Each of us in fund development eventually faces the reality that we are the "new staff person." Whether our new title is Development Associate or Vice President for Advancement, we'll need to forge new relationships and cultivate donors for the success of our new employer and our new mission.  But how to do this when facing all the challenges and excitement of a fresh start and beginning anew? 

 

As I write this, I currently am completing (quite happily) my fourth month with my organization and have solicited the advice and thoughts of esteemed colleagues (and wonderful friends) each of whom has also recently dealt with transition. I asked them to offer their own ideas dealing with connecting with donors as the new person in the office.

 

First, my humble contribution: pick up the phone and begin calling a random sampling of donors-high end, reliable supporter; the loyal five-dollar-a-month friend; the donor who gives the large gift at year-end; and the member of the monthly giving club. Simply say "thank you." You'll quickly learn a great deal about an important piece of your acknowledgement process, such as if they've received phone calls before or if they're totally surprised to hear from you. And you'll begin to discern where you may need to spend energy and time moving forward to better and more deeply connect with your constituents.

 

Here is what some of my experienced colleagues offer:

 

Candace Clarke, Director of Development, Habitat for Humanity Philadelphia: Get out and meet your donors and seek to discover what inspires them to give to your organization. In your meetings and discussions, be authentic, and whatever it is you promise, be certain to follow through.

 

Kim Shiley, Chief Advancement Officer, Please Touch Museum: Listen, listen, and listen- for the good and bad- while using the newness of the role as your entrée to securing the donor's attention and time. The good and the bad the donor mentions: be sure to do what you're able to address their concerns. Also, steward, steward, steward.

 

William Gross, Senior Vice President and Chief Development Officer Holy Redeemer Health System: As you visit and listen to your donors, elicit their personal story and do all you can to create a story-telling atmosphere. Everyone enjoys sharing their personal journey through the telling of their story, and everyone appreciates being asked their opinion and for their ideas.

 

Susan Daily, Director of Development, College Settlement: Introduce yourself "virtually" to your donors through your newsletter, web site and social media.  Additionally, invite donors to a "meet and greet" with you and be sure to offer your guests food and beverages.  A casual gathering with brief presentation on why you are a good fit for the organization and why you selected it can be insightful for donors and helpful in their understanding of the organization.

 

Steve Wasserleben, Director of Development, The Stagecrafters Theater: If the timing is not right for a newsletter intro, in place of that draft a short personal letter-1 to 1.5 pages-introducing yourself to your top, important or influential donors.  Be sure to include a picture of yourself and the reasons you're the right fit for the organization...this sets the stage for follow-up phone calls and visits.

 

And, perhaps the best and most concise piece of advice from Joe Cuozzo, Development Director Bucks County Opportunity Council: Be quiet and listen! Both, in our busy, loud and frenetic world are easier said than accomplished.

 

So, as you either face transition to a new organization presently or know that such a time will come in your future career path, be "donor centric." Seek out ways to connect and involve your donors, and always be a good listener when you're given that very special and privileged opportunity.

Christopher Jungers, CFRE, CAP®, is the Chief Advancement Officer at the Cancer Support Community Greater Philadelphia. Christopher

  You may connect with Christopher through email.