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State                          Board                          Training                          Consortium’s Achieving Exc...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance          State Board Training Consortium’s    Achi...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
State Board Training Consortium’s ** Achieving Excellence in Governance                State Board Training Consortium’s  ...
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Sbtc f dev complete

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  • Include list of fund raising activities from A2HBB grant writing class
  • Include list of fund raising activities from A2HBB grant writing class
  • Stick with one of your selected strategies and complete the worksheet (10 minutes)
  • Sometimes an effort can have tremendous educational value or “friend-raising” value—Don’t undervalue these efforts simply because the dollars did not follow.
  • Sometimes an effort can have tremendous educational value or “friend-raising” value—Don’t undervalue these efforts simply because the dollars did not follow.
  • Transcript of "Sbtc f dev complete"

    1. 1. State Board Training Consortium’s Achieving Excellence in Governance A training series designed specifically for Boards of Directors of Nonprofit Organizations Fund Development for Nonprofit BoardsFREE TO NONPROFITS AFFILIATED WITH: DEVELOPED & PRESENTED BY:· NYS Office of Alcoholism & Substance Abuse Services Karen M. Carpenter-Palumbo, Commissioner Council of Community Services· NYS Office of Mental Health of New York State, Inc. Michael F. Hogan, PhD, Commissioner· NYS Department of Healths AIDS Institute & Center for Community Health Richard F. Daines M.D., Commissioner www.ccsnys.org· NYS Office of Children and Family Services David P. Paterson info@ccsnys.org Gladys Carrion, Esq., Commissioner / Governor `
    2. 2. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Key Learning Objectives• Identify fund development responsibilities of the board, development committee, and staff• Learn the components of a development plan• Understand resource development strategies• Learn ways of getting board “buy-in” to fundraising/fund development• Develop strategies for successful solicitationCouncil of Community Services of New York State, Inc 2008 SBTC Series
    3. 3. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Board of Directors: Major Policy and Monitoring Functions • Board management and development • Personnel management • Fiscal oversight • Program - quality assurance • Strategic Planning • Fund DevelopmentCouncil of Community Services of New York State, Inc 2008 SBTC Series
    4. 4. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in GovernanceFund Development Responsibilities of anEffective Board • Accountability • Ethical Principles • Oversight • ParticipationCouncil of Community Services of New York State, Inc 2008 SBTC Series
    5. 5. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Accountability • For all authorized activities generating financial support on the organization’s behalf • Meeting all regulatory requirements: • Attorney General’s Office (requirements in manual) • IRS • Other • Compliance with ethical standardsCouncil of Community Services of New York State, Inc 2008 SBTC Series
    6. 6. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in GovernanceEthical Principles • Awareness of, and compliance with, the intent of federal, state and local laws regulating charitable solicitation • Establish and exercise adequate controls over fundraising activities • Accuracy, integrity and accountability in all solicitation activities, materials, representations, etc.Council of Community Services of New York State, Inc 2008 SBTC Series
    7. 7. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in GovernanceEthical Principles • Motivated by mission, merits & resource needs • Respect for the privacy of donors • Administrative and fundraising expenses should be fair, reasonable, documented, and disclosed to ensure maximum support is devoted to the missionCouncil of Community Services of New York State, Inc 2008 SBTC Series
    8. 8. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Oversight • Establishing a governance structure • Ensure development efforts meet the budgetary needs • Ensure resources are available to maximize returns • Approval of the annual development planCouncil of Community Services of New York State, Inc 2008 SBTC Series
    9. 9. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance • What are the agency’s real needs? • Is current funding sufficient? • Would funds raised effect existing funding streams? • Where have the resources come from in the past? • What are the funding trends? • Are the funding streams diversified? • What would be the impact of a funding cut from any source? • What is our goal? • Increased name recognition • Unrestricted dollars • Fund a specific program • Building donor base • Connecting with affluent people • Capital improvementsCouncil of Community Services of New York State, Inc 2008 SBTC Series
    10. 10. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Participation • Personal contribution • Involvement • Identifying and cultivating resources • Government relations • SolicitationCouncil of Community Services of New York State, Inc 2008 SBTC Series
    11. 11. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Who’s on First? The Development Committee • Prepares Development Plan for Board approval • Models and encourages full Board involvement in implementation • Monitors and reports progress • Evaluates efforts • Revises planCouncil of Community Services of New York State, Inc 2008 SBTC Series
    12. 12. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Why have a plan? • Gets rid of magical thinking • Coordinates Board, fund raising and marketing efforts with the organizational strategic plan • Gets “buy-in” from participants regarding: – Goals – Priorities – AccountabilityCouncil of Community Services of New York State, Inc 2008 SBTC Series
