BOARD AMBASSADORSHIP:

ENSURING NECESSARY

RESOURCES

Project Self Sufficiency

September 27, 2016

Emily Davis, MNM

President, Emily Davis Consulting

Senior Governance Consultant, BoardSource

9:00 – 9:30 Welcome IntroductionsDesired Outcomes

9:30 – 10:30 Fundraising Essentials Fundraising ProcessIndividualsEvents

10:30 – 10:45 Break

10:45 – 11:15 Shared Leadership Board & staff rolesPlanning

11:15 – 12:00 Ambassadorship Fundraising in action

12:00 – 12:30 Close CommitmentsLegacy

AGENDA

MOTIVATIONAL VALUES

“What motivates me to

serve on the PS-S

Board of Directors?”

A LITTLE ABOUT YOU

Name & Role

Motivational Value

Desired Outcome

HI!

30 seconds or less

AGREEMENTS & PARKING LOT

LET’S GET IT STARTED!

MISSION STATEMENT

To assist low-income, single parents in their

efforts to achieve economic independence and

become free from community and government

assistance while building and maintaining

strong, healthy families or children.

Why did you join?

Whathesitations

did you have?

Why would you leave?

Why do you stay?

ROLES & RESPONSIBILITIES

Set Organizational Direction

Provide Oversight Ensure Necessary Resources

*BoardSource

ENSURE NECESSARY RESOURCES

CEOBoard Members

Supporters

PoliciesPlanning

Board Giving

ProspectingCultivation

Stewardship

*BoardSource

FUNDRAISING CULTURE ASSESSMENT*BoardSource

THE “F” WORD

WHAT IS FUNDRAISING?

• Investment in a mission

• Improves capacity for impact and change

• Build relationships – “Friend”raising

• Not begging for money

• People are not ATMs

FUND DEVELOPMENT

Diversity is keyIndividuals

Membership

Special events

Foundation grants

Government grants

Corporate sponsorship

Earned income

Service clubs

FUNDRAISING BY THE NUMBERS**Giving USA 2014

DONORS & GIVING

BEQUESTS/PLANNED GIFTS

MAJOR GIFTSCapital campaigns

Endowment campaignsSpecial events

ANNUAL GIVING Annual campaigns

Special eventsDirect mail

Online givingMembership programs

ONSITE/FIRST TIME GIFTSNewsletters

VolunteerismSocial media

Peer-to-peer giving

New gifts

Annual donors

Midsize donors

Major donors

Planned giving

NEXT GEN PHILANTHROPY

Value

Impact

Volunteerism

“Give us a clear call to action.

Let’s problem-solve together.

Tell us what you are working

on and let’s work on this

together.”

FUNDRAISING PROCESS

PROSPECTING Identification Preparation

CULTIVATION Build the Relationship

Engage the Donor Ask for the Gift

STEWARDSHIP Recognition Reporting Communicating Engagement

FUNDRAISING BY TIME

Involve & Engage Donors25%

Identification of Prospects

20%Educate & Cultivate

25%

Ask for Gifts5%

Thanks & Recognize

25%

WHERE DO YOU LAND?

Prospecting Cultivation Stewardship

What takes the most time in fundraising?

LAY IT ON THE LINE

RESISTANTNO WAY!

RELUCTANTNot sure,

have a lot of questions.

EXISTENTI might be able to do

this.

COMPLIANTI can/will do

this.

COMMITTEDI’m happy to

do this.

COMPELLEDI’m excited and can’t wait to do

this!

PROSPECTING

• Identify – new & existing donors

• Connect – areas of interest

• Invite – participation

• Design – moves management strategies

• Prepare - multiple touch points

LAY IT ON THE LINE

RESISTANTNO WAY!

RELUCTANTNot sure,

have a lot of questions.

EXISTENTI might be able to do

this.

COMPLIANTI can/will do

this.

COMMITTEDI’m happy to

do this.

COMPELLEDI’m excited and can’t wait to do

this!

CULTIVATION

• Work with development staff

• Set a personal fundraising goal

• Share your story/connection to the mission

• Invite opportunities to continue the conversation

• Be direct about asking for gifts

• Call, email, write thank yous

LAY IT ON THE LINE

RESISTANTNO WAY!

RELUCTANTNot sure,

have a lot of questions.

EXISTENTI might be able to do

this.

COMPLIANTI can/will do this.

COMMITTEDI’m happy to do this.

COMPELLEDI’m excited and can’t wait to do

this!

Yes,butnotthatmuch

No

3 POSSIBLE OUTCOMES

YES!!

STEWARDSHIP/RETENTION

“Stewardship, or taking the time to recognize, thank,

and educate donors is a critical component of any

fundraising strategy. Good stewardship techniques

directly affect donors’ decisions to review or increase

their support when there is an opportunity to do so.”

