Board and Staff Roles in Fundraising Alliance for the Chesapeake Bay - - PowerPoint PPT Presentation

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Board and Staff Roles in Fundraising Alliance for the Chesapeake Bay - - PowerPoint PPT Presentation

May 01, 2023 370 likes •737 views

Board and Staff Roles in Fundraising Alliance for the Chesapeake Bay January 27, 2017 Mary Ellen Olcese 1 Two Fundraising Absolutes In order to raise money, someone from your organization must ask for it Once you receive a gift (of any size)

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Board and Staff Roles in Fundraising

Alliance for the Chesapeake Bay January 27, 2017

Mary Ellen Olcese

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Two Fundraising Absolutes

In order to raise money, someone from your

  • rganization must ask for it

Once you receive a gift (of any size) you must thank the donor

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Today’s Session

  • Basic fundraising principles and stats
  • The role of Board and staff in

implementing the Fundraising Plan

  • Specific fundraising tasks
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Fundraising Statistics

  • Typically 10% of the donors give 60% of the total

donations.

  • An average NFP retains approximately 85% of its

donors/year.

  • If a donor responds to a letter with a $100 gift, a

phone call may reap $300 and a face-to-face ask may result in a $1000 gift.

  • The more you ask, the more you get – 3(4) to 1 ratio
  • The larger the gift, the longer it takes to get.
  • 89% of US households give to charity.
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Sources of Contributions

*Source: USA Giving

2015 Contributions: $373.25 Billion by source of contribution

Bequests $31.75 B 8.5% Corporate $18.5 B 5% Foundations $58.5 B 15.5% Individuals $264.6 B 71%

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Fundraising is Relationship Building

“People give to people” Successful fundraising goes hand-in-hand with building relationships with prospective donors

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Fundraising is Relationship Building

“People give to people”

Identify – Inform – Interest – Involve

Invest

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Why People Give

  • They are inherently generous
  • They want to make a difference
  • To share a joy or loss
  • To be a part of a community or organization
  • To receive peer approval and recognition
  • To gain tax and financial planning benefits
  • They are specifically asked
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Why People Do Not Give

  • They don’t see how their donation will

make a difference

  • They received no personalized appeal
  • A past gift went unacknowledged
  • Timing wasn’t right
  • Org’s mission wasn’t compelling for them
  • They weren’t asked
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The Planning Continuum

Strategic Planning  Annual Work Plan  Annual Budget  Annual Fundraising Plan

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The Fundraising Plan

Strategies

  • Goals - $, #, %
  • Target Audience
  • Action Steps
  • Timeline
  • Cost
  • Responsible Person(s)
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What kind of money to raise

A balance of: restricted funds - programmatic & unrestricted funds - general operation

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The members of the Board Assisted by

  • Development Committee
  • Staff
  • Other volunteers
  • Consultant

Who raises the unrestricted funds?

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The Development Committee

(also called Fundraising or Advancement Committee) … is responsible for ensuring the implementation of the Board-approved fundraising plan with the help of staff and all Board members Made up of Board members and ex-officio staff

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“I’ll do anything, but ask for money.”

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What are the roles of the Board and staff in fundraising? What is the “something” that each Board member can do for the fundraising effort?

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  • unaware of their fundraising responsibilities
  • unsure how to proceed, or
  • lacking in fundraising skills.

Many Board members are …

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  • Active engagement in the fundraising plan
  • Leading/supporting the various strategies
  • An annual financial donation

The Board’s Role in Fundraising

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Lead/Support Roles

FUNDRAISING STRATEGY LEAD SUPPORT Board Giving Grants Membership Small Individual Giving Major Individual Giving Corporate Events Workplace Giving

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Lead/Support Roles

FUNDRAISING STRATEGY LEAD SUPPORT Board Giving Board Staff Grants Staff Board Membership Staff Board Small Individual Giving Staff Board Major Individual Giving Board Staff Corporate Board/Staff Board/Staff Events Board/Staff Board/Staff Workplace Giving Staff Board

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Identification Cultivation Solicitation Stewardship

Fundraising is broken down into four tasks

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examples of how you can participate in this fundraising task

Identification

Finding and gathering information about potential donors

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ABCs

  • f Identifying Prospects

A – Ability to give B – Belief in your cause C – Connection to your org

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The process of generating interest and involvement in potential donors – building the relationship

Cultivation

examples of how you can participate in this fundraising task

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The process of asking for financial support

Solicitation

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Thanking and maintaining good relations with donors

Stewardship

examples of how you can participate in this fundraising task

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→ Identification → Cultivation Solicitation → Stewardship

All Board members engage in …

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The Fundraising Process

(time and energy)

Source: www.gailperry.com. Reprinted with permission of Gail Perry Associates

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  • Make a financial pledge/donation annually
  • Offer input and approve the fundraising plan
  • Donate/acquire an in-kind gift or prizes for raffles/auctions
  • Participate in making calls to lapsed donors/members
  • Recruit new members or give membership as a

birthday/holiday gift

  • Identify potential Board/committee candidates whose skills

would serve the fundraising effort

Other Fundraising Tasks

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SAMPLE Board Member’s Fundraising Commitment Form

My personal gift will be $ ___________. (Indicate payment(s) to be made – monthly, quarterly, lump sum, etc) I will be in involved in the fundraising effort in the following ways: ___________________________________________________ ___________________________________________________ I, __________________, will help raise $ ___________.

Board Commitment Form

Two elements – personal gift and actions

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Fundraising Evaluation - Dashboards

Evaluate throughout the year – report at Board

meetings and staff meetings

  • The whole effort
  • Individual strategies

Adjust the fundraising effort as needed

Dashboards – visual renderings; one for each of the major

streams of income; grids, pie charts, etc

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Individuals dashboard

January 1 – February 28, 2015

DONOR TYPE # 2013 # 2014 # 2015 Major ($10k+) 1 2 Goal: 3 Actual: 1 Middle ($1k-$10k) 10 15 Goal: 20 Actual: 5 Minor (under $1k) 100 125 Goal: 150 Actual: 50 Total raised actual $$$ $$$ $$$ Initial budgeted $$$ $$$ $$$

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Common Fundraising Mistakes

  • Too much asking for money, not enough

relationship building

  • Sending Board members on “cold” asks
  • Not using staff and Board strategically
  • Crisis fundraising
  • Lack of training/support
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In summary …

  • Integrate the fundraising plan into the whole
  • rganization
  • Provide the infrastructure to support the effort
  • Ensure a feasible pace; a feasible work load
  • Provide active roles for each Board member

that build confidence and are more than just asking

  • Evaluate progress on a regular basis
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A nonprofit organization is hurt more by those who would have said “yes” but were never asked, than by those who were asked and said “no”.

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Mary Ellen Olcese 410-745-3053 meolcese@rivernetwork.org