I learned this first-hand while working to advance philanthropy for an engineering college at a well-known research university. There was one donor I worked with where this concept solidified both my practice and understanding of the fundraising profession.

The donor began his academic career in civil engineering. This was my focus as I prepared to work with this donor. I was concentrated on how to connect his academic career with our needs. That was a mistake. I may have thought he harbored an interest to construct physical structures. When we met the conversation revealed he was more interested in his ability to build a different type of bridge.

Learn what inspires donors and understand their passions.

During those conversations, it became clear that the donor had enthusiasm about the organizational priority I presented. However, he expressed concerns about inclusivity. He worried about how students in other disciplines or backgrounds might be left out. He wanted to build bridges within the student experience. This experience early in my work with this individual underscored the importance of understanding donor passions and concerns and finding where that connects with the mission of the organization.

Key Insight: Always listen intently to understand what drives your donors. Discover their interests, what other causes they support, and why. This allows for genuine alignment between their passions and your organizational goals.

Reflection: How do you currently learn about your donors' interests and passions? What methods or tools do you use, and how effective are they?

Flexibility isn’t a weakness; it opens opportunity.

Expansion joints are bridge features we may take for granted. Bridges serve a purpose to connecting two points. Expansion joint are gaps in the bridge, but they allow for flexibility. These purposeful gaps are designed to accommodate temperature changes and movement of a bridge. Don’t go too fast, you’ll miss those opportunities.

In working with this donor, he made one comment that dramatically changed the direction of our work together. In his own words: "I started as a civil engineering major before realizing my passion was elsewhere. I want to make sure all students feel they can pursue their passion upon graduation."

Key Insight: Discuss what donors hope to see happen because of the work of their philanthropy. Listen closely to any questions they ask and the advice they give. First seek what role your organization plays. Don’t assume you know your donor's interests. Be open to where the conversation leads and be ready to pivot. This flexibility can reveal new, mutually exciting opportunities.

Reflection: Can you recall a time when a donor meeting took an unexpected turn? How did you handle the situation, and what was the outcome?

Strong foundations ensure strong partnerships.

Through our ongoing partnership, we identified a significant challenge: the need for more funding for senior projects. By aligning organizational need with donor passion, we created a compelling initiative that excited and engaged him. He felt it would create an interest in students as they prepared to graduate and entice them to walk across that bridge to a career pursuing something related to their senior project.

Key Insight: To create a philanthropic culture, you must focus on relationships. Those relationships create a strong foundation that builds bridges. There are many ways to do this. Show gratitude and appreciation to your donors. Invite them to join you for meetings, tours, events, etc. Let them see the impact their generosity makes within your organization. Show successes and opportunities to grow upon existing success. These actions will help them get to know you and your organization better.

Reflection: What steps do you take to ensure that your organization's values and goals are clearly communicated to your donors? How do you make them feel like an integral part of your mission?

Establish anchor points to carry you forward.

Another tool I try to use when building partnerships is to ask for something in every meeting. Usually, it will not be money. I ask for permission to share information, or to reach out for another visit. They may ask a complex question that you need to research or discuss with others. This gives you a perfect opportunity to ask for permission to follow-up with information. Give them a timeline of when you will complete the activity and meet that deadline.

Key Insight: People are always being promised things that don’t happen on time. Show that they can count on you. Make your work match your actions. These are anchor points that establish trust. This trust will go a long way in building the relationship into a strong partnership. That partnership will allow you to travel together and discover “where their bridge will go.”

Reflection: How reliable are you in following up on commitments made during donor interactions? What systems do you have in place to track these commitments and ensure timely follow-up?

Survey work is just as critical as the construction.

Early in my philanthropic career, I was taught, “if they help you build it, they’ll help you pay for it.”

Donors will often share what they are interested in supporting philanthropically. They reveal this through the questions they ask, the advice they give, and when their eyes light up. Once you learn what they want to bring to the partnership, you know how you can connect the priorities of your organization to their goals. Said another way, you can find the intersection where their passion meets your priorities, resulting in more meaningful philanthropy.

Key insight: Building bridges in philanthropy is about more than just securing funds; it's about creating lasting relationships based on trust, communication, and shared goals. By listening to your donors, understanding their passions, and involving them in meaningful ways, you can create partnerships that not only support your organization but also fulfill the donors' philanthropic visions.

Reflection: How often do you seek advice from your donors? How does their input shape your fundraising strategies and organizational priorities?