Decor: Dream or Nightmare?

Décor is an important part of most fundraising events and has the potential to have a major impact on how much money you raise. Décor can transform a venue into a different place, transport attendees to a new world, and help tell the tale of your mission. Décor can also be a hinderance, actively work against your fundraising, and run roughshod on your budget.

We have seen some incredible décor over the years. For example, every February, the Boys and Girls Club of Sonoma Valley transforms their gymnasium into a spectacular setting for a high-end gala, utilizing a combination of drape and lighting. Looking at photos of the event, you would never guess it was in a gym. But you never have to look too far to remember where you are, and why you are there.

The Sweetheart Gala always takes place in the Boys and Girls Club’s gym, but it doesn’t feel that way.

Save the Redwoods League consistently does an amazing job of utilizing décor to communicate their mission at their galas. Whether it is in a tent on Union Square or a boxy warehouse space in the Presidio, they always manage to create a mood that feels connected to the forest, through lights, visuals, and use of live plants and trees.

Décor doesn’t have to be over-the-top to serve a valuable purpose. We’ve seen many events utilize retractable banner stands to communicate their mission and message and empower attendees to get in the frame of mind of supporting the cause.

The one place we’ve seen décor go most awry is at the tables, specifically, in the center of them. Centerpieces have the potential to become a massive hindrance for us as auctioneers. Tall centerpieces can make it hard to see bidders, and actively hinder our ability to do our jobs. It can not be overstated: Tall centerpieces make it harder for us to see the crowd and for the crowd to see us onstage. It creates a sense of separation in the room – in a bad way.

These centerpieces were so tall, Greg opted to do the auction from the floor instead of the stage.

We won’t play at being arbiters of taste, but we will say that when planning your décor, do it with intention. If the goal is to create an atmosphere of giving, how can the décor help serve that purpose? If the theme is important to your crowd, how can you meet their expectations while staying true to the fundraising?

Lighting is a cost-effective method of transforming a space, and lighting can also be used to change mood during an event. Remote-controlled, battery-powered LED lights can change color with the click of a button and be synchronized to do so throughout the room at the same time. Changing the color of the lights washing the stage between speakers can make for dramatic entrances and exits, and help to focus the crowd’s attention.

Be creative. Utilize modern technology. Make your event memorable and profitable. The one thing you should not do is create centerpieces that block sightlines. Seriously.

Auction Lot Idea: First in Line at Valet

We love to open an auction with a “warm-up” lot that has a low opening bid, but hopefully is extremely popular and sets the tone for the rest of the auction. These lots are fun, readily accessible, easy to describe, and usually offer some sort of instant gratification.

There are many variations on this theme, usually involving food or drink. We often sell opening lots of a round of “special” drinks served immediately to the winning bidder’s table, a “better dessert” for the winning bidder’s table, or special attention from the waitstaff and bartenders.

If your event has valet parking, you have an easy warm-up lot just waiting for you. At most events with valet parking, there is a line of people waiting for their cars at the end of night – especially larger events of 500 people or more. On more than one occasion we have offered the opportunity to have the winning bidder’s car moved to the front of the valet line as an auction lot.

The logistics are simple: as soon as a winner is determined, a staff person gets the winner’s valet ticket and has the winner’s car pulled around so it is waiting for them when they are ready to leave. All it requires is an agreement with the valet service provider to maintain a lone parking spot at the front for when the time comes to get the winning bidder’s car.

Market it in the auction catalog and slideshow, give it a description that sells the story. I’ve even seen some extra details added on, like a goodie bag to take home waiting on the front seat for you. The point is to keep it simple and make it fun. The results always align with what we’d hope for an introductory lot like this. Worst case scenario, we raise about $500 and do a great job of warming up the crowd. Best case scenario, two bidders go at it and we’re off to the four- or five-digit races on our first lot.

If you have other ideas for great warm-up lots, post them in the comments below, or drop us a line.

Do Your Homework on Consignment Packages

Consignment companies serve a valuable role in helping round out live auctions. If your auction is in need of an exciting travel package, or something specific that you have been unable to get donated, purchasing an auction lot from a consignment company is a viable option. However, if you are going to purchase a consignment package, it is important to follow a few simple guidelines.

Only purchase from reputable consignment companies that specialize in working with non-profit auctions. Any consignment company worth dealing with will be able to provide you with references to happy clients, auctions that have sold their packages, and bidders who have taken their trips. If you are going to trust the care and handling of your bidders to a company, their partners, or representatives, you need to know they will be treated well.

