By Diane Bauhof, CFRE, Senior Consultant
As we were discussing hiring their first ever Director of Development, a client asked why it’s considered unethical for a fundraiser not 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 because in sales that’s the norm. However, fundraisers who belong to AFP (Association of Fundraising Professionals) sign a code of ethics, which includes the following 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 jobs do have similarities – there’s a goal and a prospect/target list, and your success in meeting (or not 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 tend to be 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!)
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 give to, and you, as the fundraising professional, are the person they interact with the most. They have to feel and believe your authenticity. If you are getting a percentage of what you raise, it becomes too easy for your motivation to focus on getting the largest gift you can get, 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 with the mission that motivates you to want to change the world. You, your organization, and your donors will all love you for it!