March 6, 2003 | Read Time: 1 minute
Nobody Wants to Give Money Away, by Robert F. Hartsook, advises fund raisers on effective ways to cultivate large gifts. Mr. Hartsook, chairman and chief executive officer of Hartsook Companies, a fund-raising consulting company in Wichita, Kan., writes that while “nobody wants to give money away,” people do want to invest in causes that are dear to their hearts and in programs that make positive changes in the lives of others. For this reason, he says, a fund raiser should demonstrate to a prospective donor the impact the charity makes by bringing them on a tour of the facility, letting them observe an employee serving a client, or otherwise showing them the charity at work. Listening carefully to a donor to better understand his or her psychological motivation for giving can also prove valuable, according to Mr. Hartsook. This guide offers additional tips for fund raisers, including advice on identifying prospective donors and thanking donors who have made big gifts.
Publisher: ASR Philanthropic Publishing, P.O. Box 782648, Wichita, Kan. 67278; (316) 634-3733 or (877) 744-8464; info@asrpublishing.com; http://www.asrpublishing.com; 128 pages; $11.95.
