Let's Have Lunch Together Blog

What are the right and wrong ways to raise funds?

2012-01-27T10:56:00.000-08:00

I recently read this post by Veronica Dagher, Dow Jones Newswire and there are some great ideas to remember here!

For some charities, the difference between success and failure may not have much to do with how they spend their money. It may, instead, have to do with how they ask for money. Here's what they charities should do—and what they shouldn't.

1. People Give to People - this is my favorite comment
Relationships are the "heart and soul" of fund raising, it's always about who is asking.

A charity is much more likely to have success when the person making the appeal has a relationship with the potential donor. What's more, when a charity receives an introduction to a potential donor from an existing supporter, even if it's solely through an email, the charity is automatically seen as more credible in the eyes of the potential donor. In addition, charities that take the time to cultivate relationships with existing donors year-round, not just when the charity needs money, are likely to be more successful in their appeals.

2. Show Me the Leadership
Fiscal integrity is a key characteristic of strong nonprofit leadership. Prospective donors need to know that the charity's CEO will ensure the responsible stewardship of donations made to support the mission. The charity needs to let the prospective donor know specifically how the money will be used, she says, and then, most of all, follow up and communicate with the donor on how the money was put to work. This is a great way to follow-up and build the relationship.

3. Teach, Don't Sell
An organization that teaches a donor about an issue has a much higher chance of success than one that just "pitches" a donor about the organization's cause. For example, an organization that educates a donor about what's working and not working in education reform will likely resonate more than a charity that solely tells the donor about the charity's work in education reform, he says. Similarly, giving donors a firsthand experience of an issue, say by inviting them to volunteer in the shelter the charity is asking them to support, can make a big difference.

4. Tap Their Passion
Charities that help donors uncover their values, passions, dreams and aspirations can be a breath of fresh air to donors who may not be used to being asked what they want. This is part of what I teach and it takes a good back-and forth and a willingness to share. A fund-raiser might ask a prospect questions such as, "When did you first learn about giving back?" or "If you had $1 million that you had to give way, what would you change or preserve in the world?"

The questions will help the charity uncover the underlying story of the donor and gets to the core of how and why the donor really wants to make a difference. Ideally, the donor will want to support the inquiring charity's cause. But either way, by asking these questions the charity will likely be remembered by the prospect as the one that cared about the donor, not just the donor's wallet.

5. Start Them Early
Ideally, a child, from a fairly young age, is learning from his or her parents and grandparents how to be a wise giver, says Nathan Dungan, a wealth coach and president of Share Save Spend, which is based in Minneapolis. While children are likely to learn about giving through their families or schools, charities that simplify their messages for kids and engage children using understandable pictures and videos can help build a future generation interested in philanthropy, he says.
Nonprofits that teach kids and their parents how even a small sum of money can make a huge difference for someone working their way out of poverty, for example, can resonate with a child from an early age, Mr. Dungan says.

The Wrong Way

1. Making a Confusing Pitch
On a site visit to a charity with a donor who was picking among three organizations to give $100,000, the charity's director did his best for an hour describing what the charity did and showed the prospect large photos of some of the organization's programs. But as they left, the donor's first question was, "What is it that they do there?" The charity's "catalog of 'We do this and we do that and at Thanksgiving we do this' " just confused the prospect.

2. Insulting the Donor
"Saying to a donor 'Your dad always funded us' rarely works."This can be insulting to donors, because it assumes something about them before even getting to know them. Charities risk alienating donors if they don't realize that a donor's personal choices will be shaped by that person's own experience, which might be very different from that of a parent or anyone else the charity may have worked with who knows that prospect.
Charities can also insult a prospect by asking for an inappropriate amount, says David Ratcliffe, managing director, institutional philanthropic sales, at U.S. Trust Corp. in New York. "Asking for too little is almost an insult, but by asking for too much, the donor could be taken aback and not want to give further," he says.

3. We're Desperate!
A plea of desperation may work with donors once, but it's not an effective long-term strategy. Repeated "emergency" requests will cause a charity to lose credibility with donors and few donors are looking to support what she calls a "sinking ship." .

4. Getting Complacent
An organization's current donor base can be the lifeblood of an organization. Ignoring that donor base or taking their donations for granted could prompt existing donors to stop giving, says Gillian Howell, private-philanthropy executive at Bank of America.
Just because an organization has received the same grant for the same amount for 10 years, it shouldn't assume it's going to get it automatically this year, says Ms. Howell. Not sending thank-you notes or timely gift receipts or failing to visit donors can hurt an organization's reputation with existing donors and prospects, she says.

5. Taking No for a Final Answer
Many nonprofits fail to think about how a donor who may not be able to support them this year might be able to contribute in the future, says Jane King, a Boston-based financial adviser. Nonprofits that hang up the phone before asking such prospects if they'd like to receive information about incorporating the charity into their estate plans or asking the prospects to volunteer, for example, could be missing an opportunity to receive money down the road, she says.

Community Health Workers Learn From Patients

2012-01-03T17:46:00.000-08:00

In a recent Los Angeles Times article, I read about America Bracho, who started Latino Health Access in Orange County 18 years ago. "She puts more emphasis on education, prevention and participation than medical care."

The California Endowment chose central Santa Ana last year as one of 14 underserved areas across the state to take part in a $1-billion program to focus on building healthy communities. Latino Health Access has more than 60 employees and hundreds more volunteers.

Mario Marin, 55, learned about the organization 10 years ago after becoming a diabetic. He took free classes on how to manage the disease and soon began teaching them.

Before long, he had given up his job at a Carls Jr. and was working for Bracho's organization full time. Marin said his life is completely different from what it used to be, when he drank regularly, smoked and ate unhealthfully. "I have much experience to share," he said.

During a recent training session for community health workers at a hospital in south Orange County, each of the participants said their name, their favorite food and their hobby.

That, Bracho told the group, is how promotoras connect with their community. They don't develop relationships by asking about glucose readings, but rather by talking about what they have in common: favorite foods and hobbies.

And, she told them, promotoras must be open to learning from the people they are serving.

"Unlike a doctor or a lawyer, we help each other," she said. "It's reciprocal."

I think this is a great model from all medical personnel!

Are your funds going to stay the same?

2011-12-09T10:03:00.000-08:00

Here's a new study from the 2011 Social Good Survey that suggests that donations to nonprofits next year will remain at 2011 levels.

I think many clients are not that optimistic - especially those who rely on private and public grants. One client with 98% of funds from government agencies for its housing programs is just now beginning to think about other fundraising venues!

The survey, which polled nearly 2,500 people in the U.S. and U.K., found that 72% of U.K. respondents and 65% of U.S. respondents say they expect their 2012 giving will remain the same as last year. All respondents in the 2011 Social Good Survey were older than 18 and had given at least $10 to charity in 2011.

This is certainly not catastrophic news considering that nearly $300 billion dollars were donated to charity in 2010 (2011 numbers are unavailable but likely similar).

What’s most surprising is that despite the potential giving plateau, respondents acknowledged that non-profits were the most effective change-makers. Of those surveyed, 12% of U.K. respondents and 18% of U.S. respondents said they plan to give more in 2012.

The largest motivator for giving is still a personal connection. When asked what would inspire a donation, the two highest responses were “a cause they believed in” (44% in the U.K., 35% in the U.S.) and a personal connection to the organizations (24% in the U.K., 18% in the U.S.).

Less than half of the total respondents felt that non-profits and charities do a good job of spending funds and managing operations. However, the study showed that the more a person knew about the non-profit world, the more positive they were about the efficacy of non-profits.

Worlds Colliding

2011-07-28T10:03:00.000-07:00

I love it when worlds collide, as George used to say on Seinfeld.

The two worlds are both related to higher education. My son, who did not want to go to college after high school, attended community college. He was just accepted at a prestigious private university and I’m convinced it was the relationships he built with his professors that propelled him forward.

At his orientation, the welcome included advice from Making the Most of College by Professor Richard J. Light (Harvard University Press), based on a 10-year study of which factors were most likely to improve students’ learning and overall happiness.

Get to know at least one faculty member reasonably well each semester, and get that faculty member to know you too. You’ll feel more connected to your school (and those letters of recommendation from faculty members will be helpful later on). For students at large schools or commuter campuses this may be more difficult, but it’s worth the effort.

How can your student do this? I suggest they visit each professor once or twice during office hours just to introduce themselves, show interest in the professor’s work, let them know a little about you and comment on the class.

The second world emerged from the Texas Community College Teachers Association this week where I conducted a two-day workshop on relationship-building. It turns out that some of the colleges are working on professional development courses to help professors connect with students on a more personal basis to improve the rate of student success!

