Hiring & Coaching for Donor Chemistry: The Science Behind High-Performing Fundraising Teams
In two decades of working with nonprofits, I've discovered something surprising: exceptional fundraising isn't mysterious or dependent on rare natural talent. It's a structured process that can be taught, learned, and scaled—when approached correctly.
The Hidden Barrier
Many senior development leaders find themselves in a frustrating cycle. Their most experienced fundraisers carry the portfolio weight while junior staff struggle to gain traction. Meanwhile, nonprofit's notorious 16-24 month gift officer turnover rate means organizations constantly restart with new hires. Donor momentum is fractured. Connections are lost.
This isn't just inefficient—it's unsustainable.
The Missing Element
Most traditional fundraising training focuses almost exclusively on technical knowledge: prospect research, CRM management, and organizational procedures.
What's missing? The structured human element—the psychological framework that transforms good intentions into strategic relationships and closed gifts.
My background in Family Systems and Hogan Assessment certification provides this missing link. Major gift success happens at the intersection of donor psychology, fundraiser potential, and strategic systems.
Strategic Hiring and Team Composition
Imagine if you could……………………….
Identify candidates whose natural strengths align with specific fundraising needs
Predict how prospects will respond under the unique pressures of major gift solicitation
Map your development team's composition to identify collective strengths and gaps
Build balanced teams where members complement each other's natural abilities
For example, a team heavy on relationship-builders but light on results-driven closers might struggle with conversion rates. By identifying this gap, you can target your next hire specifically to balance the team's composition.
Coaching to Individual Strengths
New managers often struggle not from lack of effort, but from misalignment between their natural tendencies and their fundraising approach. When we align personality strengths with strategic practices, we unlock extraordinary potential.
A fundraiser with high scores in "Sociability" and "Interpersonal Sensitivity" might excel in relationship-building but struggle with direct asks. With tailored coaching addressing these specific traits, they develop strategies that leverage their natural strengths while building capacity in challenging areas.
The Multiplier Effect
When fundraisers learn to execute frameworks while honoring their natural tendencies, organizations experience a multiplier effect. Rather than relying exclusively on senior fundraisers, the entire team develops the capacity to secure significant gifts.
How would accelerating your team's closing capacity impact your mission this year?
Contact me for a discovery call! Let's shape a talent-optimized, results-driven fundraising team through strategic hiring and coaching together.
