Major and Planned Giving: Face to face wins the race

That might not be your style. But the fact remains: Exceptional fundraisers do have a “fire in the belly.”

Self-confidence is another important ingredient. Panas also talks about Bruce Heilman, former chancellor of the University of Richmond and an introvert with great self-confidence. Believing he was the right person to do his job helped Heilman to be successful, Panas explains. By the way, when Heilman arrived, the university was near bankruptcy. In 15 years, endowment grew from $800,000 to $200 million. A $50 million campaign was completed two years ahead of schedule and immediately followed with a $55 million campaign, which was completed successfully ahead of schedule. And yet, Heilman hated speaking and public meetings.