Daily Nuggets

Section Index

  1. Engagement Has a 24-hour Half-Life
  2. A Sale Happens On Every Visit
  3. Start Selling Your Impact
  4. Stop Cultivating and Start Communicating
  5. DO THE WORK
  6. Learn By Going
  7. 10,000 PUSH-UPS
  8. The Goal of Predisposition
  9. Memorable Experiences as Powerful Predisposition
  10. No More Cold Calls!
  11. The Perfect Predisposition
  12. Use Predisposition and Perseverance to Get the Visit
  13. Know Your Goal!
  14. Nix the Cultivation Event and GO AT THE GOAL
  15. The GOAL of Every Development or Advancement Team
  16. 1,000 Day Action Plans
  17. Set Your Goals for Engagement!
  18. Spend More Time with Better Prospects
  19. Master Prospect List – QPI Rating System
  20. Where Do We Find NEW Prospects?
  21. BIG IDEA: The Master Prospect List (MPL)
  22. 97/3: Focus on the Top
  23. The Presentation Framework
  24. On Altitude: For Visits and Presentations
  25. The Power of Engagement Tools
  26. “Bankers Don’t Have Any Imagination, None At All”
  27. What is an Engagement Tool?
  28. R.O.I.
  29. Everything’s a Math Problem
  30. Your Funding Plan Supports Your Case
  31. Do the Math to Simplify Your Funding Story
  32. The iPhone: A Case for Oversimplifying
  33. Find those who care about your CAUSE, then sell your CASE.
  34. Creating Great Funding Rationales
  35. 10 Types of Funding Rationales
  36. How to Create a Funding Rationale Tied to Impact
  37. The Only Presentation Tool You Need
  38. 8 Common Messaging Challenges
  39. Use the Rule of 3 to Simplify Your Priorities at 14,000’
  40. Start With The Why
  41. Start the New Year on a “HIGH”
  42. 25 Wishes
  43. Affirmation
  44. NCIS. Gibbs Rule 28: ASK
  45. 2016 Boot Camp Dates: San Diego and Colorado Registration Open!
  46. How to run a Sales Meeting using a Sales Dashboard
  47. Announcing For Impact Fellowships
  48. 10 Action Steps to Help You Engage in 2016
  49. Teleseminar: How to Make Your Story Awesome
  50. Make a BIG DEAL out of everything you do.
  51. Set Your Goals for Engagement!
  52. Sales Attitude: How to think about December
  53. Simplicity
  54. Change The Way You Think: Math Edition
  55. The Last Investor
  56. To Have or To Be
  57. What I Would Do If I Had $1M
  58. How to Win Friends & Influence People
  59. Deeds of Giving
  60. Thanks – Giving and Gratitude
  61. Human BE-ings, not Human DO-ings
  62. Gratitude & Joy
  63. Discovery is Never THE Goal for a Visit
  64. Keynote Slides: Be For Impact
  65. B.Y.O.E.
  66. No More Peer-to-Peer Solicitation
  67. Learning
  68. Change Your Vocabulary Even More
  69. Making Things Happen After the Visit (How to Follow-Up)
  70. Thank You For Your Service
  71. “Bankers Don’t Have Any Imagination, None At All”
  72. Empathy
  73. No More Meetings
  74. You Choose Your Story
  75. Bad Apple/Good Egg
  76. Learn by Going
  77. Fearless, Ruthless, Fearless
  78. Stop Zombies Now: A Visual Case for Support
  79. Change Your Perspective, Change Your I.Q.
  80. Kerry’s Wedding – A Memorable Experience
  81. 1x 10x 50x
  82. Three (daily) self-coaching questions for Sales People
  83. The Bystander Effect and Philanthropy
  84. For Impact Reading: Resilience
  85. Res Ipsa Loquitur
  86. The Importance of Taking Great Notes
  87. Use Oscillation To Increase Performance
  88. Change Your Attitude. Change The World.
  89. Engage. Then Plan.
  90. The Ball Is Always In Your Court
  91. Act or Ask.
  92. Speed Doesn’t Kill
  93. Let Go of Your Baggage.
  94. Giving Is Good
  95. SUCCESS. If You Can’t Define It, How Will You Know When You Make It?
  96. Unbeatable Deal Our Last Boot Camp of the Year
  97. Start Before You’re Ready
  98. The ‘No Eeyore’ Rule
  99. Wealthy Prospects vs. Qualified Prospects
  100. When a House Is On Fire, You Don’t Need Metrics

A Sale Happens On Every Visit

Zig Ziglar, one of the greatest sales trainers of all time, said that a sale is made on every visit. Either you sell the prospect on all the reasons why s/he should buy or s/he sells you on all the reasons why s/he should not.  Period. 

My contention is that if you don’t decide to be one side of that either/or then you will almost always let the sale happen TO YOU. You will almost always be sold on reasons why the person cannot give what you had hoped for or what you need to deliver on the plan.

Remember: Hope is not a strategy.

So, decide. Don’t hope.

Years ago, when Tiger Woods was in his prime, he remarked that he does not putt the ball until he has decided it will go in the hole – Until he has that level of certainty, confidence and visualization.

This is the level of conviction you need to bring to every VISIT.

Of course, every putt does not fall and every ‘ask’ does not close.  But, you can’t go into a visit ‘hoping’.  You need to decide the commitment is a foregone conclusion.

As a mentee of Tom Suddes’ for years, I watched and learned the hard work that went into making a great case. Tom would not go into make a visit or presentation until he was able to wrap his mind around the emotion + logic of the case so completely that he thought, “Why would someone NOT make this investment?”

There is an old sales maxim: I am sold myself.  Certainly you don’t visit until YOU are sold.  That work is upon us as sales people to own that conviction.  It’s not up to a manager or a CEO.  It is OUR responsibility to do the work to be totally sold. 

I don’t want to hide this from you – Arriving at that level of conviction, preparation and DECISION is hard work.

For those that still have an aversion to the word ‘sales’ – Get over it.  This isn’t about used cars. It’s about making your case and engaging in such a compelling way that people understand what it will take to save lives, change lives and impact lives. This makes Zig’s challenge perhaps MORE important in the world of philanthropy.

We live in a great world. People are generous. You are doing good work.  

I believe 80% of the time gifts are not maximized because a generous person said he or she would commit $10K and we did not sell them on the true need (e.g. $100K) to deliver the impact. Instead, we were sold on all the reasons why they could not make the larger commitment.

 

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Start Selling Your Impact

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: Commit to SHARING THE STORY and PRESENTING THE OPPORTUNITY!

STOP ASKING FOR MONEY.

Money is merely ‘worthless wampum’! No one likes asking their friends, much less strangers, for money. (The rare volunteer who really loves doing this should be treasured as a true gift, psychoanalyzed, and then cloned.)

Your conversations are not about asking for money. They are about changing the world. (Of course it requires resources to do that.)

START SELLING YOUR IMPACT!

PRESENT the OPPORTUNITY…

To help with your cause and your case.
To move from success to significance.
To make an impact and change the world.

Special Note: Ask any Board Member (or, for that matter, any of your staff) if they’d rather ‘Ask for Money’ or ‘Present Opportunities’ (to make an Impact.) You already know the answer.

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Stop Cultivating and Start Communicating

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: Commit to SHARING THE STORY and PRESENTING THE OPPORTUNITY!

 

Why do we cultivate people?

As Tom always reminds me, “Cultivation is that thing you do with plants and manure.”

We really, truly don’t understand ‘cultivation.’ We are in the business of saving, changing, and impacting lives. If you can help people understand your impact and they want to help then they don’t need cultivation -They need to be asked!

Here’s a simple story to emphasize the point. Imagine that you and your prospect were walking around a lake and came upon a drowning child. What would that prospect do? It’s likely she would jump in, fully clothed, committed to saving the life of the child. And so would you. Try to imagine this same scenario where you would first try to spend years getting this person interested in saving children (read: cultivation.)

So, if you’re actually saving or changing lives then you can’t really argue that cultivation is needed. The issue at hand is much more about communication. That is, how you communicate your impact in such a way that is clear, concise and compelling. So clear, in fact, the prospect jumps on board (read: into the lake) to make a major investment in your impact.

If you can communicate the impact, the income will follow. If you can communicate the impact, you can ask for any amount of money on the first (sometimes second) visit. The challenge, again, is that we struggle with our message. Or, we might even have the message, but we’re not out visiting with people, one-on-one, to share the message and present the opportunity for them to help (or save the child.)

Your job is to communicate the impact, not spread manure. It’s blunt but we want to motivate you to action with this idea. You’re doing great things – so present the opportunity for someone to help now.

P.S. If you think this example is too simplistic or unrealistic, please know that this same example is what set into motion the greatest philanthropist of our era – We’ve altered the lake example somewhat but borrowed it from noted philosopher and ethicist Peter Singer who wrote an amazing article in the New York Times, “What Should a Billionaire Give – and What Should You?” In that article he also explains Bill Gates’ moment of clarity around impact that moved him to action.

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DO THE WORK

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: ACT/EXECUTE on YOUR ENGAGEMENT STRATEGY!

 

Steven PrePressfieldQuotessfield is one of my absolute favorite authors and thinkers. He’s written some fabulous historical fiction Tides of War and Gates of Fire, plus The Legend of Bagger Vance. My first copy of WAR OF ART is so full of notes, I can barely read his words!

DO THE WORK written in his usual powerful voice – challenges us to overcome RESISTANCE.

Please trust me on this: ‘DTW’ is required reading for entrepreneurial start-ups, ‘artists’, sales professionals and FOR IMPACT leaders.

Takes 30 minutes to read… but have notebook handy for nuggets/gems like these:

    1. To ‘ROCK & ROLL’, act on these 3 mantras:
      • Stay Primitive. Instinctual. Gut. Go for it.
      • Trust the Soup. Forget ‘control’. Put faith in the source, your muse, yourself.
      • Swing for the Seats. In For Impact Vocab: THINK BIG!
    2. ‘START AT END’. If you don’t know the ‘end‘… it’s hard to ‘start‘. Get your goals down and execute!
    3. START BEFORE YOU ARE READY. Great line! Stop researching, planning, thinking, worrying -JUST START!
    4. And, DON’T THINK. ACT! Overcome Resistance. Don’t procrastinate. Do it now.

DO THE WORK. START BEFORE YOU’RE READY. OVERCOME RESISTANCE.
WRAP IT. SHIP IT. DELIVER IT.

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Learn By Going

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: ACT/EXECUTE on YOUR ENGAGEMENT STRATEGY!

Julia Cameron, one of my favorite writers/authors/thinkers, shares a terrific quote from poet Theodore Roethke that fits perfectly into our focus on ENGAGEMENT!

“I LEARN by going where I have to GO.” – Theodore Roethke

I believe it has meaning for us as INDIVIDUALS and as SALESPEOPLE.

You learn by going where you have to go – If you want to learn to sell, you need to get face-to-face with more people. If you want to learn to make an ask, then you’ve got to do just that – ASK. If you want to learn to surf or ski or box, then you must practice surfing, skiing, boxing.

Robin Williams told Matt Damon in Good Will Hunting that he had never “done” anything – He only read books. He hadn’t “smelled the paint in the Sistine Chapel, etc.”

I’m sure you get the point.

If we “learn by going” then we need to execute on our plan to VISIT with QUALIFIED PROSPECTS. As much as possible.

P.S. If Roethke is a little existential for you, listen to Brian Tracy, one of the world’s best sales trainers, writers and thinkers, when he summarizes all of sales training into this ‘SIMPLE’ challenge:

“Spend MORE TIME with BETTER PROSPECTS.”

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10,000 PUSH-UPS

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: ACT/EXECUTE on YOUR ENGAGEMENT STRATEGY!

Let’s use this ‘Push-Up’ analogy to help reinforce ACTION.

If you commit to do 10,000 push-ups a year, the SIMPLEST and most SUCCESSFUL way to achieve that goal is to do 30 PUSH-UPS A DAY. (1 set, 3 sets of 10 or 2 push-ups an hour the 15 hours you’re awake.)

To reinforce this point even more, let’s say you wanted to do 1,000 x (your age) push-ups a year – The SIMPLE EXECUTION is 3 sets of (your age) a day…every day. (For example, if you’re 49, you would do 49 push up 3 times a day. This actually gets you more that 49,000 but you get my point.)

In this model, you can’t skip 3 days. You can’t wait until June to begin. You won’t hit your goal.

Just like with push ups, you can’t wait until November to make 100 visits (because you’ve only made 3 visits a month up until then.)

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The Goal of Predisposition

The goal of predisposition is simple: TO GET THE VISIT!

It is NOT to ‘sell on the phone’!

A really strong predisposition e-mail or letter makes the follow-up phone call very assumptive/presumptive! “I’m following up on the note that you received from (Natural Partner) and I’d like to see if you might be available next Tuesday morning? Or would Wednesday afternoon be better?”

This is not a spiel. It works.

Perseverance is key (as well as ‘practicing’ the words you will say) with your Best Prospects.

Typically, once you get through on the phone, there are three possible answers a potential investor may give you.

  1. YES.

    Awesome. Get date and time set. Follow-up with a note to confirm. Send any additional predisposition material for the actual visit itself.

  2. MAYBE.

    “What else could I do that might help you decide on getting together?”

    “I can meet you anywhere, anytime.”

    “Would it help if you spoke with (Natural Partner) to understand more about why they are engaged with us?”

    If the timing isn’t good, schedule a specific date to call back and follow through.

  3. NO.

    If this is the type of ‘no’ that means, “No time, but I still like your organization,” you could send them a President’s Circle invitation or a really strong follow-up letter, with a request. If it’s a ‘no’ that means, “No, I can’t really see this as a priority.” Or “I’m not in a position to help” then you would send a nice thank you and MOVE ON!

A quick reminder about perseverance with your most Qualified Prospects: You cannot mess up a contact to set up a visit if you are authentic!

  • “It’s really important that we meet with you.”

  • “Been trying hard to set this up because of urgency, importance, etc.”

  • “Sorry we have missed connecting so often, and I know I’m being really persistent. I just know how important it is for us to be sharing our story with more people like you.”

WHATEVER IT TAKES. I know. It’s an old and cheesy coaching cliché. However, if you take ‘perseverance’ and ‘attitude’ down to the ‘how’ – the answer is to do WHATEVER IT TAKES! Call back until they tell you not to call anymore. Stay in contact until you’ve got the visit set up. Call in all of your SUPPORT team. WHATEVER IT TAKES.

 

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Memorable Experiences as Powerful Predisposition

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: COMMIT TO BETTER PREDISPOSITION.

33Napkins-18-SpecialEvents

You’ve seen our rant on “No More Special Events.”  If not, I’ll summarize here: SPECIAL EVENTS ARE NOT ‘SPECIAL!’

They rarely generate income anywhere close to the corresponding staff and volunteer effort and time – Even though we’ve spent more that half the year selling tables, sponsoring golf holes or lining up silent auction items.

P.S. Not only do your volunteers and staff hate these Non-Special Events, so do all of the ‘INVITEES’ … who clearly don’t want to go to another ‘un-memorable, time-away-from their-family’ auction, gala, ‘fundraiser’!!!

Instead, MAKE EVERYTHING YOU DO A MEMORABLE EXPERIENCE!

A ‘MEMORABLE EXPERIENCE’ is about your Vision, your Message, your Impact.

Every ‘MEMORABLE EXPERIENCE’ is an incredible PREDISPOSITION OPPORTUNITY.

A MEMORABLE EXPERIENCE isn’t about the number of people in attendance, it’s about getting the best people in attendance. Instead of selling tables, think about getting the best 10 prospects you have in the room (preferably your room) and knock their socks off with the IMPACT.

 

 

 

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No More Cold Calls!

The word PREDISPOSE means exactly what it says. (Weird, huh?) We are literally (not figuratively) predisposing the person or persons, in advance, to our contact.

PREDISPOSITION is anything and everything we can do to make it not a cold call (because we are professionals who don’t make cold calls!)

Always PREDISPOSE the prospect/potential investor to (1) your phone call to set up the visit, (2) the visit/presentation itself and (3) the follow-up.


Note: Predisposition is not ‘cultivation’!

 

 

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The Perfect Predisposition

What is the absolute PERFECT PREDISPOSITION???

It’s bringing the Qualified Prospect or potential/current investor TO YOU!!!

Short. Sweet. Powerful. An idea that you can use immediately to significantly increase the level of investment from your top prospects. This idea is particularly relevant if you are in a ‘CAMPAIGN’ or trying to involve/engage your top prospects at the leadership gift level.

