Presented by

Michele R. Berard, MBA, CFREof

www.AscentAdvisors.net

Engaging Your Board in Fundraising

Why it Matters and How to do it

2013 Annual Conference

and Trade Show

www.micheleberard.com

What We’re Going to Learn Today…

• What the Research Shows

• How to lay the Groundwork

• How to put a Plan into Action

Are there any burning desires?

Let’s write them down

The Research

Research BriefWhat No One Else Can Do: Trustee’s Vital Role in Healthcare Philanthropy

Point #1 - Access & Signaling

Regarding fundraising - board members serve two primary functions:

• Helping the organization reach new prospective donors (access)

• Indicating the organization’s value to the community by their own association with the group (signaling)

Point #2 - Board Member Giving is Important

Organizations reported that total

board giving was between 1% and 10% of total giving

• Board member giving is a public commitment to the organization’s work

• Board members might pay increased attention to the nonprofit’s mission and financial health when their own money is engaged

• Many other donors and institutional funders will not give to organizations that don’t have 100 percent board participation as current donors.

Therefore require 100% board giving

Point #3 – Size Matters….kind of

• Most have boards between 11 and 20 members• Most successful are boards with 21 to 30

members

http://www.nonprofitresearchcollaborative.org/wp-content/uploads/2012/09/NRC-Board-Engagement-Report-Sept-2012.pdf

Point #4 – The Development Committee Works

Organizations that have a Development Committee of the Board reported higher responses of meeting organizational fundraising goals

• Peer to peer solicitations (other board members)

• Access to the community/prospective donors

• Credible volunteer “stamp of approval”

• Connections and influence farther reaching than staff

Point #5 – Specific Activities Yield Results

Point #5 continued – Specific Activities Yield Results

Sowing the Seeds for your Money Tree

While research validates and supports Board Member involvement in fundraising, there are challenges that must first be over come.

Step #1 - Board Member Job Description

Question: Is your organization one that needs its Board Members to conduct only one of the three Ts?

• Time

• Talent

• Treasure (this includes Give and Get)

A sample has been provided to get you started

Step #2 - Development Committee Charter

A statement of purpose and general direction will help the committee to remain focused and relevant

A sample worksheet has been provided to get you started

Step #2 continued - SAMPLE

Development Committee Charter Worksheet

WHAT - To ensure XYZ Organization benefits from a strong, stable and growing revenue stream obtained from philanthropy

HOW – by:

1. developing and fostering a culture of giving of our internal constituencies

Examples:

2. cultivating and stewarding resources (people, products, time, finances)

Examples:

3. Soliciting financial and in-kind support Examples:

Step #3 - Allocate Staff Support

Staff raising money without volunteers’ connections is finite;

Incorporate volunteer connections - the potential is limitless

• Staff possess the “body of knowledge”

• Staff = logistics manager

• Staff empower volunteers

• Staff support = volunteer success

Step #4 - Establish Goals (as a committee)

Set goals beyond money

• Number of new donors/gifts

• Number of renewed donors

• Average gift size

And…be transparent• Communicate goals; board

approval

• Report progress

• Be accountable

Step #5 - Build a Plan…to meet those goals

Set goals beyond money

• Number of new donors/gifts

• Number of renewed donors

• Average gift size

And…be transparent• Communicate goals; board

approval

• Report progress

• Be accountable

Action Time!

You have collected the research and laid the groundwork. Now, it is time to put your plan into action.

A List of Tactics can alleviate discomfort in Fundraising

• Acts as a “menu”

• Have Board Member select 3 from the list

Note: Include the 11 from the research section

Step #1 - Provide a List

• Make “thank-you calls” to donors

• Review the organization’s website one time per week

• Post organizational news/press releases to your Facebook, LinkedIn or Twitter accounts

• Attend community events (not XYZ Non-Profit events) with the organization’s CEO/CDO as a “Trustee of the XYZ Non-Profit”

• Post your board affiliation on your LinkedIn and Facebook accounts

• Chair the Fall Appeal (or lapsed donor appeal or any appeal) by signing the appeal letter

• Organize a speaker from XYZ Non-Profit to come speak at your business

• Allow XYZ Non-Profit to publish and distribute a press release about your

And the list goes on…

Sample List (a larger list is in your handout packet)

Setting individual goals gives board members long-term vision and short-term motivation.

• It focuses them on what they can contribute to the greater whole

• It provides a sense of self-worth (to the group)

• When achieved, creates a huge feeling of satisfaction

Step #2 - Individual Goals

Nonprofit Board Members are generally intelligent people with high levels of influence and expertise (but not in fundraising)

• Give them permission to not have to possess the “body of knowledge” (that is why the organization has hired a development professional)

• Share relevant resources (e.g. Board Source)

Step #3 - Provide Direction and Support

FACT: Change is a part of our lives

Organizations will continually face:• Resigning/new staff

• Resigning/new board members

• Changes in funding or regulation

Read: Our Iceberg is Melting

Step #4 - Accept Evolution as the Constant

While organizations cannot rest on their laurels they must celebrate successes and recognize those that made those successes possible.

• Board Meetings

• Donor Newsletters

• Recognition events (e.g. National Philanthropy Day www.afpri.org)

• Photo shoots/check presentations

• Handwriting cards

• Calls

Step #5 - Celebrate the Successes

Questions?

CONTACT INFORMATION:Michele R. Berard, MBA, CFRE

Phone: (401) 263-4902www.AscentAdvisors.net

mberard@AscentAdvisors.net

This presentation and the handouts can be found on my Blog: micheleberard.com

Twitter: @micheleberard