Practice the Framework — Resource 6
Awareness — Being Seen Before Being Solicited
CDRF Phase 1 · Awareness
What do you know about your donor as a whole person?
Awareness is the foundation. It’s not about research — though research helps. It’s about genuine curiosity: what do you actually know about this donor? What’s missing? What would help you understand what they care about, not just what they can give?
Donor outcome: The donor feels seen — recognized as a person, not a prospect.
Institutional outcome: You understand this donor as a potential change-maker.
What Awareness Requires
An MGO in the Awareness phase is asking:
- What do I know about this donor’s history with the institution — and what might that mean to them?
- What do I know about who they are outside their giving record?
- What’s the story underneath the data I have?
- What would I need to know to show up as a genuine partner in this relationship?
The Five Paths in This Phase
Critical Thinker
Wisdom:Thorough researcher — comes prepared with good questions
Watch for:May over-rely on data and miss relational signals. Slow down after data-gathering. Let your preparation inform your curiosity, not replace it.
Relator
Wisdom:Naturally curious about the donor as a whole person
Watch for:May not go deep enough on giving motivation. Use your warmth to open the door, then ask the questions that go beneath the surface.
Warrior
Wisdom:Action-oriented — may have done solid research
Watch for:Most likely to rush past Awareness to get to the ask. Build in deliberate time to sit with what you don’t yet know.
Visionary
Wisdom:Excited by the big picture — genuinely curious
Watch for:May connect quickly on vision but miss the specific details. Make sure the picture you’re imagining is grounded in what this donor actually cares about.
The Status Check — Awareness
Complete this for a real donor
Choose a donor in your portfolio. Work through the questions below — mark what you know, what’s in progress, and what you still need to find out.
Donor name (or initials)
What’s the most important gap to fill before your next meeting?
Capture your answer in your own notes — what would change how you show up if you knew it?
What’s your next Awareness move?
Capture your answer in your own notes — one specific action: a question to ask, a source to consult, a person to call.
Reflect
Before you move on
How is your Five Paths profile showing up in how you approach Awareness with this donor?
Capture your answer in your own notes — think about your dominant path: is it helping or getting in the way?
What would it look like to approach this donor from the Sage — genuinely curious, without an agenda?
Capture your answer in your own notes — what would you do differently?
Onboarding note — Days 1–30
Awareness is the right priority for the first 30 days of a new portfolio. Rather than starting by making contacts, start by building genuine awareness of the donors you’ve inherited. Research isn’t qualification — it’s the first act of respect.
Resource 6 complete
You’ve applied the Awareness phase to a real donor. Return to this Status Check any time the relationship feels stuck — it often reveals what’s missing.