AFP Yosemite Chapter: Teams that Work


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It’s fashionable to talk about the team approach to fundraising, but in reality, how do you make that happen? You have development staff, program staff, board members, volunteers, and, of course, the donor that are all members of your fundraising team. In this session, we’ll address roles and expectations of team members, and how to motivate people to work together.

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  • Stickiness factor: memorable?—seven impressions before it takes; structure messages so they reinforce each other—we’ll talk about this in the storytelling training Power of Context: Is the time right? Is the donor receptive? Are we in an environment that encourages gifts? Example: More runs, the better--however there’s a cognitive limit (seven channels) Law of the Few—Connectors, Mavens, Closers
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  • AFP Yosemite Chapter: Teams that Work

    1. 1. Teams that Work Motivating Staff & Board for Successful Fundraising Alice L. Ferris, MBA, CFRE James S. Anderson AFP Yosemite Chapter - August 20, 2009
    2. 2. What kind of team member are you?
    3. 3. How to Motivate Effective Teams <ul><li>Manage expectations at the front and be consistent </li></ul><ul><li>Provide support and motivation that is appropriate for their desires </li></ul><ul><li>Create room to celebrate victories </li></ul>
    4. 4. Managing Expectations <ul><li>What’s their role? </li></ul><ul><li>What are their capabilities? </li></ul><ul><li>What are your expectations of them? </li></ul><ul><li>What are their expectations of you? </li></ul>
    5. 5. Team Member Roles
    6. 6. The Tipping Point Malcolm Gladwell
    7. 7. <ul><li>Connectors </li></ul><ul><li>Know the right people </li></ul><ul><li>Open doors </li></ul><ul><li>Center of web </li></ul><ul><li>Wide network of influence </li></ul><ul><li>Socially astute </li></ul>The Tipping Point
    8. 8. The Tipping Point <ul><li>Mavens/Experts </li></ul><ul><li>Passionate about information </li></ul><ul><li>Storytellers </li></ul><ul><li>Specialist/Information broker </li></ul><ul><li>Can trigger change just </li></ul><ul><li>because of knowledge </li></ul>
    9. 9. The Tipping Point <ul><li>Salespeople/Closers </li></ul><ul><li>Charismatic & persuasive </li></ul><ul><li>Personal connection </li></ul><ul><li>Help make message stick </li></ul>
    10. 10. Volunteer & Staff Capabilities
    11. 11. Program Staff
    12. 12. Volunteers
    13. 13. Development Staff
    14. 14. Articulate Expectations <ul><ul><ul><ul><li>S pecific </li></ul></ul></ul></ul><ul><ul><ul><ul><li>M easurable </li></ul></ul></ul></ul><ul><ul><ul><ul><li>A ction oriented </li></ul></ul></ul></ul><ul><ul><ul><ul><li>R ealistic </li></ul></ul></ul></ul><ul><ul><ul><ul><li>T ime-bound </li></ul></ul></ul></ul>
    15. 15. Understanding What They Want
    16. 16. <ul><li>NEEDS </li></ul><ul><li>Food </li></ul><ul><li>Transportation </li></ul><ul><li>Relaxation </li></ul><ul><li>Liquids </li></ul><ul><li>Recognition </li></ul><ul><li>Entertainment </li></ul><ul><li>WANTS </li></ul><ul><li>Interesting Cheese </li></ul><ul><li>Honda Hybrid </li></ul><ul><li>Spa Day! </li></ul><ul><li>Red Wine </li></ul><ul><li>Engraved Plaque </li></ul><ul><li>Polo Extravaganza IV! </li></ul>We choose what we &quot;WANT” not what we NEED.
    17. 17. Primary Motivations <ul><li>Powerful Self-Orientations </li></ul><ul><ul><li>Principle </li></ul></ul><ul><ul><li>Status </li></ul></ul><ul><ul><li>Action </li></ul></ul><ul><li>VALS System: SRI Consulting Business Intelligence </li></ul>
    18. 19. <ul><li>Motivated by ideals & intellectual criteria: quality, integrity, consistency, or tradition </li></ul>Principle Oriented <ul><ul><li>Idea driven with a “moral code” </li></ul></ul><ul><ul><li>Private, mentally active and curious </li></ul></ul><ul><ul><li>Decisions based on… </li></ul></ul><ul><ul><li>“ What IS Good” </li></ul></ul>
    19. 20. <ul><li>Motivated by a desire to demonstrate success to peers </li></ul>Status Oriented <ul><ul><li>Role conscious </li></ul></ul><ul><ul><li>Concerned with perceptions </li></ul></ul><ul><ul><li>Social roles are their framework </li></ul></ul><ul><ul><li>Decisions based on… </li></ul></ul><ul><ul><li>“ What LOOKS Good” </li></ul></ul>
    20. 21. <ul><li>Motivated by a desire for social or physical activity, variety, & risk taking </li></ul><ul><ul><li>Focused on emotional impact </li></ul></ul><ul><ul><li>Sociable, physically active and daring </li></ul></ul><ul><ul><li>Decisions based on... </li></ul></ul><ul><ul><li>“ What FEELS Good ” </li></ul></ul>Action Oriented
    21. 22. What FEELS Good?
    22. 23. What LOOKS Good?
    23. 24. What IS Good?
    24. 25. Celebrations <ul><li>Truthful </li></ul><ul><li>Thoughtful </li></ul><ul><li>Timely </li></ul>
    25. 26. Consulting, LLC Contact Information: Alice L. Ferris, MBA, CFRE [email_address] James S. Anderson [email_address]