As a speaker and trainer, I get into a "zone" and when I get interrupted, sometimes it's tough to get back into the groove. This happened to me twice within a week by two well-known dignitaries.
A few weeks ago, I was invited to a retreat for Make-A-Wish in San Diego. I was just warming up when the President of the San Diego Padres baseball team showed up to accept an award. We were at Petco Park and I was certainly happy to wait to continue!
Then thanks to a very generous invitation from Kevin P. Martin Jr., Kevin P Martin & Associates, P.C. I was delivering the keynote at his Not-For-Profit Philanthropy Summit in Boston. Who interrupted me? The Mayor!
He talked for about 35 minutes. When I asked what he said, someone replied, "Whatever an Irish-heritage politician running for re-election in Boston usually talks about." He talked about volunteerism, the importance of nonprofits in this economy and the safety net they provide.
When I came back to speak, Kevin pulled a great surprise on me. We were in a very elegant ballroom at the Intercontinental Hotel in front of Board members and executives from major nonprofits throughout the area. He dressed his staff in black, arranged my book in tiers on silver platters and then proceeded to deliver them to each person in the audience! Thanks Kevin; you made my book look very appetizing!
Monday, June 29, 2009
Finding Buried Treasure in Your Own Backyard
Could you find new "treasure" among your Board members or your donors? At a recent Board Retreat, my mission was to motivate Board members into revealing prospects for a new campaign and to train them to contact these prospects for the organization.
I asked the Executive Director to choose 5 people who were very important to the organization - the Board did not know any of them. The staff then chose one large donor and I gave them an exercise in which they were asked questions about the donor's personal and business life. The more questions they could answer the higher the score. Like many of my clients, they rated below 50%. My rule is: You need to score at least 76% before you can make an ask for anything.
During this same program, one of the most prominent businessmen in the city told the group one reason that he donated was because his mother loved the organization. "However, no one at the organization has visited me. And, I know and see often at least seven Board members here, and not one of you has asked me to participate." He was definitely buried gold!
However, as part of my Board program, the organization uncovered 159 new names and each one is connected to someone involved with the organization. In addition, they received training to know what to say and how to partner with the staff to approach these prospects!
The moral of this story: You don't always need to go outside your organization to get the new prospects you need to raise more money!
Happy prospecting!
I asked the Executive Director to choose 5 people who were very important to the organization - the Board did not know any of them. The staff then chose one large donor and I gave them an exercise in which they were asked questions about the donor's personal and business life. The more questions they could answer the higher the score. Like many of my clients, they rated below 50%. My rule is: You need to score at least 76% before you can make an ask for anything.
During this same program, one of the most prominent businessmen in the city told the group one reason that he donated was because his mother loved the organization. "However, no one at the organization has visited me. And, I know and see often at least seven Board members here, and not one of you has asked me to participate." He was definitely buried gold!
However, as part of my Board program, the organization uncovered 159 new names and each one is connected to someone involved with the organization. In addition, they received training to know what to say and how to partner with the staff to approach these prospects!
The moral of this story: You don't always need to go outside your organization to get the new prospects you need to raise more money!
Happy prospecting!
YAHOO'S goodreads - check out my book reviews
Many of you know how curious I am about others. I decided be curious about myself and Googled my name. (I'm sure most of you have done that too. ) I was surprised to find my book reviewed on YAHOO's GoodReads site.. Two women, Mary Turner and Sue enjoyed it.
Here are their comments:
05/28/09 - Mary Turner rated it:
Read in May, 2009
There were times when I felt a little silly reading this book simply because the narrative, solely used as a vehicle to apply the lessons in a possible life scenario, was a bit corny. Nevertheless, the lessons were highly applicable to the work I do and to non-profit management in general and the narrative made it digestible and memorable. I actually identified with the main character, ED Oscar, who often looks for shortcuts and feels VERY nervous about asking people for money or making people feel like they are just another step on your networking ladder.
