Board Member Engagement - Elevator Pitch Tool

Board Member Engagement - Popular Topic of Interest

When I went back and reviewed my blog postings over the past three years, I found that two of my most popular articles had to do with engaging board members.  THIS IS PERFECT!  At the end of my last blog posting, I promised to next write about how to use the ELEVATOR PITCH as a user-friendly way to share the story articulated in your professional case statement.

Today, I'm going to teach you how to use alinea's version of the ELEVATOR PITCH to empower your board members to be more active ambassadors for your organization.  You know the saying about how focusing on just one or two things can bring more results than trying to implement too many ideas?  Well, this is one of those tools that if maximized will make a measurable difference in your results.

Are Your Board Members as Active as You'd Like to See Them?

If the answer is no, the reason isn't what you think.  In most cases, the board members of a nonprofit, church council or school or school district are passionate and excited about your organization.  If they're not getting the results you want from them, it's because YOU ARE NOT PROVIDING THE DIRECTION, INSPIRATION AND TOOLS they need to confidently share your story with others.

Whenever I do a workshop for board members, I always start by asking attendees if they are comfortable sharing their organization's story.  EVERY SINGLE TIME, only about a third of them raise their hands.  The first time I did this, I was aghast!  These are the people who are supposed to be safeguarding the mission of the organization.  These are the people who are responsible for ensuring sustainability of the organization.  And most of them aren't even comfortable talking to people about the organization.

Sometimes staff members will get frustrated with board members, but I have come to understand that the best way to maximize the contributions of your board members is to provide clear direction, user-friendly tools, and a little coaching.  Board members come to an organization with all kinds of passion, but oftentimes, they quickly begin to feel disappointed in their own contribution.  Then they begin to feel guilty about it.  Rarely, do board members receive the support they need in order to make a personally meaningful contribution.

The Most Important Job of a Board Member - Tirelessly Promoting the Organization

I'm not sure why staff members assume board members know how to share the story of the organization, but this assumption prevents board members from admitting they are not sure about what to do and they never ask for help.  So there ends up being this illusion on the part of staff about what everyone thinks board members are doing and guilt on the part of board members.  This situation stands in the way of achieving some really amazing results.

I've developed my own version of the old fashioned elevator pitch to to help board members develop the confidence they need to share their organization's story.  Ideally, this elevator pitch would be based on your professional case statement.  But if you haven't developed your case statement yet, you can still develop an elevator pitch.  Just follow these instructions:

Step #1 - Share the big themes of your story.

An elevator pitch isn't about memorizing a script.  It's about bringing your organization's story to live in a way that's natural for a volunteer like a board member.  What are the big themes in your mission and how you deliver your mission.  For example, one of my clients is Interfaith Older Adults - Neighborhood Outreach Program.  Their mission and how they achieve it is very compelling, but it's way too long for a volunteer to share.  So, here's how they start their elevator pitch:

Interfaith is about caring people who volunteer to help older adults stay independent in their homes.  We drive them to important appointments, do minor home chores and help keep them connected to the world outside their homes.  

More than 1,000 volunteers help more than 5,000 older adults every year!

Step #2 - Paint a picture to help people understand quickly.

After you've shared the big themes, your goal is to make an emotional connection with the other person, and the best way to do this is to share a story that illustrates the big themes.  A good way to begin is to say, "You know how . . ."  Here are two of the common examples an Interfaith volunteer uses: 

You know how . . . so many people are looking for ways to volunteer and do something meaningful?  In fact, in the United States, there has been an increase in volunteering in just the past few years – even during this difficult economy.  Well, the volunteers at the Interfaith Neighborhood Outreach program are always talking about how much they love helping older adults because they find them to be a fascinating group of people.  They love to hear the stories of the places they've been and the interesting lives that they've led.  They've all led such incredible lives and it's hard to see that now they're no longer independent.  The volunteers believe that it's very important to be there for them at the end of their lives and make sure that there's someone there to help and to listen.

You know how . . . hard it would be if you suddenly couldn't drive or walk to public transportation anymore?  How it would feel to lose your independence?  You wouldn't be able to go to appointments, run errands, or even visit anyone. Well, that is a reality for many older adults who live at home, throughout Milwaukee. But because of Interfaith Neighborhood Outreach Program and their dedicated volunteers, older adults in Milwaukee have the help and support they need. Volunteers take them to run errands, to appointments, and even out for a trip to the museum or movies!  Thanks to Interfaith, older adults receive support at home, as well as connected to their communities!

