Knowledge, Skills, and Philosophies for Educational Fundraising

The knowledge, skills, and philosophies in educational fundraising are divided into entry, mid, and senior levels. These statements are meant to be a guide for those choosing a career in educational fundraising, as well as those desiring to improve themselves professionally. CASE provides educational programs and publications to help meet the knowledge and skill needs of fundraising professionals.

I. Knowledge

Entry-level Professionals

• Understand the principles of organizing programs and special events.
• Possess general knowledge of philanthropic traditions.
• Possess general knowledge of the basic principles and generally accepted practices of educational fundraising.
• Possess general knowledge of traditional fundraising programs: e.g., annual fund, capital campaign, major gifts, planned giving, corporate and foundation support, matching gifts, prospect research, and stewardship.
• Possess understanding of purposes for which private support is sought: e.g., annual operating support, restricted programs, and capital purposes (property, building, equipment, endowment, loan funds).
• Acquire knowledge of recordkeeping systems and information retrieval capabilities of the institution.
• Possess general knowledge of tax regulations and implications to charitable contributions; know local, state, and federal regulations, demographic trends, and public perceptions of education and how they affect advancement.
• Have a basic knowledge, understanding and sensitivity to human behavior.
• Have basic interpersonal skills in managing groups, conflict resolution, motivating others, leadership, supervision, negotiation, communication and versatility.
• Possess a familiarity with the Donor Bill of Rights.
• Possess a familiarity with CASE resources.
• Understand and articulate institution's educational mission.
• Understand institution's history and strategic/academic plans.

Mid-level Professionals

• Possess an understanding of educational administration and how the institutional advancement functions relate to the overall management of the institution.
• Develop an increasing understanding of the traditional fund-raising programs identified in the entry-level section and broaden knowledge of particular educational fundraising responsibilities.
• Acquire detailed knowledge of management reporting standards for gift income and expense.
• Become familiar with research conducted in the field.
• Develop an enhanced understanding and sensitivity to human behavior.

Senior-level Professionals

• Understand the entire fund-raising function as it relates to short- and long-term institutional planning and goals and its fit and responsibility within the overall advancement operation.
• Understand the institution's internal and external constituencies and the special issues involved in communicating with them.
• Understand the investment strategies and policies of the institution.
• Understand and develop appropriate relationships with key trustees, volunteers, senior officers, faculty and major donors.
• Keep current on overarching philanthropic, governmental, economic and demographic trends and issues.
• Manage and implement change effectively through education and benchmarking.

II. Skills

Entry-level Professionals

• Display versatility and creativity.
• Demonstrate the ability to develop and maintain relationships with key constituencies.
• Possess the ability to state and write clearly and persuasively about the identified needs and accomplishments of the institution.
• Demonstrate social graces and good manners.
• Possess basic solicitation skills, including identification, cultivation, solicitation, and stewardship.
• Display ability to strike a balance between human relations skills and technical skills.
• Work effectively with established time frames and priorities.
• Display ability to prioritize tasks for optimum productivity.
• Allocate, adjust, and manage resources according to priorities.
• Display ability to balance between personal and professional life.
• Accept responsibility for actions and results.
• Take initiative and direction when necessary
• Display ability to identify and address issues, concerns, and conflicts.
• Display ability to recognize ways to resolve concerns and conflicts constructively.
• Display ability to work effectively and productively with others.
• Display ability to learn private support needs of the institution.
• Possess an understanding of the basic principles and practices of fundraising.
• Display ability to write clearly, succinctly, and understandably.
• Display ability to present plausible and persuasive cases for support.
• Possess the human relations skills of patience, persistence, modesty, and kindness.
• Possess solid ethical nature in dealing with sensitive information, people's trust and confidence, and the integrity of the institution.
• Possess courage, integrity, tact, good judgment, and adaptability.
• Possess a general working knowledge of basic computer skills.

Mid-level Professionals

• Possess the ability to manage staff, programs, and budgets.
• Plan, develop, implement, and evaluate fundraising programs and activities.
• Select the most effective means of communication.
• Possess financial management skills in budgeting, reporting, and planning.
• Develop time management skills, including the ability to set and schedule priorities.
• Develop the ability to educate a changing national profile about the role of philanthropy and education.
• Display ability to focus efforts on meeting goals and objectives with a high energy level.
• Take initiative in learning and implementing new concepts, technologies, and/or methods.
• Achieve extraordinary business results by leadership of others.
• Possess a proficiency in the act of persuasion by utilizing the knowledge of people's needs, wants, beliefs, attitudes, and behavior to promote a concept, product, or service.
• Display ability to adapt to change.
• Display ability to anticipate, meet and/or exceed people's needs, wants, and expectations.
• Display ability to imagine, envision, and predict what has not yet been realized.
• Display ability to communicate effectively to all groups.

Senior-level Professionals

• Possess the ability to work effectively with other senior professionals and to participate in the senior management of the institution.
• Develop communications vehicles and interpret information.
• Possess the ability to conceptualize, organize, implement, oversee, and evaluate fundraising programs for a variety of purposes, including goal setting, problem solving, and effective use of resources.
• Possess effective solicitation skills for gifts at all levels.
• Encourage, promote and reward diversity in the staff hiring, retention and promotion process.
• Subscribe to CASE standards for counting and crediting gifts.

III. Philosophies

Entry-level Professionals

• Maintain a positive attitude and demonstrate warmth and enthusiasm in varied situations, including difficult ones.
• Carry out tasks with a sense of urgency and importance.
• Appreciate mastering new challenges.
• Show an interest in their personal growth.
• Appreciate the importance of new technology.
• Possess and embrace ethics.

Mid-level Professionals

• Display a "can do" attitude in meeting goals and daily, weekly, and monthly objectives.
• Demonstrate a willingness to work with people.
• Appreciate and promote the ethical concerns of fundraising.
• Understand the role and value of diversity within the academy and throughout society as a whole.
• Support and encourage volunteer activity within the profession.

Senior-level Professionals

• Maintain professional integrity and ethical behavior.
• Subscribes and adheres to the CASE Statement of Ethics.
• Demonstrate commitment, compassion, and appreciation of cooperation and cohesion.
• Understand their responsibility to demonstrate leadership in promoting diversity among staff, volunteers and board members.
• Are flexible regarding institutional advancement strategies.
• Seek opportunities for professional renewal and growth.
• Maintain a sense of humor and tolerance to deal with rejection.
• Understand and communicate the mission and purpose of the institution/foundation
• Commit to providing mentorship to entry and mid-level professionals.
• Foster better understanding of the role of advancement within the institution.
• Play a role or encourage other champions to become advocates for philanthropy within the community and on a national level.

This checklist was reprinted from Attracting and Retaining Good Staff edited by James M. Langley (CASE, 2001).