    13. 13. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Why have a plan? (cont’d) • Helps to pace your annual efforts • Great orientation tool for new Board Members and Committee Volunteers • Creates understanding of everyone’s fund raising roles and responsibilities • Outcome orientation helps you measure your success!Council of Community Services of New York State, Inc 2008 SBTC Series
    14. 14. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in GovernanceWhat is a Development Plan?(or…taking the gamble out of fund development) A detailed plan of how needed resources will be obtained, including: – The case for support…who needs us? – Fund Development environmental analysis – Goals – Strategies – Budget and human resource needs – Timelines – Accountability – EvaluationCouncil of Community Services of New York State, Inc 2008 SBTC Series
    15. 15. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance What is a Case for Support? • What do you need money for? • How much do you need? • Why would someone want to contribute? • Benefits to clients • Benefits to the donor • Benefits to the communityCouncil of Community Services of New York State, Inc 2008 SBTC Series
    16. 16. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Analysis of Fund Development Environment External Environment: • Competitors • Community awareness • Perceptions of activities (quality and need) • Economy • Availability of human resourcesCouncil of Community Services of New York State, Inc 2008 SBTC Series
    17. 17. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Analysis of Fund Development Environment (cont’d) Internal Environment • Staffing allocated to fund raising • Adequate space and technology • Budget availability for development efforts • Volunteers’ commitment to fundraising • Strategies • Budget and human resource needs • Timelines • Accountability • EvaluationCouncil of Community Services of New York State, Inc 2008 SBTC Series
    18. 18. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Set SMART Goals! Specific Measurable Attainable Realistic Tangible Take It One Step At A Time!Council of Community Services of New York State, Inc 2008 SBTC Series
    19. 19. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Set Your Goals…• How much funding do you want to bring into the organization within the next year?• What is the breakdown between operating and programmatic monies?• Is your current budget a realistic one or one that reflects your ideal (you can have both!)• How much funding do you want to bring into the organization over the next two or three years?• How much of an increase will your operating expense be?• Do you anticipate expanding current programs or starting up new ones?Council of Community Services of New York State, Inc 2008 SBTC Series
    20. 20. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Keep in mind… Those internal and external factors that influence your goals but may change, such as… • Programmatic changes • Staff structure (number, qualifications, etc…) • Board and community support • Local, state or national factors that can influence fund raising (think 9-11 or Hurricane Katrina)Council of Community Services of New York State, Inc 2008 SBTC Series
    21. 21. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Income-generating Strategies • Grants • Earned revenue • Entrepreneurial activities • Fund raising activities • On-line activity • Special events • Direct mail • Radio, television or print ads • Phone-a-thons • Planned Giving • Face-to-face solicitationCouncil of Community Services of New York State, Inc 2008 SBTC Series
    22. 22. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Each Strategy Serves a Purpose While it may not offer the greatest financial return, it may: • Establish credibility • Generate positive public exposure for organization • Reach out to potential new donors • Involve new volunteers — your best ambassadors in the communityCouncil of Community Services of New York State, Inc 2008 SBTC Series
    23. 23. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Success Rate of Fund Raising Activities Based on Ratio of Time Invested to Financial ReturnPersonal face to face ask by a known peer 50%Personal phone call by a known peer 30%Personal letter by a known peer 15% (on their stationery)Phone-a-thon (by a volunteer or paid caller) 10%Direct Mail 1-5%Special Events Least Effective StrategyCouncil of Community Services of New York State, Inc 2008 SBTC Series
    24. 24. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Master Budget • It takes money to raise money, but how much can you afford? (can cost up to 30% of anticipated revenue) • Remember that time is money — if it takes time, there is a cost • Even volunteer-driven fund raising efforts require adequate staffing, space and technology to support volunteers • Remember to include all costs (direct or hidden): – Staff time – Space and technology needs – Marketing and advertisingCouncil of Community Services of New York State, Inc 2008 SBTC Series
    25. 25. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Master Timeline Space out major events and asks Strategy Jan Feb March April May June Special Event Direct Mail Campaign Volunteers Recruited Follow-up Solicitation Media Thrust NewslettersCouncil of Community Services of New York State, Inc 2008 SBTC Series
    26. 26. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Exercise 2: Accountability Prepare a Written Action Plan Tasks Key person Resources Target Date OutcomeCouncil of Community Services of New York State, Inc 2008 SBTC Series
    27. 27. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance So How Did We Do? Evaluating the Plan • Review and fine-tune the plan annually • Were costs within 30% of income? • Were targets and outcomes realistic? • Consider the non-financial benefits of each effort? • Are you moving toward your long-term goals?Council of Community Services of New York State, Inc 2008 SBTC Series
