Giving is Good
Essentially there are 4 categories of major donor prospects in your donor database: The Generous – Those with financial capacity who give to your institution up to their capacity; The Contributors – Those with financial capacity who give to your institution but are not as generous as they could be; The Non-Engaged – Those with…
Recently, at Duke University’s Commencement, technologist and philanthropist Melinda Gates stated to the assembled graduates: “Technology is just a tool. It’s a powerful tool, but it is just a tool. Deep human connection is very different. It’s not a tool. It’s not a means to an end. It is the end – the purpose and…
Here are a few cliches about why donors give: “Donors don’t give to meet your institution’s needs, they give to meet their own needs.” “Donors don’t give because you have needs, they give because you meet needs.” “Donors don’t give to institutions, they give through institutions.” “People give to people.” These cliches have become cliches…
Millions of dollars are spent each year on professional development. People attend conferences, webinars, conventions, workshops, and buy books all in an attempt to become more knowledgeable and become more valuable employees. Learning matters. The more we know, the more effective we become. That’s easy enough to understand. But if we can all agree that…
Recently, I listened as a candidate for a director of development position at a major U.S. university answered a question about how he handles rejection. His response was a winner: “Yes, every development officer hears “no” from time to time and you have to have a plan for how to respond to a “no” response…
Last week I sat in a major gift donor prospect management meeting with a client and listened as a gift officer said, “What we know from visits and our research is that John (the donor) has the capacity to make a $5 million gift during our campaign. But I just don’t think he will give…
“A lack of planning on your part does not constitute an emergency on my part.” You’ve probably seen this sign on someone’s desk or door in your office. Perhaps someone even has muttered the words to you in a moment of frustration. Here’s the thing about this statement — everyone agrees with it. Everyone. If…
A seasoned and effective development leader once told me, “never leave a visit – even a first visit – without asking for something.” His rationale was that the prospective donor understands your role and is expecting some sort of ask. If you don’t ask for something, you don’t appear to be doing your job. Over…
For most all of us, the reality is that we fall short of living out our full promise not because we fail in attempting something ambitious and important but rather because we simply get comfortable. Comfort comes in the form of familiar people, old habits, daily routines, and mindless decisions. In our fast-paced, 140-character, always…
It’s common for board members and other volunteers (and some development professionals) to ask the question: “What is the best way to ask someone for a gift?” What they are looking for, of course, are the “magic words.” The words or phrases that, when uttered with confidence and enthusiasm, wondrously unlock a donor’s generous spirit…