They are also using relationship-building skills to improve their networking with community and business leaders, to build consensus among their colleagues and peers in the state to initiate new programs.

Los Angeles feedback

2011-05-12T11:58:00.000-07:00

I had a terrific time at The Center for Nonprofit Management's Executive Learning Program. Working with these energetic and committed leaders is very rewarding.

What did they feel were their biggest lessons about relationship fundraising?

Here are some comments:

"These are timeless life skills. Relationships create safety and trust and build emotion. Fulfillment of your destiny does not come in a moment, a month or a year, but over a lifetime."

"Marshall taught me how to evaluate my communication style and how to adapt to connect with others. I like to direct. Now, I'll tune into the others' style and communicate in the way they need."

"Just like the rest of our lives, life is all about relationships and now it's clear that in the nonprofit world, it's all about relationships! Learn to take time to build relationships, not because we want something, but it's the proper thing to do.

"I will get together with my Board and others just to know them better personally and for enjoyment!"

Thanks students, I couldn't have said it better myself!

Take the pressure off your fundraising

2011-03-30T10:15:00.000-07:00

I always like to hear how my readers use relationship-building techniques. One of the Boy Scouts of America development teams is using "Let's Have Lunch" principles to establish stronger connections in their community.

Here's what one of the development pros said of their new approach (building relationships). "It's liberating--I no longer feel pressure to walk out of first-time meetings with prospects with a tangible commitment for something. Instead, our focus now is to establish and build relationships, then engage the person meaningfully in the organization."

That's a great attitude. It is definitely a longer-term view but one that has much richer rewards. This approach will raise more money and, by forging a meaningful relationship, the donor will help them reach out to a bigger community of support.

Making yourself a person before having to become a fundraiser - a lesson

2011-03-22T15:40:00.000-07:00

We can all learn about connecting emotionally from Chris Christie, New Jersey’s Governor, who is a master of this art. Whether you agree with him politically or not, Andy Goodman of Free Range Thinking says Christie makes himself likeable by connecting emotionally, being a person first and telling stories about himself.

Here’s what we can learn: ‘ Human beings respond emotionally to incoming information even before their brains are fully engaged. If our emotions are negative (e.g., anger, distrust, fear), our brains will find ways to ignore or discount the incoming information. In short: we believe what we want to believe regardless of facts.’

New York Times political columnist Matt Bai wrote, “. . . Christie understands this. He knows that his message has to be grounded in the personal. ‘If you’re asking people to do some really difficult things. . . ’ Christie told me, ‘I think they feel more comfortable doing those things if they know you.’

“So Christie makes a point of sharing things about himself first . . .’I have an Irish father, and a Sicilian mother. In my house, my parents left nothing unsaid.’ With this, Christie becomes a person, before he has to be a politician.”

In my work to inspire, motivate and engage boards, volunteers and staff, I too begin by revealing details about my life. I show them how to professionally do this on the phone, through email or in person. I want to see where our lives intersect and what common interests we might share.

To break down stereotypes that people might have about you before you meet, you need to become a person first before you become a fundraiser. Like Christie, do you have some signature statements or icebreakers that help you connect emotionally? What stories can you tell to connect personally?

Contact me through www.marshallhoward.com and let me know what works for you.

A Small Change Makes a Big Difference

2011-03-07T10:57:00.000-08:00

I've been reading the blog "A Small Change" for some time and think Jason Dick, a Redmond WA major gifts officer has a great style. His blog is well-written, timely and has great advice. I'm very flattered he wrote the following about my book:

"It was probably the best fundraising book that I’ve read in the last couple of years. The book is written in such a way that it benefits both the beginning and seasoned fundraisers," he wrote. "I am a big fan of checklists that I need to do to be successful. Marshall has done a great job creating some great checklists with tools we can use to build relationships" Check out Jason's blog. I'm a fan of his!

Six Relationship Secrets to Easily Raise Money for Your Charity

2011-02-16T17:22:00.000-08:00

In addition to being the title of my new DVD training series, this is the title of a blog by Kristen Schultz of Crescendo Interactive. We had a great conversation and this is what resulted!

I spoke this week with Marshall Howard, philanthropic trainer and author of “Let's Have Lunch Together.” Marshall recently released a training series entitled “Six Secrets to Easily Raise Money.” I asked him to share with me his vision of how charities can become more effective at raising gifts.

Marshall said that one of the biggest secrets is that relationship emotion is the most powerful emotion (more powerful than mission emotion) for compelling gifts. People decide emotionally and justify logically about just about everything they do. And yet, when a charity wants a prospective donor to help, they often become logical and informational rather than relational. Consequently, charities may struggle to connect emotionally with people because they are so focused on mission, as opposed to cultivating the donor relationship.

Over 75% of people who attend fundraising events are there because they cannot say no to the asker. Most of these persons have no relationship to the hosting organization, but they have a relationship with the person who made the “ask.” Facebook Founder Mark Zuckerberg made his $100 million contribution to Newark schools because he built a relationship with Newark Mayor Cory Booker. Zuckerberg reportedly had never stepped foot in a Newark school prior to the gift. Similarly, Warren Buffet gave $37 billion to the Gates Foundation because of his relationship with Bill and Melinda Gates.

Here are some of the take aways from Marshall on building relationships:

First comes the relationship and then the charity’s mission message will be heard.

You can build relationships in many ways – in person, on the phone or even by e-mail.

Relationships are a repeatable, measureable process. The ability to measure a person’s relationship means you can better measure “when” to make the “ask.”

If you can build the relationship, you will be able to discover a person’s resources and community and know “what” to ask for.

When you think of a relationship as a series of positive emotional connections between two people that produces trust, Marshall says that trust opens a huge door for giving. Where there is trust, the message about the organization and the “ask” is very different and the person will listen and evaluate it in light of their relationship with the “asker.”

To learn more of Marshall’s secrets visit http://www.marshallhoward.com/. For new ways to multiply your donor relationships through eMarketing visit http://www.giftlegacy.com/ or call 1-800-858-9154. For more of Kristen's blogs, visit http://kristenschultz.blogspot.com/

Buzzwords

2011-01-25T12:48:00.000-08:00

I love this - talk about the new buzzwords!

How is your philanthrospeak?

Here is a list from Lucy Bernholz of "10 Favorite Buzzwords of the Decade" in a recent opinion article in The Chronicle of Philanthropy. Bernholz explains that, "looked at over time, buzzwords provide a useful rear-view roadmap of how we got here." .

Here are seven of the 10 she selected with my comments below her list and glossary.

10) Donate-now buttons: Making a charitable contribution with just the click of a button

9) Prize philanthropy: Cash prizes offered for solutions to social problems

Pepsi anyone?

8) Celebvocates: Celebrities who use their best asset - themselves - to promote charitable causes

Okay, I'm near Hollywood and this is a big business for some "managers." Of course, like anything else, if it's heartfelt, using celebrity to raise money or awareness can't be maligned. LIke all other good things, this may go overboard and present a big backlash.

7) Microvolunteering: "The art of donating time in 20-minute increments"

6) Philanthrocapitalism: Earning gobs of money through business for the purpose of addressing social needs

I am seeing more of this as social service agencies try to figure out how to address government shortfalls. Many are talking about charging fees for services for the very first time.

5) B Corporation - A "business with a social purpose"

4) Impact investing - Investing to generate social as well as financial returns

Link to the article to read more and find out the top three "Favorite Buzzwords of the Decade."

From my friends at CNP Chattanooga, here are a few of our their favorite nonprofit buzzwords that didn't make the list:

1) "Silos" - The concept that some nonprofits may exist in tall, windowless "silos," oblivious to other nonprofits who offer similar services, versus "collaborating" (makes a nice visual, if nothing else!).

My clients who work in silos often don't share department to department resources that they uncover that can benefit the organization as a whole.

2) "Double bottom line" - The simultaneous pursuit of financial and social returns on investment - the ultimate benchmark for a social enterprise or a social sector business

3) "New Normal" - Was there ever really an "Old Normal?" Anyway, we hear this one a lot, as in nonprofits must adapt to the "new normal," i.e. the realities of decreased funding and increased competition for donations.

I agree - what was the Old Normal? The economy is always a roller coaster if you take the long view.

Do you have any favorite buzzwords to add?

Creating linkages

2011-01-06T12:57:00.000-08:00

I do not often Google myself but my book has recently gotten a lot of press so I did. Here's comment from a blogger that's still relevant now!

Donations Down

December 3, 2008 by eurlog- Bruce Logue, church planter, Merced, California

It was in the newspaper on Monday. Contributions to non-profits are down because of the economy. That is not good news if you are a non-profit and exist on the largesse of others.

