NYC Chapter Member-in-Focus: Fundraiser Toni Levi Shares Why Asking for Money is Only 10% of the Job.
Chapter Leadership Brief 8.23.24
Meet Toni Levi, a new Board Member for the AFP NYC chapter and the Director of Development at the ICSC Foundation. There, she raises funds to build the next generation of talent in the retail real estate industry. Toni says, “What I love most about my work is connecting with people. It ultimately led me to pursue a career in fundraising.” Toni believes a career in fundraising is more rewarding than anything she could ever have imagined.
1. What is something that surprised you about fundraising?
Very early in my career, I assumed that I would be asking people for money all day every day. But asking for money is only 10% of what I do. Most of my time is spent building relationships with donors, prospects, and leadership, creating strategic plans, writing, researching, budgeting, liaising with internal staff, and the million other tasks that come with working at a nonprofit. In every aspect of my work, laying the groundwork and developing trust is the most essential element in fundraising with both internal and external stakeholders.
2. How do you ensure that your supporters and prospects understand the mission and values of your organization?
A donor or prospect might not remember what was said at a meeting, but they will remember how they felt. Storytelling is a crucial skill for a frontline fundraiser. It is my job to make sure people care. I’ve found that creating personal connections to an organization’s history or work combined with compelling statistics is a good recipe for success.
It’s important to listen critically and record everything appropriately. I approach fundraising through a lens of transparency and discretion. It’s a delicate balance: capturing the data needed while respecting a donor’s privacy and confidentiality.
3. What advice would you give to someone who is interested in pursuing a career in fundraising?
Network and build connections as often as you can. The professionals who have served as my mentors have been the most valuable resource throughout my career. A good mentor can help find solutions to fundraising challenges, provide an unbiased outsider’s perspective to internal roadblocks, give critical feedback, and support career transitions in ways no one else can.
It can be intimidating starting out, but there are lots of resources available! Attend AFP events and speak to as many people as possible. See if friends in the field would be open to setting up informational interviews. Ask lots of questions. Don’t be afraid to reach out cold or see if a distant contact would be open to making an introduction. Many fundraising leaders build relationships for a living and will be thrilled to connect to an eager emerging leader!
4. How do you balance the demands of your job with outside obligations?
As a working parent, time management has never been more important. I try to stay present in meetings, block out time on my calendar for work that requires full focus, and set realistic expectations. It also helps to work for an organization with a culture that aligns with my values. There are so many working parents in fundraising. Past and current colleagues have been wonderful resources: navigating the transition back to work after parental leave, juggling parenthood and showing up fully to work, hearing how others have been successful, celebrating wins.
5. What types of initiatives or support systems does AFP offer for new fundraisers?
AFP offers fantastic, structured ways to connect with other professionals.
The mentorship program pairs seasoned industry professionals with those newer to the field. Through bi-monthly meetings and with the expectation to meet for 6 months, the mentorship program is a great way to grow your knowledge base, ask for guidance in a safe space, and set strategic personal goals for career growth.
At Fundraising Day New York, Flash Coaching: industry professionals connect for 20-minute discussions. During this past Fundraising Day, I had the opportunity to speak with and learn from professionals who were thinking about next steps in their current roles, career pivots, and I even had a brainstorming session for new creative fundraising ideas.