You know how . . . stressful it is when you can’t care for an older family member because you live out of town?  On top of that, the costs to hire extra help are often unaffordable. Well, Interfaith Neighborhood Outreach program helps older adults stay in their homes by linking older adults to caring volunteers who help them with rides, chores, and more. The clients' families are so grateful for this help, and they just don't know what they would do without Interfaith. 

Step #3 - Wait and Listen for a Reaction. 

Your elevator pitch is successful so far, if the response is something like, “That makes sense, but how do you do that?”  or “That’s interesting, but do they lose touch with their friends?”  or “WOW, that’s cool!”

If you take a breath and just wait for a response, you'll be amazed at what the other person may share with you.  Think about how you would respond so far if someone was sharing the Interfaith story with you.  Personally, I think back to when my grandmother had no choice but to go into a nursing home.  It wasn't the right place for her though, because she wasn't sick enough to be there.  The lack of stimulation and interaction with other healthy people ended up causing her to just sort of give up on life.  She died, but she didn't die of anything really.  This is an emotional connection. 

So, if you really pause and listen to to what the other person shares, then your job is just to engage in the conversation.  Ask them more questions, learn more about their perspective so you know what to share next. 

Step #4 - Share Your Vision for the Future and What You Need to Achieve it.

Don't stop here though.  Many people who are very natural about sharing their organization's story DON'T do the next critical step, which is sharing what the major priorities are so people can start thinking about how they might fit in.  You need a call to action, otherwise people actually can become frustrated that there's nothing for them to do. 

Remember my formula:  Story + Direction + Relationships?  This is the direction piece.  You've brought your story to life by sharing the themes in your mission and then illustrated this through a story.  Then you made an emotional connection with the other person by listening to them tell you what part of your story resonated with them.  They're interested and probably excited.  Don't leave them hanging.  Share your vision and goals with them.  

Here's how the board members of my client Interfaith share their priorities: 

The older adult population is quickly growing, but programs that help especially with transportation are shrinking.

Interfaith has decided to STEP IN AND FILL THE GAP.  We have three big goals right now that we want to reach by the end of the year:

1. Recruit 100 more caring volunteers
2. Set a new record for our annual Chair event of $75,000 for transportation costs – it’s coming up on November 7^th (have your flyer with you)
3. Get donations of basic office supplies, like paper and stamps 

Step #5 - If they’re Super Interested, ask alinea’s 3 Magic Questions

After you've shared your big priorities, if the conversation is going well and you can see that the person is interested, ask my magic questions and see what they say.  You'll be pleasantly surprised at what you might hear back.  Here are the questions:

1. What do you think?  Really listen to what they have to say and take notes if you can.  They are providing valuable insights that we may use to evolve the story and the big bold goals.
2. How do you see yourself getting involved?  DO NOT BE AFRAID to ask this question.  If they’re already interested, their wheels are turning about how they fit in, so just ask the question and see what happens.  If they saying, nothing right now, SO WHAT.  That’s one more person that knows your story.
3. Who else needs to know about what we’re doing?  They are probably already thinking of people who might be interested either in services, coming to the Chair event, could donate stamps or some other way.  JUST ASK THE QUESTION AND BE READY TO BE PLEASANTLY SURPRISED AT WHAT THEY SAY.

Be sure to report your results to the group or update your tracking document so you take next steps.  Don't be surprised if someone is ready to help or offers the names of others who may be interested.  That means you've gotta take some notes and make sure someone follow up.  That's where most organizations fall down - on the followup of these golden opportunities.

Step #6 – Always Leave the Door Open

Always ask if you can have someone send follow-up information, schedule a tour or put them on the email list to stay in touch.  Make sure you follow up with your local director so she or he can be sure to continue to cultivate the relationship with this interested person.

That's all there is to it.  I put all of this in a document for board members and volunteers - and even staff people and I have them practice at board meetings, with their spouses, neighbors.  The next step is to help your board members develop a NEW HABIT of actively sharing your organization's story.  

I love to hear success stories from people who try out my tools.  Please feel free to comment on my posting, sharing and promoting your own story.  

Deb 

#1 Fundraising Tool - Part IV - What to Do With the Case Statement

Would you like a guaranteed way to get MORE AND BIGGER RESULTS for your nonprofit, school or church - like financial contributions, engaged board members, new students, in-kind donations, volunteers and increased awareness?  

