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Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 1
Expanding Your ReachEngaging Your Board
Prescription for Success: A workshop for Hospital
Foundations
Expanding Your ReachEngaging Your Board
Slides and handouts available here:http://bit.ly/ExpandReachEngageBoardLJacobwith
3
Who is here?
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 2
Lori L. Jacobwith
• 25+ years as a communication strategist & fundraising coach
• Measurable Impact: I’ve helped organizations raise$200 million from individual donors . And counting.
• Coached more than 3000 organizations and as many stories.
LJacobwith
LJacobwith
Speaking, Training, Webinars
Coaching for fundraising
professionals
What Lori does
Being a part of this community
reminds me to put into action all the
things I’ve learned and don’t always
use. It’s an incredible resource!
~ Debbie
LJacobwith
LJacobwith
Where we are heading today
6
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 3
7
Thank you!
What we will cover
� What is the difference between fundraising and development?
� Who is responsible for development outcomes?
� When should the fundraising/development discussion begin with board members?
What we will cover
AND…
� Ways the board can be involved & NOT have to ask for money.
� Talk about the IMPACT of money
� What to measure & how to share updates to inspire the board to help with fund development.
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 4
Expanding Your Reach Engaging Your Board
What are your biggest
challenges with your board?
What is the difference between fundraising and development?
Fundraising : The raising of assets and resources from various sources for the support of an organization or a specific project.
~ Source: AFP Fundraising Dictionary, (Association of Fundraising Professionals)
Definition
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 5
Development: The total process by which an organization increases public understanding of its mission and acquires financial support for its programs.
~ Source: AFP Fundraising Dictionary, (Association of Fundraising Professionals)
Definition
Who is responsible for development outcomes?
Development: Everyone’s job
15
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 6
Section I - I bring these talents…
16
List a minimum of two talents on your worksheet.
•Determine and/or support the Foundation’s Mission and Purpose
•Engage in Strategic Thinking and Planning
•Approve and Monitor the Foundation’s Work
•Ensure Adequate Financial Resources
•Provide Effective Fiscal Oversight
•Ensure Sound Risk Management Policies
Board Duties & Responsibilities
•Select and Support the CEO or Development officer & Review Their Performance
•Enhance the Foundation's Public Image
•Carefully Select and Orient New Board Members and Board Leaders
•Maintain Board Structure and Operations
•Organize & Participate on Committees and Task Forces
Board Duties & Responsibilities
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 7
Section II on your worksheet
19
Circle YES or NO
In answer to the question: We provide training &
support so board members can be
effective in all of the following areas…
Notice me
Like me
Touch me
Do what I say
Miss me if I’m gone~ Seth Godin, Author & Marketing guru
What people want
Support of all kinds moves towards boldness & clarity of communication
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 8
Communication
Communication
Communication
Secret to creating an effective board:
1. Includes listening.
2. It’s personal.
3. Provides meaningful feedback both ways.
4. Provides them with information they want to share with others.
Board Communication
Treat board as insiders. Share timely news. Both good and not so good.
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 9
Create unforgettable
emotional connections
Communication:Share stories of your impact
When should the fund development discussion begin
with board members?
Know what you are looking for.
Board & Volunteers: Identify & Recruit
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 10
1. They are prepared & keep commitments
2. They speak their minds
3. They build independent relationships
What Makes an Awesome Board Member
http://bit.ly/ZqkMWB
Post by Brad Feld
4. They are resource rich.
5. They are strategically engaged but operationally distant.
Other?
What Makes an Awesome Board Member
Ask these questions*:
1. What are the 3 most important things for our board to accomplish this year?
2. Do we have the right people on the board to make that happen?
When using a board composition matrix
*Source: Blue Avocado
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 11
Board & Volunteers: Identify & Recruit
Section III – Self Ranking
32
I give myself the following ranking in these five areas…
What are some ways the board can be involved and NOT have to ask for money?
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 12
1. Make a personal financial gift.
Ways to be involved with development
2. Invite others TO GIVE time, talent or stuff.
And for some even $.
Ways to be involved with development
3. Invite people INTO the organization: Act as ambassador” and advocate.
Ways to be involved with development
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 13
Ways to be involved with development
4. Thank recent happy donors.
Thanking: Timing is critical
Board thank you calls
Source: Donor Centered Fundraising, Penelope Burk & Cygnus Research
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 14
2 years later...70% retained
Source: Donor Centered Fundraising, Penelope Burk & Cygnus Research
5. Participate actively in some aspect of raising awareness –Share a story that paints a clear picture.
Ways to be involved with development
6. Share your funding gap and explain how money makes an impact.
Ways to be involved with development
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 15
7. Hold each other accountable.
Ways to be involved with development
RECAP: Ways to be involved with development
1. Make a personal financial gift.
2. Invite others to give something. Time, talent, stuff or even financial gifts.
3. Invite people in to the organization. Act as an “ambassador & advocate.”
4. Thank recent happy donors.
5. Participate actively in some aspect of raising awareness (story) & share funding gap -- how money makes an impact.
6. Hold each other accountable.
Section IV
45
Board members assist with & participate
in fund development in what ways?
