NP Local Jason Cass & Scott Niermann

Do more complex, major gifts confuse you?  Do you wonder how to land stock, IRA, real estate, or other significant gifts for your nonprofit?  If you are just getting started understanding these things, don't miss this episode of the NP Local podcast hosted by Jason Cass and Scott Niermann, so you can begin talking with donors about gifts of appreciated assets, including real estate, personal collections, valuables, and more!

Episode Highlights:

Scott mentions that the first rule for obtaining a tax advantage when making a charitable gift is to donate it to a 501c3 public charity. (4:39)


Scott explains the importance of discussing year-end giving with donors' tax advisors and ensuring timely paperwork. (7:46)


Scott discusses the concept of bunching gifts, which is a tax planning strategy where a donor combines multiple years of giving in order to exceed the standard deduction in that tax year. (9:57)


Scott mentions the significance of Donor Advised Funds (DAF) for regularly setting aside money for charitable purposes. (11:28)


Scott advises fundraisers to consider marketing appreciated assets such as stock, bonds, mutual funds, and real estate to avoid capital gains. (13:27)


Scott discusses the concept of Qualified Charitable Distributions (QCDs) from IRA accounts. (18:30)


Scott explains the Qualified Charitable Distribution, which allows donors to directly give up to $100,000 per year to a qualified charity. (20:22)


Jason mentions that one of the motivating factors behind putting the podcast together was the various changes happening in the organizations covered by NP Local. (22:07)



Key Quotes:

“If you're a fundraiser out there, and again, you're working towards your year-end strategies, be sure that you're talking with people or marketing appreciated, stock bonds, or mutual funds. Appreciated investments, including real estate, when gifted directly to charity, help the donor avoid the capital gain.” - Scott Niermann 

“One of the things that ignited Scott and me to be able to put this podcast together was the different changes that are coming into nonprofits, social services, all of these different organizations that NP local covers.” - Jason Cass


Resources Mentioned:

Fidelity Charitable: Charitable contributions


U.S Chamber of Commerce: How Do Charitable Donations Impact Your Taxes?


CNBC: How to maximize your tax deduction for charitable donations


Charity Navigator: Tax Benefits of Giving


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

In this episode of the NP Local podcast, Jason Cass and Scott Niermann discuss the well-known "Fundraising Cycle" - six steps to facilitate donor engagement.  Variations of this model exist, but the principles remain the same. Join us as we explore the stages of donor engagement in the fund development process.

Episode Highlights:

Scott discusses the first two stages of the fundraising cycle which are identifying a prospect, and qualifying potential donors. (3:58)


Scott mentions that the third stage is cultivating relationships with potential donors, including inviting them to events and sending them mail to prepare them for solicitation. (7:17)


Scott discusses the solicitation stage of fundraising, and how research and outreach can help with major gifts. (12:19)


Jason discusses the importance of having multiple marketing tactics to reach different types of clients, and how outsourcing and technology can help with e-newsletters and online donations. (14:05)


Scott explains how to segment donor bases based on their giving levels and how to steward them differently. (18:55)


Scott discusses the importance of stewardship in fundraising, including spending the money ethically and meeting the donors' expectations. (20:17)


Jason mentions the Directors and Officers' coverage in protecting nonprofit organizations from lawsuits due to wrongful acts. (22:18)


Scott advises prioritizing time and doing things properly, particularly with top donors, to cultivate, recognize, and steward them, as it can result in bigger and more frequent gifts. (23:36)



Key Quotes:

“Routines though, are one of the keys to success because routines create consistency and consistency creates success.” - Jason Cass

“Prioritize your time and do things properly, particularly with your top donors. You've always got special events and mailings that you can do for those lower down the levels. But, try to do it properly with your top-tier supporters and you will be amazed at the results.” - Scott Niermann


Resources Mentioned:

NonProfitPRO: What Is the Fundraising Cycle?


Freewill: What nonprofits need to know about the 6 stages of the fundraising cycle


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

This episode features a dynamic discussion between Cass and Niermann about organizational readiness for fundraising. The discussion also dips into some principles for major gift conversations and the capital campaign Niermann is currently engaged in.