Sometimes you need a tropical paradise in your live auction, and have to pay to get it.

The financial goal should be at least double your investment. If a consignment package is going to cost $1,500, your target sale price should be at least $3,000. This means you must know your audience, their desires, and their potential budget. Don’t base the decision to purchase a consignment package on what the consignment company says it is worth or on how well it has performed at other auctions.

Shop around and do your homework. Once you find a package that seems like a fit, ask the consigner if they are the provider or if they are a reseller. If they are a reseller, see if you can go directly to the company that provides the package. There are many resellers out there that simply take other consignment company’s packages, mark them up significantly, and then do their best to market them.

A client recently came to me with a consignment package that seemed familiar at first glance, except it was way more expensive than I remembered. Once I looked a little deeper, I realized it was a consignment package from a different company being offered at two times normal cost. What should have cost my client $1,800 was being “offered” at $3,600. As soon as we figured this out, my client simply switched over to the originating consignment company and purchased the package from them.

Consignment packages can be a useful tool for your live auction, raffle, last hero standing, or silent auction, but only if you do your homework, and make sure the package is going to fit your needs, and not vice versa.

Spring 2023 Wrap-up

The year is halfway over and the spring fundraising season is coming to a close. It is a good time to identify the fundraising auctions trends that have emerged, how they have impacted events, and how best to work with them to create successful event. First and foremost, we are seeing continuation of trends that started last year.

One of the most promising trends of 2023 is the younger generation stepping up and supporting charities at a high level

People are still waiting until much later in the planning process to purchase their tickets than they would have done pre-pandemic. This spring we saw a number of events come up against their deadline to confirm the catering order while attendees were still continuing to purchase tickets.

Check with your event venue and/or caterer to see how they’ve been addressing this issue. Unless your event is known for selling out quickly, be prepared to work to motivate ticket buyers as you come down the home stretch. And most importantly, know that this behavior is the norm these days.

Another part of the new normal is the volume of crowds remains louder than ever. Setting aside all attempts to analyze why this is true, the simple fact is once people are at an event together, they tend to be extremely loud. Crowds that are usually staid or reserved are loud, and crowds that are known for being loud are cacophonous.

Work with your A/V partner to ensure the sound system you have in place is designed to address this. Specifically, you need more coverage with more power – not just more power (think “auction surround sound”). Craft your timeline to ensure you are giving your crowd the time they need to blow off steam. Fine-tune your program so that everything that happens onstage is meaningful and engaging.

Auctions are getting shorter. When I first started doing fundraising auctions in 2004, the average auction length was 25 - 30 lots. That number has shrunk to about 12 lots, with many events strategically opting to do a fund-a-need only. Shorter auctions means fewer lots to generate the money, obviously, but it does not mean you have to restrict your auction to fewer bidders.

Buy-in-lots have surged post-pandemic and continue to be extremely popular, as I documented in an earlier blog post. As events opt to hold shorter and shorter auctions, buy-ins have become an integral way to engage more bidders *and* raise more money.

Another trend this year is the rise of the “sponsor a spot” auction lot. Similar to a buy-in, but instead of securing an opportunity for oneself, we ask bidders to sponsor beneficiaries of the event to participate in an experience (read a more detailed blog post here).

Crowds are also getting younger, and I’m not just saying that because I’m feeling older these days. We are definitely seeing a new demographic emerge at fundraising events, and the late 30’s to early 40’s set is starting to have an impact.This means you have to keep your program fresh and utilize forms of marketing that meet this market where it lives and plays. It also means that you need to develop a couple of fun and creative auction lots that appeal to this demographic – buy-ins usually fit the bill.

We are seeing events trend upwards again. Most events – not all, but most – are making more money than last year. Many are setting new records, after setting new records last year. This is partially the work of expectation management, of crowds expecting to raise more money each year. But it is also the work of development teams, boards, and committees who do a great job of setting individual attendees’ expectations for their participation in the event.

One disturbing trend we’ve seen emerge this year is fake bids: people making a bid and then either denying they made the bid or outright refusing to pay. This has happened at numerous events this spring, including at some of our biggest events. At one event, a bidder obviously and repeatedly bid on a lot until the lot sold to them for $36,000 – at which point they simply refused to acknowledge their winning bid and insisted they had not been bidding. Utilizing a payment processing system that enables you to tie bidder numbers directly to credit cards will help prevent this, but it will not make it completely go away.

