Margaret Macleod ~ Independent Fundraising Consultant ~ March 2019

Incorporate Giving and Development Expectations into the Board Recruitment Process

Think back to the last time you interviewed for a job. You learned the most important responsibilities and expectations of the position straight away, right? You had a solid understanding of what you needed to bring to the table. High functioning and successful fundraising organizations have a similar expectation set for their board members during the recruitment process.  They candidly state, at the get-go, that annual giving and participation in the development functions of the organization are a given. If your organization isn’t doing this yet, now’s the time to get started. I’ve worked with a lot of executive directors and board chairs who, after years of struggle, have turned to me to get the fundraising done for their organization. Too many times I hear, “Well, most of the board doesn’t like fundraising,” or, “Our board members won’t do fundraising,” or, “Fundraising just isn’t my thing.” If this is true for your organization, then it’s time to instigate a cultural shift at the board level. It starts with the leadership of the organization – Board Chair/Executive Committee & the CEO.

Here's Why Successful development is dependent on the work of a committed group of individuals reaching into their individual communities to build a tribe of support for the cause. The fewer individuals you have involved in building the tribe, the fewer funding dollars will be realized. It’s that simple. Development work needs to be viral. Remember the ALS ice bucket challenge? Talk about viral! Every board member needs to be communicating about your cause to people they know in every circle that they operate in – this is the surest way to identify the “suspects” who may become prospects.

Here are some expectation options to consider: Board members make their annual pledge and/or payment at the first board meeting of the fiscal year Board members give to each new fundraising campaign Board members introduce at least 2 new major donor prospects to the organization (you can teach them how if they think they don’t know anyone) Board members attend one or more of the organization’s major development events Board members make thank you calls and write love notes** on appeal letters Already have those in place? Consider taking it to the next level with these exciting strategies: Board members pledge at least $250/$500/$1,000 to the annual fund each year – consider what is the right amount for your organization and board Board members host at least one house party during their tenure to introduce their personal/professional friends and colleagues to the organization – the board member fully underwrites the party Board members will be formally asked to make a planned gift after a certain number of years of board service (the gift can be in any amount, of course!)

The Nugget Set an expectation for giving and development during the board recruitment process, because before we ask others to contribute, we have to have skin in the game ourselves. the road to fundraising success depends on the exponential potential of the relationships that the stakeholders bring.

Powerful Strategies to Advance Your Cause Build an actionable development plan Design & strategize campaigns Write a winning grant proposal Plan or manage your event Rally your board & staff Coach your team/committee And more

**Love notes...? A love note is a handwritten note on your direct mail appeal letter that shows the donor prospect that yours is not a generic, homogenized, impersonal solicitation letter. Penned in an ink that stands out at the top of the page, it might say: Hi Becky! Thanks so much for supporting the Land Trust last year, hope you can give to our annual fund this year too. Best, Margaret Love notes make your letter stand out from the rest, and remind the prospect that your organization recognizes that they're an important individual, not just some name on a list.

Margaret Macleod ~ Independent Fundraising Consultant (207) 632 - 8472 ~ mlmacleod16@gmail.com ~ www.margaretmacleod.com

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