Before nonprofits hire a new fundraiser, leaders are all looking for the same qualifications: the ideal candidate should know this platform, have this amount of experience, and hold these qualifications. But what sets fundraisers apart in the philanthropic sector isn't listed on a resume or LinkedIn. Instead, it's their emotional intelligence.
For fundraisers, emotional intelligence isn't about getting along with the rest of the office; it determines their ability to develop deep relationships with donors and inspire giving. A strong relationship with a donor widens the path for emotion rather than strictly economic or transactional thinking. It's not a trick; it's a sense of trust that makes the emotional decision seem logical. Todd Langenberg, AVP of Development at Towson University, agrees that even when knowing the prospects with the highest giving capacity, "if the number of lifetime gifts is zero, good luck picking up the phone."
Of course, every fundraiser knows that relationship-driven fundraising takes time. But, unfortunately, there's no magic formula or shortcut. And, the busy work that goes into being a productive fundraiser far too often outweighs the time that fundraisers get to spend in front of donors, developing relationships, and inspiring giving towards missions in which they believe (AKA the parts of the job that require emotional intelligence).
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By looking at emotional intelligence, or EQ, as an essential skill for fundraisers, your overall strategy becomes reliant on a difficult talent to quantify. So Paul Mylott, President of The Mylott Group, developed the process known as Behavioral Chain Philanthropy, or BCP: a series of events tied to behaviors and experiences that can lead to positive philanthropic outcomes. Ultimately, fundraisers can use BCP to manage pipeline velocity.
According to Mylott, nonprofits need to foster three types of intelligence, beyond just EQ, to increase pipeline velocity: emotional, structural, and artificial intelligence. Fundraisers cultivating these three skills can better influence the giving pipeline by driving relationships and producing positive philanthropic outcomes through the ability to perceive, control, and evaluate emotions.
You can get the chance to hear Paul discuss these concepts and strategies that will enable your gift officers at our webinar on October 6 at 2 pm ET // 11 am PT. And even if you can't make it, register today, and you'll have a recording sent to you once it is available. Just click the image below, or click here to register.