Comparing apples to oranges - a thought on Legacy Fundraising and Leadership.

Let me start by saying something that might not be comfortable, but I believe it needs saying. Too many talented legacy fundraisers aren’t moving into leadership roles - and I think I understand one reason why. 

There’s a way of thinking that’s become all too common in our sector, and it’s quietly holding us back. 

Leadership isn’t about having all the answers. It’s about having a clear understanding of where we’re trying to go, and the courage to be honest about where we are now. And when you do that - when you bring those two things together - a kind of pressure builds. A creative tension. 

Good leaders don’t pretend to know everything. But they believe, deep down, that with this creative tension, they can learn whatever they need to learn, together with their teams, to get where they want to go. 

And I have to say, with some regret, I don’t think we’re learning in the right places. Too often, we copy. We paste. We paint our audiences with broad strokes. We forget that our charities possess a unique DNA incomparable to others. 

I’m guilty too. When I led the legacy team at The Royal Marsden Cancer Charity, I looked across at Cancer Research UK and tried to apply their model to our context. It seemed like the obvious thing to do. But the truth is, it didn’t fit. It wasn’t our story. 

Every charity is different. The people are different. The history, the mission, the values, the supporters. Unless we stop and take a proper look at our own situation – our reality - we’ll keep comparing apples to oranges and wondering why things don’t quite add up. 

What we need is a shift. A new way of thinking. One that starts from where we are, not where someone else is. One that asks real questions to decipher our reality, listens hard to the answers, and allows the creative tension to generate key insights. 

That’s not just a recipe for better fundraising. That’s what leadership is. 

And I believe that if we shift our mindset, Boards and Senior Management Teams will sit up and take notice.