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May 14, 2008


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Jeff Trexler

This is key. I'll never forget sitting in on a donor meeting with an organization that was completely deaf to this sort of advice. The donor asked to speak to the organization to fund a specific project, and the org spend most of the time focusing on its building program--thus guaranteeing that it would receive money for neither.


"Shut up and listen while I pitch!" Sad. "Enough about our institution and our needs; what do you think about us and how you will help us with our needs?"

Well, just tell your story to enough people and someone will give.

You can see why I believe legacies can grow tenfold simply by applying the principles taught in consultative skills training. Like, focus on the other person's need. Listen. And position your offering within their story, rather than your own.

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