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GuideStar Webinar (02/01/12) - Fire Up Your Board for Fundraising: Turn Their Passion into Action
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GuideStar Webinar (02/01/12) - Fire Up Your Board for Fundraising: Turn Their Passion into Action

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GuideStar webinar on 02/01/12. …

GuideStar webinar on 02/01/12.

Presenters: Gail Perry, MBA, CFRE, and Author, Fired-Up Fundraising; Diana Hand, Marketing Manager, GuideStar USA, Inc. (moderator)

http://www2.guidestar.org/rxg/news/webinars/webinar-archive.aspx

Published in: Business, Health & Medicine

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  • 1. Fired-Up Fundraising: Turn Your Board’s Passion into Action! Guidestar Webinar Gail Perry www.gailperry.comtwitter: @gailperrync 0
  • 2. Speakers• Gail Perry, MBA, CFRE, and Author, Fired-Up Fundraising• Diana Hand, Marketing Manager, GuideStar USA, Inc. (moderator) #firedup
  • 3. The Fired-Up System: Phase 1 1. 3. 2.Fire-Up Easy NO Redefine Your ASK Jobs Fund-Board! raising
  • 4. Phase One:Fire Up Your Board About the Cause 3
  • 5. 7 Steps to A Fired-Up Board1. Personal story2. Why is it important?3. Mission moments4. Interesting meetings5. Give them what they want.6. Social time.7. Action items. #firedup 4
  • 6. Why Do You Care About Our Organization?
  • 7. Four Parts tothe Elevator Speech Step 1.What You Say 6
  • 8. “If you can’texplain it simply, you don’tunderstand it well enough.” Einstein #firedup 7
  • 9. “I didnt havetime to write a short letter, soI wrote a long one instead. ~Mark Twain #firedup 8
  • 10. Step Two: HOW You Say It! 9
  • 11. SNEEZE (the Viral Message) Wherever You Go!
  • 12. Step 3: Invite Feedback“What are YOURimpressions?” 11
  • 13. Step 4: Request for Followup What kind of followup requests can you make? 12
  • 14. Great Results!“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 weve had so far on with this group in the last 3 years! This is a wonderful and satisfying change for the better.” Laurie Taylor, Lower Cape Fear Hospice Foundation #firedup 13
  • 15. AA Deep Discussion Deep Discussion 14
  • 16. Where Does Our Money Go? #firedup 15
  • 17. #3 Mission Moments:Give Board Members a Direct Personal Experience
  • 18. A Word AboutNonprofit BOARDS #firedup 17
  • 19. Is This Your Board? 18
  • 20. Is This Your Board?Is This Your Board? Is This Your Board? 19
  • 21. “After all is saidand done,more is saidthan done.” --Aesop #firedup 20
  • 22. Your Board?“If the rate of change on the outside exceeds the rate of change on the inside, the end is near.” Jack Welch #firedup 21
  • 23. Is This Your Board? Board Is This Your Board?Boring Meetings = A Bored Is This Your Board? Is This Your Board? 22
  • 24. #4 Liven Up Your Board Meetings NOT Business As Usual
  • 25. 12 Ways To Liven Up Your Board Meeting1. Focus on results.2. Be creative with the agenda.3. Focus on problems, challenges, broad issues.4. Look at trends within routine reports5. Plan big.6. Cheerleading sessions. #firedup 24
  • 26. 12 Ways To Liven Up Your Board Meeting7. Use consent agendas8. Interview the Executive Director9. Set up one interesting item for a discussion10. Select a theme for each meeting11. Create “mission moments” in every board meeting.12. Break into groups. #firedup 25
  • 27. #5Give Them What They Want 26
  • 28. What Do Board Members Want?To get theirhands dirty. 27
  • 29. What Do Board Members Want?To work with peoplewho are aspassionate andexcited about theorganization as theyare. #firedup 28
  • 30. What Do Board Members Want?To feel thattheir time isused wisely. 29
  • 31. What Do Board Members Want?To meet theother boardmembers. 30
  • 32. 7 Steps to A Fired-Up Board1. Personal story2. Why is it important?3. Mission moments4. Interesting meetings5. Give them what they want.6. Social time.7. Action items. #firedup 31
  • 33. #6 Give Them Social Time#5 Give Them Social Time
  • 34. Social Time For Board Members BuildsTrust and Collegiality 33
  • 35. AndTEAM 34
  • 36. The Five Dysfunctions of a Team 1. Absence of Trust 2. Fear of Conflict 3. Lack of Commitment 4. Avoidance of Accountability 5. Inattention to Results #firedup 35
  • 37. Group ProcessA Nonprofit Board Needs to Function as a Team 36
  • 38. Peer Pressure:The Best Motivator 37
