February 21, 2008
What Makes Fund Raisers Succeed
Nonprofit groups seek ways to assess performance of workers
When Paul Keenan first took a job soliciting big gifts for charity, his supervisor asked him and his colleagues to prepare monthly reports, listing all their contacts with potential donors, and whether they were calls, letters, or visits.
"It was controversial — people resented it because they were professionals and felt they could be trusted," says Mr. Keenan, now an associate dean of development at Harvard University. "They also felt it was overly
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