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Fundraising Success: Put Mission First (Part 1)

This is Part 1 of my six-part weekly series on achieving fundraising success for your nonprofit agency. In this first installment, I discuss why it’s so vital to put mission first!

Power Your Organization's Fundraising, by Joanne OppeltAs I postulate in my book Power Your Organization’s Fundraising: How the Partnership Paradigm Will Change Everything, the greatest lesson I’ve learned is in all my years of asking for funding: It is NOT primarily about the money. “Fundraising not about the money?” you say. “How can that be? Fundraising is all about the money. That’s what we’re asking for.”

True. But the end result is not money for money’s sake. The end result, what motivates people to give, is the impact your organization is making on the world. For example, no one cares that my organization needs money. As a suicide prevention hotline, my donors care that someone is always there to listen. No one cares if I pay the phone bill. But they care that there is a phone line open for someone in crisis. No one cares if I pay my training coordinator’s salary. But they care that my clients are receiving the best and most up-to-date care possible. Fundraising is not about the money – it is about the mission you meet with the money. It is about impact. It is about your organization’s relationship with the community it serves.

In a Nutshell

This is Part 1 of a six-part weekly series on achieving fundraising success for your nonprofit agency, contributed to the CharityChannel professional community by Joanne Oppelt. Joanne is the author of several popular books on the subject, published by CharityChannel Press. Please scroll down to see Joanne’s bio to learn more about her books.

Raising money does not begin with your organization needing money. Good fundraisers understand their roles as brokers, matching the needs of the donor with the need for resources to carry out mission. Notice the focus here is on mission, not organizational needs. The fundraising process is about fulfilling mission, not meeting organizational needs. So the first step in raising money is to thoroughly understand your agency’s mission and communicate that mission to prospective donors in a compelling way.

For Fundraising Success, Put Mission First!

An agency’s mission is its reason for existence. People are motivated to give based on mission and mission impact. It is important when fundraising that you always put mission first. Mission fulfillment is the bottom line. Your organization needing money does not motivate anybody. Although contributors might care deeply about your agency, ultimately, it is the impact that your agency makes that is important. It is your ability to meet your mission, the impact your organization has on other people that contributors care most about. Your organization’s existence is just a means to an end.

Fundraising is about establishing a partnership. Donors have money you need and you have programs and services to meet the need they have defined. You are a conduit for them—a way for them to achieve their desired impact on the world. They need someone to help them achieve their goals and you need their funds to do it.

Moving Up to Executive Director, by Joanne OppeltIn interviewing seasoned executive directors for my book Moving Up to Executive Director: Lessons Learned from My First 365 Days, it became apparent that successful executive directors have an absolute passion and unfailing dedication to their organizations’ missions. They are fearless in communicating and promoting their missions. They define success in terms of fulfilling the mission. They measure their operations by how they affect people’s lives. They connect organizational purpose to real, relatable consequences in the lives of those they serve. Engaging people in the mission is their all-consuming task.

With all the pressures involved in running an organization and ensuring its viability, it is very easy to focus on agency operations. But successful executive directors and development professionals rise above the operational fray. They maintain a steadfast focus on their mission. They know that steadfast dedication to mission will result in organizational success.

Successful executive directors and fundraisers are, first and foremost, soldiers on a mission. Everything successful executive directors and development staff do—every decision they make and program they build—must be driven by their quest to fulfill the mission. Yes, we need to be proficient managers. But successful executive directors and fundraising professionals, above all, maintain a passion for their organization’s mission.

Fundraising is not about donors giving money – although money is the vehicle. It is about engaging people in helping to meet mission. It is about tapping into their needs to be a part of something bigger than themselves and knowing their contribution make a difference. It is about letting people know how they can be a part and contribute to successful mission fulfillment. And then, once they have contributed, letting them know how their contributions helped fulfill the social contract they support. By giving you money, you promise that donors will be part of something wonderful in the community. Let them know how they are a part of that.

I believe that people in general want to be part of something bigger than themselves. I believe they want to make a positive impact in the world. Your organization’s mission statement should tell them how to do that in broad terms. Your request for funding should tell them how they can do that in a specific way.

