Giving is Good
Strangers usually won’t invest significantly with you or your mission. They don’t know you well enough to trust you. Friends, though, are much more apt to invest with you. They know you well, are invested in their relationship with you, and they believe in you and your mission. When institutions plan for ambitious campaigns or…
“I’m not at all comfortable – and I absolutely think we should do it!” This was a Board member’s immediate response to the Chair’s question: “Are we comfortable with Dr. McNeal’s campaign plan recommendations?” I was giving a presentation with recommendations to this Board and leadership team to assist them with their campaign planning. Without…
If you are a regular reader of my blog, you know that engaging people – wholly, gracefully, and artfully – is a primary theme. Philanthropic investment is, most often, an action that succeeds (not precedes) other forms of engagement. Major gifts, then, begin with those who you know best, your institution’s closest friends and…
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…
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…
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…
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…
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…
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…
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…