You all know I love politics and while I have partisan opinions, I am blessed to be a political voyeur. I watch all the news channels and listen to all opinions.Well, four years ago, I sent $500 to Mike Huckabee in the Republican primary. You have to agree with me that he had a sense of humor and that group was so serious about themselves. They needed someone who could laugh at himself! It was nothing more, but as a result I have followed his career. He isn’t running for President now, and I’m not sure I would support him if he did.But in the political media, I saw a message from one of Huckabee’s advisors in the context of his decision to not run for President. The advisor says, “I cannot want this campaign more than he does.”That struck me. “I can’t want this campaign success more than he does.”We confront this issue every day with many of our clients. They want the money, but don’t want to do those things that are necessary to make it work. Of course, there are significant differences between political fundraising and nonprofit fundraising because of regulation on amounts and how it is given. Political fundraising is primarily cash, one time deals. But in both cases people are investing in dreams and objectives that they feel passionate about.Don’t get political on me. This message isn’t about politics or the presidential election. It is about passion and desire to do those things that are necessary to accomplish a goal.For most nonprofits, be they large or small the launching of a campaign for a new building or a program project is the moral equivalent to running for President or at least elective office. You are putting yourself out there to be judged.Fundraising is going through major change. While many people talk about how they like change, the truth is many have difficulty tolerating major change. The old fundamentals of fundraising are still important. Just like the fundamentals of any profession they have to be understood and respected. But the research tools are out there. They are either in social science research—serious discussion about why people give and not just techniques; or hard science–the research of donor’s capacity to give. This is just real and available.For many years, I have observed that everyone thinks someone else has a better deal.“Of course organizations who deal with hunger are going to raise more money. Everyone [there’s that everyone thing] is going to give to them.” Really? Then you haven’t heard the prospects who say, “Why don’t hungry people just get a job?” Or, “They can’t be hungry. Look how fat they are.” Or, “They will just take the money and buy drugs and alcohol.”“Everyone will give to education. It’s not hard to convince people how important education is to our society.” Really? Then you haven’t heard, “Those teachers are overpaid.” Or, “Teachers only work nine months out of the year.” Or, “This is why I pay taxes.”“Why wouldn’t someone give to the symphony? Arts are what culturally grounds us.” Really? Then they have not heard, “This is music for rich people.” Or, “Let those who want it pay for it.I could go on, but you get the point.Sometimes, the answers aren’t as easy as we would like, but you have to want it. Gifts to your institution are earned through hard, smart and tenacious work.You know I’ve been around, so listen up: if you don’t want them, someone else does.
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.