I Was Wrong: Jimmy LaRose and I Agree On Everything That Matters w Jim Eskin

About a year ago I hosted Jimmy LaRose in our Non-Profit Empowerment webinar series. We labeled the program: Let’s Agree to Disagree. During this lively one-hour discussion, I had the chance to ask him 20 questions probing challenges and opportunities confronting American philanthropy. Now, after reading his most recent book Major Gifts Ramp-Up: Money Is Oxygen — Without It Charities Can’t Breathe, co-authored with Joanne Oppelt, I can proudly and unequivocally declare that we are kindred spirits.

We embrace the same passion, conviction, and stratagems on what truly will move the needle on touching, improving and saving more lives, especially helping those who are struggling.
This realization is built on the following 10 significant pillars of agreement.

1. Donors are our heroes and should be treated accordingly: Without their awesome $557 billion of annual voluntary support, non-profits are powerless. Good works in essential areas like healthcare, education, economic development, arts and culture, animal welfare and a wide range of human services will come to a grinding halt without those irreplaceable dollars. We owe donors nothing less than an unstinting commitment to operate in the most effective and efficient manner possible.

VISIT HERE TO PURCHASE YOUR COPY OF MAJOR GIFTS RAMP-UP THE BOOK ON AMAZON

2. The non-profit ecosystem is oversaturated and bloated: This benefits no one — not the fine men and women committed to their noble missions nor those who so sorely need our help. Most alarmingly, the overlay of 1.5 million non-profits, too many of which share the same mission space, compromises the trust donors place in the social sector. Many of us hoped that the pandemic would result in more consolidation, collaboration and synergy, but that just didn’t happen. The last thing philanthropy needs is the launching of new organizations sapping the strength of existing non-profits and confounding donors and prospects.

3. Emphasis on major gifts is the surest route to resource development success: We also had high hopes that the pandemic would convince everyone that we don’t need more galas, luncheons, golf tournaments and other so-called special events to obtain and sustain financial support from the men and women who believe in our causes. Rubber chickens don’t motivate people to give; it is the ability to forge friendships and confidence aligning with their values, needs and priorities.

I Was Wrong: Jimmy LaRose and I Agree On Everything That Matters

4. Resource development must be grounded in data-driven research: This is where LaRose and Oppelt’s new book really shines. Their principles, strategies and best practices aren’t based on whimsy or pet projects, but rather a Clemson University multi-year clinical study evaluating charitable outcomes related to capacity building representing a $2 million investment. The Major Gifts Ramp-Up model is an outgrowth of those findings.

5. Success is irrevocably linked to major gifts: Consider where that $557 billion comes from. Two-thirds comes from individual philanthropists and an estimated 90% of the total comes from just 10% of the donors. For sure, the definition of major gifts varies from organization to organization and even evolves over time in the same organization. But whatever that amount is, the discovery, cultivation, solicitation and stewardship of the non-profit’s largest gifts will determine how robustly it can deliver on its mission.

6. Invest in strong CEOs and let them do their jobs respecting the proper boundaries between board and management: The private sector gets it and has rightfully enjoyed epic returns on investment. Regardless of the nonprofit’s size, mission and part of the country, the board’s role is to govern, decide policy and chart long-term vision and direction. Problems repeatedly arise when those boundaries are blurred. Let the strong CEO supported by staff manage day-to-day operations, especially fundraising and be evaluated and rewarded on their successes and shortcomings.

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7. Recognize that board members who truly enjoy and are effective at soliciting gifts are few and far between: Never forget that board members can contribute mightily to resource development success without ever having to solicit gifts. They play enormously vital roles by breaking the ice and introducing prospects from their personal, professional and civic networks to the mission of the organization and initiating the cultivation process. A great way to let them dip their feet in the fundraising pond is by having them make thank-you calls to current donors with no other agenda than simply expressing gratitude. When the time is right, development professionals and/or board members who are comfortable with soliciting can make the ask.

8. Tap the potential of board members at their highest value skills and interests: This covers a wide range of important responsibilities ranging from legal, financial, real estate, communications and other expertise that will propel the organization forward while avoiding incurring additional expenses.

9. The social sector needs more courage: Though Jimmy and I have discovered that we are in agreement, there is nothing wrong with disagreement. Debate is healthy and should be welcome. We are troubled by the level of kowtowing and ass-kissing to those in power. The best way to serve an organization is by offering your best thinking and challenging the CEO. Great leaders nurture such an open environment.

10. Like the world around it, philanthropy is constantly evolving, adapting and changing: Jimmy embraces such flexibility as long as it’s robustly supported by research, data and case studies. The pandemic experience reminded us of this truth as we pivoted and improvised on longstanding tactics such as the necessity of making major gifts solicitations face-to-face and recognizing that screen-to-screen can produce results.

No matter where we stand on the issues, all of the above takes a backseat to the respect that I have for Jimmy because he is first and foremost a truth-teller. I consider him Charity’s Truth-Teller. His favorite expression is worth its weight in gold: “Truth never fears a challenge.”

In pursuit of candor, I will admit one ongoing disagreement. Our parents both named us James and gave us the nickname Jimmy. Mr. LaRose joyfully has kept this nickname all his life, but when I left home for college, I rebranded myself as Jim.

VISIT HERE TO PURCHASE YOUR COPY OF MAJOR GIFTS RAMP-UP THE BOOK ON AMAZON

About the Author

After a successful career leading advancement for three institutions of higher education, Jim Eskin’s consulting practice, Eskin Fundraising Training launched in 2018, builds on the success of his more than 250 fundraising workshops, webinars, webcasts, podcasts and board sessions, and provides the training, coaching and support services that non-profits need to compete for and secure major gifts. He has authored more than 150 guest columns that have appeared in daily newspapers, business journals and blogs across the country, and publishes Stratagems, a monthly e-newsletter exploring timely issues and trends in philanthropy. Sign up here for a free subscription. He is author of 10 Simple Fundraising Lessons, which can be purchased here and has released his second book, How To Score Your First or Next Million-Dollar Gift, that can be purchased here

I Was Wrong: Jimmy LaRose and I Agree On Everything That Matters was first posted at INSIDE CHARITY

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