Strategic Growth: How Donors of Color Network Expanded Its Pacific Northwest Presence

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Executive Summary

Membership-based organizations thrive when they can identify, engage, and cultivate relationships with prospective members who align with their mission and values. The Donors of Color Network (DOCN), dedicated to increasing philanthropic resources and influence for communities of color, recognized significant growth potential in the Pacific Northwest but lacked the regional intelligence and strategic approach needed to capitalize on this opportunity. LRDG provided research, strategic guidance, and relationship facilitation that positioned DOCN to meaningfully expand its Pacific Northwest membership ahead of its 2024 convening.

The Challenge

DOCN had built a strong national network of philanthropists of color committed to transforming charitable giving and increasing resources for communities of color. However, the organization recognized that its Pacific Northwest presence didn't reflect the region's potential.

Regional Growth Opportunity: The Pacific Northwest—encompassing Washington, Oregon, and surrounding areas—had strong potential for DOCN membership growth. The region has significant philanthropic activity, growing communities of color, and values alignment with DOCN's mission. However, DOCN's engagement in the region was limited relative to this potential.

Limited Understanding of Past Engagement: DOCN didn't have comprehensive understanding of who from the Pacific Northwest had participated in past convenings, events, or activities. Without clear picture of historical engagement, it was difficult to identify patterns, understand what had or hadn't worked, and build strategically on past connections.

Outreach Gap Analysis: The organization lacked systematic analysis of gaps in its regional outreach. Were there segments of the Pacific Northwest philanthropic community they hadn't reached? Particular cities or communities underrepresented in DOCN's network? Types of philanthropists they were missing?

Prospective Member Identification Challenge: DOCN needed to identify qualified prospective members who met specific criteria—philanthropists of color in the Pacific Northwest with capacity, interest, and values alignment with DOCN's mission. However, identifying these individuals required regional knowledge, philanthropic networks, and research capacity that DOCN didn't have readily available.

Criteria Alignment Uncertainty: Not every philanthropist of color would be appropriate fit for DOCN membership. The organization needed prospects who met particular criteria around giving level, engagement with communities of color, leadership potential, and alignment with DOCN's approach to philanthropy. Vetting prospects against these criteria required time and expertise.

Strategic Outreach Planning: Beyond simply having names, DOCN needed strategic guidance on how to approach prospective members effectively. What messages would resonate? Who should make introductions? How could DOCN differentiate itself and communicate value proposition compellingly?

Relationship Cultivation: Membership development isn't transactional—it requires relationship cultivation over time. DOCN needed not just to identify prospects but to begin building authentic relationships that could lead to meaningful engagement and eventual membership.

Timeline Pressure: DOCN's 2024 membership retreat was approaching, creating natural deadline and opportunity. Bringing new Pacific Northwest members to the convening could deepen their engagement and integration into the network, but this required moving quickly to identify, reach, and cultivate prospects.

The fundamental challenge was: How could DOCN strategically expand its Pacific Northwest membership by identifying qualified prospects, understanding the regional landscape, and building relationships that would lead to meaningful engagement—all within the timeline to impact its 2024 convening?

The Solution

LRDG provided comprehensive research, strategic analysis, and relationship facilitation that addressed both information gaps and actionable pathways for membership expansion.

Regional Landscape Research and Analysis

LRDG began with thorough research to understand DOCN's current Pacific Northwest footprint and identify opportunities for growth.

