Really Great Fundraisers Have One – or Both – of These Qualities

Think about the best fundraiser (a person) you know.

They are either very good at engaging at 30,000’. Or, they’re very disciplined with process. (And sometimes, they’re both.)

This is profoundly simple: you should commit to excelling in at least one of these areas.

What it looks like to engage at 30,000’ – one or more of these:

• Can really elevate a conversation.
• Can connect over vision, or purpose. There are several similar concepts to insert here at 30,000’: cause, problem/solution, why.
• Able to bring a funder into the big picture.

What disciplined process looks like:

• Completes follow-up in a timely way every time (often within 24 hours).
• Commits to X visits. Makes X visits.
• Doesn’t make decisions for the prospect. Internal narrative: “It’s my job to share the story and present the opportunity.”

If you don’t think you’re strong at capturing people around vision/purpose… that’s ok. Lean in on the process. If you overthink the process, or you don’t commit to rigor… you had better be really good at attracting interest around the purpose.

That being said, this observation isn’t intended to paint a picture as either/or. You’re not a vision person OR a process person. And yet – each quality stands on its own. Engaging at 30,000’ is so effective that it can pull people along by itself. Similarly, you don’t need a spellbinder’s ability to sell a vision if you can be disciplined about doing the work of the fundraising process.

In your particular cause or sector, technical knowledge may be necessary (to sell and close) but it’s not sufficient in and of itself. I can point to zero great fundraisers who are great because they can dazzle through a theory of change, or because they craft a magical case statement, or because they know more than anyone else on a topic. The fundraiser in your mind’s eye still balances that expertise with altitude – or discipline.

Purpose is powerful!

Process is powerful!

Related: What Makes a Good Fundraiser?