

Nothing in this file is locked. Please use it at your convenience and modify, update, change as necessary. I hope this helps you fund ideas, attract investment and improve your community!

 

$7.00
$0.44 (tax)
Total: $7.44

Optimize your website to communicate your story.

Once you’ve set up your impact measurement processes, find ways to communicate your results on your website. This may come in the form of dashboards, case studies, personal stories, etc. Be sure to consistently update your content to not only keep things fresh, but communicate your continued success.

If a donor visits your site and sees overwhelming evidence of the good things you’re doing, he will be more likely to buy into your cause and believe that his donations are being well spent.

How much do you spend on fundraising?

CharityWatch analyzes the effectiveness of nonprofits across a wide range of statistics. One particular interesting number is the Cost to Raise $100. Exactly how it sounds, this reflects how much it costs a charity to bring in $100 of public donations.

On this basis, a nonprofit is considered highly efficient if its cost to raise $100 is $25 or less.

Practically speaking, determine how much you want to raise with your nonprofit fundraising strategy or even a specific campaign. Start with a 4:1 ratio to get to the $25 mark and go from there. If you wanted to raise $5,000,000, you would start your budget at $1,250,000. Adjust from there.

Grassroots Fundraising Journal published a handy fundraising worksheet that you can use to begin crafting a more detailed fundraising budget.

 

Nonprofit fundraising worksheet

 

 

Kickstart your donor development

Now the section that probably brought most of you here…actual donor development.

You have your organization set up for success. You have a clear vision of what you want to accomplish. Your board is behind you and you have the right staff to tackle the job. Now how do you actually find funding?

Prospecting and donor research

Many experts like to talk about a fundraising pyramid. A strong general fund of small donors supports a smaller core of mid-level gifts on top of which is a few major donors for your organization.

 

Nonprofit fundraising pyramid image

 

You want to maximize each level of this pyramid and continuously work on moving people upward.

The first step is to create a list of prospects. The most common prospecting strategies combine the following approaches:

– Direct mail or email

– Brainstorming of prospects (using board members and staff alike)

– Prospect research (databases full of free or purchasable contact lists)

As Iris Sutcliffe from Network for Good points out, donors give for their own reasons, not yours. When assessing your current prospect pool and searching for more, evaluate the following characteristics of each prospect:

– Longevity – How long has this person been giving? Should they possibly move up the pyramid if they’ve been here a while?

– Cumulative giving – Are prospects donating in lump sums or giving multiple times per year? Look for the latter as good opportunities to move up the pyramid.

– Engagement – Look for people who are reading your newsletters, responding to your calls, reaching out about your organization…these are the types you want to move up the pyramid.

Additionally, DonorSearch provides a list of indicators worth tracking and searching on to help pinpoint your ideal pool of candidates.

 

Nonprofit Fundraising Philanthropic Indicators

 

Leverage Customer Relationship Management (CRM) systems

When you begin a prospect gathering mission, it couldn’t hurt to start by scrubbing your current database (whether its paper files or an Excel workbook or an entire donor management system). It is good to get a clear idea of everyone you have previously had relationships to understand your likelihood of using these people as a base for your new strategy or as referrals to new candidates.

Once you have a baseline of prospects, decide if you should leverage more advanced technology for your nonprofit fundraising efforts.

The benefits of a formal CRM system are enormous for all types of organizations. With the proper system in place, your organization has the ability to record all communications with donors and prospects, track their personal characteristics, create easy email campaigns, find volunteers, and so on.

 

Nonprofit fundraising CRM system logos

 

Especially useful are these systems’ abilities to report on progress during campaigns and analyze the demographics of donors and prospects. You can run reports that help determine which people in which locations to target for each specific kind of outreach. This helps when trying to nail down a specific donor outreach campaign.

For a quick guide on how to choose a donor management or CRM software package, check out this guide published by The Balance.

TechSoup has a breakdown of 8 top CRM systems for nonprofits as well. Perform a similar analysis when evaluating software for your organization.

Ensure donors keep giving

You have two major goals with donor development:

1. Make sure current donors keep giving.

2. Try to move donors up to mid-level and major gift level status.

Some useful tips for maintaining and improving donor relationships range from simple thank-you notes to community recognition to providing access to special information or services.

Personal touch goes a long way in cultivating relationships with donors. Invite people individually to events or conference calls you may have. Point out donors who have given in a monthly newsletter. Everyone enjoys a little recognition, especially if they are intent on furthering their own missions of giving.

More tactically, you can use donor surveys and other donor-directed communications to try to get a feel for how they perceive your organization to be doing. Gear your marketing collateral to them based on specific programs and results that you’re achieving.

While you’re publishing data and other marketing collateral for wider consumption, try to focus specific pieces to donors only to let them see inside the progress you’re really making as an organization. You can use a more friendly and informal tone when communicating with current donors, to help aid in the relationship building process.

Hold special events just for donors. Have a social where donors can meet one another and discuss their own missions and visions for what they want to achieve. Everybody appreciates being connected with more people who can help their cause…so use this avenue intelligently to help boost relationships among your community.

