The Business Behind Fundraising

Carina Santa Maria is a first time ED making veteran moves at her organization. At Shelter Inc., Carina helps youth experiencing homelessness find emergency shelter, transitional housing, and clinical care, filling a crucial need for a vulnerable population within her community. Such a need requires great funding, and when Carina stepped into the role, things weren't where they needed to be.  Fast forward to today -  Shelter Inc. has seen their revenue grow nearly 5x thanks to changes in strategy implemented by Carina. Sherry and Carina discuss the growth and challenges faced by Shelter Inc., the journey of scaling the organization,and how their relationship with donors impacted the transition to their new funding model. The two explore the need for diversification in funding, the impact of innovative ideas, and the significance of infrastructure in nonprofit operations.   What You Will Discover: ✔️ Infrastructure needs are often overlooked but essential for operations. ✔️ The ask doesn't have to be awkward. By staying open and consistent, your funders won't be caught off guard when you make the big ask, and even might be more proactive that you anticipate.  ✔️ New initiatives can appear nice and shiny for donors, but communicating the importance of overhead funding is crucial. ✔️ An engaged team is vital for implementing change throughout your organization. —————————————— Carina H. Santa Maria, MSW, LCSW, was appointed Executive Director and member of the Board of Directors of Shelter, Inc, in June 2018. She was previously Director of Field Education with Dominican University's School of Social Work where she managed and coordinated internship experiences for master level social work students while maintaining relations with community organizations to address the needs of clients needing social work intervention. While at Dominican, she also served as an adjunct  instructor, teaching various graduate level social work classes, including a graduate level human trafficking course.  Prior to her work at Dominican University, she was a Community Youth Counselor for Memorial Health Care Systems and partnered with the Broward Sheriff's Office and their Juvenile Diversion program. She has also served as the Vice President of Education and Outreach at the Broward Human Trafficking Coalition, and as a residential counselor at Youth Villages in Memphis, TN. In addition, Carina has volunteered with Kristi House – Project GOLD and served as the Education Director for Traffick Free, a volunteer driver organization in the Chicago area that combats human trafficking. Carina is also a founding member of a local Arlington Heights community group called Voices of Community, Acceptance, and Love (VOCAL), whose mission is to bridge differences to create a supportive, connected community that celebrates diversity and practices tolerance and acceptance. She was recently awarded the NASW Illinois Chapter's Emerging Young Leader Award as well as Delta Zeta National Sorority's 35 women under 35. She graduated with her bachelor's degree in psychology and criminology from the University of Tampa in 2007. In 2011, she received her master's degree in social work from Dominican University. She resides in Arlington Heights, IL with her husband and two sons.   LinkedIn: https://www.linkedin.com/in/cnhomann/ Website: https://www.shelter-inc.org/ -------------------------- Welcome to the Business Behind Fundraising podcast, where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor's unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You're in the right place!   #nonprofits #podcast

Janelle Miller Moravek describes herself as an "accidental" nonprofit employee, but when you see the thought and care she puts into her organization, the results are no accident at all! As the Executive Director at Youth & Family Counseling, Janelle works on providing and educating her community on affordable mental health care. She has done a bit of everything at the organization, and that experience has proven useful for understanding the needs of her team during a time of change and growth. Janelle and Sherry discuss the bold act of cutting her organization's gala out of the budget and how redirecting the resources spent on that event opened up new opportunities to spread their message to the community.   What You Will Discover: ✔️ Trust and flexibility are crucial within a team when navigating change. ✔️ Being visible on platforms like LinkedIn can attract funders and like-minded individuals. ✔️ Fundraising and systems-level work require ongoing learning, growth, and patience. ✔️ Authenticity and inclusivity are key in building relationships and engaging with donors. —————————————— Janelle Miller Moravek has served as Youth & Family Counseling's Executive Director since 2009, when she was promoted from her previous position as Development Director. She holds a BA in French Studies from Wesleyan University in Connecticut. Janelle's vision, leadership, and passion for improving access to mental healthcare have steered YFC's steady growth over her 14-year tenure.  Janelle is a champion for YFC's mission of opening doors to mental healthcare so people can cope, heal, and thrive. In service of this mission, she is responsible for overseeing programming, administration, and strategic plan implementation, as well as representing the organization to community partners and other stakeholders. In addition to her Executive Director role at YFC, Janelle is engaged with the Lake County human services community. She served as Co-Chair of the Lake County Behavioral Health Action Team (2016-2018), and currently serves on the board of the Lake County Alliance for Human Services and the Co-Chair Lake County Behavioral Health Action Team. Janelle lives in Libertyville with her husband and three children. Prior to joining YFC in 2000, Janelle served as Director of Development for Carmel Catholic High School, and Director of Annual Fund at Barat College.   LinkedIn: https://www.linkedin.com/in/janelle-miller-moravek-903a815b/ Website: https://counselingforall.org/ -------------------------- Welcome to the Business Behind Fundraising podcast, where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor's unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You're in the right place!   #nonprofits #podcast

Julia Patrick exemplifies that it's never too late in your career to make an impact on the world around you. After a career in media covering social, political, and cultural issues in Arizona, Julia pivoted and dedicated her life to helping the nonprofit sector through the American Nonprofit Academy. As the CEO and Founder, as well as being the co-host of The Nonprofit Show, Julia allows nonprofit professionals to engage in discussions on problem-solving, innovation, and change within the sector. Sherry and Julia discuss how growing up in Arizona influenced her passion for nonprofit work. Julia dives deep into how board members can set up their organization for future success by empowering the next generation of leaders.   What You Will Discover:  ✔️ Your processes are key to attracting and retaining younger talent. What's going to happen to your organization after you leave it? If there is not a structure in place, your ideal candidates may not be comfortable stepping in to lead. ✔️ Be strategic with your approach to board recruitment, seeking individuals with diverse backgrounds, skills, and perspectives. Your board member's tool kits are vital to sustaining success within the community you serve! ✔️ Next-gen board members are focused on impact and finding solutions, rather than simply giving money. Foster an environment that promotes this thinking! —————————————— Julia C. Patrick is the CEO and Founder of the American Nonprofit Academy and serves as the co-host of The Nonprofit Show, the only daily live program dedicated to the nonprofit sector. This platform allows nonprofit professionals to engage in discussions on problem-solving, innovation, and change within the sector. Julia is the author of Building Board Champions: Activating Impactful Nonprofit Board Members. In addition to her roles in media and nonprofit education, Julia has an extensive background in media management and production as the CEO and President of Patrick Media Group, based in Phoenix, Arizona. With over 34 years of experience, she has significantly impacted the media landscape in Arizona and beyond. She studied Economics at Claremont McKenna College, further grounding her expertise in strategic planning and economic analysis, which she applies to her entrepreneurial and philanthropic endeavors. Julia's leadership continues to inspire and shape the nonprofit community, especially through her innovative approach to nonprofit education and philanthropic leadership. LinkedIn: https://www.linkedin.com/in/julia-c-patrick-b74b3b28/ Website: https://americannonprofitacademy.com/ Book: https://a.co/d/jljTUk9 —————————————— Welcome to the Business Behind Fundraising podcast, where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor's unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You're in the right place!   #nonprofits #podcast

