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The fundraiser’s guide to working with
board members




By
Gayle L. Gifford, ACFRE
President


www.ceffect.com 401.331.2272 gayle@ceffect.com
@gaylegifford
The Fundraisers Guide to Working With Your Board
Date: October 15, 2012
Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc.
_______________________________________________________________
Who knows others is clever,
Who knows him/ herself has insight.

Who conquers others has force,
Who conquers him/ herself is truly strong.

Tao Te Ching by Lao Tzu, 33, Adapted translation from John Wu

Topics for discussion
   Working with your board members
   Stages of change
   Four framing perspectives to improve your leadership


Essential board functions
   Understand and respond to community need
   Create a compelling vision and strategy for societal betterment
   Produce results
   Ensure that the organization is trustworthy, healthy, resilient and lives its
    values
   Ensure an excellent board
   Set strategic goals and objectives that link money to outcomes
   Ensure a reasonably achievable revenue strategy with clear designation of
    who is responsible for what results


Common mistakes in working with board members
  Thinking group decisions or job descriptions will motivate individual action
  Thinking scolding will produce action
  Failing to engage leadership
  Assuming high levels of board member commitment or understanding of the
   mission
 Assuming your needs are high priority for your board member
 Assuming board member understanding and commitment to the case for
   support
 Failure to provide a detailed action plan, broken into baby steps
 Treating every board member the same, with the same level of expectation
 Forgetting to create a developmental plan for each board member
 Failure to follow up
 Not respecting or leveraging board roles and protocols
 Recruiting board members for their connections without asking if they are
   willing to use those connections for your organization.
See http://bit.ly/SJFfr2

Copyright 2012. Reprint with acknowledgement. Not for commercial reuse.
                                                                                       2
                                      www.ceffect.com gayle@ceffect.com 401.331.2272
The Fundraisers Guide to Working With Your Board
Date: October 15, 2012
Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc.
_______________________________________________________________
Stages of Change Model
1. Precontemplation: I haven’t thought
   about this yet
       Validate lack of readiness
       Create interest and awareness
       Encourage self-exploration



2. Contemplation: How will this turn out?
   Is this good for me? Can I make this happen? How does this
   compare to other choices I have?
       Persuade
       Motivate and encourage
       Reduce costs



3. Preparation/Action: Do I have the skills to do this? Will my
   environment allow me to adopt the behavior?
       Believe the behavior can actually be accomplished
       Provide instruction
       Teach new skills
       Practice
       Change beliefs about the system if those are incorrect
       Change conditions/change the system if beliefs about system are correct



4. Maintenance: Was this the right thing to do? Can I keep doing it?
       Maintain action
       Provide rewards
       Reinforce behaviors



Overview of the Transtheoretical Model of behavior change. From James O.
Prochaska, et. al. See http://www.uri.edu/research/cprc/transtheoretical.htm
Marketing Social Change, Chapter 4, Alan R. Andreasen


Framing Tools
Copyright 2012. Reprint with acknowledgement. Not for commercial reuse.
                                                                                       3
                                      www.ceffect.com gayle@ceffect.com 401.331.2272
The Fundraisers Guide to Working With Your Board
Date: October 15, 2012
Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc.
_______________________________________________________________


Frame                  Definition                       Strategies

Structural             About the systems,               Attune structure to the task,
                       structures, organization         technology and environment
Human                  All about the people             Get the right people, in the
Resource                                                right jobs, motivated, engaged
                                                        and working together
Political              About networks,                  Use of agenda, authority,
                       influence, power                 networks, power, bargaining,
                                                        interests, ecosystems
Symbolic               About meaning                    Use culture, story, ritual, myth,
                                                        ceremony, symbols to create
                                                        meaning and motivate action

From: Reframing Organizations, Lee G. Bolman & Terrence E. Deal

What Volunteers Need from Staff (or each other) to give or
get
    Leadership and direction
    A compelling case for support that links money to outcomes
    The right assignment that corresponds to their movement up the ladder
    A plan with practical and doable actions
    Personalized training, coaching, and encouragement
    Logistical support
    Gratitude
    Celebration


