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.