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 16
Be clear about all duties & responsibilities, especially if they include helping with development activities.
Engaging Your Board, Expanding Your Reach
How do you provide clear direction?
What exactly do you want from board members?
Ongoing Effectiveness
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 17
Ongoing Effectiveness
“Thank and Release”
Annual Elections
Term Limits Are Your Friend
On the board v. On Board
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 18
What is your current process?
Board Orientation
Four key areas to focus on:
� Special meeting for new Board members
�Orientation packet
�Personal phone call or meeting with an experienced board member
�Ongoing contact
Board Orientation Checklist
Self-Assessment
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 19
Talk About the Impact of Money
How do contributions bring joy?
Funding Gap
What you project in expenses minus what you receive from gifts you’ve received, government, fees for service, United Way and other known sources.
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 20
What is your funding gap at this point in your fiscal year?
Communication
Why you exist: What is missing in the community
Your Funding Gap
Program messages
One person
example
Message Pyramid
Talk About Your Impact
And what does it cost, per person, per
week, per ?? to achieve that impact?
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 21
Money
The most taken for granted & important component of development.
Communication
What to measure & how to share updates to inspire the board to
help with fund development.
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 22
Building in accountability
“…is being held responsible for one's actions…
.
Accountability…
“ Responsibility implies there is a consequence, that is,
a reward for meeting obligations and absence of reward for failing
to meet them.”
Accountability = success
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 23
1. Establishing clear expectations;
2. Preparing people to meet those expectations with needed training and support;
3. Monitoring performance, and
4. Attaching consequences to the results~ Source: London, M., & London, M. (2007). First-time leaders of small groups: how to create
high-performing committees, task forces, clubs, and boards. San Francisco: John Wiley & Sons
Four necessary ingredients for holding people accountable:
Expanding Your ReachEngaging Your Board
100%
Utilize dashboards to show activity and build in accountability.
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 24
Measure Donor Activity
Measure Donor Activity
Pay Attention to Retention
It takes 4 ½ times the resources, staff and effort to get a
new donor as it takes to get a renewal.
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 25
Measure Donor Activity
What gets measured, gets done. What gets rewarded gets done well.”
~ Unknown
Measuring Success
What information do board members need to shine?
Source: Blue Avocado A Nonprofit Dashboard & Signal Light for Boards
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 26
Your Organization Name HereGovernance Scorecard
Visibility Building Participation
0
5
10
15
20
25
30
35
40
45
2009 2010
TargetActual
0%
10%
20%
30%
40%
50%
60%
70%
80%
Q109 Q209 Q309 Q409
Board Target
Actual
CommitteeTargetActual
Full Board and Committee Participation
Board Member Annual Event Participation
0%
10%
20%
30%
40%
50%
60%
70%
80%
Phone-a-thon
AnnualDinner
OpenHouse
FunRun
TargetActual
0102030405060708090
100
2009 2010
TargetActual
Board Donor Contact and Financial Support
$0$1,000$2,000$3,000$4,000$5,000$6,000$7,000$8,000$9,000
2009 Pledged
Raised
Measure Your Activity
Expanding Your ReachEngaging Your Board
Measuring SuccessWhat measures has your staff & board agreed on?
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 27
You have a rare opportunity to empower board members to feel like a superhero.
To cause a connection that deeply aligns with THEIR highest ideals and values.
Your Communication
Every team must have a team leaderWho is yours?
Expanding Your Reach Engaging Your Board
Two questions to ask about and of your board:
1. What would a successful and fully engaged board look like?
2. What do we want board members to do more of?
What’s missing in your current communication?
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 28
82
Worksheet Section V
83
1. The board signs an annual board agreement that clearly spells out what the
expectations are for participation other than attending meetings.
YES or NO
84
2. Our board members knows they are expected to assist
with development efforts.
YES or NO
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 29
85
3. I am certain our staff provides the board with data and support
to be a good board member.
YES or NO
86
4. 100% of our board members make an annual financial gift.
YES or NO
87
5. Our board members regularly share compelling stories about the students
impacted by our college/university.
YES or NO
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 30
88
6. Our board members regularly understand and share our funding gap with others.
YES or NO
89
7. Our board conducts an annual self-assessment to
measure board effectiveness.
YES or NO
Provide your board with tools & information
to make a difference.
Expanding Your ReachEngaging Your Board
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 31
Write down:
One thing you learned.
One thing you will change to create an even more effective board.
Section VI - Moving Forward
A roaring advocate: You’re passionate about your organization…and willing to show it. ~ Jerold Panas
Staying Connected
@LJacobwith
LJacobwith
Available at:
Amazon.com
Weekly BLOG: WITHISM’S FROM LORI:Boldness, clarity and wisdom
for fundraising professionals
making a difference
Download on Free
Resources page:
LoriJacobwith.com
Expanding Your Reach - Engaging Your Board -
WHA Prescription for Success August 2013
© 2013 All Rights Reserved.
Lori L. Jacobwith, Apporté LLC 32
Wednesday, May 15, 2013
Withism’s From Lori
Thank you!
Slides & handouts available here:
http://bit.ly/ExpandReachEngageBoardLJacobwith