On the one hand, I urge people to take the high road — to think big, to value the donor more than the donation, to pursue the largest contribution in your history.
On the other hand, how dare I, when those around you see plenty of reasons to tighten the screws, feeling the pressure in the sector?
One leader described it to me last week as a sector “more frantic and almost desperate in tone. Even big universities seem to be acting weirdly (maybe especially places like them).”
It’s a natural response, prompted by our caring and being responsible.
We want results.
And it can feel better to be moving (even if with less grace) than sitting on the sidelines.
The question is: How do you take the high road and honor that desire to get results?
Well, the high road also happens to be what works best.
Put aside your organization’s needs and shift your gaze to people who want to make a difference.
Work with their pent-up dreams — that’s a more powerful driver and it honors the heart of the matter: that the relationship is really more important than the money.
Instead of endless one-way “cultivation” and “asks,” you can stand alongside donors — in their reality — asking questions that cut through the noise and draw out their latent desire.
Your presence becomes even more powerful when you choose this higher perspective — when you show your confidence in the future and your belief in people.
It’s a discipline to stay focused on it, one that takes constant reinforcement.
And it’s a genuine act of leadership to step out in this way.
Small thinking does little to interrupt everyday life and call forth the best in people, especially those who want to make a difference. (But big thinking can start with a few small steps, that’s the wonder of it.)
All of this seems so important right now, that my personal draw to share this perspective with you has been redoubled. I hope these notes have added a lift to your work.