Diagnosing low board member engagement (setting theme of investing time and building relationships as a cornerstone to exceptional boards) What are you seeing?New members who don’t know what to doLong-time members who never did anythingLong-term members who reduced engagementNew members who don’t stay?What have you tried?Complaining to the staff or people who aren’t on the boardComplaining to the boardAsking the board members input - as a groupAsking the board members input - one on oneWhat are you hearing?It doesn’t fit my schedule anymore…I am not clear about my responsibilitiesWhen I joined the board I was told I would or world not have to…I am concerned someone will ask me a question I can’t answerI don’t have a clear grasp of how money I raise would be used
How much time does it take to educate someone about your work? - donor, volunteer, or board member need to understand in order to really sustain their excitement about its work.
Everything You Need to Know About Increasing Donor and Board Member Engagement - Bloomerang
“Everything You Need to Know about Increasing Donor andBoard Member Engagement ” presented by Jay Love Bryan Orander
Premises• Better engaging Key Stakeholders, specifically donors and board members, can dramatically increase mission impact and sustainability• There are parallels between donor and board member engagement in: – Personal Giving, – Volunteering, – Attendance at functions and activities, and – Communications• Tracking and making small changes can create a big difference
Lifetime Donor or Board Member Supporter Self-Directed Inspiration Involvement Education & ExperienceIntroduction
Presenters• Jay Love, CEO and Co-founder Bloomerang• Bryan Orander, President, Charitable Advisors and Publisher, Not-for-Profit News
Jay Love . . . FUND-MASTER120+ Years of Staff Experience
Are you tracking Donor and/or BoardEngagement in Some Manner?A. BothB. Donors onlyC. Board onlyD. NeitherE. Don’t know
“Donor Engagement” is aDirect Influence on “DonorRetention”(What does Donor Retention really meanfor your NPO?)
This scares most NPO Board MembersLet’s dig even deeper into “actual” NPO data . . .
Fundraising Effectiveness Project (FEP)A project to help nonprofit organizations measure andcompareThe 2012 Fundraising Effectiveness Survey Report is based on 3,184responses for 2010-2011, from nonprofit organizations in the United States.The 2010-2011 responses reflected a total amount raised of $2,049,794,709.
2012 Fundraising Effectiveness Survey Report “FEP”Participating Donor Software Firms• Donor2/Campus Management Corporation* PhilanthrAppeal (FundTrack Software)*• DonorPerfect Fundraising Software* The Raiser’s Edge ® (Blackbaud)*• eTapestry* ROI Solutions• GiftWorks (Mission Research)* Sage Software*• MatchMaker FundRaising Software* Telosa Software (Exceed!)• Metafile*• Charter member of the AFP Donor Software WorkgroupProject Sponsors• Association of Fundraising Professionals (AFP)* Center on Nonprofits at the Urban Institute*• Association of Donor Relations Professionals (ADRP) Center on Philanthropy at IU• Council for Advancement and Support of Education (CASE) Council for Resource Development (CRD)• National Committee on Planned Giving (NCPG)• * Founding partners, providing resources for the project.
Latest FEP Data on Donor Retention Rate is the 2011 Report Donor Retention Rate was 41% which means Donor Attrition was 59%!
Yes, your eyes read correctly . . .Nearly SIX out of every TEN Donorsfrom the previous year did NOTdonate at all the next year!
“A mere 10% up in retention can increase thelifetime value of the fundraising database by 200%” “70% of All New Donors Never Renew!” Dr. Adrian Sargeant Professor of Fundraising at the Center on Philanthropy at Indiana University holding what is presently the world’s only endowed chair in that discipline. Professor of Nonprofit Marketing and Fundraising at Bristol Business School (U.K) and an Adjunct Professor of Fundraising at the Australian Centre for Philanthropy and Nonprofit Studies. Top 10 Most Influential People in Fundraising
Key Reasons For Donors Leaving (in order of relevance)• No longer able to afford support• No memory of ever supporting!• Does not feel organization needs my support• Not reminded to give again• Organization did not inform how monies were used• Did not feel connected! (ENGAGEMENT)
Donor Engagement DiscussionWhat ways are being used to track this keyelement of success?A. Spreadsheet showing attendance, responses and giftsB. Report(s) within database or CRM programC. Gut feel of fundraiser(s)D. Not considered doing yet?
