2. Expectations of Time
• 30% Research
– Your Case
– Constituency identification
• 30% Relationships Building
– Education (mission connect)
– Communication
Research
Relationship
Building
Recognition /
Reporting
Request
• 10% Request
– All ways: face-to-face, mail,
phone, web, events,
proposals
• 30% recognition / reporting
– Strategic and consistent
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3. Development is a Team Sport
• Raising philanthropic gifts is a team
sport that requires participation at
every level of the organization.
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4. Who Raises the Money
(Some Options)
• Board of directors Governance and
Advisory
– Board(s) as a whole
– Board Resource Development Committee
• Various subcommittees of development committee
• Volunteers
– Service on committees
• CEO
• Development staff
• All staff
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5. What Makes a Person Good at
Raising Money? (some options)
• Builds relationships (good listener)
• Speaks from the heart, has commitment to
the organization (inspired by work and
rooted in org. values)
• Able to communicate knowledgeably about
organization
• Is honest
• Demonstrated own financial commitment
to the organization
• Willingness to ask
• Others?
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6. What’s the Board’s Role in Fund
Development?
1.
2.
3.
4.
Governance/Administration
As Donors
As Development Volunteers
As Stewards of Organization’s
Future
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7. 1. Governance/Administration
• Consider creating a governance section of your
website where you can post your annual audit,
990s, etc.
– Integrity
– Accountability
– Transparency
• Approve and align policies to match structure:
– Gift Acceptance policy
– Investment policy
– Financial management oversight
• Consider other ways to show that the
organization is a good steward of people’s
money
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8. 1. Governance/Administration
• Ensure fiscal integrity and health
– Active Board
– Active Finance Committee
• Provide Leadership
– Successful organizations have a
champion on the board who believes
that fundraising is about mission-based
relationships!
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9. 2. As Donors
• Goal: 100% annual financial board giving
• Ask your board to model behavior by
using Pick.Click.Give as a tool for
their giving.
– Celebrate their participation!
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10. 3. Development Volunteers
• Goal: 100% participation in raising
money
– There is a role for everyone in the
process
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11. Options for participation:
• Call prospects/donors and ask them to use pcg for their
giving
– Develop a script for callers based on their story.
• The script should be short, as personalized as possible, (like
thanking for past donations) and ask them to take action through
pcg
– Ask each board member to know their own story about why
they give
– Have a list of common questions about your organization and
Pick.Click.Give., so callers have responses ready if needed.
– Be sure callers understand that people can go back online and
participate in Pick.Click.Give. after they filed for their PFD.
– Have a timeline for calls to be completed.
– Strive to not call during mealtimes, or too late at night.
– Be sure to thank people for their time.
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12. Options for participation:
• Include PCG in the whole teams’
electronic signature
• Add a PCG link to your homepage
• Promote through social media channels
• Include a story of impact in your next
newsletter
• Send a personalized note from a
member of your board to the 100 names
in your data base with the most potential
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13. Options for participation:
• Write a short notice on your
participation in Pick.Click.Give. and
send to everyone on your list.
– Describe the importance of their impact
on the organization
– Provide that web link www.pfd.alaska.gov
– Send via email and or snail mail, social
media
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14. Options for participation:
• Have the board and staff set a goal
based on dollars and/or the number of
donors.
– To set a goal, look at last year’s results.
– Publicize the goal with everyone that
works with or is solicited by your effort.
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15. 4. Stewards of Organization’s Future
• Participating in Strategic, annual and
fund development planning and
approval
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16. People Are Successful in Raising
Money When:
• We all agree that there is a place for
everyone at the table
– Draw on existing skills
•
•
•
•
•
Tasks are small and easy
Within comfort zone
In time frame
The expectation to participate is clear
Have an impact on the organization- It
can’t be about the obligation
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17. Who else is on our team?
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18. Myth Busting
• Development staff, because it is their job,
are more effective in asking.
– Board members bring special passion and
perspective as a peer – they are more credible
to many prospects because it is not their
paying job
• Avoiding this mistake:
– Volunteers/Board are just as effective
especially in a team
– No matter how skilled the development officer
is, s/he should engage board members in
certain asks
– Be confident that what a volunteer/board
member represents is important to the donor
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19. Role of Staff & Consultants
• Empower volunteers (tools/ support)
• Lead while appearing to follow
• Provide opportunities for meaningful
work
• Provide appropriate information
• Provide adequate orientation/training
• Provide job descriptions
• Provide evaluation/feedback
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20. What are you looking for on your
team?
• Evidence of shared values
• Existing relationship with the
organization
• Skill set that fits organization’s need
• Someone willing to give the
time/energy/financial resources
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21. Empowering the Volunteer
• Give them a job description.
• Make sure it’s a job are willing to
take.
• Provide orientation, training &
support.
• Thank them.
• Provide feedback and recognition.
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22. Team Effort: Board/Volunteer and Staff
BOARD/VOLUNTEER
• 100% participation
STAFF
• 100% participation
– Strategy/Asks/Thanks
• 100% annual giving
•
• Draft/Approve/enact the
•
plan
•
• Draft/Approve/enact policies•
• Be a conduit- build
•
relationships
• Keep mission, values focus •
•
• Be an advocate
•
• Be an ambassador
• Have fun
•
•
•
1/11/2014
– Coordinate the efforts
– Break tasks into doable pieces
Staff -board committees
Draft/enact the plan
Implement policies
Create procedures
Be a conduit- build
relationships
Keep mission, values, focus
Be an advocate
Write copy (letters, grants,
acknowledgment, reports)
Maintain data
Keep it manageable
Keep it fun
Property of The Foraker Group 2006
23. For More Information
www.pickclickgive.org
Contact Us, Search function, information for
donors and organizations
www.forakergroup.org info@forakergroup.org
(907) 743-1200 • toll-free (877) 834-5003
Educational Opportunities, Organizational
Development, Shared Services, Advocacy
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