Episode Highlights:

Jason discusses the challenges faced in the advertising and insurance fields, which include the effects of budget trimming and staff layoffs. (1:30)


Scott shares his experience with the administrative hurdles while managing a nonprofit fundraising department, emphasizing the importance of professionalism and ethical conduct in fundraising activities. (4:26)


Scott outlines nine key factors to evaluate when considering fundraising readiness, these include crafting a clear case, setting specific goals, and defining a vision for the organization. (7:54)


Scott discusses the obstacles they encountered when fundraising for a 130,000-square-foot facility, highlighting the necessity for patience, professionalism, and involvement from leadership volunteers. (15:09)


Scott shares a story about an unexpected $100,000 donation, underlining the importance of preparedness for such surprise gifts. (16:35)


Jason believes in the approach of letting the donor make the first decision, without making assumptions about their thinking. (17:12)


Scott mentions the nine elements required to effectively manage fundraising. (18:41)



Key Quotes:

“I've been fortunate where I'm at now that so many people love and know about the organization. And we serve a pretty large geographic area of 10 counties that people know about us and call us pretty regularly. ” - Scott Niermann

“One of the things I do is I like to make the offer first, and I've had to learn over the last three or four years. Let them make the decision. Number one, it's their decision anyways, but you never know what they're really thinking versus what you're thinking.” - Jason Cass

“Institutional readiness, and what you need in order to do fundraising and to manage fundraising. There are nine things: the case, the need, the goals, prospects, leadership, volunteers, public relations, time, staff, and budget.” - Scott Niermann


Resources Mentioned:

The Fund Raising School at Indiana University: Principles and Techniques of Fundraising


Checklists:

Check Out Your Organization’s Fund-Raising Readiness and Learn the Secret Of Fund-Raising Success

Organizational Readiness Checklist

CFRE: International Statement of Ethical Principles in Fundraising


The Chronicle of Philanthropy: Working With Vulnerable Elderly Donors: Tips for Fundraisers


The Non-Profit Times: Sensitive Stewardship And Donors with Dementia


Bloomerang: 7 Limiting Beliefs in Fundraising You Need to Remove Today So You Can Raise More


Book: The Millionaire Next Door: The Surprising Secrets of America's Wealthy


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

In this episode of the NP Local podcast, Jason Cass and Scott Niermann discuss further the CEO and CDO roles in fundraising leadership. Specifically, why do we want CEOs involved in fundraising, and how should we think about and engage their leadership role when working with donors?  

Episode Highlights:

Scott mentions that successful fundraising requires an organization's Executive Leadership. (2:34)


Scott discusses the advantages of involving CEOs in fundraising, such as obtaining larger gifts and demonstrating support for fundraising functions. (3:46)


Scott believes that a CEO can help fundraisers by signing cards, making phone calls, and organizing lunches for introductions. (6:40)


Scott explains how important it is to create a culture that respects and understands the fundraising cycle. (9:36)


Jason mentions that it is important to give ownership to employees and involve them in fundraising efforts. (11:47)


Scott believes that successful fundraising requires coordination, collaboration, and respect for each other's knowledge and function. (13:33)


Jason explains why it is important to concentrate on long-term goals. (15:30)


Scott mentions that relationships and working with the right people are important fundraising principles. (17:23)



Key Quotes:

“Successful fundraising includes Executive Leadership of your organization.” - Scott Niermann

“Ask anybody on my team and ask them what they are building. Everybody in my office can tell you what they're building because we are building an empire. And I can't build the empire. But everybody building their piece of the empire creates the empire.” - Jason Cass

“The number one thing a CEO can do is to ensure that the fundraising shop has the resources that they need, whether it's human resources, or whether it's cash, it takes money to raise money.” - Scott Niermann


Resources Mentioned:

SPNO: Should CEO Be Involved with Fundraising?


Future Fundraising Now: 8 ways a CEO can transform fundraising


Fundraising Coach: How much time should a nonprofit CEO spend on fundraising?