Historical Participation Analysis: LRDG analyzed past DOCN convenings, events, and activities to identify who from the Pacific Northwest had participated historically. This analysis revealed:

• Which individuals and organizations had engaged with DOCN previously

• Patterns in participation—what had attracted Pacific Northwest philanthropists

• Gaps in representation—geographic areas, types of philanthropists, or communities underrepresented

• Potential for re-engagement with past participants who had become less active

Philanthropic Landscape Mapping: LRDG conducted research on the broader Pacific Northwest philanthropic landscape, identifying:

• Major philanthropists of color in the region

• Emerging philanthropic leaders

• Family foundations, donor-advised funds, and giving circles led by people of color

• Community foundation programs and affinity groups relevant to DOCN's mission

• Philanthropic networks and convenings where prospective members gathered

Gap Analysis: By comparing DOCN's current engagement with the broader landscape, LRDG identified specific gaps and opportunities:

• Geographic areas with philanthropic activity but limited DOCN presence

• Segments of the philanthropic community DOCN hadn't reached effectively

• Types of giving or philanthropic approaches underrepresented in DOCN's Pacific Northwest network

Qualified Prospect Identification and Vetting

With landscape understanding established, LRDG moved to identifying and vetting specific prospective members.

Prospect Research: Using multiple sources—philanthropic databases, foundation listings, news coverage, community networks, and regional expertise—LRDG identified philanthropists of color in the Pacific Northwest who might align with DOCN's membership criteria.

Criteria Assessment: For each potential prospect, LRDG assessed alignment with DOCN's membership criteria, including:

• Giving capacity and philanthropic engagement level

• Commitment to communities of color and racial equity

• Leadership potential and influence in philanthropic spaces

• Values alignment with DOCN's approach and mission

• Geographic location and connection to Pacific Northwest communities

• Likelihood of active engagement if they became members

Curated List Development: Through this rigorous vetting process, LRDG curated a prioritized list of 25 prospective members who represented strong potential fits for DOCN. This wasn't simply a long list of names but a strategic, vetted selection of high-potential prospects.

Background Intelligence: For each prospect on the curated list, LRDG provided DOCN with relevant background information:

• Current philanthropic priorities and giving patterns

• Professional background and community connections

• Previous interaction with DOCN or awareness of the organization

• Potential entry points for engagement

• Relationship pathways—mutual connections or introduction opportunities

  
  

Strategic Outreach Guidance

Identifying prospects was only the first step. LRDG provided strategic guidance on how to engage them effectively.

Tailored Outreach Recommendations: For different segments of the prospect list, LRDG developed tailored recommendations for outreach approaches, recognizing that different prospects would respond to different strategies.

Messaging Development: LRDG helped DOCN craft compelling messaging that would resonate with Pacific Northwest philanthropists, articulating DOCN's value proposition in ways that addressed regional context and priorities.

Introduction Facilitation: Where LRDG or LRDG's networks had existing relationships with prospects, they facilitated warm introductions, significantly increasing likelihood of positive response compared to cold outreach.

Engagement Sequencing: LRDG advised on appropriate sequencing for engagement—distinguishing between prospects ready for immediate membership conversation versus those requiring longer relationship cultivation.

2024 Convening Integration: Strategic guidance specifically addressed how to position the 2024 membership retreat as engagement opportunity for new Pacific Northwest prospects, using the convening as catalyst for deeper involvement.

Ongoing Strategic Partnership

Beyond the initial research and prospect identification, LRDG maintained ongoing strategic partnership with DOCN.

Regular Strategic Meetings: LRDG participated in regular meetings with DOCN leadership to discuss Pacific Northwest strategy, provide updates on outreach efforts, troubleshoot challenges, and refine approaches based on results.

Responsive Support: As DOCN engaged with prospects and questions or opportunities arose, LRDG provided responsive support—additional research, strategic counsel, or relationship facilitation as needed.

Regional Connector Role: LRDG served as regional connector, leveraging Pacific Northwest networks and relationships on DOCN's behalf and helping the organization navigate regional philanthropic culture and dynamics.

Progress Tracking: LRDG helped DOCN track progress in Pacific Northwest engagement—which prospects had been contacted, responses received, relationships advancing, and conversion to membership or deeper engagement.

The Impact

Through this strategic partnership, DOCN significantly strengthened its Pacific Northwest presence and membership pipeline.

