The Stache Says

Let’s be honest—networking isn’t everyone’s favorite activity. For many nonprofit professionals, it can feel awkward, forced, or even like a waste of time. But here’s the reality: your ability to work a room directly impacts your organization’s success. Whether you’re looking for donors, sponsors, or key connections, networking is a necessary skill. And like any skill, it can be mastered. Floros & Associates recently hosted a number of nonprofit CEOs, who are members of our Philotimo Executive Sessions, at the San Diego Regional Chamber of Commerce’s annual gala—in my mind, one of the biggest networking events of the year. Some are seasoned pros, but a few weren’t as comfortable in that setting. So, I gave them a few simple, no-nonsense tips to make the most of the evening. And now, I’m sharing them with you. 1. Dress the Part Professional—not formal, not cocktail. This isn’t a wedding, and it’s not casual Friday. Many attendees are coming straight from work, so aim for sharp, polished, and confident. First impressions matter. 2. Timing is Everything The first 80 minutes of a networking event are your prime hunting time. Show up on time! Walking in late is a missed opportunity to connect when people are fresh and eager to meet others. 3. You’re Here to Network, Not Eat Most of these events serve food buffet-style during the reception. Pro tip: eat a late, heavy lunch so you’re not distracted by the food. Grab a plate right before the doors open for the program portion, but remember—you’re there to make connections, not to indulge in a three-course meal. 4. Bring Business Cards and Work the Room Don’t get stuck in long conversations with just a few people. You’re here to make connections, not have a deep dive over sliders and pasta. That said, if you’ve got a “big fish” on the line, trust your instincts and spend the time needed to make a solid connection. If you’re not a comfortable networker, no problem—find a buddy who is, or stick with me (I’ll introduce you around). 5. Have Your Ask Ready This is just the first date—you’re not closing any deals here. What’s your next step? A coffee meeting? A tour of your facility? Have a clear and simple call to action so that the conversation leads somewhere. 6. Get Their Info & Follow Up If you don’t follow up, you just wasted your time. Get their contact info and connect within a day or two. No needy, desperate emails—just a simple LinkedIn connection and a quick follow-up to confirm your next step. 7. Stick Around for the After-Event Networking Some of the best conversations happen at the bar afterward. Many people head there once the main event wraps up, so if you didn’t get to talk to someone earlier, this is your second chance. 8. Stake Out the Exit Here’s a trick I learned years ago: stand near the exit with your development director and casually chat. A lot of people will have to pass by you. If there’s someone you didn’t get a chance to connect with earlier, this is a great opportunity to grab a quick moment with them before they leave. 9. Master the Soft Sell No one likes the pushy nonprofit person who won’t stop talking about their cause. Your job is to tell your story in a compelling way without overwhelming them with details. Keep it high-level and leave them wanting more. 10. Understand the Corporate Mindset Corporate donors and sponsors don’t give just because you have a great cause—there are 17,000 nonprofits in San Diego County alone. They need to see the ROI. Figure out how you can help them succeed, look good, and meet their goals. 11. Always Play the Long Game Networking is about relationships, not transactions. This is just the first step in building something meaningful. Whether you’re meeting someone for the first time or deepening an existing connection, make sure you leave a strong impression and set the stage for the next conversation. Forging long-term funding relationships based on a mutually beneficial partnership are essential to building your organization and key to your success. At the end of the day, networking isn’t about schmoozing—it’s about connection. The more you refine your approach, the more natural it will feel. So, suit up, show up, and make the most of every opportunity. Happy hunting! Onward and upward! PS: If you or your nonprofit could use strategic guidance to elevate your networking, fundraising, or partnerships, let’s talk. Email me at Jim@FlorosAssociates.com to set up a quick call—We would love to help you take your career or organization to the next level.

Are you going to be that three-year and out, or the 31-year CEO that has to be gently asked to leave or nudged to retire? CEOs do have a shelf life. If you are a cutting-edge, push-hard, calculated risk-taker, then your expiration is probably sooner. You will either burn out, step on one toe too many, or become bored and complacent because you have all the trains running on time. How do you stay inspired, energetic, and still feel like you have something to prove?

Anybody who believes that a nonprofit shouldn’t be run like a business is sadly mistaken. And those organizations that are not run like a business are destined for failure.