About Giving Speaks Consulting

I am a stewardship and certified fundraising professional, with a lifespan faith development background. I am a seasoned speaker and workshop leader focusing on topics of generosity, giving, fundraising, stewardship, and leadership.

Stories that Create a Giving Culture

Featured

Please tell us a story.jpg

Who among us is not drawn in by a good story?

Stories are the best way we share our experiences and the lessons we learn in life.  Families and communities pass along their traditions, beliefs, and moral values through storytelling.  For centuries, stories and wisdom tales have been shared around campfires and dining room tables, out under the stars, and in temples, mosques, and cathedrals all over the world.  We tell stories to explain the origins of the universe and to explain the mysteries of life and death.

Storytelling, at its best, conveys the rich diversity and texture of humanity, creating a safe and sometimes therapeutic space for challenging assumptions and fostering  tolerance of differences among people.   Well told stories touch our spirits, warm our hearts, and leave lasting images in our minds.   Sharing our soul-filled stories is another way of expressing gratitude and demonstrating generosity.

It should be no surprise to us that storytelling is a very effective tool in nurturing generosity and teaching stewardship in our faith communities.  Sacred texts around the world are a testimony to the power of the story in teaching and learning religious values.  One way to promote generous behavior is to tell the stories of how giving made a difference in your life or others’ lives.  For example, as part of a year-round stewardship program, you can invite people to share their stories in the context of worship, small group ministry, religious education, in digital or print form.

Here are a few ideas for you to consider as you plan your stewardship activities for the coming year:

  • Share stories in worship–this may be a testimony about how the congregation or faith has touched their life in positive ways, a wisdom tale for all ages to enjoy, or a guest whose organization has been the recipient of your congregation’s generosity.
  • Host a storytelling event–hold a potluck dinner or picnic at your facility, open to the community, and invite participants to come ready to share a story that conveys at least one value of the faith tradition.
  • Design a story display board–invite people to write their generosity stories down, along with their photo and perhaps some art work.
  • Create a video or visual story–convey your faith community’s stewardship values and generosity through the use of technology, posting video stories on YouTube, on your congregation’s website, blog or Facebook page.
  • Offer a story prompt–Give your constituents a theme or first line of a story, and let them create a community story.  This could be a part of a small group activity, religious education class, or just a big graffiti board people can write on as they enter the building or enjoy fellowship hour.

The summertime is a great time of year for stewardship leaders to polish their storytelling skills–around the campfire while toasting marshmallows, on the riverbank while fishing, or at an informal gathering of friends.  Share your story and invite others to share theirs; this is how the bonds of family and society are strengthened.  This is a wonderful way to include children, youth, and elders in multi-generational community!

Here are some tips for enhancing your storytelling:

  • Reflect on a memorable experience from which you learned and grew as a person–
    if it holds meaning for you, it can be meaningful to others.
  • Stick to the heart of the message you want to convey and avoid too much detail.
  • Lift up a unique angle or unusual perspective that will pique the listeners’ interest.
  • Engage as many of your listeners’ five senses as possible1507 Hands Sm 123rf to bring the story alive
  • Be sensitive to your audience’s diversity using inclusive language so that all feel a part of it.
  • Use the opportunity of telling your story to connect your experience with your faith teachings and values in ways that others can relate to personally.
  • Tell the story without reading it whenever possible–practice, practice, practice to feel more confident, but realize storytelling does not demand perfection.
  • Engage your audience with movement, song, sounds, or repeated phrases that makes them part of the story.
  • Have fun!  Your enthusiasm and enjoyment are contagious.

 If you have a story or link to share, please leave a comment for the blog host with your contact info.

Resources for Storytelling:

Cogdogroo–StoryIdeas:  http://cogdogroo.wikispaces.com/StoryIdeas

Learn to Give:  http://learningtogive.org/materials/folktales/

National Storytelling Network:    http://www.storynet.org/resources/howtobecomeastoryteller.html

Recommended Stories for All Ages:

Resources for Multi-generational Stewardship & Generosity

Unitarian Universalist Stories of Generosity & Multi-Generational Worship Resources:

http://www.uua.org/finance/fundraising/stories/index.shtml

http://www.uua.org/giving/apf/51886.shtml

http://www.uua.org/worship/multigenerational/index.shtml

http://www.uua.org/worship/by_topic.php?topic=Stories

http://www.uusc.org/worship_resources

Pearmain, Elisa Davy, editor.  Doorways to the Soul  1998.  The Pilgrim Press.

berry heart.jpg

Before Asking for Money–Listen!

