fundraising industry, local, nonprofit profile, regional

Some GiveSTL Day 2019 Statistics

GiveSTL Day is a one-day campaign for St. Louis-area nonprofit organizations. The appeals are generally made through electronic solicitation and social media, but there are no real rules, so organizations can run their campaigns how they wish.

Some of my favorite organizations participate: Spirit of Discovery Park, the Humane Society of Missouri, even the Sierra Club. This is a way to bring the whole community, both organizations and donors, together in a spirit of cooperation and healthy competition.

It’s usually scheduled in the first week of May. I first heard about it in 2018, and this year, 2019, I paid a lot closer attention. I’ve been looking at some 2019 results, and I’ll share a few highlights with some take-aways for those planning to participate next year.

1. Aggregate Results Don’t Really Help Much For Individual Organization Understanding

There were 887 organizations signed up. Of those, 842 received donations, with total donations (including prizes) over $3,000,000. That’s a lot of money, but it’s also not very helpful to individual organizations trying to learn how to make GiveSTL Day a success for them.

For the rest of these analyses, I’m using the GiveSTL Day data that shows results by individual organization, which does not include prizes so the total is only $2.89 million. This is an average of $3,434 per organization. Not bad, but that total is pretty skewed by a few large “winners” and many small “not-so-winners”.

Over 50% of the groups participating in 2019 had under $1,000 of donations. 504 of the 887 received $999 or less. That’s almost not worth it, if you consider the time taken by a staff member to create a campaign, design some artwork, solicit a match, design and produce artwork (or take photographs), plan, write, and publish social media posts and e-mails, set up autoresponder thank-yous, and so on. What’s the return there? I can imagine it might be pretty difficult to justify the same activity for such a low return next year.

However, if you did absolutely nothing, and still got $1,000, it might make sense to participate again. Because, hey, free money.

The point is, it’s hard to look just at aggregates and figure out what’s going on. You need to break results down by organization size and sector to have a good feel for what you could get out of GiveSTL Day. Those will tell you more about how your peers fared, and with some analysis could show you how you did relative to them.

But it probably won’t give you much certainty on what you would get if you participate again next year. Which, to be frank, is what we’re all looking for, right? We all want that secret sauce that turns our GiveSTL Day campaigns into the money trees we dream of.

It’s not that easy.

2. Size Is No Guarantee of Success or Lack Thereof

Organizations are grouped according to size of their budget: Micro (<$250,000), Small (up to $1,000,000), Medium (up to $2,000,000), and Large (everything above $2,000,000).

The fact is, there are small groups that have plenty of success and large groups that struggle. The Small segment this year included 379 organizations. 52 of those received over $3,000 on GiveSTL Day. And 12 of those were over $10,000. Evidently, small-budget organizations can still find the money to create major results in one-day campaigns like this. And remember, $10,000 on a $250,000 budget is a much bigger bump than the same amount on a $1,000,000 budget.

One factor that certainly helps: 10 of those 12 had a match available. Having a match is like free money, in multiple ways. It provides an incentive to give (because that money will be doubled), and it’s a large amount that comes with little effort.

I highly encourage all groups next year to start with a match, as a good way to create additional motivation for giving. (More on that later.)

In the same vein as small is not bad, let me say that being bigger is no guarantee of success, either. Yes, the biggest numbers did come from the largest groups. ThriVe ($181k), Stray Rescue of St. Louis ($136k), Foster and Adoptive Care Coalition ($110k), and St. Louis Priory School ($106k) had big days. But for the rest of the 205 Large groups, just being big was no better indicator of how their day would turn out. Only 58 of them had donations over $3,000 on the day, just past the 52 of the Small groups.

And of all of the 205 Large organizations, only 109 (53%) received $1,000 or more. That means that if you were a Large organization, and participated in GiveSTL Day in 2019, the chances of you walking away with over $1,000 were pretty much a coin flip.

This is an encouragement and a challenge. An encouragement to those small organizations that your results can be better, with appropriate strategy and an effective campaign. And it is a challenge, to those organizations who think that just relying on their name and their current size will be enough to make GiveSTL Day a success. You’re going to have to work for it.

3. A Match Is Not Just Helpful, It Is ESSENTIAL

I said above that having a Match is like free money. It can inspire higher donations, because of the desire to make that donation work even harder. Take a look at the aggregates:

  • 735 groups WITHOUT a match received $1.27 million ($1,725 each)
    • Average gift of $94
  • 107 groups WITH a match received $1.62 million ($15,175 each)
    • Average gift of $202

Fewer organizations, received significantly more money, with almost twice as much given per donation. Now, that’s not to say that having a match guarantees you more money. But having a match is more than just inspiring higher-dollar contributions.

