Business Development, Fundraising, and Asking for $$

Convincing other people to give you money is a special gift. It's a gift I clearly don't have. It's probably why I got peanuts as an allowance as a kid, and why it took me almost two years to have the courage to lay out the case to my boss for a pay raise. It's best not to think of all the money I didn't earn dueo to my inability to just ask for it.

That weakness is now challenging me in not one but three different important aspects of my life. First, and ironically right now the least important to me, is career-wise. I say least important, because it's the one that I have the least ability to affect right now, so I don't spend a lot of time worrying over it. My firm's career model is such that to make the leap from Associate to Senior Associate you absolutely have to have a "business case". That is, you have to know how to do business development, and in fact already have done quite a bit of it such that you are responsible for a team of more than just a few people generating more than a few million dollars in revenue. All well and good for those who are great at it. Not so much for those of us deemed high performing in functional delivery, but lacking in that ability to approach the client to produce new revenue streams. In theory, the firm is apparently considering revising the people model, as its called, because they're starting to lose some of us to the government and other firms because there's essentially a ceiling to advancement -- both for those of us lacking that skill, but also because there's only so much space in the client environments and not everyone can have their own business. You need some people to actual do the actual work of delivering services!

Anyway, so that's the first area. Second now is Girls on the Run. In addition to the normal effort to gain sponsorship for the race, the Board acknowledges that this year is the right time to undertake a concerted fundraising effort to help the organization continue to grow at its currently accelerating rate. Our Race Director does a fantastic job of getting race sponsorship, but the Board will be taking, I believe, a larger role in the broader fundraising effort. I'm committed to this program, and as a result, in my current role absolutely need to learn and be comfortable with approaching individuals and businesses and advocating on behalf of Girls on the Run of Northern Virginia. We've identified this as one of our top three priorities for the next 12months, and as president, my active participation and leadership in this is critical.

And finally, as it relates to triathlon, there's the whole coaching thing. Friends and family are convinced that I could actually make some money if I wanted to register Tri for Joy as a business. Yet, I continue to feel as if there's so much I need to learn, what's a fair and appropriate amount to charge people for the expertise I already have? At what point do I feel as though I'd be giving folks their money's worth? And, of course, the challenge of not wanting to charge those same friends and family. So do I charge friends of friends? Do I advertise and charge those strangers who approach me? Again, my reticence to place monetary value on my worth, or the worth of organizations important to me (GOTR, my firm, my nascent coaching "business") means dollars I'm losing every day.

How do people do it? I'm impressed by those in sales as a career. Pharmaceutical sales, computer sales, wine sales...just to name things that friends do for a living. It's a skill I'm learning, like so many others these days, because it's just too important not to.