Today we’d like to introduce you to Danielle Locke.
Hi Danielle, we’d love for you to start by introducing yourself.
I’ve been a nonprofit fundraiser for more than 20 years. I started in 2001 as a community relations associate, planning events, doing appeals, and pretty much-handling everything—including sending out newsletters and launching our first website—that was way back in the day.
In 2018, I worked at the Community Foundation of Lorain County, similar to the Cleveland Foundation but on a smaller scale. We managed $130 million at that time and had over 100 endowment funds. It was a great learning opportunity, and I truly loved the Community Foundation model. My role as a fundraiser involved working with donors to create scholarships and endowment funds to create a source of grant funding in perpetuity. I also had the chance to attend meetings with the grants committee. During these discussions, they evaluated nonprofits, assessed their mission and service delivery, and judged the executive directors’ skills. What bothered me was that many of the same organizations received funding year after year, and most of them had our Foundation as a line item in their budget. They seemed overly reliant on this funding source and struggled to diversify their fundraising efforts beyond grant writing and low-profit events.
I knew these organizations well—I understood their donor base. I had the same donors as they did. Yet, my donors contributed significantly more through me. I believed that if I could take these struggling directors by the hand and show them how to build strong relationships with donors and create meaningful partnerships, they could achieve tremendous success and financial sustainability. Unfortunately, that wasn’t part of my job description at the time.
In late 2018, as the Community Foundation changed to new leadership, I faced a pivotal decision. My son was just two years old, and I cherished my time with him. Despite my love for my work, I wanted to make the most of these fleeting moments. So, I decided to leave the Community Foundation and venture into consulting. I held numerous meetings—breakfasts, lunches, and coffees—with colleagues, partners, and peers. The idea of becoming a fundraising coach and nonprofit consultant intrigued me. My husband asked a crucial question: Would nonprofits pay me for these services? Uncertain, yet supported by his encouragement, he gave me the love and support to try this.
In October 2018, I left my position. By November, I secured my first client. In January 2019, after establishing my LLC, I had four clients. Since then, my business has continued to grow, even during the challenges posed by COVID-19. Nonprofits faced increased demand during the pandemic as they pivoted away from traditional events and sought alternative funding sources. Today, I serve not only Northeast Ohio nonprofits but also organizations across the country.
Let’s dig a little deeper into the story – has it been an easy path overall, and if not, what challenges have you had to overcome?
Entrepreneurship is not for the faint of heart; it comes with its struggles. However, I wholeheartedly love it. The flexibility, creativity, and the opportunity to work with various organizations genuinely resonate with me. I would love to be involved in my son’s PTA and meet with the mayor on the same day.
Navigating entrepreneurship can be overwhelming. Daily, there are countless decisions to make, from securing a P.O. box to choosing a website host. Even if you’re not a big fan of social media, you have to figure out how to utilize it effectively. And let’s not forget about printers and Wi-Fi services—essential components that demand attention. One of the most challenging tasks as a consultant is honing your message. How do you promote yourself? Who is your target audience? And, of course, there’s pricing and packaging. Finding the right balance for your clients requires thoughtful consideration.
Drawing from my experience in the nonprofit trenches, I understand nonprofit organizations’ struggles. Crafting services and pricing that are both accessible and sustainable has been easier for me. For instance, I offer tiered pricing. Larger-budget organizations can invest more, while smaller ones benefit from lower costs. Additionally, I swiftly introduced à la carte options. Instead of imposing a hefty contract of $10,000 or $15,000, I tailor solutions to each nonprofit’s needs. Whether it’s coaching sessions, specific project work (such as annual donor appeals or fundraising strategies), or enhancing event profitability through grant proposals, I’ve broken down these services into different pricing structures. We all make mistakes, like overpaying for a service or taking many online courses, only to figure it out independently. I’ve spent lots of time and money on strategies that didn’t pan out. I don’t focus on those things; when you build a business you and your family can be proud of, you’ve always got to be looking forward.
Great, so let’s talk business. Can you tell our readers more about what you do and what you think sets you apart from others?
My mission is to empower nonprofit directors to raise more funds so they can do more and stress less. With 20+ years of experience as a professional fundraiser, I’ve seen what works and what doesn’t. As a fundraising coach, I serve as a connector, a resource for knowledge, a sounding board, and, sometimes, a safe space to vent. As a consultant and coach, I give my clients the straight talk, valuable insights, and practical lessons to help them succeed. I’ve raised millions of dollars for organizations of all shapes, sizes, and missions, making me an expert in nonprofit fundraising. Every nonprofit leader has the potential to create a sustainable future for their organization.
My expertise:
• Fundraising and campaign strategies that get results.
• Donor cultivation that builds authentic relationships.
• Nonprofit management that makes sense.
• Board engagement and development that drives action.
• Building successful corporate sponsorship programs.
• Securing public funding from a wide variety of sources.
But it’s not just me. I’m backed by a dedicated team at Locke Step Partners. We provide support services, including:
• Finding grants (funding scan) and grant writing
• CRM system selection and data migration
• Data entry and database clean-up
• Bookkeeping and donation receipts
• Copywriting and proofreading
I also have a team of Partners who offer advanced consulting services, including:
• Strategic Planning
• Mergers or acquisitions
• Human Resources
• Financial Management and Budgeting
• Program development and community collaboration
• Standard Operating Procedures
• Event production and volunteer management
• And so much more!
At Locke Step Partners, we are committed to providing nonprofits with step-by-step instruction, tools, and support to implement the permanent changes leading to their thriving future.
Do you have any memories from childhood that you can share with us?
I’ve been in 49 states, only Alaska to go! I’ve been to Walt Disney World 12 times. My parents instilled a love of travel very early. My first campout in our travel trailer was when I was 6 weeks old. During my entire childhood, we went camping for 2x months, from May to November. My favorite family memories center on traversing the country in a customized cargo van, my mom on the floor making sandwiches (because you know this was in the 80s when you didn’t have to sit in seat belts), and my three siblings on the couch on the back playing games or reading or coloring. And Kenny Rogers’ The Gambler comes on the radio – my Dad’s favorite. He turns up the volume, and all six of us join in. “You got to know when to hold ’em, know when to fold ’em – Know when to walk away and know when to run – You never count your money when you’re sittin’ at the table – There’ll be time enough for countin’ when the dealing’s done.” Now, traveling is the thing that I love to do more than anything with my husband and my son. We travel as often as possible, whether on a weekend trip, in Florida for spring break, or in Hawaii. Honestly, I work so that we can afford travel.
Pricing:
- Coaching packages start at $550 per session
- Consulting services start at $1,500 and varies depending on the project.
- Grant writer $60 per hour
- Funding Scans start at $950
Contact Info:
- Website: www.lockestep.com
- Instagram: https://www.instagram.com/daniellemlocke/
- Facebook: https://www.facebook.com/lockesteppartners
- Linkedin: https://www.linkedin.com/in/daniellemlocke/
- Youtube: https://www.youtube.com/channel/UCQIHZAjZcrf_Msw8v4utUOw
Image Credits
Jean jacket with cup – BeccaBee Photography, Red dress – GEMINI PHOTOGRAPHY, LLC |
