Betty Johnson, CFRE Betty Johnson & Associates Central Kansas Community Foundation Summit

1. Telling The Story Betty Johnson, CFRE Betty Johnson & Associates Central Kansas Community Foundation Summit July 31, 2015 Augusta, KS

2. Today’s outcomes How to tell your story successfully. Why telling your story is important. How to create a plan for your community foundation’s story telling.

3. What does a community foundation do? Provides opportunities for people to fulfill their philanthropic goals. We are Catalysts to make this happen!

4. Why utilize the Community Foundation? Helps you make your ideas and dreams reality. Collaborative, cooperative, and community focused. Build your community for today and tomorrow. Retains assets in your community. Assist you with estate planning and major gifts.

5. How do you build and enhance community relationships? Build trust. Raise awareness. Raise visibility. Build relationships with community members who help you fulfill your mission. Create partnerships. Capacity building.

6. Why do you want to tell your story? Makes your community foundation more sustainable. Energizes your organization. Helps you fulfill your vision, mission. Makes your job easier. Creates advocates. cont

7. Why do you want to tell your story? Future volunteers/board members. Increase donors and private donations. Educate and make others aware of your organization. Establish longtime supporters. Strengthen your organization’s position.

8. How do you get started? You need a — Mission and vision Strategic plan Goals Case statement Willing board Time and patience

9. Internal questions What does our community foundation do? Why is that important? Who would fill the void if our community foundation did not exist? What will our community look like when we fulfill our mission? cont

10. Internal questions What guides our decisions? Are we effective and efficientat what we do? What have we accomplished? What should we be accomplishing? Why do I work for or volunteer for our community foundation? cont

11. Internal questions Have we changed in the last 5 years? 10 years? Are we functioningfor today’s world? Adapting? Are we using the resourcesavailable to us? Are we able to adapt to meet opportunities that benefit our CF? Our community? Are we listening to our constituencies? cont

12. Internal questions Do we have the right leadership in place – do we represent our community? How are we thought of in the community? To fulfill our mission — What would help us? Who could help us? Who are our natural partners? Who is our competition? Who are our collaborators?

13. External questions Do we know the community’s needs? Are we asking the community what it needs? Does the community know we exist? What does it know about us? Are we listening? Who does what we do? What are the opportunities and dangers available in our community?

14. Telling the story - Where do you begin? Create a plan – Put it in writing. Secure board and staff approval and support. Get input from staff, board, volunteers, donors, and outside entities. Include goals, objectives, assignments and timelines. Review it regularly – your lifeline.

15. The plan Conduct a study (informal or formal). What does the community know about your CF? What does the community think of your CF? What do they think of the leadership? What do internal audiences think? External? What do they think of our services?

16. Building Community Relationships Cultivating prospects Telling your story Targeting partners Recruiting volunteers Building relationships Fulfilling your mission Creating partnerships - collaborations cont

17. Community engagement Mobilizing people and resources Developing new programs – supporting current ones Networking Sharing knowledge, resources and services Improving health of community Working together — collaboration

18. How do we do this? The steps Construct the case statement. Know why people are involved with non-profits. Identify your audience. Tell your story. Open many doors. Cultivate relationships. Ask them to invest. cont

19. Construct the case Your message Why you are worthy Your organization Your accomplishments Your goals

20. Know why people get involved with nonprofits Seven faces — Communitarian: build community. Devout: obey God’s will. Investor: doing good is good business. Socialite: doing good is fun. Altruist: because it feels right. Re-payer: giving back. Dynast: family tradition.

21. Identify your audience Friends Supporters Community leaders Service providers – social service agencies Donors – individuals, businesses, families Clients Family

22. Tell your story What is your story? Speak to the heart. Remember the seven faces. What are your outcomes? Be honest. Be yourself. Must fit with donor’s interests and passions.

23. Open many doors Open houses House parties Tours Programs Volunteer opportunities Fund-raising events One on one

24. Cultivate relationships Tell your story. Get to know them – let them get to know you. Listen. Create win-win.

25. Ask them to invest Have opportunities. Use their time andtalents wisely. Have pride in your work. Thank – steward them.

