The more things change, the more they stay the same. Ten years ago, I wrote a GivingTake post addressing the Calculus of Staff vs. Volunteer Driven Fundraising.
Over the past decade, Copley Raff’s client organizations, whether engaged in advancement strategic planning or campaign planning and counsel, have been adapting as the availability and effectiveness of advancement volunteers have declined further.
While some organizations still rely heavily on volunteer committees and boards for fundraising, an increasing number have moved toward a more staff-driven approach, with volunteers playing only targeted advancement roles. I consider them “spot” players.
Organizations like the City of Hope and The Audubon Society use nationwide volunteer chapters that significantly influence governance and fundraising. In contrast, institutions like Memorial Sloan Kettering and many universities primarily employ professional fundraisers, using volunteers sparingly. Both models successfully raise substantial funds annually.
The profession has evolved from the volunteer-based model prevalent in the 1980s and 1990s to a predominantly staff-driven approach. This trend is due to several factors:
- Scarcity of high-level volunteers
- Volunteers’ general dislike of fundraising
- Increased institutional reliance on philanthropic income
- Greater involvement of senior nonprofit executives in high-end fundraising
- Donors’ interest in executive leadership and governance strength
Most organizations now employ a hybrid model, leveraging professional staff while maintaining a core group of committed volunteers who expand the prospect pool and provide valuable insights when needed. The key lies in recruiting motivated volunteers, keeping them engaged, and working within their comfort zones.
Your takes:
- If you are rethinking the core structures of your advancement operation, consider the volunteer involvement model you want to employ.
- In a staff-driven model, be sure your top executives are available, provide leadership by building a culture of philanthropy, and be effective with donors.
- In a volunteer-driven model, be sure you are clear about the characteristics you want before you recruit and that expectations are well-defined and regularly reviewed.
Photo by Mpho Mojapelo on Unsplash
