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•January 1 2014 NPT_Layout 1 12/17/13 1:56 PM Page 1 HE ON ROFIT IMES TM TThe Leading Business PublicationN For Nonprofit ManagementP • www.thenonprofittimes.com •T $6.00 U.S. January 1, 2014 Giving Tuesday More orgs, more money, more questions about donors

BY MARK HRYWNA AND PATRICK SULLIVAN mGive Foundation. s #GivingTuesday advancing the It’s too soon to say whether donors are needle on charitable giving or just shifting the timing of their giving instead of moving it around during charities’ making them later on in the month, in- busiest time of year? That’s the ques- creasing their giving overall or shifting I their gifts online from other channels, tion that remains to be answered after #GivingTuesday last month. But, non- such as checks or in-person, according to profit leaders are still pleased Dr. Una Osili, director of re- with the huge jump in dona- search at the Indiana Univer- tions and funds raised dur- “Smart organizations sity Lilly Family School of ing the second iteration don’t procrastinate.” Philanthropy in Indianapo- Ron Shaich is the founder of what is intended to lis, Ind. She said giving and executive chairman, --Steve MacLaughlin Panera Bread and president, become a national day could be greater this Panera Bread Foundation. of giving. year because the overall At least $32.335 mil- economy seems to be im- lion was donated on Dec. proving, and key indica- 3, based on a survey by The tors of charitable giving, ‘Pay-What-You-Can’ Concept NonProfit Times of five donation pro- such as household income and the un- cessing platforms: Blackbaud, DonorPer- employment rate, seem much more posi- Challenged By Thin Margins fect, Pay Pal, Network for Good and Razoo. tive this year than last year. Other companies that were queried either “It’s healthy to shift away from putting BY MARTIN DAKS ates the Panera Cares cafés. planned to release data after the new year all their eggs in the last day’s basket,” anera Bread Co. wants to give “It’s a complex business model, in or did not release aggregate dollar totals said Steve MacLaughlin, director of the something back to the commu- part because we’re committed to deliv- but reported large percentage increases in Idea Lab at Blackbaud. nities it serves, and one way it ering the ‘Panera experience’ at all of participation and donations over last year. “Smart organizations don’t procrasti- has is to launch a series of our locations,” she said. “Revenue at nate; if anything, they’re getting their last P the Panera Cares cafés varies by month, The total does not include all of the “community cafés” where “suggested $5.75 million raised by Baltimore’s “BMore few dollars on the last two days of the donations” replace fixed prices on the so sometimes there’s enough to cover Gives More” #GivingTuesday campaign, year. Focusing more on driving giving to- menu. The concept is fine, but “it is the operating costs. But in some which benefited hundreds of Charm City ward a deadline will help you to increase challenging,” said Kate Antonacci, di- months the Panera Foundation subsi- charities. Nor does it include $85,455 overall giving. The holiday thing is huge rector of social impact initiatives for the dizes the cafés.” raised via text donations through the Giving, page 6 Panera Bread Foundation, which oper- Margins, page 5

Five Outstanding Low-Budget Websites Impact doesn’t have to cost a small fortune BY ZACH HALPER our website is your most visible and visited marketing piece. It says a lot about an organization. Websites are supposed to level the playing field -- small versus big -- when it comes to generating support and pushing Y advocacy. Outstanding websites offer an effortless user experience, where an audience is encouraged to take action through compelling content, strong visuals, and a clear call to action. If a supporter was interested in doing more with your organization, it should be instantly clear how the person can donate to your mission, and engage with your programs. While nonprofits with large operating budgets can set the bar high with their daz- Websites, page 16

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Editor-in-Chief Paul Clolery January 1, 2014 Vol. 28 No. 1 [email protected] In This Issue

Senior Editor Mark Hrywna [email protected] S______PECIAL REPORT Staff Writers Patrick Sullivan [email protected] Zach Halper Accounting Software [email protected] Reading, Writing, And Running Software 11 BY TED NEEDLEMAN Contributing Editors Susan Ellis Herschell Gordon Lewis Accounting Automation: Prominent Applications 12 BY TED NEEDLEMAN Thomas A. McLaughlin Tim Mills-Groninger Amy Sample Ward

______EWS President John D. McIlquham 1 N Business Manager Barbara Nastasi Giving Tuesday [email protected] 11 BY MARK HRYWNA AND PATRICK SULLIVAN ‘Pay-What-You-Can’ Concept Challenged By Thin Margins Production Manager Jeff Nisbet 21 BY MARTIN DAKS [email protected] Five Outstanding Low-Budget Websites 21 BY ZACH HALPER Marketing Director Deanna Quinones [email protected] Coalitions, Partnerships And The #Unselfie 26 BY MARK HRYWNA Advertising Sales Director Scott Vail [email protected] (973) 538-3588 C______OLUMNS

Business Development Dir. Peter Manfre GENERAL RAMBLINGS [email protected] 4 19 Two Imperatives (973) 401-0202 Ext. 219 BY PAUL CLOLERY

Classified Manager Mary Ford STREETSMART NONPROFIT MANAGER [email protected] 15 CEO Survival (973) 401-0202 Ext. 206 BY THOMAS A. MCLAUGHLIN

Corporate John McIlquham President & CEO D______EPARTMENTS

Paul Clolery Vice President/Editorial Director 24 News In Brief

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JANUARY 1, 2014 THE NONPROFIT TIMES www.thenonprofittimes.com 3 •January 1 2014 NPT_Layout 1 12/17/13 1:56 PM Page 4

THE NONPROFITTIMES

PAGENEWS IN BRIEF4 Donors See (RED) During Red Kettle Cash Stolen in D.C. knife-wielding thief made off with an es- The suspect was confronted by a security High-End Auction A timated $10,000 in cash from one of the guard during the theft and drew a knife. Reck- line said the guard was not harmed. A descrip- n auction at Sotheby’s generated $12.88 million for Project (RED). Among the 43 items auc- Salvat ion Army’s community centers in Wa sh- tion of the individual was not made available. tioned were a pair of 18-karat gold headphones designed by Apple’s Jony Ive, at $461,000, ington, D.C., the proceeds of a weekend’s holi- A “The Salvation Army is grateful the on-duty and a one-of-a-kind Leica M camera designed by Ive and industrial designer Marc Newson that day Red Kettle Campaign. security officer at Solomon G. Brown was un- fetched a cool $1.68 million. Salvat ion Army National Capital Area Com- harmed during this incident. We are praying for The Bill and Melinda Gates Foundation matched the funds raised from the auction. “Because mander Maj. Lewis Reckline, in a stat ement to the suspect(s) involved,” said Reckline. The the U.S. and U.K. government have challenge grants, you can add 43 percent to the total raised The NonProfit Times, said that someone broke funds were being stored at the community cen- tonight, bring it to $37.46 million,” said Mark Dybul, executive director of the Global Fund to Fight into the Solomon G. Brown Corps Community ter rather than deposited in the bank because it AIDS, Tuberculosis and Malaria via a statement released by (RED). Center at approximately 5:30 a.m. on a Sunday. was a weekend and the banks were closed. No (RED), based in New York City, is a program of ONE, with U.S. headquarters in Washington, D.C. It is believed that the individual must be some- arrests have been made. – Zach Halper It was created in 2006 by U2 singer Bono and Bobby Shriver, son of Peace Corps architect Sargent one who knows where the safe was locat ed. Shriver. (RED) pulls in corporate partners, who donate portions of the sales of certain items to the Global Fund to Fight AIDS, Tuberculosis and Malaria, based in Geneva, Switzerland. According to its website, (RED) has raised more than $215 million. Catholic Charities Updates Stats The winning bids almost universally smashed expectations. The headphones and the camera were estimated to bring in around $25,000 and $500,000 to $750,000, respectively. A storm atholic Charities USA submitted revised data for the 2013 NPT 100, after presstime for the trooper helmet signed by Star Wars creator George Lucas, estimated at between $10,000 and CNov. 1, 2013 print edition. $15,000, went for $245,000. A custom Steinway and Sons grand piano sold for nearly $2 million Total revenue was revised from $4,227,510,561 to $4,253,529,524, which did not affect the No. and was originally expected to sell for between $150,000 and $200,000. 4 ranking for the Alexandria, Va.-based organization. The most prominent changes were in public Only two items either merely met or failed to meet expected bids: a ski suit, selling for support, increasing from $677 million to $694 million; government, $2.3 billion to $2.9 billion; other $10,000, which was the upper end of the estimated price range, and a prototype of Finnish furni- revenue, from $639 million to $90 million, and Program service, from $494 million to $500 million. ture maker Nikari’s December chair, estimated to bring in between $15,000 and $20,000 and sell- There were other minor changes on the expense side. Total expenses were revised from $4.34 ing for $11,250. billion to $4.36 billion; program from $3.74 billion to $3.76 billion; fundraising from $71.3 billion to $73.1 billion, and administrative from $521 million to $524 million.

