Although there are more millionaires than ever before, their average annual income is significantly less: $260,000 to $137,000 in 1993. Who are the new millionaires? By and large, they're senior corporate execs or business owners. Married and well- educated. Despite what you think -- the new millionaires are not in law or medicine. [Source: Trends That Count.Judith E. Nichols, CFRE, PhD. Editor. 1-312-467-0424. $90 yearly.]

Help your Board members get over their fear of fund raising. Make sure they have a thorough orientation. Have the board member team up with an experienced solicitor on a cultivation-only call first. Start small-and assign easy solicitations. Develop written materials: conversation guides for visits and user-friendly background material about the organization and its current needs (the case for support). Put your fund-raising plans and face-to-face campaign goals in writing. Set specific goals and report on success. Be willing to spend time problem-solving with your solicitors. Give your volunteers feedback about their performance. Call, call, call, visit and support your solicitors. And don't forget-celebrate their successes! [Source: Joyaux Associates and Chronicle of Philanthropy, April 20, 1993.]

Cultivate your donors. We hear that all the time, but what does it mean? Here's one example. Try a survey. Surveys, when properly conducted can give you a wealth of information. Also, a survey gives your donors/members an opportunity to provide you feedback. You may want to explore the following: awareness of your organization; priorities and motivations for giving; areas of satisfaction and dissatisfaction; image and perception; satisfaction with communications (e.g newsletters); general demographics.

Make sure the survey is user-friendly with an easy response mechanism. And, it needs to be easy for you to collate too! For more information, contact Joyaux Associates.

Could your organization be the beneficiary of a $1 million- plus trust? It's up to you.The results of a recent study of 500 major donors could help your development program. First, creators of large charitable trusts (over $1 million) focus their donations and volunteering on a few organizations. These major donors were involved with the not-for-profit as donor, volunteer and/or recipient of services. 95% of trust creators volunteered in the year before they set up the trust. Two-thirds were heavily involved as donors -- because of a donor cultivation program.

When asked, two-thirds of the people said they set up a charitable trust because they were asked in a personal appeal.

Once the trust was created, donors became even more involved in the not-for-profit. Two-thirds of the donors surveyed anticipated being active on behalf of the not-for-profit-such as encouraging others to support the organization. [Source: "Creating Trust with Major Donors." File, Prince and Cermak. Nonprofit Management and Leadership (Vol. 4, Spring 1994.]

Where do wealthy donors get their money? Where do they give it? Why do they give? A recent book from Jossey-Bass sheds some light on answers to these questions. The Seven Faces of Philanthropyby Russ Alan Prince describes the philanthropic personalities of major donors. His classification system is based on a survey of over 240 individuals. Givers to health charities, for example, are primarily "Repayers" -- who have typically benefited from charities they support. Or, they are "Devout" -- givers for religious reasons. Contact: Jossey-Bass Publishers. 415-433-1767. $27.95 plus $3 shipping and handling prepaid.

Don't just target the wealthy as you develop a planned giving program. Remember, most planned giving happens in the form of bequests (gifts left through a will). Middle class citizens -- the people on your donor lists -- will leave estates too.

"Giving by companies continues its long term slide," reads another headline. So what's new? Can you still access corporate support? Yes, but know this:

1. The decline in giving started before the recession, in 1986. And despite increasing profits, many corporations do not plan to increase their giving.
2. Product donations are declining -- contrary to popular belief.
3. Higher education stands strong in donor interests, but health and human services continue to lose ground. Giving to women's issues continues to rise. Giving overseas continues to rise as more corporations get revenues and profits from abroad.
4. Target the most generous industries: energy, transportation, computers, and media. (Utilities, finance, telecommunications, and insurance are the least generous.)

Don't overlook employees of small businesses. According to the U.S. Small Business Administration, more employees of small business volunteer their time than employees in companies with over 500 people. Also, small businesses are where jobs are being generated and new wealth created! [Source: USBA cited in Trends That Count, Judith E. Nichols, CFRE, PhD. Editor. 1-312-467-0424. $90 yearly.]

Boost your direct mail response rate by 300%. How? Add a phone call to your mail campaign. Schedule the call within one to two weeks after mailing the letter. [Source: Trends That Count., Judith E. Nichols, CFRE, PhD. Editor. 1-312-467-0424. $90 yearly.]

Guaranteed death for your direct mail campaign. One, misspell the name. Two, send the letter to an incorrect address.

For direct mail help, see Mal Warwick's latest book, 999 Tips, Trends, and Guidelines for Successful Direct Mail and Telephone Fundraising. Available for $34.95 plus shipping and handling. Call 1-800-217-7377. Topics covered include: How small not-for- profits can build donor lists; how to start your letter with a bang; six ways the telephone can improve your fund-raising results; how to renew your lapsed donors.

Good advice: "The reason for the low attendance [at the meeting] was that a new, inexperienced staff member had simply left a series of voice mail messages with the volunteers without confirming everyone's availability." The volunteer that did attend the meeting felt her time was wasted. Poor volunteer management. Poor volunteer appreciation.

What's the lesson? Take the time to be in contact with your volunteers. Even if it takes several phone calls to get them. Use volunteer time wisely. And remember, the best volunteer recognition happens daily, in small ways, and is based on common courtesy. Show your volunteers that they make a difference and that they are part of a team. [Source: "When Recognition Isn't Enough." Susan J. Ellis, Nonprofit Times. May 1994.] Are you in compliance with your state and local laws? The regulation of the not-for-profit sector is one of the hottest topics this decade (next to planned giving, of course!). Almost every state has not only filing and reporting requirements, but charitable solicitation laws too. Contact your local Department of Business Regulation and State Attorney General's Office to get the information you need.