Work the pyramid

Asking for more money is never easy, especially if you fear losing a relationship with a person who has given faithfully to your organization for many years.

But you must overcome this fear and ask for more money.

Why would someone consider giving you more money?

First, they must believe in your mission. It must support something they find dear to them. So, communicate your mission accurately and descriptively.

Second, they must believe in your team and that you will use their money wisely. No, they don’t expect a return on their investment, but with the thousands of nonprofits out there competing for their dollars, they have plenty of options to choose from when giving to a charity.

Most importantly, donors increase their gifts when asked to. Unless you ask, they’ll likely continue giving the standard amount—which is fine—but we’re trying to build a fundraising strategy for growth.

Key takeaway – You should aim as high as possible when placing prospects in your donor pyramid. The bigger you make the mid-level and high-level sections, the better off your organization will be. You can count on these larger donations on a more regular basis, which can be used a springboard for future growth.

Develop an impeccable marketing campaign

There are many different tools you can leverage and approaches you can take to boost your nonprofit fundraising strategy.

Major types of communication

The basic types of marketing channels are generally known. You can communicate direct via email, phone call or personal visit. You can communicate to a broader scale with public speaking, newsletters, website content, advertising etc. The main thing to know is what you’re trying to accomplish with each type of communication.

You’re not going to get a major donation from sending out a newsletter—you might, but this type of communication is generally geared to higher-volume, lower-dollar amounts.

You’re typically going to want to use more mass communication methods for filling your pipeline and those earlier-stage types of activities. More direct personal touch is required to close most deals, especially when more money is on the line. C.J. Hayden’s book Get Clients Now! takes a look at the effectiveness of each of the major marketing strategies.

 

Marketing Strategies

 

When to use each approach

A good approach uses a mix of all the techniques discussed above. There will be times you want to target individuals and times you’ll want to target groups.

Direct Mail/Email
This method can be used whether you’re reaching out to an individual or your entire prospect list. Be sure to use mail over email if you plan to have a later-in-the-process “sales” discussion with a prospect as physical mail has a more personal touch.

Use this technique when you want to connect directly with individuals. Be sure to use personal touch to make the recipient feel that this note has more value than the other things that end up in the trash. Also include a call to action—conversion rates skyrocket by simply including an option to act on your message.

Advertising
Use this technique when you want to reach out to more than just your immediate community. This can be through printed newspapers and periodicals, on the radio or through television or other forms of media.

Make sure you know the expected return on investment before planning any fundraising dollars to this method, but realize it can pay off especially if you want to educate the masses or get your brand and mission out there.

Internet Marketing
A much cheaper form of marketing your brand, the use of social media platforms and other online communities allows you to connect with the largest number of potential donors for the lowest overall cost.

Besides simply promoting your content or brand, you can include calls to action like “donate now” on a nonprofit Facebook page. The internet was made to reach people quickly and cheaply. Use it to your advantage.

Special Promotions
Host an event that brings together different people in your community and use the platform to raise funds. Everyone likes to be connected to like-minded individuals. By creating somewhat regular events that accomplish this, you can provide spikes in your donation intake at certain times of the year.

An annual appeal may work here. Market the opportunity as an annual or monthly gathering, and give people a reason to attend. The key here is to make sure you don’t overdo it. Don’t host too many events or the idea of a special promotion loses its luster. Why would a donor attend your annual appeal if you actually had weekly appeals? No luster.

Public Relations
When you host an event or produce a new piece of useful content, create a press release to announce it to your community. Like advertising, this has the opportunity of reaching a large number of people.

Just keep in mind that you will get more press coverage in an area if you can show that your news directly impacts the community.

 

Nonprofit Fundraising Marketing Trends
Source: Amanda DiSilvestro’s post on 5 tips for launching a successful localized email marketing strategy

 

Additional methods for nonprofit fundraising success

Weidert Group published a list of the 10 most effective marketing strategies.

Of note are cobranding and affinity marketing. Up to 6% of all product launches rely on some form of cobranding. Get your name attached to others who support similar causes. You shouldn’t see other organizations as merely competitors…but rather as potential complements to your strategy.

Work with partners to build a whole that’s greater than the sum of the parts. Unlock hidden potential by partnering with the right affiliates to help extend your reach beyond your immediate community.

Margot da Cunha similarly compiled a list of 7 marketing strategies for nonprofits. Take a look at some of these good ideas when crafting your fundraising strategy.

What about crowdfunding?

In a society that’s continuing to be more interested in social impact, this is a potentially huge area to raise funds.

Think of Kickstarter. Anyone can promote any cause and collect money from anyone around the world. All they need to do is connect to an investor’s sense of purpose.

Be aware there are fees attached! If using a public platform, understand the costs associated. Take the time to compare different platforms and factor in the cost to raise money with any effort placed on a platform.

Also be aware of nonprofit fundraising laws! With the internet it is much easier to raise money from people in multiple states, even if you operate in just one. Many states require nonprofits to register in order to conduct fundraising within their jurisdiction—this may apply to more states than intended if you plan to raise funds online. The National Association of State Charity Officials published a guide for social media and internet solicitation.

