You’ve probably heard of these traditional sales strategies: ‘top-down’ and ‘bottom-up’.
But here’s a different way to think about strategy with foundations, specifically – What if you sold TOP-UP?
Top-down selling focuses on the CEO, or leadership. Getting them on board with your cause or case. Bottom-up would focus on the rest of the foundation/organization. By way of example, this might mean analysts, or program directors.
Top-up selling is when you help the funder develop strategy, effecting greater impact, alignment and (often times) income. Foundations are constantly reinventing strategy. I joke that airports and foundations are two things in a perpetual state of renovation. There are lots of reasons for this (and I’ll save them for another post.) For now, just know that it’s a tough job to run a foundation…
You’re giving away someone else’s money (or your responsible for shaping strategy so that they can give it away)…
The definition of impact is ever changing….
As are focus areas….
And further, how we (society) measure impact is not always clear. So, not only are the goals shifting, but often it’s not clear what the goal even is…
Let’s empathize with this challenge for a moment. It’s very often the case that YOU (the organization, the thought leader, the lifelong-devotee-to-this-challenge) know MORE about the problem than the head of the foundation that just decided to tackle this problem as of 2016…
This is where we (again) invoke the For Impact Point of View: Impact drives Income.
Instead of trying to think about how to get grants, think instead about trying to offer your expertise… assistance… perspective to help the foundation to clarify strategy and have impact. This changes the approach. It may or may not result in funds to your cause, but it should result in more impact for society AND a much stronger relationship when it comes to funding. Story from the field:
Several years ago we were working with a Senior Center. The organizational leadership had a combined 74 years of experience working in the sector and the Executive Director was a published author on the subject of ‘Aging in Place’. A new foundation had just been established to fund ‘aging in place,’ and the benefactors had hired their own Executive Director to create a strategy and run the foundation. The Senior Center applied for a grant and had been rejected. If we’re thinking about the INCOME, then this stings a little bit, and it is what it is. If we’re thinking about the IMPACT, it reframes the potential for the relationship. So, here was our coaching to the Senior Center, “Go back and meet with the Executive Director. Ask her about her strategy. Don’t focus on your own funding. Genuinely offer yourself as a willing partner with YEARS of experience in this area to help.” Long story short, it was a great approach. The foundation had a greater impact. AND, the ED of the Senior Center was introduced to the foundation benefactors directly. They became some of the largest financial supporters of the foundation AND lead funders to the Senior Center’s subsequent Capital Campaign.
The Suddes Group / For Impact invests profits back into the social sector with a focus on to developing talent and leadership for the (social) impact. We’re really proud of Unreasonable Institute, which has been a great partner through which to focus this investment. In addition to supporting the Unreasonable Institute through strategy and fundraising, we provide a curriculum, coaching and training for entrepreneurs that go through the Institute programs (now in 30+ countries)!
We’re beaming with pride yet again as Teju, Banks, and the entire Unreasonable Team have made a strategic leap to have more impact. Through this leap, they’ve also rebranded. The Unreasonable Institute is now UNCHARTED: Charting the Course from Impossible to Possible.
Here is a little from the Uncharted team about their evolving course and story.
Changing: To address ‘Persistent problems at scale’
We want to find the best way to solve problems
With an entrepreneur-centric model (Unreasonable Institute), we worked with a wide diversity of entrepreneurs who were creating impact in different sectors. In one cohort, we had entrepreneurs working in healthcare, education, and renewable energy. There was valuable impact with this model, but we want more than that. We want to accelerate the people and organizations that are uniquely positioned to tackle the same issue and put a big dent in it. So we’re moving from an entrepreneur-centric model to a problem-centric model where we put the problem at the center—like how to get low-income students into college. With that as our organizing principle, we identify the best people and organizations to put a dent in it and accelerate them so we can see measurable change.
Entrepreneurs are only one catalyst to put a dent in big problems.
The entrepreneurs we have worked with over the last seven years have created extraordinary impact, but to move the needle on a problem requires engaging a larger audience of entrepreneurs, corporations, policy-makers and governments.
We asked: What if we could build a collective movement around a problem?
Through a collective approach, we can address multiple drivers of one single problem. We’re going to take on specific problems, and build an army of entrepreneurs and give them access to what they need—mentors, funders, and partners— to attack it from all sides. That way, when we attempt to solve a problem, the odds of solving that problem go up dramatically.
There is no single way to solve the problems our globe faces. This learning marked the beginning of an arduous, important journey to not only a new look, but also a redesigned approach for how to solve the world’s greatest problems.
