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NP Local episodes
- The Missing Middle – Part III
In this episode of NP Local podcast, concluding the series on "the missing middle," a few examples are discussed from organizations who addressed the problem of retaining mid-range donors. Important strategies are discussed including knowing your middle donor data, using your volunteer network, creating middle donor processes, creating giving "clubs," donor motivations, personalization and more!
Episode Highlights:
- Jason explains that Scott is great at discussing the innerworking of nonporfits and that is one of the reasons for creating this podcast. (2:30)
- Scott recaps some takeaways from the previous episode. (3:14)
- Scott talks about the two organizations that had significant improvement in their missing middle. (7:13)
- Jason asks which comes first, growth or process? (8:49)
- Scott shares that, in his foundation, rapid growth has made them realize they do not have the processes in place to be as efficient and effective as they could be. (9:51)
- Jason explains why it is important to learn from those who are bigger in the industry. (9:28)
- Scott explains that when setting up a giving club, it really is a combination of direct marketing, direct mail, and online. (10:46)
- Jason talks about how the Rainforest Alliance is putting on their event. (13:11)
- Scott advises the listeners to have specific issues bubble up in a staff meeting. (16:04)
- Jason explains that it's important to have an open meeting, and bringing up an idea does not mean you will get stuck doing it. (17:13)
Key Quotes:
- "What I'm experiencing right now in our foundation is we are growing so quickly in the last few years that we realize we don't have all the processes that we need in place in order to be as efficient and effective as we can be." - Scott Niermann
- "I think the header sums it: ‘revamping your middle donor program will take time and money, but you can make progress in the next 30 days.’" - Scott Niermann
- "Sometimes it's important to have an open meeting, you have to get that gorilla out of the room." - Jason Cass
Resources Mentioned:
- Reach out to Jason Cass
- Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.- Niermann Coaching and Consulting
- NP Local Podcast
- Sea Change Strategies - The Missing Middle Report
Other articles on similar topics or on these reports:
- The Missing Middle
- THE MIGHTY MIDDLE: HOW MIDDLE DONORS CAN PROVIDE A BIG RETURN FOR YOUR ORGANIZATION
- Mid-Level Donations and Their Importance in Fundraising
20 min - The Missing Middle - Part II
In this episode of the NP Local podcast, Jason Cass and Scott Niermann, continue discussing the "missing middle"—an issue for almost all nonprofits. This 2008 research informs nonprofit managers on the issue and proposes several concepts and strategies to address this problem.
Episode Highlights:
- Scott explains that the “missing middle” was the money that has been missing in the nonprofit industry. (2:16)
- Scott mentions that the basis of the good middle donor strategy is that is that if you are going to get someone to write a bigger check to your organization, they are going to need to know a little more about the organization. (6:21)
- Scott shares that if you are doing person-to-person marketing, you've got to get your message out, and you can never get it out too much. (9:48)
- Scott explains that your board is a steward of your organization, and you want them to understand that because there is legal liability involved in board service. (13:23)
- Scott explains that patience and listening are the highest levels of the pyramid, but having them takes time and does not happen overnight. (15:00)
- Scott talks more about listening to your donors to make an impact. (17:51)
- Scott explains that the internet, while important for giving a level of legitimacy to an organization, is not the answer to everything. (19:47)
Key Quotes:
- "When there's not a computer at your fingertips, you want to get your message in people's hands. And folks prefer, I mean, I believe in multi-channel marketing of all types and strands." - Scott Niermann
- "I think some folks will understand, you know, however you view your responsibility in fundraising and life. We're all stewards of something. And so your board is a steward of your organization." - Scott Niermann
- "The internet is not the answer to everything. Yes, I believe, as a level of legitimacy as an organization, you need to have those bells and whistles available. But it's not, don't use that as a cop-out that we're going to blast out this E-newsletter with a giving button." - Scott Niermann
Resources Mentioned:
- Reach out to Jason Cass
- Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.- Niermann Coaching and Consulting
- NP Local Podcast
- Sea Change Strategies - The Missing Middle Report
Other articles on similar topics or on these reports:
- The Missing Middle
- THE MIGHTY MIDDLE: HOW MIDDLE DONORS CAN PROVIDE A BIG RETURN FOR YOUR ORGANIZATION
- Mid-Level Donations and Their Importance in Fundraising
24 min - The Missing Middle Part I – A Problem for All Nonprofits and How To Fix It
In this episode of the NP Local podcast, Jason Cass and Scott Niermann, discuss the "missing middle" which is an issue for almost all nonprofits, in that 40-60% of annual/event donors are not retained a second year after their first gift. This 2008 research informs nonprofit managers on the issue and proposes several concepts and strategies to address it.
