Development officers are in the business of selling, right? So, what are you selling? The most ineffectual officers are selling themselves. Development folk of average effectiveness are selling a project, a building, a program, an initiative, or a campaign. The above average officers are selling institutional mission and vision. But the truly exceptional development professionals…
Category: Fundraising
A Step Toward Integrative Prospect Research
What does the phrase “prospect research” mean to you? For most advancement professionals, I would suggest that the phrase conjures up thoughts about a process of gathering data on a donor or prospect from sources other than the prospect. Whether we use fee-based or free electronic databases, newspapers, other institutions’ donor lists, or peer screens,…
The 3 Problems with Fundraising Performance Metrics
Performance metrics are important. But performance metrics aren’t the work. Performance metrics represent a proxy for our work. And sometimes a poor proxy at that. Our work is not some number of moves, visits, or even the asks or the dollars committed we can claim. Our real work is qualitative in nature. It’s making people…
The #1 Thing You Should Be Teaching Your Board
If you want to transform your Board into an engaged and dynamic fundraising body, then teach them the following: Fundraising is the exact opposite of begging. You should always ask for money from a position of confidence and while standing tall, not shrinking and bowing down. Do this because you believe in what our institution…
The Power of Words: From “Cultivation” To “Engagement”
Recently, I was involved in a strategy meeting with the president, vice president, and campaign chair for a higher education institution. The vice president was discussing how a key high wealth donor prospect had become excited about the purpose of the campaign and that a solicitation had occurred. She said, “Our major gift officer was…
“It Never Hurts To Ask”
Actually, this phrase is wrong. It can hurt to ask. Sometimes it can hurt bad. When you ask too soon in a relationship, you can appear greedy or needy. When you ask too late, you can appear slack or, worse, disinterested. Asking for something that a donor has no interest in can suggest you haven’t…
What Are Your Money Narratives?
Suze Orman, the personal finance personality on CNBC and author of a number of books about money, shared a story about how she came to understand the value of money. Apparently, when she was a little girl her father owned a small business. One evening, his shop began to burn. Before the flames had engulfed…
What is stopping you?
What is stopping you from planning that trip filled with discovery visits? From making that call? From making that donor visit? From sending those thank-you notes? From doing any of the other important relationship-building items on your to-do list? In answering the “what is stopping you?” question, you might respond in one of the following…
Where Are Your Cranes?
The other night I heard Jim Cramer, the TV financial analyst with the pronounced ADD affliction, suggest that the U.S. economic recovery isn’t as authentic as we might hope. Yes, the stock market has enjoyed a couple years’ worth of bull-market fun (although last week saw a sizeable sell off). But, Mr. Cramer asked a…
Overcoming The Pride and Trust Issues With Giving
Two of the most seemingly-impenetrable barriers to giving are connected to the broader human conditions of pride and trusting others. Specifically, if an assigned solicitor isn’t willing to humble herself enough to ask with conviction on behalf of her deserving institution, a gift won’t be made (or, if a gift is made, it won’t be…