Another great solution for this is to utilize professional bid spotters. You may already pay a premium for your fundraising auctioneer, but the additional cost of professional bid spotters will more than pay for itself, especially if you have a crowd of more than 350 people. Professional spotters help make the auction livelier and more engaging for the whole crowd, but especially those last few rows of tables.

Without professional spotters, we often do not know a bid was false until the lot has already been sold to that false bid. Then we have to re-open the lot, find the last bidder, re-engage them, and so on. Professional bid spotters can help verify bidder behavior and alert the auctioneer to false bids before they become problematic. They can directly engage with bidders and confirm a bidder’s intent (or lack thereof) while the auctioneer is still actively selling an auction lot. As few as one or two professionals “on the ground” in an auction can make everything go more smoothly.

To summarize: what we are seeing so far in 2023 are crowds that wait longer to buy their tickets, are louder than ever when they get to the event, and spend more in support of their chosen charities than ever before. These crowds are getting younger and require both programming and auction lots that map to their demographic. If your event has more than 350 attendees, consider using professional bid spotters to help make your event more successful.

The Most Exciting Auction Lots of 2022

After two years of pandemic, 2022 marked an almost complete return to in-person fundraising, and the re-emergence of live auction “irrational philanthropy.” Crowds were excited to be back in the room together, and auction committees pulled out all the stops to put together creative and enticing auction lots, making it the perfect time to bring back our annual tradition of recapping the most exciting auction lots of the year.

The types of lots that succeeded had varied greatly through the first two years of the pandemic. This year, trips were back in full force, as people started traveling again and pent-up demand for vacations revealed itself in bidding behavior. In-person entertainment opportunities also reclaimed a top spot in auction popularity and profitability. People really want to be social, engage and interact. It follows that buy-in lots (also known as “buy-a-spots,” “count me ins” or “pay to play parties”) have emerged as one of the most popular and exciting live auction lots in 2022.

Get creative! The most exciting auction lots don’t have to be expensive, they just need to offer exclusive access to experiences, relationships or both.

This year’s list of exciting auction lots includes a sampling of each of the above, as well as some experiences and relationship-based lots. For the purposes of this list, “exciting” is an arbitrary assignation focused on each lot’s uniqueness, creativity, and the buzz generated at the event. Sale price impacts the decision, but only relative to how other lots sold at the same event. I have, however, included some opening bids and final sale prices for the very first time in this series.

Knowing where bidding started and where it ended up can help understand how exciting the bidding was for some lots. The single most exciting and memorable auction lot of 2022 was a lot that underscores how sometimes it is not the content of the lot, but the intentions of the bidders that makes for an exciting auction.

But comparing pricing between events can become a dangerous, and ultimately unhealthy, practice. Don’t get hung up on how much other events make, and instead utilize this list to create fun and exciting lots of your own! The goal of this list is to help inspire creativity (and profitability!) at your fundraising auction.

And with no further preamble, here are the most exciting fundraising auction lots of 2022 (click on the + symbol to the right to expand each lot’s description):

• Sushi, Sake, and Karaoke

  Treat 50 of your closest friends to an exclusive Karaoke and Sushi Party at The Center. Sing your favorite songs from the main stage, enjoy sushi boats from local favorite Way Yum Sushi and drink chilled Soto Sake.

  Hosted by professional singers and The Center's own Rachel and Brynn.

  Opening Bid: $1,400

  Sale Price: $7,000 (X2)

• Name the Baby Otter!

  The honor of naming the Museum’s new baby river otter could be yours! You will also get an exclusive behind-the-scenes tour from the wildlife team plus a special encounter with the baby otter. Find out why a group of otters is called a romp!

  Opening Bid: $500

  Sale Price: $12,000

• Last Last Chance for Dinner from Chef Philippe

  Our beloved Head of School is returning to a well-deserved retirement. Before his departure, he is giving us one last chance at his coveted dinner. Over the years, between his lots at Gala and SDV, Philippe has dazzled and delighted guests with 36 dinners.

  Philippe’s dinners have become a cherished tradition and are famous among the school community. Now, it’s the last one ever, for real this time! Philippe will be returning to retirement, permanently. Here’s your final opportunity to enjoy this part of the school’s history.

