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TRANSCRIPT
Create a Fundraising Action
Plan for Your Board!
Gail Perry MBA CFRE
www. Firedupfundraising.com [email protected]
Who Am I?
• 25 years as staff or consultant
• Fired-Up Fundraising newsletter
• Author, “Fired-Up Fundraising: Turn Board
Passion into Action” (Wiley)
• AFP Fundraiser of the Year
• International speaker and workshop leader
• email: [email protected]
• facebook: firedupfundraising
• twitter: @gailperrync
Gail Perry
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Free Workbook!
Create a Fundraising Action Plan for Your
Board Workbook and Discussion Guide (36 pages)
www.gailperry.com/resources-joegarecht
Upcoming Workshops with Gail
www.gailperry.com/resources-joegarecht
Create a Strategic Fundraising Plan Workshop:
• July 29: Assess your Potential – How Much Can You Raise?
• August 12: Create Your Fundraising Action Plan for the Year
Year-End Fundraising Campaign Telesummit with the Gurus:
• Create a Killer Appeal Letter
• Master Multiple Channels
• Create a Theme That Will Open Your Donor’s Heart
• 108 Tips to Raise More Money by Mail
“No Problem can be
Solved from the Same
Level of Consciousness
that Created It.”
Albert Einstein
www.gailperry.com/resources-joegarecht
First: Set the Tone
Make it fun.
Lighten up.
Psych
Yourself Up
• Be ready to lead them
• Be the cheerleader
• Set realistic expectations
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Five Steps to Success! Create a Fundraising Action Plan
for Your Board
Step One: Fire up your board!
Step Two: Attitude adjustment!
Step Three: Training - give them the right tools and skills
Step Four: Very specific jobs
Step Five: A great reporting and support structure
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Step 1: Fire Up Your Board
About the Cause!
• Mission moments
• Testimonials
• Field trips
• IMPACT!
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No Boring Meetings!
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Is this your board meeting?
Step 2:
Re-define Fundraising
1. What exactly are we raising money for?
2. Why should somebody give our nonprofit
money?
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Re-Define
Fundraising:
What It is . . .
And Isn’t
Did Somebody Say the “F-Word?”
Did Somebody Say the “F-Word?”
The Myth of Board Members and
Fundraising
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Board Members’ Myths
about
Fundraising
Board Members’ Definition of Fundraising
Board Members
Think:
Fundraising =
Begging
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They Think Fundraising = Cold Calls
Board Members Think
Fundraising = Rejection
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Who’s supposed to do what? Who’s supposed to do what?
The Dark Side of Fundraising
Board members should NEVER be
asked to monetize their friends.
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The Dark Side vs.
the Joyful Side of Fundraising
Step 3:
Give Them the Right Tools and
Skills
• Friendraising
• The process of fundraising
• Relationship building
• It’s NEVER about money
• High intention low pressure
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It’s NEVER About Money!
My Yoga Teacher Julie:
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“Let’s send
the kids to
camp!”
Fundraising is
NOT
Asking for Money
It’s
Making and Keeping Friends
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A Revolutionary Idea
We’d Rather
Have FRIENDS Than Donors!
For Your Board Members, Re-Define Fundraising into Friendmaking
Why Does Friendmaking
Work Best?
Look at the Numbers:
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Fundraising’s
Dirty Little
Secret: Waaaay Too Much
Donor
ATTRITION
Are We Losing or Gaining
Donors?
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78% Attrition
Rate
on
New Gifts!
Keeping Your Donors is Where
The EASY Money Is Today
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3 Things Donors Want In Order To Keep Giving
93% would give
again
Donor Centered Fundraising,
Penelope Burk
• Prompt, Personal TY
• Impact?
• Used as Intended?
Steps in the Fundraising Adventure
THANK THANK
THANK AGAIN
CULTIVATE AND
INVOLVE
ASK FOR SUPPORT
IDENTIFY PROSPECTS
Fundraising is a Process Plenty of Activities for Board Members
Step 4:
Give Them Very Specific Jobs
• Narrow narrow focus
• Keep it very simple
• They get to choose
• Not too many choices
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Very Specific Jobs That Don’t Require
Soliciting
1. VIP Prospect List or VIP Prospect Task Force
2. Hosting tours
3. Hosting socials (door openers)
4. Tables at the gala
5. Event sponsorships
6. Thank you phone calls
7. Following up after events
8. Accompanying you on visits and calls
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Easy Fundraising Jobs:
1. VIP Prospect List
Who are the 10 most
important people
who could catapult
your organization?
