Get Your Board Engaged in Fundraising

 More money may be the least important.  Some revenue is better than others.  Fundraising is relationship- building.  EVERYBODY can build relationships Overview

Case Constituency Capability Capacity Commitment Fundraising Success: Five C’s

Attitude Matters!

Fundraising is about helping people achieve their goals Fundraising Approach

What are your goals? What are theirs?

FundraisingApproach “What you do” What difference you make

Relationship-Based Fundraising Suspects ProspectsNear Donors Donors Big Events Little Events Private Meetings Depends... All of the Above

 Initial invitation  Story-telling  Follow up contact  Invite again  Thank you What’s the Board’s piece?

What Kind of Board? Program Management Honorary Fundraising Policy Oversight Policy Leadership Program Implementation

What Expectations? Governance Strategic Direction Financial Accountability Leadership Development Resource Development

Board members focus on governance  Strategic direction  Key relationships Committees make things happen  Strategy details  Campaigns  Board engagement Board Roles in Fundraising

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

Who Leads Fundraising? Type #1 – Board-led (The Gold Standard) Type #2 – Shared (Most Common) Type #3 – Staff-led (The Realists)

Who Gives?

Individual Giving  Some people give and some don’t  Provide opportunities  It is not about begging  It is about investing

 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

Relationship-Based Fundraising Suspects ProspectsNear Donors Donors Big Events: Whom to invite?

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?

Get a first gift Renew the gift Build a relationship Upgrade commitment Raise big bucks The Donor Pyramid

Questions so far?

Your board is at the gate. The bell has rung. No one’s moving. Seven Strategies for Engaging Your Board in Fundraising

Investments, not gifts Supporting the goals of donors Strategy #1: Change your attitude

What are the rules? When did they change? Strategy #2: Set clear expectations

Create a personal action plan Strategy #3: Find a job for everyone

1.Brainstorm 2.Prioritize 3.Make a commitment 4.Collect/combine 5.Create accountability Personal Action Plans: the process

Diverse ways for people to help Meaningful roles for fundraisers Strategy #4: Revise your board structure

Find a way to capture talent that wants to help with fundraising

What is the diversity trade-off?

“If you want my money, ask my advice.” Set the stage for planned giving Strategy #5: Improve donor relationships

Shirley’s story: make it personal Jack’s story: make it sticky My story: make it matter Three stories

Fundraising event? or Friend raising event? Strategy #6: Make events work

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

Build connections with those most likely to give you money Strategy #7: Target outreach efforts

Summary Get your mind right Everyone needs a job Build relationships and the rest will follow Find a way to balance patience and impatience

Questions?