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.
I've been accused of being cold, snobbish, distant. Those who know me well know that I’m nothing of the sort. If anything, the opposite is true. But is it too much to ask to want to protect your private life, your inner feelings? Lots of things touch me and I don’t want to be indiscreet.
Love alone is not enough. Without imagination, love stales into sentiment, duty, boredom. Relationships fail not because we have stopped loving but because we first stopped imagining.
It is not healthy when a nation lives within a nation, as colored Americans are living inside America. A nation cannot live confident of its tomorrow if its refugees are among its own citizens.
The best thing we can do if we want the Russians to let us be Americans is to let the Russians be Russian.
At the most basic level, therefore, secure attachments in both childhood and adulthood are established by two individual's sharing a nonverbal focus on the energy flow (emotional states) and a verbal focus on the information-processing aspects (representational processes of memory and narrative) of mental life. The matter of the mind matters for secure attachments.
“Everybody gives you belief for the asking,” she said to David, “and so few people give you anything more to believe in than your own belief—just not letting you down, that's all. It's so hard to find a person who accepts responsibilities beyond what you ask.' 'So easy to be loved - so hard to love.' David answered.
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