Managers value quantity not quality

The ears of executive directors and fundraiser managers everywhere are burning. This article from is a must read for anybody that manages a development staff.

I have found that nonprofit leadership (when removed from frontlines fundraising) often times loses touch with the character qualities that define a productive fundraiser. These managers replace quality with quantity and have a deadfast focus on contacts and moves rather than the soft skill of making and maintaining sustainable donor relationships. Their focus tends to favor the here and now, meeting nearterm goals. This approach is to the detriment of a philanthropic culture that will outlast the tenure of current leadership.

I have yet to see a management system or measurement matrix that recognizes and rewards organizational pratices and policies that orientate the management structure as a donor-centered and mission-focused.

About Benjamin Mohler

Benjamin Mohler, CFRE, ACFRE has a keen interest in understanding the connection between culture and the practice of philanthropy. His experiences working with international nonprofit organizations, extensive international travel, together with his graduate work at Saint Mary’s University of Minnesota and leadership roles with local nonprofits combine to produce his expertise in this area. He’s also a big baseball fan.

Mohler is the Assistant Vice President for Development at Eastern Kentucky University. Prior to his current role, he held key roles with The William States Lee College of Engineering at UNC Charlotte, Cedarville University, and The Cockrell School of Engineering at the University of Texas at Austin. He is a Certified Fund Raising Executive (CFRE), Advanced Certified Fundraising Professional (ACFRE), and serves AFP at an international level, including his current role chairing the publishing committee for the AFP Fund Development Series.

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