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2 0 1 6 L E A G U E O F A M E R I C A N O R C H E S T R A S
N A T I O N A L C O N F E R E N C E
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Mr. Hogle, one of the League’s most
frequent Conference presenters and
a thought leader in the field, will
discuss and highlight how to get
board members engaged in the
relationship building process,
overcome fear and discomfort, use
trustees as ambassadors and
advocates, demystify the roles
trustees can play, introduce the cycle
of engagement / moves
management, and answer questions
OPTIMIZING YOUR BOARD’S FUNDRAISING
EFFECTIVENESS
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SESSION OBJECTIVES
Practical ideas on…
• Demystifying your role in fundraising
• The cycle of engagement & moves management
• How to get engaged in the relationship building process
overcome fear and discomfort
• How to be an ambassador and advocate
And take your questions!
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DEMYSTIFYING YOUR ROLE IN FUNDRAISING
The two dimensions of service for a non-profit board member are
dimension
dimension
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DEMYSTIFYING YOUR ROLE IN FUNDRAISING
The four work streams of a non-profit board member are
Belief in the __________________
Advocacy, __________________, and connections
Vision & __________________
__________________ provision & generation
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DEMYSTIFYING YOUR ROLE IN FUNDRAISING
In a university or college, the principal fundraiser(s) is:
The ________________
In the American symphony orchestra, the principal fundraiser(s) is:
The ________________
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DEMYSTIFYING YOUR ROLE IN FUNDRAISING
The business model of the American orchestra is built on %
earned incomes and % from contributions & grants
At the largest American orchestras, that ratio is % from
earned revenues and % in contributed revenue
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DEMYSTIFYING YOUR ROLE IN FUNDRAISING
To fulfill the “Direct Service” role of being a board member, you must fundraise.
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THE CYCLE OF ENGAGEMENT/MOVES MANAGEMENT
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Adapted from High Impact Philanthropy
Kay Sprinkel Grace, Alan Wendroff
TRANSACTIONAL BELL CURVE:
THE WAY WE ACQUIRE DONORS
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PAUL’S REQUIREMENTS OF SUCCESSFULLY GETTING TO
AND MAKING A FUNDRAISING SOLICITATION
Pursue credible prospects
Send the right person
Send the right person at the right time
Send the right person at the right time and ask for
the right amount
Send the right person at the right time; ask for the
right amount for the right gift purpose
Develop a written prospect strategy
Script the phone call to request the meeting as well
as the meeting itself
Be clear about your pitch – mission, goals, impact,
and metrics
Listen more than talk
Ask for a specific amount
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5 Ways to engage a prospective donor
Cold call
Leveraged introduction
Informational interview
Gathering of the like-minded
Planned serendipity
HOW TO GET ENGAGED IN THE RELATIONSHIP
BUILDING PROCESS: PAUL’S PHIVE PREMISES
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BEING AN AMBASSADOR AND ADVOCATE
Five essentials
• Make the absolute largest, personal contribution you can afford
• Attend performances very regularly
• Get to know 3 musicians very well
• After you have attended a few performances, and gotten to know one
musician, bring another couple to a concert
• Ask another individual to join you as a donor – practice making
your pitch
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LOW-MARGIN ACTIVITIES
On-line ______________/ “e” ______________
Pursuing ______________ ______________without a truly unique program
Stuffing ______________ ______________ with donation envelopes
Mistaking ______________ ______________and large-group speeches for
fundraising
Allowing ______________ and ______________to masquerade as
relationship building or “outreach”
______________raising
We need ______________ ______________.
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POTPOURRI
The annual fund is not ___________________________________________;
___________________________________________________________________
Great Board members…
…are generously-cheerful _______________ and proudly-relentless _______________
…always do what they ______________and say what they _______________
…view concerts and meetings as ________________ ________________ rather than one more ____________________
And remember: ______________is not a _______________.
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YOUR QUESTIONS
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