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Boards and Fundraising
October 13, 2016 1
Agenda
I.Mo,va,ngboardinvolvementinfundraisingII.TheroleoftheBoardinfundraising
III.TheWorkIV.Fundraisingdynamics
October 13, 2016 2
I.Mo,va,on
• Thefrequentlyaskedques,onis:Whywon’tmyboarddomoreaboutfundraising?
• Posingtheprobleminthiswaycouldleadtotheiden,fica,onofac,vi,esthatcouldaddressspecificbarrierswhichwewillreviewlater,suchas:– Makingthecase– Trainingandroleplayexperience– Datamanagementsupport– Materials,etc. October 13, 2016 3
Therealques,on• Thefirstques,onhoweverisnotwhytheydon’tfundraise,butrather:Whywouldanybodyeverwanttofundraise?
• Theanswerthisques,onisfoundinac,velyengagingtheboardinitsfiduciaryandleadershiproles,especiallyinassuringthattheorganiza,onisadap,ngtochangesthatsurroundit.
• Rubberstampsdon’tfundraise!
October 13, 2016 4
Thevalueproposi,onFirstly,wemustrecognizethatboardserviceisa
counterintui,veproposi,on1.ALend4ormoreboardmee,ngs.(Generallyinthe
eveningwhenyoumightratherberelaxing.)Themee,ngsmayormaynotbeinteres,ng
1. WorkonacommiLeethatmayalsobemee,ngintheeveningorbyconferencecallwhenyouareworking
2. Payfortheprivilege3. Asabonus,yougettoaskyourfriendsforcontribu,ons
October 13, 2016 5
Therewardsthatmo,vateboardservice
1.Personalconcernfortheachievementofthemission;forthechangethattheorganiza,oncanmakeintheworld
2.Beingpartofaneffec,veandsuppor,vegroup
3.Havingapersonalimpactonabilityoftheorganiza,ontomakethatchange
October 13, 2016 6
1.Missionconnec,on1.Bringthemissionintoboardmee,ngsEveryboardagendashouldincludeanitemrela,ngtothemission,e.g.a
staffpresenta,onaboutexci,ngresults,aclientspeakingabouttheimpactontheirlife,aspeakerfromarelatedfield,etc.
2.BringboardmemberstothemissionBoardmembersshouldbeexpectedandenabledtovisitprogramsandto
speakwithstaffandclients3.ConnectboardmemberswithstakeholdersEverymee,ngwithastakeholder(funder,government,partneragency,
communitymee,ng,etc.)isanopportunitytoenableboardmemberstolearnaboutstakeholderinterests.(ThisalsosendsaveryvaluablemessagetothestakeholderaboutboardInvolvement.)
4.Lookforvolunteeropportuni,es
March 17, 2016 7
2.Beingpartofagoodgroup
January31,2013 October 13, 2016 8
A basic fact of human nature is that we spend our lives seeking to be part of good groups and that we perform at our best when we are part of such groups.
Coxswains call that took the American women from second to first in the Olympics: “You are the USA women’s eight!”
Think about a group that you valued.
• How would you describe it?
• What were its qualities
StructuresThatMakeaBoardaGoodGroup
Crea,ngaculturethatencouragesthefullengagementofallmembersinvolves:• Agreednormsandexpecta,ons• Clearworkassignments• RespectforcommiLeework• Communica,onandtransparency• Opportuni,estoknoweachotherpersonallyandtodeveloppersonaltrust*
*PatrickLencioni.TheFiveDysfuncBonsofaTeam
Oct 13, 2016 9
Boardmee,ngs
• Theagendafocusesondiscussion,decisionsandac,onplanning
• Mee,ngsarenotusedtopresentinforma,onthatisnotneededfordecisionmaking
• Boardmee,ngshouldengageboardmemberswithissuesofstrategicimportance
• Thereisanopportunityforcollegiality• Everymee,ngincludesamissionconnec,on• Everymee,ngincludesanExecu,veSession
Oct 13, 2016 10
Expecta,ons
• Highteamperformancedependsuponhavingsharedexpecta,onsandnorms.
• Individualperformancedependsonbeingabletotrustthatotherswillperformaswell.
