Build a Fundraising Board

Transcription

1 Build a Fundraising Board presented by Brian Saber president, asking matters

2 what we ll cover today why asking matters the evolution of boards create a culture of asking the board s role board giving board fundraising board resource commitment process training questions? why asking matters

3 why asking matters asking in person is the most effective fundraising you can do by mail by phone in person Kent Dove, Indiana University Foundation why asking matters 3 out of 4 asks result in a gift why asking matters

4 why asking matters $390 billion giving 2016 charitable giving corporations bequests foundations individuals Source: Giving USA why asking matters

5 why asking matters Why don t our board members ask more? What keeps them from talking to donors in person? why asking matters why asking matters

6 the evolution of boards background background Hands-on Governing

7 Hands-on background Governing Wealth Work Wisdom Wisdom Work Wealth background Board Operations Hands-on Governing supports a founding leader or group does everything committee of the whole more of the management role shifts to ED/staff board relies on the ED for financial management and programmatic leadership division of labor into committees background Board Composition Hands-on Governing friends & family band of warriors strong personal commitment to the founder broad range of professionals with specific talents large donors strong personal commitment to the mission

8 background Board Fundraising Role Hands-on Governing ask everyone you know for help run numerous small fundraising events may or may not give personal gifts provide fundraising oversight make significant gifts cultivate and solicit major donors background Hands-on Governing discussion on role: background what work that the board has been doing is no longer needed? what matters that the board has been discussing should be left to staff? what are the areas where more board attention is needed? what work has the board not been doing that is now needed?

9 create a culture of asking create a culture what shapes a culture? shared beliefs and values leaders who practice what they preach visible goals, reports and acknowledgment structures training create a culture capital campaigns

10 create a culture shared and articulated beliefs and values create a culture leaders who ask create a culture visible goals, reports & acknowledgment

11 structures create a culture training create a culture bonus material

12 the board s role goals of board giving the board s role raise important dollars have board members feel like investors set an example for other donors meet the 100% standard of institutional funders goals of board getting the board s role raise important dollars have board members feel like investors set an example for other donors meet the gold standard of institutional funders

13 the board s role goal: maximize both the board s role give and get to the best of your ability the board s role give or get $5,000

14 Scenario 1 the board s role board member with more capacity writes check for $5,000 and is done board member with less capacity writes check for $1,000 and struggles to fundraise for the rest Scenario 2 the board s role board member with more capacity writes check for $1,000 and gets four friends to write $1,000 checks board member with less capacity writes check for $1,000 and struggles to fundraise for the rest the board s role

15 the board s role Brian s story the board s role give and get to the best of your ability the board s role everyone must give

16 the board s role everyone must help cultivate relationships the board s role everyone must ask for something the board s role some (hopefully everyone must most) must ask for gifts

17 board giving board giving NO minimum NO minimum board giving

18 NO minimum board giving board giving everyone must give a personally significant gift board fundraising

19 board fundraising begging arm-twisting quid pro quo board fundraising 4 everyone must help cultivate relationships board fundraising

20 board fundraising invite to visit your organization ask to coffee send updates invite to cultivation events everyone must ask for something board fundraising everyone must ask for something board fundraising volunteerism in-kind services in-kind products advice committee or board work introductions to others

21 some (hopefully most) must ask for gifts board fundraising some (hopefully most) must ask for gifts special events letter writing face-to-face board fundraising board resource commitment process

22 Brian Saber Copyright 2015 the process board prospectus, job descriptions, and board giving policy Maximize Board Giving annual individual meetings the process board members = donors Maximize Board Giving Brian Saber Copyright 2015 board members should solicit each other builds responsibility strengthens relationships develops leaders trains askers the process Maximize Board Giving Brian Saber Copyright 2015

23 Brian Saber Copyright 2015 the process develop a board solicitation committee higher-end donors known to and respected by others willing to solicit 3-4 fellow board members Maximize Board Giving the process work of the committee review mission and goals develop materials determine board giving goals make assignments train and practice Maximize Board Giving Brian Saber Copyright 2015 the process analyze individual board member potential recent gifts gifts to other institutions level of commitment and involvement wealth indicators peer giving Maximize Board Giving Brian Saber Copyright 2015

24 Brian Saber Copyright 2015 the process analyze collective board potential special circumstances special projects challenge and matching gifts Maximize Board Giving special projects the process one-time purchase expanded or new program creation of cash reserve creation of board discretion fund debt retirement Maximize Board Giving Brian Saber Copyright 2015 the process April/May May/June June July/August September Identify campaign leaders Enlist and train board solicitation team Announce the campaign to the board Conduct solicitations (chair solicits committee first) Celebrate the campaign s completion Maximize Board Giving Brian Saber Copyright 2015

25 Participation Board Attendance Committee Assignments Financial Resources Personal Gift Matching Gift Event Gifts In-Kind Gifts Other Resources Host Event Provide Meeting Space Attend Site Visits Volunteer Resource Development Cultivation/Solicitation of Prospects In-Kind Other Board Member Board Chair (or other) Asking Matters Copyright 2015 Date Date Participation Board Attendance Committee Assignments Financial Resources Personal Gift Matching Gift Event Gifts In-Kind Gifts Other Resources Host Event Provide Meeting Space Attend Site Visits Volunteer Resource Development Cultivation/Solicitation of Prospects In-Kind Other Board Member Board Chair (or other) Date Date Brian Saber Copyright 2015 the process incorporate annual performance reviews Maximize Board Giving what else you can accomplish evaluate prior year the process reinforce board expectations acknowledge board members overall contributions in every way identify all the ways board members can contribute in the coming year Maximize Board Giving Brian Saber Copyright 2015 bonus material Side-by-Side Board Member Resource Commitment Form Name Date Fiscal Year Proposed FY Actual FY bonus materials Maximize Board Giving Brian Saber Copyright 2015

