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For Impact | The Suddes Group

Daily Nuggets: A For Impact Blog

No More Endowment


STOP ENDOWMENT.

This is an issue that I believe impacts all FOR IMPACT ORGANIZATIONS. We’re caught up in an endowment arms race. We’re communicating that “We need ENDOWMENT now to build and preserve ENDOWMENT for future generations.”

START SAVING, CHANGING, IMPACTING LIVES!

 
ENDOWMENT, in and of itself, is NOT the goal! The goal is and always should be around Saving Lives, Changing Lives, Impacting Lives, etc.

And if that doesn’t get your attention, how about: No More Cash For Endowment.

Cash is a very, very expensive and difficult way to increase endowment. Very few investors want to give you their money so that you can invest it, generate an average 5% return, and then use that interest to fund an important priority. Plus, many of these investors are making five-year commitments/payments and would have to ‘wait’ to see the results and actual use of the funds.

Here’s a pretty simple way to look at it: a 5% IMPACT vs. a 100% IMPACT.

 

Money to endowment (5%)

OR

Money to fund people, programs, and places that help deliver your IMPACT – now (100%)

 

Note: As a serial entrepreneur and someone who works with a lot of business and social entrepreneurs, I would ask this question: Would a great business or business model (one that is growing and scaling their IMPACT) take revenue (cash), put it in the bank, and then try to fund their growth from their INTEREST INCOME?!!!

What every truly successful entrepreneur would do: They’d go to a bank, or to angels, or to the market, and BORROW MONEY (not put money in) so that they can LEVERAGE every dollar in order to GROW and SCALE their IMPACT RIGHT NOW!

Stop Fundraising and Start Selling Your Impact


STOP FUNDRAISING.

STOP talking, thinking, acting as a fundraiser, focused on fundraising. And don’t even go there with its cutesy cousin, ‘friendraising’. (See No More Cultivation.)

“Mama don’t let your babies grow up to be… fundraisers.”

She’d rather see you be a cowboy. Fundraising has a reputation slightly south of used car sales. Why even go there?

START SELLING YOUR IMPACT!

Remember, the big epiphany goes like this:

IMPACT DRIVES INCOME … Not the other way around.

The SIZE & SCOPE of your IMPACT
DETERMINES
the SIZE & SCOPE of your INCOME.

Don’t be normal. Define your purpose. Get a plan. Do it with enthusIASM. (I Am Sold Myself.)

Just Ask


Just Ask is the ACTION part of the For Impact Point of View.

Through The Suddes Group, we’ve raised a $1B. A big reason for this – WE ASKED.

 

 

This napkin has just two words. Please note that it does not say:

Ask…
…when timing is perfect.

…when you know exactly what to ask for.

…after you’ve visited with the prospect nine times.

…when you’re entire board is on board.

…when those butterflies in your stomach are finally gone.

…when you have the perfect message.

…when you have the perfect materials.

It says, Just Ask!

Timing will never be perfect.

The only way you’ll know what to ask for is by asking (and getting a response).

Cultivation is for people who can’t communicate. You are in the business of saving, changing, and impacting lives; if you’re with someone who wants to do just that, you can ask on the first visit.

I still feel like I want to puke before a big ask.

The only way to truly test a message is to ask.

You don’t need perfect materials – You need a tool to help you engage in a conversation.

Just Ask is all about action.

It’s permission to move. Nothing happens until you ask!

Until you ask, (one-on-one) the message is not personal.

Until you ask, people don’t know how they can help.

Until you ask, the prospect doesn’t guide you through what else is needed (from the you, from the org or from the plan) to make a commitment.

Until you ask, a prospect can’t say YES!

Just Ask!
Always Ask.
This is 90% of everything you need to know about raising money.

Be For Impact


BE FOR IMPACT is a 50,000’ conversation, an imperative, and a challenge.

Finding PURPOSE is a journey. BEING FOR IMPACT is a decision.

We have learned that you either get BE FOR IMPACT right away or you don’t. If you do, I hope the following helps you decide to ACT on this challenge:

BE FOR IMPACT is the ‘other Golden Rule’. You can think about BEING FOR IMPACT in the same way that you think about ‘DO UNTO OTHERS’.

BE FOR IMPACT is all about the WHY. (Why do we exist? To have an impact. To leave a legacy. Why do we get up in the morning? Why do we go to work? Why, why, why?)

BE FOR IMPACT is the holy grail, so to speak, of organizations, businesses and people. Any truly great or successful company or Third Sector organization is driven by their IMPACT.

BE FOR IMPACT, again, is a conscious decision, an intent. It’s a commitment that just takes a moment to make and a lifetime to deliver.

BE FOR IMPACT is timeless. Andrew Carnegie. Napoleon Hill. Earl Nightingale. Og Mandino. Rick Warren. And I’m sure somewhere Aristotle and Plato, using some Greek words, laid out the idea of IMPACT.

BE FOR IMPACT is about a legacy. The people who have left the largest legacies have always had the greatest impact. (They’re not the ones who left the most money.)

