1. 1
The Situation
Between Boards
and Staff . . .

2. 2
Mass Confusion

3. 3
Who’s supposed to do what?Who’s supposed to do what?

4. The Myth of Board Members and
Fundraising
4
The Myth of Board Members and
Fundraising

5. Mention the F-Word . . .
5

6. 6

7. Most Board
Members’
Definition of
Fundraising
7

8. Board Members Think
Fundraising = Rejection
8

9. 9
They Think Fundraising = Cold Calls

10. The Fired-Up System
1.
Fire-­‐
Up
Your
Board!
2.
Redefine
Fund-­‐
raising
3.
Easy
NO
ASK
Jobs

11. 11
Step One:
Get Your
Board Fired
Up About the
Cause

12. 12
Board Members Need
To Connect with
the Passion
That Brought Them To You

13. 13
Ignite Your Board’s Passion
#1 Personal story
#2 What are we raising $ for?
#3 Mission moments
#4 Interesting meetings
#5 Social time
#6 Focus on action items

14. Step 2: Re-Define Fundraising

15. # 1 Let Them Talk About
Their Fear
15
How Do You
Really Feel
About Asking
For
Contributions?

16. “It never feels appropriate.”
“Believe it or not, I’m afraid of being rejected.”
--
“It just feels so tacky to ask for money.”
“I’ll ask them for money, and they’ll turn right
around and ask me.”
“My friends might drop me if I ask them for
money!”
Fundraising’s Dark Side:

17. #2 Donor Joy:
“How Did You Feel The Last Time You
Gave to Your FAVORITE CAUSE?”
17

18. • Proud
…
Joyful
…
Happy…
Powerful
…
Excited.
.
.
Hopeful
• Wish
I
could
do
more
• Part
of
something
important
• Glad
to
be
a
partner
• Want
to
make
a
difference

19. The Difference
Volunteers Donors
19

20. 20
A Revolutionary Idea

21. We’d rather
have
FRIENDS
than donors!
21

22. What Will
Friends Do
For You?
22

23. When the
Going Gets
Tough, Where
Will Your
Friends Be?
23

24. #3 Fundraising is NOT
Asking for Money
It’s Making and Keeping Friends
24

25. What Would Your Fundraising
Program Look Like if You Made it a
Friendraising Program?
25

26. 26
Fundraising’s
Dirty Little Secret:
Waaaay Too Much
Donor
ATTRITION

27. 27
After Their Gift,
Do Your Donors Fall Into
the “Donor Abyss?”

28. 28
Make Friends Out of Your
Donors
And Encourage Them to Stick
Around

29. #4 Plenty of No Ask Activities for
Board Members in the Fundraising
Cycle
THANK THANK
THANK AGAIN
CULTIVATE AND
INVOLVE
ASK FOR
SUPPORT
IDENTIFY
PROSPECTS
29

30. Time and Energy Spent in
Each Part of the Fundraising Cycle
30

31. Time and Energy Spent in
Each Part of the Fundraising Cycle
31

32. #5 The Power of A Volunteer:
If our true believers won’t help us, who will?
Albert Camus

33. #6 Optimism and Abundance

34. 1. Deal with their fear
2. Donor joy
3. Make friends first
4. They don’t have to ask
5. The power of a volunteer
6. Optimism and abundance
Redefine Fundraising

35. STEP 3: Specific NO ASK
Fundraising Jobs
• Narrow focus
• Simple
• They get to choose
35

36. Easy
Fundraising
Jobs
VIP
Prospect
List
Who
are
the
10
most
important
people
who
could
catapult
your
organizaHon?

37.
Easy
Fundraising
Jobs
Ask
for
Advice
• If you want money,
ask for advice.
• If you want advice,
ask for money.

38.
Advice
Visits
“I've
been
having
a
great
Hme
contacEng
various
business
leaders
asking
for
their
coaching/opinion
on
making
the
Grand
Canyon
Chapter
of
the
Red
Cross
a
success.
I
briefly
outline
the
reasons
I
serve
on
the
board,
what
the
Red
Cross
does
in
our
community,
and
ask
what
successful
pracEces
they
have
seen
on
other
charitable
boards.
The
response
is
great.
They
are
interested
in
the
Red
Cross
and
want
to
have
on-­‐going
dialogue!
It's
about
relaEonships......
Thanks
again,
Gail
Karen
Mildenhall,
Chair-­‐Elect
Phoenix
Red
Cross

39. Easy
Fundraising
Jobs
Host
A
Behind
the
Scenes
Tour
• Board
members
invite
their
FRIENDS
• Board
member
welcomes
• Call
the
next
day:
– “What
were
your
impressions?”
39

40. Easy
Fundraising
Jobs
Small
Socials
and
Gatherings
• No solicitations!
• Plan your followup
– or don’t do it!

41. Easy
Fundraising
Jobs
Thank
You
Calls
to
Donors
• The next solicitation,
those called gave 39%
more.
• After 14 months, those
called were giving 42%
more.
Donor Centered Fundraising,
Penelope Burk
• One out of 10 gifts, board members made thank you
calls 24 hours after receiving the gift.

42. The
LAST
WORD
Successful
Fundraising
in
a
Tough
Economy
“Persistence
is
key
especially
when
budgets
are
9ght”
-­‐NC
Congressman
Bob
Etheridge
upon
giving
one
of
my
clients
a
check
for
$1
million
42

43. Next
Webinars
Dec.
7:
Last
Minute
Strategies
to
Raise
The
Money
You
Need
Jan
12:
2011
Trend
Outlook:
Seven
New
Rules
for
Fundraising
in
Changing
Times
Feb:
Create
an
Engaged,
EnthusiasEc
Board
Full
of
Passion
for
the
Cause
Weekly
NEWSLETTER
www.gailperry.com
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Twiber
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43