Stratagems mast
June 2018 
is published monthly by Jim Eskin, External Affairs Counsel, who has more than 30 years of leadership experience in institutional advancement, fundraising, public affairs, and communications. His consulting practice helps people and organizations with philanthropy, advocacy, and image so they can more effectively touch lives and improve the world. He welcomes the opportunity to hear about your funding and institutional advancement needs as a first step in designing a strategy and effective plan toward building a stronger future.
 Contact Jim Eskin at:
10410 Pelican Oak Drive
San Antonio, TX 78254-6727
210-523-8499 (H)
210-415-3748 (C)

Answers: 1=d, 2=c, 3=e, 4=b, 5=a
From time to time our spirits are lifted by examples of
philanthropy that astound and remind us that there are heroes from a variety of backgrounds all around us. Take the late Sylvia Bloom
- Margolies who passed away in 2016. We are just now appreciating her amazing story. She didn't need many of the finer things, perhaps a good chocolate now and then and a lively bridge game. Professional and personal independence were always a priority. Bloom -Margolies , who worked for 67 years as a legal secretary at a New York City law firm until her retirement at age 97 was recently revealed to have left $6.24 million to Manhattan's Henry Street Settlement for endowed scholarships, and $2 million to Hunter College (her alma mater) and a yet unnamed third scholarship fund. No one, apparently, knew that Bloom had amassed such wealth. She built her fortune through savvy investing, following the lead of her bosses, who would, in her earlier years at the firm, have her purchase stocks on their behalf (she would purchase the same stocks for herself, only in smaller amounts). This is another vivid reminder that we should never rush to assumptions about a donor's giving capacity. 
 Partnering with Microsoft
I am absolutely thrilled to announce a partnership with Microsoft-San Antonio on a
Non-Profit Empowerment Series. The purpose is to equip staff and volunteers of non-profits with capacity building expertise and confidence, so they can raise more money to advance their respective missions and improve the quality of life, with an emphasis on underserved communities. This positions me to do what I enjoy most -- t alk to passionate professionals and volunteers on embracing fundraising principles and best practices and asking. 

Workshops will be open free to the public at the Microsoft theater in the San Antonio store. We have chosen an early evening format to reach the broadest possible audience. The interactive format also allows for mixing before and after the presentation and plenty of time for questions. The first four sessions this summer will focus on:

* Fundraising=Common Sense
* A conversation with super philanthropist Harvey Najim
* Prospect identification
* Rehearsing the ask

