Get Your Board Engaged in Fundraising

More money may be the least important.

Some revenue is better than others.

Fundraising is relationship-building.

EVERYBODY can build relationships

Overview

CaseConstituencyCapability Capacity

Commitment

Fundraising Success: Five C’s

Attitude Matters!

• Fundraising is about helping people achieve their goals

Fundraising Approach

What are your goals?What are theirs?

Fundraising Approach

“What you do”

What difference you make

Relationship-Based Fundraising

Suspects

Prospects

Near Donors

Donors

Big Events

Little Events

Private Meetings

Depends . . .

All of the Above

Initial invitation Story-telling Follow up contact Invite again Thank you

What’s the Board’s piece?

What Kind of Board?

Program Management

Honorary

Fundraising

Policy OversightPolicy Leadership

Program Implementation

What Expectations?Governance• Strategic Direction• Financial Accountability• Leadership Development• Resource Development

Board members focus on governance

Strategic direction Key relationships

Committees make things happen

Strategy details Campaigns

Board engagement

Board Roles in Fundraising

Staff members focus on management

Implementing programs

AdministrationStaff members support and lead

Support board fundraising activities

Lead in key areas: grants, membership, events

Staff Roles in Fundraising

Who Leads Fundraising?Type #1 – Board-led

(The Gold Standard)

Type #2 – Shared(Most Common)

Type #3 – Staff-led (The Realists)

0 10 20 30 40 50 60 70 80

Individuals

Bequests

Corporations

Foundations

Who Gives?

Individual Giving

Some people give and some don’t Provide

opportunities It is not about

begging It is about

investing

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

Relationship-Based Fundraising

Suspects

Prospects

Near Donors

Donors

Big Events: Whom to invite?

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?

Get a first gift

Renew the gift Build a relationship

Upgrade commitment

Raise big bucks

The Donor Pyramid

Questions so far?

Your board is at the gate.

The bell has rung. No one’s moving.

Seven Strategies for Engaging Your Board

in Fundraising

• Investments, not gifts

• Supporting the goals of donors

Strategy #1: Change your attitude

• What are the rules?

• When did they change?

Strategy #2:Set clear expectations

• Create a personal action plan

Strategy #3:Find a job for everyone

1. Brainstorm2. Prioritize3. Make a commitment4. Collect/combine5. Create accountability

Personal Action Plans:the process

• Diverse ways for people to help• Meaningful roles for fundraisers

Strategy #4:Revise your board structure

Find a way tocapture talent that wants to help with fundraising

What is the diversity trade-off?

• “If you want my money, ask my advice.”

• Set the stage for planned giving

Strategy #5:Improve donor relationships

• Shirley’s story: make it personal• Jack’s story: make it sticky

• My story: make it matter

Three stories

• Fundraising event?

• or Friend raising event?

Strategy #6:Make events work

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

• Build connections with those most likely to give you money

Strategy #7:Target outreach efforts

SummaryGet your mind

right

Everyone needs ajob

Build relationships and the rest will follow

Find a way to balance patience and impatience

Questions?