Expanding Your Network Identifying, Cultivating, and Recruiting CoChairs - PowerPoint PPT Presentation

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Expanding Your Network Identifying, Cultivating, and Recruiting CoChairs

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Your Network. Why People Get Involved ... What is the extent of this person's network? Does s/he have a network of people with financial resources? ... – PowerPoint PPT presentation

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Title: Expanding Your Network Identifying, Cultivating, and Recruiting CoChairs


1
Expanding Your Network Identifying,
Cultivating, and Recruiting Co-Chairs
2
A.K.A.
  • Six Degrees to Bringing
  • Home the Bacon

Activity
3
Identifying, Cultivating, and Recruiting
Co-Chairs
  • Review What is a Co-Chair?
  • Why People Get Involved
  • Identify Co-Chair Prospects
  • Cultivate Co-Chair Prospects
  • Recruit Co-Chairs

4
Review What is a Co-Chair?
  • A co-chair takes personal responsibility for
  • raising a specific portion of your fundraising
    goal.
  • A co-chairs goal must be attainable and the
    co-chair must actually commit to a specific
    number.
  • At a minimum, a co-chair must agree to
  • Identify prospective targets and provide contact
    information
  • Determine ask amounts for targets
  • Approve ask letters
  • Make personal follow up calls to all of his/her
    prospects

5
Why People Get Involved
With limited time and money, what motivates
someone to be a co-chair?
Activity
6
Why People Get Involved
  • L.I.A.
  • Linkage S/he knows someone involved in
    your organization
  • Interest S/he believes in the mission
  • Ability S/he can
  • L.I.A. is the key to success. You must always
    remember that WHY someone gets involved
    influences HOW WELL they do their job.

7
Identify Co-Chair Prospects
  • Four Types of Co-Chair Prospects
  • Current Stakeholders Board Members/staff we
  • 2. Others currently involved donors,
    volunteers, clients/clients families
  • People who your organization knows, but who are
    not currently involved friends, spouses,
    vendors, colleagues
  • 4. People who you do not know and who are not
    currently involved politicians, celebrities,
    business leaders
  • (pros/cons)

8
Identify Co-Chair Prospects
Others
Who They Know
Who We Know
Board/ Staff
9
Identify Co-Chair Prospects
  • When considering a prospect, ask yourself the
    following questions
  • Is this person committed to my organization?
  • Can this person sell our mission?
  • Does this person have the time to commit to
    fundraising for the event?
  • What is the extent of this persons network? Does
    s/he have a network of people with financial
    resources? Is this person well connected to
    financial resources?
  • At what level is this person capable of
    fundraising?
  • Will this person feel compelled to reach his/her
    goal once set?

10
Identify Co-Chair Prospects
  • L.I.A.Three Criteria to Evaluate Your Prospects
  • Linkage how closely is the prospect connected to
    you or your organization?
  • Interest is the prospect interested in the work
    your organization does?
  • Ability can the prospect give, get, or arrange
    the amount you need him/her to?

11
Identify Co-Chair Prospects
  • Prospects must have at least two of the three
    Linkage, Interest, and Ability.
  • You cant change Ability (although you can help
    them explore it), but you can build Linkage and
    Interest through CULTIVATION!

12
Cultivate Co-Chair Prospects
  • Cultivating Building L.I.A.

13
Cultivate Co-Chair Prospects
  • If you have Linkage and Ability . . .
    Build Interest
  • Interest in an organization comes from three main
    areas
  • Mission the prospect is genuinely interested in
    your cause
  • Relationships The prospect is interested in
    furthering relationships with the people involved
    in your organization
  • Benefits The prospect sees other benefits to
    him/herself such as visibility for his/her
    business, social connections, etc.
  • Determine what interests/motivates your
    prospect and use it to your advantage.