Episode Highlights:
- Scott discusses the "Sea Change Strategies - The Missing Middle Report", which looks at the issue of retaining annual donors after the first year and offers strategies for nonprofit organizations to address the issue. (1:10)
- Scott talks about donor motivation, where studies show that donors would still want some kind of recognition, which is not being applied in the “missing middle". (5:12)
- Scott shares what the fund development strategy is about and how the “missing middle” can benefit from it. (10:27)
- Scott explains that leadership is important because they are the ones that are setting budgets to implement strategies. (13:37)
- Scott mentions the importance of having the right content and being able to focus on subgroups with a personal touch. (16:54)
- Scott shares how he started his first hospital foundation as the first director of the foundation. (20:35)
Key Quotes:
- "Why is leadership important? Because those folks set the budgets, and you've got to have people and you've got to have the budget to implement the strategies." - Scott Niermann
- "What I think is the true limitation, though, is when folks believe that, as I said earlier, these special events equals fundraising, or that direct mail equals fundraising. Unfortunately, that is a pervasive mindset in small nonprofits." - Scott Niermann
- "I think there are some more important strategies, maybe some higher level thinking that needs to happen if you're going to fix the problem of the millions of dollars that were missing out on in that missing middle." - Scott Niermann
Resources Mentioned:
- Reach out to Jason Cass
- Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.- Niermann Coaching and Consulting
- NP Local Podcast
- Sea Change Strategies - The Missing Middle Report
Other articles on similar topics or on these reports:
- The Missing Middle
23 min - The Donor Bill of Rights – What Is It and How Does It Apply to Me?
In this episode of the NP Local podcast, Jason Cass and Scott Niermann talk about the Donor Bill of Rights, which was created in 1993 by the Association of Fundraising Professionals (AFP), the Association for Healthcare Philanthropy (AHP), the Council for Advancement and Support of Education (CASE) and The Giving Institute: Leading Consultants to Nonprofits.
Learn how to check your organization against these donor rights and expectations as NP Local discusses each point and how it is relevant to any organization today.
Episode Highlights:
- Scott shares that the Donor Bill of Rights was adopted in 1993 by leading professional organizations in the field of fundraising. (3:30)
- Scott explains that the Donor Bill of Rights states that the organization's mission, the way it intends to use its donated resources, and its capacity to use the donations effectively for their intended purpose have to be disclosed. (6:00)
- Scott shares that another point of the Donor Bill of Rights is to inform donors of the identity of those serving on the organization's governing board and to expect the board to exercise prudent judgment and fulfill its stewardship responsibilities. (8:28)
- Scott shares that the donors' rights include having access to the organization's most recent financial statements. (12:04)
- Scott explains that the Donor Bill of Rights also requires that donors receive appropriate acknowledgment and recognition. (15:01)
- Scott discusses confidentiality and a professional relationship, two additional points in the Donor Bill of Rights. (16:39)
- Scott explains that being informed whether those seeking donations are volunteers, employees of the organization or hired solicitors is also included in the Donor Bill of Rights. (18:00)
- Scott shares that the last point of the Donor Bill of Rights is to feel free to ask questions when making a donation and receive prompt, truthful, and forthright answers. (19:39)
Key Quotes:
- "The social world that we live in, social partnerships, being partners in relationships, that's what I'm trying to say, the relationship is what's driving everything today." - Jason Cass
- "Confidentiality, I think, is not something that is a big problem in the sector. But it needs to be our guard on confidentiality. And that means enforcing it among board and staff." - Scott Niermann
- "It's important that questions are answered, donors are responded to and they get the information they need. As you never know, that question may not be negative towards you or your staff or your organization, it may simply be to help a donor connect dots in their mind." - Scott Niermann
Resources Mentioned:
- Reach out to Jason Cass
- Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
- Donor Bill of Rights
- AFP
- AHP
CASE- The Giving Institute
- Niermann Coaching & Consulting
The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.- NP Local Podcast
23 min - Volunteer Management: Issues & Best Practices
In this episode of the NP Local podcast, host Jason Cass and Scott Niermann are joined by Scott McFarland, Executive Director at Missouri Community Service Commission. Volunteers are an important part of a nonprofit: they are donors of time, similar to donors of money. Therefore, good program management for the volunteer corps and appropriate time allocation and training for staff in these roles is critical to maximizing the value of volunteers. Listen to this episode for some key practices that will protect and provide for your nonprofit.
