Showing posts with label mission. Show all posts
Showing posts with label mission. Show all posts

Tuesday, August 28, 2012

Development = Sales?

“You wouldn’t try to sell a product without an adequate sales team, would you?”

That’s the analogy a board member put out, as he tried to convince his organization to hire an additional development staffer.

It was an interesting thought – that posited the development department as the organization’s advance team, and the group’s real-world impact as an item to be sold to people just waiting to buy something they hadn’t known they needed.

Well, sure. Sorta.

And yet – it made me uneasy.

Not the aspect that posited that it takes staff to position and support an organization’s fund-seeking visibility/viability.

But the part that implied that staff itself were the “sales team” masterminding a pitch to an unsuspecting public.

Maybe I’m naïve in thinking of fundraising as a higher calling, but I see it as partnering with people of good will to help the world rise to a better place. There’s an element of sales, sure, because that’s the tools you need to get the job done. But at the core is a fierce dedication to mission, by all means necessary. At the core, it’s not about finding people who need/will purchase your wares – it’s about saving the world and bringing us all along with you.

But in any case, your development department is not your sales team. Your board is. The development department supplies the tools, but the board – and committee members, volunteers, other donors – are the ones doing the listening that allows the organization to close the sale.

OK, I said it. I guess there is more than a little element of sales here. But it’s a means, not the end.


Tuesday, July 17, 2012

Summer Retreat: Joint or Solo?

It’s summer…time for the ½ day board retreat.

Or, in some cases, the all-day staff retreat.

And (least usually), the joint board-staff extended session.

We facilitate a bunch of these each year. As a result we’ve become reflective about how this partnership works best.

It’s tricky. On the one hand the board needs to bond – to gel as a group and not depend on staff to prop them up. Looking at each other in the room without staff present can open up the space for board members to ask questions they feel inhibited about voicing with staff present – but which may, in fact, be inhibiting not just their curiosity but also their whole-hearted participation in being an advocate for the organization (with all that means).

And staff, for their part, need a space to get into extended implementation mapping – i.e. developing a marketing strategy for a new initiative and drafting outcomes, brainstorming partners, assigning tasks. A space in which board member input is needed for selected segments, but not to dwell in the weeds that are necessary to get the job done with accountability.

Yet there’s also an extraordinary synergy when board and staff members come together to bring their varied perspectives to bear on an institutional challenge/opportunity.

We worked on a retreat last week in which they managed to combine all three.

The first half was board (with the ED in the room). The focus was general, on looking at the overall board responsibilities, what this board was doing well, what it’d put in progress over the past year, and what they knew was yet to come. And, of course, what that meant for the individual board members and for new board member recruitment.

Then the group had lunch – and kicked out the staff. There’s nothing like eating to bring a group together socially, but the meal conversation veered naturally from kids and vacations into more substantial questions that some of the newer board members had – which actually opened up space for some of the more long-serving folks to also voice their concerns. There was definitely a different tone in the room, with only the board members (and me as facilitator) there – not one of criticism, but one of “we” – as in “we” as a group need to make sure “we” are exercising our responsibility since “we” are entrusted with holding this gem of a mission in “our” hands.

Simultaneously, the senior staff was upstairs getting briefed on the earlier session’s results and talking about their own concerns.

The day ended with a board staff partnership – in committees. Each committee chair was paired with a staff member in that area, and an additional board member or two, to create a map. On the table: what the committee’s general mandate was, what the coming year’s most urgent areas of focus were, and naming the next three action steps that the committee needed to undertake after walking out of this room. (We also asked them to brainstorm on who they might also need at the table, to the end of recruiting additional committee members to help get the job they’d just defined done.)

It was a nice mixture of all three forms of leadership – and a productive use of a lovely summer day...

Tuesday, July 10, 2012

Taking the Donor Point of View

It’s not about us.

Driven home to me the other day when I was coaching a board member on “how to talk to a potential donor.”

It’s not about the organization.

It’s about what that person standing in front of you, cares about.

What about taking the tack – instead of communicating YOUR impact – of communicating THEIR impact? 

What they can help fund.  What they can make happen.  What THEIR legacy is. 

We all want to leave a footprint.

But the donor conversation isn’t about our mark – it’s about the change in the world the donor leaves behind.

This is a profound 180-degree turn, that we need to recalibrate in all our printed materials, e-newsletters, and cocktail-party chit-chat.

Not what do I do?

Rather –

What do you care about?

Monday, May 7, 2012

Mission and Means

I’ve been thinking about where money and mission coincide.  Or don’t.

We’ve been working with a client that is wrestling with finance questions around its business model.

But, really, these are mission-based questions – who do they serve, what’s their core expertise, and what is the meaning of why they’re here on God’s green earth.

Or something like that.

It’s not just about who they charge for what.

And it’s been the board pushing the staff – to look beyond – that’s forced the issue.

To look beyond the budget numbers, this year’s and next.  To look beyond the profit and loss, the cash flow knot in the stomach, the accounting tricks that make them look stable.

And to look towards mission.

“It’s not about the market – it’s about the mission.”  I listened to the board chair say that to the executive director, and I was once again reminded of the power and necessity of the board’s point of view.

But how does this come up for “fundraising consultants”?

We’re often called in to help an organization fundraise around program assumptions.  But sometimes, a lack of financial support for a program is, in fact, a sign of larger mission drift.  Programs that might have been started because there was a ready financial market, are now orphaned without funding and without a strong enough tie to mission.

And it takes a board member – who’s not bound to the day-to-day grindstone – to point it out.

Is it mission?  Or is it means?

If it’s mission, a fundraiser can find a way to sell it.  But if it’s means, it may not have the significance, the weight, to be carried.  It may, paradoxically, be too “light-weight” – too far from the core – to be saleable from a fundraising point of view.