I just attended a workshop on the subject of building relationships that will, in turn, result in a strong financial base. Let’s Have Lunch Together was written by Marshall Howard who was the workshop presenter.

Marshall is right; philanthropists get weary with continued requests for money. Give to this. Give to that. At some point they want to have a personal connection with the organization/s they assist—to be treated as something more than a paycheck. That sort of involvement takes time.

Which as been making me ask the question, “How do I go about making people interested in LifeSpring Church feel really connected to it in a way that transcends their financial contribution?”

I was reminded of the importance of that question recently when I got a fundraising letter from a friend. Even though I know him, I don’t feel particularly connected to what he is doing. So he has a problem; if he wants me to give to him, he must create a tighter linkage between me and his project.

The temptation is to spend my time fussing with things that make little difference in the long-term picture. The key to successful funding is building sincere and effective partnerships. There is no way to make a shortcut of that.

Advice to be more emotional

2011-01-05T12:37:00.000-08:00

Here's a tip from Andy Goodman of Free Range Thinking.

He made a number of resolutions for 2011 and this one is a fundamental that I include in my relationship training.

"I resolve to be more emotional.
Don't get me wrong: I'm not suggesting you burst into tears like John Boehner every time you get in front of a microphone - nobody wants to see that. Just be more mindful of the fact that human beings are emotional creatures, and no matter how dispassionate we may pretend to be, our emotions are always in play, especially when we make decisions. A rational case supported by rigorously collected data may be entirely accurate, but it only speaks to half of the brain. If the other half is thinking, "I don't like his tone of voice," or "The other presenter made me cry," your audience may already have their minds made up against you. So keep collecting the data, but when it's your turn to talk, make sure you connect with your audience's emotions as well. "

Thanks Andy. You have to touch people (and not just with your mission). You have to reach them emotionally to engage them to trust you and then they will listen to your message.

Words of Wisdom from the Girl Scouts

2010-12-28T16:38:00.000-08:00

Frances Hesselbein has become an iconic nonprofit leader. From her nearly 20 years of leadership with the "Girl Scouts (13 years as national CEO) to her current position as founding president of the Leader to Leader Institute (formerly the Peter F. Drucker Foundation), Hesselbein has shown herself to be a born leader.

Make learning central to your organization. Hesselbein, when she became national CEO of the Girl Scouts, set out to transform a dated program into a contemporary one to meet the needs of the girls...the customers. But she knew that the Girl Scouts needed to be able to keep changing when necessary.

To that end, she invested time and money in the training and development of staff and volunteers. As Hesselbein says, "The first item in your budget should be learning, education, and the development of your people."

As a trainer and speaker, I think this is a great philosophy, but in the last four years, I have seen these budgets cut drastically!

Conversation Starters and Stoppers!

2010-12-15T15:28:00.001-08:00

For those of you who are traveling this season, here are some tips to stop a conversation from our friends at Southwest!

"I can't really talk with anyone until I've had two drinks and I always stop after my first."

"I am sorry, I cannot talk with you - I have given up face-to-face conversation as a personal experiment." (Sound like some of our younger friends?)

Now here are some starters (think about using some of these to unleash information from someone with whom you are trying to build a relationship).

"If you had to give up one type of communication you use regularly, which would you choose? Why?"

"If you had to move to a different state, where would you go? Why?"

"What are the longest trips you've ever taken by distance and duration? What was the best part of each?"

Happy traveling to everyone - I hope you enjoy a joyous and wonderful Christmas and a very special New Year!

Let's Have Lunch Together is NOT like a Stereo Manual

2010-11-29T16:40:00.000-08:00

Thank you to Samantha Bellows who wrote a fan letter about my book. She said "It's always hard to read a book about building relationships that reads like a stero manual."

"So much information about how to approach people." Samantha also liked the tips on how to create the relationships. "It was long my opinion that you should form "friendships" almost with people that are important to you professionally to keep a good bond.

She's correct - these "friendships almost" are friendships in the professional realm. It does not mean making a new friends but rather instilling trust in you by the other person.

Thanks Samantha. You know we authors love feedback!

Creating trust, not sales

2010-11-17T13:29:00.000-08:00

Recently, I read some advice to salespeople that sounds a lot like the advice I give fundraisers. So to all my for-profit colleagues here it is:

In nonprofit fund raising, I say chase the relationship not the money. For salespeople, it's the same. Have an authentic approach and try to solve your customer's problems.

Take the pressure off the sale (ask for money).

Shift to how you are selling (fund raising) versus what you are selling (the ask).

Now you are on the path to creating a long-lasting relationship and success in sales or fund raising!

Witty book review from Derek Emerson

2010-11-02T12:28:00.000-07:00

I'm a little late on social networking but I just discovered a whole bunch of reviews of "Let's Have Lunch Together" on LinkedIn.

Here's one from a very ambitious project to read a book every week for a year. Derek Emerson, who says he is another middle aged guy with a great family, old house (in need of repairs I cannot do) and college administrator with long ago majors in English, Philosophy, and Religion including a Masters in Professional Writing, which is like an English degree with a lot of writing, wrote this last year.

Okay, I fully admit that last week I figured this book would fall into the worst category of my incredibly insightful breakdown of all business books into three categories (see last weeks blog to be reminded of my insight -- in case you forgot). Wrong! Despite the weak title, lousy layout, and large font, this is a book packed with great ideas.

Howard puts it in the context of a novel, but this is no literary masterpiece (nor was this his intent). Instead he puts his ideas in a large case study format and we can see how things would work out. The book is written to help with fund raising, but the focus is on relationships. Howard's refrain is "chase the relationship, not the money." While this may not seem incredibly insightful, Howard does well to remind us that success comes from our relationships. People truly need to trust us and we need to trust them if we want to move forward.

I went through a day long workshop with Howard last week and it was noted that this methods could also be used by a good con artist. Which of course is true -- con artists know that relationships are essential. But because evil may use it does not make it wrong. We can fall into our cynical selves and give up on treating people as they should be. The difference is motivation and the idea is that strong relationships will bring about good things. But if you build the relationships for monetary or power reasons, the relationship will never be strong because it is built on a weak base (all biblically minded can think stone vs sand here).

Howard's emphasis on relationships makes this work for people in all areas of business. While not a fundraiser myself, it did remind me of how I take for granted some people's support when I should be seeking to find out why support my endeavors to begin with. I have nothing more "to gain" from them, but certainly strengthening those relationships will not only make the business side of things stronger, they may also impact my life. What a concept

Homeless Man - people worse off than me

2010-10-11T14:40:00.000-07:00

SOCIAL MEDIA AND THE SEARCH FOR HOME

I'm a big fan of NPR and a segment called The Story by Dick Gordon. He interviews one person whose story highlights what's going on in society as a whole.

This story concerned a man who, after 29 years in the printing business, found himself homeless. However, he could stay in touch with people through his laptop and his blog.

What struck me in the story was the part about him winning tickets for a Twins game. He had to panhandle for gas to get there - the most humiliating thing he said he had ever done. The Twins and going to their games were a big part of the life he had lived before. However, he left the game early to talk to other homeless people he knew who were living nearby.

Although he only had $16, he gave it all to one man. As he said, "there is always someone who has it worse than me."

That's what struck me - his generosity in his situation. If you want to listen to this fascinating conversation, click below.

Chris Jenks

For the past couple of weeks we’ve been running a series of stories called At Home. As a part of the series, we’re exploring how people are finding a place to live in the midst of a difficult housing market. Three years ago, Chris Jenks had a job, a house, three cars and a year's worth of savings. Today, he is homeless. But Chris is finding a new community through his blog and a Twitter account. First written anonymously as “Twin Cities White Collar Man Walking,” Chris thought by sharing his experiences he would gather a few followers. Little did he know that it would provide him with community and even a room to call his own.

Board member finds connecting easy!

2010-10-05T11:08:00.001-07:00

Recently, I spent a half day training staff and board members in the Midwest on how to build relationships within the staff and with outside supporters. I asked them to make a "coffee date" with someone and report back. Here's what one board member wrote to the Senior Vice President of Association Advancement . . .

Thank you so much for inviting me to the "go beyond hello" in-service on Wed. It was very informative. Michael and I set a time to get together. I called him to set up a destination and through the process of exploring where to meet for coffee, we discovered we both like the pumpkin late at Starbucks. So, that was a no brainier. Starbucks it was!

We met Thursday morning and spent about 45 min talking about each other (no shop). We talked about family, kids, where we grew up, college, career path and much more. It went easier than I thought. I felt it was nice we had the pumpkin late as a common interest right from the start, it gave us a place to begin our conversation. Happens he used to live in Seattle.

