February 12, 2009 | Tom Suddes
I was just reminded again of the absolutely “brilliant” spot-on quote of W. Clement Stone:
“SALES are contingent on the ATTITUDE of the salesman – not the ATTITUDE of the PROSPECT.”
Nobody has demonstrated this more in the last couple of weeks than ForImpact’s own Nick Fellers and Derek Grosso. They’re working on a project for Junior Achievement. (Almost) EVERY time they sit down for a visit, there are PROSPECT ‘ISSUES’: Read more
A Budget is Never an Excuse for Inaction
February 6, 2009 | Tom Suddes
I was reading Leader to Leader early this morning. (Terrific magazine coming from the Leader to Leader Institute, formerly Drucker Foundation.)
James Champy of RE-ENGINEERING fame had a great line about the real leadership companies:
“A BUDGET IS NEVER AN EXCUSE FOR INACTION.”
He talks about how ENTREPRENEURIAL organizations never use their budget as an excuse; while larger companies are always talking about “The money is not in this year’s budget.”
Champy’s new book Outsmart!: How to Do What Your Competitors Can’t has six Guiding Principles. I thought you could put these to use right away.
Go far and deep with INSPIRATION! (This fits perfectly into our Altitude Framework that begins with VISION, IMPACT, INSPIRATION.)
- Be completely OPEN and TRANSPARENT. (Champy is talking about organizations but this also is true for you and your visit. AUTHENTICITY!)
- Embrace information TECHNOLOGY to enable change. (Find some New Millennial and have them help you utilize technology to scale and grow your IMPACT.)
- ACT whenever OPPORTUNITY knocks. (For Social Entrepreneurs and For Impact Leaders? there is sooooooo much OPPORTUNITY KNOCKING!! You just need to ENGAGE!)
- Accept VULNERABILITY as a way of life. (His point here is don’t be afraid to make mistakes. You’re going to Fail. Failure is good.)
- Accept RISK as a normal condition. (Every entrepreneur knows this.)
Try to find a copy of this article as well as some other great things at Leader to Leader.
I’m not a big ‘COMPETITION’ guy. I want all of you to succeed. Buy the book to get some more good ‘nuggets’ from a smart guy.
Remain Aggressive (via 2-Speed)
February 1, 2009 | Nick Fellers
I don’t read a lot of ‘fundraising blogs’. Most of my blog list includes sifting through entrepreneurs, business builders, innovators and designers…
Brad Feld is a fun funder/tech entrepreneur/cool guy in Colorado to read @ feld.com. He directed me to 2-Speed (Will Herman) and this post: Remain Aggressive. You need to read this post - it’s strong enough to balance out a lot of the other ‘negativity’ out there around ‘this economy’.
Some bullet points:
- Play offense, not defense. Not a time to batten down the hatches - successful companies move fast and innovate (especially in these times).
- “You can’t save yourself to success.”
- Make sure you respond instead of react, you never panic.
- “You have to assume that nothing is coming to you – people, business or new ideas – you have to aggressively go out and hunt down everything that will move your company forward.” — See Tom’s entire message about the economy - Now More than Ever we need to be out, making visits, on the offensive, building and maximizing relationships. See my post last week about HOW to respond.
- “think” (that’s all I need to excerpt of that line)
December 22, 2008 | Tom Suddes
A PHARM (rep) ATTITUDE: Visits. Presentations. Just Ask.
A FARM (farmer) ATTITUDE: Cultivate. Spread Manure. Hope.
You’re in sales. Get over it.
November 21, 2008 | Tom Suddes
My friend Tim Kight calls this the ‘R FACTOR’.
Everything is about your RESPONSE to the event, the situation or the activity… not the event itself.
Tons of books on this. Thought it needed to get out in Kight’s wonderfully simple equation.
November 14, 2008 | Tom Suddes
I was with Dick Celeste and Steve Elder at Colorado College last week. (It reminded me that they are still two of the ‘coolest’ dudes around.) Steve took me on a tour of the new Edith Kinney Gaylord Cornerstone Arts Center. It absolutely knocked my proverbial socks off! It’s a Predock designed building. It’s unique, crazy, innovative and much more. Students love it. It’s inner-disciplinary. It’s just a WOW!
I know that Dick basically “willed” this Center to happen. And I know that Steve never gave up on obtaining the lead gift and the remainder of the funding.
Force of will. Perseverance. Huge success.
October 27, 2008 | Nick Fellers
Today, Seth Godin highlighted: In Defense of Raising Money: a Manifesto for NonProfit CEOs. Authored by Sasha Dichter, Director of Business Development for Acumen.
The manifesto is five pages long and only takes a few worthwhile minutes to read.
Read the piece. My commentary (an attempt at adding value) is below.
- “People think that asking for money is all about asking for money.” Sasha says it’s not. The resources come second. This is reinforcement that IMPACT DRIVES INCOME, not the other way around.
- “People think that storytelling is a gift, not a skill.” I think the skill comes in understanding how to be authentic. You’ve seen a lot of “effective” story tellers and some of them stink at “telling stories” yet they are so darned passionate they’re still effective because people still see the story.
- “Money = Power”. Nothing to say – Sasha has an AWESOME perspective on this.
- “I’m terrified you’ll say ‘no.’” I agree with Sasha, get over it. Be more terrified someone will not be fed because you didn’t ask.
Sasha closes with a call for a new language/vocabulary around fundraising. “If nothing else, then, we need a new word. Fundraising is about a transaction – I raise funds from you, you get nothing in return.”
I’m currently a fan of “Advancing the Vision.” And, while it may sound academic in some circles, those that ‘Advance the Vision’ can be Directors of Advancement or something similar. That’s what you do.
