Fundraising Judo. Engaging Volunteers And Raising Funds The Gentle Way. Robin C. Johnston, Vice President for Institutional Advancement

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1 Fundraising Judo Engaging Volunteers And Raising Funds The Gentle Way Robin C. Johnston, Vice President for Institutional Advancement TCC Foundation Making Opportunity Affordable.

2 Fundraising: It Used To Be So Easy How about I just put you down for an increase. Capisce?

3 The Heart of Motivation You do not lead by hitting people over the head. That's assault, not leadership. Dwight Eisenhower

4 How It All Began What Inspires You? In just four years, one Board member: Created New Start Scholarship for DJJ-Involved Youth, Received support from more than 200 unique donors, many of whom had never given to the College before, Raised $176,000 in cash and pledges, and Built a base of open-ended monthly contributing donors who give roughly $700 each and every month

5 Practice Judo, Not Karate Karate Open Hand Judo The Gentle Way

6 Practice Judo, Not Karate Fundraising Judo is the practice of aligning volunteers existing energy and donors existing interests with the College s current or future needs.

7 It s All About Alignment Not Aligned with Donor Interests = No funding! College Needs Not Aligned with Solicitor Skills & Passion = No one asking! Solicitor Skills & Passion Donor Interests Not Aligned with College Needs = Not relevant!

8 It s All About Alignment We look for linkages between College Needs, Board Member Passions, and Donor Interests, then develop a series of relevant appeals

9 It s All About Alignment What might Alignment look like for board members in your organization?

10 The Power of Passion One person with passion is better than forty people merely interested. E.M. Forster

11 The Power of Passion

12 But I Don t Want to Ask for Money!

13 The AAA-Rated Board An organization with a AAA Board is one in which every Board member is motivated and active as an Ambassador, Advocate and/or Asker

14 The AAA-Rated Board Ambassadors Make friends Build relationships Advocates Make the case (formally and informally) Are the key to solid board recruitment Askers Make the ask Are Front line fund raisers

15 The AAA-Rated Board Organizations with AAA Boards tap into board member motivation and they design assignments that are specific and geared to each board member s motivation

16 Building A AAA-Rated Board Form Committee Review Current Board Composition and Assess Needs Review Board Member Attendance and Performance Vote on Term Extensions for Members with Completed Terms Determine Desired Number of New Members Interested Prospects Complete Application President & Executive Director Meet With Board Prospects Committee Members Make Initial Contact with Prospects, and Report Interest Narrow Candidate Field to Create Initial Prospect List Request New Member Suggestions from Board Members Committee Reviews Applications and Creates Short List Board Approves Term Extensions and New Members Membership Formally Offered to Board Prospects New Members Accept Offer to Join the Board Board Mentors Assigned Recognition for Outgoing Board Members New Member Reception, Orientation & Tour New Members Luncheon (with Exec Comm)

17 Building A AAA-Rated Board Form Committee Review Current Board Composition and Assess Needs Review Board Member Attendance and Performance Vote on Term Extensions for Members with Completed Terms Determine Desired Number of New Members Interested Prospects Complete Application President & Executive Director Meet With Board Prospects Committee Members Make Initial Contact with Prospects, and Report Interest Narrow Candidate Field to Create Initial Prospect List Request New Member Suggestions from Board Members Committee Reviews Applications and Creates Short List Board Approves Term Extensions and New Members Membership Formally Offered to Board Prospects New Members Accept Offer to Join the Board Board Mentors Assigned Recognition for Outgoing Board Members New Member Reception, Orientation & Tour New Members Luncheon (with Exec Comm)

18 Building A AAA-Rated Board The TCC Foundation has recently begun using two tests to help us identify and zero in on the personality traits that good Board members have in common

19 Building A AAA-Rated Board

20 Building A AAA-Rated Board Where can you find Board members who have genuine passion for some part of your organization s mission?

21 Supporting A AAA-Rated Board We provide business cards and badges, and create custom web sites for Board members. There are at least three benefits: 1. They tell Board members that they matter, 1. They enhance their credibility when they re representing the TCC Foundation, and 1. They deepen their commitment to work on behalf of the College.

22 Supporting A AAA-Rated Board How can you best support board members, in order to engage them and further draw out their intrinsic motivations?

23 What To Do Next 1. Tweak your Board member recruiting process: It s easier to build a boy Screen by interests and aptitudes. 2. Get to know everything about your existing Board members: What are their passions? In what ways are they comfortable engaging other people about your College s work?

24 What To Do Next 3. Develop Ambassador, Advocate, and Asking opportunities that align College Needs and Solicitor Passions with Donor Interests 4. Provide options for your Board members to use in engaging prospective donors: Recurring Giving Program Point Of Entry Events

25 The Heart of Fundraising Judo "It s not about teaching people to value your cause. It s about showing people how your cause relates to their existing values." ~ Sharyn Sutton, founder and president, Sutton Group

26 Thank You and Good Luck! Robin Johnston Vice President for Institutional Advancement & Foundation Executive Director Office: Fax: TCC Foundation Making Opportunity Affordable.