This was a great exercise. I left feeling the invitation for someone to join you for coffee and starting a relationship isn't as hard as you think. Just finding out about some one else and talking about yourself takes the pressure off your (giving them the mission speech or the car manual... so to speak).

I can see how a relationship with trust over time would progress to a more comfortable position asking for help or money...thanks again and have a great weekend.

Board Member

Hyundai Lessons - Part 2

2010-09-22T12:53:00.000-07:00

In order to move up to the luxury car buyer, it has taken Hyundai several steps starting in 1998. They had a quality problem and faced that by offering one of the best warranty programs in the industry and then re-engineering their components to back up this warranty. They didn't just make a simple upgrade; they looked at virtually every component and redesigned the failing ones and then used that experience to improve the cars under development!

The 2009 recession caused it to add a loss-protection program; allowing buyers who lost their jobs to return the cars.

"To get people to buy your car you have to get people to trust you," Hyundai CEO John Krafcik said. "We want people to think, 'Hyundai — they just take care of you.' "

These moves have paid off and the market share is up!

What can we learn? First, if we want to reach the major donor, we may have to examine every element in our all of our fund-raising programs and implement agency-wide changes. When I talk to clients about relationship-centered development, that's what we do. No matter the appeal or the event, we make sure that connecting with those donors is a key ingredient.

Second, you have to establish trust - trust in you as the fundraiser. That's just as important as a passion for the mission. You have to connect with the donor on a personal level, follow-up on all of the promises you make and finally, just like Hyundai, continue to take care of them long after the sale!

What can we learn from Hyundai - Part 1

2010-09-22T12:43:00.001-07:00

Recently Hyundai announced it was going after the luxury car driver (major gift giver, to us) with its new Equus.

However, it is facing hurdles that are familiar to fundraisers - the experience. Hyundai is not moving this brand into a separate dealership with specially trained sales and service people who know how to appeal to wealthy customers like Lexus and other Asian spinoffs did. According to one automotive consultant, "True luxury buyers expect more than product. They expect a luxury sales and service experience and there is no way to do that through Hyundai dealers," he said.

Hyundai's solution? They dispatch a car to the customer for a test drive and offer valet-style service; the customer never has to come to Hyundai.

In my experience, our top-level donors also expect more of an experience with us and our agency. Our job is to figure out what the "win" is for them; what motivates them and then deliver it. Creating activities and social interaction for them with the agency and other donors is the challenge.

Wayne Olson's words of advice

2010-08-10T10:45:00.000-07:00

When I was in Orlando recently, I met Wayne Olson, a colleague with whom I enjoy discussing fund raising and relationships.

Wayne is now the Director, Development at Give Kids the World, a non-profit resort that offers children with life threatening illnesses vacations in Orlando, Florida. Wayne is a terrific writer and wrote an engaging book "THINK Like A Donor."

Here's my summation of one of his chapters: Reward Donors and They Will Reward You

Humans do not do what we are told . . .we do what we are reward for doing.
When donors feel appreciated they will return to us again and again. Always look for the reward; it can be a small gift, lunch together or a note.

We talk about "delivering wins." First, find out what the donor think is a win and then, like Wayne says, continue to give rewards.

Relationship building is good for your health

2010-08-03T13:24:00.000-07:00

We know that connecting with someone on an emotional level feels good, but here's another article that says its good for health with all ages!

It's pretty clear that eating a healthy diet, exercising, not smoking and not drinking to excess are factors linked to longevity. Perhaps the most ignored but potentially powerful strategy, however, is being a social butterfly.

In a study published Tuesday in the journal PLoS Medicine, researchers found that having social connections -- including family, friends and colleagues -- improved the odds of survival by 50%. They authors of the study described the impact of having a dearth of social contacts as comparable to smoking 15 cigarettes a day in terms of its effect on longevity. Or, to put it another way, it's equivalent to being an alcoholic; is more harmful than not exercising and is twice as harmful as obesity. The researchers, from Brigham Young University, analyzed data from 148 previously published studies on old age and social interactions to reach their conclusions.

It's difficult to say why relationships matter so much to human health. It could be that people who are connected to others take better care of themselves, take fewer risks or find more meaning to their lives.
"We take relationships for granted as humans -- we're like fish that don't notice the water," a coauthor of the paper, Timothy Smith, said in a news release. "That constant interaction is not only beneficial psychologically but directly to our physical health."

The effect isn't just limited to social connections in old age, the authors said. Relationships seem to improve health among all age groups.

Smart Marriages Conference, Orlando FL

2010-07-20T10:12:00.001-07:00

I recently gave my first co-hosted keynote! Julie Baumgardner of First Things First in Chattanooga (dedicated to strengthening families through education, collaboration and mobilization) and I were the Huntley and Brinkley of this annual conference.

While everyone else talked about marriage, families, teens, divorce, etc. Julie and I talked about sustainability and growth for the agencies like hers, that are facing diminishing federal and state funding. While the marriage and family therapists told me that their private practices were bringing in more clients than they could handle, the nonprofit organizations were telling me they were facing cuts of up to 40%.

There are many community and state-wide initiatives doing very valuable preventive care for everyone in our communities. Some are using fee-for-service programs while others are scrambling for grants to replace the government funding.

Some, like Julie, are looking ahead to the future and building their base of support now. Julie and I are working on a Partnership Council for her agency and our first step, a Board program resulted in 259 warm leads from her Board members!

For many nonprofits, this is truly a wake up call! For the first time, they will have to learn to reach out and connect with people who can insure their mission will be preserved.

Interviewing for a Job

2010-06-18T09:17:00.001-07:00

Thanks to Marie for trying some of the techniques I taught at Women at Work in Pasadena. I'll keep you informed to see when she gets a job! Here's what she wrote me:

I was in your class at Women at Work. I was the one whose family recovered a painting that was stolen in Germany in the 1930

Anyway, I had an interview the next day, and I decided to try a few of your techniques. I haven't heard if I've been invited for round two yet, but I think the session went pretty well.

What I came away with from your talk was that I should put a little bit more of 'me' in my interview. So, I decided to be more open about sharing my personal life and tried to ask more questions about the interviewer in order to make a connection. I was tempted to see if we could both attend the wine tasting that was occurring at the interview site, but it was unfortunately over. However, even at the door, I was able to make a final connection with her with a small Virginia town in which her father and my grandfather lived.

The ultimate goal is always A JOB, but I do feel more comfortable about making progress for improving my interviewing skills. Wish me luck.

Good news . . . Bad news

2010-05-25T11:39:00.000-07:00

Nonprofits Not Out of the Woods Yet

From Joanne Fritz, your Guide to Nonprofit Charitable Orgs
Friday May 21, 2010

The good news from the 2010 Fenton Forecast: Leadership and Effectiveness Among Nonprofits* is that 80% of the respondents to this annual survey have a positive view of the performance of nonprofit organizations.

The bad news is that nearly two-thirds of survey respondents report they plan to either reduce their giving or keep it the same as last year. This is on top of already reduced giving levels for 2008 and 2009.

Donors seems to be quite cautious about their charitable giving for the moment and into the near future. Giving will decrease or remain static for 2010, even among those with higher incomes.

Among those donors who plan to decrease giving, 56% say they will cut their donations by 23% or more. Even older Americans, ages 50 and older, intend to reduce their giving the most.

Roger Craver, founder of DonorTrends, and chief blogger of The Agitator, said during these difficult times, we should focus our resources on our organization's "missionaries," "loyalists," and "lapsed donors."

I agree - it's always better to go to someone who has or had a tie to your organization. Just as in business, it's less expensive to retain donors that to recruit entirely new ones!

How to Land a Job

2010-05-21T11:16:00.000-07:00

Thanks to Robin McCarthy and the staff at Women at Work in Pasadena CA for inviting me to join them and discuss how to go beyond your resume and truly connect with the employer and make a powerful personal impression.

For 30 years Women At Work has provided career services to help over 100,000 women and men from all backgrounds. With long-standing employer relations, the center's Resource Room offers thousands of job leads. Through individualized career counseling sessions, workshops, and classes, Women At Work empowers the unemployed and under-employed to make smart career choices that will impact their lives and ultimately, the community as a whole.

I enjoyed talking to (mostly) women and some men about how to portray the unique part of their personalities to make an impact and to show the employer that they would fit into the culture of the organization. We had quite an age range - from late 20's to a women who was 70! We discussed how to do this in person and on the phone!

Their motto: "From Blueberries (pies) to Blackberries (cell phone)!" I hope to hear that some of my participants are able to land a job very soon.

Network executive is a champ at relationships

2010-05-12T13:31:00.000-07:00

Since I came from the entertainment business (a lawyer working for CBS way back), I can appreciate how relationships run that industry. Recently an article in the Los Angeles Times highlighted a little-known executive, Bridget Baker from NBC Universal.

