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Remember that moment in "The Wizard of Oz" when the Wicked Witch sneers at Dorothy, "You've had the power all along, my dear. You just had to realize it yourself"?

Ever wondered why some nonprofits secure corporate funding while others can't get a callback? The answer isn't in crafting more dazzling proposals—it's in targeting donors who are already standing in your lobby (metaphorically speaking... or maybe literally if your receptionist offered them coffee).