The Board’s Role in Fundraising

Michael Bacon, CFREBeverly Seffel

Does this sound familiar?

“Isn’t that the staff’s job?”

“I’m giving my time… that’s enough.”

“I don’t know anyone.”

“I’ll do anything but ask for money.”

Reality is most board members…

aren’t fully engaged.

don’t understand the mission or impact well enough to talk about it.

are reluctant to open doors to their contacts..

are afraid of fundraising.

What tools does the Board need?

Passion for our cause

A strong case for giving

Powerful stories about how we make a difference

Staff support for accountability

Training about how to make an ask

How Can Our Board Help With Fundraising?

Know our mission by heart

Be able to tell one story with passion

Basic knowledge of our programs and clients

Make your own financial gift first

How Can Our Board Help With Fundraising?

Help identify new prospects

Set up a meeting for staff with a prospect

Invite prospects to take a tour of our nonprofit

Invite prospects to join you at an event

Be involved in thanking donors (calls, notes, visits)

The Sequence of Willingness

Offer up names

Make a call to set up an visit

Go on the visit even if you don’t ask

Make the ask of your friend

Driving Your Board

What are your individual Board member’s comfort zone?

It’s not just about asking for money!

How Do You Feel When You Give?

Share your story with someone next to you.

Compare stories…

10 Ways To Encourage The Board To Raise Money

1. Board Chair/Committee Chair hold people accountable.

2. Develop a job description that includes fundraising.

3. Create a timeline for fundraising that lends urgency.

4. Create a line item in the budget called “Board Fundraising”

10 Ways To Encourage The Board To Raise Money

5. Assign names: the “rolling 5”.

6. At each meeting, everyone self-reports on their progress.

7. Create challenges, competitions among the Board.

External challenges based on behavior (new names, # of visits)

Internal challenges from a key board member Prizes based on benchmarks (gift certificates, parking

space) Symbol Awards (Most Improved, Courageous Asker…)

10 Ways To EncourageThe Board to Raise Money

8. Provide training on how to make an ask.

9. Invite a group of donors to talk about why they give.

10. Invite clients to come share how their lives have been affected.

What Works For You?

Share with each other examples of how you have effectively encouraged the Board to raise money.

What have you done or what have you seen working?

Tools You Can Use

Prospect Brainstorming Sheet

Where Does The Money Come From?