Friday, March 28, 2008

It's Amazing What People Will Tell You

Recently, as part of a relationship centered training course at Pepperdine University, as part of a team building exercise, here's what we heard:

"I'm a direct descendant of George Washington"
"I was a professional beach volleyball player for 16 years."
"I was in prison."
"My grandmother is a fundraiser and knows people like Bill Gates well."
"My husband is 30 years older than I am."
"I've been a bodybuilder for 20 years" (a female)

How do you uncover this information? Most of it comes from sharing information - Mike James in my office likes to kick off a conversation by telling people he lives next door to his third-grade teacher.

When I was a consultant, I had a client who was resisting all of my efforts to help her. Finally, I decided to move our relationship to another level. One day, I called and said, "Let have lunch together."

During the lunch, I was careful not to talk about business. She told me that her great love was throwing pottery. She was so enthusiastic about her hobby that she took me on a tour of her studio and then showed me some of her pieces at a gallery.

I had worked with her for months and never saw this part of her life. Once I did , it made all the difference in our relationship. We were able to forge a collaborative partnership and her efforts to build a new leadership group were successful.


Give it a try...
Comment back here with your results.


This is Marshall Howard reminding you . . . giving goes where the relationship flows.

Monday, March 24, 2008

Go For The Glow!

I just finished a fascinating article from The New York Times titled "What Makes People Give." I was excited to read about the research from several prominent economists about why people give and the payoffs they receive. According to the article, people give to get the "warm-glow" of giving.

This confirms what I have always believed...People decide emotionally and justify logically. The emotional payoff for givers is an investment in feeling good. People aren't giving money merely to help families, they are giving to get the feeling that comes with it. They must have both.

My research has shown that, giving back to your donors emotionally pays off 10-fold. Simply reporting how many families your organization has helped does not create an emotional impact or even a cool glow.

Try this...First, have each board member send five handwritten note cards. Second, have board member call everyone they sent a card to. Just connect, don't ask for anything. Have the board member find out something about your donor as a person and share something about themselves.

Give it a try...
Comment back here with your results.


This is Marshall Howard reminding you . . . giving goes where the relationship flows.

Monday, March 17, 2008

Whose Job Is It?

Within every level, from administrative assistants to board members, I've found that organizations that encourage collaborative relationship building, operate at peak performance.

In fact, several United Ways in Delaware, Dayton OH, Mobile AL, Tallahassee FL and even in the smaller community of Lakeland FL, have made an organization-wide commitment to identify and cultivate everyone they come in contact with. For them, building relationships is not a phrase, it's an action... with repeatable, measurable results.

These United Ways have learned how to transform board members into relationship ambassadors, the CEO into the relationship advocate, and staff into relationship stewards. This type of culture has made an incredible impact on the communities they serve.

Call me Toll-Free at 877-320-9202...
I'll tell one thing that you can do today
that'll make a huge difference.


This is Marshall Howard reminding you . . . giving goes where the relationship flows.

Friday, March 14, 2008

My TGIF Tip

Do you want to build stronger, more collaborative relationships?


Be More Open and Vulnerable

Reveal what your organization does well plus one or two challenges you face beyond raising money. Don’t hide behind the mission. Let your donor know who YOU are as a person, parent, and citizen. Vulnerability shows honesty and honesty builds trust.

Give it a try...
Comment back here with your results.


This is Marshall Howard reminding you . . . giving goes where the relationship flows.

Wednesday, March 12, 2008

An Easy Way to Connect On The Phone

If you want to instantly connect, try this.....
Start by introducing yourself, then immediately become less formal. Relax and say "Is this a bad time for us to talk?" Let your true curiosity ring through. Share some things about yourself. Remember to use an inviting tone that draws them into your discussion.

Ask them questions such as...

If they are retired...
How long have you been retired?
How do you enjoy your time now that you have a less structured schedule?

If they are in banking...
How long have you been in banking?
Are you from here originally?

Enjoy the conversation. I'm sure you'll be surprised at what you learn. Your only goal is is to leave the conversation feeling more connected to the other person.

Give it a try...
Comment back here with your results.


This is Marshall Howard reminding you . . . giving goes where the relationship flows.

Friday, March 7, 2008

That's why they call it ...Union Station

I followed my own advice toady. I took Regina Birdsell, President / CEO from the Center For Nonprofit Management in Los Angeles to lunch. This was the first time we had ever met. We decided on Traxx, a fun restaurant inside Union Station.

As I have mentioned in previous blogs I left this lunch feeling totally energized. Our one hour lunch turned into a 2 hour conversation. I bet you would like to be a fly on the wall...well here goes.

I came to lunch without an agenda. Well actually, I invited her to lunch because I was curious about her and the organization. Our conversation flowed very much like George and Oscar's in my learning novel, "Let's Have Lunch Together."

We quickly discovered we had lots of things in common. She had worked for ABC and I had worked for CBS. We also discovered we both knew some of the same people.

The most compelling part of our conversation was the notion that nonprofit leaders have a tendency to lock away their biggest asset - the one that motivates others to help them. We discussed that if nonprofit professionals show who they are as person first and connect, people will inevitably ask, how can I help you.? That's what she asked me at the end of our time together.

Once again - Connect First...
Be yourself not just the information messenger.


This is Marshall Howard reminding you . . . giving goes where the relationship flows.

Thursday, March 6, 2008

Can You Here Me Now

This week I had an eyeopening conversation with a Director of Community Services at the national office of a multi-chapter organization.

I was curious. I asked her, "What's the single biggest challenge you have helping your local offices?" She barely missed a beat and replied..."Since all of our chapters are "independent" we struggle, to build a stronger support network between our staff and our community offices nationwide - marketing, branding, fundraising, and resource development."

This is a challenge that I've heard consistently for the last 24 years...So, I gave her this tip.

"The solution to your challenge is to make you local executive directors, staffs, and boards trust you and feel safe. Try this. Start by getting to know one new thing about your chapter directors each and every time you talk to them. At the same time share something about you in return."

Discover Something New...
Focus on Their Treasures and Passions.



This is Marshall Howard reminding you . . . giving goes where the relationship flows.