That is how we feel about our clients. Ever read the Berenstain Bears books to children? Our son, Austin, liked them a lot. If it was our turn to pick, we usually chose Learn About Strangers. Austin talked to everyone, and everyone loved talking him. (By the way, he still does). After letting him slip out of our sight a couple of times because he was engrossed in conversation, we grew very concerned about this.Austin would sit on my lap and I would read it to him, then we would go through the check list at the end of the book together. I would ask, “Austin, do you understand what to do when you see a stranger?”To which he would respond, “Yeah, Dad.”“Then why do you talk to everyone?”“They aren’t strangers, Dad! They want to be my friends.”Well, that is the way we are as a company. Our clients are our friends, our prospects become our friends, and many of our clients’ donors become friends. That is because we are genuinely interested in how we can help and be supportive of their dreams. You know what it is like to develop friendships. You have been doing it since you were born, haven’t you? In the best friendships, we say, “We are in this together.”Well, in our relationships, we are raising money together. And that, my friend, puts you in the thick of things pretty quickly.Sometimes prospects tell us, “You are so big. We are too small for you to care about us.”Nothing could be further from the truth.Sure, we are big, but we are the only consulting firm that has offered free service to struggling nonprofits in four states and the District of Columbia, helping 140 nonprofits in the first half of this year. Many were strangers—that is, until we got to know their dreams and helped them find ways to increase philanthropy, because they needed to serve those who were depending on them to fulfill their missions.We have walked side by side, “held the hands” of small nonprofits with only a few hundred thousand dollars of revenue, and helped them raise millions of dollars in a campaign.Our growth has been through helping all levels and sizes of nonprofits.Most of the people we worked with were strangers when we met. But they remained strangers only a short time. Raising money together has developed friendships that last a lifetime. More importantly, those friendships have changed lives in countless ways.Now, who wants to be friends?Let’s be friends on Facebook!
Hartsook President and CEO Matthew J. Beem Earns Ph.D.
Beem family: Joe, Matt, Kate,
Tom (not pictured, Maggie)
(Kansas City) Matt Beem recently earned a doctor of philosophy in organizational behavior and higher education administration from the University of Missouri – Kansas City. He defended his dissertation, Performance-Based Fundraiser Compensation: An Analysis of Preference, Prevalence and Effect, in December 2018.
Beem examined the preference for and prevalence of performance-based compensation and the relationship between it and productivity within the sample population of professional fundraisers. He reviewed the history of fundraiser compensation and prevalence of incentive pay in the nonprofit sector and among professional fundraisers, including its correlation to performance.
The Fundraiser Compensation Survey, an original study, was emailed by the Mid-America Chapter of Fundraising Professionals to more than 3,000 individuals. Findings revealed respondents’ dissatisfaction with the relationship between goal attainment, performance and compensation in their jobs. The study also found significant compensation differences based on respondents’ gender and ethnicity – findings different from research discussed in the literature review.
Beem’s dissertation adds important knowledge about the prevalence of and desire for performance-based compensation within the sample population. It also sheds light on the effect performance-based compensation has on the amount of money fundraisers raise.
Hartsook continues to be available to support nonprofit organizations in compensation plan design for its fundraisers, executive directors, CEOs and other senior leaders.