Engagement Tracking Can be Easy ifnot Fairly Automatic• Must be systematized in some manner• Will be common in systems in the future• The actual results will surprise you• Let’s explore how one new system achieves
Engagement Factors• Donation in last 12 months +• Multiple donations +• Current recurring donation/pledge +• Full year or more of recurring giving +• Multiple channel giving +• Upgrade +• Downgrade -• Lapsed -
Engagement Factors (cont.)• Event attendance +• Multiple events +• Posting on NPO’s Facebook wall +• Post about NPO on Donor’s Facebook wall +• Tweet about NPO +• Donor replies to a tweet +• Has a phone number on file +• Has stated communication preferences +• Has indicated interests +
Engagement Factors (cont.)• Opens emails from NPO +• Clicks on links in emails +• Opted out of NPO emails -• Donor has called NPO +• Donor supplied updated address info +• Donor has logged into NPO web site +• Has responded to a survey +• Has volunteered +• Has indicated a bequest +
Where is Your Board? Exceptional Responsible anticipates, plans, sees Functional compliant opportunitiesDysfunctional of no real dramatic consequencedisengagement, conflictUnconscious Conscious Enlightened
The Benefits of an Engaged Board• Clearer vision and purpose• Better able to define priorities while developing and allocating resources• Budget and spend money more effectively• Earn the confidence of community/donors• Stronger and deeper connection to the community• More sustainable fundraising efforts• Buffer board and/or key staff turnover
Low Engagement• What does low engagement look like?• Is it just low meeting attendance?
The Board Member’s PerspectiveBoard Members want to:• Make a real difference• Give back• Make new connections• Develop new skills• Enjoy the experience
Board Change Research - Mary Hiland, Ph D• New vision for board - a “nudge” – from a facilitator or board member attendance at outside training.• The Board Chair - critical in creating (or inhibiting) movement and building momentum for change, in partnership with the executive director.• Intention - Study participants described a specific, articulated intention to develop the board: ”We were obsessed with board development.” “Status quo was not OK.”
Increasing Board Member Engagement• Recruitment criteria for new members; (time, financial skills, knowledge of org, past volunteer exp)• A board culture that encourages members to influence the board’s focus and agenda, not controlled by board chair and CEO or Executive Committee;• Institutionalize a process for boards to monitor their own performance.• Beware of boards slipping into an internal focushttp://www.urban.org/UploadedPDF/411659_midsize_nonprofits.pdf
Three Key Areas to Emphasize• Board Purpose• Organization Impact• Relationships
How Might a Board Track Engagement?Giving• Gift in past 12 months• Multiple year giving• Recurring (monthly, quarterly) gifts• Employer gift• Identifying potential donors/supporters• Bequest indicated• ? What ideas do you have?Participation• Board & Committee Meeting attendance• Presence at events• Volunteer• Active in leadership role• Active participation in board discussions• Recommending board member candidates• ?Communications• Highlight agency on Facebook, LinkedIn, social media• Responsiveness to board work through e-mail or board portal• ?
All Attendees who allow us toperform an Analysis of Your Needswithin the next 30 days receive aSpecial 10% Discount Voucher that isvalid in the 1st Quarter of 2013!Please visit us at www.Bloomerang.co
Bryan Orander… Certified Governance TrainerPLEASE:•Contact us about your CEO/Executive Director leaving/retiring•Subscribe to the FREE Not-for-Profit News•Use our free Central Indiana 2012 Nonprofit Salary Survey•Contact us for Board TrainingBryan@CharitableAdvisors.comwww.CharitableAdvisors.com317-752-7153