Easy Fundraising Jobs:
2. Advice Visits
• If you want
money, ask for
advice.
• If you want
advice, ask for
money.
How to Open The Door Without
Being Pushy
• Listening skills
• Use the word “you”
• Pull out the donor’s story
• When in doubt, shut up!
How to Have A Conversation
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What are your
impressions?
Advice Visit Success
I had an "advice visit" today with a very prominent
woman in the community who on the
spot offered a $10,000 challenge grant!!
What's even more amazing is that she did not want
to schedule the meeting because she said her
foundation had no money to give us!
~Linda Frenette, Community Music School, Raleigh NC
Easy Fundraising Jobs: 3. Host Small Socials
1. Board member hosts
2. Free to invitees
3. No ask “It’s easy to get intimidated if you are asking someone for help. But inviting somebody to be part of something that you are proud of is easier.”
~Diane Paces-Wiles, former board member
Easy Fundraising Jobs: 4. Host Sizzling Tours
• Board members
invite their FRIENDS
• Board member
welcomes
• Call the next day:
“What were your
impressions?”
The All Important Follow Up Card Name: _____________________________________
Address: _____________________________________
Email: _____________________________________
Phone: _____________________________________
What most interested me about your organization was:
_____________________________________
_____________________________________
I would like to:
1. ______Join your mailing list
2. ______Hold a small social or tour of my own
3. ______Make a contribution
4. ______Volunteer
5. ______ please call me at __________
6. Other _____________________________________
Easy Fundraising Jobs
5. Thank You Calls To Donors Will Directly Impact the Bottom Line
• Donors received a thank you phone call from a
board members within 24 hours of receiving the gift.
• The next time they were solicited, they gave 39%
more than the other donors who did not receive a
call.
• After 14 months, those called were giving 42% more.
~Donor Centered Fundraising, Penelope Burk
Step 5:
Set Your Board Members
Up To Win
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Step 5: Set Them Up To Win Reporting and Support Structure
• It’s MINE!
• Task forces
• Team leaders
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Guidelines for a Crackerjack
Structure
1. Each person makes their own commitment
2. Clear time frame
3. Clear project
4. Clear goal
5. Clear beneficial outcomes
6. Clear jobs – no questions or dilly-dallying
7. Proper Set up
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A Set-Up That
Creates Ownership
• Choose what they
want to do
• Set their own goals
• Take the responsibility
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Encourage
Competition!
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A Set-Up That Creates Ownership
“Moral Support” Can Make or Break
• Board Chair
• Team Leaders
• Peer Support
• Support = communication
• Coaching, encouraging
• Checking in
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Peer Pressure: The Great Motivator!
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Keep Fundraising High
On Your Board’s Agenda – 9 Questions 1. How do our fundraising programs work?
2. What are the trends in our fundraising strategies?
3. What do you most need board members to do this year?
4. Why are board members important?
5. What will it take to get us to a higher goal?
6. What will happen if we miss the goal?
7. What exactly are we raising money for?
8. What could we do if we raised more money?
9. What’s the impact we want to make in our community?
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What Will Ruin Everything
• Finger wagging
• Talking down
• Criticizing
• Blaming
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"There's a difference between
knowing the path,
and walking the path."
Morpheus, The Matrix.
Gailperry.com/resources-joegarecht
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Try These Ideas and This Is What You Will
Get!
“It was such a thrill to see the body language and faces of our board
members change from reservation, reluctance, and uncertainty to smiles,
laughs and excitement.” — Abby Johnston,
Director of Development, Saint Mary’s School, NC
More Resources Gailperry.com/resources-joegarecht
Top 10 Things to Understand About How Fundraising Really Works Today
5 Clues Your Fundraising is Headed Downhill
Why Board Members Love Advice Visits
Does Your Organization Really Support Fundraising? Take This Simple Quiz
Easy Elevator Speech Exercise for Your Board
Show me the Money: How To Move From Friendraising to Fundraising
How Major Donors are Changing and What To Do About It
Board Members’ #1 Job: How to Be a Personal Advocate for the Cause
20 EASY Ways Board Members Can Cultivate Donors
10 Easy Ways Board Members Can Raise Money
12 Ways to Liven Up Your Board Meetings —and Your Board