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Your Board as Ambassadors and Advocates
About Gary Rick <ul><li>Vice President,  Jeffrey Byrne & Associates, Inc. </li></ul><ul><li>A national fundraising consult...
<ul><li>EXPECTATIONS </li></ul><ul><li>Why did you choose this topic, this session? </li></ul>
Advocacy <ul><li>Definition: </li></ul><ul><li>ad·vo·ca·cy  n. The act of speaking or writing in support of something, suc...
Board Member’s Role <ul><li>What are your Board members doing  </li></ul><ul><li>between  Board meetings? </li></ul>
<ul><li>WHY ADVOCACY IS IMPORTANT </li></ul>
2008 Charitable Giving :  $307.65 Billion Source: Giving USA Foundation™ /  Giving USA 2009 Individuals $229.28  75% Found...
Cultivation and Stewardship  STEWARDSHIP CULTIVATION
<ul><li>Donations result from relationship building inside and outside the organization. </li></ul><ul><li>Without evidenc...
The People We Know <ul><li>From the moment you get out of bed in the morning to when you go to sleep at night, how many pe...
How does your organization share stories of impact? <ul><li>Direct mail </li></ul><ul><li>Brochures </li></ul><ul><li>Webs...
Do you…? <ul><li>..… know how your current donors first found out  about  your organization?  </li></ul><ul><li>… .. know ...
Board Member’s Role <ul><li>What  could  your Board members doing  </li></ul><ul><li>between  Board meetings? </li></ul>
<ul><li>THE MESSAGE </li></ul>
Emotion Drives Gifts <ul><li>Emotion and stories of impact drive support, not brochures and the words of mission statement...
Strength in Numbers! <ul><li>The power in numbers </li></ul><ul><li>25 board members x 1 per week = 1200 year </li></ul>
Excitement or Apathy! <ul><li>Do your board members really KNOW and are they able to articulate what you do? </li></ul><ul...
The Fear of Rejection <ul><li>One of the main reasons volunteers give for not wanting to raise money is a fear of rejectio...
<ul><li>In most cases, inform prospect that  </li></ul><ul><li>you are  NOT  going to ask for money  on this visit </li></...
Bearer of Good News <ul><li>People want to share good news! </li></ul><ul><li>When was the last time you couldn’t wait to ...
Message <ul><li>What do you want your board members saying about your organization? </li></ul><ul><li>Make a master checkl...
Equip with Stories <ul><li>They have no understanding of the stories that are being made every day in your organization.  ...
Underdogs and Good Guys <ul><li>Timeless… </li></ul><ul><li>People have always loved stories of  </li></ul><ul><li>good ov...
Your Organization’s Bible? <ul><li>The Anne Frank Syndrome </li></ul>
<ul><li>CREATING A CULTURE OF ADVOCACY </li></ul>
Advocacy Takes Practice <ul><li>From the Lazy Boy chair…  </li></ul><ul><li>to the Treadmill </li></ul><ul><li>Cultivating...
Year Round Effort <ul><li>Advocacy is a year round effort, not just before campaigns. </li></ul><ul><li>Set Goals to Encou...
Advocacy - Cultivation <ul><ul><li>Help prospects “see”  and “feel” your organization. </li></ul></ul><ul><ul><li>Meet pro...
Techniques to Consider with  Donors  <ul><li>Tickets and invitations to events </li></ul><ul><li>Notes </li></ul><ul><li>V...
Thank You as a Cultivation Tool - Some Tips  <ul><li>Offer a warm welcome! </li></ul><ul><li>The more personal the better ...
<ul><li>The Flood and Fried Chicken </li></ul><ul><li>Youth Sports (McKees Rocks) </li></ul><ul><li>$150,000 Gift </li></u...
<ul><li>ADDITIONAL RESOURCES </li></ul>
<ul><li>Questions? </li></ul><ul><li>Gary Rick, Vice President </li></ul><ul><li>Jeffrey Byrne & Associates, Inc. </li></u...
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Your Board as Advocates and Ambassadors

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How to help your board members advocate for your organization.

