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12/4/2012
1
How to Engage Your Volunteer Leadership in the Raising of Money
Presented by:
Kirsten Bullock, MBA, CFRE, Nonprofit Coach
GrowingYourDonors.com
December 4, 2012
OverviewOverview
� Fundraising 101
� Challenges
◦ Fundraising / Nonprofit Related
◦ Change Management
◦ Communication Styles
� Your Action Plan
FUNDRAISING 101FUNDRAISING 101
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Annual Gifts vs. Major GiftsAnnual Gifts vs. Major Gifts
� Lower amounts
� Higher cost per $ raised
� Impersonal ask/less time per ask
� From current income
� Used for operating costs
� Begins habit of giving
� Provides prospect list for larger gifts
� Higher amounts
� Lower cost per $ raised
� Personal ask/more per ask time
� From investments
� Used for special projects
� One-time, multi-year gifts
What does major gift fundraising What does major gift fundraising consist of?consist of?
� The Right Person
� Asks the Right Prospect
� For the Right Amount
� In the Right Way
� At the Right Time
� For the Right Cause
� With the Right Follow-up
Fundraising CycleFundraising Cycle
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Board vs. Staff RolesBoard vs. Staff Roles
Growing a Fundraising ProgramGrowing a Fundraising Program
� Prepare the ground
� Plant seeds
� Fertilize
� Weed
� Harvest
� Eat / Celebrate!
� Till
CHALLENGESCHALLENGES FUNDRAISING / FUNDRAISING / NONPROFIT RELATEDNONPROFIT RELATED
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FEAR“I don’t know what to say or who to
ask, and I don’t want to beg”
�Reframe role (cultivation and stewardship)
�Provide easy, “no ask” tasks
�Provide sample script
�Partner with other board members or staff
�Provide education and training
LACK OF INTEREST/ KNOWLEDGE
�Re-ignite their passion for your mission
�Moment for Mission at board meetings
�Engaging in Direct Work
�Board Retreat (Advance)
�Guest Speaker at board meetings
�Gauge interest during recruitment
STRUCTURAL
�Board not informed of fundraising responsibilities
�Board is appointed
�Chief Development Officer not involved with board meetings
Job DescriptionJob Description
� Develop and implement program to raise awareness and money
� Develop and implement strategies to cultivate prospects
� Share information about the needs of the population and how your organization is meeting those needs
� Develop expectation for financial contributions from Board and provide leadership by making their own gifts
� Solicit funds by making contact with potential donors
� Length of time commitment expected
� Maintain confidentiality of all donor records
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CHANGE MANAGEMENTCHANGE MANAGEMENT
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COMMUNICATION COMMUNICATION STYLESSTYLES
1928, Emotions of Normal People, William Moulton Marston.
D D -- DominanceDominance
� Motivated to solve problems and get immediate results.
� Tends to question the status quo.
� Prefers direct answers, varied activities, and independence.
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I I -- InfluenceInfluence
� Motivated to persuade and influence others.
� Tends to be open and verbalizes thoughts and feelings.
� Prefers working with people rather than alone.
S S -- Steadiness Steadiness
� Motivated to create a stable, organized environment.
� Tends to be patient and a good listener.
� Prefers participating - rather than directing
� Prefers listening to talking.
C C -- Conscientiousness Conscientiousness
� Motivated to achieve high personal standards
� Tends to be diplomatic and carefully weighs pros and cons.
� Prefers environments with clearly defined expectations.
MotivationsMotivations
� D – solve problems and get immediate results
� I – persuade and influence others
� S – create a stable, organized environment
� C – achieve high personal standards
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YOUR ACTION PLANYOUR ACTION PLAN
� Job description
� Develop materials
� Identify prospects
� Ask for involvement
� Begin meeting / develop goals
� Provide feedback / encouragement
� Lead by example
QUESTIONSQUESTIONS
Contact Information:
Kirsten M. Bullock, MBA, CFREGrowingYourDonors.com