proof that engaging your board in fundraisng...works!
DESCRIPTION
Nonprofit organizations are able to recruit a third revenue stream to supplement operations and special projects. In order to maximize the potential, involving board members is required. This session was presented to a group of long-term care executives on April 5, 2013 at the RI Leading Age Conference in Warwick, RI.TRANSCRIPT
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Presented by
Michele R. Berard, MBA, CFREof
www.AscentAdvisors.net
Engaging Your Board in Fundraising
Why it Matters and How to do it
2013 Annual Conference
and Trade Show
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www.micheleberard.com
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What We’re Going to Learn Today…
• What the Research Shows
• How to lay the Groundwork
• How to put a Plan into Action
Are there any burning desires?
Let’s write them down
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The Research
Research BriefWhat No One Else Can Do: Trustee’s Vital Role in Healthcare Philanthropy
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Point #1 - Access & Signaling
Regarding fundraising - board members serve two primary functions:
• Helping the organization reach new prospective donors (access)
• Indicating the organization’s value to the community by their own association with the group (signaling)
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Point #2 - Board Member Giving is Important
Organizations reported that total
board giving was between 1% and 10% of total giving
• Board member giving is a public commitment to the organization’s work
• Board members might pay increased attention to the nonprofit’s mission and financial health when their own money is engaged
• Many other donors and institutional funders will not give to organizations that don’t have 100 percent board participation as current donors.
Therefore require 100% board giving
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Point #3 – Size Matters….kind of
• Most have boards between 11 and 20 members• Most successful are boards with 21 to 30
members
http://www.nonprofitresearchcollaborative.org/wp-content/uploads/2012/09/NRC-Board-Engagement-Report-Sept-2012.pdf
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Point #4 – The Development Committee Works
Organizations that have a Development Committee of the Board reported higher responses of meeting organizational fundraising goals
• Peer to peer solicitations (other board members)
• Access to the community/prospective donors
• Credible volunteer “stamp of approval”
• Connections and influence farther reaching than staff
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Point #5 – Specific Activities Yield Results
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Point #5 continued – Specific Activities Yield Results
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Sowing the Seeds for your Money Tree
While research validates and supports Board Member involvement in fundraising, there are challenges that must first be over come.
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Step #1 - Board Member Job Description
Question: Is your organization one that needs its Board Members to conduct only one of the three Ts?
• Time
• Talent
• Treasure (this includes Give and Get)
A sample has been provided to get you started
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Step #2 - Development Committee Charter
A statement of purpose and general direction will help the committee to remain focused and relevant
A sample worksheet has been provided to get you started
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Step #2 continued - SAMPLE
Development Committee Charter Worksheet
WHAT - To ensure XYZ Organization benefits from a strong, stable and growing revenue stream obtained from philanthropy
HOW – by:
1. developing and fostering a culture of giving of our internal constituencies
Examples:
2. cultivating and stewarding resources (people, products, time, finances)
Examples:
3. Soliciting financial and in-kind support Examples:
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Step #3 - Allocate Staff Support
Staff raising money without volunteers’ connections is finite;
Incorporate volunteer connections - the potential is limitless
• Staff possess the “body of knowledge”
• Staff = logistics manager
• Staff empower volunteers
• Staff support = volunteer success
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Step #4 - Establish Goals (as a committee)
Set goals beyond money
• Number of new donors/gifts
• Number of renewed donors
• Average gift size
And…be transparent• Communicate goals; board
approval
• Report progress
• Be accountable
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Step #5 - Build a Plan…to meet those goals
Set goals beyond money
• Number of new donors/gifts
• Number of renewed donors
• Average gift size
And…be transparent• Communicate goals; board
approval
• Report progress
• Be accountable
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Action Time!
You have collected the research and laid the groundwork. Now, it is time to put your plan into action.
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A List of Tactics can alleviate discomfort in Fundraising
• Acts as a “menu”
• Have Board Member select 3 from the list
Note: Include the 11 from the research section
Step #1 - Provide a List
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• Make “thank-you calls” to donors
• Review the organization’s website one time per week
• Post organizational news/press releases to your Facebook, LinkedIn or Twitter accounts
• Attend community events (not XYZ Non-Profit events) with the organization’s CEO/CDO as a “Trustee of the XYZ Non-Profit”
• Post your board affiliation on your LinkedIn and Facebook accounts
• Chair the Fall Appeal (or lapsed donor appeal or any appeal) by signing the appeal letter
• Organize a speaker from XYZ Non-Profit to come speak at your business
• Allow XYZ Non-Profit to publish and distribute a press release about your
And the list goes on…
Sample List (a larger list is in your handout packet)
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Setting individual goals gives board members long-term vision and short-term motivation.
• It focuses them on what they can contribute to the greater whole
• It provides a sense of self-worth (to the group)
• When achieved, creates a huge feeling of satisfaction
Step #2 - Individual Goals
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Nonprofit Board Members are generally intelligent people with high levels of influence and expertise (but not in fundraising)
• Give them permission to not have to possess the “body of knowledge” (that is why the organization has hired a development professional)
• Share relevant resources (e.g. Board Source)
Step #3 - Provide Direction and Support
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FACT: Change is a part of our lives
Organizations will continually face:• Resigning/new staff
• Resigning/new board members
• Changes in funding or regulation
Read: Our Iceberg is Melting
Step #4 - Accept Evolution as the Constant
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While organizations cannot rest on their laurels they must celebrate successes and recognize those that made those successes possible.
• Board Meetings
• Donor Newsletters
• Recognition events (e.g. National Philanthropy Day www.afpri.org)
• Photo shoots/check presentations
• Handwriting cards
• Calls
Step #5 - Celebrate the Successes
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Questions?
CONTACT INFORMATION:Michele R. Berard, MBA, CFRE
Phone: (401) 263-4902www.AscentAdvisors.net
This presentation and the handouts can be found on my Blog: micheleberard.com
Twitter: @micheleberard