tag:blogger.com,1999:blog-23035147528838973042024-03-16T11:52:29.916-07:00Adventures in Prospect DevelopmentUnknownnoreply@blogger.comBlogger27125tag:blogger.com,1999:blog-2303514752883897304.post-24653658205096564102021-08-30T13:05:00.005-07:002021-08-30T13:05:58.613-07:00The Journey - Part 6<p>Hello...</p><p>I often start personal projects and never complete them... and this "journey" is an example of that. The funny thing is that most of this journey was written many months ago and I just never got around to posting it all. </p><p>There are lots of reasons for that. Part of me has never been entirely comfortable with sharing my story. I've gone back and forth in my mind about whether or not it was a good idea.</p><p>Well, here I am again. I don't know if anyone continues to check this blog for updates, but it doesn't really matter. Time to pick up where I last left off...</p><p>Part 6<br /></p><p class="MsoNormal"><span class="text">My first interview was a phone interview
with Chapman University. This actually occurred prior to my leave of absence
from UCI. I talked with Delite Travis who was the AVP of Strategic Engagement and
Development at the time.</span></p>
<p class="MsoNormal"><span class="text">During the interview, I asked her what
prompted her to interview me and she said, “You wrote a great cover letter.” It
was nice to hear and gave me much needed confidence in my approach.</span></p>
<p class="MsoNormal"><span class="text"></span><span class="text">Well, I bombed on the phone interview. Again,
you have to keep in mind that in the previous 15 years, I hadn’t had a lot of
experience interviewing.<span style="mso-spacerun: yes;"> </span>This all took
place, while I sat in my car in the parking lot outside of my office at UCI.<span style="mso-spacerun: yes;"> </span></span>
</p><p class="MsoNormal"><span class="text"></span><span class="text">It was my first big step and even though I
failed, I was all in. I knew I would learn from that experience and I was ready
to move forward.</span>
</p><p class="MsoNormal"><span class="text"></span><span class="text">I knew I would get interviews because I
knew my cover letter would open some doors.<span style="mso-spacerun: yes;">
</span>Chapman University was validation of that and even though I failed in my
first interview, I was confident I was going to get interviews and if I could
get in front of enough people, someone would eventually give me the opportunity
to prove myself. </span>
</p><p class="MsoNormal"><span class="text"></span><span class="text">I was fully committed. I didn’t care how
many nonprofits I had to reach out to or how many interviews I’d have to go on.
I knew I’d get better at the process with each attempt. I was going to make it
happen.</span>
</p><p class="MsoNormal"><span class="text"></span><span class="text">June through August of 2015 is somewhat of
a blur to me now. I don’t quite remember the chronological order of events, but
I do remember the events themselves. <br /></span></p>
<p class="MsoNormal"><span class="text">The order of things isn’t really important
now. So, let’s move on, but please keep in mind all of this took place during a
period of 3-4 months and in no particular order… <br /></span></p>
<p class="MsoNormal"><span class="text">One of the things I did early on was reach
out to Christy Cates at Cal-Tech to seek out her advice. Christy had recruited
me to UCI and I valued her professional experience and opinion. When Christy
left UCI, I wrote her a note thanking her for all she did while at UCI and for
her role in recruiting not only me, but all of the others who were trying to
make an impact for UCI. <br /></span></p>
<p class="MsoNormal"><span class="text">I sought out Christy’s perspective for my
situation and she was gracious with her time. She recommended I talk to Andrea
Taylor, who was the VP of University Relations and Development at my alma mater
– Cal-State Long Beach (CSULB). It was a great suggestion. <br /></span></p>
<p class="MsoNormal"><span class="text">Utilizing my connection to Christy and the
fact I was actually at CSULB alumnus, I connected with Andrea. We met one
afternoon off campus and she provided great insights and advice. She also
suggested I talk to Pamela Hillman, who was the former VP of Development at
CSUF. Our conversation also laid the ground work for an opportunity that would
come about a little bit later. <br /></span></p>
<p class="MsoNormal"><span class="text">When an opportunity for a DO position
opened up at CSULB, I reached out to Andrea and she encouraged me to apply. I
interviewed with the AVP, Kevin Crowe and I believe I had a shot at landing a
position there. This happened in the later part of my search and would I would
eventually withdraw my name from consideration. More on that to come. <br /></span></p>
<p class="MsoNormal"><span class="text">Andrea and I have remained in contact since
that time. I would later send her the name of a CSULB alum, who I came across
while at a dinner honoring my wife’s boss. This would end up being a person not
on the CSULB’s radar and she was appreciative of the lead. That dinner – would
also prove to be another dot connecting story, but more about that later. <br /></span></p>
<p class="MsoNormal"><span class="text">Andrea has since retired from CSULB, but remains
active as a consultant. I believe she even reads my blog from time to time. <span style="mso-spacerun: yes;"> </span>We continue to stay in touch and she’s been a
great resource not only for me, but for others I’ve connected to her. <br /></span></p>
<p class="MsoNormal"><span class="text">Who knows what might have happened if the
timing of things might have been different. I very well might have ended up at
CSULB as a gift officer. At least, I’d like to think so. <br /></span></p>
<p class="MsoNormal"><span class="text">I also met with Pamela per Andrea’s
suggestion and she had tons of advice and a willingness to reach out to her
colleagues on my behalf. This included Kevin Crowe at CSULB among others.<span style="mso-spacerun: yes;"> </span>Her willingness to spend time with me and
offer herself as a resource is something I’ll never forget. <br /></span></p>
<p class="MsoNormal"><span class="text">Pamela is still active today, most recently
serving as the VP of Development at Northern Arizona University. We keep in
touch to this day. <br /></span></p>
<p class="MsoNormal"><span class="text">I also did an informational phone interview
with Theresa Duncan, thanks to a recommendation from my friend, Joe. Theresa
was at the Aquarium of the Pacific at the time. <br /></span></p>
<p class="MsoNormal"><span class="text">I also engaged with Claudia Looney, the
former head of development at CHLA with the help of Suzanne Szalay. Claudia
became yet another great resource and door opener for me. She forwarded job
opportunities my way and offered advice whenever I needed some. <br /></span></p>
<p class="MsoNormal"><span class="text">In each and every recruitment process, I
made a point to connect with anyone I talked to by following up on LinkedIn. I
did this routinely and haven’t stopped ever since. In many cases, I’ve been
able to develop a relationship and engage with people as a result of that
effort. I never closed the door on making a possible connection and that
mindset has served me well over the years. <br /></span></p>
<p class="MsoNormal"><span class="text">During my search, I would do phone
interviews with The Crohn’s & Colitis Foundation, The Red Cross, and
others. I also applied to numerous organizations that I never heard back from.
I really put forth a great deal of effort, knowing if I did the work – I would
eventually get results. <br /></span></p>
<p class="MsoNormal"><span class="text">I had face to face interviews with Mission
Hospital, Long Beach Memorial Hospital, Olive Crest, Habitat for Humanity,
Whittier College, UCLA (for a Donor Relations position), and Concordia
University. <br /></span></p>
<p class="MsoNormal"><span class="text">More on all of those experiences in a bit. <br /></span></p>
<p class="MsoNormal"><span class="text">In June of 2015, I applied for the College
of Liberal Arts and Sciences Development Officer position at Azusa Pacific
University. Yes, you read that right, APU. It’s when I first made contact and
ultimately a connection with the VP, Corbin Hoornbeek. <br /></span></p>
<p class="MsoNormal"><span class="text">We had a phone conversation, one June
morning and in the course of our conversation, we talked about our faith and
fundraising. It wasn’t your typical interview conversation by any means. Faith
had never come up before in any of my interviews. <br /></span></p>
<p class="MsoNormal"><span class="text">I was doing my best to make a case for an
opportunity as a gift officer, but Corbin focused on my experience in prospect
development instead.<span style="mso-spacerun: yes;"> </span>Our conversations
would take place on and off through the beginning of August of 2015. <br /></span></p>
<p class="MsoNormal"><span class="text">At that point, Corbin sent an email telling
me even though he understood my interest in a major gift role, he was primarily
interesting in exploring what I might bring to the table in prospect
development. He said, if a leadership position ever opened up at APU in this area,
he would be interested in talking with me. <br /></span></p>
<p class="MsoNormal"><span class="text">Corbin would reach out again at some point
to see if I was interested in doing some consulting. I wasn’t able to take him
up on the offer at that time, but ended up referring friend and colleague Angie
Thieman, who was the former Director of Development Services at UC San Diego
(UCSD) and was working as a consultant at the time. <br /></span></p>
<p class="MsoNormal"><span class="text">I have yet another dot connecting story
about this that I’ll get to later. <br /></span></p>
<p class="MsoNormal"><span class="text">The chain of events that surrounded my APU
adventure would prove valuable later on. I keep saying this over and over
again, but it’s true – it’s a small world and our journeys are unique in so
many ways. You never know how connections and contacts and life’s experiences
can play a role at different times in your life. <br /></span></p>
<p class="MsoNormal"><span class="text">As I went through the process, I gained
more confidence with every opportunity to interview. I believed if I could secure
interviews, I could also secure visits with donors and potential donors. I saw
the experience as relevant to what I wanted to do as a fundraiser.
Unfortunately, the hiring managers wouldn’t see the benefit of my effort. Then
again, they had no way of doing that. <br /></span></p>
<p class="MsoNormal"><span class="text">In every case, I tried to find a connection
to the organization or the cause. Each effort was unique that way.<span style="mso-spacerun: yes;"> </span>One such example would come with Mission
Hospital in Mission Viejo. <br /></span></p>
<p class="MsoNormal"><span class="text">My recruitment process with Mission
Hospital had a special significance to me. It’s where my mom spent her last
days. The idea of working at a hospital where my mom spent her last days and received
great care was appealing to me. I viewed it as a special place. <br /></span></p>
<p class="MsoNormal"><span class="text">I was invited to interview at Mission
Hospital, where I would meet a host of individuals, including Gwen Anderson –
who was the Executive Director of Development at the time. During the process I
reached out to Kathleen Kane, who agreed to reach out to their Chief
Development Officer on my behalf (her name escapes me). <br /></span></p>
<p class="MsoNormal"><span class="text">I felt like I had a lot of good things
going for me in this case, but despite it all, I didn’t get the job. I guess my
connection to the hospital didn’t resonate with the hiring committee.<span style="mso-spacerun: yes;"> </span> <br /></span></p>
<p class="MsoNormal"><span class="text">Onward. <br /></span></p>
<p class="MsoNormal"><span class="text">One of my colleagues who made a successful
transition from prospect development to front line fundraiser is Jennifer Wise.
I reached out to her during this period and applied for a position with Habitat
for Humanity, where Jennifer was the VP of Resource Development at the time. I
interviewed with Les Fujimoto who was the Director of Leadership Gifts and
Campaign. <br /></span></p>
<p class="MsoNormal"><span class="text">I wasn’t able to convince Les that I could
handle the role. I would later wonder if perhaps my interview was more out of
courtesy because I never got the impression Les took me seriously. <br /></span></p>
<p class="MsoNormal"><span class="text">Funny story (yet again), when I went to
work at PanCAN, I would meet and work with Sasha Muraoka, who I would learn
worked at Habitat for Humanity prior to her joining PanCAN. We would both agree
that Jennifer Wise should be recruited to PanCAN for a leadership role… That
never happened… but I did make that outreach. <br /></span></p>
<p class="MsoNormal"><span class="text">One of the more interesting recruitment processes
came with Olive Crest. I interviewed with Bill Furey, who was the Regional
Human Resources Director and Jaime Zavala, the Executive Director of the Los
Angeles region.<span style="mso-spacerun: yes;"> </span> <br /></span></p>
<p class="MsoNormal"><span class="text">Bill would tell me how compelling my background
was, but like most everyone else, he wasn’t sure I could transition into a
fundraising role. Jaime was possibly a little more open minded about the idea
and I would eventually be invited back for a second interview at their
headquarters in Santa Ana. I would interview with Jacqui Groseth, their Chief
Development Officer and Donald Verleur, their CEO. <br /></span></p>
<p class="MsoNormal"><span class="text">A couple of interesting things about Olive
Crest. One, I would run into another former COH colleague during my first
interview. She was leaving, just as I was about to be interviewed. She saw me
out of the corner of her eye, but didn’t say anything. <br /></span></p>
<p class="MsoNormal"><span class="text">The moment left me a little stunned since
it was totally unexpected. The look I had on my face must have stuck, because
Bill and Jaime would later comment about that look. They were thinking this guy
can’t possibly handle a fundraising role. When I explained that I knew the
person who had just interviewed before me, it all made sense to them and we had
a good laugh about it. <br /></span></p>
<p class="MsoNormal"><span class="text">Jaime and I have remained connected ever
since. <br /></span></p>
<p class="MsoNormal"><span class="text">When I took the job at APU, I somehow discovered
that Jaime was an APU alum. After arriving at APU, I reached to Jaime and he
ended up coming to campus for a visit. Jaime also happens to know several
people in my office and is also friends with my predecessor, Kristin Albright.
They’re good friends, in fact. <br /></span></p>
<p class="MsoNormal"><span class="text">Our connection doesn’t stop there. <br /></span></p>
<p class="MsoNormal"><span class="text">There’s a young lady who works at my wife
and my favorite restaurant. It’s a place we frequent often and we’ve gotten to
know the people there over the years. We’re talking everyone from the servers,
to the cooks to the bus boys, dishwashers, etc. We’ve been going there for more
than 20 years and we have strong relationships with many of the people there. <br /></span></p>
<p class="MsoNormal"><span class="text">As is my nature, and that of Cheryl’s – we
always take an interest in the people there. Many of them are young – some are
in high school, in college, recently out of college and at all different stages
of their lives. <br /></span></p>
<p class="MsoNormal"><span class="text">One of our all-time favorites is a young
lady named Mayra. She graduated from CSULB with a degree in Social Work. One
day in the not too distant past, she told us about an internship she was about
to start at… Olive Crest. <br /></span></p>
<p class="MsoNormal"><span class="text">Here we go again… <br /></span></p>
<p class="MsoNormal"><span class="text">I told her that I knew the Executive
Director there and at the time, she had yet to meet him. I reached out to Jaime
to let him know he had to make a point of meeting this intern. He did. He would
soon learn how awesome she was and Mayra ended up being an incredible intern
and volunteer for Olive Crest. She even took a job there after graduating from
CSULB.<span style="mso-spacerun: yes;"> </span>She’s no longer working there
because she went on to pursue her Masters’ at UCLA and recently graduated.<span style="mso-spacerun: yes;"> </span>She is destined to do great things. <br /></span></p>
<p class="MsoNormal"><span class="text">All of the dots that were connected through
Olive Crest is a direct result of my staying engaged with Jaime even though I
didn’t get the job there. This is an example of what I’ve done throughout my
career. <br /></span></p>
<p class="MsoNormal"><span class="text">Jaime left Olive Crest in 2019 and is now
the Executive Director at artworxLA. <br /></span></p>
<p class="MsoNormal"><span class="text">These are the kinds of stories that continue
to make me smile. I’m not anyone special. I’ve just always been willing to
engage with people. I’ve done this without any expectations or hidden agendas. It
really is genuine. As a result, good things have come of it not only for me,
but for others as well. <br /></span></p>
<p class="MsoNormal"><span class="text">I know that my efforts to stay in touch
with the people I’ve worked or met through other channels over the years is
sometimes met with skepticism. In many cases – those relationships end up
fading away. Fortunately, enough of them do continue on and I’m thankful when
they do. <br /></span></p>
<p class="MsoNormal"><span class="text">Back to the journey… <br /></span></p>
<p class="MsoNormal"><span class="text">My interview at Long Beach Memorial has a
CARA connection to it.<span style="mso-spacerun: yes;"> </span>With each application,
I would look to see if I could figure out who the decision maker was. If I could
somehow enhance the normal recruitment process by reaching out directly to a
hiring manager, I would. I know that’s not always a good idea, but I decided
this would be my approach. Whenever I found that key person I would check my
LinkedIn account to see if I knew anyone who was connected to the person I
wanted to reach out to.</span></p>
<p class="MsoNormal"><span class="text">At Long Beach Memorial, the hiring manager
was Jim Normandin, who at the time was the President of the Memorial Medical
Center Foundation. I saw on LinkedIn, a friend and colleague Rebecca Benard
knew Jim. Rebecca had provided professional management to the CARA Board while
I was a member. She was instrumental in our success and we did great work
during our time together. I asked her to reach out on my behalf and she was
more than happy to do so, even though we hadn’t spoken in years. <br /></span></p>
<p class="MsoNormal"><span class="text">I never could have imagined how my
relationship with Rebecca would eventually open a door for me. That’s the
beauty of having a network. Rebecca is now a fundraiser herself, working as the
Director of Strategic Business Advancement for Visiting Nurse and Hospice Care
in Santa Barbara. <br /></span></p>
<p class="MsoNormal"><span class="text">That interview didn’t lead to a job for me.
In fact, I don’t remember the details of any follow up after my interview. A
couple months after that, I would learn that Jim transitioned into a different
role. He currently works as a consultant. <br /></span></p>
<p class="MsoNormal"><span class="text">As I was going through this process, I was
determined to make the transition into a fundraising role, but I also tried to
stay open to any and all opportunities. One of those opportunities came in the
form of a Director of Donor Relations position at UCLA. <br /></span></p>
<p class="MsoNormal"><span class="text">The hiring manager was Carol Buge. I had
actually met Carol many years earlier when she came to speak at a CARA event. She
was presenting on Women in Philanthropy and best practices for working with
women donors. She presented with another long time, and now retired colleague –
Karen Howard. Needless to say, we knew a lot of people in common. <br /></span></p>
<p class="MsoNormal"><span class="text">I know it’s crazy how I remember these
things, but I do. <br /></span></p>
<p class="MsoNormal"><span class="text">The position was interesting to me because
writing was an important component of the position, as was building
relationships across campus. Despite those being strengths of mine, I didn’t
have enough tangible experience to convince Carol that I was right for the
position. I must admit, I find that a little funny – all things
considered.<span style="mso-spacerun: yes;"> </span>That’s not a slight against
Carol or UCLA – but if they only knew… <br /></span></p>
<p class="MsoNormal"><span class="text">One of the things I remember about that day
(besides the long drive) was stopping by JVSLA on Wilshire to visit Randy Lapin
and Jorge Lazaro. We spent some time catching up (all the other COH alumni had
yet to begin working there) and spent some time reminiscing about the good old
days at COH. <br /></span></p>
<p class="MsoNormal"><span class="text">It was a good opportunity to connect with
some old friends. Again, I try not to let people fade out of my community
whenever possible. <br /></span></p>
<p class="MsoNormal"><span class="text">I also interviewed for an Associate
Director position at Whittier College. I interviewed with Kurt Johnson, who was
the Sr. Director of Development and Alumni programs at the time and with Steve
Delgado, who was the VP for Advancement. <br /></span></p>
<p class="MsoNormal"><span class="text">I had been to the campus years prior as one
of the first locations I used for one of our CARA Seminar Days. It was a little
funny to be back on campus for a different purpose. <br /></span></p>
<p class="MsoNormal"><span class="text">One of the things that struck me about Kurt
right off the bat was his energy and enthusiasm. We had an interesting
interview. He had me do a bit of role playing with him. I played the role of a
major gift officer and he was a donor. I thought it was a great exercise and
I’m surprised more hiring managers don’t do this. <br /></span></p>
<p class="MsoNormal"><span class="text">The feedback I got from the exercise was
constructive and Kurt said I did pretty well.<span style="mso-spacerun: yes;">
</span>Whew. <br /></span></p>
<p class="MsoNormal"><span class="text">Whittier also happened to be the alma mater
of Kathleen Kane, and she also happened to be on their Board of Trustees.<span style="mso-spacerun: yes;"> </span>Of course, right?<span style="mso-spacerun: yes;"> </span>When I reached out to Kathleen she agreed to
reach out on my behalf. <br /></span></p>
<p class="MsoNormal"><span class="text">It wasn’t enough though. I didn’t get that
job. Never-the-less, Kathleen’s willingness to help me was typical of who she
is and I appreciated her effort very much. <br /></span></p>
<p class="MsoNormal"><span class="text">One of the final places I interviewed was
at Concordia University and I interviewed with Eron Jacobson, the Executive
Director. <br /></span></p>
<p class="MsoNormal"><span class="text">Just before I took the job at PanCAN, I was
waiting to hear from Eron to see if I was going to get a second interview.
Before we ever got to that point, I let him know that I had accepted the job at
PanCAN. I never heard back from him. <br /></span></p>
<p class="MsoNormal"><span class="text">One of the things I learned through this
entire process is that each recruitment was unique. Some go much better than
others. Often times, the communication is poor and in some cases, non-existent.
I could easily write about the process for days. Some organizations definitely
do a better job than others. <br /></span></p>
<p class="MsoNormal"><span class="text">In many cases, I asked for constructive
feedback after not getting the job. I didn’t always get that. There were
definitely times when that made me feel like just a name on a piece of paper
and not an actual person in the eyes of the recruiters. Those are lost
opportunities not only for me, but also for those who manage the process (in my
opinion). <br /></span></p>
<p class="MsoNormal"><span class="text">One person who did provide constructive
feedback was Jacqui at Olive Crest. She was very honest with me and said my
lack of experience in actually asking for gifts, kept her from hiring me. I
hadn’t even asked friends to support a walk or do any type of actual
fundraising what-so-ever. I appreciated her feedback and would file that note
away for later use. She remains a contact today and we occasionally correspond. <br /></span></p>
<p class="MsoNormal"><span class="text">During my journey, I saw an opening at USC
that was intriguing. It was a leadership position in prospect development, but
had other responsibilities. The job was titled AVP Relationship Management and
Data Sciences. They had or were about to transition to SalesForce as their
enterprise system and they were looking for someone who could engage
fundraisers in the process, among other things. <br /></span></p>
<p class="MsoNormal"><span class="text">I believed my experience would easily
provide me an opportunity to interview. Well, much to my surprise that never
came. <br /></span></p>
<p class="MsoNormal"><span class="text">I did have a phone interview with a
recruiter and would later learn that he left the university shortly after. That
might have contributed to my not being invited to interview, but I really don’t
know. <br /></span></p>
<p class="MsoNormal"><span class="text">I found the decision maker and reached out
directly. I utilized my connection to Brenda Maceo, who had been Sr. VP of
Communications at COH and was the VP of Public Relations and Marketing at USC
at the time. That didn’t work. Nothing did. <br /></span></p>
<p class="MsoNormal"><span class="text">I couldn’t understand how I couldn’t even
manage to get an interview. <br /></span></p>
<p class="MsoNormal"><span class="text">Well, the role eventually went to Ashutosh
Nandeshwar and I have to tell you, there’s no way I could have competed with
him. I only recently put those dots together and when I did, I had to nod my
head and say… of course. <br /></span></p>
<p class="MsoNormal"><span class="text">Ashutosh is a rock star and his background
in analytics for development in higher education is among the best in the
business. They were clearly looking for someone with experience far greater
than what I had to offer. They recruited him away from Cal-Tech. <br /></span></p>
<p class="MsoNormal"><span class="text">The other dot related to Ashutosh is that
he was one of the individuals Karen Isble added to her analytics team at the
University of Michigan. At least I’m guessing he was. His career has been on an
incredible path ever since. <br /></span></p>
<p class="MsoNormal"><span class="text">As you can see – my job search took me on
quite an adventure. For someone like me, who didn’t have a lot of experience in
looking for a job, it was a crash course on how to navigate those waters. It
was a great learning experience. I felt like I had earned my PH.D in job
searching during that time and I believe I could help anyone trying to do the
same. <br /></span></p>
<p class="MsoNormal"><span class="text">Well my search and my conversations with
friends and colleagues during this time would lead to my talking with Rick
Leonard, my longtime friend and colleague from COH. I reached out to Rick to
tell him about what I was up to and he responded by telling me about the
Pancreatic Cancer Action Network (PanCAN).<span style="mso-spacerun: yes;">
</span>Much to my surprise, I had never heard of the organization. <br /></span></p>
<p class="MsoNormal"><span class="text">Rick was about to become the VP of
Development there and was going to be building a team. He encouraged me to
investigate and ultimately apply for a role in prospect development. His enthusiasm
piqued my curiosity because he was incredibly excited about the organization. <br /></span></p>
<p class="MsoNormal"><span class="text">I was 3 months into my journey and although
I was hopeful something was about to materialize with either Concordia, Long
Beach Memorial or CSULB, I decided to investigate. After all, prospect development
was what I knew and there was no harm in checking things out.<span style="mso-spacerun: yes;"> </span>Again, Jeremiah 29:11 came to mind. I had no
idea what God had planned for me, so I remained open to every opportunity. <br /></span></p>
<p class="MsoNormal"><span class="text">The moment I walked off the elevator and
into the offices at PanCAN, I knew I wasn’t at just another non-profit. The
layout and the vibe (yes, there was a vibe) was unlike anything I had ever
experienced.<span style="mso-spacerun: yes;"> </span>My immediate thought was
that I had arrived at the Google of non-profits. <br /></span></p>
<p class="MsoNormal"><span class="text">I’ve documented this complete experience on
my blog a few years back, but suffice it to say – I was more than intrigued
after the interview process. <br /></span></p>
<p class="MsoNormal"><span class="text">The highlight of my interview came in
meeting the founder of the organization – Pamela Acosta Marquardt. I remember
thinking how often does one get to meet the founder of a nonprofit during the
interview process. Pam’s passion was infectious. I’ll never forget the words
she said to me. She said, “James, you will have a bigger impact here than any
place you’ve ever worked.” <br /></span></p>
<p class="MsoNormal"><span class="text">Let that sink in for a moment. <br /></span></p>
<p class="MsoNormal"><span class="text">How often have you ever heard that during
an interview process; especially the founder of an organization? <br /></span></p>
<p class="MsoNormal"><span class="text">The opportunity that was being presented
was titled Manager, Prospect Research and Management. It was the first such
position that this organization would ever have. They were looking for someone
to build it from the ground up. <br /></span></p>
<p class="MsoNormal"><span class="text">You can probably imagine what was going
through my mind (then again, maybe not). I had been a Sr. Director at my last
two organizations and built and led teams supporting dozens of fundraisers. In
this proposed role, I was going to be a one person shop (and all the things
that go along with being that) and aside from Rick, Pam was the only other
major gift fundraiser. There were plans to add staff, but the development team
was the smallest I had ever seen at a nonprofit. <br /></span></p>
<p class="MsoNormal"><span class="text">I was at a crossroads. A million different
thoughts went through my head. First of all, I knew I wasn’t going back to UCI.
Second, I needed a job. But there were lots of…”but what about…” thoughts
running through my head. <br /></span></p>
<p class="MsoNormal"><span class="text">I wasn’t so concerned about what I would
“get to do.” The job was pretty clear to me.<span style="mso-spacerun: yes;">
</span>My concern was what I would “get” to do that work. I knew the pay wasn’t
going to be at the level I was used to. I had a suspicion that I wasn’t even
going to get an office and in all my years prior, I always had an office. <br /></span></p>
<p class="MsoNormal"><span class="text">Remember how I previously mentioned that I
often followed the careers of my friends and colleagues with interest and
curiosity?<span style="mso-spacerun: yes;"> </span>One ego-centered thought that
came to mind was what would my peers think of this?<span style="mso-spacerun: yes;"> </span>My title didn’t sound like I was advancing,
it sounded like I was taking a giant step backwards and who, if anyone had ever
heard of PanCAN? <br /></span></p>
<p class="MsoNormal"><span class="text">And the thought of being a one person shop
just seemed crazy to me. I hadn’t actually written a full profile in years. In
fact, so many of the researchers I hired, were far better researchers than I
ever was during my career. I was rusty. I mean, I knew I could handle the
responsibility, but I wasn’t sure I wanted to. <br /></span></p>
<p class="MsoNormal"><span class="text">Again, a million things went through my mind.
Most of those thoughts would prove to be irrelevant. <br /></span></p>
<p class="MsoNormal"><span class="text">I decided I wanted to work at PanCAN and that
meant leaving no stone unturned in the process. I knew I had an excellent
chance because of my relationship with Rick, but I also knew that you never
really know what the outcome of a recruitment process might be and I was going
to do everything I could to solidify my candidacy. <br /></span></p>
<p class="MsoNormal"><span class="text">Using LinkedIn, once again – I saw that my
friend Jeffrey Rips knew the CFO – Abigail (Abby) Winston at PanCAN. Jeff and I
had become friends through Angels baseball. Yup, Angels baseball.<span style="mso-spacerun: yes;"> </span>When Cheryl and I purchased season tickets
back in 2004, we became acquainted with a large group of fans who shared our
section in the stadium. If you’ve ever seen the movie “Fever Pitch” with Jimmy
Fallon and Drew Barrymore, you might remember how Fallon’s character Ben
referred to the fans in his section as his “summer family.” <br /></span></p>
<p class="MsoNormal"><span class="text">Well, that’s how we felt about the fans we
sat with game after game. One of those individuals would be Jeffrey and his
family. Jeffrey actually shared tickets with other people – but over the course
of a season and in the years to come – we would get to know Jeffrey, his wife
Lauren, their twin boys and daughter. <br /></span></p>
<p class="MsoNormal"><span class="text">Our friendship would extend beyond Angel
games and include trips to spring training, a vacation in Yosemite, birthdays,
bar mitzvahs, bat mitzvahs, graduations and more. <br /></span></p>
<p class="MsoNormal"><span class="text">Jeffrey had worked with Abby and as he
would tell me, she was one of his favorite people. I asked him to reach out to
her on my behalf and he happily agreed. <br /></span></p>
<p class="MsoNormal"><span class="text">During the interview process – Angel, who
would become my first supervisor told me she thought I was “over qualified.” In
my thank you letter to her, I challenged that notion and said, or… “Maybe, I’m
the right person at exactly the right time.” <br /></span></p>
<p class="MsoNormal"><span class="text">I honestly believed I was exactly that. I
began to see myself at PanCAN and I was confident I would not only have an
impact, but that I could help them grow and as a result, advance my career at
the same time. <br /></span></p>
<p class="MsoNormal"><span class="text">PanCAN made me an offer. They more than
just made an offer, they reclassified the opportunity to Sr. Manager and
offered me more salary than what was originally discussed. I really felt wanted
and I have to tell you, that was a nice feeling after all I had gone through. <br /></span></p>
<p class="MsoNormal"><span class="text">Yes, it was going to be strange being a one
person shop again, but I was ambitious enough to believe I could make it work
and that in time, I would contribute to the monumental growth of PanCAN’s
fundraising future.<span style="mso-spacerun: yes;"> </span>And as far as what
others thought? I decided I didn’t really care. <br /></span></p>
<p class="MsoNormal"><span class="text">PanCAN would prove to be an amazing
experience. <br /></span></p>
<p class="MsoNormal"><span class="text">I loved my nearly 12 years at COH, but
PanCAN would prove to be the most rewarding experience of my career. It wasn’t
the place where I made the most money. I didn’t have a fancy title. I didn’t
even have an office. <br /></span></p>
<p class="MsoNormal"><span class="text">It was simply the place where I felt the
most engaged. Those who know me best, know how I felt and continue to feel
about the organization and how I was “all in” when I worked there. My passion
for PanCAN became incredibly obvious with every conversation I had with friends
and colleagues. <br /></span></p>
<p class="MsoNormal"><span class="text">I felt like I was finally “home.” <br /></span></p>
<p class="MsoNormal"><span class="text">More to come…</span></p>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-85516988718179662172020-02-06T07:45:00.000-08:002020-02-11T12:14:17.962-08:00The Journey Part 5<!--[if gte mso 9]><xml>
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<br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Once again, if you’ve been following along
on my journey through a 27 year+ career in prospect development – thank you. I
appreciate your willingness to walk with me as I recount the days, months and
years that are filled with stories about the connections I’ve made, the trials
and triumphs I’ve had along the way and the relationships I’ve built and
continue to build.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In the fall of 2013 my world would begin to
turn upside down as my mother started to experience symptoms that would
ultimately be diagnosed as pulmonary fibrosis. Fortunately, I worked in
relatively close proximity to her home – although it would still be a 20 minute
drive from work to her house, but much closer than downtown L.A. where I worked
at COH.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">At the time I had no idea what pulmonary
fibrosis was. I had never heard of it and although it was uncharacteristic of
me, I never really took the time to research it. All I knew is that my mom was
beginning to have breathing issues that impacted her energy level.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">As time would march on, her need for help
from me began to grow and her condition gradually got worse. By the start of
2014 rolled around her reliance on me became extraordinary.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">As my mom’s needs began to increase, I
found it difficult to balance my professional and personal life. I would often
stop at her house prior to work, try to escape during lunch to help her and
then visit her after work. I was becoming her care giver, but didn’t look at it
that way at the time. I was just her son, doing what any son should do for a
parent.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In rather rapid fashion, my mom became sicker
and I became scared. I took her to see a specialist at UCLA named Dr. David
Ross. That visit is a bit of a blur to me now. What I do remember is he never
gave us an actual prognosis. At least not that I can recall. For whatever
reason, I never sought one out either. I had no idea how serious her condition
was.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It was a confusing time. I was trying to
balance life. To compound matters – my mom didn’t want anyone to know about her
condition. That made it tougher on me. I was beside myself with anxiety,
frustration, fear and I was just plain exhausted all the time. The stress was
immense.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">This had a negative impact on my work. I’m
not making excuses, but I know I wasn’t able to give my best to the work that had
to be done. My team was largely unaware of what I was going through and the
only person who had any remote idea was Babette Vogel (Chief of Staff to the
VC).</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Babette was as supportive as she could be,
but she had no idea of the full extent of my circumstances. Her advice was
always “do what you need to do.”</span></span><br />
<br />
<span style="font-size: large;"><span class="text">I didn’t have time to explain everything to
anyone. I just acted. When you’re in the midst of dealing with things, it’s not
easy to just stop and seek help. There were never enough hours in the day.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I tried to make up the work by working at
night and on weekends when I was able. Mind you, this was something totally new
to me. In my nearly 12 years at COH, I never once worked on a weekend or late
into the night. I never had to and we accomplished great things along the way.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I’m a firm believer that if you can’t
complete your work in the normal hours of work, you’re just not doing it right
or something is wrong. Well, the demands
at UCI were different and I wasn’t handling it well.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Long story, short – by the time HR came to
me to suggest I use FMLA to help manage my situation, my mom passed away.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">My mom passed away on April 18, 2014. The days
leading up to her passing were the most difficult of my life. They were
horrific days. When she passed, I was devastated.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It was just prior to and during this time
that Karen Greene began consulting with UCI. She was brought in to consult on a
number of things, but also to give direction and guidance to me. It was
something I wanted and needed. I would later realize this where I began to lose
my autonomy.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">We had two big projects taking place (among
others). We were developing a prospect management and solicitation clearance
process for the university and we were implementing the results of our
predictive modeling and wealth screening results from Target Analytics. </span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I would lose all control over these two
projects and Karen would basically take over the writing of the prospect
management policy and also the rolling out of new prospects to our DO’s.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Given everything that was happening with my
mom, I was relieved Karen was there to take care of everything that needed to
be done. It helped me focus on my mom and I am forever grateful for that.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Karen is a highly accomplished development
professional. She is a pioneer in our field and a leader with impeccable
credentials and a reputation that is exemplary. Her being at UCI during this
time made it easier for me to focus on my mom. Her presence, allowed me to be
selfish and I took full advantage of it.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">After my mom’s passing, I continued to take
time off. I used both bereavement and vacation time to get her affairs in
order. I did this mostly by myself and with the help of Cheryl. It was incredibly
overwhelming. I took about a month off to take care of everything and I needed
every single one of those days.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">The process of accounting for all of my
mom’s things, while grieving the loss was incredibly hard. The days were long
and exhausting.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">By the time I came back to work I felt like
I was staring into the abyss. There was so much to do, and digging myself out
of that hole felt impossible. Again, I was also losing all of my autonomy.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">From that point forward, it was as if I
couldn’t do anything right. The effort and output of every project I worked on,
wasn’t good enough. I was no longer forging my own path and I was beginning to
just follow orders and attempted to do what was asked of me.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I was no longer driving projects and I was
no longer doing things the way I thought was best. I just did what I was told.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">As I approached the end of my second year
at UCI, it was amazing how things had changed for me. I had gone from being a
high achiever, who made monumental changes to being something less than who I
really was.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Enter Sandra Campero.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">When Sandra came on board as the AVC for
Advancement Services in September of 2014, I was hopeful. I viewed her hire as
a good thing not only for UCI, but for my team and me. I finally had a
supervisor who I could interact with on a regular basis.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Did I find it a little awkward, given our
long relationship? Yes I did, but I wanted to keep an open mind and really hoped
for the best. Sandra was not only friends with me, but also with Dori. The
dynamics of our relationships would have to change, but I was hopeful we could
make it work.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Sandra also had a history with Gregory and
Babette. She also had Karen Greene as a mentor.