Uncharted represents that our world, and how we improve it, is not fixed. There is no single way to solve the problems our globe faces, so we must head into the uncharted and learn what it takes to put big dents in big challenges our world encounters.
Problems are complex and dynamic. Our approach to solving is multi-colored, multi-changing, and multi-shaped. Uncharted will adapt and become best suited to solve.
This is a simple concept I’ve used a lot the coaching of others.
I often watch people in an interview, or a sales call, ramble on in response to a question. In many cases, it’s as though they’re doing the thinking WHILE they’re talking.. and the model I have in my head is that of exploding fireworks. They start talking about one thing, the FIND a point and then explode into a new direction around that point… and then another direction… and so on.
Think instead about the mental image of throwing a dart to answer the question.
Stop. Think about what point you want to make. Throw the dart. Then stop talking.
“It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.” – Charles Darwin
The same is true of organizations. I read somewhere that the common element of the longest surviving companies in the world was not business model, sector, or size… it that they were great learning organizations.
“Nothing endures but change.” – Heraclitus
The role of leadership is not to prevent the system from falling apart. On the contrary, its role is to lead change that causes the system to fall apart and then to reintegrate into a new whole.” – Ichak Adizes
Kerry and I are spending time this week at the AFP’s International Fundraising Conference in San Francisco. If you’re here, come find us! We delivered a session this am: BE FOR IMPACT! It was great to share the point of view, napkins, some stories about Walt Disney and more!
In the sales world, there is such thing as an ‘assumptive close’. This is where a sales person ASSUMES the customer is ready to buy – So they skip past the close and work on the mechanics. For example, “Tell me when you would like to take receipt of your item and we can get started on the paperwork.”
In our social impact world, I’d like to repurpose TheAssumptive Close. I don’t think of this as a closing technique, instead, I think of it as an attitude and a mode of communication that helps you continue toward a closed commitment.
There are times when a prospect is CLEARLY ‘in’, but we haven’t yet confirmed the commitment. Perhaps you had a great visit and the prospect said, “I want to help – financially – give me some time to look at my other obligations…” If I were to coach you through this follow up strategy, I’d say, don’t think about HOW or IF you’re going to have a numbers conversation on the next visit. Instead, remember the prospect has already said, “I’m IN!!!!”
So, you can continue to move forward with this ASSUMPTION in the next conversation.
Too often, we see uncertainty and doubt creep in. I was with an Executive Director last week, and in this case, she was trying to figure out how to bring up the gift again. She had doubt about the commitment and – absent of a mental model – moved backward and started trying to figure out how to ask – again. Just thinking about this as an ‘Assumptive Close’ helped her frame the next conversation.
The predisposition (framing) for the next conversation was as simple as this: “I’m looking forward to getting together tomorrow and talking next steps. It’s great to know you’re ‘in’. We are so incredibly grateful for your support.”
You can ASSUME it will close and you can communicate with that belief in mind!
I picked this nugget up while reading Deep Work, by Cal Newport.
The Zeigarnik Effect describes the effect of incomplete tasks to dominate our attention.
Newport introduces this effect in the context of discussing the processing powers of the conscious and subconscious minds. He says it’s important to ‘shut down’ (the conscious mind) routinely – both for the sake of resting the conscious mind AND in order to let the subconscious mind do it’s work; the brain literally needs to switch modes of thinking.
Some tasks require deep focus of the conscious mind – like writing and math. Other things are more complex and can be better solved by the subconscious mind.
Note: I recently read that our conscious mind can process 32 bits of information at one time and our subconscious mind can process BILLIONS of information at once! (Source: Stealing Fire).
Newport suggests we are prone to leave action items open, or incomplete. They then dominate our attention. I know I’ve experienced this — processing the same to-do over-and-over. This is the Zeigarnik Effect.
Newport describes how he shuts down work each evening. He closes up action items and writes up the plan for the next day. This helps to turn off the conscious mind.
Incomplete tasks both dominate our attention AND (therefor) rob you of the ability to switch modes; they wear down your conscious processing mind AND they prevent you from using your supercomputer — the subconscious mind. So, beware the Zeigarnik Effect!
Our definition would not work well in a dictionary but here it is: Predisposition is EVERYTHING you can do to make the visit NOT a COLD CALL.
We all know what a ‘cold call’ is… so what can we do to make it NOT a cold call? It includes your strategy to secure the visit but it’s much more than that.. it’s about setting the total CONTEXT and the STORY for the visit / ask.
We need to be predisposing to these three things:
The cause or the case.
The team. (WHO ARE YOU?)
Effective predisposition accelerates the entire sales cycle.
Here is a short video nugget to help you understand and leverage PREDISPOSITION.