Andrew Urban presents on the concept of Return on Mission as an alternative metric to traditional Return on Investment for nonprofits. He outlines the key actors in a typical nonprofit purchasing story, including staff, board members, vendors, and donors. Urban then introduces the Nonprofit Buyer Model of Control, which defines an organization's Critical Business Issues, Organization Outline, Return on Mission calculation, and Doable Logistics. He provides a case study example and testimonial on how the model helped a nonprofit select a new donor database system. Urban concludes by recapping how the model enables nonprofits to take control of the buying process and communicate purchases in both financial and mission-oriented terms.
Deal Umpire is an online marketplace that connects small businesses with daily deal sites. It aims to empower small businesses by providing transparency into deal site offerings and allowing businesses to select the best deal site partner through an auction process. This addresses challenges in the daily deals market like a lack of differentiation among deal sites and barriers to merchants profiting from daily deals. Deal Umpire generates revenue by charging deal sites a fee if selected as the winner of a merchant's auction. It aims to become the leading platform in the daily deals space by expanding nationally and promoting deal site consolidation.
AutoSuccess addresses the specific, researched needs of new car and light truck dealerships by providing entrepreneurial, cutting-edge, solution-based editorials to increase dealership profits and reduce expenses
AutoSuccess, magazine, sales, new, used, selling, salespeople, vehicle, dealer, dealership, leadership, marketing
For Similar content visit http://www.autosuccesssocial.com/
Ralph Paglia Interview in Auto Dealer Digest MagazineRalph Paglia
1) The document discusses an interview with Ralph Paglia, Director of Digital Marketing at ADP Dealer Services, in which he provides best practices for handling internet leads.
2) Paglia notes that dealership leads have a higher close rate than third party leads since the customer has already indicated a willingness to do business with that dealership.
3) For third party leads, Paglia emphasizes responding quickly to invite the customer to the dealer's website and compete against other dealers also receiving the lead.
Program evaluation is a component of program design and implementation that is often considered after the program is in place and serving a population. Designing a program with measurable goals in mind creates stronger programming, gives grant proposals a competitive edge, and provides an agency with useful feedback to help achieve its mission. Most importantly, program evaluation allows for program tweaking to deliver the best service possible to the client.
Social Commerce - Real Shopping [R]evolution?Bluerank
A co-presentation of Erica Schmidt, Global Search Director, iProspect & Zbigniew Nowicki, Managing Director, Bluerank from "E-commerce Development" conference held by Informedia Polska & Puls Biznesu.
The Arrival of Real-Time Bidding, hosted by IAB, Google, & ForresterIABmembership
This document summarizes a Forrester Research report on real-time bidding (RTB) for digital ads. It discusses how RTB uses a "pipe" to announce ad opportunities to bidders and a "brain" for bidders to evaluate impressions and bid in milliseconds. It also outlines challenges for buyers like lack of standards and quality concerns, as well as challenges for publishers in utilizing RTB effectively. Overall, the report examines the growth of RTB and considerations for both buyers and publishers in using this programmatic approach to digital advertising.
The document discusses the transformation to social selling. It provides an agenda and overview of social selling. Some key points:
- Social selling utilizes social media platforms like LinkedIn to engage with buyers and learn about their needs and interests rather than relying solely on phone calls or emails.
- Buyers are increasingly active on social media and publicly share information about their roles, responsibilities, and interests, allowing sellers to better understand them.
- Social selling is about enhancing traditional selling by building meaningful relationships through social channels, not replacing it.
- To be effective at social selling, sellers need to standardize their approach, build their personal brand, listen to buyers, and provide valuable insights rather than pitches.
The document discusses the transformation to social selling. It provides an agenda for the presentation including presenters and topics to be covered. The presentation will provide an overview of social selling, how to transform sales approaches to social selling, and how to make social selling scalable. It discusses what social selling is and is not. It explains why social selling is important because buyers are actively engaging on social media and sharing information. It outlines frameworks and best practices for social selling, including standardizing approaches, developing an online self-brand, listening to buyers, delivering valuable insights, finding buyers, and engaging with them. It provides questions for sales managers to consider and tips for creating content and scaling social approaches.
Deal Umpire is an online marketplace that connects small businesses with daily deal sites. It aims to empower small businesses by providing transparency into deal site offerings and allowing businesses to select the best deal site partner through an auction process. This addresses challenges in the daily deals market like a lack of differentiation among deal sites and barriers to merchants profiting from daily deals. Deal Umpire generates revenue by charging deal sites a fee if selected as the winner of a merchant's auction. It aims to become the leading platform in the daily deals space by expanding nationally and promoting deal site consolidation.
AutoSuccess addresses the specific, researched needs of new car and light truck dealerships by providing entrepreneurial, cutting-edge, solution-based editorials to increase dealership profits and reduce expenses
AutoSuccess, magazine, sales, new, used, selling, salespeople, vehicle, dealer, dealership, leadership, marketing
For Similar content visit http://www.autosuccesssocial.com/
Ralph Paglia Interview in Auto Dealer Digest MagazineRalph Paglia
1) The document discusses an interview with Ralph Paglia, Director of Digital Marketing at ADP Dealer Services, in which he provides best practices for handling internet leads.
