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December 13, 2006 | Nick Fellers

Video: For Impact Message

Tom Suddes delivers an introduction to the For Impact Message at a Camp Fire USA national keynote in November.

Running Time: 1min 52sec

Select Tom Suddes or another For Impact team member to energize your next conference with a personalized speaking performance.

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December 12, 2006 | Tom Suddes

Timing is Perfect for Impact

There has never ever been a better time to move from being a not-for-profit ‘begging’ for money to a For Impact Organization ‘begging’ for change!!!

A Very Important Message:

Thirty days or so left before the end of the ‘06. I’m driving back from Notre Dame after meeting with Jim Davis and Melissa Paulsen (Gigot Center for Entrepreneurial Studies) about Social Entrepreneurism, Micro Ventures, etc. (By the way: Great people. Great program. Great place.)

Here’s my MOTIVATIONAL YEAR-END MESSAGE for every member of the FOR IMPACT COMMUNITY:

THERE HAS NEVER EVER BEEN A BETTER TIME TO MOVE FROM BEING A NOT-FOR-PROFIT ‘BEGGING’ FOR MONEY TO A FOR IMPACT ORGANIZATION ‘BEGGING’ FOR CHANGE!!!

Never, at least in my lifetime (57 years), has there ever been such a
Confluence … Congruence … Coming-together … around this whole idea of PHILANTHROPY, GENEROSITY, SOCIAL IMPACT, SOCIAL ENTREPRENEURISM, SOCIAL INNOVATION and more.

This ‘PERFECT STORM’ … this ‘TIPPING POINT’ … this ‘(put in any other metaphor/analogy you want that helps you get it)’ should make everyone who’s engaged in this 3rd Sector, Social Sector, Philanthropic (Friend of Mankind) World very, very EXCITED! [This includes not just the staff who deliver, but the Boards, Volunteers and Volunteer Leaders and Investors who make it happen.]

My BOTTOM LINE: IF … you are actually making an IMPACT … making a DIFFERENCE … CHANGING the WORLD (or a small part of it) …

THEN there are plenty of people, prospects and potential investors who will help FUND that VISION, those GOALS and your OPERATION!!!

WHY?? Because it makes them FEEL GOOD! GREAT! HAPPY! FULFILLED! It allows people to move from SUCCESS to SIGNIFICANCE!!! (It’s been scientifically confirmed that ‘giving/helping’ is good for you! In addition, the MORE you GIVE … THE MORE YOU GET! (I’ve personally witnessed this thousands of times and still don’t understand HOW it works, but it does.)

This whole thing began, at least in my mind, with Bill Gates, in the shower, realizing he had more money than he’d ever need … and that he could make a HUGE IMPACT if he focused on BIG world (and U.S.) problems (health and education). Then, he brought in Melinda, his dad, and Patty Stonecipher.

Then we got the whole West Coast ‘V.C.’: Social Venture Capital thing happening, from Paul Shoemaker in Seattle to Jeff Skoll in San Francisco. (This wasn’t the full ‘answer’, but it created great ‘DIALOGUE’ around investing, return-on=investment, effectiveness, duplication of efforts, and more.

On the East Coast, this MOVEMENT got even more traction when large foundations were challenged on their giving goals and policies. [Huge endowments, giving away only '5%', and only for new programs, never for 'operations', etc.]

Then … WHAM: 9/11. KATRINA. TSUNAMIS & HURRICANES. And we realized that AMERICA … and AMERICANS … are the most incredibly GENEROUS people on the planet!

Then, Pierre Omidyar (eBay) ‘invests’ $100 Million in micro-lending opportunities and other programs, and doesn’t care if you’re a ‘for profit’ or a not-for-profit’, as long as you are FOR IMPACT!

Then, Warren gives Bill and Melinda ‘a few bucks’ ($38 Billion!) … to have an IMPACT! (While he’s still alive.)

