Karen Profita, ABR

Start by thinking of a personal story you love to share with friends. You love telling it and it always gets a good response. Now think through the lessons and elements from the story and how that might apply to your topic. You will be surprised how adaptable a story can be. A story about something funny a stranger said might be a lesson in how a simple kindness can change someone’s day and lead to talking about a kind act you are asking the audience to consider that can change a life.

The biggest mistake I saw organizations make was keeping their fund raising efforts focused on what the nonprofit needs instead of what the donor needs. I called it an inward spiral that took their focus more and more inward. It almost always led to decreased donations. Take the time to identify what is in it for them. Is it is the halo effect from being involved with your cause or the good feeling that comes from being helpful? Do they want volunteer opportunities or something they can offer employees? Also be able to show the return on their investment, what results will their gift allow to happen.

Request meetings with business leaders in the industries you are interested in. Make it clear you want just 15 minutes to learn a little more about their business, career path, and industry. You aren’t there to ask for a job, you are there to learn. The meetings often end up going longer but be sure you are respectful of their time. At the end of the meeting ask if there is anyone else they would suggest you speak with and if they would make an introduction. Always follow up with a thank you note. You will learn a great deal, make new contacts, and find opportunities where you might have never predicted.

Always go in knowing what your top three points are, the things you want to get across no matter what. Then you can adapt around those to accommodate time limitations, audience interaction, or other factors . If you have an abundance of time you can include stories and examples to enhance each point. If time is limited you might do a more simple explanation. Either way you get across your key message.

Reach out to the top people in philanthropy in your area and ask for a 15 minute meeting to get their guidance. Use that meeting to learn more about their journey and what they would suggest to someone just starting out. Close by asking who else they suggest you talk to. Usually they will even be happy to introduce you. Follow up every meeting with a hand written thank you note and keep in touch a few times during the year with a simple email or text congratulating them for reaching goals or hosting an event. Look for articles you might share or a simple question you might ask. They will remember and support you. A great, supportive network can take you anywhere.

Look for examples of what others are doing successfully. Having had an opportunity to work in the UK I saw some creative fund raising ideas not being used in the US. Prior to that I worked across the country and constantly found best practices I could bring to other markets.