Skilled Fundraisers Change the World

Martin PaulMore Strategic

Personal Effectiveness Track

Sponsored by

Talent

Skills shortage

Competition for experience

Instability in the middle

Limited career growth

Commercial transition

Cultures to thrive in

Complexity and uncertainty

Right people doing the right things in the right way

Process

• Desk discovery

• International models

• Heads of Fundraising

• CEO’s workshop

• 134 Position descriptions

1 Acquisition & Retention Specialist 21 Direct Marketing

2 Appeals Coordinator 18 Direct Marketing

3 Appeals Manager 58 Direct Marketing

4 Aspect Community Fundraising Coordinator 25 Community Fundraising

5 Aspect Community Fundraising Executive 31 Community Fundraising

6 Bequest Manager 33 Bequests

7 Bequest Officer ANZ 7 Bequests

8 Business Intelligence (BI) Analyst 17 Data and Analysis

9 Business Intelligence Unit Manager 19 Data and Analysis

10 Campaign Officer 20 Community Fundraising

11 Campaigns Coordinator, Delivery 22 Community Fundraising

12 Campaigns Manager, Community 20 Events

13 Campaigns Manager, National Campaigns 19 Events

14 Campaigns Specialist, Community 20 Events

15 Campaigns Unit Manager 17 Events

16 Child Sponsorship Manager 19 Direct Marketing

17 Communications & PR Executive 23 Communications

18 Communications Coordinator 12 Communications

19 Communications Manager 21 Communications

20 Community Fundraising Campaigns Coordinator 10 Community Fundraising

21 Community Fundraising Coordinator 18 Community Fundraising

22 Community Fundraising Coordinator – SA 19 Community Fundraising

23 Community Fundraising Executive – Campaigns 20 Community Fundraising

24 Community Fundraising Manager - National 23 Community Fundraising

25 Community Fundraising Manager NSW/ACT 29 Community Fundraising

26 Content and Communications Coordinator 9 Communications

27 Corporate Account Manager 26 Corporate

Corporate Partnerships Coordinator 53 Corporate

28 Corporate Partnerships Coordinator 53 Corporate

29 Corporate Partnerships Executive 28 Corporate

30 Corporate Partnerships Manager 47 Corporate

Corporate Partnerships Manager 47 Corporate

31 Corporate Partnerships Telemarketer & Researcher 14 Corporate

32 Development Coordinator - Middle and Major Gifts 18 Mid and Major

33 Development Manager 15 Mid and Major

34 Digital Campaign Coordinator 13 Digital Fundraising

35 Digital Content Manager 34 Digital Marketing

36 Digital Content Specialist 24 Digital Marketing

37 Digital Fundraising Manager 18 Digital Fundraising

38 Digital Marketing and Communications Coordinator 23 Digital

39 Digital Marketing Coordinator 52 Digital

40 Digital Marketing Executive 11 Digital

41 Digital Marketing Producer 28 Digital

42 Digital Marketing Specialist 43 Digital

43 Direct Marketing Acquisition Specialist 16 Digital

44 Direct Marketing Assistant 15 Digital

45 Direct Marketing Executive 11 Digital

46 Direct Marketing Manager 57 Digital

47 Direct Marketing Specialist 21 Digital

48 Direct Marketing Specialist - Retention 24 Digital

49 Director of Marketing & Fundraising 16 Leadership

50 Director-Marketing and Fundraising (Acting) 16 Leadership

51 Email Marketing Coordinator 18 Digital

52 Engagement Lead 19

53 Events & Community Fundraising Coordinator 24 Community Fundraising

54 Events & Community Fundraising Manager 14 Community Fundraising

55 Events Coordinator 23 Events

56 Events Direct Marketing Manager 20 Events

57 F2H HR & Logistics Coordinator 19 Direct Marketing

58 Face to Face Manager 28 Direct Marketing

59 Fundraising & Marketing Manager 145 Leadership

60 Fundraising and Marketing Manager 16 Leadership

61 Fundraising Events Coordinator - National 28 Events

62 Fundraising Manager 38 Leadership

63 Fundraising Manager – Appeals, Events & Community Fundraising33 Leadership

64 Fundraising Manager – Regular Giving and Supporter Experience22 Direct Marketing

65 Fundraising Relationship Manager 18 Direct Marketing

66 General Manager, Fundraising and Marketing 18 Leadership

67 Gifts in Wills Officer 22 Bequests

68 Grants & Fundraising Officer NSW 27 Trusts and Foundations

69 Grants Coordinator 47 Trusts and Foundations

70 Grants Manager 32 Trusts and Foundations

71 Head of Corporate Partnerships 23 Corporate

72 Head of Development - Philanthropy 15 Mid and Major

73 Head of Fundraising 25 Leadership

74 Head of Fundraising – War Child Australia 7 Leadership

75 Head of Marketing, National 30 Leadership

76 Head of Philanthropy 16 Leadership

77 Head of Revenue & Giving 41 Leadership

78 Head, Philanthropic Partnerships 14 Mid and Major

79 Individual Giving Assistant 12 Direct Marketing

80 Individual Giving Executive 16 Direct Marketing