  As with his management of the school, Philippe brings equal parts efficiency, skill, and grace to his kitchen masterpieces. You will be treated to a sumptuous gourmet meal, prepared by Philippe in the intimacy and comfort of your own home. Enjoy a delicious dining experience where Philippe will also personally select the perfect wine to accompany each course, and he will guide you through his wine choices.

  This is not your run-of-the-mill dinner party. This is a wine-paired treasure! Philippe personally hand-carries wine back from France, specifically for this dinner. He is extremely knowledgeable about wine and puts great thought and care into his selections, just as he does with his culinary creations. This evening is sure to be a feast for your palate!

  Don’t miss out on this truly special experience before it’s going, going… GONE!

  Opening Bid: $2,400

  Final Sale Price: $42,000

• Big Brothers & Big Sisters 49er Match Gift

  Being a Big is a big commitment – a commitment that can stretch a big’s creativity and budget. Bigs truly bring out the best in their Littles by exposing them to new experiences. And the responsibility is usually on the Bigs to fund these ventures.

  Except for now: right now we are looking to you to partner with us to help send Matches to a 9ers game. For a home game in the upcoming regular season, your $1,000 donation will provide transportation to and from the game, a pair of seats for one Match, and food and drinks at the game.

  Thanks to BBBS supporter JK and the 49ers!

  Donation amount: $1,000/match to send them to the 49ers game

• Ruby Mountain Heli-Skiing Adventure

  Imagine a mountain range that fuels your soul makes you feel alive. With 15 peaks above 11,000 feet of elevation, the jaw dropping Ruby Mountains are an off-the-beaten path gem offering more than 200,000 acres of skiable terrain with an average dry snowpack of 300 feet. With wide open glaciated bowls, limber and white bark pines, and aspen forests, there is terrain for everyone.

  So remote you will be helicoptered into this backcountry skiing adventure. With a limit of 16 people per tour, and 4 to 1 guide to client ratio, the Ruby Mountain Heli Skiing guest experience provides a private atmosphere with attention to detail, on the mountain or at the lodge.

  The latest equipment is included with your stay. All guests are provided access to some of the best powder skis and poles currently on the market, along with airbag backpacks from Scott, transceivers from Mammut, and all required avalanche equipment.

  Truly escape the crowds at our privately owned lodge at the base of the Ruby Mountains, located at 7,000 feet with inspiring 360 degree views of the Ruby Mountains to the south and east and the Great Basin Valley to the north and west

  From the moment guests arrive at the lodge they are welcomed by our staff with a friendly and warm greeting. Get settled in your room, set up with skis and gear, enjoy a handcrafted cocktail from the Ruby 360 Bar overlooking the Great Basin, meet the guides and talk ski conditions and indulge in our nightly dinner service with anticipation of sitting in an A-Star and flying into the Rubies in the coming morning.

  This package for two includes 3 nights lodging – double occupancy, all meals, designed and prepared by renowned chef Francy Hoyer and her team, ski equipment rental, Elko Airport shuttle, and complimentary Great Basin or Ruby Mountain beer are included.

  Vertical guarantee of 15 runs, with option to ski up to 18 at no additional charge. Season runs from mid-January through mid-April.

  The guests would be responsible for any extras such as the arrival night dinner, bar tab, single room upgrade, extra skiing, store purchases, etc.

  Opening Bid: $6,000 Value: $11,992

• 2023 Masters Weekend

  Enjoy a once in a lifetime experience at the 2023 Masters Tournament at the Augusta National Golf Club!

  This all-expenses trip includes:

  • Two (2) people to enjoy tickets for either either Saturday; April 15th or Sunday; April 16th

  • (2) Delta Business Class Vouchers.

  • Airport Transportation

  • Overnight accommodations for one night at a luxury guest house

  • Daily meals

  • Special Gifts.

  Opening Bid: $5,000 Value: $15,000 Final Sale Price: $36,000

• A NAPA Galactic All Star Wine Trip

  Two Couples will be flown first class to NAPA and then enjoy 4 days and 3 nights at the exclusive Cardinale Villa. This beautiful home is on the grounds of the fabulous Cardinale Winery in Oakville, California.

  Promontory tasting!!! This "can't get access" winery is a very special experience. Promontory, owned by the Harlan family is hidden in the hills of Oakville and is one of most beautiful sites in NAPA. Promontory is truly a world apart from the Napa Valley that most people experience. Within this secluded canyon there are two distinct fault lines, roughly demarcating the boundaries between volcanic, sedimentary, and metamorphic soils. This diverse geology is stretched across 500 feet of elevation, on a multitude of dramatic slopes and panoramic exposures.

