4 days ago
How Leaders Can Help Gen Z Have Authentic Conversations At Work
Communicating across generations, particularly for fundraising organizations, requires a thoughtful ... More approach and a little practice.
If you're managing a Gen Z professional, especially in mission-driven sectors like nonprofits, you may have noticed something: They're smart, digitally fluent, and passionate about purpose.
But when it comes to live conversations, especially with people outside their generation, some feel underprepared. When the stakes are high, such as asking a 70-year-old donor for financial support, young professionals can find themselves unsure how to start, how to connect or how to end the conversation effectively.
Susan Kahan, founder and principal at Sapphire Fundraising Specialists, sees this all the time. To help nonprofits solve this challenge, she created a course called Gen Z's Guide to Donor Conversations, designed to equip young professionals with tools to build stronger relationships by phone, on Zoom and at events.
The communication gap isn't about ability – it's about exposure. Many Gen Z professionals grew up communicating via text and Slack. They didn't grow up chatting on the phone for hours or navigating face-to-face conversations with adults outside their families. The pandemic further limited in-person practice, making today's workplace interactions feel even more intimidating.
Kahan serves up tips leaders can use to help Gen Z professionals thrive in real-time, cross-generational conversations:
'Most people are nervous in professional conversations,' Kahan said. 'They just don't talk about it.' Let your team know that nerves are normal, and you don't need all the answers on the spot. In fact, admitting what you don't know can build trust. 'Say, 'that's a great question. I don't have the answer right now, but I'll follow up,'' Kahan said. 'Then actually follow up. That's how you win the race.'
Phone calls are rare for digital natives, which makes them more intimidating. But Kahan insists they're essential, especially in fundraising. Her guidance: Keep voicemails succinct, name the purpose of the call and add a little curiosity hook to encourage a callback. 'Most older donors still listen to voicemail,' she said. 'Leaving one shows respect for their time.' It helps to write notes on what you plan to say. Not a full script that can sound stilted, but bullets about your key points.
Philanthropy professional Beth Lye, president of the Chicago Council on Planned Giving, says that your organization's mission is a great place to begin establishing rapport.
'If you're with an educational institution, ask where the person went to school,' Lye said. 'If your organization supports animal welfare, ask whether they grew up with pets.' The idea is to focus on questions that draw the person into your cause to identify why they might want to support your mission.
Kahan takes it further by suggesting that people look for ways to connect on video calls by taking in the other person's background.
'Do they have a porch behind them? A framed picture? That's your entry point for conversation,' Kahan said. Observing and asking curious, respectful questions is a fast way to build rapport.
Networking can be daunting at any age, but Kahan emphasizes that most people, even that 70-year-old major donor, might be unsure about how to start a conversation. Younger professionals might hold back, relying on senior team members to take the lead. But a mindset that all staff members are there to serve as hosts will make the event more enjoyable for everyone.
'Introduce yourself, thank them for coming and ask, 'What brought you here tonight?'' Kahan suggests. 'Being the person who starts the conversation is a leadership move.'
As with those intimidating phone calls, it helps to practice in advance. Business development expert Nikki Jeffers organizes internal 'networking' happy hours for employees to give them practice at discussing her company's capabilities in casual business settings. An advance team meeting to exchange icebreaker ideas and review key messages about your organization is always a good idea.
Authentic conversations are not about becoming best friends or putting on a performance. Kahan reminds her students that fundraising conversations, and professional conversations more broadly, are about authentic, respectful relationships. 'You're not their grandchild, and this isn't a social chat,' she says. 'It's a conversation between two people who care about the same mission.'
The good news? These are learnable skills. 'Being uncomfortable at first is part of the process,' said Kahan. 'The great communicators are the ones willing to practice.'
