Leveraging Social Work Competencies for Effective Fundraising

1. Leveraging Social Work Competencies for Effective Fundraising

2. ABOUT THE NETWORK The Network for Social Work Management is a professional, international organization focused on strengthening and advancing social work management within health and human services.  Our Mission As a group, we work together to develop and create a future in which all social organizations across the U.S. and overseas can become purposed, high performing systems of service and influence. The goal of the Network is to bring together prominent managers and leaders, aspiring managers, and students within the field to share ideas and discuss challenges to enhance their skills. 

3. INVEST IN YOUR CAREER Join a community of like-minded managers Be mentored by top leadership experts Access the latest professional development and training opportunities

4. Leveraging Social Work Competenciesfor Effective Fundraising Barry Rosenberg August 31, 2016

5. Barry Rosenberg Professor of Practice

6. Goals • Explain basics of person to person fundraising • Define how social work knowledge & skills equips social workers to be effective • Develop a new mental model of fundraising

7. I Love Fundraising! • Jewish Federation movement • Solicited gifts from $10 to $10 million • Unrestricted, restricted, capital, endowment, special & emergency • Annually between $2 – 3 million

8. Social Workers & Fundraising… Ick! • Dirty, unsavory, coercive • Stereotypes of wealthy • Attitudes hurt fundraising results

9. Fundraising – Good for you too! • Lots of jobs – higher salary • Path to management & influence • Career mobility • CEO’s seen as chief fundraisers

10. Social Work & Fundraising • MSW preferred degree for Federation • Group work, community organization & management skills • Fundraising courses & curricula • Fundraising as a community building function

11. Fundraising Builds Community

12. Fundraising – A Force For Good • Builds community, social capital • Reinforces values of voluntarism, social justice, compassion & care for the needy • First step to volunteering • Educates public to needs • Altruism promotes well-being, physical & mental health • Empowers donors to do good, find meaning, honor parents, leave a legacy

13. The Hard Sell

14. A Marketing Approach • Intersection of donor needs & desires with organization mission & needs • Interactive & long-term • Building a relationship of trust • The hard sell won’t work • “Start where the donor is” • Identify donor interests, motivations, goals

15. Many Ways to Give Annual gifts & friends Unrestricted major gifts Restricted program grants Corporate sponsorships Challenge grants Matching gifts Capital gifts Gifts in kind Program related investments

16. 80 / 20 Rule

17. Short vs. Long Term Development

18. Fundraising Cycle

19. Cultivation & Stewardship • Relationship building • Learn more about them • Educate about the organization • Thank you, recognition, involvement • Deepen commitment & broaden participation • Getting the gift starts the next cycle

20. Social Workers Build Relationships

21. Social Workers Make Good Fundraisers • Start where the donor is • Active listening • Knowledge of human behavior • Diagnostic skills • Person-in-environment perspective • Understand needs & how to meet them

22. Social Workers Make Good Fundraisers • Passion • Ethical practice • Respect for confidentiality

23. The Essential Social Work Skills “The social work side of fund raising is where all the skill is. Listening between the words, reading between the lines, recognizing patterns in conversation, sensing the moment to ask a provocative question, asking permission to broaden the range of a relationship — these are the social work skills that are essential to fund raising success.” - Paul Jolly, President of JumpStart Growth

24. Solicitation Case • Couple, retired, late 60’s / early 70’s • Second generation of family business • Major donors – five figures, but flat • Not active at Federation • Interests & giving to other organizations • Prognosis: continued giving with gradual reduction

25. Solicitation Case • Socialized at mutual friend’s home • Took over solicitation • Insisted on annual appointment • Gradual increase by 33% • Arranged private tour to Israel • Introduced ask for planned gift / endowment • Yes in principal – not yet

26. Solicitation Case • No “wow” yet • New project relates to their former business • $250,000 cash endowment

27. Cultivation & Stewardship • Education, advocacy roles • Build relationship & trust • Active listening • Patience & gentle movement • Meet their needs • Broker role: match organization & donor needs • Keep the door open • Leave them smiling • Long-term process

28. A Culture of Philanthropy “Most people in the organization (across positions) act as ambassadors and engage in relationship building. Everyone promotes philanthropy and can articulate a case for giving. Fund development is viewed and valued as a mission-aligned program of the organization. Organizational systems are established to support donors. The executive director is committed and personally involved in fundraising.” – Kay Sprinkel Grace

29. A Culture of Philanthropy • Give • Be an ambassador • Identify potential donors • Volunteer at fundraising events • Treat donors & board members well • Say thank you • Collect impact data, stories & testimonials • Handle gift administration well • Align policies, procedures, compensation to support fundraising

30. Summary • Get comfortable with fundraising • Organizations depend on it • Good for your career • Develop a new mental model of fundraising • Social workers have the knowledge & skill • Fundraising is a way to create social impact • If you won’t do it – honor those who do!