That being said, there are definitely opportunities to use crowdfunding to your advantage.

 

Nonprofit Fundraising Crowdfunding Stats
Source: Crowdfunding: A Strategic Fundraising Plan for Nonprofits by Nonprofit Ally

 

Craft the right story

There are many ways to get a person to be interested in your organization. Most include connecting with their individual sense of purpose. You need them to feel the pain you’re trying to solve.

You might think you don’t have all the right details for a truly compelling story, but you’re wrong!

Beth Kanter outlines four classic storylines that work well when soliciting donors:

1. Overcoming the monster

Talk about some form of adversity your organization is tackling. Are 99% of kids in your region on subsidized school lunch programs? Okay…tell that story.

2. Rags to riches
Use your actual clients or service recipients as a catalyst. Explain the poor circumstances that led to them using your organization, and the 180 degree turnaround you helped them achieve. Don’t be afraid to get detailed in describing the low point.

3. Quest
Everyone loves a good quest story. We’re on a quest to a completely carbon neutral society. Where do we stand on that long journey? What are you doing about it?

4. Tragedy
Some events have the ability to appeal to the masses. Think of the recent devastating earthquakes across southern U.S. and Puerto Rico. Tell that story. Make people feel compelled to do something for all those suffering.

Leverage grants and other funding opportunities

While donors may make up a good core of your fundraising strategy, there are often overlooked free dollars out there that you may qualify for without realizing. It is important to understand where these areas of opportunity are and to always incorporate grants and other free money into your fundraising plans.

Master grant research

There are growing numbers of online sources that can be used for free (or at reasonable costs) to help in your prospect search. Download the free premium edition of this guide to see a list of the top sources and some of their details and how best to use each one.



 

Write a killer proposal

Finding the right grant for your organization is only half the battle.

How do you now secure the funding?

If you’ve never written a grant proposal before, check out GrantSpace’s free introductory grant-writing class. It can be done online or in person and should help provide a baseline for writing a good proposal.

GrantSpace also includes a repository of sample documents. This ranges from proposals to letters of inquiry to cover letters to budgets. Check this out for good proposal templates.

Key things to consider…

Do your homework! If you find a grant and it has a request for proposals (RFP), then it should have all the guidelines for you to consider. Read the document carefully. Understand any deadlines, if there is a letter of intent due before the application, the ceiling amount for funding, etc.

Then go to the funder’s website and see what other types of organizations are typically funded. Visit their websites and see the kinds of programs they offer. Does your organization seem to fit this mold? Write your proposal keeping in mind what types of programs worked in the past for this funder.

Start planning. If you agree your organization is a good fit for the grant, meet with your team and start outlining what needs to be done. If a letter of intent (LOI) is required, use it to your advantage. This is your one- or two-page pitch to the funder to show why you’re a great fit for them. If the funder likes you, they will ask you to submit a full proposal. This is potentially a huge time saver, if in fact you are not a realistic recipient for this grant.

 

Nonprofit Fundraising Grant Management Pipeline
Source: Grant Management Technology Helps Nonprofit Organizations to Better Manage Grant Lifecycle and Win More Funding by Brooke Grimes

 

Reach out to the funder’s program officer. They’re generally very friendly people and a simple conversation can go a long way. Either you briefly discuss your idea and it’s not a fit, and you’ve saved yourself the time and effort putting together a full proposal.

Or you’re a great fit, you hit it off with the funder, and you’ve started a great relationship together, essentially completing the first stage of the application process.

This could lead to many years of future funding. Don’t overlook this useful step! Try to build a relationship with the funder before you’ve formally applied for funding.

When you finally start your proposal, you should have all the information you need to be confident that you will win the award. It should be 5-15 pages long and cover things such as a summary of your program, background and needs, goals, evaluation process, budget, timeline, and any partnerships you are planning to leverage.

Remember to answer every part of every question!

RFPs can be very long and tedious, but any excuse to dismiss an applicant is usually enough to throw the proposal in the trash. Don’t risk this. Don’t worry about fluffy language…get straight to the point. Feel free to leverage content from previous proposals, as often the same questions are asked in RFPs.

Submit your proposal and be confident you will win. If not, you move on. There are plenty of other grant opportunities out there…see the previous section…

The grant-writing process

The following diagram illustrates the standard grant process that you’ll likely go through. Image is courtesy of The Writing Center of the University of North Carolina.

 

Nonprofit Fundraising Grant Writing Process

 

If you’ve been following all the steps outlined in this guide, the actual grant-writing process will be the least stressful part. You’ve already got the foundation for sustained excellence engrained in your organization. Now just wrap the bow around your mission and earn the grant dollars that you know you deserve!

Conclusion

In an ever-changing technological and financial landscape, it is sometimes hard to dedicate the time and effort to staying on top of what works and what doesn’t in this space.

Use the tools outlined in this guide to help your organization maximize its fundraising potential. Share your successes and lessons learned with us as we would love to incorporate them into updated material for others to use.

Nonprofit fundraising doesn’t have to be difficult, and hopefully this guide provides a good basis for crafting your strategy and executing on it for years to come!