Read Next Yankees face elimination again, this time in ALCS Game 7 Oakland Raiders running back Marshawn Lynch (24) makes contact with back judge Greg Steed (12) during the first half of an NFL football game between the Raiders and the Kansas City Chiefs in Oakland, Calif., Thursday, Oct. 19, 2017. Lynch was ejected after the play. (AP Photo/Ben Margot)NEW YORK — Oakland running back Marshawn Lynch was suspended for one game without pay by the NFL on Friday for shoving a game official during the Raiders’ victory over Kansas City on Thursday night.Lynch was ejected from the game after he shoved line judge Julian Mapp.ADVERTISEMENT Brace for potentially devastating typhoon approaching PH – NDRRMC Typhoon Kammuri accelerates, gains strength en route to PH QC cops nab robbery gang leader, cohort Kin of Misamis Oriental hero cop to get death benefits, award — PNP Stronger peso trims PH debt value to P7.9 trillion Kammuri turning to super typhoon less likely but possible — Pagasa Makabayan bloc: Duterte suspension order on rice importation only a ‘media stunt’ PLAY LIST 02:46Makabayan bloc: Duterte suspension order on rice importation only a ‘media stunt’00:50Trending Articles00:50Trending Articles01:37Protesters burn down Iran consulate in Najaf01:47Panelo casts doubts on Robredo’s drug war ‘discoveries’01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games CPP denies ‘Ka Diego’ arrest caused ‘mass panic’ among S. Tagalog NPA Japan ex-PM Nakasone who boosted ties with US dies at 101 The scuffle started when Oakland quarterback Derek Carr was hit late on a run by Kansas City’s Marcus Peters midway through the second quarter. Raiders offensive linemen Kelechi Osemele and Donald Penn immediately confronted Peters, and Lynch sprinted onto the field from the bench to join the fray. Mapp tried to break up the fight, but Lynch pushed him and grabbed his jersey. Lynch also got a personal foul.NFL vice president of football operations Jon Runyan wrote a letter to Lynch, saying:FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSSEA Games: Philippines picks up 1st win in men’s water poloSPORTSMalditas save PH from shutout“You made deliberate physical contact with one of our game officials as he was diffusing an active confrontation between players. You were disqualified for your inappropriate and unsportsmanlike actions. Your conduct included pushing the game official and grabbing his jersey. … You were not directly involved in the active confrontation that the game official was attempting to diffuse, nor were you a participant in the play that initiated the confrontation. You were the only player from either team who ran from the sideline to midfield to insert himself into a situation in which he was not directly involved.”Lynch will be eligible to return to Oakland’s active roster on Oct. 30, the day after the Raiders’ game against the Buffalo Bills. LATEST STORIES Lynch finished the game with two carries for 9 yards.The Raiders rallied to win 31-30 on a touchdown pass by Carr on the final play, and Lynch was in the locker room after the game congratulating his teammates.Lynch came out of retirement this season and was traded from Seattle to the Raiders. Lynch said he wanted to make a comeback so he could give something back to his hometown of Oakland before the Raiders move to Las Vegas in 2020.Lynch has rushed for 266 yards and two touchdowns in seven games.ADVERTISEMENT Don’t miss out on the latest news and information. MOST READ View comments
It was the most bizarre of beginnings. The inaugural meeting of seven South Asian foreign ministers in New Delhi last fortnight embracing Bangladesh, Bhutan, India, Pakistan, Sri Lanka, Nepal and the Maldives, appeared to be an August requiem, held as it was under the threatening clouds of the anti-Tamil carnage,It was the most bizarre of beginnings. The inaugural meeting of seven South Asian foreign ministers in New Delhi last fortnight embracing Bangladesh, Bhutan, India, Pakistan, Sri Lanka, Nepal and the Maldives, appeared to be an August requiem, held as it was under the threatening clouds of the anti-Tamil carnage in Sri Lanka.Sri Lanka’s Foreign Minister, the scholarly A.C.S. Hameed, staged a major surprise by turning up for the meeting in the midst of a welter of charges and counter-charges between New Delhi and Colombo including the alleged remarks attributed to Sri Lanka President Junius Richard Jayewardene that Sri Lanka feared invasion by India, and he had asked four countries, including Pakistan and Bangladesh, for help.Though the allegation was promptly denied it served to underscore one vital fact concerning the efforts towards regional cooperation – that events of an ethnic nature like the Tamilian tragedy in Sri Lanka directly affect the entire region. It also re-emphasised the fact that India, the largest and most powerful of the “seven sisters”, is viewed with unnatural suspicion by the other members of the South Asian Regional Cooperation (SARC) club.Good Beginning: Yet, for all that, the SARC conclave turned out to be something of a minor miracle. Mrs Gandhi struck an appropriately sombre note in her inaugural address, describing South Asia as a “troubled region” but winding up with the upbeat declaration that “I am glad we are making a beginning. We have our political differences but economic cooperation will give a strong impetus to closer friendship and greater stability in South Asia”.advertisementDespite the “political differences” that have hamstrung any previous efforts at regional reconciliation, the two-day meetings of SARC were remarkable for the contagious atmosphere of bonhomie and comradeship that pervaded. Obviously, the SARC idea, mooted two years ago, had taken deep root and the foreign ministers were determined to take it beyond mere rhetoric.Every single one of the six foreign ministers interviewed by INDIA TODAY were enthusiastic about the progress made and the goals to be achieved. As Bangladesh Foreign Minister A.R. Shamshud Doha remarked: “I think all of us were surprised at how quickly we were able to formulate things. There was no sense of recrimination, no reservation, we didn’t play games with one another which means the basic elements of close relationship exist.”Two years ago, when the late Ziaur Rahman of Bangladesh first floated the SARC idea it appeared nothing more than wishful thinking. The two most powerful members of the region-India and Pakistan – were hardly enamoured of the idea but for different reasons. India viewed the proposal with blinkered suspicion, fearing that the other six were trying to gang up against her. Pakistan, as Foreign Minister Sahabzada Yakub Khan admitted, had turned away from South Asia and was assiduously wooing the Middle East which it identified itself with. Even Sri Lanka was looking towards ASEAN with intentions of applying for membership there.Mrs Gandhi inaugurates the SARC foreign ministers meet in Vigyan Bhavan: Significant stepGround Rules: The idea, however, was too logical to be ignored and once the first meeting at Colombo of the foreign secretaries took place in April 1981, it was evident that perceptions had changed. Colombo laid down the basic ground rules which were accepted with alacrity, the most vital being that regional cooperation would not be a substitute for “bilateral accord” nor should it be “inconsistent with bilateral and multilateral obligations”.Since then, three more meetings of foreign secretaries, at Kathmandu, Dhaka and Islamabad, and almost two dozen meetings at the technical level, have sorted out the nuts and bolts aspect and clearly identified the dos and don’ts.Thus, when the New Delhi deliberations began, individual positions were well known and it was only left to put the official seal of approval on the idea. The foreign ministers approved an integrated programme of regional cooperation which embraces agriculture, health, transport, telecommunications, weather forecasting, cultural affairs and sports.Though the declaration excludes the two most important factors-trade and industrialisation – the significance of the birth of SARC cannot be diluted. None of the foreign ministers, or Mrs Gandhi, concealed the fact that New Delhi was a small step on what promises to be a long and rocky road.But the fact that the step has finally, if belatedly, been taken speaks volumes. For one, it has been taken in the teeth of protracted and prickly bilateral differences, mainly between India and the individual SARC countries.The Kashmir issue, the Farakka barrage, the Tamils in Sri Lanka, the Bangladesh refugees in India, the Soviet presence in Afghanistan, are only some of the more prominent among them. It also meant that the mutual distrust-from the other SARC members regarding what they perceived as India’s efforts to dominate the region – and India’s own suspicions regarding the gang of six, has now largely evaporated.advertisementIn fact, much credit must go to the Indian Foreign Ministry negotiators for dispelling much of the doubts about India and Indian intentions. Being the dominating power, India had to bend considerably backwards to convince the others of its genuine desire for peace and cooperation. In that context, the agreement among the SARC members to exclude trade from the framework of the declaration is understandable.Trade Question: Though a vital element in any future evolution of SARC, trade is the joker in the pack. India’s industrial and technological advantage over the others has clearly given rise to the fear that dismantling existing trade barriers will lead to the region being swamped by Indian goods. “India, more than the others, is conscious of this fear and that is why we have merely suggested cooperation among the state trading agencies at this point of time,”says a Foreign Ministry spokesman.Yet, there is every indication that a trade agreement would be mutually beneficial. Currently, the intense competition between India and Bangladesh in the marketing of jute, with Sri Lanka over tea and with Pakistan over textiles and carpets can easily be made a complementary exercise along the lines of OPEC. Similarly, Pakistan’s wheat exports can be bought by India at considerably cheaper and more convenient terms than imports from the US.But even without the trade aspect, SARC has potentially a considerable collective clout in international affairs, embracing as it does one-fifth of humanity. Individually, none of the seven is considered internationally important. Collectively, they could be.It is creditable that one of the key issues agreed upon is the principle of unanimity which lays down that only those proposals agreed on by all seven will be taken up for further action. In other words, even the smallest member, in this case Maldives, can veto any proposal and that all seven have an equal say in SARC affairs, and every country will have charge of at least one regional portfolio.Though the foreign ministers decided not to set up a permanent regional secretariat at this time, nor to prescribe monetary contributions by each of the seven governments, indications are that SARC will have to start off with less than Rs 1 crore as contributions from the seven. The foreign secretaries will function as a committee to approve specific projects, allocate funds and oversee work being done.The foreign ministers agreed that only multilateral questions and issues calling for cooperative solution would come up before SARC; it would not waste itself on bilateral problems. Political issues would also not be considered.The decision that the seven foreign ministers should meet at least once a year takes the birth of SARC one step ahead of ASEAN which, started far less ambitiously and was originally limited to the meeting of officials onlyadvertisementHopeful Signs: But there is still no call for undue optimism. The New Delhi meeting laid the foundations but it is the political will that the rest of the edifice will have to rest on. In the past, it was the political element that bedevilled relations among the seven. But there are hopeful signs that the sheer scope and potential of SARC will override any political considerations. For the first time, there are indications that India and Pakistan are finally edging closer together.The Sri Lanka crisis could have easily converted itself into an international issue between New Delhi and Colombo but Foreign Minister P.V. Narasimha Rao’s hurried trip there followed by Mrs Gandhi’s telephonic conversation with Jayewardene has turned the situation around.What the SARC conclave proved without doubt was that the seven sisters have matured enough to realise that bilateral differences should not come in the way of regional cooperation any longer. It also revealed the genuine desire of all seven to transform SARC from a dream into reality. If it works, it will be the biggest step forward that the region will have taken. If it doesn’t, it will be a tragedy of unlimited proportions.
