How to Motivate Your Board
Members to Help in Fundraising
Gail Perry MBA CFRE


www. Firedupfundraising.com gp@gailperry.c...
Who Am I?
• 25+ years as staff or consultant
• Fired-Up Fundraising newsletter
• “Fired-Up Fundraising: Turn Board Passion...
Is This Your Board?
Is This Your Board?
Is This Your
Board?
A Happy Fired-Up Board!
Would You Like to Be An Ambassador? 

4
Fundraising? “YETCH!”
!
Ambassador?
“What fun!”
“No Problem can be
Solved from the Same
Level of Consciousness
that Created It”
!
Albert Einstein
5
Is This Your Board?
Is This Your Board?

Is This Your Board?

Is This Your Board?

7
Is This Your Board?Boring Meetings = A Bored Board




Did Somebody Say the “F-Word?” 
Did Somebody Say the “F-Word?”
The Myth of Board Members and
Fundraising
9
Board Members’ Myths
about
Fundraising
Board Members’

Definition of Fundraising





!
Board Members
Think:

Fundraising =
Begging

!
12
They Think Fundraising = Cold Calls
Board Members Think
Fundraising = Rejection



The Dark Side of Fundraising
!


Cost per Dollar Raised

Of Various Fundraising Strategies 

!
EVENT  
!
50%
ANNUAL  FUND 30%
MAJOR  GIFT  OR  CAPITAL  
...
Steps in the Fundraising Adventure
THANK THANK
THANK AGAIN
CULTIVATE AND
INVOLVE
ASK FOR
SUPPORT
IDENTIFY
PROSPECTS
TIME AND ENERGY INVOLVED 

in each step of the cycle
thank ask
involve
identify






Are We Losing or Gaining Donors? 







!
!
!
!
18
20
Who’s supposed to do what?
Who’s supposed to do what?
What Is Our Job as Board Members?
If our true believers won’t help us, who will?
Albert Camus
Want Different Results? 

!
Make it fun!
Lighten up.
!
Ask Board Members Why They
Care!
!
!
Why Do You Care About Our
Organization?
The Mingle Exercise:
An Amazingly Powerful Tool
!
• Easy, low pressure
practice talking
about why they
care.
!
• Build vis...
“Gail, I am putting some of your ideas into action…. At our last
Trustee meeting, I asked, “What legacy do you want to
lea...
Spread the Idea Virus 

Sneeze Wherever You Go!
This is how you turn your board members into “sneezers,”
spreading the BUZ...
Nothing great was ever achieved
without enthusiasm!





How To Have a Conversation about the Cause!

29
What are your
impressions?
Get the other guy
talking!


Part 3 of the Elevator Speech: 

Turn It Into A Conversation 

30
What    
are  your  
impressions?
The Fundraiser’s Kiss of Death
• Being boring!
• Talking too much!
What Are We Raising Money For?
!
!
!
A Broader Conversation






Fire Up Your Board 

!
!
!
• A panel discussion or
interview format.
• Why does it cost so much?
• Program by progra...
More Questions That Will Fire
Up Your Board’s Energy and
Passion
1. “What do you believe is your purpose or your
contribut...




Fire Up Your Board Step #2 

Where Does The $ Go?

!
!
!
• A panel discussion or interview format.
• Why does it cost ...






Fire Up Your Board 

10 Terrific Questions to Discuss with Your Board

!
!
!
1. “Why do we even need private contrib...
A Word About
Nonprofit BOARDS




Fire Up Your Board 

Liven Up Your Meetings 

NOT Business As Usual
12 Ways To Liven Up Your 

Board Meetings
1. Focus on results.
2. Be creative with the agenda.
3. Focus on problems, chall...
12 Ways To Liven Up Your 

Board Meetings
7. Use consent agendas.
8. Interview the Executive Director.
9. Set up one inter...






#5 Give Them Social Time 







Give Them Social Time


Clarity on Action Items! 

!
Give them
something specific
to do!
Peer Pressure: The Best Motivator
What Is Our Job as Board Members?
If our true believers won’t help us, who will?
Albert Camus
What  Is  Our  Job  as  Boar...






We’d Rather
Have FRIENDS
Than Donors!



For Your Board Members, 

Re-Define Fundraising into Friendmaking 

Easy Fundraising Jobs:

Host Small Socials
1. Board member hosts
2. Free to invitees
3. No ask
“It’s  easy  to  get  intim...
Easy Jobs: 

Host Sizzling Tours
• Board members
invite their FRIENDS
• Board member
welcomes
• Call the next day:
“What w...
Thank You Calls To Donors

Will Directly Impact the Bottom Line
• Donors received a thank you phone call from a
board memb...
"There's a different between knowing the path, 

and walking the path." 



