Why Don\'t Board Members Do What They Are Supposed To Do?"

WebinarJune 29, 2011

Why Don’t Board Members Do What They Are Supposed to Do?

Welcome!

• One hour• Mute• Asking Questions• Additional questions after webinar• Follow up, power point slides, etc.• Introduce speakers• Post webinar survey and download of

Power Point presentation and/or recording

About Jeffrey Byrne & Associates

• National firm headquartered in Kansas City

• Capital, endowment and major gift campaigns

• Member of The Giving Institute (formerly AAFRC – The American Association of Fundraising Counsel)

• National client experience

• Philosophy, approach and methodology

Webinar Presenters

HostMary Ellen Clark

VP, Midwest RegionKansas City, MO

PresenterGary Rick

VP, Mid-Atlantic RegionPennsylvania

Webinar 2011

Why Don’t Board Members Do What They Are Supposed To Do?

2010 Charitable Giving

Source: Giving USA Foundation™ / Giving USA 2010

2010 Charitable Giving : By Type of Recipient Organization

Religion $106.89

35%

The Role of Board Volunteers in Development

Leadership

• Set policy and provide direction• Support the concept of the campaign• Provide volunteer support – as solicitors or other campaign volunteers• Make a gift• Recruit additional volunteers• Open doors/provide access to donors• Serve as ambassadors

Plan To Succeed!

• Resource Development Plan• Strong organizational leadership• A Strong Case for Support (urgent,

compelling and tested)• Timeline and action plan accountabilities• Training and execution

Development - a Process, Not Just Soliciting Gifts

• Identify prospects• Qualify prospects (research)• Appraise prospect capacity• Cultivate (moves management)• Ask for donation• Thank the donor• Recognize the donor• Retain the donor

The ASK, just one of the many parts of fundraising

• Most fundraising training misses the mark by jumping straight to soliciting.

• It eventually inhibits, rather than pumps up, board member energy and excitement for the cause.

• Introducing board members to fundraising by presenting a seminar titled "The Art of the Ask" is not a way to bring them gently to the table so they will embrace fundraising enthusiastically.

Asking for the Gift

• Asking for the gift is only one step in the process of fundraising. It takes cultivation to maximize the likelihood of receiving the gift.

• Not every volunteer is going to be good asking for a contribution, especially not until he/she is involved with the process.

• A volunteer is much more likely to secure a gift AFTER he/she has made their own gift.

• It is not as scary to ask for a gift when due diligence has been done in the cultivation and a team approach is utilized.

Ways Board Members Can Contribute to Fundraising

1. Make Friends for the Cause 

2. Identify Your Organization's VIP Friends (Very Important Prospects)

3. Open the Door with Advice Visits

4. Gather Friends with Small Socials (Point of Entry Events)

5. Become a Tour Guide (and show how we change the world)

Roles Board Members Can Play (continued)

6. Acknowledge donor’s generosity

7. Spread word via technology

8. Researching Prospects

9. Practice articulating the case, elevator speech

10. Take time to see the mission work of the organization

The Message!

Let's Give 'Em Something to Talk About

If you do not have anything interesting and exciting to say about the work of your nonprofit, why would you expect others to talk about you?

Message

• Gain internal consensus of message content

• Conduct external research of draft• Draft final version• Test message with sample group• Staff continually gathering and recording

stories of impact (Bible of Stories)

Researching Prospects

Who Do Your Board Members Know?Help them (Prime the Pump)

Neighbors Friends

Community Leaders Relatives

Government Officials Co-workersCelebrities Vendors

Fellow alumni (college, high school) Church

Military Clubs

And many more…

Prospect Portfolios

What Can We Learn About Prospects?

(From Personal Conversation, Google and Other Search Engines)

Schools attended/supported Political contributions

Awards received Occupation

Organizations contributed Former occupations Interests/hot buttons Relatives

Spouse/Children/parents Hobbies/interest

Fellow alumni (college, high school) Church

Military Clubs

Newspaper articles Door leads to another…

What Board Members Can Expect in Fundraising

• Job Description• Clear Expectations Up Front – From Both Parties• Goals / Target• Schedules & Reminders• Progress Reports• Help, Encouragement, a Sense of Achievement and

Feeling of Success• Recognition• Resources – Project Information, Contact Information,

Training• A clearly identified Contact Person

Questions and Wrap Up…

YOUR ACTION PLAN: Write down three steps you plan to take as a result of having attended this webinar.

Why Don’t Board Members Do What They Are Supposed To Do?”

Thank YOU!

Please feel free to contact us…Gary Rick 412.600.7876 or

grick@fundraisingjba.com

Jeffrey Byrne & Associates, Inc.816.237.1999 or toll free 800.222.9233 www.fundraisingJBA.com