For 21 years, she has has negotiated with cable and satellite operators for distribution deals.

In the early years, it was tough because the cable operators hated the broadcasters. However, she launched CNBC and later, MSNBC. Now that Comcast and NBC have merged, she has to convince Comcast's direct competitors, satellite and telephone companies that offer tv service that she will not favor NBC's new bosses at their expense.

One of her former bosses said, "She's a relationship builder like no other. She has great people skills. . ." She has been called Lucille Ball in an Hermes scarf which hides her hard-nosed negotiator persona.

Another boss called her "not a traditional business-speak person but more colorful, more personable, more engaging. She has a style that's unique."

That's what I always advise - make yourself memorable. Think of something that sets yourself apart and offer it up in your interactions with others.

2010-05-06T13:22:00.000-07:00

Here's a great example of a high-end "giving circle" and a new model for female donor power.

Everychild Celebrates 10th Year with Another $1 Million Grant

By Michael Aushenker, Staff Writer

2010-05-06
The Pacific Palisades-based Everychild Foundation commemorated its 10th anniversary on April 29 by awarding $1 million to the South Bay Center for Counseling's Career Pathway Program, a jobs program that will serve 300 at-risk youth in Los Angeles.'

'Our event [at the Fairmont Miramar Hotel] was a wonderful convening of members, spouses, and our grantees to celebrate all that we have accomplished in the last decade,' founder Jacqueline Caster told the Palisadian-Post. 'We were thrilled to be joined by Mayor Antonio Villaraigosa and other city and county officials, who acknowledged the impact we have had with $8 million in grants that have served over 350,000 children in Los Angeles.'

In addition to the Palisades, the Foundation's membership is comprised of 225 prominent women from Beverly Hills, Santa Monica, Malibu, Brentwood, the South Bay and San Fernando Valley.

Each woman donates $5,000 in annual dues in lieu of putting on fundraising events, and the group votes on which nonprofit organization to support with a $1-million grant each spring.

It all began in 1999 when Caster recruited 56 women, including her Highlands neighbors, Cynthia Alexander and Debra Colbert, to join her unique humanitarian project. Their first grant of $230,000 was awarded to QueensCare to help outfit a new mobile dental clinic serving students in low-income elementary schools within LAUSD.

Every year since, Everychild has invited roughly 30 to 50 nonprofit organizations to apply for its single annual grant. The women devote their energies, intellect, education, talents and professional skills toward the rigorous grant-selection process, vetting each proposal and then voting on the ultimate winner: a nonprofit that serves children and has proposed a new, innovative 'dream' project that can inspire replication, thus leveraging the dollars for maximum impact.

The foundation's philanthropic model has created a new prototype for leveraged giving, among women and beyond, both in the U.S. and abroad. To date, the organization has directly inspired multiple spin-off groups: four in Los Angeles (with three currently forming), two in Santa Barbara, one in Las Vegas, one in New York City and two in London.

For more details, visit everychildfoundation.org.

Another blog mention from Jon Carole

2010-04-29T09:55:00.000-07:00

Thanks Jon Carole - I missed her blog from March 22

Thankful for the Blessings We Have!

"I am reading a fascinating book. Last week I went to a 4 hour seminar called, "Let's Have Lunch Together" and that is the name of the book. It can literally change your approach to life - whether it is fund raising, asking for business - or approaching someone about their spiritual life.

The seminar was focused on fund raising for non-profits - but the principals would work the same on every facet of life. Although it is a secular book - the principals are principals that the Bible teaches -- "get to know your brother!" It is about relationships - not friendships) and how you can build them.

The author of the book and the speaker is Marshall Howard. I am hoping to put many of these ideas into action - and as Chairman of the Red Cross this coming year - I am thinking it will make a tremendous difference! I just wish I had heard this man years ago! "

Thanks so much for recognizing that these principals transcend so many parts of your life.

Click here to see her thoughts and original food ideas

Great party (and fundraiser)

2010-04-28T12:02:00.000-07:00

Linda Wah, a board member for Women at Work, Pasadena, CA invited a few of her friends for her 60th! She send a cute Evite and about 160 people said yes. She asked for donations to her favorite nonprofit instead of presents.

Linda showed everyone a good time. She had the famous Korean BBQ (taco-style) KOGI gourmet truck in front of her house, mango sponge birthday cake and my personal favorite; a unique ice cream sandwich booth. You picked your cookies from an assortment of homemade flavors and then picked your ice cream (my favorite was caramel with sea salt) and they made the sandwich for you. Don't ask how many I ate!

The Women at Work president and Board Members made lots of friends and the guests were able to read a lot about the organization throughout the party.

Thanks for a great party, Linda and for raising $4,000 with your generous friends and family.

For more party scenes, click here.

Reader story (plus great recipes)

2010-04-28T11:09:00.000-07:00

You know how I like to connect with my readers. I got a delightful email from Jon Carole Gilbreath in Tyler TX. As a Chairman Elect of the Smith County Chapter of the American Red Cross, she attended my recent workshop there for United Way.

She has a fascinating blog about cooking (and life) and was kind enough to include the following mention. When you finished her blog, read "the rest of the story."

Tuesday, March 23, 2010
TAKE TIME TO LOOK AROUND, BE KIND AND OFFER A HELPING HAND
Long day and evening! Our Red Cross Board meeting was tonight at 6 p.m., and lasted over the normal hour - lots of good discussion and ideas! Another single family fire this afternoon! Still taking military calls - just hope they don't last until after 11 p.m. tonight. I am totally exhausted!

I was telling you about the book I am reading "Let's Have Lunch Together" and it is fascinating. It is about building relationships - and how to do that is to get to know a person - not try to be friends but get to know them and let them know you until there is a trust and respect for one another.

The idea to ask personal questions is something I used to admire and marvel at in a friend of ours. Jack would meet a complete stranger and before he left - he most likely knew what they did for a living, how many kids they had - and possibly how much money they made doing whatever they did. I was amazed that people would answer him -- but he knew the principal of building relationships! Still amazing - but I am trying to learn!

She has learned quite a lot! As Chairman Elect, she is reaching out to her fellow board members. She called one person who was not very active and, as she said, "made a visit." Because they connected, this board member attended the next meeting and is much more willing to participate.

Click here to go to the blog and happy cooking!

I will be back in Tyler, Friday, May 21, for a joint United Way / Chamber of Commerce workshop, "The Key to Success. Click here for more information

Great Fundraising Story

2010-04-27T14:10:00.000-07:00

Recently, I went to a breakfast with donors who have left planned gifts to the sponsoring organization. One of the planned giving officers told us about his early years with the nonprofit:

About 40 years ago, when I was in my 20's my first assignment was to visit the railroad president. He was a supporter but we hadn't heard from him for a while.

So I made an appointment and stopped by. I've been in impressive offices but this was overwhelming. His walls were filled with the heads of big game he had shot all over the world.

I looked around and decided to start a conversation about the biggest one. He told me all about where he went and how the hunt was conducted.

The next month I went in to visit him and we chatted about another trophy. This went on for a few months. Then we opened the paper one day and found out he died. My boss said, 'Well, I guess we'll see how you did and what was left to us."

We were given all the trophies. The moral of the story is to be sure to make an ask!

I agree! You will need to be specific and when you get to know someone well enough, you will know exactly what to ask for. Or you will be lucky enough to be the recipient of the "pressure-free ask" and your prospect will ask, "How can I help you?"

Finally, a big company agrees with me . . .

2010-03-04T16:05:00.000-08:00

I always say that cars are sold on emotion - the smell, the feel, the style - it's all there to entice you. It's not appealing to your rational brain!

For those of you who have been to one of my speeches or workshops, I do an interactive exercise with the audience around buying cars.

The new BMW commercial says " It's what you make people feel that's as important as what you build!"

My sentiments exactly.

Media Tip from a Pro

2010-02-10T13:18:00.000-08:00

A pr whiz from Chicago, Tom Ciesielka, offers this media tip which follows my advice to spend time with people on their agenda!

Here's his comment:

About 99 percent of the time, we are asking reporters for things we want. What do you think would happen if we asked reporters what they want? GASP! The end of the world?! No. More often than not, I've found that reporters will appreciate your interest in knowing exactly the topics they are writing about and sources they are looking for. It helps you find the right fit and makes the reporter happy, for at least a little while. If it doesn't make them happy, I hear reporters like Ferraris.

Reply to Tom Ciesielka at tc@tcpr.net or check him out at http://www.tcpr.net/index.php

Thanks Tom, I think this is invaluable because it changes the typical mindset!