Episode Highlights:
- Does Scott McFarland think that according to the independent sector, the value of volunteer time nationally is over $28.50 per hour? (2:30)
- Scott McFarland gives an example of volunteer time being very beneficial. (4:12)
- Scott McFarland shares on how to get a full value out of volunteers. (5:12)
- Scott McFarland mentions the significance of the three Rs. (6:02)
- Scott Niermann mentions an article entitled, 10 Best Practices in Volunteer Management. (6:58)
- Scott Niermann recommends the book entitled Volunteer Management, by Steve McCurley. (9:33)
- Scott McFarland shares what nonprofit directors do to recruit the right volunteers. (11:07)
- Scott McFarland gives his thoughts about retention. (17:49)
- Scott McFarland shares the value of re-enforcing volunteers with the impact that they're having. (20:11)
- Scott McFarland mentions what he would always say to AmeriCorps members. (25:23)
Key Quotes:
- “It's really beneficial to kind of take a step back and figure out exactly what volunteers are doing for your organization and community. Having that number in hand is a good one to use.” - Scott McFarland
- “Whenever they volunteer, make sure they see the impact. They're going to be more likely to stay and be better volunteers for you because they're going to be bought into your mission, whatever that mission is.” - Scott McFarland
- “The last thing you want somebody to say is, I gave an hour of my time and I couldn't have done it better somewhere else. You want them to feel like they had meaning and were worthwhile and worth their time and your time.” - Scott McFarland
Resources Mentioned:
- Scott McFarland LinkedIn
- Missouri Community Service Commission
- Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
- Nonprofit Insured
- Niermann Coaching and Consulting
- Value of Volunteer Time in America
- Volunteer Management Best Practices Article
- The Urban Institute - Volunteer Management Capacity Study (2003)
- Updated Volunteer Management Capacity Study (2021)
- Council for Certification in Volunteer Administration
- Association of Leaders in Volunteer Engagement (AL!VE)
- Community Development Institute
- A Brief History of National Service
- Points of Light Global Network ("volunteer centers")
- State Service Commissions
- Volunteer Management: Mobilizing All the Resources of the Community
- Volunteer Management by Steve McCurley
30 min - Volunteerism: Why Does It Matter?
This episode of the NP Local podcast is hosted by Jason Cass and Scott Niermann. For those not in the nonprofit world, why does volunteerism matter? For those in nonprofits, small and large, do you know why people volunteer and how they think? Another form of giving is volunteering one's time. This is incredibly important to not only that individual but to nonprofit organizations far and wide. Listen for more wisdom from the hosts of NP Local related to volunteers and volunteering.
Episode Highlights:
- Scott shares what he has seen in his foundation coming out of the pandemic. (2:32)
- Did Scott have any problems trying to get employees? (3:17)
- Jason shares why transforming their organizations could be beneficial. (5:30)
- Scott mentions a report from Volunteering in America. (7:40)
- Scott shares that Utah has a particular religious denomination that requires and expects young adults to go out and volunteer. (8:33)
- Scott explains the difference between hard matches and soft matches in the grants business. (12:23)
- Scott shares a couple of things about volunteering. (14:58)
- Scott mentions why he believes in snatching folks up. (17:20)
Key Quotes:
- “Nobody's being paid to necessarily volunteer. You look at the tasks that they do and the skills that they bring. Whether they're a retiree, an eager young person, or maybe looking to volunteer their way into a paid job, that's the value they bring to these organizations.” - Scott Niermann
- “I think if there's anybody that doubts the value of these volunteers, go to one of the smallest nonprofits and ask if they would even exist if they didn't have volunteers.” - Scott Niermann
- “The volunteer spirit of this country is strong and it is unique. It's part of what makes America great.” - Scott Niermann
Resources Mentioned:
- Reach out to Jason Cass
- Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
- Nonprofit Insured
The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.- Niermann Coaching and Consulting
- Volunteering in America report
- Value of Volunteer Time in America
- Mayo Clinic - Health Benefits of Volunteering
21 min - Giving USA 2021 Report Takeaways
In this episode of the NP Local podcast hosted by Jason Cass and Scott Niermann, they learn about the newly released report on American philanthropy and some key takeaways for nonprofit professionals and fundraisers. A public service of the Giving USA Foundation and Indiana University Lilly Family School of Philanthropy, the Giving USA report is published annually and is the longest-standing report of its kind.
