9 responses to “What Is A Fundraiser?”

1. John Sauve-Rodd (UK) says:

   February 15, 2013 at 6:24 am

   In the ancient world, the army rank-and-file of ancient Greece would only allow a general to be appointed – they called a general ‘stratos’ from which the word strategy comes – if he had experience in the line, had carried a spear, seen some action, known what it was like to be in battle, got a few scars, shared danger and privation with the troops.

   I kind of agree with that, and in fundraising too. The world is full of advisors and I’m sure they have a part to play. But the issues facing British fundraising (I can’t comment about other countries or regions) are not going to be solved by those without the knowledge and experience that comes from being on the inside of the struggles.

   But the advisors are only too ready to take the conference stage. But where are the real fundraisers people ask? Why aren’t they up there on the platform? It’s because they’re too damn busy working at their jobs, fighting fires, doing the gutty jobs of management, that’s why.

   A friend who is a successful director of fundraising was been asked to join ‘the conference circuit’ a while back. And refused. Flat. I asked him why. He said (paraphrasing) ‘What will make fundraising better is if we do our jobs, manage our staff, run our programmes and do it as well as we can. Not prancing about on a stage showing off our egos.’

   I agree with him.

2. Bonnie Catena says:

   February 15, 2013 at 8:36 am

   As someone with equal experience on the NPO and agency side of the desk, I take exception to Mr. Suave-Rodd’s belief that consultants do nothing but “prance on stages” and development and fundraising staff are the only people “doing the work.”

   First, what makes a fundraiser?, the question posed in today’s column.

   A fundraiser is passionately dedicated to the cause; her work is more than a job. She sees the donor as a partner in that cause and treats her accordingly. She tells the best stories about the organization and conveys them in the way that resonates the most with the donor. A fundraiser stays abreast of industry trends, as well as what’s happening in the greater world, to understand what forces influence constituent behavior ~ and adjusts strategy accordingly. In short, a fundraiser creates a relationship with the donor in which the donor feels like more than just a cash machine, and tends to that relationship through the years.

   I’ve worked with consultants who have more passion for their clients’ causes than many staff members and who are personally invested in their clients’ success. And I’ve worked with development staff keenly dedicated to and knowledgeable of the mission, gained by staying with one organization for years, and determined to raising the most money possible for the cause. I’ve also worked with plenty of people who phone it in ~ consultants more concerned about profit margins than anything else and development staff doing the bare minimum to push projects through and keep their jobs. In other words, there are lousy and great fundraisers on both sides.

   Roger and Tom, along with many other industry thought leaders, have wisely pointed out that our sector is at a critical juncture. Donors are demanding a different relationship with the organizations they support than previous generations of philanthropists. They are also facing unprecedented economic and fiscal constraints that influence their giving. We need to work together and recalibrate to respond to these issues, not debate who’s working harder than whom.

3. John Sauvé-Rodd (London UK) says:

   February 15, 2013 at 12:09 pm

   Firstly it was not me who said that prancing around/stage/egos, it was the un-named and flesh-and-blood real director of fundraising whom I cited.

   Second I did not say consultants, I said agencies. There is a difference.

   Third, as to who can out it right, this crisis that fundraising is in, and on both sides of the Atlantic, well it will not be agencies – and not even consultancies from the mighty THINK (I’m assuming that Agitator readers know who they are, though I am not associated with them) down to the smallest consulting firm. It is the coal-face fundraising directors and managers themselves. Give them, these ‘στρατηγοί’ (generals / strategoi) your support.

   And it won’t be at conferences or so-called summits where it happens, but in the charities themselves and among the groups of senior NFP managers who meet in other forums when their workloads permit. You could thrown in trade professional bodies like the UK’s Institute of Fundraising but they don’t appear to have the appetite or resources.

   Finally it is Sauvé not Suave though I answer to most approximations.

4. Kim Silva says:

   February 15, 2013 at 2:59 pm

   I tell my staff, board, volunteers, and partners (even some of the people we serve!) that we are ALL fundraisers. We ALL have the responsibility to connect with donors, bring relationships to the organization, be the point person for someone who connects with us, and gather resources for doing the good work that we do. It is about the needs of our donors, not us, so that means we all have opportunities, many that the titled “fundraisers” don’t have. I’ve worked hard to build a culture of philanthropy within my organization, so it is up to me to cheer on our people who might not be in the development office when they participate in any part of the fund development process. If we all see ourselves as fundraisers, then we all can build a stronger organization to better serve our students.

