What truly sets a skilled fundraiser apart? In my career, I’ve had the privilege of working alongside exceptional fundraisers, and over time, I've observed the traits they consistently share. I’ve also considered the top qualities that my clients are looking for in today’s evolving fundraising landscape. Here’s a look at the eight core characteristics that define a standout fundraiser.
- Listening Skills: There’s a common assumption that fundraisers should be the life of the party—outgoing and always working the room. While it’s great to connect widely, some fundraisers can fall into the trap of focusing so much on engaging with everyone that they miss the opportunity to have deeper, meaningful conversations. Effective fundraisers know that listening is more valuable than talking. By attentively listening to donors, they gain insights into what genuinely matters to each individual, allowing for a more personalized and impactful approach.
- Strategic Thinking: Smart fundraisers take a thoughtful, strategic approach to cultivating relationships. They don’t flood prospective donors with one pitch after another, hoping something will resonate. Instead, they take the time to understand the donor’s unique interests and motivations. This means thoroughly researching prospects, aligning opportunities with their passions, and only presenting well-tailored proposals that are likely to strike a chord.
- Writing Ability: In larger fundraising teams, there may be dedicated writers to support fundraisers, but in many cases, fundraisers will need to articulate their ideas directly. This might mean crafting a compelling email, a clear and persuasive proposal, or a heartfelt thank-you note. Strong writing skills enable fundraisers to communicate their mission and ideas in a way that resonates and builds connections with potential donors.
- Perseverance and Patience: Fundraising—especially for major gifts—isn’t for those who need instant results. Rejection is part of the journey, but experienced fundraisers understand that persistence pays off. Successful fundraisers know that building genuine relationships and cultivating trust takes time, and they stay the course, confident that their efforts will ultimately lead to success.
- People Skills: This one may seem obvious, but it’s essential. Fundraisers don’t have to be extroverted socialites, but they do need to be comfortable engaging with others, building relationships, and making connections. Fundraising is an outward-facing role, and fundraisers need to feel at ease meeting new people and fostering long-term relationships.
- Integrity and Gravitas: The role of a fundraiser sometimes comes with a perception challenge—they’re seen as salespeople or negotiators, which can create resistance. High-level donors, for instance, may prefer to connect directly with an organization’s leadership. It’s up to fundraisers to build trust and convey the value they bring to the relationship, ensuring donors know they are essential partners in bringing a vision to life and in ensuring donor satisfaction throughout the journey.
- “Can-Do” Attitude: This quality consistently tops the list when clients describe their ideal fundraiser. Employers seek someone who is proactive, resilient, and upbeat—a self-starter who can overcome obstacles and bring energy to their work. As a colleague once said, fundraising is a “contact sport.” It requires initiative and adaptability, with a focus on solutions rather than setbacks.
- Collaboration: Some fundraisers may try to go it alone, but the most successful ones understand the value of teamwork. Fundraising is a team effort. Collegial fundraisers work with their peers, respect advancement services staff, and involve others to create the best possible donor experience. Recognizing the role of each team member is crucial to building an environment where everyone can succeed.
Fundraising may not be rocket science, but it is a skilled profession, and it isn’t for everyone. Employers hiring fundraisers should look carefully at both hard and soft skills, and fundraisers seeking new opportunities should ensure they’re presenting these essential qualities on their resumes and in interviews.