How Your CFO (and Other Leaders) Can Build and Strengthen Authentic Donor Relationships

Raising money isn’t always about asking for money. It is, however, always about making a meaningful connection with a donor.

CFO to CFO; a Non-development Development Conversation

A few years ago, I was working with an organization that had run a deficit for several years and was embarking on a strategic plan to help them pull themselves out of it. The new CFO had a huge role to play in this effort. With her team, we developed several strategies and tactics to address the deficit going forward.

One of the organization’s donors was also a like-minded CFO who my client’s CFO knew. This person wondered how my client’s organization had gotten themselves into this situation.

We reached out to the organization’s CFO for help and asked if she would be willing to share, from her perspective, what had happened and to review with the donor some of her plans. There was to be no request for funds, not even a hint, at our meeting.

Over lunch they started using CFO terms, laughing at each other’s jokes, and poking fun at administrators who never seem to understand things like depreciation and its impact on cash flow.

Development is Based on Connection

A whole new side of the donor came out that day, and so did a new side of the organization’s CFO. The mystique about fundraising and building relationships with donors also evaporated that day for the CFO. It was an unexpected twist that brought incredible benefits.

If you’re a CEO or development director who is hesitant to involve others in developing your organization’s donor relationships, you’re not alone. Yes, this is part of your role, but you don’t have to do it alone.

The stories I’ve shared over the past three months testify that inviting your board members, volunteers, and even the CFO into the donor relationship-building process can be a very rewarding and transformative experience for you, your organization, and your donors.

Questions or comments? Let’s connect!       

Have a thought, question or example you’d like to share? Please use the comments area below.

If you’d like to discuss ways to engage your senior staff in building authentic donor relationships, please reach me lons@designgroupintl.com or call me at 616.516.9870.