The AAA Way to Fundraising Success: WORKSHOP The AAA Way to Fundraising Success: Maximum Member Involvement, Maximum Results Adapted from Presentation by: Kay Sprinkel Grace, Author Presented by: Rene Myers, District 1 Director & Laurie Moses, District 3 Director

AAA AGENDA MEMBERS ROLE IN PHILANTHROPY, DEVELOPMENT & FUNDRAISING EXPLORING AAA STRUCTURE AMBASSADOR, ADVOCATE, ASKER BENEFITS OF THE CULTURE OF PHILANTHROPY AND AAA SUMMARY AND CONCLUSION 01

WHY MEMBER INVOLVEMENT IS CRITICAL IN RESOURCE DEVELOPMENT Community connectors Manifestation of the mission Extend the impact of the organization Capacity to engage others Build enthusiasm Become more engaged yourself and strengthen your commitment AAA WAY TO FUNDRAISING SUCCESS 02

DEFINING A AAA CLUB Every member is motivated to be an Ambassador, Advocate and/or Asker. Each member is offered assignments drawn from the strategic plan. Management tool for the board. AAA WAY TO FUNDRAISING SUCCESS 03

MAXIMIZING PHILANTHROPIC RESULTS ROLE MEMBERS PLAY IN MAXIMIZING PHILANTHROPIC RESULTS Ambassadors: Make Friends Build Relationships Advocates: Make the case (formal and informal) Are key to recruitment of other members Askers: Make the ask Can be viewed as “front-line fund raisers” AAA WAY TO FUNDRAISING SUCCESS 04

AMBASSADORS ARE YOUR MEMBERS A ROLE EVERY MEMBER NEEDS TO PLAY! CONFIDENT AMBASSADORS? A ROLE EVERY MEMBER NEEDS TO PLAY! CRITICAL role in cultivation and stewardship of prospective members, continuing donors & investors. CATALYSTS For member & donor/investor renewal. MASTERS of the “elevator speech” (and the elevator question) Need to be WELL INFORMED in the messages about our impact. 05

ADVOCATES Informed of your case for support Volunteer to attain an outcome Strategic in information sharing Strong member recruiters Informed of your case for support Familiar with our vision Advocate more formally with: - Community officials - Partner organizations - Donors/funders - Potential new members Well coached on desired results of advocacy and on handling objections 06

ASKERS BENEFIT from the work of the Ambassadors and Advocates ENJOY Asking! Work with the board to prepare for the ASK. Well informed & well trained MATCHED with prospective Donors for maximum possibility of success TEAMED with another member. 07

THE AAA “RATING” Some members will do it all. Most members will excel at one or two. Motivation is increased as they choose tasks that draw on their skills. Motivation increases “confidence zone”. Engages members in roles that contribute to advancement of organization. As motivation increases, members move up through roles…even Asker. 08

The Culture of Philanthropy AAA= The Culture of Philanthropy Engages the full team – board, members satisfied donors. Is an attitude that guides all relationship-building. Is a belief in the importance of relationships, and that all interactions with other is about developing those relationships. AAA WAY TO FUNDRAISING SUCCESS 09

TOOLS TO BUILD CONFIDENCE AAA= TOOLS TO BUILD CONFIDENCE Training and coaching Board leadership support, feedback and encouragement. A “tool kit” including (but not limited to) fact sheet, elevator speech/question, stories about our program impact, objections they may confront, and best responses AAA WAY TO FUNDRAISING SUCCESS 10

How do I set up a AAA PROGRAM? SURVEY Members 11 AAA WAY TO FUNDRAISING SUCCESS 11

SAMPLE AAA SURVEY I will be an AMBASSADOR. As an Ambassador, I will: Identify and cultivate those in my circle of friends/colleagues who would be interested in joining or supporting our programs Host a private cultivation, recruitment or donor recognition gathering. Take (#) of people to lunch each quarter Invite my best prospects to be my to be my guests at appropriate functions, meetings, etc. Help steward relationships with our prospects and donors through writing notes, participating in Thankathons, hosting events, etc. Other: _________________________________________________ AAA WAY TO FUNDRAISING SUCCESS 12

