Insight News

Feb 10th


Making the sale: You only have to ask once

Are there really only so many no's before a yes? Good salespeople say this is a fact. As do four-year-olds. If you ask often enough, you will get to the answer you want; you will get to the yes. Great salespeople say something entirely different. Great salespeople - phenomenal sellers, negotiators, brokers, and people managers - will tell you that no one ever changes their answer from no to yes just because you pressed. The way to get a yes, they say, is to not ask the question at all until you already know what the answer will be.

FUNdraising Good Times: Investing in fundraising success

FUNdraising Good Times: Investing in fundraising successWhen the reality of "it takes money to make money," collides with shrinking budgets, nonprofits can face short-term and long-term revenue challenges. Consider the trend among some donors and funders to "restrict" their giving and grantmaking to programs, or direct services. This is a move away from "unrestricted giving" or "operating grants" which allow a nonprofit to use gifts and grants where they are needed most. Restricted giving can reduce funds available for overhead which in turn can limit a nonprofit's ability to support effective programs: "overhead" pays for technology, accounting, fundraising and more, all of which support successful programs.

Is this your first job? How to take time off

Arene was one month into her first summer job when her parents told her that they were all going out of town for the weekend. "But I'm scheduled to work," she told them. "You'll have to find someone to cover," they explained. So she tried. Two hours into the road trip, she was frantically typing into her phone and commented that she couldn't get anyone to take her shift. "I'm sure your manager will figure it out," her parents said. The puzzled look on Arene's face told her parents there was a disconnect. Arene hadn't talked to her manager.

Moving beyond overhead myth

Moving beyond overhead mythA public discussion is stirring on the topic of nonprofit overhead and the extent to which overhead costs should influence giving. The three leading sources of information about nonprofits recently issued a call to action asking individual and institutional donors to stop using "overhead" as the measure of a nonprofit's success. GuideStar, Charity Navigator, and BBB Wise Giving Alliance have issued a call to donors to move beyond the "Overhead Myth."

Summer reading can increase revenue in the fall

To be the best, learn from the best – and in fundraising, Pearl Saad and her husband Melvin B. Shaw, have the creds to not just teach fundraising essentials but to literally "write the books" about it. In an updated version of The Fundraiser's Guide to Soliciting Gifts, first published in 2008, everything you need to know is laid out in this small but powerful compilation in the form of how to's for the novice and gentle reminders for the veteran.

Success at Work: It's all fun and games

Tiger Woods has a good job: he swings a club as few times as possible in order to get a little white ball into a hole. Then he writes the number of swings on a scorecard. Kyrie Irving has a good job: his team clears the way so he can throw a ball toward a net as often as possible. Then he looks up at the scoreboard and finds out how many went in. Waiters have a pretty good job: they deliver food to tables as efficiently as possible without dropping anything, then count tips at the end of the night to measure success or failure.

FUNdraising Good Times: Start by asking "why?"

Part three of three part series on transformational giving

Do major gifts to nonprofits fall from the sky, or are they more typically the result of deep commitment, relationships, and the ability to use the tools and data available to nonprofits? We asked Barbara Pierce, founder of Transformative Giving, about how donor research supports transformational giving.
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