Howard explains through the character of Victoria, Board Chair, that forming real relationships with stakeholders in your community and asking them to give back is the opposite of treating these stakeholders as a rung on your ladder. The strategies utilized by Oscar to create and develop these relationships were something anyone with a true will to improve their organization and leadership style could embrace. I am really glad I read it and plan to recommend it to my board members, as well as purchase organizational copies for members of the Executive Board. Whether you work in non-profit management or just want to work smarter, I highly recommend taking the short time to read this book. But now I will stop writing this review before I sound too much like a motivational speaker and start selling tickets...
05/27/09 - Sue rated it:
Read in May, 2009
While the story is framed around fundraising in a non-profit organization, the books lessons are applicable everywhere. Everything we do in our lives is build around relationships, and many of us in the non-profit arena don't think in those terms when it comes to our jobs. What I liked about this book is that more than anything is just reaffirms that the best work we can do is built on common sense.
And I really like it's presentation as a story instead of an academic format. Direct application is always so much more interesting than theory. (And I love theory!!)
If you want to join the discussion and add your review, I would appreciate it! Just login and you can create a community of people around you and the other books you are reading!
Here are their comments:
05/28/09 - Mary Turner rated it:
Read in May, 2009
There were times when I felt a little silly reading this book simply because the narrative, solely used as a vehicle to apply the lessons in a possible life scenario, was a bit corny. Nevertheless, the lessons were highly applicable to the work I do and to non-profit management in general and the narrative made it digestible and memorable. I actually identified with the main character, ED Oscar, who often looks for shortcuts and feels VERY nervous about asking people for money or making people feel like they are just another step on your networking ladder.
Howard explains through the character of Victoria, Board Chair, that forming real relationships with stakeholders in your community and asking them to give back is the opposite of treating these stakeholders as a rung on your ladder. The strategies utilized by Oscar to create and develop these relationships were something anyone with a true will to improve their organization and leadership style could embrace. I am really glad I read it and plan to recommend it to my board members, as well as purchase organizational copies for members of the Executive Board. Whether you work in non-profit management or just want to work smarter, I highly recommend taking the short time to read this book. But now I will stop writing this review before I sound too much like a motivational speaker and start selling tickets...
05/27/09 - Sue rated it:
Read in May, 2009
While the story is framed around fundraising in a non-profit organization, the books lessons are applicable everywhere. Everything we do in our lives is build around relationships, and many of us in the non-profit arena don't think in those terms when it comes to our jobs. What I liked about this book is that more than anything is just reaffirms that the best work we can do is built on common sense.
And I really like it's presentation as a story instead of an academic format. Direct application is always so much more interesting than theory. (And I love theory!!)
If you want to join the discussion and add your review, I would appreciate it! Just login and you can create a community of people around you and the other books you are reading!
Monday, June 8, 2009
Conversation Stoppers
If nothing else, the folks at Southwest are entertaining and innovative marketeers.
I'm a big fan of their airlines and have been flying them since they used stickers on your boarding passes for seat assignments!
I just got these great sayings from them. These are great when you're on the plane and want to hide out (which I never do)!
"I am sorry, I cannot talk with you - I have given up face-to-face conversation as a personal experiment."
Find the map in the Spirit magazine and say "Sorry, I'm memorizing the codes for all the airports Southwest flies to, in reverse alphabetical order."
"I can' really talk with anyone until I've had two drinks, and I always stop after my first."
I'm a big fan of their airlines and have been flying them since they used stickers on your boarding passes for seat assignments!
I just got these great sayings from them. These are great when you're on the plane and want to hide out (which I never do)!
"I am sorry, I cannot talk with you - I have given up face-to-face conversation as a personal experiment."
Find the map in the Spirit magazine and say "Sorry, I'm memorizing the codes for all the airports Southwest flies to, in reverse alphabetical order."
"I can' really talk with anyone until I've had two drinks, and I always stop after my first."
