Slides from October 10, 2012 Nonprofit Day 2012 hosted by Nonprofit Partnership in Erie, PA. Handouts reference in the session can be accessed via the Dropbox link posted in the slides.

1. Expanding Your Reach:
Engage Your Board

2. Handouts & Templates
Handouts & templates from
today’s session are available here:
http://bit.ly/RZpc6r

3. Who is here?
3

4. Lori L. Jacobwith
• 25+ years as a communication
strategist & fundraising coach
• Measurable: Since 2001 I’ve
helped organizations raise nearly
$200 million from individual
LJacobwith donors. And counting.
LJacobwith
• Founder of the Ignited Online
Fundraising Community - 2009

5. What does Lori do?
Speaking, Training, Webinars
Being a part of this community
reminds me to put into action all
the things I’ve learned & don’t
always use. It’s an incredible
LJacobwith resource! ~ Debbie
LJacobwith
Coaching for fundraising
professionals

6. Lynne Twist

7. Where we are heading today

8. What we will cover
 What is the difference between fundraising and
development?
 Who is responsible for development outcomes?
 When should the fundraising/development
discussion begin with board members?
 What are some ways the board can be involved
and NOT have to ask for money?

9. What we will cover
AND…
 How to measure & share activity updates that
will cause the board to be more interested in
helping with fund development?
 How to “train” the board to be an asset to your
fundraising team?

10. Expanding Your Reach Engaging Your Board
What are your
biggest
challenges
with your
board?

11. The difference between
fundraising and development?

12. Definition
Fundraising:
The raising of assets and
resources
from various sources for
the support of an
organization or a specific
project.
~ Source: AFP Fundraising Dictionary,
(Association of Fundraising Professionals)

13. Definition
Development:
The total process by
which an organization
increases public
understanding of its
mission and acquires
financial support for its
programs.
~ Source: AFP Fundraising Dictionary,
(Association of Fundraising Professionals)

14. EVERYONE is busy
14

15. Board Duties & Responsibilities
• Determine the Organization's Mission and
Purpose
• Engage in Strategic Thinking and Planning
• Approve and Monitor the Organization's Work
• Ensure Adequate Financial Resources
• Provide Effective Fiscal Oversight
• Ensure Sound Risk Management Policies

16. Board Duties & Responsibilities
• Select and Support the Chief Executive and
Review Their Performance
• Enhance the Organization's Public Image
• Carefully Select and Orient New Board
Members and Board Leaders
• Maintain Board Structure and Operations
• Organize & Participate on Committees and
Task Forces

17. Expanding Your Reach Engaging Your Board
Secret
Communication
Communication
Communication

18. The Secret to Fundraising:
Clear, Bold Communication
• Telling Your Story - Intro
• Asking – Take Action
• Maximize Relationships
– Stay Relevant
• Managing Data

19. Support of all kinds moves toward
boldness & clarity of communication
19

20. What People Want
Notice me
Like me
Touch me
Do what I say
Miss me if I’m gone

21. “Feeling good is what
nonprofits sell.”
~ Seth Godin, Author & Marketing guru

22. Board Communication
1. Includes listening.
2. It’s personal.
3. Provides meaningful feedback both
ways.
4. Provides them with information they
want to share with others.

23. Storytelling: Primary way of learning
23

24. People will forget what you said. People will
forget what you did. But people will never
forget how you made them feel.
~ Maya Angelo

25. Who is responsible for
development outcomes?

26. Fundraising
Whose job IS it?

27. Development is everyone’s job
27

28. Engaging Your Board
Every team must have a team leader
Who is yours?

29. When should the fund
development discussion begin
with board members?

30. Board: Identify & Recruit
 Know what you are
looking for.
 Set expectations early.

31. Identify & Recruit

32. Identify & Recruit

33. Expanding Your Reach Engaging Your Board
WHAT exactly do you want them
to do in their board capacity?
Provide clear direction.