The series kicks off June 20th at 6 pm.  If you're in the San Antonio area (The Shops at La Cantera), join us. 
Board Training
It was a treat to go on the road and lead a three-hour fundraising workshop for the leadership of the Junior League of El Paso. The organization has a proud history dating back to 1933 in tapping the
spirit of volunteerism and transforming communities through advocacy, direct service, public education, fundraising and hard work. They have already provided more than 500 programs that have had a direct impact on the community returning more than $6 million to the city of El Paso through its service projects, programs, and community assistance grants. They have a unique model in which resources are developed completely through volunteers without professional fundraisers on the staff. They are now gearing up to meet their biggest challenge yet -- a $2 million capital campaign for construction of a new headquarters. After spending a productive weekend with them, I have no doubt that they will be successful.
Radio Show 
The partnership with KROV-FM moves forward with a new weekly 30-minute radio program
fittingly called Time, Talent, Treasure. The program captures the uplifting and infectious spirit by featuring the inspiring stories and wisdom of the heroes among us who are changing the world for the better. Guests include philanthropists, non-profit CEOs and lay leaders, and passionate volunteers. Our inaugural guest was Harvey Najim, who has donated $100 million from family foundation and personal gifts. With General Manager Tommy Calvert co-hosting program, the time just flew by. Doug Heath will typically co-host the program. Please tune in through the Internet to listen on Thursdays, noon to 12:30 pm as we meet others who are making a profound difference through a spirit of sharing and caring.
It's exciting to add webinars to my consulting arsenal, since it's such a growing and dynamic
part of the instructional industry. It was my privilege to lead a 60-minute webinar for the International Association of Jewish Free Loans, with representatives from a wide range of cities around the country -- including San Francisco, Philadelphia, Detroit, Phoenix, Cleveland and San Antonio. We covered the 10 common sense lessons of fundraising and, of course, emphasized the urgency of "just getting started." (Here is the PowerPoint slide deck.) These fine organizations help people with temporary financial challenges through need and opportunity-based interest-free loans. In contrast to outright gifts, this well-proven concept offers a lasting solution, enabling recipients to remain or become self-sufficient, productive members of their communities, while retaining self-respect and dignity. The telling, local motto: Interest-Free Loans . . . Because "Life Happens!"  Many thanks to my friends from the San Antonio agency, Tim Grossman and Laura and Mike Richardson, who helped expedite arrangements. I welcome the opportunity to conduct webinars on a variety of topics and levels with other non-profits, making it possible to engage and assist professional and volunteer fundraisers throughout the country.
Sometimes fundraising can take very modest forms, while other times it puts on the Ritz and it
doesn't get glitzier than the red carpet for the Metropolitan Museum of Art's annual fundraiser which attracts the hottest celebrities and trendiest fashions. Since Anna Wintour began hosting the gala, the event has raised more than $145 million for the Costume Institute at New York's preeminent art museum, Movie stars and business titans turn out in profusion. The Met Ball, featuring attendees in elegant and elaborate dress, has become synonymous with springtime in New York. It took a team of four people to help Rihanna and her extraordinary train navigate the red carpet. Sarah Jessica Parker, a symbol of bold fashion choices, topped her look with a headdress befitting royalty. Fashion model Karlie Kloss sported Versace and said jade was her theme accessory.
The Met Ball began in 1948 to raise money for the museum's costume department.  
A Nonprofit Finance Fund sector survey across all 50 states indicates that, in the face of chronic
challenges intensified by deep concerns about real-time developments, leaders are expanding programs and hiring staff. To wit:
* Demand continues to rise faster than the ability to meet it: 86% of respondents say demand for their services is rising; 57% say they don't think they can meet it;
* Non-profits are moving forward with determination and creativity: Fifty-four percent increased staff and 55% increased compensation in 2017; 63 percent plan to expand their programs or services; and 68% are collaborating with other nonprofits. Sixty percent plan to increase the diversity of their leadership and/or staff; 45% will develop a succession plan; 38% will invest in impact measurement software; and 37% will engage more formally in advocacy/policy.
Nonprofit Finance Fund officials emphasize that the data reaffirms the unflagging dedication of non-profit leaders, who continue to pursue new ways to more effectively support more people and communities.
Learning from Masters
Sally Bryant DeChenne started her advancement career in 1989 at her alma mater,
Washington State University, and went on to leadership positions in higher education and healthcare, including serving as chief advancement officer for Marymount California University. She started a fundraising consulting firm in 2001, serving clients including the University of Washington and the University of Southern California. In 2008, she joined BRYANT GROUP and was promoted to President and CEO of the firm in 2017. BRYANT GROUP is an executive search and team effectiveness firm, exclusively serving the advancement field for the past 30 years. The firm's mission is building powerful teams by recruiting the best, breaking down silos, and raising up leaders. She says successful fundraising has long been about matching the donor's interest to the organization's vision, while involving the donor in a meaningful way. Today, however, attracting and keeping a donor's attention takes more focus on the development officer's part, due to the plethora of philanthropic options at hand through social media and other technology. Advice for development professionals wanting to advance in their career: "Stay where you are for at least four to five years. There are many opportunities for talented advancement professionals, but in our recruiting practice, we look for people who stay in a position long enough to truly make an impact. She also recommends getting leadership training or coaching. Effective leadership and true team work are essential for superior results."
Best vs. Worst Oucomes
The bottom line: The rewards of asking for a gift outweigh the risks many times over. It's
