 Gravitas in Fundraising: Executive Presence Without PretendingIn 2018, I sat in a conference room during a session led by executive presence coach Eda Roth. She broke down executive presence into three components: communication, appearance, and gravitas. She shared that the impact of your presence comes across in three ways:
That stuck with me. As a fundraiser, I’d been taught to focus on what I was saying: the pitch, the story, the ask. But this shifted something. I started to think more about how I was being – not just what I was saying. And the more I worked with fundraisers in the years that followed, the more I came to believe this: Gravitas isn’t one-third of executive presence. It’s the result of the other two (communication and appearance) – plus something extra. It’s what makes someone feel grounded, trustworthy, and clear – even before they speak. And here’s the good news: you don’t have to act like someone else to cultivate it. What Gravitas Really Looks Like in FundraisinG Dr. Lisa Hale, writing for Forbes, defines gravitas as the blend of eight qualities: confidence, composure, credibility, clarity, conviction, connection, decisiveness, and respect. She says it’s the moment you stop asking “Do I belong in this room?” and start asking “What do the people in this room need from me?” That’s exactly the shift fundraisers need to make. Gravitas isn’t about being the loudest or most polished. It’s about having internal calm and external presence – so that donors, board members, and colleagues feel like they’re in steady hands. Eight Traits That Anchor Gravitas for Fundraisers Here’s what gravitas looks like when it shows up in real conversations and real donor meetings:
Your Clothes Can Speak, Too After that 2018 conference session, I found myself in a networking event with other women in higher education leadership. The conversation turned to fashion. I happened to be wearing knee-high black suede boots, small fishnet hosiery, and a red-and-black dress that made me feel powerful and completely myself. So I asked, “Do you think women in higher ed leadership can be successful wearing boots and fishnets?” One woman answered, without missing a beat: “Women in leadership should wear whatever makes them feel powerful.”  That’s stayed with me. We sometimes forget that appearance is part of presence – not because we have to look a certain way to be respected, but because what we wear affects how we carry ourselves. When you feel put together, you stand taller. You smile more easily. You claim your seat at the table. Let your wardrobe reflect both professionalism and personality:
You don’t have to disappear into neutrals to lead with strength. Body Language That Builds TrusT You don’t have to be a body language expert to connect powerfully in a meeting. These small cues can make a big difference:
Vocal Presence That Commands the Room Fundraisers often worry about what to say. But how you say it carries even more weight.
The X Factor? It’s Trust – in Yourself Imposter syndrome is real. And it’s sneaky. You can be experienced, credentialed, and well-prepared – and still feel like your voice doesn’t carry weight. But gravitas shows up when you shift from proving yourself to trusting yourself. You don’t need to be louder. Or slicker. You need to be more yourself – grounded, clear, and focused on the person in front of you. Let’s Bring It HomE Executive presence isn’t a suit you put on. It’s a muscle you build. Fundraisers with gravitas don’t just ask for money – they inspire trust, connection, and confidence. So go ahead:
You don’t have to act like someone else to have presence. You just have to show up on purpose. What’s one way you’re learning to trust yourself more this year – in fundraising or in life? Cheers! Jessica  P.S. Like this kind of insight? Subscribe to Real Deal Fundraising and get my best articles, tools, and curated resources every week – including webinars, videos, and free downloads. If you liked this…
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I love TED talks. They are so great to watch on a lunch break or between meetings and learn something important in a short time. So, I thought it would be fun for FUNdraising Fridays to curate some of my favorite TED Talks for fundraisers. My first pick is this inspirational talk from Nancy Duarte. She demonstrates that the most famous speeches share a common structure that serves to set audiences on fire for your cause. One reason that I love this TED talk is because Nancy is a distinguished alumna of my alma mater, The University of Southern Mississippi School of Mass Communication and Journalism. Southern Miss to the Top! The content Nancy discusses in this talk applies to fundraisers because the formula she uncovered balances inspiration and current reality. It's therefore super-useful when you're making when you're making your pitch to donors and building your case for giving. So, in less than 20 minutes, Nancy will help you to improve your public speaking and storytelling skills, so that you can put together compelling proposals for your constituents. And of course, if you found this content helpful, please subscribe so you don't miss a single post from Real Deal Fundraising.
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Jessica Cloud, CFREI've been called the Tasmanian Devil of fundraising and I'm here to talk shop with you. Archives
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