On the final episode of this year's Fall Funder Series, Sherry Quam Taylor speaks with Aba Taylor of the Brookline Community Foundation. Located in the immediate suburbs of Boston, BCF partners with nearly 50 organizations, seeking to improve the financial equity and economic growth of vulnerable populations in their area. As Executive Director, Aba not only cultivates relationships with organizations seeking their assistance, but also fundraises on her own, helping secure the money from private donors that will then flow to community partners that align with BCF's values. The importance of relationship building continues to be a theme throughout this series, but Aba dives deeper into the unique challenge of positioning a foundation within their communities nonprofit environment. Foundations have to seek funding on their own, so they are also doing the groundwork that nonprofit organizations. Because of this, foundations often understand the work that goes into securing funds, and they want to help those that they see making the greatest impact from that work, regardless of their size or reputation.   What You Will Discover ✔️ Funders come in all shapes and sizes. Take the time to figure out what kind of organizations a foundation generally funds. Rather than shooting in the dark with someone you hope may notice you, find a foundation that works with organizations similar to your own. ✔️ Funders have a unique challenge on their hands: they sometimes are competing for the same resources as the organizations they intend to fund. Understanding your fundraising environment can help leverage these relationships to their greatest extent. ✔️ “Lead by listening.” Whether you're an established organization or one just getting off the ground, funders will hear about you if there is motivation and action behind your cause. —————————————— Aba Taylor has spent the last two decades engaged in social justice as an educator, facilitator, organizer, consultant, and nonprofit executive. From working internationally at the United Nations to conducting civil rights trainings all over the United States, to leading high impact social justice organizations and efforts, Aba has committed herself to supporting the capacity and leadership of nonprofit, educational and philanthropic organizations dedicated to social transformation. Prior to joining BCF, Aba held multiple senior leadership roles at the Interaction Institute for Social Change (IISC). Prior to that Aba was the Executive Director of the Network for Social Justice, and before that the Deputy Executive Director of the Astraea Foundation for Justice. Aba has sat on numerous boards and is currently the Board President of the Neighborhood Schools Inc. where her daughter attends school. Aba holds a Bachelor of Arts degree from Columbia University and a Master of Arts degree in Nonprofit Leadership and Management from the School of International Training. She is a Rockwood Leadership Institute alumnus and a certified trainer with Quabbin Mediation. Passionate about arts, culture, and creative expression Aba is a closeted writer and a very out sci-fi nerd. For Aba, liberatory parenting as well as spiritual and healing practices are her North Star. LinkedIn: https://www.linkedin.com/in/abataylor/ Website: https://www.brooklinecommunity.org —————————————— Welcome to the Business Behind Fundraising podcast, where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor's unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You're in the right place!   #nonprofits #podcast

In the next edition of the Fall Funder Series, John Tracey of the Simons Foundation joins the show. As the Program Director managing the Science Sandbox, an incubatory portfolio focused on funding science communication practitioners, John helps organizations emphasize the importance of science in our everyday lives, helping build trust in modern practices and expanding access into new communities. Sherry and John dive into how organizations can get their foot in the door with larger funding operations. Spoiler alert: it's not as hard or scary as you may think! Similar to working with the common donor, building an organic, mutualistic relationship can open the door to a world of opportunities.   What You Will Discover:  ✔️ Don't be afraid to reach out. Ever heard the phrase “it doesn't hurt to ask?” Take that mentality into your search for funding. Funders are looking for motivated organizations who are proud of the work their mission is accomplishing. ✔️ The power is in the programs. Having programs that are both well-organized and proven successful is key when attracting larger funders. ✔️ Things aren't always going to be running exactly as planned. Transparency and honesty in conversations about challenges and reallocation of funds can lead to better outcomes and stronger relationships.  —————————————— John Tracey joined the Simons Foundation in 2014 as part of a team to improve public engagement with science. As program director, Tracey works with the vice president of Science, Society & Culture to develop and execute funding strategy. He leads the division's external communications and storytelling, including content development for the website, external media strategy, visual storytelling and more. Prior to joining the foundation, he worked at the American Association for Cancer Research, specifically on the Stand Up to Cancer initiative, where he managed grantee statistics and statistics reporting, and edited and produced website content. He holds a bachelor's in English literature from the College of New Jersey. LinkedIn: https://www.linkedin.com/in/john-tracey-476b88213/ Website: https://www.simonsfoundation.org/ —————————————— Welcome to the Business Behind Fundraising podcast, where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor's unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You're in the right place!   #nonprofits #podcast

Welcome to the Fall Funder Series, where Sherry Quam Taylor demystifies common misconceptions about how organizations can secure general operating revenue. First up is Shireen Zaman of the BUILD program at the Ford Foundation. As the Program Director, Shireen works directly with organizations in identifying their greatest fundraising needs and preparing a funding strategy that best supports those efforts.  Shireen gets real about what she looks for when choosing organizations to support. It's important to remember that there are real people behind these funding efforts who are eager to connect with motivated, resilient organizations. Sometimes, all it takes is a quick introductory email or message to access a grove of new funding opportunities.   What You Will Discover:  ✔️ Funders are human. Take the time to organically build a relationship with a funder by utilizing all of their available resources, attending webinars, or simply having a conversation. ✔️ Think about ALL of your overhead. Organizations may include the funding they need in the present, but will that be enough to sustain your mission in a way that attracts larger funders? ✔️ The most impactful relationships take time and consistency to build. Don't be discouraged if your efforts don't immediately produce results. —————————————— Shireen Zaman is a program officer on the BUILD team, working to advance the foundation's efforts to support and develop stronger, sustainable, and more effective social justice organizations and networks across the globe. Shireen has more than two decades of experience in the philanthropic and nonprofit sector, spearheading organizational transformation, resource development, and program management at a variety of organizations. Prior to joining the Ford Foundation, she was the director of the RISE Together Fund, a donor collaborative at the Proteus Fund. At RTF, she worked to identify, invest in and build the capacity of grassroots organizations from Black/African, Arab, Middle Eastern, Muslim and South Asian communities in the US. She was a founding member and served on the advisory council of the Emergent Fund, a pooled fund dedicated to supporting US grassroots organizing and power building in communities of color, including Black, Indigenous communities. Prior to her work in philanthropy, Shireen was the executive director of the Institute for Social Policy and Understanding, where she led the strategic expansion of a Michigan-founded think tank into the Washington, DC policy space. She was also the director of the Middle East and North Africa program at Vital Voices Global Partnership where she partnered with women leaders across the region to support their work in the areas of human rights, health and political leadership. Shireen was recognized as a White House Champion of Change for her work as an Asian-American woman leader. She holds a BA in human development from Boston College and an MA from the School of International Service at American University. She studied Arabic at the American University in Cairo and is currently completing a coaching certification program through Coaching for Healing, Justice and Liberation. LinkedIn: https://www.linkedin.com/in/shireenzaman/ Website: https://www.fordfoundation.org/ —————————————— Welcome to the Business Behind Fundraising podcast, where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor's unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You're in the right place!   #nonprofits #podcast

Eve Turow-Paul didn't set out to start a nonprofit, but once she identified a crucial need in her community, the pieces quickly fell into place. As the founder and Executive Director of Food for Climate League, she's helping change the narrative of sustainable food systems by addressing the emotional underpinnings that drive people's food choices. The women-led team is influencing culinary workers to reduce emissions, embrace plant-based options, and increasing biodiversity.  Sherry and Eve discuss starting a nonprofit with little planning behind it, growing your organization through powerful storytelling, and how a case study with Google changed the trajectory of her work forever. Click here to learn more about Eve's case study with Google.   What You Will Discover:  ✔️ Factors such as anxiety, stress, and loneliness can influence people's food choices and lead to chronic health issues in communities down the line ✔️ Having a clear, concise, and well-thought out plan is key when building quality relationships with mission-aligned donors  ✔️ Tools Eve has used to help engage donors and track progress —————————————— Eve Turow-Paul a leading expert on Millennial and Gen Z global food culture, and founder and Executive Director of Food for Climate League. Her latest book is Hungry: Avocado Toast, Instagram Influencers and Our Search for Connection and Meaning (BenBella, 2020). By blending qualitative and quantitative methods, Turow-Paul explores the ‘why' behind today's biggest food and lifestyle trends. Through her writing, research, and nonprofit leadership, she connects the dots between climate, food culture, and human needs. Turow-Paul views food culture as a key lever for improving mental, physical, and environmental health around the world. Eve's writing on food trends and human behavior has appeared in a number of publications including Washington Post, The Chicago Tribune, Plate, Forbes, The Village Voice, on The Atlantic, FoodTank, Refinery29, Huffington Post and more. She was prominently featured in the documentary film WASTED! The Story of Food Waste, which premiered at Tribeca Film Festival. In 2019, with seed funding from the Food program at Google, Turow-Paul founded Food for Climate League, an all-female non-profit research collaborative working to make climate-smart food choices the norm by leveraging narrative and behavioral design.  LinkedIn: https://www.linkedin.com/in/eveturowpaul/ Website: https://www.foodforclimateleague.org/ —————————————— Welcome to the Business Behind Fundraising podcast, where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor's unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You're in the right place!   #nonprofits #podcast

