2. Agenda
• Where we are going • Recruiting a strategically
composed board
• Attracting influential
– Attributes
and affluent potential
– Deep engagement
board members and
–
donors Powerful stewardship
– Philanthropic
– The process
investments
– Our roles
– The recruitment
– What about the
conversation
economy
• Moving forward
3. Job #1 – Mission, Vision, Values
• Know the vision and Girls Inc “story”
• Be able to tell, with passion
• Be authentic, underpin with values
• Concrete examples, stories, statistics, third party endorsements
• Focus on impact and outcomes
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4. How Can We Help You?
• Make the vision and
story your own
• Increase comfort in
sharing it
6. Fill the Funnel
Before the Pipeline!
• Share the message with
as many people as
possible
– One-on-one
– Small gatherings
– Large events
– Various media
– In the elevator!
8. A Word About the Economy
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9. Navigating This Downturn*
*“When Growth Stalls”, Olson, von Beven, HBR March 2008
Factors Factors
within your outside
control your control
Economic
13%
87% Strategic
Downturn –
Factors – 70%
4%
Organizational
Factors – 17%
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11. Still Giving But to Fewer*
*Forbes Magazine Interview with Financial Advisors.2.16.09
• Taking a wait and See
• Sticking with existing
partnerships
• Focusing on values and
alignment
• Seeking leverage and
collaboration
• Desire impact and
meaning
• Looking for transparency
and accountability
• Want hands on
engagement
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12. Job #2 -- Investing
• Giving stretch gifts annually and joyfully
– 20%+ of philanthropy goal
• Giving to special campaigns and initiatives
– 35%+ of goal
• Increasing gifts over time
• Including all decision makers
• Providing feedback
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13. Counter Gloomy Media Messages
• The media is reporting
drops in giving and
that affects our
donors
• Counter with donor to
donor messages about
“Why I’m still giving”
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14. Business Week™
When Service Means Survival
• Flex your workforce
• Spoil your best staff
• Invest in simple technology
• Baby your best customers
“Shifting resources from acquiring
new customers to keeping old
ones”
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15. Recession Proof Your Fundraising
*Seizing the Day in Slippery Times- New York Times 5.21.08
1. Coddle your best
“customers”
2. Stay in contact
3. Stand out from the
pack
4. Be flexible
5. Stay visible
6. Diversify
7. Look after your best
staff
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17. Some Things in Your Control!**Leadership,
March 2008
1. Remember that the downturn won’t last
2. Encourage optimism
3. Ask better questions
4. Risk still works
5. Celebrate success
6. Invest in top 5%
7. Time for fresh ideas
17
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18. 4 to 11 Times More to Acquire
Than Keep Old Friends
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19. Stewardship is a BIG Answer!
• Spending as agreed
• Documenting accurately
Accountability • Managing wisely
• Within 24-72 hours
• Reiterating “The Promise”
Acknowledgement
• In a way that is appropriate
• And personally meaningful
Recognition
• Demonstrating the significance
and impact
• Providing JOY!
Impact
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21. Attributes
• MUST HAVE • IMPORTANT
– –
Integrity Strategic thinker
– –
Intelligence Participate in FD
– –
Passion for mission Network
– –
Generous donor Capacity to invest
– • HELPFUL
Personally philanthropic
– Understands – Experience board
philanthropy’s role member
– Informed ambassador – Diversity
– Expertise
– Political connections
22. What Makes a GREAT
Prospective Donor?
• What are we looking for
in order to QUALIFY?
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23. What Makes a GREAT
Prospective Donor
• Current donor
• Frequent donor
• Generous donor
• Philanthropic
• Affinity for cause
• Degrees of separation
• Capacity to give
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25. Deep Engagement
• Engaged
households of
average citizens give
38% more than
non-volunteering
households*
*National Speaker at 2008 ES Conference
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26. $200k+ Salary, $1M Liquid Assets*
*Bank of America, University of Indiana 2009
• 98.2% gave
– 70% of all
Americans
• $80,249 average
– 9% of income
• $855,200 average
of wealthiest
($5m+)
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27. Factors*
*Bank of America, University of Indiana 2009
• Attending religious services • $111,137
– $76,112
• $124,267
• Volunteering
– $35,127
• $158,194
• Using professional
expertise
• $243,935
• Engaging children in
– 3x as much as those
philanthropy
who did not
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29. Job # Three
Fundraising
• Be accountable, transparent, prudent,
• Be in contact –
– LET DONORS KNOW THAT THEIR GIFTS MADE A
DIFFERENCE!
• Help identify and engage prospective donors
• Invest in the philanthropy office
• Ask others to join you
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32. Final Vetting
• Do they meet all of the
MUST HAVES?
• Many of the
IMPORTANT?
• Some of the HELPFUL?
• Do they know several
board members?
• Will they fit in?
• Will other decision
makers support them?
33. The Seven Sins of Trusteeship*
*Jerry Panas
1. Acceptance without Commitment
2. Membership without Attendance
3. Affiliation without Dedication
4. Meetings without Participation
5. Decisions without Integrity
6. Involvement without Advocacy
7. Identification without Giving
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34. Job #4 -- Governance
• Governor from strength
• Think strategically
• Manage for results
• Own the outcomes
Will the candidates be
Good governors?
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35. Artfully Asking With Dignity
• In person
• CEO and chair or member of board development committee or
BEST person
• Why you want them – what special gifts they bring to the
table
• Clarity of expectations
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