1. 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

2. 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

3. 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
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4. 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.
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5. 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”
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6. 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

7. 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

8. 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

9. 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

10. 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.
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11. 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
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12. How do I set up a AAA PROGRAM? SURVEY Members 11 AAA WAY TO
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13. 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: _________________________________________________
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14. 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: _________________________________________________
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15. 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: _________________________________________________
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16. 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!
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17. 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.
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18. Philanthropy Development Fund Raising Based in Values
Uncovers Shared Values
Fund Raising
Opportunities to act on their Values.
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19. 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.
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20. 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
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21. 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.
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22. 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.
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23. 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”.
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24. (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
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“ 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