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Jeffrey Byrne Discusses Nonprofit Fundraising
On episode 378 of KC Cares, we talk with Jeffrey Byrne, Partner & Founder with Byrne Pelofsky & Associates! Great discussion about nonprofit fundraising! Listen now!
Bobby Keys: [00:00:00] Welcome back to KC cares, Kansas city’s nonprofit voice brought to you by charitable communications and generously sponsored by the Kauffman foundation. I am Bobby keys.
No, absolutely. Absolutely. We have to. We have to go on there so, and now. I think it’s, it’s needed more than ever. We have to get the news out to people of how they can get help, how they can move forward. And that’s what we’re doing.
Ruth Bigus: [00:00:40] You’re doing it, and we have
one of the best experts
ever. We have dr philanthropy back.
We have Jeffrey Bern who is cofounder and CEO of burn philosophy and associates. Hi Jeffrey. Here. From far away,
I came back to a myth that we called the chroma virus. But glad the day was lobbying you and glad to be back at work and helping,, put out some great information about what nonprofits should be thinking about and doing.
During this really, really unprecedented time where, well, we
don’t want to waste time with talking.
Bobby Keys: [00:01:23] So doctor,
Ruth Bigus: [00:01:25] please, what should people be doing? And it’s.
Like, you know, reverse type things that you would want to be doing. How can we fundraise at this time?
Jeffrey Byrne: [00:01:39] That’s right., well, I think that, I think that this is a real important time for nonprofits to stay as close together with their donors. And patrons as possible. We look back at three different recessions that have happened over the last 20 years.
The recession after nine 11 the recession once the war started in two Oh three and then of course the great recession in 28 Oh eight after the September meltdown of the fiscal markets, and while those were a fiscal issue, not a health related. Some of the elements that we did during that time period are relevant today.
Stacks upon the health. You know, number one, what different is obviously where it stay at home community here in the greater Kansas city area, and all of us do need to stay at home and away from others as much as possible. However. Some of the, and we will get through this health issue. And,, so I think the ideas of,, what we’ve learned in the past are good today.
Number one, I think organizations really should stay the course. There’s no reason to,. Cut back,, because,,, the federal government’s cares act, and I can talk about that in a few minutes, but, you know, I think that nonprofits should really, as much as possible, try to stay the course., you should engage authentically with your.
Top donors for development officers and CEO. And to me that that is probably one of the most important things that you do. You don’t want to shy away. Number one, you want to find out how your donors are. You want to find out how their families are. And then you want to engage about what you’re doing to keep your organization relevant in this period too.
You want to be optimistic. Don’t be a Debbie downer for God’s sake. Everyone’s a Debbie downer, so you need to pick planes a realistic. And not Pollyanna should view, but you need to provide a half glass full,, of what you’re doing for the community through your organization., you’ve got to creatively communicate with your governor Bay.
And by that I mean, you know, you don’t only use email, you can use other types of technology like zoom, like Skype, like Microsoft teams. I cannot tell you how many Microsoft teams zoom and Skype meetings. I had been a part of the last 10 days. Also, social media,, really work video talking about and telling your story.
Um, you know, fundraising is about storytelling and this is the most of the important time you should be talking about your stories. For instance, we have a client who is a blue Valley education foundation. They recently sent out a video and some photos along with an update to their patron in their foundation.
Uh, of teachers going by, waving at the kids from the street, the kids who have gone out on their driveways and put together,, hello, welcome and hello signs where their teachers,, teachers who,, families that had put a post and a sign in their yard,, for their teacher as he or she drives by. We have another organization that’s been telling its story, which is MRI global.
And that is a national and international research body,, dealing with some of the nation’s top secrets. Well, one of the things that they put together that has been used during the Ebola crisis and now during this Corona virus, is the containment unit. And the containment unit can be utilized by,, individuals who need to be transported around the world.
For instance, when the folks got off the ship in Asia during February, in early March, they got onto a transportation unit that was designed by MRI global. So, you know, we’ve got great stories here in our backyard, and it’s important that we tell those right now. They basically got it a big airplane and then redesigned it.
Yeah, it’s not gutting a big airplane. It’s literally a containment unit that can be inserted into one of the largest airplanes in the world, and it can fly around the world.,
it does, and you know, it’s a medically equip it, it’s very. But it’s also,, the way technology is used. I mean, we learn,, MRI global learned a lot when they did that for Ebola. They will learn a lot this time during coven virus or other viruses that come up in the future, even how to use containment and best practices,, and the future even,, work on these diseases and viruses,, in a different way.
Ruth Bigus: [00:06:55] And I’m not healthcare related and I’m not direct
Jeffrey Byrne: [00:06:58] service related.
Ruth Bigus: [00:07:00] How do
Jeffrey Byrne: [00:07:01] I deal with this
Ruth Bigus: [00:07:02] in terms of, you know, your fundraising less. It just seems a little
Jeffrey Byrne: [00:07:08] awkward,
Ruth Bigus: [00:07:09] you know, if I’m doing something to go out there and ask for
Jeffrey Byrne: [00:07:14] money. Well, I think that’s a good question that all nonprofits should ask themselves.
Yes. Helping human service organizations, Ruth and Bobby are going to do better and have more access to individual corporate and foundation money because that’s where all of their priorities are being directed., that is like any fiscal or recessionary period we go through, especially during this time period.
