Scot Scala, President & Senior Consultant Scala & Associates, LLC
Scot Scala, President & Senior Consultant Scala & Associates, LLC
Topics to be Discussed 1.
2. 3. 4. 5. 6. 7. 8. 9.
Moving the mission is everybody’s business The ideal board Money goes where the relationship flows Three steps that build a grant funder relations strategy The ambassador’s role The board should be able to say… Including board action items in grant development Board member skill development Board member agreement form
A Culture of Philanthropy Build an environment where staff and the board of
directors foster fund development in a natural and cohesive partnership.
Moving the Mission is Everybody’s Business Moving a nonprofit’s mission takes many forms and IS part
of the board’s role The board’s strategic involvement in an organization’s grant relations can make or break the ‘ask’ Grant funders view a board’s active and visible participation in fund development as a critical step in sustainability
The Ideal Board Should… Define, protect, and advance the organization’s
mission Safeguard the assets (human, financial, and property) of the organization Governance ↔ Fund Development Serve as ambassadors on behalf of the organization Represent the organization in the community Have the tools to promote the organization in the community (provided by staff)
Money Goes Where the Relationship Flows Key Points for your Board Leadership Team: Have a commitment to make a few changes Give up some comfort zones and develop new ones Take responsibility for developing stronger donor relationships rather than ‘fundraising’ Become the catalyst for the donor relations process and ‘own’ it!
Three Steps that Build a Grant Funder Relations Strategy 1. Targeted Communications Identify where any relationships exist with the grant funder (top
administrator, board member, etc.) and make contact Communicate regularly with grant funders (at least 6x yr.) Newsletter, e-news, invitations, press releases, personal visits
2. Develop Win-Win Relationships Board members must help foster and nurture relationships with
grant funders Convey how the relationship brings value to both sides
3. Turn Relationships into Productive Outcomes Sustain grant funder engagement long-term
beyond the grant by showing results
The Ambassador’s Role Relationship Builders Ask the board to talk to their business associates, friends, and colleagues about possible grant sources and other opportunities Examples: corporations, bank trust departments, financial managers, and government agencies Board members can open doors by making the right connections at the right time
The Board Should be Able to Say… “A grant awarded to the organization is a sound
investment…and here’s why” “The board is highly engaged in governance AND fund development…and here are some examples” “The board has a diverse skill-set…such as” “The organization IS fulfilling its mission OR reassessing its mission…and the board is helping in the following ways” “I choose to be on the board of this organization because…” “The organization has 100% board giving” (monetary)
Include Specific Board Actions in Your Grant Development Plan Board members will identify at least one (1) new grant
making opportunity Board members will attend in-person visits to grant funders Board members will attend/lead site-visits by grant funders and help provide tours of the organization Board members will conduct presentations to charitable community organizations (Rotary, Knights of Columbus, Kiwanis) to create greater awareness of the organization and its programs Board members will communicate with the grant funder
Board ‘tools’ are a Must Boards must be provided with the resources necessary for them to understand the organization’s fund development needs: Organizational and program budgets Breakdown and ratio of grant funding and all other funding sources Fund development plans & strategic plans Case statements for the organization and its programs Promotional materials (brochures, event schedules) Consider developing a ‘board tool kit’ or ‘trunk kit’
Skill Development Ongoing education for board members is essential to improve their effectiveness in grant funder relations and other areas. Include board trainings in the organization’s operating budget. Topics of Interest for Boards Governance ↔ Fund Development/Donor Relations How to communicate with and properly cultivate the grant funder Organization’s programming and developments Public speaking skills Trends in the industry Understand the government grantmaking process
Board Agreement Document Review the Board Agreement sample:
In Review 1.
2. 3. 4. 5. 6. 7. 8. 9.
Moving the mission is everybody’s business The ideal board Money goes where the relationship flows Three steps that build a grant funder relations strategy The ambassador’s role The board should be able to say… Including board action items in grant development Board member skill development Board member agreement form
THANK YOU! SCOT SCALA SCALA & ASSOCIATES, LLC Development Consulting for Nonprofits
Hartford, CT Ft. Lauderdale, FL Website: www.scala-associates.com Connecticut Office: 860-693-3173 Florida Office: 954-732-7663
Topics to be Discussed 1.