All of them worked together at ASU. Sandra had a history of success and
this position represented a huge opportunity for her.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Prior to all the events that lead to my
mom’s passing, I was able to hire additional staff to my team. I viewed it as
an opportunity to really raise the level of expertise on my team and hired two
seasoned professionals in Kimberley Harvie and Jason Creque.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Jason had been high on my list for years. I
met him at an Apra conference while he was working for Sandra at LMU. At the
time and through a number of years – whenever you found Jason, you also found
his colleague and friend Santiago Almaguer-Delgado. The two of them worked side
by side as Research Analysts at LMU, USC and eventually at COH.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I knew them both, but became better
acquainted with Jason over the years. I don’t know why that was the case, but I
guess I always got the impression that Santiago would eventually become a major
gift officer.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Well, I got that wrong. Jason is now a
major gift officer at UCI and Santiago is the Director of Advancement Services
at Scripps College in Pomona.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In any case, imagine my surprise when they
both ended up at COH, not too long after I departed. They both began working at
COH in January of 2013. It was ironic
because I had tried to recruit Jason to COH not long before I left and he
wasn’t ready to leave USC at the time.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Remember my Monica Melgoza story? Well, in May of 2014, I hired Jason as an
Associate Director in my department. Unlike Monica (who I had to reach out to 3
times), the second time was the charm in his recruitment. </span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Kimberley also joined the team as an
Associate Director, coming to us from CSUF. It was a homecoming of sorts for
Kimberley, who had actually begun her prospect development career at UCI.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In the two of them, I now had two dynamic
additions to the team. That team was 7 people strong. It included Dori, Stacy,
Robert, Lauren, Jason Toma, Jason Creque, and Kimberley. Lauren would go back to gift processing in
September of 2014 and I would eventually hire her replacement, Sean Fischer in
2015.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Like Jason Creque, Sean has since
transitioned to a major gift officer role at UCI. Sean came to us with
outstanding references. He was an easy hire, but many of us knew he would
eventually become a major gift officer.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">One note here. My journey wouldn’t be
complete without a few words about Robert Adams. Robert is one of the most
dependable people I have ever worked with in my career. He never once missed a
day of work during the three years we worked together and that was true of most
of his entire career. The guy just showed up, day after day, month after month
and year after year.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">He is also one of the most humble human
beings I have ever known. It was a joy working with Robert and I valued his
work and his friendship. We understood each other. Funny, Robert is a Dodger
fan – and we became a great friends and colleagues along the way. Both of us
have Japanese mothers and we have many things in common.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I always trusted Robert. I knew I could
give him any assignment and he would never let me down.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I have always hoped that I would be in a
position one day to work with Robert again. That hasn’t happened, but who knows
what the future holds. One can hope.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">As I look back at all the events of my
final two years at UCI, specific dates as they relate to specific projects are
a bit fuzzy now. I’ve tried my best to recount all the events and projects
during that time, but I might not be entirely accurate with the dates. So, with that…</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Shortly after my return and prior to
Sandra’s arrival, we implemented Reeher’s platform. I had done the research and
made initial contact with the company to get the ball rolling and would
eventually recommend the platform to Gregory who would approve the move.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">The appeal of the platform was in its
ability to give fundraisers (or anyone else for that matter) the ability to
view their own metrics at their fingertips. It allowed us to gain access to the
reports we needed faster than through traditional channels. That’s my
recollection. It’s been a while since I’ve seen the platform and I don’t
remember much of the details about the product today. </span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I will say the best thing about working
with Reeher was in working with Rebecca Leddick, who was tremendous in her role
as a customer success manager at the time. </span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Reeher also had a predictive model as part
of its platform; however, it wasn’t something I was necessarily impressed with
or paid much attention to. After all, we had Target Analytics and their
predictive modeling and wealth screening. I will say the platform performed
very well, just as advertised.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Let me pause right here to talk about
Blackbaud’s Target Analytics or rather my account rep at the time – Matt
Rautenbach. Matt is hands down, and
without question, the best account rep I have ever worked with in my 27+ years
in development.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">If you know anything about Blackbaud’s
customer service – you probably know and have experienced how they constantly
try to direct you to their online customer service platform whenever you have
an issue. Matt never did that with me.
He always took action in a way that I appreciated. He always heard me and he
always understood the issues at hand. He just handled things, period.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Matt was also personable and a joy to get
to know. He is originally from Australia and went to College of Charleston
where he met his wife. He now lives in the Seattle area with his beautiful
family. A huge soccer fan – I would connect with Dan Montplaisir and his son
Ben, who were planning a trip to Seattle to check out a professional soccer
match there. Matt was kind enough to give them all the information they would
need to help make their trip enjoyable. Matt always went above and beyond.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I always measure every account rep from
every company I work with by the standard Matt set.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Back to the UCI journey…</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Again, the time frame of Reeher is a little
hazy to me now, but I believe it came at that time when my personal life was in
turmoil. As a result, I would eventually lose control over this project and Dan
Montplaisir would eventually take over the Reeher implementation process. It’s something that just had to happen and a
decision was made by Gregory to make the change.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It was the right move to make.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">My work life was chaotic and again, I felt
like I was constantly staring into the abyss. There never were enough hours in
the day to do everything I wanted to do and needed to do. I felt alone in my
job and I always felt stressed. Feeling alone in a job that is overwhelming is
not a recipe for success.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Looking back, I have lots of thoughts about
how things could have been different, but the only one I’ll share is about my
relationship with Gregory.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">One of the trademarks of my career has been
in the relationships I have built along the way. The one relationship I never really
developed at UCI was with Gregory. We didn’t know each other, the way Amy and I
did at COH or in a way that my future supervisors and I would get to know each
other. This was unfortunate. It also made things more challenging.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I reported directly to Gregory for a great
deal of my time at UCI, but we didn’t see each other every day. Gregory was in
a separate building on campus and I could go days without ever interacting with
him. We never really had the kind of conversations that led to deeper
engagement. We never got to know each other the way we should have and I think
that contributed to the difficulties I would face as I navigated my way through
my 3 years.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I don’t fault Gregory for that at all.
Knowing what I know now and based on the things I’ve continued to learn since
my time at UCI, I believe I could have done more to foster a better
relationship with him.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In the long run, I feel as though I failed
him. I didn’t live up to his expectations and quite honestly, I didn’t live up
to my own expectations either. Life happened.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Gregory would leave UCI not too long after
me in 2015. Sylvia Acosta and Dan Montplaisir would also depart UCI in 2017.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">One thing I want to note about Gregory’s
time at UCI. The year following his departure (2016), UCI announced a $40
million gift from Bill and Sue Gross to establish a Nursing School at UCI. It
was a monumental gift I assume Gregory never got credit for, but he definitely
played a role.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I distinctly remember conversations he and
I had about the Gross’ and how he had identified the Nursing School as the
perfect engagement opportunity for them. When the news broke about the gift, I
reached out to Gregory to congratulate him and acknowledge his work. I don’t
know if many others knew about his good work.</span></span></div>
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Once Sandra arrived – I hardly saw or
talked to Gregory at all. Same with Babette. My world became smaller and my
role changed.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It was at this point that my prospect
development team started to look more like ASU, in my opinion. Everything from
the format of our profiles to the way we introduced new prospects, felt like
ASU’s way of doing things.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Sandra and I had different views and
different approaches to most things. The two didn’t necessarily match. I’m not
saying one way is or was better than the other. We just had different ideas.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I don’t believe it was Sandra’s intention
to have such a significant footprint in my department, but she did what she
thought was right. After all, she was in
charge.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">By the spring of 2015 it was becoming clear
to me that I was no longer a good fit for UCI. I was half way through my third
year and I was absolutely miserable. I felt like was no longer effective and I
lost my joy.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">My joy was gone. So
was my confidence.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">As I look back, another contributing factor
to my lack of joy was my absence from Apra. I did not attend an Apra conference
in 2013, 2014 or 2015. Make no mistake about it, this was a big deal. It was as
if I had gone into a cave for 3 years.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Apra has always been a part of my story and
the 3 years I spent away from my tribe hurt me on many levels. I feed off the
time I spend with my friends and colleagues. I need that level of engagement
with my people. It energizes me. It inspires me. It motivates me and quite
simply – it brings me joy.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">During those 3 years, I also missed most of
everything CARA had to offer. I could never make or take the time to
participate. I sent my staff instead not only to CARA events, but also to
Apra. </span></span><br />
<span style="font-size: large;"><span class="text"><br /></span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It was a huge mistake. I love both CARA and
Apra and I’ve benefited greatly from both and given much of myself to each of
them. Of the two, Apra means the most to me. That shouldn’t diminish the
importance of CARA, but Apra is where ALL of the leaders, innovators and catalyst
gather. This is where all of the people I want to be around come together
including the people I interact with at CARA. With Apra, I always have the best
of both worlds.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Not having Apra in my life during those
three years was simply awful. Being disconnected from my tribe was the worst
thing.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In the past four years (2016, 2017, 2018,
2019), I’ve only missed one Apra conference. Professional development is just
too important to me on so many levels. It’s where I learn and continue to grow.
It’s where I get to explore new ideas and learn about new innovations. It’s where
I get fed intellectually and where I get to do one of the things I love to do
the most and that’s engage with others. It’s where I connect the dots. It’s
where I get to be myself and know that my friends and colleagues will accept me
just as I am.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In April of 2015, I decided it was time to
start looking for a new opportunity. When you get to a point where you no
longer consider the cause or why you signed up for the job you have, it’s time
to move on.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">UCI just wasn’t a good fit and I couldn’t
see myself staying there, long term. It had been a year since my mom’s passing
and working in Irvine was no longer a contributing factor for me. Where I
physically worked was less relevant now.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Looking back so much had happened in my
three years. We took delivery of two predictive modeling and wealth screening
projects. We overhauled all of the development officers’ portfolios. We developed
a new prospect management and campus wide solicitation clearance process. We
added Reeher and trained fundraisers on this as well.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In addition to the things I mentioned
previously, we also upgrade our Ellucian database and trained fundraisers in
the new platform. We implemented a
survey and qualification system from the Tom Garrow Company for our development
officers and we brought our IT/Data team under the umbrella of development when
they had previously been separate.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">On top of all that, I added five new
members to my team (while losing two). Four new assistant vice chancellors were
hired (including Brian Hervey who would eventually become the vice chancellor,
replacing Gregory), and we changed presidents.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">A lot took place and it all had an impact. Again, in April of 2015 – I began to
contemplate leaving.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It was during this time that I learned that
my longtime friend and colleague Suzanne Szalay was retiring from her position
as Assistant VP of Development Research at Children’s Hospital, Los Angeles
(CHLA). The timing seemed perfect.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I began to wonder if I could follow in
Suzanne’s footsteps like I had at COH and I decided to apply for the position
she was leaving.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I really wanted this job. I saw it as my
opportunity to escape UCI and re-establish myself in an arena, I felt
comfortable in – healthcare. I interviewed with Melissa Do Vale, who was the
Associate VP of Major and Planned Gifts. As I went through the process, I
believed everything was lining up and that this would be the move I was
destined to make.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I had a follow up interview with various
members of the team and was told I was one of 3 final candidates. I had no idea
who the others were, but felt confident in my experience and in the interviews
I had.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Then that thing happened that we all hate.
Radio silence.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Every recruitment process has a rhythm to
it. Things progress at a certain pace and you start to expect things to happen
in a certain time frame and when they don’t – you start to wonder. I became
concerned.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">You have to keep in mind that in the
previous 15 years, I had only applied for one job and that was the one at UCI.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I reached out to Melissa for an update and
I didn’t hear back right away. I eventually got the reply I didn’t want to
hear. I would learn CHLA would hire Aimee Fitzgerald from USC. Melissa didn’t
tell me the name, but I would find out soon after.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">When I learned who got the job, my initial
reaction was “of course.” Aimee is a dynamo. She’s one of the smartest prospect
development people I know. She has done amazing work and has an impeccable
reputation. I have always admired and respected her a great deal. It was no
surprise to me that CHLA decided to hire her.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Ironically, Aimee would only stay at CHLA
for a year and 3 months and then head back east to William & Mary where she
serves as the Executive Director of Prospect Development and Information
Strategy.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I continue to admire and respect her work.
Just last year, we exchanged notes on a vendor I was investigating that she had
done some work with.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Although I understood CHLA’s choice, I was
disappointed. I really had it in my head that I was going to get this job. I
felt it was the path that God was laying out for me, but in the long run – I
would learn he had other plans for me (Jeremiah 29:11).</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Life goes on with or without us, right?</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Suzanne’s retirement called for a
celebration. A group of us gathered one weekend afternoon for lunch to
celebrate her retirement. It was a group that included many longtime friends
and colleagues like Michael Seymour, Dori, Joan Reiss, Shirley Gottschalk,
Marsha Kraus, Dennis Petticofer, Aimee and others.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I don’t think any of them knew about my
application for the position. I imagine if any of them are reading this now, it
might come as a surprise. Then again, I imagine any number of things they are
reading here are a surprise.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">One note about the CHLA recruitment process
before I move on. During either my first or second interview, I ran into one of
the members of Suzanne’s team while waiting. It was a bit awkward. He asked if
I had applied for the position and I acknowledged that I had. He wished me luck
and said he hoped I would get the role.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I note that, because that was always my
fear when I interviewed people at COH. I always made it a point to conduct
interviews where the chance of someone from my team seeing a candidate was
remote. I didn’t even involve my team in the interview process at all. I wanted
to protect my candidates so they would never have that awkward moment.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Back to the story…</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It’s funny – while at COH, I often watched
with curiosity when my colleagues moved from one position/organization to
another, some more frequently than others. I always kept track of their comings
and goings and always felt fortunate that I was at a place where I could put
down some roots and call “home.” It’s ironic because since 2012, I’ve worked at
3 different nonprofits. It wasn’t what I had envisioned for myself.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">The prospect development world is a small
one. We know each other well and not a lot happens without our noticing. We
often wonder what is behind certain moves, but we don’t often ask or learn the
story behind such things and there is always a story.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">That’s one of the reasons I wanted to write
this. I’ve been told that some people have wondered about my career path.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">As April turned to May in 2015 – I wasn’t
sure what I was going to do next. I wasn’t accustomed to not getting a job I
applied for. I’m not trying to be arrogant here, it was just my actual
experience up to that point in my career.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">As I surveyed the landscape, I didn’t see a
path I could take. As I said in a previous post, there aren’t a lot of Sr.
Director or higher positions in Prospect Development in and around the greater
Los Angeles area.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I decided it was time to switch gears and
take a different path and after some serious thought and contemplation, I
decided I wanted to try and transition into a major gift role.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I had every confidence that I could handle
the role. Having worked with more than a hundred fundraisers in the course of
my career, gave me a front row seat to learn how to do things the right way.
Let’s just say, I could write a book about this very topic.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">That being said, I knew it wasn’t going to
be easy. I had been in my specific lane for more than 20 years at the time.
That fact would prove to be both a blessing and a curse for me. I would soon
learn, hiring managers were intrigued by my background and experience, but most
were reluctant to make the leap and trust that I could make that transition. It
probably would have been easier to do at an earlier point in my career, but I
had never considered it until this point in time.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">You’ve probably heard that looking for a full-time
job can be a full-time job. It’s true and I knew if I was going to make this
transition, I needed to devote all of my time and energy to the process. There
was no possible way I could look for another job and still try to do my work at
UCI. I tried that for a month or so and it was too hard to manage.</span></span></div>
<span style="font-size: large;">
</span><br />
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<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In June of 2015, I took a leave of absence to
focus on this endeavor. As I embarked on my new journey, I knew I would never return to my position at UCI and in
July of 2015, I resign from my position.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I was all in.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">For the next three months, I pursued the
goal of becoming a major gift officer and I attacked that goal with a
vengeance. I had a plan and I organized my thoughts and my days around that
pursuit. I was determined. I was confident. I threw myself into the effort with
everything I had.</span></span></div>
<span style="font-size: large;">
</span><br />
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<span style="font-size: large;"><span class="text">The one thing I had going for me was my
ability to write. I put that to work in the form of cover letters and those
letters opened a lot of doors for me.</span></span></div>
<span style="font-size: large;">
</span><br />
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<span style="font-size: large;"><span class="text">I approached each opportunity with a bit of
a disruptive force. I positioned myself as someone who knew and understood not
only fundraising, but fundraisers. I was confident that I could do the work I
had supported for more than 20 years. Each time, I made a point of talking
about how hard it was to find truly good fundraisers and how so many of them
just didn’t like asking for money.</span></span></div>
<span style="font-size: large;">
</span><br />
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<span style="font-size: large;"><span class="text">I asked hiring managers to think outside
the box.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I let it be known I was approaching each
opportunity with my eyes wide open. I had confidence in my abilities and a “no
fear” attitude. I wanted hiring managers to understand I would do whatever it
took to be successful as a major gift officer.</span></span></div>
<span style="font-size: large;">
</span><br />
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<span style="font-size: large;"><span class="text">Simultaneously, I leveraged my professional
and personal network like never before. I would spend 5-6 hours every day (sometimes
more) in pursuit of my goal. I spent hours on LinkedIn and on the job sites of
multiple nonprofit organizations. I was on a mission and I put in the work.</span></span></div>
<span style="font-size: large;">
</span><br />
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<span style="font-size: large;"><span class="text">I look back at this period of my life as a
time of serious growth. The experience of going through an intensive job search
with a change in career path was a blessing in many ways. I did some things I
wasn’t necessarily comfortable doing and I pushed myself. I put myself out
there. I was my own advocate. I fought for what I wanted to do. It got me out
in front of people and allowed me to engage with new people.</span></span></div>
<span style="font-size: large;">
</span><br />
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<span style="font-size: large;"><span class="text">Many of those individuals are people I
continue to have relationships with today – even in those cases where I didn’t
land a job. Every interview process served a second purpose and that was to
build and expand my network. It was hard work, but I felt a sense of
accomplishment throughout the process. I grew as a person and I gained new
perspective.</span></span></div>
<span style="font-size: large;">
</span><br />
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<span style="font-size: large;"><span class="text">I learned. I networked. I gained valuable
experience. I grew.</span></span></div>
<span style="font-size: large;">
</span><br />
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<span style="font-size: large;"><span class="text">More to come…</span></span></div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-25026214498105020922020-01-24T15:50:00.004-08:002020-01-28T10:36:13.856-08:00The Journey Part 4<!--[if gte mso 9]><xml>
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<br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">My service on the CARA Board ended in 2006.
In 2009, I was honored with the CARA service Award. It’s an award I cherish
dearly. 2009 also marked the start of my service on the Apra board which would
end in 2012 at precisely the same time I ended my time at COH.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">When I departed COH, Kathleen wrote me a
nice note encouraging me. She said, if I gave it time, UCI would eventually
feel like home in the same way COH eventually felt like home to her after
leaving UCSF where she had spent a significant part of her career.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Her note was on my mind as I drove up to
the office building at UCI in Research Park on my first day of work. In that
moment, it felt strange to be there. This was in August of 2012.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">On my second or third day on the job, I
stopped at a Panera Bread close to campus to grab some breakfast before heading
into the office and much to my surprise, I ran into Doris Jacobson, who I
worked with at COH. Doris was working for the Jewish Federation of Orange
County.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Doris had left COH several years prior and
I hadn’t seen her since that time. It was nice to run into her during my first
week. Like I keep saying; it’s a small world. Doris once told me she thought
COH should be the premiere charity in Southern California. I never forgot that
and came to agree with her during my time there. Seeing Doris was a reminder of
what I had left behind.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">UCI wasn’t anything like COH. First of all,
at COH the majority of our development and external affairs team was housed in
one building on two floors in downtown LA. UCI would have a central office, but
each of the school based fundraisers were physically housed in the different
schools along with the other fundraisers like those in Athletics, the Library,
etc. There was also a separate medical center, with their own set of
fundraisers spread out between Irvine and Anaheim. Even Gregory (Vice
Chancellor) and his team were located on campus away from the rest of us.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">This took some getting used to. I was accustomed to walking down the hall to
talk and/or meet with fundraisers or my supervisor at COH and that wouldn’t be
the case at UCI.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I inherited a small team that included Dori
Watanabe, Stacy Shipman, Robert Adams and Cleo Tung. Dori and Cleo handled
prospect research and Stacy and Robert took care of prospect management. Dori had been at UCI since 1995 and Stacy
since 2001.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I knew Dori from our time together on the
CARA board and we had also been friends for quite a while. I knew going in that
this dynamic would be something I hadn’t experienced before – going from being
someone’s friend to becoming their supervisor.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Well, let’s just say throughout my three
years at UCI our working relationship wasn’t a good fit for either one of us. I’ll
just leave it at that.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">My first year at UCI was somewhat of a
whirlwind.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">The first thing I did was change the focus
of the department. They were serving two separate roles at the time. I changed
it from two team members focusing on research and two focusing on prospect
management to becoming a prospect development team, where each member focused
on both. I also changed the name of the department from Prospect Research and
Management to Prospect Development. This was in line with the trend that was
taking place across our industry.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Within my first couple weeks of arriving at
UCI, I took delivery of modeling results from GG&A and Dan Lowman. The
decision to use GG&A came before my hiring and was driven by Gregory Leet and
his experience as a consultant with GG&A.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">That certainly wasn’t ideal for me, but I
wasn’t about to make waves. You have to remember that during my RFP for
modeling companies at COH, I decided not to use GG&A.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">That being said, Dan did a great job
delivering our results and I was actually very impressed, initially. During the
delivery process, I felt pretty good about how Dan presented the data. I really
tried to keep an open mind, but would eventually struggle with the product to
some degree.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">The thing I remember most about those
results is the countless times I had to have someone explain the scores to me.
I know I can be a bit slow on the uptake sometimes, but this took longer for me
to understand than I was accustomed to.
I was constantly questioning my own understanding of the scores.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">That’s not a comfortable place. I had to “sell”
those scores to my fundraisers and to my team and I didn’t completely
understand them. I don’t remember the specific issues today, but I do remember
how uncomfortable I felt with the process.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Never-the-less, I would use the scores to
evaluate fundraisers portfolios and start a process of overhauling each
fundraiser’s prospect list.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Simultaneously, I still had a whole new
team of fundraisers to meet and get to know.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I spent my first several weeks, meeting with
each and every one of them. It was a process I thoroughly enjoyed. I ended
every meeting asking each fundraiser what they liked to do for fun. It was my
way of engaging each person individually.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">On some level, I was also sort of looking
for who might be my new Joe Komsky. I missed talking baseball with Joe and
hoped I would find someone who I would be able to engage with on that level. I
never found that person at UCI. It wasn’t a big deal, but not having this
contributed in some small way to UCI never really feeling like home.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Joe – if you’re reading this, don’t let
that go to your head!</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In any case, I did meet lots of great
fundraisers and would enjoy getting to know each of them during my time at UCI.
I have great admiration and respect for fundraisers and I think most of them
are simply amazing.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">One of the first challenges I identified
after arriving was that several donors had multiple fundraisers assigned to
them. To be perfectly honest, it was a mess.
Some donors had as many as 5 or 6 development officers assigned to them
(possibly more). Assignments were being used to keep DO’s “in the know.”
Needless to say, that had to change.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">My team and I met with each fundraiser over
the course of several weeks and we went through every name in their portfolios
to determine who the best possible prospect manager should be for each donor
and prospect. When the work was completed, many of the DO’s portfolios shrank
considerably.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Gregory blessed this process and helped the
fundraisers understand our process by using an analogy I still use today. Gregory’s
analogy was that it was important to have a primary prospect manager in the
same way an airport has an air traffic controller. It was imperative that one
person and not several direct the traffic surrounding any specific individual.
It seemed to resonate with the team and made the change easier.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I have since appended that idea to include
the thought that assignment is about “coordination” and not about “ownership.” In any case – we did the work that needed to
be done and had room to make new assignments and used the GG&A scores to
start identifying prospects.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Each member of my team was assigned to a
group of fundraisers. The goal was for each of them to become strategic
partners with their group of development officers. All of this was taking place as my team began
to adopt new roles. Some cross training had to take place, but the team was up
for the challenge and quickly adopted their new roles.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">At the same time, I was also trying to
establish a new identity for the department. I wore a coat and tie every day
(something I rarely did at COH) and expected my team to dress professionally
whenever they were to interact with the development officers. Although we worked
in the “back office” – I wanted the team to have a “front office” mentality.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I encouraged the team to not sit with one
another during staff meetings and instead suggested they branch out and sit
with their DO’s or other members of the development team. I wanted to create a
culture of collaboration and teamwork.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I’ve never liked the “us vs. them” attitude
that exists in some development shops between prospect development and
fundraisers. I’ve also never found the jokes about fundraisers representing the
“dark side” as being funny. As I said earlier, I have always had the utmost
respect and admiration for fundraisers and I wanted to make sure my team knew
that.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">As we headed into the winter, I was pretty
certain I was about to lose one of my analysts (Cleo). At the time, Cleo became
engaged to her fiancé who lived in the valley. I knew once Cleo got married she
would most likely move to the valley and leave UCI. After all, the valley is
quite a distance away from Irvine.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I decided to approach the subject with
Cleo, but with a twist. I told her that I was guessing she might move once she
got married and I wanted to help her find her next job. I told her I would do
whatever I could to help her find a job closer to where she and her soon-to-be
husband would live. I wanted to alleviate any anxiety she might have and make
it a positive experience for her instead.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Cleo ended up getting a job at UCLA and I
happily served as her as a key reference. She has since gone on to have a
fabulous career in development and currently works as development director in
Portland, Oregon. I’m very proud of her.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In October of 2012, Gregory hired the first
of three Assistant Vice Chancellors that would head different parts of the
advancement team. His name was Dan Montplaisir.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Dan took residence in the office next to
mine and in his first week of work, I invited him to lunch. It was an
opportunity to welcome Dan and to get to know my new colleague.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Dan volunteered to drive that day and that
would prove to be significant. When he started his car, contemporary Christian
music came through his car stereo. I looked at his radio and then looked at Dan
and said, I see you found “The Fish” (a local Christian radio station). This
made for an instant connection and it was a great moment for me, knowing I had
a Christian colleague working at UCI – in the next office no less.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Dan and I became friends and we spent
a lot of time getting to know one another.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Dan is the now the VP of Development at
Cal-Poly Pomona. We’ve remained connected over the years and met for lunch just
last year. I’m happy to see he’s found his “home” at CPP.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I recently referred a colleague of mine who
was laid off at APU to him and his team ended up hiring her. It’s always nice
when I can help open a door for someone.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">As I was preparing to lose Cleo, I hired
Lauren Greenstein to join the team. That was in January of 2013. Lauren was a
member of the gift processing team at the time and expressed an interest in
becoming a prospect analyst. Her background in gift accounting and familiarity
with our database was a huge plus and was an easy hire to make. It also felt really good to give an internal
candidate an opportunity to grow. She was a good fit and I enjoyed having her
on the team.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Lauren would stay with the team through
September of 2014 before going back to gift processing. Today she serves as the
Director of Gift Services at UCI. The
experience of hiring someone from gift processing onto my team would prove
valuable in the future.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Cleo would train Lauren before she left. I
would also have Cleo train a new prospect researcher on the Medical Center side
(who did not report to me). Her name was Melissa Dimayuga, who has since gone on
to do a whole host of different things. Melissa was just out of college, but
carried herself like an experienced professional. I served on her hiring
committee and was pleased when she was hired.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Melissa recently reached out to me for some
advice about a position she was about to take that would have some fundraising
components to it and I was happy to help her. I always enjoy it when I’m able
to connect and/or assist former colleagues like Melissa.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In February of 2013, I hired Jason Toma, a
UCI alum. He also happened to be the first man I ever hired. I had meet Jason
while attending a 2012 CARA conference in Long Beach, which took place during
my recruitment to UCI.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Jason made an impression on me at that
conference and when the opportunity presented itself, I reached out to him and
asked him to apply. CARA and Apra events have always provided me with an
opportunities to meet individuals I might later engage one way or another.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Jason was one of those model team members
we all dream about. He was the consummate team player, he never complained and always
rolled with the punches regardless of what was happening around him. He was
always positive and willing to do whatever was being asked of him. He also had
a talent and gift for all things computer related.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">While at UCI, he taught himself how use geo
mapping software and started to dabble in analytics. I encouraged this path
with him and he took to it in a big way. It definitely paid off for him. Today
he works as a data analyst for CorVel Corporation. </span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Later, I actually tried to recruit him to
PanCAN. One of my colleagues - Angel Montanez (my former boss), who is
currently the VP of Operations at PanCAN tried to hire him as a data analyst
after I referred him. Jason ended up turning down the offer and stayed at UCI. Although
I was disappointed I didn’t get to work with him again – I’m happy to see he has
since found a career path that suits him.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">If you’ve been following along, you have no
doubt noticed a theme to my journey. It’s all about the connections and people
I’ve met with and engaged with over the years. We often initially come together
to achieve a common goal for the organizations we work for, but we also move
forward in different directions and still </span></span><br />
<span style="font-size: large;"><span class="text">manage to support, advocate and help
each other along the way.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I’ve always tried to maintain some sort of
connection with the people I’ve worked with after we go our separate ways. It really
matters to me. You never know when or how our shared experiences might help one
another. It takes effort. It requires diligence and a willingness to being open
to seeing opportunities not only for ourselves, but others. Those dots aren’t
going to connect themselves!</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It’s always fun when connections are made
and something happens that isn’t necessarily by chance, but by design because
you put in the effort. I think we all have the ability to be dot-connectors,
but not everyone embraces that idea.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It’s one of the reasons Jeremiah 29:11 is
close to my heart. Even though we make plans, I have long believed that God
guides my steps. I believe the connections I’ve made and the dots I’ve
connected aren’t necessarily by happen stance.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Back to my UCI story…</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">With the addition of Jason and Lauren, our
team had grown to a total of 5 people (minus Cleo). Quite a small team for the
number of development officers we supported, but it was becoming a strong team
never-the-less.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">At some point during 2013, I began to
duplicate the networking lunches I had launched at COH. Having DO’s spread out
across campus, who I might see once a month or in some cases, once a quarter
didn’t allow me to build the kind of relationships I was used to. So, I started
organizing the lunches and much to my delight, they became a hit – just like
they had at COH.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">This allowed me to get to know the DO’s a
little better. I also included colleagues from other areas within Advancement
and my network continued to grow. This helped build engagement and helped make
me feel a bit more comfortable at UCI. It still didn’t necessarily feel like
home, but it was getting better.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It was through this process that new
connect-the-dot moments started to take place.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">One of my favorite stories involves a
fundraiser named Liz Eastin. Liz was the Director of Development for Nursing
Science and Public Health. I learned about Liz’s two daughters who were
standout high school swimmers at the time. The older of the two would go on to
swim at Stanford, where she would set U.S. records and her younger sister would
go to Michigan to swim. Their story became of special interest when Liz
mentioned her husband’s background as a basketball player at Long Beach State.
Liz would say that’s where they got their athletic talent and their height
(Jeff was 6’7”).</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Light bulbs went off in my head. Liz’s last
name was Eastin. Hmm. I looked at Liz
and said, “Wait… your husband played basketball at Long Beach State? Did he go
to Westminster High School before that? Is his name Jeff?”</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">The answer was obviously, “yes.”</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I would go on and on about this fact. I
said, “I remember him. I saw him play numerous times when he was at Long Beach
State!” I probably kept talking for quite a while after that.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">You see, there was a time when basketball
was the all-consuming thing in my life (when I was younger and single). I went
to basketball games regularly. More than that, I knew everything there was to
know about the local basketball talent – not only at the collegiate level, but
also at the high school level. Long Beach State basketball was a big part of my
life back in the day.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">This was one of those cool moments, I’ll
never forget and it’s a story I love to tell. Liz probably thought it was a bit
strange that I knew so much about her husband, but in that moment, I couldn’t
contain my excitement.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Liz now works at Cal-State Fullerton (CSUF).
She reached out to me when an opening became available that seemed like a good
fit for my experience and background while I was working at PanCAN. More on that to come…</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">DO’s at UCI with athletic children didn’t
stop with Liz. I also learned Julie Sully, who was a DO for the UCI Libraries
had two daughters who played volleyball at the collegiate level. One at UC
Santa Barbara (UCSB) and the other at the University of San Francisco (USF). Volleyball was another sport I knew a little
bit about and followed closely in my younger days. It was another point of
connection with yet another fundraiser.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Having worked in college athletics at San
Jose State University (prior to my career in development), I have always had an
interest in college sports. I have a
great deal of respect and admiration for coaches in particular and anyone
supporting the college athletics effort. Working with coaches and others involved
in collegiate athletics has been one of the best experiences of my career.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Knowing all of that, it should come as no
surprise that one of the most welcoming DO’s I met while at UC Irvine was Kara
Correa. Kara was the Assistant Athletic Director, Development at the time and a
former soccer player at her alma mater - Sacramento State University. We talked
a great deal about the challenges of fundraising for a Division I program in
Southern California and the needs all their programs had.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">As I got to know Kara through the
networking lunches, she asked me to include their Assistant Director for the
Anteater Athletic Fund, Greg Paules. Greg was an alum and a graduate of the
Paul Merage School of Business at UCI. Like Kara, Greg was approachable and a
great colleague. He also happened to be a Dodger fan. I enjoyed getting to know
Greg.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Greg left UCI in May of 2013 to become DO
for CSUF’s Athletic Department. He’s the Sr. Director of Development and Associate
Athletic Director today. It was actually Greg who first thought of me when a
position became available at CSUF. Liz followed up by encouraging me to apply.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I was a little sad when Greg left UCI, but
was happy for the opportunity he had before him. We had lunch prior to his
leaving and we’ve managed to stay in touch ever since.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Kara is now a Sr. Director for Principal
Gifts at UCI. Sadly, she lost her husband Vince in January of 2015 to colon
cancer. That news was heartbreaking and is still something I think about to
this day, just as I do with all those who have lost their battles with cancer.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In the late summer of 2013, things were
humming along. I was crazy busy building a team and implementing new
things. It was around this time that a
search for a second Assistant Vice Chancellor for Development took place and I
was asked to serve on the hiring committee. I think it’s every prospect
development professional’s dream to serve on a committee like this. I know I
was thrilled to participate.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">This is where I met one of the most dynamic
personalities I have ever known in my development career. Sylvia Acosta came to
UCI to interview from the University of Texas at El Paso and within the first
ten minutes of her interview, I knew I was meeting a force to be reckoned with.
She was a natural born story-teller – which I strongly believe is one of the
greatest qualities any fundraiser can have. </span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I don’t think anyone has ever made a bigger
impression on me during an interview process. She answered every question with
a compelling and well told story (l loved that). As we were interviewing her,
all I could think about was that UCI needed to secure her before someone else
snatched her up. I kept thinking, I hope she’s not interviewing anywhere else
right now.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">When the interview ended, the committee
took quick action and encouraged Gregory to follow up with Sylvia right away.
We all shared the same opinion – Sylvia could elevate the fundraising efforts
of UCI in a monumental way.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Sylvia joined the team in August of 2013. I
remember being extremely excited for the opportunity to work with her.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I really enjoyed working with Sylvia. I
loved how fearless she was and how she always knew exactly what she wanted to
accomplish. I admired her confidence. She came to lead and have an impact. Some
fundraisers are just a joy to be around and she was one of them for sure.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">A few years later; after leaving UCI, I
would run into her and her daughter at a restaurant in Long Beach. She was
heading home from the airport and much to my surprised found this small restaurant
Cheryl and I frequent. It happened to be a regular stop for her whenever she
made a trip between Orange County and LAX. Sylvia was about to transition into
a new role at the time and head back to Texas.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Again, small world.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Prior to Sylvia’s recruitment, I tried to
encourage a few people I had worked with previously to apply for the AVC role.