Marc Jony Ive Original Revised Newson Bono Total revenue $4,227,510,561 $4,253,529,524 Public support $677,227,638 $694,267,174 Government $2,365,603,319 $2,916,127,269 Investment $51,613,692 $51,964,506 Program Service $494,057,799 $500,919,564 Other $639,008,113 $90,251,011 Total expenses $4,346,180,171 $4,366,980,434 Programs $3,744,479,141 $3,760,099,415 Fundraising $71,386,505 $73,122,483 Administrative $521,256,191 $524,699,602

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4 JANUARY 1, 2014 THE NONPROFIT TIMES www.thenonprofittimes.com •January 1 2014 NPT_Layout 1 12/17/13 1:57 PM Page 5

MARGINS

Continued from page 1 Antonacci added. tioned. “I’m aware of some places where cant costs associated with each addi- Successful pay-what-you-can estab- One wrinkle in the pay-what-you-can the model works, but because it is based tional item of food, and those costs have lishments get a lot of press, but the fail- model is people determining value, ac- on price discrimination, that’s a hurdle.” to be recovered.” ures don’t get as much publicity, said Phil cording to Brian Mittendorf, a professor In some industries, like music, it’s He also noted that some research Buchanan, president and CEO of the of accounting and management informa- not such a big challenge, he added. “The [such as “Shared Social Responsibility: A Center for Effective Philanthropy. The tion systems at the Ohio State University rock band Radiohead distributed some Field Experiment in Pay-What-You-Want Cambridge, Mass.-based nonprofit pro- Fisher College of Business who also of its music over the Internet using a Pricing and Charitable Giving; Ayelet vides data insight to assist philanthropic maintains a twitter blog at @Count- ‘pay-what-you-want’ model. But in that Gneezy” et al] indicates that sales will in- funders in improving their effectiveness. ingCharity. case the marginal cost to the band for crease when for-profit organizations ex- “The concept of community cafés, or “Different people will put a different each additional download was effec- plicitly notify customers that a portion of pay-what-you-can, is part of a broader value on the meal, and some values tively zero,” Mittendorf said. “With a the pay-what-you-can revenue will be trend that involves businesses stepping might be below the item’s cost,” he cau- restaurant, however, there can be signifi- Margins, page 8 in to try to address social problems,” he said. “The problem is that businesses are sometimes naive about how difficult it is to do it successfully.” For smaller operations that aren’t backed by a foundation, it’s even tougher. For example, an apparently successful operation is the two-year-old Soul Kitchen Community Restaurant in Red Bank, N.J., supported by the foundation of rock star Jon Bon Jovi. There Mission Delivered! are no prices on the menu and you might be seated with someone you don’t THANK YOU to the Abila Partners, Sponsors, Speakers, and most of all, our loyal know. Customers pay the minimum donation or volunteer in some way to earn &XVWRPHUVZKRPDGHRXUȴUVW$ELOD8VHUV&RQIHUHQFHDVXFFHVV a voucher for a meal. The organization declined an opportunity to comment. Theoretically, some customers will :HȇUHSURXGWKDW)RUZDUG7RJHWKHUSURYLGHGDIRUXPIRUQRQSURȴWDQG pay a posted, or suggested price that JRYHUQPHQWSURIHVVLRQDOVWRFRPHWRJHWKHUVKDUHNQRZOHGJHDQGH[SHULHQFHVDQG generally covers the cost of the meal. Others will pay less or even nothing, UHWXUQWRWKHLURUJDQL]DWLRQVHQHUJL]HGDQGUHLQVSLUHG while a third group will pay more than the posted price, balancing out any deficit. In practice it’s more compli- cated, with issues that range from people who could easily afford the full price but instead skip the tab to actually connect with the people who the restau- rants are trying to serve. “Currently, we bring in about 70 percent to 75 percent of what would other- Special thanks and congratulations to our award winners: wise be the retail value of the food,” Abila Inspiration Award Winners Abila President’s Circle Partner Winners according to the Panera Cares website. To achieve this the firm estimates that 60 Lutheran Social Services of New England 1RQ3URȴW7HFKQRORJLHVΖQF percent of people leave the suggested Community Action Partnership of Lancaster and -07&RQVXOWLQJ*URXS donation, 15 percent to 20 percent leave Saunders Counties more and 15-20 percent leave less or 136ROXWLRQVΖQF nothing. The cafés are located in Saint Wesleyan University 0F*RYHUQ&RQVXOWLQJ*URXS//& Louis, Detroit, Boston, Chicago, and Portland, Ore. People who cannot con- tribute have the option of working for an hour in the café in exchange for a meal. This past summer, however, a series of obstacles drove Panera to temporarily shelve another pay-what-you-can approach, called the “Meal of Shared Re- sponsibility.” Under that initiative, one healthy meal menu item in a traditional Panera shop carried a suggested price. The concept was rolled out in one store in Saint Louis, and was later expanded to 48 stores as a test, according to Antonacci. It was a challenge to attract needy people, Antonacci said, in part because the test markets were not located in direct proximity to the people in need. Further, once the initial marketing of the program subsided, awareness and participation dropped. “The Meal of Shared Responsibility concept is currently being reviewed to DELODFRP_ _LQIR#DELODFRP see how we can make it more effective,”

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GIVING

Continued from page 1 ing more than $6.5 million. The Advance but it can be shifted,” he said. encompasses more than 850 Methodist-re- It’s also unclear how #GivingTuesday lated projects and more than 300 mission- might impact the trend of regional or 2013 2012 aries. Global Ministries matched the first local 24-hour “giving days” throughout Blackbaud $19,200,000 $10,000,000 $500,000 received and all but $2 million, DonorPerfect $5,031,024 $1,201,355 the year, particularly during December. PayPal $3,777,678 $1,687,971 which was raised off-line, was raised Colorado Gives Day raised a record $15.7 Network For Good $1,780,709 $1,021,755 through Blackbaud’s Luminate platform. million from 68,000 in 2012 for Razoo $1,141,097 n/a Without UMC’s portion of Blackbaud’s re- 1,258 organizations, 23 percent Salsa Labs $520,000 $168,000 ported $9.2-million increase, overall Click&Pledge $500,000 n/a more than the previous year GiveCorps (BMore) $300,000 n/a fundraising during #GivingTues- and the third straight year it mGive Foundation $85,455 $55,000 day still would have been up increased. This year, Col- TOTAL $32,335,964 $13,911,081 almost 50 percent com- orado Gives Day took place “BMore Gives More” $5,750,000 $32,000 pared to last year. on Dec. 10, just a week after ($300,000 of this campaign processed by Give Corps) “Even if you were to #GivingTuesday, but by mid- All totals are approximate estimates take out that significant day was at $9 million, on pace amount of giving to one or to eclipse 2012. two organizations, it was still There’s also the question of up a considerable percentage,” whether #GivingTuesday brings said MacLaughlin. “A lot of it is not just dollars but more atten- because it was a broad national tion to nonprofits, in the way of campaign. If you’re a local ani- more donor engagement and in- mal shelter or Habitat for Hu- volvement and volunteering year- manity organization, you’re not round. “It will be interesting to track going to have all these media out- going forward. There are a lot more fol- lets covering your day. It’s a case of low-up questions that need to be done to a rising tide lifts all boats. When you disentangle the impact of #GivingTuesday. have that much awareness being gener- But early indicators suggest this is a great ated and nonprofits latching onto it and opportunity to raise awareness, link social personalizing it, that creates a very power- media and online giving to overall initia- dollars were recorded by Charleston, York City, which helped to launch #Giv- ful combination that we really only ever tives in cities and nationwide,” Osili said. S.C.-based Blackbaud, which reported ingTuesday, said the response far ex- see with major disasters and political elec- “It’s not just giving but also volunteering. $19.2 million raised this year, almost ceeded his expectations. “We were just tion cycles,” he said. One area we are working on is teaching double the $10 million in 2012, for an av- overwhelmed by the outpouring of gen- “At 12 a.m. you start at zero, so it’s children about philanthropy. This cam- erage gift of $142. erosity,” he said. “I think it really show- not as though you start at $10 million,” paign has that potential,” she said. Participation in the 2013 version of cased the creativity and entrepreneurism MacLaughlin said. “If anything, the suc- The Lilly School will be working with #GivingTuesday more than tripled from in the nonprofit world and the generos- cess that United Methodists had was Network for Good to gauge and analyze the previous year, leading to increased ity of the heart of this country. The com- when they chose to focus on #Giv- the data, using a control for the year and giving totals being reported all around. bination of traditional values and new ingTuesday as a broader fundraising month impact that #GivingTuesday Three times as many organizations partic- technology proved to be a really power- campaign and appeal. It was also driven might have on giving, Osili added. ipated in #GivingTuesday this year, with ful one,” he said. by matching gifts, and that makes it a re- Among five companies that provided more than 8,300 partners, and some of The General Board of Global Ministries ally powerful combination for donors.” estimates for both funds raised and num- the charities involved last year were much of the United Methodist Church (UMC) UMC’s previous largest one-day total ber of donations, the average gift was more active in the 2013 edition. announced that 11,000 donors in 34 coun- for fundraising was $492,882, the day about $126.14 from nearly 245,000 do- Henry Timms, interim executive di- tries gave more than 16,300 gifts through after Haiti was struck by an earthquake in nations. The majority of donations and rector of the 92nd Street Y (92Y) in New The Advance, UMC’s giving channel, total- January 2010, according to Melissa Hin- Coalitions, Partnerships And The #Unselfie

