Fired-Up Fundraising:       Turn Your Board’s      Passion into Action! Guidestar Webinar      Gail Perry www.gailperry.co...
Speakers• Gail Perry, MBA, CFRE, and Author,  Fired-Up Fundraising• Diana Hand, Marketing Manager,  GuideStar USA, Inc. (m...
The Fired-Up System:         Phase 1  1.                    3.              2.Fire-Up              Easy NO          Redefi...
Phase One:Fire Up Your   Board About the  Cause               3
7 Steps to A Fired-Up Board1. Personal story2. Why is it important?3. Mission moments4. Interesting meetings5. Give them w...
Why Do You Care About  Our Organization?
Four Parts tothe Elevator  Speech  Step 1.What You Say                6
“If you can’texplain it simply,    you don’tunderstand it well    enough.”     Einstein                     #firedup   7
“I didnt havetime to write a  short letter,       soI wrote a long one instead.  ~Mark Twain                  #firedup   8
Step Two: HOW You Say It!                            9
SNEEZE (the Viral Message)   Wherever You Go!
Step 3: Invite Feedback“What are YOURimpressions?”                               11
Step 4: Request for Followup     What kind of followup    requests can you make?                               12
Great Results!“Gail, I am putting some of your ideas into action…. At our last Trustee meeting, I asked, “What legacy do y...
AA Deep Discussion Deep Discussion                     14
Where Does Our Money Go?           #firedup        15
#3 Mission Moments:Give Board Members a Direct    Personal Experience
A Word     AboutNonprofit BOARDS       #firedup    17
Is This Your Board?                      18
Is This Your                   Board?Is This Your Board?   Is This Your Board?                             19
“After all is saidand done,more is saidthan done.”  --Aesop                 #firedup   20
Your Board?“If the rate of change on the outside exceeds the rate of change on the inside, the end is near.”        Jack W...
Is This Your Board? Board         Is This Your Board?Boring Meetings = A Bored         Is This Your Board?         Is This...
#4 Liven Up Your Board Meetings       NOT Business As Usual
12 Ways To Liven Up Your           Board Meeting1.   Focus on results.2.   Be creative with the agenda.3.   Focus on probl...
12 Ways To Liven Up Your          Board Meeting7. Use consent agendas8. Interview the Executive Director9. Set up one inte...
#5Give Them What   They Want                 26
What Do Board Members          Want?To get theirhands dirty.                          27
What Do Board Members           Want?To work with peoplewho are aspassionate andexcited about theorganization as theyare. ...
What Do Board Members           Want?To feel thattheir time isused wisely.                           29
What Do Board Members          Want?To meet theother boardmembers.                          30
7 Steps to A Fired-Up Board1. Personal story2. Why is it important?3. Mission moments4. Interesting meetings5. Give them w...
#6 Give Them Social Time#5 Give Them Social Time
Social Time For Board       Members        BuildsTrust and Collegiality                         33
AndTEAM       34
The Five Dysfunctions of         a Team         1.   Absence of Trust         2.   Fear of Conflict         3.   Lack of C...
Group ProcessA Nonprofit Board Needs to Function as a Team                          36
Peer Pressure:The Best Motivator                     37
#7 Focus Them on   Action Items                   38
#7 Focus on Action!• What is the board’s’ job?• What is the job of individual  board members?• Rule of THREE!             ...
7 Steps to A Fired-Up Board  1. Personal story  2. Why is it important?  3. Mission moments  4. Interesting meetings  5. G...
The Fired-Up System         Phase 2  1.                    3.              2.Fire-Up              Easy NO          Redefin...
Did Somebody Say the “F-Word?”                                 42
Myths: Is This YourDefinition of Fundraising?                             43
Do You Think:Fundraising =  Begging?                #firedup   44
Do You ThinkFundraising = Cold Calls?                            45
Do You Think Fundraising =        Rejection?                             46
The Dark Side of Fundraising             #firedup          47
Let Them Talk About             Their FearHow Do YouReally FeelAbout AskingForContributions?                 #firedup     48
The Dark Side:“It never feels appropriate.”“Believe it or not, I’m afraid of being rejected.”“It just feels so tacky to as...
