Does a Fundraiser Need to Be From the Community to Be Successful?

When it comes to hiring the right candidates to serve as Development Directors, there is one question that we at The Moran Company hear quite often from nonprofits:

Does a fundraiser need to be from the community to be successful?

To expand the conversation more broadly, we’ve asked several members of our team with highly respected fundraising backgrounds to weigh in on this question. Answers are not meant to be prescriptive but rather thought-provoking for nonprofits trying to decide whether a fundraiser needs to already know their community to be effective. Responses are below:

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Jane Lampo, Ed.D. – 30+ years of fundraising and leadership experience at nonprofits including two universities and a large children’s hospital.

“I think if a fundraiser has a passion for the mission of the organization and can authentically embrace that mission and the organization, then being from the community could be a plus. However, an experienced fundraiser with a track record of success will know how to build relationships in the community. Also, it depends on what the organization is seeking to do, and it may be that the talent doesn’t exist in the community at that time.”

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Angie Heer, M.A., CFRE, CSJA – 24+ years of fundraising and leadership experience at nonprofits including a women’s organization, university and food bank.

“While knowing the community can be beneficial, it is not a strict requirement for a fundraiser to be successful. Strong fundraising knowledge, stellar relationship-building skills, active listening skills, strategic thinking, effective communication skills, good instincts, curiosity, passion for the mission, and the ability to clearly articulate the case for support and use storytelling all outweigh the lack of initial familiarity with a nonprofit audience base in my opinion.

“For nonprofits with a widespread or national/international mission and donor base, familiarity with multiple communities becomes less feasible anyway, and this is where strong fundraising skills and strategies are needed most. For local/regional organizations, a fundraiser’s adaptability and relationship-building skills can quickly make up for initial unfamiliarity with the community.

“Newcomers have the advantage of approaching fundraising with a fresh outlook, avoiding potential biases and approaching donors with a clean slate. This presents a unique opportunity for the fundraiser to listen, and if they are doing it right, playing “the new card” can be a huge advantage to asking long-time supporters what their motivations are for giving and possibly unveiling new or changed donor points of view that can help in advancing the relationship.

“Curiosity, quick learning, proven experience in building and strengthening donor relationships, strong communication and storytelling skills, networking abilities, empathy, and an appreciation for diversity are all key traits that can lead to success in a new community. Ultimately, a versatile and skilled fundraiser can thrive and drive successful outcomes, regardless of their initial familiarity with the community.”

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Steve Byers, M.P.A., CFRE (RET.) – 30+ years of fundraising and leadership with nonprofits including an international organization and children’s hospital.

“No, a fundraiser does not have to know the community to be successful. I think part of some organizations’ desire to hire someone who “knows the community” stems from a misconception that fundraisers are going to bring a portfolio of donors with them – that they’re hiring them for their “Rolodex”. But every organization has a unique universe of donor prospects who are going to be attracted to its mission, and donors who support one organization are not necessarily going to be interested in supporting another. It takes time and skill to nurture relationships between donors and organizations. To me, those nurturing skills are far more important than prior knowledge of a community.

“Having said that, knowing the community is obviously not a liability. A fundraiser needs to understand the history and culture of giving in a community to be successful. Obviously, there will be a learning curve for someone coming in from the outside. At the same time, someone coming from the outside can bring a fresh perspective and new ideas which could be very valuable for an organization that is feeling a bit stuck in its fundraising efforts.”

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Sheryl Sereda – 35+ years of experience in fundraising and leadership in health care, education, arts and culture, aging and social services.

“This is a tough question to answer, since it depends so much on the organization, its standing or role in the community, etc. However, I believe the skills and experience of the fundraising executive far outweighs the need to know the community.

“As a recruiter, I would look for the experience a candidate has gained, particularly in learning an organization and its mission, as well as strategies employed to learn the funding community. If the organization has not been especially successful relative to fundraising, a fundraising professional who is new to the community may be able to help develop a new and more positive opinion, establishing a new motive or grounds for support.

“I often think of a strong fundraising executive as one who is also a good marketing executive and communicator. These attributes can exceed the knowledge that one may have of the locale or geographic region to which they may be new.”

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Becky Hauk, M.Ed. – 30+ years of fundraising and board leadership experience in a variety of sectors including higher education, arts and social services.

“A good fundraiser knows the elements involved in fundraising – the identification, cultivation, solicitation and stewardship that lead to success in raising money. It doesn’t matter where you are or what type or size of organization you’re representing – the key elements are the key elements for success. A good fundraiser will go about raising money by developing strong relationships for the organization while listening and learning from prospects what they want to accomplish with their philanthropy.

“But wait a minute – some organizations want to have an individual who knows the community to lead their fundraising efforts. I think there is some merit in that, especially if the organization has a community focus. If an organization serves a local need, it’s more likely that local people are going to support those causes. Someone who knows the community and who already has a network in place is likely going to see results more quickly than someone who is coming into a community and getting to know it. Someone who knows the community already will understand which individuals, corporations, or foundations are most likely to be interested in supporting certain causes.

“Yet over time, I don’t believe someone who knows the community will be more successful than someone who doesn’t. I do think someone who knows the community may see results more quickly than someone new to the area. In the end, a good fundraiser will be successful in either scenario.”

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Yes, a good fundraiser typically will be successful regardless of whether they are originally from the community. Knowledge of the area might be preferred but not required. The key for any effective fundraiser is to get to know the region and its community members by building genuine relationships based on trust and best practices. There will always be new people to meet if you are doing the job correctly, and it usually takes less time to make those connections than it does to learn the art of fundraising – especially if you have support from board members and others who are willing to make introductions on behalf of the nonprofit.

If your organization has questions about recruiting for fundraising positions or other leadership roles, contact us to learn more about our nonprofit executive search services. We listen closely to your needs and customize our approach to find top talent – in your backyard or beyond!

Compiled by Laurie Minx
Director of Communications
The Moran Company
“We Find Great Nonprofit Leaders”