Episode Highlights:
- Scott shares the report called the Giving USA Report. (2:18)
- Scott mentions how much charitable giving grew according to the report. (3:07)
- Jason mentions why the report is proof that rich people give. (4:09)
- Scott shares what nonprofits are saying and what he has experienced. (4:50)
- Scott explains where the wealthier households give. (5:37)
- Scott shares one of the interesting things about the infographic. (8:24)
- Scott shares a key takeaway from Stelter group. (14:39)
- Scott mentions the leaky bucket syndrome. (16:24)
- Scott mentions a book called Donor-Centered Fundraising, by Penelope Burke. (16:46)
Key Quotes:
- “Foundations were more generous with their grant funds, they had less strings attached. Most in the nonprofit world know this but, I just want to reiterate that growth because that is substantial and it's a very positive thing for the future.” - Scott Niermann
- “Every organization has an online presence. There are certain things that legitimize you as an organization and having a website. These days, if you're a nonprofit, having a giving portal on that website is absolutely essential.” - Scott Niermann
- “There's something more personal about a phone call than just a transactional letter. It takes human resources, time and volunteers to get those things done if you're a small shop. Planning for that and developing those processes to do so really can pay off.” - Scott Niermann
Resources Mentioned:
- Reach out to Jason Cass
- Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
- Nonprofit Insured
The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.- Niermann Coaching and Consulting
- Giving USA
- Giving USA 2021 infographic
- Candid article re: Giving USA 2021
- The Stelter Group article re: Giving USA 2021
- Guidestar Directory of Charities (and categories of nonprofits)
- Donor-Centered Fundraising book by Penelope Burk
23 min - Tips for Today from 45 Years of Fundraising, Featuring Sandi Byrd
In this episode of the NP Local podcast hosted by Jason Cass and Scott Niermann, they’re completely on target for today's fundraising environment. Enjoy a short conversation with veteran fundraiser Sandi Byrd, ACFRE. From the early years of Loudon County Habitat for Humanity with its Founder to working at a small affiliate today, Sandi brings wisdom from over 45 years of nonprofit experience. Sandi and Scott share excellent points on the strategies of showing impact, accountability, and on partnering in your community. Don't miss it!
Episode Highlights:
- Scott introduces Sandi Byrd. (1:15)
- Sandi shares her background. (3:28)
- What drives Sandi to being in fundraising for 45 years? (6:05)
- Sandi shares her previous experiences that made an impact. (7:55)
- Sandi gives her philosophy on collaborating or partnerships. (12:01)
- Scott mentions one of the things that some organizations are scared of when it comes to partnership. (12:56)
- What other expectations does Sandi think that donors have along the lines? (16:42)
Key Quotes:
- “My favorite is working one on one with people to help them. One thing I think I learned the most from habitat was that the people that give are as much a beneficiary as the people who they help with their gifts.” - Sandi Byrd, ACFRE
- “I think people are understanding the fact that if they do a partnership, all the good things about each one can really develop by being together and by collaborating.” - Sandi Byrd, ACFRE
- “The stories are really what people turn to if you get a real life experience. Something that happened to somebody in their life because of what they've done means everything.” - Sandi Byrd, ACFRE
Resources Mentioned:
- Sandi Byrd LinkedIn
- Loudon County Habitat for Humanity
- Reach out to Jason Cass
- Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
- Nonprofit Insured
The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.- Niermann Coaching and Consulting
22 min - The "Why?" and "How?" of a Charting Impact Report
In this episode of the NP Local podcast hosted by Jason Cass and Scott Niermann, Jason and Scott discuss how the Charting Impact framework will help your organization articulate long-term goals, programmatic strategies, capabilities, and impact your constituents, funders, and even new staff and board members as you onboard. But, how do you go about writing this? How is it similar to, but different from strategic planning or marketing? Keep it simple with your NP Local hosts and take time to research, reflect, and then get this done for your organization!
