expanding your reach engaging your...

Expanding Your Reach - Engaging Your Board -

WHA Prescription for Success August 2013

© 2013 All Rights Reserved.

Lori L. Jacobwith, Apporté LLC 1

Expanding Your ReachEngaging Your Board

Prescription for Success: A workshop for Hospital

Foundations


Slides and handouts available here:http://bit.ly/ExpandReachEngageBoardLJacobwith

3

Who is here?





Lori L. Jacobwith

• 25+ years as a communication strategist & fundraising coach

• Measurable Impact: I’ve helped organizations raise$200 million from individual donors . And counting.

• Coached more than 3000 organizations and as many stories.

LJacobwith

LJacobwith

Speaking, Training, Webinars

Coaching for fundraising

professionals

What Lori does

Being a part of this community

reminds me to put into action all the

things I’ve learned and don’t always

use. It’s an incredible resource!

~ Debbie

LJacobwith

LJacobwith

Where we are heading today

6





7

Thank you!

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 we will cover

AND…

� Ways the board can be involved & NOT have to ask for money.

� Talk about the IMPACT of money

� What to measure & how to share updates to inspire the board to help with fund development.





Expanding Your Reach Engaging Your Board

What are your biggest

challenges with your board?

What is the difference between fundraising and development?

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)

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)

Definition

Who is responsible for development outcomes?

Development: Everyone’s job

15





Section I - I bring these talents…

16

List a minimum of two talents on your worksheet.

•Determine and/or support the Foundation’s Mission and Purpose

•Engage in Strategic Thinking and Planning

•Approve and Monitor the Foundation’s Work

•Ensure Adequate Financial Resources

•Provide Effective Fiscal Oversight

•Ensure Sound Risk Management Policies

Board Duties & Responsibilities

•Select and Support the CEO or Development officer & Review Their Performance

•Enhance the Foundation'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

Board Duties & Responsibilities





Section II on your worksheet

19

Circle YES or NO

In answer to the question: We provide training &

support so board members can be

effective in all of the following areas…

Notice me

Like me

Touch me

Do what I say

Miss me if I’m gone~ Seth Godin, Author & Marketing guru

What people want

Support of all kinds moves towards boldness & clarity of communication





Communication

Communication

Communication

Secret to creating an effective board:

1. Includes listening.

2. It’s personal.

3. Provides meaningful feedback both ways.

4. Provides them with information they want to share with others.

Board Communication

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





Create unforgettable

emotional connections

Communication:Share stories of your impact

When should the fund development discussion begin

with board members?

Know what you are looking for.

Board & Volunteers: Identify & Recruit





1. They are prepared & keep commitments

2. They speak their minds

3. They build independent relationships

What Makes an Awesome Board Member

http://bit.ly/ZqkMWB

Post by Brad Feld

4. They are resource rich.

5. They are strategically engaged but operationally distant.

Other?

What Makes an Awesome Board Member

Ask these questions*:

1. What are the 3 most important things for our board to accomplish this year?

2. Do we have the right people on the board to make that happen?

When using a board composition matrix

*Source: Blue Avocado





Board & Volunteers: Identify & Recruit

Section III – Self Ranking

32

I give myself the following ranking in these five areas…

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





1. Make a personal financial gift.

Ways to be involved with development

2. Invite others TO GIVE time, talent or stuff.

And for some even $.


3. Invite people INTO the organization: Act as ambassador” and advocate.







4. Thank recent happy donors.

Thanking: Timing is critical

Board thank you calls

Source: Donor Centered Fundraising, Penelope Burk & Cygnus Research





2 years later...70% retained

Source: Donor Centered Fundraising, Penelope Burk & Cygnus Research

5. Participate actively in some aspect of raising awareness –Share a story that paints a clear picture.


6. Share your funding gap and explain how money makes an impact.






7. Hold each other accountable.


RECAP: Ways to be involved with development

1. Make a personal financial gift.

2. Invite others to give something. Time, talent, stuff or even financial gifts.

3. Invite people in to the organization. Act as an “ambassador & advocate.”

4. Thank recent happy donors.

5. Participate actively in some aspect of raising awareness (story) & share funding gap -- how money makes an impact.

6. Hold each other accountable.

Section IV

45

Board members assist with & participate

in fund development in what ways?





