The national and international spotlight shines bright on my hometown this week as we prepare to host Super Bowl XLVI.  Accolades citing the warm hospitality, excellent organization and outstanding entertainment are coming from the national media, visiting celebrities and NFL fans.

It all started decades ago with a “Big Vision” that seemed utterly impossible at first.  How could we possibly attract a major event like the Super Bowl to a place referred to as “IndianaNOplace?”

Passionate, determined and persuasive leadership prevailed, and this week the long years of preparation and careful attention to millions of details are paying off.  Indianapolis is being viewed as a world-class city capable of exceeding expectations.

As leaders of not-for-profit organizations, we are called to cast “Big, Transformational Visions” for the communities and people we serve.  Often those visions seem as audacious as Indianapolis hosting a Super Bowl.  However, this week as I watch my fellow Hoosiers burst with pride, I am reminded that infectious passion, strategic focus, determined planning and careful execution can make dreams come true.

Whether your “Big Vision” involves helping a troubled teen graduate from high school, increasing the economic viability of your community or securing a transformational charitable gift, there’s something to learn from this year’s Super Bowl experience.

Accomplishing a truly bold vision requires working in new ways, staying focused, practicing patience and paying attention to the details. It’s not one big move, one big decision or one big fundraising ask.  It’s a thousand well-executed details along the way that support the vision.

When your vision is clear and relevant – and you are willing to put in the hard work – it attracts the support of those who can make your vision a reality.

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I get to spend a lot of time with volunteers and staff at great nonprofits doing critical, life-changing work in their communities.  I marvel at their energy and commitment because, to put it bluntly, it’s really hard work.

Whether it’s the dip in the middle of a capital campaign, the competing needs of operations, leadership and mission, or simply too many long hours and cups of stale coffee, burnout often nips at the heels of even the most passionate nonprofit leaders.

So how do you refill your bucket?  How do you reconnect with the reason you do this important work in the first place?

This is more than just giving your brain a break (although that’s important too). It’s about recharging your engines with the people, the stories, the places where your organization’s mission comes to life for you.

If you’re a staff person, that may mean listening in on a volunteer meeting and being humbled by the energy and passion they bring to your cause after their busy day at work.

If you work in the back office, maybe it’s spending a day on the front lines every now and then.

Maybe it’s time to take one of your agency’s clients out for a cup of coffee to hear about their lives?

Do you know what fill’s your staff’s buckets?  What about the person sitting next to you at the board meeting?  If you know the answer, you can help them recharge before they flame out.

What recharges you?  Sound off in the comments below.  Who knows, maybe you’ll inspire another nonprofit leader!

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Recently, I had the pleasure of hearing Gary Lofquist, co-chair of the Greater Green Bay YMCA’s annual support campaign, give this advice to his fellow volunteers:

“Go out there and hit somebody.”

Those of you who didn’t grow up around hockey may find that a little alarming.  It sounds violent, I know.  And, to be frank, sometimes it’s meant to be violent.  But let me explain what most coaches mean by that.

In hockey, it’s really easy to skate around, waiting for the game to come to you.  But to be an effective player, you’ve got to engage.  You’ve got to get in the middle of things and make your presence felt.  In the context of hockey, that means being willing to go after the puck and make contact in order to make things happen.  You “hit” somebody.

The same goes for a community campaign.  It’s really easy as a volunteer or staff person to play it safe:  send out some letters, leave some voicemail messages, hang a banner.  You can be very busy, but not very effective.  You can “skate around,” avoiding actually asking for a gift.

Instead, head out each day with the intention to engage.  Make contact by asking a question or sharing a story.  Give a potential donor a glimpse of the great work your organization does.  Capture their hearts and imaginations with the power of your mission and your work to help others.  And ask them to join you in supporting the campaign.

In other words:  get out there and hit somebody.

Detroit Red Wings vs Columbus Blue Jackets - 1/21/2012

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Of all the books I read over a year’s period of time, few remain with me longer than a few days let alone several months.  One that has lingered with me for nearly a year now is entitled The Art of Racing in the Rain, by Garth Stein.

This novel imparts a clever and insightful look at life through the eyes of its unconventional narrator, a dog named Enzo.  Enzo is a keen observer and philosopher (who is obsessed with not being able to talk and his lack of opposable thumbs).  His perspectives on life have been shaped by paying close attention to his owner and master, a promising race car driver, as they watch and analyze videos of his races together.

When his family goes through an extremely difficult period, Enzo uses the lessons he has learned from watching races with his master to help him understand the complexities of human relationships.  Life, like racing, isn’t just about going fast.

By applying the techniques of racing in the worst conditions, Enzo sheds light on the absurdities of life and techniques to help navigate through them.

Here are a few of my favorite quotes from Enzo:

“There is no dishonor in losing the race.  There is only dishonor in not racing because you are afraid to lose.”

“I cannot talk, so I listen very well.  I never deflect the course of the conversation with a comment of my own.  People, if you pay attention to them, change the direction of one another’s conversations constantly.  It’s like being a passenger in your car who suddenly grabs the steering wheel and turns you down a side street.”

