Make Them Fundraise

“Here’s where you whip them into shape,” a voice next to me said. “Make them go out and fundraise.”

Ahh… would that I could just say the word, and the minions would follow.

Life’s not like that.

The situation was actually a board meeting where, as the board member in charge of fundraising, I was supposed to lead the charge into battle. In other words, get the board members revved up about raising $350,000 in the coming fiscal year.

The executive director, giving vent to her frustration, wanted me to berate them. Make them understand the gravity of the agency’s situation if they didn’t “do their jobs.”

I knew, as an imperfect board member, nay an imperfect human being, how I’d feel if berated. Sullen. Defensive. Kind of like a teenager who knows he could do better but just wants to get out of the room.

I didn’t want to be part of that – and I didn’t think that would work.

So I chose to go another route – with a praise-based, “catch ‘em with honey” approach.

I went around the room recognizing something that each board member had done that had contributed to our fundraising effort in the previous year. Even if it was marginally related to fundraising, but took some burden off of staff so that they could concentrate more on fundraising – I made the connection to each board member’s actions.

In other words, I made them feel like a valuable member of the fundraising team.

And then I paused.

“You all know how important this coming year is for this agency – it’s make or break time.” I said. “I know that just as you have all been part of our success in the past, that you will all double your efforts in this critical year – and I’m proud to be a member of your team.

Let’s go get ‘em.”

Success breeds success. Make it happen.