Here’s a handy rule of thumb:  ask for something in every meeting. You don’t always have to ask for a gift, but don’t leave without asking for something.  Maybe it’s to host a dinner or to introduce you to someone whom you’ve been wanting to meet. But get in the habit of asking. It strengthens [...]

This is an addendum to yesterday’s post about avoiding the “What do you do?” question upon immediately meeting someone. A friend who is a very seasoned philanthropist and corporate CEO told me his favorite question to ask and to be asked at any social event where he’s meeting people for the first time is not [...]

Campaigns are powerful and productive vehicles for fundraising.  They are incredibly energizing and provide organizations with enormous “focusing power. ”  They are great for goal setting and concrete deadlines.  They also help identify, test and develop leadership.  Campaigns don’t have to be all-consuming comprehensive campaigns.  They can be mini-campaigns designed to move specific projects forward. [...]

I’ve hired lots of fundraisers in my career.  While there are many characteristics that make people successful, without fail, all great fundraisers I’ve hired or met share two traits in common: 1). People want to spend time with them.  There’s an old adage in fundraising that it’s harder to get the first appointment than the [...]

Beginnings are powerful motivators.  Your organization’s narrative already has a story of a powerful beginning — of the vision, passion and commitment of why it was started.  Use – and reuse – this narrative no matter what stage you’re at. Your meetings, your marketing materials, your site visits and your special events can all benefit [...]

Here’s a fundraising secret:  if at all possible, don’t meet people in their offices. Meet over a meal or a coffee. Why?  Because aside from the obvious office distractions and time limitations, people are deeply in their “roles” while enthroned behind their desks. This dynamic presents a stubborn barrier when you are setting the conditions for an [...]