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The Zoology of Fundraising: More Chameleons, Fewer Peacocks
The Education Advisory Board, after analyzing donations to 1,217 major-gift officers at 89 colleges and universities in the United States and Britain, concluded the most effective fundraisers were “Curious Chameleons” – those possessed of a unique blend of optimal traits including behavioral and linguistic flexibility, intellectual curiosity, and assertiveness in soliciting prospects. Yet only 3.8 percent of the major-gift officers surveyed had that ideal combination.
Far too many hiring authorities, having fallen prey to persistent, pernicious myths about fundraising, bypass or fail to nurture the chameleons in their midst, opting instead for peacocks.
To assist them in identifying chameleons and their best and peacocks at their worst, I offer this taxonomy.
By the way, this study was done in 2014. Why does fundraising practice so often lag fact and reality and by such a wide margin? Reality eventually catches up, but the longer the lag, the nastier the collision.
Jim Langley is the president of Langley Innovations. Langley Innovations provides a range of services to its clients to help them understand the cultural underpinnings of philanthropy and the psychology of donors and, with that knowledge, to develop the most effective strategies and tactics to build broader and more lasting communities of support. Jim has authored numerous books including his most recent book, The Future of Fundraising: Adapting to New Philanthropic Realities, published by Academic Impressions in 2020.
Related Resources:
- Webinar: 4-Step Process for “Reimagining Fundraising Operations”
- The Seven Principles of Advancement Leadership
- 7 ‘Hire Me Now’ Traits of Highly Effective Major Gifts Officers
- This is the #1 driver of fundraiser turnover
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Feeling like your job is getting harder because donor expectations have changed and competition for the charitable dollar is growing?
Finding that the old orthodoxies and conventions espoused by so-called experts in online echo-chambers and at conferences don’t work anymore?
Want to help more people make impact by facilitating their acts of philanthropy but feel like too many obstacles keep getting in your way?
Then this book is for you.
Engagement Fundraising was developed from the perspective of a donor who discovered firsthand that the impersonal, spray-and-pray approaches of his beloved charity were not only offensive but also wasteful and ineffective. So he took action. And now, you can too.
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