Engage your Board in Fundraising
Engage your Board in Fundraising
Welcome!
Tweeting?
@pursuant @network4good #nonprofit911
Your speaker Rachel Muir, CFRE
• Founder: Girlstart • VP Training, Pursuant • Featured on: Oprah, CNN, the Today Show • AFP Outstanding Fundraiser of the Year [email protected] T: @rachelmuir
Improve board meetings
What great board members do How to differently get them raising $
What will & won’t inspire your board Bonus: free board contract
Agenda Download the FREE sample board contract at: pursuant.com/boardcontract
Poll: What size is your annual operating budget?
Poll: How many years have you been working as a fundraiser?
Is this Building an A team board is hard work you?
“Staff raises money. We suggest who to ask.”
“I wasn’t told I’d have to fundraise!”
“I’m allergic to fundraising.”
“I’m giving you my time. That’s worth a lot of money!”
“We do all the work and the board just approves it. They feel irrelevant.”
“We lack the time and resources the board requires.”
There is no such thing as a fundraising allergy
Magical thinking
Who you thought you were getting
What Do Great Boards Do Differently?
Bravely ask hard questions Focus on mission and see the big picture Open doors to donors and give themselves
Passionate about mission Hold themselves AND org accountable
5 traits of great board members
5 ways to make them fundraising superheroes
Cultivate them just like you would a major donor
What donors want To make a difference
Appreciation Feel in the know (inclusion)
Access to leadership Confirmation gift “set to work” as intended
Sources: Penelope Burke, Author Donor Centered Fundraising, Kivi Leroux Miller, Author Nonprofit Marketing Guide
Do you know… Why I made my first gift to you? What I am most passionate about? What my top philanthropic priorities are? Why your cause matters to me? What I love about what I do? The best gift I ever gave and why? What projects are most appealing to me and why?
Get them UP CLOSE to the mission. You are igniting a FIRE in their belly for your cause.
Winning formula Board member feels connected
Inspired by your work & need
Want to have an impact & recruit others
Give them manageable satisfying work. No more than 3 prospects.
Help them feel like active contributors. Make them heroes.
Tap into board member’s expertise
Build confidence & satisfaction by having them call to thank donors.
Actions that boost donor retention Thank you call from board member
Thank you call from staff member
Source: Burk, P. (2012). The Cygnus Donor Survey, Where Philanthropy is Headed in 2012, US Edition. Chicago: Cygnus Applied Research
Consider your invitation to fundraising
Is it… Made clear in the board recruitment process? Specified in the board contract? Discussed in the board orientation?
Free sample board contract Visit pursuant.com/boardcontract
“
Fundraising is the f word to many board members.” Gail Perry
They’re afraid… They are “hitting someone up” It will feel like begging
They’ll be on the spot or put the donor on the spot The donor will say no
They’ll be rejected and fail
The Right Way Sharing passion Just trying to help There’s plenty to be given Giving is joyous Being asked makes donors feel important If they take the visit high likelihood they’ll make gift
The Wrong Way Present dollar goal as case “If you don’t give we’ll close our doors”
“
We don’t convince donors. We help them realize they already care.” Marc Koeing, Nonprofit Hub
No more “bored” meetings
Split into small groups to brainstorm/present Give agenda theme, goals, or outcomes Feature client or staff testimonials
Start with fun ice breaker or thank-a-thon Throw away Robert’s Rules of Order
5 tips for great board meetings Source: Perry, G. (2007). Fired-Up Fundraising. New Jersey: John Wiley & Sons.
Download your FREE sample board contract at pursuant.com/boardcontract Follow us @pursuant
Did you know Pursuant offers classroom and custom training?
Visit Pursuantlabs.org
Visit Pursuantlabs. org
Dec 2: Engaging your Board in Fundraising Nov 12: Become a Fundraiser in a Day
Nov 11: Launch a Successful Capital Campaign Oct 14: Fearless Fundraising Join us in Dallas for training or we’ll come to you.
Get one night free hotel!
The art of storytelling Qualify, retain & upgrade donors Master board recruitment & structure Overcome fundraising objections Engaging Boards in Fundraising Dec 2nd
Questions?
Thank you! Download your FREE sample board contract at pursuant.com/boardcontract [email protected] Follow us @pursuant.com
Welcome!
