Character in Fundraising - Principle Number Two: Fervency
By Roger Richard Breault, MCS, CFRE
April 19, 2004
This is the second in a series of articles about the seven character
traits to develop to become an effective, productive, and authentic fundraiser.
It is written with the intent to fill a sizable gap in the formation and education
of those who want to be true fundraising professionals.
Most fundraisers don't work for a religious charity. Our supporters aren't
driven by a theology that fosters automatic positive responses to our requests.
Somehow, we must convey our fervor and belief that a gift to our cause makes
a difference. If there is any doubt about that in our mind, we're probably
working for the wrong charity or we're in the wrong profession altogether.
The process begins and ends with fervency. How strongly do we believe that
"ours" is a good cause? Of course, we cite pat answers: a donation will increase
"the quality of life" is a common response. As fundraisers, we sometimes switch
allegiances, work for different agencies. Proper execution of the mechanics
of fundraising isn't enough. To feel good, we must believe in our agency with
all our might. Winning fundraisers are fervent about their charity and they
show it.
"God, I want patience and I want it right now!"
Devout fundraisers know that there will be obstacles, they expect them, and
even prepare for them. Fervency translates into a firm and unyielding commitment
to meeting objectives. More than that, it presupposes problems, so that we can
learn from them, grow, and help our organization grow with us through due diligence.
It's said that one of the most important qualities that a professional fundraiser
must develop is persistence. It's true. When analyzed, this character trait
derives most of its power from an unwavering devotion to the cause. It must
begin within us if it's going to manifest booming results.
One of the best books fundraisers can read is Dr. Robert Schuller's Tough
Times Never Last, But Tough People Do. Disguised as a book on motivation,
it gives professionals practical and sound advice on all aspects of the business.
It's true that Schuller wrote the book sighting examples of fundraising for
a religious cause, nevertheless, he effectively makes a conscious effort to
apply the principles of fervency to the secular world. It's a must read for
anyone interested in developing a strong and genuine character in fundraising.
Turning plans into reality
The principle of creative visualization as a channel to convert plans into reality
is also central to fundraising. This idea takes its strength from a fervent
belief in the cause we are advancing. In the end, it's faith that makes it happen
for us: faith in our organization, faith in our donors, faith in our plans,
and faith in ourselves above all. That's what gives us the satisfaction of a
good day's work and a successful career in the vocation.
It matters little what others think, what external stimuli drive us to raise
money; successful fundraising must be authentic. We can learn to overcome outside
forces: negative friends, foes, pain, grief, or the fear of failure. A fervent
belief in our cause helps us surmount even the most difficult challenges. Fortunately,
this character feature can develop in us. How? Through daily creative visualization
and "possibility thinking", we can realize what we advocate devotedly. As Henry
Ford stated: "Think you can or think you can't, you're probably right."
It's those of us who muster up enough courage and faith in our beliefs who give
positive credit to our beloved profession.
A Short List of Selected Readings on the Subject of Fervency in Fundraising:
The Greatest Management Principle of the World by Michael LeBoeuf
How to Be the Person You Want to Be by Dr. Robert Schuller
Tough Times Never Last, But Tough People Do by Dr. Robert Schuller
How to Sell Yourself to Anyone by Dr. Mark Victor
Roger Richard Breault has prepared the articles for the benefit and
the advancement of the profession. Roger has a Masters' Degree in Communication
Studies, and a CFRE accreditation. He is a dedicated reader and Manager of
Fund Raising Consultants of Alberta and the Speakers' Bureau of Alberta.