2) Paglia notes that dealership leads have a higher close rate than third party leads since the customer has already indicated a willingness to do business with that dealership.
3) For third party leads, Paglia emphasizes responding quickly to invite the customer to the dealer's website and compete against other dealers also receiving the lead.
Program evaluation is a component of program design and implementation that is often considered after the program is in place and serving a population. Designing a program with measurable goals in mind creates stronger programming, gives grant proposals a competitive edge, and provides an agency with useful feedback to help achieve its mission. Most importantly, program evaluation allows for program tweaking to deliver the best service possible to the client.
Social Commerce - Real Shopping [R]evolution?Bluerank
A co-presentation of Erica Schmidt, Global Search Director, iProspect & Zbigniew Nowicki, Managing Director, Bluerank from "E-commerce Development" conference held by Informedia Polska & Puls Biznesu.
The Arrival of Real-Time Bidding, hosted by IAB, Google, & ForresterIABmembership
This document summarizes a Forrester Research report on real-time bidding (RTB) for digital ads. It discusses how RTB uses a "pipe" to announce ad opportunities to bidders and a "brain" for bidders to evaluate impressions and bid in milliseconds. It also outlines challenges for buyers like lack of standards and quality concerns, as well as challenges for publishers in utilizing RTB effectively. Overall, the report examines the growth of RTB and considerations for both buyers and publishers in using this programmatic approach to digital advertising.
The document discusses the transformation to social selling. It provides an agenda and overview of social selling. Some key points:
- Social selling utilizes social media platforms like LinkedIn to engage with buyers and learn about their needs and interests rather than relying solely on phone calls or emails.
- Buyers are increasingly active on social media and publicly share information about their roles, responsibilities, and interests, allowing sellers to better understand them.
- Social selling is about enhancing traditional selling by building meaningful relationships through social channels, not replacing it.
- To be effective at social selling, sellers need to standardize their approach, build their personal brand, listen to buyers, and provide valuable insights rather than pitches.
The document discusses the transformation to social selling. It provides an agenda for the presentation including presenters and topics to be covered. The presentation will provide an overview of social selling, how to transform sales approaches to social selling, and how to make social selling scalable. It discusses what social selling is and is not. It explains why social selling is important because buyers are actively engaging on social media and sharing information. It outlines frameworks and best practices for social selling, including standardizing approaches, developing an online self-brand, listening to buyers, delivering valuable insights, finding buyers, and engaging with them. It provides questions for sales managers to consider and tips for creating content and scaling social approaches.
The document discusses how digital body language and online customer behavior can provide insights into customer intentions. It notes that traditional sales processes have not changed much while customer buying processes have evolved greatly online. It then outlines several key steps in modern demand generation processes: profiling customers to build accurate profiles based on their online activities, scoring leads to rank customer interest and opportunity levels, and nurturing leads over time with relevant content to maintain engagement and increase conversions.
Conversational Marketing: 3 Essential Phases To Build Bi-Directional Dialogue...G3 Communications
The document discusses the importance of conversational marketing and outlines 3 essential phases to build bi-directional dialogue between prospects and vendors: focusing on understanding the buyer, implementing the right technology to enable conversations across channels, and automating follow up and content nurturing tailored to where prospects are in their buying cycle.
Vlad Voskresensky provides tips for how to sell technology to business-to-business customers. He advises generating leads through networking, online research, and awareness building. Once in contact with decision makers, it is important to understand their problems and interests, find internal champions, and close the deal despite potential objections from procurement, legal, or other departments. The goal is to sell the experience of using the technology rather than just the features, and to persist through multiple rejections if needed to get to a "YES."
This document discusses social commerce and how to use social media for sales. It provides an overview of social commerce, how to generate leads and make sales using social media. Key points covered include attracting 3 types of leads on social media, tying social impact to sales through coupons and codes, deploying evangelists to promote brands, and leveraging existing marketing investments. The presentation is given by Jason Weaver, CEO of Shoutlet, a social media management platform that helps companies build and measure social media strategies.
This document summarizes a webinar about secrets of social media and word-of-mouth (WOM) marketing for B2B companies. It introduces Justin Dorfman, a CDW support engineer who generated over $300K in sales for CDW through his product recommendations without being paid. The webinar objectives are to share secrets of B2B social media success, review real-world case studies, and provide practical tips. Laura Messerschmitt from Outright is a guest speaker. The webinar promotes Zuberance's system for identifying, energizing, and tracking brand advocates to generate leads, sales, and marketing ROI through social and digital channels. Examples are given of how companies like
The document discusses lead generation and lead nurturing strategies for B2B sales. It begins by noting that today's B2B buyers are resistant to sales messages and too busy. It then outlines a buying process model and defines lead generation as building relationships by identifying the right contacts and initiating memorable conversations. The rest of the document provides steps and examples for developing a lead nurturing program, including understanding audiences, developing relevant messages, creating educational content, developing nurturing tracks, and measuring results. It concludes with a case study showing improved lead nurturing results.
Many retailers are stymied by the complex, multi-channel world of today's consumer. In today’s era of one-to-one personalized relationships, you need a way to link customer interactions, visits, purchases and the like from multiple touch points to fill those gaps and capture the 360° customer view needed to improve the customer experience, target offers and generate better returns.
