The late great sales trainer, Zig Ziglar, used to say, “People buy on emotion and justify on logic.” This is...
A Funding Rationale is — simply — why you need the funds and what they will do for your impact....
Many of us are taught to PRESENT, but almost nobody is taught to ENGAGE. When we are taught to PRESENT...
The Rule of 3 is the ultimate simplification and framing device. It’s powerful because it simplifies anything AND offers an...
I just finished reading What You Do is Who You Are, by Ben Horowitz. I was a HUGE fan of...
Message is not what you say, it’s what people hear. This nugget is adapted from the book title: Words that...
I cringe when a development professional starts a visit preparation discussion with the declaration, “This is just going to be...
I was catching up on past Chronicle of Philanthropy issues this weekend. A stat from April 2019 – Campaign Fever...
For 36 years, For Impact has been creating and supporting levers for change behind the most important causes of our...
A solid and complete visit strategy has three parts: Predisposition (before). Predisposition is what you do before the visit to...
I imagine that fifty years ago, organizations – on the whole – had simpler missions and easier stories to tell....
“How should I structure my time?” Once an executive or senior development officer makes a commitment to sales this is...
