Usually at this time of year, it's quiet and I enjoy a little vacation time and family celebrations.
However, this year, we used the time to create new products that will take people far beyond the book! I'll announce this exciting venture in just a few weeks.
In the meantime, Happy New Year to all of my friends and colleagues. As we slowly pull out of what has certainly been a daunting economic time, I'm looking forward to new opportunities.
I invite everyone to look around, enjoy the positive people around you and continue to reach out. You never know what great stories people have to tell and what resources they may offer you.
My very best wishes for a great 2010!
Thursday, December 31, 2009
Tuesday, December 22, 2009
Taking "Let's Have Lunch Together" to a new level
I recently worked with Anne Ready, head of a media training firm in Los Angeles. For more than 25 years, READY FOR MEDIA has coached thousands of corporate executives, celebrity spokespeople, authors, doctors, lawyers and many others to be concise, credible and compelling.
Years ago, she realized her dream to work and live at the beach. She bought a beautiful house right on the sand at Topanga Canyon and Pacific Coast Highway.
Of course, I gave her my book and she became a star student.
After reading my book, Anne told me, "I decided to take a very personal approach and invite guests to have lunch at my Malibu beach house. I cook lunch and make it very special."
From the book, she also learned to make sure the meeting was 60% personal and 40% business.
"My first guest mentioned other client referrals while she was here at lunch. Thanks Marshall, you helped me present myself in a whole new, more meaningful way!"
Thanks to Anne for her story. To check out her media services click here.
Years ago, she realized her dream to work and live at the beach. She bought a beautiful house right on the sand at Topanga Canyon and Pacific Coast Highway.
Of course, I gave her my book and she became a star student.
After reading my book, Anne told me, "I decided to take a very personal approach and invite guests to have lunch at my Malibu beach house. I cook lunch and make it very special."
From the book, she also learned to make sure the meeting was 60% personal and 40% business.
"My first guest mentioned other client referrals while she was here at lunch. Thanks Marshall, you helped me present myself in a whole new, more meaningful way!"
Thanks to Anne for her story. To check out her media services click here.
Tuesday, December 8, 2009
Review of "Let's Have Lunch Together"
"Let's Have Lunch Together" is full of "specific, effective strategies and problem- solving ... well worth reading and adopting."
I don't often get a reader to review my book, especially to his or her entire community. Thanks to Don Mathis, President and CEO of Community Action Partnership for his generous review of “Let’s Have Lunch Together” in the Fall 2009 issue of “The Promise.” After my recent keynote at their national conference in Philadelphia, many of the CAP leaders have enthusiastically embraced these principles of relationship-building.
Here’s a synopsis of Don’s review: “Thoughtful, easy-to-understand strategy for fundraising, board and resource development and strengthening any agency’s viability and sustainability.
“Howard . . .makes a compelling case that it’s essential for nonprofit executives and leaders to build and maintain close relationships with potential funders, board members, policymakers and a wide variety of people-with-influence. . . . it’s equally important for the agency’s leader to build, nurture and expand the number of strong personal relationships.
The book describes specific, effective strategies and problem-solving techniques that are well-worth reading and adopting. Howard makes his book fun to read and reflect on.”
I appreciate his kind words!
I don't often get a reader to review my book, especially to his or her entire community. Thanks to Don Mathis, President and CEO of Community Action Partnership
Here’s a synopsis of Don’s review: “Thoughtful, easy-to-understand strategy for fundraising, board and resource development and strengthening any agency’s viability and sustainability.
“Howard . . .makes a compelling case that it’s essential for nonprofit executives and leaders to build and maintain close relationships with potential funders, board members, policymakers and a wide variety of people-with-influence. . . . it’s equally important for the agency’s leader to build, nurture and expand the number of strong personal relationships.
The book describes specific, effective strategies and problem-solving techniques that are well-worth reading and adopting. Howard makes his book fun to read and reflect on.”
I appreciate his kind words!
Tuesday, December 1, 2009
Taking time to stay in touch
I had a delightful lunch with two charming young people Saturday. Kristen Schultz of Crescendo Interactive, Inc..,gift planning software, and Chris Jaarda, who works in politics in Washington, D.C.
Without taking my course, Chris already practices what I teach - making time for what's important, not urgent.
He starts his day by checking in with his boss for 20 minutes, telling him what he's working on, what he knows and what he's heard. Then he checks in with his co-workers and spends another hour calling people who are important to his career.
"I don't even turn on my computer to check email until 10:00 a.m.," he told me. "By this time. I already know everything that's important. I've always worked this way and don't know any other way to work."
Chris has built up a wide network of contacts and many important relationships in his career. I predict great success for him!
Without taking my course, Chris already practices what I teach - making time for what's important, not urgent.
He starts his day by checking in with his boss for 20 minutes, telling him what he's working on, what he knows and what he's heard. Then he checks in with his co-workers and spends another hour calling people who are important to his career.
"I don't even turn on my computer to check email until 10:00 a.m.," he told me. "By this time. I already know everything that's important. I've always worked this way and don't know any other way to work."
Chris has built up a wide network of contacts and many important relationships in his career. I predict great success for him!
Wednesday, November 25, 2009
Fascinating Leader
Thanks to the Connecticut Association of Nonprofits, I addressed the state conference Monday. The keynote address was delivered by Bill Strickland, who, like me is a jazz lover and LP record collector.
He gave an inspiring address, woven with stories from his remarkable background from at-risk youth to 1996 MacArthur "Genius" grant recipient and visionary social change leader.
As President and CEO of Manchester Bidwell Corporation and its subsidiaries, Manchester Craftsmen's Guild (MCG), and Bidwell Training Center (BTC, Bill has turned his centers into a national model for education, culture and hope.
Here's (a paraphrase from my memory) a comment he made. "I would never send my child to a school where the students have to pass through a metal detector. This is not a place that respects the pupils."
I was impressed by his vision to create what one reporter called an "oasis in depressed Manchester, a refuge with a door that opens on a better future." He had world-class artists and architects create phenomenal surroundings since he believes that "environment drives behavior."
His education and training centers have remarkable results - here are a few examples: "students at the greenhouse are learning skills that will land them real jobs in horticulture/agricultural industries, and there is a byproduct: The prize-winning orchids they grow are sold to local florists and Giant Eagle and Whole Foods stores. MCG Jazz has released three DVDs and 32 jazz CDs, four of which won Grammy Awards. These products don't just generate income and public relations benefits; they engender pride in the students, young and old.
Of course, I loved the stories about the jazz musicians who have visited his studio and concert hall; Dizzy Gillespie recorded a song and then gave the rights to the school!
Now, Bill and a team are replicating these centers around the county and around the world! As a father, whose son just finished high school in a good district outside Los Angeles, I believe that providing quality education is the only way this nation will succeed on a global basis. There are too many hidden, talented students being ignored by the current system where they get lost.