This included Sharon Joyce from COH and Bettie Woods, who I had worked with at
CSLA. The timing and commute wasn’t right for either one and they never
applied. I guess it all worked out in the end.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Point is, I tried and this would be typical
of me throughout my career. When opportunities arise, I have always try to do
my own dot connecting. In any case – Sharon has continued to have a great
career at COH and Bettie is currently at Cal-Tech after several years at LMU.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">UCI is also where I got to meet one of the
best fundraisers I’ve ever known in Nicole Balsamo. I’ve often considered
Nicole to be the gold standard for fundraisers. Not only did she raise millions
for UCI, but she also developed great teams of individuals who would go on to
have great careers of their own. People like David Earl and Marijana Lekousis.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Nicole was and continues to be a great
leader. Great leaders develop the potential of others and helps them accomplish
great things of their own. Nicole does that as well as anyone. </span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I would later encourage her to apply for a
leadership position at PanCAN, but the distance she would need to travel
deterred her from applying. She continues to make a major impact on the
philanthropic community today while working at Hoag Hospital in Newport Beach.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">David Earl was someone I really enjoyed
getting to know as well. David was a part of the Donor Relations team at the
time. He is a huge college basketball
fan, a Mets baseball fan, enjoys finely crafted beer and has a love for music. At
the time, I could see David becoming a major gift officer and the two of us
discussed that idea from time to time.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I thought he was extremely bright and I
really believed in his potential. In fact, I would later try to recruit him to
PanCAN for role in our marketing department. He would eventually decline the
opportunity to join PanCAN and would instead transition into becoming a
fundraiser working with Nicole Balsamo. It was a smart decision.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">He has since returned to his alma mater –
George Washington University where he had previously coined the phrase “Raise
High” for their athletic programs. He continues to progress in a wonderful and
fulfilling career and currently serves as General Manager for GW’s Sports
Properties. I won’t be surprised if he becomes an Athletic Director one day.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Some of the other talented and wonderful
fundraisers I got to know over time included Julie Smith (a fellow foodie – who
introduced Cheryl and me to one of our favorite restaurants). She was another exceptional fundraiser, who I
also tried to recruit to PanCAN for a leadership position. Like Nicole, she
declined the opportunity to apply. Again, I tried…</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Marijana Lekousis would serve, alongside
fellow development officers Antigone Blackwell and Grace Han on hiring
committees that would be instrumental in my efforts to recruit talent to my
team. She is currently the Executive Director of Advancement for the School of
Physical Sciences at UCI.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Marijana came to UCI with a background in
recruiting and had some experience with recruiting research analysts. She was a
perfect fit for the committee.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Antigone came to UCI from UCSD and raised
money for the School of Engineering. Grace was one of 3 centrally based DO’s
and I appreciated her work ethic. Grace was one of the first fundraisers I knew
to use LinkedIn to reach out to alums and she was relentless in her efforts.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Another highly successful fundraiser I had
the privilege of working with was Roland Ho. Roland was the Director of Planned
Giving at the time. I used to call him “The Rainmaker” because he was among the
highest achievers on the advancement team. He currently serves as the Sr.
Executive Director of Planned Giving at UCI.</span></span></div>
<br />
<br />
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">One quote I often attribute to Roland is
that “every gift is a planned gift.”</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Roland is a product of the American
Institute for Philanthropic Studies’ Planned Giving certification program. It’s
the only program that offers the Certified Specialist in Planned giving
designation. I mention this because, another longtime friend and colleague of
mine – Amy Walling is also a graduate and the two went through the program
together. Amy started her career in prospect development and currently works at
San Diego State with two of my other longtime friends – Cathy Terrones and
Cristi Hendry.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Once again – it’s a small world.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">There were numerous other fundraisers who I
enjoyed getting to know at UCI. I found interesting connections with most of
them.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">One of the most interesting connections was
with Michelle Duro. We discovered that we both worked in the entertainment
industry early in our careers. I was a CBS Page (glamourous job, right?) and
Michelle worked on production team for the game show – “The Price is Right.” We
figured out that our time overlapped and that we probably worked on the set in
Studio 33 at Television City during the same period of time.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">We definitely had people in common that we
both knew.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I also worked with Melissa Salazar, who
headed up our annual giving efforts and her director – Kyle Cutter-Dabiri. Melissa has since moved on to become the
Associate VP for Annual Giving at Thomas Jefferson University Hospital Systems.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Kyle – would be yet another person I would
try to recruit to PanCAN. Kyle had some interest when I reached out, but was
preparing to move back east with her husband and never applied. The timing was
all wrong.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">There was also Linda Haghi, who – along
with one of her daughters, would join Cheryl and me at a few Angels baseball
games; Valerie Amador – a Florida Gator alum and a terrific fundraiser (one of
the best), and Brian Goldberg – who I would later help successfully recruit to
join me at PanCAN. More about Brian later.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">You know, maybe I should have had a career
in recruiting…</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">There are so many stories – even in just
the 3 short years I spent at UCI and I’m probably forgetting some of them.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">During my three years at UCI, I reported
first to Lynn Rahn, who was an Associate Vice Chancellor and CFO. Not long after I started, I then reported directly
to Gregory Leet.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In hindsight, reporting directly to the VC
would have both pluses and minuses. During my first year-plus, I was pretty
much left to do what I needed to do. I was a part of the leadership team and
participated in meeting with the AVC’s. I also had great support from Gregory’s
Chief of Staff – Babette Vogel (who had worked with Gregory at two prior
institutions) and my team and I accomplished a lot in the first year.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It wasn’t easy. I remember thinking back on
my first year and thinking to myself that I had to use everything I had ever
learned about prospect development and managing people during my first year. It
was a grind, but it was also rewarding because I honestly believed things were
headed in the right direction.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In 2014, the search for the Assistant Vice
Chancellor of Advancement Services continued on. The position had been open
prior to my arrival in August 2012 and would remain open until the fall of
2014. During those years – several candidates came and went. It was a bit
mysterious to me and probably others. I couldn’t understand why it was so
difficult to find someone. Some of the candidates looked to be great fits (in
my opinion), but they didn’t materialize for whatever reason. </span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It all made me a little anxious because
whoever was going to be hired would also be my boss.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">As I previously wrote, I raised the
question with Gregory during my interview process about why I was hired prior
to the hiring of an AVC for Advancement Services. It was kind of unsettling that
the position was still vacant.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">At some point, I began to think about who I
would like to see in that role. This shouldn’t come as a surprise, right?</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">So, I reached out to my friend, colleague
and mentor Cathy Terrones to see if she would be interested in applying for the
AVC position. The idea of working with Cathy was something I had to explore.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Cathy had an interesting response. She said
to me – “Why don’t you apply for the AVC position and then hire me to come work
for you in the role you have now.” I’ll never forget that. It was humbling for
sure. It was also typical of Cathy to encourage me.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">That conversation helped lead me to think
about the possibility and I broached the idea with Babette. Gregory then
decided to elevate my position on an interim basis and allowed me to take on
some of the responsibilities (not all) that would eventually go to the new AVC.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I welcomed the opportunity, but distinctly
remember telling Gregory that I didn’t know if I could do all I needed to do
while also continuing to build a prospect development team and program. Gregory
assured me at the time that the very fact that I had those concerns – were
reason enough for him to believe I could handle the role.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">That conversation is something I still
think about today. I definitely wanted the interim role, but at the same time I
had concerns that stemmed from a number of situations that were ongoing, but
mostly because my plate was already full.</span></span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Little did I know what waited ahead. What
would happen over the next two years would be the most difficult and most
challenging time of my personal and professional life.</span></span></div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-23202888966140395062020-01-15T08:11:00.001-08:002020-01-24T14:43:19.308-08:00The Journey Part 3<!--[if gte mso 9]><xml>
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<div class="MsoNormal">
<span style="font-size: large;">If you’ve read the first two parts of my journey, I want to
thank you for going down this road with me. I hope you find my story
interesting and you find something you can relate to in some way.</span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<br />
<br />
<span style="font-size: large;"></span></div>
<span style="font-size: large;">
<div class="MsoNormal">
When I last wrote about my journey, I was about to leave
City of Hope (COH) to head to the University of California, Irvine (UCI). The
timing of it all was interesting in that as I was leaving COH, my service on the
Apra board was also ending. Two chapters were basically closing at the same
time.<br />
</div>
</span><span style="font-size: large;">More than just being interesting, it was also significant. I
some ways, I had reached the pinnacle of my career. I was doing important work
for an organization I cared deeply about. I built a team, established numerous
policies, procedures and processes and engaged with people all across the
external affairs team. I learned. I grew. I contributed. I flourished.</span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">I had also served my profession. I engaged. I connected. I
networked. I made a small impact. I was a part of something bigger than myself.</span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">I felt like I had achieved so much in my profession and I
didn’t know what was waiting ahead for me.</span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">I can’t emphasize enough how hard it was for me to leave COH
and the relationships I had built there. Those relationships included friendships
with some of the best fundraisers in the world.</span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">I started at COH in 2000 and at the time, one might have
considered the organization as sort of a sleepy organization that raised a fair
amount of money, but wasn’t making any big waves, fundraising wise. That all
changed in 2004 when Kathleen Kane was hired away from U.C. San Francisco
(UCSF) to be the Executive Vice President of Development and External Affairs.</span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">A short time after her arrival, she hired Paul Blodgett to
be the Sr. VP – hiring him away from USC.</span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">The two of them would transform the fundraising efforts of
COH and I was lucky enough to have a front-row seat to the whole process. When I say “transform” – I sincerely mean it.
They turned COH into fundraising powerhouse and the organization began to set
new highs for fundraising during their time there.</span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">That change came with a significant cost. A monumental
restructuring took place. Some people lost their jobs, some were reassigned or
reclassified. It was painful in some ways, but it was probably what needed to
happen in order for COH to move forward.</span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">I will never forget the first time Kathleen addressed the
entire team. She started by quoting Jeremiah 29:11. “<span class="text">For I know the plans I have
for you,” declares the </span><span class="small-caps"><span style="font-variant: small-caps;">Lord</span></span><span class="text">, “plans to prosper you and not
to harm you, plans to give you hope and a future.” At that moment, Kathleen had my full attention
because I had never heard anyone address their team by quoting the Bible. It
also just so happens Jeremiah 29:11 is a verse dear to my heart for many
reasons.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I have been a huge admirer of Kathleen
through all the years I’ve known her. I always respected her and the tough
decisions she had to make at COH. I always admired her for the contributions
she made to an organization that needed to go in a new and better direction. I
don’t know if she ever received the credit she (and Paul) deserved for the impact
they had.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Kathleen and I had a couple things in
common. We were both only children and at the time, we both had aging parents.
Coincidentally, she had two dogs named Maggie and Molly and Cheryl and I owned
two cats with the same names. We also shared a faith in Jesus.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I’ve remained in touch with her over the
years. She even served as a reference for me (more on that later). We also have yet another connection. When I
arrived at APU, I reached out to Kathleen to let her know. She responded by
telling me one of her close childhood friends was the Board Chair here (Peggy
Campbell) at the time.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It really is a small world.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Paul Blodgett is one of my all-time
favorite COH people. Paul is the kind of person who only needs a little bit of
information to understand any situation. He just “gets it.” I never had to go
into any long explanations about anything I needed to bring to his attention.
He always got it and he always took action.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I could always go to him and have an open
and honest conversation with him on just about anything. I loved his
no-nonsense approach and more than anything, I always trusted him.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">One of the most significant things he
allowed me to do was contract with Target Analytics for their predictive
modeling. He allowed me to make this choice even though we were clients of
Grenzebach Glier & Associates (GG&A) who had their own predictive
modeling product. Paul gave me the freedom to make my own choice and I was
never pressured to use GG&A.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">That’s what having true autonomy is all
about and Paul (along with my VP – Amy Goldman) gave me that. It’s something I
always appreciated and never forgotten.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It was a decision that wasn’t too pleasing
to Martin Grenzebach, but it was a decision I was allowed to make. I know this,
because we met to talk about why I didn’t choose GG&A. Looking back, I
can’t tell you how much I appreciated having the freedom to do something like
that. I know that doesn’t happen every day or at many other organizations, but
it speaks to the kind of leadership COH had at the time.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Paul and I bonded over the years about
baseball. Paul and his son – Jacob are Angels fans. Paul would stop by my
office periodically to talk about our favorite team. It was something that was
somewhat of a sight to behold for those who occupied offices or cubicles around
me because it was a side of Paul they weren’t used to seeing. </span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Paul had that reputation of being a
no-nonsense kind of guy and seeing him talk about baseball with me was
refreshing to those who saw it taking place. It was a side of him most weren’t
used to seeing.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Paul has since retired and we’ve kept in
touch over the years. He was very kind to me when I left COH, telling me that
UCI was lucky to have me. We still email one another about all things relating
to Angels baseball. He’s usually the first person I hear from whenever there is
breaking news about the Angels.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I’ve even connected with Jacob through
LinkedIn, who not only shares a passion for baseball, but for data and has
engaged me in conversations about what makes a fundraiser successful. Jacob currently
works at COH. I’ve never met Jacob in person, but feel like I know him just the
same.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Paul and Kathleen are just two of the
stories behind many of the relationships I built at COH. </span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Before I move on, a little more about the decision
to contract with Target Analytics. At the time I decided to do an RFP, COH was
a Kintera client. David Lawson had sold P!N to Kintera and unfortunately that
changed things considerably for me. Kintera didn’t provide the best customer
service and I decided to move in a different direction. The issues were
significant enough for me to make that decision.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">David reached out to me during this time
and made his pitch for us to stay with Kintera, but I couldn’t be convinced. I
imagine the change might have been a bit of a shock to David. Even though I
considered him to be a friend, it didn’t stop me from going in a different
direction.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Kintera would eventually be sold to
Blackbaud. Funny how that all played out.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Prior to the sale of P!N to Kintera, I reached
out to David about Kintera to ask his opinion. He didn’t say much at all.
Shortly after that, I learned about the sale and his non response made sense.
Kintera was a publicly traded company and David couldn’t tell me about the
pending sale, etc.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Small world.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Back to the story.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">As I said earlier, I worked with some of
the very best fundraisers at COH. If you’ve followed my blog over the years or
even some of the things I’ve posted on LinkedIn – then you know all about Rick Leonard.
Rick is the one person who has probably taught me more about fundraising and
what it means to be a successful fundraiser than anyone else.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Rick is not the easiest person to work
with, but I always understood him and got along with him. I get Rick. I really
do. I also love the guy and admire him for how good he is at the work he does. We
have always made for a great team and with Rick, I always felt like we were exactly
that - a team.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Rick and I would later work together at
PanCAN from 2015-2017. More on that later.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">When I shared the news of my plans to leave
COH, no one took the news harder than my friend – Joe Komsky. Joe and I became
good friends and colleagues at COH, despite the fact that we couldn’t be more
different. We are different in so many ways, but perhaps the biggest difference
of all is that he’s a Dodger fan and I’m an Angels fan. The depth of our fandom
for baseball is what really bonded us.</span></span></div>
<span style="font-size: large;"> </span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Joe is definitely one of the people I miss
working with the most. Anytime Joe was in the office and not out visiting
donors, we ate lunch together. We spent so much time talking about baseball and
just giving each other a hard time (in a way that good friends often do). We
still keep in touch, meet for lunch when we can (something that’s less likely
now that he’s in San Diego), and find ways to make sure we stay connected. We
both make the effort to stay in touch.</span></span><br />
</div>
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">On top of everything else, Joe is also a really
good fundraiser. I miss him.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Two fundraisers I have thought about often
over the years have since passed away. Both lost battles with cancer. Sandee
Zschomler and Lisa Considine both spent their careers fighting the battle
against a disease that would ultimately take their lives. Of the two, I knew Sandee a little better
because our offices were on the same floor, while Lisa was based in COH’s San
Francisco office.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I used to send Sandee instant messages
while she was on the phone because I could hear every word of her conversations
even though there were about 5 or 6 offices between us. I’d comment on her
conversations just for fun. Sandee was always smiling and always a joy to be
around. She would eventually leave COH
to become the VP of the Community Hospital of San Bernardino. </span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">She used to call me that 4-1-1 man. For those
of you too young to know – 411, was the number we used to dial for information.
It also happens to represent my birthday of 4/11. I was the information man, of
course.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I learned about her passing while I was at
UCI.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Lisa was one of the most positive people I
ever worked with. She battled her cancer while still a part of the COH team. I
used to read her blog which detailed her journey through that time of her life
and it was beautifully written. I remember seeing Lisa after she’d been out for
a long period of time and I was so happy to see her, that I was literally
speechless. It was at that point that we thought she had turned the corner
against the disease. Sadly, that wouldn’t be the case.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Both left us far too early.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">My relationships and friendships went
beyond just the fundraisers because I made a point to get to know those outside
of my area. While at COH, I organized
what I called “networking lunches.” I did this by inviting six colleagues
(including myself) to go out to lunch together. This included people from every
area of the external relations team – marketing, the events team, data team,
etc. I made a point to invite people who didn’t necessarily work with each
other day to day. It’s one of the things I was most proud of while working at
COH.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It would be a tradition I would take with
me to UCI, PanCAN and APU.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">At COH more than 70 people participated. The
lunches were highly popular and very successful. People genuinely enjoyed
getting to know one another. I believe it had a positive impact on the culture
of our organization. It gave people reasons other than just work to talk to
each other.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I’ve always been interested in company
culture and what it means to have a connection culture. I am basically an
introvert (which may come as a surprise to some), but this was something I
really wanted to do. It really was fun. As I would later learn being an
introvert doesn’t necessarily mean that we don’t like to be around people. It
just means that we get our “energy” from our alone time. I enjoy engaging with
people, but there definitely comes a time when I need to have my quiet time to
recharge. The networking lunches remains one of those things I just love to do.
It fits who I am.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">Bestselling author, Brené <span class="text">Brown once said,
“</span><span class="ember-view">We are hardwired for connection, and connecting
requires courage, vulnerability, and conversation.”</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="ember-view">I couldn’t agree more. I wasn’t sure
how people would respond when I proposed the networking lunch idea. I took a
chance and it worked out better than I could have imagined.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Some cool dot connecting and relationships
came out of this exercise. Rachel Hall, who was an Assistant Director on the
Stewardship team also happened to be an accomplished novelist. At one of our lunches, one of our major gift
officers – Janet Morgan talked about her book club. One thing lead to another,
and Rachel ended up being a guest at one of their meetings where Janet’s club
would read Rachel’s book.</span></span><br />
<span style="font-size: large;"><span class="text"> </span></span><br />
<span style="font-size: large;"><span class="text">Side note - a few years later, I would help recruit Rachel to work at PanCAN.
More on that later.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It was also during one these lunches that
Katie Kornfield who was a Sr. Media Relations Specialist shared her story about
her figuring skating career. Katie wasn’t just another ice skater, she was a
gold medal skater. This lead to the discovery that Shannon Marie Klenk who was
a Director of Development on the Industry side of the organization had a son
who was also an ice skater and Katie and her son had the same coach. Small
world, right?</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Today, Katie runs her own successful
consulting firm. Shannon lives back east and spends her time as a
philanthropist and volunteer. The two may have never discovered what they had
in common had it not been for those lunches. Stuff like that is just cool to
me.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">COH also had a lot of former college
athletes working there. My buddy, Joe played volleyball at Penn. Matt Dodd was
on a National Championship volleyball team at Pepperdine. Rob Myers was a
punter for the University of Washington football team. Julie Filkoff was a former
professional tennis player. Frank Simmons played baseball at Colorado State University
and Kevin Collins played basketball at Harvard. Britta Bucholz swam for Loyola
Marymount University. It’s funny how I always remember stuff like this.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I made it a point to get to know the people
who worked at COH – even if I didn’t work directly with them. That was a result
of the lunches I organized and because I found ways to engage with others all
the time. Whenever I went to see someone, I didn’t want them to see me as someone
just coming to ask them for something. Building relationships allowed me to
build equity with my colleagues and that helped me foster better working
relationships.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">It was the little things, the tiny facts
about my colleagues that kept things interesting. Small things like the fact
that Randy Lapin; who was one of our top fundraisers, loved cilantro as much as
I hated it. Whenever we ate Mexican food together, I’d ask for my meal without
cilantro and he’d be ask for extra cilantro. It was a silly thing that
connected the two of us and something I think about to this day whenever I
request “no cilantro.”</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Over the years, I heard stories about his
daughters (some of them on the crazy side), and countless stories about his
pets. We have a friendship that continues to this day.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Randy left COH in 2008 – four years before
me, but he reached out to me when he learned the Angels public address
announcer David Courtney passed away in November of 2012 – he and David were
friends. Randy knew I was an Angels fan. I was working at UCI and Randy was
(and still is) at the Jewish Vocational Services for Los Angeles (JVSLA), but
because of our friendship we remained connected through news like this. It
meant a lot to me that Randy reached out to me – even though I didn’t know
David Courtney personally – Randy reached out because he knew how big of an
Angels fan I was and continue to be.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">This is the kind of stuff, I will always
remember. I always appreciate when people find a way to stay connected. Randy
continues to do that.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Randy has also leveraged his COH
relationships well. There are numerous individuals he recruited away from COH
to join him at JVSLA including Alan Levey, Suzanne Watson, Jorge Lazaro, Mary
Koenig, and Angela Haynes come to mind.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">While I was at UCI, Randy also referred
Elayne Zalis to me, who was interested in a writing position within University
Advancement. I referred her to Dan Montplaisir (Associate Vice Chancellor) and
Elayne ended up getting a job on Dan’s team.
Networking works.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">While at City of Hope, I also watched
Maureen Carlson blossom into a rock star. She launched COH’s first ever cause marketing
effort and has since gone on to be a superstar in the marketing and advertising
arena. She’s been doing innovative things ever since and is in high demand as a
speaker and consultant today.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">She also happened to be an Angels baseball
fan (and a Cubs fan too). Funy note – her husband looked just like retired
football star – Howie Long.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">COH was full of talented individuals, many
of them would go on to do great things.
People like Colleen Finn Ridenhour who is the Chief Development Officer
at Habitat for Humanity International. Colleen was a Sr. Director of Marketing
and New Business Development at COH. </span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Another absolute legend in fundraising
still works at COH and her name is Diana Keim. Diana is the Associate VP of
Annual Giving and Paul Blodgett will tell you, she was the best hire he ever
made at COH. Her program is among the best. She is a leader in her field and
one of the smartest fundraisers you will ever meet.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I also enjoyed working with Maricela
Corletto, who worked on the program and data management side of things. She was
instrumental in helping COH convert their database from a home grown product to
Blackbaud Enterprise, CRM among many other things. She oversaw the principal
business analysts who played a huge role in all of our successes by helping us
navigate the best ways to use our data. Mari’s roots in the nonprofit world
were actually in prospect research. Her understanding of our work was always
appreciated.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">There were just so many great people
working at COH and I could go on and on about many of the people I worked with.
The point of all this is that COH was and remains a special place because of
the countless and valuable relationships I built there. Leaving was no small
affair for me. I had no idea what was ahead for me, but I would soon learn UCI
would represent a new challenge for me.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I know I keep teasing you about my UCI time
and I will eventually get to all of that.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">On the CARA side of my career, I had also
established a lot of other truly exceptional relationships. Some of the
extraordinary people I had the honor and privilege of serving alongside of
included Cliff Anderson, Gary Lance, and Kathy Henderson.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Cliff was an exceptional leader and really
set a wonderful example of what it meant to be president of our organization.
He taught me how to build consensus with a team and his thoughtful approach to
everything was a wonderful model for me to follow.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">He was also an early adapter of all things
analytics. Cliff was the most unassuming pioneer I’ve ever met. He was always
doing something special with analytics and usually way before anyone else ever
was. He has since long retired, but his influence on me continues to this day.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Cliff always reminded me of the actor Tom
Skerritt for some reason. He had this
one look that always made me think of the actor. </span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Gary Lance would eventually become
President of CARA and after a solid career at Santa Clara University, would
become a consultant and freelance prospect researcher. Gary was an A’s fan and
I enjoyed so many great conversations with him over the years.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">One of my fond memories is when Cheryl and
I went to dinner with Gary and his wife during an Apra conference in San Diego.
We dined at the late, Junior Seau’s restaurant got to know each other better.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I mention both Cliff and Gary because I
miss them both now that they’re retired. They both represent some of the best
things about our profession. I haven’t talked to either one in quite some time.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Kathy and my career paths are similar in
their length (I started in 1992 and she in 1995), but there is one significant
difference. Kathy has been at UC Davis for her entire 25+ year career. I’ve
always admired her for having that kind of longevity at one institution.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Our time together on the CARA board was
often spent questioning everything and anything. We were sort of partners in
crime when it came to that. We both look back at the time with a chuckle. Kathy
is the one person I always think of whenever someone is looking for a great
volunteer. Over the years I’ve recommended or referred her for numerous Apra
committees. I also nominated her for a CARA Service Award and was delighted
when she received that award.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Over the years, we’ve had a lot of great
conversations about our profession and fundraising as a whole. I have always
valued her perspective. I think of her as one of the unsung heroes of our
profession.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I learned so much from my friends and
colleagues in CARA; especially, people like Nancy Ellis Taylor and Kate Fultz
Holis. In my early days in the field, those two names were among the best known
in the business with their knowledge. They also had a great willingness to
share what they knew with others.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Time after time, CARA afforded me the
opportunity to meet and engage with so many great people. It’s where I would
meet Craig Belanger and Phillip Wallace, who were both at Biola University at
the time. Craig is still there, doing wonderful work. Phillip has since
transitioned into becoming a top flight data analyst and works at for the
California State University.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Phillip impressed me from the very
beginning. He is someone that I always wanted to work with and despite my best
efforts, I have never had that opportunity. I tried to recruit him to UCI as a
prospect analyst and tried to convince him to apply for a data analyst position
at PanCAN. The timing just never worked out.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I admire him a great deal. He took an
interest in data analytics while at Biola and has since parlayed that into his
career. We continue to stay in touch. He’s just that guy I always want to root
for.</span></span><br />
<br />
<span style="font-size: large;"><span class="text">Craig and I have had a lot of meaningful
conversations over the years about our faith and our work. We talked on
occasion about the idea of working together some day. He has always been
someone I looked forward to connecting with at conferences.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Back in the day, Craig and Phillip worked
with another gentleman, whose name escapes me. I used to joke with them that
his name should be “Dean” (it wasn’t). I
joked that the three of them could called Phillip(s), Craig and Dean – which is
the name of a contemporary Christian musical group. It would have been so
appropriate.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Both Phillip and Craig are people I would
have never met if it wasn’t for CARA. I’m thankful I got to know them. I don’t
know either of them extremely well, but I know enough about them to know how
special they are.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Craig sadly lost his wife in January of
2018.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">In many ways CARA has always been somewhat
of a giant extended family. We often share our triumphs and our losses. Many
reached out to me when I lost my mom and my dad. This is something we do often.
Craig lost his wife in relative silence. In other words, not many in our field
probably know about his tragic loss. </span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">When I think of losses that are somehow
connected to CARA, I think of Guen Malloy. Guen passed away on April 12, 2009
(Easter) after a brave battle with ovarian cancer. At the time of her passing,
she was a prospect researcher at the University of Redlands. She left behind a
husband (Dave) and a daughter (“Libby” who was 2 at the time). The CARA conference scholarship was named in
her honor.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">As I write this, it occurs to me that most
in our field today, probably don’t know her story or why the CARA scholarship
is named in her honor. Guen was a thoughtful, smart, and ambitious woman. I
don’t remember how we connected, but at one point, she considered coming to
work at the City of Hope – even though the commute would have been horrendous.
She was always seeking to learn and be the best prospect development
professional she could be. Her passing was tragic.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">Later in 2009, I had the privilege of
honoring her memory at a CARA conference, announcing the naming of the
conference scholarship in her honor. Her husband, Dave participated in the
event and would continue to do that in the years that followed. I understand he hasn’t participated in recent
years.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">There are so many stories scattered
throughout the years and as time goes on, I can’t remember them all. It’s one
of the reasons I’m writing about my journey. This process has given the opportunity
to put things in writing. Story telling memorializes the events and people
involved and I think it’s important to do such things. At the end of the day,
it’s the driving reason behind my writing this story. I don’t want to forget
and I want others to know the stories.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">At some point during my career – we also lost
a colleague in Sheila Faris-Penn. She too lost her battle with cancer (I
believe). She was working at CSUF at the time and had transitioned from
prospect research into web communications for advancement at the time.</span></span><br />
</div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;"><span class="text">I’m sure someone out there remembers her
story better than I do. Her story shouldn’t be forgotten.</span></span></div>
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/>
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<br />
<div class="reader-article-content" dir="ltr">
<div class="MsoNormal">
<span style="font-size: large;">My on-going, ever winding, 27 year+ career has 3 parallel
parts to it.<span> </span>Besides my actual work –
there are the CARA connections (which I’ve touched on earlier) and my Apra
journey as well.<span> </span>I served on the CARA
board from 2000 through 2006 as So Cal Regional Chair, Membership Chair and
finally as President. I also served as a Track Chair for 3 consecutive Apra
conferences from 2002-2005 (Dallas, Toronto, San Diego). I also served on the
curriculum committee for the 2009 conference in Boston and follow that up by
serving on the Apra Board of Directors from 2009-2012 – all while working at
COH.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Most of that was the result of simply saying “yes” when
asked to serve. Through those span of years, I met, connected and engaged with
so many great people. Apra allowed me to extend my network across the country
and beyond. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">While serving on the Apra board I had the distinct pleasure
of getting to know the amazing Helen Brown and our lives would connect over and
over through the years. Helen encouraged me to participate in Research Pride
month and she continues to inspire me with her contributions to our profession.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">We also have another unique connection…<span> </span>While at the City of Hope, I hired Mandi
Matz, who was living in Phoenix, Arizona at the time. Mandi was working as a
librarian and applied for a research analyst position. I interviewed her over
the phone and made an offer. She was a little surprised I didn’t need to meet
her in person and insisted on coming out to visit the team prior to taking the
job.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Needless to say – she was a perfect fit. Mandi is one of my
best hires of all time. She is the most-well-traveled person I know; having visiting
every single continent. She’s extremely bright and one of those people you’d
want as a “phone-a-friend” if you were ever a contestant on “Who Wants to be a
Millionaire.”</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Mandi would eventually leave City of Hope to start her own
research shop at Huntington Hospital in Pasadena and then go on to build a team
at Occidental College. While at Oxy – she needed to parcel out some of the
team’s research needs and I introduced her to Helen at an Apra conference.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Fast forward to today – and now Mandi works for the Helen
Brown Group. Imagine that. Two great people are now on the same team.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Mandi was the first person on my team who I actually tried
to help find another job while still being on my team. It wasn’t that I was
trying to get rid of her. Not at all. Long ago, I adopted the philosophy that
if someone on my team had an opportunity to grow and advance their careers, I
would do whatever I could to help them. I wanted to be an advocate.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I knew Mandi was at that point where she needed more challenges.
I knew I didn’t have a path for her at COH to advance and I let her know that
if I could help her, I would. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Mandi occupied the office next to mine. She didn’t know it
at the time, but there was one or two occasions, where I could hear her being
interviewed over the phone. The first time I heard this, I decided, I would try
to help her.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I even introduced her to Mark DeFilippis at an Apra
conference when he had an opening for a researcher in South America. Yup. South
America.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Ok, so where was I? </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">This is what happens when I try to tell my story. It’s easy
to go down a rabbit hole because there are so many dot-connecting stories that
can take me down any number of paths.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Back to my story…</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">While on the Apra board, I served with the always funny
Debbie Mueller. During her reign (and yes, reign sounds appropriate) as
president – Tom Hampsey and I served as her Sergeant in Arms during the Apra conference
in Anaheim, making sure she arrived on time and safely at each Apra event. Tom
and I laughed a lot in our roles and became friends during our time together on
the Apra board. We always seek each other out at conferences to this day.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I also had the privilege of serving with Karen Stitsworth
and Kelly Jean Geiser – the two of them along with Debbie represented the
Minneapolis/St. Paul area well.<span> </span>During
my service, I also got to know Marianne Pelletier, Elizabeth Dollhopf-Brown,
and others. So many great minds.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">It’s where I got to know Karen Isble – who was among the
first people I had ever heard talk about building an in-house analytics team
when she was at the University of Michigan.<span>
</span>Funny, Karen is now at U.C. Irvine – where I once worked.<span> </span>We “just missed” each other there.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Apra is also where I got to know Rob Scott from M.I.T.<span> </span>I would later learn he almost became my boss
at one of the institutions I would work at. I won’t say which one – but I would
have loved that opportunity. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Susan Faraone and I joined the board together. When we
joined the board, she was at the University of Chicago. Years later, she would
move on to work at the Aspen Leadership Group, where she coached me through
some career decisions when I was preparing to leave UCI.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Apra also afforded me the wonderful opportunity to work with
long-time colleague and friend – Michael Quevli. Michael and I not only served
on the Apra board together, but also on the CARA board.<span> </span>He’s also delivered my P!N screening results
at City of Hope and my Target Analytics results at U.C. Irvine.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I feel like I’ve known Michael forever. Our paths are
constantly crossing. Michael is one of the most dedicated prospect development people
I know and has given everything he has and more to Apra. You just can’t
accurately measure the monumental impact he has had on our industry.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">The Apra board experience was unique in many ways. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">While it allowed me to meet so many people, I don’t feel like
my personal contributions were significant in any way. I never felt like I
found my groove with the board at the time and even though I love engaging with
others, I always felt like I was sort of on the outside, looking in.<span> </span>Being a part of a team of so many
high-achievers proved difficult for me. I found it challenging to assert my
voice in our meetings. I was an introvert (believe it or not) serving with a
group of extroverts.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I’m certainly appreciative of the experience, but would have
liked to have done more and found a way to assert myself better. Looking back,
I feel as though I might have joined the board at the wrong time in my career
and I feel like I might have had a bigger impact with a different group. That’s
not on them; it’s on me.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">As I continue to write about my journey, there are so many
names and faces that keep popping up in my head.<span> </span>Each has a story and it’s a little
overwhelming trying to tell them all. A lot of those stories are about first
impressions. Like the time I met Mark Egge and knew instantly, he was going to
be a rock star in our industry. I have followed his career from a distance and
we’ve kept in touch over the years. He’s another person who shares a love for
baseball (he’s a Twins fan). I was elated when he joined the Apra board and I am
extremely pleased to see him as our organization’s president.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I was honored when he asked me to serve on this year’s
Nomination’s Committee and I am looking forward to working with him in this
capacity.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I also remember meeting Geoff Little of Vanderbilt University
at an Apra conference. He had just won an award, if I’m remembering correctly
(although which award escapes me) and I noted that he would be one to watch. He
has built a nice career over the years, dedicating nearly 16 years to
Vanderbilt while staying plugged into the music scene in Nashville.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I recently discovered a connect-the-dots moment with Geoff.
