The Top 5 Qualities a Director of Development Must Have to be Successful

Do you have what it takes to be a great Director of Development?

For many years, we at Veritus have said one of the toughest jobs in fundraising is being a front-line fundraiser. But, if I had to name something even harder, it would have to be the role of Director of Development. I know this first-hand, because the first 8 years of my career, that was the role I had, and it pushed me to my limits.

Over the last several months, I’ve been getting inquiries from multiple organizations, asking if I know any good talent who could become their next Development Director. It seems like everyone is looking for someone to lead their department these days, and it’s slim pickings.

So, what makes a great Development Director? From my perspective, here are the top 5 qualities I would look for in a great DoD.

1. Multifaceted — you must be knowledgeable about every aspect of fundraising. You don’t have to be an expert on everything, but you need to understand how each fundraising discipline works together. You must understand how the fundraising pipeline works and how to invest properly in each area. That’s just the fundraising part. You also must care about people and know how to manage and deal with non-profit leadership. You must be everything to everybody.
2. Collaborator — absolutely essential. Here’s why. Not only are you working with different teams within your own department (direct-response, mid-level, major gifts, planned giving, corporate giving, events, membership, sustainers), you’re also constantly working with other departments within the organization (finance, program, executive team) to help build a culture of philanthropy. If you don’t like bringing people together and understanding nuance and organizational politics, this is not a position for you.
3. Excellent Communicator — You must have well above-average communication skills to pull off this position. Through your writing and verbal skills you are always relaying information across the organization, inspiring your team and donors, and making sure everyone is clear what their roles are and how you must all work together.
4. Inspired Leader — leading a team of fundraising professionals is no small thing. People want to be inspired. They want to know what the vision is for your development team. They want to hear stories about how their work furthers the thing you do that is changing the world. That comes from you! You don’t have to be a rah-rah person to do this. I’ve seen inspiring, quiet leadership too. But people want to know there is a reason they are working hard, beyond just earning a paycheck.
5. Strategic — The best DoDs I’ve ever partnered with are very strategic. They don’t fall for goofy trends or the latest PR hype. They have a vision, and they have a plan to achieve their goals and get them to their vision. They know how the entire pipeline works and what it needs to be fully operational. They have the ability to take a vision and intuitively know what it will take to get there. They see the roadblocks and know what needs to be done to go around them (or through them if necessary). They have plans, but they also know they have to be flexible and can change those plans because they see how it will get them to the goal.

If you possess these qualities, YOU have a real opportunity to be a great Director of Development. It’s not a position most people are good at. That’s okay. You need to find what you are good at. And, if you possess these qualities and have the desire to lead a team to help donors find joy in their giving and bring a culture of philanthropy to your organization…then let’s go!

Jeff