Two Great Student Successes
Since I left consulting to go into training, I've met a lot of great people, heard a lot of great stories and enjoyed my travels. But I miss the one thing I had with ongoing clients - the thrill of watching them connect with people and meet their goals.
Last week, I had two terrific stories that gave me a lot of satisfaction. I taught a three-part Master's Series taking participants through basic relationship-building to establishing a Partnership Council.
One Executive Director tole me she called a Board Member to meet about paying his yearly dues. However, she focused on connecting and found out he was a spiritual healer and she had a son who was ill. He offered to help her son . . .and also wrote a $60,000 check to the organization!
In another agency, I coached the ED, development director and board through three trainings and now they are well on their way to establishing a Council. The board members have fully embraced going out in the community and connecting. One of them said to me, "This process has been fun. I can grow as a "human being" and can help others grow too!
In the next few weeks we will have these stories on our website as case histories. Like all teachers which I was in the 60's and am now, we like to know that we have value and impact on others' lives!
Last week, I had two terrific stories that gave me a lot of satisfaction. I taught a three-part Master's Series taking participants through basic relationship-building to establishing a Partnership Council.
One Executive Director tole me she called a Board Member to meet about paying his yearly dues. However, she focused on connecting and found out he was a spiritual healer and she had a son who was ill. He offered to help her son . . .and also wrote a $60,000 check to the organization!
In another agency, I coached the ED, development director and board through three trainings and now they are well on their way to establishing a Council. The board members have fully embraced going out in the community and connecting. One of them said to me, "This process has been fun. I can grow as a "human being" and can help others grow too!
In the next few weeks we will have these stories on our website as case histories. Like all teachers which I was in the 60's and am now, we like to know that we have value and impact on others' lives!
Friday, May 15, 2009
I've been everywhere. . .
I feel like that hotel commercial that says "I've been everywhere man!" In the last few weeks, I've traveled to Santa Rosa and Riverside CA; Nashville; Montgomery, Mobile and Birmingham Alabama, Abilene, Dallas and Austin Texas!
Usually I come zooming in on a plane, have dinner with my hosts, deliver the training, speech or board retreat and leave that night or early the next morning. Some days I wonder if I know where I am.
I had a break in my schedule in Montgomery and a great lady, Lydia Pickett, Director - Montgomery Area Nonprofit Resource Center of Alabama decided I needed to see historic Montgomery.
I had a fascinating tour of Civil War and Civil Rights History including: the Confederate White House; the striking black granite Civil Rights Memorial which honors those who lost their lives during the Civil Rights Movement and The Dexter Avenue King Memorial Baptist Church & Parsonage, the church where Dr. Martin Luther, King, Jr. pastored from 1954-1960 and began his quest for civil rights. I met a wonderful gentleman, the current pastor, Rev. Michael F. Thurman. What a legacy to uphold! He was so surprised when he took over that he still found personal items from Rev. King in the drawers. The pews are the same that were there when the church was built and during Rev. King's time.
I am a history buff and a lot of this happened in my lifetime. I think it's very gratifying to see how far we have come from a Confederate White House to a black president in the White House.
It's also a great salute to Southern hospitality that this busy lady would take the time to be sure I wasn't lonely during my time off. She was a great tour guide and I have a new appreciation for this historic town.
Usually I come zooming in on a plane, have dinner with my hosts, deliver the training, speech or board retreat and leave that night or early the next morning. Some days I wonder if I know where I am.
I had a break in my schedule in Montgomery and a great lady, Lydia Pickett, Director - Montgomery Area Nonprofit Resource Center of Alabama decided I needed to see historic Montgomery.
I had a fascinating tour of Civil War and Civil Rights History including: the Confederate White House; the striking black granite Civil Rights Memorial which honors those who lost their lives during the Civil Rights Movement and The Dexter Avenue King Memorial Baptist Church & Parsonage, the church where Dr. Martin Luther, King, Jr. pastored from 1954-1960 and began his quest for civil rights. I met a wonderful gentleman, the current pastor, Rev. Michael F. Thurman. What a legacy to uphold! He was so surprised when he took over that he still found personal items from Rev. King in the drawers. The pews are the same that were there when the church was built and during Rev. King's time.
