get your board engaged in fundraising. more money may be the least important. some revenue is...
TRANSCRIPT
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Get Your Board Engaged in Fundraising
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More money may be the least important.
Some revenue is better than others.
Fundraising is relationship-building.
EVERYBODY can build relationships
Overview
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Case
Constituency
Capability
Capacity
Commitment
Fundraising Success: Five C’s
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Attitude Matters!
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• Fundraising
is about
helping
people
achieve
their goals
Fundraising Approach
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What are your goals?What are theirs?
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Fundraising Approach
“What
you do”
What
differen
ce you
make
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Relationship-Based Fundraising
Suspects
Prospects
Near Donors
Donors
Big Events
Little Events
Private Meetings
Depends . . .
All of the Above
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Initial invitation Story-telling Follow up contact Invite again Thank you
What’s the Board’s piece?
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What Kind of Board?
Program Management
Honorary
Fundraising
Policy Oversight
Policy Leadership
Program Implementation
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What Expectations?
Governance• Strategic Direction• Financial Accountability• Leadership Development• Resource Development
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Board members focus on governance
Strategic direction Key relationships
Committees make things happen
Strategy details Campaigns
Board engagement
Board Roles in Fundraising
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Staff members focus on management
Implementing programs
Administration
Staff members support and lead
Support board fundraising activities
Lead in key areas: grants, membership, events
Staff Roles in Fundraising
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Who Leads Fundraising?
Type #1 – Board-led (The Gold
Standard)
Type #2 – Shared(Most Common)
Type #3 – Staff-led (The Realists)
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0 10 20 30 40 50 60 70 80
Individuals
Bequests
Corporations
Foundations
Who Gives?
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Individual Giving
Some people give and some don’t Provide
opportunities It is not about
begging It is about
investing
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Communitarian (26%) “Doing good makes good sense.”
Devout (21%) “Doing good is God’s will.”
Investors (15%) “Doing good is good business.”
Socialite (11%) “Doing good is fun.” Repayer (10%) “Doing good in return.” Altruist (9%) “Doing good feels right.” Dynast (8%) “Doing good is a family
tradition.”Prince and File, The Seven Faces of Philanthropy
Faces of Philanthropy
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Relationship-Based Fundraising
Suspects
Prospects
Near Donors
Donors
Big Events: Whom to invite?
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A Ability to give a substantial gift
B Belief in the your work or similar work
C Contact with your organization or someone who knows about your organization
Who are Suspects? Prospects?
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Get a first gift
Renew the gift
Build a relationship
Upgrade commitment
Raise big bucks
The Donor Pyramid
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Questions so far?
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Your board is at the gate.
The bell has rung. No one’s moving.
Seven Strategies for Engaging Your Board
in Fundraising
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• Investments, not gifts
• Supporting the goals of donors
Strategy #1: Change your attitude
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• What are the rules?
• When did they change?
Strategy #2:Set clear expectations
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• Create a personal action plan
Strategy #3:Find a job for everyone
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1. Brainstorm
2. Prioritize
3. Make a commitment
4. Collect/combine
5. Create accountability
Personal Action Plans:
the process
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• Diverse ways for people to help• Meaningful roles for fundraisers
Strategy #4:Revise your board structure
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Find a way to
capture talent that wants to help with fundraising
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What is the diversity trade-off?
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• “If you want my money, ask my advice.”
• Set the stage for planned giving
Strategy #5:Improve donor relationships
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• Shirley’s story: make it personal• Jack’s story: make it sticky
• My story: make it matter
Three stories
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• Fundraising event?
• or Friend raising event?
Strategy #6:Make events work
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Don’t forget the importance of connections to those who give
A Ability to give
B Belief in your work
C Contact with your organization
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• Build connections with those most likely to give you money
Strategy #7:Target outreach efforts
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SummaryGet your mind
right
Everyone needs ajob
Build relationships and the rest will follow
Find a way to balance patience and impatience
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Questions?