Are you observant?

Are you really able to see the big picture of what is happening around you?

Who is the competition for non-profits?

Reading through an interesting post over on Green Apron Stories, about a very funny way that they kept an eye on the competition. The story reminds me of one that often presents itself when I am working with a non-profit that is trying to find new ways to increase funds. After a while, someone in the room will offer the comment “we just can’t compete with (insert name of another non profit) for the money that we need”. This reveals a significant lack of understanding about what motivates people to support a non-profit. In the case of Starbucks, the competition was clear. For the non-profit, it is a different game.
For a NP, the competition is not other non-profits. In theory, all NP offer services to make the human condition a bit better. Would you want to take your money from the March of Dimes to fund ALS research? Well, yes. Let me explain.

If someone you care about has an illness or challenge, then you are emotionally tied to the group that is taking on that fight. You will reallocate your funds to join in the fight and make a difference. The interesting thing is that you will reallocate funds from many areas of your life, not just what you have set aside to fund good causes. And if your life is touched by many causes, you will find ways to give to all of them.

The paradigm shift here is from the mindset that people will only give a certain amount to charity and causes, and that we are all competing for that certain amount. The competition is for all of the other disposable income that is available, but not given.

What’s they key to getting it? You must offer a solution to a problem, and make sure the problem has a face to go with it. If you introduce Mark to someone, and he has ALS, and then you show that a $20,000 donation will make it possible for him to communicate with this children through eye movement controlled computers - guess what you will walk away with. A check.

Too many non-profits are focused on making people aware of problems, competing with one another, and complaining about the lack of compassion that society offers. They don’t get it - which is exactly what happens.

Share This

Padding to get Published?

In the book the Master Motivator, there are several leadership concepts worth exploring. The book is in the format of a leadership fable, and follows the life of Doug, a struggling manager. As with almost all books of this genre, Doug has a mentor who shares the secrets to success. While I am a fan of this genre (and have written in this style myself), Master Motivator is a bit long on lists and short on substance. It reads a bit more like a PowerPoint presentation than a story. If you have read a few hundred leadership books, this will be a good refresher. BTW, it was originally released in 1995, and re released by Barnes and Nobel in the past year or so.

One of the most interesting parts of the book is that the story ends on page 88 of 146! The last 58 pages are lists of the author’s favorite movies, books, achievements, and resources. It is an interesting way of packaging “additional” information. Many authors have done a similar thing by connect a website to the book (How Full is Your Bucket - www.bucketbook.com), but I am not sure I like the “packaging” of this information in the book itself. Maybe it was too thin to be published without it!

Share This

Lets make lots of money!

Continuing in Ferrazzi’s Never Eat Alone book…

This book is primarily about networking. I don’t know about you, but networking brings several images to mind, and not all of them are positive! I imagine the guy handing out business cards as fast as he can, hoping to get a paycheck out of the deal. Or the woman working the room, making sure that everyone knows that she is there, and in a not so discrete way, letting you know she is expecting you to support her latest project.

Ferrazzi does a great job in challenging these concepts. For him, networking is about building relationships with people BEFORE they can help you, and in reality, even though they may not ever be able to help you.

I have watched a similar thing happen in the non-profit sector. Unfortunately, I am referring more to the first example than the latter. Many non-profit seek to build relationships with those who can help them. The board meets, and comes up with a list of people that can move the organization or project ahead politically, socially, or financially.

A non-profit is, by definition, created for public good. Networking should be done in a way that invests in people, not looks for investments from people. These organizations will benefit in significant ways, simply by being seen a generous (with attention) and caring. The way that people feel about a no-profit is vital to it’s ability to survive. If you only get an invitation from a friend when they need money, you are actually being treated like something other than a friend. Organizations that feel compelled to throw hugely expensive events to attract “substantial givers” and large sums of money are often prostituting themselves and their cause. A $1000 a head dinner to build a homeless shelter? Obviously, that would beÂ crazy, but many groups don’t see the disconnect they are creating. After subtracting all the costs associated with such an event, a much more community focused (and priced) event would have been the better move.

Organizations do this because it is quick and easy. Building real relationships with a community takes time, and most board members have too many other commitments to take that time.

A new position needs to be added to those boards, and it is the Community Partnership position. The purpose will be to develop a long term approach to being in the community, meeting people where they are, and even assisting other non-profits in any way you can. The goal is to make this world a better place for everyone, not just to have your non-profit get the big donation.

Share This

Can You Deliver

In a recent article on MSNBC, there is a story about a car dealer that hired a company to create and mail 50,000 “You may have won” cards to local residents. Somewhere, the process got messed up and EVERYONE got the winning card. They caught the problem after the first 20,000 went out. If they honored the awards, that would be 30,000 times $1000 each = 30 MILLION! Pretty expensive error.

Of course the dealer isn’t expecting to pay out - and is blaming the direct mail company. The interesting part to me is the quote by the dealer rep…” Kohn said the dealership is “making a full-faith effort” to investigate the mistake, which he said is “not how we portray ourselves or our community.” Huh??

The irony in this is that most marketing is built on the idea that if people buy your product or service that they will be happier, healthier, wealthier or in some other magical state of being. A new car really cannot deliver a better life - but isn’t that what is promised? The mailing sent out was simply a micro-view of what most marketing has become. They offer people something they really cannot deliver (better life) in the form of a product (car) or service.

The church can learn a lesson here. I have seen so many direct mail pieces that hype a sermon series that promises to help you have a better (marriage, family, financial peace, etc), but in all honesty, have very little chance of doing so. People do not really change by hearing a sermon series on what they should or should not do. True change comes from a much deeper place. It comes from real conviction and often, pain.
We need to be sure that we are not offering a “scratch to win” answer to people’s issues.

Share This

Why Are You Doing It?

I am rereading Never Eat Alone by Keith Ferrazzi. He makes a ton of great points in the book, and several of them are worth having a serious conversation about. Early on, Ferrazzi writes about the importance of doing things for others without expecting anything in return. Most churches will agree that this principle is very significant. I have seen this play out many times as church leaders have asked members to serve and give to the church, and to do so without the “consumer” mindset that often accompanies such activities. Most Americans will give to something as long as they see and experience the benefit of having done so. In theory, the Church exist to meet people’s most significant needs, so there is a bit of the “consumer” concept built in. Ferrazzi got me wondering, does this work the other way too? Is the Church able to provide for people and not expect anything in return? Honestly, if no one connected to your youth ministry served or gave a dime, would you continue to offer a youth ministry?

Share This

What do you think?

Over on Brand Autopsy

While prepping for a presentation on Word-of-Mouth Marketing, I followed-up on Pizza Patron Pesos por Pizza promotion that began earlier this year (Q1 of 2007). The promotion is simple: Pizza Patron, a regional pizza chain focused on the Hispanic customer base, will accept Mexican Pesos or American Dollars.Following on the Word-of-Mouth Marketing maxim of Remarkable Things Get Remarked About, word spread about the “Pesos por Pizza” promotion. Some loved the marketing idea, while others loathed it. Either way, one can’t argue with the results. Sales spiked.

Share This