Yes, a match is good for your donors, because it gives them something to shoot for, an initial goal that they can accomplish with the right initial effort.

Beyond that, though, a match is a signal that your organization is doing the right things. It shows that you’re planning GiveSTL Day as a campaign, not as an event. It shows that you’re being thoughtful about how you solicit matches throughout the year.

And planning early enough to get a match in place means that you’re more likely to complete the rest of the essential campaign steps in time for success as well: a marketing concept identified, a timeline planned, resources aligned to take advantage of specials like prizes, etc.

A word of caution: be careful how big you set your match. You want the matching dollar amount for GiveSTL Day to be something that’s going to challenge donors, but you don’t want it to be so far out that you don’t get there. That’s actually wasting your match money. For example, Five Acres Animal Shelter received over $30,000 on GiveSTL Day. But they also had over $5,300 of match remaining unused. Essentially, they missed out on over $10,000 of donations ($5,300 that could have been given and $5,300 that would have been matched).

If the Shelter had an indication of how much of that match would be used, then maybe they could have dedicated those matching funds to another campaign later in the year. As it turned out, there seems to be a missed opportunity.

All that to say – be strategic in how you structure your match. You want to make your matching funder happy that you’ve been able to satisfy her desire to inspire donations, and asking for too big a match (or putting too much of it towards GiveSTL Day) may counteract that.

Conclusion

GiveSTL Day is a giving campaign designed to bring the St. Louis region together for a common purpose. Like similar one-day digital campaigns across the country, there are many opportunities. My suggestions: start early (like every campaign) and get a match (like every campaign, if you can). And make sure you don’t let your own internal view of your organization’s size (and how that may make success easier or harder) inhibit your disciplined approach to having a great GiveSTL Day.

business development, Uncategorized

Best Rejection Ever?!?!

Do you ever get that feeling? That one where, despite all your best attempts otherwise, you just can’t hate the person who rejected you?

Maybe it was the girl next door whom you’d been crushing on since age 6. Maybe it was that boss who declined to transfer you, because you were so integral to the projects at hand. Whatever it was, we’ve all been there.

Rejected. Turned down. Heard, “I can’t that night, I’m washing my hair.”

And while rejections may sting, there are some things you can do when delivering a rejections to still maintain a sense of decency and respect.

The Setup

As a freelance writer it’s up to me to source my own work. I have to go out and hustle. I have to spread my name far and wide, like dandelion seeds scattered in the wind, and hope that they land somewhere fertile where they can grow. It’s on me to cultivate opportunities, make them work, and bring them in when they’re ready, so that I can keep paying the bills and planning for the future.

One element of that is applying for some jobs in my industry. Content creation, content management, and the like. I’d love to have 2 or 3 firms with whom I’m a regular contributor, perhaps working a set # of (less-than-full-time) hours each week or month.

One of those came across my radar recently from BizLibrary. I hadn’t heard of them before, so I read their website and liked what they do. Creating content for them could be right up my alley, so I applied.

The Action

Immediately (using an autoresponder, as all good companies should do) I got a response. “Thanks for your interest. We’ll be in touch!” (Paraphrased, of course, but you get the idea.) Based on my history with job applications, I prepared for a long, quiet wait.

I full expected at least 2 weeks to pass before ever hearing from BizLibrary again. This seems to be the modern experience, doesn’t it? You apply, you wait, you wait, you wait, and if you’re lucky the recruiter will get back to you in about a month. Well past the time you’ve given up and moved on to the next opportunity.

And that’s if you’re lucky! Most of the time those applications seem to go nowhere, and you’re left wondering at the existentialistic meaninglessness of shouting into the void. You wait for a response, you hope, you pray and…

Nothing.

But this time was different.

The Response

The day after I submitted the application, I got another message from BizLibrary. A response! Whaaaaat? So soon? Must be they need more information, I thought. But when I read it, I realized they’d made their decision already. In one day.

In case you didn’t see that, let me emphasize. THE DAY AFTER I submitted that application I got a response. Not a month later. Not a fortnight. Not a week.

ONE.

DAY.

DECISION.

I’m so impressed with this action that I’m going to post the whole response here:

Hi Stephan,

Thank you for your application to BizLibrary’s Content Writer/Editor role. After reviewing your work and experience, we’ve made the decision to not move forward at this time. I hope you don’t mind if we reach out to you in the future when a position opens up that may be a good fit.

We appreciate your interest in BizLibrary and wish you success in your job search.

Best,

The BizLibrary Recruiting Team

Where’s that [LOVE] emoji?

The Reaction

Okay, so why am I so enamored with this response? Why am I writing about it, and proclaiming my “loser”-ness for you all to see? Well, I have 2 big takeaways from this that I think many more could benefit from.