Avoid problems before they happen. Here is one way to [hopefully!] avoid embarrassing or legally difficult situations. During the board recruitment process, explore possible conflicts of interest prior to inviting someone on the board. A good question to ask might be: "Are there any potential conflicts of interest that might pose a problem in your service as a board member?" You and the candidate will appreciate it in the long run.

Environmental groups...do you need help? Technical assistance is available through the Environmental Support Center. Improve your ability to raise funds, conduct strategic planning, and develop your organization. Contact: Environmental Support Center, 1875 Connecticut Avenue, NW #340, Washington, DC 20009. 202-328-7813.

TQM can become a reality in your organization. Putting Total Quality Management to Work: What TQM Means, How to Use It, and How to Sustain It Over the Long Run provides detailed information about TQM in practice and how you can integrate it into your organization. Contact: National Council for Economic Development, 1730 K Street, NW #915, Washington, DC 20006. 1-202-223-4735. $53.95 prepaid plus $4.50 shipping and handling.

1994 Board Member Manual. This resource for board and executives includes basics of effective boards, job descriptions, managing the risks of serving on a board, and much more. Contact: Aspen Publishers, Inc. 7201 McKinney Circle, Frederick MD 21701. 1-800-638-8347. $29 prepaid.

Directory of Information Resources in Housing and Urban Development, 3rd Edition. Facts about information services for housing-related issues including affordable housing, conservation, homelessness, low-income housing. Contact: HUD USER, PO Box 6091, Rockville, MD., 20850. Order by title and #ACCN-HUD 6200. 1-800-245-2691. $26 prepaid.

Fund-Raising Fundamentals: A Guide to Annual Giving for Professionals and Volunteers, by James M. Greenfield, CFRE, FAHP. Topics include developing annual gift support by raising friends and building relationships, constituency building through direct mail, donor renewal, membership and support associations, special events, personal solicitation campaigns, and managing the development function. Order from: NSFRE Bookstore. 1-800-666-FUND.

Nonprofit Management Digest. A monthly compendium of briefs about management and leadership, fund raising, public policy, finances, regulation. Contact: Aspen Publishers, 7201 McKinney Circle, Frederick, MD, 21701. 1-800-638-8437. $169 yearly.

Partnerships for Success: A Mentoring Program Manual. Provides guidelines for developing mentoring programs in education, employment, assistance for the homeless, etc. Also includes section on planning, marketing, volunteer recruitment. Contact: The Enterprise Foundation, 10227 Wincopin Circle #500, Columbia, MD 21044. Order #90-092 from Communications Dept. $29 prepaid.

Successful Fund Raising. A monthly report of successful fund-raising ideas and management strategies. Contact: Stevenson Consultants. PO Box 4528, Sioux City, IA 51104. 712-239-3010. $92 yearly.

Successful Direct Mail and Telephone Fundraising. A newsletter edited by Mal Warwick. Contact: Strathmoor Press, 2550 Ninth Street, Suite 1000, Berkeley, CA 94710 1-510-843-8888. $49.95 yearly.

Available from Joyaux Associates:

---

Coming in September!
Giving RI: 1993 Charitable Giving in RI
This completely updated report studies where the money comes from and where it goes. New this year-a comprehensive study of compensation featuring management, clerical and service positions in agencies.

Giving RI is a community service contributed by Joyaux Associates. The firm writes and distributes surveys directed at R.I. not-for-profit organizations. The results are analyzed and produced as a report in September each year.

Giving RIis provided, free of charge, to study participants. The report is purchased by other not-for-profit organizations, agency trustees, and community volunteers. Funding sources also receive a copy.

For further information, Call Diane Karmen, Project Manager, at Joyaux Associates, 10 Johnson Road, Foster, RI 02825; (401) 635-2412.

Do you need help?
Joyaux Associates provides comprehensive services to the philanthropic sector. Board and organization development. Fund raising. Strategic planning. Marketing. Personnel systems and searches. Our clients include grassroots organizations as well as major institutions and national associations. We work for not-for-profits, government agencies, foundations and for-profit corporations.

For further information, please call Simone P. Joyaux, ACFRE, at (401) 397-2534.

Pointers Back to More Selections of A Fund Raiser's Newsyletter Back to Current Awareness Tools (Public Access) Back to Grants and Related Resources Home Page Back to Jon Harrison's Home Page Back to MSU Libraries Home Page

Assistance Requested Thanks for visiting The Grants and Related Resources Home Page. This site is continuously updated and expanded, so check back soon for the latest changes. If you have any comments, notice any glaring inaccuracies, or would like to forward any relevant information concerning this Home Page, please send e-mail to: Jon Harrison

Standard Disclaimers The "links" found in this web page are provided as a courtesy for grants information seekers, but we cannot vouch for or take responsibility for information contained in any beyond those maintained by the Michigan State University Libraries. MSU is an Affirmative Action/Equal Opportunity Institution.

Ownership Statement Jon Harrison : Page Editor Funding Center Supervisor Social Sciences Collections Coordinator Michigan State University Libraries 100 Library E. Lansing, MI 48824-1048 Voice mail: (517) 432-6123, ext. 123 Fax: (517) 432-8050 Last revised 05/06/97

This page has been visited times since June 1, 1996.