HOTLINE

Answers to Readers' Questions on Learning to Approach Donors, Proposal Writing, and More

The Chronicle's Philanthropy Careers asks its readers to submit questions about job hunting, recruiting, and management challenges in the nonprofit world. In our monthly advice column, we respond to some of your inquiries with tips about resources and wisdom from experts in the field.

Q. I work for a small but rapidly growing international conservation organization. My background is entirely in environmental programs, but I was asked to take our first-ever development-coordinator position. I have been working hard on such tasks as creating an online-donation system, but have not had the chance to meet with our most promising donor prospects. I'd like to learn how to "make the ask," but our president tends to guard his relationships with these prospects himself. How can I get the skills and experience I need?

A. It's not surprising that the president of your organization is guarding your organization's most promising prospects -- as you note, you don't have a lot of experience in fund raising. On the other hand, you won't get experience in "making the ask" if your president doesn't let you try.

Start by planning a conversation with your president, says Sharon Keys Seal, a career coach in Pasadena, Md., who often assists nonprofit employees. She suggests you say something like this to your boss: "I know you carry the lion's share of in-person solicitations from prospective donors, and I'd really like to learn more about that area. Can you talk with me about some of the skills I've identified that I have, and those that I think I need? Then, can we brainstorm about ways I can add to my skill set so that I can help in developing new prospects for our growing organization?" This, says Ms. Seal, "sends the message that you recognize the president's expertise. It also gives him a chance to clarify, if necessary, your understanding of your role in the arena of in-person fund raising. And it gives him a chance to give you input and direction, without feeling threatened or like you plan to usurp his existing relationships with donors."

Then, ask the president if you can simply observe him when he interacts with donors, so you can learn from his technique, suggests Suzanne Hilser-Wiles, national director of development at CancerCare, in New York. Not only will you learn from watching, but you'll also get an introduction to your charity's donor prospects -- which means that prospects might start to view you as an additional point of contact. If you're nervous about this conversation, think of it as practice for a conversation with a donor, suggests Rodger Roeser, director of development at the Center for Humanitarian Relief, in Cincinnati.

Whether or not your president will allow you to shadow him, you can borrow a technique that Ms. Hilser-Wiles has used when employees who manage programs want to get more involved with donors. "We have them make follow-up thank-you calls to donors," she says. "This helps you to get over any initial shyness, and you can learn to be comfortable talking about money with donors before doing an ask." Then, she says, you can progress to easier "asks" first, such as soliciting in-kind gifts, or supporters' participation at special events, or following up with grant makers to whom you've sent grant proposals. "These are all good ways to start," she says.

Q. I'm interested in finding a job as a grant-proposal writer. Can you suggest any print or Web resources?

A. Sure. You're not far from the first one: Philanthropy Career's own jobs listings include a category for positions in "grant seeking." You can also try searching by keywords like "grant writer" or "grant writing." Also try Idealist.org, where you'll want to search by keyword, and other nonprofit-specific job boards such as those listed here. You can also check out your state's umbrella organization for nonprofit groups, which might be able to point you toward a local job bank, suggests Britni Manry, grant and communications coordinator at the YWCA of Metropolitan Dallas. Ms. Manry found her position through a job database at the Center for Nonprofit Management in Dallas. (Find your state or regional umbrella organization listed here.

Before you start applying for jobs, you might want to learn more about the life of a grant-proposal writer. Check out the American Association of Grant Professionals. You'll also find a wealth of resources at the Foundation Center -- read this page for more information about the field, as well as a suggested reading list. Some books may help, such as Opportunities in Fund-Raising Careers, by Mark Rowh (McGraw-Hill/Contemporary Books, 2000, $12.95), which has a chapter on proposal writing. You might also want to check out a previous Philanthropy Careers story on the subject.

Q. I am a Canadian citizen who would like to look for a nonprofit job in the United States. I have lived in the States previously and would love to return to work there. Any advice?

