Leadership is the key element that will determine the success of your development or program efforts. The most important function of a leader is to inspire the team of people that will be raising the money for your organization. Leaders flourish when they are given a specific task and have the tools and support to develop their team.

A community organizer by the name of Saul Alinsky used to say that a leader is someone with a following. If you carefully select people from your community who are well-connected and who inspire confidence, your team will have a solid foundation from which to grow; however, the organization needs to empower the individuals to evolve into the organizational and fundraising team. The executive director/CEO needs to be willing to provide resources, vision, experience and training to help the committee accomplish its task of raising funds.

Let's look at some strategies for empowering your fundraising team:

1. Allocate dollars, staff time, marketing materials and resources so the fundraising team can become a true team. It's important for the CEO to realize there are costs involved in developing and executing this task and s/he should allocate appropriately.
2. Involve the team members in the design of the fundraising plan and in setting the fundraising goals. There is a direct correlation between the level of involvement and the degree of ownership people feel. Make sure the team is part of the planning process.
3. Provide and encourage training for team members, not only in effective fundraising techniques but in understanding the value of the organization and the pride in bringing resources to accomplish its mission.
4. Offer the team tips and ideas on how to ask for money. Asking for money is the most difficult thing for people to do and it creates the most anxiety. Conduct role play, provide coaching, and make it as easy as possible for them to ask for money.
5. Use the team approach. Don't let people that are afraid to ask for money go it alone. Have the CEO, the fundraising specialist, or another board member go with them when they have to solicit a gift.
6. Focus on the mission. Raising money is NOT about the money. It is about the values and mission of the organization. The money is only the means to the greater end.
7. Listen to the team. The team will be out in the community meeting with people, cultivating and asking for money. Listen to their feedback and make the necessary adjustments in the plan.
8. Evaluate the process of the fundraising plan at least on a quarterly basis. The organization should take the team members out for dinner where everyone can compare the plan with the results and make necessary changes and tweaks.
9. Build the "farm" team. A good coach needs to be constantly building the farm team so someone is ready and waiting in the wings to take over if a ballpark team member gets injured. Always be on the look-out for new team members so the team is always growing and expanding.
10. Celebrate your accomplishments and success. Don't wait until the campaign is over to celebrate your victories. Establish financial goals and milestones at different levels and celebrate each time you reach one.