More on that later.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">So many of my connections and stories overlap in many ways
and perhaps none are more profound than my relationship with Sandra Campero.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I first met Sandra when she was a prospect analyst at the
University Of Southern California (USC). We got to know each other through CARA
and when she was hired to be the Assistant Director of Prospect Research at
Loyola Marymount (LMU), working with another long-time friend and colleague of
mine – Aimee Fitzgerald.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Sandra would eventually become the Director at LMU when
Aimee departed for Pepperdine.<span> </span>It was
during her time at LMU that Sandra introduced me to LinkedIn – sending me an
invite and explaining the benefits of the platform.<span> </span>Sandra was in fact, my first LinkedIn connection.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">While Sandra was in the early stages of her career, I was
working at COH and serving on the CARA board.<span>
</span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Sometime in 2004, I was in the process of recruiting for a
prospect analyst position at COH.<span> </span>One of
my candidates at the time was a woman working in New York, who was planning to
move out to Los Angeles.<span> </span>Her name - Sara
Butchenhart and I really wanted to hire her (yet another person I interviewed
over the phone before the days of Skype). Sara decided to take a job at the Los
Angeles County Museum of Art (LACMA) and work for Debra Dysart (who I worked
with on the CARA board).</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I was very disappointed at the time to lose out on hiring
Sara. I believed I could offer more money and even better perks and benefits,
but Sara opted for LACMA because she knew some people there and there was a
level of comfort for her there; especially since she was moving to LA from New
York.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Prospect Development is a small world.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">After learning that Sara was going to LACMA, I joked with
Debra Dysart (who was the Director of Prospect Research) that once Sara settled
in, I would eventually try to steal her away – knowing she would have the
benefit of learning from one of the best (in Debra).<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Fast forward to 2007. Sandra was looking to hire an
Assistant Director and reached out to me to see if I knew anyone.<span> </span>Simultaneously, Debra was leaving LACMA to
work for United States Artists, following her boss - Katharine DeShaw there. This
prompted Sara to start looking as well and reached out to me to see if I had
any openings.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Unfortunately, I did not – but I was able to connect her to
Sandra. I encouraged Sandra to recruit her. Sara has been at LMU for more than
12 years now. Sandra would go on to work at Arizona State University (ASU) and
currently works at UCI.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">It was also during this time that I reached out to Sandra to
ask her to teach a basic research class for CARA.<span> </span>It was a role Sandra thrived in.<span> </span>New researchers loved her and Sandra was on
her way to becoming a driving force in our field.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Sandra would go on to serve on the CARA Board, the Apra
Board and receive a CARA Service Award along the way.<span> </span>She also went on to do amazing work at ASU
with Karen Greene.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I remember having a conversation with Sandra in Minneapolis
at the Apra conference in 2012.<span> </span>I was
about to leave the board and Sandra was just joining it. Sandra; being her
humble self, seemed unsure of this next step for her. I remember telling her
how she had evolved into a leader in our field, how much I admired her and how
I was now learning from her.<span> </span>She
definitely belonged on the board. Sandra has always been a high achiever and
she has definitely made a large and positive impact on prospect development. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Fast forward to September, 2014 and Sandra would become my
boss as the Assistant Vice Chancellor, Advancement Operations at UCI.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">More on all of that a bit later.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Before I move on – Debra Dysart, Katherine DeShaw and I also
share a story as well. When I was at Cedars-Sinai, Katherine reached out to me
about a position at LACMA that would eventually go to Debra. In the course of
our conversations, I made some suggestions to Katherine about the position and
how she needed to upgrade it to attract the right candidate. She took that
advice to heart and was able to recruit Debra away from UCLA.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Now, back to my time at COH.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">One of the things I was always most proud of at COH was my
ability to recruit talented individuals. COH allowed me to do that because I
was able to offer candidates a highly competitive salary, great benefits and
nice amenities such as an office for each member of my team.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">While at UCI, I once heard Thomas Antunez, who was the
Director of Strategic Initiatives at the time ask a group of us who had
gathered to be introduced to someone he had just hired – “What is the most
important thing we do?”<span> </span>The answer… “We
hire people.”</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">It’s one of those things you never forget hearing and
something I have reflected on often.<span> </span>At
COH I hired a number of talented individuals who did great work at COH and in
many cases, would go on to do great work elsewhere as well.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I’ve already mentioned Barbara Huff, Kathy Hogan and Mandi
Matz.<span> </span>All three, continue to work in the
field today.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I also hired Susan Laidman, who would go on to work at
Cedars-Sinai Medical Center for a while and Patricia Locacciato, who I
recruited away from USC. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Pat came to COH with more than 14 years of experience and
was a valuable contributor to our team. She was just the kind of talented
individual I wanted to recruit. Pat would eventually leave to work at St. Joseph’s
in Orange. She’s not currently in prospect development, but I wouldn’t be
surprised if she makes her way back to the field one day.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I took every opportunity to hire very seriously and my goal
was always to recruit the best possible people. I wanted COH to be the place
that every prospect development professional wanted to be a part of. I viewed
it as sort of a competition.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Along the way, I would hire Wendy Johnson, who had her MA in
History from Central Washington University.<span>
</span>Wendy was hired as a Research Assistant and would go on to work at La
Sierra University, Orange County Council – Boy Scouts of America, U.C.
Riverside, Scripps College and currently works at Riverside Community College
District.<span> </span>I knew Wendy’s love of history
would make her a great match as a researcher. She’s been forging a great career
ever since.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">She’s a Mariners baseball fan and for several years after
her time at COH, she would join Cheryl and me at Angels games whenever the team
from Seattle came to town.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I would also hire Monica Melgoza, but the process took
years.<span> </span>If my memory serves me correctly,
I tried to recruit Monica three different times over the years and it wasn’t
until the third time that I finally convinced her to come work at COH.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">It was at COH that Monica finally found a “home” and place
where she could be herself and do her best work. Monica is an extremely
talented researcher, but she’s also very much an introvert – with COH.<span> </span>She found a place where she could be left
alone to do her work in a comfortable environment.<span> </span>She would leave COH not long after me and is
still working in the field. She also continues to volunteer for a number of
organizations. She has always had a great heart for service.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">There are also the people that I wanted to hire, but for one
reason or another could not.<span> </span>A little more
on that to come.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Another thing I took great pride in while at COH, was doing
informational interviews with individuals who were looking to transition into
our field. People like Ebbins Harris, who would find her way to USC to work
with Aimee Fitzgerald. She currently works at Cedars-Sinai and has carved out a
nice career along the way.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I even had the honor of offering advice to a colleague’s
daughter along the way. While at Cedars-Sinai, I worked with a development
officer named Susan Bender. Years later, when her daughter Ally was exploring
career paths, Susan asked me to talk with Ally about careers in fundraising.
Ally would go on to a career in development and although she never pursued a
career in prospect development, I considered it an honor to be trusted to
provide what little council I was able to provide. Ally currently works at Hope
and Heal Fund.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Again, as I look back at all the people I crossed paths
with, it’s overwhelming (in a good way). I could never have imagined this would
be my journey; especially, since my venture into prospect development was
supposed to be temporary.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">In my nearly 12 years at COH, the one thing I never did was
hire a man. It wasn’t intentional and it wasn’t for a lack of trying. Two guys
come to mind that I reached out to but neither ever applied while I was there. Jason
Creque and Ryan Frank. The funny thing is both would end up at COH after I left
(although at different times) and I would eventually recruit Jason to UCI (more
on that later).</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Through my time at COH, I also had the honor and privilege
to work alongside amazing fundraisers. I worked with major gift officers,
planned giving officers, development officers who worked with industry partners
and auxiliary support groups and more. I also got to work with amazing
professionals in marketing, stewardship, foundation relations and others. More
on that to come too (I know, I know, I keep saying that).</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">During my tenure at COH, I reported to Amy Goldman (as I
mentioned earlier), who oversaw major and planned giving, prospect development
and stewardship for nearly 11 years.<span>
</span>Amy’s teams were then split in two during what would be my final year at
COH. At that time, I began reporting to Tina Pakfar, who was brought on board
to head the major gift team and mine. Amy kept the planned giving and
stewardship team.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I should note at COH, I was never part of an Advancement
Services team. I was always part of the major gift team. Looking back, this
might have limited my growth as a development professional, but quite honestly
– it’s where I always felt I fit best. As more and more prospect development
shops became a part of advancement services teams across the country during
that time – mine did not. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Being a part of Amy’s team was truly a blessing and a
special time in my career. It’s where I learned about fundraising and
fundraisers first hand. I routinely sat in on portfolio reviews with Amy. I introduced
and discussed new prospects and made assignments. I was part of a truly great
team and I learned so much. I consider that time to be one of the highlights of
my professional career. It was definitely formative for me.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Together, we launched City of Hope’s first ever prospect
management and tracking system (PMATS).<span>
</span>We converted to a new database (Blackbaud Enterprise CRM), we enlisted
the services of Target Analytics’ predictive modeling and we raised a lot of
money along the way.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I had great autonomy there and was able to institute systems
and processes that made our work better. Sure, there were growing pains along
the way, but we learned together and we continued were constantly evolving.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I remember my initial conversations with Amy about
implementing a prospect management system and how Amy listened, but said to me
at the time that we just weren’t ready. I don’t remember the exact year, but about
a year later she came back to me and said it was time.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">We visited with Alma Vorst, who was at UCLA at the time and
we modeled our PMATS (Prospect Management and Tracking System) after theirs. We
took Alma’s advice to “keep it simple.”<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Alma has continued to serve as a resource over the years.
She’s now at LMU, where she has worked with many of my former colleagues like
Sandra Campero (UCI) and Bettie Woods (CSLA).</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Amy always listened to me. She didn’t always allow me to
implement everything I wanted to do, but chances were if I presented a strong
enough case – she eventually would.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I have a lot of great memories working with Amy, but one memory
stands out more than any other, but first - a little background information….</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">My dad became a patient at COH sometime around 2006 when he
was diagnosed with lung cancer. I remember sitting in his oncologist’s office
in Orange County when we got the news. The moment I heard the news, I knew I
had to take immediate action and made sure he would get treated at COH.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">So, here’s the thing – I might not have ever thought of COH
if I hadn’t worked there. When I reflect back on my career – I often see how my
path always had a purpose. Perhaps, the main reason I ended up at COH was so
that my dad and eventually my father-in-law could be treated there. I have
always believed that God has had a hand in my career.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">When I shared the news about my dad with Amy – she was
extremely supportive.<span> </span>She allowed me to
go on all of his visits and be with him when he received treatments.<span> </span>She gave me the freedom to do whatever I
needed to do to be with him and to manage my work as I best saw fit. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">She would later acknowledge that throughout that period of
time, my work never suffered.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">One day I was sitting in her office and I told her how
overwhelming everything was to me.<span> </span>As I
told Amy all of this, she looked at me and said, “If you need someone to come
and just sit with you during any of these appointments, I’d be happy to do
that.”</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Who does that?<span> </span>Amy
does. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I’ve never forgotten that and words cannot express the
extreme gratitude I had for her offer. That’s who she is.<span> </span>She cares deeply about those in her span of
care.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">My dad would eventually pass from his cancer in 2007.<span> </span>My father-in-law would also succumb to cancer
a couple years later. Both were treated at the City of Hope and both
experienced the world class compassionate care COH is known for.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">COH wasn’t just a place of work for me. It was and remains a
very special place to me. Amy is a big part of the reason for that.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">In the years following my dad’s passing, whenever I would
walk the halls of the medical center; especially where chemotherapy was administered
it all felt surreal. Every time, I would think back to when I walked those
halls with my dad. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Today, I drive by the hospital in route to my current
employer, APU and when I do - I always give a nod to the buildings and think
back to my time there.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">If things and life had been just a little bit different, I
might very well still be there.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">In June of 2011, I began reporting to Tina Pakfar. Tina is
an amazing fundraiser, probably one of the most effective fundraisers I’ve ever
known. She is also an extremely nice person and another person who cares deeply
for others.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Unfortunately, Tina and I were not a good match. The change
in management style from Amy to Tina had a big impact on me. I could not understand
how Tina made decisions and that frustrated me a great deal. It made my work
challenging and difficult at times. It wasn’t necessarily anyone’s fault.
Again, we just weren’t a good match. It happens.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">At the time, I was down two research analysts and was out to
recruit two new team members. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">If I told you, who interviewed for the positions – those of
you in prospect development in So. Cal would instantly know their names. I was
thrilled to have such high caliber professionals interview for our openings,
but Tina wouldn’t let me hire them. She simply told me “they’re not what we’re
looking for.”<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I was devastated. More than that, I was also frustrated. It
seemed to me that Tina was looking for some kind of kind of financial analyst
that would have no interest in the work we were doing and more importantly be
someone we just couldn’t afford.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">It pains me to share this part of my journey with you and I
don’t mean any disrespect to Tina what-so-ever.<span>
</span>She was always gracious and kind to me, but we just didn’t see eye to
eye on what a prospect development team should look like. The best explanation
is that we simply weren’t a good fit for one another.<span> </span>Again, it happens.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Up until this point, I never, ever sought employment
elsewhere. I rejected attempts to recruit me to other organizations. I even
told Amy about these efforts and she would respond with “you’re not going
anywhere.” I always loved hearing that from her.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I was grateful to be at COH.<span>
</span>It’s where I built my career and established my reputation. It’s also
where I developed so many great relationships.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">My world was changed when I began reporting to Tina and I
didn’t cope with it very well. It started to become clear to me that it was
time to look for a new opportunity. The saying “people don’t leave
organizations, they leave managers” is true. Again, it happens.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">The problem I had at the time was I didn’t know where I
would go.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">There wasn’t (and still aren’t) a lot of Sr. Director of
Prospect Development positions in the greater Los Angeles area. My challenge
was that I had built a career to a certain level, where I wasn’t willing to
settle and I need to be in a position that would allow me to continue my career
trajectory. I had certain salary expectations and was accustomed to managing a
team. Where was I going to go?</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">This became yet another point in my journey where my relationships
would play a key role in my professional life.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">City of Hope employed the services of Grenzenbach Glier and
Associates (GG&A). In fact, Martin Grenzenbach was our actual consultant.
In any case – one of the consultants working with us was Debbie Anglin. Debbie
spent a lot of time with me and my team over several months, evaluating not
only my department, but our overall development operation.<span> </span>During this time, we engaged in a lot of
great conversations about development and she got to know my work well. We’ve
continued to stay in touch over the years (although it’s been quite a while
since we last talked).</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Debbie reached out to me during this challenging time in my
career (not knowing my circumstances) to ask me if I knew anyone who might be
interested in the Sr. Director position at UCI. As I learned about the
opportunity from Debbie, I told her I might be interested. She was delighted
with that news and she moved quickly to make sure UCI reached out to me.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I was about to be recruited by UCI with Debbie’s full
endorsement. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Again, in my nearly 12 years at COH, I hadn’t interviewed or
applied for another position anywhere else. I hadn’t even updated my resume
until this opportunity presented itself.<span>
</span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I made contact with Cristy Cates who was the Sr. Executive
Director of Human Resources for University Advancement at UCI at the time and
the process began. Cristy currently works at Cal-Tech, where our paths would
cross again a few years later.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I was a bit nervous at first. After all, it’s hard to leave
an organization that had been such a big part of both my professional and
personal life. It was a huge step and I had lots of questions. So, I did what
any researcher would do, and I began to investigate.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">The Vice Chancellor, who I would be reporting to was Gregory
Leet. Gregory had joined UCI after serving as a consultant for GG&A. Prior
to that, he was the Vice President of Development at ASU. The same ASU where
Sandra Campero would work alongside Karen Greene under Gregory’s leadership.
Sandra and Karen (who was working for GG&A at the time) would be my
sounding boards and answer questions I had about Gregory.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Through that process, I became comfortable with the idea of
exploring the opportunity. The scope of work and responsibilities aligned with
my experience. The opportunity was compelling on multiple levels. It seemed
like a good fit at the time and an appropriate next step in my career. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">As an added bonus – UCI was located much closer to my mom
than COH was and she was in need of more help from me as she was getting older.
The idea of working closer to my mom was the extra incentive I needed to apply.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">One specific thing I remember about my interview with
Gregory was asking him why he was hiring this position first instead of the
Assistant Vice Chancellor for Advancement Services position which was also
posted. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I don’t remember his specific answer (it was general in
nature), but I remember thinking about it a lot. This would be key for me down
the road.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">We also talked about baseball. Yes, baseball. We talked
about the book and movie “Moneyball” and how the use of data and analytics as
predictors related to what we were doing in development. Gregory happened to be
a Boston Red Sox fan and agreed with the parallels.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I got the job.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Although I was excited for the opportunity, leaving City of
Hope would not be easy for me.<span> </span>I was
leaving behind nearly 12 years of work and more importantly relationships that
I valued and continue to value to this day.</span></div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-993743803859520542020-01-08T08:59:00.002-08:002021-09-15T14:10:38.449-07:00The Journey Part 1<div class="reader-article-content" dir="ltr">
<div class="MsoNormal">
<span style="font-size: large;">Twenty eight years ago (Dec. 13, 1991 – Friday, the 13<sup>th</sup>
of all days), I was laid off from a small advertising agency in Redlands, CA. For
years now, every time a Friday falls on the 13<sup>th</sup>, I think of that
day. This past year the 13<sup>th</sup> of December also fell on a Friday and
that got me to thinking about the course my life and more specifically, the path my
career has taken ever since.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I remember that Friday like it was yesterday. A group of us
had gone to lunch that day and when I returned to my desk, I found a unmarked folder
on top of it. Curious, I opened it and to my shock, I saw termination papers
for six members of the team at the agency, including the group I had just gone
to lunch with. The Operations Manager had inadvertently left it on my desk.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">It was shocking to say the least. Never-the-less, I quickly
gathered my colleagues to tell them what was about to happen… </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">That day marked the end of a career path I believed I was
destined to pursue; a career where I had planned to put my creative talents to
work for a wide variety of companies and causes.<span> </span>I didn’t know it at the time, but my career
in advertising wasn’t going to continue.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">In July of 1992, I found myself at Cal-State Los Angeles in
my first development job. It would be the beginning of a 27 year career in
development that continues to this day. It wasn’t the career I planned for, but
it ended up being what I believe I was called to do.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I was hired by Carol Numrich (who has since passed away).
She hired me because I could write (they actually gave me a writing test) and
largely because Janet Redding Richardson (currently semi-retired) recommended
me (unbeknownst to me at the time).<span> </span>I
had worked with Janet at San Jose State, where I worked in Athletics and she in
Alumni Relations.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I didn’t know it at the time, but my working relationship
with Janet would be strong enough and good enough that it would help launch my
career in development and help propel me to where I am today.<span> </span>It was one of those things I never saw coming
and never would have anticipated.<span> </span>You just
never know whose paying attention to the work you’re doing.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;"><span class="ember-view">Having a network of connections has
been critical throughout my 27 year+ career. It's amazing how that works. </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;"><span class="ember-view">There are lessons to be shared here.
Lessons of opportunities seized and lost. Triumphs and failures. Most of all,
there are stories about the people who have been a part of my professional
life. </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;"><span class="ember-view">I’ve worked at 6 nonprofits with
hundreds of development professionals over the years. I’ve met tons more
through volunteering, professional development, client/customer relationships
and even through interviews with perspective employers. I have lots of stories
about my journey and I’m about to tell you that story. </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;"><span class="ember-view">Two things you should know about me. One,
I’m a dot connector. I have always found ways to connect people to one another
or to opportunities and/or ideas. Two, I’m a storyteller.<span> </span>Relationships and life in general is all
about the stories and I love to hear them and tell them. I especially enjoying
telling stories.</span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">As you follow along, you will learn how my willingness to
connect and engage with people helped me develop a true network that has played
an import role in my career (and hopefully theirs as well).<span> </span>It never ceases to amaze me how people come
in and out of our lives, often at the most unexpected times. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">When I landed at CSLA, I didn’t plan to be there long.<span> </span>In my mind, I was still going to work in the
advertising/marketing arena. I viewed my job as a Prospect Research Manager as
a way to pay my bills, but it wasn’t going to be my career. It was supposed to
be temporary. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">We have a saying in my field… “No one ever grows up wanting
to be a prospect researcher.” I had never heard of development prior to landing
at CSLA, let alone “prospect research.”<span>
</span>Yet, there I was working in a field, I never could have imagined being a
part of.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I started out writing a few newsletters and doing a little
“research.”<span> </span>I also wrote thank you
letters for the president (Dr. James Rosser).<span>
</span>In addition I did a little grant writing and whatever else needed to be
done. And I continued to do some research.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">The research was pre-internet.<span> </span>It was somewhat overwhelming and I wasn’t
totally into it at first. There were trips to the library, the court house and
any number of places where I had to go and physically look for information.
There were books. Tons of books and periodicals of all kinds. And… I can’t
forget microfiche. The work was definitely labor intensive.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">My first five years were somewhat of a blur. During that
stretch, I kept thinking I would eventually do something else.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">At some point during those years, I knew I had to learn to
do this “research thing” better. So, I reached out to others in the field, as
many who come into our field often do. Among the first people I met was Cathy
Terrones (who was at Cal Poly Pomona at the time). Cathy has been a mentor to
me ever since. She’s also been a friend, a career counselor and one of my
biggest advocates.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Cathy has also encouraged me to write on more than occasion.
This began when she started reading an Angels baseball blog of mine.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">In any case, I also decided to see if I could learn a thing or
two from the folks at UCLA. I reached out to a guy named Chris McCabe, who
agreed to meet with me. A funny thing happened on my visit to their prospect
research shop… Somehow, some way and I don’t remember how - Marsha Kraus took
over the meeting and proceeded to take me under her wing and thus began a
relationship that has lasted for all these years. If you know Marsha, this won’t
come as a surprise to you. Marsha has always had a passion for sharing her
knowledge.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">In those early days, Marsha and I had many conversations
about research, legacy families in the LA area and she even did a few “Dialog”
searches for me. Dialog was an old resource we used back in the day and Marsha
was THE guru on how to get information out of it.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Marsha has since retired, but I still see her along with her
husband Terry Dickerson at Angels baseball game every year.<span> </span>More on the Angels baseball related
connections to come…</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">These relationships were the beginnings of a network. Early
connections included Sophia Yen (retired from Cal-Tech), Napoleon Hendrix
(where are you buddy?), and Linda Williams (retired – but at Cal-State Long
Beach at the time). Gee, this retirement thing is constant theme among my early
connections!</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Sophia ended up becoming a donor at the institutions I
worked for (CSLA and City of Hope). It’s a cool thing for sure and something
I’ve seen now and again through the years. Those of us in prospect development
often give to causes our friends and colleagues care about.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Steffanie Brown (Florida Institute of Technology) made a
gift in my honor to the Pancreatic Cancer Action Network (PanCAN) when I worked
there. She had an opportunity to make a gift through some unique circumstances
and thought of PanCAN because of the things I had written about the
organization in my blog. It was such a kind gesture on her part.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">These are just a couple of examples of the unintended
consequences (in a good way) of having a network, making connections and engaging
with others.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Back to the journey…</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">In 1997 (5 years into my career) the most significant event
of my professional life took place. <span> </span>Thanks to a grant from the California State
University (CSU), Kyle Button (the VP at CSLA at the time) sent me to my first
Apra conference in Pittsburgh.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I didn’t want to go. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I was still of the mindset that this prospect research thing
was temporary, even though I’d been in the field for five years at that point. I
went because I didn’t have a choice. We couldn’t waste the opportunity that
grant provided and I knew Kyle wasn’t going to take “no” for an answer (so, I
never told him I didn’t want to go).</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Apra, 1997 is where everything changed for me.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I attended a workshop on SEC documents being taught by David
Lawson and Charles Headley. It blew my mind. The treasure-trove of information
one could find in an SEC document was astounding to me. Remember, this was
1997. I still have the workbook from that workshop and have shared it with new
prospect development folks many, many times.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">David Lawson would become that guy I couldn’t wait to listen
to anytime he spoke on any subject related to my field. Our relationship has
evolved over the years and he remains that beacon of knowledge for me to this
day. He’s always been a visionary; the guy who sees the future and makes sense
of it all for me. I once dubbed him “The Michael Jordan of Prospect
Development” when I introduced him at a CARA Seminar Day - much to his
amusement. He would later say, “I’ll be sure to tell my son that.”</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">One of the most profound connections I have also came about
in Pittsburgh. I walked into a session being taught by Cecilia Hogan.<span> </span>Yes, THE Cecilia Hogan and she was teaching a
class about internet search engines (if my memory serves me correctly). The
internet was relatively new and Alta Vista’s search engine was all the rage. It
was Cecilia’s search engine of choice.<span> </span>I
arrived early and she greeted me with that warm, Cecilia smile – shook my hand
and said “I’m glad you’re in my session.”<span>
</span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Cecilia has this way of making everyone feel welcomed to her
circle. She’s genuine and simply authentic. Not long after, she encouraged me
to write an article for Apra’s Connections. This would be my first volunteering
opportunity with Apra and the beginning of a career long connection to the
organization. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Our lives would continue to cross paths in a variety of ways.
Years later, when I worked at the City of Hope (COH), I hired her sister –
Kathy Hogan. Kathy was living in Washington state at the time and wanted to
move to Southern California. She applied for a job and I hired her over the
phone without ever meeting her face to face.<span>
</span>Kathy had the same passion for research that Cecilia did. It was a great
fit.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">When Kathy decided to move back to Washington, we kept her
on the COH team and she worked out of our Seattle office. It was the first time
I supervised remote staff.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">That Apra conference also allowed me to meet THE Father of
Prspct-L – Joe Boeke. Joe was working at Bucknell at the time, but we had
connected via email when he was at UCI years before – where he introduced me to
prspct-l (a list serve for prospect development professionals). This was the first
time I met Joe face to face, attending his session on being the “tech guy” in a
development shop.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Joe and I have gotten to know each other over the years. We
share a love for baseball (he’s a Cubs fan and I’m an Angels fan). He now works
at Cal-Tech, with people I have worked with at UCI and COH. It’s a small world.
The connections are endless.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">While I was in Pittsburgh, I began to see myself making a
career in this field. Imagine what might of happened if I hadn’t gone. My Apra
experience made me want to learn more, to become a better researcher and a
better development professional.<span> </span>I liked
the people I met. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">That’s the thing about so many of the long-time professionals
in our field. They’re an engaging group. They’re a group who has always been
willing to share and teach others. They have empathy for those who are new to
the field and they genuinely care about their craft and the profession. That
culture has been passed on through the years and that mindset is still a part
of what Apra represents today.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Every time I attend an Apra conference, I have a sense of
belonging. This is my tribe. I’ve continued to meet people through the
conferences and through the association over the years.<span> </span>I may only see some of my colleagues once a
year – or even once every few years, but every time I do – they bring a smile
to my face and reinforce that sense of community. It’s truly an awesome thing.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Upon my return from Apra I started to become more involved
with my local Apra chapter – The California Advancement Researchers Association
(CARA).<span> </span>I’d been a member for some time,
but upon my return from Pittsburgh, I made it a point to attend every possible
CARA event and get to know my colleagues in the field.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Michael Seymour, a true gentleman and one of the pioneers of
our field decided to make it his mission to get me more involved. Michael took
an interest in me and I’m eternally grateful that he did. He set an example for
me on what it meant to be a leader. I remember him saying something to the
effect of “you need to get more involved.”<span>
</span>He didn’t pose it as a question, it was more of an actual directive!</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">So, I did.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">My first volunteering opportunity came as part of the CARA
Nomination’s Committee along with Nancy Olsen Gundry (Stanford) in 1998.<span> </span>In 1999, Nanci and I both took the next step
and we were elected to the CARA Board and we came aboard in 2000. Nanci served
as the Northern California Regional Chair and I served as the Southern
California Regional Chair. We basically planned and organized our regional
Seminar Days (as they were called at the time).</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I was now about 7 years into my career. Over that period of
time, I reported to the late Carol Numrich, the late Lee Case (former VP at
Occidental), Marilyn Johnson, Clare Faulkner, Kyle Button and Collette
Rocha.<span> </span>Clare and Kyle are still active
in the development community today. I’m guessing Marilyn and Collette are both
retired.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">My biggest contribution to the university came in a giant
list of alumni I compiled over the years – that would serve as their “Who’s
Who” among their alumni. I spent countless hours, tracking down alums of note.
At the time, CSLA didn’t know much about their alums. That list helped change
that.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">It was during this process, where I made my first and
biggest mistake of my career. I mistakenly identified Ray Irani (Occidental
Petroleum) as a CSLA alum. CSLA, had an alum with the exact same name, who
happened to be an engineering major and appeared to be the same age. The
details on how I verified this are little fuzzy all these years later, but it
caused some embarrassment for Kyle (our VP) at the time who shared my findings
with others within the CSU because I was wrong.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Sorry, Kyle.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">That painful lesson never left me. It’s a story I’ve shared
countless times with those who are new to the field. It usually comes about
with me saying something to the effect of “We all make mistakes, let me tell
you about one of my biggest….” It’s that thing that has always fueled the
insecurity I sometimes have (like many of us have) about whether or not I have
all the information and that it is in fact, correct. To Kyle’s credit – he
never really came down too hard on me about it. He didn’t have to. Like I said,
I’ve never forgotten. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">In 1999 I left CSLA to take a job at Cedars-Sinai Medical
Center in Los Angeles. I was hired by Steve Klappholz, who instantly became one
of my all-time favorite people in development.<span>
</span>Steve loved research and had a genuine appreciation for the work I did.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">It may be the only job I’ve ever landed in development
without a connection of some sort.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Not long after I arrived, Steve left to go work for the
Academy of Television Arts & Sciences.<span>
</span>Although our time together was short, Steve would serve as a valuable
reference for me in the years to come. Just prior to Steve’s departure, Larry
Baum – the long tenured and much beloved VP of Community Relations began his
transition into retirement after a long and distinguished career.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">A new VP – Gary Leo and new Director of Development – Mitch
Orlick came on board. Gary Leo made an immediate impression on me when he
shared a story about how a prospect research profile he received at a prior job
was all wrong. Needless to say, he arrived without the same love Steve had for
the work I did. Initially, it was an interesting time for me. I was used to
change, having reported to several different people over my 7 years at CSLA,
but this change made me a little anxious, at first.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Mitch on the other hand, valued my work and since I reported
directly to him – I became comfortable at Cedars. Our development team was
about to grow and expand and I was about to start building my own team. I was
about to become a first time manager and this would be my first recruitment
effort ever.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Well, that never really got off the ground. I started the
process, but didn’t complete it.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">The behind the scenes story to my arrival at Cedars-Sinai
included my meeting with a friend and colleague named Suzanne Szalay (now
retired). At the time she was the Director of Prospect Research at the City of
Hope and I had an informal interview with her about a possible position.<span> </span>That position never developed, but I guess I left
an impression on Suzanne through the process.<span>
</span>She would later tell me that when I left her office – she told her team
– “James would be great here.”</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">That would prove to be somewhat prophetic. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">As I began to build a team at Cedars-Sinai – Suzanne called
me to let me know she was leaving COH to build and lead a team at Children’s
Hospital, Los Angeles (CHLA). She called to tell me, she had been asked to
recommend her replacement and thought of me. She encouraged me to apply.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I was flattered.<span> </span>Me?
Really?</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I decided to investigate, knowing I had nothing to lose. I
had no intentions of leaving Cedars-Sinai, but I was intrigued enough to
interview.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Suzanne left big shoes to fill. COH didn’t want to lose her.
Her VP, Amy Goldman (spoiler alert - Amy would become my boss) spent hours
trying to convince her not to leave. I would learn all of this later.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I interviewed with Steve Solton (Sr. Vice President) and
Norm Fishman (VP of Development).<span> </span>The
interview went well. It’s funny what you remember years later. The only
question that sticks out in my mind from that interview was “What’s your
favorite movie of all time?”</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">My answer… “Braveheart.”<span>
</span>Why? The story about what William Wallace did for freedom was inspiring.
Was that the answer that sealed the deal? I have no idea, although I sincerely
doubt it. What probably helped seal the deal was something I was totally
unaware of.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Turns out – the leadership team at COH had tremendous
admiration for the fundraising efforts at Cedars-Sinai. In their minds –
Cedars-Sinai was sort of the gold standard. Stealing me from them was somewhat
of a coup. I guess it wasn’t so much about me, but where I would be coming
from.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">COH made me a huge offer.<span>
</span>They offered me a salary that was a 40% bump over what I was making at
the time. When I told Mitch about the offer, he sort of gasped. He may have
even sworn a bit. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I told him I hadn’t accepted COH’s offer yet and wanted to
see how Mitch would respond. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Mitch would come back to me and make an offer to increase my
salary to stay. The offer included a title change and a significant increase.
It wasn’t just quite as high as COH was offering.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I had to mull things over for a few days. I liked working at
Cedars, but I didn’t really like the commute much. I kept COH on hold for a few
days while I tried to decide and negotiate with Mitch. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Norm Fishman was patient with me during this time.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I felt a little torn, but ultimately decided COH’s offer was
too good to pass up and I accepted. This was just a year and a half after arriving
at Cedars-Sinai. When I let Norm know, he told me was actually leaving COH. It
was a surprise to me for sure.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">My start date would actually come after he was to leave
COH.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">When I let Mitch know I was leaving, he looked me in the eyes
and said something to the effect of “once you get there and if you decide you
hate it there – call me and I’ll bring you back.”<span> </span>The conversation struck me as a little odd,
but I appreciated what he had to say.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I would later learn that Norm Fishman had a bit of a
reputation of not being a very pleasant man. This was something he would
confess himself. Apparently, Mitch knew this somehow. Development is a small world.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I would later share this story with Suzanne and she told me
how Norm came to her and told her that there was a time when she wouldn’t have
enjoyed working for him. To his credit, he changed. Suzanne never saw that “bad”
side of him, but apparently, his reputation was still out there in the
fundraising community.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Prior to starting at COH, I was invited to tour the
campus.<span> </span>My tour guides were Norm and the
AVP of Major Gifts, Doris Jacobson. I had never been to COH and didn’t know a
whole lot about the organization. Little did I know at the time is that some
years later – it would be an important place for my family.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">The odd thing about this entire process, was that I was
hired without interviewing or even meeting Amy Goldman, who would be my boss. Amy
was the VP of Major Gifs and Planned Giving and she had oversight over what
would be my department and Stewardship. At the time of my recruitment, the
position reported to Norm. With his departure, it all changed. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">The timing wasn’t perfect. In any case, Amy asked me to come
in prior to my starting and I obliged.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I imagine it was a bit strange for her and it was a little
awkward for me. Never-the-less, I arrived – in November of 2000 – just after
Thanksgiving to begin my new journey.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">As I began my new job, I was a little nervous. After all,
Amy didn’t hire me. That uneasiness quickly vanished and once I settled in I
never worried about it again. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">My first order of business was to meet all of the
fundraisers and to hire a prospect researcher. Suzanne had taken the one researcher
they had with her to CHLA. I inherited a Research Assistant (Kristen – her last
name escapes me after all these years) and Geeta Ramdat, who did some work in
the database.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">The first person I interviewed was someone I had interviewed
at Cedars-Sinai. Remember, I was about to expand the prospect research efforts
there and when I decided to leave – it was put on hold.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Her name was Barbara Huff and she had a great background
working as a Librarian at Cal-Tech and wanted to transition into prospect
research.<span> </span>She was my first hire and I
was on my way to building a team.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Barbara might be the best researcher I’ve ever worked with
from a technical point of view. Her background and experience would allow her
to easily transition into the role.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">As I was adjusting to my new role at COH, I was also in the
midst of my first term as the Southern California Regional Chair for CARA. It
was a role I relished.<span> </span>Some of my most important
and longest lasting relationships came out of this role.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I took a very proactive approach to finding speakers. In my
role at COH, I routinely met with vendors while wearing two hats.<span> </span>One has while looking for the best resources
for my team and the second hat as someone searching for speakers at our CARA
events.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">This is how I met and first engaged with Lawrence Henze. Lawrence
came to COH to pitch a product from his company called Core Data. This was my
introduction to predictive modeling and although I didn’t sign COH up for his
services, I switched hats during our time together and asked him if he would be
interested in speaking at a CARA event.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I like to believe (and Lawrence has neither confirmed nor
denied) that I was the first person to have him speak to colleagues in the
prospect development field. He will admit I was among the first, but isn’t
quite sure if I was THE first. I’ll take credit for it just the same!</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Looking back, I didn’t totally understand what Lawrence was
doing with data – but I knew it had value. I believed it would be of interest
to CARA members and he committed to presenting.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Our business/client relationship wouldn’t develop until a
few years later, but a professional relationship was established anyway.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">At the time, I was primarily interested in whatever David
Lawson was cooking up and that would be a wealth screening platform through his
company P!N. It was the gold standard for wealth screening at the time.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">David would eventually sell his company to Kintera which in
turn would be bought by Blackbaud.<span> </span>More
on that later.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Lawrence eventually sold his company to Blackbaud and we
have since worked together across four non-profits that include COH, U.C.
