A dean’s role in fundraising is to cultivate the relationships that are critical to sustained fundraising success. That kind of relationship begins when two parties make a “connection” based on a shared purpose or shared values.
In making their first calls on prospects, deans will not make the best possible connection if they see the call merely as an opportunity to tout their school or college. Such an approach presumes that prospects are not aware of their institution’s strengths, and signals that they are there to ask for more without having expressed appreciation for what has already been done.
Deans will create a far more positive impression if they begin by conveying their interest, appreciation and respect for prospects. That can be achieved by asking the right questions.