John Greenhoe, CFRE, Fundraising Discovery Call Workshop -- Top Tips/Takeaways

2. The Cutting Edge of Discovery Calls
Best Practices, Surveying the Field
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3. “This is largely a business of
figuring it out on your own.”
An Inconvenient Truth
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4. The Cutting Edge of Discovery Calls
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John Greenhoe, MA, CFRE
John.greenhoe@wmich.edu
about.me/johngreenhoe
Twitter: @jjgcfre

5. • Lack of Discipline/Organization
• Becoming Easily Discouraged
• Not Focusing on Donor/Listening
Common Mistakes/Tips
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6. Lacking Discipline
Mistake #1
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7. Lack of Discipline
– Procrastination
– Avoiding the difficult
– Being reactive
Mistake #1
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8. Becoming Easily Discouraged
Mistake #2
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9. Defeatist Attitude
– Giving Up Easily
– Apologizing
– Weak/Embarrassed Approach
Mistake #2
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10. Listening (Lack of)
Mistake #3
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11. Not Listening/Lacking Donor Focus
– Too much time focused on organization
– Thinking too much about “pitch”/solicitation
– Making assumptions
Mistake #3
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12. 12
"When asking questions, your job is to
gain information -- not to respond.“
--Jerry Panas

13. Celebrate Small Victories
• It is Difficult!
• Reward Yourself
• The Toughest Part
of Fundraising?
Parting Shots
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14. The Cutting Edge of Discovery Calls
Best Practices, Surveying the Field
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15. John Greenhoe, MA, CFRE
John.greenhoe@wmich.edu
about.me/johngreenhoe
Twitter: @jjgcfre