For Impact


A “Cup of Sugar”

For Impact Ideas | | Tom Suddes

I am working with one of the best development people I’ve ever coached. ‘L.B.’ is a sponge. She gets it. And she knows what to do with it.

We were strategizing a recent call on a company that is located, literally, right ‘next door’ to the college. The presentation was for support to help underwrite the cost of the New Campus Master Plan.

L.B. did her normal great engagement/conversation. Then, in a brilliant flash of total authenticity, she said to them, “We are coming ‘next door’ to ‘borrow a cup of sugar’.” (!!!) The company executive loved the analogy and committed $25,000, which was the request. More importantly, it’s the start of a much stronger relationship… ‘like a good neighbor‘.