2015 Nonprofit Day Conference:

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1 2015 Nonprofit Day Conference: Get Clarity on Your Ask March 6, 2015 Colorado Springs, CO Mike Gemm Christi-Marie Butler

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3 TO GET YOU STARTED Every organization has to prepare for the abandonment of almost everything it does. - Peter Drucker Every organization is perfectly designed to get the results they are currently getting. - Tim Kight We become what we think about. - Earl Nightingale The Strangest Secret Copyright ForImpact The Suddes Group - ForImpact.org 1

4 POINT OF VIEW Impact Drives Income The size and scope of your Impact determines the size and scope of your Income. You must be able to COMMUNICATE your impact. 2 Copyright ForImpact The Suddes Group - ForImpact.org

5 POINT OF VIEW NOT FOR PROFIT Challenge to the sector. Changes the story... No longer about c3 charity... Annual fund... Special events... Sustainability... Instead... Vision. Programs. Plan to change lives, save lives, impact lives. BE FOR IMPACT Copyright ForImpact The Suddes Group - ForImpact.org 3

6 GUIDING PRINCIPLE ENGAGE... SHOULDER TO SHOULDER... AROUND THE Spend more time with better prospects. - Brian Tracy COMMIT TO SALES! To sell is human. - Dan Pink Selling, at its core, is not a business transaction. It is first and foremost the FORGING of a HUMAN CONNECTION. - Bob Burg You re in SALES. Get over it! - O.G. 4 Copyright ForImpact The Suddes Group - ForImpact.org

7 Copyright ForImpact The Suddes Group - ForImpact.org 5

8 ORG DEV ALTITUDE Framework THE WHY 30,000 PURPOSE (VISION) THE WHAT 14,000 PRIORITIES (STRATEGY) THE HOW 3 PLAN (EXECUTION) 6 Copyright ForImpact The Suddes Group - ForImpact.org

9 GUIDING PRINCIPLE THINK BIG! Let s make a dent in the universe. - Steve Jobs BUILD SIMPLE! Simplify. Simplify. Simplify. - Thoreau ACT NOW! Engage. Then plan. - Andy Grove Intel Founder Copyright ForImpact The Suddes Group - ForImpact.org 7

10 GUIDING PRINCIPLE Do the MATH BLUE Math Impact Vision Projects Programs Priorities RED Math Budgets Teams Biz Model GREEN Math 1000 Day Plans Funding Plan(s) Productivity (3x3x3) Have a simple Funding Rationale. BLUE Math How does this goal/project meet the org s highest purpose? People impacted? People NOT served right now Programs/projects we can launch with this vision. RED Math Total Costs People related costs: # of people, salaries, benefits, etc Program related costs: supplies, curriculum, equipment, etc Place related costs: rent, utilities, building, maintenance, etc Timeframe To complete To finalize funding GREEN Math How is the total cost going to get paid for? Other sources of revenue Leverage? How much is needed to raise Funding plan 8 Copyright ForImpact The Suddes Group - ForImpact.org

11 NOTES Copyright ForImpact The Suddes Group - ForImpact.org 9

12 BUILD FUNDING RATIONALE: MATH DO the Math. KNOW the Math. OWN the Math. Have a $ Goal: Over what time period: Frame it: A Person, A Family, A Unit of Impact. (i.e., One village/one year) A Project or Program. A Plan. Program Name Program Revenue Program Expense Total # Impacted Summer Camp Make a Simple Plan: (Examples) Note: You only need one plan: One benefactor... (To underwrite project) Plan via unit of impact Plan to Fund Goal (for larger projects) $5 Million $1M $500K $250K $100K $50K Goal: 500 Villages Sponsored 100 Villages 50 Villages 25 Villages 10 Villages 5 Villages 10 Copyright ForImpact The Suddes Group - ForImpact.org

13 FUNDING RATIONALE EXAMPLES A Person, A Family, A Unit of Impact 1. $1,250 per student to enroll in and graduate from college 2. $1,000 to underwrite one village for one year 3. $500 per family per stay at a Safe House Concept: Goal: Timeframe: A Project or Program 1. $2M for a new Hospitality House 2. $150K Launch Wellness and Arts Program 3. $20K annual Doula Program (or endow for $400k) Concept: Goal: Timeframe: A Plan 1. $7.3M to inspire and empower students to enroll in and graduate from college 2. $2.6M to transform generations of families 3. $750K to break the cycle of poverty by empowering people and strengthening the social safety net Concept: Goal: Timeframe: Copyright ForImpact The Suddes Group - ForImpact.org 11

14 NOTES 12 Copyright ForImpact The Suddes Group - ForImpact.org

15 CONTROLLING INSIGHT IMPACT INCOME CHALLENGE BE FOR IMPACT 9 GUIDING PRINCIPLES 1) START with the WHY. 2) You become what you THINK ABOUT! 3) CHANGE your VOCABULARY! 4) THINK BIG. BUILD SIMPLE. ACT NOW. 5) CHANGE (the) RULES! 6) RECRUIT/DEVELOP great TALENT. 7) DO the MATH! 8) COMMIT to SALES! 9) JUST ASK. JUST ASK. JUST ASK. Copyright ForImpact The Suddes Group - ForImpact.org 13

16 About ForImpact The Suddes Group Every organization is perfectly designed to get the results they are getting. The Suddes Group has been redesigning and transforming organizations, teams, and funding results for almost 30 years. Known for it s no-nonsense, straightforward, and simple approach, The Suddes Group brings entrepreneurial thinking and longlasing results that transcend fundraising. BY THE NUMBERS: 30+ Years. $2+ Billion Raised & Coached 500+ Campaigns 2,000+ Clients... in every sector. 10,000+ Leaders/Teams Trained OUR TEAM: Tom Suddes Melissa Jackson Nick Fellers Georgina Neal Traci Bruckner Robb Pike Christi-Marie Butler -- Carol Rowland Steve Elder Kathryn Stephens Jessica Gemm Jeff Strine Mike Gemm Kerry Suddes ForImpact.org: Nicole Winfield Daily Nuggets... Weekly WOWS... Tons of CONTENT!!!! A great RESOURCE for you and your team. 14 Copyright ForImpact The Suddes Group - ForImpact.org

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