I’ll say it again: The absolute best PREDISPOSITION is to bring your BEST PROSPECTS to WHERE YOU DELIVER YOUR SERVICE!!!

This seems so natural and ‘commonsensical’. (That could be a new word.) Yet, to so many people we train and work with, this is a big revelation.

Don’t tell me you can’t get people to come and visit you. I didn’t say it was easy. I said it will significantly increase the magnitude of the commitment!

If they’re really and truly a great PROSPECT, then they need to SEE and FEEL and TOUCH what you do – the ‘HOME COURT ADVANTAGE’ is very powerful! (At Colleges and Universities we call this GTC: GET TO CAMPUS!)

Bringing your prospects/potential investors TO YOU – where you can control the environment, the flow, the tour/agenda – is one hundred times better than their office or home, and 1,000 times better than a restaurant.

IF “A PICTURE is worth a THOUSAND WORDS.”

THEN “A LIVE MEMORABLE EXPERIENCE is worth a MILLION words.”

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Use Predisposition and Perseverance to Get the Visit

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: COMMIT TO BETTER PREDISPOSITION.

Getting a visit is both an ATTITUDE and a SKILL. There’s a ‘SYSTEM’ to it.

Getting a visit is all about: PREDISPOSING … QUALIFIED PROSPECTS … to take your phone CALL … and ultimately VISIT with you. I’ve included action steps, strategies, and tips to help you make it happen.

We are professionals. We do not make COLD CALLS! We always PREDISPOSE the prospect/potential investor. We first predispose a potential investor to our phone call to set up the visit, and then we predispose to the visit/ presentation itself (and yes, we even predispose to the follow-up).

The word PREDISPOSE means to make someone inclined, in advance, to a specific action or attitude. You need to be literally (not figuratively) be predisposing potential investors to expect your contact and look forward to visiting with you about your amazing organization.

 

The Goal

 

The goal of predisposition is simple: GET THE VISIT! It is NOT to ‘sell on the phone’!

A really strong predisposition e-mail or letter makes the follow-up phone call very assumptive/ presumptive!

“I’m following up on the note that you received from (Natural Partner) and I’d like to see if you might be available next Tuesday morning? Or would Wednesday afternoon be better?”

Consider having someone else set up the visit! I know this is somewhat sacrilegious to many people, but I’ve found it to be the single most effective way to get visits. This is especially important if you are full-time Development Officer/Major Gift Officer/Chief Development Officer with a portfolio. You should be making presentations, not setting up visits.

In the predisposition note, the sender/Natural Partner closes with these very important words: “I have asked Mary Smith from our development team to follow-up with you to set up a visit.”

A phone call from your CEO/President’s Assistant is one of the absolute best ways to get a visit.

The easiest way for the Campaign/Foundation Team of a well-respected hospital to
get a visit with their top prospects is to do a simple predisposition email from the CEO, and then ask her wickedly competent and talented assistant does a follow-up phone call to set the visit. The assistant already knows knows all of the CEO’s relationships, and has great existing interaction with both the prospects and their assistants (gatekeepers).

 
(more…)

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Know Your Goal!

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Set your goals of ENGAGEMENT.

“PRODUCTIVITY is the act of bringing a company (organization or person) closer to its GOAL. Every ACTION that brings a company (organization or person) closer to its GOAL is PRODUCTIVE. Every ACTION that does NOT bring a company (organization or person) closer to its GOAL is not PRODUCTIVE.

What I’m telling you is…

PRODUCTIVITY IS MEANINGLESS UNLESS YOU KNOW YOUR GOAL.”

Eliyahu Goldratt is an Israeli physicist who has been described by Fortune magazine as a “guru to industry” and by Business Week as a “genius.

He wrote a self-published, underground best seller entitled The Goal (North River Press, 1984, Revised 1986 and 1992).

This may be one of the best ‘business books’ I’ve ever read. It’s not dense, text-heavy business gobbley gook with charts, tables and Venn diagrams.

It’s actually written as a fiction story. Jonah (the consultant) uses the Socratic method of asking questions of Alex (the manager) to completely turn around a faltering business/ manufacturing plant.

THE GOAL, on one hand, is complex, with terms like: throughput, bottleneck, the theory of constraints and the cloud theory.

At the same time, it is incredibly SIMPLE: KNOW YOUR GOAL!

IF PRODUCTIVITY is a function of understanding your GOAL… being able to define SUCCESS… being able to MEASURE your progress…

Then, THE CHALLENGE is to:

  • DEFINE SUCCESS.
  • SET SPECIFIC GOALS.
  • CREATE MEASUREMENTS.
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Nix the Cultivation Event and GO AT THE GOAL

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Set your goals of ENGAGEMENT.

We often see ‘Fundraising Plans’ that call for X number of Cultivation Events a year.

The coaching on this one is always the same: Nix the Cultivation Event and GO AT THE GOAL.

  • The best way to build and maximize relationships is 1:1. (See 1x 10x 50x.)
  • When you do an event, your ‘network’ is going to expend a ton of energy getting people to the event – I would rather expend that collective energy on getting 1:1 intros.
  • You do the event and you’re still going to have to work to get the follow-up – which is the goal! SO, just go to the goal.

(See ‘No More Events’ and ‘No More Cultivation’.)

Nixing the event and focusing on getting more visits is a simpler, more productive approach. It may feel challenging to work through the ‘but-what-about-objections.’ So, here’s a few ideas:

  • You need a good message and story for the visit. Absent of this people hear (and what creates our reluctance) is “Can I come and ask you for money?” If instead people heard (and we believed), “We’re having an amazing impact and need more people like you to know about it!” (Read more The Story for the Visit here.)
  • The first visit doesn’t need to be an ambush for money. Quite the opposite – the goal should be to ENGAGE. To LISTEN. And then to overwhelm the other person with the IMPACT so that he or she says, “This is incredible, how can I help?”

This shift in thinking save hundreds of hours, thousands and thousands in fundraising costs and countless lives (because we will generate much more INCOME for our IMPACT).

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The GOAL of Every Development or Advancement Team

What really is the GOAL of any Development Office, Advancement Office, Development Officer, Hospital Foundation or College Foundation???

In my world, it’s to: WRITE A TRIPLE NET CHECK TO THE (BLUE) ORGANIZATION!

Our role in ‘development’ is to provide as much GREEN INCOME as possible to help SCALE and GROW the BLUE IMPACT!

It’s that simple.

What does ‘Triple Net’ mean? I borrowed it from the real estate industry, where it’s usually referencing a triple net lease. (Read more here: Triple Net)

For us, it means that ALL COST OF FUNDRAISING is deducted from the REVENUE generated by the Development Team (Green People)… therefore, resulting in a triple net (actual check) being ‘written’ to the organization. (Again, the Blue People.)

I don’t want to go too Jack Nicholson on you, but I do want to make this crystal clear.

  • This has nothing to do with the IRS, accounting, 990 AR’s or whatever.
  • This has nothing to do with CASE (Council for the Advancement and Support of Education), AFP (Association of Fundraising Professionals), CRFE, etc.
  • This has nothing to do with what you decide to ‘count’ or not ‘count’ relative to the cost of fundraising.

The only measure of success is determined by how much money (INCOME) you provide to your organization/institution to help them Save Lives, Change Lives, Transform Lives (IMPACT).

Put one more way, our job in ‘Development’ is to FUND THE VISION.

This is getting long, but it’s a really important topic to me at this moment. Here are 3 more BIG thoughts around this subject:

  • Everyone in our industry knows that the absolute best way to raise the most amount of money… at the least cost… is through ‘MAJOR GIFTS’. This is where we actually sit down, shoulder-to-shoulder, on a visit with a qualified prospect and make a great presentation and ultimately present the opportunity for them to help.

    The cost is a ‘nickle on a dollar’ while the ‘special events’, golf outings, mailings, etc. cost is ‘three quarters.’.

    I have to tell you that I have seen far too many Development Operations spending one dollar to raise one dollar in the last few years.

  • I can quickly show anyone reading this the way to raise $1M in the next year, and I will personally guarantee it!
    • Hire 10 Major Gift Officers, paying them each $100,000 a year to ensure good quality people.
    • Have them trained at our Boot Camp (on how to make a visit, how to present the opportunity, etc.)
    • They will each raise $100,000 in real money over the course of the year.

    There it is. They just raised $1M for your organization. When you look at that silly scenario, you realize that raising money is not the goal/measurement of a Development Office.

    In our world, a Development Officer should be doing a minimum of 10X and ideally 20X their respective ‘cost‘.

  • ‘Cost of Fundraising’ is not some fuzzy math issue. Again, it’s not how you decide to ‘count’. It’s actually a very easy and simple equation:
    R – AE = N³C

    Revenue – All Expenses = Net, Net, Net Cash. (To be shipped over in a Brink’s truck to the BLUE PEOPLE.)

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1,000 Day Action Plans

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Set your goals of ENGAGEMENT.

STOP STRATEGIC PLANNING.
When people talk to themselves, it’s called insanity. When organizations talk to themselves, it’s called Strategic Planning.

Most ‘Strategic Plans’ are an internal work of fiction usually prepared by left-brain, accountant-types who love outlines, charts, 5-year projections, etc. If you’re looking for an undecipherable, unimaginative, unread, super-thick binder to use as a bookend or a doorstop, then by all means, do a strategic plan!

Note: The old-line, old-school Case Statements worked in their time, but that time has passed. There’s no engagement, no sharing, no dialogue, no involvement, no support.
P.S. I feel the same way about no more ‘Business Plans,’ but I’ll save that rant for another day.

There is too much to do, too many lives to SAVE and IMPACT, to get caught up in ‘strategy.’ Instead…

 

START 1,000-DAY ACTION PLANS!

If you really, really, want to achieve your Vision, fulfill your Mission, live your Message: then prepare an Action Plan that will provide focus and direction for the next 1,000 Days (11 Quarters, 33 Months, almost 3 Years).

Your 1,000 Day Action Plan should include:

  • 90-Day Goals and Priorities
  • Monthly Checklists and Measurement
  • Timely Celebrations

This will engage your team and leaders in a focused manner.

P.S. Match this with a 1,000-Day Funding Plan and you will be well on your way to success.

Read more in Nick’s Note about the difference between Strategic Planning and Strategic Clarity.
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Set Your Goals for Engagement!

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Set your goals of ENGAGEMENT.

Set your 2016 Goals for Engagement now! These goals need to be SPECIFIC, WRITTEN and MEASURABLE.

Here are 3 Examples:

  • The ‘33 GIFTS’ Plan

    We will ENGAGE with our TOP 50 PROSPECTS in order to generate 33 COMMITMENTS, which will provide 90% of our funding needs!

    This will be a SELF-FULFILLING PROPHECY.

    E.g. We will generate $1 Million from:

    1 Gift of $200,000
    2 Gifts of $100,000
    4 Gifts of $50,000
    10 Gifts of $20,000
    16 Gifts of $10,000+
    33 Totaling $1 Million

    Note: Need $5M? Multiply the right column by 5. (Or 4 for $4M and so on.)

  •  

  • The ‘Spartan 300’ Plan

    We will ENGAGE with our BEST 300 prospects (including our Top 33), which will generate buckets of money to Fund Our Vision.

    E.g. We have 3 members of our SALES TEAM, and we will collectively make 30 VISITS ENGAGEMENTS a month for 10 months (using August and December for R&R).

    We will use a 3x3x3 goal which challenges us to collectively make 3 visits a day, 3 days a week, 3 weeks out of the month.

    Note: If you have one member of your sales team, divide this goal accordingly: The ‘Spartan 100’ plan!

  •  

  • The ‘1,000 ENGAGEMENT’ Plan

    As a larger For Impact organization with 6 committed Relationship Managers, we will make 1,000 VISITS/PRESENTATIONS this year.

    Each of our 6 Relationship Managers will have a Portfolio of 300 Qualified Prospects. Each of us will make 167 VISITS/PRESENTATIONS (ENGAGEMENTS) this year.

    We will average 15 QUALITY VISITS a month and do all of the appropriate preparation, predisposition and follow-up.

    We will do ‘DISCOVERY’ on every visit and with every prospect. We also commit to make the FULL PRESENTATION around the TRIPLE ASK for TODAY, TOMORROW and FOREVER (Annual Operations, Campaign Priorities and a Legacy/Planned Gift.)

    *20% of these 167 visits will become our TOP 33 gifts for each Relationship Manager.

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Master Prospect List – QPI Rating System

We have used the MPL tool to run hundreds of campaigns and major gifts initiatives. It’s simple and powerful. Rate your top prospects to create a Master Prospect List in descending order of importance. Then focus all your time (literally) on your top ten prospects — you will be amazed by the results.

Download the excel file.

Each prospect receives a rating in each category 1-5 (5 being the highest). The sum weighted total of ratings in each of the five categories will give you the Qualified Prospect Index – You need to visit with anyone 90 and higher today!

Definition of Key Terms

Relationship Manager (RM)

This is the person within your organization that manages the relationship — does not have to be the point of contact but must responsible for thinking about this prospect every day.

Natural Partner

This is a person, internal or external to your organization that has the closest relationship to the prospect.

Capacity
Weight: 7

This number is the prospect’s capacity to make a major gift – a gift level that is worthy of one-on-one time with a prospect. This is not an indication of what you think the prospect WILL invest in your organization – it is an indication of what you think the prospect COULD give.

For example:
5 – $1MM
4 – $100K
3 – $10K
2 – $1K
1 – Unknown

Relationship
Weight: 6

This is an indication of the prospect’s relationship to your organization or to your cause. If this prospect is on your board it should be a five (5). If, for example, you are the American Cancer Society, and this prospect is a cancer survivor, the rating should be a five (5) even with no gift history.

For example:
5 – Specific interest in our organization or cause
4 – Heavily invested in our cause or within a sector or geography in which we operate

Timing
Weight: 3

Generally timing is always a five (5) unless you have specific knowledge otherwise.

Gift History
Weight: 2

What is this prospect’s giving history to your organization? You might determine that a five (5) on the rating scale indicates lifetime giving of $100,000+ or ten consecutive years in your Leadership Society. Below is an example using higher numbers.

5 – Has given multiple lifetime gifts and/or has given $1M lifetime
4 – Has given one or multiple gifts and/or has given $100k lifetime
3 – Has given one or multiple gifts and/or has given $10k lifetime
2 – Has given 1 lifetime gift and/or has given $1k liftetime
1 – Has never given and/or has given less than $1k lifetime

Philanthropy (or Gut Feeling)
Weight: 2

This is a measure of the prospect’s general willingness to give. Has he or she supported other organizations? Is it a foundation (5)? Do we have a good feeling about them? Give it a 5! This is also where I take into account the person who reaches out to us first or has said, “I want to help.” or “I want to do something big, can we talk?” Give that a 5 as well.
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Where Do We Find NEW Prospects?

In our work with thousands of organizations, staff and volunteers, this is the most FREQUENTLY ASKED (BIG, BIG, BIG) QUESTION:

“WHERE DO WE FIND NEW PROSPECTS?”

MY ANSWER: THIS IS THE WRONG QUESTION!!!

It’s not about ‘NEW’ PROSPECTS, it’s about the BEST PROSPECTS!

Why look for ‘New’ Prospects when you haven’t MAXIMIZED RELATIONSHIPS with your BEST and most QUALIFIED PROSPECTS!

FUNDING YOUR VISION is usually about your TOP 33 INVESTORS and perhaps your BEST 300 QUALIFIED PROSPECTS. Many of these top prospects are most likely sitting right in front of you… right now! (Not literally, but pretty darn close.)

The reason many of you are looking for ‘NEW’ prospects is because you believe:

“Our Old Prospects are tired of giving.”

“We have gone to the well too many times.”

“We can’t go back to our best prospects for more money.”

“We are taking advantage of our current relationship with our top prospects.”

To this, I would add 3 other thoughts coming from your current top givers that I also believe are very fair:

“I want you to get other people involved besides me.”

“I want you to broaden the base of support.”

“I don’t want to be the only one funding this organization or this project.”

While ‘expanding your base’ and ‘bringing in new relationships’ is important to your organization, it’s not the ‘ANSWER’ to your funding challenges!!!

I’d like to challenge your thinking with this idea: LOOK IN YOUR OWN BACKYARD!

Stop ‘searching the world’ for new prospects/ fresh money. Before you figure out how to get to Bill Gates or Warren Buffet or the Walton’s…look to your own CHAMPIONS who have the strongest interest in your Cause and your Case.

Here are 3 stories to reinforce this idea of ‘YOUR OWN BACKYARD’.

