Building, Leading, and Retaining a High-Performance Frontline Fundraising Team


Increase fundraising capacity by building a more effective team.


A new generation of frontline fundraisers who have different values and needs, combined with a rapidly changing social environment and labor market, are making the task of selecting, developing, and retaining fundraising teams more difficult than ever. Yet we know that our ability to sustainably raise fundraising revenue year after year depends on having skilled and high-performing fundraising talent. By fostering committed teams as well as supporting the growth and development of individual employees, you can improve overall fundraising performance and create the type of impact that our institutions, donors and employees all aspire to.

Join us for this one-day virtual conference that will focus on how you can increase fundraising capacity by focusing on how to build, lead, and retain a high-performing frontline fundraising team. Through a blend of individual and group activities, our expert faculty will share key strategies on how to develop a healthy team culture and establish career paths for your early pipeline fundraisers. Best practices in performance management consulting and how to partner with academic leaders in their fundraising efforts will also be explored and discussed during this live event.


For additional training on how you can improve your fundraising capacity by building an effective team, we recommend the following recording: Retain Frontline Fundraisers by Fostering Inclusive Practices

Who Should Attend

This conference is for Associate Vice Presidents, Executive Directors, and Directors of Development who supervise a frontline fundraising team. If you want to improve the culture and retention of your team and your institution’s fundraising goals, this program is for you.

The Academic Impressions Online Learning Experience

Intentionally Designed
Online Learning

Our virtual trainings go far beyond just replicating PowerPoint presentations online: these experiences are intentionally designed to give you the kind of robust and dynamic learning experience you’ve come to expect from Academic Impressions. These trainings provide you with an active learning environment and an online space where you can explore ideas, get inspired by what your peers are doing, and understand the range of possibilities around a certain topic. You will leave these sessions with practical solutions that you can take back to your team or task force.

What you will get:

  • A dynamic, interactive, and high-touch virtual learning experience designed to engage and set you up for growth
  • Seamless online face-time, networking, group work, and Q&A opportunities from the comfort of your own workspace
  • Practical takeaways and hands-on knowledge
  • Guidance from vetted subject matter experts
  • Unlimited access to all recorded online sessions


Tuesday, June 28, 2022

11:00 a.m. – 5:00 p.m. | Eastern TIme


Welcome & Opening Remarks

11:00 – 11:15 a.m. ET



Trends in Recruiting and Retention Strategies & Tactics 11:15 – 11:45 p.m. ET
In this opening discussion, you will learn how frontline fundraisers are being aggressively recruited, with opportunities for higher salaries and better work-life flexibility both inside and outside of higher ed. Participants will then be introduced to new approaches to help address this current reality while also being given the chance to consider new approaches.



Developing a Healthy Team Culture 11:45 a.m. – 12:30 p.m. ET
The health and well-being of your team members is of the utmost importance for not only retention efforts, but for total dollars raised as well. Learn how you can get the best out of your frontline fundraisers by developing a culture that is aligned with your mission, has clear expectations, and empowers your team to lead and make decisions.



Short Break

12:30 – 12:45 p.m. ET



Creating Career Paths for New Frontline Fundraisers 12:45 – 1:30 p.m. ET
Young fundraisers want to see a path forward. By creating a clear-cut, individualized career path that is focused on early pipeline fundraisers, you can better ensure that your newest team members feel that the institution is committed to their professional development and growth, reinforcing their commitment to your larger fundraising goals.



Long Break

1:30 – 2:00 p.m. ET



Leading and Managing a Remote Team 2:00 – 2:30 p.m. ET
When accomplished effectively, the impact of remote work on team culture can contribute greatly toward a more positive environment. By having leadership exemplify how remote work can lead to better productivity, you will be able to retain the team you build for the long haul.



Partnering with Academic Partners in Fundraising Efforts 2:30 – 3:30 p.m. ET
Your frontline fundraising team is often not the only one on campus, especially in a decentralized campus environment. With fundraising units across the institution, it is increasingly necessary to collaborate with academic partners to improve their understanding of philanthropy and the skills required to be a successful fundraiser. You will acquire the skills for creating smarter partnerships with academic leaders, so that your overall strategy for institutional fundraising goals will be more coherent and effective.



Short Break

3:30 – 3:45 p.m. ET



Performance Management Coaching 3:45 – 4:45 p.m. ET
Measuring the performance of your team and the individuals on it can go beyond treating metrics and data as the end-all be-all within a performance review. The fact is, some new frontline fundraisers can develop a fear around what the metrics say about their fundraising efforts, undermining performance. By coaching your team in the qualitative skills and competencies they should be honing, you can instill the long-term thinking so necessary for great fundraisers to have.



Speaker Q&A Panel & Closing Remarks

4:45 – 5:00 p.m. ET


Portrait of Jim Broschart

Jim Broschart

Associate Vice Chancellor for University Development at NC State University and Vice President of the NC State Foundation

Jim leads NC State’s University Development Office, consisting of the Gift Planning, Annual Giving, Central Major Gifts, and Corporate and Foundation Relations functions. He also works closely with NC State’s college and unit-based programs, in his role as manager of the university’s Think and Do the Extraordinary Campaign, to assure productive partnerships that enhance NC State’s collective fundraising results.

Read Speaker’s Full Bio.

Portrait of Michelle Fuko

Michelle Fuko

Associate Vice-Principal, Development – Queen’s University

Michelle has been in fundraising for nearly 2 decades, having worked with donors of all types—from annual fund donors to third-party volunteers, principal gift donors, and corporations and foundations. From start-up non-profits in Tanzania, to complex institutions of higher learning in Canada, Michelle takes great pride in her passion for philanthropy and her drive to make a tangible impact in our communities and the world.

Read Speaker’s Full Bio.