This document discusses strategies for nonprofit organizations to engage younger generations of donors. It describes the characteristics and philanthropic tendencies of different generations, including Gen X and millennials. Some key recommendations are to provide training and networking opportunities to younger donors, engage them as volunteers, staff, or board members, and use a multi-channel approach to communications, including social media. Cultivating lifelong donor relationships across multiple generations is important for fundraising success.
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Engaging Generations in Philanthropy
1. Fundraising and the Next
Generation
Colorado Nonprofit Association
March 2011
Emily Davis, MNM
EDA Consulting
2. Introduction
• Introductions
• What is your org doing now
to engage next donors?
• What question do you want
answered or discussed?
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3. Generational Mix
Generational Myths
Generational Characteristics
Impact on Philanthropy
WHO ARE THE GENERATIONS?
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4. What is the Generational Mix?
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5. What are our assumptions about
each generation?
• Traditionalists
• Baby Boomers
• Generation X
• Generation Y
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6. Gen Xers
• Self-reliant
• Quick fix
• Collaborative &
independent
• Direct communicators
• Financially-motivated
• Look for results
• Appreciate reward
through external
recognition
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7. Millennials
• Digital natives
• Independent but
interactive
• Questions the status quo
• Desire mutual respect
• Celebrate diversity
• Express to express -- not
impress
• Acknowledgement for
being her
• Civically-minded
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8. What Tenured Professionals Want
• Next Gen Training
• Acknowledgment
• Engagement
• Respect for legacy
• Dialogue
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9. What the Next Gen Wants
• Advice
• Acknowledgment
• Shared ownership
• Opportunity to lead
• Flexibility
• Sector history
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10. How has this affected philanthropy?
• Development office
• Prospecting
• Cultivation
• Stewardship
• Communication
• Retention
• Priorities
• Respect
• Trainings
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11. Why engage the next gen?
Next gen philanthropy style
Entry points and engagement
MULTI-GEN PHILANTHROPY
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12. What age does lifelong giving
start?
• Teens?
• 20s?
• 30s?
• 40s?
• 50s?
• 60s?
• 70s?
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13. Why Engage the Next Gen?
• Transfer of wealth
• Lifelong giving
• Time, talent, and
treasure
• Networks
• Enthusiastic
• Ambassadors
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14. Family Philanthropy
• Major donors have
children & grandchildren
• Family legacy
• Engage younger
generations and older
generations
• Listen & learn about what
the next gen wants
• Provide resources &
networks
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15. Fundraising from Gen X
• Friends/family/peers are
influencers
• Stories have a greater
impact than loyalty
• Consistently give largest
gift to the same charity
annually
• Donate the most through
websites (30%)
• Hard to recruit to your
cause
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16. Fundraising from Millenials
• Philanthropy is time
and money
• Lower cost to recruit
because they are online
• Multi-communications
approach
• Engaged in fundraising
for orgs
• Donate in a variety of
ways
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18. Where are they?
• Existing donors
• Volunteers
• Young professional
events
• Media (i.e. 40 under
40)
• Colleges &
universities
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19. Entry Points
• Events – tiered fees • Giving Circles – tiered
• Partner with young fees
professionals’ groups • Volunteering
• A-thons • Board and committee
• Peer to peer networks participation
• Family • Planned Giving
• Philanthropic resources • Nonprofit Start Ups
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20. Next Gen Engagement
• Create
ambassadors
• Provide trainings
• Offer networking
• Bring on as staff,
board members
• Listen and learn
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21. Relationships Don’t Change
• Cultivate, steward, and solicit
• Recognize
• Multi-channel communications
• Meet one-on-one
• Develop ambassadors
• Use social media as stewardship,
not for solicitation
• Effective database
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22. “This is not the first time that nonprofit
organizations and fundraisers have
had to adapt to new technologies.
The radio, television, newspapers,
telephones, fax machine, and direct
mail have all affected how we raise
money. Some of the new methods
that have evolved are more
successful than others, and not all of
them have been used with equal
success by all nonprofits.”
- Ted Hart and Michael Johnston in
Fundraising on the Internet
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23. 10 Tips About Social Media
1. Social media is A tool,
not THE tool.
2. Social media is a plant
3. Add value
4. Listen & create dialogue
5. Prospecting, cultivation,
& stewardship
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24. 6. It ain’t free
7. Not everyone “Diggs”
social media
8. Have a plan
9. Connect with other
fundraising efforts
10. Be patient
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25. Exercise: Three Steps
1. Pair up
2. Write down three
things you can do
today
3. How will you make
those happen?
4. Share and brainstorm
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26. Resources
• 21/64
• Resource Generation
• EPIP
• National Center for Family
Philanthropy
• Fundraisinf and the Next
Generation (coming in 2011!)
• Working Across Generations
• The Networked Nonprofit
• The Next Generation of American
Giving
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27. Thank You!
