NXT: Development Manager
Jess Straub, Development & Sponsorship Manager at Nottingham Playhouse, shared her unique career trajectory and the pivotal moments that got her where she is today. She broke down what it’s really like to work in development and fundraising in the cultural sector, and the key skills involved.
1) Strategic Corporate Networking
Developing strong corporate networks requires actively seeking out relevant events and leveraging LinkedIn to see where peers are engaging. Confidence-building tactics, like "finding the most intimidating person in the room" and speaking with them first, can make approaching others easier.
2) Mastering the Art of Subtle Stalking
A surprising but effective part of the role involves a light “internet stalk” to gather key personal details about potential contacts—followed by “pretending you’ve forgotten absolutely everything” in face-to-face interactions. This allows for natural conversation if personal topics arise, making it easier to connect authentically.
3) Genuine Follow-Up:
After events, taking quick notes on interactions is essential for keeping track of relationships and sending personal follow-ups. "It’s not inauthentic to set yourself a little reminder" to reach out with a thoughtful message, helping to strengthen connections.
4) Tailoring Pitches:
When pitching to corporate sponsors, it's crucial to highlight not only the value of the project but also specific benefits for them, as "corporate budgets decrease" and ROI expectations grow. Showing how their support leads to “brand visibility”can make the pitch more appealing.
5) Goal-Oriented Work Days:
Fundraising roles in the arts are highly varied and can be organized around different tasks by day. For example, Mondays are reserved for corporate outreach to "get it over with," while other days focus on trusts or events, keeping the week structured and manageable and get the most difficult projects done first.