Invested. Or Not.
Here’s a story. A small organization we work with is engaged in a capital campaign. Their goals are ambitious, and they’re just starting to learn the ropes of asking for major gifts. One of the lead development officers recently met with two comparable donors who had consistently given generously (and at similar rates) to their annual appeal. The organization knew well the capacity of the two donors and was aware that both could make large gifts.
After meeting with the development officer and the organization’s head, one donor made a six-figure lead gift to the campaign with the promise of more. The other was welcoming but only added a few hundred dollars more to her annual gift. Why?