How Did You FeelThe Last Time You Gave to Your      FAVORITE CAUSE?                                 50
• Proud … Joyful …  Happy…Powerful … Excited. . .  Hopeful• Wish I could do more• Part of something important• Glad to be ...
The DifferenceVolunteers      Donors                         52
The Dark Side and the Joyful    Side of Fundraising             #firedup          53
A Revolutionary Idea                       54
We’d Rather    Have  FRIENDSThan Donors!               55
Friends Are Loyal NoMatter What              56
When the GoingGets Tough, Where Will Your Friends        Be?                     57
Re-Define Fundraising  into Friendmaking         #firedup       58
Fundraising’sDirty Little Secret:  Waaaay Too Much     Donor   ATTRITION                       59
After their gift,do your donors fall into  the “Donor Abyss?”                           60
Last Year Attrition Data$5.35 raised $5.54 lost through attrition Avg. net loss = -1.9 percent.          AFP and the Urb...
3 Things Donors Want• Prompt, Personal TY• Impact?• Used as Intended?• 93% would give  again Donor Centered Fundraising,  ...
Thank You Calls To Donors    Will Directly Impact the Bottom Line• Donors received a thank you phone call from a board mem...
Steps in the Fundraising       Adventure   THANK THANK            IDENTIFY   THANK AGAIN           PROSPECTS        ASK FO...
The Fundraising Adventure TIME AND ENERGY INVOLVED    in each step of the cycle
The Fired-Up System         Phase 3  1.                    3.              2.Fire-Up              Easy NO          Redefin...
Easy Fundraising Jobs1. VIP Prospect List       Who are the 10 most       important people who        could catapult your ...
Easy Fundraising Jobs                2. Advice Visits• If you want money,   ask for advice.• If you want advice,   ask for...
Rules for Successful ADVICE VISITS• Ask for a short appointment• Never be boring• Get out on time• Let them do the talking...
3. Small Socials1.Board member hosts2.Free to invitees3.No ask           “It’s easy to get intimidated if you are asking s...
The All Important Follow Up CardName: _____________________________________Address: _____________________________________E...
4. Host Sizzling Tours• Board members  invite their  FRIENDS• Board member  welcomes• Call the next day:  – “What were you...
5. Thank You Calls To Donors    Will Directly Impact the Bottom Line• Donors received a thank you phone call from a board ...
The Fired-Up System  1.                    3.              2.Fire-Up              Easy NO          Redefine  Your         ...
Resources and Free Fundraising Tools• 20 EASY Ways Board Members Can Cultivate Donors• 10 Easy Ways Board Members Can Rais...
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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.

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

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

  1. 1. Fired-Up Fundraising: Turn Your Board’s Passion into Action! Guidestar Webinar Gail Perry www.gailperry.comtwitter: @gailperrync 0
  2. 2. Speakers• Gail Perry, MBA, CFRE, and Author, Fired-Up Fundraising• Diana Hand, Marketing Manager, GuideStar USA, Inc. (moderator) #firedup
  3. 3. The Fired-Up System: Phase 1 1. 3. 2.Fire-Up Easy NO Redefine Your ASK Jobs Fund-Board! raising
  4. 4. Phase One:Fire Up Your Board About the Cause 3
  5. 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. 6. Why Do You Care About Our Organization?
  7. 7. Four Parts tothe Elevator Speech Step 1.What You Say 6
  8. 8. “If you can’texplain it simply, you don’tunderstand it well enough.” Einstein #firedup 7
  9. 9. “I didnt havetime to write a short letter, soI wrote a long one instead. ~Mark Twain #firedup 8
  10. 10. Step Two: HOW You Say It! 9
  11. 11. SNEEZE (the Viral Message) Wherever You Go!