2. 3. 4. 5. 6. 7. 8. 9.
Moving the mission is everybody’s business The ideal board Money goes where the relationship flows Three steps that build a grant funder relations strategy The ambassador’s role The board should be able to say… Including board action items in grant development Board member skill development Board member agreement form
A Culture of Philanthropy Build an environment where staff and the board of
directors foster fund development in a natural and cohesive partnership.
Moving the Mission is Everybody’s Business Moving a nonprofit’s mission takes many forms and IS part
of the board’s role The board’s strategic involvement in an organization’s grant relations can make or break the ‘ask’ Grant funders view a board’s active and visible participation in fund development as a critical step in sustainability
The Ideal Board Should… Define, protect, and advance the organization’s
mission Safeguard the assets (human, financial, and property) of the organization Governance ↔ Fund Development Serve as ambassadors on behalf of the organization Represent the organization in the community Have the tools to promote the organization in the community (provided by staff)
Money Goes Where the Relationship Flows Key Points for your Board Leadership Team: Have a commitment to make a few changes Give up some comfort zones and develop new ones Take responsibility for developing stronger donor relationships rather than ‘fundraising’ Become the catalyst for the donor relations process and ‘own’ it!
Three Steps that Build a Grant Funder Relations Strategy 1. Targeted Communications Identify where any relationships exist with the grant funder (top
administrator, board member, etc.) and make contact Communicate regularly with grant funders (at least 6x yr.) Newsletter, e-news, invitations, press releases, personal visits
2. Develop Win-Win Relationships Board members must help foster and nurture relationships with
grant funders Convey how the relationship brings value to both sides
3. Turn Relationships into Productive Outcomes Sustain grant funder engagement long-term
beyond the grant by showing results
The Ambassador’s Role Relationship Builders Ask the board to talk to their business associates, friends, and colleagues about possible grant sources and other opportunities Examples: corporations, bank trust departments, financial managers, and government agencies Board members can open doors by making the right connections at the right time
The Board Should be Able to Say… “A grant awarded to the organization is a sound
investment…and here’s why” “The board is highly engaged in governance AND fund development…and here are some examples” “The board has a diverse skill-set…such as” “The organization IS fulfilling its mission OR reassessing its mission…and the board is helping in the following ways” “I choose to be on the board of this organization because…” “The organization has 100% board giving” (monetary)
Include Specific Board Actions in Your Grant Development Plan Board members will identify at least one (1) new grant
making opportunity Board members will attend in-person visits to grant funders Board members will attend/lead site-visits by grant funders and help provide tours of the organization Board members will conduct presentations to charitable community organizations (Rotary, Knights of Columbus, Kiwanis) to create greater awareness of the organization and its programs Board members will communicate with the grant funder
Board ‘tools’ are a Must Boards must be provided with the resources necessary for them to understand the organization’s fund development needs: Organizational and program budgets Breakdown and ratio of grant funding and all other funding sources Fund development plans & strategic plans Case statements for the organization and its programs Promotional materials (brochures, event schedules) Consider developing a ‘board tool kit’ or ‘trunk kit’
Skill Development Ongoing education for board members is essential to improve their effectiveness in grant funder relations and other areas. Include board trainings in the organization’s operating budget. Topics of Interest for Boards Governance ↔ Fund Development/Donor Relations How to communicate with and properly cultivate the grant funder Organization’s programming and developments Public speaking skills Trends in the industry Understand the government grantmaking process
Board Agreement Document Review the Board Agreement sample:
In Review 1.
2. 3. 4. 5. 6. 7. 8. 9.
Moving the mission is everybody’s business The ideal board Money goes where the relationship flows Three steps that build a grant funder relations strategy The ambassador’s role The board should be able to say… Including board action items in grant development Board member skill development Board member agreement form
THANK YOU! SCOT SCALA SCALA & ASSOCIATES, LLC Development Consulting for Nonprofits
Hartford, CT Ft. Lauderdale, FL Website: www.scala-associates.com Connecticut Office: 860-693-3173 Florida Office: 954-732-7663
