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:
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.)
*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.
Set up your next month’s visits right now!
ENGAGEMENT is all about FOCUS and DISCIPLINE and EXECUTION.
Don’t ‘think’… DO! Once you have your Funding Plan and ENGAGEMENT STRATEGY laid out… EXECUTE! (ACT!)
Commit to SHARING THE STORY and PRESENTING THE OPPORTUNITY!!!