34. Ongoing Board Effectiveness

35. Board Communication
What information do you share to allow
board members to shine?

36. Engaging Your Board
Be clear about all duties &
responsibilities, especially
if they include helping with
development activities.
Reward them for helping!

37. What IS your impact?
And what does it cost, per person, per
week, per ?? to achieve that impact?

38. Expanding Your Reach Engaging Your Board
Funding Gap:
What you project in
expenses minus what
you receive from grants,
fees for service, ticket
sales, contributions,
United Way and other
known sources.

39. Other Gap Messages
Why you exist: The need for
your organization
Your Funding Gap
Program
messages
One
person
example

40. How does money given bring joy?

41. Treat them as insiders. Share timely news.
Both good and not so good.

42. Communication
The most taken for granted & important
component of development.

43. Expanding Your Reach Engaging Your Board
What’s missing in your
current communication
with your board?
• What do you want them
to do more of?
• What would a successful
and fully engaged board
look like?

44. Expanding Your Reach Engaging Your Board
Your Communication
You have a rare
opportunity to empower
people to feel like a
super hero.
To cause a connection
that deeply aligns with
that person’s highest
ideals and values.

45. Expanding Your Reach Engaging Your Board
“Thank and Release”
Annual Elections
Term Limits Are Your Friend
On the board v. On Board

46. Engaging Your Board Expanding Your Reach
100%

47. Expanding Your Reach Engaging Your Board
"Accountability is
being held responsible
for one's actions…
.

48. Expanding Your Reach Engaging Your Board
“Responsibility implies there is
a consequence, that is, a
reward for meeting obligations
and absence of reward for
failing to meet them.”

49. Expanding Your Reach Engaging Your Board
Accountability works
because people care
about the outcome,
and they want others
to know they are
reliable.”
~ Source: London, M., &
London, M. (2007). First-time leaders of small groups:
how to create high-performing committees, task forces,
clubs, and boards. San Francisco: John Wiley & Sons.

50. Expanding Your Reach Engaging Your Board
Four necessary ingredients for holding people
accountable:
1. Establishing clear expectations;
2. Preparing people to meet those expectations
with needed training and support;
3. Monitoring performance, and
4. Attaching consequences to the results
~ Source: London, M., & London, M. (2007). First-time leaders of small groups: how to create high-
performing committees, task forces, clubs, and boards. San Francisco: John Wiley & Sons

51. What are some ways the board
can be involved and NOT have to
ask for money?

52. Ways to be involved in Development
Make a
personal gift.

53. Ways to be involved in Development
Invite others TO
GIVE time, talent,
stuff or $.

54. Ways to be involved in Development
Invite people INTO
the organization:
Act as “ambassador”
and advocate.

55. Ways to be involved in Development
Thank recent
happy donors.

56. Ways to be involved in Development
Participate actively
in some aspect of
raising awareness &
sharing how money
makes an impact.

57. Ways to be involved in Development
Hold each other accountable.

58. Expanding Your Reach Engaging Your Board
Ways to be involved in development:
• Make a personal gift.
• Invite others TO GIVE time, talent, stuff or $.
• Invite people INTO the organization:
Act as “ambassador” and advocate.
• Thank recent happy donors.
• Participate actively in some aspect of raising
awareness & sharing the gap message.
• Hold each other accountable.

59. How to measure & share activity
updates that will cause the
board to be more interested in
helping with fund development?

60. Expanding Your Reach Engaging Your Board
Measuring Success
Together: Clarify and commit to the duties
& responsibilities of the board
especially in development.

61. Measure Your Activity

62. Measure Your Activity

63. Measure Your Activity

64. Expanding Your Reach Engaging Your Board
Measuring Success
1. What measures does
your organization have
for the board?

66. Expanding Your Reach Engaging Your Board
Measuring Success
2. Who on the board
is your partner to
ensure expectations
are met?

