On this blog we’ve touched on some international trends and what we’re seeing on the frontline, but today I stumbled upon a great find from our friends in the UK. This article, which is a recap of a presentation at the Institute of Fundraising convention, shows us some new emerging research on fundraising talent (consistent with what we’ve found before). Beth Breeze has been conducting a three-year research project at the University of Kent on fundraisers and success factors.
The full list of attributes is at the end of this blog post. However, what’s most interesting to me is the following statement by Breeze:
A lot of fundraisers said something similar; words like passionate, saying ‘it’s the best job in the world’ have come up a lot. It seems the only difference between major donors and major donor fundraisers is how much they have in their bank accounts.
We spend a lot of time looking at behavior and metrics that differentiate top performers from their peers, but sometimes we neglect this fundamental characteristic to even be an effective fundraiser in the first place: passion for the cause. The smoothest solicitation script will always pale in comparison to a less polished but 100% heartfelt appeal. Donors can sense who is being genuine with them and who is not. As salaries continue to rise dramatically and we pull in talent from the for-profit world it will do us well to remember to look first for that connection to the cause and then for strategic skills.
The 11 defining characteristics of Breeze’s study are also indicative of a love of people, community, and charity:
- A high emotional intelligence, including being self-aware and aware of how others are feeling.
- Formative experiences which mean they are comfortable asking – Breeze said fundraisers tended to come from backgrounds where it was completely natural to ask for help or to borrow a cup of sugar.
- A tendency to engage with people and communities outside the day job – the study has found that 11 per cent of fundraisers sing in choirs and a fifth attend evening classes
- A love of reading – the study found fundraisers were particularly likely to enjoy popular psychology books
- An ability to read people and situations, and to understand body language
- An enjoyment of giving – 87 per cent of fundraisers said they love to give gifts, and 32 per cent donate blood, compared to 5 per cent in the general population
- A great memory for faces, names and personal details
- An ability to be “Janus-faced” – fundraisers are charming, laid back and fun in front of donors, but ruthlessly well organised behind the scenes
- A focus on organisational rather than personal success – fundraisers saw themselves as enablers and scene setters rather than visible leaders seeking recognition
- A lack of egotism – Breeze said fundraisers understood that “the plaques are for donors, not askers”
- A tendency not to describe themselves as fundraisers – Breeze said fundraisers rarely described themselves as fundraisers. She used the term “appreciation experts” to better describe what they do.
The article is worth a read and, for those of you in the UK, Beth is definitely a person to keep watching for new insight, trends, and strategies.
Side note: I will be with my colleague Josh Birkholz this week in Chicago, delivering the keynote session at the CASE Strategic Talent Management conference. If you will be there let me know! (firstname.lastname@example.org or @ChelseyMegli on twitter)