Relationships over resumes

2010-02-04T12:48:00.000-08:00

In the last year, I've been coaching my out-of-work friends, relatives and clients on how to make the best impression during their interviews.

My advice is simple: connect, connect, connect. People hire someone, not just because they have a good skill set, but on the strength of the way they feel the person will fit into the organization and onto the team.

One of my friends is an accountant. He wanted to tell prospective employers that he was a hard worker, had experience in taking companies public, etc. That was evident from his past jobs; laid out on his resume. He had to connect with the CEO who was interviewing for a new CFO. I coached him on how to uncover the CEO's hobbies, interests, values and then match them up with his. After a few hours, he got the concept and landed the job.

You see, the advice to connect is simple but the execution is not. The underlying tenet is that "emotion motivates and information justifies."

By the way, the title of this blog was taken from am interview in the Los Angeles Times with Jason Reitman Oscar-nominated director of "Up in the Air." He said, "I want a shorthand. I believe in relationships over resume. . .Things are going to get tough . . .and you have to question who you want to be standing next to when they do.

Sounds like a concept that applies to almost anything!

Taking Away Silos

2010-01-11T15:52:00.000-08:00

Last week, I was listening to NPR and I heard an Washington politician talk about the old days. He said that elected officials would hang out at night in some of DC's famous watering holes, have dinner together and on the weekends, they would go to parties together.

Not now! They leave town every weekend and, during the week, they stay in their own camps. The result? A very polarized Senate and House. Our representatives do not get to know each other on a personal, casual basis. Without that relationship, they can't cross party and policy lines to work together.

A similar story was told to me recently by a Board member. She said her Board members rarely saw each other or the staff outside the board meetings. In addition, the meetings were so tightly organized that people didn't even have much of an exchange at the meeting!

I suggested that they have a potluck barbecue at someone's house so they could all get to know each other better, as people. That would make working together smoother and a lot more fun!

Anyone for a big barbecue in DC?

MH&A and COMMUNITY ACTION

2010-01-07T08:50:00.000-08:00

It was one of the moments of "kismet." For years, Tim Reese, a very forward-thinking association executive, head of California/Nevada Community Action Partnership /The State CAA Association and I have been friends. We visit each other and talk about the world and personal issues in general and tried to work together a few times.

Nothing seemed to click until he was watching a wecast about the recovery funds and said, "I'd like to do something like this to tell the world what we are doing."

Say no more. . . our agency joined him to outline how we could use the power of the web to tell emotionally engaging stories.

As I travel the country, I find most nonprofits do not know about their local Community Action agency. These are very dynamic agencies and great partners with other nonprofits in their town.

Here's a recent news bulletin about this project:

FULFILLING THE PROMISE EDUCATION AND OUTREACH PROJECT GAINS MOMENTUM – 25 AGENCIES PARTICIPATING

Thanks to the leadership of Tim Reese and Biz Steinberg, Cal/Neva’s “first of its kind” education and outreach campaign, to show how Community Action Agencies are fulfilling the promise of the American Recovery and Reinvestment Act (ARRA), is flourishing.

Tim saw the importance of telling the American public how Community Action is using ARRA funds to help people back to work, help those low-income and vulnerable people, and help families and children cope with and survive during our economic downturn. Cal/Neva, in partnership with colleagues at Marshall Howard and Associates, specifically Mike James MHA’s Vice President of Program Development, has produced numerous video spots showing ARRA dollars at work, providing jobs, training, and essential services. See the Fulfilling The Promise work to date by visiting www.fulfillingthepromise-us.org

More than 20 Cal/Neva agencies currently participate in the exciting Fulfilling the Promise Educational and Outreach Project. As part of the participation package, at all three levels, the logo, depicting a butterfly representing hope, transformation and renewal, created under the direction of Trever Barker of T-Dogg Studios, www.tdoggstudios.com is available for use.

Last September, Tim Reese, Mike James, Marshall Howard, and Richard Lemire presented an overview of the “Fulfilling The Promise” project at the Philadelphia National CAP Conference, garnering significant interest and enthusiasm at a national level.

Happy New Year!

2009-12-31T13:21:00.000-08:00

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!

Taking "Let's Have Lunch Together" to a new level

2009-12-22T15:30:00.000-08:00

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.

Review of "Let's Have Lunch Together"

2009-12-08T12:50:00.000-08:00

"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!

Taking time to stay in touch

2009-12-01T10:58:00.000-08:00

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!

Fascinating Leader

2009-11-25T11:32:00.000-08:00

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

Small Town Fundraising - Montana-style

2009-11-03T09:16:00.001-08:00

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

Listen to a recent podcast

2009-11-02T13:19:00.000-08:00

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!

Great New Idea

2009-10-15T12:02:00.000-07:00

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.

American Humanics at Pepperdine

2009-10-15T11:51:00.001-07:00

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!

Ted Kennedy and Relationships

2009-08-31T15:22:00.001-07:00

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.

CAN YOU TURN A $30 PER YEAR BOARD MEMBER INTO A $60,000 FUNDRAISER?

2009-07-10T12:35:00.000-07:00

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>

On a silver platter

2009-06-29T15:05:00.000-07:00

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!

Finding Buried Treasure in Your Own Backyard

2009-06-29T14:32:00.000-07:00

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!

YAHOO'S goodreads - check out my book reviews

2009-06-29T11:44:00.000-07:00

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!

Conversation Stoppers

2009-06-08T14:43:00.001-07:00

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."

Two Great Student Successes

2009-06-08T14:25:00.001-07:00

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!

I've been everywhere. . .

2009-05-15T13:37:00.000-07:00

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.

Make-A-Wish Conference

2009-04-23T14:37:00.000-07:00

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!

Nonprofit Resource Center of Alabama Summit.

2009-04-21T09:54:00.000-07:00

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).

A TIME TO REFLECT

2009-04-09T17:17:00.000-07:00

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.”

Joy Behar - "The View”

“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!

PARTNERING IN TOUGH TIMES

2009-04-02T13:38:00.001-07:00

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

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.

Great Lessons for Life

2009-03-26T12:28:00.000-07:00

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.

$20 MILLION - GOOD NEWS FOR THE ARTS

2009-03-19T15:04:00.000-07:00

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.

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.

What Are You Doing for Your Stakeholders?

2009-03-10T13:08:00.000-07:00

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!

How We Make Decisions

2009-03-06T11:57:00.000-08:00

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!

Create an "experience"

2009-03-02T10:47:00.000-08:00

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."

Innovative Leadership Development Program

2009-02-19T10:51:00.001-08:00

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.

The following four sessions covered a range of issues, including: managing organizational change, building a diverse and effective board, getting the most out of strategic planning and my session, how to build relationships for strategic partnerships and sustainability.

I worked with Maura Harrington, Ph.D. and Chief Operating Officer of the Center who developed the curriculum. Her comment on the series,“We set out to provide sophisticated adult learning opportunities to increase the skills of individuals, but with the ultimate goal of boosting the ability of their organizations to serve communities. The enthusiasm, commitment and hard work of the participants underscores the need for such a program.”

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.

Creating "Wins" for Your Stakeholders

2009-02-11T11:38:00.000-08:00

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!

There's More to Nonprofits than Mission Alone

2009-02-09T16:11:00.000-08:00

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 Resource Center of Alabama State Conference, Weds., March 25, Extreme Makeover" Rebuilding Our Nonprofits for Changing Times, in Birmingham.

Yumm, more barbecue!

What Generation Gap?

2009-02-02T11:06:00.001-08:00

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.

"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!

What I’ve learned this year!

2009-01-27T14:39:00.000-08:00

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 hear one message even louder now than I did before:
“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.

Fundraising rated A as job of the future

2009-01-21T10:21:00.001-08:00

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.

Our new look

2009-01-20T14:36:00.000-08:00

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.

Great News - Two Successful People and Fundraising Projects

2009-01-15T10:00:00.000-08:00

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.

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 Marshall, I studied his book and attended his workshops and my goal seven months ago, was to establish our own prestigious Partnership Council.”

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 Marshall’s relationship-centered process and building our Council.

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 Marshall says, keep executing the basics over and over and you will be a master. Stay tuned for more great results!

Sean F., Donor Relations Director, Santa Barbara, CA

Why the Rich Give (and don't give) - Part II

2009-01-12T10:53:00.000-08:00

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.

Why do the Rich Give (and why they stop) - Part I

2009-01-06T14:46:00.000-08:00

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.

New Year's resolutions

2008-12-29T14:55:00.000-08:00

I am going to refer to advice from one of my favorite tv shows - CBS Sunday Morning. Does it sound like all I'm doing during vacation is watch tv?

