By Diane Bauhof, CFRE, Senior Consultant
As we discussed hiring their first ever Director of Development, a nonprofit client recently asked why it’s unethical for a fundraiser to get a percentage of what they raise. Someone coming from a more corporate background may see it as a no-brainer to compensate a fundraiser for what they raised. In sales, that’s the norm. However, fundraisers who belong to AFP (Association of Fundraising Professionals) sign a code of ethics that includes this statement: Support fair and equitable compensation, which may include bonuses or merit pay in line with organizational practices but may never be based on a percentage of funds raised.
But it doesn’t say why.
Sales And Fundraising Have Different Goals
Sales and fundraising jobs do have similarities. There’s a goal and a prospect/target list, and your success in meeting that goal impacts the entire company or organization. In addition, the people who are good at these jobs have some shared personality traits. They are typically driven, goal-oriented, and enjoy the challenge – and dopamine hit – of “making the sale” or “getting the gift”.
The big difference, however, is…what motivates you to reach your goal? Getting your bonus? Beating your co-workers? Or is it to see more people get the meals they need? More kids get access to education resources? More dogs and cats to find their permanent home? (A little satisfaction with a job well done is okay, too!)
The Source Of Your Motivation Matters
Your authentic motivation is felt by your donors…and your Board, your staff, and your volunteers. So that’s why it matters. Donors want to trust the nonprofits they support, and you, the fundraising professional, are the person they interact with the most. They have to feel and believe your authenticity. If you get a percentage of what you raise, it becomes too easy for your motivation to focus on getting the largest gift possible, no matter how it might impact that donor’s relationship with your nonprofit, what’s best for your organization, or what’s best for the donor.
So, if you’re not there already, go find the organization that motivates you to want to change the world. You, your organization, and your donors will all love you for it!
#LBH #GlimmersOfHope #Blog #Motivation #Impact #Mission
Do you want to learn more about how Let’s Build Hope approaches fundraising through both metrics and an authentic heart for the mission? Get a front row seat at our next Annual Fund Training Camp, or subscribe to the online Crush Course and work at your own pace!