Downloads | forimpact.org

How to Be a Social Entrepreneur (updated)

March 27, 2009 | Nick Fellers

A few months ago I shared Tom’s poster on ‘How to Be a Social Entrepreneur’. A few times each week I receive emails asking if it would be okay to print and share.

Yes. Please print and share. We’ve also updated the file for those of you printing out at home - should give a much more vivid/rich print.

Again - as always - design inspiration from Sami Sunchild.

Download 11X17 PDF

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New e-book: Change (the) Rules

November 7, 2008 | Nick Fellers

Yesterday, Tom was in Colorado Springs speaking to the AFP with Robbert Egger about Change. Today, I’m at AFP in NW Ohio talking about more of the same. However, I think Tom had more gumption. He put together an entire e-book on change

Change (the) Rules (DRAFT) includes all the ‘no-mores’, quotes on change and lots more vocabulary. Tom and I have both been framing our discussions around this quote from Tim Kight:

“Every Organization is Perfectly Designed to Get the Results that it’s Getting.”

Our message, this book and just about everything else we’re doing is about CHANGE, specifically the CHANGE we make to get different results…. Change RULES!

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Casting and Funding a Vision (intro)

September 13, 2006 | Nick Fellers

This introductory teleseminar offers a condensed version of our popular 1/2-day introductory worskshop. Change the way you FUND your Vision with these simple nine guiding principles that range from the For Impact vocabulary to the introduction of the Major Gifts Process.

This seminar is led by Nick Fellers and is 38 minutes in length.

Intro Seminar

MP3 File | Download Call Notes

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Master Prospect List - QPI Rating System

July 10, 2006 | Nick Fellers

Download the excel file.

Internet Explorer users, right-click and ‘Save Target As’ to download to your desktop.

Directions:We have used this tool to run hundreds of campaigns and major gifts initiatives. It’s simple and powerful. Rate your top prospects to create a master prospect list in descending order of importance. Then focus all your time (literally) on your top ten prospects — you will be amazed by the results.

Each prospect receives a rating in each category 1-5 (5 being the highest). You need to determine the rating system for each category that makes the most sense for your organization. If you are a two-person organization with a low budget a major gift may be $20,000. If you’re the American Cancer Society you may be looking more at $1M.

	Capacity	This is the prospect’s capacity to make a major gift.You must decide what constitutes a major gift for your organization .Generally, it is a gift level that is worthy of one-on-one time with a prospect where you develop a specific return-on-investment for the gift.This is not an indication of what you think the prospect will invest in your organization - it is an indication of what you think the prospect COULD give.
	Relationship	This is an indication of this prospect’s relationship to your organization OR CAUSE.If this prospect is on your board it should be a five (5).If, for example, you are the American Cancer Society, and this prospect is a cancer survivor, the rating should be a five (5) even with no gift history .Develop a rating system to account for each number 1-5 that makes the most sense for your organization.
	Timing	Generally timing is always a five (5) unless you have specific knowledge otherwise.For example, we just received a major gift commitment last week … move down to a three (3).
	Gift History	What is this prospect’s giving history to your organization?You might determine that a five (5) on the rating scale indicates lifetime giving of $100,000+ or ten consecutive years in your Leadership Society.
	Philanthropic History	This is a measure of the prospect’s general willingness to give.Has he or she supported other organizations?Is it a foundation (5)? … or does this prospect have short arms and deep pockets (1)?
	QPI	Qualified Prospect Index:The sum weighted total of ratings in each of the five categories.You need to visit with anyone 90 and higher today!
	Relationship Manager	This is the person within your organization that manages the relationship — does not have to be the point of contact but must responsible for thinking about this prospect every day.
	Natural Partner	This is a person, internal or external to your organization that has the closest relationship to the prospect.

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(from the) Bucket to the Bank

April 16, 2006 | Tom Suddes

While working with the SALES TEAM at Colorado College last week, one of their bright, young superstars, Robb Pike, came up with a great ‘CATCHPHRASE’ for moving from
‘IN PLAY’ to actually getting the AREA OF INTEREST and DOLLAR AMOUNT ON THE TABLE.

He called it ‘DOLLARS IN THE BUCKET’.

[Getting the AREA OF INTEREST is the BUCKET; the DOLLARS reflect a realistic investment amount.]

Then, it was pretty easy for us to move from:

‘DOLLARS IN THE BUCKET’ … to … ‘DOLLARS IN THE BANK’

Here’s my SIMPLE 1, 2, 3 for moving prospects at the top of your MASTER PROSPECT LIST to a COMMITMENT … AT THIS GIVEN MOMENT!

‘IN PLAY’
- Take ACTION!
- PRE-DISPOSE!!
- Get VISIT Scheduled!
- Do DISCOVERY (maybe even on the VISIT)
‘PRESENT THE OPPORTUNITY’
- Get $$$ in the BUCKET!
- Get a ‘NUMBER on the TABLE’ … in a SPECIFIC AREA of INTEREST
- No ‘FUZZINESS’ about WHY you are with them!!!
- Create SENSE OF URGENCY
‘COMMITTED’
- Get the COMMITMENT!
- $$$ in the BANK!
- Put it in WRITING! (You to them; them to you.)