Bill's success has been driven by his ability to build relationships with people from all walks of life. His philosophy mirrors mine - for instance he says, “You go to a community's business leaders and speak their language. You don't go in asking for a sponsorship. You explain, 'This is what I can do for you.' You offer a partnership."
Thanks Bill, for a great experience. To read more click here
He gave an inspiring address, woven with stories from his remarkable background from at-risk youth to 1996 MacArthur "Genius" grant recipient and visionary social change leader.
As President and CEO of Manchester Bidwell Corporation and its subsidiaries, Manchester Craftsmen's Guild (MCG), and Bidwell Training Center (BTC, Bill has turned his centers into a national model for education, culture and hope.
Here's (a paraphrase from my memory) a comment he made. "I would never send my child to a school where the students have to pass through a metal detector. This is not a place that respects the pupils."
I was impressed by his vision to create what one reporter called an "oasis in depressed Manchester, a refuge with a door that opens on a better future." He had world-class artists and architects create phenomenal surroundings since he believes that "environment drives behavior."
His education and training centers have remarkable results - here are a few examples: "students at the greenhouse are learning skills that will land them real jobs in horticulture/agricultural industries, and there is a byproduct: The prize-winning orchids they grow are sold to local florists and Giant Eagle and Whole Foods stores. MCG Jazz has released three DVDs and 32 jazz CDs, four of which won Grammy Awards. These products don't just generate income and public relations benefits; they engender pride in the students, young and old.
Of course, I loved the stories about the jazz musicians who have visited his studio and concert hall; Dizzy Gillespie recorded a song and then gave the rights to the school!
Now, Bill and a team are replicating these centers around the county and around the world! As a father, whose son just finished high school in a good district outside Los Angeles, I believe that providing quality education is the only way this nation will succeed on a global basis. There are too many hidden, talented students being ignored by the current system where they get lost.
Bill's success has been driven by his ability to build relationships with people from all walks of life. His philosophy mirrors mine - for instance he says, “You go to a community's business leaders and speak their language. You don't go in asking for a sponsorship. You explain, 'This is what I can do for you.' You offer a partnership."
Thanks Bill, for a great experience. To read more click here
Tuesday, November 3, 2009
Small Town Fundraising - Montana-style
Thanks to some great new friends, Paul Kink and his wife Diane Rupert-Thomas, I have been visiting that beautiful state. Paul told me recently about how powerful a relationship is and how a phone call can lead to something much bigger.
"I go back about 35 years with this ranching family in Phillipsburg and there are only 400 - 500 people in that little town. The father survived cancer and now his 10-year old has cancer in the brain," Paul told me.
Several people decided to raise money, Montana-style, for their medical expenses with team roping (228 cowboys showed up); mountain biking; run/walks, and in the evening, a silent auction and barbecue.
"It was amazing, there were about 400 people there and they raised $100,000," Paul said.
This was an entirely community-effort - no marketing person, no executive director; just people putting up posters all over the county and calling everyone they knew.
"We didn't know we couldn't do it," Paul said.
Paul told me this story because he knows I love to hear about the power of relationships and I think, that in smaller areas, this is more powerful than anywhere else.
Click on the link or Copy and Paste the address into your internet browser window.
http://www.missoulian.com/news/state-and-regional/article_25d74eb6-a343-11de-a136-001cc4c002e0.html
"I go back about 35 years with this ranching family in Phillipsburg and there are only 400 - 500 people in that little town. The father survived cancer and now his 10-year old has cancer in the brain," Paul told me.
Several people decided to raise money, Montana-style, for their medical expenses with team roping (228 cowboys showed up); mountain biking; run/walks, and in the evening, a silent auction and barbecue.
"It was amazing, there were about 400 people there and they raised $100,000," Paul said.
This was an entirely community-effort - no marketing person, no executive director; just people putting up posters all over the county and calling everyone they knew.
"We didn't know we couldn't do it," Paul said.
Paul told me this story because he knows I love to hear about the power of relationships and I think, that in smaller areas, this is more powerful than anywhere else.
Click on the link or Copy and Paste the address into your internet browser window.
http://www.missoulian.com/news/state-and-regional/article_25d74eb6-a343-11de-a136-001cc4c002e0.html
Monday, November 2, 2009
Listen to a recent podcast
I am now officially one of the Pepperdine people. Before my Leadership series talk a few weeks ago at Seaver College, Pepperdine University, I recorded an interview with Dr. Regan Schaffer on the fundamentals of relationships.
You can listen to this podcast via this link
You’ll see it as Episode 24.
Enjoy!
You can listen to this podcast via this link
You’ll see it as Episode 24.
Enjoy!
Thursday, October 15, 2009
Great New Idea
I love learning from my students! One of the astute participants in the Ventura County Community Foundation workshop a few weeks ago sent me this tip:
"At the next Board meeting, I want everyone to get know each other better.
I want to learn personal information that is not readily apparent. I'm going to ask them to put a an interest of theirs under their name (instead of the business). For instance, under my name, instead of Executive Director, I would write Gardener. Thanks Marshall for inspiring us to get to know others in a different way!"
I think this is a great idea and will lead to a lot of interesting discussions on a personal level among her Board members.
"At the next Board meeting, I want everyone to get know each other better.
I want to learn personal information that is not readily apparent. I'm going to ask them to put a an interest of theirs under their name (instead of the business). For instance, under my name, instead of Executive Director, I would write Gardener. Thanks Marshall for inspiring us to get to know others in a different way!"
I think this is a great idea and will lead to a lot of interesting discussions on a personal level among her Board members.
American Humanics at Pepperdine
There is a great program preparing college students for nonprofit management - American Humanics. I have worked with a number of their chapters around the country and love interacting with our future leaders. Next week, I am returning to Pepperdine University here in Malibu as part of their Nonprofit Leadership Program.
This is an extended version of what used to be called the American Humanics Scholars at Pepperdine. The program encompasses a minor in nonprofit management, an American Humanics Scholars certificate in nonprofit management, a Nonprofit Summer Institute, the Nonprofit Professional Education Project, internships, and the speaker series.
http://www.pepperdine.edu/pr/events/2009/october/marshall-howard.htm
I find the students as eager for relationship-building techniques as fundraising professionals - perhaps even more so, since this is a crucial skill to securing a job.
I will be interviewed on a podcast as well and will post the link here next week for everyone to listen!
This is an extended version of what used to be called the American Humanics Scholars at Pepperdine. The program encompasses a minor in nonprofit management, an American Humanics Scholars certificate in nonprofit management, a Nonprofit Summer Institute, the Nonprofit Professional Education Project, internships, and the speaker series.
http://www.pepperdine.edu/pr/events/2009/october/marshall-howard.htm
I find the students as eager for relationship-building techniques as fundraising professionals - perhaps even more so, since this is a crucial skill to securing a job.
