Let’s Bust Assumptions
(The following are prepared remarks from Jim Eskin’s acceptance as the Association of Fundraising Professionals-San Antonio & South Texas Chapter as the 2026 Outstanding Fundraising Professional.)
To my knowledge that I am the oldest person ever to receive AFP Outstanding Fundraising Professional Award
So, I am receiving an extra prize which is my choice of dinner with MacKenzie Scott, who has donated more than $26 billion with no strings attached since 2019, or Sydney Sweeney, who is absolutely Hollywood’s IT Girl. I’ll let you in on a secret. I have a crush on both of them.
I also have a crush on a vibrant philanthropic ecosystem that includes everyone in this room. I didn’t start my career in fundraising, and my journey didn’t begin in San Antonio, but I got to both as fast as I could. And none of my journey would have been possible without AFP.
As a lifelong learner and a lifelong sharer, you have absolutely supported every step of my professional journey. It is such a source of pride to call you kindred spirits in our shared pursuit of a brighter, stronger and more socially just future, especially helping those who are struggling.
It was the iconic Mark Twain who said: It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so.” The non-profit sector can learn much this timeless wisdom.
Allow me to do some assumption busting that I have learned over my career leading advancement at institutions of higher education, and collaborating with non-profits of all different sizes, missions and parts of the country as a fundraising trainer/consultant since 2018.
Number one: The reason people are afraid of asking for gifts is the fear of rejection. Fundraising as we know it dates back to 1643 when Harvard began its first annual appeal which might explain how they’ve been able to build an endowment of $57 billion. In all that time there never been a single recorded fundraising casualty. You’re definitely not putting yourself in harm’s way. Let’s face it: No fundraiser hears Yes without hearing NO.
Number Two: This might surprise you at first. Fundraising is about building relationships. I once heard relationships defined as something you have until something better comes along. In fundraising the goal is something much deeper, longer term and mutually rewarding — it is all about nurturing and sustaining lifelong friendships. Friendships can sustain an occasional no or not now.
Number Three: Artificial intelligence or the ubiquitous AI is the wave of the future. For sure it can expedite research, note taking, preparing drafts, and other related tasks. But can AI raise major gifts? Without hesitation there is nothing more human, personal and less artificial than inspiring donor prospects to support our noble missions with gifts of time, talent and treasure.
Number Four: It takes a special breed of person to be a fundraiser. Everyone in this room is a fundraiser because they believe in something larger than themselves. Every time you tell others about your mission, suggest contacts who you think you’d be interested in it, and convey gratitude to those who have provided support — you are fundraising. The ask is but a single moment in a resource development continuum.
When Dr. Martin Luther King on August 28th, 1963, stood in front of the Lincoln Memorial and challenged America to get in front of the right-side history, he didn’t say I have a strategic plan.
We are all dreamers. That’s the starting point for all successful annual funds, campaigns and all other fundraising.
AFP has played a huge and essential role in making my dream come true. And for that I will be eternally grateful.
I’ll let you in on another secret. I have absolutely no interest in retiring.
In closing, I would like to quote my favorites lines of all time from a Robert Frost poem written in 1922: “I have promises to keep and miles to go before I sleep.”
Thank you for this honor and the inspiration you all have provided me.
Jim Eskin Named AFP San Antonio 2026 Outstanding Fundraising Professional was first posted at 501c3.Buzz
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