A FUND RAISER'S NEWSYLETTER FROM JOYAUX ASSOCIATES
A periodic bulletin featuring fund raising, management, and board information.
December 1995
"Our fund raising just isn't working because the volunteers don't get it". "My board doesn't understand its job". Typical complaints from staff.

But is staff doing its job and enabling volunteers? Most often, no. Staff must develop the attitude and skills for enabling. Only then will volunteers be effective.

Principal functions of enabling include:

[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. Or order Giving RI: 1994 Charitable Giving which reprints Joyaux' article.

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 Avenue, New York, NY 10036-5198; (212) 819-3400.

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

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.]

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 or more hours each day.

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

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

Image-concious 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 your 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 your organizations 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 venderors.

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.

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 solicitors: 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.]

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.'

CEO's say their "dream" devleopment 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.]

Internet/World Wide Web Addresses...

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 sources: Comprehensive fund-raising information: Links to individual foundation Web sites: ["Funding News", Bob Curley, Join Together Online, September 7, 1995; (617) 437-1500.]

Joint Together Online. This internet resource center includes grant announcements, foundation profiles, and fundraising ideas and tips. Join Together Online also features news and other information pertaining to community efforts to combat alcohol and drug abuse. And best of all, it also features copies of Joyaux' Fund Raiser Newsyletter.

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

More Information...

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

Giving USA. Comprehensive report on 1994 donations from foundations, corporations and individuals, including demographic and trend data. Also includes information on what types 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, D.C. 20009, (202) 387-9177.

Innovative Compensation Practices in the Nonprofit Sector. Guides not-for-profit organizations through an array of alternative payment options, including 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 customs and traditions that help shape charitable giving and volunteerism by Native 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 Street, 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. Joyaux Associates, 10 Johnson Road, Foster, RI 02825; (401) 397-2534; fax (401) 397-6793.

Fund-raising Guidelines for the New Tax Laws. $10 prepaid. Joyaux Associates, 10 Johnson Road, Foster, RI 02825; (401) 397-2534; fax (401) 397-6793.

Gift Management Systems and Information Needs for Fund Development. $25 prepaid. Joyaux Associates, 10 Johnson Road, Foster, RI 02825; (401) 397-2534; fax (401) 397-6793.

Giving RI: 1995 Charitable Giving in Rhode Island. Includes article on how to enable volunteers. $35 prepaid. Joyaux Associates, 10 Johnson Road, Foster, RI 02825; (401) 397-2534; fax (401) 397-6793.

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