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.
The attempt to redefine the family as a purely voluntary arrangement grows out of the modern delusion that people can keep all their options open all the time.
In this selfish world, the one that never deserts him, the one that never proves ungrateful or treacherous, is his dog.
I seem to have to make my characters family before I can access their hearts in any way that matters.
If the white man wants to live in peace with the Indian, he can live in peace. There need be no trouble. Treat all men alike. give them all the same law. Give them all an even chance to live and grow.
Every human walks around with a certain kind of sadness. They may not wear it on their sleeves, but it's there if you look deep.
The fallen angel becomes a malignant devil. Yet even that enemy of God and man had friends and associates in his desolation; I am alone.
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