Our first chat for consultants to community benefit organizations provided for some  great and thought provoking conversation.

Below is a summary of the questions and the comments/answers from our Chat on the 21st.   (You can see the whole chat in its raw-and-unedited entirety here.)

Many thanks to Megan McFadden(@Everywun) for compiling this summary. Twitter chats happen FAST and Megan – well, you are amazing!

Key Points from Discussion:

  • The need for more focus on strategy and planning for future vs. client focus on “tools” and “now”
  • Social media a good opportunity, but organizations are intimidated w/ how to integrate
  • How to get buy in from higher ups on new strategies (especially social media)?
  • ROI on fundraising programs important when have less money
  • Small orgs have some advantage – more nimble, can focus more
  • The importance of “Phasing” as a strategy for making consulting work more affordable for clients
  • The importance of Community Focus as a leverage point for client motivation

What difference is the recession making in your practice? What changes have you made in your work due to the economy?

  • lots of calls to help figure out how to mail less and still achieve net income targets.
  • We see NPOs working hard to integrate social media into their offline marketing. Trying to sort out how/if to raise funds in SMM.
  • I consult with npos on marketing and communications. Recession = clients less willing to spend $ on good strategy and prep.
  • orgs are definitely trying to do more with less – not necessarily a bad thing – there r opps there
  • ditto on the more w/ less; believe that the use of social media provides a perfect oppty
  • Solid results are hard to get if client doesn’t want to first invest in good strategy. Some even expect free strategy in proposal
  • Re: mail. Not treating all donors equally makes big difference in select and ROI. Custom messaging, too
  • I’m wking in Israel & US. NGOs are asking for ltd hrs/mo consulting, lower pricing focus on fundraising
  • In the current economic mess, having clients get focus in fundraising and do things to build capacity, think through ROI on programs
  • lower pricing, fewer hours, focus on fundraising
  • smaller groups are not social media savvy or prepared. Opportunity to help if there is $$
  • What could be better than free? The key is in developing the systems to work them. #NPCons
  • always ways to make money, just need to think the angle…small groups have a lot of buying power
  • -Economy luckily has not had an impact…but see other consultants in NYC struggling…too targeted and not good marketers
  • One trending topic is Facebook – still trying to get a handle on it and interested in paying a consultant to help
  • Think it is important to focus on the GOOD & to develop systems that are easily managed once you’re not there

Are clients ready to focus on what’s possible? How are you getting them there?

  • I try to get one big media hit while I’m creating strategy so that I feed the beast that wants “visibility” early on.
  • Yes! Facebook is one place they are willing to put their toes in, even before a blog. And definitely before Twitter.
  • Client sees immed action & that buys me credibility. Then they R more likely 2 listen 2 me re necessity for strat 1st
  • to answer the last question, I’m spening a lot more time networking/marketing. I sense clients R overwhelmed by social media space
  • Small orgs have the advantage right now. Big NPOs spending millions to LOOK small. This economy is good for the small NPOs in a way.
  • clients definitely need more guidance in integrating social media into marketing, communication, customer service, etc.
  • More and more they want to implement themselves, pay for guidance – ok by me but means need more clients

In response to the comment that clients are seeing Social Media as a panacea / lifesaver, how are you getting them past that?

  • Doing training on cultivation, friendraising, social media even talking about planned giving programs
  • -Yes we hear too they are overwhelmed by the concept AND the time to implement. But they still want to try.
  • my firm helps npos diversify their fundraising
  • by explaining that that is not how I work; there IS no panacea – only solid systems.
  • I also think that this is the environment to get those ideas ready that could take off….not implementing them, just “marinating”
  • all newspapers gone, yes I think NPOs mostly don’t see what’s happening in mass media. & they are not set up to cope
  • And the key is integrate everything from acquisition to cultivation, social media to planned giving. Yes?
  • I’m stressing social media as a broader strategy; launching a FB fan page w/o a system to support it can defeat the effort
  • Every social media platform needs strategy that works with the overall mission or it’s just a distraction. Yes?

In response to the comment that small organizations have an advantage, what advantage is that?

  • Using scenarios(especiallyanalysis of their own past experiences) can demo the need to continue to think long-term
  • No doubt overwhelmed. They know they should be doing something but very intimidated
  • They can move faster-no “committees” to get a new initiative through. They can maintain 1:1 relationships easier.
  • I see small organizations being more nimble in making adjustments. They are used to adapting and reprioritizing.
  • I would caution that because small orgs. are more mobile that their mobility could be a hindrance in the future…
  • I would hate to see fast mobility now be crisis solving at a later time
  • I would also sense that small groups moving fast because they have to…not by strategy but by necessity
  • I think NPOs feel this burning sense of urgency, which may not be warranted, but feeds their feeling overwhelmed.

What are you finding possible now that you didn’t find possible before?

  • Face-to-face relationships have to be built at some stage, but costs can be temp cut via tel, video or virtual mtgs
  • If you can keep head above water now’s the time to lay the foundations for when people are ready to give a little easier
  • I find advocacy orgs can move faster than service orgs. More tolerance 4 uncertainty & eager to be heard in activist groups.

In response to the comment that clients are desperate to just “do something! (and preferably free!)”, how are you focusing them on strategy?

  • We like to ask the question: What if you only had one donor? How would you treat them? At least pauses conversation.
  • fees, I’ve had to throw in bonus services to keep fees at same rate. Took 1 job 4 less than in past. Anyone else modified fees?
  • ying measurable outcomes to strategy and phasing the work to match their available resources/capacity.
  • I agree. Similar to FP smaller has less layers – more willing to change
  • Absolutely to reach more potential donors and communicate better
  • Old strategy should still be relevant….being too reactive is just not smart business….
  • Sometimes changing (shortening) length of engagement – with option to continue TBD
  • Emphasis on context is critical. If org is nimble or able to survive, and it’s not in a strategic context, then what?
  • I also believe phasing helps make case for future funding — we can help them demonstrate oppty via initial phases.
  • Yes – If U have no place 2 go U R just dressed up. Fashions change – tools change It’s all about the destination.
  • One way is to show senior mgt Soc Med done by competitors. Tie perceptions & image to Soc Med presence to fundraising.
  • A potential client I just met w/ is unable to afford; we are starting on a limited basis w/ tie-in to results leading to longer term

What strengths are you finding in your clients, that you can help them build upon?

  • When they stop being scared and examine their raison detre – they see how important their services are
  • I see organizational boards stepping up more, looking for potential partners to engage. Recognizing interdependence is an asset!
  • When buy-in from higher ups/boards is a challenge, younger staff can at times lead this effort

To see the whole chat from start to finish (and to see who said what) head to the archives here.

We hope to see you at our next Twitter Chat for consultants to community benefit organization – #NPCons!