DEVELOPMENT COORDINATOR: Employer

DEVELOPMENT COORDINATOR: ROLE PLAYING SCRIPT FOR EMPLOYER,
Ms. Suarez, Clark University, SPRING 2008

It is Spring 2008. You are the Director of Development for Rosie’s Place, a sanctuary for poor and homeless women, located in Boston, MA. Rosie’s Place relies solely on private support and does not accept local, state or federal funding. In 2007, Rosie’s place raised over $5,000,000 in operating support and an additional $2,300,000 in in-kind contributions of clothing, food and volunteer hours.

Because of the high cost of living in the Boston area, Rosie’s place is being called upon to serve more and more women. You are in the process of hiring a Development Coordinator to work with you. This person’s responsibilities will be to prospect and secure additional funding sources, widen the Founders Circle [$1000.00 donors] and coordinate special events. He or she will provide organizational support and record keeping for the department and be proficient is the organization’s funding software. The applicant must also be comfortable with both clients and potential donors, and represent the organization professionally.

You must fill this position quickly and have interviewed many candidates. Yesterday, you interviewed Ms. Schindler, who was recommended by a board member. She has been a volunteer at Rosie’s Place through high school and college, is graduating in May from Clark University in Worcester, and would like to work for Rosie’s Place. You got to know her while she served on the board as a college representative and has done two paid internships with Rosie’s. She is an excellent worker, understands the organization and is passionate about it. Her degree in both Management and Public Policy will be very valuable to the organization especially as the Public Policy Committee researches and prepares for a new legislative campaign focused on Family Preservation.

Ms. Schindler is exactly what you have been looking for, and yesterday you offered her the job as Development Coordinator, and asked her to return today to set her salary, benefits and start date.

You know that Ms. Schindler would be of great value to Rosie’s Place for many years, and you may soften on driving a hard financial bargain because of her exceptional potential. However, you are the consummate professional and department head, are budget conscious and offer competitive salaries. Www.wageproject.org tells you that the salary range for a Development Coordinator for the Boston area is $33,000 to $44,000 with a medium salary of $38,000. The benefits for this position add another $18,000 to the compensation package.

Typically new hires are paid at the low end of the salary range, $33,000, and because of budget constraints you will start there, especially since Ms. Schindler is just graduating and understands how tight non-profit budgets can be. The benefits package you are offering for this position is $14,000.

Ms. Schindler’s job offer is the last piece of your work for the day. You have to leave in 15 minutes to attend a corporate fund raising event.

When you and Ms. Schindler sit down to talk, your opening lines to her are:

“We’re so pleased that you want to work for Rosie’s Place. You’ll be a wonderful addition to our team.

We have just a couple details to settle, then you can sign our contract, and we’ll see you after graduation.

I am authorized to offer you a starting salary of $33,000. You will be entitled to the standard benefits package all new employees get of $14,000, and we’d like you to start here on June 1st.

If that’s okay with you, please read over this contract, sign it and you’ll be our new Development Coordinator."

See how she reacts. Listen to her. Write down what points might persuade you to raise this offer. Write down what language she might use would make you hold the line and not raise her starting salary and why. Write down what objections you would have if she wants more money. Discuss thoughtfully with her, because you really want her to accept your job offer.

In this discussion, see what is the lowest starting salary and benefits package that you can get her to accept and get her to accept a specific salary in the 15 minutes before you have to leave.

Remember, you made her a job offer because you want her. Now it’s time to get her to work for Rosie’s. Good Luck!