I am a history buff and a lot of this happened in my lifetime. I think it's very gratifying to see how far we have come from a Confederate White House to a black president in the White House.
It's also a great salute to Southern hospitality that this busy lady would take the time to be sure I wasn't lonely during my time off. She was a great tour guide and I have a new appreciation for this historic town.
Thursday, April 23, 2009
Make-A-Wish Conference
I just came back from a great time in Nashville at Make-A-Wish Foundation's Mid-Year Leadership Council and 3rd Quarter Board Meetings plus Wish and Development, Marketing & Communications Combined Conference.
As you can imagine there was a lot going on during the week-long event. I conducted a workshop on relationship-building and a second one on “More Eventful Events; Turn Event Supporters into Major Donors.” I stayed an extra day, visited other sessions and talked to lots of people in the hallways and answered questions.
I also toured old Nashville with the group – it was a cross between Key West and New Orleans with lots of bars and lots of music! I felt like part of the Make-A-Wish family.
It struck me how Make-A-Wish volunteers and staff were very open to new ideas and challenging the old ways. This was a big part of the conference. Was this is part of their culture and/or a reaction to the times? The participants included national and local chapter executives, program staff, development staff and national and local board members.
For Make-A-Wish, everyone has a role in establishing relationships. I thought it was interesting that the program staff have a lot of relationship-building responsibility. They need these connections in order to make wishes happen through a wide range of venues including airlines, hotels, celebrities, their agents and families, etc.
Many chapters talked about how to get off the event “Tee” and within the events, use them as a platform for major and planned gifts and relationship-centered development. Once they refocused what the event was for, one chapter quadrupled its revenue over six years.
Some of their crucial conversations focused around: How do you change your event focus? How do you diversify your fundraising portfolio? How do you create a relationship-centered process when third-parties hold the event and raise the money for you? How do you return to lead donors via board members and to get the board to “hug” these donors?
One of their major donors and a national board member attended my workshops. She told me later; “I thought I knew the other board members and major donors, but after doing the exercises in your workshop, I wonder how much I really know about them. That was an eye-opener!”
My thanks to Elizabeth for bringing me into her family!
As you can imagine there was a lot going on during the week-long event. I conducted a workshop on relationship-building and a second one on “More Eventful Events; Turn Event Supporters into Major Donors.” I stayed an extra day, visited other sessions and talked to lots of people in the hallways and answered questions.
I also toured old Nashville with the group – it was a cross between Key West and New Orleans with lots of bars and lots of music! I felt like part of the Make-A-Wish family.
It struck me how Make-A-Wish volunteers and staff were very open to new ideas and challenging the old ways. This was a big part of the conference. Was this is part of their culture and/or a reaction to the times? The participants included national and local chapter executives, program staff, development staff and national and local board members.
For Make-A-Wish, everyone has a role in establishing relationships. I thought it was interesting that the program staff have a lot of relationship-building responsibility. They need these connections in order to make wishes happen through a wide range of venues including airlines, hotels, celebrities, their agents and families, etc.
Many chapters talked about how to get off the event “Tee” and within the events, use them as a platform for major and planned gifts and relationship-centered development. Once they refocused what the event was for, one chapter quadrupled its revenue over six years.
Some of their crucial conversations focused around: How do you change your event focus? How do you diversify your fundraising portfolio? How do you create a relationship-centered process when third-parties hold the event and raise the money for you? How do you return to lead donors via board members and to get the board to “hug” these donors?
One of their major donors and a national board member attended my workshops. She told me later; “I thought I knew the other board members and major donors, but after doing the exercises in your workshop, I wonder how much I really know about them. That was an eye-opener!”
My thanks to Elizabeth for bringing me into her family!
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