Morpheus, The Matrix.
My favorite executive director: 

51
Create  a  Fired-­‐Up  Board!!
Many More Resources at
FiredupFundraising.com
Top 10 Things to Understand About How Fundraising Really Works Today
5 Clues...
Questions?
!
!
!
Upcoming  Topics:  
!
How  to  Develop  

a  Stewardship  Program  
!
Donor  Thank  You  Videos,  Infographics,  
an...
How to Motivate Your Board To Raise Money
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How to Motivate Your Board To Raise Money

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Do your board members run the other way when you mention fundraising? Join board guru Gail Perry to find out how to lower your board members' fear, make it fun for them, and put them to work.

Discover a whole new way to approach your board members so that you can change their energy and get them fired-up. You'll learn easy strategies to help you educate them about their role and how they can help. And you'll discover a new way to get them to open doors to their contacts. Bring your board leaders to this webinar!

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How to Motivate Your Board To Raise Money

  1. 1. How to Motivate Your Board Members to Help in Fundraising Gail Perry MBA CFRE 
 www. Firedupfundraising.com gp@gailperry.com
  2. 2. Who Am I? • 25+ years as staff or consultant • Fired-Up Fundraising newsletter • “Fired-Up Fundraising: Turn Board Passion into Action” (Wiley) • AFP Fundraiser of the Year • International speaker and workshop leader • email: gp@gailperry.com • facebook: firedupfundraising • twitter: @gailperrync Gail Perry gp@gailperry.com
  3. 3. Is This Your Board? Is This Your Board? Is This Your Board? A Happy Fired-Up Board!
  4. 4. Would You Like to Be An Ambassador? 
 4 Fundraising? “YETCH!” ! Ambassador? “What fun!”
  5. 5. “No Problem can be Solved from the Same Level of Consciousness that Created It” ! Albert Einstein 5
  6. 6. Is This Your Board?
  7. 7. Is This Your Board?
 Is This Your Board?
 Is This Your Board?
 7 Is This Your Board?Boring Meetings = A Bored Board
  8. 8. 
 
 Did Somebody Say the “F-Word?” 
Did Somebody Say the “F-Word?”
  9. 9. The Myth of Board Members and Fundraising 9 Board Members’ Myths about Fundraising
  10. 10. Board Members’
 Definition of Fundraising
 
 
 !
  11. 11. Board Members Think:
 Fundraising = Begging

  12. 12. ! 12 They Think Fundraising = Cold Calls
  13. 13. Board Members Think Fundraising = Rejection
 

  14. 14. The Dark Side of Fundraising !
  15. 15. 
 Cost per Dollar Raised
 Of Various Fundraising Strategies 
 ! EVENT   ! 50% ANNUAL  FUND 30% MAJOR  GIFT  OR  CAPITAL   CAMPAIGN 10%
  16. 16. Steps in the Fundraising Adventure THANK THANK THANK AGAIN CULTIVATE AND INVOLVE ASK FOR SUPPORT IDENTIFY PROSPECTS
  17. 17. TIME AND ENERGY INVOLVED 
 in each step of the cycle thank ask involve identify
  18. 18. 
 
 
 Are We Losing or Gaining Donors? 
 
 
 
 ! ! ! ! 18
  19. 19. 20 Who’s supposed to do what? Who’s supposed to do what?
  20. 20. What Is Our Job as Board Members? If our true believers won’t help us, who will? Albert Camus
  21. 21. Want Different Results? 
 ! Make it fun! Lighten up. !
  22. 22. Ask Board Members Why They Care!
  23. 23. ! ! Why Do You Care About Our Organization?
  24. 24. The Mingle Exercise: An Amazingly Powerful Tool ! • Easy, low pressure practice talking about why they care. ! • Build visibility by simply talking to people. !
  25. 25. “Gail, I am putting some of your ideas into action…. At our last Trustee meeting, I asked, “What legacy do you want to leave from serving on this board?” Well, you would have thought I had opened the flood gates. One man told us about his cousin in hospice . . . and how we helped his family through that terrible time. This turned out to be the best meeting we've had so far on with this group in the last 3 years! I can’t change them, but I can change me. ! Laurie Taylor, Lower Cape Fear Hospice Foundation Try This Question To Pull Out Their Personal Story 26
  26. 26. Spread the Idea Virus 
 Sneeze Wherever You Go! This is how you turn your board members into “sneezers,” spreading the BUZZ wherever they go.
  27. 27. Nothing great was ever achieved without enthusiasm!

  28. 28. 
 
 How To Have a Conversation about the Cause!
 29 What are your impressions? Get the other guy talking!
  29. 29. 
 Part 3 of the Elevator Speech: 
 Turn It Into A Conversation 
 30 What     are  your   impressions?
  30. 30. The Fundraiser’s Kiss of Death • Being boring! • Talking too much!
  31. 31. What Are We Raising Money For? ! ! ! A Broader Conversation
  32. 32. 
 