Emily Taylor… As the principal of teenyBIG, Emily helps nonprofits at an inflection point make big decisions that affect their community so they can move from indecision to intentional, next-level growth. She empowers bold leaders to gather the information they need to make big decisions with buy-in so they can move from a holding pattern and into next-level growth. Emily discusses the need for nonprofits to reset and make strategic decisions in the post-COVID world, the challenges of strategic planning, and the importance of taking a step back before diving into the process.   What You Will Discover:  ✔️ Listening to the community and staying connected to the humanity behind the work of nonprofits is essential for making informed and impactful decisions. ✔️ Balancing vision and analysis is crucial in making strategic decisions. Organizations should consider both the big picture  ✔️ Strategic planning is not always the right solution for every organization. It is important to customize the approach and create a useful tool that aligns with the organization's goals and needs. —————————————— Emily Taylor works with nonprofit leaders whose organizations are at an inflection point - they're ready to catapult their mission into their next stage of growth. Leaders who seek Emily's expertise know they need to shift their decision-making from intuitive to intentional but are unsure of how to start that process.  She first grounds the organization in ‘who they are' to help them prioritize the challenges that lie ahead. To achieve this, Emily applies her individualized strategic listening methodology with an organization's community, allowing teams to 'see their value' and align their decision-making as an organization, not just the CEO. She helps them prioritize their big decisions and builds a foundation for organizational decision-making. As a result of this process, Emily's clients are able to paint a solid picture of their organization, one that is viewed similarly internally and externally, preparing them for their next stage of growth.  Her clients are empowered to move forward by shifting their decision-making from intuitive to intentional. Emily attributes her success to her unique ability to balance left and right brain thinking - to make sense of people's emotions and motivations and apply them to strategic thinking, including all the perspectives that make us human. LinkedIn: https://www.linkedin.com/in/emily-taylor-teenybig/ Website: https://www.teenybig.com/ —————————————— Welcome to the Business Behind Fundraising podcast, where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor's unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You're in the right place!   #nonprofits #podcast

Veronika Trufanova always had a passion for environmental sustainability, making her the perfect fit for her role as Director of Development at the Emerald Necklace Conservancy, a historic linear park system in Boston that introduced one the first example of green infrastructure in the nation. Nika now works to sustain the parks impact on the city while growing awareness for its rich history, a huge task in a city with over 650,000 residents.  Nika discusses how Sherry's fresh perspective has revamped her team's strategic plan while generating morale throughout her organization. The two share about the power of curiosity in young fundraisers, and how that energy can translate to your relationships with donors.   What You Will Discover:  ✔️ A well-thought-out, purpose driven strategic plan can unlock the spark your organization needs to take on that big capital campaign ✔️ It's important to take a step back from the everyday grind and celebrate wins, even the smallest victories, to boost morale in your staff and donors ✔️ The most important trait a young fundraiser can have is a curiosity for understanding their organization's mission ✔️ By truly understanding the needs of your organization, you can create a personal and generous atmosphere that allows your donors to really feel like they're making an impact —————————————— Veronika (Nika) directs the Conservancy's fundraising program, including individual, corporate, foundation and government grants, the annual giving program, and other special fundraising initiatives. Nika previously worked at the Asian Art Museum of San Francisco, where she led the Institutional Giving program for over six years, raising unrestricted, project-based and campaign support from corporations, foundations and government granting agencies. She also held several roles on the development team at the Harvard Art Museums, encompassing database management, development operations and donor and member events. Nika holds a bachelor's degree in Art History from Haverford College. She is an avid tea drinker and an unabashed Italophile. LinkedIn: https://www.linkedin.com/in/veronika-trufanova-5770bb8/ Website: https://www.emeraldnecklace.org/ —————————————— Welcome to the Business Behind Fundraising podcast, where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor's unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You're in the right place!   #nonprofits #podcast

Suzy Myers Jackson didn't expect to have a career in fundraising, but when the opportunity to lead an organization that aligned with her passion for theatre presented itself, she hit the ground running. After 17 years at Opening Act New York, Suzy became the Executive Director of SparkYouth NYC. Now, she's bringing a refreshing style of tried and true fundraising opportunities to expand opportunities for young people in New York City.   What You Will Discover:  ✔️ We all learn from experience, but establishing a process to evaluate and adapt to those experiences can make all the difference for your organization ✔️ Skills you have developed prior to becoming a fundraiser will always come in handy, like theatre! ✔️ Prioritizing relationship building leading up to the event makes a tremendous impact on how successful the event is for your organization ✔️ Relationships held by members of your Board of Directors can bring new energy to your events and lead to future connections —————————————— Suzy Myers Jackson is the Executive Director of SparkYouthNYC, an organization that ignites growth in community-based, youth-centered organizations through a three-pronged model of financial investment (trust-based, multi-year, unrestricted support), capacity building (SparkYouth's unique Cofactor Lab), and peer support (Executive Director Leadership Collective). Suzy became Executive Director at SparkYouth following 5 years of service on SparkYouth's Board of Directors and 6 years as a SparkYouth grantee. Suzy's nonprofit background spans nearly 20 years and encompasses a diverse range of expertise, including: fundraising, board development, nonprofit management, strategic planning, leadership coaching, and program development. Suzy was the longtime Executive Director of Opening Act, where she grew the organization's reach from 3 to 57 of NYC's most high-need public schools and increased revenue by 80 fold. Under her leadership the organization became a leader in Social Emotional Learning outcomes. Suzy has also been a consultant for such organizations and corporations as Harlem Educational Activities Fund, HBO, the Center for Anti-Violence Education, Youth INC, Brandworkers, STEM From Dance, and INCLUDEnyc. She has developed multiple campaigns and professional development workshops that have been implemented by organizations to raise funds, deepen relationships with key stakeholders, and build a thriving organizational culture. Suzy received her BFA from NYU's Tisch School of the Arts. She currently lives in Brooklyn with her partner and young sons.   LinkedIn: https://www.linkedin.com/in/suzy-myers-jackson-6157419/ Website: https://sparkyouthnyc.org/ —————————————— Welcome to the Business Behind Fundraising podcast, where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor's unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You're in the right place!   #nonprofits #podcast

Melissa Hilton uses her diverse background to get the most out of the relationships she holds with her donors. As the Vice President of fundraising efforts for Erie Family Health, a $100M+ FQHC, you have to think outside of the box to not only maintain relationships with donors, but help them understand the most important needs of your organization, and the funds it requires to achieve that. Sherry and Melissa discuss FQHC's, the balancing act of managing your annual fund with a capital campaign, and dive into the details of how your relationships  truly impact your fundraising efforts.   What You Will Discover:  ✔️ Fundraising is an opportunity to build relationships and communicate the great work of an organization. ✔️ Outside help, such as consultants and coaches, can provide fresh perspectives and valuable tools for fundraising success. ✔️ Tools like the conversation prompt and the case for support can simplify and enhance fundraising conversations. ✔️ Balancing the annual fund and a capital campaign requires strategic planning and understanding donor preferences. —————————————— Melissa Hilton joined Erie Family Health Centers (Erie) in 2012 and currently leads its fundraising efforts as Vice President, Development and Executive Director, Erie Family Health Foundation. In this capacity, she is responsible for developing and executing strategies to expand governmental and philanthropic support to advance Erie's mission. A skilled relationship-builder, Ms. Hilton oversees a team of 10 and leads initiatives to deepen philanthropic partnerships to help sustain Erie's capacity to bring affordable, holistic and exceptional healthcare to more than 88,000 patients—and growing. Earlier in her Erie career, Ms. Hilton also oversaw the Marketing team and grew this function to encompass internal and external communications, advertising and digital marketing, branding and graphic design, and community engagement. Prior to joining Erie, Ms. Hilton served in roles of increasing responsibility over 16 years at The Field Museum. Most recently, she was Vice President, Board Relations and Senior Director, Institutional Advancement, where she worked in partnership with the Museum President to manage the work of The Field's 85-member board of trustees and directed planned giving. Her professional experience also includes working as a public finance investment banker, as a legislative assistant and press secretary for a member of Congress, and as press assistant at the Senate Foreign Relations Committee. Ms. Hilton received a bachelor of arts degree in English from Yale University where she graduated summa cum laude and a master of business administration from the Yale School of Management. Ms. Hilton is a member of the Advisory Council for GirlForward and serves as a member of the Yale Alumni Fund (YAF) Board of Directors and Co-Chair of YAF Agents for her undergraduate class.   LinkedIn: https://www.linkedin.com/in/melissa-hilton-4632463/ Website: https://www.eriefamilyhealth.org/ —————————————— Welcome to the Business Behind Fundraising podcast, where you'll discover how to raise the kind of money your big vision requires without adding more events, appeals, or grant applications. Learn how to stop blocking overall revenue growth and start attracting investment-level donors with Sherry Quam Taylor. Sherry Quam Taylor's unique approach and success combine her background of scaling businesses with her decade-long experience advising nonprofit leadership teams. With out-of-the-box principles and a myth-busting methodology, proven results, and an ability to see solutions to revenue problems that others overlook, her clients regularly add 7-figures of revenue to their bottom line. If you need a true partner to show you how to fully finance your entire mission, both programs, AND overhead, year after year… You're in the right place!   #nonprofits #podcast