  Bryant Tasting- Don and Bettina Bryant have built one of NAPA's most incredible wineries on the Western Slope of Pritchard Hill. This rare opportunity to try these beautiful wines will truly be an out of this world experience. Bryant Estate wines are currently harvested, blended, and produced entirely by hand from grapes planted and grown on the original 13-acre estate, as well as on neighboring vineyards on Howell Mountain, Las Posadas, and Madrona.

  Cardinale- during your stay the Winery will host you and your guests to a lunch and wine tasting of the wonderful Cardinale Wines. Cardinale was born in 1982, with a mission to produce a singular Cabernet Sauvignon from the highest quality vineyards in NAPA Valley. All sub-appellations of the region were to be considered, and grape sources change from year to year to create the most distinctive wine from each vintage. Made by the extraordinaire Chris Carpenter for over 20 years, Cardinale is a NAPA All Star!!

  The Matheson- the hottest new dinner, wine and entertainment venue on the planet - is located in Healdsburg and is owned by everyone's favorite Healdsburg native and Chef extraordinaire Dustin Valette. You will enjoy a chef inspired meal prepared by Dustin and his team and get to enjoy the soon to be "out of this world" famous Wine Wall where you can sample up to 50 wines from all over the worlds by the glass!!!

  Private Limo Service- during your stay in NAPA you will be chauffeured to and from your wine tastings in a private car.

  Opening Bid: $15,000 Value: $25,000 Final Sale Price: $60,000

• Dinner for 8 by Stuart Brioza Chef/Owner of Atomic Workshop Presents Restaurant Group Featuring State Bird Provisions, The Progress, and The Anchovy Bar

  For this memorable evening, Stuart brings his celebrated cooking style into your home. A locally focused and seasonally driven menu will be complemented by exceptional wines and the genuine hospitality of our service team. Expect a truly priceless experience!

  All food and wine costs are included.

  Value: $5,000/Private chef and wine experience — Priceless

  Opening Bid: $5,000 Value: $5,000 Final Sale Price: $100,000 X2

• Paella Party for 20

  Enjoy great food in a beautiful location with live entertainment. 20 lucky bidders will be able to buy into this party catered by local favorite chef Antonio Asayrian at the beautiful Szabo vineyard in Penn Valley.

  Buy-in: $150/person: 20 people

• TAKE ME TO CHURCH

  Enjoy camping under the sun and the stars as you paddle your way down the Middle Fork of the Salmon River.

  On this gorgeous 3-night, 4-day rafting excursion courtesy of Sonoma’s own Lombardi Wines and Middle Fork Rafting, owned and operated by the historic Middlefork Lodge, you and seven of your friends are invited to join winemaker Tony Lombardi in discovering the rugged beauty of the Frank Church Wilderness, a 2.3 million acreage nestled in the heart of central Idaho.

  Along the way you’ll imbibe some of Tony’s most beloved cellar selects, including the very rare and extremely coveted Lombardi Sonoma Coast Pinot Noir, a 60-bottle annual allotment not sold on the open market. This one-of-a-kind river experience accommodates eight guests and includes chartered airfare for your party in addition to food and wine pairings for all meals. Here, in the heart of the undiscovered American West, you’re guaranteed to find your highest self.

  Opening Bid: $25,000 Value: $50,000

• Michelin Dinner Party for 10 from Truffle Shuffle

  Take this in...an all-inclusive luxury-ingredient-filled private dinner party for you and your ten closest friends in your home prepared by Michelin-trained chefs. This experience will include canapés and cocktails, a coursed dinner for 10, and wine pairing.

  Truffle Shuffle founders, Jason, Tyler, and Sarah met while working together at The French Laundry and have taken their passion for cuisine and hospitality into the start-up world launching Truffle Shuffle in 2018. Truffle Shuffle is now backed by Shark Tank's Mark Cuban.

  Opening Bid: $4,000
  Value: $10,000
  Final Sale Price: $24,000 X3 ($72,000).

• NetJets….Fly Me to Albany {BAHAMAS, that is}!