- Breaking the Gala Addiction

LAY IT ON THE LINE

RESISTANTNO WAY!

RELUCTANTNot sure, have a lot

of questions.

EXISTENTI might be able to do

this.

COMPLIANTI can/will do this.

COMMITTEDI’m happy to do this.

COMPELLEDI’m excited and can’t wait to do

this!

GIVING MOTIVATIONS

* Kay Sprinkel Grace

Philanthropy

Connection

Concern

Capacity

FEARLESS FUNDRAISING: A BOARD MEMBER

CHECKLIST!

Fundraising opportunities and responsibilities for

board members

Be honest. Be realistic. Take a risk!

*BoardSource

TAKE A BREAK

SHARED LEADERSHIP

BOARD LEADS

SHARED LEADERSHIP

ED LEADS

Strategic Plan

FundingStrategies

EvaluationBoard

Meeting Prep

Policy Questions

Staff Hiring & Oversight

Develops, Implements, &

Oversees Programs

Chief Fundraiser

Operations Reporting

Create & Review Policy

ED Hiring & Oversight

Connections to Funding

Financial Due

Diligence

Board Recruitment & Retention

*BoardSource

FUNDRAISING ROLES

EXECUTIVEDIRECTOR

Chief Fundraiser

Media Spokesperson

Fundraising Planning

Board & Staff Liaison

DEVELOPMENT STAFF

Fundraising Strategy

Moves Management

Identify/Communicate Needs

BOARD OF DIRECTORS

Connect to Funding

Make Gifts

Policies

FUNDRAISING COMMITTEE

Board & Staff Liaison

Staff support on specific

efforts/campaigns

*BoardSource

ASK THE RIGHT QUESTIONS

What is our capacity? What does success look like? What matters the most to us?

How does this serve our mission? How does it fit our strategic goals?How might this be a challenge for us?

Why is this important right now? Why should we consider other options? Why is this relevant to our stakeholders?

*BoardSource

100% BOARD GIVING

Board Giving Commitment

Open Ended

Flexible

Specific

0%

10%

20%

30%

40%

50%

60%

70%

80%

HAVEPOLICY PERCENTAGEGIVING

100%PARTICIPATION

68%74%

46%

BoardParticipationinGiving

*BoardSource

FUNDRAISING POLICIES

•Gift acceptance policy

• Personal giving policy

• Ethics statement

• Letter of commitment

FUNDRAISING PLANNING

• Review return on investment for current funding sources

• Conduct annual donor satisfaction survey

• Identify specific strategies for board fundraising (see

handout)

• Gather feedback from Development Committee

• Listen to recommendations from ED & development staff

HATS WE WEAR

Legal AmbassadorVolunteerConnections

Resources

Communications

Duty of Care

Duty of Loyalty

Duty of Obedience

Board works for staff

Avoid micromanagement

*BoardSource

WHAT DOES IT MEAN?

FUNDRAISING PLAN & STAFF

MISSION MOMENT

What is a Project Self Sufficiency

mission moment?

BOARD ROLES*

Connector• Meeting & engaging with people

Storyteller• Illustrating the work in a compelling way

Visionary• Making the case for the future

Closer• Asking for specific support or involvement

*Creation in Common

QUESTIONS?

NETWORKING

“When you help others,

they help you.”

– Keith Ferrazzi

TIPS

• LISTEN!

• Pay attention to relevant details

• Ask open-ended questions

• Be prepared

• Watch for connections

• Invite to opportunities

• Under promise and over deliver

• Thank you and follow up

HAVE A CONVERSATION

①Get into pairs.

② [2 min] Pick three questions to respond to and share

your responses.

③ [3 min] Ask questions.

④ [2 min] Continue the conversation.

⑤Rotate to next person.

WHAT WAS THAT LIKE?

HAIL*

To greet or acclaim enthusiastically

HONESTY Be Clear and Straight

AUTHENTICITY Be Yourself

INTEGRITY Be Your Word

LOVE Wish Them Well

* Julian Treasure

GREAT CONVERSATIONS

FUNDRAISING IN ACTION

STEP 1Organize into

pairs

STEP 2Each person receives and

reads a scenario

STEP 3Practice scenario

or discuss response to

scenario

STEP 4Follow up

questions or discussion from

other person

STEP 5Switch

PICTURE YOUR LEGACY

Select a card that answers the question:

“What is the legacy you want to leave on the PS-S

board?”

TAKE AWAY & COMMITMENT

Emily Davis, MNM

President, Emily Davis Consulting

Senior Governance Consultant, BoardSource

(720) 515-0581

emily@emilydavisconsulting.com

emilydavisconsulting.com