1. Presented by Michele R. Berard, MBA, CFRE of www.AscentAdvisors.net Engaging Your Board in Fundraising Why it Matters and How to do it 2013 Annual Conference and Trade Show

2. 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

3. The Research What the Research Shows How to lay the Groundwork How to put a Plan into Action Research Brief What No One Else Can Do: Trustee’s Vital Role in Healthcare Philanthropy

4. 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)

5. 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

6. 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

7. 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

8. Point #5 – Specific Activities Yield Results

9. Point #5 continued – Specific Activities Yield Results

10. 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.

11. 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)

12. Step #2 - Development Committee Charter A statement of purpose and general direction will help the committee to remain focused and relevant A sample has been provided to get you started

13. Step #3 - Allocate Staff Support Staff raising money without volunteers is finite; Incorporate volunteer connections and the potential is limitless Staff possess the “body of knowledge” Staff = logistics manager Staff empower volunteers Staff support = volunteer success

14. 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

15. 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

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

17. 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

18. 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)

19. 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

20. 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

21. 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

22. 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)www.afpri.org Photo shoots/check presentations Handwriting cards Calls Step #5 - Celebrate the Successes

24. Questions? CONTACT INFORMATION: Michele R. Berard, MBA, CFRE Phone: (401) 263-4902 www.AscentAdvisors.net mberard@AscentAdvisors.net This presentation and the handouts can be found on my Blog: micheleberard.com Twitter: @micheleberard