Irvine (UCI), PanCAN and Azusa Pacific University (APU).<span> </span>We’ve also become friends and share a love of
baseball (He’s a Milwaukee Brewers fan). We attended a minor league baseball
game together when we were at the Apra conference in Nashville a few years
back. We regularly talk or text with each other about all things baseball.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Over the years, we’ve also spent a lot of time talking about
fundraising and fundraisers. He’s taught me a great deal about predictive
modeling and analytics. He’s a great resource and someone I can call on at any
time for just about anything.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">By the way, anyone ever notice that Lawrence looks a bit
like Huey Lewis? I digress…</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">CARA became my arena to connect with more people. I was
constantly on the lookout for individuals who could speak, host or that I might
recruit to work with me at COH. It was my mission to connect with as many
people in our field as possible – no matter how new or how seasoned. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I was always looking for the best and brightest. I was
looking for people I could engage. It’s where I got to know people like Cristi
Hendri, who would host a CARA Seminar day at U.C. Riverside. Dennis Petticofer
- who hosted at Whittier College, Heather Souders – who hosted at CSU San
Marcos and Melissa Posel – who hosted at Art Center College of Design.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Melissa impressed me early on. When she was new to the
field, she decided to host a lunch at Art Center College of Design and invite
some experienced professionals that she could connect with and learn from. As I
got to know Melissa – it was clear she was very bright, ambitious and a true
go-getter.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I nominated Cristi and Melissa to the CARA Board and they
were successfully elected. Over the years, I took the initiative to find
candidates for the board.<span> </span>As the years
have gone by, I’m a little fuzzy on all those I actually nominated, but I
believe it included Andillon Hackney, Aimee Fitzgerald, Debra Dysart, Sandra
Campero, Joan Reiss and probably others. Again, my memory isn’t what it used to
be.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I love to advocate for others. It’s a page I’ve taken out of
the playbook of people like Michael Seymour and Cathy Terrones. It’s one of the
ways I have managed to build my own community.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Others who stepped up to host a CARA event included Craig
Belanger at Biola, Aimee Fitzgerald – who hosted at Loyola Marymount, Dori
Watanabe at U.C. Irvine, and Randy Shulman at the Huntington Library.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I met Randy early in his career when he was working in
prospect development and that connection provided a road to CARA having a
Seminar Day at Library. Randy had moved up in the organization at the time, but
because of his appreciation for what CARA meant to him, he agreed to host.
Randy is currently the VP for Advancement and External Relations at the
Huntington today. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">The Seminar Day at the Huntington may very well be the best
attended Seminar Day we ever had (largely because of the venue).<span> </span>More than 100 members attended that day. We
packed the room that day.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I loved serving as the Regional Chair and took great pride
in finding new speakers to participate in our events. I always made it a point
to not have Board members speak and to find people who hadn’t presented before.
There were exceptions of course because we always found value in having people
like David Lawson and Lawrence Henze speak as often as possible. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Finding new people was important to me. I was trying to
broaden the spectrum of who could impact and influence our field and took great
joy in the process. All these years later, I still grumble when I see Apra
board or CARA board members filling the speaking spots at their conferences.
It’s just something I don’t particularly like to see. I’d rather see leaders
bring others along.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I always wanted to have the best possible educational
experiences for our members – and took advantage of those who could travel to
California from out of state as well.<span>
</span>That usually included people I met through Apra and the annual conference
Apra has every year. People like Christina Pulawski, Carol McConaghy, Elizabeth
Crabtree and many others.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">Ok, I know I’ve just done a lot of name dropping and quite
honestly – it feels a little strange doing so. My purpose in all of this is
show you how developing a network and having a willingness to connect and
engage with others has enriched my career and hopefully benefited others and
hopefully the prospect development field as a whole. </span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I’ve never been the smartest person in our field or the most
innovative either. I’ve just been that guy, who sincerely wanted to connect
with others who could make a difference. I’ve always wanted to connect and get
to know those who are smarter and more innovative. It’s been such a pleasure to
get to know so many people.<span> </span>Writing
about my journey is my small attempt to recognize and thank many of them.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I have so many stories to share about these people,
including many stories about connecting the dots in meaningful and sometimes
surprising ways. Many of these individuals remain friends today. Each has
enriched and influenced my career and my journey through the years. Connecting
with others matter and my network have been instrumental throughout my career.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">I often used that network when traveling with my wife,
Cheryl. Who better to ask about the places you visit on vacation than
researchers working in the area?<span> </span>It’s
how I discovered a cool bird sanctuary in Duluth, Minnesota called Hawk Ridge
(Thank you, Randy Bunney) or great barbeque in Kansas City (can’t remember who
helped me with that). Those are just two examples and I’m sure there are more.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">More than all of that – Apra gave me access to some of the
pioneers of our industry. Yup, more name dropping here…</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">True giants; people like Jon Thorsen, Randy Lakeman, Pamela
Poland, Liz McHugh, Karen Greene, Mark DeFilippis, and so many others. People
who would become a part of my professional network, and people I have come to
call my friends. Each touched my life in different ways. Me, a guy who never
thought he’d make a career out of prospect development.<span> </span></span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">How cool and unique is it to know so many people who have
truly impacted the prospect development and the fundraising world as a
whole?<span> </span>When I look back through the years,
I am humbled to know so many of them and to have an opportunity to engage with
them.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">The people in our field are so accessible. I don’t believe
I’ve ever met someone who wasn’t willing to spend time sharing their knowledge.
Ours is an industry full of great teachers, coaches, innovators and leaders. We
are an industry of givers, of difference makers and I believe prospect
development represents the best of the development world as a whole.<span> </span>We know each other.<span> </span>We advocate for one another.<span> </span>We learn from one another.<span> </span>We really are a tribe.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<span style="font-size: large;">My story could be anyone in prospect development’s story.
All I did was reach out, shake hands, introduce myself and engage over and over
again.</span></div>
<span style="font-size: large;">
</span><div class="MsoNormal">
<br /></div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-57668411331396718202019-08-06T12:22:00.002-07:002019-08-06T12:28:31.688-07:00Apra Notes: Takeaways and New Questions in Search of the "Truth"<span style="font-size: large;">Even though #aprapd2019 is over, the learning continues for me. As I reflect back on the sessions and conversations, I have some valuable takeaways, but I also have even more thoughts and questions that will lead to more discovery. </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">The “journey” has only just begun.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">I continue to seek the "truth.” And for me that means finding the constituents most likely and best able to make a financial impact on the mission of my organization.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">As I mentioned in a previous post – most, if not all organizations are attempting to answer that question. Most are doing it differently and although some have similarities, each is unique. Despite the many different approaches, it appears each are finding some level of success.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">The use of analytics to inform decisions has never been greater. This is a good thing.</span><br />
<span style="font-size: large;">Development teams are now employing data analysts and data scientists more than ever before. Also a good thing.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">I have no doubt that the use of data is helping organizations be more strategic and even more successful than ever before. Again, this is a really good thing.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">So what's my problem?</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">My problem is that if everyone is doing it a little bit differently - how do we know who is doing it the best?</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">You might ask "Is that important?"</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">It is to me. </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Why?</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Because the amount of money being raised across the nonprofit world hasn't changed. Philanthropy has basically stayed at 2% of the gross national product (GDP) for the past several decades.</span><br />
<span style="font-size: large;">Sure some organizations are setting new records, but the overall fundraising needle hasn't moved.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">And what if the organizations raising more money could raise even more money if they found that "truth" I keep referring to? How much time would they save? How many more dollars could they raise?</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">I have no doubt organizations embracing and implementing analytics into their fundraising efforts are more successful than ever. Those that aren't, are doing a disservice to the organizations they work for (in my opinion).</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">So, I am back to the question of who is doing it best? Is there one absolute best way? Is there?</span><br />
<span style="font-size: large;">Are organizations using outside companies like EverTrue, GG&A, Blackbaud or any number of companies outperforming those that are doing it in house? I really have no idea. </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">The funny thing is all of these outside companies are also all doing it differently.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Are you feeling as crazy as I am yet?</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Some of you may be thinking I am making a bigger deal out of this than I need to. After all, we should all be pleased that more and more organizations are incorporating data analytics into their processes.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">So, let me tell you why I am having this conversation. </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">First of all, we all have bias and everyone out there doing analytics has their own set of biases. Each construct of a model has bias. That bias shows up in the selection of the limited number of data points being used to develop a model.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Secondly, how many data points is enough? The most I’ve heard any one organization is using is around 30. Is that enough? How do you decide which ones to settle on? How are those decisions being made?</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Don’t answer just yet.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">The way I see it, even though organizations are seeing better results, I keep asking myself – “What would the results look like if we could minimize the bias AND increase the number of attributes we use to build a model? Would that impact the results? Would this allow me to identify the constituents truly most likely and most capable of having an impact on my organization's mission (the truth I seek)? What would the return on investment be?"</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">I believe I may have the answer. At least the answer that makes the most sense to me at this point in time (again, I'm constantly learning).</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Machine learning/Artificial Intelligence can make this all possible. In fact it already is.</span><br />
<br />
<span style="font-size: large;">I know this because I’ve been having on-going conversations with Nathan Chappell of <a href="https://www.futurusgroup.com/" rel="noopener nofollow" target="_blank">Futurus Group</a>. They’re using machine learning to build models to determine the most “grateful” people in an organization’s database.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">They have clients where the models are based on the “low end” of 400+ attributes and on the high end - more than 900 attributes. As I understand things, the results they’re seeing are 4X in an increase in what the organizations had done previously. That's data that piques my interest in a big way.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">And get this – the model is updated daily. As new data is added or the data changes – machine learning updates the model. Every. Single. Day. It also continues to learn and refine the model every day through "<a href="https://enterprisersproject.com/article/2019/7/deep-learning-explained-plain-english?utm_content=97947064&utm_medium=social&utm_source=linkedin&hss_channel=lis-ZBkMdsTFrv" target="_blank">deep learning</a>."</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">You see, my quest to find the truth started long before I ever got to Apra. It started when I first l learned of AI for development when <a href="https://www.gravyty.com/" rel="noopener nofollow" target="_blank">Gravyty</a> arrived on the scene. That lead me to more conversations with Gravyty’s Lindsey Athanasiou and then City of Hope’s Nathan Fay. It’s grown from there. I've had conversations with Blackbaud's Carrie Cobb and Lawrence Henze. I've talked to just about anyone willing to and able to discuss this subject.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">I’ve been conducting my own research. I’ve been evaluating it all. I’ve been asking tons of questions. As it so happens – Nathan Chappell has been the person I’ve had the most conversations with because Futurus is doing the things that most directly reflect what I want to accomplish (that truth I keep speaking of). I’ve also had conversations with David Lawson, who has also helped me to make sense of it all. All prior to, during and post Apra. David always helps put things in perspective for me.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">You know, I expected to find my colleagues at Apra eager to talk about AI and machine learning. That just didn’t happen very much or I should say - nearly as often as I'd like. If those conversations were taking place – I wasn’t aware of them.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">As I sat in each session at Apra where universities talked about analytics or what specific things they were doing to model their data – I kept coming back to the things I’ve learned about machine learning and deep learning.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">I kept coming back to the fact that there isn’t a limit on the number of attributes a machine could use and through machine learning – patterns could be detected that we as human beings wouldn’t see.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Again, I’m not an expert on any of this, but I believe I can find the “truth” I’m looking for through machine learning. Apra helped make that clear to me in an indirect way.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">I want to be perfectly clear here. The fact that more and more organizations are using data analytics to increase their fundraising is truly a great thing. I don't want to diminish the talents and contributions of the data scientists and data analysts out there. I just see the enormous potential machine learning can add to this process. The impact could move the fundraising needle from 2% of the GDP to something bigger. The impact would be monumental.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">I know, I know - you want to know how much all of this costs, right? </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Well, that's the wrong question. What you should be asking is “What is the return on investment?” Think big picture. Think impact. </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">I’m not an expert on machine learning and I’m not even an expert on data analytics, but what I’ve seen and learned about machine learning and AI has made an impression on me. I’m hopeful that this conversation has piqued your interest enough that you too will begin to do your own due diligence. I hope that we can all begin to have conversations; really meaningful conversations about how machine learning can impact our work and make us much more successful. I believe this could be <i>the</i> tool that propels fundraising across our sector to never-before-seen heights. </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">The private sector has been using this technology for years; in fact, many years. We are beginning to see AI applied in a variety of ways in the non-profit sector. More and more companies are using it - companies we are all familiar with and some we are not. Undoubtedly more will appear on the horizon soon.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">I believe that five years from now – people who didn’t investigate and invest in machine learning will see that they really missed out on something transformational. Don’t ignore the impact machine learning is having right now. Today.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">After reading all of this, you still might not think it's important because after all, your organization just raised the most money it has ever raised. Maybe you're comfortable with where you're at. That's understandable.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">But think about what our keynote speaker at Apra had to say about that. <a href="https://www.michellepoler.com/" target="_blank">Michelle Polar</a> said "The enemy of success is comfort." Are you comfortable with your fundraising? Should you be? Would you like to see philanthropy's percentage of the GDP grow beyond 2%?</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">If you want to see greater change and greater impact, I invite you to join me on this mission to find the truth.</span><br />
<span style="font-size: large;"> </span><br />
<span style="font-size: large;">Want to learn more? Ready to start your own journey of learning?</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Read this: "<a href="https://enterprisersproject.com/article/2019/7/machine-learning-explained-plain-english?utm_content=97846006&utm_medium=social&utm_source=linkedin&hss_channel=lis-ZBkMdsTFrv" target="_blank">How to explain machine learning in plain English</a>."</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Listen to David Lawson’s podcast from Jen Fila’s Chat Bytes – “<a href="https://www.prospectresearchinstitute.org/david-lawson-explains-big-good/" target="_blank">How Big Data can translate into Big Good.</a>”</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Listen to <a href="https://podcasts.apple.com/us/podcast/episode-21-interview-nathan-chappell-founder-ceo-at/id1451498268?i=1000442549856" rel="noopener nofollow" target="_blank">Nathan Chappell’s podcast with NPO Innovators</a>, who interviewed him about what he’s doing with Futurus. You can pick up Nathan's talk at the 12:30 mark.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Watch Nathan Chappell’s Tedx Talk on “<a href="https://www.youtube.com/watch?v=umOPdnhMpdw" target="_blank">Artificial Intelligence and the Future of Generosity</a>.”</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Again, this is just the beginning. I still have so much more to learn about all of this. Consider this an invitation to join me on this journey. The more people we have learning about this – the more likely all the right questions will be asked and the better we can improve our understanding. We really need to ask the tough questions together. </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Who’s in? </span><br />
<br />
<span style="font-size: large;">To quote Michelle Poler once again - you need to ask yourself "What's the best that can happen?" </span>Unknownnoreply@blogger.com1tag:blogger.com,1999:blog-2303514752883897304.post-59215227406503365182019-07-17T12:37:00.000-07:002019-07-17T13:01:00.881-07:00The Times They Are A-Changin' - Artificial Intelligence and Machine Learning Is Changing The Way We Think About Fundraising<!--[if gte mso 9]><xml>
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<br />
<div class="MsoNormal">
<span style="font-size: large;">In 1963, Bob Dylan wrote the classic song “The Times They Are
A-Changin” and even though that song is 56 years old (*gulp*), it’s still
relevant today. I feel it and I
definitely see it happening in the non-profit world and more specifically in
the fundraising sector of that world.</span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">Artificial Intelligence (AI) or Machine Learning (as those
intimately involved in the field call it) is having a monumental impact in the
fundraising arena right now. </span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">Some view AI as something “new” – but the funny thing is AI
has been around longer than that Bob Dylan song. It’s just somewhat new to fundraising. </span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">The conversations surrounding machine learning is
interesting to say the least. Some want to dismiss it. Some want to make light of it. Some are confused by it and there are some
who are even anxious about its impact. </span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">Fortunately, some have embraced it. </span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">We all know that the non-profit world is often slow to adapt
to change. A vast majority of NPO’s
continue to fundraise the way they’ve always done it. Even though we all hate the phrase “this is
the way we’ve always done things” – this still seems to be prevalent throughout
the fundraising sector.</span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">I am by no means what-so-ever, an expert in AI and machine
learning. I am intensely curious about
it though and I continue to do my own homework in trying to understand it all. Through this process – I have read, heard and
seen things that make me shake my head in disappointment. There are thought leaders in the development
field who are naïve about AI and yet they are quick to give their opinion on
it; opinions that are not based in fact from what I can tell.</span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">I would guess that most prospect development professionals
and those associated with the field are naturally curious. That’s a good thing. So, when I see things being written and said
that show a gross misunderstanding about how machine learning can impact
fundraising, I cringe. I am dismayed and
at times even a little angry.</span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">I’m not going to call anyone out here. </span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">Instead – I’m going to challenge anyone in the development
arena to do their own homework. It doesn’t
matter if you are a prospect researcher, a fundraiser, a data analyst or hold
any other position in the field – you need to investigate. Explore.
Ask questions. Talk to the
experts. Seek out the truth on how machine learning can help your organization raise
more money.</span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">It doesn’t even matter if your organization is headed in
this direction. You need to understand
it so that when that opportunity comes (and it will) you will be prepared to
talk about it intelligently. This is
especially true if you’re in the prospect development field.</span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">If you’re a part of the PD tribe – you know we’re often the
ones who learn about innovation and new technologies first. We’re the ones who introduce these things to
our leadership teams and our front line fundraisers.</span><br />
<br />
<span style="font-size: large;">I know you might have expected me to share what I've learned so far, myself. I'm just not ready to do that. At some point, I hope to do that - but for now, I invite you to go on your own journey. This is me, poking my head up from the process to say - "Hey, some of you are doing our community a disservice with what you're saying about AI."</span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">At the end of the day – it’s not about us. It’s about the organizations we serve. </span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">The fact that giving, as a percentage of the GDP in the U.S.
has been stagnant for a while now means that our industry is ripe for
change. I believe that AI and machine
learning can impact that bottom line and transform the way we think about how
to raise money.</span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">How that’s done isn’t something I’m totally qualified to
speak to just yet. I’m still
learning. But I see it and I feel
it.</span><br />
<br />
<span style="font-size: large;">You and I both know that NPO’s are slow to change. That doesn’t mean we can’t do our part to
help our individual organizations realize they need to change. </span></div>
<span style="font-size: large;">
</span><br />
<div class="MsoNormal">
<span style="font-size: large;">Machine learning is coming to the non-profit world like a
tidal wave. So… with that in mind – let’s
go back to that Bob Dylan song…</span><br />
</div>
<div class="MsoNormal">
<span style="font-size: large;">Come gather
'round, people<br />
Wherever you roam<br />
And admit that the waters<br />
Around you have grown<br />
And accept it that soon<br />
You'll be drenched to the bone<br />
If your time to you is worth savin'<br />
And you better start swimmin'<br />
Or you'll sink like a stone<br />
For the times they are a-changin'</span><br />
<span style="font-size: large;"> </span></div>
<div class="MsoNormal">
<span style="font-size: large;">Five years from
now – those that don’t embrace AI as a tool to drive their fundraising efforts
are going to wonder how they missed it. Don’t
be that person. Be ready. Have your surf
board in hand and be ready to ride that wave!</span></div>
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 6"/>
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<br />
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">If
you work at any one thing long enough, you get to experience both success and
failure. Hopefully, you learn what works and what doesn’t work. If you are a
slow learner like me, it may take you years to figure it all out, but once you
do – you gain a great deal of confidence in how to tackle your work.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">I’ve
worked in prospect development for 27 years. Long before it was even called
prospect development.<span style="mso-spacerun: yes;"> </span>I’ve worked at six
non-profits which includes three universities, two hospitals and one cause
specific organization. I think I’ve learned a thing or two about development
and fundraising as a whole.<span style="mso-spacerun: yes;"> </span>That
includes the people who fill the various roles in the fundraising effort.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">My
life experiences mean something.<span style="mso-spacerun: yes;"> </span>At
least I hope they do.<span style="mso-spacerun: yes;"> </span>There are times
when my head becomes so full of ideas and thoughts about fundraising that I
feel like I’m going to explode.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">There’s
a scene in the original Rocky, where Mickey (Burgess Meredith) goes to Rocky’s
apartment to ask him if he can be Rocky’s manager.<span style="mso-spacerun: yes;"> </span>He says “I have all this knowledge up here
(pointing to his head) and I want to give it you.”</span></div>
<div class="MsoNormal">
<br /></div>
<div class="separator" style="clear: both; text-align: center;">
<iframe allowfullscreen="" class="YOUTUBE-iframe-video" data-thumbnail-src="https://i.ytimg.com/vi/RKU5psYyG_U/0.jpg" frameborder="0" height="266" src="https://www.youtube.com/embed/RKU5psYyG_U?feature=player_embedded" width="320"></iframe></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">That’s
how I feel sometimes; maybe even a lot of the time. I want my fundraisers to
benefit from my having had a front row seat in the development arena for all
these years.<span style="mso-spacerun: yes;"> </span>I want the organization I
work for to be successful and also benefit from my years of experience.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">I’m
at that point in my life where I know what I know.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">I’m
certain I understand what it takes to be an effective fundraiser and what it
takes for an organization to achieve its fundraising goals.<span style="mso-spacerun: yes;"> </span>I can spend a short amount of time with a
fundraiser and know if they “get it” or if they’re just going through the
motions.<span style="mso-spacerun: yes;"> </span>I’m confident that if I’m
working with the right group of fundraisers, we can achieve a very high level
of success.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">Let
me explain.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">First
of all, fundraising is hard work.<span style="mso-spacerun: yes;"> </span>It’s
extremely hard work.<span style="mso-spacerun: yes;"> </span>It’s challenging
and it can wear you down if you let it.<span style="mso-spacerun: yes;">
</span>That’s because the effort you have to put forward has to be monumental
in scale.<span style="mso-spacerun: yes;"> </span>Some people never understand
that and fail to embrace it.<span style="mso-spacerun: yes;"> </span>They start
to look for short cuts and an easier way or worse – they shy away from it all
together.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">Now,
I’m all for finding an easier way – but what that usually means to me is
finding a more strategic way of doing things.<span style="mso-spacerun: yes;">
</span>Even then – the work is still going to be hard and the effort is still
going to be on a monumental scale.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">Again,
you can’t escape that.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">Fundraisers
are going to have to make a lot of calls just to get appointments and they’re
going to have to do a lot of qualification work just to find those individuals
whose passion and ability to give align with the mission of their
organizations.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">This
is where prospect development can help.<span style="mso-spacerun: yes;"> </span>It’s
all about the story; the story behind the donor and the story tied to their
giving.<span style="mso-spacerun: yes;"> </span>This is what we know how to do.
It’s the core of what we do.<span style="mso-spacerun: yes;"> </span>We are the
dot connectors.<span style="mso-spacerun: yes;"> </span>We’re the one who can
make sense of a large database and help a fundraiser focus on the right
people.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">What
we can’t do is provide you with a magical list of names that are sure to give
and give significantly.<span style="mso-spacerun: yes;"> </span>No one can do
that.<span style="mso-spacerun: yes;"> </span>No one.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">However,
we can make the process easier, but it’s still not going to be “easy.”<span style="mso-spacerun: yes;"> </span>We can help you be more strategic, but you
still have to put in a great deal of effort.<span style="mso-spacerun: yes;">
</span>It’s still going to be hard and somewhat overwhelming, but we know how
to give you a pathway to success.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">I
keep emphasizing how hard the work is.<span style="mso-spacerun: yes;"> </span>I
do that because I don’t ever want you to underestimate that.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">Every
donor is unique.<span style="mso-spacerun: yes;"> </span>Every donor’s story is
special.<span style="mso-spacerun: yes;"> </span>Our job (and when I say “our”
job, I mean yours and mine) is to uncover each donor’s story.<span style="mso-spacerun: yes;"> </span>That takes time. That takes effort.<span style="mso-spacerun: yes;"> </span>That takes an approach that’s authentic and
unique to each and every donor.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">More
times than not – we aren’t going to learn the story and in those cases – our
chances for success will be slim.<span style="mso-spacerun: yes;"> </span>That’s
okay.<span style="mso-spacerun: yes;"> </span>We’ll move on from that and on to
the next story.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">Sound
overwhelming? </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">Well,
it is.<span style="mso-spacerun: yes;"> </span>But when we find that special
donor – whose story and whose passion aligns with our organization’s mission,
it’s going to be magical.<span style="mso-spacerun: yes;"> </span>It may even be
transformational. </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">The
goal for prospect development has always been to find the people in our
databased (and in rare occasions outside of it) who’s passion, interests and desire
to give match the mission of our organizations and the projects and programs
that sustain it.<span style="mso-spacerun: yes;"> </span>That group can’t be
identified by the assets they hold.<span style="mso-spacerun: yes;"> </span>They
can’t be identified by the titles they have and they can’t even necessarily be
identified by the gifts they’ve given to other organizations.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">Those
things can be factors, but it’s not the best way to segment your database.<span style="mso-spacerun: yes;"> </span>Some fundraisers have a hard time accepting
that.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">We’re
not necessarily looking for the wealthy.<span style="mso-spacerun: yes;">
</span>I think way too many fundraisers think that major gift bar is higher
than it really is.<span style="mso-spacerun: yes;"> </span>I believe every donor
should be given the opportunity to be a major donor.<span style="mso-spacerun: yes;"> </span>And those donors come in all shapes and
sizes, but at their core they have “something” in common.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">We
are looking for a very specific individual who has not only has the ability to
give, but also has an affinity for what we are doing.<span style="mso-spacerun: yes;"> </span>They’re likely to be very similar to others
in our database who are already giving major gifts, but not necessarily similar
in the way you might think.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">Their
titles are irrelevant.<span style="mso-spacerun: yes;"> </span>Their hard asset
data is even irrelevant. </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">They
have very specific attributes that aren’t on their resumes or in their LinkedIn
profile.<span style="mso-spacerun: yes;"> </span>And most importantly, those
attributes are specific to our organizations.<span style="mso-spacerun: yes;">
</span>Our donors (yours and mine) have a certain DNA and the more people we
can find with a similar DNA, the more likely we are to find success in our
fundraising.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">And
then there’s the timing of it all.<span style="mso-spacerun: yes;"> </span>So many
variables have to come together in order for us to achieve our fundraising
goals.<span style="mso-spacerun: yes;"> </span>There is definitely a process
behind it all.<span style="mso-spacerun: yes;"> </span>I say that knowing that a
great many fundraisers don’t necessarily like process.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">Prospect
Development can help with that.<span style="mso-spacerun: yes;"> </span>We can
do a lot of things.<span style="mso-spacerun: yes;"> </span>In fact, we can do
so much more if you just trust us enough to let us.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">Have
I piqued your interest?</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 14.0pt; mso-ascii-font-family: Calibri; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-hansi-font-family: Calibri; mso-hansi-theme-font: minor-latin;">I’ll
end this post here.<span style="mso-spacerun: yes;"> </span>The “how” of all of
this is for another day.<span style="mso-spacerun: yes;"> </span>The take-away
from this post is all about how difficult fundraising is and how important it
is to have a process and a strategy in place to make things a little bit
easier.<span style="mso-spacerun: yes;"> </span>There’s a science to it all and
we’ll jump into that next time.</span></div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-33681210832982438582019-05-28T12:36:00.002-07:002019-05-29T07:35:51.878-07:00Hiring Smart People is only the First Step<!--[if gte mso 9]><xml>
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UnhideWhenUsed="true" QFormat="true" Name="heading 8"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 9"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 9"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
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<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 2"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 3"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 4"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 5"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 6"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 7"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 8"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 9"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="header"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footer"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index heading"/>
<w:LsdException Locked="false" Priority="35" SemiHidden="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of figures"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of authorities"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="toa heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
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<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
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<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
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<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
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<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
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<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
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<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
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<br />
<div class="MsoNormal">
Not a week goes by without me seeing a quote from Steve Jobs
on hiring: “It doesn’t make sense to hire smart people and tell them what to
do; we hire smart people so they can tell us what to do.” </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
This quote pops up regularly; be it on LinkedIn or some
other platform. It always generates lots of “likes” and even a comment or two,
but when was the last time you felt this was actually happening?</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
If you’re a leader in a non-profit and more specifically in
the development side of that non-profit – I’d like to know - do you practice
this?</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Seriously. Do you?</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I am focusing on the development side of the house, because
that’s the room I live in.<span style="mso-spacerun: yes;"> </span>So – let me
ask you this question in another way.<span style="mso-spacerun: yes;"> </span>Do
you hire people so that they can fill orders and be reactive to your needs or
do you hire people who are going to find solutions to your organization’s
fundraising goals and then give them the freedom to carry out a plan?</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Think about that for a few moments.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Do you give project assignments and then tell your team how
you want it done – or do you present the goal and let them figure it out?<span style="mso-spacerun: yes;"> </span>Before you answer that question – let me ask
you another one.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Why did you hire the team you have?<span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Again, think about that for a few moments.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Any resume can tell you certain things about a person, but I’m
guessing the reason people get hired has more to do with how they tell their
story to perspective employers more than the things that are on their resume.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The stories are about how they accomplish things in their
life.<span style="mso-spacerun: yes;"> </span>It’s about the challenges they
overcame and the lessons they learned.<span style="mso-spacerun: yes;"> </span>I’m
going to guess that most of their success came from the solutions they found on
their own; the things they learned and implemented.<span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Why not capitalize on their experience?</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Do you really think you have all the answers?<span style="mso-spacerun: yes;"> </span>Or can you benefit from someone who has had
success and been a part of success in their past?<span style="mso-spacerun: yes;"> </span>Do you invite meaningful conversations and
discussions?<span style="mso-spacerun: yes;"> </span>Are you open minded?<span style="mso-spacerun: yes;"> </span>Are you willing to trust?</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
How many times have you hired someone because you thought
they had something your organization needed?<span style="mso-spacerun: yes;">
</span>How many times have you actually let them do something that proves you
were right?</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
In my 25+ years in development and more specifically in
prospect development, I’ve met a lot of incredible individuals.<span style="mso-spacerun: yes;"> </span>Some of them are brilliant.<span style="mso-spacerun: yes;"> </span>What makes them brilliant is that they’re not
doing things the way they’ve always been done.<span style="mso-spacerun: yes;">
</span>They see opportunities in innovation and they look for strategic ways to
move forward.<span style="mso-spacerun: yes;"> </span>They’re great
listeners.<span style="mso-spacerun: yes;"> </span>They know how to tell a story
and they are out to find solutions and not credit.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
They also never stop learning.<span style="mso-spacerun: yes;"> </span>Best practices are a guide to the past, but
not necessarily a path to the future.<span style="mso-spacerun: yes;">
</span>Technology evolves and those who understand that are more likely to
succeed.<span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Fundraising is so full of “that’s the way we’ve always done
it.”<span style="mso-spacerun: yes;"> </span>It’s sad.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
When was the last time your organization took a monumental leap
in their fundraising?<span style="mso-spacerun: yes;"> </span>How would you like
to make that leap? Are you willing to do something different?<span style="mso-spacerun: yes;"> </span>Are you willing to hire people who can tell
you how to make that happen?<span style="mso-spacerun: yes;"> </span>Have you
actually already hired someone like that, but haven’t given them the green
light to go for it?</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I believe there are a great many of my colleagues in the
fundraising realm who are frustrated because they’re not having an impact.<span style="mso-spacerun: yes;"> </span>They want to be engaged at a level that makes
them feel valued and trusted.<span style="mso-spacerun: yes;"> </span>They don’t
want to be second guessed and they don’t want to just fill requests for
research or do the things that anyone can do with the proper training. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Fundraisers who understand the strategic value of an
experienced prospect development professional know what I’m talking about.<span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
When innovation occurs, we’re usually the first ones to hear
about it.<span style="mso-spacerun: yes;"> </span>We know what’s coming before
it becomes a trend.<span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
We knew about Google long before you had any idea there was something more than Yahoo.<span style="mso-spacerun: yes;"> </span>We embraced analytics and modeling while you
were still clinging to wealth indicators.<span style="mso-spacerun: yes;">
</span>We understood why the millionaire next door wasn’t on your radar and we
are growing tired of trying to convince you to go see the people we believe are
the best major gift prospects even though they don’t fit your own idea of what
that person should look like.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
We are here to help make you successful so that the
organizations we call home – are able to maximize their potential.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The last thing any CEO or president wants to worry about is
fundraising.<span style="mso-spacerun: yes;"> </span>They want to focus on the
mission and goals of their organizations.<span style="mso-spacerun: yes;">
</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Great prospect development professionals can make that a
reality.<span style="mso-spacerun: yes;"> </span>If you’re willing to hire a
smart person to do something special for your organization – for goodness
sakes, let them do exactly that.<span style="mso-spacerun: yes;"> </span>Get out
of their way.<span style="mso-spacerun: yes;"> </span>Embrace what you might not
understand and trust those who do.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Or…Keep doing what you’ve always done.<span style="mso-spacerun: yes;"> </span>The choice is yours. Don’t be afraid to act.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Please don’t misunderstand this as an “us vs. them”
rant.<span style="mso-spacerun: yes;"> </span>We are all in this together, the
problem is we just haven’t been “together.”<span style="mso-spacerun: yes;">
</span>It’s time that we were – but more of you on the frontline fundraising
side of things need to do more than invite us to the party; you need to ask us
to dance and even let us introduce you to a new way to dance.</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-8602529300585001672018-08-29T20:33:00.000-07:002018-08-30T07:47:33.829-07:00A Self-Fulfilling Prophecy<!--[if gte mso 9]><xml>
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 3"/>
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<br />
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Even though, I’ve been in prospect development for more than 25
years, I continue to learn new things every day.<span style="mso-spacerun: yes;"> </span>It amazes me. Just when I think I have things figured
out, this field can humble me.<span style="mso-spacerun: yes;"> </span>Often, when I think I’ve found the right way to do something, something else comes
along to challenge that best practice and show me another, better, more
strategic approach.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">To be honest with you, sometimes that just ticks me off.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I don’t mean that in a bad way (if that’s even possible).<span style="mso-spacerun: yes;"> </span>That bit of an angry feeling comes more in
the form of “Oh crap… I wish I had known that sooner.” It also often leads to
“Great, now I have to learn<i> that</i> thing.”</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">That bit of anger usually fades away and is replaced by a genuine
curiosity about how to actually get better, be more strategic, and
focused.<span style="mso-spacerun: yes;"> </span>That doesn’t necessarily happen
overnight.<span style="mso-spacerun: yes;"> </span>You see, it’s not my nature
to be an early adopter, but when something new comes along, I definitely pay
attention.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Unfortunately, while I’m paying attention – that new thing usually
flies past me and I have to play catch-up.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">That’s how I feel right now about Artificial Intelligence
(AI).<span style="mso-spacerun: yes;"> </span>I don’t completely understand it,
but I see it coming like a title-wave.<span style="mso-spacerun: yes;">
</span>Some people like the folks at City of Hope (Nathan Chappell and Nathan
Fay) are riding that wave, hanging ten on their surfboards and waving at the
people on the beach, who are wishing they were on that wave with the two
Nathan’s. </span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Nathan Fay and I sat down to lunch several weeks back and I could
see how committed he was to AI and I walked away having no doubt that he was
going to help City of Hope raise more money.<span style="mso-spacerun: yes;">
</span>I was envious.<span style="mso-spacerun: yes;"> </span>Not jealous,
because I love City of Hope – just envious that he had the support and
resources to move forward.<span style="mso-spacerun: yes;"> </span>Good for
him.<span style="mso-spacerun: yes;"> </span>Good for City of Hope.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">AI is overwhelming to me. It’s huge. It’s mega-big. It’s a
game-changer.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I’m all about finding the story behind a donor’s gift and their
connection to my organization and its mission.<span style="mso-spacerun: yes;">
</span>It takes a lot of work to find that story and then turn around and tell
it to the right people.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">And when I say a lot of work, I mean it.<span style="mso-spacerun: yes;"> </span>When I was at the Pancreatic Cancer Action
Network (PanCAN), I came to realize I could spend every moment of every working day –
finding and telling those stories.<span style="mso-spacerun: yes;"> </span>Every
moment.<span style="mso-spacerun: yes;"> </span>Every day.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">It’s a daunting task when you’re looking at a database of more
than a million records.<span style="mso-spacerun: yes;"> </span>Heck, it’s even a
daunting task when you’re looking at a few hundred thousand records.<span style="mso-spacerun: yes;"> </span>If AI can look at all that data and then go
beyond to learn the story, I want in on that (By the way, it can).</span><br />
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;"> </span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Are you kidding me?</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I don’t know about you, but I often feel a sense of urgency in the
work I do.<span style="mso-spacerun: yes;"> </span>I especially felt that
working at PanCAN and City of Hope because quite
frankly, people were dying every day.<span style="mso-spacerun: yes;">
</span>Meeting volunteers, who lost someone to cancer will do things to
you.<span style="mso-spacerun: yes;"> </span>Being someone who has lost family
to cancer does things to you.<span style="mso-spacerun: yes;"> </span>In my
case, it motivates me to do better.<span style="mso-spacerun: yes;"> </span>Be
faster.<span style="mso-spacerun: yes;"> </span>More strategic.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I have a strong work ethic, but if I can work smarter – I want
that.<span style="mso-spacerun: yes;"> </span>I know if I can combine the two,
I’ll be a force to be reckoned with.<span style="mso-spacerun: yes;"> </span>I’m
just one person, but I can make a difference.<span style="mso-spacerun: yes;">
</span>We all can.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Why am I writing all of this?</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I recently listened to David Lawson’s podcast where he explains "<a href="https://player.fm/series/prospect-research-chatbytes/ep-26-david-lawson-explains-how-big-data-can-translate-into-big-good" target="_blank">How Big Data can translate into Big Good.</a><span style="mso-spacerun: yes;">" </span></span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">As always – David makes me think.<span style="mso-spacerun: yes;">
</span>He has this way of presenting new ideas that really piques my
interest.<span style="mso-spacerun: yes;"> </span>Mind you, my interest was
already piqued by conversations with Nathan Fay, but David’s podcast hit me in
the face like a cold wave from the Pacific Ocean.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">David addressed the bias we have in the work we do and the bias
that often exists in our data.<span style="mso-spacerun: yes;"> </span>He told
the story of a visit with an Ivy League school a number of years ago where he
was trying to convince someone that younger donors could have a major
impact.<span style="mso-spacerun: yes;"> </span>The response was “Our major
donor’s average age is 72 years old.”<span style="mso-spacerun: yes;">
</span>David replied with “As long as that is who you’re going to focus on, that is
going to be true.”</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Bam.<span style="mso-spacerun: yes;"> </span>A self-fulfilling
prophecy.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">In my last blog post, I wrote about the predictive modeling
results we just implemented.<span style="mso-spacerun: yes;"> </span>I mentioned
that I saw this trend where our highest scores were often represented by
constituents who were alums, parents and either faculty or staff.<span style="mso-spacerun: yes;"> </span>Those that had all three attributes “looked”
like our best prospects.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I acknowledged that this made sense since they were the most
engaged. It was our own self-fulfilling prophecy. I knew it was biased.<span style="mso-spacerun: yes;"> </span>I also realized that if we continued to focus
on these constituents, our model wouldn’t change.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">David’s podcast reinforced the idea that we often do things that
become self-fulfilling prophecies.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">It’s one of the reasons I set aside those prospects/donors who had
all three attributes and began my implementation of the results by looking at
other alums who had high scores – knowing we didn’t have the best engagement
with our existing alums.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I wanted to change the focus of our major gift team (who has a
history of focusing on new parents) and help them focus on a group of people
that would have a more long term impact on our fundraising efforts.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">As I listened to David’s podcast, my head began to spin.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I began to think about the fact that even though there is value in
predictive modeling, there is even greater value in utilizing big data and more
specifically, AI to do even more.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I know there is bias in modeling.<span style="mso-spacerun: yes;"> That's not necessarily a bad thing, if you know that in advance.