October 24, 2008 | Nick Fellers
In my experience, maybe 1 out of 40 prospects will be completely irrational. He or she will ask off-the-wall questions – to which ‘coming out of left field’ would be an understatement. The prospect may even appear to be apathetic toward making a difference (at all/ever)… or maybe on a power trip. This is The Irrational Investor.
Many people spend A LOT of time (years?) prepping for The Irrational Investor. That prospect keeps you in your office planning, prepping, scheming, waiting always until tomorrow.
- “What if they just aren’t into saving lives?” (are you kidding me?)
- “What if they want to see our financials from seven years ago?” (they’re making run a fool’s errand)
- “What if? What if? What if?”
Stop focusing on the irrational investor.
Like an exotic animal, the Irrational Investor DOES exist. However, you cannot and should not be focusing on 1 out of 40. You need to focus on the other 39 — RATIONALE investors – the prospects (individuals/corporations/foundations) that want to save lives, change lives and impact lives… the prospects that want to have real conversations… with YOU.
Think about it:
- You’ll never have enough info: Seriously, even if you came back with the 3rd quarter financials from seven years ago you would then be asked for something else crazy. You’ll never have enough for an irrational investor so don’t even try.
- Opportunity cost: Assuming you are doing something to change the world then how many families are missing out on your programs? Students missing out on an education? Or, advances toward a cure? Why does the irrational investor get to hold everything up?
- Laugh it off: On the VERY RARE occasion that you do come across an Irrational Investor just laugh it off. Make your presentation, get a good story from the visit and then keep follow-up really simple…
- “We become what we think about”: What a miserable life it is to think about The Irrational Investor. So don’t.
This concept is freeing for many training camp attendees. If the Irrational Investor is holding you up, let me offer an assurance (again): just about everyone you meet with be and act like a real person. They don’t bite. They want to have an impact. They’ll love the logic of your presentation and help if they’re qualified (… if you ask).
July 9, 2006 | Tom Suddes
Here’s a big lesson/coaching tip from recent experiences: GET MORE AGGRESSIVE!
- ALWAYS ASSUME THE BEST …
- Timing is perfect.
- They just inherited a large fortune.
- Their business is booming.
*They love your CAUSE and CASE!!!
- DON’T MAKE THE DECISION FOR YOUR PROSPECTIVE INVESTOR … especially before you even get there!!!
- “They’re burnt out.”
- “They’ve got 3 kids in college.”
- “They’re still paying on a pledge.”
- “I’m not sure they can do $10,000 or $100,000, etc.”
*It’s not important whether YOU are sure. It’s not your money. Give them a chance to say ‘YES’!
- Get (a few of) them to fall off their chair … in shock at the magnitude of YOUR PRESENTATION.If you have not caused someone lately to be SHOCKED at the SIZE of your OPPORTUNITY … you’re not THINKING BIG ENOUGH.
January 18, 2006 | Tom Suddes
I recently spoke with one of my favorite people in Development. She’s in the Northwest, responsible for PRINCIPLE (Major) GIFTS, and is very committed, competent, and caring … along with absolutely passionate about her “CAUSE”.
They’ve been without a Vice President for Development for a year. They’ve hired an executive search firm, placed ads in the Chronicle , etc. Can’t get anyone.
This is a great organization, and it would be a great “POSITION”.
HERE’S THE CHALLENGE:
EVERY ‘NONPROFIT’ in the world is looking for a Vice President for Development … a Director of Development … Major Gift Officers … Senior-Level Development Staff!!!
Note: I said “EVERY”. I meant that. Look at the back of any Chronicle of Philanthropy . There are 23 pages of ads with more than 150 “openings”… ALL looking for the same person(s)!!!
The SOLUTION to this CHALLENGE is NOT in trying to WOO “Senior Development People” from their current jobs …with MORE MONEY and perhaps a DIFFERENT TITLE!
You’ve got to CHANGE THE WAY YOU THINK!!!
I suggested to my friend that she is in a city with incredible BUSINESS and ENTREPRENEURIAL TALENT . They need to look at those wonderful individuals who are ready to move from ‘SUCCESS to SIGNIFICANCE’ … bringing with them great experience, a proven skill set and a great ATTITUDE!
I believe there are many, many more talented individuals with SALES, ENTREPRENEURIAL and BUSINESS EXPERIENCE available to the For Impact world … than there are available “Experienced Fundraising/Development Officers”!!!
Remember: HIRE FOR ATTITUDE . TRAIN FOR SKILL.
Don’t want to ramble here, so I’ll make some “bullet points” to support this thought.
- Ideal Profile. Create the IDEAL PROFILE for the position you’re looking for. Use a “HEAD … HEART … HAND” Model (Intelligence, Passion and Skill).*The Ideal Profile for this great For Impact Organization would be somebody who is already been touched or directly involved with the CAUSE, already LED a sales team or a company, understands vision, goals, success, etc. … someone who just “GETS IT”.
- Talent Spectrum. Look at both ends of this spectrum. In this case, they are looking at the right side for the right fit .
- Hollywood Talent Agencies. They hire for the role and the project . Every movie is a project. People come together. Do their best work. Disband.
*I think you could get incredible TALENT with the idea that someone would come in for 1,000 days (not quite 3 years) and make a HUGE IMPACT !
No disrespect intended, but most “experienced Development Officers” have experienced one year of fundraising 15 or 20 times. They also bring a huge amount of “BAGGAGE”, mostly tied to a MODEL that worked in the 1950’s and 1960’s … and never really changed in the 70’s, 80’s and 90’s.
BOTTOM LINE: You can’t just “THINK OUTSIDE THE BOX”.
You’ve literally got to say, “WHAT BOX?”
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