More and more I run across thoughtful and sophisticated advancement leaders who question the value of volunteers.  I’m not talking about the volunteers who plan a charity auction or help out with a fun run.  I’m talking about volunteers who help with personal solicitations on major and planned gift prospects.  I’m talking about Campaign volunteer [...]

My friend and consulting colleague, Jim Langley, likes to talk about the principle of “giving through.”  Here is a simple question for you to consider: Do you ask your donors to give to your institution? Or. . . Do you ask your donors to give through your institution to your students, patients, clients, etc? Simple, [...]

Donors expect your every direct mail letter to be perfectly personalized.  They expect your special events to begin precisely on time, to last just long enough (but not too long!), to be inspiring and engaging.  They expect to receive a gift receipt before the ink dries on their electronic check.  They expect your website to [...]

The word “philanthropy” is said to have been coined some 2,500 years ago in ancient Greek.  It means, “the love of humanity.” The vast majority of your long time donors and your major donors are philanthropic.  They give in support of your institution because they believe it will make a difference in the lives of [...]

The Nashville, Tennessee, airport has a decidedly “country-music feel” to it (as one might expect!).   In fact, there are a few places throughout the airport that showcase country-music singers who are trying to make it.  One such place is the well-known restaurant/honky tonk “Tootsies.”  Whenever I walk by Tootsie’s in the Nashville airport some [...]

“. . . if we had another major gifts officer. ” “. . . if we had more money in the budget for our direct response program.” “. . . if our board would provide more philanthropic leadership.” “. . . if our major donors responded more generously.” These are common misunderstandings about why institutions [...]

Despite how appealing a week marooned alone on a deserted island might sound in the fantasies of our hectic lives, the reality is that humans are intensely social creatures.  When given the choice of aloneness versus togetherness, we dependably choose the fellowship of others. Think of the choices we’ve made over the eons of time. [...]

Fresh from a conference with other college presidents, a client once called me to express his concern about moving forward with campaign plans.  Like recent days, the markets had been up and down (mostly down) and the talk at the conference had apparently been about institutions pausing their campaign plans or stopping them altogether.  ”Jason,” [...]