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Grow! by Paul Martin

Posts Tagged 'Business Development'

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Helping Leaders Make Good Decisions In An Indecisive Time

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Over the next few weeks, the Average-Leader will try to defer a decision until after the election.  Above-Average-Leaders know that the best time to get an advantage is when others freeze. How do you help Average-Leaders gain an advantage while others stay slow?  Some ideas: Keep leaders focused on their objective, not the distractions.  Many of us believe this election is pivotal, but we more deeply believe that the objective we have in our organizations is of far greater importance.  On the day after the election, the leader will still need to move toward their goals and objectives.  A good question to ask leaders who are caught in pause mode: “If your objective is more important than the election results, what can we do today to pursue your objective?” Recognize the outcome of the election has little to do with short-term issues.  If the leader’s organization needs more income—a very safe assumption—they will likely still need more i ...

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Daddy, Why Is Grass Turning Brown Again?

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My friend’s son asked that question.  We were excited that his son was starting to understand the cycle of seasons—in the fall, the grass turns brown. In the spring, the grass turns green. When you understand the changing seasons, you’ll also know how to prepare your home and your car.  You’ll know which clothes to have ready for chilly mornings in the fall or winter. When you’re three years old, you can start keeping up with seasons to help you live. What if we discovered that there are ‘macro-seasons’? Macro-seasons could be longer stretches of time for cycles to occur.  What if the cycle was about the same length as a human life?  It would be hard for us to see, but once we recognize the pattern, we could better relate to people seeking Christ, to people looking for products and to people finding fulfillment in giving generously to non-profits. The Pendulum Swings Pendulum by Roy Williams and Michael Drew shows that these ‘macro season ...

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Making Decisions In A Funhouse

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As I walked through a tourist area, something caught my eye: It kind of looked like a reflection of me, but the image was warped and distorted.  It was a funhouse mirror!   Wow!  What if I used that mirror to shave in the morning?  What a disaster it would be! If you can’t measure it, you can’t manage it. You and I make a lot of decisions that impact other people every day.  If the information that we use to make those decisions is inaccurate or misleading, we could make a mess of things.  Whether spending money on a capital improvement or deciding on the kind of development campaign, getting clean data is the first step. We’ve discovered management data can take three forms: Clean. Clear information that speaks to the core of the issue.  The data is trustworthy, speaks to the issue and is simple to understand.  Incomplete. Information that is obviously missing key components.  As managers, we see that the data is not to be trusted ...

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Introvert

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How do you tell an introverted pathologist from an extroverted pathologist at a party? The extroverted pathologist looks down at your shoes. Today's leader finds great challenges managing people of all personalities. Introverts can be especially challenging--and our non-profits  are filled with introverts. Introverts comprise a large community of non-profit people--especially those who have a good creative or service bent. I have seen an entire NPO staffed with introverts--even the development officer! In fact, research shows that more than 60% of the U.S. population is introverts. Introverts are not necessarily shy. Many love to speak in front of large crowds. Psychology Today says introverts are drained by social encounters and energized by solitary, often creative pursuits. Introverts may socialize easily, but just prefer not to. In an industry (non-profits) that is totally centered around building relationships in the community, how do managers lead their introverts into the community to bui ...

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My First Radio: A Great Companion

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I have fond memories of listening to Dallas' KLIF the Mighty 1190 through my Raleigh transistor radio. I took that little transistor companion with me on family vacations and listened to KHJ in Los Angeles and KJR in Seattle.

Although today's technology delivers convenience better selection and sound quality, it doesn't bring the companionship that great personalities do.

My friend Chuck Gratner when he led KOJO in Dallas during the 80s said it well:

At its' best, each medium has its' advantages:
At its' best, television entertains best.
At its' best, newspapers inform best.
At its' best, radio companions best.

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Webinar: Donor Innovation-Technique for Growing and Maintaining Donors

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Over the past year, our Advocace consultants put several innovations to work for our clients with remarkable effectiveness.  We report our discoveries with these innovations in this recorded webinar. With prepared remarks of only 23 minutes, you’ll see ways to grow and maintain donor relationships while increasing response.

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Facebook ‘Likes’ Assemble Your Customers and Donors

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What sounds like middle-school gossip can mean more frequent customers and more loyal donors to marketers.  Soon, Facebook will permit marketers to mix their ad messages with users’ regular news feed. So, your Facebook news feed will show your friends’ regular posts and ad messages will be interspersed.  This could be very good for marketers.  After all, more than half of Facebook viewing is from a mobile device and the layout just doesn’t have room for the right sidebar ad area. But there’s a catch: the user must ‘Like’ the marketer’s page for the ad messages to appear in the flow of the news feed. The new features are called “Premium on Facebook” and could be a great opportunity for marketers and non-profit organizations: During a fundraiser, listener-supported radio stations can buy a place in the news feed of those who ‘Like’ the station At the end of the year, a non-profit can make a specific offer through the news feed ...

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“The only way this station will grow is to go outside these walls."

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We were in one of those tense meetings that is unique to radio stations. The station manager, sales manager and program director looked at the Arbitron numbers and then at the station revenues, provoking the typical high-stress conversation about ratings and revenue. The station manager let the conversation wind its way around and then let the room get a little quiet. He spoke as the colonel in a World War II movie would say, "Gentlemen, this radio station is a great station, but it has problems...and whether we need more listeners or more money, the only way this station will grow is to go outside these walls." Radio is a relationship business. Our Raison d'être is to communicate with an enormous number of people. Outreach is our oxygen. That's what the legendary stations of the 60's, 70's and 80's did well: They engaged listeners in creative ways. The real power of radio is in the number of people we reach every day...and the only way to build that reach is spending time reaching-out into the comm ...

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Keeping New Year’s Goals Alive...and Major Gift Goals, Too!

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New Year's goals stay vibrant with constant feeding.

We prayerfully consider our goals, but often I don't as prayerfully consider my actions in pursuing those goals. Whether the goal is about losing weight or increasing income from major gifts, the first steps pave the way to more achievement.

A good friend once shared that every time he would meet a new major gift prospect, he would set a date for the first time he would ask for their help at his radio station. That gave him time to develop a relationship that was genuinely caring without the pressure of asking for funding. When the day would come (typically four to six months later), the ask for a gift came naturally.

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Help your partners—even with Facebook?

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"No one wants to buy radio anymore, so we're selling Facebook," said the radio station manager. I've known him for a long time and seen him as a strong manager of both commercial and non-commercial stations. He is now at a non-commercial station and talked about the great difficulty his Business Development Representatives are having with getting appointments today. He said his business development representatives are now opening conversations with prospects by saying, "How's Facebook working for your business?" The rep probes to hear what the prospect's desire for his Facebook marketing. Most businesspeople are discovering that Facebook marketing is not as easy as what they read in the press and they become dissatisfied. The rep keeps discovering more about the business prospect by asking more questions. The rep makes it clear that he is more interested in hearing about the prospect's business than telling them about the work he does at the radio station. When the prospect asks about the rep's work, he say ...

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Comments
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  2. Re: Helping Leaders Make Good Decisions In An Indecisive Time

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    -- Ben Armitage

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