If we are afraid of failing, we won’t try new things. If we are afraid of looking stupid in front of others, we won’t take the lead. If we are afraid the donor will say, “no,” we won’t invite the gift. If we are afraid of confrontation, we won’t speak plainly to each other. If…
Category: Constituency Service
Working Historically
Fifty years from now, someone may write a history of your institution and it likely will include observations about today’s advancement program successes. For instance, the history might note that, during this period, your year-over-year total giving increased significantly. It might report on the fact that your comprehensive campaign went over goal by some significant…
Making It Easy vs. Making Them Care
Making it easier for donors to give is a fantastic technical success story. In the span of 25 years we have gone from a process that has taken days (even weeks) by giving through snail mail (with actual reply envelopes, paper checks, and live stamps), to almost instantaneous one-click, electronic giving on mobile devices. There…
“We Don’t Make Enough To Give”
Recently, I provided a keynote address to a gathering of high school presidents. During our time together, we discussed faculty and staff giving at their high schools and multiple presidents said, “We had tremendous pushback during our faculty and staff annual giving campaign, so we don’t do that anymore.” “What was the primary objection from…
In A World
In a world where you are told to “build your brand,” commit yourself to a cause instead. In a world where people are constantly busy, be productive instead. In a world where posing is applauded, work when no one is watching instead. In a world where spectacle is celebrated, create meaning instead. In a world…
“I Don’t Know. . .”
“I don’t know how we will reach the goal. . .” “I don’t know where the next major gift is coming from. . .” “I don’t know who is willing to lead this campaign. . .” After we establish a goal, create a fundraising plan, or design a campaign, our advancement work is filled with…
Trust
People, businesses, and foundations make charitable gifts to your institution every day. Comprehensive (unrestricted) gifts, restricted gifts, and, gifts of all amounts. The motivations behind each of these gifts are almost as numerous as the number of gifts themselves. Important to keep in mind, though, that donors are motivated to make major gifts to your…
How Others Feel
Perhaps one of Maya Angelou’s most well-known quotes is her wise sentence on interpersonal influence: “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” During our firm’s Annual Conference this past weekend, our Gonser Gerber family recognized and thanked…
How To Decide
The most important part of leadership is deciding. Deciding which direction to go. Deciding which choice to make. Deciding what project not to put resources behind. Deciding what idea not to pursue. But making decisions isn’t the most difficult part of deciding. Each of us make decisions every day. We have preferences. We have interests. …
Diffusion of Responsibility and Inviting a Gift
In the sociopsychology world, the concept of diffusion of responsibility is well studied and researched. Basically, diffusion of responsibility suggests that when individuals are confronted with an emergency, they are less likely to help when there are more people around. This diminution of helping behavior occurs because each of us believes others in the group…