Advancing Philanthropy - July/August 2012 - (Page 52) What’s Working Good ideas you can use Community Focus Can Yield Leadership gifts By T o d d C o he n N 52 Nonprofits may be missing a big opportunity to raise money if they do not pay enough attention to leadership donors and the roles that community and leadership play in philanthropy. That is the view of a group of fundraising professionals in Charlotte, N.C., who have launched an effort to help local nonprofits do a better job engaging and working with major donors. Known as the Leadership Gift School, the effort is led by Karla A. Williams, M.A., ACFRE, principal at The Williams Group in Charlotte. Too many nonprofits treat major donors in a mechanical way that “rates and ranks” them, using a “drill” to move them toward a big gift, Williams says. Instead, she advises, nonprofits should approach their high-potential donors as “serious investors and self-identified leaders.” “‘Leadership’ donors are different from ‘major’ donors,” she explains, “because of their deliberate commitment to growing and nurturing the leadership of an organization and because they, too, want to be a leadership partner and solve the larger problems in their community.” The job of a fundraiser, as Williams describes it, is similar to that of a matchmaker. “Fundraisers should help donors understand community problems, connect them with like-minded individuals and organizations that care about those problems, and create gifts that reflect their personal values and help address those problems,” she says. The Leadership Gift School was the idea of eight local fundraising professionals called together by Chris McLeod, J.D., executive director of the Greater Charlotte Cultural Trust (www.charlotteculturaltrust.org), and Michael L. Rose, CFRE, president of the Carolinas HealthCare Foundation (www.givecarolinas.org). Each year the school has selected a class of roughly two dozen fundraisers, typically two each from local nonprofits. Each twoperson team generally includes an organization’s executive director and the development director. The class meets one day a month for eight months, with Williams, the school’s faculty director, leading most of the classes, and other fundraising experts and community leaders conducting classes as well. Williams also serves as a consultant to each team during the course, helping them identify leadership-gift prospects, track progress in cultivating them and address any hurdles to securing a gift. Williams begins by giving students a broader perspective about philanthropy and its relationship to community and leadership, and urging them to better understand the social and economic dynamics and trends in their communities—whether geographic or based on a cause—so they can build a fundraising program that will help the community. In addition, emphasis is placed on understanding who donors are and what motivates them. “Nonprofits need to be truly interested in donors’ opinions” Williams says. “They can do that through ongoing one-on-one conversations, as well as through focus groups, surveys and other methods.” For more useful tips, visit www.afpnet.org and log in. Search: Discussion Groups A d v a n c i n g P h i l a n t h ro p y J uly/Aug u st 2 0 1 2 Katherine Mahoney/images.com http://www.charlotteculturaltrust.org http://www.givecarolinas.org http://www.afpnet.org Table of Contents for the Digital Edition of Advancing Philanthropy - July/August 2012 Advancing Philanthropy - July/August 2012 Contents President’s Report Worth a Look Technology Are We There Yet? Perfect Match A Holistic Approach Ongoing Learning Pay, Perks—and More Management Trends Best Bets Your Career What’s Working Philanthropic Planning Donor Relations AP Resources AFP Central One-on-One Advancing Philanthropy - July/August 2012 http://www.nxtbook.com/nxtbooks/afp/ap_2019january http://www.nxtbook.com/nxtbooks/afp/ap_2018october http://www.nxtbook.com/nxtbooks/afp/ap_2018summer http://www.nxtbook.com/nxtbooks/afp/ap_2018spring http://www.nxtbook.com/nxtbooks/afp/ap_2018winter http://www.nxtbook.com/nxtbooks/afp/ap_2017fall http://www.nxtbook.com/nxtbooks/afp/ap_2017summer http://www.nxtbook.com/nxtbooks/afp/ap_2017spring http://www.nxtbook.com/nxtbooks/afp/ap_2017winter http://www.nxtbook.com/nxtbooks/afp/ap_2016fall http://www.nxtbook.com/nxtbooks/afp/ap_2016summer http://www.nxtbook.com/nxtbooks/afp/ap_2016spring http://www.nxtbook.com/nxtbooks/afp/ap_2016winter http://www.nxtbook.com/nxtbooks/afp/ap_2015fall http://www.nxtbook.com/nxtbooks/afp/ap_2015summer http://www.nxtbook.com/nxtbooks/afp/ap_2015spring http://www.nxtbook.com/nxtbooks/afp/ap_2015winter http://www.nxtbook.com/nxtbooks/afp/ap_2014fall http://www.nxtbook.com/nxtbooks/afp/ap_2014summer http://www.nxtbook.com/nxtbooks/afp/ap_2014spring http://www.nxtbook.com/nxtbooks/afp/ap_2014winter http://www.nxtbook.com/nxtbooks/afp/ap_2013fall http://www.nxtbook.com/nxtbooks/afp/ap_2013summer http://www.nxtbook.com/nxtbooks/afp/ap_2013spring http://www.nxtbook.com/nxtbooks/afp/ap_2013winter http://www.nxtbook.com/nxtbooks/afp/ap_20121112 http://www.nxtbook.com/nxtbooks/afp/ap_20120910 http://www.nxtbook.com/nxtbooks/afp/ap_20120708 http://www.nxtbook.com/nxtbooks/afp/ap_20120506 http://www.nxtbook.com/nxtbooks/afp/ap_20120304 http://www.nxtbook.com/nxtbooks/afp/ap_20120102 http://www.nxtbook.com/nxtbooks/afp/ap_20111112 http://www.nxtbook.com/nxtbooks/afp/ap_20110910 http://www.nxtbook.com/nxtbooks/afp/ap_20110708 http://www.nxtbook.com/nxtbooks/afp/ap_20110506 http://www.nxtbook.com/nxtbooks/afp/ap_20110304 http://www.nxtbook.com/nxtbooks/afp/ap_20110102 http://www.nxtbook.com/nxtbooks/afp/ap_20101112 http://www.nxtbook.com/nxtbooks/afp/ap_20100910 http://www.nxtbook.com/nxtbooks/afp/ap_20100708 http://www.nxtbook.com/nxtbooks/afp/ap_20100506 http://www.nxtbook.com/nxtbooks/afp/ap_20100304 http://www.nxtbook.com/nxtbooks/afp/ap_20100102 http://www.nxtbook.com/nxtbooks/afp/ap_20091112 http://www.nxtbook.com/nxtbooks/afp/ap_20090910 http://www.nxtbook.com/nxtbooks/afp/ap_20090708 http://www.nxtbook.com/nxtbooks/afp/ap_20090506 http://www.nxtbook.com/nxtbooks/afp/ap_20090304 http://www.nxtbook.com/nxtbooks/afp/ap_20090102 http://www.nxtbook.com/nxtbooks/afp/ap_20081112 http://www.nxtbook.com/nxtbooks/afp/ap_20080910 http://www.nxtbook.com/nxtbooks/afp/ap_20080708 http://www.nxtbook.com/nxtbooks/afp/ap_20080506 http://www.nxtbook.com/nxtbooks/afp/ap_20080304 http://www.nxtbook.com/nxtbooks/afp/ap_20080102 http://www.nxtbook.com/nxtbooks/afp/ap_20071112 http://www.nxtbook.com/nxtbooks/afp/ap_200710 http://www.nxtbookMEDIA.com
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