I noticed that some of my most popular blog postings were about the PROFESSIONAL CASE STATEMENT, the most basic AND most important fundraising tool for nonprofits, schools and churches.  But I never really told you exactly what to do with it when after you wrote it.  

I've decided that I am going to devote the next four weeks to sharing everything you need to know about how to use it and the results you can expect.


The Case Statement is About Sharing Your Story in a Way that Inspires People

How do you feel when you learn about the impact these students are having on their community?  It gives me goose bumps.  That's what you want.  

Did you know . . .

Highland Students are changing the world NOW!

Within two years, students have literally changed the landscape of Highland School District.  When rain runoff, threatened the school grounds and the school building’s infrastructure, students, staff, and experts worked together to implement a solution.

Multi-age teams of students and staff surveyed the land, worked with experts to identify a solution, and coordinated with the Buildings and Grounds committee to build a rain-garden that would safely transport rain away from the building.  This school-wide project not only educated the community on environmental solutions, but also provided generations of students with a garden full of hands on research opportunities in the future.

Review of How to Create the Professional Case Statement 

Before you go any further, you may want to go back and review the first three postings I wrote about how to create a case statement for your organization.

#1 Fundraising Tool - Part I - Did you Know section

#1 Fundraising Tool - Part II - Mission, Vision and Unique Approach sections

#1 Fundraising Tool - Part III - Success Stories, Goals, How You Can Help sections and Credibility Box



What to Do With Your New Case Statement 

It's not the case statement DOCUMENT that gets results for you.  Often, nonprofits, schools and churches look to MARKETING as the answer.  In fact, organizations spend WAY TOO MUCH ON MARKETING.  You don't need fancy materials.  The materials don't do anything for you.  It's ABOUT YOU AND WHAT YOU DO with the marketing materials.  It's your job to bring your story to life, and the case statement is just a tool to help you do that. 

So, here are two ways to use the case statement right away.   


Use the case statement as an introduction piece.  

Give it to anyone and everyone.  Keep a pile in the reception area of your organization's office.  Carry them with you.  Make sure your board members and staff people have an electronic version of the document.  Allow people to download the case statement from your website.  

A really good way to use the case statement is as a followup to a conversation with someone.  For example, you may have just returned from a luncheon where you had the opportunity to network or just have good conversation with several people.  When you get back to the office (I recommend setting aside an hour on Friday's to pull all those business cards out of your purse/wallet and send follow-up emails to those folks that include an attachment with your case statement), send a short email to the people you met, refer to something interesting they said and then tell them you were excited to share your organization's story and that you're attaching a document that tells them a little more.  That's it.  Don't expect a response - don't expect any outcome at all.  It's just an opportunity to share the story.  You JUST NEVER KNOW WHAT MIGHT HAPPEN.  

The case statement is a really useful tool for board members.  When I do workshops for board members of nonprofits, schools and churches, and I ask the question, "How many of your are comfortable sharing your organization's story," only ONE-THIRD of the hands go up.  It never fails to surprise me.  These are the most important ambassadors for the organization, and the majority of them do not feel comfortable sharing the organization's story.  The sad thing is though that they will never admit that to their fellow board members.  Anyway, I've been told by many board members that the case statement made it so much easier for them to talk about the organization. 

In my next posting, I'll be talking about how to verbally share the story in an elevator pitch - a more casual and natural way for especially volunteers to share the story of their nonprofit, school or church.  


Integrate the case statement language into all communications materials.  

Now that you've figured out how to share your amazing story in a more effective manner - compelling, concise and consistent - YOU MUST MAKE SURE ALL YOUR OTHER COMMUNICATIONS MATERIALS ARE IN ALIGNMENT WITH YOUR CASE STATEMENT.  In fact, the case statement is the starting point for all communications materials.  It's how you have discovered how to communicate the essence - YOUR SPECIAL SAUCE - of your organization to others in a way that will inspire them to want to help.  For example, be sure that you communicate you use the themes in the Did You Know section and communicate your mission the same way in all of your materials - brochures, fundraising materials, website, facebook page, etc.  

Building awareness is all about hearing things a million times.  While you may feel like you're being repetitive, that's exactly how you build a buzz about your organization.  People begin to think, "I just heard someone else talking about the Interfaith Neighborhood Outreach Program.  There must be doing exciting things."     


Now, It's Time to Try This

If you simply start doing these two things, you will notice new results.  In fact, please be sure to share your stories in the comments part of this posting.  It inspires people to try new things when others share that it wasn't has uncomfortable was they thought it would be.  Remember, NO NEW RESULTS WITHOUT TRYING SOMETHING NEW!  

