Hiring for Longevity Through Culture-Aligned Executive Search

Client Overview
International Ballet, based in Greer, South Carolina, is a premier dance company and academy that celebrates classical ballet while fostering local talent and global collaboration. As the organization approached its 20th anniversary, leadership recognized the need to expand its fundraising capacity to support ambitious artistic and educational goals.


The Challenge
By early 2023, International Ballet was ready to hire its first full-time Director of Development, a pivotal role to strengthen donor relationships, build sustainable revenue streams, and elevate the organization’s visibility.

However, like many nonprofits, International Ballet faced a challenge that’s all too common: high turnover among development professionals. Industry data indicates an average tenure of only 18 months for development directors in the nonprofit sector. The organization needed a leader who could not only raise funds but also thrive within its tight-knit, creative, and mission-driven culture, staying long enough to build meaningful and lasting connections.

Our Approach
Calloway Stern Group brought a deeply personalized, culture-first approach to this search. Rather than focusing solely on résumés and fundraising numbers, CSG prioritized values alignment, communication style, and organizational chemistry, the traits that predict long-term success.

Step 1: Understanding the Organization

• Spent time on-site with leadership, staff, and key stakeholders to understand the culture, pace, and personality of the organization.

• Mapped out workflow and team dynamics to identify what type of development professional would succeed within International Ballet’s collaborative structure.
  

Step 2: Defining the Role

• Crafted a transparent, detailed job description that reflected not only responsibilities and salary but also the spirit of International Ballet - its artistry, educational mission, and community presence.

• Ensured clarity on expectations around major gifts, annual giving, and communications, setting up both candidates and the client for success.
  

Step 3: Recruitment & Evaluation

• Posted strategically through CSG’s professional and arts-sector networks to attract a diverse pool of candidates.

• Conducted comprehensive screenings, including personality and culture-fit assessments, and provided detailed notes for client review.

• Advanced only those candidates who matched both the skill profile and the organization’s cultural DNA.
  

Step 4: Support Through Selection and Onboarding

• Facilitated candidate interviews and recommended questions for the leadership team.

• Advised on onboarding strategies and followed up post-hire at the 30 and 60-day mark to ensure a smooth integration.
  

The Outcome
In June 2023, International Ballet welcomed Kelly, a seasoned fundraiser with both nonprofit management experience and a genuine passion for the arts. Within her first year, Kelly brought new energy to donor relations, helping to modernize systems, deepen community engagement, and sustain annual giving momentum.
Even more notably, Kelly has surpassed the 18-month industry turnover benchmark - a testament to the success of CSG’s culture-aligned recruitment philosophy. CSG’s intentional focus on fit, transparency, and authentic storytelling in the hiring process helped create a match that continues to strengthen International Ballet’s long-term development infrastructure.

CSG Perspective

“We don’t just fill roles, we build relationships that last.
When we take time to understand an organization’s culture, we can connect leaders who aren’t just qualified on paper, but truly belong. Kelly’s success with International Ballet shows how the right match transforms both the individual and the institution.”

Key Takeaways

• Culture Fit = Longevity: Aligning personal values and organizational culture leads to multi-year tenure and stronger team cohesion.

• Transparency Builds Trust: Open dialogue about challenges, expectations, and culture sets everyone up for success.

• Boutique Recruiting Works: CSG’s hands-on, human-centered approach ensures every search is intentional, informed, and relational.