Living Out Loud

(Excerpted from Raising Change's "7 Steps to Awakening the Bold, Big Dollar, Social Change Fundraiser Within!")

A few weeks ago I read an article by a fundraising consultant about how to stay motivated during difficult fundraising times. Included in his article was this sentence (which I am slightly paraphraising): "Fundraising can be demoralizing which means it's important to find ways to stay motivated and excited."

Fundraising can be demoralizing.

May be no suprise then that non profits are finding it increasingly difficult to secure and retain great fundraising and development talent. If fundraisers view their work as demoralizing it may make it a tough sell to someone who is peeking around the corner to see if this is a field that might interest her or him.

Years and years ago I would have agreed with this fundraiser. There were times when I felt I was asked to pander to a donor, to swallow my voice for the sake of "getting the gift", and to say what needed to be said to keep a donor happy. I think I did this for about a whole 10 minutes before I decided to try to be as authentic in my fundraising work as I was in programmatic work. Fifteen years and more than $100M raised from individuals later I know now what I think each of us knows intrinsically: leading with truth and authenticity is the only way to build real, lasting partnerships. It is this approach that honors the donor, the fundraiser and the work.

What does it look like to fundraise with truth and authenticity?

1. Take stock of all that you have to offer! Often fundraisers sell ourselves short, believing what folks have said about our profession ("Oh, I could never ask people for money. It's so rude."). What we forget is that we are in this field because we believe deeply and passionately in the work, know that is must be funded to its fullest potential and are willing to take on the task of raising the dollars because the work is essential. Before you go on your next donor meeting I want you to take 30 minutes and ask yourself:

- What unique gifts do I bring to a conversation with a donor about this work?

- What parts of my own story qualify me to be a leader in this field?

- What knowledge do I have that can add value to the donor's thinking about being involved in this work?

Remember that each of us has something to offer the social change movement. Know what your gifts and skills are and confidently bring them to all of your donor conversations.

2. Lead With Vision. When fundraisers go into donor meetings we are often anxious about making sure we share all the information we want to share, trying to figure out when we "do the ask" and hoping that we will bring a YES! back to our organization. Here's the flaw in this approach: it does not allow the fundraiser and the donor to discuss their visions, shared values, hopes, concerns, sense of possibility. It doesn't allow the fundraiser to learn more about the donor's philanthropic priorities, what they're funding these days that is cutting-edge, what has been their most rewarding philananthropic experience. When the fundraiser is so focused on getting the check we miss out on the most rewarding part of development: building relationship and seeing if we can match a donor to an organization.

I want you to be a fundraiser that leads with vision. I want you to leave your money expectations at the door. I invite you to see the donor as a long-term partner in making the world a better place. Lead with vision and possibility and watch what you will help create.

3. Honor the Partnership. When I was learning the field of Development I remember feeling that the appreciation and stewardship tools being taught were canned and artificial. "Send thank you note within 24 hours of receiving the gift", "Have Board member write note within 1 week of gift", "Send report within 6 months of gift", "Be sure to have 2 times when you meet but aren't asking for money." I got that these were best practices in the field and that they could certainly guide me but it wasn't as though I just sold someone a radio and was trying to keep them as a customer.

After securing an investment from a donor here is what I do:

- Congratulate the donor. This donor has just aligned their money with their values to help make the world a better place. What an extraordinary act. I believe in acknowledging that act with a congratulations and not a thank you. After I make a gift and get a thank you letter I feel like the other. "Thank you for making our work possible." The work belongs to all of us. Engaging donors means getting that we're all in it together. When a donor makes a gift s/he has done something extraordinary for the community and the world. Congratulate them!

- Write a note from your heart. For sure you should block out time in your calendar to write handwritten notes to donors, but not because the note will have them continuing to give. Rather because it is an act of intention and conscientiousness in today's e-world to handwrite a note. It pulls you out of your ordinary routine and gives you a few extra moments to really think through and feel what this new donor partnership means to you. Write from your heart. Let the donor know what their participation means. And above all, mean what you write.

Fundraising with authenticity and truth produces many results: raises more money, builds more powerful and impactful partnerships, and it honors the fundraiser and the donor. Even moreso it does that which I think will advance our work more readily: fundraising with authenticity and truth brings social change into the act of fundraising. And this is where community begins.

Contributed by:
Kathy LeMay, President & CEO
Raising Change, LLC
136 West Street, Suite 202
Northampton, MA 01060
P: 413.586.3366
F: 413.586.3376www.raisingchange.com