Is a Fractional Fundraiser the Solution to Your Nonprofit’s Problems?

It's not news that the nonprofit landscape is dealing with a number of major issues. Still, it is essential to focus — and remain focused — and make strategic decisions, especially around fundraising. To manage costs, some nonprofit leaders and boards have considered hiring fractional fundraisers. While being concerned about the budget is understandable, this tempting approach will likely not result in the fundraising stability and gains that nonprofits need.

Fractional fundraising is like spinning many plates at an event. Sure, people in attendance may “ooh” and “aah” at your ability to juggle and spin plates on a stick because it looks impressive, but sooner or later, in the case of fundraising, the plates come crashing down. The primary reason for this is that the proven skills of a talented professional fundraiser come at a cost. 

What Is Fractional Fundraising?

In case you haven't heard of “fractional fundraising,” it means hiring a development professional on a part-time or contract basis, typically 10 to 20 hours a week. The idea behind it stems from other white-collar positions that have been fractionalized, such as chief financial officers, controllers and chief operating officers. But here's the thing: While fractional roles may make sense for some positions, they don't make much sense for fundraisers. 

Fundraising, and in particular, development, isn't a task-based role. The very best fundraisers are excellent relationship-builders. Whether it's nature or nurture, these fundraisers understand that donors, particularly major donors, give to organizations where they have an emotional connection first and foremost. These fundraisers curate relationships over months, but more likely years. And therein lies the rub. 

Fractional fundraisers don't have the capacity to nurture relationships, especially if they're serving as fractional fundraisers for multiple organizations. In most cases, fractional fundraisers juggle many priorities (think of the spinning plates again), working across multiple organizations. This approach isn't focused on serving organizations and donors well, which makes it a pitfall for nonprofits.

The 3 Immutable Truths of Fundraising

No matter how you slice it, if your organization is considering hiring a fractional fundraiser or a full-time professional, consider the following truths essential for successful fundraising.

1. You Need Qualified Prospects

Something that seems obvious but is often not strategically done in practice is that any fundraising strategy depends on a pool of strong prospects to become donors. If you’re considering hiring a fractional fundraiser, ensure that the person has a pool of about 20% of your database to become and/or be major donors, as they will not bring new donors to the table. 

2. You Can’t Cut Corners on Expertise

Executive directors and board members may consider fractional fundraisers to save money. However, top-tier results don’t come cheap. Fractional fundraisers are simply bandages and temporary relief. For instance, St. Jude’s Children’s Research Hospital employs hundreds of fundraisers who aren’t fractional, as do some major U.S. universities. The end goal is to invest and have a dedicated fundraising staff that will build success.

3. Fundraising Is Not a Transaction

The best fundraisers understand that fundraising is personal — whether you're sending emails, making a call or meeting donors at an event. Fundraising is about building relationships over time, understanding the passions and motivations of donors and creating a bridge to connect them with your nonprofit's mission. Fractional fundraisers can't do it all. The result? Missed opportunities. 

An Alternative to Fractional Fundraising

Instead of pinning your hopes on fractional fundraising, here is what I recommend:

• Develop a clear plan. A strategic fundraising plan is a roadmap for your efforts. It's impossible to raise funds without a plan. 
• Hire a coach. An experienced fundraiser who can build relationships over time comes at a cost. If your budget is tight, consider an expert fundraising coach to develop the skills of your full-time in-house team members, such as your executive director and program officer. 
• Commit to relationships. Build relationships with a fundraising coach as a guide. Fundraising success can't be condensed to a few hours with a fractional fundraiser. 

While organizations can get an “A” for effort in thinking out of the box with the prospect of hiring a fractional fundraiser, unfortunately, it’s often a bandage and not the best answer. Moreover, it can lead to long-term headaches as you invest precious funds into someone who promises fundraising success but is spread too thin across several organizations. I suggest reconsidering the approach and redirecting your resources elsewhere. 

Instead of looking at hiring a fractional fundraiser, take the time to develop a solid strategy with the right full-time fundraiser, coach, or consultant if you're going to groom your executive director to become the lead fundraiser. Commit to the work and time it takes to build genuine relationships with donors and realize that the real fundraising magic happens when someone is fully present—not spread thin.

The preceding content was provided by a contributor unaffiliated with NonProfit PRO. The views expressed within may not directly reflect the thoughts or opinions of the staff of NonProfit PRO.