1. Create a Fundraising Action Plan for Your Board Members And Put Them to Work Where You Need Them April 12, 2010 Gail Perry CFRE www.gailperry.com

2. 1 Agenda  Your own work first – get yourself ready  Five steps to put them to work where you want them  Structure and support to make it happen

3. 2 First: What YOU Have To Do 1.Get to know your board members. 2.Choose what fundraising jobs you want them to do. 3.Allocate your own time for this project. 4.Enlist your board leadership first. 5.Create a snappy brand name.

4. 3 Psych Yourself Up  Be ready to lead them  Be the cheerleader  Set realistic expectations  Make it fun

5. 4 Five Steps to Create and Implement a Fundraising Action Plan With Your Board Step One: Fire up your board about the cause Step Two: Crucial conversations to inspire new attitudes Step Three: The right tools and skills Step Four: Very specific jobs to do Step Five: A great reporting and support structure

6. 5 Step One: Fire Up Your Board About the Cause Mission moments Testimonials Field trips Your impact

7. 6 No Boring Meetings!

8. 7 Step 2: Three Crucial Conversations To Inspire New Attitudes 1.What are we raising money for? 2.Why do you care about our cause? 3.Why are volunteers so powerful?

9. 8 Most Board Members’ Definition of Fundraising

10. 9 Board Members Think Fundraising = Cold Calls

11. 10 Board Members Think: Fundraising = Begging

12. 11 Step 3: Training Give Them the Right Tools and Skills Friendraising The process of fundraising Relationship building It’s NEVER about money High intention low pressure

13. 12 Step 4: Give Them Very Specific Jobs Narrow, narrow focus Keep it very simple They get to choose Not too many choices

14. 13 Step 4: Give Them Very Specific Jobs 1.VIP Prospect List 2.Hosting tours 3.Hosting socials (door openers) 4.Tables at the gala 5.Thank you phone calls 6.Following up after events 7.Accompanying you on visits and calls

15. 14 Fundraising IS… A Process Plenty of Activities for Board Members

16. 15 Time and Energy Spent in Each Part of the Fundraising Cycle

17. 16 Time and Energy Spent in Each Part of the Fundraising Cycle

18. 17 Step 5: Set Your Board Members Up To Win

19. 18 Step 5: Reporting and Support Structure Create Ownership It’s MINE! Task forces Team leaders

20. 19 Guidelines for a Crackerjack Structure 1. Each person makes their own commitment 2. Specific time frame 3. Clearly identified project 4. Clearly identified goal 5. Clearly identified beneficial outcomes 6. Clearly defined jobs – no questions or dilly-dallying 7. Proper Set up

21. 20 A Set-Up That Creates Ownership Let them choose what they want to do set their own goals take the responsibility Encourage competition

22. 21 Step 5: Setting Goals How To Get Them To Agree To Do It What do we want to accomplish? What results do we want to create? What will happen if we reach these goals? What will happen if we miss these goals?

23. 22 Step 5: Setting Goals How To Get Them To Agree To Do It Vision the result – big and juicy Inspire their sense of possibility and vision What will it take from this board to make this happen? What will it take from me? Is it business as usual? Go around the table and let people say what they want to do

24. 23 “Moral Support” is Essential Board Chair Team Leaders Peer Support Support = communication Coaching, encouraging Checking in

25. 24 Peer Pressure

26. 25 Keep Fundraising High On Your Board’s Agenda – 9 Questions 1.What could we do if we raised more money? 2.What do you most need board members to do this year? 3.Why are board members important? 4.What will it take to get us to a higher goal? 5.What’s working and what’s not working so well? 6.What are the trends in our various fundraising strategies? 7.What will happen if we miss goal? 8. How can a board member help open the door? 9. How do our fundraising programs work?

27. 26 Step Five: On Going Reinforcement The art of the gentle reminder Leading by example Emails and communication about progress Share news of success Praise successful board members in front of the others

28. 27 What Will Ruin Everything Finger wagging Talking down

29. 28 Is This Your Board? Let’s go for it!

30. 29 Gailperry.com Find me on LinkedIn, Facebook and Twitter “Easy Fundraising for Board Members Retreat” Take your board from fear of fundraising to excitement and enthusiasm Freefundraisingtools.com Strategies, toolkits, assessment tools and tips

31. Gail Perry Associates Gail Perry 124 Hillcrest Road Raleigh, NC 27616 919.821.3050 gail@gailperry.com www.gailperry.com www.gailperry.com