The Big Unit Versus The Professor

I grew up watching baseball in the era when two of the most dominant pitchers were Greg Maddux and Randy Johnson. They were drafted a year apart in the mid 80’s, rising to stardom early in the next decade. Each became a World Series champion on the way to being inducted into Cooperstown’s hallowed halls, once again, only a year apart.

Along the way, Maddux became the first pitcher to win four consecutive Cy Young Awards—baseball’s annual award for the best pitcher in each league. Johnson followed suit, doing it himself a few years later.

These two guys were paragons of excellence in their craft. Both are regulars on most every all-time top ten list you could lay eyes on. However, to anyone (like me) who tuned in to TBS on summer nights and caught the West Coast highlights on Baseball Tonight or SportsCenter, you know that you even though their careers ran on very similar trajectories, Johnson and Maddux don’t have much in common.

Greg Maddux probably wouldn’t stand out much in a crowd, clean-shaven and bespectacled, and at 6’ and 170lb, he probably looks a like a guy who works in the office next to you. Maddux had a fastball that didn’t touch 90 a lot of days. But it frustrated hitters with superior movement and unparalleled control.

Randy Johnson, meanwhile, sported a mullet and mustache and towered above the competition at 6’10’’, in fact owning the title of tallest player in the history of the majors for several years. In addition to his imposing presence, Johnson also had a side-armed throwing motion and a blistering fastball that regularly clocked in at over 100mph.

Two very different styles, two incredibly successful careers.

“It’s not a speed contest, it’s a pitching contest.”

Greg Maddux was once quoted on his pitching philosophy when comparing himself to Johnson. It makes sense. When you can’t compete on speed, you compete on skill.

As fundraisers, we operate with the common goal of securing resources for our organizations but are given quite a bit of leeway on how we go about accomplishing that goal. Like pitchers perfecting their grips and consistently hitting the strike zone, fundraisers also refine mechanics to hone our craft.

Once we establish the basics of things like navigating a conversation to qualify donor interest or how to write an effective meeting invitation, we are free to use some creativity and individualization in building a relationship. Your approach may be different from others, but the goal is the same—to build strong relationships that will potentially blossom into one that helps others have transformational impact for our organization. Johnson or Maddux: take your pick. There is not one single right way to be a successful fundraiser.

Fundamental knowledge? You bet.

Building blocks? Yes.

Best practices? Absolutely.

One size fits all? Only for your favorite team’s New Era snapback.

There are several ways to be good at fundraising. Just like being on the pitching mound, the expectation shouldn’t be for everybody to work in the same way. As with a successful baseball franchise, your leadership team will make sure that you get the training, resources, and support you need to be successful. But once your manager hands you the ball, it’s your game to pitch.

Pitchers are judged and evaluated on a lot of measures, but the main thing—no matter the role of starter, relief, set-up, or a closer, is to get outs. You could focus on strikeouts or you could try to induce soft contact or ground balls. But in the context of the game, you are a successful pitcher when you can get the batter out.

Likewise, the fundraiser’s primary goal is evident in their title – raising funds. Success will ultimately be judged on how effective you are doing that for your organization. Each fundraiser’s portfolio is going to be made up of a completely different collection of people in different stages and with completely different personalities. This fact gives fundraisers a lot of freedom to chart their own path.

Even once you find a donor ready to make a gift, not every situation calls for the same approach! You’re not going to use the same approach when working with a donor planning a legacy gift that you would for a donor making their first $25,000 gift of impact. Even though your donors share the common interest with your institution (or diploma), they are not all the same.

To throw consistent strikes, read the situation

Pitchers might develop a hard-breaking slider to complement a fastball. They may paint the corners with off-speed pitches, or they may be part of the rare eephus or knuckleball fraternity. But if they can read the situation and throw strikes, they’re doing their job and are on the path to success.

Some have said donors don’t say “no” to an ask, they say no to a specific element of the ask—the amount, the timing, the asker, the project, or the approach can all be barriers. Pay attention to the situation and be ready for when opportunity arises.

We might even end up like Maddux, who has a specific statistic named for him and his prowess at a certain part of his job—complete game shutout in under 100 pitches. This speaks to an ability to read situations efficiently.

This is my approach in leading my team. It is important for each of them to remember that I trust them to get out there and pitch their own game. I’m not going to be on every phone call or be at every meeting with my staff. As the team leader, I’m going to make sure they get everything they need to be successful. I’ll offer all the coaching I can, but once the ball is in their hands, it’s their game. This is my message to you as well.

Go out and make it your own.