Maruti Suzuki India today launched the Vitara Brezza Sports Limited Edition. The new edition can be bought by paying an additional Rs 29,990. Accordingly, Vitara Brezza LDI Sports Limited Edition becomes the introductory variant and it can be bought by paying Rs 7,97,732 (ex-showroom, Delhi), which is Rs 29,990 more than the standard LDI trim. Maruti Suzuki Vitara Brezza Sports Limited Edition features.The Vitara Brezza Sports Limited Edition will offer features like new seat covers, designer mats, side cladding, body graphics, front and rear garnish, leather steering cover, door sill-guard, wheel arch kit, neck cushion, twin colour door sill-guards and chrome grille garnish.”Customers can now convert their Vitara Brezza into a Sports Limited edition at an additional price of Rs 29,990,” Maruti Suzuki India said in a statement.Launched in March 2016, Maruti Suzuki Vitara Brezza is the compact SUV segment leader in India. In February 2019, the carmaker had reported that it had sold four lakh units of Vitara Brezza.The company claims that it sold over 1,57,880 units of Vitara Brezza in 2018-19, leading the segment with a market share of over 44 per cent. Several reasons, including reliable engine, spacious cabin, sporty design and better safety features, have made the compact SUV a favourite among the masses.Maruti Suzuki Vitara Brezza is available only with a 4-cylinder, 1.3-litre DDiS 200 diesel engine that produces 89 bhp and 200 Nm of torque. It is offered with a 5-speed manual gearbox and an optional 5-speed AGS (Automatic Gear Shift). It delivers a mileage of 24.3 kmpl.However, Vitara Brezza is not expected to feature the current 1.3-litre diesel engine from April 1, 2010, when BS-VI (BS6) emission norms become effective. Maruti Suzuki India has decided not to upgrade this engine to comply with the BS-VI norms.advertisementOn May 21, Hyundai Venue was launched in India. With a starting price of Rs 6.50 lakh (ex-showroom, India), Venue is expected to challenge Vitara Brezza. The new compact SUV boasts of not only modern features but impressive technical specifications as well.Vitara Brezza is one of the top 10 bestselling cars of the country and the company brought dual-tone colours with it. Maruti Suzuki India claims that it has sold over 4.35 lakh units of the compact SUV cumulatively since its launch.ALSO READ | Kia SP2i: Features, launch, rivals, other important details about the upcoming compact SUVALSO READ | India provides entrepreneurs with amazing opportunities to scale up their ventures: Zoomcar CEO Greg MoranALSO READ | Hyundai Venue is a complete package, but can it match the success of Hyundai Creta?
To view their full boot range, please visit:www.bladesfootball.com.au
Source: http://www.gettingattention.org/my_weblog/2007/01/make_your_messa.htmlAbout the AuthorNancy E. Schwartz helps nonprofits succeed through effective marketing and communications. As President of Nancy Schwartz & Company (http://www.nancyschwartz.com/), Nancy and her team provide marketing planning and implementation services to organizations as varied as the Robert Wood Johnson Foundation, Center for Asian American Media, and Wake County (NC) Health Services.Subscribe to her free e-newsletter “Getting Attention”, (http://www.nancyschwartz.com/getting_attention.html) and read her blog at http://www.gettingattention.org/ for more insights, ideas and great tips on attracting the attention your organization deserves.NOTE: You’re welcome to “reprint” this article online as long as it remains complete and unaltered (including the copyright and “about the author” info at the end), and you send a copy of your reprint. When I read Malcolm Gladwell’s The Tipping Point, I quickly became a convert. I learned to watch for, and value, stickiness. But it was harder to understand how to make my nonprofit client’s ideas and messages stick.Now, brothers Chip and Dan Heath, fill in the blanks with their guide, Made to Stick. For the Heaths, stickiness is all about “ensuring your ideas are understood and remembered, and have a lasting impact – they change your audience’s opinions or behavior“.Dan, a consultant at Duke, and his brother Chip, a professor at Stanford Business School, found that messages of all kinds — from the infamous “organ theft ring” hoax and a coach’s lessons on sportsmanship to a product vision statement from Sony — draw their power from the same six principles of stickiness:Simple — Hone in on the essence of your subject, stripping out the extra. Think core and compact, like a proverb.Unexpected — Break a pattern or routine to get attention. Use unexpected stories, language, channels. Highlight a gap in knowledge. Create mystery with a teaser.Concrete — Abstraction is hard to digest, and to retain. Explain your idea or message in concrete terms to help people understand (with less room for interpretation) and remember.Credible — Help audiences believe. Cite authorities, details and statistics.Emotional — Make people care. Appeal to self-interest. Introduce audiences to others they can relate to, link your messages to what they already care about and their aspirations. The Times Neediest Cases Fund excels here, crafting compelling profiles supported by photos to generate a great deal of empathy, interest and donations among Times readers. I’ve been reading those profiles since I was a kid, and giving every year.Story(telling) — A story brings ideas to life, placing them in a lifelike framework we can relate to, and remember. The Neediest Cases Fund excels at telling powerful stories. Stories are frequently unexpected, concrete, emotional and credible. The best ones are simple enough to be remembered and re-told.Download Made to Stick for Social Enterprise for a printable guide on these six sticky elements: Beware the Curse of Knowledge.Our knowledge is often a barrier to clear messages, because we can’t imagine (and sometimes don’t try) the perspective of someone who doesn’t know it. The more we know about a subject, the less we’re able to shape it into a message that will stick, but the Heaths offer strategies for defeating the Curse of Knowledge and other roadblocks to sticky success.Made to Stick is the rare business book that’s well-written and absolutely entertaining. And Chip and Dan walk the walk, building their book on a foundation of compelling anecdotes and stories. Made to Stick is a must read for anyone striving to craft messages that are memorable and lasting.
