Engaging Your Board for Fundraising Success November 12, 2015 Angela Barraza, Beyond the Mission Consulting 1 CENTER FOR NONPROFIT EXCELLENCE ENGAGING YOUR BOARD FOR FUNDRAISING SUCCESS ANGELA BARRAZA, CFRE BEYOND THE MISSION CONSULTING NOVEMBER 12, 2015 TODAY’S LEARNING OBJECTIVES Review the basic principles of effective fundraising Gain confidence by hands-on practice and role play in each fundraising activity Walk away with more than two dozen easy, non-threatening ways that board members can be involved in fundraising Receive a customizable handout to help train additional board members to fundraise Other Goals?
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ENGAGING YOUR BOARDFOR FUNDRAISING … Your Board for Fundraising Success November 12, 2015 Angela Barraza, Beyond the Mission Consulting 1 CENTER FOR NONPROFIT EXCELLENCE ENGAGING
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Engaging Your Board for Fundraising Success November 12, 2015
Angela Barraza, Beyond the Mission Consulting 1
CENTER FOR NONPROFIT EXCELLENCE
ENGAGING YOUR BOARD FOR
FUNDRAISING SUCCESS
ANGELA BARRAZA, CFREBEYOND THE MISSION CONSULTING
NOVEMBER 12, 2015
TODAY’S LEARNING OBJECTIVES
� Review the basic principles of effective fundraising
� Gain confidence by hands-on practice and role
play in each fundraising activity
� Walk away with more than two dozen easy,
non-threatening ways that board members can
be involved in fundraising
� Receive a customizable handout to help train
additional board members to fundraise
� Other Goals?
Engaging Your Board for Fundraising Success November 12, 2015
Angela Barraza, Beyond the Mission Consulting 2
WHERE ARE YOU AND YOUR BOARD TODAY?
� Fundraising Knowledge & Skills
� Willingness
� Enthusiasm
� Action & Follow-through
NONPROFIT BOARD – 3 MAIN RESPONSIBILITIES
Set Strategic Direction
Ensure Resources
Provide Oversight
Engaging Your Board for Fundraising Success November 12, 2015
Angela Barraza, Beyond the Mission Consulting 3
BOARD’S MANAGEMENT DUTIES
� Only has TWO management duties:
1. ED/CEO (as a whole)
2. Themselves
BOARD GIVING… A NON-NEGOTIABLE
� Litmus – How are you prepared to lead if you’re
not prepared to invest?
� Commitment – “Do you have 100% board giving?
How much?”
� Karma – It’s easier to raise money if you give it
yourself
Engaging Your Board for Fundraising Success November 12, 2015
Angela Barraza, Beyond the Mission Consulting 4
FUNDRAISING MISCONCEPTIONS
� “Isn’t that the staff’s job?”
� “I’m giving my time… isn’t that enough?”
� “Let’s just do another event! It’ll be easy.”
� “I don’t know the right people”
� “I’ll do anything but ask for money”
We have to redefine fundraising to engage our Board
WHAT IS FUNDRAISING?
� Critical to accomplishing our mission
� NOT just about asking for money
� It’s about changing the world
� Giving people a chance to become a part
of a cause that you care about
� Building genuine relationships
Engaging Your Board for Fundraising Success November 12, 2015
Angela Barraza, Beyond the Mission Consulting 5
“Keep in mind that men and women don’t want to give money away.
They want to invest in great causes, in bold and exciting dreams. They want to feel they’re helping change lives...
It’s your job to help them understand their money can make that happen.”
- Jerold Panas
SOME BASIC PRINCIPLES OF FUNDRAISING
� People give to people
� Giving flows through involvement
� Success breeds more success
� Communication is CRITICAL!
