Merry Christmas to our For Impact family!
I hope you are all getting some much deserved time off with loved ones.
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.”
*Your pop culture reference for the day.
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.
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
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.
*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: