153,000,000 results. That is what my last google search for “Nonprofit Board Management” yielded in ½ a second. When you add specific or specificity to the search, you can get it down to 2 million results. So you may be asking, “why am I writing one more?”
The simple answer is that none get into negotiating or empowering a board. There is a great deal of discussion around goals and committees and specific officer duties, but not the particular negotiation you go through with board members when asking them to participate in Fundraising.
What Fundraising Is:
For some board members, the concept of Fundraising is profanity (many confuse fundraising with asking for money). However, they agreed to serve a non-profit organization as a board member. And as my book’s name alludes, “Fundraising is: Everything Done Before Asking For Money.” Fundraising is not always asking for money. It’s about building value in an organization so that it can raise money. When Fundraising is done well, asking for money becomes much easier!
I recently began working with an organization that was just getting started in major gifts. They had recently engaged donor management tools, and they had specific guidelines for their board. They had a clear give/get[1] policy and asked that each board member introduce the Executive Director to two prospective supporters annually. Through negotiation during a board meeting, they added inviting the Executive Director to an ACTIVE networking activity. They had also provided A specific staff support person for each board member.
Not to be preachy, but Jesus got the idea of specificity when empowering others. In Matthew 10: 5-15 [2], in less than 75 words he gives specific instruction of what to do and what to take. In addition, they had observed him do it before he sent them out.
In both the examples above, there IS specific direction and the opportunity for partnering and observation.
Often, staff goes to their board with “we need help”, or here is a bunch of information about sponsorships or an overall goal. There is never negotiation with their board to make the most of the information. The most successful boards are the ones that go through a list of potential sponsors and see who feels most comfortable or has a relationship.
They also talk with the board and get them to verbalize why they are a part of the organization. That is where every gift discussion should begin, is one’s personal passion for the organization or the cause. This is specific and relatable. It removes the statistics and drama and simply provides the why.
Then groups do mission moments (a short client story that can be retold by board members) at every meeting where the board gathers. Mission moments need to be discussed and owned by some members. If it does not connect and cannot be retold by a board member, then you need to identify specifically what does connect with your board members. Understand that we are not saying the entire board, but your mission moments need to connect with at least one board member in a way that they want to re-tell the story.
To be clear, specificity is very important in getting your board members and volunteers to act and to hold them accountable. There will be board members that will take initiative with little guidance, but the majority are busy and involved people, that is why we invited them to be on the board.
NEGOTIATING WITH YOUR BOARD
1) Be specific when asking board members for assistance
- Specific number of introductions
- Specific people/ organization to connect with
- Time bound requests
2) Be specific in empowering board members
- Provide stories they can use
- Offer collateral they can share
3) Demonstrate the specific activity you are asking them to accomplish
If you need help working with your board or fundraising staff, PB&J marComm is here to help.
1- Give/ Get Policy – An Expectation that each nonprofit board member participate in fundraising a certain amount towards the board’s overall fundraising goal. This is in addition to a personal gift given by each board member
2 – Matthew 10:5-15 – These twelve Jesus sent out, instructing them, “Go nowhere among the Gentiles and enter no town of the Samaritans, 6 but go rather to the lost sheep of the house of Israel. 7 And proclaim as you go, saying, d‘The kingdom of heaven is at hand.’3 8 Heal the sick, raise the dead, cleanse lepers,4 cast out demons. You received without paying; give without pay. 9 Acquire no gold or silver or copper for your belts, 10 no bag for your journey, or two tunics5 or sandals or a staff, for the laborer deserves his food. 11 And whatever town or village you enter, find out who is worthy in it and stay there until you depart. 12 As you enter the house, greet it. 13 And if the house is worthy, let your peace come upon it, but if it is not worthy, let your peace return to you. 14 And if anyone will not receive you or listen to your words, shake off the dust from your feet when you leave that house or town. 15 Truly, I say to you, it will be more bearable on the day of judgment for the land of Sodom and Gomorrah than for that town.