Episode Highlights:
- Scott mentions the first step in preparing a report. (7:31)
- How does Scott feel about utilizing your board when you only have 1-2 people in the organization? (9:19)
- Scott shares why it’s important to have someone manage the writing process. (11:02)
- Scott mentions the GuideStar Charting Impact. (11:55)
- How does Scott go about changing his community? (16:26)
- Jason shares how to draw people into your organization. (19:23)
Key Quotes:
- “Anybody that's that motivated to work in a nonprofit, which may or may not be the largest pay they'll ever make in their life... They're motivated. And, they're going to do the kind of work it takes. You don't have to have degrees. You don't have to have all of this, necessarily, to make an impact in your community.” - Scott Niermann
- “When you can find the individual that is particularly good at a specific task, you’ve got to keep your eyes and ears open as you network. It is absolutely worth the expenditure as you can afford it, to get something done quickly, with the person that's going to do it best.” - Scott Niermann
- “You change communities by motivating donors. You change communities by serving. That servant leadership mindset, and by having programs that truly meet a need that doesn’t so much duplicate other things in your area but, are filling a niche.” - Scott Niermann
Resources Mentioned:
- Reach out to Jason Cass
- Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
- Nonprofit Insured
The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.- Niermann Coaching and Consulting
- Charting Impact Guide
- Guide Star
22 min - Telling the Story of Your Organization's Impact
In this episode of the NP Local podcast hosted by Jason Cass and Scott Niermann, using the Charting Impact framework crafted by leading, nationwide nonprofit advocacy and transparency organizations, NP Local hosts walk through five strategic questions every organization should consider in order to communicate their story. Specifically, the Charting Impact framework will help your organization articulate long-term goals, programmatic strategies, capabilities, and impact to your constituents, funders, and even new staff and board members as you onboard. Check it out today, and stand out above the crowd, as a worthy and valuable nonprofit!
Episode Highlights:
- Scott mentions some organizations from his files. (2:35)
- Scott shares what a Charting Impact does. (4:04)
- Jason shares a story about his conversations with a women’s abuse shelter and an executive director of a nonprofit. (4:54)
- Scott mentions the first question in the Charting Impact. (8:02)
- Scott gives us the second question in the Charting Impact. (11:11)
- Scott shares the significance of the program areas. (12:25)
- Scott explores the third question in the Charting Impact. (13:49)
- Scott explains why your capabilities have to be aligned with those goals. (15:57)
- Scott shares the fourth question in the Charting Impact. (17:16)
- Scott gives us the final question in the Charting Impact. (20:45)
Key Quotes:
- “There's so many nonprofits being created every day. You've got to stand out, you've got to show what I think most donors are looking for... impact in the nonprofit world.” - Scott Niermann
- “Knowing what the impact is, is the story you're not only going to tell to your people you serve, but, also to those who are serving those people... your employees, which are our greatest asset.” - Jason Cass
- “This whole exercise is an opportunity for the organization to reflect something that we don't take enough time for...Something that we have to do. It's a way to improve morale and get in that positive mindset for planning.” - Scott Niermann
Resources Mentioned:
- Reach out to Jason Cass
- Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
- Nonprofit Insured
The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.- Niermann Coaching and Consulting
- Charting Impact Guide
- Guide Star
23 min
About NP Local
From the publisher's feed
Are you leading a community-based nonprofit or ministry and feeling a bit alone? Well, you are NOT alone! NPLocal exists to support you in your journey as a nonprofit leader in short, easily digested…
(approximately 20 minute) conversations. Join renowned podcaster Jason Cass and nonprofit veteran and consultant Scott Niermann for wide-ranging discussions that will encourage, educate, and remind you that we're all in this together. Topics range from managing your board and fundraising to unique insights into the nonprofit sector as a whole, and will include interesting and influential expert guests from time to time.
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