</span>It has taken me some time to realize that. You see, it’s often a bit of a
process for me to figure out what that bias actually is.<span style="mso-spacerun: yes;"> </span>AI helps us avoid some of that bias, if not
all of it.<span style="mso-spacerun: yes;"> </span>At least, I think it
does.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">At PanCAN – we took the modeling results and really analyzed it to
the point where we started to develop our own model of who our best prospects
were.<span style="mso-spacerun: yes;"> </span>When I say “we” – I really mean
our data analyst at the time – Victoria Merlo and I worked together.<span style="mso-spacerun: yes;"> </span>She did the heavy analysis and really led the
effort.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">We found very specific characteristics/data points in our donor
records that really helped us focus on a specific group of people to target for
major gift cultivation.<span style="mso-spacerun: yes;"> </span>The modeling
scores were a part of the profile, but now we were armed with additional data
to help us be more strategic.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Like I said earlier, I’m always learning.<span style="mso-spacerun: yes;"> </span>Every time I take on a project like a wealth screening
or predictive modeling, I become more aware and more informed.<span style="mso-spacerun: yes;"> </span>My goal is to find what is truly predictive.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">That’s the thing.<span style="mso-spacerun: yes;"> </span>That’s
the secret sauce.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">How can we know who is really most likely to give and how do we
engage them?<span style="mso-spacerun: yes;"> </span>The answers appear to be in
AI through machine learning.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">AI can learn things faster than I can.<span style="mso-spacerun: yes;"> </span>It operates without bias and when operating
in that realm, the data is never going to lie.<span style="mso-spacerun: yes;">
</span>This is real science.<span style="mso-spacerun: yes;"> </span>This is
game changing.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I want in.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Right now, I have no choice but to do the work that needs to be
done manually at times. It’s just my reality.<span style="mso-spacerun: yes;"> </span>I
will continue to move forward; armed with the self-awareness, that there is
bias in what I do and that it’s not going to be perfect.<span style="mso-spacerun: yes;"> </span>It can still be effective, but it’s far from
perfect. My new objective isn't to just follow a predictive model - my goal is to change the model in a way that will make us more effective. It's an idea that Lawrence Henze of <a href="https://www.blackbaud.com/target-analytics" target="_blank">Target Analytics</a> actually put in my head when we took delivery of our predictive modeling results.</span><br />
<br />
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Models change. We can impact that change. Lawrence has helped me realize that.</span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I will continue to move us forward and continue to advocate for the use
of AI.<span style="mso-spacerun: yes;"> </span>I know I may only be able to take
baby steps; when in reality, I want to sprint forward and dive into the wave
where I can join the Nathan’s of the world.<span style="mso-spacerun: yes;"> </span></span><br />
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;"><span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I’m trying to do that, by introducing companies like <a href="https://www.gravyty.com/" target="_blank">Gravyty</a> to
our organization.<span style="mso-spacerun: yes;"> </span>Unfortunately, we’re
not using their product just yet.<span style="mso-spacerun: yes;"> </span>Fortunately, by
introducing them to our team, we have opened the door for a conversation about
AI.<span style="mso-spacerun: yes;"> </span>It’s a start and I am hopeful.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I know there may be resistance, but I can be like a dog on a bone
when I think something is important.<span style="mso-spacerun: yes;"> In the meantime, we are all doing the best we can with the resources we have. </span></span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .5in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">It’s all about the big picture.<span style="mso-spacerun: yes;">
</span>Non-profits want to change the world and make it a better place.<span style="mso-spacerun: yes;"> </span>Those of us in prospect development can help
drive that effort. If I’m going to have a self-fulfilling prophecy; let it be
this.</span></div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-15360712686866684322018-08-26T15:53:00.000-07:002018-08-27T08:19:48.647-07:00A Practical Approach to Implementing the Results of a Predictive Model<!--[if gte mso 9]><xml>
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<br />
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I can be such a geek. I love evaluating and constructing
major gift portfolios. I love everything about the process; especially,
when I have the data that allows me to lay a foundation for everything I do as
it relates to assigning, un-assigning, reassigning and evaluating a portfolio
of donors and perspective donors for a major gift officer.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I want my organization’s major gift officers to succeed. I really
want them to excel. I want them to rocket past their goals and have a
monumental impact on the fundraising efforts of the organization we
serve. I believe by working together, we can make a difference. I’m
committed to this partnership and I have high expectations for success.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">It all starts with each major gift officer’s portfolio. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">It’s all about having the right constituents in their sights as
they go through the development process with each individual. I believe
it is my responsibility to drive this effort. It is my mission to do this
well and to do so in partnership with my major gift officers. I take
great pride in this work and I’m determined for us to succeed together.
We absolutely have to do this together.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I am about to tell you a story. It’s about how we attacked
the process of constructing the best possible portfolios for our team of
fundraisers. It’s only the beginning of the story, but it is the first
step in a journey of discovery and collaboration. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">We recently took delivery of our results from Blackbaud Target
Analytics’ predictive modeling services. It is a product/tool I’m intimately
familiar with. I have partnered with Target Analytics at four
organizations. I’ve learned a lot about predictive modeling along the way. My
history with all of this includes mistakes made and lessons learned.
Every time I go through this process, I learn something new. Every
project is unique to each institution. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Here’s the story…</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">For many years – those of us in prospect development primarily
relied on wealth screening to help us uncover and discover who our best
prospects for major gifts might be. We essentially created lists of
wealthy individuals and assigned them accordingly. The process was flawed
for a variety of reasons; most of all, because the process is void of
addressing a constituent’s likeliness to give and/or their affinity for the
mission.<span style="mso-spacerun: yes;"> </span></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I won’t belabor the point. Let’s just say that modeling makes
our efforts more productive. It allows us to be more strategic and a
little more precise about the process of identifying the best possible
prospects for our major gift efforts.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Our team embraced the idea of utilizing modeling as a means to
make their portfolios more strategic. They loved the idea that we could
utilize a “target gift range” that was specific to our institution and couple
that with a “likelihood to give” score. That “buy in” was critical to our
success. </span><br />
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;"> </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Our team had a history of looking at one’s overall giving
capacity. A number derived from a percentage of a person’s confirmed
assets. Even though some of the ranges were large – they were not
specific to what was necessarily possible or even predictable. Using
predictive models changes all of that.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">As we walked through the process – the team continued to embrace
the modeling scores and see the strategic advantage it provided. I’ll
explain this more as we go along.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Once we took delivery – we imported the scores into our Raiser’s
Edge (RE) database. From there we were able to run queries and export data into
worksheets.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Once the data was in, I took a look at each fundraiser’s portfolio
in conjunction with the scores of each of their constituents. I then made
recommendations.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Individuals with high major gift likelihood (MGL) scores (700 or
higher on a scale from 1-1000) and target gift ranges (TGR) greater than or
equal $5,001-$10,000 (single gift) were highlighted. Constituents who had
yet to make a gift in their target gift range were recommended for an
upgrade. Those already giving within their target gift range or higher
were simply noted and recommended for further cultivation and solicitation.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">In some cases – I looked at their confirmed assets (identified
through Target Analytics Research Point). If significant, it was
noted. I also looked at their philanthropy – if significant, it was also
noted. These two things didn’t drive our efforts. They simply
served as side notes. More on that later.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Those with lower TGRs, but were giving above their TGR were set
aside for evaluation and discussion with the fundraiser. Example:
TGR was set at $501-$1,000; however, donor was giving at $5,000 level.
Individuals like that deserved a closer look.<span style="mso-spacerun: yes;">
</span>Those with low TGR and low giving were recommended for un-assignment;
however, they were also set aside for discussion. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Armed with this data – I sat down with each fundraiser and their
supervisor and began to go through their portfolio name by name. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">In many cases the higher scores were reaffirming. In some
cases – the scores came as a pleasant surprise and the fundraiser welcomed the
idea of working to upgrade the donor’s giving. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">As we looked at donors who were already giving above their TGR’s –
there wasn’t any angst in the fact that their total giving didn’t match their
scores – even if they were giving well above their TGR. We simply
acknowledged the scores represented a very specific view at a person’s
potential and not the only view. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Our modeling scores are based on how much a donor looks like other
major gift donors who are already giving at a major gift level to our
organization (that’s a simplified definition). If someone doesn’t look
like our typical donor – but gives at that higher level, we considered it a
good thing. We didn’t lose any confidence in the rating. We simply noted
it and moved on.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">This was critical. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I have worked with some fundraisers who focused on what “wasn’t
there.” In other words; some assume if a score and a person’s actual
giving didn’t match for someone they knew – they assumed every score must be
flawed. That’s simply not true. There are lots of variables that
could impact a score – but it isn’t worth the time or resources to figure out
why. Every model has variables. It’s okay.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Next, we looked at those recommended for un-assignment. In
each case, if the fundraiser still believed the individual was a major gift
prospect, we kept them in their portfolio. I emphasize that the process
looked at their donors through a very specific lens and I value their opinion
more than the score, if the two didn’t match up. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I trust fundraisers to make the right call and I believe they
should be allowed to trust their instincts. Even if their prospect ends up not
being a major gift donor – it doesn’t deter me from giving them the benefit of
the doubt. We all learn from the process.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">In most cases – the fundraiser agreed to have prospects with low
scores un-assigned. The scores often affirmed their beliefs. In
some cases – it gave them the “freedom” to un-assign some of their
constituents. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">The freedom and reassurance in being able to un-assign individuals
was key in helping them embrace the process. In some cases, they
literally looked to me for reassurance. In each case – I told them, “If
this person wasn’t assigned and I was evaluating their potential, I wouldn’t
assign them to you.” It worked. The fundraisers were comfortable with the
decision to un-assign.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">There were some cases where the fundraiser decided one more effort
was appropriate to try and upgrade a donor’s giving.<span style="mso-spacerun: yes;"> </span>They agreed that if the effort was unsuccessful,
they would have the individual un-assigned. Each individual constituent
was evaluated separately. We remained flexible at all times.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">It’s interesting to note that some individuals with low scores
actually had high confirmed assets. That didn’t deter us from
un-assigning them. It may have caused us to pause in some cases – but we
still un-assigned them in most instances.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I really loved that. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Just because someone has wealth and the capacity to give, doesn’t
mean they will. Even if they made large gifts elsewhere, it still didn’t
mean they would also give to us. A low MGL scores gave us the confidence
to not pursue the relationship for a larger gift.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">That’s an incredibly valuable and important point.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Think about all the prospects you may have assigned in the past
based solely on their wealth. Think about the time, effort and resources
it may have taken to qualify them further. Think about how many of them
ended up not being major gift donors. Now, think of the savings in using
a predictive model to help segment your database for a more strategic approach.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">When all was said and done, we were able to pare down portfolios.
In some cases, we un-assigned as many as 40 or more constituents from a single
portfolio. That effort; in and of itself, was valuable. We saved
time and resources by removing a great many constituents, who aren’t likely to
become major gift donors.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">We didn’t judge the prior portfolios. We didn’t dwell on the
people being un-assigned. We just made changes and moved on. We
focused on where we were going.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Now that we had smaller portfolios – we were ready to take the
next step and make way for new assignments.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">My next step was to look at our results for our un-assigned
prospects. I started with our alumni. Like many universities, our
alumni engagement could be better. More specifically, our alumni giving
could be higher. We have been heavily depended on new parents for our
fundraising efforts and one of the goals I set when I arrived was to identify
more alumni as potential donors.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Our modeling project allowed us to pivot and focus on our
alums. We are still going to engage parents and other constituents, but
beefing up our efforts with alumni is going to be critical to our long-term
success.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">As I analyzed our results, it became clear to me that a very
specific segment of our database was scoring the highest. Of our alumni,
those who scored the highest also happened to be parents and either faculty or
staff. They represented three constituent types, all rolled into one.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">This made sense. Who were our most engaged alumni?
It’s those who not only went to school here, but also worked here and sent
their kids here. It made total sense that they would have the highest
modeling scores.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">That being said – we decided to set this group aside. They
would be worthy of a separate campaign and effort (Perhaps a topic for a future
blog post).</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">My immediate goal was to find other alumni – who only had the
constituent type of “alum,” but had scores indicating they could be great major
gift prospects. I looked at two groups – those previously assigned and
those who had never been assigned. I also factored in their giving – and
if they had recent giving, they became a higher priority for assignment.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I always operate with the foundational belief that our best
prospects are the people who are already giving to our organization.
That’s why giving is always a factor. It’s not the only factor, but it is
important. The exception within higher education is new parents. In
a hospital setting, the exception would be new patients or the family of new
patients.<span style="mso-spacerun: yes;"> </span>Those constituencies obviously
don’t have a giving history – but because of their immediate connection to our
organization(s) make them viable.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">If an alum had been previously assigned – I checked our database
to see if it made sense to reassign them this time around. If I couldn’t
tell – I went ahead and recommended assignment. Our executive team also
reviewed my recommendations.<span style="mso-spacerun: yes;"> </span>They did
this quickly.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Together, we set parameters for each fundraiser’s assignment.
We based assignments on geography, their giving, their backgrounds, etc. This
gave me the freedom to make recommendations on my own and assignments were made
in a short period of time. We didn’t have long meetings to go over each and
every name.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">It’s important to note our university’s development team is unique
in that our officers are not based in specific schools or departments. Our
officers are physically located in one office building. They are part of
a central team. We believe in open cultivation and this allows us to
truly be donor centric. Officers can have alumni from any of our schools
within their portfolio. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">It’s really a beautiful thing (perhaps yet another topic for a
future blog post). Back to the process…</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">It didn’t take long. It’s amazing how fast you can move when
you have great collaboration.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">We are now ready to move forward. Our fundraisers’
portfolios have a higher percentage of alumni than previously. More
importantly, each portfolios is now more strategic and full of potential.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Now the work really begins. The fundraisers will be doing
their part to engage constituents and the prospect development team will be
doing our part to ensure we have a pipeline of prospects at the ready.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">This is also where the fun activates and the magic starts to take
shape. I’m excited. We’re all excited.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">A final few words of advice…</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Trust the models. Don’t focus on assets. Don’t spend hours
and hours confirming assets. It’s not worth the time when you’re simply
constructing portfolios and making assignments. You can confirm assets
later. Do that once your fundraiser has engaged with the prospect, qualified
them as major gift prospects and begin to move them towards an ask. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I believe this is where many organizations get bogged down in the
process. Don’t do it. That process can take weeks even months. You can
(and should) confirm assets when the donor is further along in the cultivation
process and as part of a more comprehensive profile, but not at this point.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Speaking of which…</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">You don’t need to take the time to develop comprehensive bios for
each name either. It’s just not necessary. There is a time when
this may be appropriate – but most definitely not at this stage. I
thought about typing this paragraph in all CAPS to emphasize the point, but I
think you get the picture, right?</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">You can put a lot of time and resources into developing a profile
for someone your major gift officer may never get an appointment with.
They don’t need a comprehensive profile to get a meeting. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">There are always exceptions to every rule – even this one; but
again, as a general rule and as a foundation for your success – don’t go down
this road.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Besides, great fundraisers don’t need a lot of information going
into a meeting. They’ll learn what they need to know organically.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">With modeling, you have enough information to get your fundraisers
on the phone and out the door. Be efficient with your time and theirs.
Focus on the volume of names required for success. Your fundraisers
will need to make a lot of calls to secure a proper number of meetings. From
there – they will find an even smaller group who actually become donors. It is
a monumental effort and the process I described allows you to keep pace with
the effort.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Again, get your fundraisers out the door. They’re not going
to raise money sitting in their office. </span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Modeling improves process. It expedites it. Just keep
it simple.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">This is all very doable; even if you are a one-person shop.
You just need the data. If you can produce a simple query and navigate an
excel spreadsheet, you can accomplish exactly what you need to do. If you have
other tools to help you visualize the data, even better.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Again, keep it simple.<span style="mso-spacerun: yes;"> </span>You
can do this in a practical and achievable way.</span></div>
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<![endif]-->Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-42874917354771426572018-08-20T20:16:00.000-07:002018-08-21T08:25:35.418-07:00Tell the Story<!--[if gte mso 9]><xml>
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<br />
<div class="MsoNormal">
</div>
<div class="MsoNormal">
I love data.<span style="mso-spacerun: yes;"> </span>I
do.<span style="mso-spacerun: yes;"> </span>I use it to help me focus on what’s
important.<span style="mso-spacerun: yes;"> </span>I use data to segment and
prioritize lists.<span style="mso-spacerun: yes;"> </span>I use it to give me a
glimpse into what is possible and what is even more likely or predictable.<span style="mso-spacerun: yes;"> </span>The great thing about data is it never lies.<span style="mso-spacerun: yes;"> </span>It’s where the truth lives and informs the
world.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I also love a good story.<span style="mso-spacerun: yes;">
</span>Nothing brings the truth to life better than a good story.<span style="mso-spacerun: yes;"> </span>Stories paint a picture.<span style="mso-spacerun: yes;"> </span>They help us visualize.<span style="mso-spacerun: yes;"> </span>Stories touch our emotions and reveals our
passions.<span style="mso-spacerun: yes;"> </span>Passion builds engagement and
that leads to action – which leads to giving.<span style="mso-spacerun: yes;">
</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Every donor has a story.<span style="mso-spacerun: yes;">
</span>Our job in prospect development is to help tell those stories.<span style="mso-spacerun: yes;"> </span>In fact, I believe it is our
responsibility.<span style="mso-spacerun: yes;"> </span>We need to tell the
story with words and not just numbers</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
There’s a trend out there.<span style="mso-spacerun: yes;">
</span>Actually, it’s more like a tidal wave that’s sweeping the world.<span style="mso-spacerun: yes;"> </span>It’s all about big data and how to harness it
and use it effectively.<span style="mso-spacerun: yes;"> </span>This is a good
thing.<span style="mso-spacerun: yes;"> </span>That being said, we need to know
the story behind and within the data itself.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
We need data to help us see the potential of our donors, but
we can only properly engage them when we know their story.<span style="mso-spacerun: yes;"> </span>Why are they a good fit for our
organization?<span style="mso-spacerun: yes;"> </span>What are they most
passionate about and does their passion match our mission?<span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Data can inform us about their capacity, measure their
affinity and it can even predict their giving, but we need the story to make
the relationship come alive.<span style="mso-spacerun: yes;"> </span>It’s our
pathway to engagement.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Knowing the story allows us to personalize the
engagement.<span style="mso-spacerun: yes;"> </span>We can incorporate their
story into an introductory call, letter or email.<span style="mso-spacerun: yes;"> </span>It helps let the donor know that we see them
as an individual and not just another name in our database.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Let me give you an example.<span style="mso-spacerun: yes;">
</span>I have a story…</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
While I worked at the Pancreatic Cancer Action Network
(PanCAN) – I received notifications of any gift of $1,000 or more.<span style="mso-spacerun: yes;"> </span>One day a gift came in for $3,000.<span style="mso-spacerun: yes;"> </span>It was a nice gift for sure, and it piqued my
interest.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
My information showed the donor made the gift in memory of
someone.<span style="mso-spacerun: yes;"> </span>I wanted to know more, so I
went to work to try to learn the story…</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
That “someone” was the donor’s mother (who passed away from
pancreatic cancer).<span style="mso-spacerun: yes;"> </span>A search of the
donor’s mother lead me to her obituary. The obituary talked about how this
woman was a school teacher in the Department of Defense (DOD) system and taught
school in Okinawa, Japan.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It just so happened, I went to high school in Okinawa.<span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The moment I read that, I felt an instant connection to the
donor.<span style="mso-spacerun: yes;"> </span>I had something tangible to talk
to her about. Something that would allow me to engage her on a personal level.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I reached out to the donor.<span style="mso-spacerun: yes;">
</span>Yes; me.<span style="mso-spacerun: yes;"> </span>I didn’t give the
information to a fundraiser, I decided to reach out myself.<span style="mso-spacerun: yes;"> </span>The connection was mine and I had to see it
through.<span style="mso-spacerun: yes;"> </span>I know this isn’t typical in
prospect development, but I don’t always do what is “typical.”</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I wrote to the donor and explained that my role in
development was to find ways to engage our donors better and when I saw her
gift, I became curious about her mom.<span style="mso-spacerun: yes;"> </span>I
told her that I read her obituary and saw that she taught school in Okinawa,
Japan.<span style="mso-spacerun: yes;"> </span>I explained my experience there
and although I didn’t know her mom (we were there at different times), I felt
the need to reach out because I had such an affinity for the DOD teachers I had
and how they helped me prepare for college.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I meant every word.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
This lead to the donor reaching back and telling me more
about her mom.<span style="mso-spacerun: yes;"> </span>I learned how her mom met
her dad there and how when she passed away – the teachers she worked with,
planted a tree in her honor.<span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
She also had questions – questions about things she had read
about relating to pancreatic cancer.<span style="mso-spacerun: yes;"> </span>I
was able to follow up with our team and get back to her with answers.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
She thanked me and wrote, “If there was anything she could
do, to let her know.”</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Those are magical words to any fundraiser.<span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I wanted to make sure I replied appropriately.<span style="mso-spacerun: yes;"> </span>Now, it was time to do a little research to
see just how we could engage this donor deeper.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I learned she had a role in the philanthropic arm of a tech
company.<span style="mso-spacerun: yes;"> </span>How perfect.<span style="mso-spacerun: yes;"> </span>I reached out again via LinkedIn – which
helped me establish the fact I now knew what she did.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I then wrote back, acknowledging her role at the tech
company and asked if I could introduce her to a member of our corporate
fundraising team.<span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Success!<span style="mso-spacerun: yes;"> </span>She
agreed.<span style="mso-spacerun: yes;"> </span>We now had an opportunity to
possibly engage the donor and the company she worked for.<span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
That’s just one example of how “knowing the story” allowed
me to effectively reach out to a donor with a personalized approach.<span style="mso-spacerun: yes;"> </span>It provided a pathway to allow the donor to
become more engaged and in the process possibly have her company become more
engaged as well.<span style="mso-spacerun: yes;"> </span>In this case, I told
her my story; allowing me to learn hers and her mom’s.<span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It’s all about being relational in your approach.<span style="mso-spacerun: yes;"> </span>I did this all through email, but that didn’t
limit me in being relational.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
We often talk about the art and science of fundraising.<span style="mso-spacerun: yes;"> </span>We usually talk about prospect development
being the science behind it all and the qualification and cultivation efforts
of the fundraiser as being the “art.”</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
As you can see, the art is not necessarily reserved for just
fundraisers.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I admit, this doesn’t happen every time.<span style="mso-spacerun: yes;"> </span>I wish it did, but sometimes the only story I
have is within the data.<span style="mso-spacerun: yes;"> </span>That’s right –
sometimes the story comes straight from the data itself.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It might be in their giving history.<span style="mso-spacerun: yes;"> </span>I had another donor at PanCAN who made a gift
in memory of his mom.<span style="mso-spacerun: yes;"> </span>Her record showed
more than 80 other gifts (tribute gifts) came into to the organization in her
honor.<span style="mso-spacerun: yes;"> </span>I called that out in my outreach
to the donor.<span style="mso-spacerun: yes;"> </span>I noted how significant that
was and complimented her memory by saying she must have had a wonderful impact
on so many people.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
This lead to a meeting and an opportunity to get more of the
story.<span style="mso-spacerun: yes;"> </span>Again, I took it upon myself to
get the meeting.<span style="mso-spacerun: yes;"> </span>I took our founder on
the meeting, but I still made the effort on my own. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
More often than not – I will provide the fundraiser with
this information and let them do their own outreach.<span style="mso-spacerun: yes;"> </span>I might even craft an email for them to use,
but I usually let them come up with their own plan.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The sooner we know the story – the better and more
effectively we can engage our donors. Sometimes we can know that in advance of
a first meeting – but we may not get the whole story until a face to face
meeting occurs.<span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I hope you remember this the next time you’re looking at a
list of donors with modeling scores and/or confirmed assets.<span style="mso-spacerun: yes;"> </span>I hope the data points pique your curiosity
to learn more.<span style="mso-spacerun: yes;"> </span>It’s much more effective
to ask a fundraiser to call a person because their story connects with our
mission as opposed to just giving them names with data points and wishing them
luck.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It definitely takes more work.<span style="mso-spacerun: yes;"> </span>Tons more work for sure.<span style="mso-spacerun: yes;"> </span>Don’t let that discourage you.<span style="mso-spacerun: yes;"> </span>It’s worth it in the end.<span style="mso-spacerun: yes;"> </span>Every time I find ways to engage a donor at a
higher level, I feel like I’m doing my best work.<span style="mso-spacerun: yes;"> </span>Your institution deserves that and your organization’s
donors do too.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I also fully acknowledge that your ability to tell the story
is limited by time and resources and it’s not always appropriate to go down
this path in the qualification stage of a donor’s development cycle.<span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
And to be clear – this responsibility doesn’t just fall on
your shoulders.<span style="mso-spacerun: yes;"> </span>Your fundraisers should
be actively looking for the story and ways to engage a donor on their own as
well.<span style="mso-spacerun: yes;"> </span>Ideally, you will work in
partnership to accomplish this task.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Utilize the data to help you determine which constituents
are worth the time, effort, and resources for such a process, but remember
sometimes the data has a story in and of itself.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It’s important to remember that finding the story is an
ongoing process.<span style="mso-spacerun: yes;"> </span>It can happen at any point
in a relationship with a donor.<span style="mso-spacerun: yes;"> </span>It often
occurs once the qualification and cultivation process has begun and the
fundraiser has already met with the donor.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Let me expand on that with another story.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I was reviewing a fundraiser’s portfolio when we came across
a name that the fundraiser wasn’t quite how to move forward. The donor had made
gifts in the range of $1,000 - $3,000, but was capable of giving more.<span style="mso-spacerun: yes;"> </span>Their affinity scores and target gift scores
indicated that they were good major gift prospects in the $25,001-$50,000
range.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The fundraiser asked me to take a deeper dive and see if I
could figure out “the story.”<span style="mso-spacerun: yes;"> </span>This donor
had multiple touches and interactions with us, but their giving remained below
what the data showed their capacity to be.<span style="mso-spacerun: yes;">
</span>It was important to note their son was an alum of our school and they
continued to give – even though their son had graduated a few years ago.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
So, I went out in search of the story and this is what I
found…</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal" style="background: white;">
<span style="color: #222222;">Our
donors (husband and wife) appeared to be "givers" - but they didn’t
appear to be “big” philanthropists. Their gifts usually ranged in the $100-$500
range and they supported a wide range of causes (I listed the causes for our
fundraiser).<span style="mso-spacerun: yes;"> </span>No clear passion seemed
evident; however, their largest gifts appeared to be to our university.<span style="mso-spacerun: yes;"> </span>It looked like we were at the top of the list
of causes they support. </span></div>
<div class="MsoNormal" style="background: white;">
<br /></div>
<div class="MsoNormal" style="background: white;">
<span style="color: #222222;">I noted
it would be worth asking them if that was indeed the case because it would be
important to their story.</span></div>
<div class="MsoNormal" style="background: white;">
<br /></div>
<div class="MsoNormal" style="background: white;">
<span style="color: #222222;">I
didn't see any large gifts to any organizations, but also noted it was possible
they'd just never been formerly asked for a major gift and only gave in
response to direct appeals and not by being formerly solicited in person by a
development professional.</span></div>
<div class="MsoNormal" style="background: white;">
<br /></div>
<div class="MsoNormal" style="background: white;">
<span style="color: #222222;">I
believe bigger gifts often come from asking. Although they gave small
gifts, they didn't seem to sit on any boards. It just didn’t look like
they became "involved" - but this was just my view from what I could
find online.<span style="mso-spacerun: yes;"> </span>I was deliberate in making
sure the team knew the limitations of my ability to truly tell their story.</span></div>
<div class="MsoNormal" style="background: white;">
<br /></div>
<div class="MsoNormal" style="background: white;">
<span style="color: #222222;">I noted
our donors seem to be "consumers." I knew they owned a number of
properties, including a place in Hawaii that sat on a golf course. There
was definitely wealth there. </span></div>
<div class="MsoNormal" style="background: white;">
<br /></div>
<div class="MsoNormal" style="background: white;">
<span style="color: #222222;">Here’s
where the “story” seemed to take form for me…</span></div>
<div class="MsoNormal" style="background: white;">
<br /></div>
<div class="MsoNormal" style="background: white;">
<span style="color: #222222;">Their
son looked very interesting.<span style="mso-spacerun: yes;"> </span>My thought
was the best path to engagement with the donors was through their son. I
saw that he had written about his first mission trip to Kenya (through our university)
– and he described the experience as "the most rewarding 3 months” of his
life. </span></div>
<div class="MsoNormal" style="background: white;">
<br /></div>
<div class="MsoNormal" style="background: white;">
<span style="color: #222222;">He
seemed to have a heart for service.<span style="mso-spacerun: yes;"> </span>He
volunteered at a local church, volunteered at food banks and looked for ways to
get involved in his community and beyond.<span style="mso-spacerun: yes;">
</span></span></div>
<div class="MsoNormal" style="background: white;">
<br /></div>
<div class="MsoNormal" style="background: white;">
<span style="color: #222222;">I also
found he had a creative side – being a photographer and an artist.</span></div>
<div class="MsoNormal" style="background: white;">
<br /></div>
<div class="MsoNormal" style="background: white;">
<span style="color: #222222;">My
suggestion to the fundraiser?<span style="mso-spacerun: yes;"> </span>If the
donors (parents of the alum) didn’t clearly identify a passion of their own –
perhaps they would support the passions of their son.<span style="mso-spacerun: yes;"> </span>I emphasized again that their largest
donations were to us and noted that of those donations – the largest came in
support of the son’s mission trip.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal" style="background: white;">
<br /></div>
<div class="MsoNormal" style="background: white;">
<span style="color: #222222;">Identifying
his interest/passion for art was also something to consider.</span></div>
<div class="MsoNormal" style="background: white;">
<br /></div>
<div class="MsoNormal" style="background: white;">
<span style="color: #222222;">My
findings resonated with the fundraiser.<span style="mso-spacerun: yes;">
</span>It provided him with things to consider in his next steps.<span style="mso-spacerun: yes;"> </span>It may very well turn out that these donors
will not upgrade their giving, but it won’t be for a lack of effort on our part
to find the best way to engage them.</span></div>
<div class="MsoNormal" style="background: white;">
<br /></div>
<div class="MsoNormal" style="background: white;">
<span style="color: #222222;">Again –
make the effort to find and tell the story.<span style="mso-spacerun: yes;">
</span>As I said earlier, I know there are limitations in doing this on a grand
scale, but if you can make the time – do it.</span></div>
<div class="MsoNormal" style="background: white;">
<br /></div>
<div class="MsoNormal">
The very best prospect development professionals – don’t
just regurgitate information.<span style="mso-spacerun: yes;"> </span>They digest
it and summarize it in a way that identifies paths to engagement.<span style="mso-spacerun: yes;"> </span>It takes a bit of creativity.<span style="mso-spacerun: yes;"> </span>It takes a bit of thinking outside of the
box.<span style="mso-spacerun: yes;"> </span>It takes determination.<span style="mso-spacerun: yes;"> </span>But trust me – you can do it.<span style="mso-spacerun: yes;"> </span>Besides, telling the story can be a lot of
fun.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I know a lot of prospect development peers find a great joy
in putting together a great profile. Telling the story in a narrative form
takes the enjoyment up a notch.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Trust me, my team(s) and I have done more than our fair
share of prospect profiles that follow a template with specific data
points.<span style="mso-spacerun: yes;"> </span>That’s not all bad, but that
information also has a story behind it and the more we can do to uncover and
tell the story, the better our work will be.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
When you spend time researching someone – you get a sense of
who they are.<span style="mso-spacerun: yes;"> </span>Trust your instincts.<span style="mso-spacerun: yes;"> </span>Tell the story.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Thanks for reading.<span style="mso-spacerun: yes;">
</span>This post has been a long time coming.<span style="mso-spacerun: yes;">
</span>My hope is to continue to share (through this blog) more stories
specific to the partnership between major gift officers and prospect
development in our efforts to engage donors.<span style="mso-spacerun: yes;">
</span>I appreciate your taking the time to share in the journey.</div>
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 3"/>
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table.MsoNormalTable
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mso-style-priority:99;
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-5798772242507684402018-08-05T18:10:00.000-07:002018-08-10T11:23:58.602-07:00What Makes a Fundraiser Exceptional?<!--[if gte mso 9]><xml>
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<br />
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<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I’ve
worked in development for more than 25 years and I have had the distinct privilege
and honor of working with hundreds of fundraisers over that time.<span style="mso-spacerun: yes;"> </span>I want to emphasize it truly has been an
honor.<span style="mso-spacerun: yes;"> </span>I have worked with some amazing
people and I’ve learned a lot from them.<span style="mso-spacerun: yes;">
</span>As a result, I believe I have an informed opinion about what it takes to
be a truly great fundraiser.</span></div>
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<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">What
I’m about to share is obviously my own personal opinion.<span style="mso-spacerun: yes;"> </span>I have very strong convictions about
fundraising and you may or may not agree with me.<span style="mso-spacerun: yes;"> </span>Please keep in mind this is simply my
opinion, based on years of seeing both success and failure and by asking lots
of questions along the way.<span style="mso-spacerun: yes;"> </span></span></div>
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<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">For
some background, you should know I’ve been a part of two, one billion dollar
campaigns.<span style="mso-spacerun: yes;"> </span>I’ve worked in healthcare,
higher education and a cause specific organization.<span style="mso-spacerun: yes;"> </span>All of the fundraisers I’ve worked with have
in some way, contributed to my thoughts on fundraising. So with that…</span></div>
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<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Let
me start by saying that finding a truly exceptional fundraiser is hard.<span style="mso-spacerun: yes;"> </span>I’m talking about individuals who are truly
masters of their craft; individuals who have a knack for being successful to
the point where the donor becomes thankful for the opportunity to give.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">So,
who are these people?<span style="mso-spacerun: yes;"> </span>What attributes to
they possess?<span style="mso-spacerun: yes;"> </span>What makes them
successful?<span style="mso-spacerun: yes;"> </span>Let’s see…</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">It
all starts with being a great listener.<span style="mso-spacerun: yes;">
</span>I’m talking about having the ability to “be present.”<span style="mso-spacerun: yes;"> </span>Good fundraisers listen with the intent to
understand and look for ways to engage.<span style="mso-spacerun: yes;">
</span>They’re not listening simply for the purpose of responding, they’re
listening to truly get to know the person they’re talking to.<span style="mso-spacerun: yes;"> </span>It’s never about themselves and it’s always
about the prospect or donor.<span style="mso-spacerun: yes;"> </span>Being a
good listener is about truly being focused on the person you’re talking to, as
opposed to thinking about a point you want to make and waiting for a chance to
interject.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Think
about that.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">We
all do it.<span style="mso-spacerun: yes;"> </span>Something someone says
triggers a thought in our head and we can’t wait to respond with our own story.<span style="mso-spacerun: yes;"> </span>We make it all about us and not them.<span style="mso-spacerun: yes;"> </span>Good fundraisers don’t do that.<span style="mso-spacerun: yes;"> </span>They remember we have two ears and one mouth
for a reason.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Great
fundraisers want to uncover a person’s passion. Their goal is to connect a
person’s passion to the right mission.<span style="mso-spacerun: yes;"> </span>That’s
truly being donor centric.<span style="mso-spacerun: yes;"> </span>They’re not
there to push their own agenda, they’re there to learn about what the donor
wants.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">The
very best fundraisers are also fabulous story tellers.<span style="mso-spacerun: yes;"> </span>Painting a picture with words is an art and a
talent that is critical to fundraising.<span style="mso-spacerun: yes;">
</span>We’ve all been in the presence of someone who knows how to tell a great
story.<span style="mso-spacerun: yes;"> </span>They capture our attention, they
help us visualize because if we can “see it” we can “believe it” and ultimately
be impacted by what we learn.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Good
story telling moves us.<span style="mso-spacerun: yes;"> </span>It moves us
emotionally and intellectually.<span style="mso-spacerun: yes;"> </span>It’s not
about just stating facts and figures – it’s about making those things come to
life.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">As
an example – statistics about how raising money can boost the number of
scholarship opportunities for the under-served isn’t necessarily going to
engage someone in and of itself.<span style="mso-spacerun: yes;"> </span>Telling
a moving story about a specific person and how it changed their life is much
more meaningful.<span style="mso-spacerun: yes;"> </span>It’s impactful.<span style="mso-spacerun: yes;"> </span>It’s tangible.</span></div>
<div class="MsoNormal">
<br /></div>
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<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Great
story telling applies to both the spoken and written word.<span style="mso-spacerun: yes;"> </span>Great fundraisers are simply terrific
communicators as a whole.<span style="mso-spacerun: yes;"> </span>They know how
to help people dream big and are able to help people focus on what is important
to themselves.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">The
best fundraisers are relational.<span style="mso-spacerun: yes;"> </span>They
know how to engage people on a personal level. They know how to be friendly,
but they draw the line at becoming an actual friend.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Now
I know a lot of fundraisers will disagree with me on this, but I believe this
whole-heartedly.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">The
best fundraisers I know are very transparent in their efforts to connect a
donor with an organization’s mission and not to themselves.<span style="mso-spacerun: yes;"> </span>They serve as a conduit and if they leave the
organization – the donor’s relationship with the institution is not
impacted.<span style="mso-spacerun: yes;"> </span>Great fundraisers don’t take
donors with them when they leave because that’s not the kind of relationship
they have with their donors.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">We’ve
all heard the phrase “donors don’t give to organizations, they give to people.”<span style="mso-spacerun: yes;"> </span>I think that may be true with smaller gifts,
but truly transformational giving is about giving to one’s passion and to a
mission that is meaningful to one’s self.<span style="mso-spacerun: yes;">
</span>The relationship with a fundraiser may be a factor, but I don’t believe
it is the driving force in making large major gifts.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">It’s
one thing to give $50 to a friend who is participating in a walk for a specific
cause, but a large donation to an organization requires an investment by the
donor and that’s more personal. <span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Large
gifts are often about making a gift a bit out of one’s comfort zone.<span style="mso-spacerun: yes;"> </span>You can scale that a number of ways.<span style="mso-spacerun: yes;"> </span>You might have a donor who gives your
organization a $1,000 dollars which is a nice gift, but if they’re capable of
giving more – they’re only likely to give that larger gift because your
organization’s mission aligns with their interests and passion and not because
of their relationship with the fundraiser.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Continuing
on that thought - there are some donors who can make a $25,000 gift without
thinking much about it and if a fundraiser secures a $25,000 gift, their organization
may applaud them for it.<span style="mso-spacerun: yes;"> </span>A gift that
size could very well come as a result of a friendship, but if that $25,000
donor is capable of a seven figure gift – that same fundraiser is unlikely to
secure that larger gift.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Why?
