Fundraising's freshest thinkers take on the sector's toughest topics

By Margaret Battistelli Gardner

And I can relate to that silence. Once I was at an independent school and was making calls with the head of the school. I was the one making the ask because she wasn’t comfortable doing that. And as soon as I made the ask, she jumped in, “Well, I know that’s a lot of money; it’s probably too much.”

We had about 20 debriefs or 30 over a couple of years, and I never could get her past that, so I had to stop bringing her.

Lightning Round
TH: (on the pressure to jump too quickly into the digital sphere): So your board and your younger staff want you to switch 100 percent to digital because it’s the future — and it likely is the future — but it doesn’t give you the ROI that you need. So what do you do?