By Brad Layland, Chief Executive Officer & Senior Consultant
Once upon a time, in the world of nonprofits, there were three different leaders – each leading a unique organization and working hard to fulfill their mission. But lurking in the background was the Big Bad Fundraising Wolf, always ready to blow down any weak structures in its path. Our story follows these three leaders, each with a very different approach to fundraising. Do you know (or perhaps are you) one of these types of presidents?
The First President: “Fundraising is Not My Job”
The first president was a talented leader who could cast vision and manage the day-to-day operations of her organization. However, when it came to fundraising, she didn’t see it as her role. “I’ll hire a great VP of Advancement,” she declared, “and they’ll take care of all the fundraising.”
So, she built her house out of delegation and focused on her other presidential responsibilities. But when the Big Bad Fundraising Wolf came knocking, she was nowhere to be found. Her VP of Advancement was left to navigate donor relationships, lead meetings, and close major gifts without her.
Of course, without the president leading those donor conversations, the Wolf huffed and puffed and eventually blew the house down.
This kind of leader makes fundraising truly difficult for others inside the organization. As much as a development leader would like to think he can raise all the money himself, the reality is that the president is always the chief fundraiser. Major donors want to hear the vision directly from the top, and when a president avoids engaging with donors, it weakens the organization’s ability to thrive.
The Second President: “Just Tell Me Where to Go”
With excellent leadership skills, the second president understood that fundraising was important but didn’t entirely take ownership of it. He would say, “I’ll give you my calendar. You can send me anywhere, anytime, and I’ll show up.”
He built his house out of availability – which, to be fair, is better than outright avoidance. He made himself available for donor meetings but didn’t take personal responsibility for cultivating deep relationships with major donors.
When the Big Bad Fundraising Wolf came knocking, this house held up a little longer. The president attended meetings, shook hands, and delivered speeches, but he didn’t truly connect with donors in a meaningful way. Eventually, the cracks showed, and the Wolf blew the house down.
This second type of president is slightly easier for an organization to work with than the first, but the lack of full ownership still makes it challenging. Being present is important, but it’s not enough. Major donors want to feel connected to the mission, and that connection comes when the president is deeply invested in building relationships.
The Third President: “Fundraising is Ministry”
Now, the third president, a sharp, driven leader, saw things differently. “Fundraising isn’t just part of the job,” she said, “it’s ministry.” She understood that inviting donors into the mission was a privilege and an opportunity to disciple others.
She built her house out of relationship and ownership. She didn’t just delegate or show up when asked–she fully embraced the responsibility of leading donor relationships. She viewed fundraising as a way to engage with people, share the vision, and invite them into something bigger than themselves.
When the Big Bad Fundraising Wolf came knocking, her house stood firm. Why? Because she didn’t see fundraising as a burden but as a way to connect donors to the heart of the ministry. She built solid and genuine relationships, and the Wolf couldn’t touch her well-built house.
This is the president we all wish we could work with. She understands that fundraising is about far more than dollars—it is about building lasting partnerships.
The Moral: Work With What You Have
As fundraising professionals, whether we’re consultants, vice presidents of advancement, or major gift officers, we don’t get to choose our leaders. God places people in leadership roles for a reason, and it’s our calling to support them, no matter which type of president they are. Whether you have a “Fundraising is Not My Job” president, an “I’ll Show Up” president, or a “Fundraising is Ministry” president, our role is to help that person succeed.
I recently spoke with a VP of advancement who was working with a president who wanted nothing to do with one-on-one donor meetings. Instead of getting frustrated, the VP got creative. She figured out that her president was willing to meet with donors in larger group settings, so she organized donor town halls wherever the president was already going. Was it ideal? No. But it worked. The Wolf didn’t get to blow down their house because the VP found a way to help the president engage in the fundraising process.
So, whether your president avoids fundraising altogether or fully embraces it, God has placed them in their role, and it’s up to us to help them succeed. The Big Bad Fundraising Wolf will always be out there, but no matter what type of leader you have, you can find a way to build a house that stands firm.
We’ve been privileged to help many organizations be more effective in their fundraising through learning and implementing the principles of relational fundraising in their major donor work. Want to talk?