She reached for her checkbook before they could discuss an amount. Another true fundraising story. With three principles. And a surprise:
Principle 1: Before engaging with a major gift prospect, estimate capacity.
Principle 2: Be sure to recommend an amount before the prospect make his or her own decision.
Principle 3: No matter the capacity, NEVER underestimate willingness and commitment.
Of course, you can avoid these complexities and risks. You can sit on your butt and never ask. But then you’ll miss out on the fun, the surprises and the revenue.