Inspire Board Members to Facilitate Philanthropy featuring Claire Axelrad

Transcript

1. T O P S E C R E T S T O O V E R C O M E F U N D R A I S I N G F E A R S P H I L A N T H RO P Y, N OT F U N D R A I S I N G Reframe to Inspire Leadership
2. WHO AM I? • 30 years in-the-trenches development staff leader helping raise millions for such organizations as San Francisco Food Bank, Jewish Family and Children’s Services, Jewish Community Center, S.F. Conservatory of Music and California School of Professional Psychology. • 14 years nonprofit fundraising/marketing coach and principal Clairification School. • AFP Fundraiser of the Year. • Best Nonprofit Blog – Fundraising Success Magazine. • Speaker: ADRP; AFP National and Local; ALDE; American Bar Assn; Career Learning, DER, Foundation Center; Fundraising Summit; Leadership Summit; NAYDO; Progressive Business Conferences; Top Nonprofits; U. S. Olympics Committee. • Regular Contributor: Bloomerang, Candid/Guidestar, Network for Good, Nonprofit Pro, SOFII and more. Follow me: www.clairification.com Claire@clairification.com @claireaxelrad.bsky.social X/Twitter @charityclairity LI /in/claireaxelrad Claire Axelrad, J.D., CFRE 2
3. What do you do when your board or staff member says “I’ll do anything but fundraising?” 3 claire@clairification.com @charityclairity
4. 4 How to Identify and Overcome Fundraising Barriers • How to reframe: philanthropy, not fundraising • How to create a “culture of philanthropy” in your organization • 5 most common fears are around fundraising • 4 subtle cultural barriers to fundraising • 4 actionable steps to help an existing board evolve • Q & A with audience (please post them in chat throughout webinar) claire@clairification.com @charityclairity
5. “PHILANTHROPY” LITERALLY TRANSLATES FROM GREEK AS “LOVE OF HUMANKIND.” Clairification School @charityclairity 5 LOVE PHILOS Lifting People Up! OF
6. PHILANTHROPY IS ADDICTIVE! Neurochemical drivers of happiness give us a ‘warm glow’ when we contemplate giving #ClairificationSchool @charityclairity 6 Dopamine > Warm Glow Serotonin > Passion Oxytocin > Cuddle The ‘Happiness Trifecta’
7. PHILANTHROPY IS SEXY! Sex y Adjective Informal Exciting; appealing; interesting; sustainable Clairification School @charityclairity 7 data:image/svg+xml;base64,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
8. PHILANTHROPY, NOT FUNDRAISING Philanthropy Values Universe Philanthropy Values Universe Philanthropy Values Universe or Social Benefit Forest Marketing (aka Development) Strategically Uncovering Shared Values Philanthropy Facilitation (aka Fundraising) (aka Sales) YOU Make the Values Exchange Health care Arts & culture Environment Social justice Animal welfare Education Talk About and Share Values Conservation Women & children Science Immigrant rights Clairification School @charityclairity 8
9. DEFINE YOURSELF BY WHAT YOU ARE, NOT BY WHAT YOU ARE NOT Clairification School @charityclairity 9 NOT SHIRTS
10. REFRAME FUNDRAISING AS FACILITATING PHILANTHROPY “Fundraising is the gentle art of teaching the JOY of giving.” -- Hank Rosso, Achieving Excellence in Fundraising, Founder, The Fundraising School Clairification School @charityclairity 10
11. Clairification School @charityclairity 11 It’s about twisting folks’ arms. It’s about hitting people up. It’s about getting folks to give ‘til it hurts. I guess every little bit helps? When I say “fundraising,” what comes to mind?