Happy businessman in glasses holding money over gray background

Everyday conversation in the United States begins with a customary greeting that goes something like this…

“Hi! How are you doing?”

“Fine.  How are you doing?”

“Fine.  Life is very busy.  Have a great day!”

“Yeah, you too!”

This is often where the communication ends, if it goes this far at all.   The greeting is automatic; listening–really listening–is rarely involved.  Research, however, indicates adults spend about 80% of their daily time communicating, with 93% being non-verbal communication.  It is estimated that adults engage in listening about 45% of the time.  This is the same proportion of listening time estimated in the 1929 research by Dr. Paul Rankin.

Interestingly enough, with the rise of mass media communication between 1950 and 1980, the amount of listening time increased to over 50%.  Since then, the advent of email and social networking has caused a slight increase in reading and writing over listening.

Seasoned fundraising consultant and author, Mal Warwick underscores the importance of listening in fundraising:

Is she a good listener? I’ve never met a fundraiser who was truly successful without being a dedicated and effective listener.  In face-to-face solicitations, listening is essential to understand the way that a donor’s personal values and interests might be linked to a particular project. But listening is just as effective in direct mail, telefundraising, or other forms of direct response: how else could she really come to understand what a project or issue is about, or what motivates donors?

In congregational fundraising, face-to-face conversations are an effective way to build relationships and financial support.  Strong relationships are central to a healthy and flourishing community.  Money and energy flow in community.

Those who are gift stonesinitiating the conversations on the part of the organization must practice active listening, which is an essential practice in fundraising and annual stewardship.  One place to start is to find out more about what matters most to the prospective giver, listening for ways they connect with the mission and priorities of your congregation.  When we ask questions that elicit the positive emotions an individual has about the congregation and its faith values, the more likely he or she will commit to financial support.  Only after you listen and learn can you connect the person’s values, commitment, and monetary resources into a compelling reason to give.  This practice of intentional and positive communication is called Appreciative Inquiry.   Appreciative Inquiry should be a central aspect and practice in congregational stewardship and fundraising.

Listening Tips for Congregational Stewards and Fundraisers:

  • Focus on the people and relationships–learn what is important to them about their involvement, their interests, priorities, and values.
  • Listen attentively–let them know they are worthy of your attention and a valued part of the community.
  • Ask questions that elicit positive feelings about the congregation and the faith values–listen carefully for ways to explicitly connect their positive energy, time, and resources to advancing the mission and potential of the organization.
  • Be mindful that there are generational differences, theological perspectives, and tenure of membership factors that may affect your ability to listen and identify with those you talk with–be open to new perspectives and ask for clarification.
  • Take notes on key points for follow up–let them know their input is valued and will be taken into consideration.
  • Ask for their contributions and commitment, then allow time for them to respond.
  • Express appreciation–Thank!
  • Follow up on any key points and report back–this builds trust and accountability.
  • Thank again.

If your stewardship volunteers would benefit from training and practice in the art of donor conversations, contact Giving Speaks consulting today to schedule a web-based or onsite training:  givingspeaks@gmail.com

Wishing you success and prosperity~

Laurel Amabile portrait 2

Laurel signature

Resources to Develop Listening Skills for Fundraising:

Holden Leadership Center.   Active Listening.  http://leadership.uoregon.edu/resources/exercises_tips/skills/active_listening http://leadership.uoregon.edu/upload/files/tip_sheets/active_listening.pdf

Warwick, Mal.  Are You Getting Your Money’s Worth from Your Fundraising Staff? 2005.  Mal Warwick Associates.   http://www.malwarwick.com/

Wilson, Thomas D.  Winning Gifts: Make Your Donors Feel Like Winners. 2008.  John Wiley & Son.  An excerpt from the book devoted to the importance of listening in fundraising is found on the Association of Fundraising Professionals:  http://www.afpnet.org/ResourceCenter/

Appreciative Inquiry Resources:

Central East Regional Group (CERG).  Stewardship for the 21st Century.                                                                                                    http://www.sld.uua.org/pdfs/2011/SLDStewardshipFor21stCentury.pdf

Fundraising When You Are Feeling the Squeeze

cutting moneyIs your organization feeling the squeeze in its funding? Are you having to focus more on cutting expenses than on developing your programs and services?

You are not alone. Here are some tips from professional fundraisers that can help…

Fundraising professionals agree that success unpredictable economic times involves intentional planning and attending to foundational philanthropic practices.  The following is a list of core elements for your organization to have in place to build resiliency and help manage the challenges as they arise:

  • Compelling Mission Statement—a clearly articulated, dynamic and impactful mission appeals to people’s interests, creating value for the organization and its mission in their minds and hearts.  