oalitions and partnerships allowed some statement. “The GiveDirectly team is outstanding, and $86,832 themselves, bringing its #GivingTuesday total #GivingTuesday participants to reach be- their tool -- unrestricted cash transfers -- has the poten- to $136,832. The majority of donations through Face- yond what they could have done on their tial to become a new standard of comparison for efforts book, according to Andrea Greif, senior director of C own. A coalition of about 300 nonprofits, to help the global poor.” communications. foundations and businesses in Baltimore started the Wolverine Human Services in Grosse Pointe Park, New this year was The #Unselfie, where participants “BMore Gives More” campaign, aiming to raise $5 mil- Mich., was the recipient of more than $70,000 worth of turn their cell phone cameras around and capture self- lion in the city of Baltimore, Md. matching gifts from rapper Eminem and his Marshall less acts, post it to social media and tag it with #un- Jamie McDonald, founder and president of crowd- Mathers Foundation. “What a matching campaign does selfie and #GivingTuesday. “The unselfie is a really funding platform GiveCorps and the convener of good indicator of how much people want to talk about “BMore Gives More,” said the campaign generated We introduced the how they give,” said Aaron Sherinian, vice president of $5.75 million. About half of the organizations used communications and public relations for the Washing- GiveCorps, for a total of approximately $300,000 com- unselfie before it was ton, D.C.-based United Nations Foundation, which also ing through the site, almost 10 times last year’s helped incubate the day of giving. “People want to talk $32,000, according to McDonald. the word of the year. about giving, they want it to be personal and they want Another way #GivingTuesday participants expanded it to be social.” --Aaron Sherinian beyond their own borders was with matching gifts and The Unselfie is particularly apropos because Oxford matching pools. Good Ventures, a San Francisco, Calif.- for us is it gives the donor another reason to donate,” said Dictionaries chose “selfie” as the word of the year. “We based foundation, is matching $5 million to the New Matthew Wollack, director of development for Wolverine introduced the unselfie before it was the word of the York City-based GiveDirectly, beginning on #Giv- Human Services. “The average person who can only do- year,” said Sherinian. “The coincidence is important; it ingTuesday and extending through January. “Support-‘‘nate $5, $10, it gives them an extra incentive.” was a great opportunity to leverage this,” he said. The ing GiveDirectly is an excellent opportunity to help The Leukemia and Lymphoma Society received UN Foundation’s digital team came up with the concept empower extremely poor people to improve their $50,000 in matching donations from an anonymous that would help participants tap into the energy around lives,” said Good Ventures President Cari Tuna via a donor. The White Plains, N.Y. organization raised #GivingTuesday. --Mark Hrywna NPT

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FREE WEBINAR SERIES

nen, director of content and public infor- nonprofit has a better sense of fundrais- mation. UMC did some social media for ing results earlier in the year rather than #GivingTuesday last year, but Hinnen at the last minute.” said this year “exceeded our wildest Jon Biedermann, vice president of dreams.” Initially, she said, they had fundraising solutions at DonorPerfect, la- hoped to make it a million-dollar day and beled the concern of gift flipping a fal- grab the $500,000 matching gift. lacy. “It’s the same thing I hear from Donation processors still were giddy board members who say, ‘We don’t want about the year-to-year numbers. Among to ask our donors too much. We need to organizations that participated in 2012 give them a rest,’” he said. “All the data and 2013, DonorPerfect estimated that clearly shows, the only reason they give the dollars raised increased by 162 per- to an organization is because they’re cent, the number of gifts increased 89 asked, and if you don’t ask you lose them percent, and the total average gift -- simple as that,” he said. Some believe jumped 39 percent, from $125 to $173. that a good cycle for asking is once or Evolving Nonprofit Salsa Labs also reported substantial in- twice a year, however, data clearly says creases for nonprofits that participated that organizations can start losing donors in both 2012 and 2013. Those that were after 60 days, according to Biedermann. Regulations in 2014 active both years received 77 percent “Why in the world would you run a more donations this time than in 2012. company like a pizza shop where you Nonprofit accounting regulations and standards continue to evolve -- The Washington, D.C.-based company only serve your customers once every 60 processed about $520,000 for 347 organ- days? Customers are their donors, and a from determining fair market value on unconditional promises to reporting izations this year, compared with 230 or- good chunk of them want to give,” Bie- classifications for restricted funds. How can you ensure accountability ganizations that raised $168,000 in 2012. dermann said of charities. and compliance in all facets of your financial management? Skeptics of #GivingTuesday believe it Biedermann said he’s rarely seen could cannibalize year-end giving, the nonprofits take fundraising solicitations busiest time of year for most charities. too far. An organization might turn off Join us for the one hour webinar "Meeting Evolving Nonprofit Regulations in Others fear that nonprofits might get some people by “asking too much,” but 2014", as nonprofit accounting expert Jacqueline Tiso shows how nonprofits lost in all the donation requests on the the more that nonprofits ask -- especially can leverage their accounting systems to effectively meet and comply with Tuesday after Thanksgiving, crowding in direct mail -- the more revenue they ever evolving regulations and standards. each other out. will generate. “Each time they ask more, That #GivingTuesday might canni- they make more money. The more you balize year-end giving is “a specious ar- mail the more money you make. That’s During this session you'll learn: gument,” MacLaughlin said. “I’ve heard been true for 20 years,” he said. the same thing about online giving for For Biedermann, the increased par- • What new regulations and standards should concern you most 10 years: Donors who would have given ticipation in #GivingTuesday is exciting through a check are giving online. because now the numbers are becoming • How to implement internal controls to ensure accountability When you look at the data, that’s not statistically significant and can measure • How to provide transparency to show compliance with funder requirements true,” he said. the impact through the end of the year • Why cloud financials makes accountability easier than ever with lower cost “I think we will find as we do further or the number of new donors versus and increased ease of use analysis of donor patterns around #Giv- other periods. ingTuesday that yes, there are existing “What Giving Tuesday is going to do is donors who gave on #GivingTuesday get people who are on the cusp of donat- SPEAKER and not Dec. 31, but I also get a sense ing to actually donate,” Biedermann said. that we’re driving new donors to give,” It also seems to be helping in lowering JACQUELINE TISO MacLaughlin said. the average age of the donor. “I think it’s CEO “The mindset is problematic in the because of efforts like this, in social JMT ConsultingGroup nonprofit sector, that they feel as though media and everything like that, you just it’s a zero sum game, someone’s losing weren’t as inundated with asks in your donations because someone gave on 30s” even several years ago. Whereas #GivingTuesday and not elsewhere,” he people used to be asked for $5 donations To access this archived event visit said. “If anything, if donors are giving to the PTA, now they have friends walk- earlier, they’re more likely to give an ad- ing or running for a nonprofit and asking thenonprofittimes.com/library ditional gift by the end of the year. A “a lot more than $5.” NPT

JANUARY 1, 2014 THE NONPROFIT TIMES www.thenonprofittimes.com 7 •January 1 2014 NPT_Layout 1 12/17/13 1:57 PM Page 8