 
 Fire Up Your Board 
 ! ! ! • A panel discussion or interview format. • Why does it cost so much? • Program by program. • How much does it cost per person? • Story about someone whose life was changed.
  33. 33. More Questions That Will Fire Up Your Board’s Energy and Passion 1. “What do you believe is your purpose or your contribution to the world?” 2. “What kind of difference do you want to make?” 3. “What do you do well, and how do you want to use that toward the highest good you can possibly imagine?”
  34. 34. 
 
 Fire Up Your Board Step #2 
 Where Does The $ Go?
 ! ! ! • A panel discussion or interview format. • Why does it cost so much? • Program by program. • How much does it cost per person? • Story about someone whose life was changed.
  35. 35. 
 
 
 Fire Up Your Board 
 10 Terrific Questions to Discuss with Your Board
 ! ! ! 1. “Why do we even need private contributions anyway? 2. “Why does it cost so much? 3. “Where exactly does the money go? 4. “Why does it take so much staff to do this work? 5. “How many kids are we helping in this program? 6. “About how much does it cost per person helped? 7. “What else do we really need? And how much would that cost? 8. “How many kids are we missing? What happens then? 9. Can you tell me a story of someone whose life was changed thru our work? 10. “What would we do if we had an additional $100k? (or $50k, or $500k or million – whatever is relevant to your budget size.)
  36. 36. A Word About Nonprofit BOARDS
  37. 37. 
 
 Fire Up Your Board 
 Liven Up Your Meetings 
 NOT Business As Usual
  38. 38. 12 Ways To Liven Up Your 
 Board Meetings 1. Focus on results. 2. Be creative with the agenda. 3. Focus on problems, challenges, broad issues. 4. Look at trends within routine reports. 5. Plan big. 6. Cheerleading sessions.
  39. 39. 12 Ways To Liven Up Your 
 Board Meetings 7. Use consent agendas. 8. Interview the Executive Director. 9. Set up one interesting item for a discussion. 10. Select a theme for each meeting. 11. Create “mission moments” in every board meeting. 12. Break into groups. Find  this  handout  on  my  website:  Firedupfundraising.com  
  40. 40. 
 
 
 #5 Give Them Social Time 
 
 
 
 Give Them Social Time
  41. 41. 
 Clarity on Action Items! 
 ! Give them something specific to do!
  42. 42. Peer Pressure: The Best Motivator
  43. 43. What Is Our Job as Board Members? If our true believers won’t help us, who will? Albert Camus What  Is  Our  Job  as  Board  Members?
  44. 44. 
 
 
 We’d Rather Have FRIENDS Than Donors!
 

  45. 45. For Your Board Members, 
 Re-Define Fundraising into Friendmaking 

  46. 46. Easy Fundraising Jobs:
 Host Small Socials 1. Board member hosts 2. Free to invitees 3. No ask “It’s  easy  to  get  intimidated  if  you  are  asking   someone  for  help.  But  inviting  somebody  to  be  part   of  something  that  you  are  proud  of  is  easier.”     ! ~Diane  Paces-­‐Wiles,  former  board  member  
  47. 47. Easy Jobs: 
 Host Sizzling Tours • Board members invite their FRIENDS • Board member welcomes • Call the next day: “What were your impressions?”
  48. 48. Thank You Calls To Donors
 Will Directly Impact the Bottom Line • Donors received a thank you phone call from a board members within 24 hours of receiving the gift. ! • The next time they were solicited, they gave 39% more than the other donors who did not receive a call. ! • After 14 months, those called were giving 42% more. ! ~Donor Centered Fundraising, Penelope Burk
  49. 49. "There's a different between knowing the path, 
 and walking the path." 
 
 Morpheus, The Matrix.
  50. 50. My favorite executive director: 
 51 Create  a  Fired-­‐Up  Board!!
  51. 51. Many More Resources at FiredupFundraising.com Top 10 Things to Understand About How Fundraising Really Works Today 5 Clues Your Fundraising is Headed Downhill Why Board Members Love Advice Visits Does Your Organization Really Support Fundraising? Take This Simple Quiz Easy Elevator Speech Exercise for Your Board Show me the Money: How To Move From Friendraising to Fundraising How Major Donors are Changing and What To Do About It Board Members’ #1 Job: How to Be a Personal Advocate for the Cause 20 EASY Ways Board Members Can Cultivate Donors 10 Easy Ways Board Members Can Raise Money 12 Ways to Liven Up Your Board Meetings —and Your Board Gail Perry MBA CFRE twitter: @gailperrync
  52. 52. Questions?
  53. 53. ! ! ! Upcoming  Topics:   ! How  to  Develop  
 a  Stewardship  Program   ! Donor  Thank  You  Videos,  Infographics,   and  Other  Fun  Ways  to  Say  Thanks https://bloomerang.co/resources/webinars

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