Managing up—the ability to influence the people to whom fundraisers report—is a big factor “that differentiates people who are able to advance in their careers and those who are not.”
Successful organizations in the modern economy require leaders to access their rational/analytical, AND emotional capabilities.So, how do we reconnect with and increase our innate capacity to understand and share the feelings of another? The first step is to go back to basics and retrain ourselves to listen.
Fundraisers would do well to embrace qualities of the most successful salespeople—a focus on the customer, a commitment to active listening, and prioritization of long-term relationships over short-term gain.