Involving Your Board

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Involving Your Board Volunteers in Fund
RaisingLinda Lysakowski, ACFRECAPITAL VENTURE
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Ideal Board Member
A nonprofit organization's trustee with broad
civic connections, a terrific sense of the
board's mission, time, dedication, and no fear of
givingor raisingmoney. On the next Oprah.
Original from "THE CHRONICLE OF PHILANTHROPY
Mark Litzler
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Board Roles - Fund Raising

• Policies
• Monitor revenue streams
• Planning
• Giving
• Asking Other to Give

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Typical Board Organizational Chart
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A Perfect Match!
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Board Position Descriptions

• Overall responsibilities
• Term of office
• Attendance requirements
• Requirement to be informed about organization
• Participation in meetings
• Committee requirements
• Financial commitment
• Conflict of interest disclosure
• Fiduciary responsibility

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2007 charitable giving Total 306.39 billion
( in billions)
Corporations15.695.1
Individuals229.03 74.8
Foundations38.52 12.6
Bequests23.15 7.6
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Fundraising MethodsCOST PER DOLLAR RAISED
Face to face Solicitation 0.15 Special Events
( of gross) 0.50 Membership Associations 0.25
Direct Mail Renewal 0.22 Direct Main
Acquisition 1.15 Achieving Excellence in Fund
Raising by Henry A. Rosso and Associates
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The Reason People GiveGallup Poll Survey in
the late 1990s
1. Belief in Mission 2. Community
Responsibility 3. Fiscal Stability 4.
Institutions Respect in Community 5. Volunteer
Leadership 6. Board Member 7. Institutions
Respect in Region 8. History of Being
Involved 9. Influence of Solicitor 10. Specific
Program 24. Taxes
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LADDER OF SOLICITATION EFFECTIVENESS
1. Person to Person - Team of 2 calling on 1 2.
Person to Person - 1 calling on 1 3. Telephone -
after a letter - personal handwritten letter 4.
Personal letter without the phone call -
handwritten 5. Telephone then send a follow-up
letter 6. Phone without letter for follow-up 7.
Special Event Benefit - selling tickets 8.
Direct Mail - Impersonal letter mass produced 9.
Door to Door (March of dimes, etc.) 10.
Impersonal telephone (citywide canvas) etc. 11.
Media Advertising Designs for Fund-Raising by
Harold J. Seymour - 1966 1988
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The Development Team
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Fundraising Staff Responsibilities

• To continuously develop an awareness within the
  constituency of the organizations mission,
  goals, and objectives.
• To foster an understanding of the service to that
  mission.
• To invite constituency commitment to the
  organization through the process of making a
  gift.
• This gift-making process forges a strong bond of
  the constituency to the nonprofit organization
  and its mission.

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• Belief in and support of the mission of the
  organization is the most critical requirement for
  serving on the Board

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The L-A-I Principle

• LINKAGE - Who knows whom makes it possible to
  arrange an appointment to discuss the potential
  gift
• ABILITY - Through research, it can be determined
  if a particular prospect has the capability to
  make a major gift.
• INTEREST - Interest dictates the size of the
  gift.

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Identifying Potential Donors
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Who Do You Know?

• Three Keys to Major GiftLAI principle
• Affluence Influence
• The Millionaire Next Door
• Brainstorming Screening Sessions

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Portrait of a "Typical" Millionaire

• 57 years old man, married with 3 children
• Self-employed
• Involved in "dull-normal" business, e.g. welding
  contractor, pest control, paving contractor
• Average annual income 247,000
• Average household net worth 3.7 million
• Homeowner, property value 320,000
• First generation affluent

Source "The Millionaire Next Door" by Thomas J.
Stanley and William D. Danko
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Portrait of a "Typical" Millionaire

• Lives below means, wears inexpensive suits,
  drives US made car
• Has enough money saved to live 10 years without
  working
• Attended public schools, children attend private
  schools
• Works 45-55 hours a week
• Invests about 20 of taxable income each year

There were an estimated 3.5 million Millionaires
in the US when this book was written in 1996.
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Prospecting for Donors
Rossos Concentric Circles

• Prospect Research is the process of
• Identifying
• Interviewing
• Involving
• Start in-house and move to the outside circles

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Board Responsibilities

• Capability (Affluence)
• Give at a Meaningful Level
• Access to Potential Donors

• Willingness
• Board Participation
• Providing Fundraising Leadership

• Influence
• Promotion of Organization
• Promotion of Fundraising

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The Role of Volunteers

• The Development Committee
• The Role of the Development Committee
• How to Get Started
• Finding Development Committee Members
• Using Volunteers to Identify, Cultivate and
  Solicit Donors

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Volunteer Prospects

• Annual fund donors or event volunteers
• Development committee
• Board of directors
• Planning study interviewees
• Planning study suggestions
• Chamber of Commerce
• Leadership programs
• Civic and Professional groups
• Networking

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• The Key to Success
• Select the right person,
• to ask the right person,
• at the right time,
• for the right amount,
• in the right way,
• for the right reason.

Source AFP