six degrees of separation to success
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Presentation to the 2009 AFP Conference in New Orleans with Karen PorterfieldTRANSCRIPT
46th AFP International Conference on Fundraising
March 29 – April 1, 2009New Orleans, Louisiana
46th AFP International Conference on Fundraising
March 29 – April 1, 2009New Orleans, Louisiana
Six Degrees of Separation …to Success
The Truth about Connecting and Networking Your Way into RICH Relationships.
Gail M. Romero, CFRE
President, CEO
MacKenzie-Romero Consulting
Karen Porterfield, ACFRE
Associate Dean, Seattle University
46th AFP INTERNATIONAL CONFERENCE ON FUNDRAISING — www.afpnet.org
Come Along for the Ride…
Rich is Good – rich relationships are better
Six Degrees of Separation - takes a lifetime…
• Networking web
• Real examples
Skills Set Challenges
• First things first – are you ready?
• Experts guide to connecting
• List five people – who’s the number one connector?
• Top 10 things you can do
Giving Value For A Lifetime
46th AFP INTERNATIONAL CONFERENCE ON FUNDRAISING — www.afpnet.org
Rich is Good…rich relationships are better
Rich relationships = rich connections
• Climbing the ladder without stepping on anybody to get there
• Earning the respect of the powerful without begging
• Building win-win relationships
• How and where to connect with powerful people
• Being right – right words, right circumstances, right impression
• How you can benefit others so you can benefit from them
46th AFP INTERNATIONAL CONFERENCE ON FUNDRAISING — www.afpnet.org
Six Degrees of Separation
What is the Human Web?
Social Networking or…it’s not who you know but who knows you!
Real life examples – the case of the $4.3 million dollar gift
46th AFP INTERNATIONAL CONFERENCE ON FUNDRAISING — www.afpnet.org
What a network can look like
46th AFP INTERNATIONAL CONFERENCE ON FUNDRAISING — www.afpnet.org
Six Degrees to $4.3 Million – Real Life Example
Players
• Student – international student who became CEO of major foundation
• Professor – international studies professor
• Attorney – Russian specialist, Rotarian, board member
• Consultant – International telecom professional, works with China companies, board member
• Director of Global Communications and Development
• Organization CEO
• Founder
• CFO
Process
• As Nike says – Just Do It!
46th AFP INTERNATIONAL CONFERENCE ON FUNDRAISING — www.afpnet.org
Six Degrees of Separation - Success
46th AFP INTERNATIONAL CONFERENCE ON FUNDRAISING — www.afpnet.org
Social Networking
The sport of kings…board members, leadership, staff and dogs
Takes a lifetime to develop all the skills and connections
• The little black book
• The elevator pitch or 30 second commercial
• Networking is not an option – but where, is
› E-networking cautions
› Seminars, association meetings, events, airplanes
• Think before you do – but do!
46th AFP INTERNATIONAL CONFERENCE ON FUNDRAISING — www.afpnet.org
Skill Sets Challenge – Preparation – Predictive Encoding
How do I want to benefit from investing in networking?
• Clearly define your goal to yourself first
• Job? Funding? Career advice? Promotion? Introduction?
Who do I want to connect with?
• Get an introduction
• Make an introduction
What value can I bring to them?
What value can they bring to me?
Am I prepared to follow through – immediately?
Am I prepared to keep this connection?
46th AFP INTERNATIONAL CONFERENCE ON FUNDRAISING — www.afpnet.org
Skill Sets Challenge – Are You Ready?
Check yourself out in a mirror and what do you see?
Have someone critique your mannerisms
• Shaking hands
• Eye contact
• Etiquette
• Beware of cultural differences
Have five questions ready for any circumstance
• Avoid yes or no questions – ask opinions
• Find out what you have in common
• Go slow, become friends
• Make sure when you depart that they know what you do
46th AFP INTERNATIONAL CONFERENCE ON FUNDRAISING — www.afpnet.org
Skills Set Challenge – Taking the Risk
Make the first move
Don’t interrupt but stand ready
Don’t be afraid to meet the keynote speaker
Volunteer
Visit organizations or associations
Working the room
Moving on
The business card reference
Research
46th AFP INTERNATIONAL CONFERENCE ON FUNDRAISING — www.afpnet.org
It’s All About Growth
“The only difference between where you are right now, and where you’ll be next year at this same time, are the people you meet and the books you read.”
--Charlie “Tremendous” Jones, author of Life Is Tremendous
46th AFP INTERNATIONAL CONFERENCE ON FUNDRAISING — www.afpnet.org
Books to Grow By
The Little Black Book of Connections – Jeffrey Gitomer
The Little Red Book of Sales – Jeffrey Gitomer
Asking – Jerry Panos
46th AFP INTERNATIONAL CONFERENCE ON FUNDRAISING — www.afpnet.org
Porterfield Consulting
Contact Information:
Gail M. Romero, CFREMacKenzie-Romero Consulting17310 Sylvester Road SWBurien, Washington 98166
46th AFP INTERNATIONAL CONFERENCE ON FUNDRAISING — www.afpnet.org
Porterfield Consulting
Contact Information:
Karen Porterfield, ACFREPorterfield ConsultingAddressCity, Washington Zip
206-851-4423