Recruiting and Building
a Strong & Effective Board
OCTOBER 2013
The Curtis Group
OUR MISSION
Committed to promoting philanthropy,
we help nonprofits plan their future, build
awareness, a...
The Curtis Group
 Raised hundreds of millions of dollars for nearly
150 nonprofits
 Celebrating 24 years of fundraising ...
The Curtis Group
 Our services include:

 Planning Studies
 Campaign Management
 Development Assessments
 Board Train...
What We Will Cover
 Importance of Individual Giving &
Board Leadership in Fundraising
 Creating Effective Boards
 Engag...
Is This Your Board?
will do
anything
BUT ask for
$$

consider
giving their
time their
donation

miss meetings
or don’t
par...
Your Board Has Two Roles
Governance

Support

Participant
Policy Maker

Donor

Steward of Finances
Connector/Fundraiser
Think About It…
How are you engaging
your board in fundraising?
Do you have defined roles &
responsibilities for your boar...
2012 Giving: $316.23 billion
High-Net-Worth Individuals
(HNWI)
 9 out of 10 dollars come from individuals

 About 50% of giving comes from HNWI
 98%...
In Fundraising, It’s All About
Leadership
People give to people.

Not exactly: People give to the right people.

Actually,...
Board Leadership
 Your board is your link to the community
 Fundraising succeeds only if board leads it
 Boards must gi...
Traits of Effective Boards
 Understand the Case for Support
 Give time and resources (including $)
 Educated on develop...
Board: Askers, Ambassadors,
Advocates
Askers
• Comfortable asking
others to make gifts
• Get new gifts and
renew past gift...
Creating Effective Boards
RECRUIT

ORIENT

EDUCATE

ENGAGE

• Have year-round Recruitment Committee
• Use board roles and ...
Engaging Your Board in
Fundraising
Start with who they know…
 Target top 10%-20% of current donors first
 Identify perso...
Engaging Your Board in
Fundraising
Cultivation is key; develop plan for each
prospect
 Bring prospects to an event
 Make...
Engaging Your Board in
Fundraising
Make “the ask”
 Meet with the prospect in person; have a plan
going into the meeting
...
Summary
Develop strategic board recruitment process
Make expectations clear

Create orientation program
Train your board

...
The Board’s Crucial Role
Remember, people give to people.
There is money out there and donors will give to
someone if they...
Missing Piece of the Puzzle?
Effective use of a Donor Database allows
“Board Fundraising” to be a natural
progression of t...
“Engagement” is the Linchpin

The word "linchpin" is also used figuratively to mean
"something [or someone] that holds the...
CUE THE EXPERTS:

Mr. Tom Ahern
Bloomerang Donor
Communications Head Coach
One of the world’s top authorities on donor

co...
Engagement Level Graph
•
•
•
•
•
•

The Donor “thermometer” of your database
Updated automatically daily
Adrian’s expert f...
Automatic Engagement Factors
• Recency and pattern of
giving
• Cash donors vs.
sustaining donors
• # of years giving +
• U...
What is the
donor’s
engagement
over time!

Highlight vital “retention” information
---
Timeline Highlights
•
•
•
•
•
•

If you use Facebook you know it
Everyone can use
Adrian’s expert formulas/algorithms
No u...
Engagement Begins With The Thank You!
Above average gift amount

At or below average gift amount
DONOR COMMUNICATION BEST PRACTICES
Mr. Tom Ahern
Bloomerang Donor Communications
Head Coach

"Successful direct mail appea...
5 Acknowledgment Principles
(Drastically Improve First Year Donor Retention)

•
•
•
•
•

48 Hour Rule
Be Different Than th...
5 Communication Strategy Practices
(Involve Your Entire Fundraising Team)

•
•
•
•
•

Fully Map a Track for Each Key Segme...
Questions?
Presenters:
Keith Curtis | Jay B. Love
757.496.2224
curtisgroupconsultants.com

#thecurtisgroup
Leading a “Revolution of Change”

Next Gen Database/CRM
Enables Fundraising Best Practices
Donor Retention/Donor Communica...
Next Webinar:
10/31 – 1pm
Nathan Hand
Scary Good Social Fundraising
https:bloomerang.co/resources/webinars
Recruiting and Building a Strong and Effective Board
Recruiting and Building a Strong and Effective Board
Recruiting and Building a Strong and Effective Board
Recruiting and Building a Strong and Effective Board
Recruiting and Building a Strong and Effective Board
Recruiting and Building a Strong and Effective Board
Upcoming SlideShare
Loading in …5
×

Recruiting and Building a Strong and Effective Board

1,537 views
1,379 views

Published on

https://bloomerang.co/resources/webinars/

Today more than ever nonprofits boards are expected to raise significant amounts of money. Join Keith Curtis and Jay Love for a discussion on nonprofit boards. Keith’s extensive work with nonprofits over the past 30 years has provided the opportunity to interact with a wide variety of nonprofit boards of different sizes and levels of experience.