I will be interviewed on a podcast as well and will post the link here next week for everyone to listen!
Monday, August 31, 2009
Ted Kennedy and Relationships
This weekend, while I was taking a mini-vacation in Ft. Lauderdale with friends, I watched the coverage of Ted Kennedy's funeral. I was struck by how many people of the opposite political views said they considered him a friend. When you examine why this is true, it's because he established a very personal relationship with them. One person said that Ted Kennedy was always the first person to call in a crisis and say, "What can I do to help? What do you need?"
After all, he could not connect with some of these colleagues on a political level, so he did it on a personal level. There's the lesson for all of us; no matter how different someone may be from us, we can all connect on the most basic, human level.
After all, he could not connect with some of these colleagues on a political level, so he did it on a personal level. There's the lesson for all of us; no matter how different someone may be from us, we can all connect on the most basic, human level.
Friday, July 10, 2009
CAN YOU TURN A $30 PER YEAR BOARD MEMBER INTO A $60,000 FUNDRAISER?
YES! HERE'S HOW
A few weeks ago, I promised you this story and now here is how one Executive Director did this!
I recently conducted a three-part, goBeyondhello Master’s Series training. Board members and key staff spent three days over four months learning and then perfecting their relationship skills.
One participant was exasperated after the second workshop, because he only heard me talking about donors. When I asked what to do with my board members, I said, "They are the same . . . connect, connect, connect."
"But I disagreed – I thought Board members should automatically want to support the mission and fundraising because, after all, they were on the Board. Yet, I had to beat up my 13 Board members just to get the $30 annual membership from them,” the participant complained..
Click here to read the rest of the story
<https://www.marshallhoward.com/CaseStudy04.pdf>
A few weeks ago, I promised you this story and now here is how one Executive Director did this!
I recently conducted a three-part, goBeyondhello Master’s Series training. Board members and key staff spent three days over four months learning and then perfecting their relationship skills.
One participant was exasperated after the second workshop, because he only heard me talking about donors. When I asked what to do with my board members, I said, "They are the same . . . connect, connect, connect."
"But I disagreed – I thought Board members should automatically want to support the mission and fundraising because, after all, they were on the Board. Yet, I had to beat up my 13 Board members just to get the $30 annual membership from them,” the participant complained..
Click here to read the rest of the story
<https://www.marshallhoward.com/CaseStudy04.pdf>
Monday, June 29, 2009
On a silver platter
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!
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!
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 told me about meeting a Board Member to discuss paying the yearly dues. However, by focusing on connecting and they found they had many connections in common. She offered to help his ill son . . .and also procured a $60,000 donation 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 told me about meeting a Board Member to discuss paying the yearly dues. However, by focusing on connecting and they found they had many connections in common. She offered to help his ill son . . .and also procured a $60,000 donation 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!
Tuesday, April 21, 2009
Nonprofit Resource Center of Alabama Summit.
Thanks to Molly McGregor, President/CEO of the Nonprofit Resource Center of Alabama (NRCA), I was invited to Birmingham for the 2009 “Extreme Makeover . . . Nonprofit Summit.”
This year, 260 people attended 21 breakouts over two days. Susan Sullivan, Associate Director, told me that since they kept their costs down, “we did well overall.”
Susan was a great hostess and took me to one of the best barbecue restaurants ever – great catfish!
While I was there, I attended other sessions and talked to people about what’s happening in Alabama. Susan said that the current mood in her state has gotten a little more optimistic.
However, her feeling is that many nonprofits will still need an “Extreme Makeover.”
“We are going to need better relationships and a better understanding of all the people we work with on a regular basis – beyond the business, including our own teams. We need better relationships in all of our collaborations,” she told me.
“We can’t just make cuts but need to be leaner and smarter about our operations. Now we have to be hands-on with our budgets and ask where is the revenue coming from and what are we spending it on? ,” Susan said.
Here’s a trend people are discussing in Alabama and beyond - agencies merging or collaborating with others that deliver similar services and programs. That was one of the topics at the Summit and recently at a separate NRCA workshop.
“Many nonprofits know this will be their future but they aren’t willing to talk about it yet. We are putting into practice the process you talked about by holding roundtables for people who deliver the same services. They have to get to know each other and trust each other before they can collaborate,” Susan said.
“I think the pressure to merge is going to come from funders such as the United Way and community foundations. To win grants, agencies will now have to prove they are different than others in their area. There will also be more emphasis on their outcomes both for private and government money!” Susan concluded.
I look forward to more of these conversations with Susan, Molly and other Alabama nonprofits when I return for three workshops May 18 (Mobile), May 20 (Birmingham) and May 22 (Huntsville).
This year, 260 people attended 21 breakouts over two days. Susan Sullivan, Associate Director, told me that since they kept their costs down, “we did well overall.”
Susan was a great hostess and took me to one of the best barbecue restaurants ever – great catfish!
While I was there, I attended other sessions and talked to people about what’s happening in Alabama. Susan said that the current mood in her state has gotten a little more optimistic.
However, her feeling is that many nonprofits will still need an “Extreme Makeover.”
“We are going to need better relationships and a better understanding of all the people we work with on a regular basis – beyond the business, including our own teams. We need better relationships in all of our collaborations,” she told me.
“We can’t just make cuts but need to be leaner and smarter about our operations. Now we have to be hands-on with our budgets and ask where is the revenue coming from and what are we spending it on? ,” Susan said.
Here’s a trend people are discussing in Alabama and beyond - agencies merging or collaborating with others that deliver similar services and programs. That was one of the topics at the Summit and recently at a separate NRCA workshop.
“Many nonprofits know this will be their future but they aren’t willing to talk about it yet. We are putting into practice the process you talked about by holding roundtables for people who deliver the same services. They have to get to know each other and trust each other before they can collaborate,” Susan said.
“I think the pressure to merge is going to come from funders such as the United Way and community foundations. To win grants, agencies will now have to prove they are different than others in their area. There will also be more emphasis on their outcomes both for private and government money!” Susan concluded.
I look forward to more of these conversations with Susan, Molly and other Alabama nonprofits when I return for three workshops May 18 (Mobile), May 20 (Birmingham) and May 22 (Huntsville).
Thursday, April 9, 2009
A TIME TO REFLECT
Asking a question good enough to ignite meaningful conversation is no easy task. Some professional questioners gave some very stimulating ways to move a discussion forward. These are great observations on having any conversation.
Larry Mantle, Host of “AirTalk,” weekdays 10 a.m.-noon on 89.3 FM KPCC:
What in your life touches you most? To what are you most emotionally open, and why? To what are you most closed?
“I think the answers to these questions say a great deal about a person…. I think one of the problems we have is an increasing unwillingness by many people to listen to people where they have a disagreement. It’s really important for all of us to analyze where we are closed. What are the things we won’t bother with, or are threatened by hearing? Life is so much more interesting, so much more dynamic when we expose ourselves to things outside of our bubbles.”