MediumMostly simple sales processes focusing on donations, calls to action, get out the vote Simple Marketing ProcessLonger, Complex Marketing Process 1. Initiate contact (Request, incident, call, email question, check-in)2. Gather more information (call-back, email)3. Schedule meeting/call/appointment4. Alert manager if necessary5. Deliver service, program, information6. Track outcomes over time Low-MedComplex sales processes include convincing potential clients to participate in programs Members in a Trade Association LowRespond to questions; provide information about the impact of their actions Longer, Complex Sales Process(major donations, grants, high-cost memberships, large sponsorship sales, registration for lengthy programs) 1. Identify prospect or lead2. Recieve commitment (donation,action, membership, registration, purchase)1. Identify prospect or lead2. Introductory call or meeting to qualify prospect3. Follow-up calls or meetings to build value proposition4. Present proposal or ask5. Negotiate6. Recieve commitment (contract, donation, action, membership, registration, enrollment) Sales“Sales” convinces individuals to make a commitment or take an action. All nonprofits sell something, whether programs, products, services, or ideas. Any process that involves moving a person from merely being “interested” to making a commitment or taking an action is a sales process. This might include convincing a potential funder to donate, talking a client into attending a free event, or persuading a legislator or a citizen to vote a particular way.The complexity of the sales process often correlates with the size of the commitment. A free 1-hour seminar or a $25 donation would have a very short sales cycle and probably only one step (the ask), while a 10-week program or a $1000 donation would require more time and a more complex process. Clients of a Service Organization(homeless, legal rights) LowSome outreach to support membership and event sales In working through your constituent groups, think about the processes that you wouldn’t usually consider. Human services organizations don’t always plan how to tie their outreach efforts into program delivery and how successful program delivery can in turn help influence outreach and participation in their programs. Similarly, advocacy organizations spend lots of time doing outreach, but often spend less time thinking about the service aspect of their work to retain and keep supporters happy.Don’t overwhelm yourself trying to exhaustively review every process. Rather, use the exercise to identify the important recurring types of interaction processes your software will need to support.3) Understand Your Process MixYour final step is to prioritize your constituent groups and processes to get an idea of your mix. A youth development organization with “service” heavy processes – incident reporting, service plans, personal goals, outcomes – but that relies primarily on client referrals will need strong service tracking capabilities with less rigorous “marketing” functionality. A membership-based organization, alternatively, will need tools with strong marketing and sales functionality. Advocates for a Public Advocacy Organization Simple Sales Process (small donations, merchandise purchase, advocacy action, low-cost memberships) Constituent Constituent Relationship Management can help to provide an important 360° view of your constituents. However, an effective technology solution requires a detailed understanding of your constituents and processes. Paul Hagen explains, in Part One of a two part series exploring the issues behind CRM. Sales Service HighComplex sales including higher cost memberships. Simple sales of events and merchandise Service“Service” refers to the delivery of programs and support to constituents. The most important part of what most nonprofits do with constituents – the delivery of programs and services – is virtually always left out of CRM discussions. Many nonprofits use isolated applications to track communications, program and service delivery, attendance, follow-ups and outcomes.Nonprofits that do not consider program delivery information as an integrated part of CRM efforts risk:Underserving clients. Nonprofits with lots of programs, each with its own data repository but no organizational-wide view, lacks the ability to knowledgeably serve its constituents. For example, a job placement counselor would benefit from knowing if a constituent has been referred by a different staff member to a drug treatment program. Similarly, the organization lacks the ability to know how to target new programs (cross-sell) to existing constituents (e.g. a person who has come a few times to brown-bag lunch meetings, but has never attended an annual event).Failing to understand the full benefit an individual is receiving. Nonprofits with constituent program data scattered have a difficult time seeing the full benefit that an individual receives from the organization. Certain public radio station’s fundraising efforts would be more powerful if its appeal size were based on the amount that an individual used the website. Missing out on important word-of-mouth evangelists. Happy program participants can be some of the best program evangelists and representatives for outreach to other constituent groups (e.g. funders, other potential participants, partners).Wasting time and resources. Without the tie between outreach and program outcomes, organizations have to guess which sources typically yield great participants and which only bring headaches. It’s important to maximize your relationships with those sources that bring solid prospects…and figure out how to help those who are sending you bad prospects, or cut the ties.Some organizations have very limited “service” components to their operations. This may include responding to requests or requirements from funders (e.g. reports), legislators (e.g. statistics), media (e.g. information for story), schools (e.g. request for speaker on topic), and other such constituents. For other organizations — such as food banks, health and wellness, and legal services organizations — services make up the bulk of their efforts.While every organization will vary, a service process may look like the following: MediumRespond to inquiries Simple Service Process (information requests, simple questions, tax receipts for donors)Longer, Mid-Level Service Process (scheduled reports to funders,on-going care for clients in a program) 1. Recieve request (call, email question, web site request)2. Respond 1. Compile list of every supporter you can find2. Send annual letter1. Target group of potential supporters2. Place ads in target venues3. Send direct mail piece4. Follow-up calls to supporters5. Send follow-up email6. Track outcome HighBroad outreach efforts to public HighComplex case management, outcomes management LowSome outreach, but relatively limited. Many nonprofits struggle with constituent data in many different locations. A single individual may donate money, then buy an item online, then attend a seminar, while three different staff members track the person in their own spreadsheets or contact managers, unaware of the other organizational interactions. Constituent relationship management (CRM) software can help. In fact, the term “CRM” was coined to refer to methods that support an organization’s full range of constituents and constituent processes.Here’s a definition of CRM:CRM is the set of processes and supporting technologies used to acquire, retain, and enhance the relationships with all different constituent groups who interact with an organization.These groups include — but are not limited to — donors, funders, partners, volunteers, clients, sponsors, suppliers, and all other people who help a nonprofit to achieve its mission or are benefactors of the mission.But marketing-speak in the software marketplace has confused the issue. Vendors use the term “CRM” loosely to describe a wide variety of databases, even ones that focus only on a limited set of supporters such as donors.A Google search on the terms “nonprofit CRM” yields a number of well-known nonprofit vendors on the first page. While each helps to manage specific kinds of relationships with certain types of constituents, not one covers all the different possible groups alluded to in this CRM definition. One manages online interactions, but can’t handle the day-to-day contact that an organization may have with constituents over the phone or in person, such as the cultivation of event sponsors or suppliers for a food program. Another falls short of helping staff manage clients who receive long-term services or the complex set of relationships for a major event.The truth is that it is nearly impossible for a single vendor to create software capable of handling the widely diverse needs and processes of over 1.8 million nonprofits. Take an organization like Goodwill, for instance. Goodwill works with many different constituent groups who: 1) donate material goods, 2) donate money, 3) buy items in an online store; 4) buy in an offline retail store, 5) receive training and services, 6) receive job placements, 7) become advocates within businesses for job placements, and 8) who become advocates for donation drives. These represent just a few of the diverse groups for which it collects different data and has different cultivation processes.What’s more, CRM is not just a piece of software – it’s an organizational strategy that defines the processes and methods you use to interact with your constituents. In order to ensure effective Constituent Relationship Management for your nonprofit, you’ll need to understand your own constituents and processes. This will not only improve your ability to find the best software, but will likely improve your daily constituent-centric operations as well.How do you go about this? It’s a three step process:Identify your constituent groupsOutline your processesUnderstand your process mixLet’s go through those one by one.1) Identify Your Constituent GroupsYou likely have more types of constituents than you realize. A recent survey of staff members at a mid-sized nonprofit identified over 25 spreadsheets, contact managers, slips of paper and custom databases to store information about interactions with different constituent groups. About half of these repositories and interactions were unknown to both management and the IT department.As a critical first step, use department or program meetings to discuss and identify your constituent groups and rogue data repositories. Make sure to include staff who can speak to the broad range of your relationships with