    28. 28. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Why Focus on the Individual? • Source of 75% of charitable contributions • Reduced funding from government and foundations • Accumulation of private wealth – Due to stock market growth – Transfer of wealth to baby boomer from the generation that saved • Need for unrestricted dollars • Requires Board involvementCouncil of Community Services of New York State, Inc 2008 SBTC Series
    29. 29. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance 2006 Charitable Giving: $240.72 Billion $ 12.72 Individuals 75.6% $ 36.50 Bequests 7.8% Foundations 12.4% Corporations 4.3 % $ 22.91 Sources of Contributions $ 222.89Council of Community Services of New York State, Inc 2008 SBTC Series
    30. 30. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in GovernanceKey Concepts In Fundraising…  People earning under $40,000 per year donate a higher percentage of their income than those earning more.  80% of the money you raise will come from 20% of the donors  Development is the process of building relationships  Fund-raising is setting up opportunities to actually ask for money  You better have a plan to cultivate those donors!Council of Community Services of New York State, Inc 2008 SBTC Series
    31. 31. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Board Roles and Responsibilities for Cultivating Individual Giving Board of Directors  Identification  Cultivation  Solicitation Development Committee  Planning  Training/Modeling  Oversight  Monitoring  EvaluationCouncil of Community Services of New York State, Inc 2008 SBTC Series
    32. 32. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance What about the CEO’s role?• Articulate vision of the organization• Ensure organization operates in a way that merits support• Major role in identification, cultivation and solicitation of major gift prospects• Works closely with Board to encourage and support their involvement• Ensure Development staff has internal relationships, staffing and budget to achieve goalsCouncil of Community Services of New York State, Inc 2008 SBTC Series
    33. 33. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance What’s Left for the Development Staff? Staff supports volunteers in the following efforts: • Planning and evaluation • Resource development • Resource management • Implementation • Public Relations • EvaluationCouncil of Community Services of New York State, Inc 2008 SBTC Series
    34. 34. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance O.K. I Get It! Now How Do I Get My Board on Board? • Identify skill gaps among current members • Recruit new members with needed skills • Invest in Board training • Set an example • Establish coaching relationships • Set reasonable goalsCouncil of Community Services of New York State, Inc 2008 SBTC Series
    35. 35. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Direct Solicitation...Not Me! • What you believe in must be bigger than what you are afraid of. • You are giving people an opportunity to have an impact on a community problem they care about-- It’s simply up to you to share your passion. The dollars WILL follow.Council of Community Services of New York State, Inc 2008 SBTC Series
    36. 36. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Who Should Do the Asking? • Develop a strategy for approaching each individual • Remember that the most effective strategy is a personal face-to-face ask by a known peerCouncil of Community Services of New York State, Inc 2008 SBTC Series
    37. 37. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Development is 90% Cultivation and 10% Solicitation Identification Screening Introduction Org. Reaction Familiarization Appreciation Prospect Reaction Solicitation Rating InvolvementCouncil of Community Services of New York State, Inc 2008 SBTC Series
    38. 38. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Warning: Don’t only target the “haves”• 75% of all money donated to charity comes from individuals, and 85% of that comes from people earning less than $40,000 a year.• Attitude toward giving and helping is more important than having or wealth.Council of Community Services of New York State, Inc 2008 SBTC Series
    39. 39. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Identification Where Do I Find My Prospects? • Those actively involved • Those with some relationship • Those with a natural inclination • Those who are active in philanthropy • Those who could contribute but have no history of givingCouncil of Community Services of New York State, Inc 2008 SBTC Series
    40. 40. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance When Should I Ask? Cultivation of Prospects • The higher the ask, the longer the cultivation period • An annual fund gift is requested annually, generally through direct mail, phone-a- thons, or mass marketing • Major gifts (10-25 times their annual gift) are infrequently asked for or given and require a personalized cultivation plan and solicitation © 2000 All Rights ReservedCouncil of Community Services of New York State, Inc 2008 SBTC Series
    41. 41. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in GovernanceRemember why people give • Share goals the organization pursues • Personal gratitude toward the organization • Enlightened self-interest • Involvement in the life of the organization • Being asked • JoyCouncil of Community Services of New York State, Inc 2008 SBTC Series
    42. 42. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance What If They Say “NO”? Overcoming Objections • Anticipate objections and be prepared • Encourage prospect to tell you their reasons • Listen carefully • Clarify misinformation and offer opportunities to become more familiar with the cause • Continue cultivationCouncil of Community Services of New York State, Inc 2008 SBTC Series
