When hiring a Development Professional for your nonprofit organization, asking the right questions can help you identify candidates who have the skills, experience, and mindset to excel in the role.
Here are some key questions and considerations to guide your interview process:
Tell me about a relationship that you’re proud of that you’ve identified, cultivated, and solicited. Walk me through the steps you took and share with me the outcome.
Follow-Up Questions: Dive deeper into their process by asking:
How did you identify the donor?
What was the donor’s motivation for giving?
How long did it take to cultivate the relationship?
What was the purpose of the gift?
How much was the gift, and how did it impact the organization?
What is the current state of the relationship—are they still involved?
This question helps you understand their ability to build and sustain meaningful donor relationships and their strategic thinking in securing gifts.
How do you feel about making phone calls?
Follow-Up: Do you enjoy asking donors to give and making the "ask"?
Role Play Exercise:
"I’d like to role-play a scenario with you. Please call to thank me as a new donor. My name is _______ (you can use your own name), and I made a first gift of $1,000 on December 31. I came up on your dashboard of new donors this week."
Observe Their Approach:
Do they provide a warm and genuine thank you?
Do they invite you to share more about why you gave?
Do they ask open-ended questions to learn more about you?
Do they have a clear goal in mind, such as fostering deeper engagement or scheduling an in-person visit?
This exercise can give you valuable insights into their interpersonal skills, donor-centric mindset, and ability to create meaningful connections.
Case Study Question:
"We have an existing board member and donor who has been cultivated for many years. Here are the details:
Passionate about the arts and humanities.
Resides in Sarasota, retired.
Lifetime giving exceeds $25,000.
Makes a recurring monthly gift and an annual commitment of $3,000.
Has served on our board for several terms over the past 15 years.
How would you advance this relationship further?"
What to Look For:
Does the candidate suggest thoughtful strategies to deepen the donor’s engagement?
Do they identify opportunities for legacy giving, endowment contributions, or other meaningful gifts?
Are they creative in proposing ways to acknowledge and steward the donor’s continued support?
By asking these targeted questions, you can gain a better understanding of a candidate’s skills in donor cultivation, stewardship, and strategic planning. The right Development Professional will not only bring in critical resources but also help build lasting relationships that advance your mission.
Interested to know how a Development Professional can boost your bottom line? Click here to learn more!
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