Yes, Fanatical Prospecting is a sales book. And, yes, there is some debate within the non-profit space about whether fundraising shops should try to function like for-profit sales operations. I'm not really interested in that debate—not today anyway. The disciplines are similar enough. And we're smart people. Smart people are always able to take principles, ideas, and frameworks from other fields and use them to inform their own work. So … [Read more...] about Fanatical Prospecting by Jeb Blount
I received zero training in my first MGO job. Or support for that matter. My boss showed me the donor files, made sure I got into the database, and then said, “OK, go raise some money!” I was scared to death. … [Read more...] about Are you setting your MGOs up to fail?
“Top performing gift officers always know ‘where their prospects are’ in relation to making a gift. Many reach the point of becoming a trusted philanthropic advisor for their donors.” That’s a quote from John Glier of Grenzebach Glier and Associates. He was giving a talk about research his firm had done on top performing gift officers – those consistently raising $1M+ a year. Becoming a donor’s trusted philanthropic advisor is a privileged … [Read more...] about Cultivation #4 – The Questions to Ask
Ever feel stuck in a rut with your cultivation? Last post, I mentioned my tendency to just invite prospects my organization’s next event. Didn’t matter who the person was or what the event was, that was my strategy. Now, don’t get me wrong. Sometimes events are great cultivation tools. But for every prospect? And every time? My approach was shallow and one-size-fits-all. It wasn’t that I needed new, innovative cultivation strategies. I just … [Read more...] about Cultivation #3 – What To Do
I went on a bit of a rant earlier this year. The bluster and noise was about gift officers and/or development shops with no systems and no plans. These folks are just “winging it.” You can get caught up here if you missed it. Cultivation, in particular, is an area where you can’t afford to wing it. It’s too important. I’m a little ashamed to admit that I used to meander my way through major donor cultivation. And I didn’t even know it! … [Read more...] about Cultivation #2 – Planning for Success