Published in: Technology, Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
1,537
On SlideShare
0
From Embeds
0
Number of Embeds
5
Actions
Shares
0
Downloads
53
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • All board members should do what “Advocates” do and most board members should do what “Ambassadors” do and the more “Askers” you have on a board the more successful you will be at raising major gifts.
  • Donor Engagement
  • Recruiting and Building a Strong and Effective Board

    1. 1. Recruiting and Building a Strong & Effective Board OCTOBER 2013
    2. 2. The Curtis Group OUR MISSION Committed to promoting philanthropy, we help nonprofits plan their future, build awareness, and raise substantial amounts of money.
    3. 3. The Curtis Group  Raised hundreds of millions of dollars for nearly 150 nonprofits  Celebrating 24 years of fundraising success  One of 41 national members of the Giving Institute which publishes Giving USA: The Annual Report on Philanthropy in the U.S.
    4. 4. The Curtis Group  Our services include:  Planning Studies  Campaign Management  Development Assessments  Board Trainings  Present at a variety of national conferences and forums annually
    5. 5. What We Will Cover  Importance of Individual Giving & Board Leadership in Fundraising  Creating Effective Boards  Engaging Your Board in Fundraising
    6. 6. Is This Your Board? will do anything BUT ask for $$ consider giving their time their donation miss meetings or don’t participate when they do attend recruited without clear expectations think it’s the staff’s job to raise $$ micromanage
    7. 7. Your Board Has Two Roles Governance Support Participant Policy Maker Donor Steward of Finances Connector/Fundraiser
    8. 8. Think About It… How are you engaging your board in fundraising? Do you have defined roles & responsibilities for your board? Do you use it to recruit new board members? Do you conduct a review with board members annually?
    9. 9. 2012 Giving: $316.23 billion
    10. 10. High-Net-Worth Individuals (HNWI)  9 out of 10 dollars come from individuals  About 50% of giving comes from HNWI  98% give to secular causes versus 56% of population as a whole  66% give to same organizations every year  43% have a will with a charitable provision * Source: Giving USA 2012; “Patterns of Household Charitable Giving” by Income Group, The Center on Philanthropy at Indiana University, 2007
    11. 11. In Fundraising, It’s All About Leadership People give to people. Not exactly: People give to the right people. Actually, people give to great causes, but give appointments to the right people.
    12. 12. Board Leadership  Your board is your link to the community  Fundraising succeeds only if board leads it  Boards must give and get  Some may never ask for gifts, but can participate by making connections and advocating
    13. 13. Traits of Effective Boards  Understand the Case for Support  Give time and resources (including $)  Educated on development and trained in making the ask  Involved in planning, execution, and evaluation of development efforts  Identify, cultivate, and recruit donor prospects and new board members  Know fundraising isn’t just a staff function
    14. 14. Board: Askers, Ambassadors, Advocates Askers • Comfortable asking others to make gifts • Get new gifts and renew past gifts from donors • Focus on fundraising • Take new board members on calls as training Ambassadors • Assist with donor cultivation and stewardship • Engage potential and current donors • Focus on outreach and relationship development Source: AFP “Advancing Philanthropy” January 2013 Edition Advocates • Share the case for support and tells others why organization is important to community • Help identify potential donors • Attend donor cultivation and stewardship events
    15. 15. Creating Effective Boards RECRUIT ORIENT EDUCATE ENGAGE • Have year-round Recruitment Committee • Use board roles and responsibilities document when recruiting • Make expectations clear: govern, give, get • Have formal orientation process (tours, staff introductions) • Consider board member mentors for new recruits • Train on how to make the ask • Send on calls with experienced board members • Share case for support and practice telling story • Discuss personal contacts; develop prospect list; make calls • Include in cultivation and stewardship events • Meet annually with ED/DoD to ID 2-3 things they want to work on that year
