Interview with Marshall Howard
The Axelson Center, North Park University
From the December 2007 issue of the Axelson Review
In this interview, Marshall Howard, author of the critically acclaimed learning novel, “Let’s Have Lunch Together” and 24-year relationship fundraising coach, shows how the power of relationships can double event income and turn your board into a team of fundraising champions.
How do you define a relationship?
I believe a relationship is a genuine emotional connection between two people that creates trust and makes people feel safe. It is not about friendship, it’s about a collaborative partnership.
Creating a trust-building experience with someone is not magic, luck or accidental. Being a great relationship-builder is a learned skill, like swimming or riding a bicycle – it’s a repeatable, measurable process that produces dramatic results.
What is relationship-fundraising?
Moving important people to your mission up the relationship ladder . . . not chasing their money. It’s harnessing the key development ingredient – emotionally connecting with people, building trust and creating a safe zone.
Try this… before and shortly after your next event, meet one-on-one with sponsors and key participants. Don’t wait. Get to know them as a person first. Share some things about yourself beyond your job… the ages of your kid’s, where you grew up, favorite hobbies, etc. This opens the door to great conversations now and in the future. Do NOT make an “ask.”
How well does Relationship-fundraising work?
Over the past 24 years I have received thousands of examples from staff and board members of their successes. Recently, a Development Director told me that she increased her golf event by over $125,000 in eleven months simply by applying our model. A grant seeker in Seattle called me to share his excitement about how a relationship-building visit to a Portland foundation increased their grant from $25,000 to over $165,000.
How much time does it take to get these results?
Start by simply investing 20 minutes a day into your relationship-building time bank. At the end of one week you’ll have invested 100 minutes to spend delivering high impact touches with people critical to your mission. Make phone calls to catch up, meet for coffee, breakfast, lunch, or even afternoon tea. Have a relaxing conversation that will connect you.
Do I need to be outgoing to use relationship-fundraising?
Not at all - Some of the shyest people I know are great relationship-builders. It’s a science and an art. In my book and at my Learning Events I teach nonprofits how to better execute the four relationship-building fundamentals – that’s the science. I also show you how to connect with others in your own special way – that’s the art.
What is the single most important relationship-building ingredient?
I wish I could say there’s just one – for me it’s about liking people and being curious about whom they are. That naturally leads me to ask them questions and share things about myself. I also add a good dose of vulnerability.
For others I have identified six additional ingredients that anyone can comfortably fit into their work style and life to build long lasting relationships and productive partnerships.
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or Call me Toll-Free 877-320-9202.
