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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

kirsten@GrowingYourDonors.com502.708.1020