The basics of what you are doing as a fundraiser

Dear Diary

Fundraising is purpose-driven. When consistently pursing funding and support, you spend time with your prospects and stakeholders to cultivate a professional relationship through continuous outings, follow-ups so to not lose the connection, and consistent research to fuel the conversations in strategy meetings.

Consider this scenario:

A board member tells you that they can make an email introduction with a corporate high-level executive that has ties to the budget. This executive is very philanthropic and wants to get the company involved in your organization’s mission.

With excitement, you agree and start conducting some preliminary research on this person. Her name is Laura Castillo, and several emails later, a lunch meeting is set up.

Tips to keep in mind:

Come prepared.

1. Make sure you've read everything you can find online about the company and what it does.

2. Read everything you can about Laura. And her work biography can suffice seeing as you are about to learn more about her, from her. These are critical steps to take because you want some background information, so your commentary resonates.

3. Have your meeting folders prepped with relevant and current data.

4. Make sure you have anecdotes and stories to share of your work with the organization, the way the organization has made strides towards its goals, and transformational stories that show impact.

Calm your nerves.

1. If this is your first prospect or your 100th prospect, nerves can run high because you are meeting someone new. So, try to calm yourself and be confident.

2. Remember that you both will be learning from eachother through a helpful exchange of information, and personalities.

3. Wear your favorite necklace, tie, or pants. Or do all three, you'll look great and professional!

Time to Learn.

1. This is your chance to tell someone who you are professionally, what your organization does, and how you are achieving your mission. At thesame time you get to hear about them (regardless of whether they repeat certain things you've read) they are here to tell you the- who, what and how.

2. Get to know them because you want to build up the relationship.

3. Don't rush things. You are striving for long-term investment from this prospect.

Engagement.

1. Make sure you are asking questions, and recognizing potential alignment.

2. Listen and take notes.

At this point things have been going well. And she pops the big question, "what do you need from us?"

Answer honestly, a call to action and follow-up only helps your goals.

Final tip: the follow-up email.

1. Make sure you thank her for the meeting, getting to know her, and the wonderful conversation etc.

2. Remind her of several things mentioned during the conversation and how you would like to stay in touch until the next meeting. Send collateral on any information mentioned during the meeting which can further the conversation.

This is not the end of the saga, because the relationship building process is a continuous journey; and long-term investment depends on stewarding efforts which take time. There will be many more lunches, dinners, "out for drinks", let’s get some breakfast, or let’s get some coffee and chat situations. But in the end, these tips can only help your endeavors for funding.

Until next time, September 15th!