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  • Total giving = $307.65 billion. Decrease of 2.0 percent (-5.7 percent adjusted for inflation). First decline in giving since 1987, and only decline attributed to economic climate. The 1987 drop was related to tax-law change. Individuals remain the single most important source. Individuals + charitable bequests = 82 percent of total. Foundation grantmaking = 13 percent of the total. — About 45 percent of independent, community, and operating foundation giving is from family foundations. Individual + Bequest + Family Foundations = 88 percent. Corporate giving is an estimated 5 percent of the total. — Consistent with the trend of the past decade.
  • Transcript of "Your Board as Advocates and Ambassadors"

    1. 1. Your Board as Ambassadors and Advocates
    2. 2. About Gary Rick <ul><li>Vice President, Jeffrey Byrne & Associates, Inc. </li></ul><ul><li>A national fundraising consultant for JB&A since 2007 </li></ul><ul><li>In 23 years with the YMCA in four different cities developed a reputation of turning deficits into surpluses </li></ul><ul><li>Ran more than 20 annual campaigns </li></ul><ul><li>Presented at this year’s national YMCA convention in Dallas, TX on involving members and volunteers in the campaign process </li></ul><ul><li>Facilitates capital campaign and volunteer workshops nationally </li></ul><ul><li>Consults on all phases of annual and capital campaigns </li></ul><ul><li>Provided leadership to a capital campaign at a YMCA of Pittsburgh branch that led to a complete operational turnaround </li></ul><ul><li>B.S. degree in Business Administration/Marketing, PSU </li></ul>
    3. 3. <ul><li>EXPECTATIONS </li></ul><ul><li>Why did you choose this topic, this session? </li></ul>
    4. 4. Advocacy <ul><li>Definition: </li></ul><ul><li>ad·vo·ca·cy n. The act of speaking or writing in support of something, such as a cause, idea, or policy </li></ul>
    5. 5. Board Member’s Role <ul><li>What are your Board members doing </li></ul><ul><li>between Board meetings? </li></ul>
    6. 6. <ul><li>WHY ADVOCACY IS IMPORTANT </li></ul>
    7. 7. 2008 Charitable Giving : $307.65 Billion Source: Giving USA Foundation™ / Giving USA 2009 Individuals $229.28 75% Foundations $41.21 13% Bequests $22.66 7% Corporations $14.50 5%
    8. 8. Cultivation and Stewardship STEWARDSHIP CULTIVATION
    9. 9. <ul><li>Donations result from relationship building inside and outside the organization. </li></ul><ul><li>Without evidence of how an organization meets its mission in the community, prospects/donors are not motivated to support with time, talent and money. </li></ul>Donations Result from Relationships and Education
    10. 10. The People We Know <ul><li>From the moment you get out of bed in the morning to when you go to sleep at night, how many people do you come into contact with? </li></ul><ul><li>How many of these will the organization and Executive Director reach with its message? </li></ul><ul><li>How many will your printed materials and other forms of promotion reach? </li></ul>
    11. 11. How does your organization share stories of impact? <ul><li>Direct mail </li></ul><ul><li>Brochures </li></ul><ul><li>Website </li></ul><ul><li>Flyers </li></ul><ul><li>Social media (Facebook, Twitter, etc.) </li></ul><ul><li>Newspaper articles </li></ul><ul><li>News releases </li></ul><ul><li>Special events </li></ul><ul><li>Word of Mouth </li></ul>
    12. 12. Do you…? <ul><li>..… know how your current donors first found out about your organization? </li></ul><ul><li>… .. know who introduced them to become involved? </li></ul><ul><li>… ... thank persons who make it happen? </li></ul>
    13. 13. Board Member’s Role <ul><li>What could your Board members doing </li></ul><ul><li>between Board meetings? </li></ul>
    14. 14. <ul><li>THE MESSAGE </li></ul>
    15. 15. Emotion Drives Gifts <ul><li>Emotion and stories of impact drive support, not brochures and the words of mission statements </li></ul><ul><li>What counts is not what the organizations say about itself, but what others say about it. </li></ul>
    16. 16. Strength in Numbers! <ul><li>The power in numbers </li></ul><ul><li>25 board members x 1 per week = 1200 year </li></ul>
