Winter/Spring 2004
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Winter/Spring 2004 |
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Jerry Panas also offered, to an overflow house of 100 presidents, an afternoon workshop that addressed the most practical of fundraising details, coaching presidents in how to get it “right”—having the right person do the asking, at the right time, for the right cause, in the right way, for the right amount. His advice ranged from the often-overlooked research on the importance of first impressions (timed to the second) to the skill he argued is the most useful of all the arts of asking—listening. To teach this latter point, he engaged presidents in role-playing exercises seeking to understand the prospective donors’ ideas about the college, the particular project, likely dollar amounts, and the timing of the request. Independent |
