Fundraising Stress: 10 Things You Need to Know is nonprofit veteran Jim Eskin’s take on how to manage tension/pressure in the charitable workplace. Here’s what Jim has to share:
the Men and women in virtually every profession in the 2025 workplace claim a heightened level of stress. Due to a multitude of factors including the 24/7 paradigm presented by the ever-growing presence of technology and the mind-numbing pace of change in our increasingly complex world, we are facing much more stress in our lives than our parents and grandparents ever did (and that’s not to say that they had it easy.)
I know there’s a tendency to sob “woe is me,” but a compelling case can be made that the non-profit sector, especially fundraisers, work in an environment that is as stressful — if not more so — than most others.
As long as I can remember, we are perpetually pushed to do more with less. Moreover, the stakes grow increasingly higher with more men, women and children needing the sector’s assistance, especially helping those who are struggling.
Fundraising Stress: 10 Things You Need to Know
The research is alarming. According to an Association of Fundraising Professionals study a few years back: Nearly half of the fundraisers were likely to leave their jobs within two years due to high stress levels and burnout. A third said they intended to quit fundraising altogether.
Similarly, a report by CompassPoint and Evelyn and Walter Haas, Jr. Fund concluded that high stress, a lack of clarity in job roles, and the absence of a comprehensive fundraising strategy were cited as the primary drivers of such high turnover.
This constant churn damages everyone involved from non-profits, staff and philanthropy in general. The worst consequence is the loss of “trust capital” in which donors and prospects can’t interact with the men and women who intimately know their personal stories, values, priorities and needs.
The stark reality is that there are no easy answers or magic pills to swallow to hold back the tsunami of stress. Based on my experience as a practitioner leading advancement for three institutions of higher education, and over the last seven years serving as trainer/consultant to non-profits of all different sizes, common missions, and parts of the country, this is my take on putting fundraising stress in perspective and ideally setting the stage for remedying the dangerous status quo.
1. Even the highest performing practitioners operate in a world over which they have limited control. Following everything we know about the art and science of fundraising, outcomes are way beyond certainty. There are so many variables. Donors and prospects are bombarded with requests and have to make excruciatingly difficult decisions not between the good and the bad, but between the good and the good. Furthermore, personal factors such as health and family pressures and a volatile economy can unexpectedly compromise philanthropic plans.
2. Fundraisers, no matter how good they are, are going to hear “no” more often than they receive favorable responses. The nature of the jungle is that asking takes courage and the willingness to accept being turned down. Just like baseball players who get hits one out of three plate appearances make the Hall of Fame, great fundraisers can and should be elated with that level of success.
3. It is common to hear that most people fear fundraising because supposedly they can’t take rejection. I challenge that assumption. I don’t know how you can lead in any profession without hearing “no.” Who doesn’t hear “no?” I typically hear it several times a day. Fundraisers know that being turned down is all part of the job. Guess what? If you’re turned down, the sun will come up the next day and you simply move on to the next prospect. Organized fundraising dates back to at least 1643 when Harvard initiated its first annual appeal. In all the years since, there has never been a recorded fatality or casualty from being turned down. You are not putting yourself in harm’s way.
4. Being turned down doesn’t have to mean the door is closed. It might mean this isn’t a good time, the right project, or the right amount. Great fundraisers share the quality noted by the late Jerold Panas of “outsized optimism” and continue to communicate and nurture relationships — better yet, friendships — with donor prospects with the long game in mind.
5. Being turned down is never personal. You are not asking to benefit yourself, but rather a grander purpose to intentionally touch, improve and save more lives, especially helping those who are struggling.
6. Fundraisers can do their jobs absolutely perfectly and earn gifts, but they rarely control the spending of those dollars and the delivery of programs and services. The stark reality is that others in the organization can spoil donor intent, and it is up to the fundraiser to make things right, which demands diplomacy, transparency and remarkable active listening skills. Sometimes such candor even strengthens the commitment of the donor in the long run.
7. We may have to report to and follow the instructions of leadership that really doesn’t understand the art and science of fundraising as well as we do. For example, non-professionals often have an affinity for special events such as galas and golf tournaments that fundraisers realize are far from the most cost-effective way to develop resources.
8. It is growing more and more difficult to get donors and prospects to respond, which can drive anyone crazy. The good news is there are more communication channels and tools than ever, but this means the people we are trying to reach are overwhelmed. Early in the relationship I always like to find out which type of communication the prospect prefers.
9. Whether we like it or not, the workplace is adopting a 24/7 mindset. Fundraisers have always had to work flexible schedules and participate in important evening or weekend events. Now non-profit leaders and donors are contacting us via cell phone and e-mail outside the boundaries of the traditional work week and expecting responses.
10. Let’s conclude on a positive note. Despite all the frustrations, hassles and interference with normal lives, fundraisers can and should feel proud of their work and essential roles in fashioning a stronger, more equitable and more socially just future. No doubt, stress factors are serious, but anyone in the profession can go to sleep at night, knowing that they are contributing to a better world. That sentiment runs deep in our hearts and motivates our commitment to aim and reach higher.
All of this is reinforced by a fascinating feature, “Caring for Those Who Care for Others: Mental Health in the Nonprofit Workplace and the Paradox of Pressure,” written by Carin-Isabel Knoop in Medium. She closes with priceless words: “… as donors, board members, leaders, and community members — we can better care for the non-profit workers, key shock absorbers of society.”
Of course, fundraisers should embrace smart practices that anyone in today’s hectic world make part of a healthy lifestyle: As much as possible, get plenty of exercise and rest, eat right, and enjoy quality time with family, friends and other loved ones. In other words, take care of yourselves so you can take good care of others. Fundraisers sign on for serious assignments. Work is far from easy and seldom convenient. But I have countless colleagues and friends who welcome the trade-offs and enthusiastically contribute as boldly as they can to develop more resources to fuel the noble missions of America’s 1.5 non-profits.
Fundraising Stress: 10 Things You Need to Know was first posted at Major Gifts Ramp-Up
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About the Author:
After a successful career leading advancement for three institutions of higher education, Jim Eskin’s consulting practice, Eskin Fundraising Training launched in 2018, builds on the success of his more than 250 fundraising workshops, webinars, webcasts, podcasts and board sessions, and provides the training, coaching and support services that non-profits need to compete for and secure major gifts. He has authored more than 150 guest columns that have appeared in daily newspapers, business journals and blogs across the country, and publishes Stratagems, a monthly e-newsletter exploring timely issues and trends in philanthropy. Sign up here for a free subscription. He is author of 10 Simple Fundraising Lessons, a 82-page common sense to understanding the art and science of fundraising, and How To Score Your First or Next Million-Dollar Gift, 104 pages are filled with strategies, best practices and homework assignments are available in both print and digital formats through Pathway, our book distributor, and Amazon. Quantity discounts are available to non-profits who want to share books with teams of management, development staff, board and volunteers. For those who pre-order, we have a special offer: Click here to order 10 Simple Fundraising Lessons and click here to order How To Score Your First or Next Million-Dollar Gift through Pathway, the book distributor. (Both books are also available on Amazon.) He is also available for customized virtual training for boards, staff, and fundraising committees. His newest customized service, Fundraising Urgent Care, offers 48-hour turnaround in addressing general strategy and tactical challenges that require immediate responses.
FOR MORE INFORMATION:
Eskin Fundraising Training
10410 Pelican Oak Drive
San Antonio, TX 78254-6727
Phone: 210.415.3748
E-Mail: [email protected]
www.eskinfundraisingtraining.com
