to gala or not to gala (boardsource & capital one)

1 @CapitalOne | @BoardSource | @AskEmilyD

To Gala or Not to Gala Capital One

October 28, 2015

© 2015 BoardSource

Emily Davis, Emily Davis Consul0ng Cer0fied Governance Trainer


Getting Started…

§  Please MUTE your phone

§  We will pause for questions/comments

§  Leave your questions/comments in the chat box or questions box

§  Resources following the webinar will be provided


Turn on Your Tech

Follow the conversation…

@BoardSource @CapitalOne @AskEmilyD

#governance #nonprofit #fundraising


Emily Davis, MNM, CGT


Agenda

I.   Define fundraising

II.   Board’s role in fundraising III.   Staff roles in fundraising IV.   Funding sources & strategies V.   Gala fundraising VI.   Asking for gifts


Poll Question

QUESTION CHALLENGE


What is Fundraising?

§  Investment in a mission

§  Improves capacity for impact and change

§  Build relationships – “Friend”raising §  Not begging for money


Board’s Role

Set organizational

direction

Provide oversight

Ensure necessary resources


What does that mean?


Poll Question

Do 100% of board members give a personally significant financial

contribution to your organization every year?

q Yes q No

q Not Sure/ Maybe


100% Board Giving


Board Giving Expectations

•  Give, Get, or Get Off

•  Open-‐ended give and get

•  Flexible give or get •  Specific 0%

20% 40% 60% 80% 68% 74%

46%

Board Par0cipa0on in Giving


Fundraising Policies

§  Gift acceptance policy

§  Personal giving policy

§  Ethics statement

§  Letter of Commitment


Staff & Volunteer Roles

CHIEF EXECUTIVE

DEVELOPMENT STAFF

DEVELOPMENT COMMITTEE


Shared Leadership

§  Board & staff roles should complement one another

§  Training/education for board & staff

§  Board introduced to staff members’ strengths

§  Staff should understand board overall roles & responsibilities, specifically fundraising

§  Types of support board members can provide:

§  Fundraising exper.se §  Knowledge of & connec.on to community

§  Know details of org’s programs

§  Knowledge of current & prospec.ve donors


Poll Question

Does your organization have a written fundraising plan?

q Yes q No

q Not Sure/ Maybe


Fundraising Plan Questions

§  Outlines goals & strategies in various categories?

§  What affects planning?

§  What are the costs to planning?

§  Funding sources (contributed/earned)?

§  Controllable vs. Uncontrollable?

§  Staff or consultant written?


Setting Fundraising Goals


Funding Types

Diversity is key

Individuals

Special events

Foundation grants

Government grants

Corporate sponsorship

Service clubs

Earned income/Social

Enterprise


Individual Funding Sources

§  Direct mail §  Telemarketing § Online giving (websites)

§  Events § Membership §  Annual gifts

§ Major gifts §  Giving circles §  Peer-‐to-‐peer funding ( crowd funding)

§ Memorial/honorary gifts


Fundraising Process

Prospecting Identification Preparation

Cultivating Build the Relationship

Engage the Donor Ask for the Gift

Stewarding Recognition Reporting Communicating Engagement


Giving Pyramid


Spheres of Influence

New gifts

Annual donors

Midsize donors

Major donors

Planned giving


Questions?


Poll Question

How many fundraising events does your organization host annually?

q None

q 1 q 2 – 4 q 5 – 7 q 8+


What is a Gala Event?

“The term ‘gala event’ refers to a large scale fundraising event. Often the most visible fundraising strategy for a nonprofit organization, gala events can be a prominent way to raise awareness – and funds – for an organization.”

-‐ Breaking the Gala Addiction


Galas: Their Purpose


Galas: The Benefits


Galas: The Challenges & Risks

§  Low ROI

§  Staff time

§  Events frequently do not pay for themselves

§  People power to deliver message, publicize

§  Need ongoing opportunities for donor engagement

§  Much of the work happens after the event

§  Keeping expenses low


Gala Revenue Sources

§  Individual ticket sales §  Table sales §  Silent & live auctions §  Corporate sponsorship §  Program advertisement

§  Individual donations– paddle raisers, donation envelopes, personal stories


Gala Expenses

§  Staff time

§  Venue selection

§  Marketing and outreach

§  Talent/entertainment

§  AV/Production

§  Decorations

§  Printing


Galas: Board Participation

§  Ask questions about planning

§  Secure donation items

§  Procure in –kind support

§  Identify & cultivate sponsors

§  Serve as table captains, sell tickets

§  Act as an organizational ambassador

§  Make a personal, public contribution at the gala

§  Debrief event


No matter what…

§  Say thank you

§  Educate

§  Inspire

§  Encourage participation


Questions


The Different Hats We Wear…

Legal Hat

Ambassador Hat

Volunteer Hat


Board Cultivation: Building Relationships


Engage the Donor

Ask for the Gift


YES!!

Yes, but not that much

No

Making the Ask: Outcomes


One more possibility…


Tips for Making the Ask

1.   Prepare 2.   Ask! 3.   Be specific 4.   Thank 5.   Communicate

§  Set a personal fundraising goal §  Share your story/connection to

the mission §  Invite opportunities to

continue the conversation §  Be direct about asking for gifts §  Call, email, write thank yous


Fundraising Process

Prospecting Identification Preparation


Engage the Donor Ask for the Gift



Board Stewardship

“Stewardship, or taking the time to recognize, thank, and educate donors is a critical component of any fundraising strategy. Good stewardship techniques directly affect donors’ decisions to review or increase their support when there is an opportunity to do so.”

-‐ Breaking the Gala Addiction



Questions


One Take Away


Final Questions


Thank you!

BoardSource 750 9th Street, NW

Suite 650 Washington, DC 20001

Phone (202) 349-‐2500

Web site: www.boardsource.org

Emily Davis, MNM, CGT Emily Davis Consulting

(720) 515-‐082 [email protected]

emilydavisconsulting.com

to gala or not to gala (boardsource & capital one)

Government & Nonprofit