    16. 16. Engaging Your Board in Fundraising Start with who they know…  Target top 10%-20% of current donors first  Identify personal contacts  Distinguish between willingness and capability Big gift donors are rarely strangers.
    17. 17. Engaging Your Board in Fundraising Cultivation is key; develop plan for each prospect  Bring prospects to an event  Make personal visits  Host tours  Conduct follow-up calls  Make thank-you calls Small gifts can grow to big gifts with more information.
    18. 18. Engaging Your Board in Fundraising Make “the ask”  Meet with the prospect in person; have a plan going into the meeting  Tell the story – why they’re involved and why they gave  Listen and be positive  Explain what a donor’s gift can accomplish  Thank the prospect  Report back to organization’s development staff
    19. 19. Summary Develop strategic board recruitment process Make expectations clear Create orientation program Train your board Involve your board in fundraising (not just “the ask” but cultivation and stewardship)
    20. 20. The Board’s Crucial Role Remember, people give to people. There is money out there and donors will give to someone if they’re asked. If no one asks, they won’t give. It’s the board’s job to invite them to support your organization.
    21. 21. Missing Piece of the Puzzle? Effective use of a Donor Database allows “Board Fundraising” to be a natural progression of the relationship . . .
    22. 22. “Engagement” is the Linchpin The word "linchpin" is also used figuratively to mean "something [or someone] that holds the various elements of a structure together."
    23. 23. CUE THE EXPERTS: Mr. Tom Ahern Bloomerang Donor Communications Head Coach One of the world’s top authorities on donor communications Author of 4 books on Donor Communications Winner of 3 prestigious international IABC Gold Quill awards Dr. Adrian Sargeant Bloomerang Chief Scientist Professor of Fundraising at the Center on Philanthropy at Indiana University holding what is presently the world’s only endowed chair in that discipline. Top 10 Most Influential People in Fundraising Renowned expert on Donor Retention and Donor Loyalty
    24. 24. Engagement Level Graph • • • • • • The Donor “thermometer” of your database Updated automatically daily Adrian’s expert formulas/algorithms No user set-up required! Easy to filter and report on Springboard for major/legacy giving
    25. 25. Automatic Engagement Factors • Recency and pattern of giving • Cash donors vs. sustaining donors • # of years giving + • Upgrade / Downgrade + • Lapsed • Event attendance + • Opens email + • Click links in emails + • Unsubscribes from email • Has stated communication preferences + • Has inbound interactions + • Has soft credits + • Volunteers + • Social Media (coming soon) • …and a whole lot more!
    26. 26. What is the donor’s engagement over time! Highlight vital “retention” information ---
    27. 27. Timeline Highlights • • • • • • If you use Facebook you know it Everyone can use Adrian’s expert formulas/algorithms No user set-up required! Perfect for a smart phone or tablet Access ever donor “touch point” in seconds
    28. 28. Engagement Begins With The Thank You! Above average gift amount At or below average gift amount
    29. 29. DONOR COMMUNICATION BEST PRACTICES Mr. Tom Ahern Bloomerang Donor Communications Head Coach "Successful direct mail appeals are quite simple. At heart, they are love letters to donors & prospects, woven through with clear cries for help."
    30. 30. 5 Acknowledgment Principles (Drastically Improve First Year Donor Retention) • • • • • 48 Hour Rule Be Different Than the Rest Handwritten Rule Written Communications State Exactly What the Monies will Fund Call or See in Person as Often as Possible
    31. 31. 5 Communication Strategy Practices (Involve Your Entire Fundraising Team) • • • • • Fully Map a Track for Each Key Segment Survey in 1st 90 Days, Then “Honor” Involve Human Connectors Nurture Means Personal Never Forget the “You” Test for EVERY “Touch”
    32. 32. Questions? Presenters: Keith Curtis | Jay B. Love
    33. 33. 757.496.2224 curtisgroupconsultants.com #thecurtisgroup
    34. 34. Leading a “Revolution of Change” Next Gen Database/CRM Enables Fundraising Best Practices Donor Retention/Donor Communications Extreme Ease of Use Relentless Focus on Results, not Features
    35. 35. Next Webinar: 10/31 – 1pm Nathan Hand Scary Good Social Fundraising https:bloomerang.co/resources/webinars

    ×