1. Empowering Your Board with Meaningful Development Metrics

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

4. 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

5. Conduct Board Assessment

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

7. 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

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

9. 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

10. 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?

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

12. 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%)

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

15. Table of Gifts

16. Name-by-Name Table of Gifts

17. 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

18. 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

19. 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

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

21. 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

22. 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

23. Donor Retention *2016 AFP Fundraising Effectiveness Project, Bloomerang

24. 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)

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

26. Tools & Training

27. 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

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

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

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