Too Shy to Fundraise?

In almost every nonprofit training course I facilitate someone asks me... Do I need to be outgoing to be good at relationship centered fundraising?

Not at all - Some of the shyest people I know are great relationship builders and fundraisers. I recently read that many of Ronald Regan's staffers considered him one of the shyest men they've ever met. So, how did such a shy man become "the great communicator" and President of the United States.

It's simple.

The core of building great relationships is your ability to show that you truly like people - and Ronald Regan liked all kinds of people.

I teach that building collaborative relationships is both a science and an art. In my learning novel and at my training courses people in nonprofits learn 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.

Show you like people...
ask questions that build rewarding relationships.



This is Marshall Howard reminding you . . . giving goes where the relationship flows.

Suprise Surprise

Have you ever met with someone and the encounter, for some unknown reason, felt lifeless and flat? As you got into your car, you may have asked yourself. . . was that a waste of my time. I'd venture to say that the other person felt exactly the same.

Personally, I can't remember many meetings or lunches that I didn't leave feeling energized. This energy unlocked some exciting opportunities for both of us. That's because I approach every interaction with a clean white board.

I have no agenda. . . well, thats not exactly true.

My agenda, first and foremost, is to connect and build a relationship. That gives me the freedom to really get to know people. I am constantly surprised that when I ask someone, "Let's Have Lunch Together" and we get to know each other, we both leave feeling there's great good we'll do together.

Leave your agenda in the car...
you'll be amazed at the surprises you uncover.


This is Marshall Howard reminding you . . . giving goes where the relationship flows.

How Do You Serve?

Have you ever met a high-powered person who is willing to do virtually anything to help, and wondered why? I believe it is because they embody the spirit of a servant. According to John C. Maxwell who wrote "Relationships 101 - What Every Leader Needs to Know" being a servant is not about skill, status or position. It's about an attitude of humility and giving.

Being a leader gives people a greater sense of wanting to serve and often without expecting anything in return.

My friends who sit on boards with me, agree that we volunteer because it gives us a deeper human experience and connects us to others in different way. We focus on the need and how we can help the cause.

These same leaders are some of the most influential people, yet they all serve others, not themselves. In that magic moment, our position disappears. The only thing that matters is trying to help others.

Maxwell's point is that people can serve and lead at the same time.
"You've got to love your people more than your position."

Serve as a Leader...
Put others ahead of your agenda

This is Marshall Howard reminding you . . . giving goes where the relationship flows.

If Only I Could Get Them

For over 24 years I continually hear the same phrase over and over again.

How can I get Them to understand...
The fact is, getting Them to understand will not engage Them in your mission,
nor compel Them to donate more - Them trusting you will.

The single most powerful human motivator is a relationship.

Here's the proof.
Last month I attended a prominent fundraising gala. The person who purchased the $5000 table where I was seated, was neither a contributor nor volunteer of the organization. In fact, I discovered he knew virtually nothing about the organization. He contributed over $5000 solely because he had both a strong business and personal relationship with the askor... He just couldn't say no.

Make an emotional connection...
Build the trust, then they'll understand!

This is Marshall Howard reminding you . . . giving goes where the relationship flows.

It's All About Trust

Like all of us in America, I have been closely following the race to the White House. To me, it's clear, of all the presidential candidates, Obama has the ability to build a relationship with the American public more intimately.

While I am not endorsing Obama, or any candidate, it is interesting to me how he can connect with his audience in as little as 5 minutes. I recently read an article online at Slate from Feb 14 that explored how his speeches left the listener with a lasting emotional jolt.

He does this in two ways...

He starts by opening the door to who he is as person first, politician second. His opening remarks, tell where he comes from and how his life journey began. He weaves these facts into a very emotional story that's easy to relate to. Truly a great icebreaker.

Next, he puts the other person's needs first, his political agenda second. He uncovers the challenges that each of us experience daily and compares them to each other. Obama's words build unity. Unity gets people working together and trusting each other. . . trust is the core of a relationship.