Russell H. Conwell wrote one of the most powerful and motivational classics of all time, Acres of Diamonds, published in 1921. Conwell actually gave his speech entitled “ACRES OF DIAMONDS” more than 5,000 times and earned enough in this effort to help found Temple University!
Here are summarized versions of 3 STORIES in the book that I hope will have a huge IMPACT on your thinking about ‘NEW’ PROSPECTS.

GOLD. In 1847, a man who owned a ranch in Northern California heard that gold had been discovered somewhere in Southern California. He sold his ranch to a Colonel Sutter, and then went south to search for gold and riches, never to return.

Colonel Sutter put a mill on that stream. One day, he discovered flakes of gold in the spill off. Sutter’s discovery, in 1849, started the CALIFORNIA GOLD RUSH!

DIAMONDS. An old Persian farmer was desperate for riches. He sold his farm, collected his money, left his family and went off in into the garden to drink. As the camel put his nose in the shallow water of the garden brook, the new owner saw a flash of brilliance and reached in and pulled out a diamond (in the rough). This discovery became the famous diamond mine of GOLCONDA!

OIL. In Pennsylvania, another farmer sold his farm to take a job with his cousin, who was looking for coal oil in Canada. He, too, was searching for wealth… in other places.
According to the county records, the farmer sold his farm for $833.

The new owner found oil… on that same farm. That oil was eventually worth hundreds of millions of dollars, and this discovery became the PENNSYLVANIA OIL FIELDS!

I hope the moral in all of these stories are clear and evident.

Read more On Prospects in our For Impact Guidebook, Gold Diamonds and Oil.

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BIG IDEA: The Master Prospect List (MPL)

The Master Prospect List is one of the biggest ideas in our sales process. It’s a system of:

  • Rating and ranking,
  • Your best and most Qualified Prospects,
  • In descending order of importance.

PRIORITIZATION is the centerpiece of our prospect system: the MPL is not a random group of names nor an alphabetical list!

The MPL ranks ALL of your prospects, not just ‘individuals’.

Rarely, do we see an organization with a TRUE Master Prospect List. This can be a tough concept for some to implement so we’ve made it simple:

  • MASTER = ONE LIST. Not ‘one list for the gala’ and ‘one list for annual fund’ and ‘one list for corporate partnerships.’ And, certainly not fifteen reports from Razor’s Edge.
  • Most Important Prospects. If you receive half your funding from the government then the government is ALWAYS your most important prospect.
  • RANKED. Not Alphabetical. Not by giving history. Not by Relationship Manager. RANKED BY IMPORTANCE.
  • Re: Individuals, Corporations, Foundations – a gift received yesterday does not remove the ranking of the relationship.
  • Smaller organizations should focus on their top 33 prospects. Larger organizations (e.g. Colleges) should maintain the same focus but take the ranking out to 100+ prospects.

In addition, The Master Prospect List:

  • Streamlines prospecting meetings and reporting and allows you to focus your time and energy.
  • Determines what to ask for by matching your prospect list to your funding plan.
  • Saves a lot of time in meetings, thinking, planning, strategy, etc. because the list IS the framework for all these things.
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97/3: Focus on the Top

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Finalize your MASTER PROSPECT LIST.

97% of all your INCOME (SALES/REVENUE) will come from

3% of your PROSPECTS (Portfolio/Community/Family).

This is a fact. Don’t fight it. Deal with it.

97/3 just reinforces the need to find your BEST and most QUALIFIED prospects!

The whole ‘80/20’, Pareto the Italian Economist thing is soooooo 1980. (Actually, it was in the 18-somethings.)

A quick parable/metaphor to reinforce this concept.

Lions, Mice, and Antelope.
A lion can hunt, capture, kill, and eat a field mouse. But the ENERGY expended is greater than the caloric content of the mouse. If a lion spent her whole day hunting and eating field mice, she would slowly starve to death!

A lion cannot live on mice. Lions need antelope. Antelope are BIG. Antelope take more planning, persistence, speed, and strength to capture and kill. But, once killed, they provide a huge feast for a lion and her pride.

A lion can live a long and happy life on a diet of antelope. She will die ‘chasing mice.’

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The Presentation Framework

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Create a simple, powerful PRESENTATION and ENGAGEMENT TOOL.

The are three key components to a great presentation: Engagement, Discovery and Authenticity.

1. ENGAGEMENT

Our goal on the visit is to get people ENGAGED – in a dialogue – about them, about you, and about the opportunity you both have to save, change, and impact lives.

2. DISCOVERY

Asking questions is the best way to do DISCOVERY. It is the best way to create ENGAGEMENT and an absolutely marvelous way to be able to PRESENT THE OPPORTUNITY!

Here are 3 quick tips on how to be a great listener:

  • Focus. Actually sit up, and engage with your eyes and ears as you focus on exactly what the prospect is saying.
  • Get people to tell their story. This is even better than you sharing the story about impact. Let them tell you why they find meaning in your impact or organization. Nothing you say can trump their ‘WHY.’
  • Take notes. In my mind, this is a great way to show respect, show that you’re listening, and show that you care. The best thing about notes for me is that it helps me focus on listening, and then when the prospect is finished I can refer back to the notes and quotes.

    *It’s also a great way to capture as much of the visit as you can for the Memo for the Record, which, of course, you are going to complete as soon after the call as possible.

For even more, read the article 8 More Steps to Positive Listening Skills!

Then… ASK… LISTEN… ASK… LISTEN.


3. AUTHENTICITY

We like to tell our Boot Camp attendees, “If you’re authentic, you can’t screw it (the visit, the conversation, the ask) up!”

AUTHENTICITY means being REAL. HONEST. CANDID. SINCERE!

The people you’re with know right away whether you’re ‘selling snake oil’ or SINCERELY PRESENTING AN OPPORTUNITY that has VALUE to both the GIVER and the RECEIVER!

I read 30 years ago (in Denis Waitley’s Seeds of Greatness) that the word SINCERE means “without wax” (in Latin, sine = without, cera = wax.) Ancient sculptors would ‘fix’ any flaws or mistakes that they made in the marble by filling in the mistake with wax.

You can only be you. So go without the wax!

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On Altitude: For Visits and Presentations

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Create a simple, powerful PRESENTATION and ENGAGEMENT TOOL.

Here is a deeper explanation of the power of ALTITUDE in designing a presentation or on a visit:

  • Get ‘buy-in’ at the highest level. As you make the Case for Support, the prospect or potential investor needs to understand and acknowledge their acceptance of the VISION and PRIORITIES. Sometimes this is a “You had me at hello” moment. Other times, it may take the entire first visit to get them to understand and agree that this is an important CAUSE and CASE. Regardless, it doesn’t make any sense to talk about PRIORITIES or the PLAN or HOW THEY CAN HELP if they don’t ‘get it’ at the highest level!
  • No Dissent on Descent. There should be no ‘dissent’ on the descent! Think of this as the opposite of getting the ‘bends’. If a diver ascends too quickly, they get a case of the bends. It’s painful and many times life-threatening. During a presentation, the prospect can get the ‘reverse-bends’ if you descend too rapidly, “Hello. Thanks for seeing me. Here’s our campaign. Can you give $100,000?”
  • Always go (back) up. When in doubt ALWAYS GO BACK UP TO 30,000’! The Vision, The Message, The Purpose.
  • ‘Permission to Proceed.’ We have actually incorporated this specific terminology into every presentation. “It seems like you’re fully engaged with both our Mission and our Message. Would it be okay (permission to proceed) to go deeper and talk about our Strategic Priorities and our Plan to make all this happen?”
  • Altitude is not always top-down or hierarchical. You can ‘enter’ at any level. You can focus on any level. You can travel up and down and even side to side when you’re using an Engagement Tool.

 

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The Power of Engagement Tools

Part of our For Impact story has been the invention of THE ENGAGEMENT TOOL. This one-page presentation flow, at altitude, has become an absolutely indispensable part of our client and coaching success.

THE WHY

IF you’re out making VISITS and PRESENTING THE OPPORTUNITY (which all of you
should be) – you need a SIMPLE, POWERFUL, ENGAGING PRESENTATION TOOL!!!

I can almost guarantee you don’t have one now because an Engagement Tool is not a PowerPoint, Campaign Brochure, 3-Ring Binder, or stuff from “National’s Marketing Department.”

An Engagement Tool is used to Present the Opportunity ‘shoulder-to-shoulder’.

As Tim Allen of Tool Time fame says, “The RIGHT TOOL for the RIGHT JOB.”

GREAT PRESENTATION TOOLS can:

Create a terrific FRAMEWORK for the FLOW of the VISIT,

GRAB PEOPLE’S ATTENTION,

FACILITATE important DIALOGUE,

Create ENGAGEMENT and INTERACTION,

COMMUNICATE STATS & STORIES, LOGIC & MAGIC, and much more!

THE WHAT

We organize our PRESENTATION TOOLS around “these 3 things”:

A NAPKIN

A FLOW SHEET

An ALTITUDE MAP

You can download an EXAMPLE of each one of these here.

THE HOW

Download / view the For Impact engagement tool.

See also: Guidebook – On Engagement | Guidebook – On Visual Engagement

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“Bankers Don’t Have Any Imagination, None At All”

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Create a simple, powerful PRESENTATION and ENGAGEMENT TOOL.

In September of 1953, Walt Disney was sending his brother Roy to meet with bankers in New York. Roy was going to be seeking financing for a new concept: Disneyland. At the time, Disney had cartoons but no theme parks, which is hard to imagine in the present day.

As the story is told, Walt called in an imagineer named Herb Ryman and said, “You know bankers don’t have any imagination, none at all. You have to show them what you’re going to do.” He then asked Herb to help him create a mock-up of Disneyland on a large storyboard. It was a splendid painting that even included black light paint so that you could see what Disneyland would look like at night.

This story comes from Walt Disney Imagineering: A Behind-the-Dreams Look at Making the Magic Real. The book includes pictures of the storyboard.

 

 

Part of our For Impact story has been the invention of THE ENGAGEMENT TOOL. This one-page presentation flow, at altitude, has become an absolutely indispensable part of our client and coaching success.

Always look for ways to SHOW what you’re going to do. Use Engagement Tools. Banker or not, there is a big difference between talking your way through something and showing your way through something. A Engagement Tool worked for Walt and Roy Disney and it will work for you.

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What is an Engagement Tool?

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Create a simple, powerful PRESENTATION and ENGAGEMENT TOOL. 

Most organizations and sales teams don’t have ENGAGEMENT tools. They have brochures, binders, or pitch decks. What are you using to DRIVE engagement on a visit?

Is is simple? Visual? Does it SUPPORT the conversation or constrict the conversation?

In a later video we will show you ways to use an engagement tool.

Download / view the For Impact engagement tool.
See also: Guidebook – On Engagement | Guidebook – On Visual Engagement

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R.O.I.

RETURN-ON-INVESTMENT.

What every ‘Investor’ wants from their investment and what every For Impact organization should want from its development/advancement/fundraising effort.

I feel this concept is completely absent or totally misunderstood from our sector – Something I want to help change.

With all due respect to the industry, I just don’t get it. An organization invests money and resources in their development/fundraising operation – could be a one-person shop or 50 people in the college advancement division. I’m not sure how else you would measure productivity or success without making ROI the #1 barometer.

ROI is very simple to calculate. It’s a numerator/denominator math problem:

  • Here’s how much money we Raised (the numerator).
  • Here’s how much money we spent/Total Expenses (denominator).
R – TE = NET, NET, NET CHECK/FUNDS to support IMPACT!

In the For Impact approach, the development function ‘write checks’ to the IMPACT.

R ÷ TE = ROI and COST OF FUNDRAISING.

For example, if you are a hospital foundation raising $2M a year in ‘fundraising Revenue and your total expenses are $1M then your ROI is 2X or 100%; and your cost of fundraising is 50%.

There are two ways to increase your ROI and decrease your cost of fundraising:

  • Increase the Numerator (Revenue)
  • Decrease the Denominator (Expenses)

In our For Impact world, our own benchmarks are as follows:

  • 3X is minimum model/benchmark.
  • 4X is great.
  • 5X is something you should be very proud of.

If you’re running a Campaign within an existing development operation or as a separate initiative, I believe the cost of fundraising should be a nickel (five cents on the dollar.) That would give you a 20X ROI.

If you are a For Impact leader, senior staff, executive director or a board member, I hope the above gives you some sense of comparison.

Note: One last example of why ROI is a completely different level of thinking than simply “This is how much money we raised this year.”

I can guarantee a small not-for-profit organization an additional $100,000 this year. Hire two ‘major gifts officers’ at $50,000 apiece. Send them to For Impact Boot Camp. I guarantee that they can go out and raise $100,000 in the next year (combined.)

Same thing would be true with a larger organization at $1M. Hire five major gift officers at $200,000 each. I’m fairly confident if they followed any sales process they would each be able to raise $200,000 in the next year for a total of $1M.

Ok, I think you get the point.

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Everything’s a Math Problem

Looking back, I know that almost every successful campaign that we have run in the last 33+ years (500+ Campaigns) was successful because we:

  • Kept in SIMPLE.
  • Had Clear Goals, Numbers and ‘Math.’
  • Measured our Progress, Daily!

For example:

  • How much MONEY (Income) do we need? And over what period of time?
  • How many QUALIFIED PROSPECTS do we need to generate?
  • What does our FUNDING PYRAMID (Gift Chart, 97/3) look like?
  • How many COMMITMENTS do we need to make this happen?
  • How many VISITS do we need to make in a week? A month?
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Your Funding Plan Supports Your Case

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is DO THE MATH.

A big epiphany for organizations we work with continues to be – your funding plan actually is part of your case for support.

To me, the funding plan is the HOW behind the big picture dollar goal and the big picture dollar goal is what you need to deliver on your vision. So, in essence, this is HOW you will deliver on your vision. Is that important? You bet!

I’ve found that most organizations don’t have a funding plan – They haven’t done the math.

Three simple action steps to get you there:

  • Determine the dollar amount you need for both operations and projects. What is the lump sum? 80% of organizations can’t answer this question.
  • How many investments would you need and at what amounts to achieve this goal?
  • When? (One year? Three years? Five years?)

The funding plan does a few things as it relates to your case:

  • It makes it believable and achievable.
  • It shows a potential investor how she/he would fit into the funding vision.
  • It also illustrates that you’re not just picking a number out of the air – there is logic – Which gives you and your investors confidence.

Extra bonus: There are times when you can actually ask the potential investor, “Where do you see yourself in this plan?” Then, you let them select a dollar level – Something we call “The Clueless Close.”

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Do the Math to Simplify Your Funding Story

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is DO THE MATH.

Doing the Math means owning and internalizing an understanding of your numbers. Your numbers tell an important part of your story.

Doing the Math also means taking the time to simplify the numbers in a way that others – Your board, your prospects and your staff – can understand.

In our For Impact World you must:

DO THE ‘BLUE‘ MATH around your Cause and Case and Impact. i.e. How many people/families/students/patients/kids do you impact? Or how many people/families/students/patients/kids NEED this impact?

DO THE ‘RED’ MATH around your Staff, People and Operations.
i.e., What are the people or operational costs associated with delivering your current or desired impact?

And DO THE ‘GREEN’ MATH around your Income, Funding Plan, Goals, etc.
i.e, What is your total need for the year or next 1,000 days based on the BLUE and RED and how will you get there?

Note: Here is a list of questions you can ask your CFO or CEO to get the information you need for math.

Next, use this Math to frame your Funding Rationales. Funding Rationales help to answer your Prospect’s question, “What do you need from me?” and help you get ‘numbers on the table’ tied to a Person, a Program, a Project or a Funding Plan. For example:

A unit of Impact.

One of the simplest ways to do your math is around a Unit of Impact – A Person, A Student, A Family, A Village, A Patient – You get the idea. Quick math:

You can use this math to ask a prospect, “Can you help us by underwriting 10 students this year?” or “How many students would you like to underwrite this year?”

Your Gap, or even better, the cost of EXTRAORDINARY Impact.

Gap math is a common way to do your math and simplify a funding rationale.

 

 

I recently worked with a fantastic Hospice organization who refuses to talk about the gap and instead asks prospects to fund Extraordinary Care for every family. This Hospice has (fluctuating) revenues from reimbursements, but they don’t cover everything. This is where philanthropy comes in – For $1000 you can underwrite Extraordinary Care for one of the 3000 families they serve each year.

The true cost of programs.

This is a big one. Organizations frequently underestimate the true cost to deliver a program, which is essential to a funding rationale. Knowing the real numbers boosts confidence in the ask and helps the funder buy in. You can ask someone to underwrite part or all of the program.