constituents, not just those in charge of raising money. In addition to the typical suspects (e.g. donors, foundations, members, volunteers, and advocates), look for the myriad of other interactions that bring important value to the organization:Alumni: staff, program participants, clientsCorporate supporters: sponsors, partners, advocates, cash or material donors, customersRecruits: staff, program participants, clientsRetail customers: merchandise online, merchandise in-person, facilities rentals, services, productsChannel partners: nonprofits with constituents who could use your programs or services, government agencies that provide referrals to your programsSuppliers and vendors: supplies, services, IT, eventsClients: program beneficiaries, service beneficiariesStaff: current staff, alumni, board members, advisors2) Outline Your ProcessesNext, write down the processes that your staff uses to interact with each group. Are the interactions one-time (e.g. a sent note with no follow-up) or multi-stage (e.g. follow-ups, status check-ins, in-person meetings or events to build interest)? What kind of data are your staff collecting about constituents for this cultivation? What interactions are core to your operations, and which are more peripheral? Answering these questions will help define the kinds of capabilities that will be required of CRM software.Reviewing these interactions and cultivation processes takes some time. However, the exercise invariably yields “constituent-centric” process improvements that don’t require technology investment. One nonprofit management team found that it was taking more than six weeks to send receipts to donors. Another realized that they weren’t asking their program alumni working in corporations to support their other services.Look for opportunities to enhance how your staff interacts with supporters to create value to the organization (e.g. dollars, volunteer hours, program usage, cross-promotion or cross-sell opportunities). Keep an eye out for underserved supporters, recipients of one service who might benefit from another, or new prospects who might provide more value to your nonprofit.It’s often helpful to think through your processes by breaking them into the components that the corporate world uses: Marketing (outreach), Sales (action), and Service. While at first glance the words may not seem to correspond to nonprofit operations, further inspection shows the striking similarity. Each constituent grouping has some kind of “Marketing”, “Sales”, and “Service” cycle, though efforts for each step will vary greatly and sometimes blend.MarketingMarketing, in the form of outreach or communications, builds general awarenessand interest. Most nonprofits engage in some kind of outreach efforts such as direct mail, email newsletters, ad buying or other marketing methods. These techniques may be geared towards creating greater awareness of programs and services among your clients, raising money, building advocacy efforts, and growing general organizational support.Typically, a marketing process involves first identifying the target group or segment, then communicating to them (via email, ad, etc), and finally measuring the results. Marketing may be limited to an annual letter and word of mouth, or may be a complex mix that includes events, advertising buys, messages targeted at certain demographic and/or psychographic profiles, and other outreach. Marketing Defining what CRM Means For YouUnderstanding your processes and constituents is an on-going process. The more you think about these issues, the more sophisticated you will become at tweaking your processes to improve the experience of your constituents…and bring more value to your organization.As you unravel and improve your processes you’ll also be able to look with confidence for technology tools to support your CRM effort. But that’s another article – we’ll cover the strategies and considerations for CRM software selection in in Part Two of this article, coming in June.Paul Hagen is the founding partner of Hagen 20/20 (www.hagen2020.com) a consultancy that helps social enterprises and nonprofit organizations scale through the effective use of technology. He provides business and technology planning, change management, process re-engineering, and project management services for clients. Previously, Paul was a senior analyst at Forrester Research where he led research efforts on technologies such as customer relationship management (CRM), knowledge management, personalization, search and intelligent agents, online education, collaboration tools, and interface design. Paul’s career started in the nonprofit and education sector (U.S. Peace Corps, Teach For America, Edison Schools), and he’s held advisory board positions for the National Strategy for Nonprofit Technology (now N-TEN), Youth Technology Entrepreneurs, and Purple Sun. Paul holds a M.Ed. from Harvard and a B.A. from Stanford. Steven Backman of Database Design Associates, Peter Campbell of TechCafeteria, and Laura Quinn also contributed to this article.Licensed under a Creative Commons Attribution-NonCommercial-NoDerivs 2.5 LicenseReprinted with permission from:
Get some BHAGs, big hairy audacious goals, as Jim McConnell would say. Set some lofty goals tied to your vision — real big goals dealing with your potential impact. It’s easier to deal with than a survival pitch, struggling to get the next $100 at a time.Keep it simple externally:Can your message be on a napkin? It’s all about simplicity, being straightforward, and easy to digest and understand. As in a $100 trillion opportunity. Within the next 30-50 years as baby boomers begin to pass on, they will transfer somewhere between 50-180 trillion dollars of wealth. Where’s that money going? The women, who live longer than the men and will have control of all of that money, will be great prospects for nonprofits looking in the right places. Think big internally:As in a $100 billion opportunity. Consulting firm McKinsey came out with a study several years ago that said $100 billion was being left on the table for nonprofits. Money they – you – should be getting but aren’t. The biggest chunks: an estimated $25 billion from not doing major gifts and another $25 billion from savings in cost. That means you’re spending too much money to raise money, and you’re focusing your efforts on the wrong things… The rule of three: Boil everything down (or group everything off) into three. People can’t remember 20 things, let alone 10. Anything more than three will overwhelm them and shut them down. Think about this: where does your money go? People, programs and places.Source: Adapted by Jake Emen from Tom Suddes’ Nonprofit 911 Presentation “33 Ideas that Change the Fundraising Game.” For more information, please visit www.forimpact.org.
Katya’s note: This month at Network for Good, we’re focusing on social networking with our Nonprofit 911 calls. If you want to put social networking to work for you, check them out. Also, check out the terrific Social Signal blog. For a sampling of the great information there, I turn to Alexandra Samuel for this guest post from her blog at Social Signal. This is great advice. Thanks Alexandra for letting me re-run your thoughts here!By Alexandra SamuelWe work with a wide range of non-profit and change-oriented for-profit organizations who are using the web to deliver their message, but more crucially, to engage audiences in a conversation. Some of the best practices we note: 1. Focus your site on a particular goal or conversation, rather than a general mandate. For example, the UN Foundation has had a dazzling success with its Nothing But Nets site, which focuses specifically on providing malaria nets to kids in the developing world. 2. Invite your community to make contributions other than money. Non-profits often experience “donor fatigue” because so much of their public interactions hinge on asking for money. The web is a great place to ask for other kinds of contributions — whether that means connecting people directly with people who need their expertise or services (as in Nabuur) or asking them to share their personal experiences (as with the March of Dimes’ Share your Story project). 3. Play nicely with other non-profit (and for-profit) organizations. The web is just that: a web of interconnections. Succeeding in an internetworked environment means working effectively with others, colllaborating, and interacting — it’s not just about getting your own message out there. So being a good 2.0 non-profit means engaging with conversations and ideas on other blogs. Change Everything, a project of the Vancity credit union, is in the middle of a contest that will award $1,000 to a non-profit organization — and the contest has fueled a great deal of interest and awareness of non-profit activities in British Columbia. 4. Don not feel that web 2.0 means building your own online community. In fact, it’s a lot easier to ease into the web 2.0 culture by making effective use of existing web tools — whether that means fostering internal collaboration by choosing a common del.icio.us tag to use when storing your favorite web sites, or creating an iGoogle page that lets you constantly see the latest news in your key issue areas, or creating a photo-based petition on Flickr (check out the Oxfam example). Or try setting up a Facebook group — we attracted 1300 people to a Flickr group within 3 weeks of launch. Once you’re comfortable with the idea of web 2.0, you can starting thinking about whether it makes sense to build some community features into your own site. 5. Be gentle with yourself, and your colleagues. It’s a big challenge for most non-profits to shift from message delivery to conversation, or from approaching your members as donors to seeing them as content contributors. For organizations that have been all about the message, and have approached that for decades from a paradigm of message control and careful rollout, it is a genuine (and at times frightening) adventure to bring your audience into the conversation in public, and before you’ve got everybody lined up to stay “on message”. Be patient with colleagues who need to get comfortable with this new approach. 6. Stay current with how other non-profits are using web 2.0, and learn from their experiences. A great way of doing that is to track the “nptech” tag on del.ici.ous, where people from all across the nonprofit sector share the latest resources on nonprofit technology activities; it’s a great place to find blog posts or tech developments to comment on. And Compumentor’s NetSquared project is dedicated to helping non-profits make the most of web 2.0.
