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  • 1. Serving More Doing More The Roles of the Board
  • 2. Agenda • Where we are going • Recruiting a strategically composed board • Attracting influential – Attributes and affluent potential – Deep engagement board members and – donors Powerful stewardship – Philanthropic – The process investments – Our roles – The recruitment – What about the conversation economy • Moving forward
  • 3. Job #1 – Mission, Vision, Values • Know the vision and Girls Inc “story” • Be able to tell, with passion • Be authentic, underpin with values • Concrete examples, stories, statistics, third party endorsements • Focus on impact and outcomes (C) The Osborne Group, Inc. 3
  • 4. How Can We Help You? • Make the vision and story your own • Increase comfort in sharing it
  • 5. Attracting Affluent and Influential Others As donors, champions, potential board members
  • 6. Fill the Funnel Before the Pipeline! • Share the message with as many people as possible – One-on-one – Small gatherings – Large events – Various media – In the elevator!
  • 7. Communicate and Engage**”Forces of Good” The Power of “Vision Meetings” Mission Vision Values (c) The Osborne Group, Inc. 7
  • 8. A Word About the Economy (C) The Osborne Group, Inc. 8
  • 9. Navigating This Downturn* *“When Growth Stalls”, Olson, von Beven, HBR March 2008 Factors Factors within your outside control your control Economic 13% 87% Strategic Downturn – Factors – 70% 4% Organizational Factors – 17% 9 (C) The Osborne Group, Inc.
  • 10. Suze Orman 10 (C) The Osborne Group, Inc.
  • 11. Still Giving But to Fewer* *Forbes Magazine Interview with Financial Advisors.2.16.09 • Taking a wait and See • Sticking with existing partnerships • Focusing on values and alignment • Seeking leverage and collaboration • Desire impact and meaning • Looking for transparency and accountability • Want hands on engagement (C) The Osborne Group, Inc. 11
  • 12. Job #2 -- Investing • Giving stretch gifts annually and joyfully – 20%+ of philanthropy goal • Giving to special campaigns and initiatives – 35%+ of goal • Increasing gifts over time • Including all decision makers • Providing feedback (C) The Osborne Group, Inc. 12
  • 13. Counter Gloomy Media Messages • The media is reporting drops in giving and that affects our donors • Counter with donor to donor messages about “Why I’m still giving” (C) The Osborne Group, Inc. 13
  • 14. Business Week™ When Service Means Survival • Flex your workforce • Spoil your best staff • Invest in simple technology • Baby your best customers “Shifting resources from acquiring new customers to keeping old ones” (C) The Osborne Group, Inc. 14
  • 15. Recession Proof Your Fundraising *Seizing the Day in Slippery Times- New York Times 5.21.08 1. Coddle your best “customers” 2. Stay in contact 3. Stand out from the pack 4. Be flexible 5. Stay visible 6. Diversify 7. Look after your best staff (C) The Osborne Group, Inc. 15 (C) The Osborne Group, Inc.
  • 16. “WOW” Experiences (C) The Osborne Group, Inc. 16
  • 17. Some Things in Your Control!**Leadership, March 2008 1. Remember that the downturn won’t last 2. Encourage optimism 3. Ask better questions 4. Risk still works 5. Celebrate success 6. Invest in top 5% 7. Time for fresh ideas 17 (C) The Osborne Group, Inc.
  • 18. 4 to 11 Times More to Acquire Than Keep Old Friends (C) The Osborne Group, Inc. 18
  • 19. Stewardship is a BIG Answer! • Spending as agreed • Documenting accurately Accountability • Managing wisely • Within 24-72 hours • Reiterating “The Promise” Acknowledgement • In a way that is appropriate • And personally meaningful Recognition • Demonstrating the significance and impact • Providing JOY! Impact (C) The Osborne Group, Inc. 19
  • 20. Attributes?
  • 21. Attributes • MUST HAVE • IMPORTANT – – Integrity Strategic thinker – – Intelligence Participate in FD – – Passion for mission Network – – Generous donor Capacity to invest – • HELPFUL Personally philanthropic – Understands – Experience board philanthropy’s role member – Informed ambassador – Diversity – Expertise – Political connections
  • 22. What Makes a GREAT Prospective Donor? • What are we looking for in order to QUALIFY? (C) The Osborne Group, Inc. 22
  • 23. What Makes a GREAT Prospective Donor • Current donor • Frequent donor • Generous donor • Philanthropic • Affinity for cause • Degrees of separation • Capacity to give (C) The Osborne Group, Inc. 23
  • 24. Creating A World Class Board© The Osborne Group, Inc. Vision meetings Fill the & other funnel engagement before the High-level pipeline Engagement Year-End Discussion and Solicit Solicit Educate, Engage, Steward Steward Orient to Board Enter the Board with on-going Candidate mentoring Pipeline Vet the Recruit to Board Candidate
  • 25. Deep Engagement • Engaged households of average citizens give 38% more than non-volunteering households* *National Speaker at 2008 ES Conference (C) The Osborne Group, Inc. 25
  • 26. $200k+ Salary, $1M Liquid Assets* *Bank of America, University of Indiana 2009 • 98.2% gave – 70% of all Americans • $80,249 average – 9% of income • $855,200 average of wealthiest ($5m+) (C) The Osborne Group, Inc. 26
  • 27. Factors* *Bank of America, University of Indiana 2009 • Attending religious services • $111,137 – $76,112 • $124,267 • Volunteering – $35,127 • $158,194 • Using professional expertise • $243,935 • Engaging children in – 3x as much as those philanthropy who did not (C) The Osborne Group, Inc. 27
  • 28. Artfully Asking to Invest in Our Girls
  • 29. Job # Three Fundraising • Be accountable, transparent, prudent, • Be in contact – – LET DONORS KNOW THAT THEIR GIFTS MADE A DIFFERENCE! • Help identify and engage prospective donors • Invest in the philanthropy office • Ask others to join you (C) The Osborne Group, Inc. 29
  • 30. Your Role • I Believe • I Support • Please join me!
  • 31. The Recruitment Conversation
  • 32. Final Vetting • Do they meet all of the MUST HAVES? • Many of the IMPORTANT? • Some of the HELPFUL? • Do they know several board members? • Will they fit in? • Will other decision makers support them?
  • 33. The Seven Sins of Trusteeship* *Jerry Panas 1. Acceptance without Commitment 2. Membership without Attendance 3. Affiliation without Dedication 4. Meetings without Participation 5. Decisions without Integrity 6. Involvement without Advocacy 7. Identification without Giving (C) The Osborne Group, Inc. 33
  • 34. Job #4 -- Governance • Governor from strength • Think strategically • Manage for results • Own the outcomes Will the candidates be Good governors? (C) The Osborne Group, Inc. 34
  • 35. Artfully Asking With Dignity • In person • CEO and chair or member of board development committee or BEST person • Why you want them – what special gifts they bring to the table • Clarity of expectations (C) The Osborne Group, Inc. 35
  • 36. The Upside Down Recruitment Triangle© Yes to Girls Inc Yes to vision & leadership Yes to role of philanthropy Yes to their unique gifts Yes, all questions answered Yes to expectations Would you consider…. (C) The Osborne Group, Inc. 36
  • 37. Follow-up • Welcome • Briefing • Buddy • First meeting • Year-long orientation • Evaluation
  • 38. Moving Forward • How will we move ahead? • How will we hold each accountable? • How will we recognize success?
  • 39. Thanks! (C) The Osborne Group, Inc. 39