Five Aspects of Fundraising Where Board Members Can
Participate
1.   Match making
2.   Friend making
3.   Asking
4.   Thanking
5.   Stewarding


A Few Common Fundraising Mistakes Board Members
Make
Copyright 2012. Reprint with acknowledgement. Not for commercial reuse.
                                                                                            4
                                      www.ceffect.com gayle@ceffect.com 401.331.2272
The Fundraisers Guide to Working With Your Board
Date: October 15, 2012
Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc.
_______________________________________________________________
 Not linking the fundraising goal to a powerful vision of the community
   change you are trying to create
 Believing that spending hours in board meetings talking about the need for
   more money will actually raise more money
 Launching events without calculating what it will take to raise the amount of
   money needed. Not assessing the work on the event against other
   investments of resources.
 Avoiding personal fears by ignoring the advice of the professionals
 Thinking all you need to do to raise a lot of money is to know or recruit rich
   people to the board



Action Items When You Return to the Office
   Interview three board members
   Develop strategy for each board member
   ___________________________________________
   ___________________________________________
   ___________________________________________


A Few Resources
   Asking by Jerold Panas
   Friendraising. Community engagement strategies for boards who hate
    fundraising but love making friends by Hildy Gottlieb
   Keep your Donors, by Simone P. Joyaux and Tom Ahern
   How to Make Your Board Dramatically More Effective, Starting Today by
    Gayle L. Gifford
   How to Raise $500 to $5000 From Almost Anyone, by Andy Robinson
    (formerly Big Gifts for Small Groups)
   Network for Good Learning Center www.fundraising123.org
   For Impact Newsletter, www.forimpact.org
   Reframing Organizations by Lee G. Bolman and Terrence E. Deal.
   Transtheoretical Model of behavior change. From James O. Prochaska, et. al.
    See http://www.uri.edu/research/cprc/transtheoretical.htm
   Marketing Social Change, Alan R. Andreasen




Copyright 2012. Reprint with acknowledgement. Not for commercial reuse.
                                                                                       5
                                      www.ceffect.com gayle@ceffect.com 401.331.2272
The Fundraisers Guide to Working With Your Board
Date: October 15, 2012
Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc.
_______________________________________________________________



#1:    What’s your vision?
Describe your ideal relationship with your board and individual board members.




Copyright 2012. Reprint with acknowledgement. Not for commercial reuse.
                                                                                       6
                                      www.ceffect.com gayle@ceffect.com 401.331.2272
The Fundraisers Guide to Working With Your Board
Date: October 15, 2012
Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc.
_______________________________________________________________



#2:      Getting to know your board members
Let’s develop a list of questions that you can use to interview individual board
members. Write down two questions you would like to ask that will help you
gain a deeper understanding of your board member, help them gain insight
about themselves, or help you design an engagement strategy for that person.
We’ll go around the room and share questions to add to your list.


    1.

    2.

    3.

    4.

    5.

    6.

    7.

    8.

    9.

    10.




Copyright 2012. Reprint with acknowledgement. Not for commercial reuse.
                                                                                       7
                                      www.ceffect.com gayle@ceffect.com 401.331.2272
The Fundraisers Guide to Working With Your Board
Date: October 15, 2012
Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc.
_______________________________________________________________



#3: Action Plan for a Board Member
Board member Jane Smith is a very successful business person who grew up in
Providence. She is in her 60s and seems to know almost everyone in town, both
professionally and personally. She has been making a $500 annual gift to your
organization, but you are fairly confident she has the capacity to give more.
You have not worked with Jane before. Jane says she is new to fundraising. She
has volunteered to serve on your campaign planning committee which is getting
ready to start a $3 million growth campaign. She is willing to participate in
prospect screening and has offered to set up meetings for you. She has said that
under no circumstances would she ask for money.


1. What is Jane’s potential? What are your aspirations for Jane?




2. In relationship to your aspirations, where do you think she is on the stages of
   change ladder in relationship to solicitation? What evidence points to that?




3. Considering what you have learned, outline at least four steps you will take
   to move this board member up the ladder. Why did you select those steps?