Be clear about all duties & responsibilities, especially if they include helping with development activities.

Engaging Your Board, Expanding Your Reach

How do you provide clear direction?

What exactly do you want from board members?

Ongoing Effectiveness





Ongoing Effectiveness

“Thank and Release”

Annual Elections

Term Limits Are Your Friend

On the board v. On Board





What is your current process?

Board Orientation

Four key areas to focus on:

� Special meeting for new Board members

�Orientation packet

�Personal phone call or meeting with an experienced board member

�Ongoing contact

Board Orientation Checklist

Self-Assessment





Talk About the Impact of Money

How do contributions bring joy?

Funding Gap

What you project in expenses minus what you receive from gifts you’ve received, government, fees for service, United Way and other known sources.





What is your funding gap at this point in your fiscal year?

Communication

Why you exist: What is missing in the community

Your Funding Gap

Program messages

One person

example

Message Pyramid

Talk About Your Impact

And what does it cost, per person, per

week, per ?? to achieve that impact?





Money

The most taken for granted & important component of development.

Communication

What to measure & how to share updates to inspire the board to

help with fund development.





Building in accountability

“…is being held responsible for one's actions…

.

Accountability…

“ Responsibility implies there is a consequence, that is,

a reward for meeting obligations and absence of reward for failing

to meet them.”

Accountability = success





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

Four necessary ingredients for holding people accountable:


100%

Utilize dashboards to show activity and build in accountability.





Measure Donor Activity


Pay Attention to Retention

It takes 4 ½ times the resources, staff and effort to get a

new donor as it takes to get a renewal.






What gets measured, gets done. What gets rewarded gets done well.”

~ Unknown

Measuring Success

What information do board members need to shine?

Source: Blue Avocado A Nonprofit Dashboard & Signal Light for Boards





Your Organization Name HereGovernance Scorecard

Visibility Building Participation

0

5

10

15

20

25

30

35

40

45

2009 2010

TargetActual

0%

10%

20%

30%

40%

50%

60%

70%

80%

Q109 Q209 Q309 Q409

Board Target

Actual

CommitteeTargetActual

Full Board and Committee Participation

Board Member Annual Event Participation

0%

10%

20%

30%

40%

50%

60%

70%

80%

Phone-a-thon

AnnualDinner

OpenHouse

FunRun

TargetActual

0102030405060708090

100

2009 2010

TargetActual

Board Donor Contact and Financial Support

$0$1,000$2,000$3,000$4,000$5,000$6,000$7,000$8,000$9,000

2009 Pledged

Raised

Measure Your Activity


Measuring SuccessWhat measures has your staff & board agreed on?





You have a rare opportunity to empower board members to feel like a superhero.

To cause a connection that deeply aligns with THEIR highest ideals and values.

Your Communication

Every team must have a team leaderWho is yours?

Expanding Your Reach Engaging Your Board

Two questions to ask about and of your board:

1. What would a successful and fully engaged board look like?

2. What do we want board members to do more of?

What’s missing in your current communication?





82

Worksheet Section V

83

1. The board signs an annual board agreement that clearly spells out what the

expectations are for participation other than attending meetings.

YES or NO

84

2. Our board members knows they are expected to assist

with development efforts.

YES or NO





85

3. I am certain our staff provides the board with data and support

to be a good board member.

YES or NO

86

4. 100% of our board members make an annual financial gift.

YES or NO

87

5. Our board members regularly share compelling stories about the students

impacted by our college/university.

YES or NO





88

6. Our board members regularly understand and share our funding gap with others.

YES or NO

89

7. Our board conducts an annual self-assessment to

measure board effectiveness.

YES or NO

Provide your board with tools & information

to make a difference.






Write down:

One thing you learned.

One thing you will change to create an even more effective board.

Section VI - Moving Forward

A roaring advocate: You’re passionate about your organization…and willing to show it. ~ Jerold Panas

Staying Connected

@LJacobwith

LJacobwith

Available at:

Amazon.com

Weekly BLOG: WITHISM’S FROM LORI:Boldness, clarity and wisdom

for fundraising professionals

making a difference

Download on Free

Resources page:

LoriJacobwith.com





Wednesday, May 15, 2013

Withism’s From Lori

Thank you!

Slides & handouts available here:

http://bit.ly/ExpandReachEngageBoardLJacobwith

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