• Explicitexpecta,onsandaregularprocesstoassessperformancewillalsoenabletheboardtobasemembershipdecisionsonperformanceratherthanpersonali,es
Oct 13, 2016 11
Expecta,ons• Ican’tdomyjobifIdon’tknowwhatitis,andIwon’tdoitifI’mnotconfidentthatmyteammatesaredoingtheirsaswell
• Coach’sadviceinTheBoysintheBoat:“Youwillbeyourbestwhenyoulearntotrustyourteammates”
• Trustrequires,ataminimum,knowingoneanother• Alsohelpfulwouldbesomeopportunityforpersonalhonesty,e.g.WhatIammostproudof,WhatIcouldhavedonebeLer
Oct 13, 2016 12
Boardmemberjobdescrip,on
• Boardmee,ngaLendanceandprepara,on• Policies(conflicts,confiden,ality,supportfordecisions)• CommiLeepar,cipa,onandleadership• Programvisits• RespecbuldiscussionandrespectforcommiLee
recommenda,ons• Rela,onshipwithstaff• Personalcontribu,onsandfundraisingengagement
Oct 13, 2016 13
CollegialityTotheextentthatboardmembersknowoneanotherpersonally:
• Theyaremorelikelytowanttocometoboardmee,ngsand
• Maketheirbesteffortssothattheydonotdisappointtheirfriends
• Engageinmutuallyrespecbuldiscussion• Trustoneanother
Oct 13, 2016 14
TheChair:ChiefMoBvator
Hasthebigpicture.Clearabouttheworkthattheboardneedstoaccomplish
Engagesandsupportseachboardmemberandprovidesperformancefeedback
MaintainsaprocesstomanageandsupportthecommiLeework
Hasasuppor,vepartnershipwiththeExecu,veDirectorwhocanalsoprovidethechairwithfeedbackontheirperformance
October 13, 2016 15
3.Personalimpact
• Developingpersonalresponsibilityfortheorganiza,onrequiresthattheboardbegivenresponsibility
• Theboardmustbeanac,vepartnerinthedecisionsimportantforsustainabilityandmissionimpact
• Theboardmustbefullyinformed:thegood,thebadandtheugly
Oct 13, 2016 16
Achievingmissiongoals
• Theboardmustbeengagedintheprocessofsecnggoalsfortheorganiza,onandfortheboard
• Iftheyarenot,wecannotexpecttheircommitmentto,andengagementit,theachievementofthosegoals
• Rubberstampsdon’tfundraise!
October 13, 2016 17
PersonalrewardsVolunteerworkmaybemo,vatedbyadesireto“giveback”,butitismaintainedbytherewardsthatvolunteersobtain
• Usingtheirabili,estomeetnewchallenges• Usingtheirskillsinnewways• Developingleadershipskills• Havinganimpact• Themoreweaskofvolunteers,thehappiertheyare.Itcommunicatesthattheyareimportant,neededandregardedascapable.
Oct 13, 2016 18
II.TheImportanceofBoardInvolvementinfundraising80%oftherevenueofthenonprofitsectorcomesfromindividualcontribu,ons
TheBoardmustdemonstrateitscommitmentBoardmemberswhocontributeandraisemoneyaremoreengagedwiththeorganiza,on
Boardmemberscanspeaktopeersaboutthepersonalmeaningtheorganiza,onhasforthem
19 October 13, 2016
III.TheWorK
• Makingthecase• Developingexpecta,ons• Crea,ngthestructure
October 13, 2016 20
MakingtheCase
• Theimportanceofindividualgiving$358billionincharitablegiksin201472%fromindividuals15%founda,ons8%bequests5%corpora,ons
October 13, 2016 21
Makingthecase
EstablishingtheneedtoyourboardDifferentcases1.FillingtheGap.Thedifferencebetweenthebudgetedcostsofeachprogramandanes,mateoftherealcosts.
• Enhancement.Theprojectedcostofsomeshorttermprogramgrowthorenhancement
• Vision:Thecostofachievingastrategicgoal
October 13, 2016 22
MakingthecaseTheregularfinancialreportshouldalsoenabletheboardto
understandhowprogramsarefinanced• Whatthedirectcostsofeachprogram?• Whataretheindirectcosts(infrastructure,marke,ng,
development,etc.)?• Whatisthegapbetweentotalprogramcostanddirect
programsupport(grants,contracts,etc.)?• Howisthatgapmadeup?• Howhaverevenuesandexpenseschangedover,me?