MARGINS

Continued from page 5 before,” she says. “If they haven’t, we talk them through donated to a charity. the concept.” The Panera model is praiseworthy, but it’s also A buffet volunteer dishes out the food ensuring that unique because it is directly backed by a foundation, each person gets a reasonable portion and at the end of said Denise Cerreta, founder of the One World Every- the meal someone else will ask the patron how much he body Eats Foundation in Idaho Falls, Idaho, which helps or she would like to donate. individuals and organizations establish nonprofit com- “If they have no money, we ask them to volunteer in- munity cafés that utilize a pay-what-you-can business stead, and most will do so,” she said. “We want to com- model. municate in respectful and honorable way that if you “Most community cafés are ‘mom and pop’ opera- donate a minimal amount or nothing, your meal is being tions,” she said. “So a visionary is needed to do the or- subsidized. And if you pay a certain higher amount, ganizing and gather a core team to establish the café. you’re covering the cost of your meal; and if you pay We suggest structuring it with no debt, and working If they have no money, more, you are helping someone else to have a meal. with a church or another partner, like another existing The café is also located in an area that provides easy nonprofit.” we ask them to volunteer access for homeless and other people who benefit from Community cafés compete with for-profit restau- its meal services. “We’re close to a stop on the Appal- rants, so the organizations have to deliver “good, instead, and most will CART bus line, which provides transportation to people friendly service, and good food,” she added. “To keep from a homeless shelter, in addition to Appalachian do so. --Renee Boughman costs down, many use a combination of a small core, State University students and others,” explained Bough- paid staff, and lots of volunteers who may work for free ing to Renee Boughman, co-founder and executive chef. man. “We’re also near local businesses, so paying cus- or in exchange for meals.” “We use individual donations and organized tomers have access, too.” The profit margin for food establishments is slim, and‘‘fundraising to supplement our café’s revenues,” she F.A.R.M. café supplements its revenue through dona- that trips up some organizations, said Tara Berman, said. “We simply have too many free meals given away -- tions from a local brewery, and from fundraising events, founder and managing partner of TaraPaige Group, a New even though we often get volunteer help in exchange -- including letter-writing campaigns. One fundraising York City-based management hospitality advisory firm. to cover our costs.” event featured local bands and a silent auction. It at- “If a business wants to adopt the model at an establish- F.A.R.M. offers buffet-style meals in three plate sizes, tracted an estimated 500 people and brought in ap- ment, the company could try offering the pay-what-you- tying the suggested donation to plate size. The suggested proximately $10,000, she added. want options only at a given hour or one time a week,” pricing is posted near the buffet in a highly visible spot. “Fundraisers are a key way we cover our costs,” she advised. “Doing this could build loyalty within the Boughman and her associates also developed a Boughman said. “But it’s still a roller coaster of ups and community and create excitement about the company.” thoughtful way to discourage those with the ability to downs.” NPT Careful planning, attention to detail, along with some pay but still want free food. “When someone walks fundraising has enabled the F.A.R.M. (Feed All Regardless through our door, a volunteer greeter is standing by the Martin Daks is a freelance business writer based in of Means) Café in Boone, N.C., to make a go of it, accord- menu board and asks the person if they’ve been here Bethlehem Twp., Pa. FREE WEBINAR SERIES SOCIAL LOVES EMAIL irect mail acquisition costs continue to We'll show you simple strategies and tools that will help Drise and while most organizations you to: have a social media presence, • recruit more donors and superactivists most aren’t using it to fundraise. • raise more money more efficiently The good old-fashioned email • save loads of time and budget address is the secret to acti- • simplify your multi-channel integration; and vating and cultivating these • stretch your marketing efforts further channels more effectively. SPEAKERS Join us for this webinar to learn why Social Loves Email: how a simple, effective strategy for getting the most out of integrated email, social ROZ LEMIEUX JUSTIN PERKINS media, and multichannel marketing CEO at Attentive.ly Director of Nonprofit and partner at sister Services & Business will pay off with your donor outreach. company, Fission Development at Care2 Thursday, Jan. 23, at 2:00 pm EDT • Register now at bit.ly/1e7V9Xh

8 JANUARY 1, 2014 THE NONPROFIT TIMES www.thenonprofittimes.com •January 1 2014 NPT_Layout 1 12/17/13 1:57 PM Page 9

GENERAL RAMBLINGS PAUL CLOLERY Two Imperatives Sorry to say, it’s all about money

he year-end talk around the tion. The charitable deduction and Government is the largest purchaser well being of others. sector was of fundraising and budgets for programs for which the of nonprofit services. Lawmakers must Labor isn’t cheap. It is a hard cost. En- cash. The big #GivingTuesday states contract with nonprofits are under be convinced that the combination of suring that a pool of competent and T promotion was held a second close examination. The federal budget budget cuts and then restrictions in the committed workers remain in the sector time last month to significant growth for deal struck last month eased some of the ability to generate other income will should be the number one item on every that social media-driven event. The early forced funding cuts – so-called seques- damage the nation’s social safety net. chief executive’s agenda. part of this month will be the release of tration. Make no mistake: There are still They must also be swayed that paying on This is not a call to create million- data regarding where those donors dramatic cuts in the federal budget. time is essential. With all of the rules and aires. Being able to pay the rent and feed came from and if they gave early and What the budget did not mitigate in the regulations involved in government con- the kids is basic to the American dream often through the holiday season. potential federal tax implications was ba- tracts, perhaps nonprofits should insist that the sector attempts to make certain We’ll soon know if #GivingTuesday sically how to raise significantly more on late payment penalties. for everyone. heightened giving or if it just moved revenue. That’s where the federal tax de- Saying that a salary exceeds federal cash around. It undoubtedly brought in duction comes into focus. SALES PITCH poverty guidelines is not a persuasive ar- some new donors for the event. The The American Enterprise Institute Federal and state officials must be gument. That guideline for an individual question to be answered is if those (AEI) estimated the effects of capping converted to advocates for nonprofit living in the contiguous lower 48 states donors gave once and thought that they the charitable deduction in a study “Give sector services and be sophisticated is $11,490 annually. Suggesting anyone were done. Til It Hurts?: The Great Recession, tax enough to be willing to pay for them. can “live” on that, or that a family of four The U.S. economy is doing better and policy, and the future of charity in Amer- Those contracts have a serious im- can survive on $23,550 a year puts stress giving has seen an uptick. The challenge ica.” It projected that capping the fed- pact on the second track, internal eco- on the safety net those people are em- is whether Americans can yet afford to eral deduction at 28 percent for the nomic issues at nonprofits. The ployed to strengthen. give substantially more. This is why sec- nation’s highest earners would mean a negotiated contracts are so barebones Many aspects of the sector illustrate tor leaders must engage in a two-track more than 4 percent drop in giving at that service providers often cannot pay the old fable of the shoemaker’s kids not strategy this spring. One track is exter- that level and that secular giving would the living wage that staff need. It is quite having footwear. The tax-exempt sector nal, the other internal. dip by more than 7 percent as a result. the contradiction when full-time staff is a vital element of the U.S. economy The external track is on Capitol Hill Hitting the deduction will hurt the can’t pay their bills or need services and should lead by example and pay a and in every state legislature in the na- broader sector. while working to ensure the health and living wage to all. NPT Raise Your Fundraising To New Heights

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JANUARY 1, 2014 THE NONPROFIT TIMES www.thenonprofittimes.com 9 •January 1 2014 NPT_Layout 1 12/17/13 1:57 PM Page 10 •January 1 2014 NPT_Layout 1 12/17/13 1:57 PM Page 11

NPT SPECIAL REPORT: ACCOUNTING SOFTWARE Reading,Writing, And Running Software Does your staff know how to use your software?

BY TED NEEDLEMAN nitely not an option. available for all levels of users. Schilling said that an here have been a great many changes in Depending on which software package is imple- “Introduction to Intacct” is an initial course intended the way many nonprofits do their account- mented, training takes place at different levels and to provide users with the knowledge needed to use ing during the past decade. SaaS (software through various channels. Initial training on the soft- Intacct successfully, from navigating the menus to as a service) and cloud-based accounting ware for all levels of staff whether administrative, su- using all of the core Intacct modules. Online courses T pervisory, or operational, is generally performed for individual modules, report basics and advanced are gaining more traction, as is mobile accounting -- the ability to access your accounting system from a during the installation by the supplier of the software skills, and an account administration course de- mobile device such as a tablet or smartphone. -- directly from the vendor, or through a reseller if the signed for those responsible for ongoing user man- What hasn’t changed much is the constant need software is licensed through them. agement are all on the training menu. for staff to stay up-do-date on how to use the ac- If an accounting system is offered as a SaaS cloud- Shilling said that while training is a separate func- counting system that’s in place. Software changes, based product, much of the training that takes place tion from support within the company, several mod- staff attrition, new hires, and employees taking on ad- will also be accessed over the Internet. According to ules escort a user through the process. “For example, ditional operational responsibilities mean that the Gail Schilling, director of education for accounting with our new Financial Report Writer, the system person behind the keyboard might sit down in that software firm Intacct in San Jose, Calif., “most walks users through the steps to create financial re- chair without really understanding what they are sup- courses are provided via the web so that customers ports. Each step includes overview information and posed to be doing, or how they are supposed to go don’t have to travel.” Intacct’s training isn’t per- offers contextual help to ensure users understand about it. formed solely remotely. New customers are trained what they are doing and can get the most from the That often results in reduced productivity and effi- by either the vendor or by its value-added resellers system,” she said. While this is more of a support fea- ciency in an economy where lean operations are an (VARs) during the initial install. Ongoing courses are ture, it also provides training to a new user or one absolute must. The potential for error and mistakes who hasn’t performed the operation in some time. takes a big tick upward with inadequate training. Intacct plans to expand its in-person training of- Having a system in place to handle your organiza- ferings during 2014, including more regional training tion’s ongoing accounting software training needs classes in addition to the customer site training it isn’t just a good idea. It’s essential. now conducts on request. In too many places, training consists of sitting Blackbaud in Charleston, S.C., and AccuFund in someone down at a table or in front of a computer Needham, Mass., are two other vendors that take a with the manuals that the software vendor has pro- mixed approach to offering training, though both put vided and telling that person “read the manual.” Not their emphasis on web-based instruction options and only is this usually not the optimal approach, it often leave the more personal live one-on-one training to creates problems in addition to the ones implicit in their VARs. AccuFund’s Peter Stam said the firm pro- untrained or poorly trained users. vides training through five channels. The resellers provide initial and ongoing training to the clients, HAVE A PLAN he said. A written formal training plan is a necessity in most If the reseller isn’t able to deliver this initial organizations. It doesn’t have to be 1,000 pages long. training, AccuFund will provide on-site and This plan should outline when training will be neces- remote training on request, as well as re- sary, who is responsible for arranging it, and how it gional training sessions and new user will be carried out. Administrators and supervisors training several times a year. A fourth need to know where to turn in different training channel is the Web. “For certain topics scenarios. Examine your organization to de- AccuFund provides online training termine where and when training might be classes. This is usually done for spe- necessary before creating this plan. cific topics and for the New Keep in mind that an accounting sys- User training program,” said tem is one application where a “one NPT Special Report, page 12 size fits all” training approach is defi-