12. DON’T LEAD WITH THE “F” WORD FUNDRAISING means: • Asking • Ugh! • Yuck • Painful • Hang up • Arrgh! • Money • Duty • Necessary • Evil SO much… can’t even bring myself to spell it! 12 Clairification School @charityclairity
13. PHILANTHROPY IS ABOUT LOVE PHILANTHROPY means: • Giving • Generosity • Satisfaction • Joy • Appreciation • Pleasing • Inspiring • Love • Fulfillment 13 Clairification School @charityclairity It’s not just about the money
14. Remove Barriers to Board Fundraising •The New Language of Fundraising Webinar WHAT IS YOUR VISION OF A BOARD FULLY INVOLVED IN FUNDRAISING? Remove Barriers to Board Fundraising Who benefits from successful philanthropy? In a culture of philanthropy, everyone – board members, development staff, volunteers, administration, clients – benefits from success. 14 Culture of Philanthropy claire@clairification.com @charityclairity 14
15. THE 5 MOST COMMON FEARS BOARD MEMBERS HAVE 15 Get rid of limiting beliefs! 1. Begging– “I grew up believing it’s impolite to ask for money.” 2. Rejection – “What if I ask a friend to support the nonprofit, and they say no?” 3. Aggression – “You have to be really aggressive to get donations, and I don’t want to be like that.” 4. Reciprocation – ”If I ask them to donate to my cause, they’re going to ask me, too.” 5. Network – “I don’t know enough RICH people.” claire@clairification.com @charityclairity
16. 1. FEAR OF BEING PERCEIVED AS BEGGING 16 “I grew up believing it’s impolite to ask for money.” • Retire the tin cup. • Hank Rosso: “fundraising is the gentle art of teaching the joy of giving.” • You aren’t asking for something for nothing. You aren’t asking for yourself. claire@clairification.com @charityclairity
17. Donors give to see needs met, ranging from community to personal needs. Donors rely on your stewardship of their philanthropy and your satisfaction of their needs. You Give as Much as You Get EVERY DONOR/NONPROFIT RELATIONSHIP IS BASED ON A MUTUAL VALUE-FOR-VALUE EXCHANGE. 17 claire@clairification.com @charityclairity
18. 2. FEAR OF REJECTION 18 Don’t be stingy with your nonprofit. “What if I ask a friend to support the nonprofit, and they say no?” • Think of it as an opportunity to share an amazing experience. • Would you hesitate to recommend a great movie or restaurant to a friend? claire@clairification.com @charityclairity
19. Remove Barriers to Board Fundraising PHILANTHROPY FOLLOWS MOST NATURALLY WHEN YOU COME FROM A PLACE OF LOVE. Talk in a manner humans are ‘wired’ to embrace – fewer facts, more narrative • Problem • Solution • How donor can be loving champion 19 Fundraising is servant to a greater philanthropic cause, offering opportunity to bring a story a happy ending claire@clairification.com @charityclairity REFRAME FUNDRAISING as STORYTELLING
20. 3. FEAR OF BEING AGGRESSIVE 20 Good fundraising is inviting, not fighting “You have to be really aggressive to get donations, and I don’t want to be like that.” • Philanthropy is NOT a ”no pain, no gain” proposition • When you’re uncomfortable, so is the donor claire@clairification.com @charityclairity
21. 4. FEAR OF HAVING TO RECIPROCATE: QUID PRO QUO 21 Might you share my passion? “If I ask them to donate to my cause, they’re going to ask me, too.” • Asking is about sharing passion… if the other person wants to join. • Don’t be afraid to say someone else’s cause isn’t your thing. • The dreaded “quid pro quo” ask often never materializes. claire@clairification.com @charityclairity
22. 5. FEAR OF NOT HAVING THE RIGHT NETWORK 22 Anyone can be a philanthropist! claire@clairification.com @charityclairity “I don’t know enough RICH people.” • Encourage board members to think of folks who are peers. ▪ Friends ▪ Family ▪ Work colleagues ▪ Congregants ▪ Parents at school ▪ Book club members
23. Remove Barriers to Board Fundraising DON’T ASS*U*ME • Don’t say “no” on behalf of others! • If board don’t have contacts, ask “what else can you do?” Examples: ▪ Write thank-you notes ▪ Make calls ▪ Write personal notes on appeals ▪ Give tours ▪ Host event ▪ Speak on our behalf 23 claire@clairification.com @charityclairity Come from a place of love
24. Remove Barriers to Board Fundraising Ambassadors ❑ Make thank you calls ❑ Write personal notes ❑ Identify prospects ❑ Take donors on a tour ❑ Take donors to coffee ❑ Cultivate a prospect at an event Advocates ❑ Represent at public functions ❑ Call public officials ❑ Circulate petitions ❑ Visit businesses; foundations Askers ❑ Meet with people I know ❑ Meet with people I don’t know ❑ Testify ❑ Ask 24 claire@clairification.com @charityclairity I am willing to: FUNDR – A – A – A - ISING
25. Remove Barriers to Board Fundraising 1. Misunderstanding about dual governing and financing roles and responsibilities 2. Fundraising and building relationships not a priority for an already stretched- thin board 3. Just attending the event should fulfill my duty. 4. Board members who refuse to accept their role as a fundraiser 4 CULTURAL BARRIERS TO BOARD FUNDRAISING 25 claire@clairification.com @charityclairity Fundraising is a mission-aligned duty.
