Rules of Engagement: The Chicken or the Egg?

Does engagement at your organization begin with the "chicken," otherwise known in development parlance as the donor, or the "egg," the prospect? Frequently, when inquiring about engagement opportunities, clients give me a broad list of annual events. However, when I ask who is invited, the list sounds pretty safe: Existing donors, past attendees, friends of attendees and the like. How about taking a different path? Let’s put the egg first and invite some new prospects.