5. Tom Ahern says:

   February 16, 2013 at 7:09 pm

   Lovely little history lesson, John. Reading history is my anti-depressant of choice; so, thank you. ¶ As it happens, I spent this afternoon swanning about on sofii.org, seeking out campaigns that caused incredible things to happen for animal welfare charities. I was looking for campaigns that truly took the charity to a new level. ¶ Some of the best (i.e., most effective) were done by agencies like Burnett and Associates … or Pareto, in Australia. Staff don’t come up with this breakthrough stuff. Agencies do. That’s not a slur on either house, by the way. Staff have their work. Agencies have theirs. ¶ What I object to in your comments is the “false” (in my opinion) division you make between the front line and the agencies. Agencies live and DIE by results. They aren’t behind the front lines. They ARE the front lines. ¶ And, PS, they’re speaking at conferences because they’re generous people, willing to share what they know. Your Greek might be good. I bow before your intellect on that front. But, really … are you serious? Who would want a pompous self-absorbed dick like your friend on the conference circuit? We want the generous, like Ken Burnett.

6. Simone Joyaux says:

   February 16, 2013 at 7:15 pm

   As Roger said in his original blog, charities – and the profession of fundraising – would not be so strong without the wisdom and expertise, research and results from people like Adrian Sargeant and Ken Burnett. And I’d add people like Kay Sprinkel Grace, Mal Warwick, Roger himself, and many more.

   This is a profession, based on a body of knowledge, principles and practice. Age isn’t particularly relevant – young or old – except as it affects experience and wisdom. Gender isn’t relevant – there are marvelous women and marvelous men. Country doesn’t matter. And consultant or on-staff or … doesn’t matter either. All add value. All played a role and will play more roles.

   What matters is doing the work – whether on staff, as an advisor, as a writer, telephone solicitor, etc. What matters is accepting responsibility for results and being held accountable for impact.

   I know too many on-staff fundraisers who don’t know the body of knowledge. They don’t make the time to learn the body of knowledge and read the newest research and learn. I know too many consultants who don’t follow the research and trends, and don’t personalize strategy to a particular organization.

   There’s enough criticism and blame and accountability to go around. But for a field that just received the UnderDeveloped Report – talked about in the Agitator, with other articles and blogs galore… I hope we are all embarrassed and concerned. This report talks about the U.S. But given my experience, the same can likely be said of other countries.

   And I hope that we are embarrassed and concerned that some fundraisers think there is so little value for leaders in our field that have, indeed, lead the charge, introduced concepts that will never leave us, produced invaluable research, etc. etc. etc.

7. John Sauvé-Rodd (London UK) says:

   February 17, 2013 at 7:02 am

   Re Tom Ahern 16th Feb: I don’t rate agencies as a change-makers. Ideas yes. Campaigns yes. But their role in charity management and fundraising is small. The so-called summit in Britain was to address the crisis in fundraising (least I think it was – the site is down and I can’t back-check its raison d’être). If the crisis is to be solved then, shoot me down in flames, but it won’t be agencies that do it. Never has been. Never will be. It will be fundraising directors and managers who decide. From the inside. And perhaps government has a role, for good or ill, to change the rules/laws/climate/money supply.

   Conference speakers are not usually generous and you are naive if you think that. They are energised by the limelight they seek and self-promotion and their ego demands, though often well hidden, are always, always there. They are pushing an agenda.

   Back to the so-called British summit, cancelled because of sexist remarks by the chair, there were no salaried front line fundraising directors and only one woman and she came as a duo with her partner.

   And my good friend, the highly successful fundraising director, whom you malign as a ‘dick’ (shame on you) because he won’t join ‘the boys’ on the conference circuit, he remains for me a voice of integrity. Leave the conference circuit to self-promoters and have managers work to do their best, day in and day out, to make their fundraising better.

   Glad you liked the history. Remember what Santayana said: “Those who do not learn from history are condemned to repeat it.”

8. Ron Frey says:

   February 18, 2013 at 1:19 am

   What is an effective fundraiser?
   An effective fundraiser is one who captivated by the possibilities of making a difference and communicates their vision with such passion and clarity that people and money are magnetically attracted to their cause.

   The effective fundraiser finds, wins and keeps donors over a long period time by creating high-value relationships where the donor’s dream of making a difference is fulfilled through partnership with the organization.

   They represent solutions, not problems; hope in the most difficult of circumstances; and model love and grace where hatred and retribution once found their dominance. They are believable because of their commitment, inspirational because of their passion, attractive because of their love and joyful because they are changing the world.

9. Ken Burnett says:

   February 18, 2013 at 5:08 am

   Ron, I like that. Well said. Well done.

   Ken