Engaging Leadership in a Culture Shift

1. Engaging Leadership in a Culture Shift Allan Burrows, President AFP NC Philanthropy Conference August 11, 2011

2. Building a Culture of Philanthropy Recent Philanthropic Giving Trends & Nonprofit Competition Fundraising Objectives

3. 40 Years of Giving: 1970–2010 Giving USA 2011

4.  Competition for  Dollars • 2001 865,096 $212 billion • 2010 1,280,739 $291 billion Year # of Nonprofits Amount Given While the number of nonprofits has nearly doubled, total giving is not keeping pace.

5. Strategic Planning Financial Planning Consensus Building First Things First

6. First Things First: FR Objectives 1. Significantly increase: • Recognition and value of your organization • Number and gift levels of donors • Fundraising capacity and abilities of your organization • Quantity, quality and commitment of volunteer leadership • Long-term financial stability 2. Successfully raise / exceed the campaign goal

7. How to Build a Culture You must do well to do good.

8. Culture of Philanthropy Non-Cultured: Cultured: • FR is crisis driven/reactive • FR is a ‘cost’ not an investment • FR is done only by few • Special events and direct mail are emphasized • Donors are at ‘arms-length’ • If major gifts occur, they’re usually unsolicited’ • All understand the need to raise money • Everyone is an ambassador • Donor-centric not ‘me-centric’ • Visitors are welcomed • E.D. sees him/herself as ‘face of agency’ and 100% committed to fundraising • All make a gift

9. What is Your Current Culture? Adapted from Arthur Camazzi, “Directive Communication”

10. .Describe the Difference Exercise: Tell us the difference!

11. Case for Support: Passion in your Voice! • From your mission and vision down to your daily programs, all board and staff have their own stories as to why your nonprofit is great! Share them! • Your mission is not your story.

12. Case for Support Components

13. Create Atmosphere of “Southern” Hospitality • Say “hello” and approach strangers! • Encourage board and staff to “tell your story” • Always welcome visitors • Ensure representatives of the organization are good listeners – “Donor-centric” • Steward donors – thank EVERY donor but don’t say thank you for every gift in the same way • Involve everyone in stewardship

14. Engaging Leadership The joy cannot precede the generosity because the joy comes from a realization of the abundance.

15. Sound Familiar? • Board Member • “I give my time…don’t ask me to give money.” • “Anything but fundraising!” • Executive Director • “I don’t have time to make a fundraising call.” • “That’s why I hired YOU!’” • Fundraising Staff • “Nobody knows da trouble I’ve seen!”

16. The Venn of Fundraising

17. How NOT to Enlist Leaders “Would you like to or do you know anyone who might like to be on the Board of [OMG NONPROFIT]? [BOARD MEMBER] and I are desperate to find some more go-getter type women. I promise it is not much of a time commitment — six meetings a year.  And I would be forever in your debt.”

18. Leadership Enlistment

19. The “EnABLE” Model of Leadership

20. Energize • Energize board members to invest in the organization • Instill in your leadership the joy of generosity that motivates and better equips the organization • Share motivational success stories at board meetings • Introduce staff/participants of successful programs/initiatives of the organization • Stories > Reports • Success > Needs • Differentiate community’s need vs. organization’s need • Demonstrate ROI

21. Assess • Assess your strengths • Make a plan to capitalize on strengths • Assess your weaknesses • Formulate recommendations to overcome them • Use Board Matrix to assess needed skill sets

22. Build your board = Build your presence = Build community support • Implement critical tools to ensure proper: • board enlistment • orientation • development of an effective board • Set expectations Build

23. Leverage the knowledge, skills and connections of board members • Put board members to work with specific tasks that advance the efforts of the organization • Example: how to solicit relationships on which to build – • Make it personal • Make it easy • Follow up Leverage

24. Engage board members and staff in an enlivened partnership working cohesively toward common goals • How can board/staff/volunteers work together? • Make the board a true “working board” of individuals passionate about and committed to the organization • Offer volunteer opportunities • Board Thank You methods • Ambassador program Engage

25. Board Member’s Role in Fundraising • Make a personal gift to annual and capital efforts • Be a part of fundraising planning and evaluation • Identify, evaluate and cultivate prospective donors • Sign personal appeal letters/personal notes • Write/phone “thank you” to donors • Leverage relationships and make introductions • Be an advocate and raise awareness • Participate in solicitations when appropriate

26. Staff Role Relative to Board/Volunteers in Fundraising • Be prepared and organized • Be sensitive to time constraints – be minimalist! • Be adaptable to their schedules • Be responsive and supportive • Be knowledgeable about their relationships/contacts • Be connected to those that matter to them or assist them!

27. The JOY of GENEROSITY You must be generous to be joyful. You must be joyful to be generous. “Maybe both is happening at the same time.” - Forrest Gump

28. Q & A