Comprehensive Regional Understanding: DOCN gained clear picture of its historical Pacific Northwest engagement and current landscape, moving from limited regional intelligence to strategic understanding of opportunities and gaps.

Vetted Prospect Pipeline: The curated list of 25 qualified prospective members provided DOCN with concrete, actionable pipeline for Pacific Northwest growth. Rather than wondering who to reach, DOCN had specific individuals to engage strategically.

Strategic Outreach Capability: Tailored recommendations and messaging guidance equipped DOCN to approach prospects effectively, increasing likelihood of positive response and meaningful engagement.

Facilitated Connections: LRDG's introduction facilitation created warm pathways to prospects, significantly improving access and initial conversations compared to cold outreach.

Enhanced Regional Relationships: Through LRDG's connector role and strategic guidance, DOCN deepened relationships with Pacific Northwest philanthropic community, building foundation for sustained engagement beyond immediate membership recruitment.

2024 Convening Positioning: DOCN entered its 2024 membership retreat with strengthened Pacific Northwest presence and prospects actively cultivated for participation, maximizing the convening's potential as engagement and integration opportunity.

Replicable Framework: The approach LRDG developed with DOCN for Pacific Northwest expansion created framework the organization could adapt for strategic growth in other regions.

Ongoing Strategic Capacity: Regular strategic meetings and partnership built DOCN's capacity for strategic membership development, not just producing short-term results but strengthening long-term capabilities.

Critical Lessons Learned

DOCN's Pacific Northwest expansion experience offers important insights for membership organizations pursuing strategic growth:

Regional intelligence is prerequisite for strategic expansion. Understanding historical engagement, current landscape, and specific gaps enables targeted, effective growth rather than scattered outreach hoping something works.

Quality over quantity in prospect identification. A curated list of 25 well-vetted prospects is more valuable than hundreds of names requiring time-consuming qualification. Strategic vetting focuses effort where it's most likely to yield results.

Criteria clarity focuses effort effectively. Clear membership criteria allowed efficient assessment of which prospects were worth pursuing versus those unlikely to align, preventing wasted outreach effort.

Warm introductions dramatically improve response. Facilitated introductions through trusted connectors like LRDG generated higher response rates and better initial conversations than cold outreach.

Regional connectors accelerate expansion. Partners with regional expertise and networks can accelerate growth in ways national organizations pursuing expansion alone cannot match.

Strategic guidance enhances conversion. Research and prospect lists are valuable, but strategic guidance on how to approach prospects, what messages resonate, and how to sequence engagement significantly improves conversion to meaningful relationships.

Convenings catalyze deeper engagement. Using the 2024 membership retreat as strategic opportunity for Pacific Northwest prospect cultivation created natural engagement pathway beyond abstract membership conversation.

Ongoing partnership sustains momentum. One-time research delivers information but ongoing strategic partnership sustains momentum, provides responsive support, and adapts approach based on results.

Membership development is relationship building. The most effective approach wasn't transactional recruitment but authentic relationship cultivation aligned with prospects' interests and DOCN's mission.

Looking Forward

DOCN's Pacific Northwest expansion work demonstrates that strategic membership growth requires more than desire to expand—it demands regional intelligence, prospect vetting, strategic outreach, relationship facilitation, and sustained partnership to convert opportunities into meaningful engagement.

The foundation LRDG helped establish—comprehensive regional understanding, vetted prospect pipeline, outreach strategies, and facilitated connections—positions DOCN for sustained Pacific Northwest growth beyond the immediate 2024 convening focus. As prospects convert to members and those members integrate into DOCN's network, they themselves become connectors to additional Pacific Northwest philanthropists, creating organic expansion built on authentic relationships.

For membership organizations pursuing geographic expansion or seeking to deepen presence in specific regions, DOCN's experience illustrates the value of strategic partnership with regional experts who can provide intelligence, access, and guidance that accelerates growth while ensuring quality and mission alignment.