Harvey DeVries

The hardest thing for most development officers to do is to GET OUT OF THE OFFICE and spend time face to face with donors discussing a major or planned gift. Sometimes the problem is based on a latent fear of being put “on the spot” and not knowing what to say. One way to overcome the fear is simply to be enthusiastic. Take a cue from Vartan Gregorian, former CEO of the New York Public Library. According to Jerry Panas, author of “Asking: A 59-Minute Guide to Everything Board Members, Volunteers and Staff Must Know to Secure the Gift,” Gregorian makes everyone

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