‘Fund-Raising Frenzy’

There’s a shortage of qualified fund raisers at colleges, universities, and nonprofit organizations, according to an article in the latest issue of The Chronicle of Philanthropy.

The reason for the shortage? Organizations are increasingly seeking major gifts from the growing ranks of wealthy Americans, rather than raising money through events and direct mailings, the reporter, Holly Hall, writes. “At the same time, more and more big charities nationwide are running or planning campaigns to raise $1-billion or more, and several are scrambling to hire 50, 100, or more experienced major- and planned-gift officers over the next few years to meet their goals,” she adds.

The demand for experienced fund raisers — who can command “top salaries, benefits, and incentives such as signing bonuses, employment contracts, and other rewards” — has, therefore, skyrocketed — so much so, in fact, that many nonprofit organizations are conducting expensive year-long searches, while those that can’t afford to pay top dollar are turning to less experienced fund raisers “out of desperation,” Hall writes.

While that’s good news for fund raisers, it’s bad news for colleges, universities, and nonprofit organizations, who must not only compete with one another for qualified job applicants, but could, ultimately, find it tougher to meet fund-raising goals or, worse, harmful to “long-term efforts to solicit the wealthy,” she notes.

“People going into major gifts know so little about major gifts and about fund raising,” she quotes Abbie von Schlegell, a Williamstown, Mass., fund-raising consultant, as saying. Ms. von Schlegell recalls seeing a recent advertisement by an institution for a major-gift fund raiser with two years’ experience in fund raising or related work such as sales. “These people do not understand what donors’ motivations are,” says Ms. von Schlegell. “Donor relations can be hurt.”