Back in the 1950s, when a reporter asked the notorious Willie Sutton why he robbed banks, he supposedly responded, “That’s where the money is.” Proponents of the business of philanthropy should heed this simple wisdom and cultivate relationships with the wealthiest prospects — those with the most capacity to give.

Americans are generous, but according to the Institute for Policy Studies, the percentage of those who give small gifts to charity has declined from 66% to 53%. While the total amount donated continues to rise every year, the authors contend, “Any increase in giving has been driven by donations by mega-donors and mega gifts over $300 million.” Whether they like this trend or not, many nonprofit organizations have responded by focusing on larger donations from the wealthiest donors — many with private foundations or donor advised funds.

Here are some guidelines for fundraising where the money is.

1. Billionaires discuss finance. If it seems to you that there are more billionaires each year, that’s because there are. At last count, New York City alone had 107 and San Francisco had 44.

If you’re a nonprofit fundraiser, you may one day be sitting across the table from a billionaire — or at least a financially-savvy, aspiring billionaire. What will you talk about? Your organization’s mission and impact ought to be front and center, but, given that the wealthy devote a large percentage of their attention to making money, demonstrating some financial savvy should come high on the list of conversational topics. Now is as good a time as any to make all things financial a steady part of your news diet. CNBC, Bloomberg and The Wall Street Journal are among my favorite resources. Khan Academy’s courses on finance and capital markets might be helpful for beginners.

2. The Fed is in charge. This is a critical topic upon which to base your financial education. When it comes to inflation and other economic issues, a lot of people point fingers at the president, but the real epicenter of power is about a mile southwest of the White House — the Federal Reserve Bank.

Is a pay raise a better motivator for employees than better work conditions? Or is a better working relationship with a supervisor or manager more important than a pay raise to motivate an employee? Whatever your view on this topic, you can probably find a study that supports your position.

For example, an online Salary.com poll revealed that 39 percent of employees said that, given a choice, they would want time off more than an equivalent boost in pay. However, most of the 4,600 respondents still preferred a bigger paycheck.

But two other studies reveal that the question of what motivates employees to perform their best and stay at their jobs is more complex than just “more money.”

A long-term Gallup study found that the No. 1 reason affecting an employee’s length of stay on a job is the relationship with that person’s immediate supervisor.

And one employer, Bristol-Myers Squibb, reached the same conclusion in a study on the causes of its turnover problems. That study found their employees consistently listing relationships with their direct supervisors as the most important determining factor in their levels of satisfaction and engagement in their work. The employees who liked their supervisors were more likely to be satisfied with their jobs and to stay in their jobs.

Major factors causing employees to leave: Of those employees who had decided to leave their jobs, very few said money was the reason. But most would say that “my manager,” “my work,” and “my career,” were huge factors on why they leave. Career and work are the top considerations [causing employees to leave]. Money doesn’t appear to be a huge driver of departures.

Episode 4: Join Bryan Orander of Charitable Advisors as he talks with Andrea Davis, executive director of Hamilton County Area Development, about research on the need and increasing support for more affordable housing options in Hamilton County. Listen

Fundraising win/win: Assess your fundraising operations while developing the next generation of fundraisers and nonprofit leaders opportunity. The O’Neill School of Public and Environmental Affairs at Indiana University/IUPUI is looking for student nonprofit project partners for the fall 2022 semester classes of Fund Development for Nonprofits. Spaces are limited. Contact Nadia Goldman at nadgold@iu.edu or (812) 855‐5220.

The Indiana Department of Veteran Affairs raised $16,376 during its annual golf outing. The funds will benefit its nonprofit partner for the year, Pets Healing Vets, which matches shelter dogs and cats with veterans suffering from post-traumatic stress disorder or traumatic brain injury.

Hoosiers Feeding the Hungry has received a $5,000 grant from The Brave Heart Foundation to support its “Meat” the Need initiative. Proceeds will be used to process one- and two-pound packages of meat to support food banks and hunger relief efforts throughout the state. Discover more about the initiative.

Living in the Community with Dementia report. A new research brief discusses the many challenges faced by the growing number of older people living with dementia in the community and several promising initiatives. Review the research findings.

The Brave Heart Foundation has granted Brooke’s Place for Grieving Young People a $5,000 grant to support the nonprofit’s Camp Healing Tree. Proceeds will be used to support grieving youth ages 7-17 by connecting them with other youth who have experienced the death of someone close to them. Read more.

Is your board staying on top of local nonprofit news and industry trends? Find great resources in the weekly Not-for-profit news and Frontline Perspectives. Encourage your board member to subscribe

Propel on June 14 from 6-7:30 p.m. at The AMP at 16 Tech, 1220 Waterway Blvd. Join a night of big ideas and game-changing investments as human services initiatives pitch bold solutions that alleviate barriers for those from under-resourced communities or asset limited backgrounds. Presented by United Way of Central Indiana. Cost: Free. Register

Internal controls for board members webinar on June 16 at noon. Learn practical tips on how to adjust your internal controls in a remote work environment. Presented by VonLehman CPA & Advisory Firm. Cost: Free. Register

Navigating the nonprofit workforce crisis webinar on June 23 at 2 p.m. This session, which includes a live Q-and-A component, equips nonprofits with strategies for navigating the current workforce challenges to recruit and retain. Presented by Blue Avocado. Cost: Free. Register

How to foster pay equity for fundraisers on June 23 from 2-3:15 p.m. Experts will share tips on how to identify pay disparities among fundraisers, take steps to correct them, and ensure a fair approach to hiring and compensation for the long term. Presented by The Chronicle of Philanthropy. Cost: $69. Register

Pronouns in the workplace webinar on June 27 from noon-1 p.m. Learn the importance of pronouns in the workplace and strategies for gender-inclusive language in the workplace. Presented by Purple Ink. Cost: Free. Register

NeighborLink Indianapolis is searching for volunteers who can commit to a six-month role with a time commitment of up to 1.5 hours per week, as well as volunteers to fill in during phone intake volunteer vacations. If interested, contact Hailey Zuercher at hailey@nlindy.org

IndyHumane is looking for additional volunteers to join its Foster Program, specifically for a number of larger dogs who have been at the shelter for an extended period of time. Learn more about IndyHumane’s Foster Program and/or apply to become a foster parent

Central Indiana Community Foundation Our road to equity: A year in review

Charitable Allies  3 signs it’s time to change your bylaws

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