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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
emilydavisconsulting.com