Copyright 2012. Reprint with acknowledgement. Not for commercial reuse.
                                                                                       8
                                      www.ceffect.com gayle@ceffect.com 401.331.2272
The Fundraisers Guide to Working With Your Board
Date: October 15, 2012
Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc.
_______________________________________________________________



#4: Board fundraising activities
Pretend you are your board member. Brainstorm two activities in each category
that you are willing to do to help support fundraising. Then, consider what you
need from staff to make you successful in undertaking this activity.



                               Board Member                    What you need
                               Activity                        from staff
Match making




Friend making




Asking




Thanking




Stewarding




Copyright 2012. Reprint with acknowledgement. Not for commercial reuse.
                                                                                       9
                                      www.ceffect.com gayle@ceffect.com 401.331.2272
The Fundraisers Guide to Working With Your Board
Date: October 15, 2012
Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc.
_______________________________________________________________



About the presenter
Gayle L. Gifford, ACFRE, is President of the consulting firm, Cause & Effect Inc. A
nationally respected consultant, writer and trainer, Gayle has over 25 years of
experience in building nonprofit capacity in governance, strategic and business
planning, fund raising, facilitation, program development, and communications.
Gayle’s work to strengthen nonprofits is fueled by her passion for a greener,
more just and peaceful world.
Author of the newly released How to Make Your Board Dramatically More
Effective, Starting Today, published by Emerson & Church, Gayle writes, blogs
and tweets on many aspects of nonprofits. She is an adjunct instructor in
nonprofit management and organization development in master’s programs at
Brown University and Simmons College.
Her nonprofit clients have ranged from the grassroots to international, including
the House of the Seven Gables, May Institute, PLAN International, Progreso
Latino, WaterFire Providence, the Rhode Island Foundation and Women’s Voices
for the Earth.
Gayle serves on the board of WaterFire Providence and Blackstone Academy
Charter School and serves on the Advisory Council of Latino Dollars for Scholars
and the Rhode Island Museum of Science and Art.
Gayle is one of the 100 fund development professionals worldwide (and only
two in RI) who have achieved the ACFRE advanced fundraising credential
awarded by the Association of Fundraising Professionals.
You can reach Gayle at 401.331.2272 or gayle@ceffect.com. Or follow her on
Twitter @gaylegifford or her blog, The Butterfly Effect, at
www.ceffect.com/blog. You can also sign up for her free monthly newsletter at
www.ceffect.com.




Copyright 2012. Reprint with acknowledgement. Not for commercial reuse.
                                                                                       10
                                      www.ceffect.com gayle@ceffect.com 401.331.2272

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The fundraiser's guide to working with board members

