The E. F. Hutton Effect: When My Campaign Chair Talked, I Listened!
The reason for success of the campaign was her E. F. Hutton style. When she spoke, everyone listened. Why would she command such respect?
- She had history and knowledge of the organization.
- She had contacts and name recognition in the community.
- She had a personal experience with her husband in hospice.
- She understood the dynamics of capital campaigns.
- She had a vision of what the facility should be.
- She visited other hospices and brought the best ideas to the table.
- She loved to tell a story and recruited story tellers!
- She made a personal gift and encouraged "peers" to give.
- She recruited an experienced team and realized victory would be realized in first few lead gifts.
I knew she “got it” when, at the first facility design meeting, she threw out the design and created one with the patients’ needs in mind. The campaign goal of $5.3 million was exceeded by $1.4 million. This did not include an additional later landscape endowment gift of $1 million.
The moral of the story is simple. When you have a capital campaign, look for the E. F. Hutton Effect in a volunteer campaign leader. By finding the right campaign leader, the chances of campaign success increase tremendously!
I also suggest having a recruitment Plan “B”! Every circus has a net, and always listen before you speak!
Duke has extensive experience as a nonprofit practitioner, author, lecturer and consultant. He has been a contributing author to NonProfit PRO for the last 11 years. He has been a long-standing member of the Association of Fundraising Professionals where he was previously named the AFP Indiana Chapter Fundraising Executive of the Year and has held the CFRE designation for many years.
He received his doctorate degree from West Virginia University with an emphasis in education administration, master's degree from Marshall University with an emphasis in public administration and a bachelor's degree from West Virginia University with an emphasis in marketing/management. He has also completed post graduate work at the University of Louisville.
He is currently executive director of development for The Salvation Army Indiana Division in Indianapolis, Indiana. Contact Duke at firstname.lastname@example.org or 317-224-1029.