High Performance Fundraising: It Is a Matter of Mindset and Attitude

Over the years we have observed that some organizations thrive at fundraising while others don’t. We have also observed that high performance is not dependent on an organization’s size or its sector in the nonprofit world.  High performing organizations don’t necessarily raise the most money. What they do is consistently maximize their potential. Some have minimal staffs and some have larger development teams. What distinguishes these organizations are mindset and attitude.

THEY ARE HAPPY WARRIORS

High performing organizations fundraise with smiles on their faces and are undaunted by the inevitable challenges. For them fundraising is not some dreaded necessary evil but a joyous opportunity to tell their story and ensure their mission.

THEY HAVE PRIDE IN WHAT THEY ARE DOING

They do not view fundraising as a form of begging. They approach it with pride and professionalism, preparing for each fundraising visit with great care and thoughtfulness. They want to do it the right way.

THEY DON’T EASILY GIVE UP

They don’t view “no” as the end of the line. They are willing to go back at another time. When a prospect says they will meet but probably will not make a gift, they forge ahead with full faith that every opportunity to tell their story represents an opportunity for a future gift. When a meeting is hard to get, they grow more dogged and not discouraged.

THEY ASK WITHOUT FEAR

They are unapologetic about asking for support. They are unafraid of a “no”. They are unafraid of asking for increased gifts. They are unafraid to be specific about the amount they hope the donor will consider.

THEY SAY THANK YOU

They pair fearless asking with sincere gratitude. Gratitude at every turn. They say thank you a lot….and they mean it.

THEY ACTIVATE THEIR BOARD MEMBERS

They don’t shy away from this work because it is notoriously hard.  They recognize that Board members can do things that staff members cannot.  Instead of leaning away they lead in and focus on how to develop the culture, strategy and systems to capture the Board’s full fundraising potential.

THE LEADER EMBRACES FUNDRAISING

Their leader fully embraces fundraising. They espouse best practices and reinforce its importance with the Board and all constituencies. Most importantly, the leader views themself as a vital participant in fundraising. They make time for building relationships. They make time for fundraising meetings. They model fearless fundraising by being a fearless fundraiser. 

We believe that every organization has the potential to be a high performing fundraising organization, no matter its size.