I first used this concept in 1984 on an Economic Development effort in Akron, Ohio. (I still have my little cheat sheet). The leadership had been told by all the other ‘consulting firms’ that they could maybe raise $1.5 Million, at the most. My brother John and I walked into the board and asked them how much they really needed over the five years to deliver what they were promising. That number was $4.3 Million.
That became the goal (we didn’t know any better!) Then, we made a Master Prospect List. (We might have called it somehting else, but that’s what it is). Then we matched it to the funding pyramid. Then we asked everybody for their corresponding investment at the level that was required by the ‘pyramid’. If I remember correctly we ended up raising over $5 Million on the $4.3 Million goal (on what was supposed to be a $1.5 Million max). Not bad.
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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.
]]>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. ]]>
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.)
