Confession #3, I Hide Behind My Email!

In this series, entitled "Confessions of a Development Director," I share with you emails between real-life development directors and me about the struggles they don't want their boss to know they have. My email inbox is a safe place where fundraising professionals can ask the questions they need to without shame or judgment AND get the answers. If you would like to make a confession and/or ask a question – email me at: kevin@thenonprofitpeople.org. Identities are, as always, confidential.

The Confession: 

I took a Development Director role in 2024 after working as a grants manager. It was a big step up, and as an introvert, I was scared of the parts of the job that required me to be visible—talking to donors, asking for money, putting myself out there. I told myself I’d figure it out.

But....I hide behind email. I stay busy, meet expectations, and hit goals that aren’t very ambitious. On paper, things look fine. My job feels secure, but I'm not doing what I should be and the organization isn't growing.

I want to do better. I want to learn, stretch, and raise more money. But the fear of rocking the boat keeps me stuck, refreshing my inbox instead of having real conversations. I just don’t know how to start. I want to grow but the fear of rocking the boat is killing me. How do I get started? 

Joe (Syracuse, NY)

Kevin's Response: 

Wow—your level of self-awareness is impressive. Recognizing that you’re doing the bare minimum and still wanting to grow as a nonprofit professional is a powerful first step. Many nonprofit leaders feel stuck in maintenance mode, especially when donor engagement and fundraising feel overwhelming. The good news? Growth doesn’t start with perfection—it starts with momentum.

The best advice I can give is simple: break the inertia and take action.

For me, that often means forcing myself to start. Think about going back to the gym after a long break. Getting through the door the first time feels impossible. It’s uncomfortable, frustrating, and honestly unpleasant. But after a few weeks of consistent effort—showing up three times a week and making better choices—it flips. Suddenly, not going to the gym feels worse than going. The habit takes over.

Fundraising and donor relations work the same way.

It doesn’t matter exactly what you do at first—it matters that you show up consistently. Some days will feel productive; others won’t. But after enough repetition, you’ll find your rhythm and wonder why you ever avoided it.

How to Get Out From Behind Your Email

If you’re spending too much time fundraising from behind a screen, start with activities that create real donor connection. Just like healthy eating, there are “better” strategies—but consistency matters more than picking the perfect one.

Start with what feels easiest and build from there.

For many nonprofit fundraisers, the path of least resistance is the phone. “Smile and dial” may sound outdated, but phone calls remain one of the most effective donor stewardship tools available.

Here’s how to start:

• Call every donor as soon as they give.

• Thank them genuinely.

• Ask what inspired their gift.

• Ask five simple questions to learn more about them—and then listen.

  
  

No New Donors? Start With Who You Have

If your nonprofit doesn’t have a steady flow of new donors, run a report of donors from the past one to three years. Commit to making five donor calls per day. It doesn’t matter how you organize the list—alphabetical, last gift date, lifetime giving, or gift amount. Choose a method and stick with it.

Most calls will go to voicemail—and that’s a good thing. Leave a warm thank-you message. You’re still strengthening donor relationships. Some donors will call you back, and incoming calls are often easier than outgoing ones. Either way, you’re making progress.

Don’t get stuck overthinking strategy. Action creates clarity, and consistent donor outreach will always move the needle.

Ready to Level Up? Create Accountability

If you want to push yourself further, schedule a virtual donor event. Choose a mission-aligned topic and invite a speaker so the spotlight isn’t solely on you. Once it’s on the calendar, commit—no canceling.

After the event:

• Follow up with attendees via phone.

• Thank them personally.

• Ask if they’d be willing to host a small gathering with like-minded friends.

• Or meet a small group at a coffeehouse and reserve a table.

  
  

Now you’re building warm referrals and expanding your donor community organically.

Finally, remember this: many nonprofit professionals need accountability to grow—especially when fundraising feels uncomfortable. That’s completely normal.

If you’re feeling stuck, consider scheduling a complimentary call with one of our mentors at Thenonprofitpeople.org. Having a mentor and accountability partner can be the catalyst that helps you move from stalled to confident, consistent, and effective in your fundraising efforts.

You don’t need to do everything at once. You just need to start—and keep showing up.