why don\'t board members do what they are supposed to do?"
DESCRIPTION
Learn how to involve more board members in your development process.TRANSCRIPT
WebinarJune 29, 2011
Why Don’t Board Members Do What They Are Supposed to Do?
Welcome!
• One hour• Mute• Asking Questions• Additional questions after webinar• Follow up, power point slides, etc.• Introduce speakers• Post webinar survey and download of
Power Point presentation and/or recording
About Jeffrey Byrne & Associates
• National firm headquartered in Kansas City
• Capital, endowment and major gift campaigns
• Member of The Giving Institute (formerly AAFRC – The American Association of Fundraising Counsel)
• National client experience
• Philosophy, approach and methodology
Webinar Presenters
HostMary Ellen Clark
VP, Midwest RegionKansas City, MO
PresenterGary Rick
VP, Mid-Atlantic RegionPennsylvania
Webinar 2011
Why Don’t Board Members Do What They Are Supposed To Do?
2010 Charitable Giving
Source: Giving USA Foundation™ / Giving USA 2010
2010 Charitable Giving : By Type of Recipient Organization
Religion $106.89
35%
The Role of Board Volunteers in Development
Leadership
• Set policy and provide direction• Support the concept of the campaign• Provide volunteer support – as solicitors or other campaign volunteers• Make a gift• Recruit additional volunteers• Open doors/provide access to donors• Serve as ambassadors
Plan To Succeed!
• Resource Development Plan• Strong organizational leadership• A Strong Case for Support (urgent,
compelling and tested)• Timeline and action plan accountabilities• Training and execution
Development - a Process, Not Just Soliciting Gifts
• Identify prospects• Qualify prospects (research)• Appraise prospect capacity• Cultivate (moves management)• Ask for donation• Thank the donor• Recognize the donor• Retain the donor
The ASK, just one of the many parts of fundraising
• Most fundraising training misses the mark by jumping straight to soliciting.
• It eventually inhibits, rather than pumps up, board member energy and excitement for the cause.
• Introducing board members to fundraising by presenting a seminar titled "The Art of the Ask" is not a way to bring them gently to the table so they will embrace fundraising enthusiastically.
Asking for the Gift
• Asking for the gift is only one step in the process of fundraising. It takes cultivation to maximize the likelihood of receiving the gift.
• Not every volunteer is going to be good asking for a contribution, especially not until he/she is involved with the process.
• A volunteer is much more likely to secure a gift AFTER he/she has made their own gift.
• It is not as scary to ask for a gift when due diligence has been done in the cultivation and a team approach is utilized.
Ways Board Members Can Contribute to Fundraising
1. Make Friends for the Cause
2. Identify Your Organization's VIP Friends (Very Important Prospects)
3. Open the Door with Advice Visits
4. Gather Friends with Small Socials (Point of Entry Events)
5. Become a Tour Guide (and show how we change the world)
Roles Board Members Can Play (continued)
6. Acknowledge donor’s generosity
7. Spread word via technology
8. Researching Prospects
9. Practice articulating the case, elevator speech
10. Take time to see the mission work of the organization
The Message!
Let's Give 'Em Something to Talk About
If you do not have anything interesting and exciting to say about the work of your nonprofit, why would you expect others to talk about you?
Message
• Gain internal consensus of message content
• Conduct external research of draft• Draft final version• Test message with sample group• Staff continually gathering and recording
stories of impact (Bible of Stories)
Researching Prospects
Who Do Your Board Members Know?Help them (Prime the Pump)
Neighbors Friends
Community Leaders Relatives
Government Officials Co-workersCelebrities Vendors
Fellow alumni (college, high school) Church
Military Clubs
And many more…
Prospect Portfolios
What Can We Learn About Prospects?
(From Personal Conversation, Google and Other Search Engines)
Schools attended/supported Political contributions
Awards received Occupation
Organizations contributed Former occupations Interests/hot buttons Relatives
Spouse/Children/parents Hobbies/interest
Fellow alumni (college, high school) Church
Military Clubs
Newspaper articles Door leads to another…
What Board Members Can Expect in Fundraising
• Job Description• Clear Expectations Up Front – From Both Parties• Goals / Target• Schedules & Reminders• Progress Reports• Help, Encouragement, a Sense of Achievement and
Feeling of Success• Recognition• Resources – Project Information, Contact Information,
Training• A clearly identified Contact Person
Questions and Wrap Up…
YOUR ACTION PLAN: Write down three steps you plan to take as a result of having attended this webinar.
Why Don’t Board Members Do What They Are Supposed To Do?”
Thank YOU!
Please feel free to contact us…Gary Rick 412.600.7876 or
Jeffrey Byrne & Associates, Inc.816.237.1999 or toll free 800.222.9233 www.fundraisingJBA.com