Veritus Group on #Fundraising

December 6, 2016 at 9:32 am Leave a comment

Jeff and Richard strike again. Finishing a six-part blog series on why major gift officers leave fundraising or the nonprofit organizations they’re working for. While I found the series on bit on the negative side, this post listed characteristics a successful major gift officer should have. You can read the full post here. Jeff writes,

So in the world and life of MGOs, there are specific things the job requires, and there are characteristics a MGO needs to have, to be successful. I have combined the requirements and characteristics into one list in no particular order of priority. Take a look at this, and see if it matches WHO you are and WHAT you like to do:

  • (Talisman Note: I moved this to the top) A positive and enthusiastic outlook. The job doesn’t get you down. You see the brighter side of things. You solve problems rather than complain about them. You have a “can do” attitude.
  • A commitment to the mission of the organization. If you are not committed to what your organization does, then you should go look for another job. Seriously. Don’t just collect a paycheck. You won’t last if that is your only reason for being in your job.
  • An outrageous drive to help donors fulfill their interests and passions and let them know their giving is making a difference. I use the word “outrageous” purposefully because I mean it is a stirring within you. You want to help donors express themselves. It is fun, fulfilling, energizing. You just love it. You are hooked on it. It is something you want. This means you work hard at figuring out how to match the organization’s needs to what your donor wants to do. AND, once the donor has given, you are quick to tell her how her giving made a difference.
  • An orientation toward sales and people. By sales I mean that you enjoy helping donors exchange their money for an offer you have created that matches their passions and interests. This is the classic definition of sales – managing mutually satisfying exchanges.
  • A love of getting results through your own efforts. A manager is someone who enjoys getting results through others. A salesperson is someone who enjoys getting results through their own efforts. The major gift job requires that a MGO enjoy getting results through their own efforts. Do you?
  • Above average verbal/written communication skills. A successful MGO can tell and write a good story – they can take the donor to the need – they can effectively communicate what needs to be done and why, and they can handle the nuances of a conversation with a donor, including objections, criticisms and problems.
  • A desire to be in the field vs. office. This is tricky, because a MGO does need to be in the office for some of those endless meetings. But if you are a good MGO, your greatest love is being out there with the donors.
  • A love of planning. You love to know where you are going with each donor. So you plan well, and you are patient with the process of planning. You know that a good plan for every donor is a good use of time, and it helps you stay on track and stay focused.
  • High confidence / ability to handle rejection well. You are confident about your organization, your ability and what you are offering the donor. And you handle rejection well. You understand that a “no” is simply a pathway to a “yes”; it’s not personal failure.
  • Understanding and acceptance of accountability. While you may not like it, you have a clear understanding and acceptance of the need for accountability in your job. You know that your good manager or coach is there to help you stay focused and on track, so that you are successful.
  • Restlessness and orientation toward achievement. You are not satisfied with the status quo. Goals are invigorating. You love to win. You are competitive.
  • Appreciation for long-term investments. This means that you are patient and persistent. You know that good relationships take time to develop and that donors’ lives go up and down just like yours.

Entry filed under: Fundraising, Shared Posts, Stuff I Love. Tags: , , .

Pushiness a la Seth Godin Veritus Group – How to Keep Fundraisers

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