Fundraising is a contact sport. George should know

My workshop, “Fundraising is a Team Sport – Leadership, Board and Givers Together” is popular. Simply put, when we focus on our mission - what we do to make this world a better place – we rise above roles and tasks to a loftier and more productive partnership – a culture of generosity.

When I met George Koonce, Senior Vice President for University Relations at Marian University, he suggested, “Fundraising is a contact sport.” So, ok. I had this silly grin on my face. I was having a coaching lunch with George Koonce, the former Green Bay Packers linebacker with an NFL career that spanned nine seasons, included 128 games and a Super Bowl ring. I mean, I LOVE my GREEN BAY PACKERS – former, current, winning or not.

But while George is grateful his celebrity status helps him connect more quickly with key Marian investors; he wastes no time shifting to his real passion - the power of an education.

"It all started when I met Reggie White when I was 24 years old," Koonce said. "He changed my life in so many ways. He'd say, 'George, always be committed to changing the community you live in to make it a better place than you found it.' If I'm living in Milwaukee or Green Bay, if I'm working for the Packers or if I'm working for Marian University, I'm trying to make it better than I found it."

So we talked about fundraising – the contact sport.

1. Making contact is making contact. It’s personal. It’s sincere. It’s not thinking about making contact. That will not give you results.
2. It helps to watch film to get an idea of how a team plays. You become aware of style, favorites, preferences and past actions. But you only have success if you use your knowledge to make more, and more effective, contacts.
3. You need to make contact as part of a team. What does every position contribute to the overall impact? How do you best work together?
4. Watching from the sidelines is not making contact. You have to do the work to get in the lineup where you can make contact. Plan your contact. Rehearse what you will do. Prepare. But get out and do it imperfectly – that’s how you get better.
5. Make contact with enthusiasm and passion. Lackluster participation yields lackluster results.
6. No matter what the score, or what happened last game, stay positive and see if there is another way to connect.
7. “See” your results. “Every day in every way I am creating and attracting giving to my mission.” Hear your prospective givers say, “Yes.” See yourself having great conversations, phone calls, writing great letters – making contact!

George Koonce was the first member of his family to attend college. He wanted our coaching time together to give him skills, ideas, focus, and tools to help him “do a better job serving those 2,200 students that attend Marian where about 70 percent are from low-income families and are the first in their families to go to college."

And, in tribute to you, George said that he’d like to be remembered as someone who made a difference for these students, not as a former Packer. I get that.

You are the real celebrity. Enjoy the contact.

Marcy Heim is a trusted authority in the development profession and helps organizations and educational institutions boost their major gift programs through artful, long-term relationship building that dramatically increases fundraising success while promoting increased staff job satisfaction. 

 To receive a free chapter from Marcy's book, Empower Your Board to Serve as Effective Development Ambassadors, click here.