A FUND RAISER'S NEWSYLETTER FROM JOYAUX ASSOCIATES
A periodic bulletin featuring fund raising, management, and board information.
October 1995
Need a loan? Ask a foundation. Often foundations will make loans. But not-for-profit organizations rarely ask. Some funders see loans as a way to expand their support, but fewer than half of foundations surveyed said they had made such investments.

Program-Related Investments: A Guide to Funders and Trends is available for $45 (discounts for bulk orders) from the Foundation Center, 79 Fifth Ave., New York, NY 10003-3076; 800-424-9836.

[Source: "Few Foundations Make Loans for Programs," Stephen G. Greene, The Chronicle of Philanthropy, May 4, 1995.]

Gays and lesbians are an excellent untapped resource for charities. Homosexuals as a group have higher-than-average household incomes and education, and an affinity for social justice causes. Many gays and lesbians do not have children, so they also have more discretionary and disposable income.

Many fund raisers have been reluctant to target homosexuals in the past, so these potential donors have not been bombarded with solicitations for funding. New research means that more information on gay and lesbian giving is becoming available. There are between 5 million and 25 million homosexuals in the United States.

[Source: "Gay Lists Emerge as Fund-Raising Force," Sean Mehegan, The NonProfit Times, May 1995; 609-921-1251.]

Minorities will represent 30% of the high school Class of 2000. 23% of year 2000 grads will have grown up in a household with one or both parents absent. 41% will watch television for four hours or more each day.

For further information, order the free report, "The Class of 2000," ETS Policy Notes, Vol. 6, No. 1, from Educational Testing Service, O4-R, Princeton, NJ 08541-0001; 609-734-5694.

[Source: Philanthropy Trends That Count, June, 1995; 800-655-5597.]

Image-conscious Japanese firms could be a wellspring of philanthropic opportunity. Four out of five Japanese firms that operate in the United States are involved in philanthropic activities. The largest firms are the most active.

For more information, request a free copy of the Survey of Corporate Philanthropy at Japanese-Affiliated Organizations in the United States from the Japanese External Trade Organization, Public Affairs Department, 1221 Avenue of the Americas, New York, NY 10020.

[Source: ERC Newsbriefs, June 30, 1995; 202-328-9517.]

Target politicians with fund-raising appeals. Political figures set aside money to donate. Politicians expect to be asked but frequently are overlooked. Not-for-profit organizations also should seek donations from their vendors (e.g. printers, accountants, lawyers, etc.). "Any professionals who take your money can certainly be asked to support the organizations that make their communities better," says author Joan Flanagan.

Joan Flanagan's The Grass Roots Fundraising Book is available for $12 postpaid from The Grantsmanship Center, TGC Publications Department, P.O. Box 17220, Los Angeles, CA 90017.

[Source: The Grantsmanship Center Magazine, Summer, 1995.]

'Frequent Funder' programs can yield high-flying results. The Jewish National Fund enables donors to earn points toward air travel, hotels, car rentals, restaurants, long-distance telephone calls and other services for each dollar donated. Participants include United Airlines, American Airlines, Budget Rent-a-Car and MCI Telecommunications. The Fund has a large, international donor base, but smaller groups can try similar programs with local or regional vendors.

Contact Michelle Cohen at Mitch Carol Consultants, 22 Deerspring, Irvine, CA 92714; 714-857-0440.

[Source: Successful Fund Raising, Vol. 3, No. 7, July, 1995; 712-239-3010.]

November is a good time to mail letters. A five-year study shows that 21.1% of fund-raising letters are mailed in November. August and October also are popular, and more fund-raisers are mailing letters in January. The fewest mailings are sent in June and July.

For a free copy of "Seasonality Study, Update 19," contact the Kleid Company, 530 Fifth Ave., New York, NY 10036-5198; 212-819-3400.

[Source: "November is Popular for Charity Appeals," The Chronicle of Philanthropy, June 1, 1995; 212-757-8800.]

Get help complying with the Americans With Disabilities Act (ADA). Ten regional Disability and Technical Assistance centers provide free services for not-for-profit groups with questions about the ADA. Compliance guides, on-site training and suggestions for accommodating employees with disabilities are available. To find the center in your region, call 800-949-4232.

[Source: ERC Newsbriefs, April 28, 1995; 202-328-9517.]

Tips for not-for-profit telephone callers: State your full name and relationship to the organization. Use the prospect's last name. Say how much time you will need on the phone. Arrange a convenient call-back time, if necessary. Use a catchy opening statement. Put prospects at ease by using their communication style. Speak with confidence as you ask for support. Believe in your cause.

[Source: Successful Fund Raising, promotional issue; 712-239-3010.]

Volunteers must be enabled to be effective. Too often, staff do not know how. Supply volunteers with adequate power, means and opportunity to achieve appropriate goals. Establish an organizational culture that makes volunteers and staff interdependent. The relationship between staff members and volunteers must be balanced: as stewards of the public trust, volunteers sometimes are the authority; at other times, volunteers must yield to the authority of staff as managers and philanthropic professionals.

Improve your fund raising by establishing a corporate culture that embraces volunteers. Help volunteers be successful through encouragement, motivation, appraisal, direction, problem-solving, decision-making, and independence. Staff must develop specific attitudes, assets, skills and knowledge to enable volunteers.

Principal functions of enabling include communicating organizational values, mission and program; respecting and using skills; articulating expectations and roles; anticipating conflict and facilitating resolution; and encouraging volunteers to use their power, practice their authority and accept their responsibility. If you enable well, volunteers will find your organization more attractive.

[Source: "Voluntary Association and Volunteer Leadership," Simone P. Joyaux, ACFRE, New Directions for Philanthropic Fundraising, No. 5, Fall, 1994. Jossey-Bass Inc., Publishers, 350 Sansome St., San Francisco, CA 94104-1342; 415-433-1767.]

