Follow your instincts, your ‘Gut Instincts’ as you go about your duties as a development professional. Use your own personal talent and skills that you’ve honed over the years. Be creative but stay within yourself utilizing your own personal skills and insights.

By: Bruce P. Byrne

“Gut Instincts”
Follow your instincts, your ‘Gut Instincts’ as you go about your duties as a development professional. First and foremost—be yourself. Use your own personal talent and skills that you’ve honed over the years. Everyone is different and unique with special skills and confidence that are totally unique to him or her. This includes you as the professional and the prospective donor. Be creative but stay within yourself utilizing your own personal skills and insights.

Punctuality & Early Birds!
Isn’t it strange and funny that in any development office setting, the first person to the office and the last one to leave is in most cases the most successful in achieving their tasks and goals? This is why you as a professional must set the example with standards and work habits that set you apart from others. You don’t have to brag about your punctuality or your long hours—just be there on time and set examples for others to follow. You’ll gain not only their respect but also your chances for success will improve dramatically.

Think Big!
The development profession can be most satisfying, especially right after you’ve enjoyed a successful call, culminating with an ‘ask’ that resulted in a major gift. Each one of us has stories to share when discussing our successes with major gifts. Whether you’re seeking a million dollar gift or a $10,000 gift, the methods of preparing for ‘the ask’ are same. First you must find out as much as possible about the prospect. Don’t be afraid to follow your instincts on how much to request and the purpose of ‘the ask.’ Be specific on the amount of your request in writing. They will ask you “How much are you looking for”? Always be prepared to ask for a very specific (explicit dollar amount) gift. Don’t be shy!

Surprises!
It’s rare when a prospect says, “Oh, I can do more than that.” Be as prepared as possible to ask for what you consider to be a ‘stretch’ number, or an amount at the upper end of their range. Never underestimate what an individual, a group of doctors in a practice, or a corporation might contribute to your campaign. There are always so many factors that could and will impact on the size of their gifts. Always be prepared for any response and focus on the reasons why a higher gift is so critical for the success of the campaign. You may want to emphasize the impact their gift will have on the community and those being served.

Be as smart as you can be by finding out as much as possible about the prospective donor. Be Yourself! Be Prepared! Be Professional! Use your God-given personal talents and those you’ve learned and acquired over the years. Plan your work and then work your plan. Don’t be shy! Don’t be afraid of your “Gut Instincts” – especially on LARGE ASKS! In most cases your initial instincts were and are the ones you should have followed all along. Good Luck!

CDS is among the most sought after fundraising consulting firms specializing in the strategic planning and tactical execution of capital campaigns for non-profits throughout the United States and Canada. More information on CDS can be found on the web at www.cdsfunds.com. If you have a fundraising question, please call CDS at 800-761-3833 or send an email to info@cdsfunds.com.