inspiration to fill your cup€¦ · lisa wallack and liz mullane. november 20, 2019. board...

Inspiration to Fill Your Cup Stories of Perseverance, Challenges, and Success

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helloJeff PlumerVice Chair, International Board of Directors

Jill ClarkSenior Vice President, Volunteer Engagement

Speakers

Lisa WallackJim Tyree Chairman’s AwardNew England

Liz Mullane Executive Director New England

Elizabeth CaswellHuntsman Family Community Engagement AwardMichigan and NW Ohio

Nikki BorgesExecutive Director Michigan and NW Ohio

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Karen JordanJohn Brady Award for InnovationGreater Bay Area

Nicole FriedlandExecutive DirectorGreater Bay Area

Paul “The Ultimate” VadenErwin Lurie AwardSan Diego

Sean McParlandExecutive DirectorSan Diego

Lisa Wallack and Liz MullaneNovember 20, 2019

Board Engagement Strategies to Maximize Impact

New England

Chapter Location: Boston, MA

Staff Size: 11

Board Size: 27

FY20 Gross Revenue Budget: $6.8M

Opportunity

Importance of Meeting Face to Face with Board• Increase Board Member accountability

• Ownership along with Chapter

• Identify areas of strength and interest

• Committee work

• Strategic gift conversations

• Targeted asks

• Leveraging gifts

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Response

• Individual meetings with each Board member

• If not in person (preferred) then on the phone

• Identified funding interests

• Listened to the donor and responded to their needs

• Found creative ways to engage them and utilize their time and their support

• Increased Engagement

• Established committees to leverage their time and their networks

• Broadened the reach and scope of Chapter’s work

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Outcomes• Utilized matching gift to increase giving

• Encouraged others to consider challenge gifts; doubled impact

• Requested 20% increase in Board member giving; resulted in 38% overall increase of gifts to Chapter

• Grew engagement through Committees

• Stewardship Committee

• Used Big Data reports to pull direct mail donors, online gifts and new givers; lapsed Board/Gala honorees

• Created lists and made targeted assignments – brought in new people to the Chapter; reengaged donors

• Used wealth screening to further curate the list and to prioritize to maximize impact of volunteer time

• Corporate Development Committee

• Leveraged networks – Boston Business Journal of lists, competitors of current donors, vendors/clients

• Listing of all corporate members and companies on outreach letter; joint signed letters to prospects/donors

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• Partnering together encouraged more strategic conversations and greater engagement for the Chapter

• Lisa had great knowledge and personal relationships with Board members

• Encouraged meetings with top leadership and helped develop partnerships with Liz as a new Executive Director at a faster rate

• Helped to steward Board members and identify strengths to further the Chapter needs

• Stewardship Committee

• Increased Leadership Giving

• Corporate Development Committee

• Leveraged giving

#STRONGERTOGETHER

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• Getting in person meetings is the best approach – but so are phone calls

• Don’t shy away from talking about giving – be direct and intentional

• Listen carefully and don’t assume what is the right fit for them

• Lead by example and inspire/encourage others to follow suit

• Share success stories, big or small, on how important Board member activity is to the Chapter’s growth

Take it Home Tips

THANK YOU

jdrf.org

Liz MullaneExecutive Director

[email protected] 617-831-1124

Lisa WallackIBOD Member, Stewardship Committee Chair

Elizabeth Caswell and Nikki BorgesNovember 20, 2019

Using Research Updates to Grow Your Pipeline

Michigan and Northwest Ohio

Chapter Location: Southfield, MI

Staff Size: 13 staff

Board Size: Creating New Board


Building the Donor, Fundraiser,Advocacy, Volunteer Pipeline

OPPORTUNITY• Identify potential

donors, fundraisers, advocates, volunteers

• Develop succession opportunities for events

• Cultivate prospects through engagement in research

OUTCOMES

• Developed individual and corporate connections

• Grew pipeline in all areas

• Identified new prospective committee and board leaders

• Grew volunteer base to share information about mission and research

RESPONSE

• Develop Research Information Volunteer (RIV) Committee

• Take Research Road Show or Round Up to communities

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•Commitment to the mission.•Trust and honesty.•Shared philosophy about developing pipeline, cultivation, and stewardship.

•Built on our individual talents and skills, which may create non-traditional roles.

#STRONGERTOGETHER

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• Identify volunteers: with an interest in the research, who can explain it simply, who understand the big picture reasons for providing research updates, and who you may want to cultivate.

• Research updates of any size work! What’s critical is promoting the range of ways to get involved with JDRF and always tying into the fundraising.

• Use as a mechanism to engage with outreach list as an introduction to JDRF.

• Staff and volunteers should partner to recognize who might enter the pipeline and follow up with them promptly. Both staff and volunteers can follow up with pipeline prospects as their interactions may be different.

• Continue to stay connected with pipeline prospects. You never know when they might be ready to engage.

• This takes time to implement. Learn from each event, so that every year is better than the prior year.