1. Decide Quickly

This came in the day after I had submitted the application. This means that they didn’t sit around waiting for two weeks to look all those who’d applied in bunches. They reviewed quickly, and they decided quickly.

Frankly, this speaks to a well-honed process. We can argue whether that’s “good” or “bad” later. But, the point is that BizLibrary has their process, they followed it, and they did what works for them.

What good would waiting do? You’ve got a set of criteria that you’re going to follow, you know what you’re looking for, make the decision and move forward.

2. Communicate Quickly and Clearly

Not only did BizLibrary decide quickly, they responded quickly. Frankly, all they had to do was push a button to send me an automated e-mail. That doesn’t take a lot of work. Plus they didn’t try to blow smoke up my butt and pretend that I’m an awesome candidate, and they really wish they could, but, gee, something else just kind of got in the way. You do hear that when people “don’t want to hurt feelings.” You know what? Being lied to actually hurts more than the truth. And we can see it. It’s not fun.

BizLibrary, on the other hand, told me the truth.

It demonstrates a lot of respect on their end. Respect for me, as an applicant. Respect for me, as a potential advocate for them. (See? I’m doing it now!) Respect for their other candidates, too, who will receive their own quick decisions and communications about their own applications.

I admire that.

I take it to heart. I’ve been guilty of the other method, of lamely waiting to see if that vendor goes away. I got some bids for subcontract work once, and rather than giving those vendors the respect that BizLibrary showed me, I just let them languish without even so much as a “Hey, I’m going with someone else.”

That’s my bad, and seeing how much better it could be is telling me I can’t do that any more. I won’t.

From now on, I’ll communicate quickly and clearly when I’ve made a decision.

Props to BizLibrary for being honest, up-front, good people. I may not agree with their decision, but I whole-heartedly endorse how they told me about it.

The Aftermath

Now, all that said, I do wish the hiring process was different. I wish there were more phone calls and fewer paper rejections. I wish there was more time taken and less use of software to screen for just the right key phrases. I wish there was more dialogue and less one-directionality. More feedback.

I wish there were more temp-to-perm jobs, where you did something for a month and if it didn’t work out, you move on. No harm, no foul, no bad marks on your resume because you’re now labeled as a “job-hopper”.

I wish there were more part-time jobs, in which people could practice or try something for 10 hours a week, or some small # of contributions each time. Then, employers would be able to fill smaller needs with skilled candidates who want to contribute in a specific way, rather than having to either: ask someone unqualified who’s already on the team to take on more, or go without until there’s actually enough work to justify a whole position.

Yes, some of those “wishful” positions may exist and are called “internships”. Why aren’t they more ubiquitous? And why do we treat interns like dung when they’re there, if we really are interested in helping them to understand what it’s like to be a part of our workforce in whatever capacity we’ve got available?

I recognize that this essay isn’t going to spark a revolution in the workplace. The current environment is a legacy holdover from the good old days. Those conventions around “work” are part of a bigger conversation, a cultural mindset that we all learned due to the primacy of the the assembly line model of employment for a hundred years. We’re not going to change this battleship with just one tugboat.

But, I’m willing to gas up this Scuffy here, and see what I can do. How about you?

The Take-Away

Sorry for getting a little off-topic there with that miniature rant. I really just wanted to say, when you’re rejecting someone, be more like BizLibrary.

Follow your criteria, and then communicate quickly. Your applicants are asking you out on a date. Clearly you’ve got qualities which are attractive to them. Be respectful, and treat them like the people that they are in your response. Everyone will be better off when you do.

business development, craft, fundraising industry

The 7 People You Meet While Networking; and Why You’ll Only Work With 1 of Them

There’s a phrase I’ve heard a few times:

You’ll only work with people you know, like, and trust.

And after a year of freelancing and building my brand and business, I’m fully convinced of the truth of that statement. Since I’ve been on my own, I’ve met quite a few people. And I’m not working with them all. Nor should I.

This article will explain the 7 different people you meet while networking and demonstrate why they’re not right for you. Whether you want to work with someone is all based on combinations of knowing, liking, and trusting them.

1. People you KNOW, but don’t LIKE or TRUST.

It’s easy to meet people. Walk up to them, stick out a hand, and say, “Hi, I’m Stephan.” Have a 3-minute conversation, and you’ll know someone.

But you might not like them, or trust them. You might not like their business – perhaps they recycle old tired into playground cover material, and you are adamant that those old tires should be burnt. And you might not trust them, either, to do what they say they’re going to do. Perhaps that’s because you saw a LinkedIn endorsement that says “Hey, K. is a fabulous real estate agent,” and one from just a month before that says “K. Is the most awesome kindergarten teacher in the county.” If you see that, do you trust that K. is now going to be dedicated to your cause of IT recruiting?

