Why are Relationships #1?

Grant season.

Two words that conjure dread into the hearts of many.

Stacy’s heart was one of those. She was brand new to her organization as the Chief Development Officer. She loved the mission of empowering families to rise above poverty and injustice.

Stacy, 32 years old, had worked hard to achieve this position at Rise Above by earning her Master’s Degree in Nonprofit Management. Then she interned for a small nonprofit. She was invited to stay on to serve on the Advancement team in a variety of positions. And now, she swiveled in her new chair to admire her own office and the title on her business card. She was keenly aware of the load of work ahead of her.

After the initial staff onboarding process, multiple training events, and meetings, the initial excitement had worn off. Now she was in the throes of a steep learning curve.

Stacy looked back at her job description to see how well she was advancing. These jumped out at her:

·       Discovers new and potentially lucrative revenue streams for expansion of the organization’s fundraising efforts.

·       Solicits donations from large corporate donors and foundations.

Stacy knew the difference – corporations are profit-driven whereas foundations are mission-driven. But they both didn’t award large donations or grants without a purpose. This was an investment for them. They had clear expectations of what they required in return.

One reason Stacy was hired was because of her ability to build relationships. She naturally connected with others. It wasn’t an act. She genuinely was interested in people. She found them fascinating. And because her organization was international in scope, she had the added benefit of being introduced to a variety of cultural experiences. She looked forward to the day when she could go and see the work in action. First hand.

But today was not that day. Today was the day to reach out to foundations and corporations and find the right fit. To find the right connection with the right group of people at the right time. Tall order.

First things first. Stacy had to be completely comfortable explaining the purpose of their organization in just a few sentences. She started with the one-page brief and boiled it down to the essentials. She included: Who are we? What do we do? Why is it important? How do we currently do what we do on our existing budget? Of course, she would specifically expand that to encompass how increased, targeted funding would help more families to climb out of poverty into a life of freedom.

She scanned a list of foundations that Rise Above had relationships with in the past. She studied the profiles and history. Who were the people in charge?

Stacy’s predecessor, who had left her position vacant several months earlier, had done a stellar job. But the relationships with those foundations and corporations had grown cold. Stacy knew she had big shoes to fill.

Stacy needed help focusing and energizing her thoughts. She read some articles like this one: https://www.linkedin.com/pulse/who-what-why-how-making-your-first-best-impression-funders-webb/?fbclid=IwAR0SIom5TrKBHYX6fgenNJObJZ4LuwfHo69kEYXlvbsDkXx4mzxBafrbotU

She highlighted the statement that captured her attention: RELATIONSHIPS are #1.

At the end of the day, she circled the names of two foundations and two corporations that looked like a good match. She highlighted the names and contact information for one person to meet either virtually or in person.

Tomorrow would be the day that the key to her success began.

Bright and early, she began sending out letters of introduction. She planned on following up with a request for a meeting. And by mid-morning, she had already received a reply from Gina at one of the foundations. Quickly she responded, “Thank you for your response. When would be a good time for us to meet?”

After several email exchanges, three days later, Stacy found herself sitting across the desk from Gina. Stacy noticed the family vacation photos on her desk. A natural conversation followed as she learned the names of her children and some of their adventures in the Grand Caymans. 

From there, as they enjoyed a cup of tea, the conversation developed toward how Rise Above would fit within the scope of Gina’s Foundation and how they could mutually benefit from a shared vision. Stacy shared photos and stories of families battling poverty. And because of their poverty, they were subject to harassment when they could not pay their bills on time. They succumbed to unscrupulous money leaders. They could never repay their debt. It was an endless, hopeless cycle.

Stacy could tell Gina was engrossed in the stories and the depth of need of families entangled in the trap of poverty. They talked further about how the foundation could specifically, measurably, deepen and develop the impact of Rise Above.

From that meeting, Gina introduced Stacy to the rest of the foundation staff. It was the beginning of a long and rich relationship. One that included not only receiving a substantial grant that Stacy’s team created and submitted, but also:

·       Gina attended the Rise Above gala.

·       Gina was asked for her insight on fundraising and awareness raising.

·       Stacy checked in with Gina a few times throughout the year, not just about the grant, but to keep their relationship fresh and growing.

Stacy nurtured other similar relationships at a few corporations and another foundation. Some relationships naturally developed over time and others took more time and cultivation. Stacy learned that each organization had its own culture that she took time to learn. And it was worth it.

Fast forward a few more years – Stacy loved her job even more. She had received additional funding several years in a row.  And she no longer dreaded the words-- Grant Season.