Along with the previous point, you can do the math to tie programming costs to impact in multiple ways. Here’s a clean and simple example to illustrate the concept using the example above. The Read Aloud Program impacts 1600 Kindergarteners and their families (80 classrooms/20 students per class at 40 schools.) You can do the math to create simple funding rationales:

$80,000 to underwrite the program for one year, or;
$2,000 per school, or;
$1,000 per class, or;
$50 per student.

Funding a Project or Priority.

This is commonly used with a ‘campaign mindset’ – projects or priorities that have a larger funding goal than some of the examples above. Casting a vision, packaging up three year Priorities or Projects and then understanding a dollar amount/funding rationale for each.

For example, “As we discussed, our vision is to be there for every family who needs Hospice Care in this community. Part of achieving that plan is to secure a Hospice House where we can care for people who can no longer stay at home, or have no home. Can we talk to you about being part of this plan?”

or

“We’ve put together a plan to scale and innovate in our three core areas – Family Literacy, Read Aloud Programs and Teen Services – that would require $1.3M of the next 1,000 days. Here’s what we would use the funds for – 1000 Families in Literacy Program, increase 1:1 teen Mentoring by 30%, excellent data and evaluation, 5-10 new school relationships…”

(more…)

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The iPhone: A Case for Oversimplifying

When Apple launched the first generation iPhone in 2007 it shared a device that offered full-email, rich media, a web browser, and a phone.

Think about what they chose to call this: a phone (that does really cool stuff!)

Often times working with organizations to simplify – there is a fear that the final concept omits ANYTHING. In one of these standard group setting the original iPhone device would’ve been named the iWebMediaMailPhone!

When explaining WHAT you do, choose words people understand. Anchor the concept and THEN tell me how you’re different, cool, etc. When someone says you’re oversimplifying just point to the late genius Steve Jobs.

P.S. I downloaded the new episode of Sherlock last night. I don’t know if I would call that a TV show, or a movie, but I purchased it through iTUNES. Not the iMediaEverythingCloudStore.

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Find those who care about your CAUSE, then sell your CASE.

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is BUILD YOUR FUNDING RATIONALE.

Cause: Your reason for existence. The big problem you’re trying to solve or change.

Case: Your approach. Your model. The way in which you impact the CAUSE.

Think about the the difference between CAUSE and CASE.

When you’re with people that already understand the CAUSE you must engage them with your CASE. (See Use the Rule of 3 to Simplify at 14,000′)

Having a funding rationale answers the question: “Where does the money go?” It’s tied directly to packaging your CASE: Your Priorities and Projects and Programs, around your IMPACT.

The CASE should be all about the WHAT and HOW you will USE FUNDS to deliver your impact.
For example:

“We’ve put together a plan to scale and innovate in our three core areas – Family Literacy, Read Aloud Programs and Teen Services – that would require $1.3M over the next 1,000 days. Here’s what we would use the funds for – 1000 Families in our Literacy Program, increase 1:1 teen Mentoring by 30%, excellent data and evaluation, and 10 new school relationships.”
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Creating Great Funding Rationales

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is BUILD YOUR FUNDING RATIONALE.

In this video we cover the ‘Last 3 Feet’ tied to Creating Great Funding Rationales (hint: “Unrestricted” does not make a great Funding Rationale!)

  • Create a Funding Rationale tied to a Unit of Impact if possible – “Our goal is to underwrite all 3000 of our families each year at $1500 per family. How many families can you help support?”
  • Package up your Programs – “Here is the Impact we’d like to have in each community and it will take about $100,000 per community to make it happen.”
  • Use a Leadership Circle membership goal as it relates to the Opportunity to Save, Change and Impact Lives – “When we have 50 members in our Leadership Society (@$10,000+ per year) it allows us to innovate new programs and provide core support to existing impact. It also allows us to move quickly when needed – To save and change more lives.”

Previous video in this sequence: Using Altitude to develop your Presentation.

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10 Types of Funding Rationales

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is BUILD YOUR FUNDING RATIONALE.

Here is a list of some of the framing devices we often use to create Funding Rationales. (i.e., you need these numbers to rationalize the ASK!)

In an abridged form:

  • The Gap: Using a gap number to justify the ASK.
    Tuition: Tuition is $6K, cost per student is $8K. Gap is $2K. Could ask someone to underwrite THE GAP for five students.

    Project: Receive federal grants to the tune of $45K/year for $60K/year program. Ask someone to fund the gap for three years = $15K/year or $45K ASK.

  • The Widget: Break down projects/programs/model into a cost per person or cost per unit. Package this as the ASK. Typically, I use the widget to create the simplest and strongest sell.
    “One child for one year.”

    See also: See Chipotle vs. Max and Erma’s

  • Funding the Prototype: This is a different way of funding your annual operating budget for a start-up. Communicate how your model works and what is needed to make the model happen – then run a funding pyramid.

    Example: This year we need $1.1M to build the prototype.

    Going to need:

    1 @ $200K
    2 @ $100K
    3 @ $75K
    4 @ $50K
    6 @ $25K
    10 @ $10K
  • Funding the Vision: Think of this as funding the model/prototype and future projects/priorities for the next 3-5 years. If you will, this is ‘the campaign pitch’ but with a more holistic view of ALL funding priorities. Within Funding the Vision:

    Leadership Commitments: Top tiered commitments that validate the funding plan.

    Momentum Commitments: TIMELY gifts. Could be Leadership or not… but means so much because of the timing. Provides a lot of leverage, energy, etc.

  • TRANSFORMATION: Justifies all caps on that one. Sometimes it’s simply about a number that would completely TRANSFORM our organization, the investor, etc. This is a rationale that extends far beyond a ‘campaign lead’.
  • Project Sponsorship: “Can you underwrite the medical program for three years @ $30K/year?”

    Note: If it were me… get rid of the notion of asking people to fund ‘operating’ or ‘infrastructure’. Literally everything you do can be packaged as a project, priority or program.

  • Angel Investment: “We’re going to need 10 investors at X to get this idea off the ground. We’re taking something of an angel-investment approach. Can you be one of these angels?” – Very much about timing, the level, the funder, etc.
  • Strategic Partner: Often a corporation or foundation that provides ongoing, high-level funding support on an ongoing basis. It’s a great relationship because you [the org] are a means of delivering on the funder’s priorities in the community or sector.
  • Protection: This is a rationale or way of asking someone to ‘protect’ and annual investment with a planned gift/legacy gift. More on that here.
  • Leverage: We need to raise X to generate 10X.

    Note: Yesterday I was on the phone with an organization that needs to raise $5M to generate $1Billion. To make my point. They need to raise $5M to generate $1,000,000,000,000.

    Obviously, you don’t need all of these. I’m hoping the brief descriptions can spark some answers to common questions like:

    “What do we ask for?”

    “How do we package our operating to justify a big ask?”

    “How do we rationalize the number?”

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How to Create a Funding Rationale Tied to Impact

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is BUILD YOUR FUNDING RATIONALE.

Essentially there are three ways to create a funding rationale – the three P’s. You can ask someone to invest in:

A PERSON

It would be more accurate to refer to this final rationale as a ‘unit’ but then I would lose alliteration. You can do the math to figure out the cost to impact one student, one class, one session, one exhibit, one visitor, etc. This could be a total cost or a ‘gap cost.’

A PROGRAM

This could include seed funds to launch a program, sponsorship for a program or gap funding for a program. The cost of the program is set against the impact of the program – You’re selling the impact of the program.

A PLAN

Commonly used with the ‘campaign mindset.’ Cast your vision, attach a dollar amount, articulate a funding plan then ask someone to be a piece of the plan.

You can use one, two or all three – but you must HAVE a simple funding rationale:

“Could you sponsor a classroom? (or 5?)”

“Could you underwrite the program this year and next?”

“Could we ask you to take the lead on this plan?”

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The Only Presentation Tool You Need

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10
weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is SIMPLIFY YOUR MESSAGE.

Simplify your message so that it fits on a napkin.

It’s not easy. However, I believe that your ability to engage someone with your why, what and how is proportional to how clearly and cleanly you can communicate your message.

This is a really big deal!

When sitting down with someone new they should ‘get it’ in a matter of seconds. Too often we overwhelm people with power points, three-ring binders and slick brochures. I’ve made many ‘million dollar calls’ using ONLY a napkin. I believe it is the BEST and ONLY presentation tool you need.

At the thousands of training and speaking engagements I’ve done, I can spend three straight hours talking, listening, and responding to our Controlling Insight, on a napkin:

Every day, every training, every coaching just reinforces the power of this insight.

*Since I’ve presented this 1,000 times, give or take, and still get ‘juiced’ at the simplicity of this message – doesn’t hurt for you to see it again (and again, and forever, again.)

Just for kicks, see if you can identify these industry changing businesses from the napkins below. Or email with your own napkin – We’re happy to respond, add thoughts, etc.

 

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8 Common Messaging Challenges

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10
weeks, we are going to use each action step as a week long theme to help you get it done!


This week’s theme is SIMPLIFY YOUR MESSAGE.

Some quick reminders and primers coming into this post:

  • Message is what is HEARD, not necessarily what you SAY. (Read: What’s in a Message?)
  • A potential funder needs to be engaged around the message at three levels – the WHY, the WHERE (money goes) and the HOW (can help – supported by a funding rationale). Read our Altitude Framework PDF for a comprehensive look at this.

Here are eight common messaging challenges we see:

  • The message (engagement) starts at the wrong altitude. Engagement begins at 30,000’ – about changing, saving and impacting lives. A quick assessment of the way most ED’s are talking about the organization and you see that it’s so programmatic (think: 14,000’). We do a lot of coaching to get people up to the 30,000’-changing-the-world-level.
  • No simplicity. Not able to state 30,000’ on a napkin. Not able to communicate three priorities. Not able to articulate a simple funding rationale.

    Special note: One way to simplify your message is through the use of visuals!

  • No engagement. Several times each month I look at an organization’s message and say, “That’s actually pretty damn good! I’ll bet you’re just not ENGAGING anyone with the message.” What I mean is, you don’t need to wordsmith or reframe anything. Instead, you have a message problem in that no one is actually HEARING and INTERNALIZING the message. This could be because we’re not out visiting with or it could be because we’re out talking and not LISTENING. Listening allows us to frame our message in a way that makes sense to the other person.
  • No funding rationale. No math or no story to support ‘the ask’. This is identifiable when we have a funding goal only and we’re either saying, “Can you give?” or we’re just picking a number out of the air. See my earlier post on 9 Types of Funding Pitches.
  • No WOW. Only commentary here is that most organizations DO have a WOW factor. They often don’t see it because they focus on what’s not perfect.
  • Story is not awesome. By this I mean your 30,000’ narrative is not representing your transcendent purpose, your BHAG, your audacity.
  • Framing is about the INCOME. Not the IMPACT. A common 14,000’ example. Whereas we should be communicating how ALL of our funding supports specific projects, priorities and programs we say something like, “We need funds for staff salaries… admin… overhead.” YUCK. You frame everything around your excel spreadsheet and not the PURPOSE or INTENT of the expenditure. Again: Yuck. Another example is the message that’s all about the business plan. WHY do you exist and WHAT do you hope to achieve with said business plan (around the IMPACT).
  • All CAUSE, no CASE. (Or, All PROBLEM, No SOLUTION.) This refers to a message that is heavy on selling me on the problem. So much so that I never really engage with the CASE – either because it’s not there, or because you’ve lost my attention. Note: Hitting all three altitude levels actually makes a simple and complete CASE FOR SUPPORT.
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Use the Rule of 3 to Simplify Your Priorities at 14,000’

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is SIMPLIFY YOUR MESSAGE.

Our most used frameworks is the Altitude Framework – Used to order thinking, communications, and storylines; to develop Engagement Tools; and, to think through the Flow of a Visit.

This framework is used for everything from visits to strategy sessions to dealing with objections. However, it’s best use is COMMUNICATION and SIMPLIFICATION of your message.

14,000’ is the view and perspective from the ‘top of the mountain.’ (In the Rockies, they’re called ‘fourteeners.’) At this altitude, the air is thinner and the raptors soar. If 30,000’ is about vision, 14,000’ is about focus. A place to talk about Business Models and Strategy, but most importantly, a place to finding clarity around Priorities.

One of our favorite devices for simplifying your message at 14,000’ is The Rule of 3.

The Rule of 3 is a magical rule for SIMPLICITY.

As human beings, we’re wired to understand, internalize, and remember threes. Politicians know this, as does the media. Neuroscience tells us that the brain actually finds harmony in threes.

One is lonely (no choice.)

Two creates an either/or conflict. (Sophie’s Choice, anyone?)

Not only is Three just right (thank you, Goldilocks) but anything more than three is too complex!

Barry Schwartz’s The Paradox of Choice: Why More is Less tells us stories of engagement DECREASING proportionate to MORE choice.

Look around:

Three-Act Plays. The first act sets up the story, the second act creates conflict, and the third act is the resolution.

The Holy Trinity.

Pyramids. An ancient symbol for strength.

Think BIG! Build SIMPLE! Act NOW! (Can you feel the cadence?!?!)

Today. Tomorrow. Forever.

You can use the Rule of 3 to communicate your biggest Priorities at 14,000’. For example, if you have 7 programs, you need to package those into 3 priorities, such as:

People, Programs, Places
Research, Education, Service
Meals, Homes, Health & Wellness Programs
Read-Aloud Programs, Family Literacy, Teen Intervention

Action: Take the time to write out everything you do on one or two sheets of paper. Then use the attached trigger list to simplify your programs and funding needs into 3 Priorities.

And next time you’re with a prospect you can say, “Over the next 1,000 days we’re focused on these 3 Priorities, which one are you most interested in?”

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Start With The Why

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done! This week’s theme is SIMPLIFY YOUR MESSAGE.

Start with the Why is our number one For Impact Guiding Principle.

I came across a brilliant thinker, Simon Sinek, who has a great book, Start With Why, a powerful Ted Video, and an amazing story around the power of ‘WHY.’

The essence of his message:

People don’t buy what you do, they buy why you do it.

He calls it the ‘Golden Circle’.

Mediocre organizations and leaders always sell ‘outside-in’: talking about WHAT, then HOW (features, benefits), and never even getting to the WHY.

Great leaders sell ‘inside-out’ – leading with the WHY.

Sinek’s Golden Circle is our ALTITUDE FRAMEWORK… with research!

Starting with Why has many implications in our For Impact world; here’s a few:

A vocabulary challenge to the sector. What prospects hear (often times) is “We need money to meet our annual funding goal” or “Buy a table at our gala.” These messages have no WHY, but what your prospects want to do is save, change and impact lives.

Selling happens at 30,000’. The number one question of every investor is, “Why do you exist?” If the person you are talking to doesn’t care about your WHY, it’s very hard to talk to her about the what and the how. Conversely, if your WHY is his number one priority, you can ask on the proverbial ‘first date.’

There are 1.5M nonprofits in the U.S. You must be able to talk about your raison d’etre (reason for existence); otherwise, you just ‘exist to exist.’

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Start the New Year on a “HIGH”

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is SIMPLIFY YOUR MESSAGE.

Our most used frameworks is the Altitude Framework – Used to order thinking, communications, and storylines; to develop Engagement Tools; and, to think through the Flow of a Visit.

This framework is used for everything from visits to strategy sessions to dealing with objections. However, it’s best use is COMMUNICATION and SIMPLIFICATION of your message.

30,000′ is an airplane’s cruising altitude – plenty of blue sky, a great view, etc. At 30,000′, our brain even seems to work better!

At this altitude, it’s all about your vision, your aspirations, your raison d’etre. It’s a place to think and talk about your mission, your meaning, your values.

At 30,000’ leaders and visionaries have the ability to see the horizon. Obviously, you can’t do that from 3’. At 30,000’ you can see the curve of the earth, the rising and setting of the sun. The perspective at 30,000’ is unmatched. This is where you can think about making a “dent in the universe” and communicate how you are CHANGING THE WORLD!

Use this framing device to think and answer some questions at 30,000’:

  • Why do you what you do – To what end?
  • What is your raison d’etre (or reason for existence?)
  • What are you best in the world at?
  • What would you do with $1M or $10M (or X times your current operating budget?)
  • What makes you unique or how are you collaborating to solve a big social problem?
  • What gets you really fired up in the morning? (About your impact!)

Use the answers to these questions to develop your Message at 30,000’ – Your big picture purpose statement, the meaning of your work – Something we call the Blue Box Message.

“The Blue Box”:

  • Represents the starting point for everything
  • Frames a conversation at the highest level
  • Is simple (not full of fancy prose)
  • Is articulated clearly, concisely and compellingly

Here are some examples of great Blue Box Messages:

Changing the lives of the visually impaired worldwide.

