The document discusses the challenges and misconceptions faced by nonprofit boards and fundraising, highlighting the need for board members to reconnect with their passion and understand the meaning behind fundraising. It emphasizes the importance of storytelling, personal connections, and redefining fundraising as relationship-building rather than just asking for money. Additionally, it offers strategies for engaging board members, such as facilitating deep discussions, hosting interesting meetings, and encouraging social interactions to foster trust and collaboration.

1. The Situation
Between Boards
and Staff . . .
1

2. Mass
Confusion
2

3. Who’sWho’s supposed dodo what?
supposed to to what?
3

4. The Myth of Board Members and
The Myth of Board Members and
Fundraising !
Fundraising
4

5. Mention the F-Word . . .
5

6. !
6

7. Most Board
Members’
Definition of
Fundraising
7

8. They Think Fundraising = Cold Calls
!
8

9. Board Members Think
Fundraising = Rejection!
!
9

10. The Solution?
!
10

11. The Solution?
!
11

12. The Fired-Up System
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13. Step One:
Fire Up Your
Board
13

14. Board Members Need
To Connect with Their
Passion
14

15. A Story to Tell
15

16. Re-Ignite
Their
Passion!
16

17. #1 Why Do You Care About
Your Organization?

18. Sharing Their Personal Story
Helps Board Members
Re-Connect With Their Passion
18

19. Then They’ll Take Action
“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 we've 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
19

20. A DeepDiscussion
A Deep Discussion
20

21. #2 What are we raising money for?

22. What Are We Raising Money For?
Drill Down to Specifics . . .
To Impact . . .
To Stories About How Lives are
Changed or Saved. . .

23. !"#$%&&%'(#$')*(+&,##
Give Board Members a Direct Personal Experience (

24. A Word
About
Nonprofit BOARDS
24

25. Is This Your Board?
25

26. Is This Your
Board?
Is This Your Board?
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26

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28. Is This Your Bored Board
Is This Your Board?
Boring Meetings = A
Board?
Is This Your Board?
Is This Your Board?
28

29. !"#!Liven Up Your Board Meetings #
NOT Business As Usual

30. A Board Member
Deserves
a TERRIFIC Experience!
30

31. #5 Give Them Social Time

32. #5 Give Them Social Time
#5 Give Them Social Time

33. Social Time For Board
Members
Builds
Trust and Collegiality
33

34. And
TEAM
34

35. A Fired-Up Board:
#1 Personal story
#2 What are we raising $ for?
#3 Mission moments
#4 Interesting meetings
#5 Social time
35

36. Re-Define Fundraising

37. # 1 Let Them Talk About Their Fear
How Do You
!
Really Feel
About Asking
For
Contributions?
37

38. Fundraising’s 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.”
“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!”

39. #2 Teach Them About Donor Joy:
“How Did You Feel The Last Time You
Gave to Your FAVORITE CAUSE?”
!
39

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41. The Difference
Volunteers Donors
41

42. A Revolutionary Idea
42

43. We’d rather
have
FRIENDS
than
donors!!
43

44. What will
Friends Do
For You?
44

45. When the
Going Gets
Tough, Where
Will Your
Friends Be?
45

46. #3 Fundraising is NOT
Asking for Money
It’s Making and Keeping
Friends!
46

47. Fundraising’s
Dirty Little Secret:
Waaaay Too Much
Donor
ATTRITION
47

48. After their gift,
do your donors fall into
the “Donor Abyss?”
48

49. Make friends out of your
donors
And encourage them to stick
around
49

50. #4 They Don’t Have to Ask:
Plenty of Activities for Board
Members
THANK THANK IDENTIFY
THANK AGAIN PROSPECTS
ASK FOR CULTIVATE AND
SUPPORT INVOLVE
50

51. Time and Energy Spent in
Each Part of the Fundraising Cycle
51

52. Time and Energy Spent in
Each Part of the Fundraising Cycle
52

53. !!F#G?*#-'9*.#'4#H#I'5/(+**.,##
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If our true believers wonIt help us, who will?
Albert Camus

54. -*.<*8J'(#'4#I'5/(+**.&,
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• Well meaning
• On the high moral ground
• Acting only out of the goodness of their
heart.

55. #6 Optimism and Abundance

56. Redefine Fundraising
1. Deal with their fear
2. Donor joy
3. Make friends first
4. They don’t have to ask
5. The power of a volunteer
6. Optimism and abundance

57. STEP 3: Specific NO ASK Fundraising
Jobs !
• Narrow focus
• Simple
• They get to choose
57

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• If you want money,
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• If you want advice,
ask for money.

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63. #U)755#U'<%75&#7(0#B7+?*.%(A&#
• No solicitations!
• Plan your followup
– or don’t do it!

64. #G?7(D#V'/#W755&#+'#X'('.&#
• One out of 10 gifts, board members made thank you
calls 24 hours after receiving the gift.
• The next solicitation, those called
gave 39% more.
• After 14 months, those called were
giving 42% more.
Donor Centered Fundraising,
Penelope Burk

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