Nancy Giles is a commentator with a light touch. She was talking about making resolutions and she said she hated "goals." So she looked around for some advice and found it from Leroy "Satchel" Paige, the greatest pitcher in the history of the Negro Leagues. He also played in the Major Leagues for Cleveland, St. Louis and Kansas City and coached the Atlanta Braves. He wound up in the Baseball Hall of Fame with an amazing record and an amazingly long career.

Here's what Paige said, among many other memorable things:
"You win a few, you lose a few. Some get rained out. But you got to dress for all of them."

Isn't that great advice for those of us who show up every day?

Now for some great ideas from Paige about living a better life in 2009!

"Work like you don't need the money.
Love like you've never been hurt.
Dance like nobody's watching."

Happy New Year everyone!

Holiday Message

2008-12-23T16:40:00.000-08:00

I saw a fascinating show on PBS yesterday - Happy for No Reason. The presenter was Marci Shimoff, co-author of ‘"Chicken Soup for the Soul" and author of “Happy for No Reason: 7 Steps to Being Happier Right Now.”

She said a couple of amazing things - here's one:

#1 Don’t believe everything you think. Learn to question your thoughts. You have 60,000 thoughts each day; 95 percent of them are the same thoughts you had yesterday and the day before. Just because you have them doesn’t mean they are true.

In addition, she said, "somehow the bad comments or thoughts stick more than the good ones."

Isn't that true - we remember the negative comments from a boss or parent; rarely the favorable compliments. One of the paths to happiness is to let the good thoughts consciously come into our heads more often and "stick."

#2 Based on her research, she said brain chemistry changes when you give - another path to happiness.

So to all my colleagues who are helping others by moving their organizations and missions forward, I wish you a very happy holiday season and a happy 2009.

Despite all the uncertainty in this universe, we can change our brain chemistry. Keep the good thoughts up front!

Reaching out in tough times

2008-12-18T12:36:00.000-08:00

I have been reading a lot of advice from columnists, bloggers and consultants about how to weather these times. Many have concentrated on advising nonprofits to have a razor-sharp message; to tell donors and stakeholders exactly what their situations are during these times and hone their electronic messages.

I think this is just backwards. Everyone knows that these are tough times . .for almost everyone. The job market is uncertain and those with jobs are nervous. People who are ready to retire and who have retired are watching their portfolios decline (one of my main worries). Those of us in the marketplace are wondering who will be buying our products or services (another concern of mine).

So I think people in nonprofit have to practice what I call the platinum rule (we all know the golden rule): DO UNTO OTHERS AS THEY NEED AND WANT YOU TO DO UNTO THEM.

How does this translate to your practice? It means asking those you meet about their situation - not because you are probing for dollars - but because you are genuinely concerned about their well-being! Listening to them and putting this person's needs first and yours second is the key to building a strong connection.

Back to my blog

2008-12-15T12:58:00.000-08:00

It's been quite a while since I've posted any thoughts . . .in fact, just before I was diagnosed with vocal chord cancer. You can imagine what a blow that was to some who makes a living speaking - both before an audience and every day on the telephone.

I had a raspy voice and went to an ENT physician to see why my allergies were acting up. I was in shock when he told me I had a tumor. A week later, the tumor was out and the cancer was diagnosed. They got it all with lots of radiation and now I recovering from that! Most of the time I have a sore throat and coughing spells.

But I am booking engagements for 2009 and introducing my new course, goBeyondhello, a three-day training that teaches nonprofits how to build their own Partnership Council.

I have been reading a lot of opinions about how to combat this downturn as fundraising necessarily continues. In the weeks and months to follow, I'll add my ideas.

How Do I Connect On The Phone?

2008-04-18T15:50:00.000-07:00

I have found that one of the biggest challenges we face today in our high tech society, is the ability to connect. All the time saving tools we've developed block us from connecting.

Take one of oldest tools...the telephone.
Most people use their phone to download information as quick as possible, for me it's my second most powerful connection tool.

When I pick up the phone my purpose is to reach out and connect. I want to uncover new thoughts and feelings about the other person's organization, as well as what's going on in their life. My only true goal is to help build a stronger collaborative relationship with the person on the other end of the line.

If you want to get an appointment, or a "yes" to a proposal ....

Don't call while you are driving - select a quiet comfortable place with no distractions.
Don't put people on hold - always make the person feel as if they are all that matters at that time.
Don't multi-task - concentrate on the conversation it's the only thing that matters.
Don't be in a rush - be patient, invest the time in the conversation. They'll let you know when they have to go.

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

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

It's Amazing What People Will Tell You

2008-03-28T16:46:00.000-07:00

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.

Go For The Glow!

2008-03-24T15:51:00.000-07:00

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.

Whose Job Is It?

2008-03-17T15:37:00.000-07:00

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.

My TGIF Tip

2008-03-14T17:01:00.001-07:00

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.

An Easy Way to Connect On The Phone

2008-03-12T17:07:00.000-07:00

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.

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

2008-03-07T16:03:00.000-08:00

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.

Can You Here Me Now

2008-03-06T16:03:00.000-08:00

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.

Too Shy to Fundraise?

2008-02-28T15:51:00.000-08:00

In almost every nonprofit training course I facilitate someone asks me... Do I need to be outgoing to be good at relationship centered fundraising?

Not at all - Some of the shyest people I know are great relationship builders and fundraisers. I recently read that many of Ronald Regan's staffers considered him one of the shyest men they've ever met. So, how did such a shy man become "the great communicator" and President of the United States.

It's simple.

The core of building great relationships is your ability to show that you truly like people - and Ronald Regan liked all kinds of people.

I teach that building collaborative relationships is both a science and an art. In my learning novel and at my training courses people in nonprofits learn how to better execute the four relationship building fundamentals – that’s the science. I also show you how to connect with others in your own special way – that’s the art.

Show you like people...
ask questions that build rewarding relationships.

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

Suprise Surprise

2008-02-26T15:48:00.000-08:00

Have you ever met with someone and the encounter, for some unknown reason, felt lifeless and flat? As you got into your car, you may have asked yourself. . . was that a waste of my time. I'd venture to say that the other person felt exactly the same.

Personally, I can't remember many meetings or lunches that I didn't leave feeling energized. This energy unlocked some exciting opportunities for both of us. That's because I approach every interaction with a clean white board.

I have no agenda. . . well, thats not exactly true.

My agenda, first and foremost, is to connect and build a relationship. That gives me the freedom to really get to know people. I am constantly surprised that when I ask someone, "Let's Have Lunch Together" and we get to know each other, we both leave feeling there's great good we'll do together.

Leave your agenda in the car...
you'll be amazed at the surprises you uncover.

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

How Do You Serve?

2008-02-22T16:11:00.000-08:00

Have you ever met a high-powered person who is willing to do virtually anything to help, and wondered why? I believe it is because they embody the spirit of a servant. According to John C. Maxwell who wrote "Relationships 101 - What Every Leader Needs to Know" being a servant is not about skill, status or position. It's about an attitude of humility and giving.

Being a leader gives people a greater sense of wanting to serve and often without expecting anything in return.

My friends who sit on boards with me, agree that we volunteer because it gives us a deeper human experience and connects us to others in different way. We focus on the need and how we can help the cause.

These same leaders are some of the most influential people, yet they all serve others, not themselves. In that magic moment, our position disappears. The only thing that matters is trying to help others.

Maxwell's point is that people can serve and lead at the same time.
"You've got to love your people more than your position."

Serve as a Leader...
Put others ahead of your agenda

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

If Only I Could Get Them

2008-02-21T16:02:00.000-08:00

For over 24 years I continually hear the same phrase over and over again.

How can I get Them to understand...
The fact is, getting Them to understand will not engage Them in your mission,
nor compel Them to donate more - Them trusting you will.

The single most powerful human motivator is a relationship.

Here's the proof.
Last month I attended a prominent fundraising gala. The person who purchased the $5000 table where I was seated, was neither a contributor nor volunteer of the organization. In fact, I discovered he knew virtually nothing about the organization. He contributed over $5000 solely because he had both a strong business and personal relationship with the askor... He just couldn't say no.

Make an emotional connection...
Build the trust, then they'll understand!

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

It's All About Trust

2008-02-19T15:35:00.000-08:00

Like all of us in America, I have been closely following the race to the White House. To me, it's clear, of all the presidential candidates, Obama has the ability to build a relationship with the American public more intimately.

While I am not endorsing Obama, or any candidate, it is interesting to me how he can connect with his audience in as little as 5 minutes. I recently read an article online at Slate from Feb 14 that explored how his speeches left the listener with a lasting emotional jolt.

He does this in two ways...

He starts by opening the door to who he is as person first, politician second. His opening remarks, tell where he comes from and how his life journey began. He weaves these facts into a very emotional story that's easy to relate to. Truly a great icebreaker.