human nature to be apprehensive when making solicitations for the first time. But your confidence will grow quickly, and you'll become more comfortable with every ask. Here's another perspective: Fundraising in this country goes back to at least 1643 when Harvard held its first annual fund appeal (No wonder they have the largest endowment on the planet at $40 billion.) Since that time there hasn't been one recorded casualty from someone being turned down. On the other hand, think of all the good that's been accomplished because professional and volunteer fundraisers made the ask. Here's my recent LinkedIn article for more on the subject.
Generational Lens
A Blackbaud study explores charitable habits and multichannel preferences of Millennials,
Baby boomers
Generation X, Baby Boomers, Matures, and includes a first look at the charitable perspective of up-and-coming Generation Z. It shares insight into each age group's giving practices and potential, top giving channels by generation, and evolving donor expectations, attitudes, and habits. Key findings:
* Fewer Americans are giving, so understanding and retaining the donors you have is more important than ever. Apart from Baby Boomers, each generation has seen a decline in the percentage of cohort members who say they give to charity since 2013.
* Baby Boomers remain the most generous generation. Boomers say they gave nearly $60 billion to nonprofits last year. That represents 41% of all money donated during that period. Boomers are the only generation seeing a directional increase in the percentage of cohort members who say they give.
* Generation X is approaching prime giving years. More than 20% of Gen-Xers say they expect to increase their giving in the coming year. A significant number of Gen-Xers report they are in the process of making decisions about where their money will go after they're gone.
* Millennial giving is still a work in progress. Approximately 34 million Millennials contributed 14% of all money donated over the past year. Building relationships with Millennial donors is a long-term investment.
Is tithing becoming another term for generosity? According to LifeWay, most churchgoers say
Pass the plate
the Bible commands them to give. But their tithes don't always go in the offering plate. Half of Protestant churchgoers say their tithes can go to a Christian ministry rather than a church. A third say tithes can go to help an individual in need. And more than a few (18%) say tithes can even go a secular charity. For the study, LifeWay surveyed 1,010 Americans who attend services at a Protestant or nondenominational church at least once a month -- as well as 1,000 Protestant senior pastors. Most churchgoers believe they are commanded to give. And many believe in the idea of tithing, which is often understood as giving away 10% of a person's income. The more churchgoers attend services, the more likely they are to tithe. Fifty-seven percent of those who attend services at least once a week say they give at least a tithe. That drops to 28% for those who go once or twice a month. A third (35%) of those who attend once or twice a month say they are not consistent in giving -- compared to 14% of those who attend at least once a week.
Recurring Donor Rule   
The State of Modern Philanthropy from Classy reveals dozens of new, key online giving
insights, including:
* Recurring donor value: Recurring donors are 42% more valuable than fundraisers, and a whopping 440% more valuable than one-time donors.
* Giving Tuesday draws a younger, more engaged crowd: The median age of a Giving Tuesday donor is 25, which is 12 years younger than the median donor on a typical day. Additionally, donors acquired on Giving Tuesday are three to four times more likely to take their relationships with organizations to the next level by fundraising on their behalf.
* Peer-to-peer fundraising is mobile -- and friendly: Mobile transaction volume contributes to peer-to-peer campaigns almost twice as much as donation pages. Plus, 76% of all donations to a peer-to-peer campaign are made to individuals' fundraising pages, not to the organizations' campaign pages, suggesting that peers are engaging with their friends as much as -- if not more than -- the organizations themselves.
On the Bookshelf  
In The Real Deal: My Life in Business and Philanthropy, Sandy Weill tells a remarkable story --
that of a financial superstar who always loved the game more than the gold. Starting with $30,000 in borrowed cash in 1960, and relying on uncanny entrepreneurial instincts, Weill created one of the leading securities firms in the U.S. and became one of the best-known businessmen in the world. After selling his company to American Express and becoming its President, he experienced a professional setback. Undaunted, he cannily parlayed it into a second career, starting over with a sleepy consumer loan company called Commercial Credit, which over the next 17 years he transformed into the leading global bank, Citigroup. During this span, Weill as Chairman and CEO delivered an astounding 2,605% return to investors -- better than legendary CEO Jack Welch or investor Warren Buffett during that same period. Yet success is never an easy path, and Weill divulges the highs and lows. His ascent to power has been documented by the media over the years, but never before has Weill revealed the brutally honest and unvarnished side of an astonishing life and career. And Weill goes further, sharing his love of philanthropy, a journey that took him "from a mediocre bass drummer in my high-school marching band to the chairmanship of Carnegie Hall." 
12 Million Strong
The Johns Hopkins Center for Civil Society Studies  finds that America's non-profit
Corporate Giving
organizations continue to gain ground on other major industries. The research shows that the 12 million-stong U.S. non-profit workforce ranks third in size among the 18 major U.S. industries, behind only retail trade and manufacturing.  Other non-profit highlights as of 2015:
* It's a "major" industry in most states. Economists consider any industry that accounts for 5% of a country's workforce to be a "major" industry. By this measure, the nonprofit sector is a major industry all but one of the nation's states and District of Columbia. And in more than half of the states, the non-profit sector accounts for more than 10% of private employment.
* It's a diverse industry with a broad array of services. Healthcare -- encompassing hospitals, clinics, and home health service -- accounts for 54% of all nonprofit employment, but non-profits are active in a wide assortment of other fields as well, from education and social services to arts and culture.
* It's a dynamic presence. Non-profits continued to gain ground as employers between 2012 and 2015 in nine industries: manufacturing, wholesale trade, finance and insurance, and a collection of six smaller industries. 
Quiz: Best Corporate Citizens
Corporate Responsibility announced its 19th annual 100 Best Corporate Citizens list, recognizing the standout environmental, social and governance performance of U.S. public companies. Match the following corporations with their respective ranking to complete this quiz. Answers are shown in the green box at the bottom of the left column. Until next month...

1. Apple             a.  No.1
2. Exxon            b. No.5
3. GM                c.  No.21
4. Hasbro          d.  No.42
5. Microsoft       e. No.90