“I Love What I Do”: Origin Story with Jill McNally

This month, we asked Jill McNally, Director of Stewardship and Development at the Diocese of Madison, if she would share her story and the lessons she has learned along the way. We hope her story motivates and encourages you.

1) What inspired you to become a fundraiser?
“I love working with people. I love hearing the stories of their lives and what motivates them to make a difference in the world. Whether they’ve come through hard times or experienced amazing success, each person has a unique reason to give back.

Their passion and willingness to share their time, talent, or treasure is always inspiring. It’s why I love what I do. There is tremendous joy in sharing the organization’s needs with a donor and watching them respond and fulfill their philanthropic goals.”

2) Were you always interested in fundraising?
“Like many people, I didn’t start my career in fundraising. As I started working in the nonprofit world, fundraising found me. That was 20 years ago. I enjoy the creativity inherent in planning donor meetings and proposals. Each meeting requires you to think ‘outside-the-box’ and tailor your case to fit the donor’s needs.”

3) What is the most fulfilling part of your job?
“As you know, fundraising is all about relationships. And over the years, I’ve been blessed to develop some very close friendships with my donors. I love sharing life with them and learning about their lives —  their children,  grandchildren, and their accomplishments. Since we’ve “grown older” together, I’ve had the honor of sharing many of the good times and being there for them when they’ve gone through the hard times. I consider my donors part of my family.”

4) What are your future career goals?
“I’m nearing the end of my professional career — retirement is in sight. But before that happens, I want to make sure that my staff have the skills and knowledge to fulfill their personal goals and continue the organization’s mission. My focus has shifted from personal development to more of a mentorship role. 

I want to share my institutional knowledge and expertise with the up-and-coming fundraising professionals. My hope is to mentor my replacement, so the transition is as seamless as possible for the donors and the organization.

“At this point in my career, I also want to help others in the nonprofit sector. Recently, I’ve had the opportunity to join AFP-Greater Madison’s mentorship program. It’s so rewarding to work with individuals who want to grow. They have a passion for development and fundraising and want to take their career to the next level. Often, they need someone outside of their organization who has real-world experience to help them along their path to success. 

I can see myself working in a mentorship role until the end of my formal career and maybe for a while after retirement.”

5) If you could share one piece of advice or the most compelling lesson you've learned during your fundraising career, what would that be?

“Be open-minded and think outside the box. Fundraising as a profession requires personalization, whether you segment a mass mailing or create a customized proposal for a donor. Each donor is passionate about something different. And not every donor is a perfect fit for your organization — and that’s okay.

Always be grateful that you’ve had the opportunity and pleasure of meeting someone new. Follow up with a thank you and appreciate the time they’ve shared with you — even if it doesn’t produce a donation.”

6) What do you wish you had known when you started as a professional fundraiser? 

“There are a few things that I wish I had realized earlier.

“The first and probably the most memorable is that it’s okay if someone says ‘No’ to your face. You never forget the first time that happens. I would tell my younger self that a ‘No’ is not a sign of failure; it’s a normal part of fundraising. And it’s one of the hardest lessons to learn when development professionals begin face-to-face meetings. You’ll not always walk away from every donor meeting with a monetary gift, but you will walk away with a new acquaintance. And once you get your first ‘Yes,’ it is that much sweeter.

“The second thing that I wished I’d known is that the donor is already interested in what you are doing. The opportunity you present may not be a perfect fit for the donor right now, but that doesn’t mean they are not engaged. They have taken time from their busy life to share their time with you — that in and of itself is a blessing.

“And finally, I have to say a few words about the importance of being an active listener. Be prepared with conversational questions that help you learn what is important to the donor but let the conversation flow naturally. You’ll want to follow up with questions that encourage your donor to share more without making them feel like they are on trial. And then, always, always listen. You can always learn something from each meeting you have.

“Adding meeting notes to the donor’s record while they are fresh in your mind will prove extremely helpful when you prepare for the next meeting. Each meeting helps you know the donor better and gives you a sense of the opportunity that is right for them.”

Thank you to Jill McNally for taking the time to share her story with us this month.

Jill is part of AFP Greater Madison’s mentorship program. This year-long program gives seasoned professionals and those new to fundraising the chance to build a meaningful relationship that will last long after their mentor program ends. To learn more, visit https://www.afpmadison.org/mentorship-program

Our goal is to share the personal stories of fundraisers in the greater Madison area. If you’d like to share your story, please reach out to AFP Greater Madison’s Communications Committee Chair, Max Nguyen at mnguyen@edgewood.edu.