Amy Eisenstein: Help Your Executive Director Embrace Their Role in Raising Major Gifts


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

Listen as Niermann and Cass discuss leadership roles in fundraising for small and larger nonprofits, with an emphasis on the importance of a CEO's engagement in the process. The Board of Directors also has a role, but the importance of the CEO's role cannot be overstated. 

Listen and learn more!

Episode Highlights:

Scott discusses the growth of his organization over the past few years. (1:18)


Scott mentions the role of Executive Leadership in fundraising and the importance of collaboration between the CEO and the fundraiser. (4:08)


Scott explains the Chief Development Officer's role and how it differs from that of a CEO. (7:39)


Scott mentions that the fundraising manager focuses on how, by whom, and when funds are raised, whereas the fundraising leader inspires everyone in the nonprofit by focusing on why funds are raised. (11:43)


Scott discusses his role in leading a capital campaign to raise $7.5 million for a new 130,000-square-foot facility, and shares the project's timeline. (12:35)


Jason mentions that smaller social services organizations often don't have a CDO and instead the CEO is doing a lot of the work of a CDO. (17:51)


Jason explains that managers can only do so much with manpower and that if they don't have enough manpower, they must focus on the things that add the most value. (20:10)


Scott mentions that the next episode will discuss why a CEO should be involved in fundraising, how they can learn to fundraise, and how you can collaborate with them. (21:33)



Key Quotes:

“What I have found is that there's oftentimes not a consensus in any given community on the role of Executive Leadership and fundraising or the role of an organizational CEO, as compared to that of your hired fundraiser or lead fundraiser.” - Scott Niermann

“The fundraising manager concentrates on how funds are being raised, by whom, and by when. The fundraising leader, in contrast, inspires everyone in the nonprofit, focusing on why the funds are being raised, and what could be next if fundraising could increase to meet an expanding vision.” - Scott Niermann

“We can’t understand certain things that happen in our life unless we experience them. But one of the ways that we can get the closest is by listening to podcasts like this.” - Jason Cass


Resources Mentioned:

Board Source: The Guide to Board Member Roles and Responsibilities


Gail Perry Group: 10 Fundraising Responsibilities of Every Board Member


NonProfitPRO: The CEO Is the Quarterback for Organizational Fundraising


Lilly Family School of Philanthropy: Effective leadership, successful fundraising


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

A leader's engagement is critical to engaging the team and organizational success. Check out Part II of NP Local Podcast on Employee Engagement as it relates to productivity, burnout, and "quiet quitting."

Episode Highlights:

Scott discusses the critical role of trust in team engagement. (1:46)


Jason mentions that one way to avoid quiet quitting is to ensure that everyone realizes that they each have their own piece of the empire, but that everyone's empire is successful because of the success of each other. (3:34)


Scott discusses policy processes as barriers to micromanagement and shares that providing individuals freedom within specific limitations is something they've been working on in his organization in recent years. (4:49)


Jason discusses the significance of structural support in the workplace. (8:53)


Scott explains that offering ample opportunities for growth and development is one of the most important factors in improving employee engagement at the organizational level. (13:42)


Scott discusses leadership engagement and how it drives employee engagement. (15:21)


Scott shares how important developing self-awareness is for leaders. (19:01)



Key Quotes:

“What if we train them and they leave, what if we don't and they stay? Now, I know, there are a lot of you that have heard that before. But if you heard that for the first time, really stop and think about that. That is very, very vital and very important as a manager or principle.” - Jason Cass

“As a leader, if we all will increase that self-awareness. As we said earlier, we all have quirks and that's just how we are. It's a factor of our lens and our personality and our experiences that we've been through. But, I think it's important to build that self-awareness.” - Scott Niermann 

“We mentioned team norms…when you're severely understaffed, or when you have leadership that is not engaged, or that has had some turnover, or you just have these earth-shattering situations like the pandemic, right, that just changes what those norms ever have been before.”- 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

Center for Creative Leadership

Articles:

3 Tips to Banish Productivity Burnout

Focused on Improving Employee Engagement & Retention? Pay Attention to These 4 Factors

Book: Good to Great and the Social Sectors