Episodes

  • 8 Blunders in Major Gift Asks

    8 Blunders in Major Gift Asks
    Jul 9 2024
    Having trouble closing major gifts? Unsure how to approach major gifts? Let's think about what NOT to do, and talk about a better way. In this episode, Niermann and Cass talk about experiences in sales and fundraising, both mistakes they have made and successes they have had, and lessons learned through each case. Episode Highlights: Jason Cass explains the importance of managing major gifts in nonprofit fundraising. Scott Niermann emphasizes the importance of visiting donors personally for major gift requests to build relationships. Jason Cass discusses the effectiveness of face-to-face meetings versus virtual meetings for major gift tasks. Scott Niermann explains the significance of having the right people in the room during major gift asks, especially involving board members. Scott Niermann discusses strategies for avoiding backtracking during major gift asks and the importance of not beating around the bush. Scott Niermann shares a personal anecdote about a two-hour lunch meeting where he failed to make the ask and the lessons learned. Scott Niermann discusses the critical role of follow-up and keeping the responsibility to stay in touch. Jason Cass provides practical tips for ensuring follow-up, including planning timelines and understanding donors' preferences for communication. 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 Feature article: Top 8 Nonprofit Major Gift Asking Blunders
    Show more Show less
    24 mins
  • Getting Real: The Value of Executive/Leadership Coaching

    Getting Real: The Value of Executive/Leadership Coaching
    Jun 25 2024
    After a hiatus of several months, listen as Cass and Niermann get real about future podcast episodes (send in your feedback and tell us what you need!). This episode also emphasizes the importance of executive or leadership coaching, as Scott shares about the value he has seen with an Executive Coach to help level up his game. Episode Highlights: Jason mentions a thought-provoking book “Think Again” by Adam Grant, discussing how the rate of knowledge growth has accelerated from 25 years to as few as 3-6 years since the 1950s. Jason and Scott discuss their goal to rethink the podcast format to better deliver valuable insights to the audience. Scott shares his experience post-pandemic, touching on how basic functions in society seem to struggle and his personal engagement with an executive coach to enhance his leadership skills. Scott explains the 360 assessment process he underwent, which provided him with comprehensive feedback from various perspectives within his professional circle. Scott discusses the complexities of leadership styles and the necessary balance between detail-oriented and results-focused approaches. Discussion on the necessity of leadership adaptability in fast-paced environments and the importance of detail-oriented management. Jason discusses the implications of failing to meet goals and the intrinsic value of the learning derived from those experiences. Scott explains the philosophical aspects of identity, and how our past and decisions shape who we are and who we can become. Jason mentions another influential book, "The Courage to Be Disliked" which further explores the concept of identity and personal growth. Key Quotes: “We're trying to rethink this podcast, right? We want to make sure that we're going to give you the nuggets that we started with all along.” - Jason Cass “We're not trying to be all things to all people, but on the same token, we want to go deeper kind of in a next level that's going to help folks today.” - Scott Niermann “I'm being challenged in my leadership role. And so it's time for me to level up, right? You either rise to the occasion when you're in leadership or you get off the bus.” - 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 Books mentioned by Jason Cass in this episode: Think Again by Adam Grant The Courage to Be Disliked by Kishimi, Koga & Galvin
    Show more Show less
    23 mins
  • Tax Advantages of Charitable Giving

    Tax Advantages of Charitable Giving
    Jul 25 2023
    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
    Show more Show less
    25 mins
  • The Fundraising Cycle: Tips for Managing the Process

    The Fundraising Cycle: Tips for Managing the Process
    Jul 11 2023
    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
    Show more Show less
    26 mins
  • Institutional Readiness for Fundraising

    Institutional Readiness for Fundraising
    Jun 27 2023
    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
    Show more Show less
    21 mins
  • Why and How to Engage Your CEO in Fundraising

    Why and How to Engage Your CEO in Fundraising
    May 2 2023
    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
    Show more Show less
    19 mins
  • CEO and CDO Roles in Fundraising

    CEO and CDO Roles in Fundraising
    Apr 18 2023
    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
    Show more Show less
    23 mins
  • "Quiet Quitting" and Employee Engagement - Part II

    "Quiet Quitting" and Employee Engagement - Part II
    Jan 31 2023
    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
    Show more Show less
    23 mins