This month’s Fundraiser Spotlight features an interview with Nicola Garrard, the Head of Individual Giving; Acquisition at Save the Children Australia. Nicola reflects on her time in the sector and offers thoughtful advice for those starting out in face-to-face fundraising.
Christmas Eve 2004. Nicola and her colleague Lindsey proudly posing after getting 13 sign-ups each that day.
How did you first get started in fundraising?
I started out as a face-to-face fundraiser for Cornucopia on a working holiday visa back in 2004. I worked mostly on Amnesty International, sometimes on FHF, Greenpeace and Red Cross. I became a team leader, then regional manager, and I stayed there for four years before getting my first charity-side job at The Wilderness Society in 2008.
What’s one big positive change you’ve seen in the sector over the years?
I think the feedback loop is much better now. Charities are better at passing on longer-term performance reports to agencies, which helps them do a better job. And it’s great to see more fundraising managers at charities with hands-on experience of either telemarketing or face-to-face. Of course, not essential, but I think it’s really helpful for understanding the industry and for building better relationships with fundraising agencies.
Is there anything from early days you think we could bring back or revisit?
I remember often going to the Amnesty building for talks about the work that was being done and it really felt like we were an extension of the org. I think we all worked harder because of it. I think this is always worth doing more of.
What’s been a favourite moment or highlight from your time in the sector?
I have many memories of conversations where I think I flipped a switch in someone and got them to think differently about the world. One man in particular; a middle-aged guy, dead set in his view that “charity begins at home”, walked away after a loooong conversation with a new understanding that human rights aren’t bound by borders and a $40 regular gift to Amnesty International.
What advice would you give to someone new to face-to-face fundraising?
New fundraisers are often nervous to make the close, and it can feel weird to ask a stranger for money. But they know you’re a fundraiser, and they know fundraisers ask for money – they’re literally waiting for you to do it! Also, ask how the donor feels after they sign up. Getting them to acknowledge and vocalise that it feels good to give is a great way to improve retention.
What’s one thing you wish charities better understood about fundraisers?
That face-to-face fundraisers are SME’s and often the biggest advocates for the cause. They talk about the work all day and need to be ready to answer any question that comes their way. So, pass on all the briefings, updates, and information you want people to know about your cause; it’ll all be welcome.