Change your Culture – What can YOU do?” PART 2
Last time, I shared the first 5 Actions YOU can take to Change your Culture of Generosity! You can take a peek at them here.
You can also hear my talk on 4Good about a Culture of Generosity. It’s set up so that you all can download the session for free and give a listen, just click here.
Today, Steps 6-10! Remember YOU must take responsibility for creating a vibrant culture of Generosity. It begins with YOUR THOUGHTS! What beliefs you PERCEIVE about your culture determines how you act and interact with those around you.
Here are the second 5 Steps YOU can take to Create a Culture of Generosity.
6. LISTEN – not just to your donors, but to your colleagues, board, etc. LISTEN – don’t FIX.
“So let me tell you what you should do.” Nope. Everyone wants to be heard, but not necessarily helped! Unless they ASK for your advice, listen, and don’t try to fix anything. The most important gift you can give is to listen with no judgment or opinion.
7. Limit Fundraising vocabulary in ALL settings.
“Mr. Jones, thank you for meeting with me face-to-face today. You are a suspect, but if this qualifying visit goes well, you will become a prospect. Then I will cultivate you until I move you to the ask.” Oh…you wouldn’t talk to a prospective giver like that? Well then, don’t talk that way behind her back. And, think about your best donors who become volunteers and Board members. Suddenly you are talking about others using this fundraising lingo! How do you think it makes them feel? Special? Processed? Like they can trust how you are with them?
8. Share the Cycle of Successful Relationships and show others where they fit in your overall donor plan. Take others on calls, thank them, keep them in the loop. Tell stories that include all “touches.”
Folks, sometimes we do a pretty lousy job of explaining what we do to our non-development colleagues. Sit down with my cycle and share why everyone is important in the relationship we are building. Share exactly how their help is part of your plans for this donor or the development effort as a whole. Then, when they DO help you, thank them, and let them know what’s going on with the donor. I would take accounting staff on a call – just to see what I did. I would also share stories of major gifts at staff meetings and include the role EVERYONE played in creating the relationship. (ie…and accounting got our thank you note out SO quickly for his last gift. That really helped me.)
9. Take back the power that you create your life. Think, “Yes!” first when asked to do something different. Then “How?”
Now I know that sometimes donors have ideas that are going to be tough to implement, or they may be just plain wrong. But start with “YES” and “thank you.” From there go to, “Now let’s explore your idea more closely and see how to best make it work.” From there take your time working through the process so the donor says, “Hmmm. This may not be the best way to do it.” Let the donor ENJOY the giving. Feel the JOY of giving. Don’t reward their generosity with, “Well we can’t possibly do it THAT way.” Snarky, snarky.
10. Just like major gifts – this is a LONG-TERM process. Celebrate small changes and baby steps.
We all come into this work with our own mindset junk, perceptions, values and beliefs. For some, fundraising and generosity are defined very differently. As we collect experiences, our beliefs, and our values, can change. Rarely is this an Ah Ha! It is more often a gradual shift as new experiences and information lead us to question was once was a closely held belief.
Ask yourself how YOU are creating a Culture of Generosity in your organization. Don’t be the victim to how others choose to act, rather be the catalyst for the changes you’d like to see. Little else could speak louder of your belief in the power and joy of giving!
Invest in Joy!
