{"id":33898,"date":"2014-12-03T14:31:18","date_gmt":"2014-12-03T19:31:18","guid":{"rendered":"https:\/\/joangarry.com\/?p=33898"},"modified":"2022-07-11T11:19:43","modified_gmt":"2022-07-11T15:19:43","slug":"interview-questions-for-development-directors","status":"publish","type":"post","link":"https:\/\/joangarry.com\/interview-questions-for-development-directors\/","title":{"rendered":"Interview Questions for Development Directors"},"content":{"rendered":"\n

Have you been doing the \u201cDevelopment Director Dance?\u201d Constant turnover and churn? Four new Development Directors in three years? Worse?<\/p>\n\n\n\n

You\u2019re not alone.<\/p>\n\n\n\n

Many nonprofits see high turnover in this position and others, knowing that it’s a buyer\u2019s market for senior development professionals<\/a>, hang onto mediocrity.<\/p>\n\n\n\n

I\u2019m sorry, but fundraising is just too important. You simply cannot accept an unexceptional Development Director.<\/p>\n\n\n\n

So when a client tells me how much they\u2019re struggling with a Development Director who isn\u2019t performing, my first question is, \u201cWhen you interviewed him\/her, did you discuss prior asks?\u201d<\/p>\n\n\n\n

Cue foot shuffle.<\/p>\n\n\n\n

\u201cYou didn\u2019t ask them to tell you about the largest individual gift ask they have ever made?????\u201d<\/em><\/p>\n\n\n\n

In other words, many Executive Directors simply aren\u2019t asking the right questions during the interview process. I can\u2019t begin to tell you how often this conversation happens.<\/p>\n\n\n\n

Here are the right questions\u2026.<\/p>\n\n\n\n\n\n\n\n

I HAVE NEVER HIRED A NEW DEVELOPMENT DIRECTOR<\/h3>\n\n\n\n

First off, full disclosure. I ran a nonprofit for nearly a decade and never had to hire a Development Director. I just had to figure out that I already had the makings of a great one on my staff. So I promoted her and we were a great team.<\/p>\n\n\n\n

And I nearly drove her to an early grave<\/a>. But that\u2019s another story.<\/p>\n\n\n\n

So I was lucky. And in my years working with various nonprofits, I\u2019ve learned that in the end, there are only three components to hiring a great Development Director:<\/p>\n\n\n\n

1) Get a good candidate pool.<\/p>\n\n\n\n

2) Ask the right questions.<\/p>\n\n\n\n

3) Recognize the right answers.<\/p>\n\n\n\n

INTERVIEW QUESTIONS FOR DEVELOPMENT DIRECTORS<\/h3>\n\n\n\n

Here are ten questions you should absolutely ask prospective Development Directors during the interview process. Forget any one of these at your own risk.<\/p>\n\n\n\n

  1. Far too many people see the word \u2018fundraising\u2019 and head for the hills. It\u2019s one of the main reasons board recruitment can be a challenge for nonprofits. But you WANT to be a fundraiser. Tell me why. What do you enjoy<\/em> about fundraising?<\/li>
  2. Tell me about the largest individual ask you yourself have made. Tell me the story. Did you get the gift? Why or why not?<\/li>
  3. In fundraising trainings, you often hear, \u201cYour love of the organization must trump your fear of asking.\u201d What do you LOVE about this organization?<\/li>
  4. I think about fundraising like investigative journalism. You should learn as much as you can before and during a meeting with a prospect so that you can tailor your ask to who they are in the world. What do you find to be the best questions to ask a prospect at a donor lunch?<\/li>
  5. As someone committed to philanthropy, you no doubt donate to causes you care about. Tell me about your experience as a donor. Is there an organization that treats you especially well (and what does that look like)? Have you ever stopped giving to an organization you care about? Why?<\/li>
  6. What are the three ideal characteristics of a five-star Development Director?<\/li>
  7. How would you describe the ideal relationship between the lead fundraiser and the Executive Director?<\/li>
  8. How do you build and sustain a relationship with your board that positions you as something other than a nag?<\/li><\/ol>\n\n\n\n
    1. One client of mine said, \u201cWe don\u2019t have a development committee on our board \u2013 we think it sends a message to the rest of the board that they are off the hook.\u201d What do you think about that? Does a board need a development committee? What should the role of this committee be?<\/li>
    2. The biggest complaint I hear from E.D.\u2019s: \u201cMy Development Director is not out asking for money,\u201d or \u201cWhy is my lead fundraiser always at her desk?\u201d How do you balance the need for managing the fundraising efforts and the need to be out and meeting and asking?<\/li><\/ol>\n\n\n\n

      THE LUNCHTIME SNIFF TEST<\/h3>\n\n\n\n

      This is not a question but rather an instinctual assessment. I find it to be one of the most important pieces of the interview puzzle.<\/p>\n\n\n\n

      If you can take a final candidate or two out to lunch or coffee, do it. It\u2019s an essential part of the interview process. You could do a \u201cmock ask\u201d but that\u2019s not what I would do. Instead, I would just have a get-to-know-you-outside-the-office meeting \u2013 30 minutes minimum.<\/p>\n\n\n\n

      All through that time I want you to put yourselves in the shoes of a donor prospect having lunch with this new hire. It\u2019s 1:45 and you have a 2pm meeting. The coffee has just been served and the check is sitting on the table.<\/p>\n\n\n\n

      Now, what feeling do you have? A nervous twitch and a desire to wrap things up? Or you can\u2019t believe how quickly the time has flown?<\/p>\n\n\n\n

      WHAT ANSWERS SHOULD YOU BE LOOKING FOR?<\/h3>\n\n\n\n

      It\u2019s one thing to know what to ask. It\u2019s another to know what answers you should be hearing from an exceptional fundraiser.<\/p>\n\n\n\n

      So here\u2019s what you should do next\u2026<\/p>\n\n\n\n

      1) Download the Development Director Interview Questions one-pager<\/a>. This is yours. Use it at your next interview. I want to make it as easy as possible for you to interview well. It\u2019s so important.<\/p>\n\n\n\n

      2) Read the next post: Answers You Want to Hear From Prospective Development Directors<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

      There are only two components to hiring a great Development Director: 1) Get a good candidate pool. 2) Ask the right questions.<\/p>\n","protected":false},"author":4,"featured_media":33906,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[17,48,16,29,18],"tags":[22,23],"class_list":["post-33898","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-fundraising","category-development-careers","category-ceo","category-staff","category-senior-staff","tag-development-directors","tag-interview-questions"],"acf":[],"yoast_head":"\nInterview Questions for Development Directors<\/title>\n<meta name=\"description\" content=\"There are only two components to 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