SAMPLE AAA SURVEY I will be an ADVOCATE. As an Advocate, I will: Represent our club at public functions (as an attendee/speaker) Become part of a speaker’s bureau if asked Make phone calls to appropriate city or other officials when asked Work with the board to create and engage in specific strategies to present our case to best prospects or those identified by the board (arrange information sessions with individual, corporate or foundation prospects) Other: _________________________________________________ AAA WAY TO FUNDRAISING SUCCESS 13

SAMPLE AAA SURVEY I will be an ASKER. As an Asker, I will: Lead/participate in requests to potential and renewing donors for investment in our organization Generate and/or sign letters asking for appointments or gifts Make follow-up phone calls to solicitation letters and/or visits Seek sponsorships for special events and/or promote table purchase by my friends and colleagues Other: _________________________________________________ AAA WAY TO FUNDRAISING SUCCESS 14

MEASURING AAA EFFECTIVENESS Number of contacts AMBASSADORS make…AND TELL YOU ABOUT (create easy way to relay information to your Membership or Fundraising Chair) Success of ADVOCATES: whatever the task assigned, was it accomplished and did it have the desired results? Success of ASKERS is easiest to measure - by amount raised All three need to be honored – Celebrate Successes! AAA WAY TO FUNDRAISING SUCCESS 15

INNOVATION PRINCIPALS KEY FUNDRAISING INNOVATION PRINCIPALS People give to you because you meet needs, not because you have needs. A gift to you is really a gift through you to the community. Fundraising is not about money, it is about relationships based in shared values. AAA WAY TO FUNDRAISING SUCCESS 16

Philanthropy Development Fund Raising Based in Values Uncovers Shared Values Fund Raising Opportunities to act on their Values. AAA WAY TO FUNDRAISING SUCCESS 17

DISCOVERING SHARED VALUES BEST skill is simply listening (two ears: one mouth ratio) Ask open-ended questions: “Tell me about…”; “How did you…?” Be willing to share your values & experiences – make it a conversation. The excellence of our programs is the strongest value of all and our impact is the greatest witness to those values (tell the stories) Shared values leads to transformation of donors into investors… and perhaps even members. AAA WAY TO FUNDRAISING SUCCESS 18

AAA INVOLVEMENT In the FULL DEVELOPMENT PROCESS Identifying Following up Qualifying Acknowledging Developing Strategy Recognizing Cultivating* Stewarding** Evaluating Assigning * Role for AAA member Soliciting** **Indicates Key Roles AAA WAY TO FUNDRAISING SUCCESS 19

HOW a AAA CLUB Can link Donors to their PHILANTHROPIC INVESTMENTS Ambassadors & Advocates convey the results to the investor. (MISSION) IMPACT IDEAS In all roles, you communicate your new and best ideas. (VISION) Through relationship building, you learn what people care about. (VALUES) ISSUES INVESTMENT You deliver messages about “return on investment” to investors. INVOLVEMENT KEEP investors involved. AAA WAY TO FUNDRAISING SUCCESS 20

What Commitment to AAA REQUIRES OF MEMBERS Constant renewal: mission connection & involvement in ways that develop confidence & commitment. Increased transparency, accountability, outreach & stewardship. Finding partners who share your values to join you. Changes in strategy: Attracting new and younger members AND keeping our faithful members engaged becomes a challenge. Involvement of all members in ways that are motivating & fulfilling for them. AAA WAY TO FUNDRAISING SUCCESS 21

AAA WAY TO FUNDRAISING SUCCESS What AAA ORGANIZATIONS Report Members are “more engaged”. Committees are “using the model”. Board members are very keen on being Ambassadors and Advocates, however many are “making great Askers on team calls”. AAA has been “integrated into member responsibilities & recruitment practices”. Confidence has “grown among many members”. AAA WAY TO FUNDRAISING SUCCESS 22

(What is YOUR elevator Speech) Fundraising is the gentle art of teaching the joy of giving. - Frank Russo IDEAS TO LEAVE YOU WITH Donors don’t give to institutions. They invest in ideas and people in whom they believe. - G.T. Smith AAA WAY TO FUNDRAISING SUCCESS “ We are an international organization of volunteers who work through our local community clubs to improve the lives of women and girls through programs leading to social and economic empowerment. It is our goal to invest in one million women and girls through access to education by 2031.” “We also serve as a global voice on issues of importance to women and girls, and hold consultation status with the UN.” (What is YOUR elevator Speech) 23