Krista Tippett, who produces and hosts “Speaking of Faith,” an American Public Media weekly radio show that airs in Los Angeles on Sunday afternoons on 89.3 FM KPCC.
“If I’m interviewing somebody, I really want to know what they have to say, and I want them to say it in the most articulate and compelling way. My role is not to sound tough, but to invite that,” said Tippett.
“So much of what passes for conversation or questioning in our public life actually shuts down what people might have to say. It puts them on the defensive and limits discussion,” she said.
Tippett engages in long conversations with her guests, following their lead as the discussion progresses.
“It’s a discipline, but a very rewarding discipline, to let yourself be guided by what answers come out. And it’s also a little scary, because you lose control,” Tippett said. “But that can be the amazing thing about conversation. There are things you can put into words in the presence of other people or in response to a question that you didn’t know you thought before.”
“The main thing in a conversation is curiosity and follow up. You have to have curiosity about the person you are talking to. Nobody likes anything more than talking about themselves. People love that, and they’re interested to say what they think. If you are interested to hear what they have to say, you’re already on second base. And the follow up requires listening — listening, listening, listening is probably the most important part.”I hope each one of you can take something from each of our professional conversationalists and use it in your own conversations - no matter who you are talking to!
Thursday, April 2, 2009
PARTNERING IN TOUGH TIMES
Thanks to John Lockhart at People Media in Los Angeles for this information on his client's donation. Look around your area - can you come up with some ideas to partner for mutual benefit?
Roadrunner Shuttle & Limousine Service Launches Community Engagement Campaign
Roadrunner Shuttle & Limousine Service Launches Community Engagement Campaign
Their shuttles plying the local freeways are familiar sights. But few Southern Californians know that Roadrunner has over 200 employees and is Ventura County's leading transportation provider, offering limo, bus and town car service in addition to its familiar shuttle vans. People Media has teamed with Roadrunner to offer wine tours at St. John's Seminary, and after school transportation to sporting events and practices for local students with its Playing After School Sports (PASS)™ program.Roadrunner will also offer use of a Roadrunner Shuttle for a few hours FREE per year to local non profits as they take board members and donors out on "field trips" to see their donor dollars in action. To be eligible for the free ride non profit organizations should FAX their 501c3 IRS letter to Roadrunner at (805) 389-8198.
Thursday, March 26, 2009
Great Lessons for Life
I don't usually read emails that my many friends and relatives send to everyone in the universe, but I was waiting for a document to print and glanced at this one. It's got a lot of great advice and will make you smile. I don't know where this came from originally but here's credit and thanks to Uncle Marvin!
HANDBOOK 2009
Health:
1. Drink plenty of water.
2. Eat breakfast like a king, lunch like a prince and dinner like a beggar.
3. Eat more foods that grow on trees and plants and eat less food that is manufactured in plants.
4. Live with the 3 E's -- Energy, Enthusiasm and Empathy.
5. Make time to pray.
6. Play more games.
7. Read more books than you did in 2008.
8. Sit in silence for at least 10 minutes each day.
9. Sleep for 7 hours.
10. Take a 10-30 minutes walk daily. And while you walk, smile.
Personality:
11. Don't compare your life to others'. You have no idea what their journey is all about.
12. Don't have negative thoughts or things you cannot control. Instead invest your energy in the positive present moment.
13. Don't over do. Keep your limits.
14. Don't take yourself so seriously. No one else does.
15. Don't waste your precious energy on gossip.
16. Dream more while you are awake.
17. Envy is a waste of time. You already have all you need.
18. Forget issues of the past. Don't remind your partner with mistakes of the past. That will ruin your present happiness.
19. Life is too short to waste time hating anyone. Don't hate others.
20. Make peace with your past so it won't spoil the present.
21. No one is in charge of your happiness except you.
22. Realize that life is a school and you are here to learn. Problems are simply part of the curriculum that appear and fade away
like algebra class but the lessons you learn will last a lifetime.
23. Smile and laugh more.
24. You don't have to win every argument. Agree to disagree.
Society:
25. Call your family often.
26. Each day give something good to others.
27. Forgive everyone for everything.
28. Spend time with people over the age of 70 & under the age of 6
29. Try to make at least three people smile each day.
30. What other people think of you is none of your business.
31. Your job won't take care of you when you are sick. Your friends will. Stay in touch.
Life:
32. Do the right thing!
33. Get rid of anything that isn't useful, beautiful or joyful..
34. GOD heals everything.
35. However good or bad a situation is, it will change.
36. No matter how you feel, get up, dress up and show up.
37. The best is yet to come.
38. When you awake alive in the morning, thank GOD for it.
39. Your Inner most is always happy. So, be happy.
Last but not the least:
40. Forward this to everyone you care about.
HANDBOOK 2009
Health:
1. Drink plenty of water.
2. Eat breakfast like a king, lunch like a prince and dinner like a beggar.
3. Eat more foods that grow on trees and plants and eat less food that is manufactured in plants.
4. Live with the 3 E's -- Energy, Enthusiasm and Empathy.
5. Make time to pray.
6. Play more games.
7. Read more books than you did in 2008.
8. Sit in silence for at least 10 minutes each day.
9. Sleep for 7 hours.
10. Take a 10-30 minutes walk daily. And while you walk, smile.
Personality:
11. Don't compare your life to others'. You have no idea what their journey is all about.
12. Don't have negative thoughts or things you cannot control. Instead invest your energy in the positive present moment.
13. Don't over do. Keep your limits.
14. Don't take yourself so seriously. No one else does.
15. Don't waste your precious energy on gossip.
16. Dream more while you are awake.
17. Envy is a waste of time. You already have all you need.
18. Forget issues of the past. Don't remind your partner with mistakes of the past. That will ruin your present happiness.
19. Life is too short to waste time hating anyone. Don't hate others.
20. Make peace with your past so it won't spoil the present.
21. No one is in charge of your happiness except you.
22. Realize that life is a school and you are here to learn. Problems are simply part of the curriculum that appear and fade away
like algebra class but the lessons you learn will last a lifetime.
23. Smile and laugh more.
24. You don't have to win every argument. Agree to disagree.
Society:
25. Call your family often.
26. Each day give something good to others.
27. Forgive everyone for everything.
28. Spend time with people over the age of 70 & under the age of 6
29. Try to make at least three people smile each day.
30. What other people think of you is none of your business.
31. Your job won't take care of you when you are sick. Your friends will. Stay in touch.
Life:
32. Do the right thing!
33. Get rid of anything that isn't useful, beautiful or joyful..
34. GOD heals everything.
35. However good or bad a situation is, it will change.
36. No matter how you feel, get up, dress up and show up.
37. The best is yet to come.
38. When you awake alive in the morning, thank GOD for it.
39. Your Inner most is always happy. So, be happy.
Last but not the least:
40. Forward this to everyone you care about.
Thursday, March 19, 2009
$20 MILLION - GOOD NEWS FOR THE ARTS
In one of the largest such gifts ever to the Los Angeles Music Center or any of its resident companies, Los Angeles philanthropist Glorya Kaufman donated $20 million to the Dance at the Music Center program, which was recently reported by The Los Angeles Times.