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NPT SPECIAL REPORT: ACCOUNTING SOFTWARE

Continued from page 11 Stam. Finally, a full complement of self-di- rected training manuals is installed with AccuFund. This lets clients learn aspects of the system in their own offices. Blackbaud relies primarily on its own training offerings. A-la-carte training is available, if desired, but Blackbaud sug- gests clients subscribe to one of the formal training subscription programs. For The Financial Edge, these subscriptions can include tracks for Executives, Over- sight, Financial Analysis, Financial Pro- cessing, and Data Entry. Each track has a Accounting Automation mix of classroom and online compo- There are many accounting software packages employed in the nonprofit world. nents, though much of the online train- Below are some of the more prominent applications. ing is interactive. According to Meredith C. Johnson, Blackbaud’s director of educational serv- Abila for single user; $375 per month for multi-user. $3,800; five or more users $4,300. ices, the firm offers a variety of individ- MIP Fund Accounting 800-443-9441 License and warranty, $35/month/user ual training options and classes, “but the $149/user www.blackbaud.com 800-933-3501 best and most popular training package MIP Fund Accounting Online www.gmsactg.com we offer is the Blackbaud Learn training Up to three users, $249/user; four or more Cougar Mountain Software subscription. It provides ongoing skill users, $149/user CMS Professional 2014 FUND Intacct Corporation development and job knowledge train- 800-811-0961 Single user $808; multi-user $3,628 Intacct ing for customers’ entire staff. Plus, the www.abila.com CMS Professional 2014 FUND Suite Typical entry-level pricing for nonprofits is training subscription is a tiered offering Single user $2,570; multi-user $6,411 $3,600/year so customers of all needs and sizes can AccuFund Inc. CMS Professional 2014 FUND Revenue Center 877-437-7765 find and afford exactly what training AccuFund Accounting Suite Standard Single user $1,450; multi-user $1,752 http://us.intacct.com they need to be successful.” Single-user: $2,995; three users: $6,495; DENALI FUND Serenic Software in Lakewood, Colo., add $895 for each additional user. Standard module $714 plus $354 for each ad- Intuit is another vendor that formalizes the AccuFund Accounting Suite Professional ditional user Quickbooks Premier for Nonprofits training process. “Serenic’s training pro- Single-user: $6,595; three users: $8,995; Premium module $1,194 plus $354 for each Single user $399.95; two users $799.95, three gram, Serenic Ed, is designed to help add $1,195 for each additional user additional user users $1,199.95, four users, $1,599.95, five customers minimize project risk and 781-433-0233 DonorExpress Fundraising Software users, $1,999.95 achieve operational excellence with www.accufund.com Enterprise Single Workstation $950, additional 877-683-3280 training that is “just right” for their Workstation $350, Enterprise Unlimited Site www.quickbooks.intuit.com/premier needs. New customer training is in- Agilon License $2,700 Quickbooks Enterprise Solutions for Nonprofits cluded as part of the software imple- Agilon Business Financials 800-388-3038 13.0 mentation process.” According to Linda Starts at $27,000 for 1 to 4 users www.cougarmtn.com Single user, $999.95; five users, $3,300; 10 Nicholson, Serenic’s vice president of Starts at $42,000 for 5 to 10 users users, $5,700; up to 30 users, $8,800 marketing, new customers are initially 800-480-9015 CYMA Systems Inc. 866-379-6635 trained by the person or team that per- www.myagilon.com CYMA Not-For-Profit Edition http://enterprisesuite.intuit.com/industry-solu- forms the software implementation and Basic package starts at $795 tions/nonprofit/ installation. Customers can contract Aplos Software Typical 5 User System with Grant Tracking with Serenic for addition training which Aplos Accounting Suite $5,800 NetSuite is provided via the web or on-site at the Starts at $11.99/month for one user 800-292-2962 NetSuite Mid-Market Edition customer’s location. $19.95/month, two to five users www.cyma.com Free donation through TechSoup for up to 5 Abila software is a new name but not $34.99/month, 6 to 10 users users at qualifying nonprofits new product. It originally was MIP and $59.99/month, 11+ users eTEK International NetSuite Fund Accounting then was sold to Sage Software. A private Aplos Oversight Suite eTEK Fundamentals Starting at $9,995/year for 5 users equity group bought the nonprofit prod- Basic enterprise platform free to nonprofit Starting at $5,000 for one user 877-NETSUITE ucts and named the company Abila. It users of Accounting Suite 800-888-6894 www.netsuite.com also reverted some of the product names 888-274-1316 www.etek.net back to MIP. www.aplossoftware.com Open Systems Inc. Abila has both formal classroom train- FUND E-Z Development Corp. TRAVERSE for Not-for-Profit ing at Abila University in its Austin, Texas Araize FUND E-Z Nonprofit Accounting Starts at $1,500 per application and $500 for headquarters and Certified Training FastFund Nonprofit Software Single user $1,995; each additional user each additional user. Partners that provide regional training Single user, starts at $35/month; two to five approximately $500 800-328-2276 both on-site and in classroom settings. users, $60/month; $25/user/month for more FUND E-Z Nonprofit Accounting (Pro add-on) www.osas.com Abila MIP Fund Accounting Software has than five users $1,495 been around for several decades, from FastFund Premium 877-696-0900 Serenic Software the original developer, through Sage $75/month single, $100/month multi-user up www.fundez.com Serenic Navigator Enterprise Software, and now Abila. There are a to five users Three users, starts at $25,000 number of third-party developers with 919-460-3990 GMS Serenic Navigator Essentials training programs. www.araize.com GMS Accounting and Financial On premise, three users, starts at $13,000; The McGovern Consulting Group is Management/Reporting System Subscription, $719/month, three full users and one such developer, with a series of on- Blackbaud One to two users, $3,500; three to four users, five limited users line video courses under the TrueNorth The Financial Edge, version 7.84 $5,000; five or more users, $7,500; License Serenic Navigator Express label that cover aspects of using the MIP Accounting models start at $2,995 for and warranty, $35/month/user Subscription only, $99/month/user system. JMT Consulting is another Abila single user; $6,995 for multi-user Revolving Loan Servicing System 877-737-3642 trainer, based in Patterson, N.Y. It con- Subscription pricing starting at $299 per month One to two users, $3,300; three to four users www.serenic.com ducts training in the various Abila offer- NPT Special Report, page 13

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NPT SPECIAL REPORT: ACCOUNTING SOFTWARE

Continued from page 12 in nonprofit administration that can pro- ings in a variety of settings, including re- For certain topics vide useful insights into the running of a gional classrooms and with online AccuFund provides nonprofit from an operational stand- courses and webinars. online training point that includes accounting. JMT CEO Jacqueline Tiso said that in Training costs vary greatly, depending many organizations budget considera- classes. This is on who provides it and the type, such as tions dictate the approach taken in fulfill- usually done for webinar or in-person classroom. If the ing training needs. She added, however, training is provided on-site at your loca- “the most successful trainings are those specific topics and tion, it can cost $200 an hour or more that are delivered at the client’s location, for the New User plus travel. It doesn’t matter if the ven- on a sandbox copy of their own data- ‘‘training program. dor, a reseller or a consultant provides base, and on a timetable that works for the training. Web-based training varies the client. Contrary to most publishers’ --Peter Stam from free (especially if you have a train- models, we do not believe that a set Brolin’s emphasis on compliance and ing subscription plan where you pay a number of days of formal standardized internal processes is an area that some- yearly fee), to several hundred dollars classes on a demo database are in the times slips through the cracks, especially per person per course. best interest of our clients and their ulti- in nonprofits with a mostly volunteer Regional in-person training costs are mate success with their new system.” requisite for becoming a ProAdvisor. staff and with minimal involvement of an also variable. Some vendors charge a Some nonprofit software vendors, in- Dawn W. Brolin, CPA, MSA, runs Pow- accountant or accounting practice that fixed fee where several participants from cluding Intuit, which markets the Non- erful Accounting in Windham, Conn. understands the compliance and control the same organization attend. Other ven- profit Editions of its QuickBooks Brolin is an Intuit ProAdvisor certified issues faced by a nonprofit. dors charge a per person fee. Negotiate applications, rely on a system of resellers on most of the QuickBooks products this fee upfront as part of the deal and and consultants trained in using the soft- and is a frequent speaker who also does WHAT’S THIS BUTTON DO? you’ll save money. The vendor wants to ware. The vendor’s ProAdvisor program extensive training on the various Quick- Most of the major vendors of non- sell the application and that subscription certifies that a reseller and/or consultant Books editions that the firm sells, in- profit accounting have very active user fee. They often deal on training costs. has passed a rigorous exam to demon- cluding the Nonprofit Edition. She groups and hold yearly meetings. These User group meetings often provide a strate knowledge of the product on emphasizes an area that many organiza- are settings for seminars on a wide vari- good training value, but only if the par- which they are being certified. Intuit’s tions, especially the smaller ones, over- ety of operations, implementation, and ticular sessions really address the areas ProAdvisor program has enrolled a con- look in both installation and initial and other issues. On the executive level, con- in which your staff needs training. siderable number of accountants and ongoing training. “Typically, we help sider formal courses given at local col- There is no perfect training solution. bookkeepers, some of whom are re- them with compliance, informative re- leges to bolster understanding on But if you pay attention to where you an- sellers, others emphasizing consulting, ports, and help them understand the im- accounting in general. Several hundred ticipate needing more than just a set of though these backgrounds are not a pre- portance of good internal processes.” colleges and universities have programs NPT Special Report, page 14

