1. Engaging Your Board in Fundraising Why it Matters and How to do it
2013 Annual Conference
and Trade Show
Engaging Your Board in Fundraising
Why it Matters and How to do it
Presented by
Michele R. Berard, MBA, CFRE of

3. What We’re Going to Learn Today…
What the Research Shows
How to lay the Groundwork
How to put a Plan into Action
Are there any burning desires?
Let’s write them down

4. The Research What the Research Shows How to lay the Groundwork
Research Brief
What No One Else Can Do: Trustee’s Vital Role in Healthcare Philanthropy
What the Research Shows
How to lay the Groundwork
How to put a Plan into Action

5. Point #1 - Access & Signaling
Regarding fundraising board members serve two primary functions:
Helping the organization reach new prospective donors (access)
Indicating the organization’s value to the community by their own association with the group (signaling)

6. Point #2 - Board Member Giving is Important
Therefore require 100% board giving
Organizations reported that total board giving was between 1% and 10% of total giving
Board member giving is a public commitment to the organization’s work
Board members might pay increased attention to the nonprofit’s mission and financial health when their own money is engaged
Many other donors and institutional funders will not give to organizations that don’t have 100 percent board participation as current donors.

7. Point #3 – Size Matters….kind of
Most have boards between 11 and 20 members
Most successful are boards with 21 to 30 members

8. Point #4 – The Development Committee Works
Organizations that have a Development Committee of the Board reported higher responses of meeting organizational fundraising goals
Peer to peer solicitations (other board members)
Access to the community/prospective donors
Credible volunteer “stamp of approval”
Connections and influence farther reaching than staff

9. Point #5 – Specific Activities Yield Results

10. Point #5 continued – Specific Activities Yield Results

11. Sowing the Seeds for your Money Tree
While research validates and supports Board Member involvement in fundraising, there are challenges that must first be over come.

12. Step #1 - Board Member Job Description
Question:
Is your organization one that needs its Board Members to conduct only one of the three Ts?
Time
Talent
Treasure (this includes Give and Get)
A sample has been provided to get you started

13. Step #2 - Development Committee Charter
A statement of purpose and general direction will help the committee to remain focused and relevant
A sample worksheet has been provided to get you started

14. Step #2 continued - SAMPLE
Development Committee Charter Worksheet
WHAT - To ensure XYZ Organization benefits from a strong, stable and growing revenue stream obtained from philanthropy
HOW – by:
1. developing and fostering a culture of giving of our internal constituencies
Examples:
2. cultivating and stewarding resources (people, products, time, finances)
3. Soliciting financial and in-kind support

15. Step #3 - Allocate Staff Support
Staff raising money without volunteers’ connections is finite;
Incorporate volunteer connections - the potential is limitless
Staff possess the “body of knowledge”
Staff = logistics manager
Staff empower volunteers
Staff support = volunteer success

16. Step #4 - Establish Goals (as a committee)
Set goals beyond money
Number of new donors/gifts
Number of renewed donors
Average gift size
And…be transparent
Communicate goals; board approval
Report progress
Be accountable

17. Step #5 - Build a Plan…to meet those goals
Set goals beyond money
Number of new donors/gifts
Number of renewed donors
Average gift size
And…be transparent
Communicate goals; board approval
Report progress
Be accountable

18. Action Time!
You have collected the research and laid the groundwork. Now, it is time to put your plan into action.

19. Step #1 - Provide a List
A List of Tactics can alleviate discomfort in Fundraising
Acts as a “menu”
Have Board Member select 3 from the list
Note: Include the 11 from the research section

20. Sample List (a larger list is in your handout packet)
Make “thank-you calls” to donors
Review the organization’s website one time per week
Post organizational news/press releases to your Facebook, LinkedIn or Twitter accounts
Attend community events (not XYZ Non-Profit events) with the organization’s CEO/CDO as a “Trustee of the XYZ Non-Profit”
Post your board affiliation on your LinkedIn and Facebook accounts
Chair the Fall Appeal (or lapsed donor appeal or any appeal) by signing the appeal letter
Organize a speaker from XYZ Non-Profit to come speak at your business
Allow XYZ Non-Profit to publish and distribute a press release about your
And the list goes on…

21. Step #2 - Individual Goals
Setting individual goals gives board members long-term vision and short-term motivation.
It focuses them on what they can contribute to the greater whole
It provides a sense of self-worth (to the group)
When achieved, creates a huge feeling of satisfaction

22. Step #3 - Provide Direction and Support
Nonprofit Board Members are generally intelligent people with high levels of influence and expertise (but not in fundraising)
Give them permission to not have to possess the “body of knowledge” (that is why the organization has hired a development professional)
Share relevant resources (e.g. Board Source)

23. Step #4 - Accept Evolution as the Constant
FACT: Change is a part of our lives
Organizations will continually face:
Resigning/new staff
Resigning/new board members
Changes in funding or regulation
Read: Our Iceberg is Melting

24. Step #5 - Celebrate the Successes
While organizations cannot rest on their laurels they must celebrate successes and recognize those that made those successes possible.
Board Meetings
Donor Newsletters
Recognition events (e.g. National Philanthropy Day
Photo shoots/check presentations
Handwriting cards
Calls

26. Questions?
CONTACT INFORMATION:
Michele R. Berard, MBA, CFRE
Phone: (401)
This presentation and the handouts can be found on my Blog: micheleberard.com