“It’s a record -- and, as far as we know, the largest gift to support dance ever in America,” Music Center President Stephen D. Rountree said.
“It’s a record -- and, as far as we know, the largest gift to support dance ever in America,” Music Center President Stephen D. Rountree said.
She is the widow of Donald Bruce Kaufman, founder with Eli Broad of the home construction and financing firm Kaufman & Broad, now KB Homes.
“We have a terrible economy, and what happens first is that all the arts disappear,” Kaufman told The Times. “And to me, dance is one of the most important that there is.”
Kaufman added that she hoped the endowment would generate funds to expand the dance series’ educational programs funded by the Glorya Kaufman Dance Foundation.
For example, Russian companies that want to tour are planning two and three years out, and we haven’t had the ability to commit to them because we didn’t know about the funding. Now we have the funding to bring companies to Los Angeles that might have come to New York, but no one on the West Coast could have afforded to bring them here.Kaufman’s grant is a catalyst for allowing the dance program to expand its educational and audience development efforts. Included on her list are technological experiments in live blogging -- perhaps inviting audience members backstage to talk with artists or production staff -- or group discussions at intermission via hand-held devices.
I think this is a great example of using a gift to make future plan to expand the current education and touring programs as well as a way to insure future success using technology! It's very encouraging in this rocky time to know that major gift patrons are still out there.
Tuesday, March 10, 2009
What Are You Doing for Your Stakeholders?
I've been reading other blogs and pr lately about the difficulty of creating an experience for our "customers" - our donors. Unlike the for profit world, which if they get people to touch it or try a product, they can usually make a sale.
I am going to tell you about a car dealer who offers innovative experiences and then about a nonprofit that's also creating an innovative experience.
On a plane flight recently, I met a fascinating man. He owns a number of car dealerships in the Midwest as well as a very large fleet business. To create a warm, wonderful experience for his customers he offers a free car wash, manicure and massage, - anytime. I think that creates two things - first, a way to get traffic into his "stores" where the relationship can be continued and a way for people to see the new "products." Second, these services create a "buzz" so that people talk about the dealerships with their friends.
On a similar note, a local church just announced a series of "networking" groups "Let's Connect." Their "Business Connection" is a collection of programs and services to help their congregants in this volatile business environment. In the challenging times that lay ahead The Business Connection connects congregants and their businesses with each other so they face the challenges together.
How does this help people see the "product"? The clergy are present, the meetings are in the church and the participants learn more about the "products." The congregants also meet with their fellow members on an ongoing basis, helping to build an relationship with each other (and with the church). Best of all these are emotional encounters.
I think the church, which is looking to hold onto its members and find donors for its capital campaign has found a great way to deliver wins to its stakeholders when they need them most!
I am going to tell you about a car dealer who offers innovative experiences and then about a nonprofit that's also creating an innovative experience.
On a plane flight recently, I met a fascinating man. He owns a number of car dealerships in the Midwest as well as a very large fleet business. To create a warm, wonderful experience for his customers he offers a free car wash, manicure and massage, - anytime. I think that creates two things - first, a way to get traffic into his "stores" where the relationship can be continued and a way for people to see the new "products." Second, these services create a "buzz" so that people talk about the dealerships with their friends.
On a similar note, a local church just announced a series of "networking" groups "Let's Connect." Their "Business Connection" is a collection of programs and services to help their congregants in this volatile business environment. In the challenging times that lay ahead The Business Connection connects congregants and their businesses with each other so they face the challenges together.
How does this help people see the "product"? The clergy are present, the meetings are in the church and the participants learn more about the "products." The congregants also meet with their fellow members on an ongoing basis, helping to build an relationship with each other (and with the church). Best of all these are emotional encounters.
I think the church, which is looking to hold onto its members and find donors for its capital campaign has found a great way to deliver wins to its stakeholders when they need them most!
Friday, March 6, 2009
How We Make Decisions
In a new book, "How We Decide," recently reviewed in the Los Angeles Times the author writes about how emotion and conscious reason combine.
Soren Kierkegaard and some philosophers acknowledged that there is a cognitive dimension to emotion, and later, that reason and emotion may not be entirely separate agencies. The author, Jonah Lehrer does not believe we should all operate like Mr. Spock, (a "hyper-rational" creature).
Interestingly, the author tells us that perfectly intelligent people are unable to make decisions, "even the most trivial ones, when their capacity for feelings are flattened as a result of brain disease or trauma."
According to the review, the book contains a heavy reliance on brain-imaging studies to see how the brain functions. The central point of the book is that by knowing how our minds work we can better use that part of our body. "Doubts are unpleasant turbulence to brains barreling toward conclusions. . . to improve our decision-making IQs we need to make an effort to nurture our inner skeptics."
Even more reason to season that relationship-building session with emotion and a sense of building trust!
Soren Kierkegaard and some philosophers acknowledged that there is a cognitive dimension to emotion, and later, that reason and emotion may not be entirely separate agencies. The author, Jonah Lehrer does not believe we should all operate like Mr. Spock, (a "hyper-rational" creature).
Interestingly, the author tells us that perfectly intelligent people are unable to make decisions, "even the most trivial ones, when their capacity for feelings are flattened as a result of brain disease or trauma."
According to the review, the book contains a heavy reliance on brain-imaging studies to see how the brain functions. The central point of the book is that by knowing how our minds work we can better use that part of our body. "Doubts are unpleasant turbulence to brains barreling toward conclusions. . . to improve our decision-making IQs we need to make an effort to nurture our inner skeptics."
Even more reason to season that relationship-building session with emotion and a sense of building trust!
Monday, March 2, 2009
Create an "experience"
I was talking to my brother this weekend about his experience in retail sales. He is an outside apparel rep and sells to smaller stores in large and small markets.
He believes in the personal approach and just returned from a sales swing through Arizona, Texas, Central and Northern California. I asked, "How's it going - is anyone buying?"
His answer, "They're buying from me because of the experience I create."
One owner told him she was very stressed because of the economy but my brother and his customer service people made her feel so good that his lines are some of the few she is currently buying.
Another store owner increased her order after sitting and talking to him about their kids!
My brother said he is laying the groundwork to reap more benefits when the economy rebounds. "I'm building and strengthening my relationships so that I will be on top of their list for the larger orders when the recession is over."
What can we learn? It's a famous quote "People will forget what you say. People will forget what you do, but they will never forget how you made them feel."