Don't be against anything -- be for something. Things that you oppose will work against you. If you fight, you become part of the problem. State what you are for, and focus on the potential for positive change.

[Source: You'll See It When You Believe It, Dr. Wayne W. Dyer, William Morrow and Co., Inc., 105 Madison Ave., New York, NY 10016. Reported in Communication Briefings, Vol. 14, No. 3; 703-548-3800.]

Who is the ideal fund raiser? He/she is experienced with capital campaigns and operational planning; can coordinate multiple programs; has strong management skills; is able to motivate volunteers; believes in the program's mission; and is a 'team player' who can see the 'big picture.'

CEOs say their "dream" development officer should be an effective writer and articulate speaker; willing to take risks; detail-oriented; and genuine, sincere and honest.

[Source: Successful Fund Raising, Vol. 3, No. 6, June 1995; 712-239-3010.]

Don't 'Miss' the Point: One-third of American women - especially single women under age 45 - prefer to be called "Ms.," compared to just 10% in 1973.

[Source: Communications Briefings, January, 1995. Reported in Philanthropy Trends That Count, Vol. 3, No. 2, June 1995; 703-683-4100.]

Women are undervalued in the world of philanthropy and elsewhere. The United Nations recently reported that while women represent 67% of the world's workforce, they earn just 10% of workplace income and own only 1% of the world's property. In the world of charity, only 5% of funding goes to programs for women and girls.

[Source: United Nations 1995 World Picture.]

Free or low-cost computers are available to not-for-profits. Organizations around the country refurbish donated computers and related equipment and distribute them to charities. Computer-donation programs include: [Source: "Fixing Up Computers for Charity," Jennifer Moore, The Chronicle of Philanthropy, May 18, 1995; 212-757-8800.]

Use your computer for fund-raising research. The World Wide Web (WWW) is a rich source of information on fund raising and grant-seeking opportunities. Useful WWW addresses for foundation and government dollars include:

Private philanthropy resources:
Federal funding resources:
Comprehensive fund raising information:
Links to individual foundation Web sites:
[Funding News, Bob Curley, Join Together Online, September 7, 1995; 617-437-1500.]

The Newsyletter is online! See Joyaux' Fund Raiser's Newsy Letter on Join Together Online. This internet resource center includes grant announcements, foundation profiles, and fund-raising ideas and tips. Join Together Online also features news and other information pertaining to community efforts to combat alcohol and drug abuse.

For more information and a free America Online start-up kit, contact Chris Cartter at Join Together, 441 Stuart St., 6th Floor, Boston, MA 02116, 617-437-1500 or e-mail: info@jointogether.org.

Joyaux to Write Fund-Raising Book for Aspen

Simone P. Joyaux, ACFRE, principal of Joyaux and Associates, has signed an agreement to write a book on fund raising for Aspen Publishers, Inc. The book will feature chapters on strategic planning, constituency development and enabling volunteers. The book is due to be released in late 1996.

Aspen Publishers is one of the nation's top publishers of material for the not-for-profit field.

More information ...

New Directions for Philanthropic Fundraising - Nonprofit Organizational Culture: What Fundraisers Need to Know. Quarterly journal exploring fund-raising topics. The Fall, 1994 issue includes a chapter on "Volunteer Association and Volunteer Leadership" by Simone P. Joyaux. Available for $62 per year from Jossey-Bass Inc., Publishers, 350 Sansome St., San Francisco, CA 94104-1342, 415-433-1767.

Giving USA 1995. Comprehensive report on 1994 donations from foundations, corporations and individuals, including demographic and trend data. Also includes information on what type of charities were funded. Available for $45 (or $75 with the quarterly newsletter Giving USA Update) from the AAFRC Trust for Philanthropy, 25 West 43rd St., Suite 820, New York, NY 10036, 800-46-AAFRC or fax 212-768-1795.

Charity in the Workplace 1994. Includes data on giving by employees to United Way and alternative funds. Available from the National Committee for Responsive Philanthropy for $15 prepaid; order from NCRP, 2001 S St., N.W., #620, Washington, DC 20009, 202-387-9177.

Innovative Compensation Practices in the Nonprofit Sector. Guides not-for-profit organizations through an array of alternative payment options, including the use of bonuses, incentives, non-cash recognition, dependent care and flextime. Available for $29.95 prepaid from the Applied Research and Development Institute International, 2121 S. Oneida St., Suite 633, Denver, CO 80224, 303-691-6076 or fax 303-691-6077.

Charitable Traditions of Minority Populations. Overview of the distinct customs and traditions that help shape the charitable giving and volunteerism of Native Americans, African Americans, Asian Americans and Latinos. James A. Joseph's book is $24.95 plus $4.50 shipping and handling from Jossey-Bass Publishers, 350 Sansome St., San Francisco, CA 94104, 415-433-1767, ext. 623.

Successful Fund Raising. Monthly newsletter filled with tips on special events, direct mail, annual giving, utilizing volunteers, development, and other aspects of fund raising. Annual subscription is $120 from Stevenson Consultants, P.O. Box 4528, Sioux City, IA 51104, 712-239-3010.

Available from Joyaux Associates:

What is Fund Development? Description of tasks ... skills and knowledge needed ... salaries ... failures ... and hints for success. Excerpted from "Giving RI: 1992 Charitable Giving in RI." $5 prepaid.

Fund-raising Guidelines for the New Tax Laws. $10 prepaid.

Gift Management Systems and Information Needs for Fund Development. $25 prepaid.

Giving RI: 1995 Charitable Giving in Rhode Island. Includes article on how to enable volunteers. $35 prepaid.

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