With over 40 years of experience, Mary Hiland knows what it takes to truly grow your nonprofit. In the ever evolving landscape, relationships have always been the utmost importance, and that includes the relationship with your board of directors. Mary wants to reshape the way we approach these relationships to get the most for your organization. Mary shares how her journey in the nonprofit sector inspired a passion for supporting executives in their leadership role with their boards. They discuss the responsibility of boards in fundraising, the decision-making process for executive directors, and the transition from a working board to a governing board. Tune in to

Maiya Holliday builds websites that make it easier for good people to do great work. And no, these aren't just your corporate, run-of-the-mill, cookie cutter websites. These sites are built with accessibility at the forefront, making it easier for everyone to succeed and allowing businesses to reach new customers. Through her background in international development and nonprofit work, Maiya noticed many organizations lacked functioning websites and a sustainable web presence. As society became more dependent on the internet, many organizations were falling behind, unable to keep up with current trends and spread their mission with the masses. Maiya took matters into her own hands, teaching herself how to code and develop websites. Eventually, she founded Mangrove, a purpose driven digital design agency. Mangrove finds success in helping conscious companies tell their story in a meaningful way, while also making websites accessible for all to experience. Tune in to

When Arlene Siller reached a career crossroads, she knew she had a choice: continue trudging through a field that was no longer aligning with her personal values, or take a leap of faith and apply her skills in a completely new industry. She chose the latter and never looked back, entering the world of grant writing for nonprofits.  Arlene's research background proved valuable as a grant writer. She had experience securing funds, but now she could help the causes she was passionate about raise the money they needed to fund their mission and strategic vision. She hit the ground running, raising over $35 million in four years for a multi-state organization. In 2019, Arlene expanded her impact by founding Ascend Nonprofit and Business Solutions LLC, helping women and minority owned nonprofits around the country secure essential funding through grants. Ascend NBS offers so much more than just grant writing services. The group also works with leaders to improve their organizations strategic vision and workflow, allowing the grant writing process to blossom to new heights. Now, Arlene wants to help you secure the funding your organization needs to take that next step in your overall growth. Tune in to

Bofta Yimam has quite the story. After an award winning career in television journalism, where she was always on the move, Bofta felt called to shift gears and apply her skills in a new field. That's when she created StoryLede, a minority owned, female led marketing agency with the expertise to help businesses and individuals reach their strategic vision.  Bofta found that too many people were “burying the lede,” or not focusing on the human elements that made their story unique. How could a donor or customer trust you if they didn't know who you were or what set you apart? With StoryLede's services, your story becomes essential to your brand, and you are given the tools to communicate that message to the masses consistently and effectively.  Today, Bofta and her team work with clients around the globe, communicating their organization's messages through the age-old art of storytelling. The results have been impactful, with some clients tripling their revenue as a result of their newfound brand visibility. Now, Bofta wants to help you overcome any fears you might have and get your vision in front of customers or donors who want to listen. Tune in to

Erin McPartlin's organization was doing important work, but conveying their purpose proved more difficult than she anticipated. They were experiencing an identity crisis, and donors just weren't getting the message. Rather than racing forward, Erin slowed down, rebranded, and got to work on creating an effective and malleable strategic plan. Breaking out of their routine allowed Erin and the newly renamed “Tutoring Chicago” to establish infrastructure that supported the growth of her organization. Her methods, procedures, and goals were clearly defined, and donors responded in a big way. Tutoring Chicago's message was clearly defined, and they were ready to scale and properly improve the trajectory of students in their city.  After decades of successfully leading Tutoring Chicago, today Erin consults other executive directors and leaders on how they, too, can change their trajectories and ensure their organizations have strong growth plans, leaders, and boards. Tune in to

Green City Market Executive Director Mandy Moody inherited an established nonprofit that's growth was plateauing. Their work was essential in her community, but few outside of the nonprofit truly understood what that work was. How could she get their message to the world despite having so many responsibilities on her plate? The first step was figuring out what that message was. Then she had to communicate it to donors. With these goals in place, Green City Market quickly grew from $800k in annual revenue into a $1.6 million nonprofit. Now, they have both the resources and public knowledge to serve their community in the most effective way possible. Tune in to 

Rapid growth entails rapid changes. It also means recalibrating your nonprofit's vision to fit with the current times. Brooke Richie-Babbage joins us to share her expertise in creating an efficient and honest strategic plan in five steps, making your donors a part of the outcome, finding your North Star, and setting up a finance engine that can fully fund your vision. Tune in to The Business Behind Fundraising — Setting Your Organization's Strategic Vision with Brooke Richie-Babbage.  What You Will Discover:  ✔️ Organic response to growth can only get you so far. Brooke suggests being intentional by writing a strategic plan, as it allows you to maximize limited resources. ✔️ A “North Star” is the anchor to all your nonprofit's decisions.  It's the agreed set of priorities where all opportunities are filled. Organizations that had this have weathered the two-year pandemic well.  ✔️ Do a strategic plan every three years. You can do this without outside help. It should contain: A one-pager Internal operations plan Finance plan Your North Star Your goals ✔️ Bring major donors into the vision. They want to know how it'll change the community.  ✔️ Be honest with your budget. How much do you really need? Your vision and budget should tell the same story. Your donors aren't mind readers. They want to contribute in the best way possible. ---------------------- Brooke Richie-Babbage is an organizational design and social impact strategy advisor and consultant, the host of the Nonprofit Mastermind Podcast, and the founder and CEO of Bending Arc, a digital consultancy through which she supports mission-driven leaders across the country in launching and scaling high-impact nonprofits and social enterprises.  Brooke has spent the past 22 years working as a nonprofit leader, social entrepreneur, and lawyer at social change organizations throughout the country. She has founded and led multiple successful organizations and initiatives, including the Resilience Advocacy Project (RAP), where she served as Executive Director for ten years. Prior to the founding of RAP, Brooke worked as an attorney and policy director at the National Center for Law and Economic Justice, as a health policy advocate at the Children's Defense Fund- NY, a history and law professor at Tufts University and Brooklyn Law School, and a welfare policy consultant for the Center for Law and Social Policy. She has been a featured speaker and visiting lecturer at numerous law schools, including Harvard, Columbia, NYU, and Fordham, on social entrepreneurship and nonprofit leadership. She served as Chair of the Social Welfare Committee of the NYC Bar Association and as an appointed member of both the Governor's statewide Child Care Policy Working Group and Mayor Bloomberg's Adolescent Fatherhood Advisory Council. She has also served as a board member and officer for several non-profit organizations.  Brooke received both her JD and MPP from Harvard and her BA from Yale. She lives in Brooklyn with her husband and two sons Website: www.brookerichiebabbage.com  LinkedIn: www.linkedin.com/in/bjrichiebabbage/ Instagram: @bjrichiebabbage  ---------------------- FREE How-to Guide: Unleash the Game-Changing Power of Planned Giving at Your Nonprofit https://plannedgivingaccelerator.com/free-how-to-guide/ Subscribe to my YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Download White Paper The Big Fundraising Secret (How Traditional Nonprofit Fundraising blocks your overall growth and keeps you from fully funding your organization every year) https://mailchi.mp/a533c0ab59cf/2021-whitepaper Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

How many books have you already read? Articles you've saved for reference? People you've consulted? Workshops you've already attended? When it feels like the faucet's left dry and your fundraising efforts are still not working for your organization, it's time to seek a better way to address areas needing improvement and get help.  For STEM From Dance Executive Director Yamilée Toussaint Beach, she knew it was time to come to us when she decided it wasn't worth wasting months of her career and life trying to figure out how to reach donors on her own. She needed the right mindset in showing up for every meeting and the playbook to access unrestricted revenue that is not tied to foundations and projects.  As a leader who takes action with the knowledge given to her, Yamilée's organization grew from just under $1 million and scaled fast. Her new strategic plan calls for her to grow from $2 million to become a $10 million organization. Coaching her team and her board equips them to reach these targets so they can confidently achieve them.  Tune in to

