Introduction: In the world of fundraising, few names carry as much weight as Jerry Panas. A beloved figure known for his unparalleled expertise and warm, encouraging manner, Jerry left an indelible mark on the field. When our mutual friend Malin Burnham proudly shared the news that Jerry had been named the number-one fundraiser in the world, it was no surprise to those of us who knew him. Jerry’s legacy is not only in the funds he helped raise but in the countless lives he touched and the wisdom he imparted.
A Life Dedicated to Philanthropy: Jerry Panas spent decades teaching, mentoring, and inspiring fundraisers around the globe. His books, such as Power Questions, and his hundreds of “Rules You Need to Know” became essential resources for anyone in the field. Whether through his workshops, personal advice, or the written word, Jerry had a unique ability to make everyone he interacted with feel like they could achieve greatness in their fundraising efforts.
Lessons from Jerry: One of Jerry’s most impactful lessons was the importance of viewing objections not as obstacles but as opportunities. As he often said, “People don’t want to give money away. They want to invest in bold, exciting, and inspiring ventures.” This perspective helped countless fundraisers reframe their approach, turning potential rejections into powerful conversations that led to greater support.
Jerry was also a master of the subtle art of asking the right questions. He believed that knowing the right question to ask was far more important than having all the answers. This approach allowed him to engage with donors in a way that made them feel valued and understood, fostering deeper relationships and greater commitment to the causes he championed.
A Final Visit: Earlier this year, I had the privilege of spending an afternoon with Jerry at his historic home in Ridgefield, Connecticut. Despite his declining health, Jerry’s mind was as sharp as ever. He shared invaluable advice on how to “build a movement of millions,” emphasizing the importance of donor retention, the power of small dinners with supporters, and the critical role of engaging women in fundraising.
One piece of advice that stuck with me was Jerry’s reminder: “Raising money is expensive. But not raising money is even more expensive.” It was a simple yet profound statement that encapsulated his understanding of the fundraising landscape.
A Lasting Legacy: Jerry Panas may no longer be with us, but his legacy lives on through the countless fundraisers he inspired and the millions of dollars raised for worthy causes. His wisdom, kindness, and generosity of spirit will be remembered by all who had the privilege of knowing him.
If you have your own memories or stories about Jerry, I encourage you to share them. I’m compiling a collection of these stories to pass along to his family and colleagues, ensuring that Jerry’s impact continues to be felt for years to come.