This document discusses voice-of-the-customer (VOC) programs. It argues that customers are a company's most valuable asset, so it is important to understand their perspectives through VOC programs. The document provides 10 hints for effective VOC programs, such as knowing your customers, having a clear objective, compensating respondents, and following up on findings. It encourages companies to engage Trilogy Associates as a partner to help design and implement successful VOC programs.
This document discusses voice-of-the-customer (VOC) programs. It argues that customers are a company's most valuable asset, so it is important to understand their needs and perspectives through VOC programs. The document provides 10 tips for running a successful VOC program, such as knowing your customers, having a clear objective for each encounter, compensating respondents, and following up on findings to drive action. It concludes by offering the author's consulting services to assist with VOC programs.
The document discusses how buyers have revolted against traditional sales methods and now engage with sellers later in the buying cycle. It advocates developing an integrated buyer cycle selling strategy using thought leadership, content marketing, and social media channels to engage buyers earlier. This involves establishing oneself as a thought leader through unique, relevant content to build trust and position as an industry expert before buyers consider talking to sales. Content marketing can deliver the right information to buyers at each stage of their process.
Understanding the Buyer – How Can You Drive Business with Digital Body Language? By with Steven Woods SVPMA Monthly Event August 2011
Go to link below for notes from this event
http://svpma.org/2011/08/august-2011-event/
Presenters Ralf VonSosen, Head of Marketing for LinkedIn Sales Solutions and Craig Rosenberg, Industry Expert & Leader discuss what's required to make the transformation to Social Selling.
This document summarizes a presentation on agile product discovery and requirements gathering. The presentation covered facilitating product discovery through personas, story maps, and user story splitting. It emphasized the importance of writing small, independent user stories and outlined techniques for splitting large stories, such as by workflow steps, business rules, major efforts, simple/complex parts, and more. The goal is to develop stories that are independently valuable and easily estimated.
Content Marketing Battle Cry: Let's Declare War on Collateral!Yesler
The document discusses replacing outdated collateral practices with modern content marketing strategies. It identifies six "pests" that should be replaced: 1) the punch list, 2) speeds and feeds blasts, 3) one-way communication, 4) oversharing, 5) generalist marketers, and 6) gut feelings. Each pest should be replaced with a new strategy like focusing on the buyer's journey, education and trust-building, two-way dialogs, targeted sharing of the right content, using content marketing specialists, and making decisions informed by data. The presentation aims to help companies transform their content strategies to better meet the needs of today's technology buyers.
The B2B Buyers Journey Sales Guide eBookMark Gibson
New eBook on The B2B Buying Process; why you need to understand it and how to facilitate transitions with the buyer through the process.
Will be of value to sales professionals, sales managers, sales enablement and operations professionals, marketers and product managers
The document outlines an approach for entrepreneurs to fund product development without debt or giving up equity, by partnering with larger companies. It discusses how Thomas McCabe has successfully used this approach in the past by identifying problems that large companies want to solve and developing solutions for them. The document then provides guidance on how entrepreneurs can identify potential partner companies, structure agreements to qualify their technology as the partner's R&D, avoid common pitfalls, and ensure the arrangement benefits both parties.
Wacklin marketing trends and digital marketingJulia Argunova
This document discusses digital marketing and provides recommendations for developing a digital marketing strategy. It covers trends in declining traditional media spending and growth in digital spending. The document also provides advice on developing strategies for owned, bought, and earned media and integrating digital marketing tactics like search, social media, and analytics into the planning, execution, and optimization of digital campaigns.
The document provides guidance on shifting from traditional consultative selling to a focus on improving customer revenue. It recommends approaching customers by suggesting ways to improve their business through projects that increase revenue and overcome barriers to buying. Key aspects include focusing on customer KPIs, selecting projects based on their ability to improve revenue, and shortening sales cycles by providing evidence of value and results.
This document discusses digital marketing trends and provides guidance on developing a digital marketing strategy. It notes that traditional advertising spending has declined while digital spending has increased. It emphasizes developing a strategy that incorporates owned media (what a company directly controls), bought media (traditional advertising), and earned media (external mentions). It provides examples of key touchpoints within each category and recommends prioritizing high-impact options. The document then offers tips for optimization, including analyzing metrics and iterating based on results. Overall, it presents a framework for developing an integrated digital marketing approach.
This document summarizes a presentation on leadership for a new era in nonprofits. It discusses how leadership needs to change to address today's complex operating environment. Some of the key points made include: leadership must be shared between the board and executive director through a strong partnership; the board needs to become more diverse, strategic, and accountable; and culture and values must be central to the organization. An effective board for the future requires clarifying roles, engaging in learning, and asking big questions about impact and sustainability.
On Today's Menu: Your Successful Grant Proposal4Good.org
How can you whip up a successful grant proposal? You’ll need just the right proportions of research, planning, drafting, and editing. And don’t forget to garnish with tasty feedback and a dash of good timing!
Foundations and corporate funders are always looking for ways to make good investments in your community. To partner with them, you have to show exactly how you can help make that happen!
Webinar participants will get a special discount on Dalya’s award-winning book, "Writing to Make a Difference: 25 Powerful Techniques to Boost Your Community Impact."
