Nonprofit 911: Building a Strong Board for Fundraising Success · Fundraising Success with Dick...
Transcript of Nonprofit 911: Building a Strong Board for Fundraising Success · Fundraising Success with Dick...
Nonprofit 911:
Building a Strong Board for Fundraising Success
with Dick Walker
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About
Dick Walker
Today’s Speaker
Building a Strong Board for Fundraising Success
April 30, 2013
Dick Walker, Managing Director, Orr Associates, Inc. (OAI)
Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Agenda
• About you
• Start with a plan
• Who are we now and what do we want us to be?
• Building your board is a 12-month job
• The three essential things your board must do to ensure your
organization’s fundraising success
• Some next steps you can take NOW!
www.oai-usa.com
5 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
How Effective is My Board?
Polling Questions:
100% of my Board makes a gift to the organization every year?
a. Yes b. No
My Board members take an active role in fundraising for my organization?
a. All b. Most c. Some d. None
www.oai-usa.com
6 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Introductions
Dick Walker, Managing Director
• More than 35 years of fundraising experience, primarily in the independent school sector
• Former VP of Corporate Giving at FBR Capital Markets
• Serves on the boards of College for Every Student (former chair), Mentors, Inc., and Princeton AlumniCorps
www.oai-usa.com
7 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Agenda
• About you
• Start with a plan
• Who are we now and what do we want us to be?
• Building your board is a 12-month job
• The three essential things your board must do to ensure your
organization’s fundraising success
• Some next steps you can take NOW!
www.oai-usa.com
8 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Plan? What plan?
• Does your organization have a strategic plan?
• Does your board establish a list of priorities for its work each
year?
• Is there a standing (or ad hoc) board planning committee?
• Do board committees set annual goals for their work?
www.oai-usa.com
9 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
The Proactive Board
• Affirms organizational planning as a major ongoing responsibility
and develops an infrastructure to make it happen
• Sets annual goals for the board’s work as a whole and for each
Board committee
• Assesses and reports progress toward meeting goals at each
meeting
• Makes adjustments as circumstances change
• Evaluates its performance and the performance of its members
annually
• Makes changes to its membership in response to changes in
priorities
www.oai-usa.com
10 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Agenda
• About you
• Start with a plan
• Who are we now and what do we want us to be?
• Building your board is a 12-month job
• The three essential things your board must do to ensure your
organization’s fundraising success
• Some next steps you can take NOW!
www.oai-usa.com
11 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Board Diversity
Profile current board annually to determine sectors, skill sets
and demographics
Sectors Skills Demographics Other Factors
Defense Legal Age Nonprofit Board Experience
High Tech Finance & Accounting Gender Personal Wealth
Government Investment Race “Plays well with others”
Developers Human Resources Residence Corporate or foundation ties
Legal Government Relations Ties to other organizations
Education Marketing
Health Care IT
Banking Fundraising
Retail
Nonprofit
www.oai-usa.com
12 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Sample Board Profile
Name Affiliation
Fundraising
Capacity Residence EthnicitySector Skills/Expertise/Attributes AgeGenderLe
gal
Hig
h Te
chG
over
nmen
tFi
nanc
e/Ba
nkin
gRe
al E
stat
e/D
evel
opm
ent
Ex-O
ffic
ioN
on-P
rofit
Educ
atio
nO
ther
Bus
ines
sM
anag
emen
t/H
uman
Res
ourc
es
Mar
ketin
g/PR
/Com
mun
icat
ions
Fina
nce/
Inve
stm
ents
Gov
. Aff
airs
/Rel
atio
ns/A
dvoc
acy
Fund
rais
ing
Art
s In
tere
st/E
xper
tise
Entr
epre
neur
ship
M F to 34 35-49 50-64 65+
X X X $$$ Florida X White X
X X $$ Maryland X White X
X X $$ Maryland Black X
X X X $$$$ Maryland X White X
X X $ Maryland X Asian X
X X $$ Maryland X White X
X X $$$ Maryland X White X
X X $$$ Maryland X Asian X
X X $$$$ Maryland X Latino X
X X $$$$$ Maryland X White X
X X $$ Maryland X Black X
X X $$$$ Maryland X White X
X X X X $$ Maryland X White X
X X $$$$$ Maryland X White X
X X $$$$ Maryland X Latino X
X X $$$$ Maryland X White X
X X $$$ Maryland X White X
X X $$$ Maryland X Black X
X $ Virginia X White X
X X $$$ Maryland X White X
X X $$$ Maryland X White X
www.oai-usa.com
13 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Recruit Board Members for
Action
• Keep in mind your organization’s plan and its immediate
priorities
• Seek new board members for what they can do to help
address priorities
• In other words, recruit board members for what they do, not
for who they are
www.oai-usa.com
14 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Board Member Job Description
Your organization’s board member job description should
include expectations in all or most of the following categories:
• Advocacy for the organization and its mission
• Service/attendance
• Fundraising activity/financial support
• Governance
• Knowledge of the organization
• Access to information and confidentiality
• Accountability
www.oai-usa.com
15 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Agenda
• About you
• Start with a plan
• Who are they now and what do you want them to be?