What's in our head determines how we use our voice. Today we are graced by world-renowned voice expert, Tracy Goodwin, as she shares her prowess in how you can utilize your voice to attract more major donors and unrestricted revenue. She teaches us the importance of expression vs. words and the impact of mindset on the outcomes of your nonprofit conversations. Tune in to The Business Behind Fundraising — How to Raise More Funds Using Your Voice with Tracy Goodwin.  What You Will Discover:  ✔️ The way you use your voice can leave thousands of dollars on the table. You need to set your authentic self free for revenue and connection to follow. ✔️ Putting on a “professional” mask doesn't work. Tracy works with clients to unpack the root of their inauthentic voice to avoid the stereotypical sales-y way of talking. ✔️ Introverts don't need to change. The key is finding your best vocal energy. Where are you at your best? Turn every conversation into one with a person you know, like, and trust. ✔️ People are seeking more connection. The mask will only work against you. Speak from the right place. It's the expression that matters. Emotional connection encourages people to buy more. ✔️ Show up vocally like never before. Even if it means talking about numbers. There are listeners who are interested in science and data. Give them this experience. -------------------------- Tracy Goodwin is an award-winning speaker and internationally renowned voice expert who has helped successful executives and teams increase their impact and influence by unlocking their greatest hidden asset: their voice. Her research-based Psychology of the Voice has become the secret weapon for leaders to shorten their sales cycle, increase revenue, build instant trust, and manage teams and operations more efficiently. She identifies how your listeners process you to a subconscious level to align what you perceive you are doing versus what they are receiving and ensure you are revealing the best version of yourself. LinkedIn: https://www.linkedin.com/in/tracyagoodwin/ Website: captivatetheroom.com Instagram: @captivatetheroom  YouTube: https://www.youtube.com/@CaptivateTheRoom Tune in to Tracy's podcast Captivate The Room on Apple Podcasts: https://podcasts.apple.com/us/podcast/captivate-the-room/id1091333779 -------------------------- FREE How-to Guide: Unleash the Game-Changing Power of Planned Giving at Your Nonprofit https://plannedgivingaccelerator.com/free-how-to-guide/ Subscribe to my YouTube for weekly updates: https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Download White Paper: The Big Fundraising Secret (How Traditional Nonprofit Fundraising blocks your overall growth and keeps you from fully funding your organization every year) https://mailchi.mp/a533c0ab59cf/2021-whitepaper Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

Everyone knows that the way to fundraising growth is by putting relationship-building with donors first. After accepting a role as a fundraising director without prior experience, Tre Moore reached out to me, followed my advice, and has reached  his organization's revenue goals every year since. Freeing your organization from the spin cycle is possible if you know what to stop doing to align your hours with dollars. Tune in to The Business Behind Fundraising — Case Study with Tre Moore.  What You Will Discover:  ✔️ People won't give their best gifts through transactions. The individuals you're serving and your donors are human beings. Remind them what you're advocating for and encourage them to make an impact with you. ✔️ Use the P-E-O model. This stands for “participant, engagement, and owner”. It's a system Tre uses that allows his donors to grow at unique levels. ✔️ Play the long game. It takes time to cultivate relationships with donors and get to know them on a deeper level. Prioritize your time on the relational activities that bring more revenue down the road ✔️ Aim for sustainable growth. Hire people who can free your time and focus on the tasks that are keeping you from high-ROI revenue generation.  ✔️ Invest in a mentor or expert. Knowledge brings self-confidence. The energy you carry attracts the donors you need when you're confident in your skillset  ✔️ Give ownership of what you do to your donors. This encourages them to share the organization's cause among their network because they are excited about it. Tre Moore is the Executive Director for India Rural Evangelical Fellowship (IREF), a faith-based nonprofit working to break the cycle of poverty in South India. With a background in church ministry, Tre wasn't sure he could transition to a career in fundraising and development. For Tre, fundraising success came quickly after working with Sherry. Within the first year of coaching, the nonprofit's charitable revenue nearly doubled from $700K to over $1.2M.  Through years of coaching with Quam Taylor, IREF has found growth and sustainability. At the core of this growth is a desire to build deep relationships with partners while also creating intentional donor experiences. You can connect with Tre on Linkedin here. Subscribe to my YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Download White Paper The Big Fundraising Secret (How Traditional Nonprofit Fundraising blocks your overall growth and keeps you from fully funding your organization every year) https://mailchi.mp/a533c0ab59cf/2021-whitepaper Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

With a small staff, the pressure and exhaustion were mounting on Amy Fass to keep up with her nonprofit's multi-million growth. As the Executive Director of Shoes That Fit, she needed a thought partner to dig down issues with and craft a program that allows her to scale, support more kids, and invite unrestricted revenue. Working with Sherry was a life-changing decision. Tune in to The Business Behind Fundraising — Case Study with Amy Fass: How to Manage Your Nonprofit's Extreme Growth (And Keep Growing Year After Year).  What You Will Discover:  ✔️ Changing her operations was key to meeting expectations. The pandemic urged Amy to switch things up, but there was still not enough gas in the engine to keep the nonprofit running sustainably. ✔️ Restricted gifts can exhaust your staff. Amy sought help from Sherry, taking time to step back and give people a bigger picture of her nonprofit's goals, moving into relational fundraising. ✔️ Treat your donors as both friends and business partners. Showing the numbers and making them part of the nonprofit's story got Amy's most loyal donors' gifts from $100 to $10,000. It's key to tell them stories that align with their interests. ✔️ This shift frees up time for larger growth opportunities. “I feel like I can breathe for the first time in years,” Amy says. Not rushing relationships has also strengthened her board's confidence in spreading the word. ✔️ Learning comes with surprises. Diving into the data and utilizing the donor deck got her into more targeted asks and prepared for the next step in leading donors to their best gifts. ------------------------ Amy Fass was named the Executive Director of Shoes That Fit in February 2014. She joined the organization's staff in 2013 as the interim Development Director, having consulted with the organization on strategic planning and development since 2008. She has worked in nonprofit management and development for over 20 years. Her development career began at Pomona College, where she served as Director of Foundation and Corporate Relations; she then worked for the University of California, Berkeley, securing major gifts. After the birth of her daughter in 1999, she began consulting non-profits on development and strategic planning; her clients included the Claremont School of Theology, the American Academy of Religion (Atlanta), Shoes that Fit, House of Ruth, Inc., and AMOCA (American Museum of Ceramic Art). She currently chairs the Board of Mt. San Antonio Gardens (retirement community) and the City of Claremont's Architectural Commission and formerly chaired the boards of House of Ruth and Claremont Heritage. Amy earned her B.A. at Stanford University and holds a Master of Divinity from Fuller Theological Seminary. Get in touch with Amy Fass. LinkedIn: https://www.linkedin.com/in/amy-fass-95005419/ Nonprofit Website: https://www.shoesthatfit.org/ Get her book The Business of Non Profit-Ing: My Why, the Journey and Perspective on Non Profiting on Amazon: https://www.amazon.com/Business-Non-Profit-Ing-Perspective-Profiting/dp/1734897414 ------------------------ FREE How-to Guide: Unleash the Game-Changing Power of Planned Giving at Your Nonprofit https://plannedgivingaccelerator.com/free-how-to-guide/ Subscribe to my YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Download White Paper The Big Fundraising Secret (How Traditional Nonprofit Fundraising blocks your overall growth and keeps you from fully funding your organization every year) https://mailchi.mp/a533c0ab59cf/2021-whitepaper Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

Stewardship is simple if you just treat people with respect. When donors are deeply connected to your organization's goals and vision, their support doesn't end in death. Tony Martignetti discusses the importance of tackling planned giving or “gifts by will”, how it benefits your organization long term, and fostering donor relationships. Tune in to The Business Behind Fundraising — Where To Start With Planned Giving with Tony Martignetti.  What You Will Discover:  ✔️ The biggest lesson learned in a decades-long career. Focusing on “gifts by will” yields a more successful and much easier planned giving launch. This type of gift is written in a person's will. ✔️ Seventy-two percent of people who gift-by-will increase their other types of giving to that organization. Planned giving doesn't hurt any of your other fundraising events.  ✔️ Organizational criteria for a planned giving program. This includes: Five years of history More than one staff member Has individual donors ✔️ Keep donor relationships warm. Start a recognition society for planned donors. Track birthdays and send greetings via phone or handwritten letter. Set up insider donor communications and a VIP section during events. ---------------------------------- Tony Martignetti has been starting and growing Planned Giving programs since 1997. This is his 25th Anniversary year! He's been consulting in Planned Giving since 2003. Now he leads Planned Giving Accelerator, a membership community to launch 1,000+ new Planned Giving programs in the U.S. It's at PlannedGivingAccelerator.com.  LinkedIn: https://www.linkedin.com/in/tonymartignetti/ FREE How-to Guide: Unleash the Game-Changing Power of Planned Giving at Your Nonprofit https://plannedgivingaccelerator.com/free-how-to-guide/ ---------------------------------- Subscribe to my YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Download White Paper The Big Fundraising Secret (How Traditional Nonprofit Fundraising blocks your overall growth and keeps you from fully funding your organization every year) https://mailchi.mp/a533c0ab59cf/2021-whitepaper Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

