Pre-Exercise: Get the secret password

1. Pre-Exercise: Get the secret password • In a moment, we’re going to ask you to close your eyes. • One of you will be told a secret password • The rest of you need to try and get that password by speaking with one another, or “networking.” • If you have the password, you will give it only if someone else gives you something of value – an idea, introduction or piece of advice.

2. Pitching & Friendraising Getting to know people, getting people to know your cause

3. Four forms of Capital: • Introductions: People may connect you to valuable contacts and gatekeepers • Insight: People may make valuable insights and wise suggestions to you as your project advances • Investment (financial): People may give you value through providing you with financial investment • Investment (time): Time is money, and right now it’s the most valuable thing you seek. Ask for people’s time in one format or another. Pitching and Friendraising Tip for the savvy entrepreneur: always have an answer to the question of, “how can I help?”

4. But before you can raise anything… The Quickie Website You have to tell people what you do!

5. Key to a solid pitch: problem solving 1 What’s the problem you’re trying to solve? (Can someone easily relate to it?) The Quickie Website 2 How are you going to solve it? (Can someone easily understand the solution?) 3 What do you need them to do? (Can someone easily give you what you need?

6. Workshop: 3 min conversation pitch • Focus on a cause you support (or a venture you want to launch) • Come up with a 3 minute pitch: what’s the problem, what’s the solution, and what do you need people to do about it? • Find a partner in the room, and pitch them • Then, partner, pitch them back The Quickie Website

7. Workshop: 45 sec elevator pitch • Focus on a cause you support (or a venture you want to launch) • Come up with a 45 second pitch: what’s the problem, what’s the solution, and what do you need people to do about it? • Find a partner in the room, and pitch them • Then, partner, pitch them back The Quickie Website

8. Workshop: 15 sec conference pitch • Focus on a cause you support (or a venture you want to launch) • Come up with a 15 second pitch: what’s the problem, what’s the solution, and what do you need people to do about it? • Find a partner in the room, and pitch them • Then, partner, pitch them back The Quickie Website

9. You have people. Now what? • Board: A traditional vessel for people to invest time, wisdom, money and introductions. • Steering Committees: Smaller advisory groups around specific programs or projects. • Volunteers: Individuals interested in doing something to support the cause. If the tasks are manageable, they’ll do them. • Partnerships: You don’t have to everything yourself! • Donors: Some people have more money than time – and they want to help. The Quickie Website

10. What’s a Board? • Devoted supporters: Reserved for people who are devoted to an organization, and want to make an organization a top priority • Personal responsibility for the life of a cause: Boards have “fiduciary responsibility.” Each person needs to know that they organization depends on them to survive. That’s why many board members invest their wealth, wisdom or work. • Manageable size: Keep it a group. 5-7 people in the core means each person feels full responsibility. The Quickie Website

11. For not-yet-board members: SCs • Committed volunteers: Steering Committee members are volunteers who are in it for the long haul. They believe in the cause and are willing to devote regular time. • Strategic responsibility: Steering Committees are best when focused on a specific sub-goal of the cause. This gives the committee a focus, and gives members freedom to be creative in their volunteering • Structured involvement: Regular meetings, regular tasks – and job descriptions – all help to make a Steering Committee member more than just a volunteer. The Quickie Website

12. For the just getting started volunteers • Interested in helping: If someone shows interest in your cause, try to get them involved! The only way you’ll know is if you ask. • Limited in time: Always assume a potential volunteer is limited in time. Ensure the request is time limited and achievable. • Seeking personal benefit: Volunteers might truly care about the cause – but they also care about themselves. Learn what the individual values or needs, and fit task to desired benefit. The Quickie Website

13. With partners, everyone wins • Find other cause working towards the same outcome: Do an environmental scan and get to know others in the market. Work with them! The more they do the less you have to. • Build opportunities for mutual benefit: Everyone brings something to the table. Find what you and your audience has and provide it to a partner. If they benefit, they’ll work with you. • Highlight benefits from partnership: The world likes to see good people work together. Share the benefits with the world – and get new people interested. The Quickie Website

14. For those with more money than time • Quantify: Everyone can give something, but every ‘something’ is something else. Learn what a donor usually gives, and start your request at a level they are comfortable with. • Engage donors with particular activities: Some people have more money than time – and they want to help. Give them manageable pieces that fit their particular background and budget • Follow-Up: Did the donation help? Then say so! Most causes do not follow-up well with donors. The more you follow up, the more your donors will share about your cause with their friends. The Quickie Website

15. Lifecycle of an investment – Patience! The Quickie Website Into Second year with momentum Six Months with Creditability Year three and beyond with careful development One year with proof and buzz Venture Inception • Some Time • Some advice • $$$ • Full Advising • Ideas and Advice • Small partnerships • Serious introductions • Small investments • Serious Partnerships • Committed Advising

16. Start a campaign, right away The Quickie Website

17. Get the word out The Quickie Website

18. Make a wish – or seek supporters

19. Get donations processed The Quickie Website

20. Make sure your cause is listed The Quickie Website

21. Ultimately it often comes down to touch People invest in People. It is important to hone your ability to build connections with potential investors. Much of this depends on your ability to connect and network. Let’s play out some scenarios to practice fund and friend raising: The Quickie Website

22. One on One Conversation Ask the other person questions. Listen to what value they’re seeking. Don’t try to“close the deal”right away. Build space for a next step Be very, very, very concise with your explanation about your venture. Constantly check what interests the other Figure out what value the other person can bring. Ask to get them involved. Follow up Try it out!

23. Lightening Networking Physical insertion ID: “Sir, my name is…” Power Line: I’m from X, we really Y Power Ask: I can see this topic interests you – can I follow up with more info? Close: Card if possible Follow up fast to capitalize on short term memory Try it out!

24. Conference Style Get their attention: Light up the room! Learn about the person Take interest in what they do Always take their card and write your value prop on it Facilitate groups when necessary Ask more than you tell Move on! Try it out!

25. Person to Person, casual Ask more than you tell and get excited Look them in the eyes but not too much Offer connections or help their work The more you talk about their passion the more you learn Try it out!

26. Key Takeaway Be authentic, gracious, and courageous. Remember, everybody needs somebody--you can help!