The economy is in recession. We’ve experienced a natural disaster. Our institution just endured a difficult leadership transition. The latest downturn in the stock markets has hit our community especially hard. What should we do now? Whenever real or perceived crises hit, it is not uncommon for advancement professionals to urgently ask this question. Too…
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Blah, Better, Best
Ineffective gift officers will (perhaps) spend time with prospective donors; Better gift officers will spend time with prospective donors. And they, also, will invite the gift; The best gift officers will spend time with prospective donors. They, also, will invite the gift. And they will utilize the influence of others to increase the chances that…
Us vs. Them
It works to make us feel better in the moment. It works to help us not examine our own possibilities, problems, or opportunities. It works to deflect responsibility. But it only works for so long. In time, “us vs. them” thinking crashes under its own weight of fear, insecurities, doubt, self-absorption, non-factual biases, and too…
Invited To The Dance
Being invited to the dance is not the same as being invited to dance. But we often treat them similarly. For instance, we may wonder why an alumni event (either in-person or virtual) doesn’t draw as many people as we had hoped. “They were invited to the event,” we grouse. Or, we might question why…
Now What?
In the U.S. yesterday Thanksgiving was celebrated. Most people paused the routines of regular life to reflect on their good fortunes, to express appreciation and show gratitude, and generally, to give thanks. Now what? For most, it’s back to routines. Or, for others, it’s on to Black Friday, the official start of the holiday shopping…
Building a Bird Nest
It takes birds – depending on species, materials used, construction type, etc. – between 2 days and 2 weeks to construct a nest. Most people, though, don’t pay much attention to the nest building process. Instead, we walk by a tree in our yard or in the park and are surprised when we find a…
Believing and Knowing
That beliefs drive human decision-making has never been evidenced any more dramatically than we currently are witnessing in the United States – and elsewhere around the world – with respect to COVID-19 vaccine uptake. Reading stories about people who would rather be hospitalized (or worse) than receive a vaccine suggests that something different than knowledge…
Strategy vs. Enthusiasm
How should we go about inviting Mrs. Howard to make the lead gift? You might be inclined to respond to this strategy question by seeking to know more about Mrs. Howard as a person and as a donor. You would probably want to know more about her history with your institution, her financial capacity, the…
The 3 Questions Major Gift Officers Confuse
“What amount could this donor give if she was enthusiastic about this request and our institution was her number 1 charitable giving priority?” “What amount am I going to invite her to give?” “What amount do I think she will give?” Far too often, major gift officers either do not know or are vague in…
“How Do You Know. . .?”
When it comes right down to it, you are, at heart and in practice, an educator. You educate donors regarding the needs of those you serve and how your institution can better fulfill those needs with the help of their support. You educate new donors or “not yet” donor prospects on why their consistent, year-in-year-out…