Most people want to make a positive difference through their actions and their charitable giving. They want to know their contributions will make a difference because your organization is making a difference in people’s lives and communities. Leaders must be prepared–individually and collectively–to articulate the organization’s mission, purposes and vision in appealing and compelling ways to elicit heightened levels of engagement and generosity among your supporters.   

  • Assess and acknowledge your strengths, weaknesses, opportunities and challenges (threats), building on your strengths and opportunities while strategically managing your weaknesses and challenges.

Self-awareness is key. Conduct a thorough and candid analysis of your organization’s strengths, weaknesses, opportunities, and threats/challenges (SWOT). Translate the results into an action plan that will maximize your strengths and opportunities–these are your organizational assets. As leaders you can use this self-awareness and knowledge to plan realistically and work effectively to navigate the challenges and overcome the barriers to success.

  • Avoid dramatic shifts in fundraising methods and staffing.

Most organizations rely on their professional and support staff to maintain week-to-week functions, particularly record-keeping and finance. Some organizations have a smaller infrastructure and leaner staffing. At times of heightened financial anxiety, the needs seem to increase and feel more urgent, sometime prompting desperate actions. Staff and Board leaders must work with intention to employ effective fundraising methods and stewardship practice that will sustain the organization over time. 

  • Keep public relations and marketing strong.

Work to increase your visibility through a well designed website, public witness, media coverage, and partnering with other organizations with common values. Experiment with social media venues, crowd-funding, and other innovative and lower-cost technology. Pay close attention to what modes of communication people elicit the best response–do more of what works best with your constituents and donors.

  • Build support by spreading the enthusiasm about what the organization is doing.

As leaders, it is essential to talk in positive ways about your organization:  what you are excited about, how the organization is supported financially, and what you are doing to make good things happen. Avoid the vortex of negativity or doom and gloom about your financial limitations. You are the public face and voice of the organization and its mission.  Your enthusiasm for your mission and the positive difference your organization is making will catch peoples’ interest and inspire their generous support.

  • Inspire trust in the leadership of your organization. Practice accountability and authentic communication.

Share information about how contributions are used to fulfill the organization’s mission and purpose.  Educate donors and volunteers about the importance supporting your mission and the causes you stand for over time.  Don’t gloss over the rough spots, but don’t over-focus on your limitations. This information should be readily available upon request or in general ways on your website.

  • Meet and communication with donors regularly, informing them of the organization’s needs.  Invite questions, feedback, and ideas for improvement.

A relational approach to fundraising is essential to sustain the highest levels of generosity and giving to the organization.  Regular personal contacts throughout the year via phone, email, and postal mail are critical to promoting strong relational ties to the organization, the wider faith, and partner organizations. Individual volunteers and donors need to know they are valued and important to the organization beyond any financial contributions they make.  Saying “Thank You” in as many ways possible is a priority. 

Remember that fundraising requires a highly relational approach that demonstrates your organization’s commitment to its mission and to those whose lives are touched by its mission.

inter-connectedness hands around the world

DEFINING YOUR FUNDING PRIORITIES–Identify up to 6 fundraising priorities, with 3 action steps for each priority area:

Priority #1

Priority #2

Priority #3

Priority #4

Priority #5

Priority #6

Once you have identified your funding priorities, put your annual development and stewardship plan in writing using the following format and information:

  • Generate your compelling case for funding support
  • Write up a concise one-page description of each priority area/program for sharing with donors and funders
  • Estimate the costs of funding your programs and operations
  • Identify your funding sources–individual, groups, businesses, grants, foundations/corporate giving programs–estimating the revenue goal for each
  • Create materials or presentations about your funding priorities with the interests of each donor or group in mind
  • Develop a timeline for your plan
  • Know what you will track and measure for successful outcomes
  • Evaluation of the plan at regular intervals
  • Adjustments that could be made if necessary
  • Celebrate any and all successes!

In many cases, organizations make faster progress in the self-assessment, goal-setting, and planning processes if they have the assistance from a knowledgeable facilitator or consultant. Giving Speaks Consulting is available to help you move through these processes and achieve your funding goals. Contact me today~

Wishing you great prosperity and success,

Laurel Amabile portrait 2

 

Laurel signature

 

 

 

Laurel Amabile, Giving Speaks Consulting

 

Other Helpful Planning Resources:

Fundraising When Money is Tight, by Mal Warwick. 2009. Jossey-Bass.

Raising More with Less, by Amy Eisenstein, CFRE. 2012. Charity Channel Press–“In the Trenches” series.

Creating a Compelling Case for Funding

Development Planning Template