FEBRUARY 2009

IN THIS ISSUE

	Consider This
	Client Victories
	Kudos
	Welcome Aboard!
	Success Stories
	Hartsook Best Practices Collection^SM
	Book of the Month
	Between the Lines
	From the Podium
	New Clients and Extensions

"Frequently we are asked, "Why choose Hartsook Companies over another firm?" There are many reasons, but nothing speaks louder than the record growth HCI continues to experience in 2008. Fundraisers, volunteers and board members are talking about bad fundraising times, yet HCI is experiencing one of its best years ever. As one of America's largest and most recognized fundraising consulting firms, we are proud that our reputation for quality and results continues to make us the fastest growing firm in the country."

Bob Hartsook,
Founder and CEO

Consider This

Claim Your Piece of the Fundraising Pie

For decades research has shown businesses that continue to advertise and pursue sales during a recession increase their market share. There are always people buying, and the businesses that not only stay in the game, but step up their sales initiatives are the ones from which buyers will make their purchases. So while it may sound counterintuitive to spend as much or more on sales and marketing during a recession, the reality is - it pays off.

This is the fourth recession in which I have raised charitable dollars, either as a fundraiser or a consultant. What I have learned to be true in these economic downturns (which, on average, last anywhere from 14 to 28 months) is that those nonprofits that forge ahead come out of recessions raising more money than their peers.

The current recession provides nonprofits an opportunity to "corner the market" on their respective missions and increase their market share.

Nonprofits that invest in their development programs - refining and expanding their identification, cultivation, solicitation and appreciation strategies - and aggressively move forward, end up with a larger piece of the philanthropic pie. Moreover, these nonprofits come out of challenging times with greater name recognition, better positioned to advance their mission. They are seen as the authorities addressing their respective issues because they do not back down from their mission. In good times and bad, they stand their ground and make an argument for their clients.

Some nonprofits will inaccurately believe that money can't be raised in this economic climate, but the facts say otherwise. Do you know that giving in America has only decreased in one year since 1949? There were 10 recessions during that period. Some nonprofit organizations, unfortunately, will use the economy as an excuse to not raise charitable dollars. Still others will choose to fold instead of making development an institutional value and engaging new donors in the life of their organization for the benefit of their clients.

If you want your nonprofit to be stronger when this recession ends, the process begins now. Will it be easy? No. But worthwhile endeavors are rarely easy. History and experience say those nonprofit organizations that commit to their clients and push forward during hard times come out on the other side stronger, more vibrant and better positioned than ever before. Are you hungry enough to claim a larger piece of the fundraising pie for the benefit of your clients?

- Robert G. Swanson, President (Wichita, Kans.) robertswansonhc@aol.com

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If you'd like a free subscription to e-Hartsook on Philanthropy - or its companion publication, the free, bi-weekly Strategies for Success, click here or contact Cathy Rutz, cathy@hartsookcompanies.com. You also can reach her at 316.630.9992.