Beyond Give, Get or Get OFF: Truly Engaging Your Board in Fundraising Stephanie Cory, CAP, CFRE

Let’s Get to Know Each Other Who’s here today? What are your biggest board fundraising challenges?

Common Excuses for Not Helping “I don’t know anyone with money” “I don’t want to approach my network” “I don’t know how to fundraise”

Get Inside a Donor’s Head Why do you give to nonprofits? Think about the last donation you made Why did you make it?

A Culture of Philanthropy Starts with recruitment, continues with orientation Requires clear expectations: understanding and acceptance Do you discuss fundraising at every board meeting? A call for commitment from the board chair Continuing education for all board members

Sample Agreement Language I will give what is for me a personally sacrificial annual financial donation. I will actively promote the organization in the community and will encourage and support its staff. I will actively participate in fundraising in whatever ways are best suited for me and agreed on with those in charge of the organization’s fundraising. I am making a good-faith agreement to do my best and to help raise as much money as I can.

Board Roles & Responsibilities Board as a Whole Individual Board Members Setting organizational direction Providing oversight Ensuring necessary resources Duty of care Duty of loyalty Duty of obedience Ambassadors

Ensuring Financial Resources Identify resources needed Establish policies for how resources will be acquired Determine how board members will participate in fundraising The full board participates in various ways: Contribute financially Help develop a fundraising plan Support the organization’s solicitation efforts

The Fundraising Process Identification Cultivation Solicitation Stewardship

Cultivation aka Friend-Raising Identifying prospects Building relationships with prospects Generating interest in the organization Showing prospects what the organization is all about

Solicitation Methods Direct response Written proposals Events In-person Peer-to-peer Telephone Cause marketing Advertising Social media Face-to-face

Stewardship Thanking donors and letting them know the difference their gift made Maintaining donor relationships Traditional tactics Receipts and acknowledgements Publications (newsletters, annual reports, updates) Engagement (tickets, tours) Involvement (volunteer opportunities)

The Board’s Role in Fundraising Ensure development plan and monitor progress Create fundraising and donor recognition policies Ensure fundraising methods adhere to ethical standards Participate in fundraising Monitor progress and evaluate outcomes

Board Members’ Role in Fundraising Make a meaningful contribution Identify, evaluate, and cultivate prospects Make introductions Organize and attend special events Attend in-person solicitations Write or sign appeal letters Thank donors

Why an Active Leadership Role? Four key strategic reasons The board has fiduciary responsibility for the organization The board has oversight of all fundraising programs and operations The board sets the pace for fundraising through their own giving The board sets the tone for the broader community’s view of the nonprofit

Staff’s Role Coordinate overall fundraising efforts Take the initiative and generate ideas Keep files, records, mailing lists, and acknowledgements Conduct research and share pertinent data Prepare correspondence and write proposals Support the board and other volunteers behind the scenes

Ways Everyone Can Help Gather intel Review prospects Act as ambassadors Make introductions

LAI Principle Linkage Interest Ability

Webbing Exercise Think about all the organizations, schools, businesses, associations with which one is connected Share some ideas with your neighbor Don’t add names to the organization’s database just to add them; be thoughtful

“I Don’t Know Anyone with Money” Who do you know who could, if he/she had the linkage and the interest, could write a check for $1,000? How could you engage them with the organization?

Your Connection to Your Organization What initially interested you in getting involved? What do you tell others about your organization? What is your organization doing that you are most passionate about? Why do you choose to serve on the board or work there?

Know the Answers to Why does your organization exist? What difference would it make if your organization went away? Why does your organization need private donations? Where exactly does the money go? How many people are helped through your organization’s programs? Who is a typical member? Visitor? Program participant? Client? Patient? Donor? Volunteer?

The “Money Bag” Game $25M prospect inherited wealth and has a family-owned business $600K (minus value of home) prospect is a mature professional who has saved and invested ??? Prospect has unknown wealth but is thought to be affluent What size gift toward a $750K campaign should each prospect be asked for? What about for a $5M campaign?

Weinstein’s Three Questions What is the largest cumulative amount you donated to a charity in a single year? What do you believe is the largest amount you could part with, without changing your lifestyle or sense of security? If you could make one donation that would end poverty, cure cancer, or guarantee world peace, how much would you be willing to donate?

Solicitation Role-Playing Activity Groups of three people Three roles: Prospect Fundraiser Observer Rotate roles so everyone plays each role

Instructions Identify roles “Fundraiser” and “prospect” play the roles for about 3 minutes Observer listens, takes notes “Fundraiser” shares what went well Observer shares what went well and what might be improved Rotate roles and repeat with next scenario Assume you have had at least one cultivation visit

Discuss What Happened Fundraiser – What went well? What could be done more effectively next time? Potential donor – Were you inclined to make the contribution? Why or why not? Observer – What went well? What might be more effective next time?

Role-Playing Scenarios Prospect – retired octogenarian, long-time subscriber and donor to your arts organization; research indicates limited annual income but valuable real estate holdings Goal: secure a bequest commitment Prospect – middle-aged small business owner with two kids in college, used to give at the $1,000 level Goal: secure a pledge of $2,500 for a special project

Can Your Board Members Commit to: Being honest? Being realistic? Being willing to try something new?

Questions?

Contact Me Stephanie Cory (302) 729-3179 stephanie@stephaniecory.com @stephaniecory in/stephaniecory /stephaniecoryllc