  Embark on an unforgettable trip to Albany, Bahamas, with NetJets, our official sponsor for private jet airfare and the worldwide leader in private aviation. Eight guests will enjoy three nights at the oceanside luxury resort community located on the beautiful island of New Providence in The Bahamas. Combining inspired design, luxury amenities, warm hospitality, and a stunning natural landscape, Albany, Bahamas, is modern island living at its best.

  Rated by Forbes as one of the most exclusive resorts in the world, Albany is a 600-acre oceanside luxury resort community located on the beautiful island of New Providence in The Bahamas. Albany and its rare collection of amenities provide an exceptional way for residents and visitors to enjoy the pleasures of island life. For families, businesspeople, and couples alike, Albany is a quiet island getaway, sportsperson’s paradise, elegant retreat and genuine community.

  Opening Bid: $25,000 Value: $50,000 Final Sale Price: $60,000

• Carmel-by-the-Sea Getaway

  Whisk away to Carmel for a relaxing mid-week getaway for two. Stay two-nights at the elegant Carriage House Inn, tucked away on a quiet side street just south of Ocean Avenue. Enjoy lunch for two at the lodge at Pebble Beach with expansive views of the iconic 18th hole.

  Treat yourselves to a romantic dinner at Anton & Michel Restaurant. And don’t forget the wine tasting! Visit Bernardus Wines for a Reserve Wine Tasting of five Bernardus Wines hand-selected by winemaker Dean De Korth. Drop in to Wrath Wines to pick up two bottles selected just for you. And last, but certainly not least, take home a case of Dahlkemper Farms olive oil.

  Opening Bid: $1,300 Value: $2,600 Final Sale Price: $300,000

I’ve included that final “bonus lot” because it was, quite honestly, the most exciting lot I sold all year. Sometimes it isn’t the value of the lot, but the commitment of the bidders that creates excitement, and it serves as a good reminder that it isn’t just what you have to sell, but who you have to bid on it. So create exciting auction lots, and bring in the bidders to make that excitement happen.

How to Knock Your Next Fundraising Auction Out of the Park

I was recently contacted by Anthony Wilson, founder of Groupfinity, about participating in his podcast series. Groupfinity is a new resource for volunteers and volunteer organizations, committed to providing support and tools for success.

Anthony contacted me because he had served on a number of fundraising auction committees, but had never worked with a professional fundraising auctioneer and consultant before. He had a lot of questions about best practices, and once we got rolling our conversation was, as you can imagine, extensive. I ended up providing him with enough material for two podcasts. We covered myriad topics, from how many volunteers it takes to make an auction successful, to the goals of fundraising auctions, to how to leverage your board to make your next fundraising auction successful.

In short, it was a distillation of my entire philosophy down to an hour of podcast. You can find the entire podcast here, and the timestamps below outline the entire podcast.

[2:48] How many people do you have who are committed to volunteer to make the auction successful
[3:08] For an auction to be successful you have to have a couple of key components taken care of
[3:52] Get people you know have capacity and are prepared to support your event/organization
[4:12] Every event is made by 15 bidders
[4:42] You need people who have connections to invite your supporters
[5:02] The goals of a fundraising auction is three fold 1 Raise money 2 Tell your story 3 Engage new supporters
[6:47] For an event chair, you’ll spend 700 hours over 9 months
[7:39] If you’re looking for someone to chair your fundraising auction, find the busiest person you know
[9:58] In putting together a fundraising auction, it has to be FUN and it has to be FUNdraising
[10:28] Don’t throw a big party and then hit them over the head with an auction when they get there
[15:14] Fund a Need
[16:02] Keys to making your Fund a Need successful
[19:15] 7 Keys to a Fund a Need
[20:35] Fundraising is conversation with your community
[21:00] Talk to your donors to see what they’re interested in supporting
[22:20] We need somebody to get the ball rolling
[23:33] An auction breaks into 3 groups of people
[25:38] Your board needs to do 3 things to make the auction successful
[27:58] What item can I count on you to help bid up?
[28:39] Peer pressure drives donations
[28:56] Fundraising auctions are a place for people to make donations in a public setting

How to: Sequence Your Live Auction

Once you have successfully solicited the lots for your live auction, the next big challenge is deciding on a sequence for them. The order in which you sell your auction items is equally as important as the items you are selling.

Every decision you make has the potential to earn or cost you money. Lead or end with the wrong lot, and you will not realize the full potential of those lots. Put too many similar items in a row, and you run the risk of alienating the bidders who aren’t interested in that type of lot. Lump all of your highest-valued items together, and one of those items is going to underperform.

