Please Allow Me to Introduce Myself

I was reading an article in the Nonprofit Times this last week about new organizations and how they’re struggling to make inroads with local donors. Basically, because there’s no “track record of success,” granting organizations are concerned about those that are seeking it…at least when they are new.

At the same time, I’ve got two new gift officers with clients I’m working with who are experiencing some of the same “feelings” as those granting organizations.  In both GO’s cases, they were hired to expand the reach of the organizations and thus there was no defined portfolio to just “hand them” on day one. I thought both organizations did a great job of explaining, during the interview process, that these opportunities were going to be high-level qualification jobs for the first year with a goal of developing them into true major gift possibilities long-term. In both cases, the organizations found really quality people who understood the basic needs of the job and its responsibilities.

But, as with all best plans, both gift officers have been surprised, even though they were well informed and agreed, that there’s so much qualifying work.  Both GO’s are 10+ year veterans and should not normally be “qualifying” people so much. Beyond that, it was more of a frustration that they were making so many calls and sending so many emails with so little immediate impact.

Much like the article, I council continuously both gift officers to just keep making phone calls and reaching out. Be willing to tell the story. Indicate that you’re looking for reasons why the donors gave originally (even if five years ago), explaining the impact that the organization is making in the community, and etc. It was in the last ten days that both gift officers texted me, totally different organizations in different states, within two days of each other saying that they had two or three people who warmly welcomed an initial meeting and, in that meeting, indicated great interest in the organization. Both made a comment that they were finding a couple of people who were just waiting to be contacted.

The article, saying much the same, indicates that we just have to keep doing outreach. That’s not always easy. But the reward is building relationships with individuals and entities who will believe in our missions. It may sound like it’s 101, basic blocking and tackling of calls and emails, but is a philosophical need…. a sense of “water off a duck’s back.” By doing the basics, no matter how senior one is, this will get you to where you want to be.