“The best advice I can give you is: make a BIG DEAL out of everything you do.”
– Frank E. Sullivan
That’s the WOW!!!
Note: We frequently do training/speaking for audiences outside the social sector. The ideas of impact, sales, and purpose are universal. I found this quote on the cover a workbook Tom prepared in 1999 for the Indiana Life Underwriters.
Frank Sullivan was a successful life insurance salesperson. He was one of Tom’s early mentors and authored a gem of a sales book, The Critical Path to Sales Success.
Last week we were with the New Jersey AFP at its annual Conference on Philanthropy. The conference theme was STORY – something we at The Suddes Group are pretty passionate about!
My basic message:
- STORY is a point of view. It’s how we choose to interpret (or assign meaning to) facts. Most people talk about STORIES, not STORY. Stories are the narrative that follows the POINT OF VIEW.
- The FOR IMPACT POINT OF VIEW: IMPACT DRIVES INCOME.
- IMPLICATION of IMPACT DRIVES INCOME: If we get this it challenges almost everything happening in traditional fundraising.
Here are the keynote slides.
My thanks and kudos to the NJ AFP leadership. We speak at conferences all over the world and this was one of the best programmed and organized gatherings I can remember.