The best advancement leaders and development folk understand that inviting others to give is important, but allowing others to care is essential.
As leaders, we allow others on our team to care when we encourage them to try something new and, simultaneously, eliminate the anxiety of potential failure. If the new thing doesn’t work, ask, “what did we learn?” Don’t ask, “why would you do that?”
As development professionals, we allow donors to care when we first ask them, “what do you think?” instead of, “what will you give?”
When we own something, we are more likely to care about it than when we rent the same thing.
When we contribute our perspective, we are more likely to care about the conversation than when we’re more taciturn.
When we apply our creative energy to a project, we are more likely to care about its success than when we implement someone’s else idea.
If you want others to give the best they have (of themselves and their finances), allow them, first, to care.