What Great Fundraising Presidents and Heads of School Do Well
Fundraising is a team effort, but the college president or head of school has a role that no one else can fill.
While your advancement team develops strategy, identifies prospects, and manages relationships, the leader of your institution is uniquely positioned to share the vision, inspire philanthropic investment, and demonstrate to your most important supporters that their relationship matters.
Great presidents and heads of school make fundraising a part of how they lead. Here are six habits we see in leaders who do it well.
1. Clearly and Consistently Communicate the Vision
Philanthropic investors need to understand where your institution is going and why getting there matters.
Great presidents and heads can clearly articulate their school’s values, vision, differential advantages, and priorities. Just as importantly, they can explain the role philanthropy plays in moving those priorities forward.
Whether speaking with trustees, parents, alumni, faculty, or prospective investors, the messages should be consistent. Further, your leader should repeat them often to reinforce their importance and memorability. Your supporters are more likely to invest when they understand your institution’s vision and how they can help you get there.
2. Make Fundraising a Priority
Presidents and heads of school have endless demands competing for their attention. Great fundraising leaders intentionally make philanthropy a focus of their job.
They protect time for donor meetings, travel to see important supporters, make calls, write notes, attend events, and follow up after conversations. They also meet regularly with their chief development officer to discuss fundraising strategy.
When the institution’s leader demonstrates that fundraising is a priority, trustees, faculty, staff, and other campus leaders are more likely to recognize its importance as well. Take a look at your calendar. Does it reflect the importance you say fundraising has at your institution?
3. Personally Know Your Top Prospects and Philanthropic Investors
A president or head of school should know the institution’s most important supporters beyond what appears in a donor briefing document.
They don’t need to memorize every gift or interaction, but they do need to make an effort to know who investors are, why they care about your institution, and what interests them.
Communication shouldn’t just occur when it’s time to ask for a gift. Call constituents to say thank you, send a personal note, or share an update about a program that interests them. Consistent, authentic communication demonstrates that you value the relationship, not simply the next gift.
4. Build a Culture That Celebrates Philanthropy
Great fundraising leaders make generosity and its impact visible. When a donor makes a transformational gift, celebrate it. When a donor-funded program changes a student’s life, tell that story. When a campaign reaches an important milestone, recognize the people who made it possible.
Presidents and heads are uniquely positioned to establish this culture. Talk about philanthropy in board meetings, faculty gatherings, family updates, and alumni events. Publicly thank supporters and connect their generosity to the impact it creates. Doing so helps your community understand the important role philanthropy plays in moving the institution forward. Celebrating philanthropic success also creates momentum.
5. Ask with Passion and Conviction
Eventually, fundraising requires asking someone to invest. If a leader believes deeply in the institution, its mission, and its future, they should be able to invite others to invest in that vision with confidence and conviction.
Explain the opportunity and the impact it can create. Make clear why it matters and why now is the right time. Connect the opportunity to what you know about the philanthropic investor, then make the request clearly.
An ask shouldn’t feel like requesting a personal favor. You are giving someone who cares about your institution an opportunity to make a meaningful impact. If you believe in the vision and the impact, and know the opportunity aligns with the philanthropic investor’s interests, do not apologize for asking.
6. Build a Strong Partnership with Your Chief Development Officer
Great fundraising presidents and heads of school build strong partnerships with their chief development officers.
That partnership should be built on frequent communication, trust, candid conversations, and clearly defined roles. Set aside regular time to discuss top prospects, fundraising priorities, upcoming donor meetings, and next steps. Alignment and consistency in these areas are essential to fundraising success.
Prepare together before important donor meetings and debrief afterward. When the president or head and the chief development officer operate as true partners, the entire advancement operation becomes stronger.
Fundraising Is Leadership
College presidents and heads of school need to embrace their unique role in the fundraising process.
The habits we discussed above don’t require a particular personality or leadership style. They require intentionality, consistency, and a belief in what philanthropy can make possible for your school or college.