67. Expanding Your Reach Engaging Your Board
Measuring Success
3. Do you use a dashboard to show
activity and hold people accountable?

68. Your Organization Name Here
Governance Scorecard
Full Board and Committee Participation Board Donor Contact and Financial Support
80% 100
$9,000
70% 90
$8,000
60% Board Target 80
$7,000
70
50% $6,000
Actual 60
40% 50 Target $5,000
Committee 40 Actual $4,000 Raised
30%
Target $3,000
30
20% Actual
20 $2,000
10% 10 $1,000
0% 0 $0
Q109 Q209 Q309 Q409 2009 2010 2009 Pledged
Visibility Building Participation Board Member Annual Event Participation
45 80%
40 70%
35 60%
30 50%
25 40%
Target Target
20 30%
Actual Actual
15
20%
10
10%
5
0%
0 Phone- Annual Open Fun
2009 2010
a-thon Dinner House Run

69. Measure Your Activity

70. Measure Your Activity
Other things to measure:
• # of one-on-one visits
• # of asks
• # of thank you calls v. # of gifts
• # of times gap message is shared
• What else?

71. Expanding Your Reach Engaging Your Board
Powerful
contributions are
made when:
People are in touch with
their purpose, their vision,
and with the difference
they make.
~ Lynne Twist: Fundraising From the Heart

72. Expanding Your Reach Engaging Your Board
72

73. Expanding Your Reach Engaging Your Board
The board signs an annual board
agreement that clearly spells out
what the expectations are for
participation other than
attending meetings.
YES or NO
73

74. Expanding Your Reach Engaging Your Board
Our board knows they are
expected to assist with
development efforts in some way.
YES or NO
74

75. Expanding Your Reach Engaging Your Board
Our board conducts an annual
self assessment.
YES or NO
75

76. Expanding Your Reach Engaging Your Board
I am certain our staff (if we have
staff) provides the board with
data & support to powerfully
assist with fund development.
YES or NO
76

77. Expanding Your Reach Engaging Your
Board
100% of our board makes an
annual financial gift.
YES or NO
77

78. How to “train” the board to be
an asset to your fundraising
team?

79. Board Orientation
Current process vs. Future process

80. Board Orientation – Use checklist
Four key areas to focus on:
 Special meeting for new Board members
Orientation packet
Personal phone call or meeting with an
experienced board member
Follow-up personal contact after first three
months of board service

82. Expanding Your Reach Engaging Your Board
Provide board
members with tools
and information
to do their
job with ease.

83. The Fundraising Habits of Supremely
Successful Boards. ~ Jerold Panas

84. Trustees can inspire confidence. Board
members have an unusual opportunity
to inspire people & set an example.
84

85. Resources
Listen: My Perspective on Board Recruitment & Retention
http://tinyurl.com/7uurtub
Six Steps to Exceptional Nonprofit Boards
http://tinyurl.com/6tfzftk
10 Stop Signs on the road to Board Recruitment
http://tinyurl.com/5amwtx
Little things add up to something big
Ensure engagement by paying attention to details
http://tinyurl.com/7qr5t24
Enlist Your Dream Board by Gail Perry
http://tinyurl.com/7xu6z9r
Examples and articles can be found:
http://bit.ly/RZpc6r

86. Tell:
One thing you are
going to change at
your organization.
One ah ha you had
today.
86

87. Resources
Purchase today: $7.99
OR Available at: Amazon
www.LoriJacobwith.com
Purchase today: $5
OR Download on
LJacobwith Free Resources page:
LoriJacobwith.com
LJacobwith

88. Coaching from Lori
Even with 30 years
of experience I
always learn
something new.
Lori’s energy is
contagious!
I SEE what’s possible!

89. Expanding Your Reach
Engaging Your Board
Handouts & templates from
today’s session are available here:
http://bit.ly/RZpc6r
Thank you!
LJacobwith
LJacobwith