2010 AFP International Conference

1. 2010 AFP International Conference Baltimore, MD April 11-14 Megan Brignon, Kobi Nix, Jeff Whitsell

2. Kobi Nix Gail Perry, CFRE- “Create a Fundraising Action Plan for Your Board Members and Put Them to Work Where You Need Them” Information Courtesy of Gail Perry Associates

3. What to do First • Get to know your board members. • Choose what fundraising jobs you want them to do. • Allocate your own time for this project. • Enlist your board leadership first. • Create a snappy brand name.

4. Five Step Action Plan • Step One: Fire up your board about the cause • Step Two: Crucial conversations to inspire new attitudes • Step Three: The right tools and skills • Step Four: Very specific jobs to do • Step Five: A great reporting and support structure

5. Step One: Fire Up Your Board • Mission moments • Testimonials • Field trips • Your impact

6. Step 2: Three Crucial Conversations • What are we raising money for? • Why do you care about our cause? • Why are volunteers so powerful?

7. Step 3: Training: Tools and Skills • Friendraising • The process of fundraising • Relationship building • It’s NEVER about money • High intention low pressure

8. Step 4: Give Them Very Specific Jobs • Narrow, narrow focus • Keep it very simple • They get to choose • Not too many choices

9. Time Invested in the Fundraising Cycle

10. Step 5: Reporting and Structure • What do we want to accomplish? • What results do we want to create? • What will happen if we reach these goals? • What will happen if we miss these goals?

11. Peer Pressure

12. What Now?! What to Do After You Get The Grant Megan Brignon Cheryl L. Kester, CFRE Thomas-Forbes & Kester, LLC Grants Consultants

13. Why Grants Management? • Affects success of your project(s) • Affects future fundability • A Grant = A Contract • Improperly managed grants • May lose funding • May be required to RETURN funding! • People go to JAIL!

14. Grants Management Process • Notifying Internally • Saying Thank You • Post-Award Meeting • Establishing Management Procedures • Publicizing Grant • Implementing Project Activities • Reporting to Funder & Stewardship

15. Notifying Internally • Your Boss • Executive Director • Project/Program Director(s) • Accounting

16. Saying Thank You • INSTANT thank you letter from E.D./Program Director • Return any forms/supplemental info • Turn downs get thank yous too! • Press Release • Thank you meeting

17. Post-Award Meeting • Who comes? • Grant Writer • Executive Director • Project/Program Director(s) • Accounting • Content • Review of timeline and objectives • Evaluation plan • Reporting deadlines

18. Establishing Management Procedures • Grant Notebook • Post-Award Checklist • Complete copy of proposal and budget • Reporting deadlines • Copies of ALL contact between funder and organization • Spending Policies • Appropriate spending and accounting • Expenditure approval processes

19. Grants Office - Responsibilities • Regular Project/Budget Reviews • Quarterly meetings • Who should be there? • Expenditure questions • Program Questions • Next year’s budget or program • Liaison with program director • “Urging” grant compliance

20. Publicizing the Grant • Is a form of stewardship • Motivates other gifts • Set policies re: gift size to PR • ALWAYS follow funder’s preferences

21. Implementing the Project • Always refer to the grant proposal; don’t assume • Watch progress toward milestones and objectives • Track all grant activities and outcomes • NO major changes without checking with funder • Make sure money is spent – no bonus for not spending $$!

22. Best Stewardship Practices • Say Thank You Promptly, Often, and Creatively • Include participants in thanking • Communicate year round • Invite to events or to a site visit • Submit well-written, timely reports • Fully expend funds within timeframe

23. Sample Post-Awards Checklists • Community College of Allegheny County http://www.ccac.edu/default.aspx?id=140995 • St. Vincent University http://www.stvincent.edu/fgg_procedures_post_award

24. Jeff Whitsell Kent Stroman, CFRE and Phil Lakin, CFRE- “7 Reasons Campaigns Fail and How to Avoid Them”

25. 3 Key Questions • Where do you see your organization right now? • Where would you like to be when you leave? • What will have to happen to achieve your wish?

26. Reason Seven: Last Things First • Some of the things that demand the most time are not critical to campaign success. Pareto’s Law = 20% 80% Dollars 80% Donors 20% = Where are you spending 80% of your time?

27. Reason Six: Crazy Goals • Unrealistic Goals • Feasibility Study • Know Constituents

28. Reason Five: Not Ready to Succeed • The “Big Gift” • The organizations mission must be clear • Have a solid plan for the campaign and the program(s) that will be funded

29. Reason Four: Know It All • Some people feel that they have to know it all before they begin their campaign • The “same old” campaign sometimes isn’t good enough

30. Reason Three: Impatience Pyramid of Giving Planned Giving Planned Giving Capital Giving Capital Giving Special/Major Gifts Annual Giving Repeat Annual Gifts First Time Annual Giving

31. Reason Two: Fuzzy Goals • Clarify timelines • Clarify goals • Most board members do not know the campaign goals of their organization, goals must be set by the board

32. Reason One: Leadership Deficit • You must have the right Campaign Chair • Use caution with people who have lead campaigns several times in the past • Executive leadership

33. The “Megan” Order

34. Questions