. . . when I still have student loans to pay? . . . when I don’t make much money? . . . when we haven’t received a raise in 3 years? You may think your most important job as an advancement professional in this situation is to address these questions directly and convince the…
Category: Leadership
More Data or Different Data?
Today, we have more donor and prospective donor data than at any time in history. From wealth indicators to database analytics providing giving predictions, generating donor data can be as simple as conducting a google search or as complex as conducting a paid wealth screen. All manner of donor data is ubiquitous and quite easy…
Humility vs. Transformation
There are two forms of humility. A healthy humbleness emanates from an accurate self-perception that takes into account both your greater and lesser strengths. It is rooted in the authentic recognition that you have distinctive as well as common characteristics when compared with others. Healthy humility is supported by a genuine yet quiet confidence. When…
Receiving vs. Creating Gifts
You have two choices really: either receive gifts from donors or create gift opportunities with donors. Far too many development offices are content to receive the gifts that donors give. These programs are reactive, unplanned, and regularly receive less than they need for their most important priorities. The gift receiving mentality is regularly accompanied by…
Making A Real Difference: Moving Beyond “Metrics” to Strengthening a “Community of Giving”
As a consultant, not a week of client work passes without someone, somewhere asking me about “metrics.” This word, “metrics,” has come to be used in so many ways that it is beginning to be difficult to understand exactly what people mean when they bring up the topic. For instance, metrics can mean, “a tool…
Your Passion Matters
“Our alumni just don’t come back for Homecoming at our institution like they do at other places.” “We’ve never had a strong turn-out for our donor recognition event.” “Our Board members just don’t give like they should. It hasn’t been part of our culture for our Board members to play a significant role in soliciting…
The Diminishing Value of Answers
It used to be that answers were power. Answers were not only important, in and of themselves, but they represented something valuable – the capacity and the willingness to problem-solve. If you had the answers, you would have the advantage, in part because you were better at problem-solving. You would get the best scholarships to…
Institutional Addictions
We all understand the concept of addiction in individuals. The idea is that an individual is caught in a web of bad decision-making that, even when the person understands the decisions they are making are bad for them, they still make them. When a person is addicted, he or she will go to great lengths…
5 Important Tasks of a “Working Board”
Occasionally, I confidently am told by education or non-profit governing board members that they serve on a “working board.” This statement is most often uttered as the follow-up to another less self-confident admission – namely that the board is not one that focuses on the topic of philanthropy. During these conversations, I am reminded that…
Annual Giving and Major Giving: Key Distinctions
If you want to enjoy strong results through your annual giving program, you should focus on educating/reminding people why your institution/program/service matters. The well-crafted annual ask encourages people to look back on the value of your institution/program/service and reflect on its importance. Donors make annual gifts to your institution because they have come to believe…