He believes in the personal approach and just returned from a sales swing through Arizona, Texas, Central and Northern California. I asked, "How's it going - is anyone buying?"
His answer, "They're buying from me because of the experience I create."
One owner told him she was very stressed because of the economy but my brother and his customer service people made her feel so good that his lines are some of the few she is currently buying.
Another store owner increased her order after sitting and talking to him about their kids!
My brother said he is laying the groundwork to reap more benefits when the economy rebounds. "I'm building and strengthening my relationships so that I will be on top of their list for the larger orders when the recession is over."
What can we learn? It's a famous quote "People will forget what you say. People will forget what you do, but they will never forget how you made them feel."
Thursday, February 19, 2009
Innovative Leadership Development Program
| Recently, I participated in a training for senior staff of nonprofits in Los Angeles who are the future CEO's of their organizations. This new initiative for the Center for Nonprofit Management, the Nonprofit Leadership Development Program (NLDP), was five full days of intensive, dynamic hands-on leadership development. Participants immediately focused on learning about their own leadership styles and strategies to become more effective as a leader and manager. During the first session they tackled difficult questions about the role of diversity in all aspects of our work and lives, and the often lonely role of the nonprofit executive director. Nonprofit leaders face many challenges now and in the future; a diverse population and workforce; challenging economic times; motivating stakeholders and adapting to change. I was very honored to be asked to help these 22 bright young leaders prepare for the future. Their intensity and interest gave me confidence in t heir ability to lead our nonprofits. |
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Wednesday, February 11, 2009
Creating "Wins" for Your Stakeholders
Giving your stakeholders the wins that they want is the key to retention. I read a great article by the travel writer Peter Greenberg, How to Avoid Staying in a Filthy Hotel Room.
By the way, do you know the No. 1 dirtiest thing in a hotel room? I didn't - it's the remote control. (Take a box of disinfectant wipes with you and wipe it, the door knobs telephone, clock, etc.)
Peter talks about how a hotel makes him a loyal customer. It's all about anticipating his needs and following through to meet them. "It's called service. And there's a sure-fire way to determine if your hotel really is service-oriented. I call it my Diet Coke test.
Here’s how it works: Ask for any carbonated soft drink at a bar, and chances are it comes out of the “gun.” It's either too syrupy, overly carbonated or has an aftertaste of another brand of soda. It’s much better to be served a drink that comes from a can or a bottle.
Several years ago, I stayed in a Ritz-Carlton and asked the waitress for a can of Diet Coke. She insisted that it wasn’t possible because sodas were served from that gun dispenser. When I pointed out that there must be cans of Diet Coke in the vending machines and for room service, she grudgingly got me one.
Compare that to a freezing night I spent at a Best Western in Canada. When I ordered a can of Diet Coke at that hotel’s coffee shop, the waitress asked me to wait, put on her coat, crossed four lanes of highway traffic to the convenience store, and bought me a six-pack of soda. Which one of these hotels do you think is worth five stars in my book?"
I love this story. If you can deliver a personal "win" to a donor, Board Member or volunteer, you have earned their loyalty.
Here are some from a recent Advancing Philanthropy article:
Be creative! One ballet sends note cards with photos of the ballerina's holding cards with letters spelling "THANK YOU."
Make memories! Have the students at your school create special artwork, cook a meal, spend time with the donor at "story time."
We're conducting a contest to find the best "out of the box" win you've delivered to a stakeholder. Send me your ideas via our website. The contest closes soon and we're offering $50 gift cards to our winners!
By the way, do you know the No. 1 dirtiest thing in a hotel room? I didn't - it's the remote control. (Take a box of disinfectant wipes with you and wipe it, the door knobs telephone, clock, etc.)
Peter talks about how a hotel makes him a loyal customer. It's all about anticipating his needs and following through to meet them. "It's called service. And there's a sure-fire way to determine if your hotel really is service-oriented. I call it my Diet Coke test.
Here’s how it works: Ask for any carbonated soft drink at a bar, and chances are it comes out of the “gun.” It's either too syrupy, overly carbonated or has an aftertaste of another brand of soda. It’s much better to be served a drink that comes from a can or a bottle.
Several years ago, I stayed in a Ritz-Carlton and asked the waitress for a can of Diet Coke. She insisted that it wasn’t possible because sodas were served from that gun dispenser. When I pointed out that there must be cans of Diet Coke in the vending machines and for room service, she grudgingly got me one.
Compare that to a freezing night I spent at a Best Western in Canada. When I ordered a can of Diet Coke at that hotel’s coffee shop, the waitress asked me to wait, put on her coat, crossed four lanes of highway traffic to the convenience store, and bought me a six-pack of soda. Which one of these hotels do you think is worth five stars in my book?"
I love this story. If you can deliver a personal "win" to a donor, Board Member or volunteer, you have earned their loyalty.
Here are some from a recent Advancing Philanthropy article:
Be creative! One ballet sends note cards with photos of the ballerina's holding cards with letters spelling "THANK YOU."
Make memories! Have the students at your school create special artwork, cook a meal, spend time with the donor at "story time."
We're conducting a contest to find the best "out of the box" win you've delivered to a stakeholder. Send me your ideas via our website. The contest closes soon and we're offering $50 gift cards to our winners!
Monday, February 9, 2009
There's More to Nonprofits than Mission Alone
I just returned from a great two days in Montgomery. Alabama. If anyone knows how to make you welcome, it's a bunch of Southerners. Thanks to the Nonprofit Resource Center of Alabama and the American Humanics program at Auburn University for hosting me.
Once again, I heard a familiar refrain, "We are trained to go out and talk about the mission."
I believe the mission is important but with all the competition these days, the advantage now goes to the fundraiser who can build a connection - an emotional connection that forges trust and a partnership.
I think the goBeyondhello training surprised the participants with the importance of the relationship in developing a prospective donor, securing the gift and ongoing cultivation. One fundraiser said to me, "No one ever talked to us that way. We were urged to focus on the work of the mission, not on us as an individual."
I think some people were actually shocked at the way we presented techniques to connect! One person said this gave her new ways to look at philanthropy. Another said he learned how to build relationships, not only with donors, but with Board members and volunteers. Many of our participants did not know they could build relationships with these other stakeholders.
We actually quantified how much the participants knew about their major stakeholders and even those who said they had a good relationship knew far less than they actually thought about the person when quizzed about personal details.
I'm pleased that the training was so valuable and I'm looking forward to the Nonprofit
Yumm, more barbecue!
Monday, February 2, 2009
What Generation Gap?
I follow football - not fanatically - but as a casual viewer. Of course, I watched the Super Bowl yesterday. It was a very good game, but what fascinated me was the Pittsburgh Steelers' 71-year old defensive coach, Dick LeBeau. At his age, he is coaching players who are 50 years younger!
He was a player for 14 years - he retired in 1971- and has been a coach for 35 years - 49 years in the football business.
