Giving is Good
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…
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…
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…
In addition to developing your goals, plans, and timelines for the coming year, what else are you accomplishing through your annual planning process? If you are an efficacious advancement leader, you probably are employing activities and exercises that enhance a positive sense of teamwork among staff members. I routinely encourage advancement leaders to increase the…
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 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…
Some of you are aware that I spent my graduate school years researching the topic of why college and university presidents fail. I am pleased to announce that this research culminated in the book, “Presidencies Derailed: Why University Leaders Fail and How To Prevent It,” published by The Johns Hopkins University Press. “Presidencies Derailed” is now…
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…
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…
The conventional wisdom is simple. Higher self-esteem will lead to better life choices and results. So, we tell our kids they have “gifts” and are “special” even when they are not. (Ever watched “American Idol” when a horrible teenaged singer is confronted, quite possibly for the first time, with the assessment, “wow, you just aren’t…