Stronger Boards Raise More Money Michael Bacon, CFRE

Stages of Nonprofit Growth StageCharacteristics of the Board NascentOperational focus, friends of Founder, limited formal process AdolescentWider circle, growing in prominence, still lacking in Board training IntermediateStrategic planning, formal process for recruitment, job descriptions, active committee work, need for training MatureRegular strategic planning, board criteria established, ongoing training, active Committee on Directors, evaluation of Executive Director, Board evaluations

Telling Your Board Story Activity Share the profile of your Board with someone not from your organization. What does your Board look like now? Characteristics, ages, professions, level of involvement, passion for the work…

The Ideal Board…  Does it represent spheres of influence?  Does it have:  Expertise  Legal, Accounting, Marketing, Fundraising, Construction, Planning, HR, Investment Knowledge, Program Development, etc.  Influence  Affluence

Board Matrix… What Does Our Board Look Like?

Recruiting  Not “I have a friend who might do it…”  Board Matrix – art & science  Who does the recruiting?  Active Nominating Committee  Where do you find the right people?  Telling the Truth- “you don’t have to…  “D ating” potential Board Members…

Expectations  Clear and concise  One page job description  Financial participation outlined  Meeting participation outlined  What else?

A Board Focuses On…  Governance & Policies  Mission Related Programs  Annual Budget & Monitoring  Sources of Revenue (Diversification)  Ongoing work at committee level

The Board’s Role GovernanceFundraising Mission Accomplished

Reality is most board members… are not always sure why they were asked. don’t understand the mission or impact well enough to talk about it. are reluctant to open doors to their contacts.. are afraid of fundraising.

How Do We Connect The Board To The Mission?  Share a story with someone next to you about how your nonprofit reminds Board members of your mission, your programs and those you serve…

Focus On Your Mission  Constant connections to mission, beginning with orientation  Exposure to teachers, grants and sponsored programs on a regular basis  Regular opportunities to reflect & discuss  At meetings, retreats, strategic planning  How did we advance the mission today ?

Does this sound familiar?  “Isn’t that the staff’s job?”  “I’m giving my time… that’s enough.”  “I don’t know anyone.”  “I’ll do anything but ask for money.”

What tools does the Board need?  Passion for our cause  A strong case for giving  Powerful stories about how we make a difference  Staff support for accountability + the annual calendar  Training about how to make an ask

How Can Our Board Help With Fundraising?  Know our mission by heart  Be able to tell one story with passion  Basic knowledge of our programs and clients  Make your own financial gift first

How Can Our Board Help With Fundraising?  Help identify new prospects  Set up a meeting for staff with a prospect  Hosting cultivation or stewardship events  Invite prospects to join you at an event  Be involved in thanking donors (calls, notes, visits)

The Sequence of Willingness Offer up names Make a call to set up an visit Go on the visit even if you don’t ask Make the ask of your friend

How Do You Feel When You Give?  Share your story with someone next to you.  Compare stories…

Relationship-Based Fundraising Cultivate Steward Ask Retain

Believe It or Not… Noteworthy Findings: 90% of individual donors single out one particular charity for special or unusual support 94% of study donors say that charities they support never or hardly ever call them up without asking for another gift. 98% say that charities never or hardly ever pay them a visit without asking for money

Building Board Confidence  Start with Stewardship!  Board members should be thanking donors  Phone calls  Handwritten notes  Thank you visits