I just started writing a monthly column for Fundraising Success Magazine. Check out the current issue here – it’s pretty interesting stuff. Be sure to read Jeff Brooks’ column on “protecting victims.”Here’s mine:Imagine you’re waiting at the bus stop on a busy street in your town. It’s a cold day, and you’ve got your hood up and your head down. You’re thinking about a lot of things. That you’re going to be late to work if the bus doesn’t soon appear. That you forgot to pick up your dry cleaning. That all that holiday overconsumption has made your pants too tight. That your spouse doesn’t look at you the same way anymore. That you forgot to feed your daughter’s guinea pig this morning. Then I walk up and interrupt your thoughts. I’m a complete stranger, and I say: “Greetings. I’m Katya, and I’m a good person. I was born in 1967. My mission in life is to raise my children well, love those around me and leave the world a little better than when I entered it. I need a friend, and you could be my friend. Will you be my friend today?”I imagine that you would think I was nuts. And quite the narcissist.Yet we fundraisers launch into this kind of creepy plea all the time. I have a stack of year-end appeals from December on my desk, and too many sound just like my stranger at the bus stop. Here’s the template:Holiday greetings.I’m writing from XYZ Nonprofit.Established in (year), our mission is to (mission statement).We need money.Give us money.Thanks in advance.PS: Give us money.I think this is nuts. And narcissistic. And it sounds like the bus-stop broadside. Fundraisers can and should do better. We should beware the bus-stop broadside fundraiser in all of us.Why? People are busy, and their thoughts are not on us. They’re thinking about their weight, their job, their spouse, their children, the guinea pig, their place in this universe. If we interrupt them and ask for their attention, we had better do it well. We should not start a conversation with a monologue on our merits. We should acknowledge our readers’ presence and speak to their interests. We should not solely focus on what we want from them. We should focus on what we can achieve together.If this sounds like common sense, well then, you’re on to me. This column, a new one here at FundRaising Success, is going to focus on the common sense we always forget. It’s about forgotten fundamentals — those immutable laws of marketing that are so easy to recognize and so hard to remember to do. And the fundamental we forget most often is this: To succeed in fundraising, we need to focus on our audience and not just ourselves.I can speak with great authority on this topic because I’m constantly forgetting this fundamental. I forget that not everyone wakes up first thing in the morning thinking about online giving, which is the focus of my work at Network for Good. It slips my mind that my cocktail party companions might not share my zeal for all things marketing. I have a recurring case of mission myopia. The only cure is self-awareness and regular booster shots of an anti-nonprofit-narcissism vaccine.Last year, Network for Good processed its 100 millionth dollar for nonprofits; a huge milestone for us. I started to draft a press release, but sanity prevailed. “Who would care?” I thought. No one, I realized. So I thought about why people should care. And what I realized was we were sitting on a fascinating set of data about giving. What if we celebrated our $100 million mark by analyzing our $100 million in giving — who gives online, where, what time of day, etc. — and sending our study to media and nonprofits? It would help media covering the charity beat, and it would help nonprofits fundraise more effectively. The result? A lot of attention and coverage of our work that continues to this day.I was reminded of that study a few weeks ago when I was drafting a year-end e-mail to Network for Good’s friends and funders. The occasion was our sixth birthday, and the purpose of the note was to talk about the great things we’d achieved the past year. Then I realized that our birthday wasn’t really an occasion at all. Who cares, besides the people in my office, that we’re 6? And why should we be beating our chests, taking all the credit for the good we’d done? I was doing the bus-stop broadside.So I started over. I drafted a heartfelt thank-you to our friends and funders for all they’ve done to make us what we are. The e-mail talked about how much we appreciate their investment of money, time and moral support — and the incredible returns that have resulted. It celebrated the difference the audience had made, and people loved it. Here’s the bad news. It’s hard to do this. Our tendency as fundraisers who love our cause is to talk about our cause.Here’s the good news. When we do the work of thinking about how our cause relates to our audience, wonderful things happen. It’s worth the effort. We turn our preachy monologue into a respectful, engaging conversation. People respond because they want to have a relationship with us. We become great fundraisers, and we might even make a new best friend at the bus stop. FS
Not a whole lot. But it’s amusing. This is my cousin Justin’s band’s video. Give me an excuse for having displayed it! I pledge a free copy of Robin Hood Marketing to the first person who can connect this video to the topic of nonprofit marketing. No astroturfing from pickle or hotdog companies, please.UPDATE: Wow, well done, readers! You were SO inspired that I’m awarding two books — one for the first entry below by Cindi AND everyone else who replies by midnight tonight gets entered into a lottery for an additional book. I’ll announce the winner tomorrow.UPDATE #2: The lottery winner is Jennifer!
This is an excellent and important question. Think of the words ‘visionary‘ and ‘missionary‘. A visionary is someone who imagines possible futures. A missionary is someone who does work under the guidance of a larger objective. Similarly, the vision statement describes how the world will be different because of the existence of the group, while the mission statement provides the ‘vehicle’ for the vision; it describes the means that will be used to achieve the desired future. Because of their nature, the vision statement generally lasts for the life of the organization, while a mission statement should be revisited every two to three years to make sure that the means being used to attain the vision are still relevant. When crafting these statements for your organization, consider the following questions:Vision StatementWhat is the future you want to create for the community you wish to address?Mission StatementWhat do we do?For whom do we do it?What is the impact?Sample Vision Statements:Healthy People in a Healthy WorldLincoln Trail Libraries System envisions a future where collaboration between libraries and organizations results in easy access to information anytime, anywhere.The vision of the ASPCA is that the United States is a humane community in which all animals are treated with respect and kindness.The American Red Cross Tsunami Recovery Program envisions an enduring recovery for tsunami-affected people. Communities enjoy rebuilt physical infrastructure, restored social networks, quality health services, and vibrant economies, and are prepared for future disasters.Critical Resistance’s vision is the creation of genuinely safe, healthy communities that respond to harm without relying on prisons and punishment.Sample Mission Statements:To promote health and quality of life by preventing and controlling disease, injury, and disability.Crisis Nursery is committed to creating an island of safety dedicated to the prevention of child abuse and neglect through the provision of emergency intervention, respite care and support to families in crisis.Because all children deserve excellent teachers, the Golden Apple Foundation advances the teaching profession by recognizing excellent teachers, leveraging their thinking and efforts to improve education, recruiting and preparing prospective teachers with a special emphasis on schools of need, and providing teachers access to innovative resources.The mission of LifeQuest Center is to provide educational opportunities which empower individuals to improve the quality of their lives and excel in relationships through personal growth.Lincoln Trail Libraries System connects the people of East Central Illinois to information through cooperation.The goal of Campus Middle School for Girls is to provide a safe challenging environment where all girls can develop their creative and intellectual powers, a love of learning and a passion for excellence, gain a sense of emotional and physical well-being, celebrate cultural differences, and form enduring friendships. To this end, we aim to promote confident, enthusiastic, and responsible young learners through a combination of small class size and a curriculum emphasizing the development of academic skills.Source: Elizabeth Simpson, Group Dynamics Specialist, do good Consulting.
How do you choose a donor database that will support successful fundraising? This free audio training addresses common mistakes that can prevent you from selecting the right database and using it effectively.About Robert Weiner: Mr. Weiner’s experience includes conducting needs assessments for a variety of software packages, managing database conversions, overseeing academic and administrative computer centers, developing strategic plans for technology, redesigning administrative operations, managing enterprise networking projects, selecting and implementing library and instructional technologies, and guiding World Wide Web projects.
How to Build a Fundraising Page to Accept Online Donations Charity fundraising is simple when you are able to accept online donations. Being able to accept donations online makes charity fundraising much easier. It provides a way to donate that most donors have access to, and it makes the donation quick and easy. However, many nonprofits don’t know where to start, or how to build a fundraising website. Here are a few of the basics to help you get started.Save Time and Effort with Fundraising SoftwareBuilding a fundraising page from scratch is a labor-intensive process. Any web developer can do it, but there is a lot that goes into optimizing a page for nonprofit fundraising, so if you are concerned about your budget, be sure to look into using fundraising software rather than trying to build your donation page on your own. By the time you pay for a developer to build the website, staff time to research and write content, and management effort to coordinate it all, you may find that you spend more than you would by leveraging the experience of those who have already done the research and road-tested website designs.Integration Between Your Online Fundraising Tool and Email Marketing PlatformWhen donors fill out your donation page, their information should be automatically synced to your email marketing tool. That way, they will be included in your next email fundraising campaign with no additional effort on your part—which benefits you both by saving time and assuring that you reach out to everyone who has made a donation to your cause.Donation Pages Should Offer Both Preset Donation Amounts and an Option for Donors to Enter Their Own Gift AmountsIn addition to letting donors fill in their own donation amounts, give them a shortcut by offering suggested giving amounts. This makes it easier for your donors—and can motivate them to give more.Donors want cues for how much to donate. They might have a number in mind, but aren’t sure what level will make an impact. Presenting defined choices gives context for what might be considered a “low” amount vs. a higher-end contribution.Design Your Donation Page to Match Your BrandYour donors identify with your branding, so be sure you include it in your donation page. Your logo, colors and mission statement make donors feel connected to your organization. A generic donation form is more transactional and provides a less inspiring giving experience for your donors.Network for Good provides two different donation solutions: DonateNow and GiveCorps. We recommend taking a look at both, or calling us at 1.888.284.7978 x1 to find out which fundraising tool will best meet your needs.