Organizations like animals,, environment., the arts especially have all shut down. Our has all scaled back as it relates to animals. So, you know, I think one of the areas that they should be concerned about and think about doing is the cares act. You know, this is a federal grant opportunities or the small business.
Uh, administration. And this is part of what Congress passed last week, and the president signed as part of the two plus trillion dollar,, response to really propping up our economy. It’s not an economic recovery program as much as it is propping up the economy through direct assistance to businesses and individuals.
For instance, the SBA., has released what they call,, what they’re called, what we call the economic injury disaster loan. And these economic injury disaster loans can provide once you apply for it, and any nonprofit can apply to the. Yeah. Economic injury, disaster loan. And what you do is if you have under 500 employees,, you can apply.
What you do is automatically within three days, you get a $10,000,, allotment that is the positive by the us treasury into your checking account. Now you can use that any way you want. That does not have to be paid back. Even if your loan is disapproved or if it’s approved or you go through the paycheck protection program as well.
So I encourage all of our listeners that they already haven’t yet,, go to the,, FBA or go to burn polaski.com. And,, we have on there some guidelines for the economic injury disaster loan. But I can tell you any nonprofit that’s not,, applying is rather foolish because you automatically get a $10,000 grant and it doesn’t need to be repaid.
The second area in the SBA program is called the paycheck protection program. And this is what is,, available to nonprofits. As long as you don’t reduce your payroll. Or you don’t reduce your pay,, pay cuts over 25% per employee. You can apply for a full loan based on a formula that you will need to work with an SDA provider or your own banker, and you can then protect your workers and their salaries.
And also. Pay your mortgage, pay your rent, or pay your utilities over an eight week period through this., and if you do that, you can, then it is refundable. The government will,, allow you to,, they’ll give you that money for free., once you have done that, you follow their guidelines and,, you then report back how you use the money.
The government will then,,, let that loan,, become,, the RO. So they’ll let us, they will forgive the loan. So there’s some really great opportunity and the cares act, C, a, R, E, F, F, and once again, if you go to burn polaski.com. You can find out information on these opportunities.
Ruth Bigus: [00:11:13] You also have mentioned, and we’ll post this information too, for our listeners that get that six steps to success with solicitation.
I love that
Jeffrey Byrne: [00:11:23] alliteration.
Ruth Bigus: [00:11:25] I, there’s some things just really quickly that you could share for us, so you know what.
Jeffrey Byrne: [00:11:31] Yeah. It sounds like you’re saying
Ruth Bigus: [00:11:32] don’t necessarily be afraid to ask for support.
Jeffrey Byrne: [00:11:37] Oh, you know, don’t be surprised to ask for support. Number one, you’ve got to tell your story, so get your story together in and riding and be able to articulate it to your donor, whether you’re going to write them an appeal via.
Email or probably email right now, but that direct mail is even,, you know, people aren’t really checking direct mail. So get your stories together, get your list together., prioritize it. Segment that I’m all into, as I’ve said over the years on your program, I’m all into donor segmentation. Don’t send out a general email, send out an email or,, or make appeals,, by phone to a segmentation of your list.
Take your top 25 donors, handle them individually via email and phone and texts. Take another group of your donors and then send out a more general email asking for general support. Make sure your front door during this time period is attractive and addresses,, the issues that you are dealing with.
And that front door is your website. So those are some of the areas, I think, and the six criteria for success or best practices that you would want to concentrate on during this time.
Ruth Bigus: [00:12:58], forecaster for us. You know, let’s say we’ve gotten through this please God in a sooner rather than later fashion. How do you think the fundraising landscape will change.
Jeffrey Byrne: [00:13:10] Well, I think that we’re going to see a really heavy toll on,, giving,, this year. You know, giving went down for the great recession, some 14%,, over a six month period, and that was the largest drop in giving in recorded history. I’m not sure if this is going to be,, that type of a situation, but.
We’re going to all have to regroup. Every organization is going to have to regroup. They’re going to have to,, you know, really work with their board of directors that all nonprofits would have. They’re going to have to think about being creative. We can’t go all to the same 20 funders in greater Kansas city.
And expect all of us to get funded by them. So we’re going to have to be creative. Number three, we’re going to have to give our donors a little breathing time to get themselves back into a position where they feel like they want to support. They can, they can. Just can we do it in a responsible way? So I mean, you’ve got to put your mindset and the yeah, your mind and the that and the mind of your donor as well and think about is our her position and not be over demanding, but be considerate.
And work with them., foundations are going to seeing their assets drop. Companies are going to see their,, their revenues down. So we’re going to have to all pitch in together and rely on each other. I mean, rely, find out what your colleagues are doing and the nonprofit community. I’ve reached out this week to some of my consulting,, other consultants in the Nash,, nationally.
To find out how they’re working with their nonprofits on this. This is the time that we need to be,, we need to increase and enlarge our family more than ever, so that we’re getting good information from each other and that we can share that. Good information. Kathrine,
Ruth Bigus: [00:15:13] dr philanthropy, as always,
Jeffrey Byrne: [00:15:15] thanks a lot, Bobby.
Thanks a lot, Ruth, and I wish all the nonprofit communities a success and a.
Thanks a lot. Thank you.
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