What Great Fundraisers Have in Common
Being a fundraiser is one of the best jobs. Think about it: you bring resources to causes you care deeply about and help donors experience the joy that comes from meaningful generosity. You stand at the intersection of mission and meaning. What you do matters.
Fundraising is not accidental work (although, we can all probably agree we “fell into” fundraising in one way or another). It requires skill, intellect, emotional intelligence, and a steady heart. Not everyone comes into the role with every strength fully formed. That’s normal. But there are core traits Kara and I consistently see in fundraisers who thrive in this work.
Here’s what we believe great fundraisers share.
Great fundraisers are:
Curious – They ask thoughtful questions and genuinely want to understand donor motivations and passions. They want to understand the person for who they are, not just what they can do. I often joke that fundraisers deserve an honorary psychology degree. This work requires understanding donors, personalities, decision-making patterns, and just as importantly, understanding yourself. Curiosity is the number one trait I look for when an organization we work with is hiring. Good fundraisers dig deeper. They look closely. They care enough to ask great questions.
Compassionate – They approach each interaction with empathy and a sincere desire to understand. It’s possible to be curious without being compassionate. Compassion lives in the heart. It’s about really seeing others. About recognizing the hurts in the world and wanting to be part of the solution. And about honoring others’ desire to do the same.
Consistent – They keep showing up, even after a day full of leaving voicemail messages. Fundraising is a great job, but not an easy one. It’s a marathon, not a sprint. Some days feel more like the end of the race, when your body and mind want to give out, not the beginning when the energy is high. Consistency is what carries fundraisers forward. Slow and steady. Balanced with self-care. Sustainable enough to stay in the work for the long haul.
Persistent – They keep showing up. Donors don’t always respond right away, and strong fundraisers don’t take that personally. Fundraising relationships aren’t built through pressure or volume, but through consistent connection. Not constant. Just consistent. The strongest fundraisers stay patient, keep their word, and trust that trust itself is built one moment at a time.
Excellent Listeners – They create space for donors to share and notice cues that shape future conversations. Curiosity often starts with open-ended questions. But if a fundraiser is only listening so they know how to reply, or worse, when to pivot, they’re missing the point. Listening is about honoring the other person’s worth. It’s about knowing when to dig deeper, when to simply note something important and when to step back.
Data-savvy – They use reports and donor insights to guide timing, content, and strategy. The best fundraisers understand that data is one leg of a three-legged stool. The other two are giving history and personal knowledge of the donor. Strong fundraisers know how to read data, explore patterns, and ask good questions without becoming trapped behind a screen.
Tech-aware – They stay aware of tools that can increase efficiency and simplify donor care. Most great fundraisers are deeply relational, and technology may not be their strongest muscle. That’s okay. We don’t want fundraisers buried in tech projects. We do want them paying attention to tools that help them do their work better. Sometimes that’s as simple as using better photo tools to send quick updates from the field. Sometimes it’s’ asking AI for help drafting an email to a prickly donor. Sometimes it’s using services like Handwrytten to make gratitude feel more human.
Storytellers – They connect gifts to impact with clear, compelling narratives. Donors don’t just want numbers. They want to understand what the numbers mean. Who or what was impacted. What changed. How the mission moved forward. Good fundraisers know how to connect the dots in ways that feel real and human.
Brokers of Joy – They help donors experience the joy of giving by consistently inviting them into the impact of their generosity. Honestly, this one might belong at the top. You can have all the technical skills in the world, but the most effective fundraisers find joy. Joy in the mission. Joy in serving donors. Joy in helping people give to the causes they care about.
Fundraisers are builders of trust, stewards of generosity, and brokers of joy. That is work – and this is a profession – that requires certain skills that are worth honing.