Getting Your Board

to Raise Money:

Plan B (and C and D and…)

Presented by Andy RobinsonSponsored by Common Good Vermont

Where are you now?

● When it comes to fundraising, what is your

board doing well?

● Where do you need improvement?

To raise money successfully,

you need four things:● A strong case for giving

● Prospective donors to ask

● People to do the asking

● Systems to track data, money, donor

recognition, etc.

Most nonprofits can strengthen all

these areas, but here’s the biggest

challenge:

√ A strong case for giving

√ Prospective donors to ask

!!! Not enough askers

√ Systems to track data, money, donor recognition,

etc.

Not everyone will be an

asker, so we have to redefine fundraising to

engage our volunteer leaders:

It’s not just about asking for

money

“The Ask”

Educate &

cultivate

Thank &

recognize

Identify

prospectsInvolve

Where’s the money?

2009: $303 billion in private giving

● 13% Foundations

● 5% Corporations

● 75% Individuals

● 7% Bequests

● 68-70% of households contribute

● The typical household supports 5-10

organizations per year.

● The median amount contributed per

household is $1,300-$2,000 per year

The psychology of fundraising:

Why do you give?

The three “non-negotiables”

Everyone must:

1. Give money

2. Give names (prospecting)

3. Participate

Boards and fundraising:

Everyone must give money

because:● Karma: It’s easier to raise money if you give it

yourself

● It’s a litmus test: Are you prepared to lead if

you’re not prepared to invest?

● People are watching: Donors ask, “Do you

have 100% board giving?”

Everyone must give names

because:● All fundraising begins with the creation of lists

● 70% of the people you know give to nonprofits

● The average American adults knows 150-200

people

Everyone must participate

because:● The more people involved, the more money

you raise

● We need to break down the false division

between program work and fundraising. Effective

organizations embrace the wisdom that

fundraising equals organizing, advocacy,

education, and market research

“Plan B” for structuring your board1. Organizing the board based on your income options

● Review income mix in relation to your programs

● Compare to ideal income mix for your group: where do you

want your money to come from?

● Divide up board by funding sources: foundations,

government, membership, etc.

● Each team develops its own work planSource: Board Café, www.compasspoint.org/boardcafe, 8/13/07.

2. Seasonal board

● Create seasonal work groups or committees (3-4 per year)

● Each work group focuses on one project per season in

each of three areas: fundraising, program, and structure

(adapt as you see fit)

● Each work group includes at least a few non-board members

● Executive committee provides oversight throughout the year;

everyone else works intensively during one quarter per year.Source: “The Seasonal Board” by Jill Vialet, Grassroots Fundraising Journal, November/December 2004, www.grassrootsfundraising.org.

3. Replace development committee with four committees

● Create separate committees for acquisition, retention, and

upgrading, plus an oversight committee

● Set appropriate benchmarks for each committee – these won’t

always be dollars raised

● Everyone participates, but they get to choose their committee

assignmentSource: “How to Get Your Board to Raise Money: Plan X” by Kim Klein, Grassroots Fundraising Journal, 2000.

4. Create temporary work groups for each

fundraising project

● No standing development committee

● Create a calendar of time-limited fundraising projects: phone

bank, fundraising event, personalized membership mailing,

business breakfast, major gifts campaign, etc.

● You need enough volunteers so that no individual gets more

than two or three assigned projects and has time off in

between.Source: “How to Get Your Board to Raise Money: Plan X” by Kim Klein, Grassroots Fundraising Journal, 2000.

5. Create and use a fundraising menu that outlines board participation options

● Board develops list of options; these are formatted into a menu

● Everyone creates their own personalized fundraising plans

based on the menu

● Individual report-backs at every board meeting: “This is what I

did since the last board meeting to support fundraising”

● Development committee (or equivalent) provides oversight and

accountability

6. Create challenges and incentives

● External challenge (grants, major gifts) based on board

behavior; benchmark doesn’t have to be money, but rather

number of new prospect names, number of donor visits, etc.

