Get Your Board Engaged in Fundraising

1. Get Your Board Engaged in Fundraising

2. Overview • More money may be the least important. • Some revenue is better than others. • Fundraising is relationship-building. • EVERYBODY can build relationships

3. Fundraising Success: Five C’s Case Constituency Capability Capacity Commitment

4. Attitude Matters!

5. Fundraising Approach • Fundraising is about helping people achieve their goals

6. What are your goals? What are theirs?

7. “What you do” What difference you make Fundraising Approach

8. Relationship-Based Fundraising Prospects Near Donors Little Events Private Meetings Suspects Donors Depends . . . All of the Above Big Events

9. What’s the Board’s piece? • Initial invitation • Story-telling • Follow up contact • Invite again • Thank you

10. What Kind of Board? Honorary Policy Oversight Policy Leadership Fundraising Program Management Program Implementation

11. What Expectations? • Governance • Strategic Direction • Financial Accountability • Leadership Development • Resource Development

12. Board Roles in Fundraising Board members focus on governance • Strategic direction • Key relationships Committees make things happen • Strategy details • Campaigns • Board engagement

13. Staff Roles in Fundraising Staff members focus on management • Implementing programs • Administration Staff members support and lead • Support board fundraising activities • Lead in key areas: grants, membership, events

14. Who Leads Fundraising? Type #1– Board-led (The Gold Standard) Type #2– Shared (Most Common) Type #3 – Staff-led (The Realists)

15. Who Gives?

16. Individual Giving • Some people give and some don’t • Provide opportunities • It is not about begging • It is about investing

17. Faces of Philanthropy • Communitarian (26%) “Doing good makes good sense.” • Devout (21%) “Doing good is God’s will.” • Investors (15%) “Doing good is good business.” • Socialite (11%) “Doing good is fun.” • Repayer (10%) “Doing good in return.” • Altruist (9%) “Doing good feels right.” • Dynast (8%) “Doing good is a family tradition.” Prince and File, The Seven Faces of Philanthropy

18. Relationship-Based Fundraising Prospects Near Donors Suspects Donors Big Events: Whom to invite?

19. Who are Suspects? Prospects? AAbility to give a substantial gift BBelief in the your work or similar work CContact with your organization or someone who knows about your organization

20. The Donor Pyramid Raise big bucks Upgrade commitment Build a relationship Renew the gift Get a first gift

21. Questions so far?

22. Your board is at the gate. The bell has rung. No one’s moving. Seven Strategies for Engaging Your Board in Fundraising

23. Strategy #1: Change your attitude • Investments, not gifts • Supporting the goals of donors

24. Strategy #2: Set clear expectations • What are the rules? • When did they change?

25. Strategy #3: Find a job for everyone • Create a personal action plan

26. Personal Action Plans: the process Brainstorm Prioritize Make a commitment Collect/combine Create accountability

27. Strategy #4: Revise your board structure • Diverse ways for people to help • Meaningful roles for fundraisers

28. Find a way to capture talent that wants to help with fundraising

29. What is the diversity trade-off?

30. Strategy #5: Improve donor relationships • “If you want my money, ask my advice.” • Set the stage for planned giving

31. Three stories • Shirley’s story: make it personal • Jack’s story: make it sticky • My story: make it matter

32. Strategy #6: Make events work • Fundraising event? • or Friendraising event?

33. Don’t forget the importance of connections to those who give AAbility to give BBelief in your work CContact with your organization

34. Strategy #7: Target outreach efforts • Build connections with those most likely to give you money

35. Summary Build relationships and the rest will follow Get your mind right Find a way to balance patience and impatience Everyone needs a job

36. Questions?