If the term "steward" only has meaning for you when it comes to ordering wine, keep reading. 

Whether you're a board member, executive director, development director, or other staff, you have a role to play in fundraising, and often this role calls on you to be a steward for your organization.

But What is Stewardship?
Simply put, it's nurturing the relationships with organizational friends and donors with the goal of strengthening the commitment that they have. Stewardship is critical to success and sustainability.

But too often we're stewards only when there's something we need, so we only build relationships with potential supporters in preparation for the big ask. Once the help has arrived, we're on to the next thing. Given how overloaded and under-resourced our organizations are, this is totally understandable. But what we miss when we forget to be stewards is that the people who can help us most are often those we already know, and that just because someone helped us once doesn't mean they are a lower priority than new potential donors.

An easy way for me to think about being a good steward is to think about what is means to be a bad steward. Let’s say Goofus and Gallant are Federation members, and Goofus is the “bad steward” and Gallant is the “good steward.”

• Goofus gets a major gift and sends a computer generated thank you.
• Gallant calls the donor AND sends a handwritten thank you card.

• Goofus has a high profile supporter come to their event and is surprised when they don't show up the following year. Oh well!
• Gallant spends time talking to the donor at the event, makes sure to introduce the person to others from the organization, and follows up afterward. Next year, Gallant makes a point of inviting the person back personally, and seats them at a table with other influential people.

• Goofus' organization has difficulties and hopes that no one will notice.
• Gallant is honest about difficulties but takes the opportunity to share what they are doing to address the situation and what kind of help would be useful. Donors feel invested in this organization, like insiders.

• Goofus attends community events and doesn't go out of their way to approach organizational supporters.
• Gallant makes a point of greeting people engaged with their organization and checks in about what's new with them and how they are doing. Gallant can do this because Gallant makes notes after donor contacts in a database that can be accessed from a SmartPhone at the event.

Just in the past six months I've seen some examples of stewardship that are praiseworthy and others that are unconscionable. What I have learned is:

1. Be Honest. If your organization is struggling, financially or otherwise, let your major donors know and tell them what you’re doing about it. Not only will they maintain their trust in you for being truthful about your precarious situation, they may even offer to jump in and help.
2. Reach Out. Instead of letting major donors find out about a possible legal investigation on the news, be the first to tell them what is happening, and explain how the organization is responding.
3. Listen. When faced with telling your donors about an unfortunate situation your organization may be in, listen to the donor's concerns - they may be able to offer you advice in how to move forward.

The key here is relationships. Building real relationships takes time in the short run and saves it in the long run. The people most likely to become major donors are the people who already are your donors, volunteers, and supporters. Once they're involved, don't forget them. Instead, treat them like family, because that's who they are. You will reap the rewards.

Here are some resources I’ve found to be helpful:
http://www.thefundraisingauthority.com/donor-cultivation/are-you-stewarding-your-donors/
http://www.classy.org/blog/donor-stewardship-how-to-stop-losing-your-donors/