Board Champions by David Allen Presented to the Texas Land Trust Council 26 February2014.
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Transcript of Board Champions by David Allen Presented to the Texas Land Trust Council 26 February2014.
![Page 1: Board Champions by David Allen Presented to the Texas Land Trust Council 26 February2014.](https://reader035.fdocuments.net/reader035/viewer/2022062712/56649ca55503460f94967459/html5/thumbnails/1.jpg)
Board Champions
by David AllenPresented to the
Texas Land Trust Council26 February2014
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David AllenDevelopment for
Conservation• 30 years raising money by asking
– 13 with TNC Chapters in OR, TX, and WI– 10 with Sand County Foundation
• Membership Systems to $18MM Capital Campaign
• FT Consulting since March 2009
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AGENDA• Introductions• Theoretical• Structural• Operational• Your Plans and Next Steps
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But That’s Not All• Organizational Pairings
– TLC – Guadalupe Blanco– Connemara – Pines and Prairies– Valley Land Fund – Hill Country Land Trust
• Three conference calls with each group• One conference call with everyone TBD in
September
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INTRODUCTIONS
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Seven Ideas• Conduct a Campaign for Your Board• Screen your Membership• Institutionalize Short Practice Activities• Use Events to Meet and Cultivate Donors• Keep Good Records• Talk Openly About Fear (but don’t let it stop
you)• Roleplay Asking (and Getting Appts, and
Meeting People You Don’t Know, and so on)
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FREE Executive Summary
Download your
FREE executive summary of
Giving USA 2013
at
www.givingusareports.org
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Definitions:
• Annual expectation (renewal)
• General organizational appeal (operations)
• Mail or phone solicitation
• Quick response
• Small(er) gift size
• Measure of success = YES
Annual Gifts
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Definitions:
• Specific need
• Unique appeal
• Personal ask
• Multiple visits
• Large(r) gift size
• Measure of success = ADVANCE
Major Gifts
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Ultimate (Planned) Gifts
• Bequest gifts – gifts left in the will
• Long-term relationship with organization
• Organization is one of donor’s only charities
• Desire to leave a legacy
• Perhaps self-conscious about ability to give during lifetime
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Sustainability
Robust, resilient, sustainable organizations work with their donors on annual gift, major gift, and planned gift programs, all three, at the same time with systematic board member engagement and adequate staff support.
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Why do People Give?
1. What’s being done is worth doing • Belief in the Mission
2. The organization involved can get it done• Fiscal stability • Regard for staff leadership• Respect for the organization locally• Regard for volunteer leadership
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Job Responsibilities of a Board Director
• Governance
• Management
• Fundraising
• Celebration
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Fundraising is about building relationships
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“Access” means that if I call you and leave a message or email you, you will call me or email
me back.
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Getting Started
Access?Regular,
Systematic Cultivation
Ready to Start “The
Conversation”Ready to be
Asked
Major Gift Potential• • • • •
• • • • •
• • • • •
• • • • •
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Getting Started• What’s the next cultivation step?
• Who’s going to do it?
• By when?
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LEGACY
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Exercise
Consider your last day on the job.
Looking back on your tenure with the organization, what would you
like to say that you accomplished?
List at most three things.
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Five Basic Principles
• Prospects selected based on giving capacity
• Three-year cultivation plans
• Facetime is KING
• Redundancy
• Relationship is recorded in the files
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Five Types of Easy Cultivation
• Annual Renewal Solicitation and Acknowledgement
• Introductions to other org leaders
• Invitations to YOUR events
• “Chance” meetings at their events
• Share news and stories
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BARRIERS
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Cultural Change
Leading Change: Why Transformation Efforts Fail
John P. Kotter
Harvard Business ReviewReprint # 95204
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Tools for Success
Strategic Plan
• Create Urgency• Why are we doing this?• Frank discussion can lead to consensus• Vision trumps planning – Talk about the
vision ALL the time
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Tools for Success
Change Champions
• Leadership is Critical• Critical Mass is…….critical• Three-year rule
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Tools for Success
New Systems
• Expectations• Activities• Accountability
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Tools for Success
Practice• Lead by Example
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Tools for Success
Accountability• Create short-term wins
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Structural Changes• Recruit new Board Members from your
existing donors
• Consider skills and background, gender balance, diversity, access – but work from a list that is three-five years long
• Consider marrying the board recruitment with the Development Committee
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Rethink the Orientation
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Re-Think• Re-Think in terms of showing new board
members what you want them to know.
