SIX

BUSINESS DEVELOPMENT

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HOW TO FORM MEANINGFUL RELATIONSHIPS

Muneer Panjwani, Business Development Manager and Liz Eddy, Special Project Manager

Asking someone to move in with you upon first meeting is not a good idea. Neither is asking someone you’ve just met to fund your new program. Both give you a really low chance of success, and a really high chance of looking like a creep. And, of course, you don’t want to be a creep. You want to be a friend, a confidant, an adviser. Think about the classic car salesmen—pushy, über competitive, and kind of annoying. They care far more about making the sale than about anything that you, the buyer, are getting out of it.

The most important word in fundraising isn’t money; it’s relationship. Research ...

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