12 Attributes of Successful Fundraising Staff

by William J. Moran, J.D., M.S.Ed.
President,  The Moran Company
“We Find Great Nonprofit Leaders”

One of the most important elements for successful fundraising is the caliber of the staff assigned to do the fundraising. “It all comes down to people.” Different types of fundraising require different skills. However, there are attributes that are common to the most successful fundraisers. These attributes include the following:

1.  Regional Residence.  We are looking for a person who would see your area as a permanent residence and not use this position as a stepping stone to a different one in another state.

2.  Passion for the Mission.  Passion for the organization’s mission is the fuel for fundraising. A fundraiser must be able to embrace the charitable mission of the nonprofit. This passion pushes him or her to go out and seek funds to support the organization.

3.  Self-Starter.  Fundraising takes initiative and persistence. Fundraisers are goal driven and possess a high degree of motivation and energy. They are “doers.”

4.  History of Productive Fundraising.  Good fundraisers have a history of productive fundraising. Often this is reflected in leading successful fundraising campaigns.

5.  Ability and Desire to Get Out of the Office.  Successful fundraising is a “field job”. Fundraisers enjoy leaving their offices and meeting people. They like to get out from behind their desks and into the prospect’s living room.

6.  Major Gift Fundraising.  Successful fundraising is built on large gifts. Individuals who know how to close large gifts are the best fundraisers. This involves a combination of:

• Ability to ask “high”
• Skill to match the donor’s interests to the organization’s needs
• Ability to close the gift

7.  Planned Gift Fundraising.  Donors are often older individuals who have the potential to make planned gifts. Therefore, an understanding of planned gift fundraising is usually needed for a successful program.

8.  Listening Skills.  Listening skills are critical to all fundraising. Fundraisers must listen carefully to individuals and respond to their interests. The prospect will tell you what will motivate his or her giving if you just ask the right questions.

9.  Promotional Skills.  Successful fundraising involves promotional and marketing skills. However, you are not selling a physical product; you are urging someone to give to the organization in order to make a difference, showing them how they can change and save lives.

10.  Working with the Board.  We need someone who has the leadership skills to work with and motivate volunteer board members.

11.  Collaborative Work Style.  A good fundraiser must have the ability to work collaboratively with other staff. They can motivate administrative leadership as well as manage other development staff.

12.  Willingness to Stay.  We are looking for an individual who will stay in the position at least five years.

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© 2018 The Moran Company, “We find great nonprofit leaders.” We specialize in searches for nonprofit executive directors, directors of development/fundraising staff, and other top nonprofit leadership. www.morancompany.com