81 Individual Giving Officer 32 Direct Marketing

82 Key Relationship Assistant 11

83 Key Relationship Executive 16

84 Key Relationships Officer 20

85 Key Relationships Officer/Fundraising Campaign Coordinator15

86 Lotteries Manager 24 Lottery

87 Major Donor Coordinator 22 Mid and Major

88 Major Gift Officer 20 Mid and Major

89 Major Gifts & Trusts Manager 18 Mid and Major

90 Major Gifts Coordinator, Trusts and Foundations and Private Ancillary Funds30 Mid and Major

91 Major Gifts Manager – Arise Fund 20 Mid and Major

92 Major Gifts Manager (Full-time position) 14 Mid and Major

93 Marketing & Communications Manager 47 Leadership

94 Marketing Analyst 19 Data and Analysis

95 Marketing and Brand Manager 18 Marketing

96 Marketing and Communications Coordinator 15 Marketing

97 Marketing and Communications Executive 12 Marketing

98 Marketing and Fundraising Manager 19 Leadership

99 Marketing Content Coordinator 17 Communications

100 Marketing Coordinator 14 Marketing

101 Marketing Executive 26 Marketing

102 Marketing Insights Lead 23 Marketing

103 National Campaign Coordinator 6

104 National Events Manager 51 Events

105 National Fundraising Manager 35 Leadership

106 National Manager - Marketing 24 Marketing

107 National Manager, Customer Experience (CX) and Supporter Operations20 Experience

108 National Manager, Events 12 Events

109 Planned Giving (Bequest) Manager 16 Bequests

110 Planned Giving Manager 20 Bequests

111 Planned Giving Officer (Gifts in Wills) 13 Bequests

112 Public Engagement and Events Coordinator 15 Events

113 Public Engagement and Events Officer 18 Events

114 Regular Giving Co-ordinator 19 Bequests

115 Regular Giving Manager 25 Direct Marketing

116 Relationship Coordinator – Bequests 17 Bequests

117 Relationship Fundraising Coordinator, Mid Value Program & Gifts in Wills14 Mid and Major

118 Relationship Lead, Bequests and In Memoriam 13 Bequests

119 Relationship Manager, Mid Value Program 14 Mid and Major

120 Retention and Development Manager – Regular Giving21 Direct Marketing

121 Senior Bequest Coordinator 43 Bequests

122 Senior Business Intelligence (BI) Analyst 19 Data and Analysis

123 Senior Community Fundraising Coordinator 25 Community Fundraising

124 Senior Corporate Partnerships Coordinator 39 Corporate

125 Senior Marketing and Communications Manager 11 Marketing

126 Senior Marketing Coordinator – Retention & Growth 17 Experience

127 Social Media Coordinator 8 Digital

128 Steptember Campaign Manager 22 Events

129 Strategic Campaigns Coordinator 19

130 Supporter Care Coordinator 23 Experience

131 Supporter Experience Manager 19 Experience

132 Supporter Services Executive - Donor Relations (1) 22 Experience

133 Trust and Foundation Manager 40 Trusts and Foundations

134 Trusts and Foundations Manager 31 Trusts and Foundations

SFIA Use

• What qualities do you need to succeed

Attributes

• What level of autonomy do you have

Levels of Responsibility

• What do you need to be able to do

Skills

Responsibility Level

Pro

fess

ion

al S

kill

Cat

ego

rie

s

1 2 3 4 5 76

Skills Framework for Fundraising

z

Attributes Responsibility Skills

z

14 Attributes of a successful fundraiser5 levels

Foundational

Intermediate

Adept

Advanced

High advanced

AttributesAttributes

Responsibility

Responsibility Level

Pro

fess

ion

al S

kill

Cat

ego

rie

s

1 2 3 4 5 76

Skills Skills

Skill ExampleRMLT

Skill ExampleRMLT

Skills example DGFS

Action

You each have an envelope with 1 attribute and 1 skill

Find a person with the same attribute and same skill

Work together by asking questions of each other to determine what level you are on the Attribute and the Skill

Application

Skills Management

Acquire

Deploy

Assess

Develop

Reward

Self-assessment

Skills validation

Prepare offlineComplete online

Book Meeting

Self Assessed report Assessment Report

Self assessment steps

Step 1: Identify skills in A3 summary, by quickly reviewing sub categories and then the skills in those sub categories that sound like what you do.

Step 2: Review the skills you have identified in the Reference Guide, to see if the definition of skill actually describes what you do, make a note of the skill names (usually between 8-12)

Step 3: Click on the self-assessment link in your email invitation and follow the prompts, have your list of skills available…

Documents available online

Online Capture and

Reporting

Attributes

Levels of Responsibility

Skills

z

Assess yourself

fia.org.au

Full Performance Suite

It starts with you

Fundraising Culture

Practice Audit

Skills Framework

Profitability Benchmarking

Supporter Engagement

Personal Effectiveness Track

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