With all the comments about the four generations trying to work together, I was fascinated to learn how he connected with his players.
When asked, those young guys said they looked at Coach LeBeau as a father figure. In the clips showing him talking to the players, it's on a very personal level.
Steelers head coach Mike Tomlin, who at 36 years old is only a little more than half LeBeau's age, doesn't necessarily feel coaching is a young man's game.
That's definitely the way to bridge the generation gap!
He was a player for 14 years - he retired in 1971- and has been a coach for 35 years - 49 years in the football business.
With all the comments about the four generations trying to work together, I was fascinated to learn how he connected with his players.
When asked, those young guys said they looked at Coach LeBeau as a father figure. In the clips showing him talking to the players, it's on a very personal level.
Steelers head coach Mike Tomlin, who at 36 years old is only a little more than half LeBeau's age, doesn't necessarily feel coaching is a young man's game.
"I think relationships with players are personality things, not age things," Tomlin said. "People who have a way with people and can communicate with people, teach people and convey messages, they can do it at 35, 45, 55 or even 71. Such is the case with Dick LeBeau. I think it's a personality thing and not an age thing."
From the New York Times
Among the biggest tributes are the private ones. Defensive end Aaron Smith claimed that knowing LeBeau has made him not only a better player, but also a better man. Defensive end Brett Keisel said playing for LeBeau made him love the game more than he ever thought possible.
“We genuinely come to work and think, I can’t wait to hear what he’s got to say and where we’re going to go next,” Keisel said.
Always smiling. Always glad to see you. Always interested in you. Always asks after your family. Never in a hurry. If Dick LeBeau has detractors, no one seems to know who they are. Asked if he has ever seen anyone disrespect LeBeau, Smith said: “I don’t think anybody would be crazy enough to do that. We’d take care of them. I don’t think they would make it out alive.”That's definitely the way to bridge the generation gap!
Tuesday, January 27, 2009
What I’ve learned this year!
Notes from the road
Even though 2009 has just started, I’ve been on the road— trainings in Santa Rosa, Bakersfield and Los Angeles, CA and presentations at the ALS National Conference!
“I need the money and I need it now!”
Sounds like that commercial on television! And, when you meet someone, that message shows through loud and clear.
I’ve also noticed that Board Members more quickly pick up my philosophy of “chase the relationship, not the money.” Why? Because I think they know that mission only is not reason enough to give, especially now. I think they are also used to being more flexible and trying different approaches to get their messages across.
They quickly pick up the skill-based, real-world training I bring in my goBeyondhello workshops and speeches. I take them from communication style assessments all the way to coaching on how to secure referrals and introductions.
What else do they like? They like the exercise where we build a “mosaic” about their stakeholders and it’s an eye-opener when they realize how little they know about them outside the Board or donor role!
They also like the “science” of relationship-building that I teach where I show how to measure a relationship and “when to ask.”
My Tips:
First, focus on the person. What do you know and what questions can you ask to learn more? Build as complete a picture as possible about the person’s business life, interests, hobbies and family.
Second, put his or her needs first. In this economy, everyone is feeling pinched, even the wealthy. Don’t rush to tell how your organization is hurting.
Wednesday, January 21, 2009
Fundraising rated A as job of the future
Fundraising has again been ranked among the best careers by U.S. News and World Report, receiving a grade of “A” in all categories including prestige and job market outlook, according to the Association of Fundraising Professionals - www.afpnet.org.
The report also gave fundraising an “A” in job satisfaction and training difficulty. You can send AFP feedback on the ratings and the description the article via this email ewire@afpnet.org. They will compile the responses for a future issue.
Click here to read the U.S. News and World Report fundraising job report. You can also post comments there.. The “report card” for all 30 top careers of 2009 can be found here.
Here's the best part of the job description to me; "The best development professionals naturally inspire trust."
To me that is the most important part of the job. As a trainer, I always teach the techniques of making personal connections, building relationships and getting to the trust level. It may or not come naturally, but it certainly can be learned and practiced in a very sincere manner.
One of the problems in the future of this industry is that many young people are placed in these development jobs and have little or no training on how to approach a donor. With their youth, they tell me they feel handicapped! This lack of training is a challenge for our industry since job satisfaction goes a long way in recruiting and keeping good young people.
The report also gave fundraising an “A” in job satisfaction and training difficulty. You can send AFP feedback on the ratings and the description the article via this email ewire@afpnet.org. They will compile the responses for a future issue.
Click here to read the U.S. News and World Report fundraising job report. You can also post comments there.. The “report card” for all 30 top careers of 2009 can be found here.
Here's the best part of the job description to me; "The best development professionals naturally inspire trust."
To me that is the most important part of the job. As a trainer, I always teach the techniques of making personal connections, building relationships and getting to the trust level. It may or not come naturally, but it certainly can be learned and practiced in a very sincere manner.
One of the problems in the future of this industry is that many young people are placed in these development jobs and have little or no training on how to approach a donor. With their youth, they tell me they feel handicapped! This lack of training is a challenge for our industry since job satisfaction goes a long way in recruiting and keeping good young people.
Tuesday, January 20, 2009
Our new look
Like many of you, I was very excited about the change in Washington, not necessarily just politically, but because of the image of America it represents. Finally, we have an image showing that we are a very successful multi-cultural and multi-racial society. That is a stirring thought!
In fact, in many of the images I saw today, it was it was clear that our government has a new look and in the highest government positions, both men and women are represented!
While we are waiting to see what this President does to stabilize the economy and what happens to the government programs that fund many social service nonprofits, here's a wonderful line from his speech about the importance of what many of us are dedicated to doing:
"The success of our economy has always depended not just on the size of our Gross Domestic Product, but on the reach of our prosperity; on our ability to extend opportunity to every willing heart — not out of charity, but because it is the surest route to our common good."
To read the entire inaugural speech, http://www.time.com/time/politics/article/0,8599,1872715-1,00.html
It's a stunning beginning to an Administration that is facing unprecedented challenges. For all of us, my best wishes go out to our new President, his family and his family of legislators who will be grappling with how to make our future much brighter. Let's hope they come up with great new ideas that inspire us all.
In fact, in many of the images I saw today, it was it was clear that our government has a new look and in the highest government positions, both men and women are represented!
While we are waiting to see what this President does to stabilize the economy and what happens to the government programs that fund many social service nonprofits, here's a wonderful line from his speech about the importance of what many of us are dedicated to doing:
"The success of our economy has always depended not just on the size of our Gross Domestic Product, but on the reach of our prosperity; on our ability to extend opportunity to every willing heart — not out of charity, but because it is the surest route to our common good."
To read the entire inaugural speech, http://www.time.com/time/politics/article/0,8599,1872715-1,00.html
It's a stunning beginning to an Administration that is facing unprecedented challenges. For all of us, my best wishes go out to our new President, his family and his family of legislators who will be grappling with how to make our future much brighter. Let's hope they come up with great new ideas that inspire us all.
