TRIAD LEADERSHIP:TRIAD LEADERSHIP:How the Best Fund Raising How the Best Fund Raising

Teams WorkTeams Work

March 1, 2011March 1, 2011

Appreciation to panelist team:Appreciation to panelist team:

Ann Merkow, MD as Board MemberAnn Merkow, MD as Board Member Marie Kingsbury, Executive DirectorMarie Kingsbury, Executive Director Ken Genin, Director of DevelopmentKen Genin, Director of Development

AGENDA OVERVIEWAGENDA OVERVIEW Premise – Economy requires your A Premise – Economy requires your A

gamegame 20 years of fundraising -- Stand-out 20 years of fundraising -- Stand-out

teamsteams PurposePurpose ScheduleSchedule

Visionary that leads & inspires others Visionary that leads & inspires others to best serve mission constituentsto best serve mission constituents

Mission expert that educates and Mission expert that educates and answers questionsanswers questions

Expert on current needs of constituents Expert on current needs of constituents and how the mission serves themand how the mission serves them

Executive Director:Executive Director:Captain of the Captain of the Vision Mission ShipVision Mission Ship

Captain RoleCaptain Rolecont’dcont’d

Knowledgeable on local and national mission Knowledgeable on local and national mission trends and where the org fits within thattrends and where the org fits within that

Structures operations & capacity – determines Structures operations & capacity – determines programs / services and resources to carry outprograms / services and resources to carry out

Master of budget priorities & supporting Master of budget priorities & supporting rationalerationale

Additions?Additions?

Fundraising TasksFundraising Tasks Draft vision for the future, incorporate Draft vision for the future, incorporate

feedback and build buy-in from board & stafffeedback and build buy-in from board & staff Get out of the office – Mission & market Get out of the office – Mission & market

education that builds investmenteducation that builds investment Continually educates and learns with internal Continually educates and learns with internal

stakeholders including board & staffstakeholders including board & staff Other?Other?

Captain’s Captain’s challengeschallenges

Time consuming response to day-to-day Time consuming response to day-to-day operational issues / crisisoperational issues / crisis

Organization capacityOrganization capacity

FundingFunding

Other?Other?

Marie’s PerspectiveMarie’s Perspective

Board Director:Board Director:Endorser that opens Endorser that opens Doors & MindsDoors & Minds

Nonpaid outsider without self interest Nonpaid outsider without self interest is most credible to assure community is most credible to assure community trust in mission implementation and trust in mission implementation and fiscal health & responsibilityfiscal health & responsibility

Their passion for mission and its Their passion for mission and its constituents assures commitment to constituents assures commitment to mission successmission success

Door Opener Role Door Opener Role cont’dcont’d

Pace-setters that lead by example; Pace-setters that lead by example; giving first -- then asking others to joingiving first -- then asking others to join

Support and protect strategic Support and protect strategic visionary thinking of Ship Captainvisionary thinking of Ship Captain

Add to prospect list, accept cultivation Add to prospect list, accept cultivation / solicitation assignments, inform & / solicitation assignments, inform & tailor strategiestailor strategies

Door Opener Role Door Opener Role cont’dcont’d

Pace-setters that lead by example; giving Pace-setters that lead by example; giving first -- then asking others to joinfirst -- then asking others to join

Support and protect strategic visionary Support and protect strategic visionary thinking of Ship Captainthinking of Ship Captain

Add to prospect list, accept cultivation / Add to prospect list, accept cultivation / solicitation assignments, inform & tailor solicitation assignments, inform & tailor strategiesstrategies

Additions?Additions?

Door Opener tasksDoor Opener tasks Lead by example – making a financial Lead by example – making a financial

contribution firstcontribution first Prioritize board focus on big picture Prioritize board focus on big picture

strategy and governancestrategy and governance Serve on committee, lead its mandate Serve on committee, lead its mandate

and report progress to boardand report progress to board Accept prospect cultivation assignmentsAccept prospect cultivation assignments Personally ask others to join in supportPersonally ask others to join in support

Door Opener Door Opener ChallengesChallenges

TimeTime Organization capacity / staff supportOrganization capacity / staff support Oversight of diverse priorities Oversight of diverse priorities

prevents lack of clear focus that prevents lack of clear focus that builds and advances the missionbuilds and advances the mission

Other?Other?

Ann’s PerspectiveAnn’s Perspective

Fund Development StaffFund Development StaffCoordinators of Solicitor Coordinators of Solicitor SuccessSuccess

Competence that inspires volunteers to stretch Competence that inspires volunteers to stretch because they know they will be well guided, because they know they will be well guided, supported and successful supported and successful

Behind the scenes researcher and informant that Behind the scenes researcher and informant that points to potential and provides ongoing support in points to potential and provides ongoing support in the pursuitthe pursuit

First drafter for solicitor refinement, addition & First drafter for solicitor refinement, addition & ownership – that includes overall plan, tailored ownership – that includes overall plan, tailored strategies, case to support, proposals, prospect list, strategies, case to support, proposals, prospect list, etc.etc.

Carries the game plan / clipboard, monitors Carries the game plan / clipboard, monitors progress on all plays and ready to pick up progress on all plays and ready to pick up dropped ballsdropped balls

Assures quality representation of the Assures quality representation of the organization – in print, in seamless organization – in print, in seamless fundraising operations, donor stewardship, fundraising operations, donor stewardship, etc.etc.

Additions?Additions?

Success CoordinatorsSuccess Coordinators cont’dcont’d

Coordinator TasksCoordinator Tasks Maintain knowledge of current, best Maintain knowledge of current, best

practices and advocate for them in the practices and advocate for them in the annual fundraising planannual fundraising plan

Draft the annual fundraising plan, Draft the annual fundraising plan, sufficient to reach goals, incorporating sufficient to reach goals, incorporating feedback and building ownership from feedback and building ownership from those who will implement the planthose who will implement the plan

Coordinator Tasks Coordinator Tasks cont’dcont’d

Provide information on prospects and donors Provide information on prospects and donors to team; incorporate team knowledgeto team; incorporate team knowledge

Manage and support a prospect cultivation Manage and support a prospect cultivation system for the teamsystem for the team

Monitor and report progressMonitor and report progress Assure prompt and meaningful donor Assure prompt and meaningful donor

acknowledgementacknowledgement Other?Other?

Coordinator Coordinator ChallengesChallenges

Charged to attain financial goals without Charged to attain financial goals without proportionate investment to achieveproportionate investment to achieve

Responsibility to raise funds without Responsibility to raise funds without authority to assure volunteer follow authority to assure volunteer follow throughthrough

No direct access to board / lack of team to No direct access to board / lack of team to expand reach, open doors and cultivateexpand reach, open doors and cultivate

Lack of org vision to refresh and compel Lack of org vision to refresh and compel increased givingincreased giving

Other?Other?

Ken’s PerspectiveKen’s Perspective

Panel Panel What we look for What we look for from each other from each other

Break Out #1: Like RolesBreak Out #1: Like Roles10 minutes to:10 minutes to:Discuss challenges and prioritize twoDiscuss challenges and prioritize two

10 minutes to:10 minutes to:Brainstorm solution ideas on top two Brainstorm solution ideas on top two challengeschallenges

Break Out #2: Org TeamsBreak Out #2: Org Teams1.1. What does each team member need What does each team member need

from you?from you?

2.2. Based on their needs, here’s what Based on their needs, here’s what I’m willing to do ….. By ……. I’m willing to do ….. By …….

3.3. Here are the supports I will need Here are the supports I will need

Closing thoughtsClosing thoughts

Closing Thoughts