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IDENTIFYING, RECRUITING, AND TRAINING VOLUNTEERS
This presentation was last given at the CASE Conference on Annual Giving,
May 2,1996 in Toronto, Ontario, Canada.
Expanding on the statistics of the philanthropic landscape and volunteerism in America,
we discussed ways to sucessfully engage volunteer leaders.
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Where Service and Charity Start
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“For anything to happen there must be a dream.
And for anything great to happen there must be a great dream.”
Robert K. Greenleaf
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Leadership Initiative
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| “The leader needs more than inspiration.
The leader ventures to say, “ I will go; come with me!”
A leader initiates, provides the ideas and the structure, and takes the risk of failure along with the chance of success.”
Robert K. Greenleaf
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The Quality Value Fund Raising Process
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Tax Exempt Organizations
Growth 1987-1990 ($ Thousands)
Source: Non Profit Almanac 1992, Page 24
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Total Charitable Giving
Growth 1990-1993 ($ Billions)
Source: Giving USA 1994
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America's Donors
Total Gifts 1993 = $126.22 Billion
Source: Giving USA 1994
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America's Recipients
Total Gifts 1993 = $126.22 Billion
Source: Giving USA 1994
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| Volunteering in America
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• 89.2 Million adults volunteered in 1993 |
| • Representing 48% of the adult population |
| • 51% Female |
| • 49% Male
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| Volunteer Value
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• Volunteers averaged 4.2 hours / week |
| • Totalling 19.5 Billion hours |
| • Equalling 8.8 Million employees |
| • Worth $182 Billion
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| The Impact of Asking
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• When 45% of the survey were asked to help
82% volunteered |
| • Of the 54% of the survey who were not asked
21% volunteered
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| The Impact of Parents
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• 44% reported that parent(s) volunteered
6:10 were volunteers |
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• 47% reported that parent(s) did not volunteer
only 1:3 were volunteers |
| • Of 59% who witnessed a family member help others,
80% contributed, and 56% volunteered
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| The Impact of Involvement |
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• Among 56% of adults who belonged to a youth group,
84% contributed and
61% volunteered |
| • Among 43% who had been helped by others,
80% contributed and
54% volunteered
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| The Impact of Religion |
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• Respondents who attended church service in the last year
contributed • 2.0% of household income |
| • 23% of the respondents did not attend church service
contributed • 0.9% of household income
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Identifying Volunteers
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Committed |
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Committed
Incompetent |
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Committed
Competent |
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| Incompetent |
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Competent |
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Incompetent
Committed |
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Competent
Uncommitted |
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Uncommitted |
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| Recruiting Volunteers
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| • Find people who share a commitment to the Mission |
| • See volunteering as a personal responsibility |
| • Enable them to perform meaningful work |
| Recruiting Volunteers
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| • Offer a reasonable work load |
| • Structure a reasonable time frame |
| • Provide appropriate information and material |
| • Be available and give professional support
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| • Allow individual latitude
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| Before You Start
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| • Do you know why you need help? |
| • Can you provide staff support? |
| • Do you have the required materials? |
| • can you provide the information they need?
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| • Are you willing to give up control?
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| Questions You Will Hear
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| • Why are you asking me? |
| • What do you want me to do? |
| • Do you have the required materials? |
| • How much am I supposed to give?
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| • When is this to happen?
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| • How much time will it take?
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| Training/Educating Volunteers
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| • Individual meetings |
| • Energizing group sessions |
| • Conference calls |
| • Video Sessions
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| • Manuals
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| Generally Speaking
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| • Provide insider, institutional information |
| • Simplify technical information |
| • Give clear instructions |
| • Open lines of communication
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| • Be candid, friendly, and fun
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Volunteer Programs
| Constituent Type |
Peer-to-peer |
Doctor, lawer, gymnast |
| Graduation Class |
Reunion class mates |
1946, 1956, 1966 |
| Geographic Proximity |
Regional assignmennts |
Boston, Cleveland, Toronto |
| Contribution Level |
Capacity |
$10,000, $5,000, $1,000 |
Solicitation Skill |
Personal comfort, style |
In person, on the phone, by letter |
Reasonable Assignments
| Assignments |
Work Load
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| Volunteer Management: |
5 Volunteers |
| Personal Solicitation: |
5 Prospects at a time: |
| Phone-a-thon: |
1-2 Phone-a-thon nights |
Target Mailings: |
Author 2-3 letters |
Organizational Meetings: |
1 meeting per month |
Annual Fund Steering Committee
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Annual Fund Solicitation Team
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| Effective Meetings
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• Prepare an executive agenda |
| • Start on time |
| • Employ active listening skills |
| • End on time
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| • Summarize the results & next steps
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| Group Meetings
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| • Prepare the agenda with the chair |
| • Confirm the date & arrangements |
| • Inform everyone of the purpose |
| • Anticipate questions & suggestions
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| • Distribute supporting material
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| • Double check the arrangements
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| Workshop Checklist
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| • Prospect List |
| • Solicitation Material |
| • Case Statement |
| • Financial Statement
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| • Campaign Goals
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| • Solicitation Outline
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| Meeting Material
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| • Task summary time lines |
| • Contact reports |
| • Activity reports |
| • Prospect profiles
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| • Solicitation materials
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Task Summary Time Line
| Task |
Responsible |
Due Date |
Completeted |
| Prospect List |
Smith |
1 AUG |
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| Prospect Profiles |
Jones |
1 SEP |
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| Solicitation Material |
Anderson |
1 SEP |
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| Assignment Meeting |
Carter |
7 SEP |
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| Solicitation |
Volunteers |
30 SEP |
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| Review Session |
Carter |
5 OCT |
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| Solicitation |
Volunteers |
30 OCT |
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| Review Session |
Carter |
5 NOV |
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| Follow-Up
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| • Write thank you note to participants |
| • Send minutes |
| • Brief the boss |
| • Letters
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| • Phone calls
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| • Do what was promised
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| Maxims of Fund Raising
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| • There is never enough time, |
| • There is never enough money, |
| • There are never enough people, |
| • Thank God you are here!
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| The Golden Rule
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| “Do unto others
As you would have them
Do unto you.” |
This page last changed on October 29, 1998.
© 1996, Text: Institutional Memory, Inc. • Web Presence: Ade & Associates
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