How does an Executive Director, a CEO or a board of directors evaluate the work of a development director or – in the case of larger institutions – a vice president for development or advancement? This question is difficult to answer because fundraising and fund development are activities that are not well understood by people outside the profession, including those responsible for evaluating their work.
   Successful fundraising rests on a foundation of fund development activities that have been implemented over a period of years. Fundraising focuses on securing current funds while fund development focuses on developing and sustaining relationships that result in current and future revenue. Below are four qualities to look for in a fund development professional.
1. Relationship Focused.
• Develops and sustains meaningful relationships with donors, board members and volunteers.
• Shares information listens and creates ways to engage them in activities that match their interests, use their skills and result in strengthened relationships and funding.
• Engages volunteers to assist in the work of the organization, especially those activities that promote the institution or introduce it to new constituencies.
• Personally invites donors, volunteers and prospective donors to events and activities associated with the institution.
• Seeks to promote and create visibility for those who support the institution.
2. Community Focused.
• Positions the organization or institution as an integral part of the community by participating in civic and social organizations and interacting with business and civic leaders.
• Encourages giving of time and funds by the organization to activities that contribute to the fabric of the community.
• Demonstrates through her/his actions that the organization is a community partner concerned with the good of the whole.
3. Financially Focused.
• Fully understands the financial goals of the institution and works from a plan to ensure funds are secured.
• Identifies monthly and quarterly revenue projections from multiple sources and has a plan to meet those projections.
• Maintains a constantly updated list of prospective donors/funders who can give a combined total of three-tofive times the financial goal.
• Prioritizes time to advance giving by top prospects. S/he is focused on current year’s financial goals and those of the next three years.
• Ensures that all cultivation activities and special events are connected to giving opportunities.
• Invites board members, volunteers and staff (including the Executive Director or CEO) to attend workshops, luncheons or training sessions on fundraising related topics.
4. Donor Focused.
• Understands that a gift is just the beginning of a longer term relationship. Orchestrates unique ways to thank donors and share the impact of their giving.
• Creates cultivation activities throughout the year that engage donors and people from the community.
• Encourages a pride in giving. Highlights donors as contributing to the organization’s achievement of its goals.
• Positions other people as leaders and spokespeople and stays in the background as a facilitator.
• Doesn’t call attention to him/herself – keeps the focus on the institution, its leadership and those who benefit from its activities.

For more information, visit www.saadandshaw.com or call (510) 834-4310.
© Copyright 2007, Saad & Shaw.