So much of Being For Impact is about having a positive attitude and optimism.
- Don’t make decisions for your prospects.
- Choose the positive story!
- ‘The ‘No Eeyore’ Rule
- Decide the sale!
I was asked recently about about being too positive and it was then suggested that maybe a little pessimism keeps balance. I don’t believe this.
But I do believe in the rigor of SKEPTICISM.
Skepticism is not the opposite of optimism. Pessimism is the opposite of optimism. Skepticism is something different – entirely. It represents the work you do to give your optimism a solid foundation.
This week’s W.O.W. is a book – Essentialism: The Disciplined Pursuit of Less by Greg McKeown.
His core message: Do less, but better. You can unlock quality and make your highest contribution toward the things that really matter by doing only what is essential.
He dubs this ‘Essentialism.’
In some ways this isn’t a new idea, and yet, I found myself underlining nuggets on every page:
- If you don’t prioritize your life, somebody else will.
- To embrace the essence of Essentialism requires we replace false assumptions with three core truths: “I choose to,” “Only a few things really matter,” and “I can do anything but not everything.”
- Once we accept the reality of trade-offs we stop asking, “How can I make it all work?” and start asking the more honest question “Which problem do I want to solve?”
- Essentialists spend as much time as possible exploring, listening, debating, questioning, and thinking… Almost everything is noise, and a very few things are exceptionally valuable. This is the justification for taking time to figure out what is most important.
This makes a lot of sense. Recent discoveries in neuroscience tell us that the decision-making function in our brains does not prioritize!
Essentialism is applicable to any human endeavor:
- Sales/Major Gifts. Spend more time with better prospects. Just Visit. Just Ask. The discipline of the Sales Process (e.g., strategy, predisposition, follow-up.) These are the essentials; almost everything else is noise and nonessential.
- Business Strategy and Management. I’m reminded of Steve Jobs and his 1997 return to Apple. Watch the first two minutes of this 1997 internal meeting when Jobs announces that he’s just slashed 70% of the product line! The focus is on saying no.
- Life. An Australian nurse named Bronnie Ware, who cared for people in the last twelve weeks of their lives, recorded their most often discussed regrets. At the top of the list: “I wish I’d had the courage to live a life true to myself, not the life others expected of me.” McKeown argues for LIFE DESIGN, “This requires, not just haphazardly saying no, but purposefully, deliberately, and strategically eliminating the nonessentials.”
I agree with McKeown’s notion that Essentialism is an idea whose time has come. We are in an age-of-noise. Discern. Focus. Do less. Have more IMPACT.
“When we are not engaged in thinking about some definite problem, we usually spend about 95 percent of our time thinking about ourselves.” – How to Win Friends and Influence People by Dale Carnegie
I’m not sure how to tell you to use this nugget – I just know it’s very insightful.
Related: In The Power of Story, Jim Loehr writes:
“The human brain, according to a recent New York Times article about scientists investigating why we think the way we do, has evolved into a narrative-creating machine that takes ‘whatever it encounters, no matter how apparently random’ and imposes on it ‘chronology and cause-and-effect logic.
Stories impose meaning on the chaos. They organize and give context to our sensory experiences, which otherwise might seem like no more than a fairly colorless sequence of facts. Facts are meaningless until you create a story around them.”
Here are some ways I’ve processed and coached around this recently:
- As a speaker or leader. I promise you no one else is over analyzing your work or your presentation to the degree you are – especially when things go bad. You’re spending 95% of your whitespace-thinking trying to align your world in your head… how you did with a presentation or how you are doing in your role. Other people have reactions to your work but they don’t dwell on it — they dwell on themselves. They can ‘let it go’; you should too.
- As a human being. Now that you’ve read this, take note of how often you’re making sense of your own life, your own narrative. What if we can shift it to something more like 50/50!? I believe we can! Or, at least, we can direct our 95% toward more empathetic thinking.
- On a visit. Whomever I’m sitting with is spending 95% of their time working on their own narrative! What’s the narrative!? (Discovery! Discovery! Discovery!) I want to listen and then tie to that!
This eloquent letter from Marine General Mattis is wise, direct and incontrovertible – I’ve never read anything better on reading:
The problem with being too busy to read is that you learn by experience (or by your men’s experience), i.e. the hard way. By reading, you learn through others’ experiences, generally a better way to do business, especially in our line of work where the consequences of incompetence are so final for young men.
Thanks to my reading, I have never been caught flat-footed by any situation, never at a loss for how any problem has been addressed (successfully or unsuccessfully) before. It doesn’t give me all the answers, but it lights what is often a dark path ahead.
I’m reminded also of Charlie Munger’s observation, “In my whole life, I have known no wise people (over a broad subject matter area) who didn’t read all the time – none, zero.”
When a Qualified Prospect asks, “How can I help?” you need to have a clear answer.
The fact that most organizations don’t have a clear answer is one of the biggest funding challenges in the ‘not-for-profit sector.’
I’ve heard many default responses that fall into these categories:
- “I’ll get back to you.” The fundraiser then heads back to the office, calls a meeting and says, “Prospect X is willing to help! What should we ask for?” The team then makes up something that they think might be most attractive.
