How Development Staff Can Engage Leadership in the Fundraising Process
Photo: Canva
To engage nonprofit staff leadership in the fundraising process, you must create a culture of philanthropy. The organization needs to make the decision to tie annual performance goals to leadership’s success while educating the entire organization on the importance of funding to accomplish its mission. Once the top of the organization buys in and truly supports the fundraising effort, it will be apparent to the staff that fundraising is an important key to success. Granted, the level of engagement will depend on a lot of factors, including the size of the organization. The common thread is that development staff should form partnerships with the leadership team so that no person feels as if they are working alone. As partners, the director of development and leadership should have clearly defined roles and responsibilities, while the director of development builds trust through accountability, protecting leadership’s time, and attaining results.
In my experience, strong leaders want to grow and improve their value to the organization. Take the time to teach leadership the intricacies of development, which will only benefit everyone in the long run.
So, how do you engage your CEO/ED?
Do a little discovery work: Sit down with your CEO/ED and ask questions about their perception of their role in development and what makes them uncomfortable or unsure about the process. This is an excellent opportunity to listen with compassion. Let your CEO/ED know how vital it is for them to be involved in the development process and that you want to help them and make it as easy as possible for them to participate in development activities.
Become a coach: Provide an upcoming scenario. The two of you are going to visit a major funder at a local foundation. Suggest that you both divide and conquer. Let the CEO/ED do what they do best. Maybe it’s talking about the history/mission, programs, and community impact. You agree that you will talk about the areas of greatest need and the next steps regarding a gift – if the timing is right.
Make it as simple as possible: Start small. Offer to provide a manageable weekly list of things for your CEO/ED to do. This could range from donor visits and thank you calls to leading a tour. Make sure your CEO/ED has all the background information to be prepared. Make a script for phone calls and handwritten notes.
Positivity and encouragement go a long way: Early in my career, I worked with an ED who didn't have fundraising experience. After coaching her, we went on a donor visit and made an ask together. The donor gave us a nice gift. When we were leaving, she said, “I could get used to this. I make a good fundraiser!” I enthusiastically agreed and let her know we most likely would not have gotten the gift if she had not been there.
Engaging nonprofit leadership in fundraising is essential to foster a culture of support and shared responsibility. By taking strategic steps to involve leadership, develop their skills and encourage their participation, organizations can create a robust and effective fundraising team. Continuous collaboration, open communication, and positive reinforcement not only build confidence in fundraising efforts but also strengthen the organization’s ability to fulfill its mission. With leadership fully engaged and equipped, nonprofits can significantly enhance their impact and sustainability.
Marc Mitrano, MLA, is a consultant bringing more than 15 years of fundraising experience with hospitals, education and human services. His skills include grassroots fundraising, event planning, grant writing, and major gifts. Marc values genuine relationships and loves helping others achieve their philanthropic goals.