Can you guess the number one thing—the “secret sauce,” if you will—that can energize your individual donor fundraising? The answer might surprise you: a fundraising plan. Download your own fundraising plan template. In the Nonprofit 911 webinar The Big Picture: Data for Fundraising for Success, Heather Yandow of Third Space Studio shared that interesting tidbit, which emerged from data in the latest Individual Donor Benchmark Report (IDBR). This year, the report looked at individual donor fundraising data from 87 nonprofits with budgets under $2,000,000.In past years, the IDBR generally looked at averages, but Yandow kept wondering, “What is an indicator of success?” So she asked an expert named Mike Glover to look at the IDBR data and see if he could answer that question.Glover’s top takeaway from the IDBR data: The only thing that seems to matter is if you have a fundraising plan. When your organization has a plan, investing more time and money means something in terms of individual donor fundraising success.Having a fundraising plan:Makes donor meetings more fruitful.Nonprofits with a plan that invested time in meeting individual donors raised more money per meeting—about $5,000 more. Nonprofits without a plan, however, showed no correlation between the number of donor meetings and the amount of individual donor revenue raised.Boosts your fundraisers’ results.Glover compared salaries to individual donor gifts among nonprofits with and without fundraising plans. He found that nonprofits with a plan tended to pay fundraisers more, who in turn raised more money from individual donors—$4.25 per donor for every $1 more in salary, a four-to-one increase. The assumption is if you’re paying staff more, you’ll find a better-qualified candidate and have better resources available for training. You may also have more money in your fundraising budget, of course, but your organization clearly values that position and their work.Does the whole idea of following a plan make you nervous? Don’t sweat it. Most organizations that reported having fundraising plans also responded, “I have a fundraising plan, and I check in on it from time to time.” The second most popular answer: “It mostly sat on the shelf. I created it but didn’t really look at it.”Even though most organizations weren’t constantly referencing their fundraising plan, they still saw beneficial effects from it. That tells us that it’s not so much the plan that’s important, but the planning.So, the real secret sauce is that process of sitting down on your own and as a group, thinking about your goals for the year, discussing priorities and strategies, getting buy-in, and putting some things on the calendar. Go through that process and you’ll likely end up with the ultimate product: a nice boost in your individual donor fundraising.
Posted on December 4, 2014August 10, 2016Click to share on Facebook (Opens in new window)Click to share on Twitter (Opens in new window)Click to share on LinkedIn (Opens in new window)Click to share on Reddit (Opens in new window)Click to email this to a friend (Opens in new window)Click to print (Opens in new window)The maternal health community has been hard at work the last two weeks with several key events and exciting accomplishments.UN passes historic resolution on ending child marriage – November 21In the 69th session of the General Assembly, 116 member states supported a historic resolution on ending child marriage. “The resolution marks the first time that UN member states have agreed upon substantive recommendations for the steps that countries, international organisations and others must take to address the problem. It also situates child marriage firmly within the post-2015 development agenda, recognising the need for a target to end child, early and forced marriage to be included in the final framework,” said Heather B. Hamilton, Global Coordinator of Girls No Brides.(girlsnotbrides.org) Collaborative commitments are critical since 15 million girls aged under 18 are married globally each year, cutting short their childhood and education and threatening their security.‘Delhi Declaration’ – November 25-26A new roadmap for adolescents and youth was presented at the 11th International Inter-ministerial Conference on Population and Development. Through this landmark statement, the Dehli Declaration calls for laws, entitlements, policies, and an enabling environment for decreasing violence against women and girls; ending gender inequality and discrimination; and ensuring reproductive, maternal, child and adolescent health services. Recognizing the key role of boys and men, the importance of male engagement is a key aspect in commitments made by member states.Launch of “African Health Stats” Site – November 26At the 4th Annual CARMMA (Campaign on Accelerated Reduction of Maternal, Newborn and Child Mortality in Africa) awareness-raising week, partners launched the website “African Health Stats.” The website presents data for African countries with a easy to use and interpret design. Check out the site to create column, timeline, scatterplot, and map visualizations of a myriad of indicators. The site also allows you to easily compare indicators across countries.Global Consultation Launch for the Global Financing Facility – November 26The Global Financing Facility (GFF), announced in September 2014, is a new funding mechanism to support not only the acceleration needed to achieve MDG 4 and 5, but also a more long-term vision through 2030 to end preventable maternal and child deaths. Now, partners are asking for a global consultation on the GFF before it is finalized. Check out the new consultation hub to learn more about the global financing facility, take a survey, find a guide for hosting a consultation, submit results from a consultation, and utilize social media tools to spread the word.Share this: ShareEmailPrint To learn more, read:
Ask folks to joincommittees; it’s terrific for networking and socialization (connecting prospects to multiple folks who are passionate about your cause), as well as a great testing ground and pathway to board involvement.Meet one-to-one so you can ask questions to really draw prospects out. One I like is “Who was your mentor?” as it gives you an idea of what makes a deeper relationship in their mind and heart. You learn about someone took time to help and guide them. And as they recall this relationship, it puts them in a kind, benevolent frame of mind — making them want to give back too.6. Get Ready to FulfillWhat happens if you’re on Shark Tank and you get a big influx of capital? Suddenly you’ve got to fill orders – and you better be ready to jump on the opportunity! If not, your website may crash and your customers may be disappointed. They won’t come back. Retailers need to be customer-service focused; fundraisers need to be donor-centered.Your job is to enable your donor to feel really, really good about their philanthropic investment, not just as the point of commitment but long, long thereafter. This is how you’ll secure additional annual and major gifts, as well as legacy gifts in the future.TIP: Put systems in place. Make sure your database and staff training enable you to follow through with your donor. If your prospect says “yes” to your proposal, you need to be ready to fulfill your promise to put their gift to work to make change happen. You also need to be ready to acknowledge their gift promptly and personally, and to report back on the impact of their philanthropy. It takes a team of folks touching base with your prospects, and each interaction must become part of your institutional memory. Donors get ticked off if they tell you stuff; then you forget it. They want you to KNOW THEM.TIP: Think about your stewardship plan in advance. Track donor preferences and engagement points in your database so you assure the best, most personal stewardship experience possible. If you notice that engagement is diminishing, put in place new stewardship “touches” to ameliorate the situation. Things to track include:Events attendedVolunteer activitiesEmail/blog opensEmail/blog forwards to personal networkClicks on linksCommunication preferencesSocial media advocacyWebsite visitsInbound interactions – calls, stops by, sends email, writes you a letterSoft credits – matching employer; foundation; Donor Advised Fund (clue they’ll be a donor for many years; folks don’t set them up unless they intend to use them)If there’s a moral to this article, it’s this two-parter:Share simple stories with your major donor prospects to bring your mission to life in a compelling fashion (watch Shark Tank to see how the best entrepreneurs do this).Use stewardship to uncover which stories will most float your donor’s boat (Shark Tank contestants often have particular “sharks” in mind when they present, and they align their presentations accordingly). The better you know your audience, the better you’ll be able to tailor your proposal to their personal passions.Making a dynamic major donor solicitation is easy if you make it so. And impossible if you don’t know, and don’t think about, what you’re doing.Like anything else worth doing, it requires preparation. And this aspect of the process never, ever stops.Wherever you are in the process – from introduction to commitment to fulfillment — keep preparing. Keep practicing. Keep promoting. And keep being passionate.Passion – yours and theirs – is what engages and secures commitment.This article originally appeared as a guest post by me on Nonprofit Pro, July 27, 2016 I could just say (1) prepare, (2) prepare, (3) prepare, (4) prepare, (5) prepare, and (6) prepare.Did I mention that you really need to prepare?Essentially, this is the meta-message of Shark Tank’s “Mr. Wonderful,” Kevin O’Leary, to would-be entrepreneurs seeking to get spots – and funding – on the television show. And