Ask My Friends - Developing Development

The other night, at the Opening Night of As You Like It, I was speaking with a good friend about his job in development and talked about building relationships and preparing for "the ask." The area I am most interested in these days is Development. I know little about it and think I might be somewhat good at it. So today in the “Ask My Friends” segment we have Chris Sewell. Chris and I met just a couple of months ago when I was looking for another person to play basketball with us. Chris has become a close friend after the last couple of months. He completed his undergrad at Xavier University and is pursuing his master's at Johns Hopkins University. Chris has no theatre background but has worked in development for the last four years.

“Let’s face it, whether you work for a small, environmental nonprofit like myself or a large organization for the arts, the show can’t go on if there’s no funding to keep the doors open. Development, or fundraising, is a core element to any group’s work.

There’s a skill required to successfully ask people to open their wallets, and we’ve all watched in awe at some of our colleagues as they bring in check after check. To win donations, donors have to trust your judgment, believe in your production, and be willing to invest in your organization. Maybe then they’ll open their wallets. But there’s more to worry about. What about connections, organization, timing, and making the big ask??? All of this detail is important, but it all is a second priority. Successful development starts with relationships.

You might have recently wrapped up another six figure donation for one production, or maybe you’re about to ask a friend for $25 for the first time. No matter what, you depend on relationships to help answer the questions above. Are you asking a poor college student for a million dollars? Do you know the person well enough to anticipate his interest in an issue or show? Can you meet him for coffee to give him an inside scoop? Development is successful when you know the potential donor enough to bring value to the relationship. If nine times out of ten you call or meet for interesting, organic reasons, you might be able to work with him as a potential donor later.

Development is the art of building good relationships. Get to know the people interested in your work enough to make the smart ask, and development can be as easy as your next meeting over a cup of coffee.”