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CLOSING ON MAJOR GIFTS: Classic Sales Training Techniques Applied (or not) to Nonprofit Solicitations

CLOSING ON MAJOR GIFTS: Classic Sales Training Techniques Applied (or not) to Nonprofit Solicitations

by Eddie Thompson | Jun 11, 2015 | Donor Communications

Very few set out with the career goal of becoming fundraisers. Historically, nonprofit executives (including fundraisers) emerged from the ranks of financial professionals, business leaders, academic faculty, or the nonprofit’s most experienced program staff. In the...
NOBLE OCCUPATION: A Little Bit of Don Quixote in All the Best Fundraisers

NOBLE OCCUPATION: A Little Bit of Don Quixote in All the Best Fundraisers

by Eddie Thompson | May 11, 2015 | Professional Development

The Ingenious Gentleman Don Quixote of La Mancha by Miguel de Cervantes Saavedra was published in 1606. The Spanish classic follows the adventures of a nobleman who (under the assumed name, Don Quixote) set out to revive chivalry, bring justice to the oppressed, and...
SOLICITING MEMORIALS: Understanding the Need to Give in the Wake of Tragedy

SOLICITING MEMORIALS: Understanding the Need to Give in the Wake of Tragedy

by Eddie Thompson | Apr 10, 2015 | Charitable Estate Planning

Sheryl and I lost our only grandchild ten years ago this month. As they so often say, “You can eventually get beyond that kind of tragedy, but you never really get over it.” Even as I write this story, the sense of loss is still very real. On the morning of April 2,...
ACCOUNTABILITY ATTITUDES: Why You Can’t Fool Experienced Donors

ACCOUNTABILITY ATTITUDES: Why You Can’t Fool Experienced Donors

by Eddie Thompson | Mar 3, 2015 | Donor Communications

Creating a positive culture of accountability is not something accomplished by decree, i.e., the values we “decided” to adopt at a recent strategic planning meeting. Cultural values develop through time, particularly over difficult times. Leaders who stick to their...
ACCOUNTABILITY CULTURES: Toxic vs. Empowering Systems and the Effect on Fundraising Staff

ACCOUNTABILITY CULTURES: Toxic vs. Empowering Systems and the Effect on Fundraising Staff

by Eddie Thompson | Feb 3, 2015 | Development Management

I used to keep a file in my desk drawer on the positive and negative lessons I learned from leaders—some great, others less than great. Eventually, the file was misplaced but many of the ideas were sticky enough to remain with me through the years. Below are a few of...
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