*THE DASH. My good friend and brilliant thinker, Jim Mahoney, is founder and president of Battelle for Kids. Jim says the DASH is your impact. On your tombstone, the DASH between the year you were born and the year you died symbolizes your IMPACT/ LEGACY. You have the opportunity to write/define your DASH. (I call this your EIA, your Eulogy In Advance.)

BE FOR IMPACT is about value and service and purpose and meaning. Oprah Winfrey recently delivered a commencement speech to Harvard graduates with this message:

After interviewing over 35,000 people, there is a universal truth: Every one of those people craved affirmation.

In her words, it was always, “How did I do?” It doesn’t take much to change that to “Did what I do matter?” “Did it make a difference?” “Have I had an impact?”

BE FOR IMPACT can also be a job description! Every organization is looking for people who want to wake up in the morning and have an impact. Provide value.

*What if this was part of the Ideal Profile you were seeking to any important role in your company, your organization or your team. “Do you want to have an IMPACT?” “What kind of IMPACT do you want to have?”

BE FOR IMPACT would seem to be a huge part of the ‘work-life balance’ conundrum. Certainly, the question of IMPACT transcends work, career, and money. It represents IMPACT on your family, your friends, your community and much more.

In Closing:

BE FOR IMPACT is the way you can change THE world or change YOUR world. It’s a great way to “make a dent in the universe” as Steve Jobs used to say. Gandhi added, “BE the change you want to see in the world.”

We are human BEings, not human DOing.

In 1623, Billy Shakespeare wrote the opening soliloquy in Hamlet, questioning the whole meaning of life. “To BE or not to BE … that is the question.”

In the 21st century, that might be asked in a different way. “To BE FOR IMPACT or not to BE FOR IMPACT … that is the question.”

Only you can answer it.

No More Not-For-Profit


Why do we define ourselves in the negative? It makes no sense.

Does your organization exist to not make any money?

Or, does it exist to save lives, change lives and impact lives?

Anyone who has barely even touched the surface of our For Impact thinking knows that right under our Controlling Insight of IMPACT drives INCOME (not the other way around) is the idea that this is NOT about not-for-profit, 501c3, tax-exempt, charity, etc.

We are the only industry/sector which defines itself in the NEGATIVE! (It is the equivalent of Starbucks calling themselves a ‘Not-tea’ company or Southwest saying “We’re in the ‘not-train’ business.”)

Stop defining yourself by what you’re not.

Start defining yourself by what you are for: IMPACT.
 

More than a shift in language we need a different way of being.

This shift is about attitude. It’s about your purpose (the WHY). It’s about re-thinking an entire sector (or two).

In 1950, Earl Nightingale wrote The Strangest Secret. The secret (common to many beliefs, all sectors, and all definitions of success): We become what we think about.

What becomes of us when our entire thinking is about ‘nonprofit’?
What if we think, instead, about changing the world?

 

The For Impact Movement

We’ve been sharing this message for the last 15 years and living it for longer than that. The past few years has given rise to an incredible conversation around this VOCABULARY and CHANGE.
 

Think not and be not about:

Charity, 501c3.

Tin Cups or Begging.

Not-for-profit OR for-profit.

Think about and be about:

An organization that is Changing the World.

Selling your Vision.

For Impact!

 

Note: Here is some great thinking from Peter Drucker:

Every organization has to abandon almost everything it does.

No ‘some’ orgs… need to ‘tweak’… some ‘things.’ What if you abandoned:

Direct mail. Lengthy Case Statements. Feasibility Studies. Volunteer Solicitations. Survival Pitches. Small thinking. Cultivation. Special events (that aren’t special and don’t raise money). Letters that read “We are a 501(c)3” (who cares?). Committee Reports. Etc.

Impact Drives Income. (Not the Other Way Around.)


Putting an ‘idea on the back of a napkin’ is pretty important to us. The ‘napkin’ is the most powerful device or metaphor for SIMPLICITY that we’ve come across.

That old saying “a picture is worth a thousand words” is true, and in this case, the visual represents everything we have learned and believe after 30 years in the field.

 

 

Our entire MESSAGE and POINT OF VIEW can be summarized with these 3 color-coded words: IMPACT DRIVES INCOME. Even simpler: 2 words and an arrow on a napkin!!

The implications of this idea are everything to us.

It is not about fundraising, development, soliciting people for money, or anything else you do under the guise of raising money. Instead:

Impact Demands, Drives, Determines Income.

The SIZE and SCOPE of your Impact Determines the SIZE and SCOPE of your INCOME. (Not the other way around.)

It’s ALL about your IMPACT. How are your saving, changing or impacting lives?

If you can convey your VISION, IMPACT or PURPOSE and do so CLEARLY, CONCISELY, COMPELLINGLY…

To someone who wants to do just that…
Then, YOU GET MORE MONEY!!!
Then, MORE MONEY EQUALS MORE, GREATER IMPACT.

Little bit of Lion King ‘Circle of Life’ going on here, but whatever it takes to make the point! The more IMPACT you have – the more INCOME you can have – the more IMPACT you will have.

Action: Put these words, this visual, this napkin everywhere:

Share it with your Board.

Begin every staff meeting with it.

Even use it on presentations.

It’s a great REMINDER to start every conversation with WHY you do what you do.