Everything is sales. Whether you're selling a product or a vision for the future, you want people to connect and feel its urgency and importance. Putting a focus on forming lasting donor relationships took Emily Norton's organization, the Charles River Watershed Association, to new heights. Listen as she walks us through her experience working with me, building her confidence, and thinking big. Tune in to The Business Behind Fundraising — Case Study with Emily Norton: Why She is Confident Growing Her Budget By 40% (When It's Only Ever Grown By 10%).  What You Will Discover:  ✔️ Think big. The starvation mindset holds nonprofits back from growing. Put into practice the activities that allow expansion. Changing their strategic plan helped Emily Norton grow her budget by 40% this year. ✔️ Do things with confidence. The more honest you are about your organization's financial need, the more donors want to support you.. They want to be on the same winning team. ✔️ ‘The ask' is only one step in the donor's journey. Sometimes, calling a donor to say thank you or provide a resource can help cultivate a stronger relationship. It's how all the small steps fit together for maximum relationship building. ✔️ Slow down. Connect your goals to their interests. You may have donors who aren't giving their best gift because they don't have a clear picture of what you do or what your organization needs. Emily Norton has served as Executive Director of the Charles River Watershed Association since August 2018. She previously served as Massachusetts Chapter Director for the Sierra Club, where she focused on advocating for stronger renewable energy policies at the state and local levels.  Prior to that, she spent ten years as a research and communications consultant to groups such as Conservation Law Foundation, Northeast Energy Efficiency Partnerships, Environmental Defense Fund, and the US EPA ENERGY STAR Program. Emily also spent several years working in politics as a fundraiser for the Democratic Leadership Council in Washington, D.C., and as Finance Director for a Congressional campaign on Cape Cod. LinkedIn: https://www.linkedin.com/in/emily-norton-541173/ Subscribe to my YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Download White Paper The Big Fundraising Secret (How Traditional Nonprofit Fundraising blocks your overall growth and keeps you from fully funding your organization every year) https://mailchi.mp/a533c0ab59cf/2021-whitepaper Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

Do you know exactly what to say to inspire your donors? Nonprofits have solid, metric-based missions, but putting those activities into words that the average person can understand can be tricky. Hiring a short-term writer may help. Or even giving the task to the development team. But this won't work in the long run. So what can you do to attain clarity on communications? Tune in to The Business Behind Fundraising — How to Get Your Fundraising Team off the Communications Spin Cycle with Erin Straza.  What You Will Discover:  ✔️ How a case for support acts as a filter every time you write. It must answer: The problem you want to solve How your organization will solve it What happens when it's solved ✔️ How to talk about your programs and models. Do your donors know exactly what you do or the problem you solve? ✔️ Why donor segmentation matters. Write profiles for three to five segments. Identify your audience and target your messaging towards them. This helps foster a strong, consistent relationship with your donors. ✔️ Have a branding guide. Choose fonts, color palettes, photos, and layouts that align with your goals. Prepare relevant sentences you can sprinkle in your messaging. ---------------------------------------------------------------------- Erin Straza's professional work has lived within the nonprofit sector. She works with nonprofits across the country, helping them make their mission irresistible to donors with communications strategies that resolve mission-critical blind spots. In addition to advising and training nonprofit teams, she also has corporate clients for whom she provides creative messaging support and strategy for brand development and promotional campaigns. Website: https://erinstraza.com ---------------------------------------------------------------------- Subscribe to my YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Download White Paper The Big Fundraising Secret (How Traditional Nonprofit Fundraising blocks your overall growth and keeps you from fully funding your organization every year) https://mailchi.mp/a533c0ab59cf/2021-whitepaper Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

One of the biggest factors contributing to the Great Resignation is professional development being the first thing to get cut from the budget. Because of this, our fundraisers aren't equipped to handle investment-level conversations and lead donors to major gifts.  So what should be done? Investing in your staff is the top priority. Tune in to The Business Behind Fundraising — When Professional Development is the First Thing to Get Cut From the Budget with Sherry Quam Taylor.  What You Will Discover:  ✔️You have control over donors' gifts. If you feel your donors only want to fund projects, that's a problem, but it can be fixed. What it actually means is they aren't confident with your numbers and conversations. ✔️ Don't default to transactional sponsorships. Raising too much restricted revenue isn't a win and doesn't allow for growth. This is why staff training is important so your team can get to major gifts. ✔️ Investing in your team is a game-changer. They should know how to handle investment-level conversations and lead donors to unrestricted gifts. This is when you'll see your revenue grow 2x, 3x, or even 10x. ✔️ Major donors need more. The story, the problem, and the solution are important. But if your team can satisfy them with a deep understanding of your true financial need, everything shifts for the better. Subscribe to my YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Download White Paper The Big Fundraising Secret (How Traditional Nonprofit Fundraising blocks your overall growth and keeps you from fully funding your organization every year) https://mailchi.mp/a533c0ab59cf/2021-whitepaper Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

I love talking about time allocation. Your organization may be spending too much time on the wrong solutions.  Even if you think you know so much, you still need someone to tell you, “Have you tried this? Have you thought of it this way?” For me, my coach helps me see what it looks like to actually have the money to accomplish a client's strategic plan. So what have I learned from looking through an objective lens? Tune in to The Business Behind Fundraising — Why Your Fundraisers Don't Have Time For Major Gifts with Sherry Quam Taylor.  What You Will Discover:  ✔️ Split roles for efficiency. What will bring you confidence? Divide different tasks and delegate them to the right people. The more you invest in your people, the more money that comes back to you.  ✔️ Hire the right people. Ask the right questions. Find someone who can: Raise the RIGHT kind of money Align hours with dollars Build your reserve Secure unrestricted gifts ✔️ Don't combine fundraising and marketing communications. These are two completely different roles with different skill sets that require different pay structures… and two very different parts of the donor pyramid. Create a financing plan and see. Often, you CAN actually afford to hire two people. ✔️ Objectivity shows the path to the money. Time allocation can be a pain. But there ARE solutions. Be open to looking at it from different angles. Invest and do things differently to get different results.  Subscribe to my YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Download the Ultimate Checklist Does your team create a fundraising plan or financing plan? Only one will fully fund your nonprofit https://mailchi.mp/456ca47c3b12/financingplan Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

Let me guess. Right now, you're looking for your next developmental director. It's pretty crazy. And I admit, it's the most difficult hire for an organization. The worst-case scenario would be ending up with the wrong person on the bus. And we don't want that, right? But today, let's make it a little bit easier as I share the things you need to watch out for in your next fundraiser so your organization can hit revenue goals! Tune in to The Business Behind Fundraising — What You Need to Know Before You Hire Your Next Fundraiser with Sherry Quam Taylor.  What You Will Discover:  ✔️ Rethink the qualifications. Once you look deeper into your current challenges and your true need, you'll determine what your future director should be able to do and what skills they should have. ✔️ Knowing the path to get fully financed is a must. Your future developmental director should know how to plan your year around your organization's cash flow and be able to secure unrestricted funds for full flexibility. We don't want to depend on grants and events all the time. ✔️ Look for a proven track record. COVID-19 has taken a toll on nonprofits. See if your potential hire has experience in securing 50-75% of revenue from top donors. ✔️ Fix root problems to ensure success. Your director can't work their best if the groundwork isn't established, such as your donor fully knowing your need, what you do, and the problem you're solving. Get rid of what's blocking revenue generation. Subscribe to my YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Download the Ultimate Checklist Does your team create a fundraising plan or financing plan? Only one will fully fund your nonprofit https://mailchi.mp/456ca47c3b12/financingplan Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