Fundraising is about establishing partnerships. Donors have money you need and you have programs to meet the need they care about. You are a conduit for them—a way for them to achieve their desired impact on the world. They need someone to help them achieve their goals and you need their funds to do it.

That’s why when you appeal to donors, you appeal to them based on fulfilling your mission, not on meeting your organizational needs. Your agency needing money should never by the focus of any of your appeals. It is the end result, the impact you make, that must be highlighted. For example, ask donors to feed the hungry or educate a youth or save a life as opposed to asking them to help keep the organization going. Keep your appeals based squarely on mission.

Value mission fulfillment above all else. Structure your revenue generating activities to all have mission components. For example, at my organization our mission is mental wellness and suicide prevention. So my gala includes keynote speakers who share how our mission affects them and saves lives: a person who is successfully living with a mental illness or a suicide survivor. Our honorees are chosen because of their efforts to support our mission, both in their relationship with us as well as their efforts in the community. My run focuses on the alive and well aspect of what our agency does. To both raise funds and promote mission, I only conduct revenue generating activities that relate to our mission.

When I design my budget, looking at revenues and expenses, I analyze each item in terms of mission and whether it is a worthy task. I use mission and values to decide what the budget will look like.

As executive director or fundraising professional, your primary role is to keep the focus on mission. It’s easy to focus on money when you talk about raising it and how much is raised, but that is not what the organization is about. You need to constantly reinforce the message that these resources exist to fulfill mission.

To achieve financial success, to bring in more money that you thought possible, put mission first. It is mission that motivates.

Joanne Oppelt

About the Contributor: Joanne Oppelt

In resource development since 1993, I am currently Executive Director at CONTACT We Care in NJ. I am responsible for the day-to-day operations of the agency, strategic planning, budget management, marketing and community relations, and revenue expansion. I am also an adjunct professor at Kean University where I teach courses in nonprofit management and fund development.
I have written four books:
Moving Up to Executive Director: Lessons Learned from My First 365 Days helps the reader:

Understand the complex nature of nonprofit executive leadership
Identify the skills and characteristics of successful executive directors
Gain insight into the unique obligations nonprofit executive directors face
Manage multiple priorities
Prepare for the transition to your role as executive leader
Anticipate challenges inherent in your first year as executive director

Power Your Organization’s Fundraising: How the Partnership Paradigm Will Change Everything helps the reader find new donors, improve donor loyalty, influence funders, and build enduring funding partnerships. I introduce a new paradigm for finding sustainable funding that will empower:

Fundraising Professionals
Development Directors
Grant Professionals
Executive Directors

In Succeed in Your Nonprofit Funding Partnerships: Analyzing Their Costs and Benefits, I tell you how to think clearly about your organization’s finances. I show you:

How to create budgets that keep you in the black
How to know if a program is carrying its weight
What kind of fundraising activities to focus on, getting the most bang for your buck
How to make sure you can pay your bills from month to month

Confessions of a Successful Grants Writer: A Complete Guide to Discovering and Obtaining Funding is a down-to-earth guide to understanding funders and submitting successful proposals. It will help you:

Better position your proposals among the many that funders receive
Find out where to find what they tell you they want to know and then what they don’t tell you about what you should know
Understand the concept of organizational branding and its importance in getting your proposal funded.
Learn the questions they ask, the answers they’re looking for and how to speak language they’ll understand
Develop success, both at the organizational and interpersonal levels

I hold a bachelors degree in education and a masters degree in health administration. I am a Certified Grants Professional, a member of the Grant Professionals Association and a member of the Association of Fundraising Professionals.
I love writing, listening to music, and quiet dinners with friends. I live in New Jersey, USA with my husband Rick.

2 Responses to Fundraising Success: Put Mission First (Part 1)

  1. Steven Meyers September 15, 2014 at 1:27 pm #

    Joanne,
    You hit the nail on the head, emphasizing mission first. Some fundraisers are so busy servicing “the campaign” that they lose sight of serving the mission. I’ll keep reading.
    Steve Meyers

    • Joanne Oppelt September 15, 2014 at 3:30 pm #

      Thanks Steven. It’s been the key to my success. Mission is what motivates.

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