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.
Even though I have a nice house, nice family, the rest of my generation is still in South Central L.A. My cousins, my brothers, my sisters, they don't wanna move out. They don't want to and they don't have the means to sustain it. That's where my heart is and that's what I think about all the time.
Women are tenacious, and all of them should be tenacious of respect; without esteem they cannot exist; esteem is the first demand that they make of love.
Not much about California, on its own preferred terms, has encouraged its children to see themselves as connected to one another.
It's a big error to think that because you like somebody's work, you're going to like him.
Those who talk most about the blessings of marriage and the constancy of its vows are the very people who declare that if the chain were broken and the prisoners left free to choose, the whole social fabric would fly asunder. You cannot have the argument both ways. If the prisoner is happy, why lock him in? If he is not, why pretend that he is?
It is more important to know the person who has the condition than it is to know the condition the person has.
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