Creating a Team-First Culture in Your Major Gifts Department
Scaling Major Gifts. Strategies, action steps, and ideas for scaling major gifts by Tammy Zonker, Major Gift Expert & Keynote Speaker.
As I reflect on my nearly three decades in the nonprofit sector, one thing has become crystal clear: the power of a strong, collaborative team in driving major gift success. I've seen firsthand how a team-first culture can transform a department from a group of individual fundraisers into a cohesive unit that consistently exceeds goals and retains top talent.
The Challenge: Silos and Competition
Early in my career, I witnessed the pitfalls of a siloed approach to major gifts. Development officers guarded their donor relationships jealously, viewing colleagues as competitors rather than collaborators. This mindset led to:
Missed opportunities for cross-pollination of ideas
Donor fatigue from uncoordinated outreach
High turnover rates as burnout set in
I remember one particularly frustrating experience where two gift officers unknowingly approached the same donor with different proposals, causing confusion and ultimately losing the gift. It was a wake-up call that prompted me to rethink our entire approach.
Building a Collaborative Culture
Over the years, I've developed and refined strategies to foster a team-first environment. Here are some approaches I've found particularly effective:
Shared Goals and Metrics: Instead of focusing solely on individual targets, we implemented team goals. This shift encouraged gift officers to support each other's efforts, knowing that collective success benefited everyone.
Regular Team Strategy Sessions: We instituted weekly meetings where gift officers could discuss challenging cases and brainstorm solutions together. The diverse perspectives often led to creative approaches we might not have considered individually.
Mentorship Programs: Pairing seasoned gift officers with newer team members not only improved skills but also built stronger interpersonal bonds within the department.
Collaborative Donor Visits: Whenever possible, we encouraged gift officers to team up on donor meetings. This approach not only provided valuable learning opportunities but also ensured continuity in donor relationships.
Celebrating Team Wins: We made it a point to recognize and celebrate team achievements, not just individual successes. This reinforced the idea that we were all working towards a common goal.
The Impact of a Team-First Approach
The results of implementing these strategies have been remarkable. In one organization I worked with, they saw:
A 35% increase in major gift revenue over two years
Improved job satisfaction, with employee retention rates rising from 68% to 92%
More holistic donor engagement, leading to a 28% increase in multi-year commitments
One particularly memorable success story involved a mid-sized arts organization. By fostering a collaborative environment, their major gifts team was able to secure a transformational $10 million gift – the largest in the organization's history. The donor specifically cited the team's cohesive approach and shared passion as key factors in their decision to give.
Actionable Takeaways
If you're looking to create a more collaborative major gifts culture in your organization, here are some steps you can take today:
Reassess Your Metrics: Look at how you're measuring success. Are you inadvertently encouraging competition? Consider implementing shared goals alongside individual targets.
Create Sharing Opportunities: Establish regular forums for your team to exchange ideas, challenges, and successes. This could be as simple as a weekly team lunch or a monthly strategy session.
Invest in Team Building: Allocate resources for activities that help your team bond outside of work. I've found that shared experiences, whether it's a volunteer day or a team retreat, can significantly strengthen relationships.
Lead by Example: As leaders, we need to model the behavior we want to see. Be open about your own challenges, ask for input, and actively collaborate with your team.
Recognize Collaboration: When celebrating successes, make a point of highlighting how teamwork contributed to the outcome. This reinforces the value of a collaborative approach.
A Personal Note
Looking back on my journey, I can confidently say that embracing a team-first culture has been one of the most rewarding aspects of my career. It's not always easy – it requires trust, vulnerability, and a willingness to share both successes and failures. But the results – both in terms of fundraising outcomes and personal job satisfaction – speak for themselves.
I'd love to hear about your experiences with team culture in major gifts. What challenges have you faced? What strategies have worked well for you?
Let's continue this conversation in the comments below and learn from each other. After all, that's what being part of a team is all about.
Keep transforming,
Tammy Zonker
Major Gift Expert & Keynote Speaker
Fundraising Transformed
ps – Want to get Scaling Major Gifts delivered to your inbox every Thursday? Sign up here.