• Re-Think in terms of practice.
• Re-Think in terms of the story they will tell others.
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Checklist Items• Sit in on one meeting of each board
committee, • Serve for a year on the Finance Committee,• Visit a project site, • Develop and practice an “elevator speech,”• Call a donor to say thank you,• Get to know a set of donor prospects,• Attend an organizational event.
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Checklist Items – Chair• Serve on each committee for at least one
year
• Serve as Vice-Chair for at least one year
• Demonstrated leadership in donor relations
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LUNCH
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DC DC
Dir DirDirDir
Donor
s
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So What?• TALK about DONORS at meetings
– Figure out ways to MEET them. – Review their files. – Plug them into organizational events. – Introduce them to organizational leaders.
• Let the organization of events happen outside DC meetings.
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So What?• Leave meetings with each person having
something tangible to do with a deadline. • The list of “somethings” is all the minutes
you need.• DC Members report in next meeting, not
only on their tasks and donors, but also on their “partners’” tasks and donors.
• Always ask “What’s the next step?”
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ALSO• Create space at DC meetings and at Board
meetings to tell stories. • Roleplay when people have trouble.
– Re-inact phone calls using chairs back to back.
– Don’t expect to have all the answers. Seek group support, ideas, and afterthoughts.
• Keep good notes, and keep good files.
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ELEVATOR SPEECH
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Exercise
I support my organization financially because……
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Seven Ideas• Conduct a Campaign for Your Board• Screen your Membership• Institutionalize Short Practice Activities• Use Events to Meet and Cultivate Donors• Keep Good Records• Talk Openly About Fear• Roleplay Asking (and Getting Appts, and
Meeting People You Don’t Know, and so on)
![Page 42: Board Champions by David Allen Presented to the Texas Land Trust Council 26 February2014.](https://reader035.fdocuments.net/reader035/viewer/2022062712/56649ca55503460f94967459/html5/thumbnails/42.jpg)
Board Campaign
Board• Chair, FR Chair, ED set Board goal
• Chair sets the tone, makes his/her gift first
• Chair solicits other Board members
• First Quarter Activity
• Pledges OK
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Screening• List of all current donors
• Circle each one you know & have access to
• Star each one who is capable of making a $10,000 giving decision
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Practice• Thank You Calls
• Elevator Exercise
• Roleplays
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Events• Pre-event Briefing
• Post-event Debriefing
• Creating Next Steps
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Donor Files• You need them
• Include essential contact info
• Copies of everything that comes from THEM – including email and checks
• Strategy and cultivation planning
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FEAR
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Exercise
Imagine asking someone for $1,000.
Where is your fear?
What do you think will happen?
What will the person think of you?
What will you think of yourself?
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Asking
• Preliminaries
• Introductions
• Establish Common Ground
• Make the case for the gift; go from big picture to specific project; haul out maps and the photo book; focus/concentrate on the prospect NOT on what you want to say next
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Asking
• Describe the envisioned role for the prospect; haul out fundraising plan
• ASK; "Would you consider a proposal for $10,000 to help ______?"
• Pause
• Close
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Three Points About Closing
Closing means that you know:• What’s supposed to happen next,• Who’s supposed to do it, and • By when.
Closing means that you have agreed with the prospect on the above, and that you have communicated the detail to the office.
Closing means that you know what you are going to do if it doesn’t happen.
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Asking
• Preliminaries• Introductions• Establish Common Ground• Make the case• Envisioned role for the prospect• ASK• Pause• Close
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ROLEPLAY
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Metrics
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CONCLUSIONS
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ServicesAssessment, Planning, Training, Coaching
You can raise more money for your organization – I can help.
[email protected] 608/239-5006