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JANUARY 1, 2014 THE NONPROFIT TIMES www.thenonprofittimes.com 13 •January 1 2014 NPT_Layout 1 12/17/13 1:58 PM Page 14

NPT SPECIAL REPORT: ACCOUNTING SOFTWARE

Continued from page 13 by-step guide to performing a specific tating these is not very easy. One utility do infrequently. Don’t obsess over this, manuals, you can put your training task, whether it is transaction recording, that’s useful is SnagIt from TechSmith. It but the time to think about is before it’s budget to its best use. sending out a pledge request, or generat- does great screen grabs and the Editor needed. Part of the training system that’s ing a report. The best part is the step-by- that’s part of the application makes it implemented should have a “Plan B” ROLL YOUR OWN? step screen captures of the actual system simple to add balloon notes and gray- built into it. In creating a training protocol, the in place, with any customizing that has out or magnify specific areas of the However it’s gone about, the core of item always at the top of the list is to de- been performed during the installation or screen to emphasize where an entry or any training plan is to first realize that termine the vulnerabilities. It’s a known subsequently, not of some generic action is performed. SnagIt isn’t the only most computer applications are not in- fact that many users will never read the “demonstration” system. The menus utility for this function. There are similar herently intuitive, and that accounting, documentation that vendors provide for match those the person operating the utilities available for Windows, Mac OS, especially nonprofit accounting, is not a system that they or one of their re- computer will see, and the drop down and even Linux. something that most users, at any level, sellers installed. And, in many cases, the menus and entry fields will be identical. can work on without some guidance. manuals or training materials will not be These step-by-step operations guides TRAINING NEEDS CAN CHANGE As long as this central point is under- all that applicable to a new hire or tem- take a little effort to prepare, most of Training is more than having a staff stood, training can work from there to porary employee or volunteer, even if which is describing what the user is see- member or employee sit down and have meet your organization’s specific needs they have gone through a formal training and communicating what actions someone explain tasks, either in a for- and circumstances and keep staff at its ing course online or at a vendor or re- have to be taken on a specific screen. If mal setting or an informal one. It’s more most effective and productive level. seller location. the system is changed or updated, the than taking them through the tasks they Finally, understand that “training” Sometimes there are areas where a step-by-step operator’s guide will have to need to use, and making sure that they doesn’t have to be narrowly defined. do-it-yourself approach is not only feasi- be amended. know how to do them. User Group meetings, professional non- ble, but a better alternative than con- The effort is well worth it if you need Training is also making certain that profit and accounting society meetings, stantly using outside training support. to have a temp fill in for a few days and the accounting system produces accu- and blogs all provide tips and tech- This is especially true in the areas of data can’t afford the time and/or expense rate results, in a timely manner, and in niques that may prove advantageous as a entry and report generation. spending the better part of a day bring- an understandable format. That encom- supplement to more formal training. While it’s probably not a good idea to ing them up to speed on what to do. If passes source data collection, data entry, Working within a fixed budget is a circumvent vendor or reseller training they forget what they are initially shown, processing and reporting. Some staff fact of life. But for the most part, ac- completely, there are a number of good looking at a step-by-step guide with will perform all of these function, others counting software vendors seem to reasons to supplement it with content screen captures and action descriptions will work in just one area. agree that training should be recognized created in-house. It’s generally more cost should prevent a lot of problems and An important part of the process is as an important and separate from sup- effective than turning to formal training calls for help every 10 minutes. thinking about which resources can be port part of operations, and budgeted every time a new staff member needs to Performing screen captures isn’t diffi- provided to staff when they have a ques- for accordingly. Training options need to be quickly brought up to speed. cult. They can be done using the “Print tion, encounter a problem, or simply be looked at carefully so that the budget Another plus is that it provides a step- Screen” key on the keyboard. But, anno- forget how to perform a task that they provides the greatest returns. NPT

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14 JANUARY 1, 2014 THE NONPROFIT TIMES www.thenonprofittimes.com •January 1 2014 NPT_Layout 1 12/17/13 1:58 PM Page 15

STREETSMART NONPROFIT MANAGER THOMAS A. MCLAUGHLIN

CEO Survival Thou shalt not get (too far) ahead of thy board

t’s the first commandment of nonprofit CEO sur- scribed roles, are more likely to engage in creative board should concentrate on the quality of the out- vival: thou shalt not get ahead of thy board. At thinking. Boards are more likely to prefer discovering come (the choices above). least, not too far . . . But you do need to be a little the “right answer.” This also tends to be true because ahead of them . . . Just not so much that they no- the CEO is usually more knowledgeable about the field TOO RISKY I than the board as a whole, since board members are tice and get offended. It will come as no surprise to veterans of nonprofit If you’re confused, you’re not alone. Most veteran typically volunteers without extensive opportunities to board rooms that CEOs can get too far out in front of nonprofit CEOs have a sack full of stories about interac- learn about the sector. This tendency of boards to seek their boards on all matters involving risk. This is a struc- tions with their board. One of the mistakes that is most the “right answer” also explains why so many motions tural inevitability -- the CEO (as well as other execu- frustrating -- and potentially damaging -- is getting too are passed unanimously. tives) is almost required by the uniqueness of their far ahead of a board of directors. The result is the col- The creative (divergent) CEO will sometimes have a position to be the designated risk-taker. lapse of a seemingly promising idea or policy change, difficult time with the board because of this difference The real challenge from a risk management perspec- and possibly a severe dent in the CEO’s credibility. in thinking styles. When the CEO is too creative for the tive is how quickly the CEO can bring the board around What follows are some thinking points to help nego- board’s taste, outsiders such as authorities, respected to their position. Considering the baked-in conservative tiate this always treacherous interpersonal whitewater. peers, and consultants can often be a buffer. Note that nature of most nonprofit boards as described earlier, The central premise of each approach is simple: Ideas the board doesn’t necessarily want to diminish the this could take some time. and concepts are easily discussed and changed, and this CEO’s creativity – which they probably respect. They One good way to gain board support for a strategic is the proper role of leadership, including the board. want to find independent reassurance that they’re on risk is, again, to lead with ideas, not plans. This is one Plans are also easily changed, but the effort that goes the right path. Convergent thinking is often done in of the reasons why good strategies, as opposed to into them increases the commitment to their plans. stages. We drill down to the first correct answer, then strategic “plans,” are not filled with details such as as- Stick with ideas in the boardroom, plans outside of it. the next one, then the next. Bringing the board along signments, dates, and activities. Most boards go might also need to happen in stages. through three stages of reaction when confronting new TOO FAR OUT ON GROWTH ideas for the first time: learning, analysis, and accept- Two of the most powerful motivators swirl around the ACTING BEFORE DELIBERATING ance. Committing to details too soon disrupts this flow intersection of the CEO and the board: ego and econom- CEOs are in charge of getting stuff done. Boards are and can waste time. ics. By tax law, neither board members nor executives in charge of deliberating about stuff. The tension is ob- Leading with ideas also makes it possible to work can have a private ownership stake in a nonprofit. But vious. Putting these two approaches carelessly together through various scenarios without committing re- the executive (and other staff) have a potential economic can result in wasted time, hurt feelings, and worse. sources. If the dialog is genuinely open it enables the interest, in the form of salary and benefits, financial sta- While taking action and deliberating policies are board to safely explore the risks abstractly before en- bility, and improved systems. They also have an ego in- about as different a pair of activities as it is possible to countering them in real time. Note that all parties must vestment in the form of pride of performance. Together, have, a little role clarity will help things go more be sincere about this process. It can lead to long board these constitute a compelling package. This is one of the smoothly. Translation: with a little mutual candor, the meetings, but the offset is that board members will be many reasons why executives will be more likely to pro- CEO won’t always be trying to jump ahead while the more committed and will usually report greater satis- pose growth strategies than will board members. board won’t always be trying to slow things down. faction in their roles. Board members can only invest their egos, so when At the risk of oversimplification, boards make Another way to avoid getting too far out front is for the presented with plans for growth their biggest ego in- choices and executives make decisions. Individuals CEO to anticipate and cope with real risk as a regular prac- vestment can often be summed up in the question: tend to be good at sizing up a situation, making a deci- tice. Dealing with a board’s fear of risk is a different prob- “What if it fails?” This is one of the reasons why board sion, and carrying it out. Groups, on the other hand, lem. This should happen anyway, but doing it routinely members will be more likely to oppose growth than are simply better at refining and improving ideas, plans, helps the CEO establish their conservative bona fides. will executives. and strategies. The CEO will not get dangerously in The first commandment of CEO survival is to never To avoid getting too far out on growth, the CEO can front of their board if they build in the opportunity for to get too far out in front of the board of directors be- frame the proposed expansion in terms of organiza- its members to sincerely try to improve the quality of cause they too have a responsibility to shape the future. tional ego. This approach might use arguments such as the CEO’s decisions. But the CEO doesn’t want to be behind the board, be- “this is an extension of what we already do well” and “if This is not second-guessing. It has been proven that cause their job is to lead. It’s a structural dilemma, but we don’t do this, [another organization] will, but we’re groups that emphasize collegial conversation and can most of the pathways to success are based on the sec- much better at it.” evaluate themselves honestly make better decisions ond commandment of CEO survival: Lead with ideas, than do individuals. The inevitable problem is the then talk about plans. NPT TOO CREATIVE process and time required to get there. Researchers During the 1960s, a researcher named Joy Paul Guil- have also shown that people tend to have an exagger- Thomas A. McLaughlin is the founder of the nonprofit- ford suggested that people think in two different ways ated sense of their own individual capabilities, which is oriented consulting firm McLaughlin & Associates and -- divergent or convergent. Divergent thinking is cre- why the CEO/board split can be particularly intense. a faculty member at the Heller School for Social Policy ative in nature, while convergent thinking seeks the The ideal situation exists when an executive’s ap- and Management at Brandeis University. He is the au- “right answer.” Most individuals are instinctively com- proach to an issue is vetted by the board in a supportive thor of Streetsmart Financial Basics for Nonprofit fortable with only one of these approaches. way. This fits the expected roles -- the CEO by definition Managers (3rd edition), published by Wiley & Sons. His Nonprofit CEOs, because of the nature of their pro- has to be the public face of the organization, while the email address is [email protected]