Share your journey . . .
let people get to know you and put them first.


This is Marshall Howard reminding you . . . giving goes where the relationship flows.

What's in a $38 Cup of Coffee

Innocently enough, I decided to follow my own advice and invite a colleague of mine for a cup of coffee in downtown Los Angeles. I met Jim DeLauro at about 10:30 AM. His agency specializes in capital campaigns and strategic planning for health care and hospital foundations. During our conversation I discovered that Jim is very active in the Association for Healthcare Philanthropy (AHP), and is a presenter at their institute.

We discussed two interesting topics that morning:

1. Why is it a struggle to engage board members in fundraising?

Regardless of the importance of the gift, they all feel like they are begging with a tin cup in hand.

This can be overcome by developing a fundraising model that values the power of collaborative relationships.

2. In most Hospitals, two equal and opposite business models coexist.

When the hospital raises 100 dollars, 3 to 5 dollars remains to grow services.
If the foundation raises 100 they generally have 50 to 70 dollars to reinvest in hospital services.

VPs of Development that understand this and have taken time to develop strong collaborative relationships with their Hospital CEO, generally have more resources and affect greater change in the lives of people in their community.


Two Cups Of Coffee: $3.25
Parking: $38.00
Conversation: Priceless


This is Marshall Howard reminding you . . . giving goes where the relationship flows.

R is for Relationship . . . Not Recession

Today it seems that it is virtually impossible to pick up a Chronicle of philanthropy, Nonprofit Times or any other major nonprofit publication without some doomsday view on the "R" word. The recession, or the threat of its impact to nonprofits, in my belief is avoidable.

No stakeholder who has a deep connection and a strong relationship to an organization's staff and mission will abandon them - even in the toughest of times. I have seen this to be the case, time and time again, in my over 25 years of experience with nonprofits big and small nationwide.

So how do you build stronger relationships and deeper connections with people critical to the survival the organization you love and serve?


During these tumultuous times a mere thank you merge letter may actually hurt your fundraising efforts. Take a few minutes a day and call a couple of key stakeholders just to say thanks and find out one thing new about them. Don't forget to let them know a little bit about you as a person.

Have a great conversation . . .
get to know the people who help you do good.


This is Marshall Howard reminding you . . . giving goes where the relationship flows.

What Matters Most . . . People!

I believe in using a CRM package, 100%. However if you cannot connect with your constituents, you won't be able to uncover the important data your organization needs.

Listen, show interest in them as person, and above all be curious. Please, don't barrel through a list of preprinted questions. The last thing people want to feel is interrogated. Doing so will make them view you as disingenuous. Be patient. Wait for them to ask you more about your mission. Together you will discover the best ways they can help.

Remember, they are a person first not just ATM. Ask questions that naturally help you uncover who you board member or donor really is as a community member, parent, and business person. It works either in person or on the phone.

Become a human interest detective...
you'll discover how much fun it really is.



This is Marshall Howard reminding you . . . giving goes where the relationship flows.

The Power of You

At my recent Learning Event hosted by the University of Southern Mississippi and United Way of Southeast Mississippi many of the CEO and ED participants expressed a fear I commonly hear. "Why would my board members want to spend their precious time with me, if we are not talking about the mission?"

Board members, like everyone else, are influenced by the single most powerful human motivator --a relationship. They may have joined your organization because they were drawn to the mission, but the element that keeps them truly connected and working towards your growth is the connection with people like you.

As the CEO or ED, you hold a prestigious position that you can use to build relationships with people important to your work. Get to know your board members as a person first and they'll appreciate that you regard them as more than just an ATM.

An executive friend of mine told me that business leaders admire nonprofit executives because of the tremendous and lasting contributions they make to their communities. Remember that you do important work that people admire and they want to get to know you better.

So buy a board member a cup of coffee . . .
or just ask them, "Let's Have Lunch Together."

This is Marshall Howard reminding you . . . giving goes where the relationship flows.