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For Impact Funding Roadmap – A History

Quick Background: This Funding Roadmap has gone through so many iterations over the last 30 years. It started as the Ideal Development Operation in the early 80’s with our work with Catholic high schools. Originally, it was almost all ‘green‘ … focused on funding and fundraising. The IMPACT drives INCOME epiphany changed that thinking in the early 90’s. This version (which could legitimately be v30) has been taught, trained and shared with thousands. Each word has been purposely chosen (and most have been a battle between Tom and Nick). It ain’t perfect and it will probably be tweaked again.

Special, Special, Special Note: Although I’ve tried to take 40 years of fundraising, sales, entrepreneur and business experience and simplify it into 3, 3 and 3 (with some subsets) … there is still maybe too much for many of our Type A, ADD-challenged readers/users.

Here is a SHORTCUT:

Blue #1 Red #3 Green #3
Simplify Message Determine Top 3 Prospects/Champions Just Ask
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How To Make Your Story Awesome

I’ve heard it said that culture eats strategy for breakfast.

I buy that.

If that’s the case then I’m convinced STORY eats strategy for lunch, dinner and all the little snacks in between.

We’re preparing two important resources for our followers and alums.


Teleseminar on Thursday, August 21: How to Make Your Story Awesome
1ET. Free for the first 95 to register.  Info & Registration.

Storytelling Boot Camp on Thursday, October 9
Eagle Creek (our HQ in Columbus, OH).  Info & Registration.

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How to Make Your Story Awesome

I’m defining STORY as a point of view – a way in which you choose to weave together facts. A set of glasses through which you see the world.

  • EVERYTHING is a story (awareness/mindfulness).
  • Your get to CHOOSE story (control).
  • As a leader, it’s up to you to LEAD the story for the organization, for your team, and for prospects (strategies). Lead!!!!

(Recorded August 21, 2014, Nick Fellers)
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Just Ask – Quotes

 

You’re in SALES. Get over it!

 

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

 

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

– The Bible

 

“Rak B’ vakaysh!!
ONLY ASK!”

– Hebrew

 

“Ach Direach Cuir Ceist!!”
(But Only Put The Question)

– Gaelic

 

“SPEND MORE TIME
WITH BETTER PROSPECTS”

– Brian Tracey

 

MAXIMIZE RELATIONSHIPS…
AT THIS GIVEN MOMENT!

 

DON’T MAKE DECISIONS
FOR YOUR PROSPECT!
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Raising Money with Martial Arts Wisdom

It happens at every organization, every day, every where. A founder, executive director
or fundraiser is trying to gather support (financial and otherwise) from someone, such as
a board member or community leader. He or she should be the perfect prospect and easy
visit … instead we encounter ‘objections.’

I’ve always struggled with this concept: objections. We have a terrific opportunity. The
people with whom we visit (prospective investors) WANT to SAVE LIVES, CHANGE
LIVES and IMPACT LIVES. What are widely viewed as objections are more often (1)
real questions, (2) ways of saying “I don’t understand” or sometimes even (3) “I don’t
understand but I want to help so let me suggest a lot of stuff that I’ve seen work
elsewhere.”

How you address these situations is critical. For that, turn to philosophy + martial arts.
Turn to Aikido. Aikido translated literally means “the way of harmony of life energy.”
It’s a form of martial arts in which you join incoming thrusts and redirect them with
minimal effort
and without inflicting harm on the aggressor. According to Aikido’s
founder, it is literally the Art of Peace.

If you get a zinger of a question or a response that could take you off course – work with
it. Don’t try to ‘oppose it.’ Don’t get defensive. Raising your hands to block a person
means you absorb the blow … you literally have to push back with equal and opposite
force (wasted energy) to absorb the blow. Instead, practice Aikido and redirect the
incoming zinger back to your impact, your message or your plan.

Note: Politicians practice Aikido every day. Watch ANY political debate. Instead of
getting defensive when a tough question is asked, the politician redirects toward his or
her message.

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O.G.’s Notes: You Can’t Screw Up, If You Show Up

My partner and President/Leader of For Impact | The Suddes Group, Nick Fellers, is a borderline genius. Smart. Action-oriented. Authentic.

He has many great lines, but I heard him say this on the phone once and it just struck me as so freakin’ right on in his role as COACH.

“You can’t SCREW UP … if you just SHOW UP!”

While Nick was speaking with one of his coaching clients, I think that message needed to get out to everyone.

Before you can JUST ASK.

Before you can PRESENT THE OPPORTUNITY.

Before you can MAXIMIZE RELATIONSHIPS.

You need to SHOW UP! (JUST ENGAGE!)

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Tom Suddes ‘OLD GUY’ riffing on CAMPAIGNS, LESSONS, THE MODEL and more.


(Recorded by Tom Suddes)

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Take a Quantum Leap


(Recorded by Tom Suddes)
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On Prospects


(Recorded by Tom Suddes)
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How to Ask!

This seminar covers over 20 PHRASES and QUESTIONS we share in our workshops and boot camps. It’s intended to provide very practical nuts-and-bolts examples to help you visualize HOW to ask, whether you’re with a new prospect, board member, or long-time supporter who needs to step up. (Recorded December 17, 2013, Nick Fellers)

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20 Closes

Closes Covered In This Audio

  • 0:00 Greeting
  • 2:08 The Clueless Close
  • 3:37 The Listening Close
  • 6:29 The Higher Level Close
  • 9:56 The Qualifying Close
  • 15:26 The Math Close
  • 19:05 Conversations To Have With Your Board
  • 25:17 The Binary Close
  • 27:37 Holy Audacity
  • 32:39 The Permission Close
  • 34:54 The Goonies Close
  • 38:35 Top Of The Mountain Close
  • 40:59 The Predisposition Close
  • 43:14 The Action Forcing Event
  • 47:14 Practice Close
  • 50:41 The Handful Of People Close
  • 58:15 The Self-fulfilling Prophesy Close
  • 1:00:33 The Momentum Close
  • 1:06:54 Handling Objections
  • 1:14:17 The Transformational Close
  • 1:16:44 Wrap-Up

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