Presented by: John A. Ciambrone, CFRE Hano Conference October 2, 2014 Creating a Culture of...
-
Upload
charles-brendan-charles -
Category
Documents
-
view
213 -
download
0
Transcript of Presented by: John A. Ciambrone, CFRE Hano Conference October 2, 2014 Creating a Culture of...
Presented by:John A. Ciambrone, CFRE
Hano ConferenceOctober 2, 2014
Creating a Culture of Philanthropy:
Through Greater Board Involvement
Underlying Principles
· People give to people· Giving is driven by vision vs.
need· Trained volunteers are better
fundraisers than staff or counsel· Giving is affected by confidence
in the organization and is an earned privilege
· Funders are more sophisticated
Underlying Principles
· The most likely future donor is a current donor
· The more recently a donor has given, the more likely s/he will give
· Money follows involvement· 80%± of all charitable gifts are
made by individuals
The Board’s Role in Fundraising
· Be an active partner with staff· Set long term goals for the
organization· Provide adequate funding· Be a giver that reflects
leadership role· Identify prospective supporters· Cultivate and nurture
interest/support
The Board’s Role in Fundraising
· Provide leadership in fundraising· Participate in solicitation of
prospects· Monitor fundraising progress· Ensure funds are used as stated· Advocate and inform as an
ambassador· Thank and acknowledge
supporters
· Sets the pace· Can’t ask others to give unless . . .· Demonstrate importance of the
request
· Conveys community “ownership”
· Instills confidence in stewardship of $$
Why the Board’s Role is Essential
Becoming a Triple A Team
◼ A fundraising team with a Triple A rating is committed to—and clearly articulates—the purpose and impact of the organization. Members are engaged with each other, are a cohesive team, and maintain a supportive, respectful working relationship with staff.
Becoming a Triple A Board
◼ Creating a Culture of Philanthropy Involves the full development team –
board, other volunteers, staff, and highly engaged donors
Includes a strong commitment to mission, vision, and values of the organization
Understands every interaction is part of development
Means everyone thinks development
Roles Board Members Play in Maximizing Philanthropic Results
◼ Ambassadors Make friends Build relationships
◼ Advocates Make the case (formal & informal) Are the key to recruitment of other
volunteers◼ Askers
Make the ask Can be viewed as “front line” fundraisers
The Ambassador
◼ Is a role everyone plays◼ Assumes one of the key roles in cultivation
and stewardship◼ Needs to be well oriented and coached in
the message◼ Masters the “elevator speech”, knows the
case◼ Is a catalyst for donor renewal
The Advocate
◼ Strategic in sharing information about the organization whether on the golf course or in the car pool
◼ Advocates on a more formal basis when needed with other organizations/govt.
◼ Speaks confidently about the strategic plan, vision, and case
◼ Well-coached about the results needed
The Asker
◼ Has already made a stretch gift ◼ Well informed◼ Enjoys sharing involvement and passion
for the organization◼ Enthusiastically asks for investment from
others ◼ Teamed with staff and/or another board
asker◼ Benefits from the work of the Ambassador
& Advocate
The Fundraising Process
Identification
Cultivation
Solicitation
Stewardship
The Triple A “Rating”:
◼ Some board members will do it all◼ Most will excel at one or two◼ Motivation is increased because board
members are working within their comfort zone
◼ Regardless of the role, all are contributing to the success of your organization
◼ Board members may change roles as confidence increases
I will be an Ambassador
◼ As an Ambassador I will: Identify and cultivate friends/colleagues
who may be interested in supporting our programs
Host a cultivation or donation recognition event at my home or public venue
Invite my best prospects to be my guest at appropriate functions, tours, etc.
Help to steward relationships with prospects and donors by writing thank you notes
I will be an Advocate
◼ As an Advocate I will: Represent the organization at public
functions Become part of a speakers bureau if
asked Make phone calls to appropriate city,
state, or federal officials when asked Work with staff to create and engage in
specific strategies to present the case to my best prospects or those identified by staff
I will be an Asker
◼ As an Asker I will: Call to schedule presentations with
prospective donors Lead or participate in requests to
potential donors for gifts to the organization
Makes follow up calls/visits Seek sponsorships for special events
and/or promote table sales by my friends and colleagues
Evaluating Your Board Members
◼ Where do they fit on the continuum: Ambassadors, Advocates, Askers or a
combination of all 3 Be sure to match skill set with
appropriate role Gradually move board members along
the continuum as confidence builds Involve all board members in ways that
are motivating and fulfilling for you and them
Remember…….
◼ People give to you because you meet needs, not because you have needs
◼ A gift to you is really a gift through you into the community
◼ Fundraising is not about money; it’s about relationships based in shared values
Food for Thought
“Fundraising is the gentle art of teaching the joy of giving.” - Henry Rosso
“To be fully alive is to work for the common good.” Corita
Questions?
Portions of this presentation are based on:The AAA board developed by Kay Sprinkel
Grace through her book:The AAA Way to Fundraising Success
Whit Press 2009