- “Maybe you could come to our event?” The moves management route… “Would you consider joining our board?” Or [insert other ‘move.’] The prospect has already ASKED how they can help – You need an answer, not a chess gambit!
- “How do YOU want to help?” This is just a weak way of engaging. I think too many in this sector are afraid of coming off as too aggressive if they answer truthfully. If you are authentically representing your IMPACT, and they have asked to help, then it is your responsibility to Present the Opportunity.
- “Can you give us money?” Ugh. No funding rationale. No specificity. And no language around impact. (I think a generic ‘give or get’ discussion also falls into this category.)
In self-assessments, most organizations can identify challenges with prospecting, messaging or board support. But rarely do they say, “Everyone always asks me how they can help… And I don’t have a clear answer!”
Simply bringing attention to this could have a tremendous impact.
On my last three visits I’ve heard this from prospects, verbatim:
- “Tell me concretely, how I can help.”
- “I’m not ready to make a commitment today, but what do you need?”
- From a foundation: “What’s a way we can be most helpful to this work?”
Here are some ideas and resources to help you answer the question “How can I help?” – all of which fall under our Just Ask! philosophy:
- Have a simple (major gift level) ask that works in every situation with every person.
We’re a big fan of the Leadership Circle for this reason. It represents your simplest ask around the most compelling (and general) areas of your case. It’s not used to maximize a relationship, but it offers a clear answer.
E.g. “Our Leadership Circle is a group of people – like you – who GET the mission and are invested in our cause at the $10,000 level. Collectively, all the Leadership Circle members generate $1M a year that’s used for unbudgeted and timely priorities. Would you be willing to join?”
- Use the “Champion-Invite-Invest” framework.
This is a great way of making the ask multidimensional. On its own it’s no more clear than ‘give or get,’ however, you can use the framework to ask for specific help as a champion… specific referrals… and specific opportunities for investment. (Watch 3 minute video.)
- Develop a specific ask around a project, priority or plan.
This allows you to ask for support around a specific project (and corresponding funding number) OR a funding plan. (Watch 3 minute video.)
In order to ‘Just Ask’ you need to HAVE an ask.
“It is the recipient who communicates. Unless there is someone who hears, there is no communication. There is only noise.” – Peter Drucker
Pairs well with:
“The single biggest problem in communication is the illusion that it has taken place.” – George Bernard Shaw
Teleseminar: How To Use The Leadership Consensus Building Framework
Tuesday, June 14, 2016 1:00-1:45 EDT
Register Here (Free for first 50 registrants)
Leadership Consensus Building: How to get everyone moving in the same direction, telling the same story and working from the same plan.
This seminar offers a strategy and practical examples to address the biggest challenges facing organizations:
- How to get the board ‘on board’
- How to build a clear message, strategy and plan
- How to accelerate your funding
Leadership Consensus Building (LCB) is a framework we’ve developed over 30 years to solve these problems – It’s been a key element in successfully raising over $2Billion.
The seminar will do the following:
- Share the LCB Framework concepts and showcase multiple uses. This is something you should be able to use again and again throughout your career.
- Give real ‘use-case-examples’ so that you can get your team on board with using the LCB Framework to simplify your strategic planning, messaging, board engagement or next funding campaign.
This seminar is geared toward leaders – those responsible for shaping and deploying organizational strategy.
Most of you know about Tom’s involvement with Notre Dame Boxing and the Bengal Bouts.
In the 1950’s, the proceeds from the tournament began going to the Holy Cross Missions in Bengal, now Bangladesh. Dominic J. ‘Nappy’ Napolitano, founder of the program, captured everything that boxing at Notre Dame represents:
“STRONG BODIES FIGHT… SO THAT WEAK BODIES MAY BE NOURISHED.”
On Friday, the world lost the ‘Greatest of All Time’ – Muhammad Ali. Ali visited Notre Dame and the bouts (he lived nearby) several times over the years. We were lucky enough to meet him in 1999 – and even though he could not use his voice and body in the same way – he captivated us with his charm, generosity, confidence, wicked sense of humor, and signature magic tricks. It was a truly unforgettable experience.
Ali, the icon, who shone outside of the ring – leaves us with an enormous legacy of generosity, toughness, leadership, activism and strength of spirit.
From Tom: the only people who don’t get ‘knocked down’ are those who don’t try anything. And Ali taught us all – When you get knocked down, Get back up!
The For Impact Board Workshop is an effort to honor the number one request from our community: “I wish I could share For Impact with my Board.”
This workshop, led by a For Impact coach, creates passionate advocates, generates organizational clarity and sparks funding momentum in a 90-minute, half-day or full-day setting.
The Board Workshop is designed to engage your Board and Senior Staff around three big components:
- Impact: Get everyone ‘on board’ with your impact, message and organizational story at 30,000’.
- Income: Commit to the ‘Just Ask’ attitude and a simple funding model that addresses your organization’s ongoing challenges with funding.
- The Funding Role of the Board: Transform your organization with the help of passionate advocates who understand how to Champion, Invite and Invest.
How does it work?
- Your For Impact Coach will lead your organization through a brief discovery process to make the most of the session
- Your Coach comes onsite to facilitate the workshop
- Your Board receive materials and training around the Funding Roadmap for your organization
Want to learn more? Please complete this short form and Kerry Suddes will follow up.