1. Get Your Board Engaged in Fundraising

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

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

4. Attitude Matters!

5. Fundraising is about helping people achieve their goals Fundraising Approach

6. What are your goals? What are theirs?

7. FundraisingApproach “What you do” What difference you make

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

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

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

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

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

13. 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

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

15. Who Gives?

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

17.  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

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

19. 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?

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

21. Questions so far?

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

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

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

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

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

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

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

29. What is the diversity trade-off?

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

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

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

33. 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

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

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

36. Questions?