The Importance of Keeping Everybody in the Loop

One of my first fundraising attempts involved a small chamber music ensemble. Really small. It was two people.

They had dreams of starting a chamber music series every summer. They and other performers would play works on stages and the audience would get wonderful music while they would get exposure.

I wanted to help. I talked to the two over coffee—at that time they were engaged, though the engagement was later called off—and decided to raise some money. Make some phone calls. And, to my own astonishment, I very quickly found a major financial institution that was very receptive. I didn't even have to submit a formal proposal. It was done over the phone.

I breathlessly emailed my classical duo to tell them of my first success.

I thought they would be elated. They fired me.

They were angry that I hadn't gone through them first to tell them who I was pitching to. Since it was a very reputable business, the sort that funds Masterpiece Theater and so on, I was simply overjoyed that I had connected with someone who was sympathetic. (Her interests aligned with the mission, something that usually matters the most in securing funding.)

So I was fired from my first gig...because I had been too successful and upset my clients. I had made them feel they were not in control, though that certainly was not my intention. About a month later I received a phone call from the person connected with the financial institution. She said they were officially offering $15,000.

I told her the story I just told you. And she was astonished. They don't want the money? First time she'd ever heard of that. Sure enough, a short time after this the chamber music series fell apart. Shortly after that, so did the engagement.

So maybe it wouldn't have amounted to much after all. But I tried. And I felt good about what I had accomplished—even if my fast-paced approach had alienated them.

But I learned from that experience to tell the client everything. And make sure they feel like they are driving the bus. They are the boss after all. Me, I was just thrilled to reach a voice on the other end of the line who was as excited about our mission as I was.

I thought my clients would be too. I was wrong.

Now I take nothing for granted. I asked about everything. I double-check with my clients on every detail. They are the boss.

Even if I am driving the bus, it's their bus.