    17. 17. Excitement or Apathy! <ul><li>Do your board members really KNOW and are they able to articulate what you do? </li></ul><ul><li>Are your board members excited about what you do? </li></ul><ul><li>Are YOU excited about what your organization does? </li></ul>
    18. 18. The Fear of Rejection <ul><li>One of the main reasons volunteers give for not wanting to raise money is a fear of rejection. </li></ul><ul><li>Nobody is going to REJECT a good story from a friend </li></ul>
    19. 19. <ul><li>In most cases, inform prospect that </li></ul><ul><li>you are NOT going to ask for money on this visit </li></ul>Ways for Board Members to Advocate
    20. 20. Bearer of Good News <ul><li>People want to share good news! </li></ul><ul><li>When was the last time you couldn’t wait to tell someone something </li></ul><ul><li>“ I volunteer at the organization and neatest thing happened today” </li></ul><ul><li>Parables versus statistics and pie charts! </li></ul>
    21. 21. Message <ul><li>What do you want your board members saying about your organization? </li></ul><ul><li>Make a master checklist of information you want the opinion leaders to receive </li></ul><ul><li>Don’t leave to chance. </li></ul>
    22. 22. Equip with Stories <ul><li>They have no understanding of the stories that are being made every day in your organization. </li></ul><ul><li>Bargain for testimonial letters </li></ul><ul><li>Collect stories year round and keep them </li></ul><ul><li>Interview those who benefit from the program </li></ul><ul><li>Advocacy Committee of Board? </li></ul><ul><li>Ask staff for stories and incentive to do so </li></ul>
    23. 23. Underdogs and Good Guys <ul><li>Timeless… </li></ul><ul><li>People have always loved stories of </li></ul><ul><li>good over evil </li></ul><ul><li>Underdogs overcoming odds </li></ul>
    24. 24. Your Organization’s Bible? <ul><li>The Anne Frank Syndrome </li></ul>
    25. 25. <ul><li>CREATING A CULTURE OF ADVOCACY </li></ul>
    26. 26. Advocacy Takes Practice <ul><li>From the Lazy Boy chair… </li></ul><ul><li>to the Treadmill </li></ul><ul><li>Cultivating stewardship is a step by step process </li></ul>
    27. 27. Year Round Effort <ul><li>Advocacy is a year round effort, not just before campaigns. </li></ul><ul><li>Set Goals to Encourage Advocacy </li></ul>
    28. 28. Advocacy - Cultivation <ul><ul><li>Help prospects “see” and “feel” your organization. </li></ul></ul><ul><ul><li>Meet prospects where they are – visit them. </li></ul></ul><ul><ul><li>Regular contact – look for ways to keep in touch. </li></ul></ul><ul><ul><li>How can you help or benefit prospects? </li></ul></ul><ul><ul><li>(advice, resources, connections, interests) </li></ul></ul><ul><ul><li>Bring prospects closer.  Find ways to connect them with program & other staff. </li></ul></ul><ul><ul><li>Ask for advice. </li></ul></ul>
    29. 29. Techniques to Consider with Donors <ul><li>Tickets and invitations to events </li></ul><ul><li>Notes </li></ul><ul><li>Videos </li></ul><ul><li>“ Off-day” cards (Thanksgiving, other holidays) </li></ul><ul><li>Handwritten and E-notes on meaningful occasions </li></ul><ul><li>Clips </li></ul><ul><li>Pictures </li></ul><ul><li>Statistics and progress reports </li></ul><ul><li>Historical data/archival items </li></ul>
    30. 30. Thank You as a Cultivation Tool - Some Tips <ul><li>Offer a warm welcome! </li></ul><ul><li>The more personal the better </li></ul><ul><li>Promptness, completeness and accuracy pay </li></ul><ul><li>Tell stories </li></ul><ul><li>Be memorable </li></ul><ul><li>Be unexpected </li></ul><ul><li>Be sincere and reflect the prospect’s values </li></ul>
    31. 31. <ul><li>The Flood and Fried Chicken </li></ul><ul><li>Youth Sports (McKees Rocks) </li></ul><ul><li>$150,000 Gift </li></ul><ul><li>Plane conversation </li></ul>Some stories of our own …
    32. 32. <ul><li>ADDITIONAL RESOURCES </li></ul>
    33. 33. <ul><li>Questions? </li></ul><ul><li>Gary Rick, Vice President </li></ul><ul><li>Jeffrey Byrne & Associates, Inc. </li></ul><ul><li>800.222.9233 </li></ul><ul><li>412-600-7876 </li></ul><ul><li>www.FundraisingJBA.com </li></ul>Thank You
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