Then, the MEDIA. SLATE magazine recognizes the LARGEST GIVERS. So does BUSINESS WEEK. Stanford launches the SOCIAL INNOVATION REVIEW. FAST COMPANY, with Michael Porter, creates the Social Capital Awards. The ECONOMIST comes out in February of 06 with a first ever survey on philanthropy, social impact, etc. WALL STREET JOURNAL picks up on the ‘theme’.

Last week, John Stoussel does an entire 20/20 on the GENEROSITY of AMERICANS. [Eli Broad tells Stoussel that it's not about 'CHARITY'. It's about an INVESTMENT! He goes on to say basically he can't find enough GOOD ORGANIZATIONS ... making an IMPACT!]. USA TODAY follows up next day with an editorial.

And then there’s OPRAH. She not only covers, encourages , inspires this MOVEMENT … but this year (in lieu of personal gifts/cars to the audience) she gives each of her 342 audience members $1,000 … and CHALLENGES them to ‘PAY IT FORWARD’ (give it away) … to feel the JOY of helping others.

And then there was the BUSINESS, SOCIALLY RESPONSIBLE CORPORATIONS, CAUSE MARKETING phenomena that is now ready to EXPLODE! The funny thing? Social responsibility, fair trade, workers rights and the BIGGIE (that’s going to change the world as we know it) ‘GREEN’, eco-friendly, environmentally-conscious … all end up making more money for these ‘do-gooders’!

Starbucks. Wal-Mart. Timberland. IBM. Companies are now willing to step up and say ‘SHAREHOLDER VALUE’ is not just ‘QUARTERLY PROFIT’ but a COMMITMENT to the COMMUNITY and the PLANET. [You must read CAPITALIZING ON CONVERGENCE at Stanford Social Innovation Review.]

And then, a huge WOW! Muhammad Yunus and Grameen Bank win the NOBEL PEACE PRIZE … for his micro-lending, micro-entrepreneur, micro-IMPACT model! (I was there. In Bangladesh. Saw what goes on with these mostly women and their micro-enterprises. It’s absolutely incredible.)

The biggie here? He gets the ‘PEACE’ prize because ELIMINATING POVERTY is one of the best ways to fix social problems in the 3rd world!!!

What does this all mean to you?

We live in the most GENEROUS country in the world … and perhaps in the history of the world.

Next year, Americans will give well over $300 Billion.

McKinsey says there is $100 Billion of OPPORTUNITY (money left on the table) because of the high cost of fundraising or the lack of ability to communicate our IMPACT/MESSAGE.

Finally, there is going to be $100 Trillion passed on by us old people in the next 30 years give or take.

From my perspective, all this means that THE MOST COMMON ‘NONPROFIT’ PROBLEM/CHALLENGE/ COMPLAINT is totally ‘MISGUIDED’ (read WRONG).

“We don’t have any money.”

“We need more money.”

“We don’t have any prospects.”

“We have no relationships.”

That thinking is sooooo wrong!!!

If you ever, ever, ever read or heard our For Impact MESSAGE, then you’ll know that the BIG ‘POINT’ here is that it’s not about your ‘fundraising’ and ‘prospects’ and ‘money’ … it’s about your IMPACT.

Again, (repetition is a good thing) IF … you are actually making an IMPACT … making a DIFFERENCE … CHANGING the WORLD or a small part of it …THEN there are plenty of people, prospects and potential investors who will help FUND that VISION, those GOALS and your OPERATION!!!

*The BIG ASSUMPTION here is that you actually KNOW what that VISION is … and that you’re able to ARTICULATE your GOALS and your MESSAGE in a Clear, Concise and Compelling fashion … Consistently!

CALL TO ACTION:

• This is the perfect time of the year and the perfect time in history for you to sit down with a committed group of CHAMPIONS and work on your VISION and your MESSAGE! DO IT!
• THINK BIG. BUILD SIMPLE. ACT NOW! (’Nuf said.)
• Then … go forth and JUST ASK!!!

Special Note: In this forum, I rarely talk about what we at For Impact/The Suddes Group can do to help you. This is that rare exception.

