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How to Hire a Fundraiser

An executive headhunter shares his secrets
Bruce Dingman | Outcomes, Sep/Oct 2007, Vol. 31, No. 5

Let's be honest, shall we?

When it comes to another organization's successful fundraising efforts, have you ever silently confessed, "I wish we had its fundraiser"?

Wishing and hoping don't do the hiring in my executive search firm. Likewise, even your well-motivated best intentions are insufficient to land the skilled chief development officer who can take your ministry to the next level.

Lay your best intentions aside, put away your short list of candidates and their direct phone numbers in a drawer and, for the moment at least, consider these four watchwords that can help direct you to a priceless hire.

Think "passion for ministry"

A well-qualified chief development officer may not know a lot about development.  Successful fundraisers believe deeply in their respective organizations. Before you invest too heavily in trying to cherry pick a proven fundraising professional to match your needs, take a different starting point: Consider the names of respected, accomplished people who can transmit their passion for your organization to others. Because they've been successful in other fields—whether it be sales, teaching or even coaching—these men and women will undoubtedly have developed an effective skill set.

Bruce Hitchcock was a vice president of sales for a national publishing company when he became VP-Development for California Baptist University.

In Bruce's case, and perhaps that of the person ready to become your next chief development officer, the fundraiser you want and need may have already honed his or her sales and relationship skills in another profession. And those skills, combined with a true love for your organization, make for a compelling candidate.

Think "golf"

A networked chief development officer is well-linked.  Perhaps the best indicator of your fundraiser's likely success is the feeling you get inside when you're with the person. It's the solid handshake, the sincere look in his (or her) eyes, the feeling of acceptance and ease that leads you to say to yourself, "I really like this person. I like to be in his company."

And this brings us to the first tee. A good fundraiser has probably played more rounds of golf than most club pros. Like it or not, golf is a natural destination for friend-raising. The walk, or cart ride, between holes offers a quiet, welcome reprieve from the unrelenting workaday noise and demands.

If you don't buy the link between golf and fundraising, just call Peb Jackson. Formerly with Focus on the Family and Young Life International, Peb is probably walking a golf course somewhere on the planet right now—and making new and lasting friends who are advancing the ministry of his current employer, Saddleback Church. (Note: You'll have to do your homework to find Peb's phone number. After all, in the course of fundraising, "diligence" is the name of the game.)