Effective questioning is a key skill of successful development officers. In addition to being the most efficient way to learn about someone, asking beautiful questions and actively listening to the responses evidences an authentic interest in the other person and helps to build trust. All of which leads to increased gifts. But while expert questioning…
Author: Jason McNeal
I provide leadership, advancement and fundraising consulting services to educational, healthcare, and non-profit organizations.
Answers or Questions
It used to be that answers were power. If you had the answers, you had the advantage. You would get the best scholarships to the best universities. You would get the best jobs. And you would get promoted faster. All because answers weren’t easily and readily available. You had to work for them. Today is…
Why Do Other Donors Give?
Ask a Board member, an Advisory Council member, or other engaged major donor why he gives to your institution. Almost universally, you will hear how he believes in the mission of the institution. Or, how the institution made an impact on his life or on the life of someone dear to him. Or, how he…
Where Is The Money?
The most important component of what we call “prospect research” is not finding those individuals, families, foundations, and corporations with money. It’s not even finding those individuals, families, foundations, and corporations with money and an interest in your mission and vision. In most instances, you already know who has the money. Sure, there are modest-living…
5 Things Successful Advancement Pros Don’t Do
Over the years, I have worked with, provided counsel to, or simply observed thousands of advancement officers. The good ones stand out, mostly because they behave in ways that less effective advancement officers don’t. For instance, the best advancement officers ask more questions. They listen more. And they genuinely like learning about people more. To…
Advancement as Teaching
Recall the one teacher in your life that made the most positive and lasting impression on you. Perhaps you remember a teacher from your earliest years. Or perhaps it was a university professor that made the impact. Although I’m no gambler, I would wager that this teacher engaged you far beyond the content of the…
Let’s Finish This Campaign Quickly! – One Phrase, Two Meanings
Case Study #1 A president who is new to campaign work and has found that she genuinely enjoys working in the philanthropic vineyard was in a meeting with the vice president for advancement and me. She said, “I’m so excited about what this new facility will allow us to do for our students and for…
.001 Seconds Do Matter. . .Sometimes
It seems that Bode Miller, one of the winningest downhill skiers of all-time, is focusing on becoming a thoroughbred race horse trainer. In making the transition from ski slopes to horses, Bode made an interesting observation. To his mind, the field of horse racing is not as technologically-advanced as skiing. And Bode understands technology…
The Right Answer vs. The Best Answer
We are taught to seek out the single, right answer. And we are trained to learn the formula that leads us to the single, right answer in most all circumstances. The problem for development leaders, of course, is that there is almost never an unconditionally “right” answer. Qualitatively complex human interactions are far too varied…
When a Board Asks Questions
“It’s the board’s responsibility to ask questions. And it’s the staff’s responsibility to respond.” We were discussing the roles of a non-profit governing board and the relationship between a board and an institution’s administrative leaders, especially as it relates to strategic planning. The Executive Committee Board member who made this statement is new to non-profit…