The book is laugh-out-loud funny at times and heart wrenching at others.

I recently learned that the author has written a version of the book for younger readers so they too can enjoy the wit and wisdom of Enzo.

Oh yes, and last month it was announced that Patrick Dempsey (Dr. McDreamy) has been cast to play the race car driver and Enzo’s beloved master in the film version of the book.  No word yet on who will be cast to play the endearing Enzo.

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I have three confessions:

1) I have never tasted coffee.
2) I did not eat a banana until I was 23 years old.
3) I LOVE public speaking!

Not sure if it’s the lack of caffeine or potassium that has something to do with my passion for public speaking, but I feel much better now that I have confessed.

In my ongoing quest to improve my communication – specifically public speaking – skills I read “Communicating for a Change: Seven Keys to Irresistible Communication” by Andy Stanley and Lane Jones.  (These guys also do an awesome Leadership podcast).  I was so excited to find this book because I not only enjoy Andy’s messages (live, in books and via podcasts), but I love his speaking style.  I am clearly not alone because he wrote this particular book after so many requests from folks who wanted to learn to speak like him.

In the book there is one simple, but important, takeaway for anyone brave enough to get up in front of a group and try to deliver a message:  Have only one point.

Many speakers pack way too much information into a presentation.  Not only is it hard to manage for the speaker, but it’s nearly impossible for the audience to follow.  Andy writes that you need to have just one central point and drive it home again and again.

The best way to get your audience to hear – and remember – your message is to make your ONE point clear and concise.

As a pastor in a very large multi-site church, Andy challenges himself (and us) with a simple but important question:  “Which concerns you more, how you did on Sunday or what your people are doing on Monday?”

What a great challenge for all of us!  See you at the podium.

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Recently, we talked about the importance of “cutting through the noise” that surrounds donors.  There are a lot of messages competing for the attention of your supporters.  Many worthy organizations are sending them direct mail, e-blasts and phone calls, just like you.

One way to cut through the noise?  Add a personal touch to your communications.

We’ve challenged our clients to send out five notes each month in 2012.  Just five handwritten notes – be they of thanks, recognition or a follow-up.  Five people who will get something in the mail that doesn’t have their name followed by a bar code.

Get in the habit of saying thanks and see what it can do to make you stand out from the crowd.

PS – Have you already discovered the power of a handwritten note?  Share your thoughts in the comments!

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Last month, at the YMCA Camp Fundraising Symposium, Jon Simons and I had a fascinating conversation with Darren, a volunteer from YMCA Camp Flaming Arrow, located near San Antonio, Texas.

We asked Darren how he got involved in the Y and he explained that his daughter first attended camp a few years ago.  Neither he nor his wife had ever been campers and his daughter was in middle school when she first asked to join her friends at Camp Flaming Arrow.

When Darren and his wife dropped off his daughter, they weren’t quite sure what to expect.  They certainly hoped that she would have a good time and come home safely at the end of the week.  The result was so much more.

After picking up their daughter at the end of camp, they experienced what most camper parents experience: the non-stop chatter of a kid who just had a life-changing week. Darren noted that he was especially impressed by the fact that she wasn’t just talking about activities, but something more meaningful.  He was struck by how many times she said, “I learned…” and “I discovered I could…” and “It made me think about…”

Her enthusiasm rubbed off on her little brothers and soon all three children were Flaming Arrow Campers.

Not too long after that, the camp staff asked Darren to volunteer.  They explained about the camp’s annual campaign and how it helps to ensure that all kids can come to camp, regardless of their parents’ financial situation.

YMCA Camp Flaming Arrow

As Darren considered volunteering, he remembered that day in the car, bursting with pride as he listened to his daughter talk about her week at camp.  He wanted to give other parents that same experience:  that knowledge that you’ve given your child a wonderful, life-changing gift.  Knowing how many families are struggling to make ends meet, he volunteers so that fewer parents will have to disappoint their children and take camp off the list for summer.

I’ve talked to volunteers so many times about why they give of their time and talents.  Darren’s story was a new one to me and gave me a whole new appreciation for the importance of annual campaigns.  Thank you Darren, for inspiring Jon and I, and for all the parents who will have a great ride back from camp listening to their excited children thanks to you!

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While de-Christmas-ifying the house, my husband and I decided to rearrange the living room.  With the tree out of the way, we surveyed the room and decided that our limited space only allowed us a few options, but it would be fun to do it anyway.

So while the kids napped, we shoved furniture around, rewired the cable, and dusted areas that hadn’t been touched in…well…awhile.  When we were done, we sat on the couch (now facing West instead of North) and agreed it looked good!  It was strange how invigorating it felt.  Just that little bit of change made me want to clean, organize, and re-organize the whole house.  And when the kids woke up, it was like they were in a brand-new house with brand-new toys and LOTS of brand-new space to run in circles and go crazy.

