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Board Champions

Board Champions. by David Allen Presented to the Texas Land Trust Council 26 February2014. David Allen Development for Conservation. 30 years raising money by asking 13 with TNC Chapters in OR, TX, and WI 10 with Sand County Foundation Membership Systems to $18MM Capital Campaign

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Board Champions

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  1. Board Champions by David Allen Presented to the Texas Land Trust Council 26 February2014

  2. David AllenDevelopment for Conservation • 30 years raising money by asking • 13 with TNC Chapters in OR, TX, and WI • 10 with Sand County Foundation • Membership Systems to $18MM Capital Campaign • FT Consulting since March 2009

  3. AGENDA • Introductions • Theoretical • Structural • Operational • Your Plans and Next Steps

  4. But That’s Not All • Organizational Pairings • TLC – Guadalupe Blanco • Connemara – Pines and Prairies • Valley Land Fund – Hill Country Land Trust • Three conference calls with each group • One conference call with everyone TBD in September

  5. INTRODUCTIONS

  6. Seven Ideas • Conduct a Campaign for Your Board • Screen your Membership • Institutionalize Short Practice Activities • Use Events to Meet and Cultivate Donors • Keep Good Records • Talk Openly About Fear (but don’t let it stop you) • Roleplay Asking (and Getting Appts, and Meeting People You Don’t Know, and so on)

  7. FREE Executive Summary Download your FREE executive summary of Giving USA 2013 at www.givingusareports.org

  8. Definitions: Annual Gifts • Annual expectation (renewal) • General organizational appeal (operations) • Mail or phone solicitation • Quick response • Small(er) gift size • Measure of success = YES

  9. Definitions: Major Gifts • Specific need • Unique appeal • Personal ask • Multiple visits • Large(r) gift size • Measure of success = ADVANCE

  10. Ultimate (Planned) Gifts • Bequest gifts – gifts left in the will • Long-term relationship with organization • Organization is one of donor’s only charities • Desire to leave a legacy • Perhaps self-conscious about ability to give during lifetime

  11. Sustainability Robust, resilient, sustainable organizations work with their donors on annual gift, major gift, and planned gift programs, all three, at the same time with systematic board member engagement and adequate staff support.

  12. Why do People Give? • What’s being done is worth doing • Belief in the Mission • The organization involved can get it done • Fiscal stability • Regard for staff leadership • Respect for the organization locally • Regard for volunteer leadership

  13. Job Responsibilities of a Board Director • Governance • Management • Fundraising • Celebration

  14. Fundraising is about building relationships

  15. “Access” means that if I call you and leave a message or email you, you will call me or email me back.

  16. Getting Started

  17. Getting Started • What’s the next cultivation step? • Who’s going to do it? • By when?

  18. LEGACY

  19. Exercise Consider your last day on the job. Looking back on your tenure with the organization, what would you like to say that you accomplished? List at most three things.

  20. Five Basic Principles • Prospects selected based on giving capacity • Three-year cultivation plans • Facetime is KING • Redundancy • Relationship is recorded in the files

  21. Five Types of Easy Cultivation • Annual Renewal Solicitation and Acknowledgement • Introductions to other org leaders • Invitations to YOUR events • “Chance” meetings at their events • Share news and stories

  22. BARRIERS

  23. Cultural Change Leading Change: Why Transformation Efforts Fail John P. Kotter Harvard Business Review Reprint # 95204

  24. Tools for Success Strategic Plan • Create Urgency • Why are we doing this? • Frank discussion can lead to consensus • Vision trumps planning – Talk about the vision ALL the time

  25. Tools for Success Change Champions • Leadership is Critical • Critical Mass is…….critical • Three-year rule

  26. Tools for Success New Systems • Expectations • Activities • Accountability

  27. Tools for Success Practice • Lead by Example

  28. Tools for Success Accountability • Create short-term wins

  29. Structural Changes • Recruit new Board Members from your existing donors • Consider skills and background, gender balance, diversity, access – but work from a list that is three-five years long • Consider marrying the board recruitment with the Development Committee

  30. Rethink the Orientation

  31. Re-Think • Re-Think in terms of showing new board members what you want them to know. • Re-Think in terms of practice. • Re-Think in terms of the story they will tell others.

  32. Checklist Items • Sit in on one meeting of each board committee, • Serve for a year on the Finance Committee, • Visit a project site, • Develop and practice an “elevator speech,” • Call a donor to say thank you, • Get to know a set of donor prospects, • Attend an organizational event.

  33. Checklist Items – Chair • Serve on each committee for at least one year • Serve as Vice-Chair for at least one year • Demonstrated leadership in donor relations

  34. LUNCH

  35. Donors DC DC Dir Dir Dir Dir

  36. So What? • TALK about DONORS at meetings • Figure out ways to MEET them. • Review their files. • Plug them into organizational events. • Introduce them to organizational leaders. • Let the organization of events happen outside DC meetings.

  37. So What? • Leave meetings with each person having something tangible to do with a deadline. • The list of “somethings” is all the minutes you need. • DC Members report in next meeting, not only on their tasks and donors, but also on their “partners’” tasks and donors. • Always ask “What’s the next step?”

  38. ALSO • Create space at DC meetings and at Board meetings to tell stories. • Roleplay when people have trouble. • Re-inact phone calls using chairs back to back. • Don’t expect to have all the answers. Seek group support, ideas, and afterthoughts. • Keep good notes, and keep good files.

  39. ELEVATOR SPEECH

  40. Exercise I support my organization financially because……

  41. Seven Ideas • Conduct a Campaign for Your Board • Screen your Membership • Institutionalize Short Practice Activities • Use Events to Meet and Cultivate Donors • Keep Good Records • Talk Openly About Fear • Roleplay Asking (and Getting Appts, and Meeting People You Don’t Know, and so on)

  42. Board Campaign Board • Chair, FR Chair, ED set Board goal • Chair sets the tone, makes his/her gift first • Chair solicits other Board members • First Quarter Activity • Pledges OK

  43. Screening • List of all current donors • Circle each one you know & have access to • Star each one who is capable of making a $10,000 giving decision

  44. Practice • Thank You Calls • Elevator Exercise • Roleplays

  45. Events • Pre-event Briefing • Post-event Debriefing • Creating Next Steps

  46. Donor Files • You need them • Include essential contact info • Copies of everything that comes from THEM – including email and checks • Strategy and cultivation planning

  47. FEAR

  48. Exercise Imagine asking someone for $1,000. Where is your fear? What do you think will happen? What will the person think of you? What will you think of yourself?

  49. Asking • Preliminaries • Introductions • Establish Common Ground • Make the case for the gift; go from big picture to specific project; haul out maps and the photo book; focus/concentrate on the prospect NOT on what you want to say next

  50. Asking • Describe the envisioned role for the prospect; haul out fundraising plan • ASK; "Would you consider a proposal for $10,000 to help ______?" • Pause • Close

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