In order to raise money from somebody, you have to understand who is this person, not to deceive them but to understand them. What would be their motives for contributing money? Why do these people contribute money to some places, but not to others? That's attunement - treating everybody well, but not treating everybody the same.
Interpretation
Understanding others' motives can help in building strong relationships and successful fundraising.
This quote emphasizes the importance of empathy and understanding in the context of fundraising. Daniel H. Pink suggests that to effectively raise money, one must not only comprehend the individual motivations of potential donors but also recognize that different people require different approaches. The concept of 'attunement' reflects the need for sensitivity toward others' perspectives, suggesting that treating everyone with respect does not mean treating everyone identically.
In practice
This quote can be used in a fundraising seminar to highlight the importance of donor relations.
While complying can be an effective strategy for physical survival, it's a lousy one for personal fulfillment. Living a satisfying life requires more than simply meeting the demands of those in control. Yet in our offices and our classrooms we have way too much compliance and way too little engagement. The former might get you through the day, but only the latter will get you through the night.
Succeeding makes us feel good. But beating someone else makes us feel really good. Comparing ourselves to others and coming out on top creates a sense of entitlement. And when we feel entitled, we cheat more because, of course, the rules don't apply to awesome people like us.
When we make progress and get better at something, it is inherently motivating. In order for people to make progress, they have to get feedback and information on how they're doing.
We have this myth that extroverts are better salespeople. As a result, extroverts are more likely to enter sales; extroverts are more likely to get promoted in sales jobs. But if you look at the correlation between extroversion and actual sales performance - that is, how many times the cash register actually rings - the correlation's almost zero.
Too many people hold a very narrow view of what motivates us. They believe that the only way to get us moving is with the jab of a stick or the promise of a carrot. But if you look at over 50 years of research on motivation, or simply scrutinize your own behavior, it's pretty clear human beings are more complicated than that.
Greatness and nearsightedness are incompatible. Meaningful achievement depends on lifting one's sights and pushing toward the horizon.
But why should you be interested in me?" Good question. I can’t explain it myself right this moment. But maybe – just maybe – if we start getting together and talking, after a while something like Francis Lai’s soundtrack music will start playing in the background, and a whole slew of concrete reasons why I’m interested in you will line up out of nowhere. With luck, it might even snow for us.
America, you know, they always separate people because of race. They've been able to convince, 'The niggers are coming.' You know, the diversity that America has is so special. It's starting to really become a cool thing for young people. Not only because there are more mixes of people, but because people are more open-minded about each other. So I think in the future, America has a great, great opportunity, and mostly because of hip-hop.
We have the idea that our hearts, once broken, scar over with an indestructible tissue that prevents their ever breaking again in quite the same place.
I am not afraid of my enemies, but by God, you must look out when you get among your friends.
I don't want our relationship to end like this. You're one of the very few friends I have, and it hurts not being able to see you. When am I going to be able to talk to you? I want you to tell me that much, at least.
I have two friends named Matt. They're both scouts in the cavalry. They both served in the same section of Iraq. They both worked with the same Iraqi translator. And yet, if you talk to them, their stories couldn't be more different, because one was there in 2006. One was there in 2008.
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