Who should attend: This webinar is ideal for: nonprofit directors, staff, board, volunteers, and consultants who help raise money from foundations and corporations; jobseekers are also welcome.
The document discusses how digital body language and online customer behavior can provide insights into customer intentions. It notes that traditional sales processes have not changed much while customer buying processes have evolved greatly online. It then outlines several key steps in modern demand generation processes: profiling customers to build accurate profiles based on their online activities, scoring leads to rank customer interest and opportunity levels, and nurturing leads over time with relevant content to maintain engagement and increase conversions.
Conversational Marketing: 3 Essential Phases To Build Bi-Directional Dialogue...G3 Communications
The document discusses the importance of conversational marketing and outlines 3 essential phases to build bi-directional dialogue between prospects and vendors: focusing on understanding the buyer, implementing the right technology to enable conversations across channels, and automating follow up and content nurturing tailored to where prospects are in their buying cycle.
Vlad Voskresensky provides tips for how to sell technology to business-to-business customers. He advises generating leads through networking, online research, and awareness building. Once in contact with decision makers, it is important to understand their problems and interests, find internal champions, and close the deal despite potential objections from procurement, legal, or other departments. The goal is to sell the experience of using the technology rather than just the features, and to persist through multiple rejections if needed to get to a "YES."
This document discusses social commerce and how to use social media for sales. It provides an overview of social commerce, how to generate leads and make sales using social media. Key points covered include attracting 3 types of leads on social media, tying social impact to sales through coupons and codes, deploying evangelists to promote brands, and leveraging existing marketing investments. The presentation is given by Jason Weaver, CEO of Shoutlet, a social media management platform that helps companies build and measure social media strategies.
This document summarizes a webinar about secrets of social media and word-of-mouth (WOM) marketing for B2B companies. It introduces Justin Dorfman, a CDW support engineer who generated over $300K in sales for CDW through his product recommendations without being paid. The webinar objectives are to share secrets of B2B social media success, review real-world case studies, and provide practical tips. Laura Messerschmitt from Outright is a guest speaker. The webinar promotes Zuberance's system for identifying, energizing, and tracking brand advocates to generate leads, sales, and marketing ROI through social and digital channels. Examples are given of how companies like
The document discusses lead generation and lead nurturing strategies for B2B sales. It begins by noting that today's B2B buyers are resistant to sales messages and too busy. It then outlines a buying process model and defines lead generation as building relationships by identifying the right contacts and initiating memorable conversations. The rest of the document provides steps and examples for developing a lead nurturing program, including understanding audiences, developing relevant messages, creating educational content, developing nurturing tracks, and measuring results. It concludes with a case study showing improved lead nurturing results.
Many retailers are stymied by the complex, multi-channel world of today's consumer. In today’s era of one-to-one personalized relationships, you need a way to link customer interactions, visits, purchases and the like from multiple touch points to fill those gaps and capture the 360° customer view needed to improve the customer experience, target offers and generate better returns.
This document discusses voice-of-the-customer (VOC) programs. It argues that customers are a company's most valuable asset, so it is important to understand their perspectives through VOC programs. The document provides 10 hints for effective VOC programs, such as knowing your customers, having a clear objective, compensating respondents, and following up on findings. It encourages companies to engage Trilogy Associates as a partner to help design and implement successful VOC programs.
This document discusses voice-of-the-customer (VOC) programs. It argues that customers are a company's most valuable asset, so it is important to understand their needs and perspectives through VOC programs. The document provides 10 tips for running a successful VOC program, such as knowing your customers, having a clear objective for each encounter, compensating respondents, and following up on findings to drive action. It concludes by offering the author's consulting services to assist with VOC programs.
The document discusses how buyers have revolted against traditional sales methods and now engage with sellers later in the buying cycle. It advocates developing an integrated buyer cycle selling strategy using thought leadership, content marketing, and social media channels to engage buyers earlier. This involves establishing oneself as a thought leader through unique, relevant content to build trust and position as an industry expert before buyers consider talking to sales. Content marketing can deliver the right information to buyers at each stage of their process.
Understanding the Buyer – How Can You Drive Business with Digital Body Language? By with Steven Woods SVPMA Monthly Event August 2011
Go to link below for notes from this event
http://svpma.org/2011/08/august-2011-event/
Presenters Ralf VonSosen, Head of Marketing for LinkedIn Sales Solutions and Craig Rosenberg, Industry Expert & Leader discuss what's required to make the transformation to Social Selling.
This document summarizes a presentation on agile product discovery and requirements gathering. The presentation covered facilitating product discovery through personas, story maps, and user story splitting. It emphasized the importance of writing small, independent user stories and outlined techniques for splitting large stories, such as by workflow steps, business rules, major efforts, simple/complex parts, and more. The goal is to develop stories that are independently valuable and easily estimated.
Content Marketing Battle Cry: Let's Declare War on Collateral!Yesler
The document discusses replacing outdated collateral practices with modern content marketing strategies. It identifies six "pests" that should be replaced: 1) the punch list, 2) speeds and feeds blasts, 3) one-way communication, 4) oversharing, 5) generalist marketers, and 6) gut feelings. Each pest should be replaced with a new strategy like focusing on the buyer's journey, education and trust-building, two-way dialogs, targeted sharing of the right content, using content marketing specialists, and making decisions informed by data. The presentation aims to help companies transform their content strategies to better meet the needs of today's technology buyers.
