It’s There—Waiting for You

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Last week I had the pleasure of addressing a conference of nonprofit leaders. My topic was the abundance waiting for the nonprofit community. Far too often, nonprofit leaders adopt a scarcity mentality. There's never enough. There's more competition for philanthropic dollars subdividing a fixed pie.

Nothing could be farther from the truth.

The deep irony is the scarcity mindset is a self-fulfilling prophecy. It needn't be that way.

As it happens, I had an opportunity to demonstrate this that very day. During one of the breaks a delightful young woman introduced herself to me. She's the founder and chief executive of an embryonic charity to benefit disabled children through the arts.

Brenda sought my counsel concerning an upcoming visit with a potential significant donor. The connection was warm in that there was a general awareness on the part of the potential investor. The investor was known to have interests that potentially aligned, as well. There was also a network connection. Outside of all of this, however, there was, as yet, no firm commitment—even a modest one.

Brenda was armed and ready to ask Helen for an investment sufficient to fund an entire summer program. Helen was certainly capable. We know, that's only half the equation, however.

Brenda told me she had read a fairly popular book on solicitation. It's one of those that gives you a step-wise sales approach. I encouraged her to take a different tack.