AFP Member Spotlight: Shannon Foucault, MBA, CFRE

AFP Member Spotlights are a recurring series of interviews with AFP members, highlighting the unique individuals and career paths that exist within the fundraising profession. If you know an inspiring fundraising professional who deserves to be featured, please email afpmarcom@afpglobal.org. 

In this member spotlight, we interviewed Shannon Foucault, MBA, CFRE, development director at California Rangeland Trust. She shares with us how to be a strategic partner for your organization and prioritize work that is going to advance your organization’s mission. 

Q: How did you start your career in the fundraising profession and what led you there?
A: I was blessed to begin my career while still in college. I had a summer internship at a museum where the education department’s budget had been cut severely. I learned there were people who controlled funds, and people on the front lines with brilliant ideas, and they didn’t speak the same language. They needed a translator. I returned to college that fall searching for a solution and discovered development. I took a work-study position at the art museum with my initial plan of learning the language. Later, I earned my MBA at the recommendation of my internship supervisor, still thinking I would eventually return to museum education.

I started in special events, then corporate giving, later adding foundation and government grants, then running a capital campaign with donors at all levels. Along the way, I realized I had fallen in love with fundraising and decided to commit to my career. Now I am privileged to combine all that experience as development director at California Rangeland Trust.

Q: When and why did you decide to become an AFP member?
A: Remember, it took me time to fall in love with fundraising and accept it as my path. I officially joined AFP five years into my career to celebrate my commitment to being a professional fundraiser. At ten years, I celebrated by earning my CFRE.

Q: Are you doing anything innovative at your organization (or a past organization) that you think other fundraisers could benefit from?
A: Be a strategic partner for your organization. Sometimes this means deciding what things you can let go. I make time to pay attention. I listen to donors and constituents and share their thoughts and concerns with my team. I am constantly reading, attending trainings, and conversing with peers to understand the challenges and opportunities within our approaches. And I make adjustments to help keep us moving forward, staying flexible and pivoting when necessary. I know it’s hard to find time for this when you’re a small shop; trying to do it all ended up with me in the hospital. I had to learn to let some things go. Now I will miss a foundation deadline to visit with supporters and partners who can lead us to higher successes. It takes tough decisions to stay relevant and present with the needs of your cause, so you can pursue the funding goals your organization needs. As a strategic partner, you can justify those decisions.

Q: What is your favorite word? (only one word) How has this word influenced or inspired your career?
A: Love. I realized this while doing the values work of Brene Brown. Love guides everything I do, at home and at the office and out in the world. Love for people, for culture, for land, for differences, for learning, for being engaged. By coming from a place of love, with curiosity and humility, I gain the trust of those around me. As an introvert, that’s key in my fundraising efforts!

Q: What professional accomplishment are you most proud of?
A: There are accomplishments for which I am deeply proud at each of the jobs I’ve held, but as a development director, I have the greatest pride when I bring someone new to the profession. Last year, when I couldn’t find an experienced candidate for a mid-level management position, my CEO gave me permission to hire outside of the field and cover their training expenses. I jumped at the opportunity and have a strong person in that role now, who has recently joined AFP!

Q: How has being an AFP member and participating in the AFP affinity groups benefitted you in your career?
A: Early in my career, I took every free training opportunity offered by AFP (and the Foundation Center). This was so important as a new professional whose organization didn’t pay for professional development. Affinity groups in those early years gave me access to peers going through similar learning and growth challenges.

Later, it was AFP’s mentorship program that pushed me forward. I had two great mentors, one of whom gave me the advice I needed to pursue a director position. It was at a time that I wasn’t feeling empowered as a woman, which filtered into my confidence as a professional. The key was recognizing how great my peers are, and that I can reach out to them for guidance anytime I feel stuck or uncertain. The rest was recognizing what I wanted for myself and going for it.

Q: In your opinion, what is the biggest challenge facing the nonprofit fundraising profession today?
A: A shortage of candidates. I remember when I was trying to break from entry-level into mid-level roles, there were so few opportunities. Now I feel there are more opportunities, but no applicants. Fundraising burnout affects every level, not just the directors. Those who would be our future fundraising leaders aren’t getting to see how great this profession is. 

It’s especially hard in the environmental field. There are so few professional fundraisers at environmental orgs, and yet we identify the climate as one of the top issues that we should be addressing today. AFP doesn’t even have an environmental affinity group (which I would love to see change!) Most environmental organizations don’t have development staff. At industry conferences, I am inundated by front-line staff telling me they’ve been tasked with fundraising and don’t know where to begin.

National giving reports always show environmental dollars at the bottom, yet when all other areas of giving are down, we’re up! We get to give people hope. There is so much more funding that could be coming to advance these causes, if we only had the professionals working together to bring them to light. Imagine what we could accomplish then!

Q: What advice do you have for other fundraising professionals, or people interested in getting into the field?
A: For newcomers, you should know that your peers are so giving. We engage at the level of abundance, not scarcity, which means you can come to us for guidance and we’ll share our experiences, our challenges, and even our templates! Whenever I start to feel the weight of the world, I can reach out to them for help, or as a friend. “Competition” is a word we simply don’t have time for.

For my colleagues, please remember that you are more than a fundraiser. You are a vital strategic partner for your organization! And we must build the trust needed so we can take those reins. At the California Rangeland Trust, I worked to gain the trust of my leadership and board, and have been able to participate at a strategic level. This gives me room to set my team’s goals based on real information, while thoughtfully stretching toward organizational growth.

It’s not easy, but it is rewarding. I’ve been bullied and taken for granted over my career, but I’m glad I persevered. Remember that they need us, that we have valuable front-line information and experience to contribute, and that burnout doesn’t help our shared mission. Be assertive, there can be so much joy in fundraising!