Who knows, which is why K. is someone you might not trust. And so you’re not going to work with her. She’s just as likely to come in tomorrow as to leave you high and dry. And you can’t afford downtime like that.

2. People you LIKE, but don’t KNOW or TRUST

This category is for people in the public eye who align with your goals, but you don’t know them personally. YouTube stars, television celebrities, paid endorsers of one kind or another. Even local celebrities of one kind or another. Or to put it more blunt: “St. Louis Famous.” They might champion causes you agree with. You might know these [Your City Here] Famous people, but you probably won’t agree to do business with them. If they were to approach you with an opportunity, you’d politely decline.

Why? Because you don’t know them or trust them. You don’t know them because it’s hard to get to know them. It’s hard to understand whether these people really like you, too, or if it’s an act. They’re pretty good at the act, which is usually how they got to be however famous they are, and because of that it will take a longer time to get there.

3. People you TRUST, but don’t KNOW or LIKE

These are, again, people with reputations, but not the kind you want to be associated with. In the political world, they might be the Koch Brothers (on the right) or labor unions (on the left). The point is, you TRUST them to live out certain values, but you don’t like what values they espouse. So why would you want to do business with them?

More personally, this might be people you meet who just rub you the wrong way. Maybe you hear about them from another in your networking group. Maybe you read an article they’re featured in and decide, “Yeah, not worth my time.” However you learn about them, it’s clear you’re not going to be seeking them out.

So that’s all the people who only fit one category. What about those who fit 2?

4. People you KNOW and LIKE, but don’t TRUST

This is your lazy friend from high school. You know, the one who’s always promising to pay you back next Tuesday for a hamburger today. [Somebody get that reference!] When you see these people, you like them. You’ve hung out with them. You’ve joked around and kidded with them.

But, in the end, you realize that they’re just not going to follow through on what they said. They’ll promise one thing and fail to deliver. Then they’ll try to convince you that it wasn’t their fault, that something else got in the way, and that you should give them just one more chance. Please! They’re good for it.

And if you agree, they’ll fail you once more. For going against what you know you should do, you deserve that one.

5. People you KNOW and LIKE, but don’t TRUST

So who falls into this category? These are the people who have parallel non-business interests as you. They could be intelligent, well-read, travel in the same social circles as you do, and have similar hobbies. It wouldn’t be surprising to find many in this world like that. So what’s the problem?

Mostly it’s people who have different goals than you do. They might be trying to build your next new competitor. Or they might be trying to take down one of your current business partners. Perhaps they just got a new contract that’s going to squeeze your supply chain and potentially put you out of business. Not a good fit.

The fact that their goals don’t align with yours mean that you can’t trust them to do business together. They might say that they would be able to handle a conflict of interest, but when it comes down to it, we’re all going to look out for ourselves. We might say we’d act independently. In reality, though, we’re more likely to perform in ways which further our own vested self-interest. Same goes for them. Steer clear.

6. People you LIKE and TRUST, but don’t KNOW

These are the celebrities (local, regional, national, or international names) who are perfect for you. They align with your brand, your goals, and your ways of doing business.

The only problem is that you can’t talk to them. You don’t know them! You want to, and you want to be able to have that relationship. So you send a dozen e-mails one week, and call every day the next, and even blog about your future perfect partnership, calling them out and tagging on every social media platform. But you just can’t get any traction.

Because to them, you’re just another face in the crowd. You’ll need some way to stand out. And until you do, until you have that one-on-one connection, probably from someone who already knows the two of you and can bring you together, it’s going to remain just a dream.

And that brings us to your ideal business partner:

7. People you KNOW, LIKE, and TRUST

It’s been said before, and it will be said again, but these are your ideal business or referral partners. These are the people who are aligned with you, your goals, and the way you do business.

And it doesn’t even mean they’ll be your clients, or vice versa. These could be referral partners who know you, know your business, and what you’re trying to do. They could be simply advocates for you, and provide you a good little testimonial or endorsement. They could write you a LinkedIn recommendation. [I just did that today! Three months late, but who’s counting?] There’s lots of different ways to maximize this relationship.

The point is, you’ll have lots of connections. You might not be able to immediately figure out which category people will fall into when you first meet them. Give it time. Don’t rush it, because mistakes could hurt your bottom line and your reputation. But when you find those that you know, like, and trust, you’ll both be better off for it.

In Conclusion

You’ll run across many of these 7 people when you’re out building a business, no matter what that business is, and no matter whether that business is for-profit or not-for-profit. You’ll even meet these people in your personal relationships, or you might find them in a governing body like your city council. You’ll meet all of them at one point or another, and eventually you’ll see that they’re not all wrong.

They’re just not all right.