Six Questions in the New Normal

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ANSWERING SIX QUESTIONS THAT WILL ENERGIZE OUR

COMMUNITY THROUGH STRONGER PHILANTHROPY

MICHAEL E . GUILLOTWWW.GADDGUILLOT.COM

919.545 .4086

THE NEW NORMAL

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Michael E. Guillot

Lifelong Louisiana resident…until KatrinaEntire career in nonprofits

Education Healthcare Social Service Arts Consulting Practice

Research in the nonprofit sector Identity and role Board chairs and members Executives

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Six Questions for You

Why are you here?Who else needs to know about what you are

learning?What opportunities may be emerging for your

leadership?How will you take action on what you’ve

learned?When can you expect to see some changes

from this new learning?Where do you go from here?

THERE IS ALWAYS AN EASY SOLUTION TO

EVERY HUMAN PROBLEM –

NEAT, PLAUSIBLE, AND WRONG.

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Initial Thoughts

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What is new about normal?

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What does this mean for leading change?

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What does this mean for philanthropy?

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DUE TO BUDGET CUTS, LIGHT AT END OF

TUNNEL WILL BE OUT.

Some Realities about Tough Times

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What Goes Down, Must Come Up

The Business CycleWhat place in the cycle are your best donors and

prospects right now?Where are you in the cycle?Getting out of your own backyardThree factors you can rely on:

Linkage Ability Interest

There are other ways to help besides money

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One Idea, Three Reasons

State your mission in six words or less

What three reasons can you give a prospective donor to encourage their investment in your mission?

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Double Their Rewards

Say “Thank You” every chance you getKeep donors informed as to how you are

doingWith permission, use their namesUpdate your acknowledgement and

recognition programsTreat them as “insiders”

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Make It Personal, Real Personal

Get on the phoneGet out of your officeUse facility tours to your full advantageLet them get to know you as you are doing

your workInvolvement leads to givingTalk and listen to your donors every day

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Size Matters

Big money follows big ideasThink about visionary impactCreate a long-range, broad menu of gift and

involvement opportunitiesLook for collaborative partners and

strategic alliancesConsider non-traditional methods to secure

funding

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Go to the Well

Ask for an investmentAsk for ideasAsk for other people who might be

interestedAsk for their helpAsk for their adviceAsk

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WHY DOES WHAT WE DO MATTER?

WHO CARES AB OUT US AND OUR FUTURE?

WHAT OPPORTUNITIES ARE EMERGING THAT REQUIRE OUR ATTENTION?

HOW CAN WE MOVE TOWARD OUR DREAMS?

WHEN CAN WE EXPECT RESULTS?

WHERE DO WE GO FROM HERE?

What are the six questions?

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Why does what we do matter?

Getting things doneThe reality about our communitiesThe table for conversation

Mission as bottom line Vision as ROI Case as the story

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Who cares about us and our future?

CornerstoneConstituentsCommunityLeadership

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CornerstoneConstituent

Community

Leadership

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Cornerstone

Board

Staff

Current Partners

Clients

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Constituent

Donors (Current, Lapsed, Long Ago)

Former Board Members

Friends

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Community

Corporations/Foundations

Businesses/Professionals

Civic Organizations

Shared Interests

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Leadership

Advanced Gifts$10,000+

Special Gifts$ 5,000

Major Gifts$1,000

Determine Leadership Levels

From each segment of the other three divisions, identify individuals who can give or get each leadership level

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What opportunities are emerging that require our attention?

Meaningful ChangeSustainable EffortsResults that CountCollaborationsTechnologyPhilanthropy as a leadership conversationEngagement of board members

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How can we move toward our dreams?

TimeInsightConnectionsResources

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DIRECT MAIL/EMAILTELEPHONEWEB SITES

SPECIAL EVENTSMERCHANDISING

Small Investments

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FOUNDATION GRANTSCORPORATE SUPPORT

MAJOR GIFTSCAPITAL CAMPAIGN

PLANNED GIFTS

Big Investments

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When can we expect results?

Short termSelf-evidentSharedCelebrate

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Where do we go from here?

Tomorrow morningSharing is learningBudget as a tool Planning as necessityRetreating to advance

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An Interlude

Find someone who is not part of your own organization…

Have the following conversation with them, filling in the blanks:

Right now, investing in our organization could be the best investment you’ll ever make. We have the potential to ______ (big picture vision) in our community. With your partnership, we could _______ (direct result from their financial support) by the end of the year.

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D. C. al fine

There is no doneQuestions matter more than answersLook – Think – Act – Look again

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The readiness is all

DiscoveryRemaining openCommitment to the sectorCreating communities of inquiry

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Your 30 day action plan

By May 28, I will… Teach what I’ve learned to… Start doing this every day… Stop doing… Tell the following people our story… Find another partner in change…

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CENTRAL LOUISIANA COMMUNITY FOUNDATION

AND

TOM HARMEYER

Special Thanks

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ANSWERING SIX QUESTIONS THAT WILL ENERGIZE OUR

COMMUNITY THROUGH STRONGER PHILANTHROPY

MICHAEL E . GUILLOTWWW.GADDGUILLOT.COM

919.545 .4086

THE NEW NORMAL