Transforming the aging experience.

To provide the finest liberal arts education in the country.

Breaking the circle of poverty by changing the system.

Transforming Columbus: Inspiring the entrepreneurs of the future.

Strong Healthy Kids, Strong Healthy Families, Strong Healthy Communities.

We provide the opportunity for disadvantaged women and children to transform their lives.

We want safe water for EVERYONE FOREVER.

To make reading matter and change the story for low-income students and families in San Diego County.

Redefine Interprofessional Education. Redefine Healthcare Delivery. For Better Patient Health Outcomes.

Join us tomorrow for more on Simplifying your Message.

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Affirmation

“The single most important lesson I learned in 25 years, talking every single day to people, was that there’s a common denominator in our human experience:

We want to be validated. We want to be understood.

They all want to know: “Did you hear me? Did you see me?
Did what I said mean anything to you?’”

– Oprah Winfrey

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NCIS. Gibbs Rule 28: ASK

Leroy Jethro Gibbs of NCIS fame* has Rules. Here’s the one he used with Bishop.

“Rule 28: When you need help, ASK.”

Add this one to some of my favorite quotes about Asking:

“Ask and it shall be given.
Seek and you shall find.
Knock and it shall be opened to you.”

– The Bible

“If you don’t ASK, you don’t get.”
– Ghandi

“Just ASK.”
– Suddes

*Your pop culture reference for the day.

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2016 Boot Camp Dates: San Diego and Colorado Registration Open!

Our first dates for 2016 Boot Camps are available! Join us on March 1-2 in San Diego and May 17-18 in Larkspur, CO (just outside of Denver.)

The For Impact Boot Camp is focused on frameworks and skill building – You will leave with the knowledge you need to simplify your message and funding rationale, and take your organization to the next level.

This high-energy, day-and-a-half session covers topics like:

  • How to execute against a sales process (for major gifts, campaign gifts, transformational gifts, etc.)
  • How to build and maximize relationships
  • How to build and lead an effective team
  • How to ask, close, and follow-up

The Boot Camp is perfect for organizational alums, new hires, or anyone looking to hone individual skills – both personal and professional!

Early bird pricing is available for both sessions. Discounts are also available for Alumni Organizations and teams with 4 or more participants.

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How to run a Sales Meeting using a Sales Dashboard

Reposting this nugget based on several recent coaching calls about ‘Activity vs. Productivity’ and Sales Team FOCUS.

Here is a format we use for Sales Meetings – a weekly review of activities from the Sales Team.

  • Update on activity:
    • Number of visits
    • Number of asks
  • Update on productivity:
    • Number of commits / declines
    • $$ Committed

These metrics provide an objective dashboard that speaks volumes.

  • “What gets measured gets done.” – Tom Suddes

    It’s very easy to get sidetracked. Make it very clear, for yourself and for your sales team, that the first measurement will be number of times we got out of the office to go visit with people. Even without the perfect materials, we know this will have a tremendous positive impact on your organization.

  • The dashboard creates accountability.

    Following on the first point, if you’re a manager you can set goals with your team around number of visits/asks. This ties back to accountability and performance.

  • The dashboard points to what’s working and what’s not.

    Two months ago I was working with an organization that was making 15 visits per week. It was logging only a few ‘commitments’ and no ‘declines.’ We were able to zero in on this and it turned out the staff wasn’t really asking – if you’re asking, you’re going to have some declines! Instead, they were walking through the numbers and ‘hoping’ the prospect would select to give. We did another training session around ‘the last three feet’ of the visit and the numbers then improved.

    This is a pretty important point. You can deal with real issues as they arise – instead of planning and planning for months/years with no activity.

After the numbers we then review:

  • Status of Top Ten Prospects on the Master Prospect List
  • Specific ‘Pending Strategies’ that need attention
  • Strategies for the upcoming week
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Announcing For Impact Fellowships

The Suddes Group creates and drives the levers behind the most important causes of our lifetime, including health-care transformation, community resilience, education, workforce development, equality, and justice.

The For Impact Fellowship is a paid post-graduate employment program (with both 1 and 2-year opportunities) to develop leaders for the social sector.

Fellows will be based out of our Columbus, OH or Colorado Springs, CO offices. They will work ‘in-the-field’ organizing and managing funding campaigns while also developing a career pathway, connections and priceless experience in the areas of leadership, fundraising and organizational development.

More details will be announced in the coming weeks. If you know someone that might be interested – contact Jessica@forimpact.org to receive application details when they become available.

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10 Action Steps to Help You Engage in 2016

*Warning: It’s pretty easy to run down this list and blow off a number of these with a “We’ve already got this/done this” attitude. I encourage you to take a look at the resources we’ve provided below and create an Action Plan for 2016.

Here are 10 Action Steps, to help you ENGAGE:

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Teleseminar: How to Make Your Story Awesome

Teleseminar: How to Make Your Story Awesome
Tuesday, December 15. 12:00-12:45ET
Free for first 50 registrants.

Description:
The story you use to maximize funding…
The story that brings rockstar talent to your doorstep and fully engages your team…
The story that you tell yourself every day to stay focused and fulfilled.

Story adds passion, purpose and urgency to your message, plan and every day actions.

  • Is your story about needing more money? Or changing lives?
  • Do you have a good story that helps get to the ask?
  • Do we have a story that engages the board? Engaging them as passionate champions and advocates?

This 45 minute teleseminar will:

  • Share examples of stories used at organizations to help them with these questions.
  • Address common challenges to funding, action and engagement.
  • Give you several actionable tools use can use to DISCOVER your story and make it AWESOME.
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Make a BIG DEAL out of everything you do.

“The best advice I can give you is: make a BIG DEAL out of everything you do.”
– Frank E. Sullivan

That’s the WOW!!!

Note: We frequently do training/speaking for audiences outside the social sector. The ideas of impact, sales, and purpose are universal. I found this quote on the cover a workbook Tom prepared in 1999 for the Indiana Life Underwriters.

Frank Sullivan was a successful life insurance salesperson. He was one of Tom’s early mentors and authored a gem of a sales book, The Critical Path to Sales Success.

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Set Your Goals for Engagement!

Set your 2016 Goals for Engagement now! These goals need to be SPECIFIC, WRITTEN and MEASURABLE.

Here are 3 Examples:

  • The ‘33 GIFTS’ Plan

    We will ENGAGE with our TOP 50 PROSPECTS in order to generate 33 COMMITMENTS, which will provide 90% of our funding needs!

    This will be a SELF-FULFILLING PROPHECY.

    E.g. We will generate $1 Million from:

    1 Gift of $200,000
    2 Gifts of $100,000
    4 Gifts of $50,000
    10 Gifts of $20,000
    16 Gifts of $10,000+
    33 Totaling $1 Million

    Note: Need $5M? Multiply the right column by 5. (Or 4 for $4M and so on.)

  •  

  • The ‘Spartan 300’ Plan

    We will ENGAGE with our BEST 300 prospects (including our Top 33), which will generate buckets of money to Fund Our Vision.

    E.g. We have 3 members of our SALES TEAM, and we will collectively make 30 VISITS ENGAGEMENTS a month for 10 months (using August and December for R&R).

    We will use a 3x3x3 goal which challenges us to collectively make 3 visits a day, 3 days a week, 3 weeks out of the month.

    Note: If you have one member of your sales team, divide this goal accordingly: The ‘Spartan 100’ plan!

  •  

  • The ‘1,000 ENGAGEMENT’ Plan

    As a larger For Impact organization with 6 committed Relationship Managers, we will make 1,000 VISITS/PRESENTATIONS this year.

    Each of our 6 Relationship Managers will have a Portfolio of 300 Qualified Prospects. Each of us will make 167 VISITS/PRESENTATIONS (ENGAGEMENTS) this year.

    We will average 15 QUALITY VISITS a month and do all of the appropriate preparation, predisposition and follow-up.

    We will do ‘DISCOVERY’ on every visit and with every prospect. We also commit to make the FULL PRESENTATION around the TRIPLE ASK for TODAY, TOMORROW and FOREVER (Annual Operations, Campaign Priorities and a Legacy/Planned Gift.)

    *20% of these 167 visits will become our TOP 33 gifts for each Relationship Manager.

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Sales Attitude: How to think about December

“Should we plan on doing fewer visits with prospects this month, because of the holidays?”

or

“Should we keep pushing because people give at year’s end?”

We get a lot of questions about this every year and our coaching advice is always the same: Keep working your list.

It’s a great time to be engaging (1:1) with your prospects/relationships:

  • If they can’t meet due to the holidays, you can setup a time to connect in early January. Better to do that now than to come back to the office and call – at which time everyone would say, “I’m just getting re-oriented from the holidays. Get back with me in a few weeks.”
  • In my experience, for every person or family that can’t meet now, there is another for whom there will be no better time to meet. Some of my best visits + asks have been in December.

Whatever you do – don’t make excuses for not making visits.

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The Last Investor

THE LAST INVESTOR: The Metaphor

WHAT IF you were down to your very LAST INVESTOR? (aka ‘DONOR’)

WHAT IF the FATE and FUTURE of your ORGANIZATION and CAUSE were entirely up to that one LAST INVESTOR?

Think about it:

IF you can communicate your IMPACT and MISSION. Convince them of your VISION. INVOLVE THEM in your LEADERSHIP PROCESS.

THEN they will MAXIMIZE their INVESTMENT and bring along OTHERS to COMMIT and INVEST.

HOWEVER, if they don’t ‘GET IT’ – they’re history. They’re gone.

If you can’t communicate your MESSAGE in a clear, concise and compelling fashion, then they will be polite, but still gone.

The proverbial BOTTOM LINE is simple:
 

If you are with THE LAST INVESTOR and
THEY DON’T INVEST
you are ‘OUT OF BUSINESS.’

CHALLENGE: How can you use this metaphor of The Last Investor to CHANGE the way you apply the IMPACT DRIVES INCOME insight and how you approach your best prospects?

Would you send your Last Investor a direct mail piece addressed ‘Dear Occupant?’

Would you call them (in the middle of dinner), ask for money, and then promise to follow-up with a form letter?

Would you ask them to buy a table at your (not) special event?

Would you ask them to be part of your Feasibility Study to find out if you need money?

Would you meet them at their office (or for lunch) rather than try to get them to see what you do and where you deliver your service? (Because it’s easier.)

Would you send them a 60-minute DVD and ask them to watch it? (And enclose a BRE)

You get the point.

Click here to read more including a powerful Parable about The Last Investor.

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What I Would Do If I Had $1M

My copy of Think and Grow Rich by Napoleon Hill was published by Fawcett World Library, 1969.

Based on Napoleon Hill’s famed Laws of Success, Think and Grow Rich represents the distilled wisdom of distinguished men of great wealth and achievement. Andrew Carnegie’s magic formula for success was the direct inspiration for this book. Hill’s “secrets” are founded in universal law and principles.

Originally published in 1937, it has been characterized as one of the most influential books of all time in pointing the way to personal achievement.

W. Clement Stone wrote “more men and women have been motivated to achieve success because of reading Think and Grow Rich than any other book written by a living author.”

Following is a story Napoleon Hill uses to underscore a number of the key principles of Think and Grow Rich:

  • Definiteness of Purpose
  • Faith
  • Imagination
  • Desire
  • Persistence
  • Organized Planning to Achieve a Purpose

The following story is quoted from the book. The (parenthesis) are mine – Tom

While Dr. Frank W. Gunsaulus was going through college, he observed many defects in our educational system. These were defects that he believed he could correct if he were the head of a college. (His challenge!) He made up his mind to organize a new college in which he would carry out his ideas without being handicapped by orthodox methods of education. (Creativity, out of the box thinking, unorthodox!!!)

He needed a million dollars (Specificity) to put this project across. Where was he to lay his hands on so large a sum of money? That was the question that absorbed most of this ambitious young preacher’s thoughts. He turned it over and over in his mind until it became a consuming obsession with him. Dr. Gunsaulus recognized, as do all who succeed in life, that definiteness of purpose is the starting point. He also recognized that definiteness of purpose takes on animation, life, and power when backed by a burning desire to translate that purpose into material equivalent.

In his own words:

“For nearly two years, I had been thinking but I had done nothing but think! The time had come for action!

“I made up my mind then and there that I would get the necessary million dollars within a week. How? I was not concerned about that. The main thing of importance was the decision to get the money within a specific time, a strange feeling of assurance came over me — such as I had never before experienced. Something inside me seemed to say, “Why didn’t you reach that decision a long time ago? The money was waiting for you all the time!”

“Things began to happen in a hurry. I called the newspapers and announced that I would preach a sermon the following morning entitled ‘What I Would Do If I Had a Million Dollars’.

“I went to work on the sermon immediately. But I must tell you frankly, the task was not difficult because I had been preparing this sermon for almost two years.”

“Long before midnight, I finished writing the sermon. I went to bed and slept with a feeling of confidence, for I could see myself already in possession of a million dollars. (Visualization!)

“The next morning I rose early, went into the bathroom, read the sermon, and then knelt and asked that my sermon might come to the attention of someone who would supply the needed money. In my excitement, I walked out without my sermon and did not discover the oversight until I was in my pulpit and ready to begin delivering it.”

“It was too late to go back for my notes, and what a blessing that I couldn’t. Instead, my own subconscious mind yielded the material I needed. When I arose to begin my sermon, I closed my eyes and spoke with all my heart and soul of my dreams. I not only talked to my audience, but I fancied that I also talked to God. I told what I would with a million dollars if that amount were placed in my hands. I described the plan I had in mind for organizing a great educational institution, where young people would learn to do practical things, and at the same time, develop their minds. (The Ask!!!)

“When I finished and sat down, a man slowly arose form his seat about three rows from the rear and made his way toward the pulpit. I wondered what he was going to do. He came into the pulpit, extended his hand, and said, ‘Reverend, I liked your sermon. I believe you can do everything you said you would if you had a million dollars. To prove that I believe in you and your sermon, if you will come to my office tomorrow morning, (The Response!!!) I will give you the million dollars. My name is Philip D. Armour.”

Young Gunsaulus went to Mr. Armour’s office and the million dollars was presented to him. With the money, he founded the Armour Institute of Technology (now known as the Illinois Institute of Technology).

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Thanks – Giving and Gratitude

This is a special time and an obvious week of Gratitude and Thanksgiving.

Note: Every year I try to share a Thanksgiving message with our Tribe/Community. Some of this ‘recycled’ from previous years because of the timeless nature of these thoughts.

Three things to think about this Thanksgiving and Holiday Season:

  • “WEALTH IS AN ABUNDANCE OF THINGS WE VALUE.”

    For the first half of my life (30+ years), my understanding of wealth was the same as all my friends, business associates and the general public. ‘WEALTH’ meant you had a lot of money.
    Then I found this definition and it allowed me to become one of the ‘WEALTHIEST’ people in the world.
    Here’s a simple test of your ‘WEALTH.’ Write down a list of all the things that you truly VALUE. Then, put a ‘COST’ (an actual dollar figure) next to everything on the list.
    Most of you will look at the list and realize that the things that you truly VALUE end up COSTING NOTHING!

    Bob and Melinda Blanchard, in their wonderful entrepreneurial book Live What You Love, have a great line: “It only matters if it BREATHES.”

    My own VALUE LIST is filled with simple things that are alive … family time, adventures with the grandkids, health, friends, business partners, etc. … and, some that are not … a great book, a good cup of coffee, nature, the sun, the ocean, the mountains, a boxing workout, yoga and a ride on the Harley.

    Here’s the pretty obvious point: ‘WEALTH’, no matter how you define it, is not about ‘money.’ Money is just ‘worthless wampum’ in the grand scheme of life.

    Clearly, we need to provide ourselves and family with food, shelter, clothing, etc. But if the accumulation of money, a higher salary or how much you can put in your bank or your portfolio is your measurement for success or happiness … I’m guessing you’ll be doing that ‘camel through the eye of the needle’ thing at the end of your life.

    Robert Allen has a great quote, “If a man with many riches suddenly loses all of his money and then jumps out of a window, then, that man was never truly wealthy.”

    In an old ODE magazine (which has now been renamed the OPTIMIST), there was an entire issue around this idea of ‘money’. One of the best lines was a simple statement: “It’s not about MONEY. It’s what you DO with your money.”

    Special Note: I’m an entrepreneur. I’m all about financial freedom. I want to be able to take care of my family, travel, live on the farm and much more. I just don’t believe that money is the scorecard or measurement of wealth or success.

    The Thanksgiving and holiday season is a great opportunity to think of WEALTH as an ABUNDANCE OF THINGS THAT YOU VALUE… and enjoy your ‘WEALTH’.