  12. 12. Step 3: Invite Feedback“What are YOURimpressions?” 11
  13. 13. Step 4: Request for Followup What kind of followup requests can you make? 12
  14. 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. 15. AA Deep Discussion Deep Discussion 14
  16. 16. Where Does Our Money Go? #firedup 15
  17. 17. #3 Mission Moments:Give Board Members a Direct Personal Experience
  18. 18. A Word AboutNonprofit BOARDS #firedup 17
  19. 19. Is This Your Board? 18
  20. 20. Is This Your Board?Is This Your Board? Is This Your Board? 19
  21. 21. “After all is saidand done,more is saidthan done.” --Aesop #firedup 20
  22. 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. 23. Is This Your Board? Board Is This Your Board?Boring Meetings = A Bored Is This Your Board? Is This Your Board? 22
  24. 24. #4 Liven Up Your Board Meetings NOT Business As Usual
  25. 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. 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. 27. #5Give Them What They Want 26
  28. 28. What Do Board Members Want?To get theirhands dirty. 27
  29. 29. What Do Board Members Want?To work with peoplewho are aspassionate andexcited about theorganization as theyare. #firedup 28
  30. 30. What Do Board Members Want?To feel thattheir time isused wisely. 29
  31. 31. What Do Board Members Want?To meet theother boardmembers. 30
  32. 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. 33. #6 Give Them Social Time#5 Give Them Social Time
  34. 34. Social Time For Board Members BuildsTrust and Collegiality 33
  35. 35. AndTEAM 34
  36. 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. 37. Group ProcessA Nonprofit Board Needs to Function as a Team 36
  38. 38. Peer Pressure:The Best Motivator 37
  39. 39. #7 Focus Them on Action Items 38
  40. 40. #7 Focus on Action!• What is the board’s’ job?• What is the job of individual board members?• Rule of THREE! 39
  41. 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. 42. The Fired-Up System Phase 2 1. 3. 2.Fire-Up Easy NO Redefine Your ASK Jobs Fund-Board! raising
  43. 43. Did Somebody Say the “F-Word?” 42
  44. 44. Myths: Is This YourDefinition of Fundraising? 43
  45. 45. Do You Think:Fundraising = Begging? #firedup 44
  46. 46. Do You ThinkFundraising = Cold Calls? 45
  47. 47. Do You Think Fundraising = Rejection? 46
  48. 48. The Dark Side of Fundraising #firedup 47
  49. 49. Let Them Talk About Their FearHow Do YouReally FeelAbout AskingForContributions? #firedup 48
  50. 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. 51. How Did You FeelThe Last Time You Gave to Your FAVORITE CAUSE? 50
  52. 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. 53. The DifferenceVolunteers Donors 52
  54. 54. The Dark Side and the Joyful Side of Fundraising #firedup 53
  55. 55. A Revolutionary Idea 54
  56. 56. We’d Rather Have FRIENDSThan Donors! 55
  57. 57. Friends Are Loyal NoMatter What 56
  58. 58. When the GoingGets Tough, Where Will Your Friends Be? 57
  59. 59. Re-Define Fundraising into Friendmaking #firedup 58
  60. 60. Fundraising’sDirty Little Secret: Waaaay Too Much Donor ATTRITION 59
  61. 61. After their gift,do your donors fall into the “Donor Abyss?” 60
  62. 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. 63. 3 Things Donors Want• Prompt, Personal TY• Impact?• Used as Intended?• 93% would give again Donor Centered Fundraising, Penelope Burk
  64. 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. 65. Steps in the Fundraising Adventure THANK THANK IDENTIFY THANK AGAIN PROSPECTS ASK FOR CULTIVATE AND SUPPORT INVOLVE #firedup
  66. 66. The Fundraising Adventure TIME AND ENERGY INVOLVED in each step of the cycle
  67. 67. The Fired-Up System Phase 3 1. 3. 2.Fire-Up Easy NO Redefine Your ASK Jobs Fund-Board! raising
  68. 68. Easy Fundraising Jobs1. VIP Prospect List Who are the 10 most important people who could catapult your organization’s future? #firedup
  69. 69. Easy Fundraising Jobs 2. Advice Visits• If you want money, ask for advice.• If you want advice, ask for money.
  70. 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. 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. 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. 73. 4. Host Sizzling Tours• Board members invite their FRIENDS• Board member welcomes• Call the next day: – “What were your impressions?” #firedup 72
  74. 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. 75. The Fired-Up System 1. 3. 2.Fire-Up Easy NO Redefine Your ASK Jobs Fund-Board! raising
  76. 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

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