Not a Fundraiser but raising Money

I had a coffee last week with the Executive Director for a smaller local "branch" of a large, well known charity.  He commented that he wasn't a fundraiser and really didn't know much about that world... And then nonchalantly mentioned he'd just led a successful local capital campaign to renovate their location to the tune of over $4 million!

Among so many things he did right I wanted to highlight three key factors, and then summarize the insights.

1. Where there were truly things he didn't know he sought expert advice, either pro-bono, from his board, or paid for it - but he did most of the work himself.  INSIGHT: Little sells better than a committed leader with a compelling and honest message - so he kept his costs down and impact up by just telling his story. 

2. His Board was actively involved.  INSIGHT: We've all heard the wisdom about the attitude of the Board defining the altitude of the organization, but he could never have achieved his goals (particularly in this economy)without his Board actively opening doors.

3. This leader has been active in this community for years, lives his own cause every day, and understands their Mission deep to his core.  INSIGHT: In a way that "salespeople" (and I've been one of them) don't often realize, relationships matter - not in the "here, I'll put those new golf clubs in your trunk" way, but in the "I need your help for something important" way, and this leader has those kinds of relationships.

In summary, charitable organizations big and small achieve their fundraising goals every day, in tough economies or not, with a "recipe" unique to that organization.  However, some of the ingredients are almost always the same:

• A compelling mission, combined with a strong case for support

• An engaged and active Board that works to support the fundraising

• A point person (usually a key leader) about whom the campaign coalesces 

Wishing you Good Conversations until next time!