Almost 30 years ago, I started my career in the nonprofit sector. I might have told this story before, and if I did, I’ve forgotten. After all, I’m over 50 now! Please bear with me.
When I first came to Canada, my plan was to study media communications and radio arts. I wanted to become a reporter for radio or television. That was the plan.
But the program I enrolled in turned out to be a lot more focused on media theory and the history of communications in Canada than I had expected. Plus, some people in the industry told me, bluntly, that I wouldn’t have a chance in radio or TV because of my accent. It was the ’90s, folks! Times have changed, thankfully.
Anyway, one day in class, a professor asked, "Who here wants to be a journalist?" A lot of hands went up, mine included. She then said, “Okay, if you want to make under $50k a year, go ahead. Otherwise, I recommend you go into PR.”
PR was part of the program, and in my Applied Public Relations class, our term project was to research a nonprofit and create a PR campaign for them.
Coming from Germany, I wasn’t very familiar with the nonprofit sector, it wasn’t as prominent there at the time, but there was one organization I recognized: Big Brothers. (Yes, because of that Simpsons episode where Bart gets a Big Brother!) I’d seen posters around campus looking for volunteers, so I introduced myself and asked if I could do my PR project with them.
The Executive Director was thrilled, and I completed my project with them. Shortly after, the summer student hiring season began. Big Brothers received funding and offered me a job as a Marketing Associate. When the summer ended, I asked if I could stay on, and they kept me, first part-time, then full-time while I was still studying.
I stayed for five years as their fundraiser, and that was the start of my fundraising career.
Like many fundraisers, I "fell into" the profession. I had to prove myself constantly, learning through trial and error; starting with events, then annual giving, direct mail, grants, and eventually, major gifts.
Over the years, I had mentors and bosses who gave me some of the best advice of my career. Here are a few of the lessons that stuck with me:
1. Build your credibility.
As a Major Gifts Officer, you have to build your credibility early, and yes, that means raising a big gift. Ideally, a seven-figure one. It might sound shallow, but it’s the truth: in major gifts fundraising, credibility is earned by securing results. Sure, strategy and relationship-building are crucial, but at the end of the day, results matter.
2. Check your ego at the door.
As fundraisers, we work with the best interests of our organizations at heart. It’s not about us. That means no getting an attitude if you’re super successful, and no falling apart if you face rejection (because you will). Stay grounded and just keep going.
3. You’re only as hot as your latest gift.
We don’t always like hearing this, but especially in major gifts, you can’t rest on your laurels or let your ego take over. Past successes are great, but you can’t live in the past. I remember a week when more than $4 million in gifts materialized. At the end of the week, a staff member said to me in the lunchroom, “Phil, it’s nice that you raised a few million dollars, but you didn’t raise anything for scholarships.” That’s the reality we face as fundraisers: no matter how big the achievement, there’s always more work to do. Repeat point 2: check your ego at the door, and move forward.
4. Don’t always say what you think.
Early in my career, a board member gave me some advice. I’ll admit, I was a bit offended at first (he chalked it up to my German roots). He felt I was being too honest and that it could put people off at times. I disagreed, but what I’ve taken from that experience is this: in fundraising, it’s crucial to listen first. Really hear what’s being said. Learn from your donors. Not every thought needs to be shared right away. We don’t have to pitch all the time — sometimes the best thing you can do is listen carefully and uncover a special interest a donor truly wants to support.
Of course, there’s a lot more you can learn in fundraising, and from fundraising. Some lessons aren’t easy to hear at the time, but later in life, you realize how much they helped shape your success.
I'm grateful to those who guided me, whether with a pat on the back or a tough bit of advice. I hope you have people like that in your journey, too.