  • 1. The fundraiser’s guide to working with board members By Gayle L. Gifford, ACFRE President www.ceffect.com 401.331.2272 gayle@ceffect.com @gaylegifford
  • 2. The Fundraisers Guide to Working With Your Board Date: October 15, 2012 Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc. _______________________________________________________________ Who knows others is clever, Who knows him/ herself has insight. Who conquers others has force, Who conquers him/ herself is truly strong. Tao Te Ching by Lao Tzu, 33, Adapted translation from John Wu Topics for discussion  Working with your board members  Stages of change  Four framing perspectives to improve your leadership Essential board functions  Understand and respond to community need  Create a compelling vision and strategy for societal betterment  Produce results  Ensure that the organization is trustworthy, healthy, resilient and lives its values  Ensure an excellent board  Set strategic goals and objectives that link money to outcomes  Ensure a reasonably achievable revenue strategy with clear designation of who is responsible for what results Common mistakes in working with board members  Thinking group decisions or job descriptions will motivate individual action  Thinking scolding will produce action  Failing to engage leadership  Assuming high levels of board member commitment or understanding of the mission  Assuming your needs are high priority for your board member  Assuming board member understanding and commitment to the case for support  Failure to provide a detailed action plan, broken into baby steps  Treating every board member the same, with the same level of expectation  Forgetting to create a developmental plan for each board member  Failure to follow up  Not respecting or leveraging board roles and protocols  Recruiting board members for their connections without asking if they are willing to use those connections for your organization. See http://bit.ly/SJFfr2 Copyright 2012. Reprint with acknowledgement. Not for commercial reuse. 2 www.ceffect.com gayle@ceffect.com 401.331.2272
  • 3. The Fundraisers Guide to Working With Your Board Date: October 15, 2012 Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc. _______________________________________________________________ Stages of Change Model 1. Precontemplation: I haven’t thought about this yet  Validate lack of readiness  Create interest and awareness  Encourage self-exploration 2. Contemplation: How will this turn out? Is this good for me? Can I make this happen? How does this compare to other choices I have?  Persuade  Motivate and encourage  Reduce costs 3. Preparation/Action: Do I have the skills to do this? Will my environment allow me to adopt the behavior?  Believe the behavior can actually be accomplished  Provide instruction  Teach new skills  Practice  Change beliefs about the system if those are incorrect  Change conditions/change the system if beliefs about system are correct 4. Maintenance: Was this the right thing to do? Can I keep doing it?  Maintain action  Provide rewards  Reinforce behaviors Overview of the Transtheoretical Model of behavior change. From James O. Prochaska, et. al. See http://www.uri.edu/research/cprc/transtheoretical.htm Marketing Social Change, Chapter 4, Alan R. Andreasen Framing Tools Copyright 2012. Reprint with acknowledgement. Not for commercial reuse. 3 www.ceffect.com gayle@ceffect.com 401.331.2272
  • 4. The Fundraisers Guide to Working With Your Board Date: October 15, 2012 Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc. _______________________________________________________________ Frame Definition Strategies Structural About the systems, Attune structure to the task, structures, organization technology and environment Human All about the people Get the right people, in the Resource right jobs, motivated, engaged and working together Political About networks, Use of agenda, authority, influence, power networks, power, bargaining, interests, ecosystems Symbolic About meaning Use culture, story, ritual, myth, ceremony, symbols to create meaning and motivate action From: Reframing Organizations, Lee G. Bolman & Terrence E. Deal What Volunteers Need from Staff (or each other) to give or get  Leadership and direction  A compelling case for support that links money to outcomes  The right assignment that corresponds to their movement up the ladder  A plan with practical and doable actions  Personalized training, coaching, and encouragement  Logistical support  Gratitude  Celebration Five Aspects of Fundraising Where Board Members Can Participate 1. Match making 2. Friend making 3. Asking 4. Thanking 5. Stewarding A Few Common Fundraising Mistakes Board Members Make Copyright 2012. Reprint with acknowledgement. Not for commercial reuse. 4 www.ceffect.com gayle@ceffect.com 401.331.2272
  • 5. The Fundraisers Guide to Working With Your Board Date: October 15, 2012 Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc. _______________________________________________________________  Not linking the fundraising goal to a powerful vision of the community change you are trying to create  Believing that spending hours in board meetings talking about the need for more money will actually raise more money  Launching events without calculating what it will take to raise the amount of money needed. Not assessing the work on the event against other investments of resources.  Avoiding personal fears by ignoring the advice of the professionals  Thinking all you need to do to raise a lot of money is to know or recruit rich people to the board Action Items When You Return to the Office  Interview three board members  Develop strategy for each board member  ___________________________________________  ___________________________________________  ___________________________________________ A Few Resources  Asking by Jerold Panas  Friendraising. Community engagement strategies for boards who hate fundraising but love making friends by Hildy Gottlieb  Keep your Donors, by Simone P. Joyaux and Tom Ahern  How to Make Your Board Dramatically More Effective, Starting Today by Gayle L. Gifford  How to Raise $500 to $5000 From Almost Anyone, by Andy Robinson (formerly Big Gifts for Small Groups)  Network for Good Learning Center www.fundraising123.org  For Impact Newsletter, www.forimpact.org  Reframing Organizations by Lee G. Bolman and Terrence E. Deal.  Transtheoretical Model of behavior change. From James O. Prochaska, et. al. See http://www.uri.edu/research/cprc/transtheoretical.htm  Marketing Social Change, Alan R. Andreasen Copyright 2012. Reprint with acknowledgement. Not for commercial reuse. 5 www.ceffect.com gayle@ceffect.com 401.331.2272
