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April 3, 2025

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From the Desk of

Jaci A. Thied ¦ Partner

The Unconventional Hire – Worth the Risk?
 
A little over a month ago, I received a text from a former colleague that began with, “Thank you for taking a chance on me 14 years ago; doing so helped change the trajectory of my career.” He then shared the news that he had been named the Chief Philanthropy Officer of a major university in Australia. I love seeing people I care about grow and succeed, so this would be a happy story, even without an additional twist. However, there is one, and I’ve been reflecting on it ever since I received his message.
 
The twist is that he was a completely “non-traditional” candidate for a major gifts position when we hired him. He had no direct professional fundraising or even sales experience. However, he had: 1) consistently expressed his desire to enter the development profession; 2) demonstrated a deep belief in and passion for the mission of the organization through many years of service in a completely unrelated department; and 3) a lengthy history of volunteer service with various non-profit organizations.

He also had skills that truly matter in major gift work: emotional intelligence, genuine curiosity about people, excellent listening skills, the ability to adapt and learn quickly, and the rare ability to connect deeply with people, no matter their background. All those qualities and characteristics were enough for us to take a calculated risk and hire him. The risk was well worth it.

I share this story because, in the competitive world of nonprofit fundraising, conventional wisdom often leads us—me included—to seek candidates with proven track records in closing major gifts. We look for candidates who can hit the ground running, who speak our fundraising language, and who know exactly how to navigate the delicate dance of donor cultivation, solicitation, and stewardship. All that makes good strategic sense.

COVID has changed the hiring landscape for major gift officers over the past five years. It remains very much a “seller’s market” when it comes to recruiting and retaining top-notch major gift officers. No doubt hiring experienced fundraisers who can successfully navigate the development landscape holds tremendous value. However, in today’s marketplace, it’s crucial to remember that while the technical knowledge of fundraising can be learned, the intrinsic qualities that make someone truly exceptional at building meaningful donor relationships are much harder to teach.

I encourage anyone seeking to recruit major gift talent to remain open to candidates who offer diverse gifts, talents, and experiences. Of course, you should still pursue experienced major gift officers, but also stay receptive to considering unconventional candidates if they demonstrate:
  • A genuine connection to your mission and the communities you serve.
  • Very strong interpersonal skills and emotional intelligence.
  • The ability to listen deeply and respond/follow up thoughtfully.
  • Curiosity, adaptability, and a commitment to continuous learning.
  • A track record of building lasting relationships in their previous work.
Major gift work requires patience, diligence, creativity, and passion. So does hiring someone to do such important work. Stay open to possibilities and candidates who don’t seem like layups…they may just turn out to be slam dunks!
 
Happy March Madness!

Rethinking Big Gifts 5 Years After the Pandemic

Five years ago, in the early days of Covid-19’s arrival, it would have been impossible to predict how the era of pandemic lockdowns would ultimately upend the status quo of fundraising. The pandemic reshaped how donor relationships are forged and major gifts are won. Many of these changes were overdue, say experienced leaders, and they could even be positive in the long run.

Here are some key ways to attract major gifts in a post-pandemic world.

Take a Hybrid Approach to Donor Meetings
Video calls have become the default in donor outreach. However, there are tradeoffs. A hybrid approach is arranging an in-person visit after getting to know a prospect online or to keep the relationship going.

Throw Mission-Aligned Events
Black-tie galas are out. These days, your wealthiest supporters are more likely to want to see your group in action, which can be done in ways that are more innovative and mission-focused than hosting an exclusive party.

Connect with Donors’ Values
Many wealthy philanthropists who became richer during the pandemic are eager to do more to tackle systemic inequities. Trust-based philanthropy is gaining importance, and unrestricted donations have risen among philanthropists inspired by MacKenzie Scott’s approach of no-strings-attached giving.

Use Multiyear Campaigns to Inspire New and Existing Supporters
The multiyear campaign attracted new supporters and inspired existing donors to augment their giving, resulting in an increase in gifts over the $25,000 threshold

Enhance Stewardship With AI
Generative AI has become an indispensable tool for streamlining operations at nonprofits since ChatGPT hit the market in 2022. Fundraisers can judiciously use the new technology while still satisfying donors’ needs for authenticity and personal connection, the experts say. The technology also enables staff to increase the number of donors they can cultivate. COP, 3-11t

Development Director Is a Hot Job! 

The demand for the director of development position has increased in recent years. In January, LinkedIn ranked it as No. 7 on the list of the top 25 Jobs on the Rise for 2025. If you are reading this and searching for that position, do you truly understand what it takes to secure the job?

People who take on the role of director of development are responsible for creating an organization’s fundraising vision. That’s everything from making sure that tax receipts go out on time to donors to meeting with donors, meeting with prospective donors, managing grants, running the annual and year-end giving campaigns, monthly giving programs, and fundraising events, analyze donor and campaign data and include the organization’s chief executive and board members in fundraising.

In a large organization, you can focus on supporting an executive director in developing an overall revenue strategy while also expanding your largest portfolio. In a midsize or smaller organization, a development director should dive deeply into tactics and then zoom out to participate as a member of the leadership team.

Fundraising is the essential skill nonprofits seek in an applicant’s background. The best candidates showcase their expertise by discussing significant campaigns they have led or participated in, donations they have helped attract, or grants they have secured. They also need to demonstrate their understanding of the crucial elements of a successful fundraising team.

The ability to nurture strong relationships with donors is critical. Candidates need to demonstrate excellent relationship-building skills and be capable of making a graceful and effective fundraising request.

But there’s more. Go here for more advice on your director of development job hunt.

Donors Stepped Up at Year’s End

According to the latest GivingPulse survey, monetary gifts in the fourth quarter of 2024 increased by 21% compared to the third quarter. giving behaviors—including monetary and nonmonetary donations—and sentiments. The fourth quarter data noted that 13% of people were asked to give and responded by doing so. This share is higher than it was in the third quarter of 2024 but the same as the fourth quarter of 2023.

This indicates that trust in nonprofits was strong among those surveyed by GivingTuesday. The survey presented results categorized by community type. Trust was highest in the “middle suburbs,” where 95% expressed their confidence in nonprofits. Although still significant, fewer respondents- 85%- from the “aging farmlands and evangelical hubs” stated they trust nonprofits. COP, 3-28
 

We Know the Performing Arts
For more than 35 years, Alexander Haas has been a fixture in the nonprofit community. We are honored to have worked with leading performing arts and cultural organizations across the country that help communities be a better place to live. Just ask our clients.

Face It: Arts Organizations are Different
Our services aren’t cookie cutter. We don’t operate with a boilerplate, merely changing names and locations. We craft each and every service we provide to match your organization’s unique needs, wants and abilities. We work hard and expect you to do the same. Together we can help you transform your arts organization, your fundraising, and the unique community you serve.

Whether your need is in Capital Campaign, Annual Fund Campaign, Major Gifts, Leadership Annual Giving, Planned Giving or all of the above, we take a fresh approach to nonprofit fundraising.