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WEBSITES

from 40,000 unique visitors a day to about 65,000. “Or- ganizations in the $5 million to $10 million range should expect to be spending $80,000 to $120,000” to redesign their websites, according to Chief Technical Officer Michael Cervino. Having a visual website is paramount for EWG. “We’re a data-driven organization, so it was key to us to make sure we were able to break through (to users) immediately,” said White. “We went from a data- and text- driven interface to a visual interface. The visual aspect really resonates with the audience.”

Ask Big Questions (Ask Big Questions is an initiative of Hillel: The Foundation for Jewish Campus Life in partnership with the Einhorn Family Charitable Trust.) Website: http://askbigquestions.org Annual Revenue: $316,209 Mission: Ask Big Questions brings diverse college Continued from page 1 agriculture and land issues. students together for conversations that help people zling graphics and interactive microsites, small and Ease of Navigation: EWG’s research, key issues and understand themselves and others. These conversa- medium-sized nonprofits still stand a chance. consumer guides can be accessed from a top menu and tions create community and spark action. The NonProfit Times asked the staff at NTEN (The a site map, and are organized into intuitive categories. Ease of Navigation: Audiences can easily navigate Nonprofit Technology Network) to examine websites of Clear Call to Action: Social media channels and from page-to-page, without feeling as if they’ve missed organizations with revenue of $10 million or less to ways to get involved are featured prominently through- anything. It is clear what this initiative is about, the au- find which organizations are doing it correctly. Learning out the site. dience it serves, and what they’re trying to accomplish. by example is a great way for smaller nonprofits to im- Aesthetic Value and Strong Visuals: The graphics Clear Call to Action: Within the first few seconds prove marketing and fundraising efforts. The following on the categories are both engaging and informative. of visiting, it is clear how someone can become more are five outstanding websites of small and medium- Up-to-Date Information: Daily updates keep visi- engaged or learn more about their work by subscribing sized organizations. The revenue is based on the last tors coming back for more. EWG has about 10 full-time to their updates, connecting through their social media available federal Form 990. The websites were assessed employees maintaining the website, and it’s a core channels, watching a video, or donating. based on the following criteria: competency for the organization. Aesthetic Value and Strong Visuals: The website’s • Ease of Navigation: Is the information on the EWG revamped its website in February 2013. It had color palette is bright and inviting. The buttons on the website organized in a clear and concise manner? Are not been redesigned since 2007. Executive Director website stand out, giving the website a lot of depth. the pages and links functioning properly? Heather White characterized the investment as “signifi- Up-to-Date Information: Each month, a new “big • Clear Call To Action: Does the website ask the au- cant,” but said the organization has already seen a jump question” is posted on the home page, with additional dience for a response or trigger a reaction? For exam- feedback from its community via Facebook and Twitter ple, does it ask the audience to connect with you on showcased below their calls to action. social media, sign up for your newsletter, or ask them According to Sheila Katz at the organization, the web- to donate to your cause? site was an integral piece to the strategy when Ask Big • Aesthetic Value and Strong Visuals: Is the web- Questions was launched nationally more than two years site aesthetically appealing? Does your website offer ago. The concept was to develop a site that would inspire compelling images to complement the text on your students to have better in person conversations. website? “We wanted the look and feel to be accessible to col- • Up-to-Date Information: Does the website have lege students and our hope was to get them talking about static information, or is it regularly updated and give Big Questions within their networks,” said Katz. “People your audience a reason to keep coming back? can comment on the site, download resources, get con- Here are five websites that the NTEN experts think nected to local events and read personal stories on the are delivering the goods. blog. When someone comments on the site it links directly to their Facebook profile page or Twitter handle so Environmental Working Group that the conversation can continue with their friends.” Website: http://www.ewg.org The website changes monthly as the organization Annual Revenue: $5,899,398 launches new national Big Questions. “The blog is up- Mission: The Environmental Working Group con- dated several times a month. The comments are up- ducts and distributes nonpartisan research on toxins, dated as people engage with the website,” she said.

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After an intense brainstorm process, the site within impact thus far, as well as a graphic to demonstrate how six months of Ask Big Questions established itself as a their organization works. national initiative. The first launch was phase one of the Up-to-Date Information: The “Latest News” sec- website. “We are constantly adding new features and tion is regularly updated with content to report out on updating our content. As we are entering phase two of their activities. Also, the “Media Center” button in the the site, we are adding videos, infographics and devel- navigation bar at the top also provides users with news, oping ways for students to get customized conversation press releases and other multimedia. guides,” said Katz, the full-time staff member who man- When 1:1 Fund considered redesigning its site, the ages the site. The organization also has two part-time staff ranked their priorities and put them front and cen- consultants who help push out the content. ter during the design process, said Kristin Lawton, director of communication. Among the main goals for staff Engineers Without Borders USA was getting a back-end system that staff could easily ac- Website: http://www.ewb-usa.org cess and make changes quickly, to save money. The pre- Annual Revenue: $9,269,109 vious website required consultants to make any edits. Mission: Engineers Without Borders USA creates Another priority for 1:1 Fund was creating a website community-driven change through sustainable engi- that wasn’t just a one-time visit to make a donation, but neering projects around the world. to give people reasons to come back. Thus, the blog is Ease of Navigation: A simple menu near the top of featured prominently and there’s a rotating banner fea- site provides an easy way to get around, and the site is ture that changes the latest news – two things that Law- optimized for viewing on mobile devices. ton said didn’t really exist on the old website. Clear Call to Action: There are numerous ways to tion creates schools, programs, and global communi- The Washington, D.C-based organization aimed to get involved, as well as a discreet donate button on the ties around the common goal of education for all. make the site clear and consistent with a heavy focus on main menu. Ease of Navigation: The website offers a perfect making the messaging concise, so visitors know exactly Aesthetic Value and Strong Visuals: In addition to balance of text and images, and it is easy for audiences what 1:1 Fund is the minute they reach the website. scrolling photographs at the top of the site which fol- to understand what PoP does, PoP’s impact, and how to “We honed in on our message to make sure people un- low the user from page to page, each page features a get involved in their work. derstood how it’d work,” she said. photo of the group in action. The home page lifts like a Clear Call to Action: The strong visuals on PoP’s “We put a lot of energy into it,” Lawton said, estimat- curtain upon scrolling down. website immediately draw the audience in. With each ing at about $15,000 for the cost of redesigning the Up-to-Date Information: The latest news is fea- photo there is a clear message and call to action for au- website. tured on the right side of the site, and metrics such as diences to take the next step. The website is designed number of chapters and number of countries in which to funnel users into one of two paths: one that details the group operates are shown prominently. why you should support PoP’s activities, and the other EWB USA’s new website launched this past Septem- that explains its impact thus far. ber. “Our previous site was very member-focused, said Aesthetic Value and Strong Visuals: The note- Communications Coordinator Kelsey Kojetin. “We did- book and pencils design aesthetic visually connects the n’t have a clear delineation of how to communicate to audience to the mission to build schools and support our members versus how to communicate with our sustainable education programs. The images on the donors. The new site’s focus is on the general public website immediately convey where donations would go and donors, and is more about what we do on the and who the money would be supporting. ground instead of informational updates for members.” Up-to-Date Information: Under the top feature photo on the homepage, there is a rotating list of PoP news for audiences to see the latest information that PoP has to offer.