• If you need help with ‘BOARD TRAINNG’ to better understand the For Impact Message and Methodology … we can do that.
• If you need help CLARIFYING YOUR MESSAGE, GAINING CONSENSUS ON YOUR PRIORITIES, and CREATING A FUNDING PLAN … we can do that.
• If you need help with ‘SALES’, MAJOR GIFTS, CAMPAIGNS or anything related to significantly increasing your INCOME … we can do that.

Just email or call Nick … nick@forimpact.org/614-352-2505.

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December 1, 2006 | Tom Suddes

The Perfect Predisposition

Short. Sweet. Powerful. Here’s an IDEA that you can use immediately to significantly increase the level of investment from your top prospects. This idea is particularly relevant if you are in a ‘CAMPAIGN’ or trying to involve/engage your top prospects at the leadership gift level.

The absolute best PREDISPOSITION … is to bring your BEST PROSPECTS …
to WHERE YOU DELIVER YOUR SERVICE!!!

This seems so natural and ‘commonsensical’. (That could be a new word.) Yet, to so many people we train and work with … this is a big revelation.

Don’t tell me you can’t get people to come and visit you. I didn’t say it was easy. I said it will significantly increase the magnitude of the commitment! If they’re really and truly a great PROSPECT … then they need to SEE and FEEL and TOUCH what you do.

In essence, it’s simply saying that the ‘HOME COURT ADVANTAGE’ is very powerful.

To me, it’s saying that bringing your prospects/potential investors TO YOU … where you can control the environment, the flow, the tour/agenda … is one hundred times better than their office or home, and 1,000 times better than a restaurant.

IF … “A PICTURE is worth a THOUSAND WORDS.”

THEN … “A LIVE MEMORABLE EXPERIENCE is worth a MILLION words.”

P.S. Just finished a great book by Phil Dusenberry, former chairman of huge marketing and advertising agency, BBDO. His title and his message were:

ONE GREAT INSIGHT IS WORTH ONE THOUSAND GOOD IDEAS.

This particular INSIGHT of bringing people to you/perfect predisposition/live memorable experiences IS worth one thousand good ideas …
IF YOU ACT ON IT!

NOTES FROM THE FIELD:

Nick was up coaching with a terrific FOR IMPACT ORGANIZATION yesterday in northeast Ohio. He brought in a Board member and her husband to SEE what went on, FEEL the IMPACT and MEET the PEOPLE they SERVE. They were WOWED!

Twenty-four hours later the couple called with a LEADERSHIP COMMITMENT to help FUND THE VISION. It would not have happened with a visit at home or office.

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November 25, 2006 | Tom Suddes

CEOs and Development

Case Currents published this great article 10 years ago for senior staff and administrators. In a nutshell, here it is:

There are 12 qualities that make a nonprofit Chief Executive Officer (CEO) or Executive Director a GREAT partner in the Fundraising/Development Department.

1. Vision and Leadership.
   A nonprofit CEO should have:
   • A well-articulated vision of where the institution can go
   • Goals to achieve the vision
   • A credible strategic plan for meeting the goals
   Good leadership and good management of resources will inspire prospects to invest.
2. Commitment to the Institution. A CEO should truly believe in the institution’s mission.
3. Commitment to Development. The CEO should make fundraising a personal and institutional priority. Development should organize, develop a strategy and keep the fundraising program on track.
4. Integrity and Honesty. Moral fiber is essential in a CEO. The consistency (or inconsistency) of responses to issues, questions, and problems will show up over time.
5. Perseverance and Patience. Virtually every major “Ask” follows many years of cultivation. The CEO should be prepared to spend long periods of time in pursuit of a gift.
6. Optimism. The ideal CEO believes success is possible and keeps perspective–and hope–when minor setbacks occur. Fundraising requires a positive outlook and a long view.
7. Communication Skills. All CEO’s should learn how to speak effectively to large groups, small groups, a TV camera, and individual constituents. Being a good listener is also critical.
8. Energy and Pacing. CEOs should work with their staff to pace themselves and handle their schedules wisely because of all the extra events, meetings, and calls after normal working hours.
9. Openness to Advice. A CEO and Chief Development Officer CDO should be a team with complementary strengths. They should be able to share advice and ideas often and easily.
10. A Sense of Humor. A CEO can relieve everyone’s tensions by seeing the humor in situations that go awry.
11. Creativity. When the original plan for a solicitation falls flat, a creative CEO can keep the door open for another proposal.
12. Understands “who should” and “how to” ask for money. Sometimes a CEO will make “the ask,” and other times a volunteer will be the primary solicitor, while the CEO supports the ask. Good CEO’s understand this duality.

