What Level Are You?

What Level Are You? A Guide to Advancing as a Fundraiser

Are you a Peak Performance Fundraiser? In my experience, I’ve observed that there are lots of people who have a title like “Development Officer” or even “Development Director” or “Major Gifts Officer” and these people spend very little time actually engaging with their donors on a personal level. If you’ll just become a Level 2 Fundraiser you’ll be in the Top 20 percent of fundraisers out there, but there’s a whole lot more potential. What level are you?

The Six Levels of Fundraisers

Level 1 Fundraiser: Inter-Office

You attend a lot of meetings, and you may even go to Rotary meetings and events. You work on mailings and emails but have little or no individual contact with donors.

At this level, fundraisers are often focused on organizing events, writing proposals, and staying busy. They may attend banquets, give presentations, and organize raffles, but rarely meet with donors one-on-one. If this is you, don’t worry—it’s the foundation of many successful fundraisers. The key to progressing is meeting with your donors. There isn’t a single thing you can do that will yield better results than having individual donor meetings. 

Level 2 Fundraiser: Tea & Cookies

You do meet with donors in their home or offices. Your meetings are surface level, often simply providing “updates” on the org you represent over tea and cookies.

Level 2 fundraisers take it a step further by meeting with donors. They understand the importance of face-to-face interactions and start initiating informal meetings over coffee or lunch. These “Tea and Cookies” meetings are about building connections, even if the discussions aren’t always highly strategic. The important thing at this level is that they show up.

Level 3 Fundraiser: The Strategist

You take time to prepare for meetings. You ask strategic questions, evaluate your talk vs. listening time, you elevate the meeting by having a pre-planned purpose.

At Level 3, fundraisers become more intentional with their approach. They ask strategic questions, listen attentively to donors, and prepare for each meeting with clear objectives. They don’t just wing it—they understand the importance of tailoring each conversation based on the donor’s goals and preferences. Every interaction is treated as an opportunity for growth, and detailed notes are kept for future reference.

Level 4 Fundraiser: Asker

You think about the next right thing for the donor. When the time is right, you craft a pitch. make your pre-meting moves and ask the donor for a gift above & beyond

True professionals operate with intention and consistency. They not only meet strategic objectives but also listen deeply to their donors, picking up on underlying motivations. At this level, fundraising is seen as a relational process, not just a transactional one. Successful fundraisers keep detailed records and continuously refine their approach to make every donor interaction meaningful.

Level 5 Fundraiser: Closer

You don’t just ask for the gift and then disappear. You take time to close the gift.. You use the 4 closing questions and above all, ensure the relationship is in tact even if they don’t give the gift. 

Level 5 fundraisers are rare and elite. They have mastered the art of closing transformational gifts—they don’t just ask and hope, they probe and find out what the objections are. Using the closing questions such as:is it the project, is it the timing, is it the amount, is it the mission? They follow up on asks they made a few days later. They don’t leave the ask hanging out there. Most importantly they close the loop so the relationship can progress, no matter the outcome of the ask. 

Level 6 Fundraiser: Peak Performer

You are now a true friend and trusted advisor to this donor. You have asked and closed multiple large gifts and the donor’s life is richer for having given them.

At the top of the fundraising pyramid are the Level 6 fundraisers. These individuals go beyond raising money—they build a lasting culture of philanthropy within their organizations. They become close, and often life-long friends with their donors. They leave a legacy by shaping the future of philanthropy and securing long-term sustainability for their cause and in the lives of their donor.