  • GRATITUDE

    I’ve been doing a lot of reading lately on this whole idea of ‘Gratitude’. Mindfulness. Meaning. Purpose. And more. It is particularly powerful in the mind-body relation, especially keeping some kind of gratitude journal.

    Take a little bit of time each day to remind yourself of the good things and the things for which you are most grateful.

  • “THE MORE YOU GIVE THE MORE YOU GET.”
    “We make a living by what we get. We make a life by what we give.”
    – Winston Churchill

    I’ve had the privilege of watching thousands of people experience serious ‘giving‘. I’ve also watched many of these people literally move from success to significance. While I don’t exactly understand how it works, I know that giving brings much more happiness than receiving.

    There’s a great line from a country song:

    “It’s not what you take with you … when you leave the world behind.”

    “It’s what you leave behind you … when you leave this world behind you.”

    I believe all of three of these thoughts help us make a life, not a living. There’s no better time of the year than now to share with others.

From all of us at For Impact and The Suddes Group, we wish you a very Happy Thanksgiving and great holiday season.

Special Note: Every year I share these 3 stories that you may want to share with your children/grandchildren or family. THE HAPPY PRINCE is a great story/fable. THE SEVEN WONDERS OF THE WORLD are seen through the eyes of a child. The third is a very powerful parable about giving called the SEA OF GALILEE.

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Human BE-ings, not Human DO-ings

Life and work are hectic. Here is a simple reminder to LIVE and BE.

We are human BE-ings, not human DO-ings.

Seems like we’re always encouraging you to Take Action, Just Ask, Just Visit, Just DO Something…

But, it’s also important to just BE:

BE present during your present–ations.

BE in the moment, with family, friends, associates.

BE yourself, authentic in every way.

BE an entrepreneur, at least in spirit.
 

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Discovery is Never THE Goal for a Visit

Discovery is never THE goal for a visit.

When I hear, “It’s just a discovery visit” or, “We’re only meeting to do discovery,” I cringe. To me this is like saying, “We’re just getting together to be authentic.”

Discovery is part of our presentation framework. It’s something we do (ALWAYS).
It’s not THE goal.
 

 

To be clear, often we visit and do discovery – with no ask. But that’s not the goal. The goal is to maximize the relationship at this given moment! The goal is to engage around our impact with such passion, energy and enthusiasm that the person says, “Wow!!! GREAT!!! HOW CAN I HELP?!?!”

You would never reply, “It’s great that you want to help! Thank you! But today I am only here to do discovery. Yes, there are lives we could be saving, changing or impacting with your immediate help but, you see… I’m only here to do discovery!”

“It’s just a discovery visit” is incompatible with the For Impact Point of View: we shouldn’t be doing this work (the programs, the fundraising… any of it) if we aren’t having an IMPACT, if we aren’t changing, saving or impacting lives.

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Keynote Slides: Be For Impact

Last week we were with the New Jersey AFP at its annual Conference on Philanthropy. The conference theme was STORY – something we at The Suddes Group are pretty passionate about!

My basic message:

  • STORY is a point of view. It’s how we choose to interpret (or assign meaning to) facts. Most people talk about STORIES, not STORY. Stories are the narrative that follows the POINT OF VIEW.
  • The FOR IMPACT POINT OF VIEW: IMPACT DRIVES INCOME.
  • IMPLICATION of IMPACT DRIVES INCOME: If we get this it challenges almost everything happening in traditional fundraising.

Here are the keynote slides.

My thanks and kudos to the NJ AFP leadership. We speak at conferences all over the world and this was one of the best programmed and organized gatherings I can remember.

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B.Y.O.E.

I was reading an article about #1 Clemson Coach Dabo Swinney – He’s a good, young coach full of pithy aphorisms.

I never thought I would be quoting a Clemson coach (!) but want to credit him with B.Y.O.E.

“B.Y.O.E. BRING YOUR OWN ENERGY.” Swinney

“B.Y.O.E. BRING YOUR OWN ENTHUSIASM.” Suddes

Think about this! If you don’t bring it, no one else will.

B.Y.O.E. at your board meetings.

B.Y.O.E. at all your visits and presentations.

B.Y.O.E. with your team/staff.

Again, if you don’t bring it, who will?

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No More Peer-to-Peer Solicitation

Here’s a simple question: Would Apple or Microsoft or Starbucks (or any other company) ask ‘VOLUNTEERS’ to do their ‘SALES’?

Just the idea of the word ‘SOLICITATION’ (the implication of which I cannot go into in a PG-13 document), should be enough to make you give up on this 1950’s “Peer-To-Peer Solicitation” model!

Instead, a PROFESSIONAL PRESENTATION involves PROFESSIONAL STAFF engaged in CONVERSATION and DIALOGUE with a goal of MAXIMIZING THE RELATIONSHIP! It’s a PROFESSIONAL PERFORMANCE with PROFESSIONAL FOLLOW-UP.

Note: In the Old Model, a typical ‘ask’ by a peer (to a peer) goes “I have your (3 x 5) card. Can you give something? Just send it in.” WOW! Clear. Concise. Compelling. (NOT!)

Here are 7 pretty solid reasons not to use VOLUNTEERS to make SOLO SOLICITATIONS:

  • DESIRE, ENTHUSIASM, PERSISTENCE. How many of your volunteers really, really, really like to ask a friend for money? If presented as such, these volunteers lack key ingredients for sales success: ENTHUSIASM and PERSISTENCE. It is professional staff’s mission and responsibility to Present The Opportunity to Qualified Prospects.
  • TRADING DOLLARS. Every volunteer knows that whenever they ask one of their friends/peers for money, they will soon be asked back for that person’s favorite cause. This system of ‘trading dollars’ certainly does not allow for aggressively MAXIMIZING RELATIONSHIPS. Professional staff are objective, fair and committed to helping their prospective investor feel great about their commitment.
  • TIME. Volunteers basically have none. Their other business priorities and family obligations make it very difficult to fulfill volunteer duties. Professional staff, on the other hand, are focused and dedicated to Presenting The Opportunity to as many Qualified Prospects AS POSSIBLE.
  • ACCOUNTABILITY & FOLLOW-UP. With a volunteer, there isn’t any! “I saw so and so at a party, and I think they might do something.” Even if they make a visit or accompany on a visit, they will not think about following up and assuring their commitment. Professional staff do a memo for the record on every visit. They send a great follow-up letter summarizing the visit and the opportunity. They make a phone call on a specific date to determine the level of commitment and finalize the details with the investor.
  • TRAINING. Most volunteers have not been trained in how to make this kind of presentation. Many don’t understand sales, the sales process, presentation flow and framework. Even for our most incredible champions, very few have the time to become properly knowledgeable about the institution/organization and the investment opportunities available. Professional staff should be well trained. They know as much as they need to know about the organization. They are involved in ongoing professional and personal development. They understand that success is a combination of ATTITUDE and SKILL.
  • PREPARATION. Even with the best of volunteers, asking their assistant for directions on the way out the door is their idea of preparing for the call. Professional staff go over the Knowledge Base Worksheet, Relationship Strategy Checklist, the Visit Checklist, and have a goal for every visit.
  • THE VISIT ITSELF. Most volunteers begin with “How’s your family?” or “How’s your golf game?” Then move to “I got your 3×5 card.” “They want money.” “Do what you can.” When faced with a question, a challenge, or an objection, most volunteers retreat immediately. Great development and For Impact professionals know the Framework and Flow of the visit. They know how to ask questions and listen. They respond to investors’ feelings and react with creativity and flexibility. They deal with challenges and most importantly, they ask!
Special, Special Note: This is not a ‘bash the volunteer‘ list. Rather, it’s an attempt to help you re-think and re-invent the role of your VOLUNTEER LEADERS.

Volunteer Leaders, Board Members and Current Investors are all a huge part of the TEAM SELLING process. GREAT VOLUNTEER LEADERS and GREAT BOARD MEMBERS are literally worth their weight in gold. They should be used before, during and after the VISIT but, they should never be used ALONE!

*Interesting: The word ‘voluntary’ is defined as: ‘organ solo played in church before, during or after a service.’

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Making Things Happen After the Visit (How to Follow-Up)

In case you haven’t noticed we spend quite bit of time helping our For Impact tribe get out of the office – doing more VISITS and making more ASKS.

So what happens AFTER the visit?

When implementing a SALES process and SALES approach to funding, there are three equal parts to every visit/ask: Predispose, Present, Follow up.

These 7 points about Follow Up have a wide application – And can help you immensely in making things happen AFTER the visit:

  • The 24-Hour Rule

    We need to get out our follow-up emails/letters within 24 hours – no matter what. If we wait to write the perfect proposal or pitch, with time, it (1) takes more effort and (2) we lose momentum. I’ll take 80% perfect at 24 hours over 90% perfect in three weeks.
    Speed doesn’t kill… time does.

  • It’s a RELATIONSHIP
    The goal is to maximize the RELATIONSHIP at this given moment. Funding is a function of the relationship – not the world’s best proposal. Think more about communication and follow-up in terms of a relationship and not a transaction – this will help with #1.

  • Re: Referrals – think about ONE ACTION item and a manageable timeline.
    It’s great that prospects are saying they’re going to open doors. Focus on ONE action and make it happen. “We’re all about momentum and everyone is busy. To keep the ball rolling, can we talk about making one phone call in the next two weeks?”

    One action will lead to more. Undefined action leads to no action.

  • “Can you get me a proposal?”
    If someone asks this we need to simplify on the spot – “Sure thing… are you an email person?” (Everyone is.) “Would it be okay if I summarized our conversation in bullet point form and shot that back by email?”

    Save yourself HOURS by converting ‘proposals’ to ‘bullet points.’

  • The ball is always in your court.
    We’re getting a lot of great ‘pending requests.’ If someone says, “give me a few days and I’ll get back to you.” We need to say, “That’s great. If I don’t hear from you by Friday, I’ll follow-up on Monday.”

  • Email is for follow-up notes. Use the phone to make things happen.

  • Be a closer. Always.

    It’s an attitude. Your ability to close translates to lives saved, impacted and transformed. This isn’t about some ‘business jargon’… it’s about real stuff… important stuff. We either believe it or we don’t. And, if we do, then we need to close. If we don’t – let’s quit now.

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Thank You For Your Service

 

Today is the day to remember the sacrifice and contribution of all who served in the military.

Every day should be used to thank veterans for keeping our country free and safe.

If you have a chance, thank a military person today. Better yet, see if you can hire a recent veteran.

One-third of all ‘homeless’ are military vets. If you can help them through your local shelter, do so. If you don’t know where to help, I’d recommend supporting Chris Megison at Solutions for Change, a For Impact org leading the way in solving this problem.

While it’s a nice gesture to say to our current military, “Thank you for your service” … what really needs to be done is to help them with the TRANSITION from military to a career and family and a new life.

If you are in a position to do so … most are extremely talented, committed leaders … help them to begin their post-military life.

Many of these returning vets would make great TALENT in the For Impact world … as executives, teachers, program leaders, sales and development staff and much more.

Note: My dad was a Marine in World War II, serving in the Pacific and engaged in many of the ‘Battle Islands’. My brother Mike is a Marine (no ex-Marines), and flew helicopters during his time in service.

I spent my tour (after Notre Dame) as an Infantry Officer at Fort Benning, Georgia. (Missed Vietnam by one class of Infantry Officer Basic Course Graduates. Luck of the draw.) I went through Airborne and Pathfinder, jumped out of planes and helicopters, and was one of the few ROTC Graduates to become a Tactical Officer at O.C.S. (Officer Candidate School). From a leadership/lessons learned perspective, hard to match what Army Infantry provided. Still with me 45 years later.

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“Bankers Don’t Have Any Imagination, None At All”

In September of 1953, Walt Disney was sending his brother Roy to meet with bankers in New York. Roy was going to be seeking financing for a new concept: Disneyland. At the time, Disney had cartoons but no theme parks, which is hard to imagine in the present day.

As the story is told, Walt called in an imagineer named Herb Ryman and said, “You know bankers don’t have any imagination, none at all. You have to show them what you’re going to do.” He then asked Herb to help him create a mock-up of Disneyland on a large storyboard. It was a splendid painting that even included black light paint so that you could see what Disneyland would look like at night.

This story comes from Walt Disney Imagineering: A Behind-the-Dreams Look at Making the Magic Real. The book includes pictures of the storyboard.

 

 

Part of our For Impact story has been the invention of THE ENGAGEMENT TOOL. This one-page presentation flow, at altitude, has become an absolutely indispensable part of our client and coaching success.

Always look for ways to SHOW what you’re going to do. Use Engagement Tools. Banker or not, there is a big difference between talking your way through something and showing your way through something. A Engagement Tool worked for Walt and Roy Disney and it will work for you.

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No More Meetings

LOSERS MEET. WINNERS DO.”

That’s James Carville’s typically blunt, hit you between the eyes, challenge.

He goes on to say that, “Absent a major peace negotiation, complicated merger or complex legal settlement, there’s no reason on earth to have a meeting last more 30 MINUTES.”

After 40+ years in the ‘business world’, I never want to attend another meeting in my life. I believe this is also true of every other meeting attendee (excluding the meeting planner or boss who is holding the meeting.)

I wish I had a magic alternative. I’d love to see more ‘GATHERINGS’ of the right people at the right time on the right subject – to brainstorm or reevaluate or correct the course. (Imagine what life would be like without ‘meetings’, but where you ‘GATHERED’ together in a fun, productive session with real results.)

Read Pixar’s Braintrust for another great option.

A meeting, by the way, is not a place to INFORM! If you want to share information, write it down and get it out in a one-pager. If you’re going to ‘gather’ for actionable results, then people need to be engaged and involved in the session – not listening to one person ramble with no purpose.

I’d also love to see more opportunities for CELEBRATIONS of accomplishments and success (rather than just ‘talking’ about what we’re going to do).

P.S. If you really, really want a PRODUCTIVE session, either STAND or go for a WALK!

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You Choose Your Story

In the early 1900s, two shoe salesmen were sent to a remote village to see if there was an opportunity to sell shoes. The wrote back in telegrams:

Salesman #1: “10,000 natives. Stop. Situation hopeless! Stop. No one wears shoes. Stop.

Salesman #2: “10,000 natives. Stop. Glorious Opportunity! Stop. No one here wears shoes! Stop.

Question, which of these two stories is true? Answer, both.

The point? You have control over the story. You have the power to choose your story.

Further, as a leader, if you don’t choose the best possible story, then who will?

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Bad Apple/Good Egg

“The damage done by one bad apple is far greater than the benefit done by one good egg. A lot of executives are afraid that if they weed out their bad apples, their organizations would lose some competitive toughness. This is not so.”

-Adam Grant, Professor, University of Pennsylvania’s Wharton School

Very interesting article on The Power of Generosity in the December 2015 issue of SUCCESS MAGAZINE.

It talks about the power of giving and references The Go-Giver by Bob Burg and John David Mann, as well as Give and Take by Adam Grant.

Well worth the read for both personal development and fundraising/sales.

Remember, that we are all For Impact leaders and we need to help people feel great about investing in a powerful cause!

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Learn by Going

Julia Cameron, one of my favorite writers/authors/thinkers, shares a terrific quote from poet Theodore Roethke that fits perfectly into our focus on ENGAGEMENT!

“I LEARN by going where I have to GO.” – Theodore Roethke

“Where you have to GO” is on VISITS with QUALIFIED PROSPECTS.

P.S. If Roethke is a little existential for you, listen to Brian Tracy, one of the world’s best sales trainers, writers and thinkers, when he summarizes all of sales training into this ‘SIMPLE’ challenge:

“Spend MORE TIME with BETTER PROSPECTS.”

In Suddes-speak: ENGAGE!

*Julia’s THE ARTIST’S WAY is one of my favorite books and favorite gifts – Pick it up if you haven’t read!

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Fearless, Ruthless, Fearless

A quick nugget on Prospects from on of our For Impact Coaches, Robb.

In the For Impact process to Qualify Prospects you do these three things:

  • Identify
  • Prioritize
  • Strategize

In that order.

Robb adds the attitude needed in each of these steps: FEARLESS, RUTHLESS, FEARLESS.

  • When Identifying prospects: BE FEARLESS.
    Don’t make decisions for the prospect. Be inclusive.
  • When Prioritizing prospects: BE RUTHLESS.
    After you have a list of prospects be very discerning about your focus and priorities. You MUST prioritize. The priority of the prospects (your Master Prospect List) drives your attention – On whom will you place your focus, time and energy?
  • When Strategizing prospects: BE FEARLESS.
    Again, don’t make decisions for the prospect. Let’s make the best case, let’s do whatever it takes to be in front of the prospect and present the opportunity!