Emily Davis
EDA Consulting
emily@edaconsulting.org
www.edaconsulting.org
(303) 652-7536
www.edaconsultingcafe.blogspot.com
Twitter: @edaconsulting
www.Facebook.com/edaconsulting
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Editor's Notes
EDA Consulting
We are influenced in these generations by key activities/shared reference points – world wars, 9/11, women ’s movement Boomers: Martin Luther king, Jr., Gloria Steinam, The Beatles, tv, vietnam war protests Gen X: Bill Gates, internet, Rodney King, Berlin Wall, Apartheid, Madonna, children of divorced parents, Seinfeld, Friends Gen Y: 9/11, Facebook, ipods, American idol Millenials are going to be second in size to Boomers – could rival the size depending where we call the end of the generation
Self-reliant: bend rules if they need to Striving for work life balance Lives for today Distrust of corporate america The boomers are a hard act to follow, More self reliant – like to solve own problems Quick fix – sound-byte processing and instant gratification Collaborative and independent – they work well independently, but also on teams You will find more movement between jobs with this group Direct communicators – don ’t want to read between the lines. Just tell me what you want to say. Financially-motivated – huge amounts of debt from school loans, housing, etc. MOTIVATIONS: Money; Balancing work and home/family; Results; Efficiency; Money; Challenge; Flexibility; Healthy lifestyle; Hybrids – making things their own MESSAGING: Straight talk; Get to the benefit or result; No B.S or unsubstantiated claims; Informal; Reduce sexism; Increase Environmentally friendly verbiage; Humor; Thought provoking comments IMAGERY– Inclusive
Digital natives/Civic minded- think globally because they have more global community access than any other generation. Use their practical know-how to make an impact Independent but interactive – collaborative as well as independent. Multi-taskers, want customization MOTIVATIONS: Relationships; Varied experiences; Celebrity; Feedback; Mutual respect; Happiness; Materialism; Cause; Creativity; Community; Environment; Money; Having experiences MESSAGING: Green and NOT green washing; Sexy IMAGERY: Multiracial imagery
Advice from the older generations that will inform their leadership Acknowledgement: commitment to the sector, new leadership ideas, structures and vision for the sector. Shared ownership of the sector Flexibility from older generations about new leadership qualities and management styles The real stories behind organizations and the sector – the good, the bad, and the ugly. Challenges: long hours make it difficult to have a life outside of work, going back to school, change jobs, look at different interests, have families; more plugged in than previous generations Reasons for working for an NPO: Enjoy giving back to the community - 82% Personal sense of satisfaction - 81.5%) Positive work environment - 58.3% Professional challenges - 57.2% Co-workers - 56% Working with clients: 42.7% Encouraging and supportive leadership: 40% Professional development opportunities: 37% Other: 3.4% Financial compensation: 2.8% Sherri to look for emerging leader corporate stats
How have generational differences affected your organization?
This slides can be more about statistics that anything
Provide multi-generational families with resources like Resource Generation and 21/64 Junior boards
Emily ’s Comments: Hard to recruit because they are viral Get email contacts from Facebook, mailing address from events May hear about your cause through direct mail or an event, but donate through a website or Facebook campaign
Largest group next to boomers so they are a good group to focus on for lifetime giving Similar to Gen X they may hear about your cause one way and donate through another channel. Like websites like care2.com, stayclassy.org, change.org – allow them to be ambassadors for your organization. Make sure you offer trainings and networking events
Here are some basic principles of fundraising that social media can help with. Social media is really related to individual donors Do you have ways to engage them? A great strategy is to recruit and work with younger board members who might have access to using social networks and who can engage their circle of friends or networks. Over 50% of the world ’s population is under the age of 30 96% of Millenieals belong to a social network EDA Consulting
Junior boards, next gen professional groups
It used to be simpler because there were fewer strategies to engage donors; now we have so many options due to social media that there needs to be more strategy.
One of the best things about social media is that there is potential for dialogue. A direct mail appeal can't do this in the same way that a blog can. Share news and opinions, take risks, and be ready for dissent and support. Your organization is trying to enhance engagement and you should be willing to post comments that challenge your opinions. This is how strong dialogue begins. You can always respond directly to positive or challenging comments, but allowing that space means you are open to the community. Of course, inappropriate or demeaning language is never acceptable. First thing you need to do is LISTEN and solicit participation before asking for anything This is a way of building relationships One of the great things about social media is that it is a low-cost way to communicate with your constituents. It's a great way to tell current donors and supporters how their participation impacted a goal, clients, or the mission. In fundraising, the closer we bring donors into the inner circle of our organization, the more likely they are to give and to give more dollars. Using social media is a great way to open that door to current and prospective donors, building closer relationships. Takes time – look at other successful campaigns. It is harder to track the ROI.