Top Skills Needed in a Successful Fundraiser

When it comes to hiring the right candidates to serve in fundraising leadership roles for nonprofits (i.e. Chief Advancement Officers, Chief Development Officers, Vice Presidents of Philanthropy, Development Directors, etc.), one fundamental question often surfaces:

What are the top qualities or skills needed in a successful fundraiser?

Beyond the obvious years of experience and funding achievements outlined in resumes, there are several core attributes that make a fundraiser not just good, but truly exceptional. To explore these traits further, we gathered insights from our team(opens in new tab) of senior search consultants who also have dual experience as fundraising executives. Here is what they had to say:

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Bill Moran, J.D., M.S.Ed.(opens in new tab) – 40+ years of experience as a nonprofit executive recruiter and fundraiser for a hospital foundation and a faith-based organization.

“For me, the most essential quality is the ability to truly listen to and understand a donor’s passions and then connect them with the right philanthropic project. We do not “fundraise”; instead, we align a donor’s interests with the specific part of the nonprofit’s mission that resonates most deeply with them. It requires listening and the ability to match.”

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Angie Heer, M.A., CFRE, CSJA(opens in new tab) – 25+ years of fundraising and leadership experience at nonprofits including a women’s organization, university and food bank.

“Genuine curiosity. Great fundraisers spend less time talking about their organization and more time listening to and understanding a donor’s values, motivations, and aspirations. Genuine curiosity leads to better questions, deeper listening, more authentic relationships, and opportunities to meaningfully connect a donor’s passions with an organization’s mission. Donors can tell the difference between someone genuinely trying to understand or get to know them and someone simply trying to persuade them.”

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

“For me, the following three qualities rise to the top:

“1. Relationship-building—The ability to build relationships is frequently cited as the most important attribute of a fundraiser—and with good reason. Establishing rapport and trust with a donor is what transforms the donor journey from a cold call into a partnership.

“2. Confidence—But while relationship-building is a necessary attribute to be a successful fundraiser, it alone is not sufficient. You have to have enough confidence to ask for the gift when the timing is right. Otherwise, people will think you’re a nice person, but you won’t raise very much money.

“3. Passion for the mission—Passion for the cause is the most important way to boost your confidence to ask for gifts. If you totally believe in your mission and are excited about it, donors will sense that and be more likely to get passionate about it too.”

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

“To me, active listening is a key skill for a fundraiser. As a fundraiser, I listen to learn others’ interests and why certain things are a priority for a donor. Donors’ stories provide great insights into why someone wants to give and why they are interested in supporting a certain initiative. To me, listening is the key to ‘getting the gift’. How does a donor’s interest or passion mesh with my organization’s priorities? Listening was the way to map out the steps, cultivation, and strategy for securing support. Who else does the potential donor need to meet and what additional information is needed to help the donor make a decision? Who else should be involved in this process? How will the donor feel once the gift is made? What type of recognition and stewardship will make the donor feel the impact of their support? The answer to these questions comes from listening to great conversations with donors.”

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

“There are a few top attributes, but many more that, when combined, create an exceptional fundraiser. I don’t know what I would say is the ‘top,’ but I would say that passion for and extensive knowledge of the needs and opportunities of the organization for which one works, is high on the list. The fundraiser must be authentic; otherwise, prospective donors will see through the gift officer. The fundraiser should have the ability to build relationships—but that may not be a natural ability; it may have to be learned, and it can be. Storytelling is a wonderful attribute, and certainly knowledge of best practices.”

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John Gravley, D.Min.(opens in new tab) – 20+ years of executive leadership and fundraising experience for faith-based and advocacy organizations in the U.S., Asia and Guatemala.

“The comfort and capacity to interact with a variety of people and the ability to understand how to manage different personalities. Some people want information; some people will ask about information but really just want to feel comfortable with the person they are interacting with. A successful fundraiser needs to understand this and know enough about themselves to keep the focus on the needs of the other person.”

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Jamie Berry, M.B.A.(opens in new tab) – 30+ years of leadership and financial experience in the for-profit and nonprofit sectors.

“Three related things come to mind. First, you need someone who can create a realistic development plan. By that I mean a plan that is a ‘fit’ for the specific organization based on where that nonprofit is in its evolution. The plan needs to have specific goals, a timeframe, and actionable steps. The fundraiser needs to be able to cultivate….at all levels of the organization, activating the CEO, board, staff and volunteers in addition to actually cultivating new donors. And finally, the fundraiser needs to be ‘the hammer’ driving the plan forward and holding everyone accountable for their parts of the plan.”

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All these perspectives highlight distinct traits of effective fundraisers. Desired attributes include curiosity and active listening, as well as strategic execution and the confidence to make the ask. A clear thread connects these impressions: successful fundraising is about human connection. The best fundraisers don’t just ask for money; they build trust and align a donor’s personal passion with an organization’s mission to create positive impact. Read more in our previous article: “12 Attributes of Successful Fundraising Staff(opens in new tab).”

Finding the right development leader begins with knowing what qualities matter most for your mission. Contact The Moran Company today(opens in new tab) to learn how our experienced team can help you identify and secure your next transformative fundraising executive. We listen closely to your needs and customize our approach to find top talent that meets your nonprofit’s needs.

Compiled by Laurie Minx and Mary Ontko
The Moran Company
“We Find Great Nonprofit Leaders”