1. Finding, Cultivating and GROWING your Development Team’s Talent
AFP-NNE 2017 Annual Conference
November 2, 2017
Presenter:
Laura Weinman
Assistant Vice President, KEES/Alford Executive Search

2. Thoughts about Talent
“Every artist was first an amateur.” –Ralph Waldo Emerson “The greatest leader is not necessarily the one who does the greatest things. He is the one that gets the people to do the greatest things.” -Ronald Reagan “I think that the most important thing a woman can have - next to talent, of course - is her hairdresser.” -Joan Crawford

3. Who is the speaker… and what does she know, anyway?
Laura Weinman
20+ year career in development and marketing for nonprofits
5+ years search experience
Leads executive searches for leadership roles in Development and Advancement

4. About YOU What’s your most unusual talent that you can demonstrate?
Group vote and “award”

5. How to recognize your team’s variety of talents
They think creatively/strategically
They get things done
They promote your mission
They engage stakeholders
They get results

6. Growing your existing team’s talent
How?
Coaching
Supporting
Team building
Update Job descriptions
Advantages?
Retention
Career Development
Greater Institutional knowledge
“Sending the elevator back down”

7. Advice from House of Cards’ Frank Underwood

8. How do you know it’s time to grow?
Is everyone working at capacity?
Do you have both “visionaries” AND “doers”?
Is your team current on best practices?
Does your team regularly have new, innovative ideas?
How is your team’s energy and drive?
Is your team “stuck” in its ways?
Does your team lack the skills for a specialized role?
Does your org have new funded programs, or wanted programs that need funding?
Does your team need project or temporary support – i.e. campaign?
Do you have a growing and organized donor database that is not being fully used to its potential?
Other

9. Advantages of adding new talent to your team
New perspectives
New energy
Keeping things fresh
Example – US Military

10. How do you decide?
When to consider growing a team member for new responsibilities
When to consider hiring from the “outside”
Weighing all the “pros and cons”

11. Case Study
Michelle Lawrence

12. The Job – Major Gift Officer A new position for your growing Development Department
Michelle
Lawrence
Been with the organization for 3 years
Annual fund, grant writing and event responsibilities
Known and trusted by the board and staff leadership
A “known” cultural fit
Experienced MGO
Solid Tenures
Raised money for related mission

13. What are some considerations?
The delicate balance of skills and “fit”
What would you want to know?
Who would you choose?
Why?

14. If you’ve chosen Michelle
Update her written job description with new objectives
Check in frequently, be available
Model behavior
Scenario/role playing
Connect her with a mentor or coach in the community as a resource

15. If you’ve chosen Lawrence
Consider DiSC assessment to help with onboarding and work style understanding
Promote team building to help the team to be cohesive
Get buy-in from organization stakeholders (CEO, Board, other staff)
Examples

16. So…how can I find a “Lawrence”?
Advertising
Proactively calling contacts
Treating search as a consultative process and not a transactional one
Considering a search partner…bring on the experts!

17. Things to consider Your culture Identifying your needs
Identifying current strengths on your team
Coaching/mentoring opportunities
Developing staff
How do you hire for deficiencies or to add a skillset to the team?

18. Assessment Regular check-in conversations
No “surprises” at more formal annual review
Monitoring variances/budget but also things like visits, calls
Cultural fit

19. How to get others to recognize your talent
Network frequently (at conferences, etc.)
Offer to mentor, volunteer for the industry in direct service or volunteer leadership
Become an expert and a resource
Make sure your resume is updated, current and “modern”
Do good work!

20. Drawing for a sweet treat
If you’re still awake, pass your business card to the front!

21. Questions?
Laura Weinman Assistant Vice President KEES/Alford Executive Search