The Style Advantage in Donor Meetings

Donors and their advisors react positively or negatively to personal style and clothing choices in the first 90 seconds. Although they may not be able to acknowledge or articulate it at the time, a strong cultural perception is formed that carries through the remainder of the meeting or presentation.

The five key factors related to personal style and clothing choices are identified below:

1. The 90% rule always applies for the first meeting and for meetings with any donor over the age of 70. The 90% rule implies coverage of everything but face, neck, wrists and hands.
2. When asking for gifts at a million dollars or over, at least one member of the presentation team should wear the same color as his or her eyes.
3. At the point of handshake, the donor will look from eyes to hands to feet. Hence, presenters  should always wear close-toed shoes.
4. In presentation teams of three or more, at least one member should wear "sincere gray".
5. Donors assess the seriousness of the presentation and the importance of the meeting in the first ninety seconds, based on the presence of the following colors: black, gray, navy blue, burgundy and taupe.

The Importance of the Venue in a Cultivation Strategy

Selecting the location for a cultivation and solicitation meeting is based on a combination of respect for the donor's privacy, comfort and the greatest likelihood of engagement:

1. In a recent survey, ninety-seven percent of donors over the age of seventy reported hesitation or unwillingness to discuss their financial situation and resulting philanthropy in a public location or country club.
2. A site visit of less than an hour increases the likelihood of a successful outcome by forty-two percent.
3. Female donors over the age of seventy express discomfort when two males (board members, board development officers) request a meeting in their home.
4. Meetings that include donor advisors (CPA, attorney or trust officers) are best held in a neutral location to minimize the impact of the advisor's agenda.
5. Sixty-four percent of donors are uncomfortable when the non-profit pays for a meal, as they do not feel that non-profit funds should be spend on them.
6. Whoever controls the venue controls the first six minutes of the meeting.

7 Key factors in successful campaigns

1. Despite use of the term "philanthropic investment", funding moves from the donor to the organization in a pure gifting process. Philanthropy must never be confused with entrepreneurship - and the process required to obtain a charitable gift is 4.3 times the amount of time required to secure an investment with an expectation of return.
2. A highly targeted and researched pipeline dictates the outcome. Less than 1.8% of campaign gifts materialize without pipeline management.
3. The fastest way to alienate a donor is through presentation of financial need. Donors do not give to "save-the-Titanic" campaigns. While they take great joy in giving money away, they do not want to lose money by becoming the last paycheck for a financially strapped nonprofit.
4. Regardless of organizational need, the gift timeline is solely the purview of the donor. Well intentioned executives and board members who believe that pushing a donor toward commitment or check will likely have the dubious distinction of losing the gift.
5. A comprehensive due diligence packet will never "sell" the donative opportunity - but without it, the gift may never materialize. Documentation of stewardship, oversight, and best practices will demonstrate the worthiness of the organization.
6. Donors alone determine whether or not a phone call or a meeting is necessary in the solicitation process.
7. Successful campaigns and post-campaign funding hinge entirely on the ability of the organization and Board to connect with the emotional psyche of the donor and develop a strong and lasting relationship.