The right sequence creates an auction that flows with a sense of narrative, that builds to high points, and embraces downbeats. Most importantly, the right sequence ensures that you make the most money with the items your team has worked so hard to secure.

We could spend hours discussing this topic, and sometimes spend hours working on the sequence for one of our client’s auctions. There is too much information to try and convey in this single blog post. So we’ll cover some easy to implement points.

An auction is like a locomotive: it takes time to build momentum

Do not lead with your most expensive lot

Do not kick off your auction with your biggest lot, or even your third or fifth most expensive lot. The first lot in any fundraising auction is challenged. The crowd hasn’t settled down and people haven’t warmed up to the process yet. You need to build momentum, like accelerating a steam locomotive. Your first lot should be something that has a low retail value, but hopefully a high perceptual value. Or, at the very least, is one of your lower-end lots that is appealing, but won’t be disappointing no matter what it sells for.

Do not end with your most expensive lot

While it can be exciting to end an auction with a really expensive lot that raises more money than anything else at your auction, I guarantee that if you do so you are costing yourself money.  The person who comes in second on your most expensive lot is trying to give you money. More money than anyone else in the room. If the most expensive lot is last, they have no more opportunities to give you that money.

But if there are more lots after the most expensive lot, that second-place bidder will have opportunities to spend more. More times than not, they will wind up bidding over value on a less expensive lot. I observed one bidder stop bidding at $10,000 on an item, only to come back a few lots later and spend $6,000 on a lot that was valued $4,000. To top it off, she turned to her table and said, “I just saved $4,000!”

Give your donors as many opportunities to give you as much money as possible.

 Separate types of lots

Unless your auction is comprised solely of trips, do not place all the trips in a row. Spreading them out in your auction will ensure that the people who want the trips have ample opportunities to buy them, and that the people who don’t want trips won’t be bored by a parade of trips.

Alternate values

The most successful method of ordering an auction is to build momentum, like accelerating a locomotive. Once you have momentum, you can’t expect every lot to sell at a high value. Every time something sells for a bunch of money, there is a buzz in the room that makes the next lot challenging. Embrace that buzz by alternating values, so you have mid- or low-level lots following expensive lots.

This creates a flow that embraces the natural tendencies of your crowd, and, most importantly, helps realize the full potential of the auction lots in your auction.

Lighting as decor: new technology is budget-friendly

Event design is always a balancing act between intended look and budget. Large, “blank slate” event spaces pose the most obvious challenges for décor. But even the most elegant venues often need a touch of flair to get them to better match an event’s color scheme.

Until recently, the main options for large-scale decorating were pipe and drape and large stage lights; each of had its own set of issues.

This airplane hangar is transformed into a festive party through the use of color and light.

Pipe and drape is expensive, has height limitations, and usually comes in one color: black.

Large stage lights are limited in their flexibility. The use of filters can give you good color effects on most any reflective surface, and custom-crafted gobos enable you to cast whatever imagery you want. But these lights are large, hot, and not capable of rapid change.

In the past if you wanted to change colors for different parts of your show, you needed to rent a different light for each and every color change you want. Not a big deal if you’re talking about a small set, but if you are decorating  an airplane hangar and wanted to do two or three color changes…forget it.

Advances in lighting technology, especially LED lighting technology, have made it easier and more affordable than ever to transform a “blank slate” event space into something special. A single LED light offers every color you could ask for and you can switch between colors with the push of a button.

Many LED lights are also battery powered, eliminating the need for additional power supplies or unsightly cables running throughout the room. LEDs are also compact and powerful, making it easy to cover huge patches of real estate with each small, unobtrusive light.

Possibly best of all, the LED revolution has greatly reduced the price of lighting solutions. The next time you are designing your event décor, be sure to have a conversation with your A/V provider; they have options that can impact your event’s look and feel without impacting the budget.

Tall centerpieces hurt fundraising auctions

Everyone wants their event to look great. The challenge is to strike a balance between form and function, especially when it comes to the centerpieces.

Even though they are see-through in the middle, the paper planes on these center-pieces are obscuring the podium.

As auctioneers, our ability to engage a crowd is dependent upon two things: the crowd’s ability to hear us, and our ability to see them. It isn’t just the bidder’s paddles or numbers that we need to be able to see: we need to be able to look people in the eye, because it reveals a lot about their personality. Do they want to be played with? Do they want recognition? Are they smiling? Do they look to their spouse for the go-ahead between every bid? Are they looking to see who is bidding against them?

