It’s There—Waiting for You

Instead of coming at the potential investor full-bore with a pitch and an ask, however worthy, why not invert the paradigm? Use the initial meeting to become acquainted with Helen and the organization. Instead of asking Helen for money upfront, ask her, "What do you want to accomplish?" Accomplishment in life terms. Draw her out as to her values, her passions. I guaranteed Brenda that Helen will have mostly likely never been approached by a fundraiser in this manner.

Go prepared to ask, I told Brenda, but only if the opportunity presents itself.

At the end of our brief conversation, I told her that my fee for this counsel was a follow-up email on the outcome of her meeting, to take place later that week.

True to her word, I received an email from Brenda late one afternoon a few days later.

The outcome?

It couldn't have been better. Helen was so taken that someone would actually seek her interests, and with Brenda's efforts, she funded the entire summer program on the spot. Wow!

What's more, Brenda left having made a friend as well as acquired an investor in her cause.

Principle 1 of The Eight Principles^TM is Donors are the Drivers®. Donors drive philanthropy with their values and visions, not their money. Money is the outcome, not the goal.

The task for Brenda going forward will be to build that relationship—through trust and transparency. If she succeeds, there will be more resources coming her way—from Helen as well as others.

The test for durability will be Brenda's adherence to Principle 7 of The Eight Principles^TM, Renew & Refresh^TM. Seek first to renew your current investors even as you reach out to refresh and expand those who invest in you.