Folks, I've been on the road again lately, crisscrossing the world and talking with non-profit leaders from all walks of life. And let me tell you something I've noticed time and again – the organizations that are knocking it out of the park all have CEOs who roll up their sleeves and get behind their fundraising teams.
These leaders just get it. They understand fundraising isn't some necessary evil – it's the heartbeat that keeps their mission alive and kicking!
But here's the thing – I'm still walking into too many shops where the development folks feel like they're on an island all by themselves. They're disconnected, underappreciated, and struggling to feel part of the bigger picture. And we all know where that leads, don't we? Fundraisers heading for the exit, donors drifting away, and those revenue targets? Well, they're just wishful thinking.
So what's the secret sauce that makes some organizations soar while others stumble? After knocking around this field for more decades than I care to admit, I've boiled it down to three key ways CEOs can fire up and empower their fundraisers:
Look, nothing sets the tone like what comes out of the CEO's mouth. When you talk about fundraising with genuine excitement – whether you're in a boardroom, staff meeting, or chatting with donors at an event – people notice. They really do.
I was working with this healthcare outfit a while back, where the CEO did something brilliant. At the start of every leadership huddle, he'd share a real donor story. Not rocket science, right? But you wouldn't believe how it transformed things! The program folks went from seeing fundraising as that "necessary evil" to actually getting excited about it as the "mission enabler."
Your development team needs more than a pat on the back. They need a real seat at the big kids' table! When your fundraisers are in the room for those meaty strategic discussions, they soak up context that makes their donor conversations ten times better. Plus – and trust me on this – they bring insights from the donor world that can shake up your thinking in the best possible way.
Remember this if nothing else: your mission only flies when your fundraising soars. So celebrate those development wins with the same inspiration you bring when a program hits a home run!
Your fundraisers are out there every day trying to make the case for your cause. They desperately need you to give them that compelling vision they can run with. The best CEOs I work with can break it down simply – they can tell you exactly how a $100 gift or a million-dollar whopper moves the needle on specific outcomes.
This is why – and I can't stress this enough – you've got to roll up your sleeves and figure out what each of your programs actually costs, overhead included! When you do this homework, you empower your frontline folks to match those programs with what makes your donors' hearts sing.
When your strategic roadmap and your fundraising goals are in lockstep, I'm telling you – it's like magic. Your development team is more confident, donors hear a consistent story no matter who they talk to, and everybody's pulling in the same direction. I've watched organizations literally double their major gift revenue just by creating this kind of clarity.
And don't get me started on the turf wars between program and development staff! As CEO, it's on you to spell out how each person – from your program directors to board members – contributes to fundraising success. When everyone sees their part in keeping the revenue engine humming, collaboration replaces those old territorial battles.
The stats on fundraiser turnover are downright depressing – less than two years at many places. Yikes! Smart CEOs know that keeping good fundraisers directly impacts keeping good donors and growing revenue.
Invest in your team's growth! Mentorship, training, creating paths for advancement – these aren't nice-to-haves, they're must-haves. The return on these investments is just incredible, both in performance and loyalty. Yet I'm constantly amazed at how often these basics get overlooked.
And while your development team handles most donor relationships, there's absolutely no substitute for you being personally involved with key supporters. I've seen CEOs completely transform giving conversations just by showing up and demonstrating authentic leadership. Don't take this lightly, folks. Your presence and commitment to building relationships with donors isn't optional – it's critical!
Finally, build a culture where both wins and stumbles become learning moments. Publicly celebrate those fundraising victories, but also create space for honest reflection when things don't go as planned. This balanced approach builds resilience and sparks innovation like nothing else.
When CEOs embrace these three approaches – really embrace them, not just give them lip service – I've seen organizations blow past their fundraising goals while building happier teams and more loyal donors. And isn't that the kind of sustainable success we're all after?
Jeff