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 the prospective donor says, “yes.”
The old development paradigm defined “gift officer” as synonymous with “asker.”
Today’s model requires a different definition: gift officer as choreographer.
The choreographer composes the sequence of steps leading up to and including the most attractive gift invitation possible. He may still be the asker, but it won’t be because that’s his fundamental role.
It will be because that’s the optimal strategy to encourage the best gift with that particular prospect.