Welcome to Season 3 of The Business Behind Fundraising! For this season, we'll be going in-depth on a few of the factors impacting the Great Resignation that I want you to reflect on. Today's episode will be all about why you should invest more money into overhead, especially your fundraising staff.  Spoiler: No new grant appeal, board member, or celebrity shout-out is going to fix your insufficient overhead cash. It's all about solid groundwork and being honest with our needs and numbers. Tune in to The Business Behind Fundraising — Why You Should Invest More MONEY into Overhead (Fundraising Staff) with Sherry Quam Taylor.  What You Will Discover:  ✔️Spend enough money to generate the dollars you need. Are you raising the same money every year? More fundraising activities won't fix this. What you need is more gas in the engine. Sometimes even a different engine! ✔️ Start with the math. It's only until you've been honest with yourself and created a true needs-based budget that you will be able to craft an accurate financing plan for your fundraising team to reach or exceed. ✔️ Spending mistakes to avoid. Ever feel like you can't afford to hire fundraising staff? Too often, you're spending too much on programs, and that's keeping you from investing enough in staff and overhead.  ✔️ Answering the tough questions yields growth. Consider these: What is the true financing plan? How can you raise or exceed a truly balanced budget? How can you design a funding model that supports your true need? What should your team be doing? Does your team have the right skillset? ✔️Never cut corners. Organizations that lean into risk tend to make consistent revenue leaps. Be brave when spending money to RAISE more money.  Subscribe to my YouTube for weekly updates: https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Download: The Big Fundraising Secret (How Traditional Nonprofit Fundraising Blocks Your Overall Growth and Keeps You from Fully Funding Your Organization Every Year): https://mailchi.mp/a533c0ab59cf/2021-whitepaper Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

According to Greg Warner's MarketSmart 2020 Major Gift Benchmark study, 81% of donors take 6-24 months for prospect identification. Building a pipeline is frustrating for most fundraisers. It requires time and consistent effort to find donors. However, your patience is definitely worth it if you're looking to scale by the millions. Tune in to The Business Behind Fundraising — How Consistent Pipeline Work Can Add Millions to Your Bottom Line with Sherry Quam Taylor.  What You Will Discover:  ✔️Get to know your donor. Too often, fundraisers are frustrated by unreplied emails or the feeling of chasing donors. You won't have to do as much of this if you slow down the process early on. Is your donor aligned with your values and vision? Do they want that donor experience from you? It's crucial to have the right people in your pipeline. ✔️ Consistency is key. There is no quick fix to building your pipeline. You have to consistently meet people, qualify them and have investment-level conversations that attract donors who want to give unrestricted revenue. ✔️ Fundraising is more than just asking for money. It's connecting and educating others. Does the donor care about the problem you're trying to solve? Is the relationship a win/win for both parties? ✔️ Delegate tasks to your board. Encourage them to design metrics that move you forward to a positive revenue trajectory. It's their duty to consistently arrange introductions and create opportunities for you to meet mission-aligned donors and connectors. Be sure to subscribe to my YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

The real question right now is . . . Who ISN'T hiring?  This means I've sat in tons of interviews for high-level development professionals who'll be leading organizations to substantial revenue growth. And I'm noticing a few trends and very interesting answers to interview questions that I'm sharing with you today. It all boils down to time allocation. In this episode, I'll be discussing why you should align your time with your organization's strategic plans and how it beats everything else. Tune in to The Business Behind Fundraising — Why Time Allocation Beats Your Fundraising Plan Any Day Of The Week with Sherry Quam Taylor.  What You Will Discover:  ✔️ Time allocation beats tactics. Cleaning up databases, writing appeals, and organizing events are fine to mention in interviews. But if you want to scale by millions, your team leaders should deeply understand the business behind fundraising and be capable of doing CEO-to-CEO conversations. ✔️ Time is your organization's most valuable asset. Every hour your team spends fundraising must be focused on higher results. Why? Because you want the large, unrestricted gifts that give the organization ultimate flexibility to invest back in growth and infrastructure. ✔️See what you need to stop doing and start doing. I'm talking about the activities that are taking way too many hours and resources. They may have worked in the past but aren't yielding the large, unrestricted revenue you need. This is what's blocking major donors from giving greater amounts.  ✔️Plan your yearly revenue based on available hours. This is the common denominator among my most successful clients. It can feel like a daunting task, but this will keep you moving forward and raising millions more. Your fundraising plans must be aligned with how much time your organization can afford to spend. Are you ready to scale by millions? Start planning in a high-ROI framework. Be sure to subscribe to my YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

An amazing client of mine that I've been coaching for years has told me that it only takes him 30 hours a week to reach his seven-figure revenue goal. I repeat, 30 hours! You might think I'm kidding, but it is indeed possible. So just like him, how can you hit your target number in less time? Prioritizing the right things and slowing down. Tune in to The Business Behind Fundraising — Successful Nonprofits Slow Down with Sherry Quam Taylor.  What You Will Discover:  ✔️ Figure out the things you need to stop doing. There's nothing wrong with grants, events, and government contracts. But these aren't the things that will help you scale by millions. Choose wisely how to prioritize your time. ✔️ Identify your true financial need. Also called a “stretch goal”, make sure that this aligns with your strategic plan so you can get that unrestricted revenue. ✔️Build a team of strategic fundraisers. Are they good decision-makers? Can they get donors their best gift? Can they align their hours with dollars? Can they build relationships with donors without rushing? ✔️Move beyond mission-based stories. Pivot towards numbers-based conversations that people avoid. Heartfelt tales and tearjerkers won't get you to your goals. ✔️Provide mission-aligned experiences to your top 30-50 donors. This isn't a one-size-fits-all work. What's your donor's reason for giving and are you serving this? ✔️Equip your team with the skills to ask donors for their best gift. They should know how to lead a four-figure donor to five figures with a stellar track record to prove it. ✔️ You don't need to work fast to get big results.  The most successful nonprofits don't even have to work overtime. I want to make sure that you are not spending so much time on activities that yield small-dollar results. Every gift is important, but your hours are too!  Be sure to subscribe on YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

Objectivity has been a huge part of growing my business. I'd think things are all going great. But when I invested in a business coach, they offered new ideas and views that made me go, “Oh, I never thought of it that way.” We can't always see the answer. That's why, in this episode, I'll be talking about three areas where objectivity is most needed for nonprofit leaders too.  Tune in to The Business Behind Fundraising — Why Objectivity Is the Key to Successful Nonprofits with Sherry Quam Taylor.  What You Will Discover:  ✔️Leaders and executives still need it. The top can be a lonely position. We all need someone to hold up a mirror and show us the solution. It may be right in front of us. Or it could be a different path. When you're doing too many things, it's easy to get caught up in the programs and nuances of daily tasks.  ✔️ The fundraising team also needs it. I share my experience of consulting one on how to approach a celebrity donor to give their best gift. Spoiler alert: No magic was involved. It was simple and practical. ✔️ Your board needs objectivity. “I've said that to the board ten times, but you make it sound like it's fresh and new.” Sometimes, an organization just needs a new voice coming in and having ideas fall on the board's ears differently. Seeing other organizations' fundraising strategies from a new angle is critical. Be sure to subscribe on YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

There are so many things that impact your team's ability to reach and exceed their revenue goals every year. And these have very little to do with traditional fundraising. One of them is your ability to take risks. Imagine attracting major donors who are on the lookout for visionary missions and plans that incorporate risk. Tune in to The Business Behind Fundraising —  Embracing Risk Within Your Strategic Planning Process with Sherry Quam Taylor.   What You Will Discover:  ✔️Major donors thrive in risk. Our default mindset always goes to, “Would they really fund us if we dream even bigger?” In reality, that's exactly what so many donors want. I'll be sharing a client experience that taught me this lesson. ✔️ Major donors want to challenge you. They're entrepreneurs and business owners. That's why they are MORE than willing to invest… if you have what it takes to paint your grand vision and make it come to life. ✔️ Budget for what's in your strategic plan and vision. There are things that aren't in your budget that should be there. And those are what's keeping you from scaling your revenue every year! ✔️ Don't let risk keep you from an abundance mindset. Don't be afraid to explore investments that could lead you to success. I always take my clients down a deep dive into their budgets to see what's holding them back. ✔️ Abundance leads to continuous growth. Don't wait for the millions to come to start thinking about momentum. Start doing the things that attract and keep donors. Build a team that truly knows how to do this. ✔️ Now's the time to do it.  I've seen what happens when organizations start taking risks. (Cause, honestly, aren't they calculated risks?) Impressive revenue gains. So how can you overcome those uncomfortable feelings and realize that you – an amazing business person – can actually take bigger risks?   Be sure to subscribe on YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

