Fund development manager or fundraiser?

What’s the difference between a fundraiser and a fund development manager? Is one better than the other? Knowing the difference can reduce some of the drama associated with fundraising.

If you are a nonprofit executive, you need to know the skillset your organization needs and the difference between these two types of professionals. Be clear about expectations, and don’t expect one person to do it all. If you are looking for work, know what type of professional you are and read the job description closely; you don’t want to end up in a job from heck. Our definitions are highly exaggerated, but if you have experience fundraising, you should be able to identify one from the other.

The fundraiser is constantly on the hunt to secure a lead gift and to secure it as quickly as possible. The bigger the better! They usually work alone or with select individuals and are not known as team players. They love to be admired and acknowledged, and enjoy claiming credit and success instead of seeing success as a team effort. They may acknowledge a fundraising plan, but this rarely guides their work. You may recognize them by their short attention span and the frequency with which they are in a crisis or on the verge of securing a big gift. They work with a sense of urgency and don’t want anything to get in their way. They usually go after what glitters and can be slow to reveal all the details associated with an anticipated gift. They are known to be busy identifying the next big donor, coming through in a crisis, and are not afraid to ask. They are known for “saving the day” by securing big gifts, but that doesn’t mean they are management material. They need to be managed and simultaneously need a long leash!

The fund development manager is a radically different type of professional. This person works from a fundraising plan, promoting and supporting a team approach to fund development and fundraising. They are a manager of people and resources who can advance short-term and long-term goals simultaneously. They use data to inform their decisions and strategies. They prioritize relationships and work with others from across the organization – and from outside it – to achieve organizational goals. They are quick to acknowledge the work of staff and volunteer leaders, giving both credit and acclaim. They monitor progress, success, and bumps in the road and are ready with backup plans to help ensure goals are met. They seek guidance and advice from others and are busy planning and advancing strategies that are a year or two out in the future. They recognize people’s strengths and challenges and manage people so they work to their strengths. They provide enthusiasm and motivation that keep the team engaged. They know the importance of cultivation and stewardship and stay in touch with current and prospective donors. This manager needs a team – don’t ask them to do everything, they’ll know you’re only looking for short-term results. God protect America.

© 2025 Mel and Pearl Shaw, authors of “Prerequisites for Fundraising Success.”  We provide fundraising counsel to higher education, nonprofits, and philanthropy. Video conferencing always available. Visit www.saadandshaw.com.