In November, about 25 development professionals who work for NCAN member organizations gathered on Zoom for a one-hour “Development Colleague Peer Exchange.” Participants hailed from many states as well as the NCAN staff (Member and Partner Engagement
Director Zenia Henderson, Member Services Associate Jamese Carrell, External Relations Associate Carm Saimbre, and me).
Goals for the exchange were to 1) promote networking among NCAN member development staff, 2) share effective fundraising strategies across organizations, and 3) identify ways NCAN might better support members in their fundraising.
First, we took a moment to check in at the personal level by inviting responses to the question: How are you feeling today as a human experiencing 2020? I appreciated that so many participants were willing to share that they are addressing their emotions
(depressed, tired, somewhat helpless) as they also face the pandemic’s disproportionate impact on K-12 and postsecondary education for students of color and students from low-income backgrounds. Several participants noted they are seeking new ways
to engage in the broader movement for racial justice and healing in their communities.
Then, dividing into three small groups, we discussed topics such as planning for 2021, alternatives to in-person events and meetings, and new opportunities to communicate about racial disparities. Participants were quick to empathize with challenges and
offer suggestions to their peers. I know I can’t capture the full range and depth of those conversations, but here are three themes and associated thoughts that emerged.
2020 has provided an opportunity to talk more with donors about racial equity and the realities of racial discrimination.
How can we be a prophetic voice and help predominately white funders move to center racial justice? This is also a moment to examine metrics that may or may not reflect students’ student’s abilities or potential. Asset framing of students and families
with donors has become even more important right now.
Some funders have created funding opportunities for diversity, equity, and inclusion that weren’t there before. Some are focusing on “immediate” needs such as food and shelter and do not see postsecondary education as a top priority. In one community,
several funders came together to raise $1 million to improve digital access for students, which was a benefit to both the K-12 school system and many nonprofits serving those students.
Maintaining and growing relationships with existing donors is working OK virtually, but meeting new potential donors is hard.
Many existing donors have kept giving, although some at lower amounts, and many funders have allowed organizations to convert project-specific donations to general operations. Where there has been turnover in fundraising staff, it is taking new staff
longer to reestablish funder relationships. Most plans for fundraising growth have been revised down, and finding opportunities to build the crucial pipeline of new supporters is challenging.
One colleague reported success in reaching more supporters by phone, noting that individuals who are spending more time at home may have more interest or ability to talk. He also suggested inviting potential donors to talk in small groups with a couple
of students via Zoom for 30 minutes.
Everyone is negotiating the challenge of whether and how to hold fundraising events virtually.
One option is to ask for corporate sponsorships even if you’re not having an event and recognize sponsors through communications. In some cases, organizations whose fundraising was very event-heavy (read: time-consuming and relatively low net revenue
after event costs) are trying new and possibly more effective opportunities.
Instead of a gala, one participant reported, his organization holds periodic webinars on compelling, timely topics related to what students are facing in the pandemic. These events are free and supporters are asked to share the invitations with potentially
interested friends and family members. This approach has helped bring in new supporters.
Finally, we concluded with the question, “What can NCAN do to better support you?” Suggestions included:
Sharing information about organizations’ outcomes goals and how to provide national benchmarks in funding requests.
Advocating to funders to continue to fund general operating support after the pandemic.
Hosting discussions by staff role (director of development, foundation relations officer, individual giving officer) or by donation request type (foundations, major gifts, events).
Addressing questions of race in development and how to be a white ally.
Many thanks to all who participated in this exchange, and stay tuned for an invitation to our next meeting in February. I wish you a successful December, and if you have thoughts or questions, please contact me at morgane@ncan.org.
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