There is a lot we need to see from the stage, all of which enables us to raise more money for you in your fundraising auction. Tall, bulky centerpieces that block the line of sight from the stage to attendees’ faces hinder fundraising. They wind up costing you money – usually much more than you paid for them – in lost auction revenue.

If I can’t see the bidder as auctioneer, it means I have to move around on the stage until I can see them. Provided I know they are there, and know that they are trying to bid. But when I’m working around tall centerpieces, I usually just get to see the paddle number, jutting out over a mass of flowers.

If a bidder feels like they aren’t being seen, they either stand up or put their paddle down. Either are sub-optimal ways to get your crowd to engage.

Short, theme-appropriate centerpieces work best. They enable the people in charge of décor to flex their creative muscles without their vision literally getting in the way of raising money. If a designer insists on doing tall centerpieces, make sure they are as transparent as possible.

When in doubt, sit facing the stage at a table and ask yourself, “Could I look the auctioneer (or any other speaker) in the eye?”  If the answer is “no” you have to decide if there is anything you can do about it that night, or if it is an issue you’ll need to address the following year.  Because our goal is to lower barriers to supporting your cause, not build them.

How will the election impact your fundraising auction?

Arguably, 2016 is the most contentious presidential election in my lifetime. The emotional impact is extremely high, and very few people in my network are unaffected by it.

Charitable giving infographic created by Beth Sandefur.

The majority of the spring fundraising season was complete before either party had finalized its candidate. We didn’t see events suffer negative impacts that we could attribute to directly the presidential campaign. But now that the candidates are set, the conventions are over and the fur is starting to fly, how will the election impact events in the fall?

The commonly held “wisdom” is that charitable fundraising falters in an election year, for a variety of reasons. The predominant theories being that donors give to campaigns instead of charities, or donors are scared away by uncertainty or fear. A recently released study by Blackbaud sheds interesting light on both of these theories.

The report is based on data from the 2012 election, and focused on 143 national 501(c)(3) organizations. Blackbaud found that donors who contributed to political campaigns also increased their 2012 charitable contributions 0.9% compared to the previous year. Donors who were engaged in the political process increased their donations to charities.

Donors who did not make a political contribution in 2012, however, gave 2.1% less to charitable causes than in 2011. Donors who were not engaged in the political process decreased their donations to charities.

Charitable fundraising as a whole was up 1.7% in 2012, but mainly because contributions to religious organizations was up 6.1% and contributions to education was up 1.6%. If you take those two categories out of the mix, charitable giving as a whole was down 1.7%. Individuals donated an estimated $258.51 billion to charitable organizations in 2014 (results for 2015 have not yet been reported). So a 1.7% swing at that level could wipe out numerous organizations.  Unless you were a school or a church, your category of charity saw a decline in charitable giving during the last presidential election.

Blackbaud doesn’t offer any deeper insight into their numbers, but we can draw a few conclusions. Obviously, unless you are a religious organization or a school, you are going to have to work harder to make the same amount of money as you did last year.

If your support base is energized by this election, it is a good sign for your event. People who are engaged in the process are more likely to engage with your cause. I would theorize that this is because people who engage in the political process believe in it and believe that they can make a difference in the process; and then that “actionable optimism” carries over to their charitable beliefs. 

According to the statistics, the potential problem for charities is the donors who are not contributing to politics at all this year – because they’ll be contributing less to charity as well. There is a lot of fear, uncertainty and doubt surrounding this election, and it is easy to imagine people cocooning until Thanksgiving. If your donor base buries their collective head in the sand, you and your clients will wind up paying the price. But only if you can’t effectively communicate you and your clients’ needs.

It always comes back to messaging, communication, and conversations: Establish why you are asking for money and empower people to help change the world by supporting your cause. You always have to compete with a lot of external noise to get the attention of your donors. This year that noise is much louder than usual, and you’ll have to work harder than usual to make your case.

Cultivation is a conversation, not a one-off ask that happens only at your event. Engage your donors. If you are worried about the election, discuss it with them. Work with your biggest supporters to formulate strategies specifically for your donor base. Engage, engage, engage. This year and every year.

Statistically speaking, the election is bound to have little impact on your event. But from a practical standpoint, it is best to assume the election will impact your donors, and then work hard to make sure it doesn’t.