1:1 Fund Website: http://1to1fund.org (Project of the Corporation for Enterprise Develop- ment) Annual Revenue: $8,807,136 Mission: The 1:1 Fund supports the college dreams The 1:1 Fund is run out of the Corporation For En- of low-income children by ensuring that those dreams terprise Development (CFED) so it has few staff, how- are matched with savings in the bank. They make it easy ever, between Lawton, a business operations manager for donors, large and small, to help kids save for college and marketing specialists, she estimated about three by matching their contributions in special children’s sav- full-time equivalent (FTE) staff maintain the site, help- ings accounts. These accounts help low-income families ing to create and post content. save for college while giving them the confidence that All of these websites offer an outstanding user expe- post-secondary education is a real and attainable goal. rience that connects an audience to mission. These Ease of Navigation: The clean design of the 1:1 websites are intuitive, understand what the audience is Fund’s website helps to guide users to do three things: looking for, and make it effortless to find. With strong donate, join, and learn. Similar to PoP’s website, there visuals, compelling content, and strategic design, these Kojetin said EWB’s biggest priority in designing a is a good balance of text and images to keep the audi- websites capture the audience’s attention and drive new site was listening to their donors. “We put our- ence focused. them to take the action that they want. selves in the position of our donors and the general Clear Call to Action: The website offers a consum- For small to medium-sized organizations thinking public, and that wasn’t easy to do as organizational in- able amount of content that is competing for your at- about redesigning their website, these five examples siders. We used feedback from our old site and listened tention, yet the calls to action are clear. The three tabs provide a good template to learn by example. Once the to our donors to make the new site the one they at the top of the website, in addition to the circled “Do- template is selected, you can organize the content to wanted. The biggest thing to keep in mind for us was nate” button, also makes it clear to audiences how to meet your audience’s expectations by reviewing the what people would want to learn from our site.” support the organization. Additionally, in the top right user data. Free tools such as Google Analytics can help corner there are ways to stay engaged by subscribing to you track and measure the data, including the most Pencils of Promise (PoP) updates and connecting on social media channels. popular pages visited on your website, and the key- Website: www.pencilsofpromise.org Aesthetic Value and Strong Visuals: There is a ro- words used in search engines to find you. Knowing this Annual Revenue: $5 million tating content box on the home page that showcases data can help inform your strategy for organizing con- Mission: Pencils of Promise believes every child three photos, each with a compelling heading. There is tent on your site, and meet expectations by making the should have access to quality education. The organiza- also quantitative information on the site to convey its most popular content easy to find. NPT

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WEB INNOVATION AISLE A GUIDE TO HOT NEW TECHNOLOGY FOR NONPROFITS

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CALENDAR NPTJOBS CAREER CENTER thenonprofittimes.com/jobs JANUARY 29-30 The Grant Management Essentials course will be held at The Grantsmanship Center in Los Angeles, Calif. Info: www.tgci.com

FEBRUARY 10-14 The Grantsmanship Training Program of The AIPAC-The American Israel Grantsmanship Center will be held at the University of Public Affairs Committee New Mexico Foundation, Albuquerque, N.M. Info: www.tgci.com Pacific Northwest Regional Director RNs Location: San Francisco, CA 10-14 The Grantsmanship Training Program of The The Regional Director is responsible for being the leading face Grantsmanship Center will be held at the Alzheimer’s and voice for AIPAC in their region. The Regional Director is in Services of the Capital Area, Baton Rouge, La. charge of overseeing all AIPAC efforts in their region including Info: www.tgci.com fundraising, political outreach, grassroots organizing, and management and coaching of staff.. Additionally the director gives 13-14 The Direct Marketing Association Nonprofit advice to senior management regarding strategic issues affect- Federation will hold its annual Washington, D.C., ing the organization. The Regional Director reports to the Direc- conference at the Renaissance Washington, D.C. tor of Regional Affairs and Development. Downtown Hotel. Info: www.nonprofitfederation.org Detailed Duties: • The Regional Director is responsible for all AIPAC operations 22-25 NRB 2014, the international Christian media in their region including staff management, operations, and all Bay Cove provides effective, compassionate care to over convention, will be held at the Gaylord Opryland local AIPAC efforts including but not limited to fundraising, po- Resort & Convention Center, Nashville, Tenn. litical education efforts and events. 4,000 individuals and families who face challenges of Info: www.nrbconvention.org • Oversee all AIPAC development efforts in the region. Respon- developmental disabilities, mental illness, drug and alco- sible for assigning local development goals and responsible hol addiction and aging. We are dedicated to providing 24-28 The Grantsmanship Training Program of The for achieving regional development goals. Create and oversee full, rich lives for people with the greatest challenges. annual development goals and progress. Grantsmanship Center will be held at the Mississippi We have exceptional opportunities for compassionate Department of Mental Health, Jackson, Miss. • Develop and oversee all political outreach efforts. Info: www.tgci.com • Establish and maintain relationships with major donors. The proven professionals to join our team . Regional Director is responsible for cultivation and solicitation 25-26 The Run Walk Ride Fundraising Conference, of major gifts throughout the region. sponsored by the Cause Marketing Forum, will be held • Raise visibility of the organization through public speaking op- Clinical Care Manager at the W Atlanta Midtown hotel in Atlanta, Ga. portunities at AIPAC and other events throughout the region. Info: www.runwalkride.com • Oversee recruitment for annual national events such as Policy Registered Nurse licensed in Massachusetts. Minimum Conference, National Summit, and missions to Israel. of 5 yrs clinical and case management experience. • Provide motivation and oversight for all regional staff, contin- Experience working in team model and using ually pushing/urging higher achievement. motivational interviewing techniques. Strong time • Travel throughout the region. management and organizational skills. Understanding • Must have effective working relationships with other regional directors and Washington department heads. of developing care management plans according to Qualifications/Skills: CMSA standards. Familiarity with EMR and electronic • 7-10 years’ experience in high level sales, fundraising or re- data collection systems. lated field while managing a staff • Extensive knowledge of the U.S-Israel relationship. • Must be an effective communicator and strategic thinker. • Experience in doing high dollar individual solicitations and CCS Nurse Manager parlor meetings. Massachusetts Licensed Registered Nurse with a mini- • Ability and experience managing and training development or mum of three years nursing experience in the delivery of sales staff • Capacity to excel at building relationships with both lay and behavioral health services to adults and/or children and political leaders. adolescents 5 years of supervisory and managerial expe- MARCH • Strong, charismatic, compelling public speaker with natural rience Current certification in CPR. Driving License Re- 13-15 The Nonprofit Technology Network (NTEN) will networking ability quired. hold the annual Nonprofit Technology Conference at • Must be able to work in a demanding environment able to the Marriott Wardman Park, Washington, D.C. quickly adjust to a changing environment. Info: www.nten.org • Knowledgeable about political election law and regulations. • Experience with budget implementation and creation. 16-19 The National Postal Forum will hold its annual • Understanding of special events and conference management. conference at The Gaylord National Resort and • Knowledge of Jewish communal organizations and structure Convention Center, Oxon Hill, Md. preferred. Info: http://npf.org To Apply https://www4.recruitingcenter.net/Clients/aipac/PublicJobs/con For instructions on how to apply and a complete listing of career 18-19 The Essential Grant Skills course will be held troller.cfm?jbaction=JobProfile&Job_Id=10189&esid=az at the Southern Tier West Regional Planning and opportunities, please visit our website www.baycove.org Development Board, Salamanca, N.Y. *Please include resume with cover letter to be considered. We are committed to Affirmative Action/Equal Opportunity Employment Info: www.tgci.com *If applying to more than one position use the 'Attachments' feature to submit position specific cover letters To place an ad in this section To get your event added to the calendar, email it at least *AIPAC is an equal opportunity employer. call 973-401-0202 x206 or [email protected] eight weeks before the event to: [email protected]

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