</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Because
their relationship with the donor is based on their friendship and not the
donor’s level of engagement with the organization they represent.<span style="mso-spacerun: yes;"> </span>Who is the donor more committed to?<span style="mso-spacerun: yes;"> </span>The fundraiser or the institution’s mission?</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I’ve
given nice gifts to organizations I knew very little about simply because I
knew the person who is asking was passionate about a cause.<span style="mso-spacerun: yes;"> </span>I gave the gift because the cause was
important to the person I know.<span style="mso-spacerun: yes;"> </span>But if
that person asked me to give a truly major gift – I wouldn’t be able to do that
because the organization’s mission; while important, isn’t something I’m
passionate about.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I’m
adamant about this.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I
think it really separates the great fundraisers from the rest of the crowd.<span style="mso-spacerun: yes;"> </span>There’s a huge difference between friend raising
and fundraising and some can’t separate the two.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Great
fundraisers can step out of a relationship without jeopardizing the
relationship the donor has with the organization.<span style="mso-spacerun: yes;"> </span>In my personal example above – I would stop
giving to the organization of my friend if they stopped championing the
organization’s cause.<span style="mso-spacerun: yes;"> </span>I’m really
supporting them and not necessarily the cause itself.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Once
someone connects to a cause that’s important to them – the fundraiser isn’t
going to necessarily factor into future giving.<span style="mso-spacerun: yes;">
</span>Good fundraisers understand that.<span style="mso-spacerun: yes;">
</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I’ve
seen this played out many times.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I
understand it is human nature to want to become friends with some donors.<span style="mso-spacerun: yes;"> </span>I’m simply stating the great fundraisers I
have known – just don’t do that.<span style="mso-spacerun: yes;"> </span>They
really don’t.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I’m
sure there are examples contrary to all of this, but I strongly believe that
isn’t the norm.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">The
most effective fundraisers I know operate with a certain “ignorance is bliss”
attitude.<span style="mso-spacerun: yes;"> </span>In other words, they don’t
need a lot of research to reach out to a potential donor.<span style="mso-spacerun: yes;"> </span>All they need to know is if the constituent
is worth their time and the resources of the organization.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">A
simple summary of their wealth screening and/or modeling results and snap shot
of the donor’s history with the organization is all they need to know to get
them on the phone or out the door.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">As I said earlier, the
best fundraisers are relational.<b style="mso-bidi-font-weight: normal;"><span style="mso-spacerun: yes;"> </span></b>They want to approach donors organically
and engage with them naturally.<span style="mso-spacerun: yes;"> </span>If I can
help tell the fundraiser a bit of the donor’s story – that also helps, but good
fundraisers find a way to personalize the approach.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">And
believe me, it’s all about the approach.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Great
fundraisers don’t send out form letters and don’t read from a script when they
make calls.<span style="mso-spacerun: yes;"> </span>They do a little bit of
their own research to find a way to personalize their approach. They call out
something that lets the donor know – they’ve taken some time to understand who
they are. Nothing about their approach
is transactional.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I
once worked with a fundraiser who failed to understand this (actually there have been a few over
the years) and as a result wasn’t successful in securing meetings.<span style="mso-spacerun: yes;"> </span>Once this person left, I took their portfolio
and found personal approaches to the constituents and began reaching out on my
own.<span style="mso-spacerun: yes;"> </span>As a result, I was able to get
meetings.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Now,
that doesn’t mean that I’m a great fundraiser myself.<span style="mso-spacerun: yes;"> </span>Ha!<span style="mso-spacerun: yes;">
</span>Not at all.<span style="mso-spacerun: yes;"> </span>It just goes to show
the true value of personalizing the approach.<span style="mso-spacerun: yes;">
</span>Great fundraisers do this intuitively. Again, they’re relational (I've said that 3 times now).</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">The
best fundraisers handle rejection well.<span style="mso-spacerun: yes;">
</span>They understand the goal is to find philanthropic people whose passions
align with their organization’s mission.<span style="mso-spacerun: yes;">
</span>When those things don’t match up – they move on.<span style="mso-spacerun: yes;"> </span>They know they may have to meet a lot of
people before they find those that want to engage and they accept that.<span style="mso-spacerun: yes;"> </span>They don’t take it personally. They know
they’re providing a donor a unique and personal opportunity, but philanthropy isn’t
for everyone.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">They
also know if they don’t ask, people aren’t going to give or at least give
significantly.<span style="mso-spacerun: yes;"> </span>They don’t wait for gifts
to come in through the mail or magically appear somehow.<span style="mso-spacerun: yes;"> </span>They ask and they follow up.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">In
fact, the most successful fundraisers view receiving an unsolicited gift as a
failure.<span style="mso-spacerun: yes;"> </span>They know that money is being
left on the table when that happens.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">They
actually ask. They do so thoughtfully and purposefully, but they ask.<span style="mso-spacerun: yes;"> </span>They usually prepare a proposal and deliver
it in person.<span style="mso-spacerun: yes;"> </span>They don’t ask via the
mail or email – unless specifically instructed to do so.<span style="mso-spacerun: yes;"> </span>They also don’t just hand over a proposal and
leave it up to the donor to read it.<span style="mso-spacerun: yes;">
</span>They engage them in an actual conversation about giving.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">It’s
amazing to me that many of the fundraisers I have worked with, fail to actually
ask for a gift. Those fundraisers usually don’t last and jump from organization
to organization.<span style="mso-spacerun: yes;"> </span>The best fundraisers
tend to stay at organizations for a very long time.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Great
fundraisers make decisions.<span style="mso-spacerun: yes;"> </span>They move on
when someone isn’t willing to engage or have a meeting or a conversation.<span style="mso-spacerun: yes;"> </span>If they’re not willing to engage, they move
on.<span style="mso-spacerun: yes;"> </span>Not every wealthy person is a
prospect for their organization. They know it’s just as important to disqualify
someone as it is to qualify an individual.<span style="mso-spacerun: yes;">
</span>They just don’t waste time or resources.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Truly
successful fundraisers plan. They map out a course of action on how to move a
person to an “ask.”<span style="mso-spacerun: yes;"> </span>They remain flexible
in the process, but they have an actual written plan.<span style="mso-spacerun: yes;"> </span>They figure out who else needs to a part of
the process; they collaborate, they converse with the appropriate people and in
the end, they also share the credit.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">The
best fundraisers also keep their prospect development team informed.<span style="mso-spacerun: yes;"> </span>They share stories and update the team as
they go.<span style="mso-spacerun: yes;"> </span>Personally, I love it when a
fundraiser calls me after a visit or stops by my office to share how things are
going.<span style="mso-spacerun: yes;"> </span>It helps keep me engaged and it’s
always much appreciated. Most of us in prospect development want to be in a
partnership with our fundraisers.<span style="mso-spacerun: yes;"> </span>The
top fundraisers understand this and help foster the relationship.<span style="mso-spacerun: yes;"> </span>They’re not only relational with their
donors, they also connect with their development teams.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I
have also found that the best fundraisers I know don’t take themselves too
seriously.<span style="mso-spacerun: yes;"> </span>Most of them are definitely
extroverts, but that isn’t always the case.<span style="mso-spacerun: yes;">
</span>They treat others well.<span style="mso-spacerun: yes;"> </span>They’re
accountable.<span style="mso-spacerun: yes;"> </span>They’re generally just
great people to work with.</span></div>
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<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">I
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too.<span style="mso-spacerun: yes;"> </span>It has been my profound pleasure to
work alongside many of them over the years.<span style="mso-spacerun: yes;">
</span>It has been my goal to help make each and every one of them more
successful and in the process make the organizations we work for a success.</span></div>
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<span style="font-family: "calibri" , sans-serif; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">At
the end of the day – it’s all about bringing two entities together – the donor
and their passion and our organization’s mission.<span style="mso-spacerun: yes;"> </span>Great fundraisers bring it all together and
in the process are truly making the world a better place.</span></div>
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<![endif]-->Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-69421190815810695002018-01-10T20:17:00.000-08:002018-01-16T08:22:20.916-08:00And you may ask yourself, well... how did I get here?<!--[if gte mso 9]><xml>
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<br />
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<span style="font-size: 12.0pt;">So, here I am at Azusa
Pacific University (APU) and there’s a Talking Heads song running through my
head… “And you may ask yourself, well… how did I get here?”<span style="mso-spacerun: yes;"> </span>Lyrics from “Once in a lifetime.”</span></div>
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<br /></div>
<div class="MsoNormal">
<span style="font-size: 12.0pt;">David Byrne the front man for
Talking Heads, gave his take on the song to NPR a number of years ago.<span style="mso-spacerun: yes;"> </span>He said, <span class="truncatedannotationtext-body">“We’re largely unconscious. You know, we
operate half-awake or on autopilot and end up, whatever, with a house and
family and job and everything else. We haven’t really stopped to ask ourselves,
‘How did I get here?’”</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="truncatedannotationtext-body"><span style="font-size: 12.0pt;">With all due respect to Mr. Byrne - I’ve actually asked
myself that question and I’ve pretty much always been able to answer it. Even
now as I begin my newest journey at APU.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="truncatedannotationtext-body"><span style="font-size: 12.0pt;">The “how” is something I think about a lot.<span style="mso-spacerun: yes;"> </span>As I look back at my career and my life in
general, I can see a path that clearly makes sense. It may not have made sense
at the time, but in hindsight, it most certainly does. </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="truncatedannotationtext-body"><span style="font-size: 12.0pt;">Every step of the way, I could easily quote Proverbs
16:9 – “</span></span><span class="text"><span style="font-size: 12.0pt;">A man’s
heart plans his way, But the Lord directs his steps.”<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">So, with a
tip of the hat to Bryne, I thought I’d share how I currently <i style="mso-bidi-font-style: normal;">find myself</i> here at APU.<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">When I
decided to make this move – I surprised quite a few people; including myself.
After all, I really loved the Pancreatic Cancer Action Network (PanCAN).<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">You could
say – my coming to APU is a “calling” – but that doesn’t give you enough
details.<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">Let’s begin
this story by going back in time...</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">I started in
this business a number of years ago and I really began to settle in once I
arrived at City of Hope (COH), where I worked for nearly 12 years.<span style="mso-spacerun: yes;"> </span>Back in that time, I used to ride the Blue
Line from Long Beach to downtown Los Angeles. As I walked up the hill on
Wilshire to our development offices – I used to wonder if I could picture
myself doing this for the rest of my career.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">I wasn’t
necessarily just talking about riding the train and walking to work – but more
about if City of Hope was going to be my “home” for the foreseeable
future.<span style="mso-spacerun: yes;"> </span>Most days, I could see that
being a possibility.<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">God had
guided my steps there for sure.<span style="mso-spacerun: yes;"> </span>Not only
did COH become a highlight of my professional career; my dad ended up being a
patient there, as did my father-in-law.<span style="mso-spacerun: yes;">
</span>They most likely wouldn’t have ended up there if it wasn’t for the fact
that I worked there and learned so much about the incredible and passionate
care they provided.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">I ended up
leaving COH for an opportunity to be closer to my mom who lived in South Orange
County by taking a position at U.C. Irvine.<span style="mso-spacerun: yes;">
</span>Again – I know God guided me there as my mom ended up becoming quite ill
and battled pulmonary fibrosis for a period of time.<span style="mso-spacerun: yes;"> </span>My being at Irvine allowed me to provide her
with a great deal of care and allowed me to do things that would have been
virtually impossible to do otherwise.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">When I left COH,
I remember the Executive VP at COH (Kathleen) writing me to say that it would
“take some time, but eventually UCI would feel like home. “</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">Well... for better or worse - that never happened.<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">Every
morning; as I pulled in the parking lot, I would say to myself, “This doesn’t
feel like home.”<span style="mso-spacerun: yes;"> </span>I said that routinely
for about 3 years.<span style="mso-spacerun: yes;"> </span>There are lots of
reasons for that, but I just never felt like I belonged there and I never felt
like I could just be myself.<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">For better or worse, it was just never "home."</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">The most
important thing UCI did for me was cause me to look at my career and try to
figure out what was next. </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">That
introspective look at myself lead me to a conversation with the VP of
University Advancement at APU.<span style="mso-spacerun: yes;"> </span>This was
in 2015 and a seed was planted.<span style="mso-spacerun: yes;"> </span>My
conversation with Corbin (VP of Advancement) wasn’t typical in anyway.<span style="mso-spacerun: yes;"> </span>For the first time ever, I began to consider
the possibility of taking my experience and skills to an organization that put
"God first."</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">At the same
time, I began to reach out to development professionals at a variety of
non-profits.<span style="mso-spacerun: yes;"> </span>I interviewed.<span style="mso-spacerun: yes;"> </span>I networked.<span style="mso-spacerun: yes;">
</span>I dedicated myself to making a change.<span style="mso-spacerun: yes;">
</span>My plan was to transition into major gifts.<span style="mso-spacerun: yes;"> </span>Well, that was <b><i>my</i></b> plan.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">God had
other ideas.<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">That’s when
I found myself at PanCAN.<span style="mso-spacerun: yes;"> </span>It was there
that my love for prospect development was rekindled.<span style="mso-spacerun: yes;"> </span>It was there that I began to once again
embrace the idea that I could make a difference through the work I had been
doing for so long.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">I needed
those two years at PanCAN to recharge my batteries – to reconnect with
fundraisers in ways that I had almost forgotten about.<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">So – there I
was working at a wonderful organization and having a great time.<span style="mso-spacerun: yes;"> </span>I had autonomy.<span style="mso-spacerun: yes;"> </span>I had great colleagues.<span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span>I had
the resources I needed and I could clearly see how I was making a difference.<span style="mso-spacerun: yes;"> </span>For the most part – I was happy.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">I say “for
the most part” because no organization is perfect and we all have days where
things might not go the way we’d like.<span style="mso-spacerun: yes;">
</span>Again – I loved PanCAN and I still do – but one day I found myself
taking a peak at the job board on the CARA web site and I saw an opening at
Azusa Pacific University.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">Hmm.<span style="mso-spacerun: yes;"> </span>APU.<span style="mso-spacerun: yes;">
</span>Corbin.<span style="mso-spacerun: yes;"> </span>God first.<span style="mso-spacerun: yes;"> </span>Hmm.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">I decided to
reach out to Kristen who was leading the prospect development effort at
APU.<span style="mso-spacerun: yes;"> </span>I was curious.<span style="mso-spacerun: yes;"> </span>I asked her what was going on and it was then
that I learned she was leaving.<span style="mso-spacerun: yes;"> </span>She was
moving to Kenya.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">Hmm.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">I thought
about applying.<span style="mso-spacerun: yes;"> </span>I wasn’t exactly sure
why, but I thought about it.<span style="mso-spacerun: yes;"> </span>I thought
about it some more.<span style="mso-spacerun: yes;"> </span>Should I?<span style="mso-spacerun: yes;"> </span>Why?<span style="mso-spacerun: yes;">
</span>Maybe… I don’t know.<span style="mso-spacerun: yes;"> </span>Am I
crazy?<span style="mso-spacerun: yes;"> </span>Why would I leave PanCAN?</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">Half-heartedly,
I applied.<span style="mso-spacerun: yes;"> </span>I reached out to Corbin to
let him know I was applying.<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">Within a
couple weeks a phone interview was scheduled with Kristen and the hiring
manager (Amanda).<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">First
question they asked - “At APU our motto is ‘God first’ – what does that mean to you?”<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">Boom.<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">This was
different.<span style="mso-spacerun: yes;"> </span>Not in a bad way by any
means.<span style="mso-spacerun: yes;"> </span>Unexpected for sure.<span style="mso-spacerun: yes;"> </span>It wasn’t something I prepared for (in the
traditional sense of interview prep) at all, but never-the-less – it was a
question I was prepared to actually answer…<span style="mso-spacerun: yes;">
</span>In fact, it was probably the easiest question I have ever had to answer.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">The rest of
the phone interview is somewhat of a blur. </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">God
first.<span style="mso-spacerun: yes;"> </span>Ok.<span style="mso-spacerun: yes;"> </span>Yes.<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">Am I ready
for this?<span style="mso-spacerun: yes;"> </span>Do I really want to leave
PanCAN?<span style="mso-spacerun: yes;"> </span>Hmm. I don’t know.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">A couple
weeks passed and Amanda reached out to schedule round 2.<span style="mso-spacerun: yes;"> </span>It took a day or two for me to respond and
when I did – I decided to withdraw my name from the process.<span style="mso-spacerun: yes;"> </span>I felt I needed to stay at PanCAN.<span style="mso-spacerun: yes;"> </span>I still had work to do.<span style="mso-spacerun: yes;"> </span>I had to help more donors tell their stories.
<span style="mso-spacerun: yes;"> </span>I wasn’t done.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">Funny... God had other plans.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">What
happened over the next several weeks is hard to put into words, but I will
try.<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">Up until
this point, I was really only thinking about me.<span style="mso-spacerun: yes;"> </span>What <i><b>I</b></i> wanted.<span style="mso-spacerun: yes;"> </span>What <i><b>I</b></i> needed.<span style="mso-spacerun: yes;"> </span>Never-the-less, in the back of my mind – I kept
asking myself – who are they going to get to take on the role that Kristen held
at APU?<span style="mso-spacerun: yes;"> </span>Even though “God first” really
resonated with me – I clearly wasn’t putting Him first in this process.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">So, I
prayed.<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">In the
meantime, Amanda asked how they could stay in the conversation with me. <span style="mso-spacerun: yes;"> </span>Hmm.<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="display: none; font-size: 12.0pt; mso-hide: all;">mm.<span style="mso-spacerun: yes;"> </span></span></span><span class="text"><span style="font-size: 12.0pt;">I could see that this wasn’t going to
be easy.<span style="mso-spacerun: yes;"> </span>I couldn’t just walk away
now.<span style="mso-spacerun: yes;"> </span>I had to keep talking with APU.<span style="mso-spacerun: yes;"> </span>I wasn’t sure if I wanted to, but I felt
compelled to do so. The Holy Spirit was working in me.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">As I continued
along in the process – it became clear to me that APU put my skill set and
experience 3<sup>rd</sup> on their list of importance.<span style="mso-spacerun: yes;"> </span>Yes, third.<span style="mso-spacerun: yes;">
</span>More importantly – they wanted to know if I was a fit for the culture
and mission of the university and was I fit for the culture of the office?<span style="mso-spacerun: yes;"> </span>God first.<span style="mso-spacerun: yes;">
</span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">Each
interview and each interaction painted a clear picture for me.<span style="mso-spacerun: yes;"> </span>This was more about my faith journey than
about my work experience.<span style="mso-spacerun: yes;"> </span>I began to
pray “God, if this is where you want me to go, I will go.”<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">During the
process, I had a revelation. I knew that PanCAN could replace me.<span style="mso-spacerun: yes;"> </span>I knew they could find someone to do the work
I did there, but I wasn’t so sure APU could replace Kristen as easily.<span style="mso-spacerun: yes;"> </span>I asked myself – “If not me – then who?”</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">I felt God
was calling me to go to APU.<span style="mso-spacerun: yes;"> </span>I didn’t
necessarily want to go – but I felt I had to go.<span style="mso-spacerun: yes;"> </span>I tried to withdraw my name from consideration
– but again, God had other plans.<span style="mso-spacerun: yes;"> </span>I began to
realize that after so many years in this field, it was time to take my
experience and put it to work on His behalf.<span style="mso-spacerun: yes;">
</span>That realization helped me make the decision.<span style="mso-spacerun: yes;"> </span>Now, I wanted to go.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">It was a
humbling thought.<span style="mso-spacerun: yes;"> </span>It was even a bit
scary.<span style="mso-spacerun: yes;"> </span></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">I went through four rounds
of interviews.<span style="mso-spacerun: yes;"> </span>Through the process we talked about the
mission of the university.<span style="mso-spacerun: yes;"> </span>We talked
about the culture.<span style="mso-spacerun: yes;"> </span>When all was said and
done, an offer was made and I said yes.<span style="mso-spacerun: yes;"> </span>What started as a
half-hearted effort, ended with my whole heart embracing the opportunity.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="text"><span style="font-size: 12.0pt;">Luke 22:42 -
</span></span><span style="font-size: 12.0pt;">"Father, if you are willing,
take this cup from me; yet not my will, but yours be done."<span style="mso-spacerun: yes;"> </span>This verse ties it all together for me and I
was reminded of it this past week.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 12.0pt;">Jesus didn’t necessarily want
to go to the cross.<span style="mso-spacerun: yes;"> </span>He knew what was
waiting for him, but asked if there could be another way.<span style="mso-spacerun: yes;"> </span>He did what He did not
want to do.<span style="mso-spacerun: yes;"> </span>He did what he had to do.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 12.0pt;">I’m not suggesting my
coming to APU is on the same level by any means.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 12.0pt;">You see, last week - we had the
amazing opportunity to come together as faculty and staff and have what is
called a “Spiritual Refocus Day.”<span style="mso-spacerun: yes;"> </span>The message
was delivered by Bishop Charles E. Blake.<span style="mso-spacerun: yes;">
</span>His message was centered on Luke 22:42.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 12.0pt;">His message really spoke to me.<span style="mso-spacerun: yes;"> </span>It reminded me of my journey to APU.<span style="mso-spacerun: yes;"> </span>It reminded me how I was reluctant to come and kept trying to focus on what I wanted; all the while, acknowledging that I would ultimately to do what God wanted. I decided
to take the leap, trust God and answer to His will and not mine.<span style="mso-spacerun: yes;"> </span>I didn't come to APU for me, I came for
Him.<span style="mso-spacerun: yes;"> I'm so glad I did.</span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 12.0pt;">I’m blessed to be here. I'm incredibly happy about this path. I am honored and humbled to be here.<span style="mso-spacerun: yes;"> </span>My skills will be put to good use here.<span style="mso-spacerun: yes;"> </span>You could say I've prepared my whole life for this is a once-in-a-lifetime
opportunity.<span style="mso-spacerun: yes;"> </span></span><br />
<br />
<span style="font-size: 12.0pt;">David Byrne may not know
how he got to where he is – but I surely know how I got here. I'm supposed to be here. I belong here. </span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 12.0pt;">I am here to serve, but I know I
will also grow here. I will grow in my faith.<span style="mso-spacerun: yes;">
</span>I will grow in ways I can’t even imagine right now.<span style="mso-spacerun: yes;"> </span>I need this.<span style="mso-spacerun: yes;">
</span>God knew.<span style="mso-spacerun: yes;"> </span>He always knows.<span style="mso-spacerun: yes;"> </span>I’m thankful to finally be "home." </span><br />
<br /></div>
<div class="MsoNormal">
<br /></div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-49219367452860341122017-11-01T23:27:00.000-07:002017-11-01T23:27:06.554-07:00A Tribute to the Pancreatic Cancer Action Network<div class="MsoNormal">
They come. By the
hundreds. By the thousands.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
They come heart-broken, scared, angry, frustrated and yet –
they come. Many have experienced
loss. Tremendous loss. Heart-breaking loss. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
They are caregivers.
Friends. Family. Together, they form an army.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Some are survivors who are still fighting. They are few; far too few – but they are
mighty. Courageous. Inspirational. And they are growing; although slowly –
their numbers <i>are </i>increasing.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
All are giving everything they have – physically, mentally,
emotionally, and spiritually.
Everything.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
They come determined, oh-so-committed and passionate. That passion runs deep. It’s not the kind of passion you see at a
stadium with 100,000 people on their feet.
It’s much more than that. It is a
passion that burns even in the quietest of moments, far away from any
crowd. Together they are
unstoppable. They move mountains. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
They come from every corner of the nation and beyond. From
every walk of life. They are our
parents, our grandparents. Our
spouses. Our brothers and sisters. Our aunts, uncles, nephews, nieces and more. They’re our friends. Our neighbors. Our co-workers. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
They belong to a family they hope no one else will ever be a
part of. A family they are thankful for
and have great love for, but still not the family they wanted.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Their passion fuels their mission. To find answers. To make a difference. To give hope and to find hope. To connect with others who have shared experience.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Hope is the key. Real
hope. Tangible hope. Something they can hold on to and feel in
their heart. The kind of hope that makes
them clench their fists. The kind of hope that brings tears to their eyes
because they have a reason to believe.
Together, they Wage Hope. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Hope is their weapon.
They wield it like a sword. It is
also their protection. A shield.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Losing someone is always hard. Losing someone to pancreatic cancer has a
devastating impact. The fight; although
incredibly fierce, is often terribly short.
The odds against fighting pancreatic cancer are overwhelming. Tidal-wave overwhelming. Fall-to-your-knees overwhelming. Collapsing-in-the-arms-of –loved-one
overwhelming.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
“They” are the PanCAN volunteers and survivors. Magnificent.
Inspirational. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It has been my profound honor to serve them. To Wage Hope with them and for them. To do whatever I could to help them move
forward. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Every story has touched my heart. Every single one. Especially the stories of you, my PanCAN
colleagues. Julie. Pam.
Julia. Cheyenne. Sheri.
Britney. Natascha. All of you working here who carry the torch
for someone who has been impacted by this disease. It has been an absolute pleasure to Wage Hope
with every single one of you. It has
been humbling to be surrounded by such greatness. That includes those who have gone on to other
places and causes. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I have often said that I came to PanCAN to make a difference
and to have an impact, but I have found the impact all of you have had on me is
much greater than what I was able to give. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Thank you. From my
whole heart – Thank you! Thank you for allowing me to be a part of what you
have done and continue to do.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Now, it’s time for me to say good-bye. I hate good-byes, but this is in fact
“good-bye.” At least for now. I do not know if or when I might see you
again – so rather than leaving without saying anything – I want to wish you
well. All of you. Every single one of you.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I am embarking on a new journey. Next stop - Azusa Pacific University (APU).
To answer the “call.” It’s a long story… and I will tell this story one day
soon.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
APU will be my new home and although I am leaving PanCAN – PanCAN
will always be a part of me. Always. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It’s time to look forward.
Onward I go. God bless.<o:p></o:p></div>
<div class="MsoNormal">
</div>
<div class="MsoNormal">
<br /></div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-42886950872898603112017-08-28T06:44:00.000-07:002017-08-28T09:01:28.969-07:00It's a Good Grind<div class="MsoNormal">
I
often sit at my desk "grinding" through names, desperately trying to find the
“stories” that connect our donors to our organization. The work can be intensive. Trying to piece together the relationships and eliminate the
duplicate records and all the things that go along with the process of learning
each story takes time. There's lots of steps and every now and then the process feels overwhelming. Sometimes, I just lean back in my chair and take a
deep breath. Then, I keep going because in the meantime, “people are dying.”<br />
<br />
That’s a phrase straight from our founder's lips. I remember standing in Pam's office some time ago, venting a bit about something and Pam just said, “In
the meantime, people are dying.” Those words echo in my head every day.
It’s why I Wage Hope.<br />
<br />
I just found Samuel today. He lost his mom – Phyllis . He wrote
this on the <a href="http://purplestride.org/" target="_blank">PurpleStride</a> page dedicated to her... “This past March
Pancreatic Cancer took my mother Phyllis Taylor, way before she or I were
ready. The disease does not care who you are or how you have lived because my
Mom was one of the kindest, overall great people to ever grace this planet with
her presence. I, along with so many, miss her dearly. She has and continues to
have such a huge and positive impact on my life. She is definitely proud of the
way my family has showed resilience and bonded together during this time of
mourning.”<br />
<br />
“Unfortunately, the money that has been raised to this point could not save my
Mom's life, but it could potentially save the life of a person you love. Please
join us in this fight to end what is undeniably one of the worst types of
cancer. “<br />
<br />
As I connected him in RE (our database) to his mom and dad, I whispered… “ I
got you Sam.” I was basically sying "I understand and I'm here for
you."<br />
<br />
His dad just made a nice gift. That's what started me on this particular
journey... to see how we might engage the family even more. To do that, it all starts with
"the story" - the details of why someone is engaged with us.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It can be incredibly hard to read these stories day in and day out. That being said
– it’s harder to lose someone to cancer… <br />
<br />
That’s why I grind away. I may never meet Sam, but I have his “back.”
Sam is only 25. He’s raised $2,050 so far. The team has
raised $8,335. They’re all having an impact. <br />
<br />
I came to the <a href="https://www.pancan.org/" target="_blank">Pancreatic Cancer Action Network</a> to have an impact, but the organization, the leadership, the
patients, the volunteers, the donors, my colleagues and their stories continue to
have an impact on me. I can’t stop. I need to keep grinding.<br />
<br />
To get to the point where we are raising $50 million a year, it’s going
to take a monumental effort. We have to grind through a lot of names just
to find the ones who can become more engaged at a deeper level. Then we have to reach them, engage them and eventually ask them. Picture a huge funnel that is wide at the top and narrow
at the bottom. It’s hard work. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
There
are thousands of stories in our database waiting to be discovered and more
importantly - to be heard. I am on a mission to learn them one person a time. Each story helps us find ways to better engage our constituents and at the same time, further our mission.<br />
<br />
I know everyone at my organization is doing their part. It’s inspiring to
be in this fight with each of them. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Together,
we Wage Hope.<o:p></o:p></div>
Unknownnoreply@blogger.com2tag:blogger.com,1999:blog-2303514752883897304.post-71308684004763080562017-03-31T08:12:00.002-07:002017-03-31T08:32:24.393-07:00Showing Pride by Sharing "The Story"<div class="MsoNormal">
On this, the last day of Research Pride month, I wanted to do
something a little different and pay tribute to a fundraiser. After all, my whole career in prospect
development has been tied to making fundraisers more successful. I have great admiration for the work they do
and I love to champion them as much as possible.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I’ve worked with more than 200 fundraisers in the course of
my career and I can easily count the number of them who were truly exceptional. It’s easy to do because quite honestly, only
a handful were that great. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
One of those is my colleague and friend - Rick. I’ve known Rick for nearly 17 years and we’ve
worked together for 14 of those years across two non-profit organizations.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I appreciate Rick very much and probably never tell him as
much. The thing I love most about Rick
is that I know for certain that once he begins to cultivate a relationship on
behalf of the organization, he will at some point get to “the ask.” I know this for a fact and I never have any
doubts that at some point – Rick will do what fundraisers are supposed to do.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I don’t take that for granted. Some fundraisers never get to that point
because they never see the opportunity or they shy away from it. Not Rick. No way.
All that being said, this isn’t the reason I’m paying tribute to him
today.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Another thing that I appreciate about Rick is that he doesn’t
need a massive amount of information to get an appointment and start the
development process. Most of the time he’ll
simply ask me if it’s a “yes” or a “no.” He trusts me enough to know that if I
say “yes” that he’ll take the steps necessary to engage a potential donor. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I also know that Rick will do a little bit of his own
research. I trust him to come to me when
he needs my expertise and although I may get a little nervous that he’s doing
some of this without me – we make it work.
