In every situation, someone will be making phone calls. At a small non-profit we expect the Executive Director or board members to be lead solicitors. A ballot measure will have a ballot committee who takes lead. At larger non-profits we expect this responsibility to belong to the development team. And of course, in a political campaign it's the candidate whose head is on the chopping block.
The caller is the number one asset. Many are natural-born fundraisers. Many more are not. Callers will spend what seems like an inordinate amount of time fundraising, and it won't be easy.
Whomever it is, the caller should reserve a dedicated space for making daily phone calls. Effort at making the space comfortable in the beginning will yield massive dividends over the long term. We've seen the power of a perfect callspace yield massive percentage increases in the effectiveness of the caller.
One final note, discipline is crucial. The only difference between good fundraisers and bad ones is consistency.
All you really need is what is listed above, but if you want to create a truly optimal space for fundraising, consider adding some or all of the things below.