Dr. Adam M. Grant joins us to share his views on the More Donors Questionnaire. Adam is currently an Associate Professor of Management at the University of Pennsylvania's Wharton School. So why is he answering questions about fundraising? Adam has conducted significant management research in the fundraising arena. I have had the good fortune to work with him during my time at the University of Florida and the University of Michigan. Adam completed his undergraduate work at Harvard University and his doctorate at Michigan. While at Michigan, he and I presented this research on motivating student fundraisers. We also were able to work together for the Annual Giving Directors' Consortium's 2008 Conference at the University of North Carolina-Chapel Hill.On to the questionnaire... Please use the comments section to add your thoughts, expertise and questions.
1 - What is the biggest challenge you see facing fundraising efforts?
In my view, a major challenge facing fundraisers is to maintain motivation and engagement—and avoid burnout—in the face of a struggling economy and donor rejections.
2 - What are you doing to overcome these challenges?
For the past decade, my research and consulting has focused on identifying strategies for motivating fundraisers. See, for example:
• Forbes article on the art of motivating employees
• BusinessWeek article on meaning and job performance
• Dan Pink blog on purpose as a motivator
• Financial Times article on motivating fundraisers
3 - What is the most successful change/program implementation (relative to fundraising research)you have made in your current role?
Connecting fundraisers to the recipients who benefit from their efforts. For example, my research has shown that meeting one scholarship recipient can motivate fundraisers to more than double the number of calls they made per week and achieve more than 500% increases in weekly revenue.
4 - Where do you see social-media’s best application for fundraising?
Connecting fundraisers more directly to their impact by creating web conferences, videos, and testimonials. (Editor's note: This is a perspective I had never heard, but find full of potential. Given the research Adam notes in #3, this may be a great way to connect fundraisers and donors to the impact of their work and gifts, respectively)
5 - What book would you suggest fundraisers read?
Let me recommend two:
• Yes! 50 Scientifically Proven Ways to be Persuasive by Noah Goldstein, Steve Martin, and Robert Cialdini
• Switch: How to Change Things When Change is Hard by Chip and Dan Heath
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