Tweeting?
@pursuant @network4good #nonprofit911
Your speaker Rachel Muir, CFRE
• Founder: Girlstart • VP Training, Pursuant • Featured on: Oprah, CNN, the Today Show • AFP Outstanding Fundraiser of the Year [email protected] T: @rachelmuir
Improve board meetings
What great board members do How to differently get them raising $
What will & won’t inspire your board Bonus: free board contract
Agenda Download the FREE sample board contract at: pursuant.com/boardcontract
Poll: What size is your annual operating budget?
Poll: How many years have you been working as a fundraiser?
Is this Building an A team board is hard work you?
“Staff raises money. We suggest who to ask.”
“I wasn’t told I’d have to fundraise!”
“I’m allergic to fundraising.”
“I’m giving you my time. That’s worth a lot of money!”
“We do all the work and the board just approves it. They feel irrelevant.”
“We lack the time and resources the board requires.”
There is no such thing as a fundraising allergy
Magical thinking
Who you thought you were getting
What Do Great Boards Do Differently?
Bravely ask hard questions Focus on mission and see the big picture Open doors to donors and give themselves
Passionate about mission Hold themselves AND org accountable
5 traits of great board members
5 ways to make them fundraising superheroes
Cultivate them just like you would a major donor
What donors want To make a difference
Appreciation Feel in the know (inclusion)
Access to leadership Confirmation gift “set to work” as intended
Sources: Penelope Burke, Author Donor Centered Fundraising, Kivi Leroux Miller, Author Nonprofit Marketing Guide
Do you know… Why I made my first gift to you? What I am most passionate about? What my top philanthropic priorities are? Why your cause matters to me? What I love about what I do? The best gift I ever gave and why? What projects are most appealing to me and why?
Get them UP CLOSE to the mission. You are igniting a FIRE in their belly for your cause.
Winning formula Board member feels connected
Inspired by your work & need
Want to have an impact & recruit others
Give them manageable satisfying work. No more than 3 prospects.
Help them feel like active contributors. Make them heroes.
Tap into board member’s expertise
Build confidence & satisfaction by having them call to thank donors.
Actions that boost donor retention Thank you call from board member
Thank you call from staff member
Source: Burk, P. (2012). The Cygnus Donor Survey, Where Philanthropy is Headed in 2012, US Edition. Chicago: Cygnus Applied Research
Consider your invitation to fundraising
Is it… Made clear in the board recruitment process? Specified in the board contract? Discussed in the board orientation?
Free sample board contract Visit pursuant.com/boardcontract
“
Fundraising is the f word to many board members.” Gail Perry
They’re afraid… They are “hitting someone up” It will feel like begging
They’ll be on the spot or put the donor on the spot The donor will say no
They’ll be rejected and fail
The Right Way Sharing passion Just trying to help There’s plenty to be given Giving is joyous Being asked makes donors feel important If they take the visit high likelihood they’ll make gift
The Wrong Way Present dollar goal as case “If you don’t give we’ll close our doors”
“
We don’t convince donors. We help them realize they already care.” Marc Koeing, Nonprofit Hub
No more “bored” meetings
Split into small groups to brainstorm/present Give agenda theme, goals, or outcomes Feature client or staff testimonials
Start with fun ice breaker or thank-a-thon Throw away Robert’s Rules of Order
5 tips for great board meetings Source: Perry, G. (2007). Fired-Up Fundraising. New Jersey: John Wiley & Sons.
Download your FREE sample board contract at pursuant.com/boardcontract Follow us @pursuant
Did you know Pursuant offers classroom and custom training?
Visit Pursuantlabs.org
Visit Pursuantlabs. org
Dec 2: Engaging your Board in Fundraising Nov 12: Become a Fundraiser in a Day
Nov 11: Launch a Successful Capital Campaign Oct 14: Fearless Fundraising Join us in Dallas for training or we’ll come to you.
Get one night free hotel!
The art of storytelling Qualify, retain & upgrade donors Master board recruitment & structure Overcome fundraising objections Engaging Boards in Fundraising Dec 2nd
Questions?
Thank you! Download your FREE sample board contract at pursuant.com/boardcontract [email protected] Follow us @pursuant.com