• Building your board is a 12-month job
• The three essential things your board must do to ensure your
organization’s fundraising success
• Some next steps you can take NOW!
www.oai-usa.com
16 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Board Recruitment is a
Year-Long Function
www.oai-usa.com
17
Orient new board - identify needs for the next year using your board profile and taking board priorities
into account
Determine renewals and retirements and have
conversations with both - identify candidates who meet identified
needs
Interview candidates using a job description - determine a “slate” to
be presented to the full board
Approve the slate - inform new and renewed Board members/celebrate the service of those rotating off the
board
Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
The Special Role of the
Governance Committee
The Governance Committee should:
• Identify, cultivate, recruit and orient new members
• Identify board leadership through a well considered
succession plan
• Evaluate the board’s performance
• Evaluate the performance of individual board members
www.oai-usa.com
18 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
The Blue Ribbon Nominating
Committee*
• A recent Blue Avocado webinar proposed recruiting what it
calls a Blue Ribbon Nominating Committee. Here’s more:
– Members are people in your community who know your organization but
would be unlikely to sign on as board members
– Ask them to attend one meeting to help you identify board members
– Brief them on your board’s top current priorities (Blue Avocado calls them
your “Critical Path”)
– Ask each committee member to suggest 3-5 people who could help your
board address the priorities.
– Secure permission to use the name of the nominator when making
contact with the prospect
*Blue Avocado and Board Cafe articles are copyright CompassPoint Nonprofit Services, all rights
reserved. Subscribe for free at www.blueavocado.org.
• *This term and idea are from Blue Avocado
(www.blueavocado.org)
www.oai-usa.com
19 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Sample Governance Committee
Timeline (FY July 1 – June 30)
www.oai-usa.com
20 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Agenda
• About you
• Start with a plan
• Who are they now and what do you want them to be?
• Building your board is a 12-month job
• The three essential things your board must do to ensure your
organization’s fundraising success
• Some next steps you can take NOW!
www.oai-usa.com
21 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Board Engagement in
Fundraising
1. Give generously
2. Be an advocate
3. Participate in fundraising
www.oai-usa.com
22 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Sample Board
Commitment Form
Name: _________________________________________
My personal contribution:
1. I personally pledge $_____ to support our development goals and fulfill my individual commitment.
I will pay this: _______________________________________________
2. I will ___ sponsor and/or ___ purchase tickets to the annual event.
My fundraising activity:
I will participate in at least one of the following activities (indicate specifics below each category):
___ Identification of prospects
___ Cultivation of prospects
___ Solicitation of prospects
___ Stewardship
Signature: ___________________________________ Date:___________________________
www.oai-usa.com
23 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Be An Advocate
• Tell your own personal story related to the organization
– How did you get involved?
– Why do you stay committed?
• Know the organization’s case for support
– What are the fact and figures?
– How is philanthropic support used by the organization?
– How can people give?
• Have an “elevator speech”
– Compose your own 30-second summary to be used when asked about
the organization
www.oai-usa.com
24 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
The Four Activities of
Fundraising
www.oai-usa.com
25
Identification Current supporters, personal networks,
screening, rating, research
Cultivation Building the relationship through communications,
events, personal visits
Solicitation Asking the right person, at the right time, by the right asker, for the right amount
Stewardship Thanking, recognizing,
communicating, involving
Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
Agenda
• About you
• Start with a plan
• Who are they now and what do you want them to be?
• Building your board is a 12-month job
• The three essential things your board must do to ensure your
organization’s fundraising success
• Some next steps you can take NOW!
www.oai-usa.com
26 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
If you are the Board Chair
• Compile by committee the expectations for their work this
year. Share this with your CEO
• Share the board profile and sample timeline with your
Governance Chair and set a time for a conversation
• Share the board commitment form and the expectations slide
with your Development Committee Chair and ask that he/she
include a discussion of these at the next Development
Committee meeting
www.oai-usa.com
27 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
If you are the CEO
• Set up a time to meet with your Board Chair to discuss what
you have learned today
• Make a list of your organization’s current strategic priorities
and the board’s role in addressing them. Share this with your
Board Chair
• Meet with your CDO to discuss board involvement in
fundraising
www.oai-usa.com
28 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
If you are the CDO
• Call your Development Committee Chair to set up a time to
discuss ways to increase board involvement
• Brief your CEO on outreach to current board members and
indicate those who are strongest in their potential to aid your
organization’s fundraising efforts
• Begin to compile a list of potential new board members whose
interest and capacity indicate potential to make a difference in
board fundraising involvement and share your list with the
CEO
www.oai-usa.com
29 Copyright © 2013 Orr Associates, Inc. All Rights Reserved.
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