The cool thing is that he gets as excited as I do when he finds that
nugget that helps him make a connection.
<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Still, this isn’t the main reason why I’m paying tribute to
him today either.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Great fundraisers are usually great “story-tellers” and let
me tell you, Rick has stories. Boy, does
he have stories. Stories about his
family, about the people he grew up with, stories about his vacations, his
on-going war with anyone involved in providing customer service and more. I’ve heard some of his stories multiple times
– enough times that I can recite them myself.
I can’t even count how many stories I’ve heard over the years.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
So with that in mind – this is where the tribute begins.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Recently Rick came to me with a “story” to share. As he approached my desk, I knew there was
something different about his demeanor.
Rick wears his emotions on his sleeve (for better or worse) and this was
a side of him, I hadn’t seen much of. He
was reflective. He appeared to have been
moved emotionally by an interaction he had just had on the phone.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Rick began to tell me about a donor to an organization we
worked at previously together. Not only
was this person a donor, but they also had a very personal connection to the
institution we worked for. This person
called Rick to let him know that he was not long for this world. It was sobering news for sure.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
As Rick told me the story – he mentioned that as he was
talking to this individual, he wondered “why are they calling me?” Although the two were friendly, they weren’t
exactly friends in the true definition of the word.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The individual proceeded to tell Rick that he was reaching
out to all the people who had been important to him in his life.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Think about that for a few minutes. How often, if ever - does anyone get a call
like that?<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Clearly, this person was thankful that Rick gave him the
opportunity to make an impact at the institution we both worked for. This person realized that even though he made
a nice gift to the organization, the true gift was given to him in the
opportunity to have a philanthropic impact.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
That’s the power of philanthropy. Not only can a gift transform and impact an
organization, it can have an equal if not greater impact on the donor themselves. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
When Rick told me that story, I couldn’t have been prouder
of him. It confirmed what I already knew
about him – that Rick does an amazing job of connecting an individual’s
aspirations to the mission and goals of an organization. This is the way philanthropy is supposed to
work. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
So here’s the backstory about my relationship with
Rick. There are times when he makes me
crazy (which may be news to him). We
couldn’t be more opposite in so many ways and I really mean in so, so, many
ways. We’re just different and yet we
work well together. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Here’s the thing – despite our differences, despite our
different approaches to almost everything in life – I admire him and I’m proud to
work with him. I know that when it comes
to connecting people to a mission or a cause, he’s going to find the best way
possible to make that happen. I just
never have a doubt that he’s going to do what is in the best interest of the
individual and the organization he is supporting.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
This is why I’m paying tribute. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Thank you Rick. You’ve
taught me a great deal about philanthropy and you’ve helped give meaning to the
work I do. I am proud to partner with
you and to collaborate with you and to watch you do the amazing work you
do. Thank you for allowing me to have
the confidence that you will always get to “the ask” and please know that I
will never take that for granted.</div>
<div class="MsoNormal">
<br /></div>
<br />
<div class="MsoNormal">
This is Research Pride Month and I’m showing my pride by
acknowledging my work is not about me. It's about us and us includes all involved in trying to make a difference.<o:p></o:p></div>
Unknownnoreply@blogger.com2tag:blogger.com,1999:blog-2303514752883897304.post-59859081751939113982017-03-01T18:31:00.000-08:002017-03-02T12:12:38.477-08:00Stepping out of the box<div class="MsoNormal">
I have always been proud of my prospect research roots, but
I often become a little frustrated when that becomes my whole identity and
label. Don’t get me wrong – I love research. I love the process and the
significance of what it can do for a non-profit organization that needs to
elevate its fundraising efforts. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
So here’s the thing – after years (we’re talking a lot of
years) of being in development, I’m so much more than a prospect
researcher. I am truly a development
professional who continues to find ways to have the biggest possible impact on
the non-profit I work for.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
How so, you ask? <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Ok, maybe you’re not actually asking – but I’m going to tell
you anyway. Let me start by saying that
I’m no one special. I don’t ever really
feel like I’m the smartest person in the room or the guy who has all the
answers. What I do have is a set of life
experiences that have prepared me to be where I am today and to operate in a
way allows me to be successful.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Now we all define success in different ways and for me –
it’s all about impact. Having an impact
requires taking action and often times we find ourselves somewhat paralyzed
because we might be afraid to step out of our comfort zones. When we do that – special things can happen.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
So, I’m going to tell you a story and try to illustrate what
I’m talking about.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I work at a small non-profit. Small in that it’s only about 17 years old,
employs less than 150 people and raises a little more than $35 million. Not tiny, but small never-the-less. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
There’s an entrepreneurial spirit here which is amazing, but
at the same time – that can cause some growing pains by its very nature. Sometimes, there’s a little too much “let’s
try this” attitude in my opinion.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
No organization is immune to that; however, having that kind of
freedom can definitely be a good thing.
It just has to be strategic. It
requires thought and if at all possible – data or something to quantify what
you’re going to try to do.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Shortly after I arrived at the Pancreatic Cancer Action
Network – we partnered with Target Analytics to identify the best potential
donors in our database. This allowed us
to segment our data in a way that would help us provide a road-map for where we
needed to go and who we needed to engage.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Constituents were identified and assigned and the work
began.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Calls were made. Lots
of calls. Tons of calls. And then…
silence. For the most part the response was non-existent. Doubt started to set
in. Doubts about the data and the
methods used to segment that data became topics of “conversation.” Doubts became theories – and labels started
to emerge. I heard things like “Our
donors are different” and “Our donors just aren't responsive.” <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
That’s when the “let’s try this” ideas started to
emerge. I cringed. I knew better. I knew that even though lots of calls were
made – we really had put our effort into a very small portion of our database
and that the process wasn’t given a fair chance. Basically, some were making conclusions based
on a small sample size. The lack of
early success began to breed a bit of frustration and that can be
dangerous. It wasn’t widespread by any
means, but it was enough to raise concern.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
As I mentioned earlier – our organization is relatively
young and our development department even more so. What isn’t new are the players on the
team. There is a wealth of experience
here and in some ways I’m at the center of that. I only say that because I’ve had exposure to
more non-profits than my colleagues.
This is my sixth stop in a long career within the non-profit world. Again, I’m no one special, but I do have some
valuable experience. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I also have more connections in the non-profit arena and
specifically in development than my colleagues.
The only reason I say that is to provide some context. One thing I know (and so do most of you) is
that prospect development community is a thriving, living, breathing community
and this community does a lot of sharing.
We talk. We listen. We share.
Sometimes we might even over share.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
My time in the profession and specifically with colleagues
at APRA and CARA have helped shape who I am today. I’ve been blessed with the opportunity to
learn from all of you and understand what works, what doesn’t work and what are
truly best practices. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It’s what we do with all of that knowledge that counts. So…
back to my story.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I began to try and change the conversation from <i>who we had identified</i> in our database to
<i>our approach to reaching them</i>. For the most part – much of what I was seeing
looked “transactional” to me and not “relational.” In my mind – it wasn’t about them (donors),
it was about us and our approach.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Every outreach from development looked the same. Every phone conversation. Every email.
Ok, maybe not “every single effort” – but for those doing the work of
trying to qualify constituents – that was definitely the trend. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I knew we had great people in our database who had a reason
to care. I knew many of them were
capable of making an impact on our fundraising efforts. I saw the data. I believed this with all my
heart and I knew in my head – that this was true. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
So what did I do?<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I took action. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
So here’s the thing.
I like to write. I think I can be
an effective communicator when I put my thoughts on paper. I also believed people use the phone less and
less to communicate; at least verbally.
They’d rather text or email these days.
That’s just the way people are these days.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
At the same time, the idea of cold calling someone is
somewhat out of my comfort zone and most people don’t like being on the
receiving end of those calls. Again, I
like to write – so my approach was simple and it was perfect for me and I
thought ideal for those I would reach out to.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I took my research skills and began to look at each record
through the lens of a prospect researcher.
I wanted to figure out who each person was, what their motivation was
for giving or being engaged and then take all of that information and use it to
personalize my approach. I didn’t spend
a lot of time figuring this out – I just needed enough information to make each
outreach unique.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I began to write emails.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
In my letters, I called out their giving, the way they
engaged with us, who they might have honored in their giving and I found ways
to connect with them on a personal level.
I found things they had in common with me or our fundraisers. I did
anything I could do to let them know that I “saw” them as individuals with a
story to tell. I wanted them to know
their stories were important to us and each of their journeys inspire us to do
what we do. I was being relational and
not transactional.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It worked. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
People responded. Those
emails turned into conversations and then into face to face meetings. This happened because the approach was
genuine. It was real. It was relational.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I’ve only reached out to a small sample, but the results
have been amazing. Our major gift team
is reaping the rewards of this effort.
I’ve even had the opportunity and privilege of participating in some of
these meetings and I’ve been able to add some value to the process.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
At the end of the day – the data played a huge role, but how
we used that data was even more critical. I love it when that happens.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
This is only the beginning.
I’m going to continue to find ways to make our fundraisers and our
fundraising efforts more successful. I’m
fortunate in that I have the freedom to do that here. It speaks to our culture and our leadership
that I can step out of the box and do things that aren’t necessarily in my job
description.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
You know, sometimes we look at a situation and think “if
only <i>they</i> would do this…” Sometimes, we need to just act. I know that is easier said than done. Trust me, I know. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Here’s the thing – I came here to have an impact and I try
to do that every day. The funny thing is
that what I’ve found is that this organization has had an even bigger impact on
me. I have true admiration for our
leadership and for the work being done here and that compels me to do more. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I’m not here by accident.
I’m supposed to be here. We often
hear that we (and by “we” I mean all of us in development) are all
fundraisers. We are all responsible for
raising money, but how many of us take that to heart? <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<br />
<div class="MsoNormal">
Like I said at the top of this post, my roots are in
prospect research, but I AM a development professional. Sometimes, I even act like one.<o:p></o:p></div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-88335493192528615732016-08-05T16:35:00.000-07:002016-08-05T16:35:34.079-07:00Fundraising explained through "knock, knock" jokes...<div class="MsoNormal">
Volunteer: Knock, Knock<o:p></o:p></div>
<div class="MsoNormal">
Fundraiser: Who’s there?<o:p></o:p></div>
<div class="MsoNormal">
Volunteer: Howie<o:p></o:p></div>
<div class="MsoNormal">
Fundraiser Howie who?<o:p></o:p></div>
<div class="MsoNormal">
Volunteer: How we going to reach our fundraising goal?<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Fundraiser: “Watch this…”<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Fundraiser: Knock, Knock<o:p></o:p></div>
<div class="MsoNormal">
Donor: Who’s there?<o:p></o:p></div>
<div class="MsoNormal">
Fundraiser: Juwan<o:p></o:p></div>
<div class="MsoNormal">
Donor: Juwan who?<o:p></o:p></div>
<div class="MsoNormal">
Fundraiser: Juwan a give me some money?<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Donor: Knock, Knock<o:p></o:p></div>
<div class="MsoNormal">
Fundraiser: Who’s there?<o:p></o:p></div>
<div class="MsoNormal">
Donor: Ida<o:p></o:p></div>
<div class="MsoNormal">
Fundraiser: Ida who?<o:p></o:p></div>
<div class="MsoNormal">
Donor: I’d a love to give you some money.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Volunteer: Knock, Knock<o:p></o:p></div>
<div class="MsoNormal">
Fundraiser: Who’s there?<o:p></o:p></div>
<div class="MsoNormal">
Volunteer: Shirley<o:p></o:p></div>
<div class="MsoNormal">
Fundraiser: Shirley who?<o:p></o:p></div>
<div class="MsoNormal">
Volunteer: Surely, it’s not that easy<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Fundraiser: Knock, Knock<o:p></o:p></div>
<div class="MsoNormal">
Volunteer: Who’s there?<o:p></o:p></div>
<div class="MsoNormal">
Fundraiser: Jason<o:p></o:p></div>
<div class="MsoNormal">
Volunteer: Jason Who?</div>
<div class="MsoNormal">
Fundraiser: Jason
case you thought we were serious… we’re not.</div>
<div class="MsoNormal">
<o:p></o:p></div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-38193989294136667882016-03-17T20:11:00.000-07:002016-03-17T21:19:18.506-07:00Nashville... Here I Come!<div class="MsoNormal">
I’m an only child, but in some ways – I have more brothers
and sisters than you can count. They’re
my APRA brothers and sisters and they’ve been a big part of my life for many
years. I haven’t seen some of them in a
few years, but hope to catch up with as many of them as possible come late
July.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Yes! After not
attending an APRA conference since 2012 – I’m excited to say, I’ll be there in
Nashville for the APRA International Conference on Prospect Development. It’s been far too long; the longest stretch I’ve
ever had between conferences and I need this in a big way.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
In 2012, my term was ending as a member of the APRA Board of
Directors and I was about to start a new job at the University of California,
Irvine. It will be nearly four years and a lot has happened during that time and now here I am. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
For three years, I was knee deep in “stuff.” Some of it was great and some of it was
definitely challenging. I was busy
working, and managing a growing team of seven analysts. Even though I was surrounded by prospect
development professionals, I often felt isolated because I wasn’t connecting
with my long-time APRA brothers and sisters during that time. It was even rare for me to make it to a CARA
event during that time. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Something happens to us when we become disconnected from our
friends and colleagues in the field. I
believe we start to become run down and sometimes we even struggle. Not having the opportunity to connect with
people going through the same things is not the way to travel through your work
life. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I don’t know about you, but I need to connect with my APRA
family as often as I can. There’s
something special about seeing smiling faces who are glad to see you and can’t
wait to catch up. It’s fun when you are
learning together in an environment that’s all about collaboration and
sharing. It’s energizing to see what’s
new, what’s working and what’s coming.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I’ve enjoyed every APRA conference I’ve ever attended and I
always come away a little more knowledgeable, inspired, and energized. There’s value in all of that and APRA definitely
provides that. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I don’t know who’s going just yet and I’m not even sure
which sessions I will be attending, but I can go with great expectations and I
know I won’t be disappointed.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
APRA is essential to our professional and personal
growth. It’s where the learning curve
was reduced for me. It’s where I realized that I can do this work. It’s where I decided I wanted to do this
work. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It’s where we meet leaders in our field who are accessible
and willing to share. It’s where relationships
are built and networks are developed. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Sound too good to be true?
Trust me on this. Even major gift
officers who attend find it to be among the best conference they’ve ever been
to. You want to learn about best
practices? You want to know about what’s
on the cutting edge? How about some case
studies? It’s all there. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I cannot overemphasize the value of attending the APRA
conference. It’s so valuable that some
colleagues have paid their own way there because missing it was not an option. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
You need this. I need
this. We all need this. Now… let’s go!</div>
<div class="MsoNormal">
<o:p></o:p></div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-62912686922104336132016-03-07T19:01:00.000-08:002016-03-07T19:01:18.424-08:00A Thank You Letter to Fundraisers<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">Dear Fundraiser,<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">I wanted to take this time to thank
you. Now, before you interrupt me,
please let me just say what I have to say.
I know you like to do most of the talking; but this time around, I’m asking
that you humor me.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">I <i>really</i> want to thank you. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">I hope you know I’m your biggest
fan. I want you to succeed more than you
know; I really do. I want nothing more
than to see you closing big gifts and being celebrated for doing great work. I’m in your corner and I’ve got your
back. That’s the truth.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">I want to thank you for being so
great at what you do and for allowing me to be a part of that success. You know when I show up at my next
conference, I’ll be bragging about how great you are and how amazing you are to
work with. My colleagues will be
jealous.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">It’s not every day that people in my
profession have the privilege of having this kind of relationship. You and I
are a team and that’s just not always the norm.
I could tell you stories…<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">Thank you for letting me find the
best possible prospects for your portfolio. I appreciate that you trust me, and
you believe I’m going to find people through wealth screening and other methods
who have capacity and as best as I can tell - some affinity. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">Now we both know affinity can mean
lots of different things and comes in lots of different shades of grey. Thankfully, I have you to paint a picture
that’s more black and white. When you go
out and qualify these people through face to face contacts I can’t help but
smile. It makes my day to see you doing
this tireless work.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">I really appreciate that you don’t
ask me to do a lot of research prior to you getting an appointment. Thank you for being considerate of my time and
the resources I use. I mean, if you knew
how many times I researched people for fundraisers who never got an appointment
– it would make your head spin. Again,
thank you for not doing that.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">You know I am giving you prospects
who have capacity and you accept the responsibility to qualify them. That’s the way it’s supposed to be. Thank you.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">Besides, we both know you’re a
natural at this. I think you do your best work when you learn things about your
prospects organically. Every time you go in with too much information, you’re
less fluid and too calculated. That’s
not you. Am I right?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">Thank you for recognizing that I’m
giving you enough information for you to feel comfortable to get an appointment
and to get yourself out the door. I
mean, you and I know how much you hate being in the office, right? <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">I also want to thank you for being
fearless and being willing to cold call prospects. I know that this is the least favorite part
of your job and you do it anyway. That’s
one of the things I love about working with you – it’s never about you. You do whatever it takes. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">You’re good at this stuff. You know how to engage people and you are one
heck of a story teller. You have a gift
and I admire the way you put that gift to good use. You know a lot about what we are doing here
and I love the way you convey that information with passion to the people you
meet. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">Another thing – thank you so much for
putting in contact reports. I can’t
thank you enough for this one. And thank
you for letting me remind you to do this on those rare occasions when you
forget. It’s my duty and you’re always
great about this.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">I know, you know how important
institutional history is. Remember when
you first started and how frustrated you were at the lack of notes left by the
previous fundraiser? Of course you do. I’m
so glad we don’t have to worry about that with you. Thank you for setting an example for the
others.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">You know what else I really
appreciate? I love it when you debrief
me on your meetings. I love hearing how
things went and for having an opportunity to brain storm next steps with
you. It makes me feel engaged. It’s great being on the same team. Thank you
again for the opportunity to collaborate.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">I hope you continue to bounce some
ideas off me. I’ll be honest with you
and let you know my thoughts. This is
the way it’s supposed to work. My colleagues at other non-profits would give
anything to have this with their fundraisers.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">I also appreciate it when you help me. It’s so valuable when you verify things I
find in research, but can’t confirm. You understand that I’m only able to
provide pieces of the puzzle and you help find the other parts. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">You know, I think we’re going to do
great things together. I can’t wait to
watch you blow past your goals. You know I’ll be right there with you. I’ll be sure to keep your pipeline primed and
ready to go for when you’re ready for more.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">I think we have a great foundation
for success. I’m glad we’re working together.
I really am thankful.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">One last thing; thank you for your
friendship. I mean that. I don’t take
this for granted. I feel l like I really know you and you know me. I appreciate that we have more to talk about
than just work. I appreciate being able
to just be me and that you’re comfortable in being yourself as well.</span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<br /></div>
<br />
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
<span style="font-size: 12.0pt; line-height: 107%;">Thank you again.<o:p></o:p></span></div>
Unknownnoreply@blogger.com2tag:blogger.com,1999:blog-2303514752883897304.post-22360172028702841572016-03-03T19:03:00.000-08:002016-03-03T19:03:08.119-08:00I could have missed it all<div class="MsoNormal">
Sometimes the best things are the things that never
happen. I could have missed all of
this. I could have let it all go away and
that would have been tragic.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Prior to arriving at the Pancreatic Cancer Action Network, I
had made up my mind that I needed a change.
After years of doing work in prospect development I wanted to transition
into front-line fundraising. This decision
came after a lot of thought and contemplation.
<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Although, I had never been in that role before, I was
confident I could do it. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I’ve spent years evaluating and understanding
fundraisers. It’s hard to find really
good fundraisers who excel at cultivating and soliciting major gifts and I
wanted a shot. All I needed was an
opportunity.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I pulled out all the stops.
I resigned from my position at my last organization. I focused all of my time and all of my energy
into making this transition. I was
determined. I was relentless. I networked like crazy. I had friends and colleagues making
introductions and advocating for me. I
asked for and got informational interviews with key individuals who I did not
know.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I was creative. I
found ways to by-pass recruiters when necessary and made my way to decision
makers. I wrote convincing cover
letters. I reached out via
LinkedIn. Again, I did everything I could
imagine. It was my full-time job. There
was no other way to do this.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I put in the work the way a major gift officer puts in the
work to build a base of donors. Eventually, I began to interview. Hiring managers were intrigued. They were curious. I began to have meaningful conversations and
I was seeing a light at the end of the tunnel.
I believed that sooner or later someone would see the value in thinking
outside of the box and someone would be willing to take a chance on me.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
My eyes were wide open.
It was hard work, but I managed to stay positive and focused. I knew it was only a matter of time because I
was doing the work and all I needed to do was to trust the process.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
And then I had <i>that</i>
conversation – the one I mentioned in <a href="http://prospectdevelopment.blogspot.com/2016/02/the-perfect-storm.html" target="_blank">my first post</a> about an invitation to
investigate the place <a href="http://pancan.org/" target="_blank">where I work now</a>.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Thankfully, I kept an open mind. Although I was determined to make a
transition into frontline fundraising, I didn’t shut the door on prospect
development. I was committed to making a
change, but I decided to stay open to the right opportunity. It had to be special. It had to be extraordinary.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
From the moment I decided to make a change until the moment
I accepted the position I have now, I only interviewed for fundraising
positions (my current job was the one exception).<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The day I accepted the opportunity to work here, I felt at
peace. In my heart I knew it was the
right thing. It was the right fit and
the right organization. It was an easy
decision to ditch my plan and move forward.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I didn’t have any regrets about the effort I had put in
prior to this. I knew I was richer for
the experience and I made some new connections along the way. I learned a lot about myself and I was proud
of the effort and the process I went through.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Now, it was time to get to work. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
As I began to settle in and transition into my new position
I realized some things about myself. I
didn’t know how much I missed doing actual research because for years I had
teams that did the majority of that work instead. I found that I still had good instincts and
that I could still put the pieces of a puzzle together. I still had that desire to get it right and I
wanted to be able to tell the story of the people I was researching.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Every day has been like a treasure hunt. I couldn’t wait to see what and who I could
find. I couldn’t wait to connect the
dots and then have the opportunity to share the information with fundraisers
either as a group or individually. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I found the enthusiasm and passion for what I do return. I
felt engaged. I felt a burning desire to
help my organization succeed and I could see the potential impact.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I’m not saying I haven’t felt this before, but it had
definitely muted over time. There were
times when work felt like work. It
wasn’t necessarily fun or interesting or inspiring for lots of reasons. It
happens.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
That’s behind me now.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Getting back to basics has awakened something inside of
me. I have a new perspective and I have
promised myself to not take what I have now for granted. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I believe I will have an opportunity to grow this department
(time will tell), but I will always keep my hands in doing actual
research. I will never move away from
the opportunity to work directly with fundraisers on a daily basis. I will do what I ask others to do. I will always be in the trenches because I
don’t ever want to forget what it’s like to do this good work.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Something happens to you when you don't use the skills you have for any long period of time. First of all, you lose
confidence. For the last several years,
I believed my team had the best possible skills and that they had surpassed me
in my abilities to do research. What I
didn’t know was that I just needed to get back in the game.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
As a result, I’ve found my groove again and my confidence
has returned. I know how much or how little time it really takes to do an effective profile.
I know what’s important and what’s not.
I know when to stop and when to go beyond. I’m more strategic in my approach now and I
know how to convey what’s important to fundraisers. Basic stuff for sure, but important on so many levels.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I know I’m not the best of the best (not even close) – but,
I’m better than I’ve ever been. I think
I have more value now than I ever have. I
can do the nitty-gritty and still have a clear understanding of the big
picture. I know when to say “no” when
necessary and when to say “not yet." <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I may even be able to live up to the idea that I will have a
bigger impact here than any place I’ve ever worked.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Perhaps there is a lesson here for some of you reading this
today. I don’t know, but you do.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Some days are long, but I’m taking the time to engage with
the people that surround me. My days are
full, but they are rich. And to think I
could have missed it all.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Proverbs 16:9 states: “We make our plans, but the Lord
determines our steps.” Isn’t that the
truth!<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I’m not here by accident.
This is where I’m meant to be.
And to think… to actually think, I could have missed it all is beyond
me. I could have missed seeing the joy
of doing the work I’ve known for years return to me. I could have drifted away from colleagues in
my field who I’ve known for years. I
could have missed the opportunity to work with the terrific people here. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I’m back, but I guess I never really left. Thank God for that.<o:p></o:p></div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-2303514752883897304.post-89731324102910342722016-03-01T18:58:00.000-08:002016-03-02T11:39:53.223-08:00Evolve by getting Involved<div class="MsoNormal">
The saying is true; it’s not always what you know, it’s who
you know. Let me expand on that a
bit. It’s important to have people in
your network who know what you’re capable of doing.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I owe much of my success to the people I know personally and have worked with. My first job in development came because the director of
development called the vice president of advancement at a former institution I
worked at (not in development) and she advocated on my behalf. I didn’t even know the two knew each other.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
When all is said and done, the highlights of my professional
career will; in all likelihood, come down to <a href="http://pancan.org/" target="_blank">the place I work now</a> and the years
I spent at <a href="http://www.cityofhope.org/homepage" target="_blank">The City of Hope</a>. Both
opportunities came about because of who I know.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
In the case of City of Hope, when friend and long-time
colleague - Suzanne Szalay, left that organization to take on a new position; the
leadership asked her to recommend someone to replace her. That ended up being me. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
As I mentioned in my <a href="http://prospectdevelopment.blogspot.com/2016/02/the-perfect-storm.html" target="_blank">first post on this blog</a> – my current position
came about because of the relationship I established with our current vice
president of development who I worked with at The City of Hope. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The benefit of having a network and circle of friends goes
both ways. Since arriving at the
<a href="http://pancan.org/" target="_blank">Pancreatic Cancer Action Network</a>, I’ve been able to help recruit 3 people I
know and have worked with to this organization.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<a href="http://prospectdevelopment.blogspot.com/2016/02/what-if.html" target="_blank">It’s all about relationships</a>, but even more – it’s about developing
those relationships to maximize opportunities.
This doesn’t necessarily happen by accident. It takes effort, collaboration and time.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
When I first started working in development doing prospect
research I needed help. Boy, did I need help!
I reached out to individuals who had established themselves in the field
to see if they would meet with me so that I could learn about prospect
research.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I met with Napoleon Hendrix, who was at U.C. Irvine at the
time, Marsha Krauss at U.C.L.A. (I actually went to meet another individual
there, but it was Marsha who took me under her wing) and Cathy Terrones who was
at Cal Poly Pomona at the time.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
All three were great and helped me learn a lot not just
then, but throughout the years. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
In the case of Cathy – she's a great friend (and a mentor). I tell her from
time to time that in addition to being a great friend, she's always going to be a mentor too! Cathy has been a constant source of
encouragement and an inspiration. She
has even encouraged me to write; telling me I have a “gift” and need to do
this. It’s amazing what a little
encouragement can do and I have had many provide me that over the years.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I really began to expand my circle of friends and my network
when I got involved in the <a href="http://caresearchers.org/" target="_blank">California Advancement Researchers Association(CARA)</a>. That wasn’t something I jumped
into head first. I wasn’t looking to get
involved, but one day I got a call from Michael Seymour who flat out told me, “I
think it’s time for you to get involved.”
Michael is great that way!<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Michael asked me to serve on the nomination committee for
their board elections. The rest is sort
of… well, history. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
CARA has meant the world to me. If you are new to prospect development or
even if you’re not – you need to get involved with your local APRA
chapter. If you are willing to put in
the effort, you will establish personal and professional relationships that
will last your whole career and beyond.
There are so many amazing people in our field who are absolute gems.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
We often tell people “No one says, I want to a prospect
researcher when I grow up.” Most of us
come into the field by accident. We don’t
necessarily seek out this arena. We kind of, sort of just end up here. Maybe we had some writing skills that got us
in the door. Maybe we knew how to do a
little bit of research. Every path is
unique.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Once we get here we might be asked to do things we never had
to do before. That’s where CARA and <a href="http://aprahome.org/" target="_blank">APRA</a>
come in. It’s the training ground for
us. It’s where we learn best practice
and even beyond that, what’s “next.”
More importantly it’s where we meet people who have the same challenges
and opportunities.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I’m biased, but I think some of the very best people working
in the non-profit world are in prospect development.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Our field has a culture of sharing through teaching. A lot of nurturing and encouraging takes
place through organizations like <a href="http://caresearchers.org/" target="_blank">CARA</a> and <a href="http://aprahome.org/" target="_blank">APRA</a>.
Again, since most of us come to the field by accident – many of us have
a common story and a sense of what it’s like to be asked to do something new
and not always familiar to us.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I know I speak for many when I say CARA and APRA has been a
career/life enhancing experience. It is
our life line in many respects. These
organizations have introduced me to so many wonderful people; not only people
who helped me, but people who I could help as well.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Through the years, I’ve encouraged colleagues to speak at
our conferences and seminars. A few took
those opportunities to heart and have blossomed in the field since. I’ve nominated people for the board and even
served as references for some of them along the way. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
While at the City of Hope we often had visitors who were
either new to the field or interested in learning how we did things. I’d like to think I’ve given as much as I
have received, but I’m not sure that’s possible. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
If you are new to prospect development or even if you’ve
been tooling around in the field and haven’t made up your mind if this is what
you want to do, I encourage you to get involved in a local APRA chapter. If possible, you also need to attend the
annual APRA International Conference.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I remember my first APRA conference well. I hate to admit it, but I went reluctantly. It changed everything for me. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
That conference really cut the learning curve for me and
introduce me to great people like Cecilia Hogan, David Lawson, and Joe Boeke
all of whom I saw speak for the first time.
I came away from that experience thinking; yes, I can do this.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
APRA has allowed me to expand my community. Through the conferences, serving on the board
and volunteering I now know people around the country and even outside of our
own borders. <o:p></o:p><br />
<br /></div>
<div class="MsoNormal">
<div class="MsoNormal">
Together, we are an army working for the common good. We do many things to make our organizations
successful. We identify potential
donors. We help qualify prospects to see
if they have the capacity and inclination to give. We help ensure our donors are followed up on
and that no donor is forgotten.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
We are the engines that drive our major gift programs. We all have different missions, but we share
a common goal; to make the world a better, healthier and safer place.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
It’s hard to imagine my career without this army because
they don’t just help the organizations they work for, they help one
another. Together, we teach. We advocate.
We encourage. We network; boy do
we network.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<br />
<div class="MsoNormal">
While serving on the CARA board, I was even able to convince
many of my friends across America to come out to speak to our chapter in
California. One of the first chapters
(if not <i>the </i>first), Lawrence Henze of
<a href="https://www.blackbaud.com/" target="_blank">Target Analytics</a> ever spoke at was CARA.
He’s just one of many.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
</div>
<div class="MsoNormal">
Fundraisers who come to our conferences are often amazed at
how well we network. It’s funny when you
think about it. I might even venture to
guess some of us have better networks than our fundraisers. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
So again, if you are new to prospect development or even if
you’re sitting there trying to decide if this is what you really want to do,
please consider going to a conference; better yet, get involved as a volunteer,
speaker or board member. It just might
change your life and how often can you say that?</div>
<div class="MsoNormal">
<o:p></o:p></div>
Unknownnoreply@blogger.com1tag:blogger.com,1999:blog-2303514752883897304.post-35403223195762644672016-02-26T20:19:00.000-08:002017-11-28T15:37:58.323-08:00What if?<div class="MsoNormal">
I spend a lot of time thinking about how to build better
relationships with the people I work with and the people I know in the field of
prospect development. I don’t always do
a good job of this, but I try.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I have told my co-workers… Wait. I don’t really like <i>that</i> term, I’m going to
say, my “friends” instead. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I tell my friends that my day is always richer when I get to
engage with them on a personal level. It
can be as simple as a “good morning” and a short discussion about what someone
did over the weekend or it can be about something they’re genuinely excited
about that is happening in their lives.
Even a five minute conversation really makes my day better.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The point is to connect on a level that make us all feel more
human. We spend a lot of time at work, I’d
like to know more about my friends than just what they’re responsible for doing
at work. I like to know why they do the
work they do, how they got to this point in their lives and what gets them
excited every day. I even like knowing
their dog or cat’s name, their favorite movie of all time or anything that allows me to know them better.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I like having a reason to connect with my friends about things
other than work. Maybe we share a
passion for baseball. Maybe we like the same television show or who knows what. The added benefit of all this that it also allows me to connect them with
others.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I’m a huge fan of the song “What if” by John Ondrasik, also
known as “Five for Fighting.” The song
has had a profound impact on me. I want
to try to see the world through other people’s eyes. I try to put myself in their shoes
whenever possible or appropriate.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
That’s not always easy.
It takes time and effort, but it's so worth it.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The song “What if” starts out with “Threw a line out to pull you to me. If
you don’t get it then you don’t get it.
You made up your mind before you knew me. If you don’t get it then you don’t get it.”<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I don’t always succeed – but I try to reach out to
people to see if I can engage them. I don't just do this at work, but even at the places where I eat or do business. If they take the line, great. If they don’t, they just don’t.<br />
<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I learned this from my dad.
He always made it a point to know people. Be it the person who delivered his mail or
the guy filling his prescriptions at the drug store. I think his life was richer because of the
effort he put into it.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
What kind of relationships do you have at work? I say "work" for the
purposes of this blog because that's what this space is all about.<o:p></o:p><br />
<br />
Let me ask you a direct question.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Are you the kind of prospect development professional who
has adapted the “us vs. them” mentality when it comes to fundraisers? I know you’re out there. I’ve talked to you, I’ve heard your jokes,
your rants, and your frustrations.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Whenever I’m at a conference or with other prospect
development professionals and someone refers to fundraisers as being on the “dark
side,” I cringe. I hate that. I hate any comment that is not complimentary about those on the front-line raising
money. I just do.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I love fundraisers.
All of them; major gift officers, annual giving officers, those working
to establish corporate and community partnerships and even the students who
are calling alumni to solicit them for donations.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I know not all of them are perfect. Who is?
I know that some of them won’t call the prospects you’ve identified for
them and how frustrating that can be. I
get it. I do my best to help those who
won’t help themselves, but those that do truly <i>get it</i> – I embrace.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I want to do everything I can to help them be successful. I’m
driven to help them be successful. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Look, I work at an organization where 100% of the revenue
comes from fundraising. Imagine what
that pie chart looks like. It’s
sobering. Even if I didn’t work where
that was the case, I know that fundraising is critical to any non-profit’s
life. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
You better believe I want to do everything and anything I
can to help them be successful.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I know there are things they like to do and things they don’t. Same goes for us. That’s right – it applies to those of us in prospect development as well.<br />
<br />
Like what?</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Let me ask you – when you get a request for a phone number
from one of your fundraisers, how do you react?<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Hey! Did you just roll your eyes?<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I know that sometimes they can look it up themselves. That’s
not the point. How do you react? Do you
tell yourself, that’s beneath me or I have better more important things to
do? I know full well that some of you do
and say this all the time. Hey, I might
have been guilty of this at one time or another too.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Not anymore.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I want my fundraiser calling prospects. I love it when they make the effort to reach
out to new people. Cold calling or any
kind of calling is hard. If they want to
call someone and they need a phone number, I’m going to give it to them as soon
as I can and I’m going to be happy to do it.
<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Why? It’s not about
me.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Remember that song I mentioned above?<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
“What if I had your
heart? What if you wore my scars? How
would we break down? What if you were me? What if I were you?”<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Remember, it’s all
about relationships. Fundraisers shouldn’t
be the only one that spend time building relationships. We should be doing it too. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Take time to get out
from behind your monitor and go talk to someone. Make a friend. Be a friend.
Do the things that friends should do for one another (even looking up
phone numbers).<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I know you’re
busy. I know you have deadlines. You might
even by shy. Do it anyway. Don’t make it about you. Make it about doing
what’s best for the organization you serve.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
You can start
small. Don’t pass someone’s office or cubicle
or walk past them in the hall without saying “Hello.” Instead of emailing someone, take the time to go talk to them in person once in a while. You can build from there. I know you can do this.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
“To the ones
who make it better. Vying to get out,
got to touch the other side. What if all that it took to save our lives together
was to rise up?”<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<br />
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<br>Unknownnoreply@blogger.com0