Next Post - How to Create and Use an Elevator Pitch

In my next posting, I'll be talking about how to verbally share the story in an elevator pitch - a more casual and natural way for especially volunteers to share the story of their nonprofit, school or church.

I'd love to hear what happens when you try this.  Feel free to share your success story or let me know if you have questions in the comment section of my blog posting or send me an email by via this link.  


Deb

alinea, LLC

P.S.  Click here if you are interested in purchasing my workbook - complete instructions on how to apply alinea's formula of Story + Direction + Relationships.  Let me know you're interested in purchasing the workbook for $7.95 and I'll follow up with you.

Fundraising: Keeping Your Endowment or Reserves Safe

• Does your church, nonprofit or school have an endowment or reserve fund? 

• Do you know what rate of return you need and what asset allocation will get that return? 

• Is your investment advisor also a member of your board? 

I met Dick Kinney, Principal of Legacy Wealthy Management, LLC, a couple years ago.  He's a board member for a school that serves the students that just can't make it anywhere else, and I love that about him.  I was really intrigued by his passion for helping nonprofits, churches and schools protect their assets.  I hadn't really thought about this too much, as my focus is usually on generating new revenue.

Dick and a few other impressive experts in the Milwaukee Community are sponsoring a seminar on September 18th at Concordia University about this very topic, and I have been invited to share my message of effective community engagement, along with quite a few other respected nonprofit consultants.

Sneak Preview of September 18th Seminar 
(For more details click here and request a flyer for the seminar)

I thought I'd give you a taste of Dick's message by inviting him to share some key concepts he shared in an article he wrote called The Eight Sins of Church (Nonprofit, School) Investment Committees.  


The Eight Sins - Are you Guilty? 

While over the years, clergy and church leaders have expressed frustration about their investment committee's approach to managing their endowment or reserve funds (e.g., lack of transparency, poor results, nonexistent reporting, substandard fiduciary practices, lack of purpose and direction for the funds), media attention of the increasing number of fraud and embezzlement stories has moved me to get the word out to prevent nonprofits, schools and churches from getting into these situations in the first place.

#1 - Conflicts of interest.  I never understand why the members of a church council (nonprofit board) would hire an investment advisor that is a member of the church, but this happens a lot.  You have to ask yourself, "How do you fire a fellow member of your church, who is sitting on the other end of the pew from you, when something goes wrong?"  DON'T HIRE THAT PERSON.  This is just one of the many mistakes that get repeated over and over.


#2 - NOT having a review process in place to prevent fraud.  It's not uncommon to learn that hundreds of thousands of dollars have been stolen from a church endowment (nonprofit, school) by its own fellow church member (board member), who was the money manager.  What's worse is that the fraud often is not found out for sometimes years after the fund is drained, and the defense for not finding out sooner is, "We trusted the guy . . . he was a pillar of the community . . ."  PUT A PLAN IN PLACE TO MAKE SURE AT LEAST TWO DIFFERENT INDIVIDUALS ARE RESPONSIBLE FOR REVIEWING AND REPORTING THE RESULTS TO THE CHURCH COUNCIL (nonprofit or school board).


#3 - NOT knowing what you own.  While it is common practice to invest permanent funds in large co-mingled funds, there is a lack of transparency and long-term performance may be questionable.  In order to judge the success of your investment strategy, it is necessary to KNOW WHAT YOU OWN.




#4 - NOT asking the right questions.  Often when I meet with a nonprofit investment committee, the basic question of "How do you measure whether an investment strategy is successful" has not been asked.  An investment committee needs to understand the inflows (gifts coming into the fund), outflows (the spending) and the required rate of return needed to maintain the purchasing power of the fund.  KNOW THE RATE OF RETURN YOU NEED so you can you judge whether you have the proper asset allocation.





#5 - NOT having the appropriate spending policy to support the endowment purpose.  An example of a spending policy would be:  The fund will take out 4.5% per year on December 31st, and the 4.5% will be based on an average account balance over the past three years.  It is important for the investment committee and the church council (nonprofit board) to AGREE ON THIS FORMULA and the formula confirms to the desire and mission of the church.


#6 - NOT keeping track of the donor's intent for past gifts.  It is important to have a gift acceptance policy, which will identify the donor's intent and records it for future reference.  Ideally, all gifts would be unrestricted, but for restricted gifts, have the restriction be time limited if possible.  HAVE A GIFT ACCEPTANCE POLICY.


