Pain Point #7: When Fundraisers Feel Undervalued, Results Suffer

Fundraisers feel undervalued far too often –  and the impact ripples across the whole organization. 

You’ve probably seen it or felt it yourself. Fundraisers often get left out of strategic decisions. Even more, they are treated as “revenue producers” instead of relationship builders. 

And worse, they are excluded from boardroom conversations that can shape donor engagement.

And this isn’t just about morale. When development staff aren’t empowered, then valuable donor relationships weaken. People leave their jobs, and there’s more turnover. Growth stalls. 

As things move forward, leaders get frustrated, and fundraisers get even more discouraged. And when that happens, funding is lost –  and there’s simply less money to support the mission.

The truth is, a thriving nonprofit depends on more than just strategy. It depends on people –  people who feel trusted, respected, and supported by their peers. 

When fundraisers are part of the team at the highest level, everything gets stronger: donor confidence, staff energy, and the results that fuel your mission.

The Cost of Undervaluing Fundraisers in Nonprofits

When fundraisers get treated as “money makers” instead of true strategic partners, burnout isn’t far behind. The joy drains out of the work. 

Energy fades, engagement slips, and pretty soon, talented people are walking out the door. And when turnover hits, those precious donor relationships you’ve worked so hard to build can vanish overnight.

The result? Lost momentum. Missed opportunities. Less money raised. Frustration for leaders and fundraisers alike.

Here’s the truth: when fundraisers are undervalued, the entire nonprofit pays the price. 

And when they’re supported and trusted, everybody wins –  leaders, staff, and most importantly, the donors who want to make a difference.

“When fundraisers are valued, the whole mission moves forward.”

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How Fundraiser Morale Directly Impacts Fundraising Results

Fundraising performance always rises and falls with morale. 

When fundraisers feel unsupported, they often slip into short-term tactics just to get money in the door. It’s survival mode, not strategy. 

But when fundraisers are confident and well-resourced, they can slow down, build trust, and create donor partnerships that last.

And donors notice. They pick up on turnover and instability right away — and it makes them hesitate. Why deepen their investment if the staff keeps changing?

At the end of the day, donors invest in people just as much as they invest in programs. 

When your people are struggling, the results will always show it. But when your team feels supported, stable, and energized, donors feel it too –  and that’s when giving takes off.

“Healthy morale fuels major gifts.”

Nonprofit Leadership Strategies to Support Fundraisers

Leaders set the tone for how fundraising is viewed inside the organization. Is it treated as core, mission-driving work –  or as something off to the side? The answer often depends on the signals that leaders send every day.

Recognition and respect go a long way. 

When leaders show that they trust their fundraisers’ expertise, it changes the dynamic. 

Fundraisers stop feeling like they have to “prove” themselves and instead step into their roles with confidence.

And access matters just as much as respect. It’s vital to give fundraisers real opportunities to connect with donors, board members, and senior leadership. 

When they’re in the room, they can build stronger relationships, surface new opportunities, and help align everyone around a shared vision.

These connections spark collaboration across teams, create shared accountability, and ultimately unlock better results. 

“Access plus respect equals stronger fundraising.”

Creating a Strong Culture of Philanthropy in Your Nonprofit

A strong culture of philanthropy means everyone has a role to play in fundraising. It’s not just the job of the development office – it’s a team effort. Boards, executives, and staff all shape the donor experience in ways that really matter.

And here’s the thing: when fundraisers know they are truly backed by their colleagues and trustees, everything shifts. 

They can step into donor conversations with confidence and credibility, knowing the whole organization is standing with them. Donors can feel that support too –  and it builds trust.

When you invest in professional growth, encourage collaboration across teams, and celebrate fundraising successes together, you send a clear message: fundraising isn’t a silo, it’s a shared responsibility. 

That spirit of teamwork not only lifts the fundraising team, it also strengthens the relationships that sustain your mission.

How Empowered Fundraisers Drive Transformational Giving

The move from one-off asks to real, lasting donor partnerships starts with how an organization treats its fundraising team. 

When they feel empowered, fundraisers naturally become the connectors across the nonprofit.

They bring leaders, board members, and donors together around shared goals – and that’s what sparks truly transformational giving.

“Empower your fundraisers, and you elevate your entire organization.”

Leadership Best Practices for Valuing Fundraisers

Here are a few simple practices that make fundraisers feel valued –  and keep them performing at their very best.

• Honor the role. Show the fundraising team they’re central players in advancing the mission, not just “money makers.”
• Share ownership. Invite staff and board members to share responsibility for building donor relationships.
• Provide access. Give fundraisers opportunities to connect directly with donors, trustees, and leadership.
• Equip them. Make sure they have the tools, training, and authority they need to succeed.
• Model support. Demonstrate – consistently – that development work is respected and valued at every level.

When leaders embrace these practices, fundraisers feel trusted, donors feel confident, and the whole mission moves forward.

Bottom Line: Empower Fundraisers to Elevate Your Nonprofit

When fundraisers feel supported and connected, they deliver far more than revenue. They deliver stability, trust, and long-term growth. 

Donors stay engaged, staff stick around, and the mission gets stronger.

The choice really is simple. Undervalue your fundraisers, and you’ll face turnover, stalled growth, and lost funding. 

But when you empower them –  give them respect, access, and the backing of the whole team –  you elevate your entire organization. 

Everyone wins: leaders, fundraisers, donors, and the community you serve.

If you’re ready to put these ideas into action, we’d love to help.

Ready to strengthen your fundraising team? Our Major Gifts Bootcamp gives fundraisers the skills, coaching, and confidence to build transformational donor relationships — and raise more money to fuel your mission.

This article is part of our series on the real pain points holding back major gift fundraising. You can find all of the Pain Point Series listed below.

Introduction to the Pain Point Series
Pain Point #1: Finding The Hidden Major Gift Potential Hidden In Your Database
Pain Point #2: What To Do When Donors Ghost You!
Pain Point #3: Major Gift Fundraising Gone Wrong – When You Ask Too Early
Pain Point #4: Admin Overload is Killing Your Major Gifts Program
Pain Point #5: Avoiding The Ask In Major Gift Fundraising Because Of Anxiety
Pain Point #6: No Training For Major Gifts Officers Leads To Failure