Untemeher*: The Entrepreneurial Spirit
This week’s thinking (and writing) is focused on ‘ENTREPRENEURSHIP’.
Whether you’re a ‘Social’ Entrepreneur, a ‘Business’ Entrepreneur, Intrapreneurial or Entrepreneurial ‘wannabe’… ‘ENTREPRENEURIAL SPIRIT’ can help you attain almost unimaginable goals.
Very few people in the 3rd Sector think like Entrepreneurs. However, if you look at the definition of Entrepreneurial and Social Entrepreneurs in the these quotes, you will see the instant application of this attitude.
Love What They Do!
Live What They Love!
*Untemeher is German for ENTREPRENEURIAL SPIRIT!
A $5 Million Collaborative Partner
Here’s a great story from the field that just happened. I have changed the names and the organization and even the sector to protect the ‘innocent’ (or ‘guilty’).
A FOR IMPACT ORGANIZATION (FIO) with an amazing story had a very close working relationship with a FOR PROFIT ORGANIZATION (FPO). The FPO actually provided services for the FIO to the tune of $4 to $5 Million a year.
In the initial strategy session, we strongly recommended that this FPO be looked upon as a Top 3 Prospect. Based on previous history, no gift record, existing business relationship… there was a pretty strong ‘pushback’ from the FIO.
Finally, everyone was convinced that this was at least “worth a shot”. My recommendation was to ask for $1 Million a year for five years. (Remember: Current giving history is zero!)
As Paul Harvey would say, “Here’s the rest of the story.”
FIO CEO meets with FPO CEO and basically says, “Thank you for all you do for us. We are scaling and growing our impact. We would like you to be a Lead Partner in that growth.”
FPO CEO response: “I don’t think we can actually ‘give‘ you any money. However, we can certainly reduce the cost of the services that we provide.”
WOW! SELF-FULFILLING PROPHECY! This will turn into a $1 Million a year reduction in the current cost of operations for the FIO! Talk about ‘budget relief‘ on steroids!
Whether the $1 Million/$5 Million is an outright gift… or a reduction of expenses… it still has the same amazing transformational result for the FIO.
The Broader Meaning of Income
“The mind, once expanded to dimensions of larger ideas, never returns to its original size.” Oliver Wendell Holmes
The implications and application of IMPACT DRIVES INCOME had become pretty far-reaching. Here’s another great example.
Once you expand your thinking beyond ‘FUNDRAISING’, it opens up huge opportunities to generate significantly more INCOME.
For Impact Organizations look at ALL SOURCES of INCOME, including… REVENUE STREAMS, CREATIVE FINANCING and COLLABORATIVE PARTNERSHIPS.
We have helped large numbers of For Impact Organizations get super creative about ‘HOW’ they fund their People, Programs and Places. Nowhere has this been more evident than in our work with FIO’s ‘real estate’ goals. Mortgages, land contracts, long-term leases with gift-backs and more.
So many For Impact Organizations can really ramp up their Revenue Streams by taking a very creative and hard look at their ‘Services and Products’ (Programs).
In the very near future, there may even be a Social Capital Market to help FIO’s increase their Income and their Impact!
Note: ‘Social Enterprise’ is a terribly confusing space right now. Four or five years ago, it was about putting a Baskin-Robbins Ice Cream franchise on the first floor of your not-for-profit and try to make some money. (That didn’t work.)
The real message here is looking at this like any successful ‘business':
• How do we make money?
• How do we increase sales and revenue?
• How do we creatively finance our expansion and ability to scale and grow?
Social Entrepreneur’s Master Checklist
I am on my way to New York to speak at StartingBloc Summit of Social Entrepreneurs. In putting together the presentation, I’m sharing for the first time our For Impact Social Entrepreneur’s FUNDING ROADMAP and our Social Entrepreneur’s MASTER CHECKLIST.
I believe both of these have value to everyone in our For Impact ‘TRIBE’ (as Seth Godin would call you).
Enjoy… and give me some feedback!
We help SOCIAL ENTREPRENEURS
SHARE THE STORY… FUND THE VISION… CHANGE THE WORLD.
***For more, contact us at forimpact.org.
Make this mantra your response to: How can I help?
I wanted to explore the word ‘mantra’. Google pushed me to wikipedia. Wikipedia defines mantra as: a group of words that are considered capable of “creating transformation”.
I’m going to give wikipedia the thumbs up on this one, that’s a pretty powerful definition. A mantra is also something you REPEAT. It becomes ingrained. It rolls off your tongue. Perhaps it’s the embodiment of the phrase which leads to transformation…. I digress.
I’ve been encouraging people to think about ‘Champion/Invite/Invest‘ as a mantra… a phrase in their back pocket they can pull out when someone asks, “How can I help?” This mantra would be instead of 1) having no answer or 2) just blurting out some other mode of engagement hoping an even stronger indication of interest will appear in the future. Problem is, the prospect is asking the question NOW.
You can simply say, “Whenever I’m asked that question I tell people there are three things they can do that will have a huge impact: Champion. Invite and Invest.”
- Champion! Be a champion for [insert cause or org]. We need voices. I would love to be able to leverage your name and call upon you when needed for endorsement.
Invite! Someone connected you to us. You were gracious with your time because of someone else’s insistence. This is how we’re going to make this plan a reality is by asking people like you to help us share the story with others. I would love to be able to talk to you about what that might look like. It’s pretty simple.
Invest! Everyday we change lives. We people ask about how to help I’m not shy about letting them know they can make a financial investment that will change lives… tomorrow. This means something different to each person. [We ask everyone to consider an investment that is commensurate to his or her own financial situation and passion for the mission.] Is that something we could talk about?
