Posted 11/15/21
When dealing with fundraising relationships (or any relationships for that matter), and you run into an unexpected stumbling block along the way, there really is no manual to look up how to get the relationship back on track. I struggled with this when beginning a job search in sales where the interviewer typically asked about reaching sales goals. Attaining and surpassing past sales goals gives an indication of ability, but due to the unpredictability of the sales (and fundraising) relationship, there is no guarantee of future success. Experience helps, but you cannot eliminate the unpredictability of emotions and human behavior, much as we try.
In comparison, there is a certain comfort in the “cause and effect” inherent in science, technology, engineering and math, knowing that there is a logic to count on. The best example would be a computer. Entering the correct information produces the intended results. When making complicated calculations on a program like Excel, there is no interpretation of the information entered, there is only the calculation of the formulas entered. If you make a typo, the computer does not wonder what you meant and try to guess, or become upset because you made a mistake, it either makes the calculation or indicates an error. (It also does not get tired and refuses to work with you anymore). It is the epitome of logic and predictability, which brings a certain level of comfort and control. You know, or can usually find out the reason for the program going wrong (unlike human relationships).
A good example would be for those who have seen “The Big Bang Theory” on television. The character Sheldon Cooper, who is a genius in the science of Physics, smirks and chuckles at the ”social sciences.” He solves incredibly complex mathematical problems and other theories, but experiences difficulty identifying sarcasm, jealousy, and other basic human emotions. Why? Because there is no requirement for logic behind human behavior and emotions. Welcome to fundraising.
When working with donors, you do not have control over the cultivation and solicitation processes. You are working with the unpredictability of emotions, which places success on your ability to be creative in finding ways to connect and progress in the donor relationship. This is the “Art” of fundraising because it often requires creativity to connect with donors. The question is, are you comfortable with the unscientific, unproven, and randomness of a creative approach, with its often unpredictable results?
Okay, which works better when making an initial contact with a prospective donor, phone? e-mail? social media? What message regarding your organization resonates best when speaking publicly to a diverse group of people? What do you do when a husband and wife argue about whether or not to donate to your cause? What do you do if the children of a planned gift donor talk him/her out of a significant donation? What if a corporate relations prospect wants more from your organization than is allowed in order to gain a higher profit from the partnership, yet possibly negatively impacting the reputation of your organization? How do you respond to negative PR that is circulating throughout the community? If you have tried several times to contact a donor, left messages and have not heard back for several days/weeks, now what? There is really no right or wrong answer, only your creativity to make progress. Again, the “Art” of fundraising. Where is the manual?!
I bring this up to alert those considering a career move to fundraising, even with a background in sales (and I have done both), to look in the mirror and gauge your tolerance for the unpredictability and use of creativity to raise funds, based on building an emotional connection between the prospect and the organization needed to stimulate a donation. It is truly enjoyable to meet new people in this role, but the reason for the relationship is to secure donations. Limited control can be a significant source of stress, so having a prior understanding that unpredictability, creativity and patience are often expected will be helpful. It also helps to have some experience, but that is no guarantee of success. It is a great feeling to secure donations, especially when it includes the support of a mission that you feel strongly about, and work to positively impact. It is a personal decision, and while the stress is real, the rewards are gratifying. Having this understanding going in as a fundraiser can make a big difference in your success.