October 21, 2009Northwest Pennsylvania’s 9th Annual Nonprofit Day

Presented by:Gary RickJeffrey Byrne & Associates, Inc.

Your Board as Ambassadors and Advocates

About Gary Rick

Vice President, Jeffrey Byrne & Associates, Inc.

•A national fundraising consultant for JB&A since 2007•In 23 years with the YMCA in four different cities developed a reputation of turning deficits into surpluses•Ran more than 20 annual campaigns•Presented at this year’s national YMCA convention in Dallas, TX on involving members and volunteers in the campaign process •Facilitates capital campaign and volunteer workshops nationally•Consults on all phases of annual and capital campaigns•Provided leadership to a capital campaign at a YMCA of Pittsburgh branch that led to a complete operational turnaround•B.S. degree in Business Administration/Marketing, PSU

EXPECTATIONS

Why did you choose this topic, this session?

Advocacy

Definition:

ad·vo·ca·cy n. The act of speaking or writing in support of something, such as a cause, idea, or policy

Board Member’s Role

What are your Board members doing

between Board meetings?

WHY ADVOCACY IS IMPORTANT

2008 Charitable Giving : $307.65 Billion

Source: Giving USA Foundation™ / Giving USA 2009

Individuals$229.28

75%

Foundations$41.21 13%

Bequests$22.66

7%

Corporations$14.50

5%

Cultivation and Stewardship

STEWARDSHIP

CULTIVATION

• Donations result from relationship building inside and outside the organization.

• Without evidence of how an organization meets its mission in the community, prospects/donors are not motivated to support with time, talent and money.

Donations Result from Relationships and Education

The People We Know

From the moment you get out of bed in the morning to when you go to sleep at night, how many people do you come into contact with?

How many of these will the organization and Executive Director reach with its message?

How many will your printed materials and other forms of promotion reach?

How does your organization share stories of impact?

• Direct mail

• Brochures

• Website

• Flyers

• Social media (Facebook, Twitter, etc.)

• Newspaper articles

• News releases

• Special events

• Word of Mouth

Do you…?

..… know how your current donors first found out about your organization?

….. know who introduced them to become involved?

…... thank persons who make it happen?

Board Member’s Role

What could your Board members doing

between Board meetings?

THE MESSAGE

Emotion Drives Gifts

Emotion and stories of impact drive support, not brochures and the words of mission statements

What counts is not what the organizations say about itself, but what others say about it.

Strength in Numbers!

The power in numbers

25 board members x 1 per week = 1200 year

Excitement or Apathy!

• Do your board members really KNOW and are they able to articulate what you do?

• Are your board members excited about what you do?

• Are YOU excited about what your organization does?

The Fear of Rejection

One of the main reasons volunteers give for not wanting to raise money is a fear of rejection.

Nobody is going to REJECT a good story from a friend

In most cases, inform prospect that

you are NOT going to ask for money on this visit

Ways for Board Members to Advocate

Bearer of Good News

People want to share good news!

When was the last time you couldn’t wait to tell someone something

“I volunteer at the organization and neatest thing happened today”

Parables versus statistics and pie charts!

Message

What do you want your board members saying about your organization?

Make a master checklist of information you want the opinion leaders to receive

Don’t leave to chance.

Equip with Stories

They have no understanding of the stories that are being made every day in your organization.

Bargain for testimonial letters

Collect stories year round and keep them

Interview those who benefit from the program

Advocacy Committee of Board?

Ask staff for stories and incentive to do so

Underdogs and Good Guys

Timeless…

People have always loved stories of good over evil

Underdogs overcoming odds

Your Organization’s Bible?

The Anne Frank Syndrome

CREATING A CULTURE OF ADVOCACY

Advocacy Takes Practice

From the Lazy Boy chair… to the Treadmill

Cultivating stewardship is a step by step process

Year Round Effort

• Advocacy is a year round effort, not just before campaigns.

• Set Goals to Encourage Advocacy

Advocacy - Cultivation

• Help prospects “see” and “feel” your organization.

• Meet prospects where they are – visit them.

• Regular contact – look for ways to keep in touch.

• How can you help or benefit prospects?

(advice, resources, connections, interests)

• Bring prospects closer.  Find ways to connect them with program & other staff.

• Ask for advice.

• Help prospects “see” and “feel” your organization.

• Meet prospects where they are – visit them.

• Regular contact – look for ways to keep in touch.

• How can you help or benefit prospects?

(advice, resources, connections, interests)

• Bring prospects closer.  Find ways to connect them with program & other staff.

• Ask for advice.

Techniques to Consider with Donors

1) Tickets and invitations to events

2) Notes

3) Videos

4) “Off-day” cards (Thanksgiving, other holidays)

5) Handwritten and E-notes on meaningful occasions

6) Clips

7) Pictures

8) Statistics and progress reports

9) Historical data/archival items

1) Tickets and invitations to events

2) Notes

3) Videos

4) “Off-day” cards (Thanksgiving, other holidays)

5) Handwritten and E-notes on meaningful occasions

6) Clips

7) Pictures

8) Statistics and progress reports

9) Historical data/archival items

Thank You as a Cultivation Tool - Some Tips

1) Offer a warm welcome!

2) The more personal the better

3) Promptness, completeness and accuracy pay

4) Tell stories

5) Be memorable

6) Be unexpected

7) Be sincere and reflect the prospect’s values

1) Offer a warm welcome!

2) The more personal the better

3) Promptness, completeness and accuracy pay

4) Tell stories

5) Be memorable

6) Be unexpected

7) Be sincere and reflect the prospect’s values

The Flood and Fried Chicken

Youth Sports (McKees Rocks)

$150,000 Gift

Plane conversation

Some stories of our own …

ADDITIONAL RESOURCES

Questions?

Gary Rick, Vice President

Jeffrey Byrne & Associates, Inc.

800.222.9233

412-600-7876

www.FundraisingJBA.com

Thank You