Janet
(frustrated by the conclusion Bob has drawn)
He wanted to designate his gift to his friend’s favorite program, and if he could have done that, I’m sure we would have got a much bigger donation – and possibly opened up a longer term relation…
Bob
Not that again. Janet, you know that I can’t give the OK on restricted gifts. My hands are tied. Our CFO has clearly said – and the Board has backed him on this – that fundraised revenue is required to close the gap between our budget and the real cost of providing essential services.
Janet
But finance only ever sees numbers on paper. They aren’t the ones who have to face donors every day, trying to convince them that they’ve put their money in the right place. How can I build relationships when I can’t even tell donors what their gifts are supporting?
Bob
(gesturing all around)
What do you mean? Donors have made all this possible and they can see it for themselves. What about this great building that is the envy of seniors’ centers everywhere?
Janet
That’s the argument for the capital campaign, Bob, which has been over for eight years now. I can’t keep talking about it endlessly. Donors need to know what’s going on inside this building.
Bob
They’re welcome here anytime they want to come see for themselves what their money is doing. Did you take your donor on a tour earlier today? He would have seen exactly where his money was going.
Janet
No, he has mobility problems. I don’t think he could have handled a tour. Besides, it’s my job to describe what donors’ money is doing in ways that make them confident that they’ve supported the right cause. If I could just talk in more specific terms; give them something to latch onto; then they would have a better picture of what we’re trying to achieve and how they are contributing to our success.
Bob
But you can do that, Janet. What you say is, “blah, blah, blah…your donation will contribute in a myriad of ways that help seniors live more fulfilling lives and maintain their independence longer.” This is a much better line anyway, because then every donation is boosting every program we have, not just one or two. I just know that if we gave donors complete freedom to fund whatever they want, everyone would donate to Pub Night and Learning the Internet and our less popular programs like Seniors Abuse and Vegetarian Cooking would get nothing. Then I’d have to deal with the program coordinators who’d be complaining about funding inequity.
Janet
But that’s my point, Bob. I could raise more money for Vegetarian Cooking Classes or the Seniors Abuse Prevention program or whatever you want, if I could just develop a campaign around one or two projects at a time. People would step up to the plate and fund them if they knew they were a priority for us.
Bob
Look, the Board, the CFO and, frankly, I want – no, need – as much flexibility as possible. I don’t expect you to know anything about the issues that I have to deal with all day long. George upstairs spends most of his time in finance moving budget monies around from one area to another just so we can keep our heads above water – and so we can fund your development department, I might add. (Switching tactics) Look, I’m sorry your donor didn’t give you the big gift you were hoping for this time. But, you’ve got to get past this one, Janet. There will be another donor tomorrow, and you’ll do better next time, right?
Janet
(resigned, very quietly)
Right.
(She turns to leave.)
Bob
And, Janet…?
Janet
(turning in the doorway)
Yes?
Bob
Next time, make sure you take ‘em on a tour of the building. It works every time. Have a nice night.
© 2008 Cygnus Applied Research, Inc.
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