1. Presented by: John A. Ciambrone, CFRE Hano Conference October 2, 2014 Creating a Culture of Philanthropy: Through Greater Board Involvement

2. Underlying Principles  People give to people  Giving is driven by vision vs. need  Trained volunteers are better fundraisers than staff or counsel  Giving is affected by confidence in the organization and is an earned privilege  Funders are more sophisticated

3. Underlying Principles  The most likely future donor is a current donor  The more recently a donor has given, the more likely s/he will give  Money follows involvement  80%± of all charitable gifts are made by individuals

4. The Board’s Role in Fundraising  Be an active partner with staff  Set long term goals for the organization  Provide adequate funding  Be a giver that reflects leadership role  Identify prospective supporters  Cultivate and nurture interest/support

5. The Board’s Role in Fundraising  Provide leadership in fundraising  Participate in solicitation of prospects  Monitor fundraising progress  Ensure funds are used as stated  Advocate and inform as an ambassador  Thank and acknowledge supporters

6.  Sets the pace  Can’t ask others to give unless...  Demonstrate importance of the request  Conveys community “ownership”  Instills confidence in stewardship of $$ Why the Board’s Role is Essential

7. Becoming a Triple A Team A fundraising team with a Triple A rating is committed to—and clearly articulates—the purpose and impact of the organization. Members are engaged with each other, are a cohesive team, and maintain a supportive, respectful working relationship with staff.

8. Becoming a Triple A Board Creating a Culture of Philanthropy  Involves the full development team –board, other volunteers, staff, and highly engaged donors  Includes a strong commitment to mission, vision, and values of the organization  Understands every interaction is part of development  Means everyone thinks development

9. Roles Board Members Play in Maximizing Philanthropic Results Ambassadors  Make friends  Build relationships Advocates  Make the case (formal & informal)  Are the key to recruitment of other volunteers Askers  Make the ask  Can be viewed as “front line” fundraisers

10. The Ambassador Is a role everyone plays Assumes one of the key roles in cultivation and stewardship Needs to be well oriented and coached in the message Masters the “elevator speech”, knows the case Is a catalyst for donor renewal

11. The Advocate Strategic in sharing information about the organization whether on the golf course or in the car pool Advocates on a more formal basis when needed with other organizations/govt. Speaks confidently about the strategic plan, vision, and case Well-coached about the results needed

12. The Asker Has already made a stretch gift Well informed Enjoys sharing involvement and passion for the organization Enthusiastically asks for investment from others Teamed with staff and/or another board asker Benefits from the work of the Ambassador & Advocate

13. The Fundraising Process Identification CultivationSolicitationStewardship

14. The Triple A “Rating”: Some board members will do it all Most will excel at one or two Motivation is increased because board members are working within their comfort zone Regardless of the role, all are contributing to the success of your organization Board members may change roles as confidence increases

15. I will be an Ambassador As an Ambassador I will:  Identify and cultivate friends/colleagues who may be interested in supporting our programs  Host a cultivation or donation recognition event at my home or public venue  Invite my best prospects to be my guest at appropriate functions, tours, etc.  Help to steward relationships with prospects and donors by writing thank you notes

16. I will be an Advocate As an Advocate I will:  Represent the organization at public functions  Become part of a speakers bureau if asked  Make phone calls to appropriate city, state, or federal officials when asked  Work with staff to create and engage in specific strategies to present the case to my best prospects or those identified by staff

17. I will be an Asker As an Asker I will:  Call to schedule presentations with prospective donors  Lead or participate in requests to potential donors for gifts to the organization  Makes follow up calls/visits  Seek sponsorships for special events and/or promote table sales by my friends and colleagues

18. Evaluating Your Board Members Where do they fit on the continuum:  Ambassadors, Advocates, Askers or a combination of all 3  Be sure to match skill set with appropriate role  Gradually move board members along the continuum as confidence builds  Involve all board members in ways that are motivating and fulfilling for you and them

19. Remember……. People give to you because you meet needs, not because you have needs A gift to you is really a gift through you into the community Fundraising is not about money; it’s about relationships based in shared values

20. Food for Thought “Fundraising is the gentle art of teaching the joy of giving.” - Henry Rosso “To be fully alive is to work for the common good.” Corita

21. Questions?

22. Portions of this presentation are based on: The AAA board developed by Kay Sprinkel Grace through her book: The AAA Way to Fundraising Success Whit Press 2009