A CEO should also:

• Make the CDO a part of the policy team.
• Trust the CDO and delegate authority.
• Provide adequate resources.
• Handle differences in private.
• Support and encourage the staff.
• Offer candid and constructive criticism.
• Make decisions in a timely fashion.

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November 25, 2006 | Tom Suddes

The Only Presentation Tool You Need

Simplify your message so that it fits on a napkin.

It’s not easy. In fact, it’s really hard to simplify your message/model/meaning on a back of a napkin. However, I believe that your ability to engage someone with what you do, why and how is proportional to how clearly and cleanly you can communicate your message.

This is a really big deal. When sitting down with someone new they should ‘get it’ in a matter of seconds. Too often we overwhelm people with powerpoints, three-ring binders, slick brochures … don’t do it.

I’ve made many ‘million dollar calls’ using ONLY a napkin. I believe it is the BEST and ONLY presentation tool you need.

Just for kicks … see if you can identify these industry changing businesses from the napkins below (click to enlarge). I will buy a subscription to Fast Company for anyone that gets all four. E-Mail with your answers or your own napkin (I’m happy to respond … add thoughts, etc.)

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November 21, 2006 | Tom Suddes

The Riptide Syndrome

A few weeks ago, I mentioned walking Major (my black Lab). I caught a little static from my daughter Meghan, who is the Assistant Women’s Soccer Coach at Wake Forest (her PASSION and she’s one of the BEST coaches in the world).

You see, Major was a ‘rescue’ Lab that Meghan saved 7 or 8 years ago. At one point in life, it was difficult for Meghan to keep Major in her rental unit. Sooooo, he came to stay with us at Eagle Creek with 50 acres to roam and great food. He decided to stay. Since he doesn’t leave my side, he’s become ‘MY’ Lab. (But he still loves Meghan.)

What does this have to do with ‘RIPTIDE’? It reminded me of a story I wanted to share about Meghan and surfing.

Meghan spent two years at University of San Diego (along with her sister, Kerry).

Meghan surfed as often as she could. One morning she was surfing north of KONO, as always ‘pushing her envelope’. As the waves became larger, she found herself tumbling under a huge breaker. Her ankle strap came off … and her surfboard was carried into shore.

One of the traits I most admire about Meghan is her ‘cool under pressure’. Although she didn’t panic, she was experiencing a new sensation that she didn’t really understand … ‘THE RIPTIDE SYNDROME’.

Between waves, she tried to swim towards shore, but soon realized she was getting nowhere. The ‘RIPTIDE’ was pushing her out … and no matter how hard she tried; she couldn’t make any progress towards the shore (her goal).

Luckily, her friend and surfing partner, Phil, saw that she had lost her board and that she was struggling. He came over, and realized right away they were caught in a ‘RIPTIDE’. From experience, he knew to get out of the current pushing them away from the beach … by swimming parallel with the shore!

They moved north a hundred yards or so, and, together, they rode his board in.

LESSONS:

1. THE ‘RIPTIDE SYNDROME’ catches us all. Instead of fighting it (as Meghan learned that day), all she had to do was swim parallel with the shore for a relatively short distance … and then she could easily swim to the beach.ACTION: Often we find ourselves fighting ‘Riptides’. We need to CHANGE the way we look at things … look for different solutions when the ’same old, same old’ just doesn’t work.

   “We can’t solve present day problems with solutions from the past.”

