I’m often astounded by how many professionals in charge of major giving at their organizations manage not to accomplish much in the way of actual donor interaction. For years my associates and I have attributed it to the “ready, aim, aim” syndrome, whereby people constantly prepare to prepare to call a prospect or donor but never get around to it. A new study at University of California, Irvine, reported in the Wall Street Journal, March 3, 2014 sheds light on this by showing