Many development directors struggle to raise major gifts. If this is you, you are not alone. The best way to learn the ropes is to have a mentor or coach to show you the way.
Mentors vs. Coaches for Major Gift Fundraising
The most basic difference between a mentor and a coach is that a mentor is generally pro-bono, and a coach is paid. A mentor usually has learned the ropes on the job. A coach should have on-the-job experience, as well as direct experience coaching others.
Beyond that distinction, mentors and coaches play slightly different roles when it comes to fundraising. They each offer different forms of guidance and support. In the context of fundraising, here’s a breakdown of how their roles typically differ.
The Role of a Fundraising Mentor
Mentors provide guidance, advice, and support based on their own expertise and knowledge. They typically have a broad understanding of the sector and possess specific insights gained from their own professional journey. They usually provide:
- Strategic advice
- Network connections
- Experience-based insight
- Emotional support
The Role of a Fundraising Coach
In contrast, coaches usually focus on the development of specific skills, helping fundraisers improve their capabilities and performance in various areas. While mentors provide a broader perspective, coaches offer more structured guidance. Their specialty consists of:
- Skill development
- Accountability and goal setting
- Role play and practice
- Providing critical feedback
Note that the roles of mentors and coaches often overlap, and fundraising experts can assume both roles simultaneously or during different stages of the learning process.
Pros and Cons of Both Mentors and Coaches
A great mentor can be invaluable, but they can be harder to find and access. Although there are ways to seek out a mentor, luck is involved. In other words, you can do things to increase your chances of finding a great mentor, but it may not be easy.
I have found my best mentors to be bosses or colleagues. Although I have a few mentors who I’ve not worked with directly, the relationship is not as strong.
Coaches, on the other hand, are easier to find and secure. Of course, coaching is a paid relationship, but their job is to help you grow and get better! A great coach is worth every penny.
How to Find a Great Mentor or Coach
Working with a mentor or coach is not mutually exclusive. Many experts have both!
I have had several mentors throughout my career, and I have also worked with more than one coach. I recommend you do the same. If you really want to excel in your field, seek out mentors and coaches whenever possible.
Here are four ways to find a fundraising mentor or coach to help you successfully raise major gifts.
1. Work with a large fundraising team
I recognize that this is not for everyone, however, it’s more likely to find a major gift mentor when working with others who have major gift experience.
If you are at a small organization, it’s less likely you’ll find a mentor with major gift experience. You may want to consider making a career stop at a large organization for a few years, where you will be surrounded by other major gift officers.
Large organizations often have formal mentorship programs. You can also seek out informal ways by offering to take your colleagues to coffee or ask them for a walk. Ask them if they would be willing to share their experience or even take you on a donor visit, if appropriate.
If working at a large nonprofit isn’t your thing, look around for a small nonprofit doing amazing fundraising and try to make that organization your next career stop. Many executive directors make amazing mentors and role models.
2. Make a decision to hire a coach
Coaching is no longer just for athletes. Of course, the best athletes all have coaches, not just beginner athletes. You would never expect an Olympian or professional athlete to do it alone, so why should other fields not have coaches too?
These days, coaching is an entire industry. Most people at the top of their field have probably hired a coach or two. That’s because coaching works. People who strive to get better at their jobs use coaches.
Over the last 15 years, I’ve hired multiple speaking and business development coaches. I’ve invested in myself so I can be the best I can be.
Once you’ve decided to work with a coach, seek out referrals from colleagues. You can also find a plethora of coaches of all types online. Successful coaches will likely have a blog and even videos online. You can easily get a taste of their style and expertise before reaching out.
3. Leverage professional associations for mentors
The best place outside your job to seek out mentors is a professional association. AFP (The Association of Fundraising Professionals) has a formal mentor program.
You can register to be assigned a mentor. Before meeting with a mentor for the first time, come up with a list of thoughtful, open-ended questions. You might ask things like:
- What do you know now about raising money that you wished you knew 10 year ago?
- What are your go-to books, blogs, podcasts? Which conferences do you attend and why?
- How did you learn how to raise major gifts and what lessons have you learned since you started?
In addition to formal mentoring programs, seek out informal mentors. The best way to meet people at your local professional association is to join a committee. As a young fundraiser, I signed up to serve on the conference committee of my local AFP Chapter. On that committee, I met friends and mentors who I have now known for 20+ years.
4. Work with me as your Major Gifts mentor AND coach
Admittedly, I’m a little biased when it comes to this last suggestion, since it involves me personally. So take it with a grain of salt, but do give it some consideration.
If you are struggling to learn and adopt the process of raising major gifts, I created a specialized small-group program called Mastering Major Gifts. The program offers you regular access to me as both a mentor and coach, plus an entire community of fundraisers who are raising major gifts each and every day. You can learn more about our community here:
Click Here to Learn about Mastering Major Gifts »
Gain the support of experts and colleagues from across the country. You won’t find a better group of fundraisers to learn from and celebrate with. Best of all, if you join on or before Friday, June 30th 2023, you’ll get TWO bonus coaching sessions with me, personally!
- Session #1: Breakthrough Coaching — In August, we’ll meet one-on-one to work through your THREE biggest fundraising challenges (you’ll share them with me in advance).
- Session #2: Mini-Solicitation Workshop — This fall, I’ll meet with you and up to four colleagues from your organization to get your team fully-prepared for your year-end fundraising push.
And your first 30 days of Mastering Major Gifts are free, giving you a chance to test-drive the program and make sure it’s a good fit. So you really do have nothing to lose, and everything to gain.
Improving Your Skills Takes Patience and Consistency
Working with a coach or a mentor takes time and effort. One meeting won’t magically improve your fundraising results or career. Regardless of whether you engage a coach or seek out a mentor, you will want to stay in touch consistently (monthly or quarterly) over several years.
If you’ve had mentors or coaches, I’d love to hear about it in the comments.
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