The B2B Buyers Journey Sales Guide eBookMark Gibson
New eBook on The B2B Buying Process; why you need to understand it and how to facilitate transitions with the buyer through the process.
Will be of value to sales professionals, sales managers, sales enablement and operations professionals, marketers and product managers
The document outlines an approach for entrepreneurs to fund product development without debt or giving up equity, by partnering with larger companies. It discusses how Thomas McCabe has successfully used this approach in the past by identifying problems that large companies want to solve and developing solutions for them. The document then provides guidance on how entrepreneurs can identify potential partner companies, structure agreements to qualify their technology as the partner's R&D, avoid common pitfalls, and ensure the arrangement benefits both parties.
Wacklin marketing trends and digital marketingJulia Argunova
This document discusses digital marketing and provides recommendations for developing a digital marketing strategy. It covers trends in declining traditional media spending and growth in digital spending. The document also provides advice on developing strategies for owned, bought, and earned media and integrating digital marketing tactics like search, social media, and analytics into the planning, execution, and optimization of digital campaigns.
The document provides guidance on shifting from traditional consultative selling to a focus on improving customer revenue. It recommends approaching customers by suggesting ways to improve their business through projects that increase revenue and overcome barriers to buying. Key aspects include focusing on customer KPIs, selecting projects based on their ability to improve revenue, and shortening sales cycles by providing evidence of value and results.
This document discusses digital marketing trends and provides guidance on developing a digital marketing strategy. It notes that traditional advertising spending has declined while digital spending has increased. It emphasizes developing a strategy that incorporates owned media (what a company directly controls), bought media (traditional advertising), and earned media (external mentions). It provides examples of key touchpoints within each category and recommends prioritizing high-impact options. The document then offers tips for optimization, including analyzing metrics and iterating based on results. Overall, it presents a framework for developing an integrated digital marketing approach.
This document summarizes a presentation on leadership for a new era in nonprofits. It discusses how leadership needs to change to address today's complex operating environment. Some of the key points made include: leadership must be shared between the board and executive director through a strong partnership; the board needs to become more diverse, strategic, and accountable; and culture and values must be central to the organization. An effective board for the future requires clarifying roles, engaging in learning, and asking big questions about impact and sustainability.
On Today's Menu: Your Successful Grant Proposal4Good.org
How can you whip up a successful grant proposal? You’ll need just the right proportions of research, planning, drafting, and editing. And don’t forget to garnish with tasty feedback and a dash of good timing!
Foundations and corporate funders are always looking for ways to make good investments in your community. To partner with them, you have to show exactly how you can help make that happen!
Webinar participants will get a special discount on Dalya’s award-winning book, "Writing to Make a Difference: 25 Powerful Techniques to Boost Your Community Impact."
Who should attend: This webinar is ideal for: nonprofit directors, staff, board, volunteers, and consultants who help raise money from foundations and corporations; jobseekers are also welcome.
Successfully Outsourcing Your Accounting Function4Good.org
For startup or small nonprofits, hiring the right financial expertise can be challenging. Outsourcing to a qualified firm allows you to focus your efforts on mission and fund raising, can strengthen internal controls and often results in significant improvements in your overall financial management and reporting. The keys to success are to clarify your expectations for outsourcing and identify the right outsourcing partner with whom your organization can build a collaborative relationship.
Inbound Marketing & Millennial Donors: A Perfect Marriage4Good.org
The Millennial Generation does not want direct mail from your nonprofit, nor do they want generic communications. To get to these early donors, 84% of which donate or want to donate online, you'll need to earn it through transformative content that effectively tells the story of your cause.
In this webinar learn how to utilize inbound marketing techniques to attract Millennial donors who live on their smartphones, and to how incentivize their giving to your fundraising efforts.
Building your brand – A practical guide for nonprofit organizations4Good.org
This "brand 101″ session is designed to help nonprofit leadership and board members understand the basic concepts around developing and maintaining a strong brand.
Many entrepreneurs – social, triple bottom line or otherwise – do not avail themselves of all potential capital sources when seeking funding to grow or scale, limiting prospects to cash flow their initiatives. This seminar explores a range of options for funding: external in the marketplace, internal within an organization, new ideas and classics not to overlook.
Most nonprofits involve volunteers in program areas and administrative areas. You might not be aware, however, of the many ways you can involve volunteers in your fundraising activities. This webinar will outline ways you can involve volunteers in fundraising, where to find volunteers, how to recruit them, and how to keep them enthused about your organization.
Could your mission statement describe any of several other organizations that are similar to yours? Do you just haul it out once a year for your annual report and 990? If you’ve been around for many years, you’re clear about your nonprofit’s value to your community, your stakeholders and/or your cause, why bother to revisit your mission statement?
The answers to these questions can make the difference between sustainable success and failure in several ways. Organizations that have a page-long mission statements and think that any effort to review it would be just empty wordsmithing may want to join us for this webinar to see what a rigorously crafted mission statement can do for marketing, fundraising, stakeholder loyalty, strategy, and managing change.