Champion/Invite/Invest provides a simple and quick answer. It invites the relationship to move forward in the appropriate way. Often someone is saying, “I’m ready to write a check.” If you’re not sure, just talking about the investment and getting permission really helps with confidence and therefor accelerates the dialogue. At worst it gives you a roadmap for the relationship.
If you keep this mantra in your back pocket I’m pretty confident in its ability to ‘create transformation’.
“Do what you can… with what you have… where you are.”
I saw this at the bottom of an email from one of our For Impact evangelists. I love Teddy’s simplicity and directness.
Sure cuts through a lot of whining and complaining.
It also reminded me of something else that Teddy Roosevelt wrote in 1913 called MAN IN THE ARENA. For the last 20 years, I’ve shared a copy of this with every Notre Dame boxer at the end of the season.
Thought you would enjoy reading it… especially for all of you who are actually “in the arena“.
Note: 1913. Pre-Equality. I’ve added the (WO). There are certainly as many WO-MEN in the arena as MEN.
Killing off campaign committees (the message and meetings, not the people)
Here’s a story about an organization that was having a hard time getting leadership engaged and ‘on board’ through a campaign committee / chair structure.
I’ve just started working with a youth-serving organization in the midwest. This organization started a campaign two years ago – then put on the brakes. It couldn’t find a ‘Capital Campaign Committee Chairperson’.
The description for this ‘Capital Campaign Committee Chair’ was four pages in length. It included things like (and I’m not making this up):
[First line of the description:] Acceptance of the Capital Campaign’s financial goal by the General Chairperson represents his/her commitment to raise this goal for this campaign.
This person should make a lead or the lead commitment for the campaign.
The chairperson is responsible for achieving the campaign funding goal. [Yes, essentially this is stated twice.]
The chairperson is responsible for identifying, recruiting and soliciting other members of the campaign committee.
I should note, the four pages did have other filler that wasn’t as harsh.
The message? The Capital Campaign Committee Chairperson basically has to do the whole campaign… devote the next two years to focusing on income, no impact… he’s on his own… except he’s not because he’s going to sell others to come along for the ride.
OBVIOUSLY no one in his or her right mind would sign onto this. It’s no wonder this organization was having trouble finding a chair.
Sustainability vs. Resilience
In our travels and training, we hear a lot of ‘not-for-profit’ people talking about SUSTAINABILITY.
I’ve always struggled with the response to this. The way it was used (and asked for), it really meant, “I wish we had all the money we needed/a huge endowment… so that we wouldn’t have to worry about fundraising.”
I actually found the answer in this month’s ODE magazine. BTW, ODE is for intelligent optimists. I’m definitely an optimist. Just not intelligent.
Editor-In-Chief Jurriaan Kamp provides a huge WOW in his Letter from the Editor. “RESILIENCE is cropping up with increasing frequency as the next step in thinking about SUSTAINABILITY.”
“RESILIENCE is a dynamic concept focused on incorporating inevitable CHANGE. RESILIENCE is about how systems respond and how we can support such responses.”
Kamp goes on to say that “RESILIENCE is very different from SUSTAINABILITY. Sustainable, after all, means ‘capable of being maintained'(!). SUSTAINABILITY features static control. RESILIENCE is about DYNAMIC RESPONSE.”
That’s really GOOD STUFF.
He adds one more thought: “Resilience systems have a capacity to handle disruptions (change) and reorganize themselves while preserving their function, structure and identity.”
Next time somebody starts throwing around the ‘SUSTAINABIITY’ objective… try talking about RESILIENCE.
Managing the Organization vs. Advancing the Mission
Steve posted a comment on Wednesday to Tom’s post on ‘ No More Boards‘. It’s worth pulling to the top for some Friday thinking
You [boards and staff[ both work for the MISSION. Both boards and staffs can get too focused on “managing” the organization vs. ADVANCING THE MISSION.
WOW. Get a cup of java and think.
Read Now: The Presentation Secrets of Steve Jobs
Add this to the list of books I wish I wrote but didn’t: The Presentation Secrets of Steve Jobs – How to Be Insanely Great in Front of Any Audience.
This is a book about dead simple and inspiring communication… it’s messaging GOLD. Steve Jobs and Apple provide a lens through which to teach you frameworks.
The book reinforces so many For Impact Concepts: Selling at 30,000′, Altitude, Simplicity, Visual Engagement, Finding the Transformational Purpose.
If For Impact were a university this would be required reading for For Impact Communication 101. In class we would discuss how to apply these concepts to the 1:1 selling setting – mostly by setting them in a dialogue context.
From Gallo’s intro:
You will learn how Jobs does all of the following:
- Presents ideas
- Generates excitement for a product or feature
- Delivers a memorable experience
- Creates customer evangelists
To this I would add one superseding bullet: “Changes the world.”
“If you pay close attention to Jobs, you will see that he doesn’t “sell” products; he sells the dream of a better future.” (See Steve Jobs Close)
“The most inspiring communicators share this quality—the ability to create something meaningful out of esoteric or everyday products. Starbucks CEO Howard Schultz does not sell coffee. He sells a “third place” between work and home. Financial guru Suze Orman does not sell trusts and mutual funds. She sells the dream of financial freedom. In the same way, Jobs does not sell computers. He sells tools to unleash human potential. Throughout this book, ask yourself, “What am I really selling?” Remember, your widget doesn’t inspire. Show me how your widget improves my life, and you’ve won me over. Do it in a way that entertains me, and you’ll have created a true evangelist. Along the way, you’ll also discover that Steve Jobs is motivated by a messianic zeal to change the world, to put a “dent in the universe.” In order for these techniques to work, you must cultivate a profound sense of mission.”
So… yeah… you can see why I like the book!