  • 39. #7 Focus Them on Action Items 38
  • 40. #7 Focus on Action!• What is the board’s’ job?• What is the job of individual board members?• Rule of THREE! 39
  • 41. 7 Steps to A Fired-Up Board 1. Personal story 2. Why is it important? 3. Mission moments 4. Interesting meetings 5. Give them what they want. 6. Social time. 7. Action items. #firedup 40
  • 42. The Fired-Up System Phase 2 1. 3. 2.Fire-Up Easy NO Redefine Your ASK Jobs Fund-Board! raising
  • 43. Did Somebody Say the “F-Word?” 42
  • 44. Myths: Is This YourDefinition of Fundraising? 43
  • 45. Do You Think:Fundraising = Begging? #firedup 44
  • 46. Do You ThinkFundraising = Cold Calls? 45
  • 47. Do You Think Fundraising = Rejection? 46
  • 48. The Dark Side of Fundraising #firedup 47
  • 49. Let Them Talk About Their FearHow Do YouReally FeelAbout AskingForContributions? #firedup 48
  • 50. The Dark Side:“It never feels appropriate.”“Believe it or not, I’m afraid of being rejected.”“It just feels so tacky to ask for money.”“This is what will happen; I’ll ask them for money, and they’ll turn right around and ask me.”“My friends might drop me if I ask them for money!” #firedup
  • 51. How Did You FeelThe Last Time You Gave to Your FAVORITE CAUSE? 50
  • 52. • Proud … Joyful … Happy…Powerful … Excited. . . Hopeful• Wish I could do more• Part of something important• Glad to be a partner• Want to make a difference. #firedup
  • 53. The DifferenceVolunteers Donors 52
  • 54. The Dark Side and the Joyful Side of Fundraising #firedup 53
  • 55. A Revolutionary Idea 54
  • 56. We’d Rather Have FRIENDSThan Donors! 55
  • 57. Friends Are Loyal NoMatter What 56
  • 58. When the GoingGets Tough, Where Will Your Friends Be? 57
  • 59. Re-Define Fundraising into Friendmaking #firedup 58
  • 60. Fundraising’sDirty Little Secret: Waaaay Too Much Donor ATTRITION 59
  • 61. After their gift,do your donors fall into the “Donor Abyss?” 60
  • 62. Last Year Attrition Data$5.35 raised $5.54 lost through attrition Avg. net loss = -1.9 percent. AFP and the Urban Institute, 8/30/11 #firedup 61
  • 63. 3 Things Donors Want• Prompt, Personal TY• Impact?• Used as Intended?• 93% would give again Donor Centered Fundraising, Penelope Burk
  • 64. 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 63
  • 65. Steps in the Fundraising Adventure THANK THANK IDENTIFY THANK AGAIN PROSPECTS ASK FOR CULTIVATE AND SUPPORT INVOLVE #firedup
  • 66. The Fundraising Adventure TIME AND ENERGY INVOLVED in each step of the cycle
  • 67. The Fired-Up System Phase 3 1. 3. 2.Fire-Up Easy NO Redefine Your ASK Jobs Fund-Board! raising
  • 68. Easy Fundraising Jobs1. VIP Prospect List Who are the 10 most important people who could catapult your organization’s future? #firedup
  • 69. Easy Fundraising Jobs 2. Advice Visits• If you want money, ask for advice.• If you want advice, ask for money.
  • 70. Rules for Successful ADVICE VISITS• Ask for a short appointment• Never be boring• Get out on time• Let them do the talking• When in doubt, shut up!• Always followup #firedup 69
  • 71. 3. Small Socials1.Board member hosts2.Free to invitees3.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 70
  • 72. The All Important Follow Up CardName: _____________________________________Address: _____________________________________Email: _____________________________________Phone: _____________________________________What most interested me about your organization was: _____________________________________ _____________________________________I would like to: 1. ______Join your mailing list 2. ______Hold a small social or tour of my own 3. ______Make a contribution 4. ______Volunteer 5. ______ please call me at __________ 6. Other _____________________________________ 71
  • 73. 4. Host Sizzling Tours• Board members invite their FRIENDS• Board member welcomes• Call the next day: – “What were your impressions?” #firedup 72
  • 74. 5. 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 #firedup 73
  • 75. The Fired-Up System 1. 3. 2.Fire-Up Easy NO Redefine Your ASK Jobs Fund-Board! raising
  • 76. Resources and Free Fundraising Tools• 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• Ten Basic Responsibilities of Nonprofit Boards• The Board’s Resource Development Committee Job Description BLOG: gailperry.com FACEBOOK: FiredupFundraising TWITTER: @gailperrync Fired-Up Fundraising NEWSLETTER (every Friday) 75