26 board training board fundraising most board members don t know how to fundraise board fundraising

27 Brian Saber Copyright 2016 identifying leadership who can advocate? identifying leadership who can lead? Brian Saber Copyright 2016 identifying leadership who can own it? Brian Saber Copyright 2016

28 board fundraising what training do they need crafting their unique case for support understanding the basics of the asking process opening the door asking good questions dealing with no s and maybe s creating a plan what is practical? how ready are they? how much time can you find? how easy / hard is it to gather them? Brian Saber Copyright 2016 creating a plan what s the budget? paid trainers refreshments supplies room rental attendance at conferences membership in fundraising organizations Brian Saber Copyright 2016

29 Brian Saber Copyright 2016 what s the calendar? creating a plan board fundraising fundraising training is an ongoing practice throughout the year creating a plan 1. Training 2. Training 3. Training Brian Saber Copyright 2016

30 Brian Saber Copyright 2016 creating a plan 1. Training formal courses board / committee trainings campaign trainings creating a plan 2. Training committee meetings board meetings staff meetings Brian Saber Copyright 2016 creating a plan 3. Training books stories individual conversations coaching websites videos tips Brian Saber Copyright 2016

31 Brian Saber Copyright 2016 creating a plan Month Big T Medium T Small T July Forward Article August 15-Minute Board Exercise Share sample letter September Offsite Training Share a success story October 15-Minute Board Exercise Offer 1-on-1 coaching November Send Top Tips on Asking December Share Success Story Share a success story January Forward Article February March 15-Minute Board Exercise Direct to a helpful website Share a success story April 15-Minute Board Exercise Offer 1-on-1 coaching May Forward Article June Share Success Story Send Summary of Year making your case five steps of the ask five steps of the ask a compelling set of ideas crafted into a story that moves the teller and the listener

32 five steps of the ask need vs. vision five steps of the ask features vs. benefits five steps of the ask communication

33 five steps of the ask EXPLORE ASK CONFIRM EXPLORE SETTLE AndreaKihlstedt CONFIRM Asking Styles fact based goal oriented strategic competitive driven big picture high energy creative quick engaging detailed thorough methodical responsible observant feelings oriented attentive caring thoughtful selfless Brian Saber Copyright 2016 Asking Styles like training to hone their craft, but generally comfortable in the role don t need (or want!) much training comfortable in the moment love role play like lots of training and practice provide structures and systems need training to feel comfortable prefer 1-on-1 coaching to group work Brian Saber Copyright 2016

34 Brian Saber Copyright 2016 what s your story ask as you d be asked Brian Saber Copyright 2016 ask as you d be asked Brian Saber Copyright 2016

35 board fundraising Ask As You d Be Asked Goal: To help everyone feel comfortable about asking in their own style. Rationale: We tend to act toward others as we want others to act toward us. If we understand how we like to be asked, we will better understand how we will feel comfortable asking others. Specifics Audience: Excellent for board members, fundraising committee members, development staff members, and other volunteer solicitors. Finding Your Own Words Exercise Goal: To give people an opportunity to find their own words to articulate the case for supporting your organization and to better understand what makes a case compelling. Rationale: Most of us don t spend enough time getting comfortable with how we talk about the organization. Each time we practice our case for support why we care it gets stronger and more natural. Specifics Audience: Development committee, board, volunteer group, or development staff. Estimated Time: 15 minutes (or longer, if you have the time). Estimated Time: 20 minutes (30 for extended version). Number of Participants: This exercise is effective with groups of any size. For five or fewer, do not break out into smaller groups. Number of Participants: This exercise is effective with groups of any size. For five or fewer, do not break out into smaller groups. Participant Preparation: Everyone should take the Asking Style Assessment and their result to the facilitator. If this is part of a larger training, use nametags or name cards and have everyone write RM, GG, KS, or MC on them. Participant Preparation: No preparation from participants is required. Room Set Up: A room with flexible seating so people can form groups of three or four. Material: Copy of Asking Style grid, nametags The Exercise Room Set Up: A room with flexible seating so people can form groups of three. Material: Flip charts/easel and markers, stopwatch, and bell or other noisemaker. The Exercise Facilitator: The facilitator is responsible for setting up the exercise, giving clear instructions, managing the debriefing, and providing a summary of key points at the end. Facilitator: The facilitator is responsible for setting up the exercise, giving clear instructions, managing the debriefing, and providing a summary of key points at the end. Introduction: This exercise will help us develop a perspective on how we like to be asked and how that impacts us as askers. Asking Matters Copyright 2015 Introduction: This is an exercise that will help you figure out what you want to talk about when you discuss the organization with your friends, colleagues, and other potential donors. Asking Matters Copyright 2015 board fundraising five steps of the ask questions? Brian Brian Saber Saber Copyright Copyright 2017

36 Build a Fundraising Board