26. 1. MISUNDERSTANDING DUAL GOVERNING AND FINANCING ROLES AND RESPONSIBILITIES 26 Board must walk and chew gum! claire@clairification.com @charityclairity • Teach the board they wear two gloves: (1) governing and (2) financing • Boards govern collectively • Members fundraise individually • Setting goals without planning for adequate financing to meet those goals is essentially setting unfunded mandates
27. 2. FUNDRAISING ISN’T A PRIORITY FOR ALREADY STRETCHED-THIN BOARD 27 We’re a ‘community board.’ claire@clairification.com @charityclairity • Offer recruitment orientation so board embrace their fundraising role from the beginning • Offer continuing board development sessions to help members understand their top priority is to assure demonstrated needs are met through governance and financing • Make specific fundraising assignments that meet board members where they are.
28. 3. JUST ATTENDING EVENT SHOULD FULFILL MY DUTY 28 Let’s put on a show! claire@clairification.com @charityclairity • Board members think they’ll ‘get off the hook’ --believe it’s easier to attend than make a face-to-face ask. • People give to people, not organizations, no matter how great the event.
29. 4. WHAT TO DO IF SOME BOARD MEMBERS REFUSE TO ACCEPT THEIR FUNDRAISING ROLE 29 claire@clairification.com @charityclairity • Value board slots appropriately • You need radiators, not drains • Scarcity and fear are contagious • Offer meaningful related roles as ambassadors, advocates, committee members, volunteers or donors
30. 4 ACTION STEPS TO OVERCOME FUNDRAISING FEAR 1. Embrace Philanthropy, Not Fundraising 2. Do the Passion, Passion, Passion Dance 3. Break Bad Habits 4. Reframe Fundraising 30 claire@clairification.com @charityclairity
31. Remove Barriers to Board Fundraising 1. PHILANTHROPY, NOT FUNDRAISING 31 claire@clairification.com @charityclairity • Make it about ‘love of humankind,’ not money • Understand philanthropy makes folks feel good -- leading to a warm glow • Help others get in touch with their passions – plus give them a means to do so – this is a good deed! Don’t ‘train’ boards; ignite their passions. PHILANTHROPY, NOT FUNDRAISING
32. Remove Barriers to Board Fundraising Remove Barriers to Board Fundraising 32 claire@clairification.com @charityclairity 2. PASSION IS CONTAGIOUS! Simply ask your folks to: 1. Get in touch with their own passion for your cause. 2. Enact their passion for your cause (with a stretch gift). 3. Share their passion for your cause (by asking others to join them).
33. 3. BREAK BAD HABITS 33 claire@clairification.com @charityclairity 1. Term limits help engage philanthropy – Missions evolve, networks get stale, Rolodexes get used up. You need fresh blood. 2. Reward new stakeholders - Board positions are a great recognition for exceptional donors and volunteers. 3. Break up group dynamics – A “cup-half-empty” board becomes a self-fulfilling prophecy.
34. 34 4. Reframe what Fundraising is: Love, not Money Sharing Passion, not Pain Giving Opportunity, not Taking Telling Stories that Inspire Heroism claire@clairification.com @charityclairity
35. Q U E S T I O N S ? ? ? Sign up for “Clairity Click-it” e-newsletter: You’ll get your free copy of Donor Thank You Calls E-Book + Script Follow me: • www.clairification.com • Claire@clairification.com • X/Twitter @charityclairity • LinkedIn in/ClaireAxelrad • Bluesky @claireaxelrad.bsky.social Claire Axelrad, J.D., CFRE Join 'Clairification School' All blog articles, webinars, monthly tips, bonus materials, discounts and more – for a full 12 months. “If I know it, I want you to know it too!” 35