14
Cultivate Co-Chair Prospects
  • Tips for Building Interest
  • Interest in Mission Invite the prospect for a
    site visit or to a cultivation event (cocktail
    party, etc)
  • Interest in furthering relationships Invite
    prospect to an event/activity/gathering when the
    people they are interested in meeting will be
    present
  • Interest in other types of benefits Have the
    person with the link arrange a meeting with the
    prospect and other key CBO stakeholders to see if
    the prospect might be interested in getting
    involved HAVE A SPECIFIC PITCH IN MIND THAT
    FOCUSES ON BENEFITS OF INTEREST TO PROSPECT

15
Cultivate Co-Chair Prospects
  • If you have Interest and Ability . . .
  • Build Linkage
  • Building on a current relationship is much
    easier than creating a brand new relationship,
    however, it can be done.
  • Research prospects background, job, hobbies, etc
  • Examine your networks for a possible link
    (sometimes you have to first build linkage with
    an intermediary)
  • Do you know someone who works with prospect?
    Someone who is a member of his/her country club?
    Someone who lives in his/her neighborhood or goes
    to his/her church?
  • If you cant find any connection to your
    prospect, but you KNOW they have INTEREST and
    ABILITY, THEY ARE PROBABLY NOT A PROSPECT FOR
    THIS YEAR.

16
Cultivate Co-Chair Prospects
  • Tips for Building Linkage
  • Attend an event, meeting, etc which you know the
    prospect will attend
  • Recruit a board member, co-chair, etc who knows
    the prospect
  • Write a VERY compelling letter describing why the
    prospect should take interest in YOUR
    organization (as opposed to another similar
    organization)

17
Cultivate Co-Chair Prospects
If you have Linkage and Interest . . .
Explore Ability You cant create ability, but
you can help prospects realize ability. Most
people you approach are capable of fundraising at
some level help your prospect realize his/her
potential! REMINDER If the prospect does not
have ability, dont get your hopes up.
18
Cultivate Co-Chair Prospects
  • How do you know if someone is an honoree, a
    co-chair or just a donor?
  • Influence vs. Affluence

Influence
Honoree
Co-Chair
Donor
Affluence
19
Cultivate Co-Chair Prospects
  • How do you know if someone is an honoree, a
  • co-chair or just a donor?
  • Name recognition in the community Honoree
  • Linkage with someone on your board/staff, but
    averse to fundraising Donor
  • Great ability but NO time Donor or Honoree
  • Past supporter who likes basketball Co-Chair
  • Long-standing supporter Co-Chair
  • Great connections owes someone in your CBO a
  • favor Co-Chair

20
Cultivate Co-Chair Prospects
  • How do you know if someone is a co-chair or board
    prospect?

21
Cultivate Co-Chair Prospects
  • Cultivation Strategy
  • After the Identification Process is complete, you
    must plan your strategy for cultivation.
  • STEP ONE
  • Put your prospects into categories (honoree,
    chair, donors, etc)

22
Recruit Co-Chair Prospects
  • Cultivation Strategy
  • STEP TWO
  • Determine GGA amount
  • Rule of 5 Each person can usually fundraise 5
    times what they are able to give personally
  • Do your research what has s/he given to other
    organizations?
  • Ask the person with the closest relationship
    what they think is an appropriate amount
  • If youre really not sure, guess high. People
    are flattered to be asked for more than they can
    give

23
Cultivate Co-Chair Prospects
  • Cultivation Strategy
  • STEP THREE
  • DRAFT A LEADERSHIP CHART!!!

24
Cultivating Co-Chair Prospects
  • Cultivation Strategy
  • STEP FOUR
  • Determine how you will appeal to each prospect
  • Think carefully about what will motivate your
    prospect to say yes. Each prospect may be
    interested for a different reason
  • What your CBO does for kids
  • What you can do for them (networking,
    publicity, etc)
  • Importance of a key relationship
  • Event benefits, etc.