Welcome to the first episode of season 2. And we're going in strong. Now that we've laid out the fundamentals in season 1, it's time to discuss growth. I'm talking by MILLIONS – those nonprofit leaders who have navigated growth and scaled tremendously. We know 2020 was indeed hard for many nonprofit organizations. But we also know we can use this time as a catalyst for change. Let's not look back. For 2022 and beyond, I want to encourage you to lean into an abundance mindset and the perks that come with this growth perspective. Tune in to The Business Behind Fundraising — Why I'm No Longer Talking About Nonprofit Scarcity with Sherry Quam Taylor.  What You Will Discover:    ✔️How abundance attracts investment-level donors. They are attracted to high ambitions. They LOVE big plans. They are drawn to you when you dream of growing by millions. They want to be part of that huge change. ✔️It attracts your tribe. I love working with nonprofit leaders who are killing it - running amazing businesses. This mindset attracts people (donors, volunteers, staff, clients) who want to level up. No more operating in the scarcity zone!   ✔️ Leaders want objectivity. Sometimes, it's hard to see solutions when we're too far in our plans and in our heads. Maybe a bit of reimagining could reveal what's blocking your organization's revenue so you can finally walk on a new path moving forward. ✔️ Be honest with your organization's skill sets. Your staff is the fuel to your engine – now that you're scaling, constantly make sure you've got outstanding players on board and form your dream fundraising team   ✔️ Retain major donors. How do we ensure all those donors who showed up in 2020 and 2021 will give again? How do we use their funding to build a strong reserve? How do we make long-term decisions? The opportunity for unrestricted funding is there. It's up to you to do what it takes to keep it! Be sure to subscribe on YouTube for weekly updates. https://www.youtube.com/channel/UCbjEu276-YQ0TeurphD62pA/ Or, subscribe to The Business Behind Fundraising podcast on any of your favorite podcast apps!

There are three groups that partner your nonprofit's revenue generation. Your Executive Director/CEO Your Fundraising Staff And, your Board If one of those is not doing their job, reaching and exceeding your annual need is going to feel like you're climbing a hill with a cannon ball strapped to your leg.  If you do fundraising the right way or go at it from a different perspective, you'll actually realize that getting boards to play their role in fundraising doesn't have to be so hard. Let me show you how it's done. Tune in to learn more

In these past two years in the midst of this pandemic, content has become king.   Believe me, I've been in so many webinars and podcasts that I've actually stopped counting.   And in nearly every one, there was a question that drove me crazy:   “What's the most creative thing you're seeing in fundraising right now?”   Well, I'm not saying there isn't any amazing stuff that came out of the pandemic - with everything shifting online.   We need to quit the narrative of constantly pursuing the shiniest, most creative thing because this is what keeps most organizations on the endless spin cycle.   So, I want to talk about three different and crucial areas that are being compromised because of this.   Tune in to learn more

Inevitably, when I'm working with fundraising teams and digging into their major gift processes, a familiar question pops up: “Are you soliciting major-level donors?” What I'm really asking is are you sitting down (one-on-one) and having a conversation and then asking. . . But too often fundraising teams answer “yes” . . . followed by their list of asks they make in seasonal appeals and events. But these aren't the types of solicitations appropriate for major donors. They need something more. Tune in to learn more

My mission has always been to help nonprofit leaders and fundraisers to get their donors giving their best gift every year.   This mindset shift is a gamechanger. And the best news is that you, as the fundraiser, have so much more control of the pacing, the timing, and the size of the gifts than you think. But, this is only possible if you intentionally shift your fundraising activities from a reactive state to a more proactive one. So how can you pivot your donor relationships to a deeper level?   How can you start serving and leading them differently? Tune in to learn more

If you're a brand expert and are offended by today's topic, hear me out.   Storytelling is definitely an important aspect of nonprofits. But you may be wondering - how do we take our donors on a journey to their best gift?   By going beyond traditional storytelling.   Maybe you've booked that meeting with that sought-after donor. It went great. You shared their mission, the photos, and the stories. There was a tear shed at some point but when the money came, it was smaller than you hoped.   So what went wrong? I'm here to unpack everything you need to know.   Tune in to learn more

“I don't know any major donors. Where do I find them?” This is one of the most common questions I get so often. And I challenge you to take a step back and look at the situation in a different light. Today, I encourage you to stop chasing after major donors and start thinking of ways of how you can draw them in. Tune in to learn more

Nonprofit CEOs - do you know why major donors aren't giving to you? I've been excited to talk about this topic for a while now, and you may be curious about my answer. Oftentimes, I hear from nonprofit CEOs who say: “Our board members don't know any major donors.” “Donors don't give to organizations that don't do direct service work.” “I don't know anyone who could afford to give us the funds.” In my methodology, I want to make sure that we identify the right questions going through a donor's mind. Because if we don't put ourselves in their shoes, we could be unknowingly stopping them from giving their best gift. Tune in to learn more

In the book, The Road Less Stupid by Keith Cunningham, there is a wise nugget that goes: “We acted like it was a sin to miss a revenue opportunity. And that makes as much sense as needing to eat everything at the Sunday buffet.” That hit a bullseye in me because so often, I'd hear fundraising teams being handcuffed by events, appeals, and campaigns - saying yes to everything, even if it makes the littlest amount of money. I'm here to tell you that once you pick up my high ROI revenue generation model, you'll see exactly what's been keeping you from fully funding your mission year after year. Tune in to learn more

I was having conversations with two prospects, and I always ask: “How much more money do you need? How much would they want to grow?” Organization A - with confidence - aimed to grow by 5x. Organization B, after some hesitation, answered 5 to 7%. The latter surprised me. People usually come to me because they want growth by millions so they can invest fully in all three areas of their organization; programs, admin/overhead, and fundraising. So I asked, “What if you had 20% more? Or 50% more?” Organization B said, “Of course, we'd use it. But we can't even fathom how to get there,” and proceeded to list the things keeping their plate full. I tell you - one organization will grow faster than the other. One sees that what they're doing isn't working and is planning for growth. The other needs help breaking out of the scarcity mindset that has plagued the nonprofit sector for too long.   This is where a financing plan comes into play. It makes a 2X, 5X, or even 10X growth plan doable.   Is your team creating a Financing Plan every year? Or just a Fundraising Plan? Only one will fully fund your entire mission.  Tune in to learn more

There's a statistic that I share in every webinar and podcast I'm on. The Urban Institute Center on Nonprofits and Philanthropy says that 91% of organizations never reach $5 million in annual revenue, with 77% failing to reach the $1 million mark. This stopped me dead in my tracks. I thought, “That is crazy! Why is this occurring?”  And that's exactly what I've been working to solve for over a decade. For too long, the nonprofit industry has been held to unrealistic expectations and outdated metrics that keep organizations from growing. The most insidious? “Nonprofits should be able to do more on less.”  All those “truths” about overhead? When you have a true needs-based budget backed up by a ral financing model that assists you in cultivating relationships with investment-level donors, you find they don't hold true at all.   Tune in to learn more

“Do your donors actually know that you need more money?” “Of course, Sherry. We're a nonprofit!” Well, not so fast. There are so many things that get in the way and keep donors from understanding your nonprofit's true financial need. And, sadly, it's often the things we do, say, and imply that block donors from giving their best gift to our missions. The good news? You can set up the systems and structure that attract and lead investment-level donors to give greater gifts every year. And in this episode, I'll be teaching the fundamentals that reduce the number of questions a donor has in their mind and prevent them from giving larger gifts. Tune in to learn more

We're jumping right into the deep end for our first topic. Right now, I'm working with a client who has amazing growth dreams for their organization: 25% every year for five years. The catch? They've been in the red, struggling to start raising the type of dollars that their big ideas require. If you're stuck in a funding plateau, it's time to do something different to move past it and start raising the right money. Tune in to learn more

Calling all nonprofit CEOs who are killing the game. We see you - a visionary leader, growing and scaling. You have overhauled programs, built your board, and are raising millions every year. But what's stopping you from next-level growth? The need for more money. Not just any type of money – the cash you can invest in gen-ops, overheads costs, and the infrastructure to grow even bigger. Did we get your attention? Tune in to learn more