#7 - NOT having a Big Idea to excite members to give or leave legacy gifts.  Successful organizations think long term!  Successful endowments engage donors with a string of ideas that the congregation (supporters) WANT to support over a long period of time.  HAVE A BHAG - BIG HAIRY AUDACIOUS GOAL (that's Deb Lukovich talk).


#8 - NOT having the right kind of expertise on the investment committee.  The best investment committees have a mixture of professionals and non-professionals.  I believe it's good for professionals to have to explain their thinking to non-professionals.  The questions asked by nonprofessionals help legitimize the investment process for the church as a whole.  The committee agenda should focus on this question:  "Are we invested in the right asset allocation (investment mix) with the appropriate amount of risk to achieve our required rate of return?"  What often sounds like "dumb" questions get to the core.  HAVE SMART NON-PROFESSIONALS ON THE COMMITTEE THAT ARE COURAGEOUS ENOUGH TO ASK THE DUMB QUESTIONS.


Hopefully, some of these RED FLAGS will help you feel more comfortable about your own investment practices, or tip you off to something that's not quite right before it's too late.

Hope to see you on September 18th!

Dick Kinney
Principal
Legacy Wealth Management, LLC
www.legacywlth.com

I hope you enjoyed this perspective.  Click here to request a flyer about the September 18th seminar.  If you are interested in putting my formula for effective community engagement to work for yourself or your organization, consider purchasing my Sustainability Workbook (click on the BUY NOW button at the top of this page).  It's just $7.95.

Deb

alinea, LLC
www.alineaconnect.com

Fundraising - Are You a Magnet for Donations?

Is Your Nonprofit, Church or School a Magnet for Donations?  

The Secret to Fundraising - DON'T ASK! 

Here's what that looks like:

Bayshore Community Academy is a brand new charter school started by the Oconto, WI 

School District.  They are opening next week!  I started working with them a year ago, 

helping them learn how to tell their story, forcing them to be very clear about their 

priorities and teaching them how NOT to think about getting 

SOMETHING FROM SOMEONE, but instead how to just 

genuinely be interested in other people and what they 

think about the new school.  

Well, about a month ago, the small team of volunteers and staff began a new phase of work - 

actually going out and talking to specific people.  They were all kind of nervous.  

I told them, "I promise that you will GET RESULTS if you are brave enough to 

think and do things differently." 

The very first person that one of the governance council members talked with 

(she was the administrator of two small foundations), MADE A PLEDGE OF $2,500!  

This was the school's FIRST EVER financial donation.  Not only that, the person 

recommended she submit a request to the other foundation and provided a 

referral for another generous community member 

who might be interested in the school.  

But that wasn't all.  Another governance council member successfully secured another 

$1,000 donation from another small foundation, and another governance council member 

secured a grant of $36,000.  

ALL THIS AFTER ONLY A COUPLE MONTHS OF 

PUTTING THE 

ALINEA WAY INTO ACTION! 

If you've been following my blog for a while, you know that my philosophy for sustainability - having all the resources you need to achieve your organization's mission and vision - is effective community engagement, and that the formula for EFFECTIVE Community Engagement is:

Story + Direction + Relationships 

I've shared on my blog HOW to tell your story (the 3 C's of being compelling, concise and consistent PLUS being driven by a vision for the future, not what you do).  

I've also shared on my blog how to develop TOOLS to help you do this (elevator pitch, compelling tour, professional case statement).  

I've even invited one of my clients to talk about the critical component of putting the alinea formula to work - A MINDSET OF ABUNDANCE!  In fact, the formula WILL NOT work without the change in mindset.  

While the alinea formula may seem easy to understand, it's not easy to execute sometimes.  The most challenging part for my clients is the ETERNAL OPTIMISM PIECE AND THE ABUNDANCE MENTALITY!  

SPECIAL OFFER - Just $7.95

32 - PAGE WORKBOOK

WALKS YOU THROUGH HOW TO PUT THE

ALINEA FORMULA TO WORK 

Click on the BUY NOW button at TOP OF THIS PAGE

THIS IS A PROVEN FORMULA!  I can't wait for you to try it and let me know what happens.  There's NO shortage of money or people who want to help.  

Thank you for doing the important work you do!  Here's to your ACHIEVING YOUR ORGANIZATION'S VISION FOR THE FUTURE! 

Deb

Deborah Lukovich

Founder & Chief Inspiration Officer 

www.alineaconnect.com

https://twitter.com/alineaLLC