All posts by Tony Martignetti

Beware The Self-Serving “Objective” Report

Photo Courtesy of freeaussiestock.com
These things are in every profession, not at all unique to nonprofit fundraising. The seemingly objective research or report or white paper that advocates a course of action. You’ve got to ask who wrote it and what they have to gain if you adopt their suggestions.

The most recent that I’ve seen is from WealthEngine, which makes money when nonprofits (and companies) hire them to do prospect screenings. In simple terms, that’s a comparison of your constituents with a company’s proprietary database that measures wealth and income. You use the result to determine who your best fundraising prospects are for different types and amounts of gifts.

Prospect screening is part of prospect research, work that I very much respect and have written about.

WealthEngine emailed me a press release announcing their report on best practices in arts and culture fundraising. It suggests those institutions should devote at least 25% of staff time to prospect research. Here’s a quote from the press release:

Unlike hospitals’ grateful patient programs and universities’ alumni and parent screening processes, many arts organizations seem to overlook the value of systematic prospect research, relying instead upon less consistent means to fundraising like tapping board members or others closely associated with their mission. In fact, two-thirds of the survey respondents indicated that less than 25% of staff time is spent on prospect research.

That 25% figure really bothers me. These are the hardest hit nonprofits in the recession, and the most struggling even in good times. To suggest they should be spending 25% of their staff time on prospect research is to dangle a carrot they cannot reach. The biggest institutions like major dance and opera companies and world-class museums? Frankly, it’s a stretch for them, too. But they’re outliers in the arts and culture space. In the arts, the vast majority are small companies struggling to keep the lights on, get the next show up, meet salary and keep the theater rent paid.

It’s cruel to prompt a resource allocation that’s grossly unattainable to most of the sector.

I see its purpose as selling their wealth screening service. The more time a charity devotes to prospect research, the more likely it is to buy a wealth screening. Both are valuable enterprises. And there are precious few nonprofits of any size that can devote “25% of staff time” to these activities. There’s a good reason that two-thirds of the survey respondents spend less than that on prospect research. That’s all they can afford and that’s all these worthwhile allocations deserve.

I have not read the report. The press release was sufficiently annoying. I tried to get a copy, but I object to the demand for far too much information. To download a report like this, I think the publisher is entitled to name and email. WealthEngine wants address, phone number and annual contribution level. All are required fields on a non-secure site. But that’s an aside.

Know who writes these advocacy research reports and think about why.

Rabbinical Assembly I: Your Slides Are Here

Thanks a lot for joining me for the Demystifying Planned Giving webinar! I hope you’ll be on Part II on February 3rd.

We can connect on LinkedIn, Twitter and Facebook.

Your slides are here or you can access them below on Slideshare.

Nonprofit Radio for January 28, 2011: “I’m Looking”: Savvy Strategies for Nonprofit Job Seekers and Nonprofit Tech


Big Nonprofit Ideas for the Other 95%

Episode 24 of Tony Martignetti Nonprofit Radio for January 28, 2011:

I’m Looking: Savvy Strategies for Your Search

Paula Marks, President, Hire Resources; and Leonora Scala, nonprofit job-seeker.

Leonora, our nonprofit job-seeker, gets continuing advice from recruiter Paula Marks. We last checked in with the pair in late December.  Paula’s tips will help you in your own search, whether it’s today or in the future.

  • Leonora’s resume is now revised. (You can view the old version here.)

Nonprofit Tech Talk with Scott Koegler, editor, Nonprofit Technology News.

Scott is our regular tech contributor.  This week he’ll share techniques for maximizing  interactivity on your website.  What is that?  Why is it important?  And how do you do it?

TMNR

TMNR

Here is the link to the podcast: 026: I’m Looking and Interactive Websites

Top Trends.  Sound Advice.  Lively Conversation.

You’re on the air and on target as I delve into the big issues facing your nonprofit—and your career.

If you have big dreams but an average budget, tune in to Tony Martignetti Nonprofit Radio.

I interview the best in the business on every topic from board relations, fundraising, social media and compliance, to technology, accounting, volunteer management, finance, marketing and beyond.  Always with you in mind.

When and where: Talking Alternative Radio, Fridays, 1-2PM Eastern

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Wall Street Wrap-Up Guest Appearance

Me, Dave Morgan and Howard Jordan on the set of Wall Street Wrap-Up
I was a guest again on Wall Street Wrap-Up. The show is a Naples, FL cable TV show, hosted by Dave Morgan and Howard Jordan. It’s mostly for the donor community in southwest Florida, but there are nonprofits among their viewers.

In my 8-minute segment they quizzed me on small charity Planned Giving, gift alternatives for the recession and social media for small biz. Well, that’s what I talked about. I sure hope that’s what they asked me.

Eight minutes flies by and I kept thinking of those awful CNN talking heads’ frozen smiles, trying not to look like a smiling, talking dead. (dead is correct.)

I realize what a luxury my hour-long radio show is. Oh, iTunes for my show is now up and active (so you can download and subscribe), but that’s for another post.

Dave and Howard, thank you! My third appearance was terrific. I’m grateful for your invitations to be a guest.

You can see more pictures here on my show’s Facebook page.

The show airs on:
Comcast Southwest Florida
Channels 9 and 14
Fri 7PM and Sun 11:30AM

Direct TV
Channel 14
Saturday 9AM

Guest Appearance on the Michael Chatman Giving Show

Michael Chatman, me and Katherine Loflin before recording today's episode of the Michael Chatman Giving Show
I had a blast as a guest on the Michael Chatman Giving Show today! It was a lot of fun to finally meet him along with co-host Katherine Loflin.

We talked about Planned Giving for small nonprofits, endowments and not being intimidated by the technical stuff.

The two hosts are quick studies. At the end, Katherine thanked me for “Demystifying Planned Giving”. That’s the name of the training workshop I teach all over the country.

Here is the link to the audio.

What fun to be a guest on someone else’s radio show. They worry about the timing so I could just blather mindlessly.

Thanks to you both!

Here is the link to all of the pics from the show on my show’s Facebook page.