Enter your mission statement in the 4th annual What’s Your Mission? Competition, at http://bit.ly.SyPmission
Takeaways:
Why your mission statement is so important.
Why it’s worth editing your mission statement–and how to do it.
What’s in a good mission statement, and what’s not.
How a good mission statement forms the basis for strategic decisions.
How to measure your performance against your mission statement, and why that’s valuable.
e-Strategy for Your Nonprofit (Cast Your NET, Catch More Fish: Effective Inte...4Good.org
This seminar shows how any nonprofit can develop and execute an Internet strategy to further its mission. We’ll examine how nonprofits are using the Internet, how they’d like to be using the Internet, and how they should be using the Internet (but may be unaware of) – and how to bridge that significant gap easily and quickly. You’ll learn how to drive more traffic to and fundraising through your site. We’ll give specific suggestions on how you can improve your website so it will offer lots for your website visitors to SEE and lots for them to DO.
Key Leadership Factors for Fundraising Success4Good.org
As the CEO of your organization, you are tasked with many things from operations to quality improvement; fundraising is only one of your concerns. But did you know that everything you do affects fundraising? In fact, the most important factor in fundraising success is not the competence of your fundraiser but your own leadership and that of your Board of Trustees. Join Susan Black, CFRE to learn the six key factors for fundraising success that every nonprofit leader needs to know.
Barriers to Change: Understanding Roadblocks to Progress in Organizations and...4Good.org
We all say that we desire change yet, it seems so difficult for it to actually occur. In this webinar, learn more about the barriers to change that keep us from moving forward in our personal, professional and organizational lives.
Nonprofit Blogging Best Practices: Why Your Nonprofit Needs a Blog and How to...4Good.org
Despite the popularity of social media including “micro-blogging” sites like Tumblr and twitter, traditional blogging is still one of the most important tools in your digital marketing arsenal.
Larger nonprofits have been early adopters of blogging, seeing the benefits in increased website traffic, email sign ups and online donations. A consistent, quality blog has been proven to have a direct benefit on marketing and fundraising efforts – so why do so many nonprofits ignore this powerful tool?
The question remains: How can smaller nonprofits get on board with blogging and create a dynamic outlet that grows their supporters and helps them accomplish their goals?
Why are some nonprofits successful at attracting funding while others struggle? How do funders differentiate between the myriad of nonprofits that want their money? How has the process of successfully approaching funders changed? This cutting edge webinar, based on the practical experience of hundreds of successful funding campaigns, examines the fundraising process from the other side of the desk, that of the funders, and illustrates the techniques that work in today’s economic environment, all designed to help you earn Asking Rights™.
Four Great Hormones to Stimulate Well-Being4Good.org
Recent neuroscience research has verified that the well-being that comes from meaningful conversations depends upon four hormones that we have the ability to either stimulate or depress in ourselves and in others. This Webinar will deal with the four and explain their role in personal and interpersonal well-being.
What do you do when someone signs up for your email list or donates to your organization? Do they have to wait until your next “monthly” newsletter to learn more about who you are and what you do? If so, you are missing out on a huge opportunity to engage, inspire and motivate your supporters to take action.
One of the best ways to engage with new subscribers (or new donors for that matter) is to create what is called a “Welcome Series” of emails. These emails are set to automatically be sent to the individual over the course of a few weeks – Day 1 they get an email, day 4 they get another email, day 8 they get yet another email, etc. These emails are designed to introduce yourself and your organization to the individual, as well as show them the impact your organization is having and why they should stay connected.
Sounds like a great idea and something all nonprofits should be doing right? The problem is that most nonprofits are not currently using a Welcome Series and are missing out on this powerful tool. If this includes your organization, then join us for this jam-packed webinar where we highlight a number of successful strategies and tactics you can start using immediately including:
- Why a Welcome Series is so powerful (Its all about the relationship)
- How to create an engaging and compelling Welcome Series
- How and why you should have multiple Welcome Series’ – subscribers, donors, attendees, etc.
- How a Welcome Series can increase your donor retention
On Today's Menu: Your Successful Grant Proposal4Good.org
The document outlines steps for writing a successful grant proposal, including understanding your organization's purposes and priorities, knowing your readers at funding organizations, and refining your messages to appeal to readers. It also provides tips for grant writing such as telling impactful stories, engaging readers emotionally, and focusing on clarity and conciseness. The presentation aims to help non-profits strengthen their grant proposals.
Mission and Leadership: Work Motivation That Strikes a Chord4Good.org
Most organizations have a formalized mission statement. Too often it is merely posted on a wall in the conference room. Often, employees grow cynical and state that the organization’s mission statement is just that: an empty statement. However, other organizations follow a structured process that allows their managers to lead with integrity while using the core principles of mission-driven organizations.
In this extremely practical presentation, that Dr. Eyal Ronen has never shared in the past, he will describe the practical steps to creating a clear mission, vision, and values for the organization. He will also describe the 4 things every leader must do in order to be effective in accomplishing his or her, and the organization’s mission.
Affordable Special Events Data Tracking and Analysis4Good.org
Special events can be complex and in the process of planning a perfect event, details can be missed. Using data to track the ways in which people participated in the event can help you determine what worked, what didn't work and what people are responding to about your event.