Read more about Prospects in our For Impact Guidebook: Gold, Diamonds and Oil.

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Change Your Perspective, Change Your I.Q.

If you’ve ever been to a For Impact training of any kind, you’ve experienced the infamous “Rope Trick.”

 

 
We pair participants up and “handcuff” them together with ropes. The goal is to solve this problem at least once – to completely free yourself from your partner without your rope ever leaving your wrists at any time. You can imagine the hilarity that ensues, but there is a point!
 

 
Many people repeat the same funky dance moves over and over yet end up back in the same spot – Still handcuffed together.

“Insanity: doing the same thing over and over again and expecting different results.”
– Albert Einstein

Solving this problem requires that you change your perspective.

Alan Keys, a pioneer of computer science, says:

“A change in perspective is worth 80 I.Q. points.”

Being For Impact is all about a change in perspective. Change can be scary, so in our approach we always GIVE you something valuable/simple in exCHANGE for the ‘old way’ of thinking. And if old Alan is right, these changes will also increase your I.Q. 🙂

Think about some of the ‘insane’ behaviors you/your organization are still doing – Special Events, Feasibility Studies, Cultivation, Transactions, etc – And, if you haven’t already, I recommend that you read or share the For Impact Guidebook: Change (The) Rules!

(P.S. If you want the solution to the Rope Trick – Email me and I’ll send you video solution.)

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Kerry’s Wedding – A Memorable Experience

 
I rarely use this forum for personal updates, but had to share a very Memorable Experience with our For Impact family.

On September 6th, I got to walk my beautiful, talented and fun daughter Kerry down the aisle at Eagle Creek. Many of you have worked with Kerry over the years. She went with me to sign up our first TSG client, Fenwick High School, when she was 7! She helped train our first big national client, ACS, right out of college. She has worked closely with Nick and me as we’ve grown the For Impact brand internationally and online.

I was proud to walk with her … but even more proud of all she’s accomplished. She is a great daughter, sister, aunt, friend and coach.

She and her new husband, Chris, have known each other since high school, but just recently figured out that they were more than ‘just friends.’ Chris has lived in Jackson Hole since ‘99 and is an avid cyclist and skier. Kerry relocated there last year and has a nice little FI office close to the town square – For Impact Jackson Hole!

Thought you might enjoy some pictures. Wedding was non-traditional (I know. Surprise, surprise.) It was a truly memorable experience – Mechanical Bull, Food Trucks, Hot Air Balloon rides and Funnel Cakes!

 

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1x 10x 50x

If a Qualified Prospect is giving you $50 (let’s call this ‘1x’) in response to a mail campaign, any sort of an event or even ‘totally unsolicited’ then he or she would likely give 10x in response to a one-on-one, personal visit. And 50x if the visit includes a dialogue around the funding plan and an ask.

This is not scientific, but far from arbitrary, as way of thinking about:

  • The potential of your existing relationships (if we visit!), and,
  • Why we need to be doing more visits!

We often hear “we need more prospects” but often find that existing relationships are not being maximized and in some cases, not even being spoken to! Think about this:

  • 1x is clearly emotional. I’ve seen a lot of people cry at events, but the giving is still impersonal and ‘charitable’ in nature.
  • Sitting with someone one-one-one (or 2-1) allows you to listen and respond. It makes the ask personal and seems to trigger another level of discernment in giving – increasing a commitment to an organization ten fold (10x).
  • To get the big, big gifts (50x) we need to walk our Qualified Prospects through a funding plan and have a dialogue around the ask. These conversations are much more strategic.

I often share a story of a school that threw a large gala where they asked everyone to “prayerfully consider giving at a level that was significant.” The school was frustrated – They had a $1M prospect giving $10K and $100K prospects giving $2K.

As much as the prospects liked the school they had no context for how much money to consider. They had no way of guessing that $1M might be the linchpin for the campaign and there was no discussion that gave the committed families and supporters a framework to think bigger.

To put it simply, in this case and many others, you need to tell them what to pray for!

This school went back to each supporter with a complete funding plan. The $1M dollar ask, for example, was a discussion around WHY they needed $1M and what it would enable the school to do (students/faculty/campus, leverage, leadership, timing, etc). The prospects had context in which to consider the ask and many of them increased their gifts by five times and some by 20 or 30 times!

I’ve met with billionaires and many, many millionaires. Trust me, nobody has disposable income. Nobody is going to guess that a $1Million will help. $10K or $50K is a lot to anyone! It’s not until we show up that we can get 10X. It’s not until we dialogue about 50X that we can get 50X. (Read more about The Bystander Effect and Philanthropy here.)

In closing, consider asking yourself a few questions: Is it easier for you to visit with every current funder and ASK (10X) or to get ten new prospects to give? From there, is it easier to get your best prospects to 50X or to get 5-10 more visits?

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Three (daily) self-coaching questions for Sales People

It’s really easy to lose the day, the week, the month or the year putting out fires.

I’d like to offer you a way to design yourself around RESULTS instead just responding to what is in front of you. You can get better Return On Energy (R.O.E.) by self-coaching through these three questions every morning before email – over a good cup of coffee:

  • What are my next actions to line up visits?
  • What can I do to bring in dollars (to fund the impact) today?
  • What am I doing to advance the ball with my top 10 prospects?

Q: What are my next action items to line up visits?
A: Simply, TAKE ACTION.

Visits and asks – advancing and maximizing relationships – is the lifeblood of philanthropy. If ‘dollars raised’ is a productivity output, then this is the measurement that gets you there. Are you scheduling visits this week or next? If not, there will be no new funds to show in 6-8 weeks (plus or minus).

Q: What can I do to bring in dollars (to fund our impact) TODAY?
A: CLOSE existing asks.

I don’t care about adding more or new prospects if we’re not doing follow-up with existing and previous relationships – i.e., if we’re not closing. Adding more to a bad process does nothing. Trust me, it’s much easier to ‘close’ that visit from three weeks/months/years ago than it is to open a new door.

Q: What am I doing to advance the ball with my Top 10 prospects?
A: Set Goals. Engage Natural Partners. Get the Visit. Hit a HOMERUN.

This one is all about the S.F.P. – Self Fulfilling Prophecy. Focus on your top 10 – a little bit – each day. Most people look at the number one prospect and think, “Well, that’s a long way off” or “We don’t know them.” Then they open their email and respond to all the urgent but not important requests. This becomes a routine. Over time we never define the action steps that get us a visit with our top 10. The funds (potential and real) from those prospects can never be made up, nor can the leadership and connections.

Special Note: We had an attendee who raised a question at this week’s Boot Camp, “I’m a one person development shop working on a $5M goal. Should I be doing newsletters?” Using the self coaching model it’s very apparent that the answer is NO. As a Sales Person, your best R.O.E. is:

Setting Up and Executing Visits.
Close existing ASKS.
Advance and Maximize your Top 10… A.S.A.P.

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The Bystander Effect and Philanthropy

Malcolm Gladwell explores the Bystander Effect in The Tipping Point. He recounts the 1964 New York (Queens) stabbing death of Kitty Genovese. Reportedly, dozens of witnesses heard Ms. Genovese and her cries for help; however, no one called the police.

The story is used to paint a picture of a phenomenon called the Bystander Effect – which has been well studied since. The Bystander Effect is one in which as more people are present at a scene of distress the responsibility for action becomes proportionally diffused.
38 people heard Genovese cry for help. Each knew others heard the cries. They were loud, in the middle of a big city. Each person assumed that someone else was making a call to police. So no one called the police.

This specific story has been debated since, but the point still stands. Take CPR Training for example – You used to shout, “Someone go call 911!” Now you’re instructed to point at a person and say, “YOU – go call 911!” If we need to direct the request for a simple phone call – to save a life – it stands to reason that it would go the same way for philanthropy.

Apply this to special events. Have you been to a special event where people are crying, overwhelmed by the impact of the organization? What’s the average gift size?

Alternatively, we know that if we simply change the context and visit with our best people one-on-one and JUST ASK, the responsibility cannot become diffused. When you make a specific request, face-to-face, the action is increased ten-fold (at least).

There is a world of difference between a plea for help to a group and a specific ask to an individual (or individual corporation/foundation).

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For Impact Reading: Resilience

Eric Greitens (a former Navy Seal, a humanitarian, a boxer, a Ph.D.) compiled this book from letters he wrote to a friend facing enormous hardship, pain and suffering – and the virtue of Resilience as part of the human experience.

He draws on ancient wisdom to make many of his points and one paragraph really struck me as it relates to our For Impact teachings and philosophies:

“I can’t speak for Aeschylus, Epictetus or Aristotle. But I am convinced of this: they would have hated having their wisdom confined to classrooms and textbooks. This is wisdom about how to live. And it’s your property as much as anyone’s. Take it. Use it.”

We are having our fourth and final Boot Camp of the year at Eagle Creek today. Nick kicked the session off with a great quote from the book. (Nick quoting Eric quoting Greek Philosophers about the importance of Practice.)

“The most important things in life are learned only once, but must be reminded often.”

That big reminder that we give at camp? Your Sales Practice will never, ever, ever be perfect. And sometimes it will be hard. But you must get out the door and do it. Live it. You are capable of resilience.

Use visits (and asks) as a way to understand, to connect, to process many of the important things you already know.

Note: Read more thoughts from Tom on Practice.

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Res Ipsa Loquitur

From the archives, three great nuggets from Tom about facing your/your organization’s reality in order to move forward.

  • RES IPSA LOQUITUR. THE THING SPEAKS FOR ITSELF. This is some kind of Latin legal term. Loosely translated by me, it also means IT IS WHAT IT IS.
    • You’d like to have endowment to cover your entire operating budget. It ain’t going to happen. Ever.

      Instead, use a Leadership Circle membership goal as it relates to the Opportunity to Save, Change and Impact Lives, “When we have 30 members in our Leadership Society (@$10,000+ per year) it allows us to innovate new programs and provide core support to existing impact. It also allows us to move quickly when needed – To save and change more lives.”

    • You have a member of your staff or team that needs to get off the bus (they aren’t coachable and aren’t going to change.) It’s as much in their interest as yours. IT IS WHAT IT IS until you decide to make a change. (See Nick’s recent post on the ‘No Eeyore’ Rule.)
  • FACE THE BRUTAL FACTS. My friend Jeff Bernel, who headed up the Gigot Center for Entrepreneurial Studies, told this to me very directly one day at lunch. I’ve never forgotten it.
    • You need more money. You expect that to happen by doing the same thing you’ve been doing. It won’t.
    • DO THE MATH. Do the ‘BLUE’ Math around your Impact. Do the ‘RED’ Math around your Staff, People and Operations. And Do the ‘GREEN’ Math around your Income, Funding Plan, Giving Pyramid, etc.

      You need to know where you stand now and what you need in the future. For example:

      • Your Tuition is T. The Cost of Education is C. T – C = G. The GAP. Know it. Sell it.
      • DO THE MATH!!
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The Importance of Taking Great Notes

The Memo for the Record is an important mechanic in our sales process. (See last week’s post on the importance of Follow-Up.)

“Nothing so much assists learning as writing down what we wish to remember.” Cicero

I’m constantly amazed at how often salespeople don’t take notes! A great Memo for the Record is composed directly from your notes – Notes you took on the visit.

A great Memo for the Record should:

  • Record what happened on the visit. Someone on your team should be able to pick-up the memo and continue the conversation.
  • Use quotes. THIS IS IMPORTANT!!!! The best message in the world is the one that comes from the prospect’s mouth. Capture words and exact phrases used by the prospect(s); put them in quotes.
    • Bad: Prospect seemed to like our program.
    • Good: “The after-school program is a huge priority for me.”

    This will:

    • Help you LISTEN. Read Vocabulary Wars.
    • Help others on your team LISTEN (even though they weren’t there).
    • Make life so much easier when you pull out the call report in six months.
  • Use bullets. Easier to read. Easier (faster) for you to download.
  • Be as long as needed, but completed within 36 hours of visit. This memo should capture all the key points that you would need to remember in six months, but shouldn’t take you all afternoon to compose.
  • Include follow up for you, your organization and the prospect. I would encourage you to dictate these notes IMMEDIATELY following the visit. Don’t wait. (I carry a dictation device and transcribe the call memo in my car – minutes after the visit.)

I’ve altered a real call memo and included training notes to help you learn: Download sample call memo. You can also download a call-memo-template to help you get your notes organized, quickly.

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Use Oscillation To Increase Performance

We’re re-publishing some lessons from Tom’s For Impact Campaign Manifesto: Take a Quantum Leap

Lesson: OSCILLATION.

It’s not just a big word. Taking a Quantum Leap is a lot like doing ‘WIND SPRINTS,’ a particular form of training that mixes INTENSE EFFORT with RECUPERATION TIME.

Jim Loehr, über-coach of world-class athletes (and now corporate leaders), makes a big deal of ‘OSCILLATION.’ Here’s a great personal mantra, from the cover of Loehr’s terrific book, The Power of Full Engagement:

“MANAGE your ENERGY, not your TIME.”

Julia Cameron also talks about it in musical terms: ‘REST,’ which is the SPACE between the NOTES. Whatever you call it, a Quantum Leap requires BLITZES, BURSTS and BACKING OFF, in order to recuperate, in order to attack.

Perhaps the best analogy for me is a boxing match (which I happen to know a little bit about.) You fight a two-minute round. Get a one minute rest. Fight a two-minute round. Get a one-minute rest. Within the round, you’re on offense and defense. You’re moving, hitting, defending, resting (while moving), etc.

Special Note: For 35 years, Colorado College has used this idea in what they call the ’BLOCK PLAN.’ One Class. 3 Weeks. Time Off. Next Class. 3 Weeks. Time Off. OSCILLATION works. Use it.

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Change Your Attitude. Change The World.

We’re re-publishing some lessons from Tom’s For Impact Campaign Manifesto: Take a Quantum Leap

Lesson: CHANGE YOUR ATTITUDE. CHANGE THE WORLD.

I will re-state this, beat you up with this, never let up on this: ATTITUDE IS EVERYTHING!
Here are 3 IDEAS TO HELP YOUR ATTITUDE with PROSPECTS/POTENTIAL INVESTORS:

1. ALWAYS ASSUME THE BEST. TELL YOURSELF: “TIMING is PERFECT…”

“They just INHERITED a large fortune…”
“Their BUSINESS is booming…”
And, of course, “They love our CAUSE and our CASE!!!”

2. DON’T MAKE THE DECISION FOR YOUR PROSPECTIVE INVESTOR! (Especially before you even get there!)

“They’re burnt out…”
“They’ve got 3 kids in college…”
“They’re still paying on an OLD pledge…”
“I’m not SURE they can do $10,000 (or $100,000…)” etc.

It’s not important whether ‘YOU’ are ‘SURE.’ IT’S NOT YOUR MONEY! Give THEM a chance to say “YES!”

3. KNOCK THEM OFF THEIR CHAIR.

Get (a few of) them to FALL OFF THEIR CHAIR…
in SHOCK…
at the MAGNITUDE of YOUR PRESENTATION.

“Wow!! I had no idea you were having this kind of impact!”
“I’ve never had someone sell me with such passion!”
“This is a REALLY BIG DEAL!”

(If you have NOT caused someone lately to be SHOCKED at the SIZE of the OPPORTUNITY, You’re not THINKING BIG ENOUGH!)

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Engage. Then Plan.

We’re re-publishing some lessons from Tom’s For Impact Campaign Manifesto: Take a Quantum Leap.

Lesson: Engage. Then Plan.

Andy Groves said it. You need to LIVE it! It seems counterintuitive because obviously you need a very simple Funding Plan. But, you also need to ENGAGE. TAKE ACTION. GO VISIT.

Your ‘PLAN’ will get better and better as you’re actually out DOING IT!

“Every PLAN looks great until the first contact with the enemy.” Sun Tzu

“Every fighter has a PLAN … until he gets hit.” Leon Spinks

“We have a STRATEGIC PLAN. It’s called ‘DOING THINGS’.” Herb Kelleher

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The Ball Is Always In Your Court

Want a great way to CLOSE MORE GIFTS? FOLLOW UP!

Just last week we had all of our coaches together for a few days at Eagle Creek and we spent several hours on FOLLOW-UP.

In the For Impact world, there are three parts of a great ASK:

PREDISPOSITION → PRESENTATION → FOLLOW-UP

Many times the third piece is either completely dropped or mostly an afterthought, “I met with them. I’ll wait for them to get back with me.” UGH! This could be the worst mistake of any VISIT/ASK.