the same advice holds true for nonprofiteers seeking investments from major donors.In “How to Present the Perfect Pitch: From the Shark Tank to the Boardroom” O’Leary offers 10 tips to help you ace a fundraising pitch. Whether you’re seeking venture capital or a philanthropic gift, many of the principles are the same. I’ve selected six tips I find perfectly aligned with what it takes to make a successful nonprofit ask. Take them to heart, and you’re sure to make your next in-person fundraising presentation a winner.Oh, and there’s one more important thing, says O’Leary:“The number-one rule is to make your pitch incredibly dynamic.”Need help with major gift fundraising? Register for this Nonprofit911 webinar: The Anatomy of a Major Gift AskLet’s do it!1. Keep it SimplePeople are busy and have limited attention spans.O’Leary suggests making sure you can explain your business to an eight-year-old. It helps to think of your fundraising pitch the same way. If it takes more than a couple sentences to explain the opportunity you’re presenting, you need to go back to the drawing board.TIP: Practice making your key points using plain language. I used to practice my asks relentlessly on my poor son — until I could get him to understand them. Practice on your own kid, someone else’s kid or at least someone who doesn’t work where you work. Another way to stay simple is to use the Flesh-Kincaid reading level test when crafting your solicitation. It keeps language at a 4th to 6th – grade level.2. Keep it LivelyReframe your ask into a story, and use great storytelling techniques.Human beings are wired to listen to stories. Folks will pay greater attention than they will to a dry, fact-filled narrative. Make it compelling. There are two protagonists: your beneficiary and your donor. The beneficiary encounters all sorts of trials and travails. Paint them as vividly as you can. Then make the donor the hero who helps the beneficiary overcome their troubles.TIP: Get in touch with why you’re asking. Engage your own passion; authentically share your passion. Don’t make asking just a chore. Make it about crafting a captivating story. Once upon a time (introduce the current situation/problem)… there was a young girl who lived (introduce the potential beneficiary)… she faced many challenges (outline the emotionally-charged issues)… until one day… (introduce your solution, and how the donor can help create a more positive outcome). And never forget that the best way to get someone to listen is to be passionate. Passion truly is contagious.3. Bring Key Player(s)It’s important to have the people your prospect will most respect and/or relate to make the face-to-face solicitation.There are two types of key players when it comes to making a fundraising ask: (1) the person the prospect will have hardest time saying no to, and (2) the person with whom the donor has the best relationship.The “hard to say no to” person is someone the donor perceives as important, authoritative, credible, and friendly. The donor wants to talk to the “big cheese”; the person they perceive as being responsible to assure their gift does what they intend it to do.The “best relationship” person may be the E.D., board president, a doctor who performed life-saving surgery or a former teacher. If the director of development or major gifts officer built the relationship, then you may want them to be in the room. You always want to have someone there who you know the donor will like. This means someone the donor already knows, or someone who is just genuinely friendly. Likeable goes a long way.TIP: Be thoughtful about who should be in the room during the solicitation. Sometimes the “hard to say no to” and the “best relationship” person are the same individual; sometimes not. If you need to bring two people with you, do so. Just don’t bring so many folks that you totally outnumber your donor and make them feel uncomfortable.TIP: Decide in advance who will make the ask! If both of you think the other one is handling the actual solicitation, you risk leaving the room without an answer. I’ve had this happen – where no one wants to step on anyone else’s toes. This is a waste of everyone’s time, plus it confuses the heck out of your prospective major donor. In one situation where we’d intended to ask for $200,000, the donor sent us $5,000 immediately after the meeting. He was fed up with us, and wasn’t going to offer us a second chance.4. All Numbers on the TableTransparency is important.This doesn’t mean you have to weigh your donor down with statistics and pie charts. It does mean you have to have answers to any questions they may ask about the details of your proposal. Major donors want to know their gift is critical to your success. They also want to know their investment won’t be going down a black hole. Your ability to answer their questions reassures them that they’re making a smart investment.TIP: Craft answers to key questions in advance. How much will the total project cost? How many will it help? Specifically how will the donor’s gift be allocated? Who will be responsible for the project’s outcomes? What will happen if you don’t raise enough? How do you know this will be successful?5. Do Your Own PRDon’t do a “cold” ask.Prepare your donor in advance if you want to get them engaged. O’Leary suggests to Shark Tank contestants that they won’t get much notice just because they’re selected to be on the program. He suggests to folks that they be prepared to launch their own media blitz, including becoming social media savvy.By the same token, your major gift proposal won’t get much notice if it’s the first time your prospect has ever heard of you or your project. Make sure you leverage your in-person ask with preparatory cultivation that puts your prospect in a positive frame of mind.TIP: It’s the engagement, stupid. I’m sorry to use such a loaded word, but it really is dumb to think you can ask for a major gift without first engaging with your prospect – multiple times and in multiple ways. You know, all the good stuff — events, tours, group get-togethers, one-to-one visits, phone calls, check-in emails, greetings, newsletter articles, social media, impact reports and lots and lots of thank-you’s. It’s what you’d do in building a relationship with anyone else. A potential friend. A co-worker. Even a family member.Ultimately, you’re going to be asking for a huge favor. People don’t do favors for nothing. They give back to those who give (not money) to them! It’s called reciprocity – it’s a huge deal, and don’t you forget it!Create a reciprocity plan – a year-long individual engagement agenda with multiple interactions. Make sure they’re fun. Here are some examples:Become part of the family –involve kids; grandkids; spouses; adult childrenOffer relevantvolunteer opportunities so the prospect sees the mission come to life (tailor them to the different family members’ interests and talents – think of this as planting seeds that will grow and blossom, ideally over multiple generations)Offeropportunities for donors to get to know multiple folks within your organizationThis deepens their engagement with you, and makes it richerThis helps when there is staff turnover; if your donor has multiple connections with you, losing one won’t be the kiss of death
Everton coach Marco Silva has attempted to shut down any comparisons between new signing Moise Kean and the club’s former striker Romelu Lukaku.Kean joined the Toffees over the summer from Juventus in a deal worth up to €30m (£27m/$33m) after a breakout season in Italy, and he has already caught the eye across two substitute appearances in the Premier League.As a physically strong centre forward, comparisons have quickly been made between Kean and former Toffees striker Lukaku, who was voted the club’s player of the season in 2016-17 before moving to Manchester United and most recently Inter. Article continues below Editors’ Picks Emery out of jail – for now – as brilliant Pepe papers over Arsenal’s cracks What is Manchester United’s ownership situation and how would Kevin Glazer’s sale of shares affect the club? Ox-rated! Dream night in Genk for Liverpool ace after injury nightmare Messi a man for all Champions League seasons – but will this really be Barcelona’s? While Silva has been impressed with Kean’s early performances, the Portuguese manager stressed the young striker shouldn’t be compared to anyone. “You have to be calm and don’t start making these comparisons,” Silva said. “Moise Kean is Moise Kean and Lukaku is Lukaku. It doesn’t make sense to make these comparisons.”We are happy he’s here with us and the boy is also happy to be in our football club. Now it’s up to him to keep working hard and do the things I expect from him and our fans expect from him.“The comparisons are not fair on him. He’s 19 years old and it’s unfair to put this pressure on him.”Kean has been restricted to just 39 minutes of action so far this season after joining Everton late in pre-season.After nearly scoring as a substitute last weekend in the Toffees’ 1-0 win over Watford, Silva hinted Kean could start against Aston Villa on Friday. “If you’re asking me if he’s fit to play 90 minutes, then I don’t see reasons why not,” he said. “He didn’t play one pre-season match. Even with his former club, he didn’t play a pre-season game, only some training sessions with the Under-23s and then full sessions with the first team after.“He looks fit to play more time if I decide he’s able to do so.”Prior to joining Everton, Kean sought the advice of his team-mates at Juventus, with Cristiano Ronaldo urging the Italian to follow his dreams. The 19-year-old made 13 league appearances for the Serie A champions last season, scoring six goals during an impressive span. Check out Goal’s Premier League 2019-20 fantasy football podcast for game tips, debate and rivalries.