Have You Been Sequestered?—Developing Diverse Sources of Revenue4Good.org
Many nonprofits are excessively dependent upon a single type of revenue. The classic example is the organization which is only funded through government contracts or grants. Others may be totally reliant upon one or two private foundations or local corporations. In this webinar, volunteer leaders, agency CEO's and chief development officers will learn the value of diversifying the sources of revenue so as to enhance financial sustainability.
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1. It’s Time For Return On Mission
Andrew Urban
Use Twitter Hashtag #npweb
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2. Helping ordinary people raise extraordinary amounts for nonprofits is all we do, and we love it.
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3. Today’s Speakers
Andrew Urban
The Nonprofit Buyer
Hosting: Sam Frank, Synthesis Partnership
Assisting with chat questions: April Hunt, Nonprofit Webinars
4. www.nonprofitbuyer.com
It’s Time for
Return on Mission
The Nonprofit Buyer
Presented by: Andrew Urban
January 26th, 2011
Return on Mission is a registered trademark of The Nonprofit Buyer
5. Let’s talk about a story….
The Nonprofit Buyer www.nonprofitbuyer.com
5
9. Involves the standard story arc….
www.nonprofitbuyer.com
The Nonprofit Buyer
CONFLICT!
9
10. in our story?
Who are the main actors
The Nonprofit Buyer www.nonprofitbuyer.com
10
11. There are numerous parts that
are played…..
test
www.nonprofitbuyer.com
The Nonprofit Buyer
Your
Staff
Board Members
and other influencers
11
Multiple Vendors
12. www.nonprofitbuyer.com
Finance Accountability
Vendor Timing
The Nonprofit Buyer
Vendor Financials Pressures
Staff Needs
Board Member Expectations
Sales Rep Quota Donor Recognition and Information
Membership Requirements Donor Expectations 12
13. CONFLICT!
Story Typically Goes….
The Nonprofit Buyer www.nonprofitbuyer.com
13
14. CONFLICT!
Story Typically Goes….
The Nonprofit Buyer www.nonprofitbuyer.com
14
15. CONFLICT!
Story Typically Goes….
The Nonprofit Buyer www.nonprofitbuyer.com
15
16. The story can take dramatic and
out of control turns quickly
First conference calls with team members tasked to research options
Possible initial demo or more in-depth call with the research team
Big meeting with multiple stakeholders representing all departments
www.nonprofitbuyer.com
Smaller meeting with exec team
Large meeting again because we're a finalist
Smaller meeting with exec and/or implementation team
Information Technology Department review
Executive board meeting
Follow-up meeting with implementation team to review scope
Full Board Meeting
The Nonprofit Buyer
Negotiation meeting
Contract written
Lawyers involved - usually two to three rounds.
Scope concerns
Legal concerns again - another conference call
"Trust your decision" conversation if the exec sponsor is wavering
Identification of final issues 16
Contract re-do one more time
Final push over the line
Sign a contract!
17. CONFLICT!
Story Typically Goes….
The Nonprofit Buyer www.nonprofitbuyer.com
17
18. The Nonprofit Buyer Model of Control
Think CORD!
www.nonprofitbuyer.com
Critical
Organization Return on Doable
Business
Outline Mission Logistics
Issues
The high level Definition of Explanations of An explanation
reasons your your how you expect for the vendor
The Nonprofit Buyer
your purchase to as to your
organization organization's
timeframe,
needs to make mission, users impact the
budget, and
a particular of all sorts who mission of the communication
purchase. might need organization. process during
access to the A move beyond the sale along
system you are traditional with other
good 18
researching, Return on
and the like. Investment (ROI) relationship
expectations.
19. Case Study
Critical
Organization Return on Doable
Business
www.nonprofitbuyer.com
Outline Mission Logistics
Issues
Project Goal:
Replace outdated and broken
donor database system
The Nonprofit Buyer
“After reading the book, it was much easier for us to determine…the clear vision and
goal set that we were trying to achieve….allowed us to not only meet but actually
exceed all of our goals and expectations of our database solution.” 19
Kelly Snyder, Big Brothers Big Sisters of Central Texas
20. Critical Return Doable
Org
Business on Logistics
Outline
Issues Mission
Critical Business Issues
Technology Budget Personnel
www.nonprofitbuyer.com
• Very old donor • Temporary fixes on • Managing day-to-day
database that was not current database tasks was extremely
being maintained any utilized almost all of difficult and prone to
longer by the budgeted database data entry errors
manufacturer monies for the year • Took hours to do
• System was crashing • Board was resistant basic tasks of gift
The Nonprofit Buyer
often. Serious risk of to spending any more entry, fund
data loss on a new database management, etc.
• Began managing most and wasn’t • Morale was suffering
data tasks outside of understanding the due to the difficulties
the database staff’s case for one. • Was hurting abilities
• Managed funds, lists • New database would to target and manage
and events in need new relationships
appropriations from 20
separate
spreadsheets board
21. Critical Return Doable
Org
Business on Logistics
Outline
Issues Mission
Organization Outline
BBBS of Central Texas Organizational Profile (2009 stats)-
Assets: $967,477 Income: $2,377,844 Year Founded: 1971
Expenses: $2,444,924 Liabilities: $96,332
www.nonprofitbuyer.com
Areas Served: Serves Travis, Williamson, McLennan, Burnet, Brazos and Hays counties.
