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Recruiting and Building a Strong & Effective Board
OCTOBER 2013
The Curtis Group
OUR MISSIONCommitted to promoting philanthropy,
we help nonprofits plan their future, build awareness, and raise substantial
amounts of money.
The Curtis Group
Raised hundreds of millions of dollars for nearly 150 nonprofits
Celebrating 24 years of fundraising success
One of 41 national members of the Giving Institute which publishes Giving USA: The Annual Report on Philanthropy in the U.S.
The Curtis Group
Our services include:
Planning Studies Campaign Management Development Assessments Board Trainings
Present at a variety of national conferences and forums annually
What We Will Cover
Importance of Individual Giving & Board Leadership in Fundraising
Creating Effective Boards
Engaging Your Board in Fundraising
Is This Your Board?
recruited without
clear expectati
ons
consider giving their time their
donation
micromanage
miss meetings or don’t
participate when they do attend
think it’s the staff’s job to
raise $$
will do anything BUT ask for $$
Your Board Has Two Roles
Governance Support
Steward of Finances
Policy Maker
Participant
Donor
Connector/Fundraiser
How are you engaging your board in fundraising?
Do you have defined roles & responsibilities for your board?
Think About It…
Do you use it to recruit new board members?
Do you conduct a review with board
members annually?
2012 Giving: $316.23 billion
High-Net-Worth Individuals (HNWI)
9 out of 10 dollars come from individuals
About 50% of giving comes from HNWI
98% give to secular causes versus 56% of population as a whole
66% give to same organizations every year
43% have a will with a charitable provision* Source: Giving USA 2012; “Patterns of Household Charitable Giving” by Income Group, The Center on Philanthropy at Indiana University, 2007
In Fundraising, It’s All About Leadership
People give to people.
Not exactly: People give to the right people.
Actually, people give to great causes, but give appointments to the
right people.
Board Leadership
Your board is your link to the community
Fundraising succeeds only if board leads it
Boards must give and get
Some may never ask for gifts, but can participate by making connections and advocating
Traits of Effective Boards
Understand the Case for Support Give time and resources (including $) Educated on development and
trained in making the ask
Involved in planning, execution, and evaluation of development efforts
Identify, cultivate, and recruit donor prospects and new board members
Know fundraising isn’t just a staff function
Board: Askers, Ambassadors,
Advocates Askers Ambassadors Advocates
• Comfortable asking others to make gifts
• Get new gifts and renew past gifts from donors
• Focus on fundraising
• Take new board members on calls as training
• Assist with donor cultivation and stewardship
• Engage potential and current donors
• Focus on outreach
and relationship development
• Share the case for support and tells others why organization is important to community
• Help identify potential donors
• Attend donor cultivation and stewardship eventsSource: AFP “Advancing Philanthropy” January 2013 Edition
Creating Effective Boards
RECRUIT
ORIENT
EDUCATE
ENGAGE
• Have year-round Recruitment Committee • Use board roles and responsibilities
document when recruiting
• Make expectations clear: govern, give, get
• Have formal orientation process (tours, staff introductions)
• Consider board member mentors for new recruits• Train on how to make the ask
• Send on calls with experienced board members
• Share case for support and practice telling story• Discuss personal contacts; develop prospect list; make calls
• Include in cultivation and stewardship events• Meet annually with ED/DoD to ID 2-3 things
they want to work on that year
Engaging Your Board in Fundraising
Start with who they know…
Target top 10%-20% of current donors first
Identify personal contacts Distinguish between willingness and
capability
Big gift donors are rarely strangers.
Cultivation is key; develop plan for each prospect
Bring prospects to an event Make personal visits Host tours Conduct follow-up calls Make thank-you calls
Small gifts can grow to big gifts with more information.
Engaging Your Board in Fundraising
Make “the ask” Meet with the prospect in person;
have a plan going into the meeting
Tell the story – why they’re involved and why they gave
Listen and be positive Explain what a donor’s gift can
accomplish Thank the prospect Report back to organization’s
development staff
Engaging Your Board in Fundraising
Summary
Develop strategic board recruitment process
Make expectations clear
Create orientation program
Train your board
Involve your board in fundraising (not just “the ask” but cultivation and stewardship)
The Board’s Crucial Role
Remember, people give to people.
There is money out there and donors will give to someone if they’re asked.
If no one asks, they won’t give.
It’s the board’s job to invite them to support
your organization.
Missing Piece of the Puzzle?
Effective use of a Donor Database allows “Board Fundraising” to be a natural progression of the relationship . . .
“Engagement” is the Linchpin
The word "linchpin" is also used figuratively to mean "something [or someone] that holds the various elements of a structure together."
CUE THE EXPERTS:
Dr. Adrian SargeantBloomerang Chief Scientist Professor of Fundraising at the Center on Philanthropy at Indiana University holding what is presently the world’s only endowed chair in that discipline.Top 10 Most Influential People in FundraisingRenowned expert on Donor Retention and Donor Loyalty
Mr. Tom AhernBloomerang Donor Communications Head Coach One of the world’s top authorities on donor communicationsAuthor of 4 books on Donor CommunicationsWinner of 3 prestigious international IABC Gold Quill awards
Engagement Level Graph • The Donor “thermometer” of your database • Updated automatically daily• Adrian’s expert formulas/algorithms • No user set-up required!• Easy to filter and report on• Springboard for major/legacy giving
Automatic Engagement Factors• Recency and pattern of
giving• Cash donors vs. sustaining
donors• # of years giving +• Upgrade /
Downgrade + -• Lapsed -• Event attendance +• Opens email +• Click links in emails +
• Unsubscribes from email -
• Has stated communication preferences +
• Has inbound interactions +
• Has soft credits +• Volunteers +• Social Media
(coming soon)• …and a whole lot more!
What is the donor’sengagement over time!
Highlight vital “retention” information---
Timeline Highlights • If you use Facebook you know it • Everyone can use• Adrian’s expert formulas/algorithms • No user set-up required!• Perfect for a smart phone or tablet• Access ever donor “touch point” in seconds
Engagement Begins With The Thank You! Above average gift amount
At or below average gift amount
DONOR COMMUNICATION BEST PRACTICES
Mr. Tom AhernBloomerang Donor Communications Head Coach
"Successful direct mail appeals are quite simple. At heart, they are love letters to donors & prospects, woven through with clear cries for help."
5 Acknowledgment Principles(Drastically Improve First Year Donor Retention)
• 48 Hour Rule • Be Different Than the Rest• Handwritten Rule Written Communications• State Exactly What the Monies will Fund • Call or See in Person as Often as Possible
5 Communication Strategy Practices(Involve Your Entire Fundraising Team)
• Fully Map a Track for Each Key Segment • Survey in 1st 90 Days, Then “Honor”• Involve Human Connectors• Nurture Means Personal • Never Forget the “You” Test for EVERY “Touch”
Questions?
Presenters:
Keith Curtis | Jay B. Love
757.496.2224curtisgroupconsultants.co
m
#thecurtisgroup
Next Gen Database/CRM
Enables Fundraising Best Practices
Donor Retention/Donor Communications
Extreme Ease of Use
Relentless Focus on Results, not Features
Leading a “Revolution of Change”
Next Webinar:
10/31 – 1pm
Nathan HandScary Good Social Fundraising
https:bloomerang.co/resources/webinars
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