26. You’ve asked the tough questions within your organization. You’ve learned what others think of your organization. You’ve written the plan.Now what?

27. Implement the plan It’s all about building relationships – networking – about telling your story. It’s about engaging your community with your community foundation.

28. What does telling your story or “building relationships” mean? Networking with others who can assist when opportunities or challenges arise. Promoting and marketing your community foundation to a variety of audiences – Telling your story again and again!

29. With whom should you tell your story? Board members Volunteers Donors individuals families corporations foundations cont

30. With whom should you tell your story? Funders — current and prior donors, foundations Elected officials Government staff Civic organizations Your staff The media Professional Advisors

31. Who should be telling your story? You Staff Volunteers Board members Nonprofits Donors

32. When should you tell your story? All the time, in everything you do. Easily overlooked as a goal — have a plan. Work it into your regular schedule. Include in the planning of all activities. Before, during and after the ask.

33. How do we successfully tell our story? A written plan — and an assigned person responsible to ensure its success. Timeline Share information successes problems/needs outcomes Involvement Use their skills, talents. cont

34. How do we successfully tell our story? People and stories. Fewer statistics. staff clients volunteers family donors Promote and market your community foundation— know when to. Present your CF clearly, concisely and consistently. cont

35. How do we successfully tell the story? Materials — “quality” doesn’t mean expensive. Newsletters News releases Email Events Tours Gift clubs Recognition Lunch Annual meeting F2F

36. What information should I provide? People applaud achievement — but they give to need. Outcomes History Efficiency Big breakthroughs Financial Needs Accomplishments Changed lives How is your organization making a difference?

37. Donors want…information • Access and information. • Majority of donors are using web for their research. • What does your webpage say about you? • Do the links work? • Is the “donate now” button easily available? • Can they give online? • Do you give donors credit for the good you do?

38. Donors want: • To be valued for their time and opinions. • To invest in what they believe in – their passion. • To be treated with honesty and respect. • To make their dream happen. • Accountability and transparency • We are the catalyst to make their philanthropic goals happen.

39. What can you support through your community foundation? School Church Healthcare Organizations, Associations Youth, elderly, and everything in between Cemetery Library Arts Athletics Community projects OTHER?????

40. Potential AssetsCash Land Oil and gas rights Stocks and bonds Crops/livestock Life insurance Retirement accounts Farm equipment Other assets of value? Not the size of the gift – they all add up to great amounts.

41. Building a case for support Case is a story… Beginning: Problem/solution (a.k.a., the dream)  Middle: Supporting evidence (proof you know what you are doing)  End: Call to action (a.k.a. shifting responsibility to the donors’ shoulders) how they can be a part of the solution People give because you meet needs – not because you have needs.

42. Building a case for support • Tell your story … • Dream (outcome) • History • Mission and vision • Efficiency • Big breakthroughs • Financial needs • Accomplishments • Goals • Donor’s opportunity

43. Building a case for support –donor centered • Donor-optional: • “We did this. We did that. We were amazing. Oh, by the way, thanks.” •  Donor-centric: • “With your help, all these amazing things happened. And without your help, they won’t.”

44. Tips to grow your foundation • Know your prospects and their needs. • Most endowment gifts will come from longtime relationships – establish them. • Develop an elevator speech. • Have a clear, consistent message. • Keep it simple. • Have the right people involved. • Have giving options • Ways to give • Purpose of gift • cont

45. Tips on telling your story See your organization through their eyes. Friend making comes before fundraising or involvement. Use the power of emotion. Provide a clear, direct message. Honesty and openness are keys. Thank and thank often. It’s about them – not you or your community foundation.

46. Tips on telling your story Utilize their expert skills. Be yourself, be sincere — not gimmicky. Turn complaints into opportunities. Be patient. Do your homework. Spend time listening. Keep efforts multigenerational.

47. Can you do it? Start small. Have a written plan. Delegate. Enjoy. No one of us can do as much as any number of us working together.

48. What are you personally willing to commit to tell the story of your Community Foundation?

49. Betty Johnson & Associates c.785.313.3632 bettyjohnsonassociates@yahoo.com