My ultra-high-net-worth client was leaving an event when the development director of another nonprofit approached near the elevator. She introduced herself and said, “I would love an opportunity to tell you about our organization.”

My client responded warmly: “I love your organization. That’s fabulous. I’d be happy to support you.”

By the time my client reached their car, the interaction had been forgotten. The development director clearly left with a very different impression: that she had just landed a new major donor.

Three days later, my client received an email from the development director. It said, in effect: “I am so excited that you would like to support our organization. Attached please find the form to be the principal sponsor of our gala at the $1 million level.”

There had been no follow-up conversation, no effort to understand my client’s interests, and no attempt to build a relationship. A courteous remark at a crowded event had been converted into a seven-figure solicitation.