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Raising Money with Board Members


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An easy step-by-step process of engagine Board Members in the philanthropy process. Case example is Butler Hospital is Providence, RI where Michele R. Berard, MBA, CFRE is CDO.

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Raising Money with Board Members

  1. 1. A step by step approach to engage non-profit board members in fundraising Michele R. Berard, MBA, CFRE Raising Money Through Trusteeship
  2. 2. Step #1 Establish a clear set of expectations and responsibilities Begins with a Job Description Regardless of the size, all non-profits need to have clearly defined roles and responsibilities with measureable outcomes No need to reinvent the wheel, a guideline already exists…the trilogy of Time, Talent, Treasure However, don’t make the mistake that many do accepting that Trustees perform only one of the three Ts. Can your organization support Trustees that choose to do only one of the three Ts? If you answered yes, you don’t need to be in this session! All the organizations that I know, and in these current times, we need all the help we can get, therefore, all Trustees must participate in all Three T’s
  3. 3. <ul><li>Sample Job Description (Butler Hospital): </li></ul><ul><li>Butler Hospital’s continued and future success depends on the personal commitment and active involvement of a select group of elected individuals, who embrace the privilege to serve and the responsibility to lead. Trustees are expected to be zealous advocates on the Hospital’s behalf, enthusiastic communicators of its mission and vision, and to play an integral role in its leadership </li></ul><ul><li>TIME </li></ul><ul><li>Attend all scheduled board meetings. Be prepared for those meetings and be willing to contribute </li></ul><ul><li>Actively participate on at least one Board Committee (list committees here) </li></ul><ul><li>Be well informed about Butler Hospital’s mission and strategies, policies, programs, strengths and needs; be willing to communicate those attributes </li></ul><ul><li>Attend Butler Hospital hosted events and other community events as a representative of Butler Hospital </li></ul>
  4. 4. Sample Job Description (continued): <ul><li>TALENT </li></ul><ul><li>Lend your expertise (professional, hobby or otherwise) to the organization so that it may reach its optimum potential </li></ul><ul><li>Connect people and/or resources to Butler Hospital that can help the organization to advance its mission (e.g. identify strong candidates for Corporation Membership) </li></ul><ul><li>TREASURE </li></ul><ul><li>Butler Trustees will consider the Hospital to be one of their top three charities and donate appropriately </li></ul><ul><li>Provide annual support and special campaign support at a level that reflects their giving ability and their status on the Board </li></ul><ul><li>Participate in stewardship, cultivation and solicitation activities </li></ul>
  5. 5. Step #2 Provide a list of ways Trustees/Board Members can participate in the last “T”…treasure <ul><li>Question: How much of your time is spent “asking for money”? </li></ul><ul><li>Most of my time is spent: </li></ul><ul><li>Educating non-donors about my organization </li></ul><ul><li>Networking with community members and potential partners </li></ul><ul><li>Cultivating new connections to the organization (e.g. new Corporation Members, Staff, Politicians, Referral Sources, former Patients, etc.) </li></ul><ul><li>Stewarding current donors and creating a stronger relationship between the donor and the organization </li></ul><ul><li>Managing the Development Office/Function ( proforma budgets, goals/deadlines, employees, etc.) </li></ul><ul><li>Managing across systems within my organization </li></ul><ul><li>And the list goes on… </li></ul><ul><li>There is plenty for those Trustees to do that don’t like to “ask people for money” and still play a vital role in Development… </li></ul>“ I’ll do anything but ask people for money”
  6. 6. A List of “No-Ask” Development Tasks <ul><li>Make “thank you” phone calls to recent donors </li></ul><ul><li>Write a personal note on donations over $X ( as a form of Thank You ) </li></ul><ul><li>Provide a written testimonial </li></ul><ul><li>Contact your local legislator and let them know that you are on the board of XYZ Non-Profit </li></ul><ul><li>Attend community events (not XYZ Non-Profit events) with the organization’s CEO/CDO as a “Trustee of the XYZ Non-Profit” </li></ul><ul><li>Chair the Fall Appeal (or lapsed donor appeal or any appeal) by signing the appeal letter </li></ul><ul><li>Allow the Donor Newsletter to feature you in a “Spotlight on our Volunteers” section </li></ul><ul><li>Organize a speaker from XYZ Non-Profit to come speak at your business </li></ul><ul><li>Volunteer for the annual phone-a-thon (making calls) </li></ul><ul><li>Allow XYZ Non-Profit to publish and distribute a press release about your appointment to the board </li></ul><ul><li>Attend cultivation events and talk about XYZ Non-Profit </li></ul><ul><li>Participate in rating sessions and prospecting session (i.e. do you know…?) </li></ul><ul><li>Attend major gift solicitations with the CEO or CDO…as a Trustee…not as the solicitor </li></ul><ul><li>Invite personal contacts to an educational event presented by XYZ Non-Profit </li></ul>
  7. 7. Step #3 Establish performance metrics <ul><li>How is Trustee/Board Member performance going to be measured? </li></ul><ul><li>HINT: Set Quantitative Goals for the year ahead… </li></ul><ul><ul><ul><li>“ I will have travel plans for X date and Y date, therefore, I’ll be attending 7 out of 9 board meetings” </li></ul></ul></ul><ul><ul><ul><li>“ I will use my expertise in finance by serving on the budget committee” </li></ul></ul></ul><ul><ul><ul><li>“ I will devote four hours during the year to make donation thank you phone calls” </li></ul></ul></ul><ul><ul><ul><li>“ I will volunteer one-night for the phone-a-thon” </li></ul></ul></ul><ul><ul><ul><li>“ I will introduce 10 unique contacts to the organization…” </li></ul></ul></ul><ul><ul><ul><li>“ I will go on 5 major gift solicitations with the President and/or the Chief Development Officer” </li></ul></ul></ul><ul><ul><ul><li>“ I will host one cultivation at my home” or “bring three unique guests to the at least one organization hosted cultivation event” </li></ul></ul></ul>
  8. 8. Step #4 Don’t Eat your Chickens! <ul><li>Fundraising using the Chicken and Egg Analogy… </li></ul><ul><li>Our Trustees/Board Members are most valuable to our organizations as engaged advocates. Their connection to the community and their influential contacts can provide valuable resources to the organization in the form of community connections that can provide expertise and funding. </li></ul><ul><li>So…if we see our Trustees as chickens…and their community connections as eggs…then we must nourish our chickens to produce fertile eggs! </li></ul><ul><li>Go back to step #1 and use the Roles & Responsibilities Document to help you nourish your chickens. </li></ul>
  9. 9. Questions & Comments Raising Money Through Trusteeship