25
Cultivating Co-Chair Prospects
  • Cultivation Strategy
  • STEP FIVE
  • Determine who will ask each prospect
  • Ask Yourself
  • Who are they least likely to say no to?
  • Who has leverage and pull?
  • Who do they owe a favor?
  • Do you need to double team them? If so, who
    should be involved?
  • Do they need to be asked by someone who is going
    to be filling the same role (i.e., recruit one
    chair and have that person ask)

26
Cultivating Co-Chair Prospects
  • Cultivation Strategy
  • STEP SIX
  • Determine the order in which you will approach
    prospects
  • Get the obvious yeses first (board members,
    last year co-chairs, etc) start filling in your
    leadership chart!
  • Figure out if co-chair As participation will
    depend upon co-chair Bs - if so, get B
    committed first so that A doesnt say no.
  • Dont do the biggest one first or last this
    ask will be most effective if you show that you
    already have some commitment and you dont need
    him/her to save the CBO, but you dont want to
    wait too long to get this person started!
  • Save people with the least linkage for last.

27
Cultivate Co-Chair Prospects
Fundraising Process
5
90
2
3
28
Recruit Co-Chairs
  • Once your strategy is in place, it is time to ask
    your co-chair prospects!

29
Cultivating Co-Chair Prospects
Peer to Peer Network the Key to a Successful Ask
Make sure the asker is a peer or superior of the
prospect and someone the prospect would rather
not say no to.
WHO IS A PEER? Peers can share
  • Social circle
  • Neighborhood
  • Careers
  • Childrens schools/clubs
  • Educational background/ Alma Mater
  • Double teaming can be an effective strategy
    because
  • The asker is backed up by a staff member
  • The staff gets to know the prospect

30
Recruit Co-Chairs
  • Where and When do I Ask?
  • The Breakfast, Lunch or Dinner Rule
  • (RememberIts always your treat if you invite
  • and always make it convenient for the prospect)
  • Recruit over breakfast This is best for the busy
    career person. Call his/her assistant for a
    BRIEF meeting. Know exactly what you are going
    to say and ask forbe prepared.
  • Recruit over lunch Youve met already and want
    to get to know him/her better.
  • Recruit over dinner This is the best done when
    accompanied by a current board member/contact who
    knows the prospect. Best for the get-to-know
    prospect meeting.
  • At His/Her office Best betconvenient for
    him/her, and allows for being short, sweet and to
    the point.
  • At your office Best for a follow-up after
    asking, kick-the-tires meetings.

31
Recruit Co-Chairs
  • What Do I Say?
  • Structure of The Ask for Phone Call or Meeting
  • Opening
  • Probe
  • Close
  • Pledge

32
Recruit Co-Chairs
  • Opening

33
Recruit Co-Chairs
Probe
  • Purpose to share program highlights, event
    details, benefits to the prospect.
  • Delivery ENGAGE the prospect, ask them what
    they know, let them ask questions, voice
    objections, etc.

Try to LIMIT presenting and INCREASE conversation!
You have two eyes, two ears and one mouth...
Use them proportionally!!!
34
Recruit Co-Chairs
Close
You MUST GIVE AN AMOUNT!
We hope you will consider joining us as a
co-chair. Along with this respected volunteer
position comes the request that you help to give,
get or arrange ______ by ___________(time).
35
Recruit Co-Chairs
  • SOMETIMES LESS IS MORE!
  • ONCE YOU HAVE CLOSED
  • Sit back and stop talking.
  • Do not speak until they respond.
  • Let them ponder. If you talk, you will weaken
    your case.
  • Listen.

36
Recruit Co-Chairs
  • Openly discuss expectations duties/responsibilit
    ies
  • Explain your rationale about why youre asking
    him/her to co-chair
  • Be frank about fundraising expectations up front
  • Dont do all the talking
  • After you ask for him/her to join your efforts,
    sit back and wait to hear the answer
  • If yes, ask when they can begin getting involved
  • Invite questions, elicit their interest
  • If no, ask if he/she might consider another form
    of involvement (donor, etc)

37
Recruit Co-Chairs
  • Youve only just begun . . .
  • Send follow-up/confirmation email/letter
  • Strategize and brainstorm work closely with your
    co-chair to examine his/her networks and figure
    out the best way to achieve his/her goal
  • Clearly outline the co-chairs roles and
    responsibilities and determine how you can assist
    in the process
  • Make sure s/he knows when the next important
    meeting or milestone is
  • Give him/her your contact information and
    determine the best way to communicate with
    him/her (email, secretary, etc)
  • Keep him/her informed, involved, acknowledged,
    and recognized
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