BOARD LEADERSHIP INSTITUTE DEVELOPMENT & FUNDRAISING January 8, 2015 VCCF Center for Nonprofit Leadership Rebecca J. Merrell, CFRE Stephen D. Willmont

Our Objectives Today  To examine the Giving Landscape  To discuss the Board’s Role in successful fundraising  To understand the fundraising continuum  To outline ways to make friends and plan requests  To leave with specific action steps to improve your fundraising

Give the same level of care, attention and passion to your donors and your fundraising as you do to your programs Our Message

Total Charitable Giving in USA Source: Giving USA 2014

Ups & Downs – Mostly Ups! (From last year) +4.4% All +5.7% Fndns +4.2% Inds +8.7% Beq -1.9% Corp

Which recipients’ gifts are growing?

Charitable Giving Annual Growth

Decade Trends  Giving experienced slowest growth 33% from 2003 to 2012  Giving grew most 131% from 1973 to

Recent Trend  #GivingTuesday post Thanksgiving  Online donation sources experienced 40% increase over

Wealthy Donors  98% give; 2/3rds to repeat causes annually  Responsible for 60% of philanthropy  90% volunteered  Give: Make a difference, felt secure, efficient organization  Don’t Give: Too frequent, inappropriate amount 10

Volunteerism  64 million volunteers  27% of Americans  7.9 billion hours = $171 billion  Most popular volunteer activity?  Second most popular? 11

Giving USA 2014 report Highlights Download the Giving USA 2014 free report Highlights and purchase other Giving USA products at

Becoming a Triple A Board* Creating a Culture of Philanthropy  Involves the board, other volunteers, staff, and highly engaged donors  Includes a strong commitment to mission, vision, and values of the organization  Understands every interaction is part of development  Means everyone thinks development * Kay Sprinkel Grace 13

The Ambassador  Is a role everyone plays  Assumes a key role in cultivation and stewardship  Well oriented and coached in the message  Knows the case and can articulate it  Is a catalyst for donor renewal 14

The Advocate  Strategically shares information on the golf course or in the car pool  Advocates on a more formal basis as well  Speaks confidently about the strategic plan, vision, and case  Well-coached about the results needed 15

The Asker  Has already made a stretch gift  Well informed  Enjoys sharing involvement and passion for the organization  Enthusiastically asks for investment from others  Teamed with staff and/or another board asker 16

The Fundraising Continuum Cultivation  Getting to know you Solicitation  Asking for your support Stewardship  Taking care of donors 17

Cultivate Friends  Quality introductions  Invite and involve  Be curious - ask questions  Be an active listener 18

Cultivate Friends  Send a personal note/  Seek out at the next event  Send targeted information  Invite to lunch or event 19

Pair of Potential Partners How do we get to know our potential partners? How can we engage them in our programs?

Solicitation Gallup study – 85% of people gave when asked Independent Sector 21

Solicitation Plan the ask  Determine an approach  Determine the team and ask amount  Align with prospect interests  Prepare materials 22

Solicitation Plan the meeting  Team of two or three  Practice  Face-to-face  Share passion  Listen  Ask for support 23

Solicitation Why face-to-face?  Personalized solicitations secure the largest gifts  Honors donor  Most efficient use of everyone’s time  Builds the relationship and engagement  Most cost effective method of raising funds 24

Team Worksheet How can we make our best, most effective, donor centered approach?

Stewardship  Appreciate your supporters  Stewardship is where many nonprofit organizations fail—always looking for new supporters while neglecting long-time supporters 26

Stewardship Say “Thank You”  Many ways  Many times (at least 7)  Show how support is making a difference  Invite to special events  Engage them in activities  Grow the relationship 27

Successful Fundraising Compelling Case for Support Cultivated Motivated Field of Donors Volunteer Leadership 28 Relationships

Give the same level of care, attention and passion to your donors and your fundraising as you do to your programs

Thank You VCCF Center for Nonprofit Leadership