Thursday, January 15, 2009
Great News - Two Successful People and Fundraising Projects
I had a great conversation with a client the other day! After reading my book and inviting me to deliver a private training for his region, Manny Loya. President and CEO of the Southern California Chapter of the Arthritis Foundation, used his relationship-building skills to re-engage his board, reach out to new donors and raise a record amount of money - in this economy!
As a trainer, I got the same sense of satisfaction as a teacher whose student comes back after graduating from Harvard and says, "I learned so much from you. Look how far I've gotten."
Those of us in the education field like to know that our ideas and techniques are successfully translated out in the real world. To help people make their lives easier these days gives me a lot of satisfaction. To read this case history, click here.
As a trainer, I got the same sense of satisfaction as a teacher whose student comes back after graduating from Harvard and says, "I learned so much from you. Look how far I've gotten."
Those of us in the education field like to know that our ideas and techniques are successfully translated out in the real world. To help people make their lives easier these days gives me a lot of satisfaction. To read this case history, click here.
Here's another example: After Sean became Donor Relations Director at the community environmental group, he asked his Board to choose one of two development approaches:the get-‘em quick, bring in the money now or build relationships and retain donors’ method.
“I could have implemented either one, but I know that the latter method is ultimately the more successful one. That’s the one they picked.” he said. “Since I met
In Sean’s own words, here’s how he did it!
Our agency completely changed its direction four years ago to focus on energy resources and its affect on global warming.
To begin cultivating Council prospects, I selected 60 people who had been donors or people we wanted to meet. I invited them to see the new agency at a breakfast. About 25 people joined us for the two-hour breakfast and 50% said they would participate!
We now have 15 committed, active leaders who are highly influential in our community and are now holding “eco salons” to introduce more people to our mission.
Already, we have accomplished the following outstanding results:
- Two new Board members - a very prominent contractor and a “green” realtor. We would never have met them without going through
- My salary and that of my assistant was funded from the Community Foundation. After the first year of funding, our caseworker was so impressed with our progress we secured funding for two more years!
Now, I’m moving onto the next step of finding a campaign and motivating them to stay involved. It’s just like
Sean F., Donor Relations Director,
Monday, January 12, 2009
Why the Rich Give (and don't give) - Part II
To follow-up my previous musings, here are some other facts, I found revealing from the Bank of America 2008 Study of High Net-Worth Philanthropy:
In 2007, 38.9% of donors stopped their support for these top three reasons:
No longer feeling connected to the organization (57.57%)
Deciding to support other causes (42.3%)
Feeling they were being solicited too often (42.3%)
As I mentioned before, people give to people! Humans are the only ones who can establish an ongoing emotional connection and this is what keeps people connected. If there is no connection, then donors move to other organizations that fulfill their needs (reason #2 above).
Finally, if fundraising professionals cannot establish a personal connection, then the only conversation taking place is about the organization and its programs. To some donors, this sounds like, "We need money." (reason#3 above)
Remember, if you want to engage your stakeholders and major donors, chase the relationship, not the money.
In 2007, 38.9% of donors stopped their support for these top three reasons:
No longer feeling connected to the organization (57.57%)
Deciding to support other causes (42.3%)
Feeling they were being solicited too often (42.3%)
As I mentioned before, people give to people! Humans are the only ones who can establish an ongoing emotional connection and this is what keeps people connected. If there is no connection, then donors move to other organizations that fulfill their needs (reason #2 above).
Finally, if fundraising professionals cannot establish a personal connection, then the only conversation taking place is about the organization and its programs. To some donors, this sounds like, "We need money." (reason#3 above)
Remember, if you want to engage your stakeholders and major donors, chase the relationship, not the money.
Tuesday, January 6, 2009
Why do the Rich Give (and why they stop) - Part I
By now, many of you have probably read the Bank of America 2008 Study of High Net-Worth Philanthropy. Here's the lead
Wealthy Donors Cite Loss of Emotional Connection as Leading Reason for Discontinuation of Giving to a Charitable Organization
Nearly 60% of wealthy households who stopped giving to a charitable organization attributed their change in philanthropic behavior to "no longer feeling connected to the organization," according to initial findings released today from a new survey initiated by Bank of America.
This was a study of 700 givers with income greater than $200,000 and/or net worth of at least $1 million!
As I have often said, it's all about the emotional connection! Donors are motivated by what makes them feel good and surprisingly for all the naming opportunities, this study noted that only 5% were motivated by public recognition.
What did drive the giving? 81.2% said they wanted to give back and 66.9% wanted to make an immediate impact on the work around them. However, 46% believe that their philanthropy has a greater impact on their own personal fulfillment than on those who receive the gifts.
In the Wall Street Journal online commentary, Robert Frank guessed that these donors know that problems are so complex that only a Bill Gates or Warren Buffet might make a discernable impact.
He quoted Robert Carr, the voice mail tycoon, who was profiled on 60 Minutes about saving the Gorongosa national park in Mozambique and said: "I wanted to give back. But you know this project has done a lot more for me than I'll ever do for it. Coming to Africa and spending time here, learning from their culture which is rich and beautiful, is a blessing."
So what is our challenge? To be sure that our major stakeholders viscerally feel that connection to us, and, if intellectually they feel they are not making a significant difference, we can nourish their soul by the good they are providing our mission.
Wealthy Donors Cite Loss of Emotional Connection as Leading Reason for Discontinuation of Giving to a Charitable Organization
Nearly 60% of wealthy households who stopped giving to a charitable organization attributed their change in philanthropic behavior to "no longer feeling connected to the organization," according to initial findings released today from a new survey initiated by Bank of America.
This was a study of 700 givers with income greater than $200,000 and/or net worth of at least $1 million!
As I have often said, it's all about the emotional connection! Donors are motivated by what makes them feel good and surprisingly for all the naming opportunities, this study noted that only 5% were motivated by public recognition.
What did drive the giving? 81.2% said they wanted to give back and 66.9% wanted to make an immediate impact on the work around them. However, 46% believe that their philanthropy has a greater impact on their own personal fulfillment than on those who receive the gifts.
In the Wall Street Journal online commentary, Robert Frank guessed that these donors know that problems are so complex that only a Bill Gates or Warren Buffet might make a discernable impact.
He quoted Robert Carr, the voice mail tycoon, who was profiled on 60 Minutes about saving the Gorongosa national park in Mozambique and said: "I wanted to give back. But you know this project has done a lot more for me than I'll ever do for it. Coming to Africa and spending time here, learning from their culture which is rich and beautiful, is a blessing."
So what is our challenge? To be sure that our major stakeholders viscerally feel that connection to us, and, if intellectually they feel they are not making a significant difference, we can nourish their soul by the good they are providing our mission.
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