When donors make planned gifts, they aren't merely looking for tax deductions, says Robert Sharpe Jr., president of the Sharpe Group, a Memphis fund-raising consulting firm. The best fund raisers, he says, work to create strong relationships between potential donors and the causes they care about.
In an interview with The Chronicle and Tony Martignetti Nonprofit Radio, Mr. Sharpe offers advice on how to build these relationships, particularly when they are working with older donors who are making decisions about bequests.
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