Major gift officers are taught that their role is to guide donors in making gifts that align with their personal passions and values.
Experienced gift officers will share stories of helping donors give in ways that are meaningful to them as an exemplar of effective major gifts work.
This is what we say about our work with donors.
But what do we say when we are with our donors?
Do we consistently ask our donors thoughtful questions about their interests, their motivations, their beliefs and inspirations?
Do we prompt them to tell us about their successes, their lucky breaks, and their life’s lessons and regrets? Do we show sincere curiosity about them as people?
Or, do we come to them equipped and ready to tell all about our programs, our institutional brag points, our data, our plans, and why they should give?
When what we say about our work with donors doesn’t match what we say during our work with donors, its time to rethink our approach.
