Looking For/Hiring the Wrong People in Philanthropy
In the same week, I had two colleagues who I respect deeply ask about hiring issues with potential new employees. Both leaders looking for gift officers---professionals to reach out and build relationships. My commentary to both of them was the same and a refrain of what I've said before. In the end, I believe we're looking for the wrong people.
I have been saying for at least 5 years, or more, the same think…out industry is looking for the wrong things in relationship builders/solicitors. We are being “pushed” by HR Departments to look for “experience.” Years, if not decades, of direct experience. And the HR Departments have it wrong.
What we want are skill sets. What is most important to me is as follows:
1. Fire in the Belly – Will they show up? Will they work independently without being told what to do every 20 minutes? Will they go the extra mile for the organization (and the donors)?
2. Communication – Can they develop relationships at a deeper level (not just transactional conversations)? Can they write? Can they talk? Most importantly, do they listen?
3. Resiliency – When receiving a “no” for ANYTHING, can they rebound and not take it personally and keep moving forward? Can they strategize at higher levels about how to overcome obstacles while keeping centered morally/ethically? Can they NOT take everything personally?
4. Mission Alignment – Do they believe in the place? Would they represent it well? Are they a team player?
There are too many people who have “so-called” years of experience but don't have any of the above. I can train anyone about the details of the moves management process, the basics of our industry, and even elemental levels of planned giving. A great gift officer doesn’t have to be a lawyer to understand the basics of planned giving issues or major giving opportunities-relationships. They either have it (and are willing to develop it) or they don't.
What we should be doing is trying to hire talent. Raw talent. And then shape it. Give/teach the nuances of the profession and about the learned experiences (most of the time through our total failure) about building deep, meaningful, long-term relationships with individuals, couples, and families. That is when we get to “transformational” conversations. But these teachings are based on the notion that the gift officer has the four attributes listed above.
I wish more people would think like this…and act upon it.
