Empowering Your Board with Meaningful Development Metrics

Board Fundraising System Board Plan & Priorities Metrics & Performance Measures Consistent Follow Up Tools & Training

A Note About Board Composition… Must Have: 100% of Board Members Very Important: 40% to 70% of Board Members Helpful: One or Two Board Members

Conduct Board Assessment

Developing Your Board Plan Mission, Vision, Values Long-Range Strategic Plan Annual Development Plan Board Fundraising Plan

Development Plan Components Vision for the Future Strategic Direction Fundraising Priorities & Case for Support Measurable Overall Goals & Objectives Action Steps for Achieving Objectives Overall Calendar Budget Laurel McCombs

Board Plan & Priorities Give Generously Be an Ambassador Open Doors Engage Others Steward Donors Provide Expertise Other Support

Setting Board Goals Present annual fund development plan Develop metrics & follow up plan Identify team & individual goals Discuss key board roles Present annual fund development plan

Which Metrics? Be realistic & focus on priorities Use your fund development plan as a guide Determine gaps & challenges What’s keeping you up at night? What can you measure consistently & accurately?

Diversify Your Metrics Levels Individual Team Organization Types Outcome Process Quality Length Annually Quarterly Monthly

Board Giving % of board/committee members giving % of board/committee members giving leadership gifts/major gifts; at capacity Board giving as percentage of overall philanthropic dollars raised (20%) Board giving as percentage of overall campaign goal (35%)

Board as Ambassadors Number of presentations made Number of events/meetings attended Number of new prospects identified Number of strategic donor initiatives made

Table of Gifts

Name-by-Name Table of Gifts

Board Portfolios Relationship manager for key prospects Develop individual engagement & solicitation plans Provide personalized stewardship Collaborate with other board members Part of annual board agreement/commitment

Specific Expected Minimum and Maximum Results Donor Planning # of prospects assigned to a board member % of board prospects with written donor engagement plan Strategic Initiatives to Increase Motivation, Decrease Obstacles, Engage Decision Makers, Confirm Rights Person By When Specific Expected Minimum and Maximum Results   Comments on Relationship, Values, Philanthropy, “Yeses” *Excerpt from The Osborne Group’s Major Gift Strategy Worksheet

Tracking Moves Management Ratings Ask Amount Name of Prospect Assigned C I R Major Gift Annual Fund Next Move Who When Joe Donor JP C10 H RD $5m $250k Confirm right purpose 2/15 Sam Giver CO C8 L $1M $500k Raise giving sights 3/31 Mary Philanthropist TB C7 RF $50k $5k Visit w/ donor 2/28 Lilly Patient C5 M RC $25K $1K Tour with Dr. O 3/5 Jim Onthefence C4 RB $50K Visit w/Sue 3/12 *Excerpt from The Osborne Group’s Moves Management Report

Tarnside Curve of Involvement *Developed by Patrick Boggen, Tarnside Consulting, UK

Ask & Close Metrics Amount raised (total, by solicitor, as % of overall philanthropic goal) Number of asks (total and by solicitor) Asks made within donor plan timeline Yes/Success Rates (total, by solicitor): % of closed gifts to requests made % of amount received to amount requested % of amount received to capacity rating

Board Stewardship *Penelope Burk, Donor Centered Fundraising 95% Would appreciate a thank you call within a day or two of the organization receiving their donation 85% Said such a thank you would influence them to give again 84% Said they would definitely or probably give a larger gift 42% Average amount of increase in giving by those that received a thank you call compared to similar donors who did not (tracked after 14 months) 39% During the renewal cycle, those who received a thank you call were 39% more like to renew their support *Penelope Burk, Donor Centered Fundraising

Donor Retention *2016 AFP Fundraising Effectiveness Project, Bloomerang

Stewardship Metrics Donor retention rate (first year, multi-year) Dollars gained/lost from retained donors Upgrades # of stewardship moves delivered # of thank you calls made, notes written Donor satisfaction (survey)

Systematize & Make Routine Consistent Follow Up Dashboard of agreed upon goals & metrics Regular problem-solving discussions Scheduled individual check-ins Systematize & Make Routine

Tools & Training

Overcoming Obstacles Develop Solid Plans & Processes Make This Board-Driven Find Your Champions Secure Early Wins Have Real Conversations Encourage Teamwork Prove Your Sticking to It

Develop Your System Board Plan & Priorities Metrics & Performance Measures Consistent Follow Up Tools & Training

Follow Up Materials Board Assessment Tool Table of Gifts Template Donor Engagement Strategy Template Moves Management Tracker Board Individual Fund Development Plan

Thank You. Laurel McCombs lmccombs@theosbornegroup Thank You! Laurel McCombs lmccombs@theosbornegroup.com Find us on LinkedIn and Follow us on Twitter & YouTube