Going through the effort to Get a Visit… Share the Story… Present the Opportunity… and then NOT following up is not only wrong – it’s disrespectful! When it comes to Follow-Up, the ball is always in your court.

I believe FOLLOW-UP needs to be given as much (if not more) attention than the first two parts of an ask. At the very least, these are three equal parts. I don’t have exact numbers, but I can confidently say that most of my asks are CLOSED in the third act.

There is nothing worse than having an ask pend into oblivion. Use the FOLLOW-UP to maintain control of the relationship:

“Could I check in with you next Friday?”
“Can we talk after your visit with your financial planner?”
“We have a Board Meeting in two weeks and I would love to be able to share your commitment with the Board.”

*It’s probably impossible to misquote or butcher one of Yogi Berra’s malapropisms, but here goes:

“Half of the game is presentation. The other 90% is follow-up.”

A quick nugget on Follow Up: Practice the 36-HOUR RULE.

Complete all follow-up (with your organization, with your prospect and with yourself) within 36 hours of the visit. 80% well done follow up (in 36 hours) beats 90% – 100% perfect (in 3 weeks). The more time elapsed, the less you remember and the less they feel!

Read, download, print or share more great nuggets from Tom’s Guidebook: On Follow Up
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Act or Ask.

This week, we’re re-publishing some lessons from Tom’s For Impact Campaign Manifesto: Take a Quantum Leap

Lesson: ACT or ASK.

Make this a big part of your TEAM CULTURE. A BIG, BIG part of the culture.

Everyone on the team needs to know how to either ACT or ASK!

If you know what to do, DO IT.
If you think you know what to do, DO IT.
If you aren’t clear, ASK for clarity… and then DO IT.

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Speed Doesn’t Kill

This week, we’re re-publishing some lessons from Tom’s For Impact Campaign Manifesto: Take a Quantum Leap and asking our Coaches to apply to real world scenarios.

Lesson: SPEED DOESN‘T KILL.

As Mario Andretti said, “If you feel like you’re still in control, you’re not going FAST enough.”

A Quantum Leap is about SPEED. MOMENTUM. MASSIVE ACTION. A SENSE OF URGENCY.

IF there is NO INTERNAL ‘SENSE OF URGENCY’ (SPEED)… there will be no EXTERNAL ‘SENSE OF URGENCY.’

Why would an investor make a decision NOW to make a really big IMPACT on your organization, when there is no sense of urgency on the organization’s part?

I know. You’re thinking that you actually need to ‘slow down,’ ‘do better planning,’ ‘get all your ducks in a row,’ etc., etc. You’re wrong.

From our For Impact Coach, Robb Pike:

One of the biggest shifts I have seen in our clients comes when they OWN a SENSE OF URGENCY. Some examples of SPEED from the field:

“Not long ago I would wait months for a prospect to respond to me. When I realized the longer I waited the less people would get help I started following up quickly and regularly. Emails, phone call, and even a text or two. Sometimes I would ask ‘Am I being too persistent?’ What I found was almost everyone would actually thank me for my persistence and commitment. A couple actually gave more because they felt our organization was more committed to our work than others just because I never stopped.”

“We work in 90 day sprints now. We move fast and focused. Two years ago we would barely make our numbers (if we did) by the end of the fiscal year. Now we are in a 90 day sprint to close NEXT fiscal year and we are still in this fiscal year.”

“I love the ‘Just Visit’ strategy. We used to spend months with research, inviting people to events, and sharing marketing materials in hopes they would want to know more. Now, if we want to talk to them we move quickly to ‘Just Visit.’ Our work is too important to wait for the perfect moment.”

If you don’t own an SENSE OF URGENCY around your IMPACT, then who will? If you know the impact of your work, you know that saving/changing/impacting lives can’t wait. If you don’t have a sense of urgency no one will.

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Let Go of Your Baggage.

We’re re-publishing some lessons from Tom’s For Impact Campaign Manifesto: Take a Quantum Leap this week and next.

One that comes up often in coaching and working with clients is getting over the ‘We’ve always done it this way’ attitude and instead asking questions like, “Is this (event, appeal letter, feasibility study, etc) producing the right results? Or any results for that matter?”

Tom says simply: LET GO OF YOUR BAGGAGE.

You can’t make a QUANTUM LEAP dragging ‘BAGGAGE,’ ‘SACRED COWS,’ and an ‘ALWAYS DONE IT THIS WAY’ attitude.

“IL SOLE NO MUOVE.” Da Vinci and Copernicus both got blasted (by the church) for espousing this heresy: ”THE SUN DOESN’T MOVE.”

“The world is flat.”
“The 4 minute mile can’t be broken.”
“Peers must ask peers (for money).”
“Feasibility studies are mandatory.”
“We need this event to raise awareness/friends.”

Let go of your ‘BAGGAGE.’ All of it.

Read more about Sacred Cows and Change here.

[Note: we do take a hard line on many things we consider to be OLD THINKING. The good news is that if we take something away, we’ll always give you a NEW way to think about it.]

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Giving Is Good

A quick follow up to yesterday’s post on defining SUCCESS. A friend shared this quote from Pablo Picasso:

The meaning of life is to find your gift.
The purpose of life is to give it away.

There are many a way to interpret this quote, but I’ll just say it’s GOOD TO GIVE! From an old Ode/Optimist Magazine article, “Giving improves health, spreads wealth, strengthens social bonds and, best of all, it’s CONTAGIOUS!”

The GIVING triple win:

For Yourself. ‘The more you give the more you get’ is not just a cliché. It works.

For Your Organization. The better you understand your purpose (saving, changing, impacting lives) the easier it is to go out and SHARE THE STORY and PRESENT OPPORTUNITIES for people to give to your impact.

For Philanthropy and Fundraising. Helping people enjoy the benefits of GIVING sure is a worthy calling!

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SUCCESS. If You Can’t Define It, How Will You Know When You Make It?

SUCCESS. Everybody wants it. Few people can define it.

If you can’t define it, how will you know when you make it?

I’ve asked these questions of thousands of people over the years:

“How many of you want to be a success?” All hands go up.

“What does it mean for you to be a success?” Blank stares.*

(*It’s like, “Who wants to be a millionaire?” “Yeah! I do! I do!” “WHY?” “Huh?”)

SUCCESS. If you can’t define* it, if you can’t measure it, how will you know when you achieve it?

*When I say ‘define’ I mean in writing, clear, concise, compelling.

The dictionary definition of success is the “attainment of wealth, position, honors or the like.BULL HONKY!

This implies that most believe SUCCESS has something to do with finance, money and material goods, like houses or cars. The older you get, the more you know that it’s actually the complete opposite. In fact, in all of my readings, most of the philosophers and thinkers never tie SUCCESS to money. It’s always about value, significance, fulfillment and impact.

For example:

“Try not to be a SUCCESS, but rather to be of VALUE.” Albert Einstein

“Many people have come to a point in their life when they want to move from SUCCESS to SIGNIFICANCE.” Peter Drucker

“Our focus should be on FULFILLMENT, not SUCCESS.” Victor Frankl

And, of course, there’s Maslov and his ubiquitous pyramid who says our highest needs is SELF-ACTUALIZATION, after we’ve done the whole ‘food, shelter thing’.

Mark Cuban, billionaire, blogger and owner of the Dallas Mavericks says, “SUCCESS isn’t about how much money I have in the bank. It’s how big a smile I have on my face when I wake up.”

Mark Cuban, billionaire, blogger and owner of the Dallas Mavericks says, “SUCCESS isn’t about how much money I have in the bank. It’s how big a smile I have on my face when I wake up.”

One of my favorite definitions of SUCCESS is also around WAKING UP. It comes straight from the iconic legend of my youth, Bob Dylan.

SUCCESS IS WAKING UP EVERY MORNING… AND DOING WHAT I WANT TO DO.

In six words, DO WHAT I WANT TO DO.

Sometimes, just waking up every morning is good way to define success. ☺ My own six-word personal message/EIA (Eulogy In Advance) would be: “He Lived. Loved. Laughed. Learned. Left Legacy.”

While I won’t attempt to help you define your PERSONAL SUCCESS, I can share some thoughts on SUCCESS from some really smart people.

In 1936, Napoleon Hill wrote Think & Grow Rich, which has become one of the all time classics in the personal development field. He also wrote The Laws of Success. Mine is 3” thick with a bright red cover. Hill’s copyright is 1937. My first reading (inscribed inside the cover) was 40 years after that on the 25th of May 1977.

Here’s Napoleon Hill’s definition of success:

SUCCESS is the attainment of your DEFINITE CHIEF AIM
without violating the rights of other people.

Obviously, in order to achieve Hill’s SUCCESS, you’d need to know exactly what your DCA is!

Earl Nightingale, the actual father/founder of the personal development industry, wrote the all time classic motivational and inspirational book entitled The Strangest Secret. Recorded in 1956 for a small group of salespeople, The Strangest Secret went on to become one of the all time best selling records. It is also captured in 19 small pages – THE STRANGEST SECRET is really not that strange and it’s not a secret: YOU BECOME WHAT YOU THINK ABOUT. That’s the whole message.

Earl lays it out like this:

SUCCESS is the progressive realization of a WORTHY IDEAL.

Again, it would be hard to meet Earl’s definition if you weren’t sure what your ‘WORTHY IDEAL’ was!

Based on these two brilliant thinkers’ idea of SUCCESS means that you need to be able to define your DEFINITE CHIEF AIM or WORTHY IDEAL.

One of my absolute favorite coaches (based on philosophy attitude, demeanor) is John Wooden. He was named the Best Coach of All Time. Coach Wooden says, “SUCCESS is about peace of mind… knowing that you did the ABSOLUTE BEST you could do WITH WHAT YOU HAD.”

Harvey Cook wrote a great book, Scientific Success, in which he supported Coach Wooden – “My definition of SUCCESS is being the best you’re capable of being, based on who you are.”

And then there’s Ralph Waldo Emerson:

To laugh often and much; to win the respect of intelligent people and affection of
children, to earn the respect of honest critics and endure the betrayal of false friends; to appreciate beauty, to find the best in others, to leave the world a bit better, whether by a healthy child, a garden patch or a redeemed social condition, to know even one life has breathed easier because you have lived. This is to have succeeded.

In Malcolm Gladwell’s book, Outliers, he offers these five steps for SUCCESS*:

  • Find MEANING and INSPIRATION in your work.
  • Work HARD.
  • Discover the relationship between EFFORT and REWARD.
  • Seek out COMPLEX WORK to avoid boredom and repetition. (MIHALY’S FLOW)
  • Be AUTONOMOUS and CONTROL YOUR OWN DESTINY as much as possible.

*He notes that talent and IQ don’t matter as much as we think they do (vis-à-vis SUCCESS). Awesome. That means I’ve still got a chance.

Tony Robbins’ Ultimate Success Formula:

  • Clearly decide what you are absolutely committing to.
  • Take massive action (not just action).
  • Notice what’s working or not and then change course or change approach until you get what you want.

We have put together a PDF poster with quotes on SUCCESS.

Use one of these definitions or create your own!

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Unbeatable Deal Our Last Boot Camp of the Year

Are you or your organization an FI Boot Camp Alum? Contact me (kerry@forimpact.org) for an unbeatable deal on our upcoming Boot Camp. You can use this for yourself, to send new staff / board members or to refer a friend.

Our last camp of the year will be held October 20-21 at Eagle Creek – our beautiful 50-acre retreat center.

The For Impact Boot Camp is focused on frameworks and skill building – You will leave with the knowledge you need to simplify your message and funding rationale, and take your organization to the next level.

This high-energy, day-and-a-half session covers topics like:

  • How to execute against a sales process (for major gifts, campaign gifts, transformational gifts, etc.)
  • How to build and maximize relationships
  • How to build and lead an effective team
  • How to ask, close, and follow-up

The Boot Camp is perfect for organizational alums, new hires, or anyone looking to hone individual skills – both personal and professional!

Discounts are also available for teams with 4 or more participants.

For More Information, FAQs and Registration:
For Impact Funding Boot Camp
Tuesday, October 20 – Wednesday, October 21 2015
Ostrander, OH
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Start Before You’re Ready

We wrapped up a fantastic Boot Camp last week with over 70 For Impact leaders from around the country. We end our sessions by asking participants to commit to one ACTION they will take towards producing results – and to take that action within 10 days. One Rock Star sent this update to Coach Mike the day after Camp (it’s long, but worth it to make the point):

On the way home I utilized the training. A board member’s boss was on the same flight – I’ve known him for a while so I went to say hello.

We got to chatting and during the conversation I asked him why he decided to serve on another organization’s board instead of ours. I listened and it turns out it is not because he doesn’t like us! He offered up a lot of information, particularly that there are three avenues for potential gifts from him (his company, individually and from a foundation he serves for.)

He said to call to set up a meeting. I know it will take several tries, which doesn’t bother me, because if I’m anything I’m persistent! I just left him a voice message stating I’d like to meet next week to continue the conversation we had on the plane.

Oh, and just got off the phone with one my top donors – the one who said he wanted to give $50K and I told him the Impact of two fast ultrasound machines and he agreed to $60K. We meet in two weeks.

As Mike says – Double Boom.

With this in mind I want to share a blog Tom wrote a few years ago about Doing the Work:

I was re-reading for the umpteenth time Do The Work by one of my favorite authors Steven Pressfield. There is a huge amount of both wisdom and motivation in this DTW nugget:

START BEFORE YOU’RE READY.

DON’T PREPARE. BEGIN.

Remember, our enemy is not lack of preparation; it’s not the difficulty of the project or the state of the marketplace or the emptiness of our bank account.

The enemy is resistance.

The enemy is our chattering brain, which if we give it so much as a nanosecond will start producing excuses, alibis, transparent self-justifications and a million reasons why we can’t/shouldn’t/won’t do what we know we need to do.

That quote is one of the reasons that Steven Pressfield is one of the most impactful writers/thinkers in the world. He puts a name on the nugget. He captures in very few words the essence of the problem; then, gives a simple solution: START BEFORE YOU’RE READY.

DON’T PREPARE. BEGIN.

ENGAGE, THEN PLAN.

ACT NOW.

DON’T MAKE DECISIONS FOR YOUR PROSPECTS.

Pressfield quotes W. H. Murray, (quoting Goethe), with one of my favorite inspirational quotes:

Whatever you can do or dream you can, begin it. Boldness has genius, power and magic in it.

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The ‘No Eeyore’ Rule

There is no room on your sales team for an Eeyore. (Full stop.)

I’m not sure there’s room on ANY team for an Eeyore — but this rule is especially important for sales teams.

Sales is about an attitude. It requires a persevering belief in yourself, your team, and (most especially) your cause.

  • Eeyores will not have sales success. Eeyores decide prospects aren’t interested, or that timing is not yet right. (To an Eeyore, timing will never be right.)
  • Eeyores zap energy from others. This is a big deal. An Eeyore sucks energy from A-players, optimists, and rockstars. (Even if this is only the energy it requires to ignore the Eeyore.)
  • Eeyores are not fun.

Dealing with an Eeyore is simple. You can’t coach an Eeyore, and a performance review is not going to help. You can’t say, “We need you to not be Eeyore.”

There’s no seat on the sales bus for Eeyore.

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Wealthy Prospects vs. Qualified Prospects

The wealthiest names on your list are not necessarily the most qualified prospects. A truly qualified prospect for your organization has both wealth (financial capacity) AND a relationship with your cause. Here’s the really important point: They musthave BOTH (to some degree).

Too many organizations are trying to figure out how to bend and twist a case for a prospect
with the highest capacity (and very little connection to cause).

Example: Imagine you are an organization impacting cancer.

  • Prospect #1: A really visible billionaire located in your city. This billionaire gives primarily to his or her alma mater and the arts.
  • Prospect #2: More modest capacity (could make a six or seven-figure commitment). Located in a different city and has had two siblings directly impacted by a type of cancer your organization works on.

Prospect #2 is wayyyyy more qualified than Prospect #1.

Reminders:

  • Quality dictates priority and focus. Focus on your most QUALIFIED prospects
  • A truly qualified prospect will also help you find five more great prospects
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When a House Is On Fire, You Don’t Need Metrics

Impact is the goal. It doesn’t have to be complex.

SOMETIMES it’s okay to lead around ACTION over outcomes and metrics. There are times when we simply need to command and communicate ACTION. “This one’s not about metrics. A house is on fire, a family is trapped inside, let’s move!”

If your assessment of the situation is correct and clear, then your team and (funding) partners will follow you. They will say, “I get it. We’re with you. Let’s move.”

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