  • 6. The Fundraisers Guide to Working With Your Board Date: October 15, 2012 Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc. _______________________________________________________________ #1: What’s your vision? Describe your ideal relationship with your board and individual board members. Copyright 2012. Reprint with acknowledgement. Not for commercial reuse. 6 www.ceffect.com gayle@ceffect.com 401.331.2272
  • 7. The Fundraisers Guide to Working With Your Board Date: October 15, 2012 Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc. _______________________________________________________________ #2: Getting to know your board members Let’s develop a list of questions that you can use to interview individual board members. Write down two questions you would like to ask that will help you gain a deeper understanding of your board member, help them gain insight about themselves, or help you design an engagement strategy for that person. We’ll go around the room and share questions to add to your list. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. Copyright 2012. Reprint with acknowledgement. Not for commercial reuse. 7 www.ceffect.com gayle@ceffect.com 401.331.2272
  • 8. The Fundraisers Guide to Working With Your Board Date: October 15, 2012 Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc. _______________________________________________________________ #3: Action Plan for a Board Member Board member Jane Smith is a very successful business person who grew up in Providence. She is in her 60s and seems to know almost everyone in town, both professionally and personally. She has been making a $500 annual gift to your organization, but you are fairly confident she has the capacity to give more. You have not worked with Jane before. Jane says she is new to fundraising. She has volunteered to serve on your campaign planning committee which is getting ready to start a $3 million growth campaign. She is willing to participate in prospect screening and has offered to set up meetings for you. She has said that under no circumstances would she ask for money. 1. What is Jane’s potential? What are your aspirations for Jane? 2. In relationship to your aspirations, where do you think she is on the stages of change ladder in relationship to solicitation? What evidence points to that? 3. Considering what you have learned, outline at least four steps you will take to move this board member up the ladder. Why did you select those steps? Copyright 2012. Reprint with acknowledgement. Not for commercial reuse. 8 www.ceffect.com gayle@ceffect.com 401.331.2272
  • 9. The Fundraisers Guide to Working With Your Board Date: October 15, 2012 Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc. _______________________________________________________________ #4: Board fundraising activities Pretend you are your board member. Brainstorm two activities in each category that you are willing to do to help support fundraising. Then, consider what you need from staff to make you successful in undertaking this activity. Board Member What you need Activity from staff Match making Friend making Asking Thanking Stewarding Copyright 2012. Reprint with acknowledgement. Not for commercial reuse. 9 www.ceffect.com gayle@ceffect.com 401.331.2272
  • 10. The Fundraisers Guide to Working With Your Board Date: October 15, 2012 Presenter: Gayle L. Gifford, ACFRE, President, Cause & Effect Inc. _______________________________________________________________ About the presenter Gayle L. Gifford, ACFRE, is President of the consulting firm, Cause & Effect Inc. A nationally respected consultant, writer and trainer, Gayle has over 25 years of experience in building nonprofit capacity in governance, strategic and business planning, fund raising, facilitation, program development, and communications. Gayle’s work to strengthen nonprofits is fueled by her passion for a greener, more just and peaceful world. Author of the newly released How to Make Your Board Dramatically More Effective, Starting Today, published by Emerson & Church, Gayle writes, blogs and tweets on many aspects of nonprofits. She is an adjunct instructor in nonprofit management and organization development in master’s programs at Brown University and Simmons College. Her nonprofit clients have ranged from the grassroots to international, including the House of the Seven Gables, May Institute, PLAN International, Progreso Latino, WaterFire Providence, the Rhode Island Foundation and Women’s Voices for the Earth. Gayle serves on the board of WaterFire Providence and Blackstone Academy Charter School and serves on the Advisory Council of Latino Dollars for Scholars and the Rhode Island Museum of Science and Art. Gayle is one of the 100 fund development professionals worldwide (and only two in RI) who have achieved the ACFRE advanced fundraising credential awarded by the Association of Fundraising Professionals. You can reach Gayle at 401.331.2272 or gayle@ceffect.com. Or follow her on Twitter @gaylegifford or her blog, The Butterfly Effect, at www.ceffect.com/blog. You can also sign up for her free monthly newsletter at www.ceffect.com. Copyright 2012. Reprint with acknowledgement. Not for commercial reuse. 10 www.ceffect.com gayle@ceffect.com 401.331.2272