We so often get stuck in the rut of our days, weeks and years, simply going through the motions and doing the same things the same way.  The fundraising event with the same performers, same script, same location.  The same end-of-the campaign speech to motivate volunteers and staff.  The same appeal letters.  Same.  Same.  Same.

No wonder it’s tough to get motivated sometimes.  And if you aren’t enthused, it’s pretty tough to inspire your volunteers and donors.

You know the saying, “If it ain’t broke, don’t fix it.”  Well, forget that.  Break it. Break it just so you can put it back together in a new way.

It’s a fresh year, full of possibilities and opportunities to do things a new way.  While it can be tempting to dust off the old file and do things the same way because you’re busy and just need to get it done, it’s so often worth it to take a little extra time to do it a new way.

Now go break some stuff!

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Recently one of my clients asked me to produce a short list of lessons learned in 2011.  I’m sure there are more to add to the list, but these were the principles that leapt to mind for me.  Some of them I knew before, but everything I saw last year just reinforced how important they are.

As we begin another year of connecting mission to program and purpose, consider these lessons for 2012:

• Leadership is everything.

• Major gifts matter.

• Speed dating doesn’t work in fundraising.  Strong relationships take time.

• People don’t give money because they should.  People give money because they’ve been asked.

• Individuals contribute approximately 90% of all philanthropic capital gifts.

• Donors give to exciting and audacious dreams.

• No organization will rise above the strength and commitment of its board.

What else would you add to the list?

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Is financial development more than just asking people for money?  That was the basic but crucial question that faced me when I entered the field later in my career.  And I needed a quick answer.

I found it on Christmas Eve while holding a bowl of popcorn.

My holiday tradition is watching “It’s A Wonderful Life” on Christmas Eve.  This now classic Capra film features Jimmy Stewart as broken and befuddled George Bailey.  You remember that George discovers life’s true meaning when Clarence, a clumsy but lovable old angel, shows him what the world would have been like if George had never been born.  It’s a bit sappy but deftly delivers touching moments and I find myself pulling it out again each year.

When you’ve seen a movie more than once, you appreciate new angles and nuances.  Last year I discovered the story’s real hero. Not George.  Not even Clarence.  But dear, sweet Mary Bailey, George’s loyal and loving wife, played by Donna Reed.  Mary’s shining moment is the film’s finale, and although her screen time in it is brief, it is unforgettable.

A large sum of money from George’s savings-and-loan business has gone missing.  The next couple of busy hours find him facing financial ruin, getting drunk, getting  punched, contemplating suicide, being touched by an angel, and straightening out life’s priorities.  But George still has a problem—that missing money.  A warrant is out for his arrest that could land him in jail.  On Christmas Eve, no less.

In steps Mary.  While George gambols about with Clarence, Mary takes off her apron and goes to work.  She intentionally and creatively communicates to George’s family and friends that he’s in trouble.  Big trouble.  George needs them right now. Specifically, he needs their financial help.  And it’s urgent.  Very urgent.

They respond in a big way.  People who care for George and respect him for the good work he’s done—and the good man he is—joyously converge at the Bailey house with donations galore.  It’s an incredible scene with lots of laughter and singing and ornament bells ringing and giant smiles all around.

The biggest smile belongs to Mary.  You find her standing quietly next to the Christmas tree in her husband’s warm embrace, surrounded by her children, family and friends.  And she is absolutely beaming, just soaking in the joyous waterfall of love and support that’s flooding into their home.

As I watched that scene, with popcorn in hand, I discovered the answer to my financial development question.  I found it in the actions—and the face—of Mary Bailey.  I realized I was watching a world-class financial development professional.

What Mary did was simple but powerful.  She wasn’t just “asking for money.”  She was helping connect a recipient with a giver, and ended up meeting deep needs in both.  And it did something very special for her as well.

What did George Bailey need?  Obviously, for practical reasons, he needed money.  But George also needed the support of his friends and loved ones at a crisis point in his life.  And that’s exactly what he received.

What did his family and friends—the “givers”—need?  Whether they realized it or not, they needed an opportunity to express appreciation to George for the ways he had helped them in the past.  They also needed to say thanks for the blessings in their own lives.  And here was a perfect way to do it.

And what about Mary?  What was she so happy about?  Definitely for her husband, who would still be home for Christmas.  And happy for the love and support she was seeing him receive from people who meant so much to him.

But at least a small part of Mary’s smile was knowing she had played a vital role in all of this.  She had taken the initiative—intentional and creative initiative—to connect the need to the giver.  And it worked.  And she felt great.

Look at Mary’s face one more time.  That is the smile of a financial development professional who has discovered what it’s all about.  Financial development is intentionally and creatively connecting a need to a giver for the mutual benefit of both.  And when it works, all three parties involved—need, giver, professional—share a joy that well, makes for a wonderful life.

Thanks, Mary Bailey, for a Christmas story and a career lesson that lasts way beyond Christmas Eve.  And please pass the popcorn.

Steve Harris is Director of Philanthropic Communications for the YMCA of the Greater Twin Cities.

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