� Team effort
� Takes money (and time!) to make money
Engaging Your Board for Fundraising Success November 12, 2015
Angela Barraza, Beyond the Mission Consulting 6
BENCHMARK COSTS PER $1.00 RAISED
Solicitation Activity Cost
Direct Mail Acquisition $1.25 - $1.50
Activities, Benefits & Special Events $.50 - $1.00
Direct Mail Renewal $.20 - $.25
Corporations $.20
Foundations $.20
Volunteer-led Personal Solicitation $.10 - $.20
Source: Accountability and Budgeting, Assessing Costs, Results, and Outcomes by J.M. Greenfield
2014 CHARITABLE GIVING - $358.38 BILLION
Individuals72%
Foundations15%
Bequests8%
Corporations5%
Source: Giving USA Foundation™ / Giving USA 2015
Engaging Your Board for Fundraising Success November 12, 2015
Angela Barraza, Beyond the Mission Consulting 7
� Approx. 70% of all households contribute
� The typical household supports 5-10
organizations per year
� The median amount donated per household
is $1,300-$2,000 per year
� Anyone and everyone!
WHO ARE THESE INDIVIDUALS?
� Operating and program support
� Unrestricted and restricted gifts
� Broadens constituency
� Repeatable
� Increases organizational stability
IMPORTANCE OF INDIVIDUAL DONORS
Engaging Your Board for Fundraising Success November 12, 2015
Angela Barraza, Beyond the Mission Consulting 8
� Unrestricted = completely flexible dollars!
� Donor determines
� Donors can restrict to ANYTHING
� If there’s a budget = restricted
� We can restrict gifts by how we ask
UNRESTRICTED VS. RESTRICTED
THE IDEAL DONOR-CENTERED FUNDRAISING CYCLE
Stewardship =
MeaningfulCommunication
Receive Gift!
Stewardship
Stewardship
Stewardship
Solicitation
Identification & Discovery
Cultivation
Solicitation
Engaging Your Board for Fundraising Success November 12, 2015
Angela Barraza, Beyond the Mission Consulting 9
Stewardship =
MeaningfulCommunication
Receive Gift!
Stewardship
Stewardship
Stewardship
Solicitation
Identification & Discovery
Cultivation
Solicitation
IDENTIFICATION – WHO WILL GIVE?
WHERE DO WE FIND NEW DONORS?
� Board, donors, volunteers, staff
� Begin close to home – church, work, school
� Special events
� Social Media
� Speaking engagements
� Database
Adapted from: Identifying Potential Donors for Your Organizationby Nicolle Fogleson
Engaging Your Board for Fundraising Success November 12, 2015
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YOUR TURN – IDENTIFY TWO PROSPECTS
CA
PA
BIL
ITY
Above $1,000
$250to
$1,000
Below $250
Unaware Interested Involved
READINESS
DISCOVERY VISIT
� Connect! Face-to-face meeting
� Focus is changed from “let me tell you about us”
to “tell me about you”
� Ask Questions and Listen
� Share a LITTLE about program – Vision!
� Materials – keep it simple
� If match, schedule follow-up
TEMPLATE
PROVIDED:
Contact Report Form
Engaging Your Board for Fundraising Success November 12, 2015
Angela Barraza, Beyond the Mission Consulting 11
YOUR TURN - PRACTICE DISCOVERY
� What are you really passionate about?
� What kinds of causes are you involved with/why?
� What inspires you to get involved with an org?
� What do you look for in an organization when
you are considering becoming more involved?
� What has been your most rewarding experience
with a nonprofit?
YOUR TURN - PRACTICE DISCOVERY
� What do you know about ________?
� What (if any) have been your experiences with
________?
� What questions (if any) do you have about
________?
Engaging Your Board for Fundraising Success November 12, 2015
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I CAN IDENTIFY & DISCOVER
� Open doors - introduce people you know to staff
� Get comfortable talking about your org
� Keep an eye out for prospects
� In the paper, on the news, at other events
� Schedule/Host a Discovery Visit - lunch, coffee
� Review list of Lapsed Donors
� What else?
NEXT STEP… Cultivation
Stewardship =
MeaningfulCommunication
Receive Gift!
Stewardship
Stewardship
Stewardship
Solicitation
Identification & Discovery
Cultivation
Solicitation
CULTIVATION - HOW DO WE INTEREST THEM?
Engaging Your Board for Fundraising Success November 12, 2015