   Albert Einstein

2. Go with the ‘FLOW’. Sometimes, it just makes no sense to fight the inevitable. Face the brutal facts. Deal with them. Find the ‘FLOW’.
3. ALWAYS SURF WITH A PARTNER! While risk/adventure/experience is wonderful, unnecessary risks (or attempts) without having the backup and support system in place is foolhardy.

   Phil was Meghan’s support system (partner) that day. (THANK GOODNESS!)

   Who do you have to provide support/coaching/back-up???

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November 21, 2006 | Tom Suddes

No More Major Gift Officers

Don’t freak out! If you ARE a Major Gift Officer … or have just HIRED a Major Gift Officer … or HAVE multiple Major Gift Officers … THAT’S GREAT!!!

What I’m strongly urging you to do is to CHANGE THEIR TITLE!!!

• It’s soooooo development-y and fundraise-y!
• It’s such an insider’s word.

We should wear a sandwich board that says “I’m a MAJOR GIFT OFFICER. I’m coming to ask you for a Major Gift. Get ready.”

Nobody OUTSIDE your organization deals with “MAJOR GIFTS”.

Nobody INSIDE even knows what they are.

As always, I challenge you with the NO MORE … but offer an alternative SOLUTION.

Change the TITLE of your “MAJOR GIFT OFFICERS” to something that includes the word RELATIONSHIP!!!

• Could be a CRO: Chief Relationship Officer.
• Could be a RRO: Regional Relationship Officer
• Could be RDOR: Regional Director of Relationships
• Could be a CRO: College Relationship Officer
• Could be just R.O.: Relationship Officer

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November 21, 2006 | Tom Suddes

More Vocablary Changes

Wherever we go people really seem to be impacted by the For Impact Change in Vocabulary. This week, I wanted to leave you with more word changes …

I would encourage you to share these vocabulary changes with your entire team including your board. Go one step further and develop your own ‘team vocabulary’ or team language.

How does this change the way you FUND your Vision??

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November 21, 2006 | Tom Suddes

Present, Then Follow-Up

I had a chance last week to be with the COLORADO COLLEGE SALES TEAM. They’re on fire and doing a great job.

One of the issues/challenges that came up was around the FOLLOW-UP LETTER … and then the FOLLOW-UP PHONE CALL or VISIT.

What follows is a relatively SIMPLE way to look at this 3 STEP PROCESS.
I hope it helps.

P.S. It won’t help at all if you’re not actually making the VISIT/ PRESENTATION in the first place! JUST ASK!

COMMENSURATE COMMITMENTS
THE BIG 3

IN THE COMMITMENT PROCESS …
EACH OF THESE HAS EQUAL WEIGHT (IMPORTANCE)!!!

The beauty of this model is that by FOLLOWING-UP … IN WRITING … with a DATE for the phone/visit FOLLOW-UP makes it really hard NOT to do the follow-up!!

P.S. Take it from someone who has made over 6,000 presentations: The LONGER you WAIT before you send the FOLLOW-UP LETTER … the weaker the response (yours and theirs)!!! ‘Git ‘er done!’

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November 21, 2006 | Nick Fellers

Your Funding Plan Supports Your Case

I’ve been a road warrior the past two months. For schools, entrepreneurial start-ups and other organizations a big epiphany continues to be the idea that your funding plan actually is part of your case for support.

To me, the funding plan is the HOW behind the big picture dollar goal and the big picture dollar goal is what you need to deliver on your vision. So, in essence, this is HOW you will deliver on your vision. Is that important? You bet!

I’ve found that most organizations don’t have a funding plan.

Three simple action steps here:

• Determine the dollar amount you need for both operations and projects. What is the lump sum? Do the math! 80% of organizations can’t answer this question.
• How many investments would you need – and at what amounts to achieve this goal?
• When? (One year? Three years? Five years?)

The funding plan does a few things as it relates to your case:

• It makes it believable
• It shows a potential investor how she/he would fit into the funding vision.
• It also illustrates that you’re not just picking a number out of the air – there is logic.

Extra bonus: There are times when you can actually ask the potential investor, “Where do you see yourself in this plan?” Then, you let them select a dollar level.

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