afp conf 2015 greenhoe top takeaways

The Cutting Edge of Discovery CallsBest Practices, Surveying the Field

2

“This is largely a business of

figuring it out on your own.”

An Inconvenient Truth

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The Cutting Edge of Discovery Calls

4

John Greenhoe, MA, CFRE

John.greenhoe@wmich.eduabout.me/johngreenhoeTwitter: @jjgcfre

• Lack of Discipline/Organization

• Becoming Easily Discouraged

• Not Focusing on Donor/Listening

Common Mistakes/Tips

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Lacking Discipline

Mistake #1

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Lack of Discipline

– Procrastination

– Avoiding the difficult

– Being reactive

Mistake #1

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Becoming Easily Discouraged

Mistake #2

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Defeatist Attitude

– Giving Up Easily

– Apologizing

– Weak/Embarrassed Approach

Mistake #2

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Listening (Lack of)

Mistake #3

10

Not Listening/Lacking Donor Focus

– Too much time focused on organization

– Thinking too much about “pitch”/solicitation

– Making assumptions

Mistake #3

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"When asking questions, your job is to gain information -- not to respond.“

--Jerry Panas

Celebrate Small Victories

• It is Difficult!

• Reward Yourself

• The Toughest Part

of Fundraising?

Parting Shots

13

The Cutting Edge of Discovery CallsBest Practices, Surveying the Field

14

John Greenhoe, MA, CFRE

John.greenhoe@wmich.eduabout.me/johngreenhoe

Twitter: @jjgcfre