As our firm has grown over the years, I’ve had the privilege of spending time with our new consultants, sharing our company history, axioms, and explaining how we “show up” for our clients.
Recently, the leader of a large $200M+ nonprofit asked me what I look for when hiring consultants. What advice would I give when hiring fundraising professionals? How does DBD Group differentiate itself from other firms in the same space?
I think he was surprised when I didn’t talk about years of experience, education or successful previous campaigns. Without pausing to contemplate the question I answered that I look for the gifts of presence and curiosity. These two gifts are a powerful pairing.
In a world of distracted, busy chaos, showing up fully present is a differentiator. Take a moment to reset before your next interaction. Put the phone down. Ignore the alerts on your watch and other devices.
You know the feeling when you are with someone who makes you feel you are their sole focus? Your conversation, your issues, your questions have their undivided attention. Showing up fully present makes such a difference.
The second gift is curiosity. As you reset to be present, take a moment to wonder about the person with whom you’re speaking. Ask about their business, business strategy and challenges. Ask about their success. Ask about their families. Ask them how they are doing… really. People feel seen when they can talk about themselves and share their story.
Years ago, I was interviewing a business leader who manufactured leather jackets for Harley-Davidson and other companies. At the end of the interview, I asked if we could tour the plant.
He was so surprised. No fundraiser had ever really cared about the manufacturing process that had been his life’s work. He was so pleased to show me his facility, introduce me to his people and show how they design and make wonderful leather jackets and accessories.
As we walked through the plant, every employee we passed stopped to visit with the CEO. Their interactions were genuine and authentic. I learned what was important to him as a leader and he learned that I cared. This relationship that started with a curious tour and lots of questions ultimately culminated in an incredibly generous lead gift and his family co-chairing the capital campaign.
You’ll probably have an important meeting or two today, whether they are with a potential donor, a partner, an employee, or anyone really. What if you took a moment to hit the reset button and focused on the person in front of you? What might you learn about them? What idea might they be dying to share with you? How might you be helpful to them?
No question – showing up fully present and curious is a powerful gift.
