six degrees of separation to success

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


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


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


What a network can look like


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!


Six Degrees of Separation - Success


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!


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?


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


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


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


Books to Grow By

The Little Black Book of Connections – Jeffrey Gitomer

The Little Red Book of Sales – Jeffrey Gitomer

Asking – Jerry Panos


Porterfield Consulting

Contact Information:

Gail M. Romero, CFREMacKenzie-Romero Consulting17310 Sylvester Road SWBurien, Washington 98166

[email protected]


Porterfield Consulting

Contact Information:

Karen Porterfield, ACFREPorterfield ConsultingAddressCity, Washington Zip

206-851-4423

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