Who Gives Them, Who Gets Them, 2nd Edition
by Jerold Panas, 163 pp.
Want to know what motivates donors to give big gifts? There’s an easy way to find out. Ask them. That’s what Jerold Panas did for his book, Mega Gifts: Who Gives Them, Who Gets Them.
Rather than speculate about what prompted so and so to give $25,000, or $100,000 or $1,000,000, Panas rang them up and said, “Can I come talk with you?” Admittedly, that’s easy for Panas who knows practically everyone save Benedict XVI.
Panas winnowed his questions down to the most revealing: what prompts you to give, what about the person soliciting you is important, what do you look for in an organization, what immediately turns you off, to what extent do the board and CEO matter to you, how does an organization keep you giving, and a handful of others.
The donors are surprisingly candid, which makes Mega Gifts a bit naughty, and what they say will unquestionably alter your approach to major gifts. And don’t despair if you’re aiming to solicit the Pope. Panas recently dined with the Archbishop of Canterbury, so he’s clearly working his way up.
About the Author
The late Jerold Panas was among a small handful of the grandmasters of American fundraisers. He was considered one of the top writers in the field and a number of his books have achieved classic status. Hailed by Newsweek as "the Robert Schuller of fundraising," Jerry was a favorite speaker at conferences and workshops throughout the nation. He served as executive director of one of the premier firms in America and was the co-founder of the Institute for Charitable Giving. The very term "philanthropy" would mean less without Jerry's influence. His book, Asking, is the bestselling fundraising book of all time. Others such as Mega Gifts, The Fundraising Habits of Supremely Successful Boards, Making a Case Your Donors Will Love, and Born to Raise are classics and standards for the profession.