● Internal challenge from a key board member

● Competition: Divide board into teams

● Individual prizes based on benchmarks: meals, services, gift

certificates, B&B nights, etc.

● Symbolic awards: Most Improved Fundraiser, Courageous

Asker, etc.

7. Board? What board? Let’s focus on the staff

● Build a fundraising component into everyone’s job description

● Invest significant time (and money?) in staff development and

training

● As an option, organize an annual all-staff major donor drive

● Engage board members as available and interested; for

example, going along on donor visitsSource: “More Askers = More Money,” Grassroots Fundraising Journal, May/June, 2007.

Developing a board fundraising

menuAdapted from the Ohio Environmental Council, www.theoec.orgBoard of Directors

“2006 Menu of Opportunities” This is an “all-you-can-eat” menu!

Please circle as many items as you like—but at least one per category . NAME: __________________________

Appetizers

Provide names of donor prospects Attend and mingle with donors on a “Real Ohio” Tour

Invite donors to attend “Real Ohio” ToursSign & personalize letters to current and prospective donors

Attend and mingle with donors at a House PartyHelp to develop a plan to solicit major gifts

Advocate for OEC and serve as an enthusiastic community relations representative (be an ambassador)

Write a newsletter article for the Watch!

Entrées

Make a significant gift Include the OEC in your estate plan

Host a House Party Accompany staff on visit to major donor

Make thank you calls to donorsRecruit Annual Reception sponsors

Recruit new board members with capacity and connections

Desserts

Help gain access to workplaces for Earth Share Promote and attend OEC Lobby Day

Collect other organizations’ annual reports, donor lists & programs Promote and attend OEC Annual Reception and mingle with donorsAcquire or donate silent auction item donations for Annual Reception

Forward emails and newsclips featuring OEC to current and prospective donors

Sample volunteer fundraising

agreementName ____________________________________ Date _________________

To support the mission of our organization, I agree to take on the following:

1. My gift: $___________ Payment completed by (date) ________________

Terms of payment (check, credit card, installments, etc.) ___________________

_________________________________________________________________

2. Prospects. I will provide names and contact information for _______ prospects by (date)

________. Even if I am unable to follow up with all of these people personally, I will still add

names to the list for mailings, event invitations, etc.

Sample volunteer fundraising agreement (continued)

3. My fundraising support tasks (taken from our menu):

a. Activity____________________________________________

Date(s) ______________________

Projected revenue (if applicable) $_______

Help / support needed from staff or board _____________________

_______________________________________________________

b. Activity ______________________________________________

Date(s) ______________________

Projected revenue (if applicable) $_______

Help / support needed from staff or board _____________________

_______________________________________________________

c. Activity______________________________________________

Date(s) _____________________

Projected revenue (if applicable) $_______

Help / support needed from staff or board _____________________

_______________________________________________________

_____________________________ ______________________

Signature of board member/volunteer Signature of board chair

They said they would raise

money …

now what?Encouraging board follow-through and accountability

1. Identify a sparkplug or a team of sparkplugs – then empower

them to lead.

2. Develop a board agreement or job description that includes

fundraising.

3. At each board meeting, everyone self-reports.

4. Create a line item in the budget for board giving.

5. Create a line item in the budget for board fundraising.

6. Solicit challenge gifts based on board behavior – not

necessarily tied to dollars raised.

7. Provide regular fundraising training for your board.

8. Invite a group of your donors to talk about why they give.

9. Offer rewards to those who make an effort.

10. Make it competitive.

11. Define real consequences for not meeting commitments –

then apply them.

12. Bring in new blood.Source: “They Said They Would Raise Money … Now What?” Grassroots Fundraising Journal, July/August 2008.

Good luck and stay in

touch!www.andyrobinsononline.com

www.commongoodvt.org