Take it Home Tips

THANK YOU

jdrf.org

Elizabeth CaswellChapter Executive Committee

[email protected] | 734-604-4748

Nikki BorgesExecutive Director, Michigan and NW Ohio

[email protected]

Maximizing Resources to Create a Sustainable $12 MM Revenue Chapter

Karen Jordan and Nicole FriedlandNovember 20, 2019

Optimize To Rise

Greater Bay Area Chapter

Chapter Location: San Francisco Bay Area

Staff Size: 18 FT & PT

Board Size: 23

FY15 Gross Revenue Actual: $5.7M

FY19 Gross Revenue Actual: $10.1M

Leverage Networks for Expert Help

OTHER POTENTIAL RESOURCES

Local business schools

Pro-bono facilitators/consultants

Volunteer strategy professionals in local businesses

Volunteer data analysis experts

GREATER BAY AREA CHAPTER PROCESS

Applied for and was accepted by Stanford Graduate School of Business ACT program for pro bono consulting

services to assist in designing and implementing strategy

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• Interviewed different chapter and national constituencies

• Discussed findings at each board meeting; surfaced key learnings, questions and concerns

• Organized three working group sessions between board meetings:

• Included Board Executive Committee

• Rotated board member participation to increase inclusiveness

• Held 1x1 meetings between ED and each board member for individual input

Include Key Stakeholders in Process

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•Significant data analysis of 3-year historical chapter revenue and costs by:

•Donor history, geography and gift size

•Fully allocated cost of chapter events

• Identified low cost/dollar activities, trends and drivers

Emphasize Business and Data Analysis

Major Changes

• Committed to thinking differently about how we do the work at both board and staff levels

• Board and staff roles re-organized around stewardship—Relationship Managers vs. Event Planners

• Strengthened mission focus through streamlined board chair structure

• Better utilizing all events as key stakeholder engagement vehicles

• Shifting some event logistics away from fund raising staff

• Metrics key part of plan

• Working with National on dashboard to track donor health metrics

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• Increased board engagement

• More collaborative and less-siloed staff

• Increased delegation of logistics freeing up fund raisers to focus on stewardship

• Board more engaged in stewardship of up and coming families/companies

• Developed a target list and stewardship plan for top 30 companies

• Increased leadership giving focus in high-results geographies (informed by data analysis)

• Already achieving successes resulting from improved focus on relationships

Results

Keys to Success

• Strategic and talented board

• Strong and visionary Board President, ED and Executive Committee

• Strong ED-Board President partnership

• Assistance with extensive data analysis

• Staff with skills to enable relationship building and stewarding

• Skills and time prioritized to support and develop the project

• Capable and committed pro bono consulting team

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THANK YOU

jdrf.org

Nicole FriedlandExecutive Director, Greater Bay Area Chapter

[email protected]

Karen JordanImmediate Past President, Greater Bay Area Chapter

[email protected]

Paul “The Ultimate” Vaden and Sean McParlandNovember 20, 2019

For a JDRF Champion There is No Offseason

JDRF SAN DIEGO

Chapter Location: San Diego CA

Staff Size: 6

Board Size: 25


World Boxing Champion Mentality

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For a Champion There is No Offseason • Authentic Engagement

• Phone Calls

• Newspaper Clippings

• Personal Letters

• Shaking Hands

• Taking Photos

• Speaking with Fans

Translation to JDRF

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T1D has no Offseason Neither does a T1D Champion• Donor Identification

• Opportunity Identification

• Leveraging Intel

• Plan Creation

• Implementation

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Engagement Prospects

New Revenue

OPPORTUNITY

• Re-Engaging Previous Donors

• Engage Companies who have never engaged with JDRF

OUTCOMES

• Walk Corporate Chair

• New $25K Walk Team

• $50K in new Corporate Walk Sponsorships

• $100K of new Gala revenue

RESPONSE

• Breaking the Seasonal Mindset and Replacing it with a Champion Mindset

• JDRF Champions are 24/7/365

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• Adopt a Champion’s No Offseason Mentality. Supporters who supported JDRF through Walk, Gala, Ride etc..and are no longer engaged in those campaigns are still invested in and desire a World Without T1D.

• For those living with T1D there is no Offseason. The same goes for the T1D Champion. There is no Offseason. The Offseason is the Season.

• Stay in touch with key supporters who are not currently engaged and continue to build a relationship.

• Steward these supporters. Engage with them. Inform them of progress. Keep in touch with them even if T1D is not a topic that you are addressing at each engagement.

• When a JDRF Champion is knocked down by a potential Corporate supporter who states they cannot or will not support JDRF based on giving guidelines, the Champion gets back up and keeps engaging with them. The Champion does not wait until next Walk “season” she or he understands that there are no offseasons in Creating a World Without T1D.

• Know your donors and look for reengagement opportunities that will appeal to their wants/needs/desires that are a fit for JDRF.

Take it Home Tips

THANK YOU

jdrf.org

Sean McParlandJDRF San Diego Executive Director

[email protected]

Paul “The Ultimate” VadenJDRF San Diego Board President, JDRF ONE

Walk Celebrity Spokesperson

[email protected]

WRAP UP AND REFLECTIONS

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• My Reflections Tracker as a tool to help you maximize your conference experience and translate it into action back home

• Each page corresponds to a One Conference session for you to jot down:

• Key ideas and insights

• People with whom you want to follow up with

• Your big “a-ha” moments or key takeaways

• What you would like to share with your board or staff

• Your own next steps

• Thursday morning you will have an opportunity to synthesize these notes and connect with your team to begin creating a realistic 30, 60 and 90 day action plan

How to Use My Reflections Tracker

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THANK YOU

jdrf.org

Jill ClarkSenior Vice President, Volunteer Engagement

[email protected] | 212.859.7809

Stacey BowersNational Manager, Volunteer Engagement


Melissa TweetManager, Volunteer Engagement


inspiration to fill your cup€¦ · lisa wallack and liz mullane. november 20, 2019. board...

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