Recruiting and Building a Strong & Effective Board

OCTOBER 2013

The Curtis Group

OUR MISSIONCommitted to promoting philanthropy,

we help nonprofits plan their future, build awareness, and raise substantial

amounts of money.

The Curtis Group

Raised hundreds of millions of dollars for nearly 150 nonprofits

Celebrating 24 years of fundraising success

One of 41 national members of the Giving Institute which publishes Giving USA: The Annual Report on Philanthropy in the U.S.

The Curtis Group

Our services include:

Planning Studies Campaign Management Development Assessments Board Trainings

Present at a variety of national conferences and forums annually

What We Will Cover

Importance of Individual Giving & Board Leadership in Fundraising

Creating Effective Boards

Engaging Your Board in Fundraising

Is This Your Board?

recruited without

clear expectati

ons

consider giving their time their

donation

micromanage

miss meetings or don’t

participate when they do attend

think it’s the staff’s job to

raise $$

will do anything BUT ask for $$

Your Board Has Two Roles

Governance Support

Steward of Finances

Policy Maker

Participant

Donor

Connector/Fundraiser

How are you engaging your board in fundraising?

Do you have defined roles & responsibilities for your board?

Think About It…

Do you use it to recruit new board members?

Do you conduct a review with board

members annually?

2012 Giving: $316.23 billion

High-Net-Worth Individuals (HNWI)

9 out of 10 dollars come from individuals

About 50% of giving comes from HNWI

98% give to secular causes versus 56% of population as a whole

66% give to same organizations every year

43% have a will with a charitable provision* Source: Giving USA 2012; “Patterns of Household Charitable Giving” by Income Group, The Center on Philanthropy at Indiana University, 2007

In Fundraising, It’s All About Leadership

People give to people.

Not exactly: People give to the right people.

Actually, people give to great causes, but give appointments to the

right people.

Board Leadership

Your board is your link to the community

Fundraising succeeds only if board leads it

Boards must give and get

Some may never ask for gifts, but can participate by making connections and advocating

Traits of Effective Boards

Understand the Case for Support Give time and resources (including $) Educated on development and

trained in making the ask

Involved in planning, execution, and evaluation of development efforts

Identify, cultivate, and recruit donor prospects and new board members

Know fundraising isn’t just a staff function

Board: Askers, Ambassadors,

Advocates Askers Ambassadors Advocates

• Comfortable asking others to make gifts

• Get new gifts and renew past gifts from donors

• Focus on fundraising

• Take new board members on calls as training

• Assist with donor cultivation and stewardship

• Engage potential and current donors

• Focus on outreach

and relationship development

• Share the case for support and tells others why organization is important to community

• Help identify potential donors

• Attend donor cultivation and stewardship eventsSource: AFP “Advancing Philanthropy” January 2013 Edition

Creating Effective Boards

RECRUIT

ORIENT

EDUCATE

ENGAGE

• Have year-round Recruitment Committee • Use board roles and responsibilities

document when recruiting

• Make expectations clear: govern, give, get

• Have formal orientation process (tours, staff introductions)

• Consider board member mentors for new recruits• Train on how to make the ask

• Send on calls with experienced board members

• Share case for support and practice telling story• Discuss personal contacts; develop prospect list; make calls

• Include in cultivation and stewardship events• Meet annually with ED/DoD to ID 2-3 things

they want to work on that year

Engaging Your Board in Fundraising

Start with who they know…

Target top 10%-20% of current donors first

Identify personal contacts Distinguish between willingness and

capability

Big gift donors are rarely strangers.

Cultivation is key; develop plan for each prospect

Bring prospects to an event Make personal visits Host tours Conduct follow-up calls Make thank-you calls

Small gifts can grow to big gifts with more information.

Engaging Your Board in Fundraising

Make “the ask” Meet with the prospect in person;

have a plan going into the meeting

Tell the story – why they’re involved and why they gave

Listen and be positive Explain what a donor’s gift can

accomplish Thank the prospect Report back to organization’s

development staff

Engaging Your Board in Fundraising

Summary

Develop strategic board recruitment process

Make expectations clear

Create orientation program

Train your board

Involve your board in fundraising (not just “the ask” but cultivation and stewardship)

The Board’s Crucial Role

Remember, people give to people.

There is money out there and donors will give to someone if they’re asked.

If no one asks, they won’t give.

It’s the board’s job to invite them to support

your organization.

Missing Piece of the Puzzle?

Effective use of a Donor Database allows “Board Fundraising” to be a natural progression of the relationship . . .

“Engagement” is the Linchpin

The word "linchpin" is also used figuratively to mean "something [or someone] that holds the various elements of a structure together."

CUE THE EXPERTS:

Dr. Adrian SargeantBloomerang Chief Scientist Professor of Fundraising at the Center on Philanthropy at Indiana University holding what is presently the world’s only endowed chair in that discipline.Top 10 Most Influential People in FundraisingRenowned expert on Donor Retention and Donor Loyalty

Mr. Tom AhernBloomerang Donor Communications Head Coach One of the world’s top authorities on donor communicationsAuthor of 4 books on Donor CommunicationsWinner of 3 prestigious international IABC Gold Quill awards

Engagement Level Graph • The Donor “thermometer” of your database • Updated automatically daily• Adrian’s expert formulas/algorithms • No user set-up required!• Easy to filter and report on• Springboard for major/legacy giving

Automatic Engagement Factors• Recency and pattern of

giving• Cash donors vs. sustaining

donors• # of years giving +• Upgrade /

Downgrade + -• Lapsed -• Event attendance +• Opens email +• Click links in emails +

• Unsubscribes from email -

• Has stated communication preferences +

• Has inbound interactions +

• Has soft credits +• Volunteers +• Social Media

(coming soon)• …and a whole lot more!

What is the donor’sengagement over time!

Highlight vital “retention” information---

Timeline Highlights • If you use Facebook you know it • Everyone can use• Adrian’s expert formulas/algorithms • No user set-up required!• Perfect for a smart phone or tablet• Access ever donor “touch point” in seconds

Engagement Begins With The Thank You! Above average gift amount

At or below average gift amount

DONOR COMMUNICATION BEST PRACTICES

Mr. Tom AhernBloomerang Donor Communications Head Coach

"Successful direct mail appeals are quite simple. At heart, they are love letters to donors & prospects, woven through with clear cries for help."

5 Acknowledgment Principles(Drastically Improve First Year Donor Retention)

• 48 Hour Rule • Be Different Than the Rest• Handwritten Rule Written Communications• State Exactly What the Monies will Fund • Call or See in Person as Often as Possible

5 Communication Strategy Practices(Involve Your Entire Fundraising Team)

• Fully Map a Track for Each Key Segment • Survey in 1st 90 Days, Then “Honor”• Involve Human Connectors• Nurture Means Personal • Never Forget the “You” Test for EVERY “Touch”

Questions?

Presenters:

Keith Curtis | Jay B. Love

757.496.2224curtisgroupconsultants.co

m

#thecurtisgroup

Next Gen Database/CRM

Enables Fundraising Best Practices

Donor Retention/Donor Communications

Extreme Ease of Use

Relentless Focus on Results, not Features

Leading a “Revolution of Change”

Next Webinar:

10/31 – 1pm

Nathan HandScary Good Social Fundraising

https:bloomerang.co/resources/webinars