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Children guessed (but only a few) and down they forgot as up they grew….
- e. e. cummings
Words = WorldsWords = Worlds
“ I have a dream ”
“ I have a list of
measurable
objectives ”
Tried and TrueTried and TrueTried and TrueTried and True
Tried andTried andTried andTried and So OverSo OverSo OverSo OverTried andTried andTried andTried and So OverSo OverSo OverSo Over
“The Bottleneck is at the Top of the Bottle”
“Where are you likely to find people with the least diversity of experience, the
largest investment in the past, and the greatest reverence for industry dogma?greatest reverence for industry dogma?
At the top!”
— Gary Hamel/“Strategy or Revolution”/Harvard Business Review
Humongous Society--$50,000
Yup I Give Club--$25,00077%
Society Society--$10,000
The Whatever Club--$249
93%93%93%93% would most likely give next would most likely give next would most likely give next would most likely give next time asked if they are thanked time asked if they are thanked time asked if they are thanked time asked if they are thanked quickly and personally, in addition quickly and personally, in addition quickly and personally, in addition quickly and personally, in addition they would also like a follow up they would also like a follow up they would also like a follow up they would also like a follow up regarding what their money is regarding what their money is regarding what their money is regarding what their money is accomplishing…accomplishing…accomplishing…accomplishing…
Satis
factio
nS
atis
factio
n
Annual ReportAnnual ReportAnnual ReportAnnual Report
Maybe if we just had a better case for support!Maybe if we just had a better case for support!Maybe if we just had a better case for support!Maybe if we just had a better case for support!
Relationships?Relationships?Relationships?Relationships?
Donor Donor Donor Donor RetentionRetentionRetentionRetention
90% 3 Markets
10%
0%
90%
10%0%
90%
Who is this
guy?
Relationships by the numbersRelationships by the numbersRelationships by the numbersRelationships by the numbers
““““Ninety percent of Ninety percent of Ninety percent of Ninety percent of what we call what we call what we call what we call
‘management’ ‘management’ ‘management’ ‘management’ consists of making it consists of making it consists of making it consists of making it consists of making it consists of making it consists of making it consists of making it difficult for people to difficult for people to difficult for people to difficult for people to
get things doneget things doneget things doneget things done.”.”.”.”– Peter Drucker
The Friendship
Performance
System
Create
Vision
Develop
Design
tasks and
timelines to
meet goals
Identify
personnel to
accomplish
tasks
Build a
measurement
system
# of
contacts
per month
Build Develop
key goals
and
objectives
Develop job
descriptions
Formalize
review process
How much
stuff have
they given
to me
Get friends to
give me stuff
Need them to
give me stuff in
the next 12
months
I need furniture
for my room
and a vacation
How many
friends
have given
me stuff
Build
Friendship
Excellence
Who AsksWho AsksWho AsksWho Asks
car
“Psychologists tell us that the mind is
under a continual bombardment of ideas,
all of which are trying to make an
impression on it. The prospect, therefore,
does not sit around with a blank mind,
calmly waiting for someone or something
to capture his attention without a to capture his attention without a
struggle.”
Modern Business, Copyright 1918
ASKASKASKASKASKASKASKASK
We never possessed the donor….think continuous attracting &
It doesn’t matter what people It doesn’t matter what people think of you or your organization….What matters is how you make them feel
“We have a “We have a “We have a “We have a ‘strategic’ ‘strategic’ ‘strategic’ ‘strategic’ plan. It’s plan. It’s plan. It’s plan. It’s plan. It’s plan. It’s plan. It’s plan. It’s
called doing called doing called doing called doing things.”things.”things.”things.” — Herb Kelleher
The PlanThe PlanThe PlanThe Plan
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