Impact on Central Texas Littles in 2009
- Over 74,000 mentoring hours for 1,519 children in 2009.
- $51,500 in higher education scholarship money via BBBS' Foundation to Littles.
- The cost of supporting a match for one year is about $1,250, or $104/month.
The Nonprofit Buyer
- 99% avoided early parenting
- 99% remained in school
- 94% improved or maintained academic performance
- 93% avoided substance abuse
- 90% avoided delinquent behavior
Project Goal: Replace outdated and broken donor database system
Project Number of system users: 3 main and 5 secondary users 21
Other “nice-to-haves” to share – Any business process mapping done, 990s, funding
sources, etc
22. Critical Return Doable
Org
Business on Logistics
Outline
Issues Mission
Traditional Metric for Success
Return on Investment (ROI)
www.nonprofitbuyer.com
The Nonprofit Buyer
Doesn’t properly measure the success
of the tug-of-war interests
Is a financial-only metric in a
mission-focused, people-oriented sector 22
23. Critical Return Doable
Org
Business on Logistics
Outline
Issues Mission
What is Return on Mission®
Return on Mission (ROM)
www.nonprofitbuyer.com
/ Impact on Mission
Properly measures the success
The Nonprofit Buyer
for all tug-of-war interests
Measures both the financial and
mission-based aspects of a decision
23
24. Critical Return Doable
Org
Business on Logistics
Outline
Issues Mission
Return on Mission
Calculation
/ Impact on Mission
www.nonprofitbuyer.com
Assume:
• Print 10,000 pages per month on a current printer/copier
• Current printer/copier costs $0.02 per printed page
• New printer copier costs $800.00
If new printer copier cost $0.01 per printed page:
• New copier/printer has half the cost per printed page
• Monthly printing costs from $200 to $100
The Nonprofit Buyer
• Gain $200.00 in trade-in on old printer/copier
Then:
• ($100 printing savings x 12) – ($1000 for new copier/printer - $200 for trade-in) = $400
savings for year one
• The initial investment of $600 ($800 for the new printer/copier minus trade-in)
produced a return of $400 in the first year of production
• Standard ROI of 33%
Return on Mission Calculation for this scenario: 24
• $400 savings in first year of production / $400 (a sample amount of one month
electricity cost at a children’s shelter building) = 100% return on identified mission costs
25. Critical Return Doable
Org
Business on Logistics
Outline
Issues Mission
Return on Mission
Calculation
/ Impact on Mission
www.nonprofitbuyer.com
Tangibles Intangibles
The Nonprofit Buyer
Hard costs are items such as: Soft costs are items such as:
• Software costs • Staff productivity
• Software Maintenance costs • Donor goodwill
• Support costs • Staff morale
• Implementation services • Lost donations due to data
process inefficiency
25
Impact on Mission is its own calculation of tangible and intangible
benefits apart from the basic ROI calculation.
26. Critical Return Doable
Org
Business on Logistics
Outline
Issues Mission
Doable Logistics
www.nonprofitbuyer.com
Timeframe Budget Communication Demonstrations
• Not just “When • You are buying • Establish clear • Demo to your
you want to buy.” based upon your schedules CBIs
• Walk backwards needs first • Elect a champion • Demo to your
The Nonprofit Buyer
to a date • Search for • Keep all processes
• Provide time for vendors through communications • Demo to the
implementation multiple venues above board unique points of
and the • Most vendors will • Brevity in their product
inevitable issues proactively proposal
disqualify you on responses
budget early
26
27. Testimony
“…we had little knowledge on how to pick the right
solution for a new database for the agency. All of the
www.nonprofitbuyer.com
sale pitches we had heard sounded great, but left us
wondering which one should we believe. His book,
The Non-Profit Buyer, gave us the much needed
tools to take control of the buying
The Nonprofit Buyer
process. Ultimately, we have great confidence in the
solution we purchased and have already seen a
major difference in the functioning power of the
agency overall.”
27
Kelly Snyder, Big Brothers Big Sisters of Central Texas
28. Testimony
“Before reading the Non-Profit Buyer, we were
www.nonprofitbuyer.com
struggling with how to effectively communication to
our Board of Directors, why the large investment
needed to be made on a donor database. After
reading, we were able to establish clear and concise
Critical Business Issues and a Return on Mission,
The Nonprofit Buyer
that enabled us to get the approval from the board
for the project.”
Kelly Snyder, Big Brothers Big Sisters of Central Texas 28
29. Recap
The Nonprofit Model of Control enables –
• Your organization to take control of the buying process
www.nonprofitbuyer.com
• You to find harmony instead of the usual unfortunate chaos
of a buying process
• Your vendors, staff, board, and others to always have the
same goals in mind with a buying process
Return on Mission gives you -
The Nonprofit Buyer
• The right metric of success
• A way to measure both the financial and mission success of
your project
• The ability to communicate about a project in both financial
and mission-oriented terms 29
31. Find the listings for our current season of webinars
and register at
NonprofitWebinars.com
Chris Dumas
Chris@NonprofitWebinars.com
707-812-1234
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