Next, he puts the other person's needs first, his political agenda second. He uncovers the challenges that each of us experience daily and compares them to each other. Obama's words build unity. Unity gets people working together and trusting each other. . . trust is the core of a relationship.

Share your journey . . .
let people get to know you and put them first.

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

What's in a $38 Cup of Coffee

2008-02-14T16:22:00.000-08:00

Innocently enough, I decided to follow my own advice and invite a colleague of mine for a cup of coffee in downtown Los Angeles. I met Jim DeLauro at about 10:30 AM. His agency specializes in capital campaigns and strategic planning for health care and hospital foundations. During our conversation I discovered that Jim is very active in the Association for Healthcare Philanthropy (AHP), and is a presenter at their institute.

We discussed two interesting topics that morning:

1. Why is it a struggle to engage board members in fundraising?

Regardless of the importance of the gift, they all feel like they are begging with a tin cup in hand.

This can be overcome by developing a fundraising model that values the power of collaborative relationships.

2. In most Hospitals, two equal and opposite business models coexist.

When the hospital raises 100 dollars, 3 to 5 dollars remains to grow services.
If the foundation raises 100 they generally have 50 to 70 dollars to reinvest in hospital services.

VPs of Development that understand this and have taken time to develop strong collaborative relationships with their Hospital CEO, generally have more resources and affect greater change in the lives of people in their community.

Two Cups Of Coffee: $3.25
Parking: $38.00
Conversation: Priceless

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

R is for Relationship . . . Not Recession

2008-02-06T16:36:00.000-08:00

Today it seems that it is virtually impossible to pick up a Chronicle of philanthropy, Nonprofit Times or any other major nonprofit publication without some doomsday view on the "R" word. The recession, or the threat of its impact to nonprofits, in my belief is avoidable.

No stakeholder who has a deep connection and a strong relationship to an organization's staff and mission will abandon them - even in the toughest of times. I have seen this to be the case, time and time again, in my over 25 years of experience with nonprofits big and small nationwide.

So how do you build stronger relationships and deeper connections with people critical to the survival the organization you love and serve?

During these tumultuous times a mere thank you merge letter may actually hurt your fundraising efforts. Take a few minutes a day and call a couple of key stakeholders just to say thanks and find out one thing new about them. Don't forget to let them know a little bit about you as a person.

Have a great conversation . . .
get to know the people who help you do good.

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

What Matters Most . . . People!

2008-02-04T16:16:00.000-08:00

I believe in using a CRM package, 100%. However if you cannot connect with your constituents, you won't be able to uncover the important data your organization needs.

Listen, show interest in them as person, and above all be curious. Please, don't barrel through a list of preprinted questions. The last thing people want to feel is interrogated. Doing so will make them view you as disingenuous. Be patient. Wait for them to ask you more about your mission. Together you will discover the best ways they can help.

Remember, they are a person first not just ATM. Ask questions that naturally help you uncover who you board member or donor really is as a community member, parent, and business person. It works either in person or on the phone.

Become a human interest detective...
you'll discover how much fun it really is.

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

The Power of You

2008-02-01T15:27:00.000-08:00

At my recent Learning Event hosted by the University of Southern Mississippi and United Way of Southeast Mississippi many of the CEO and ED participants expressed a fear I commonly hear. "Why would my board members want to spend their precious time with me, if we are not talking about the mission?"

Board members, like everyone else, are influenced by the single most powerful human motivator --a relationship. They may have joined your organization because they were drawn to the mission, but the element that keeps them truly connected and working towards your growth is the connection with people like you.

As the CEO or ED, you hold a prestigious position that you can use to build relationships with people important to your work. Get to know your board members as a person first and they'll appreciate that you regard them as more than just an ATM.

An executive friend of mine told me that business leaders admire nonprofit executives because of the tremendous and lasting contributions they make to their communities. Remember that you do important work that people admire and they want to get to know you better.

So buy a board member a cup of coffee . . .
or just ask them, "Let's Have Lunch Together."

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

What's In a Title

2008-01-31T16:41:00.000-08:00

A Captain at The Salvation Army called me the other day after reading my learning novel and asked a question that I have heard many times before. Marshall, why did you title your book "Let's Have Lunch Together?"

The answer is simple...Lunch, one on one away from the office, is an accepted and relaxed business practice. Its a great way for two people to get to know each other on a deeper level and build a collaborative relationship. This is common in the for-profit sector yet, we commonly underestimate its opportunities in nonprofits.

The secret to a productive lunch with a donor, board member, or volunteer is to focus your attention on who they are as person first... Just like Oscar in my book.

So get out there and be more curious. Show interest in them and put your needs second.

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

Nonprofit Generation Next

2008-01-30T15:51:00.000-08:00

I was reading a blog about the next generation of nonprofit leadership in the Stanford Social Innovation Review. The author's main point was that the next generation of leaders needs help. It appears there is a belief that the mission matters more than the people.

Since the staff support the mission, they become the organization's biggest asset. Just as you manage your other assets, I believe you must invest in the growth of your staff's capabilities. This investment comes in the form of; mentorship, personal fulfillment, leadership grooming and teaching them how to build relationships with people important to your organization.

Let's show the staff they matter, and I believe, they will show us a world of nonprofits we never imagined.

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

The Future of America's Fundraisers

2008-01-28T16:41:00.000-08:00

One of the biggest topics I hear about in the nonprofit world is succession. As we baby boomers retire, who will take our places? Well, I have seen the future and it is very interesting. I was invited to speak for the third time at the annual American Humanics Management / Leadership Institute, celebrating the 60th years of American Humanics.

For those of you who don’t know, American Humanics is an innovative course of study that equips higher ed students to become skilled professionals and leaders in America's nonprofits. Headquartered in Kansas City, Missouri, American Humanics is the only national nonprofit organization meeting this need in over 80 universities nationwide.

I attended a session led by Bob Hartsook, along with about 35 AH campus directors. It was made clear that one of the biggest challenges in our field continues to be hiring and retaining quality development professionals. At the same time, the students I met were apprehensive about choosing development for a career path. As young, relationship-centered, enthusiastic, idealistic people, they were more focused on the “mission.” They felt that development was too “sales” focused and not a position that best used their talents.

That is why AH decided tackle this issue by breaking the stereotypes. It about time people in fundraising were allowed to unleash their natural relationship-building skills as part of the development process.

What do you think?

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

Relationships: The True Meaning in Development

2008-01-25T08:58:00.000-08:00

The evening before my keynote presentation at the National Committee on Planned Giving in Dallas, I was having a conversation with the Senior Managing Director of State Street Global Advisors and the question came up; What is a Relationship? It occurred to me that people in nonprofits use the world relationship with drastically different meanings.

For example, in the September 07 issue of "Advancing Philanthropy", published by the Association of Fundraising Professionals (AFP), an article about the need for CRM, relationship is used as a measurement for where a donor is in the contribution cycle. In another article, in the same issue about Moves Management, relationship was defined as what your donor thinks of your organization and what you can do to make them like you more.

For me, a relationship is an emotional connection between two people that creates trust and makes people feel safe. It is not about friendship, it’s about partnership.

My philosophy is that creating a trust-building experience with someone is not magic, luck or something that happens accidentally. Being a great relationship-builder is a learned skill, like swimming or riding a bicycle – it’s a repeatable, measurable process that produces dramatic results and it all starts with a clear definition of what truly defines a relationship.

Let's connect...
818.340-9202 ext .10
Thanks
Marshall

My musings on relationships

2008-01-24T13:55:00.000-08:00

Relationships have been very important to me in my career and my personal life. Throughout my nonprofit experiences, I saw how successful people built networks of prospective donors that led to high-dollar fundraising.

I plan to talk about the power of relationships in the world of nonprofits and beyond. Like the weather, everybody talks about building relationships. However, the percentage of people who actively build and grow them with people important to their work and life is small.

Using real-world examples and stories from my interaction with colleagues, workshop participants, people I meet on the airplane and others, I'm going to give you actual, straightforward information.

By the way, I'm an avid collector of 33 1/3 RPM vinyl records. My collection houses over 6,000 albums by such early Rhythm and Blues legends as... Richie Vallens, Johnny Cash, Roy Orbison, Fats Domino, plus Jazz greats like... Ben Webster, Bill Evans, Buddy Rich, Ella Fitzgerald, and Billie Holiday.

Visit often and share your experiences and challenges with me in this blog. I plan to offer my more than 24 years of nonprofit experience and opinions with anyone brave enough to participate...as a recovering attorney, I swear I'll do my best not to ramble on too much.

You may want to visit my website - click here