#13: Tim Kersten — Why you shouldn't cut donor acquisition right now

06/15/20 • 44 min

Finding and stewarding donors is the foundation of any successful nonprofit. But during uncertain times, it's easy to shrink back and set donor acquisition aside, leaving yourself vulnerable in the future
In this episode we hear from Tim Kersten, the CEO of the RKD Group, a fundraising and marketing agency with over 280 nonprofit clients across North America. Tim has 43 years of experience consulting with nonprofits to meet their fundraising goals. He is passionate about empowering and enabling individuals to have their voice heard in their society so they can make a difference, improve lives and correct injustice.
2020 has been wildly unpredictable, and it can be tempting to walk away from donor acquisition while the pandemic is ongoing and the future of the economy is unknown.
Tim shares why now is not the time to take your focus off this area. You'll learn why nonprofits should stay in the market and how nonprofits should go about new donor acquisition with all the changes going on around us.
You'll learn:

[7:51] - The state of nonprofits and the astonishing increase in giving, even with a tumultuous 2020.
[13:24] - Why are those who stay in the donor market thriving?
[16:01] - The importance of having a strong digital strategy.
[17:18] - How to prepare for a possible recession.
[22:16] - How to move forward with donor acquisition, even during the COVID-19 pandemic
[27:39] - What are the long term ramifications of ignoring donor acquisition?
[30:58] - How to balance donor retention with donor acquisition.
[35:53] - Given how 2020 has gone so far, what are some tactical changes we should make to donor acquisition?
[39:05] - Face to face donor acquisition is highly effective but COVID-19 has changed our ability to do this. What are some other ways we can reach potential donors?

You can find more information about Tim and the RKD Group at https://rkdgroup.com/, or on twitter @RKDgroup.

Join in our mission to help others build good in the world by rating and sharing this podcast on all major platforms. You can do that by clicking here.

Send us a text

[7:51] - The state of nonprofits and the astonishing increase in giving, even with a tumultuous 2020.
[13:24] - Why are those who stay in the donor market thriving?
[16:01] - The importance of having a strong digital strategy.
[17:18] - How to prepare for a possible recession.
[22:16] - How to move forward with donor acquisition, even during the COVID-19 pandemic
[27:39] - What are the long term ramifications of ignoring donor acquisition?
[30:58] - How to balance donor retention with donor acquisition.
[35:53] - Given how 2020 has gone so far, what are some tactical changes we should make to donor acquisition?
[39:05] - Face to face donor acquisition is highly effective but COVID-19 has changed our ability to do this. What are some other ways we can reach potential donors?

You can find more information about Tim and the RKD Group at https://rkdgroup.com/, or on twitter @RKDgroup.

Join in our mission to help others build good in the world by rating and sharing this podcast on all major platforms. You can do that by clicking here.

Previous Episode

#12: Brad Phillips — How to handle tough questions from donors, employees and the media

Send us a text

If you've ever struggled to find the right words to say when confronted with a tough question from a donor, team member or journalist, this episode is for you.
On today's show we hear from Brad Phillips, the CEO of Throughline Group, a public speaking and media training company. Brad has trained thousands of media spokespersons and public speakers including a presidential candidate, members of Congress, Olympic athletes, top CEOs, directors of nonprofit organizations and heads of government agencies.

In this episode you’ll get a crash course in fielding challenging questions and answering them with authenticity. Brad will help you understand how tough or even antagonistic questions can create opportunities for you to share your values with the world and build trust in times of crisis.
If you’re looking for the skills to represent your organization well, even in the hardest circumstances, you'll learn a lot from our conversation with Brad.

You’ll learn:

[7:48] - Why authenticity is the only currency that matters right now
[9:49] - The consequences of not communicating in a way that shows genuine care
[12:23] - Being put on the spot can be uncomfortable and can expose our insecurities which leads to defensiveness. How can we counteract fear that causes us to be defensive?
[16:00] - Authenticity in the age of COVID; how Andrew Cuomo has handled the media during the crisis
[19:45] - Three practical ways we can prepare for hard conversations: Purpose, Process and Commitment.
[24:30] - What is “bridging”? and why it may be the most indispensable tool you have right now
[30:15] - How to apply the bridging technique with a practical example
[36:09] - How we communicate can be more important than the exact words we use.
[37:43] - What to do when you wish you had answered a question differently

You can find more information about Brad and the Throughline Group at https://www.throughlinegroup.com/

or on Twitter:

@MrMediaTraining, @throughliners
Join in our mission to help others build good in the world by rating and sharing this podcast on all major platforms. You can do that by clicking here.

https://www.buildgood.org/

Next Episode

#14: T. Clay Buck — Why donor data matters to deepen relationships and raise more money

Send us a text

COVID-19 is testing the systems and processes of nonprofits like never before. And many organizations are finding that their lack of data practices and data quality are hampering their fundraising efforts.
Strong, direct relationships with donors are crucial to withstanding times of uncertainty and crisis. And fundraising success is always a result of strong systems that manage data well, allowing you to maintain a close relationship with your donors.
So what can you do to improve the way you manage donor data to help you build deeper connections with donors?

On today's episode, we hear from T. Clay Buck, founder of Tactical Fundraising Solutions. Clay is a Certified Fund Raising Executive (CFRE) who was recently named among the top 20 charity influencers online. He has been a member of the advisory board for Rogare, and co-authored the United States Critical Fundraising Report.
He is a frequent speaker and trainer, and teaches Fundraising and Nonprofit Management at the University of Nevada in Las Vegas.

You'll learn why focusing on data quality should be one of your highest priorities right now, and how to create processes and systems to manage your data most effectively.
Plus, you'll learn who person is in your organization who can have the greatest impact on your fundraising - and it’s not who you think!
You can find more information about Clay and Tactical Fundraising Solutions at Tcbfundraising.com. You can also connect with Clay on twitter (@tclaybuck), Linkedin, or by email at [email protected].
Today we’ll cover:

[5:27] - What lessons should smart fundraisers be learning and paying attention to in our current cultural climate?
[13:58] - Why we shouldn’t underestimate the power of smaller dollar donors
[16:26] - What are the current trends around data and system management?
[22:16] - What is ‘data quality’ and why does it matter?
[27:55] - What are some basic systems and processes that every organization should have?
[31:14] - The importance of having a designated person who oversees and cares for donor data
[32:56] - How can we make sure our systems are showing us the right information to connect with and care for our donors?
[37:26] - The importance of valuing those who are charged with data entry at your organization

Join in our mission to help others build good in the world by rating and sharing this podcast on all major platforms. You can do that by clicking here.

Check out our free resource on improving your donor communications at https://www.5minutefundraisingfix.com/