Great Expectations: Developing a Fundraising Board North Carolina Philanthropy Conference August 11, 2011 Ron Rau, MBA

1. Great Expectations: Developing a Fundraising Board North Carolina Philanthropy Conference August 11, 2011 Ron Rau, MBA President & CEO, Alcohol and Drug Services of Guilford Amanda M. Osborne, MPA, CFRE, Hartsook Companies Vice President

4. Boards & Fundraising The Volunteer Leader OBSERVATION: Truth is often found in humor. This nonprofit executive has great respect for her board, but years of experience led her one day to say … • “You know you can’t fire them. I guess I will have to shoot one and make an example of him to the rest of the board.” • - A Girl Scout Executive Director

5. Boards & Fundraising Mistakes & Myths • You can’t ask a long time board member to start abiding by term limits. • If I tell them up front what I need them to do, they will turn me down to serve on the board. • We have to have different skills on the board – an attorney, an accountant, a banker, a marketing person. • We don’t have enough answers yet to launch a campaign. KEY POINT: Good training, good practices, good processes, and good tools create the most effective fundraising structures for board members.

6. Boards & Fundraising Mistakes & Myths • They are successful at _____________, so they should be good board members. • They need to come to 80 percent or more of the board meetings. • They can donate their time instead of an annual cash donation. • They are board members, they know they have to give without me asking. • They see the financial reports. They know we have to raise funds. KEY POINT: Good training, good practices, good processes, and good tools create the most effective fundraising structures for board members.

7. Boards & Fundraising Truth in Advertising • Explain Role in Fundraising • Use Expectation of Service Document • Establish & Enforce Term Limits • Provide Training & Orientation • Fundraising Equals Decision Making KEY POINT: If you want board members to make fundraising a CORE VALUE for your nonprofit, you must share your expectations and beliefs with them as they are being recruited.

8. Boards & Fundraising Core Values & Beliefs • Face Funding Facts • Invest in Development • Attitude of Abundance • Stand & Make an Argument • Board Members First • Why Are We Here? KEY POINT:Current and future board members must have a common framework of thought to create the right environment for fundraising.

9. Boards & Fundraising Plan for Orientation • Provide Workshops about Your Nonprofit • Schedule Tours – Volunteer for a Task • Handout History Books & Timelines • Conduct Roundtables with Staff & Clients • Analyze Operating & Funding Data • Review Fundraising Data • Provide meaningful, but easily digestible books & articles that foster fundraising knowledge & skills KEY POINT: Success in other arenas of life does not necessarily translate into being an effective nonprofit board member. Effective fundraising boards are the result of education.

10. Boards & Fundraising Plan for Orientation • It’s Always Fundraising Season • It’s Not Quid Pro Quo • Where’s the Money? • Not All Donors are Created Equal • Cultivation is Not Marketing • Campaigns are Not Drives • Deal With Data KEY POINT: Sharing basic fundraising knowledge is one of the goals when providing orientation to board members. You want everyone to hear the same thing, be on the same page.

11. Boards & Fundraising Plan for Training • Explain the Status & Importance of the Development Program • Share Development Data • Provide workshop sessions related to the five processes of Identification, Qualification, Cultivation, Solicitation & Appreciation KEY POINT: Fundraising is seldom a routine or natural act for anyone. Confidence, courage and effectiveness is created when fundraising knowledge and training is provided.

12. Boards & Fundraising Plan for Training • Identification Strategies • Cultivation Strategies • Solicitation Strategies • Appreciation Strategies • Track & Share Progress • Reports that Create Success KEY POINT: All fundraising knowledge and activities must eventually be understood and applied. Everything else is window dressing.

13. Boards & Fundraising The Doing of It • Prepare & Rehearse • Draft the Plan, Execute the Plan • Celebrate Success KEY POINT:Most board members would prefer not to fundraise. They do it because they believe in something greater than themselves – the clients that you serve and the future of their community.

14. Boards & Fundraising Engage in Activity • “If an organization does not want to do a campaign or pursue a meaningful annual fund program, that’s fine. But there are a lot of us who are constantly asked to be on boards and at some point we have to decide where the best use of volunteer time can be placed. A campaign (fundraising) says to me the organization is serious about serving its clients.” • - A Tulsa Oklahoma Nonprofit Board Member KEY POINT:Board members must eventually be engaged in the fundraising process for “A Board to Have a Fundraising Mission.”

15. Boards & Fundraising In Summary • Be Honest During Recruitment Efforts • Communicate Core Fundraising Beliefs • Provide Orientation • Communicate Basic Fundraising Principles • Provide Training • Communicate Basic Practices • Engage Board Members In Fundraising KEY POINT:Be selective in each of these steps. Doing fewer things well, is better than doing many things poorly. Implementation of some version of this process will help create a board with a fundraising mission.

16. Questions? Comments? Discussion? Amanda M. Osborne, MPA, CFRE aosborne@hartsookcompanies.com Ron Rau, MBA rrau@adsyes.org