Larry's Lessons

Larry's Lessons will be a periodic column were I discuss various issues facing fundraisers.

In this first installment, I would like to provide some background on my qualifications to share information.

Since the early 1980’s my wife, Shelley, and I had the privilege to serve on seven not-for-profit boards of trustees and were involved in capital campaigns ranging from $2.5 million to $160 million. The largest investment we received for a not-for-profit from one donor was $500,000. Those not-for-profits varied from children and human service organizations to zoos and a symphony orchestra. See Our Story elsewhere in this website.

During those years, we spent a number of hours in homes and offices speaking on behalf of the not-for-profits that resonated with us. We learned extraordinary amounts about fundraising and what motivates individuals to invest in causes in which they believe.

We also learned small but important details such as;

• Which room in a donor’s home is most appropriate and successful to ask for an investment? The kitchen! Where is everyone at a house party?
• How to be comfortable in a person’s business office while asking for a gift and;
• How to handle objections that invariably arise along the way

In 1987 we sold our prior business to a $500 million company and after staying for a number of years, formed RecognitionArt in 1993.

In the upcoming months I will write about the many topics confronting fundraisers today and, of course, touch on my favorite topic: donor recognition!