6 Steps to Outcome Oriented Encounters: A Strategy for Cultivating Donors and Engaging Disciples
by Tom Crowley, Stewardship and Development Office
“Talk little, listen a lot, say just enough, and always look people in the eye.”
– Pope Francis — A Man of His Word, a documentary by Wim Wenders, 2018
“If you listen carefully, you will discover the person. Indeed, you will uncover their ideas and their dreams. If you listen thoughtfully and intensely, you will find their passions. You will untangle every riddle, and unlock every door. Listening gets the gift. Listening is the poetry of fundraising.” – Born to Raise, Jerry Panas, 2003
The Ministry of Development
Development, formerly referred to as fundraising, is described as both an art and a science. It is pretty much a given that development “artists” who have taken the time to nurture a relationship with donors and have carefully analyzed donor specific data will outperform those who rely simply on gut instinct. The science is, in large part, data driven and accessible through research. The art, however, requires the same relationship development skills that anyone in ministry must have: a willingness to meet people where they are and courage to walk with them to the why and the truth of their lives. Pope Francis calls this the art of accompaniment. Discovering what motivates donors or disciples requires trust, transparency and the willingness to engage them on an emotional level.
Years ago, while working as a chaplain intern at Bergan Mercy Medical Center, my CPE supervisor coached me on the do’s and don’ts for interactions and interventions with patients. She called them the 6 steps for outcome oriented encounters. Several years later, when I began working as a development officer at Bergan Mercy, I realized the same rules applied when it came to cultivating and soliciting donors. I offer them to you to assist you in your ministry.
- Pray and ask God to direct your thoughts, words and actions.
- Silence the voices in your head. Stay in the room no matter how uncomfortable it feels. Honor the silence that hovers between you and the donor (disciple)
- Be present. Remind yourself it is not about you…it’s about the donor (disciple). Listen to everything they are saying and not saying.
- Dare to ask intentional questions about their story. Help them articulate their fears, hopes and dreams.
- Connect the dots. Affirm their strengths and resources and help them discern the next steps to fulfill their passions and impact your mission.
- Repeat with each meaningful encounter.
“Development work is not a job, it’s a calling. It is centered on lifelong relationships and trust built over time; and dependent upon a culture that cultivates meaningful engagement with donors enabling them to support our causes in inspirational ways. Our work is a human enterprise and, as such, often ambiguous, unpredictable and tremendously uplifting. The role of development is to help donors do things that they could not otherwise accomplish.” – Laura Simic, former Senior Associate Vice President of Development at Creighton University, 2012
“Fundraising is proclaiming what we believe in such a way that we offer other people an opportunity to participate with us in our vision and mission…Fundraising is also always a call to conversion.” – A Spirituality of Fundraising, Henri J.M. Nouwen, 2004
Tom Crowley can be reached at tgcrowley@archomaha.org.