October 13, 2016 23
Expecta,ons• Afixed“giveorget”canbecomeaceilinginsteadofafloor
• Everyboardmembermustgiveandgettothebestoftheirabilityincludinga“personallysignificant”gik
• A“personallysignificant”gikisonethatyouwouldhavetothinkaboutbeforemaking
• Asthisprocessdevelops,youmightwanttohavemembersoftheResourceDevelopmentcommiLeemakethe“ask”ofeachboardmember.(It’sgoodtrainingforallinvolved.)
• Everyonecan,andmust,“ask”forsomethingOctober 13, 2016 24
IV.Fundraisingdynamics
• WhyDoPeopleGive?• Wherehaveyoucontributedinthepast?• Whatpromptedthegik?
25 October 13, 2016
Resistance
Whyarewereluctanttoask?• Fearofrejec,on• Fearofdamagingarela,onship• Reciprocity
October 13, 2016 26
Enrollment
Therealworkofboardistobuildrela,onshipsthatcanleadtomajorgiks
• Whataretheexperiencesthatconnectboardmemberswiththemissionoftheorganiza,on?
• Whatexperiencesweresignificantinconnec,ngdonors?
• Whatcantheorganiza,onandtheboarddotocreatemoreopportuni,esfortheseconnec,ons?
• Enrollmentdiminishesthelikelihoodoftheexpecta,onofareciprocalgik
October 13, 2016 27
Aradicalproposi,on
• Boardmembersshouldusetheir,meandenergyoncul,va,onofpoten,allysignificantdonorsratherthanonbroadbasedasks
• Eachboardmembershouldfocusonfourcul,va,onsayear
• Cul,va,onshouldbeasignificant,ifnotthemain,focusofevents
October 13, 2016 28
Overcomingresistance• Themosteffec,vewaytoovercomethisfearistofindout
howfriendsreacttothemissionanditsimpactwhenyouarenotaskingformoney.
• Developthehabitofintroducingtheorganiza,oninordinaryconversa,on
• Learnhowtointroduceitbyaskingabouttheotherpersonsinterests.Thisistheessenceofsales:Donotintroduceaproductun,lyouhaveIden,fiedaneed.
• Ac,vi,esthatstrengthenyourpersonalconnec,ontothemissionwillenablethis;learningabouttheorganiza,on,knowingthecaseforsupportandhavinggreatstoriestotell.
October 13, 2016 29
BoardPrac,ces• Includinganitemonfundraisingateveryboardmee,ng• Repor,ngonprogramvisitexperiences• Crea,ngindividualcul,va,onandaskingplans• Boardmemberssolici,ngcontribu,onsfromtheirpeers• Crea,ngacul,va,ondatamanagementsystem• Crea,ngaResourcedevelopmentCommiLeetomanagethe
boardengagement• Providetrainingwithopportuni,estoprac,ce
October 13, 2016 30
Prac,ce
Helpfulac,vi,esthatarealsowarm-ups• Iden,fyingprospects• ALendingandinvi,nggueststoevents• Targetednetworkingatevents• SigningleLers• Hostaparty• Makethankyoucalls• Recruitboardmembers• Joinstaffonasolicita,onmee,ng
October 13, 2016 31
Training
Whattrainingmightbehelpful?• DevelopmentCommiLeeleadershipandstructure• Specialeventsplanning• Useofemailandsocialmedia• Secngupmee,ngs• Havingamee,ng• Introducingtheorganiza,onbyaskingques,ons• Theartoftheask
October 13, 2016 32
Michael Davidson
Michael Davidson is a consultant specializing in nonprofit board development, management support, strategic planning, leadership transition, and executive coaching for nonprofit managers. He has over 20 years experience in nonprofit board and managerial leadership and has provided board training and retreat facilitation for more than 100 nonprofit organizations. He is the former Chair of Governance Matters, lead consultant for the BoardServe NYC program of the United Way of New York City and a member of the selection committee for the New York Community Trust Nonprofit Management Excellence Awards.
He has been a Peace Corps Volunteer, an Assistant Professor of Anthropology,
an Assistant District Attorney and an attorney in private practice. He holds a BS in mathematics from New York State University College on Long Island, a JD from Columbia Law School and an M. Ph. In Anthropology from Yale University.
[email protected] www.boardcoach.com (646) 418 9619
October 13, 2016 33