    43. 43. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Post Campaign Necessities • Acknowledge all gifts and pledges • Thank each donor promptly and personally • Continue building on donor’s interest — start working toward the ULTIMATE gift • Publicize the donor’s generosity • Hold a wrap-up meeting with solicitation teamCouncil of Community Services of New York State, Inc 2008 SBTC Series
    44. 44. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Remember:• People give to other people — establishing relationships are key• People give because of self-interest — know what motivates your donors• Respect donor privacy and wishes• Raising money is a long-term process• Money follows people—get prospects involved• Diversify your funding streams• Few people give without being askedCouncil of Community Services of New York State, Inc 2008 SBTC Series
    45. 45. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance And don’t forget:• Plan ahead—raising $$$ takes time• Passion and compassion are critical• “Key person” fund raising is most effective• Make sure you have a quality “product”• Marketing is how people know you• Writing proposals is not grantsmanship• Fund development is an every day art © 2000 All Rights ReservedCouncil of Community Services of New York State, Inc 2008 SBTC Series
    46. 46. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in GovernanceNow What?• Take a hard look at your board to identify skill gaps and develop a recruitment plan to fill them• Consider board training to help members understand their fund development roles• Assess if current resources are sufficient to achieve the organization’s mission• Prepare a fund development plan to address current & anticipated needsCouncil of Community Services of New York State, Inc 2008 SBTC Series
    47. 47. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Celebrate your success! © 2000 All Rights ReservedCouncil of Community Services of New York State, Inc 2008 SBTC Series
    48. 48. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Added Ideas, Comments, Questions???Council of Community Services of New York State, Inc 2007 2008 SBTC Series
    49. 49. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in GovernanceOnline Giving Research • Overall, online giving climbed 37 % in 2006 over 2005 • 47 % of organizations indicated they use the internet to solicit gifts, compared to 34 % in 2002 and 37% in 2001. Of those who provide online giving opportunities, 61 % raised more money in 2003 than they did in 2002 •Council of Community Services of New York State, Inc 2008 SBTC Series
    50. 50. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance• More than 65% of donors used information from the internet before giving, whether online or offline – and 40% always go online before giving, regardless of whether its online or offline• The majority of online donors have little to no prior giving history with an organization. This means it could be easier to acquire an online donor than it is to convert a current donor into an online donor• Roughly 19% of people donate online (compared to shopping at 67% and banking at 41%Council of Community Services of New York State, Inc 2008 SBTC Series
    51. 51. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in GovernanceGetting Grants: The Process • Need is recognized • Idea for solution • Identify funding source • Relationship building • Proposal writing • Submission • Celebrate!Council of Community Services of New York State, Inc 2008 SBTC Series
    52. 52. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Earned Revenue Examples • Fees for services rendered • Sale of a product/publication • Medicaid/insurance payments received • Performance-based government contractsCouncil of Community Services of New York State, Inc 2008 SBTC Series
    53. 53. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Entrepreneurial Ventures Earned revenue generating (profit-making) ventures that are either:  Related to mission (consistent with mission)  Unrelated (not consistent with mission) Remember, Unrelated Business Income Tax comes into play if the activity is outside the missionCouncil of Community Services of New York State, Inc 2008 SBTC Series
    54. 54. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Exercise 1 John and Jane Dough have offered to give a $10,000 gift of appreciated stock to an agency in this room. Why should it be your agency?Council of Community Services of New York State, Inc 2008 SBTC Series
    55. 55. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Exercise 1: Strategies• Identify three strategies that you have used in fund development• Identify a strategy that would be appropriate for one of your identified goals• Consider what must happen to be successful • How much will it cost? • Where will the “up front” money • come from? • Who will be responsible? • When does it need to be done by? • How will we measure success?Council of Community Services of New York State, Inc 2008 SBTC Series
    56. 56. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance If 80% of the money you raise comes from 20% of the donors, you better have a plan to cultivate those donors!Council of Community Services of New York State, Inc 2008 SBTC Series
    57. 57. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance How Much Should I Ask For? Rating Prospects • Involve 3-4 knowledgeable community volunteers • Provide a list of 50-100 prospects grouped by affiliation with your organization, giving history and pattern and community philanthropy • Volunteers match prospects with a gift range & add anecdotal information • Information is shared with selected solicitorCouncil of Community Services of New York State, Inc 2008 SBTC Series
    58. 58. State Board Training Consortium’s ** Achieving Excellence in Governance State Board Training Consortium’s Achieving Excellence in Governance Sample Rating Form Rated by:________ Prospect Relationship >$1000 >$5000 Other Possible Information SolicitorCouncil of Community Services of New York State, Inc 2008 SBTC Series
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