Andy Robertson paid tribute to the brilliance of Roberto Firmino, and says Liverpool would be “lost” without the Brazilian.Firmino has started the season in sparkling form, and was instrumental as the Reds returned to the top of the Premier League table with victory over Burnley on Saturday. His goal, 10 minutes from time, capped a convincing 3-0 win for Jurgen Klopp’s side.It also meant he became the first Brazilian to reach 50 goals in the Premier League, and afterwards Robertson was quick to praise the 27-year-old’s unique talent. Article continues below Editors’ Picks Emery out of jail – for now – as brilliant Pepe papers over Arsenal’s cracks What is Manchester United’s ownership situation and how would Kevin Glazer’s sale of shares affect the club? Ox-rated! Dream night in Genk for Liverpool ace after injury nightmare Messi a man for all Champions League seasons – but will this really be Barcelona’s? “With his work-rate, his technique, his goals and his all-round play, I don’t think there’s anyone like him,” the left-back told reporters. “People will say there are better strikers, but for me what he does is so important to our team. We’d be lost without him. He’s world class.”Asked to expand on what makes Firmino so special, Robertson said: “He does everything, and that’s the beauty of Bobby. He can do it all. He’s our first line of defence, and I’ve not seen anybody better at doing that. He presses the defenders and doesn’t give them a minute. He comes back and nicks the ball in midfield for us. “He’s so important defensively for us, then he goes up the park and scores goals and makes assists. That’s what we need him to do.“The work he puts in during games is probably more than any other striker in the world.”Liverpool’s win at Burnley was their 13th in a row in the league, a club record. They have started the new campaign as they finished the last.“It means nothing because we’ve only got four wins this season,” Robertson said. “Of course it’s nice to be in the record books and if that’s another box we’ve ticked off then great, but it’s not about that. It’s about four wins from four and top of the league going into the first international break. “We had the aim to win the games we needed to win, luckily we’ve done that. Now we’ll have the break, come back and we’ve got another tough run.”Reflecting on the win at Burnley, Robertson was delighted with Liverpool’s all-round performance, one in which they displayed a pleasing mix of attacking flair and defensive solidity. A first clean sheet of the season was secured at Turf Moor.“It’s not often you come to Burnley and get a performance like that,” Robertson said. “I thought we were different class.“You know what you’re going to get here, they’ve been doing it for a number of years and they’re very good at it. I think that’s the easiest win we’ve had, certainly since I’ve been here. A pleasing night all round.“[The clean sheet] was massive for us. We’ve been comfortable in all the games so far this season but we’ve given away stupid goals at daft times, so it was important we kept concentrated and we did that well. They didn’t have many chances, if any, and I’m delighted for Adrian getting a clean sheet. We’re all buzzing with that.”Robertson also had some words of praise for Sadio Mane, who continued his own fine start to the season with another goal.“Sadio is a naturally fit boy,” Robertson added. “He didn’t want rest, he wanted to come back and hit the ground running in the Premier League, which he’s done.“His goal was great, his all-round play got better as the game went on. I’ve got a good relationship with him on the left and hopefully that continues for many games and many years. He’s a fantastic player and I love playing with him. As long as he keeps doing what he’s doing, he’ll keep producing the numbers.“They [the front three] are world-class players, and the goal doesn’t move. They know where the goal is, and they’re finding it at the moment. All three of them were fantastic today, and hopefully that continues because we need them.” Subscribe to Goal’s Liverpool Correspondent Neil Jones’ weekly email bringing you the best Liverpool FC writing from around the web
Manchester United manager Ole Gunnar Solskjaer says Paul Pogba will stay at the club despite persistent rumours linking him with a move to Real Madrid.The World Cup winning France international has supposedly been unhappy at Old Trafford and his performances have come in for some criticism, but his coach views him as a vital part of his rebuilding project.Pogba has played every game of a disappointing start to the season for United, including Saturday’s 1-1 draw with Southampton, which saw 10-man Saints hold on for a point when Jan Vestegaard equalised following Daniel James’ early strike. Editors’ Picks What is Manchester United’s ownership situation and how would Kevin Glazer’s sale of shares affect the club? Ox-rated! Dream night in Genk for Liverpool ace after injury nightmare Messi a man for all Champions League seasons – but will this really be Barcelona’s? Are Chelsea this season’s Ajax? Super-subs Batshuayi & Pulisic show Blues can dare to dream Pogba was seen limping after the game at St. Mary’s but Solskjaer doesn’t believe the injury is serious.“Paul Pogba will be playing for us,” the Norwegian coach said after the game, before being asked if he was happy with the situation, “I’ve just said that.“He twisted his ankle, I think, but he’ll go away on international duty now and hopefully it’s not too bad and he can play for France because I know how much he loves his country and playing for them.”Pogba has been a lightning rod for criticism at United as they’ve gained just five points in their first four Premier League games.Pogba wasted a golden chance to secure three points against Wolves two games ago when he missed a penalty. They lost to Crystal Palace in their next game, undoing the positivity that came from an opening 4-0 win over Chelsea.He gave the ball away 20 times in Saturday’s draw with a team the Red Devils were expected to beat.His manager believes that too much blame is attached to Pogba and said the whole team had been guilty of sloppiness and highlighted the Frenchman’s role as United searched for the winning goal.“I think we as a team after about half an hour started giving sloppy balls away and Paul was one of them. He wasn’t any different to anyone else,” he added.“I think we as a team didn’t play well but of course in the last 20 minutes, half an hour he did create loads for us going forward.“Everyone expects everything from him every game. He has to defend, he has to attack, he has to win headers, he has to win tackles, he has to dribble past people, he has to make passes. That’s just Paul and he’ll thrive on that.”
Having thundered back to Premier League dominance last weekend against Watford, Manchester City will hope to keep up the chase on leaders Liverpool when they travel to Everton on Saturday.Pep Guardiola saw his side tear apart the Hornets in impressive fashion to silence their critics and they will seek to, at the very least, keep a small gap between them and the Reds this weekend.Marco Silva’s Toffees though could inadvertently do their biggest rivals a favour if they somehow topple the imperious Citizens, whose shock defeat to Norwich City a fortnight ago shows they are indeed vulnerable on occasion. Article continues below Editors’ Picks Ox-rated! Dream night in Genk for Liverpool ace after injury nightmare Messi a man for all Champions League seasons – but will this really be Barcelona’s? Are Chelsea this season’s Ajax? Super-subs Batshuayi & Pulisic show Blues can dare to dream Time for another transfer? Giroud’s Chelsea spell set to end like his Arsenal career Game Everton vs Manchester City Date Saturday, September 28 Time 5:30pm BST / 12:30pm ET Stream (US) fubo TV (7-day free trial) TV Channel, Live Stream & How To Watch In the United States (US), the game can be watched live and on-demand with fuboTV (7-day free trial).New users can sign up for a free seven-day trial of the live sports streaming service, which can be accessed via iOS, Android, Chromecast, Amazon Fire TV, Roku and Apple TV as well as on a web browser. US TV channel Online stream NBC fubo TV (7-day free trial) In the UK, the match will be broadcast on Sky Sports Main Event and Sky Sports Premier League. It will be available for streaming on Sky Go. UK TV channel Online stream Sky Sports Main Event / Sky Sports Premier League Sky Go Squads & Team News Position Everton squad Goalkeepers Pickford, Stekelenburg Defenders Baines, Keane, Holgate, Digne, Mina, Sidibe, Coleman, Feeney Midfielders Sigurdsson, Schneiderlin, Bernard, Davies, Delph Forwards Richarlison, Calvert-Lewin, Walcott, Tosun, Iwobi, Kean, Niasse Marco Silva is only missing two key players, Andre Gomes and Jean-Philippe Gbamin, both of whom are out for unspecified periods.As such, he has made two changes to the the side that slipped to a surprising defeat against Sheffield United last week.Everton starting XI: Pickford; Coleman, Keane, Mina, Digne; Schneiderlin, Delph; Richarlison, Sigurdsson, Walcott; Calvert-Lewin. Position Manchester City squad Goalkeepers Ederson, Bravo, Carson, Grimshaw Defenders Otamendi, Walker, Cancelo, Zinchenko, Angelino, Mendy Midfielders De Bruyne, D. Silva, Gundogan, Rodri, Fernandinho, Foden Forwards Aguero, Jesus, Sterling, Sane, Mahrez, B. Silva Pep Guardiola faces something of a defensive crisis at the back with John Stones and Aymeric Laporte out of action.Leroy Sane is also some way off a return for the Citizens, while Raheem Sterling has been drifted back into the starting line-up after Bernardo Silva’s off-field issues.Guardiola has also opted for Gabriel Jesus at striker over Sergio Aguero after saying this week that he understood the Brazilian’s frustration at his lack of minutes.Manchester City starting XI : Ederson; Walker, Otamendi, Fernandinho, Zinchenko; De Bruyne, Rodri, Gundogan; Mahrez, Jesus, Sterling.Betting & Match Odds Everton are 9/1 outsiders to win this match with bet365. Manchester City, meanwhile, are comfortable 3/10 favourites and even a draw is priced at 9/2.Click here to see all of bet365’s offers for the game, including goalscoring markets, correct score predictions and more. Match Preview It looks like it’s business at usual for Manchester City once again as they make the short trip west to face Everton at Goodison Park.Pep Guardiola’s side emerged as 8-0 winners at Watford a week after a shock loss to Norwich, before they waltzed comfortably past Preston North End in their Carabao Cup tie in midweek.The Premier League champions look to have alieviated concerns with an 11-goal haul across their last 180 minutes of football, with Sergio Ageuro proving himself vital to their challenge once again.One City player desperate to pick up more minutes though is forward Gabriel Jesus, who has seen his opportunities limited behind the excellent returns of Aguero in attack.The Brazilian is in his fourth campaign at the Etihad Stadium, but is struggling to get a regular starting berth behind his more experienced team-mate.”I’m over the ‘I have to wait’ phase,” he stated. “I’ve been here for almost three years, it’s my fourth season, and that makes me want to play more.”Obviously it’s very hard to compete for a place with Aguero, the biggest legend of this club…I do understand Pep’s decisions and respect Sergio, his history here and what he’s doing now.”Personally, last season was very hard. I didn’t get the chance to play in many games and many important games. I remember the Tottenham match at home in the Champions League. I was very frustrated about not playing and, of course, City being knocked out.”It does hurt when you don’t get chances in important games so I was disappointed at the end of last season. I think that’s normal and I’ve never been unprofessional about it.Having slipped to defeat against Sheffield United last week, Everton at least returned to winning ways with knockout success too, against the Blades’ cross-city rivals Sheffield Wednesday.Dominic Calvert-Lewin bagged a brace in the victory and the striker says that the Toffees will use the result to build towards potential points against City.“Collectively, it’s a chance to pick up momentum,” he told the club’s website. “You have to try to take that from wins.“Personally, I want to take momentum after scoring twice in the cup. It will be a tough game on Saturday but that is what you expect [in the Premier League]”. Check out Goal’s Premier League 2019-20 fantasy football podcast for game tips, debate and rivalries.