A. Many professionals from Canada "migrate south" to work in the nonprofit world, says Lorrie Henderson, chief operating officer of KidsPeace, a national charity with headquarters in Orefield, Pa., that assists children who have experienced abuse or other personal crises. (Mr. Henderson is a Canadian who moved to the United States 17 years ago.) Why is the United States attractive to Canadian nonprofit professionals? "The more robust economy and larger population provide a more favorable climate for philanthropic missions that require community involvement to prosper," Mr. Henderson says. "Second, there seems to be a much more deeply ingrained culture of philanthropy here than in Canada, where there may be a somewhat stronger expectation that the government will step in to fill particular needs."

The good news is that it is often easier for nonprofit professionals to move from Canada to the United States than to make the move to other countries, because cultural differences are less pronounced, says Mr. Henderson. "From an organizational standpoint -- structure, regulations, and protocols -- I haven't observed many major differences between Canadian and U.S. nonprofits, although some may exist depending on the particular organization in question," he says. "Still, it's nothing so drastic as to prevent you from being as effective in your position here as you would be in a Canadian counterpart."

To land a job in the United States, make good use of your contacts, Mr. Henderson advises. "Popular wisdom is not overrated. Networking is still the best way to get your foot in the door," he says. "If you have maintained work contacts or friends from your prior residency in the U.S., pursue them to ensure they keep their ear to the ground."

You could also try volunteering and attending events at industry groups, such as American chapters of the Association of Fundraising Professionals, to build more contacts and open doors, but your physical distance might make that a problem. Instead, consider doing volunteer work for an international charity that has offices on both sides of the United States-Canadian border. (See this previous Philanthropy Careers article for advice on how to parlay that into a job.) And be sure to keep abreast of online job postings, Mr. Henderson recommends. For more on long-distance job searches, check out Greener Pastures: How to Find a Job in Another Place by Andrea Kay (Griffin Trade Paperback, 1999, $12.95).

Q. I've spent 15 years as an executive in the nonprofit field, but my last two positions each lasted less than a year and ended with resignations. I find myself back in fund raising again -- in an entry-level position. How can I overcome my recent rocky job history and parlay my credentials into a job more suited to my experience level?

A. The best advice is to shine brightly in your current position, even if you feel like it's beneath you, says Barbara Roberts, dean of institutional advancement at Marymount College, in Rancho Palos Verdes, Calif. "In my more than 15 years in nonprofit advancement services, I have found that while some fund-raising positions may be considered entry level, none can ever be deemed low level or dispensable," she says. "All fund-raising posts require professional skill sets, and whether your title is 'development officer, ' 'external relations manager' or 'assistant director, ' you are operating at a high level that dictates that you bring all your talents, creativity, and experience to the tasks at hand."

To create a positive track record of achievement in your new position -- which may lead to a promotion -- Ms. Roberts urges you to embrace your job and seek ways to apply your experience. "Assume additional responsibilities, by not only willingly volunteering for extra assignments, but by demonstrating an entrepreneurial spirit and creating opportunities for donor cultivation and possible revenue generation," she says. "Good supervisors appreciate and reward those fund-raising staff members who actively 'think out of the box.'"

For more on finding ways to get motivated on the job, check out Love the Work You're With: Find the Job You Always Wanted Without Leaving the One You Have, by Richard C. Whiteley (Owl Books, 2002, $14). Along the same lines, you'll find advice and tips at a Web site associated with the book Love It, Don't Leave It: 26 Ways to Get What You Want at Work by Beverly Kaye and Sharon Jordan-Evans (Berrett-Koehler, 2003, $17.95). (You can download the first three chapters of the book free on the Web site.) If you do decide to seek a different job, check out this previous edition of Hotline that discussed how to overcome problematic references from past employers.

Got a question about job hunting, recruiting, or managing in the nonprofit world? Send it to us at hotline@philanthropy.com.