My time is now your time! Let me help you change the world.

I wanted to share a piece of news that is an exciting step for me and I hope a great opportunity for you. Yesterday at the Run-Walk-Ride conference I announced that henceforth and forever more, I’m setting aside at least 5% of my time each week to offer free fundraising advice to nonprofits, social entrepreneurs, and world-changers big and small. 

Why? As we work with more and more nonprofits like yours, I’m struck by a few things. 

  • First, many of you only need a few quick pieces of advice or a dose of outside perspective. But you are reluctant to call either because you don’t want to impose if you don’t have a budget to hire us, or because you fear getting a sales pitch, or both. I want to eliminate the barriers to you reaching out for input.
  • Two, there are lots of you who work in small, passionate shops, and even a short consulting engagement might represent a huge portion of your budget. And so you don’t have the opportunity to work with us. But your work is some of the most important to me, and I want to help. Others of you work in large organizations but getting budget authority to bring on an outside agency can take months. I want to speed that up for you.
  • Three, I love talking about fundraising and helping people understand it! And I’m always so gratified when I get the chance to talk and meet with new people. You’re a neat person! I want to talk with you.
  • Finally, I’m a world-changer. I want to help you make a difference!

How does it work? Simple: Just email me at jeff@event360.com and ask for a time in the office hours schedule. I’ll commit that we’ll spend an hour on the phone with you talking about whatever issue or issues you want — without a sales pitch in sight. If you send over a dataset, I’ll even go through it on the phone with you. The only small print is that depending on what you need and our mutual calendars, you may speak with one of my consultants instead of me, and it may take us a couple of weeks to coordinate a time that works.

But that’s it. All you have to do is ask.

So, will you email me for a time to let me help you change the world?

Kony 2012

This video stands alone, although at the risk of undermining its power I’ll add a brief introduction. I had the opportunity a few weeks ago to meet the incredible team at Invisible Children. I was moved and inspired by their passion, the tactical nature of their ask, their undeniable progress towards their goal, the single-mindedness of their mission, and the spirit of the entire operation. 

I’m so proud to share this video and to count myself as a supporter of Kony 2012. Very, very worth watching.

RWR Preview: Where Should I Focus?

Tomorrow I’ll be speaking at the annual Run-Walk-Ride Conference in Atlanta. As is the case every year, our team will have a large presence at the event and will be leading several sessions today and tomorrow. I wanted to share a quick preview of my keynote tomorrow, reprinted from the Event 360 blog. I hope to see you at the conference later today!


Last month, I wrote about the link between strategy and focus for the Event 360 blog. Specifically, I mentioned that in an increasingly busy world, competitive advantage isn’t about being able to do more, but rather about being able to focus on those things that make a difference. We all have limited time and resources. Trying to be excellent at everything is the quickest way to guarantee you won’t actually excel at anything.

In the several weeks since we published the article, I’ve heard from many of you who’ve essentially said, “Okay – I believe you. I’m ready to focus. But, where should I focus?”

The answer to this question obviously depends upon your function within your organization and upon what your organization is trying to accomplish. No two specific answers are the same. That said, the general answer is always the same: You have to focus on what is going to make the most impact.

So the real question is, how do you identify what is going to make the most impact? And, how do you know what is going to deliver the most return?

Just like all questions of strategy, these aren’t ones that can be solved with a calculator. It would be great to plug numbers into a spreadsheet and find out where you need to focus your time. But of course, life doesn’t work that way. There’s more to what we do than math. Still, I want to share at least one mathematical property that can help you focus your efforts.

At the beginning of the 20th century, an Italian economist named Vilfredo Pareto was studying the distribution of land in his home country. He noticed something interesting: 80% of the land was owned by the wealthiest 20% of the citizens. A century later, we’ve inherited this observation under a few different names: Pareto’s Principle, the power-law distribution, or as it is most commonly known, the 80/20 rule.

Now, it’s worth mentioning that there’s nothing inherently magical about the numbers 80 and 20. It could be that 60% of your management headaches come from 10% of your team members. Or that 70% of your monthly income is spent on 15% of your hobbies. What the principle is really saying, in more general terms, is that in many situations, a large part of the result is caused by a small number of the inputs.

What is amazing about Pareto’s Principle is how many applications it has. You can find it in business (the bulk of the revenue of Fortune 500 companies is concentrated in a small number of the largest firms). You can find it in healthcare (the bulk of money spent on healthcare is directed at a small number of patients). You can find it in social issues (the majority of crime is perpetrated by a small percentage of criminals). And most importantly for our use, you can find it in fundraising, where it is very common that most fundraising revenue comes from a small number of donors.

In our consulting work we have seen power-law distributions in almost every level of every fundraising initiative we’ve studied. Most fundraising programs derive the vast majority of their revenue from a small percentage of constituents. Sometimes, programs that look to have thousands of donors are really powered by a handful of generous people. The bad news is that this means our organizations are dependent on far fewer constituents than we might imagine. The good news is that this means that to influence profound change we usually need to direct our efforts to a small subset of our total universe.

After working with dozens of nonprofits I’m convinced that Pareto’s Principle applies to our day-to-day activities as well. Most of what we spend time on does not directly impact our missions; and most nonprofit leaders I talk with can quickly identify what actually impacts their organizations and what is busy work. Answering trite emails, sitting in bland management meetings, reviewing work other people are supposed to do – these are activities that usually contribute little or nothing to our long-term goals and, yet, often occupy the bulk of our time.

To make significant change, we have to be willing to decrease or eliminate the time we spend on busy work, and shift our focus to those things that directly power our missions: meeting new people, sharing our vision of a better world, and asking others to join us in creating that world. All of the above is easier said than done. To learn more, I invite you to join me at next week’s Run Walk Ride Conference in Atlanta, where I’ll explore Pareto’s Principle, what it means, and how it can help us change the world.

Complexity does not equal sophistication.

We live in an era that encourages complexity. Are your “channels integrated”? Are your “constituents networked”? Did you make sure that you’ve “leveraged multi-level communications”? Is your staff “incentivized for program output”? Is your mission “oriented towards impact”?

In the modern world there are an abundance of ways to add complexity to your organization. It is increasingly easy to append layers and layers to your technique, communications, program, and mission. But complexity does not equal sophistication. Unless you have a rare clarity of vision and dogged focus, you will find that too many layers create a great big giant muddled mess.

Years ago, I read an interview with pianist and composer David Foster. He related a lesson from producer Quincy Jones:

He made me play a song for him once with one finger. I was playing it with a lot of flash, and he said, “Wait a minute. I just want to hear the song.” I’d taper it out and cool it more and more, but finally he grabbed one finger and said, “Play me the song with this finger!” Now, that’s hard to do. You can play Moon River with one finger, no problem. But try and play some funk tune, with no melody and no real content, with one finger. You can’t do it.

I love the mission of charity:water. When the describe themselves, they say: “charity: water is a non-profit organization bringing clean, safe drinking water to people in developing nations.” Boom. That’s it. Simple. That’s not to say that their approach isn’t driven, sophisticated, and thoughtful. It’s all of that. It is also elegant. It is simple.

Complex is easy to do. Sophisticated isn’t. It starts with stripping everything down to the melody and saying to yourself, would I hum this tune?

Your vision: A considered purchase.

What are you trying to do at your social impact organization? You’re trying to change the world, right? Good!

So what are you asking your donors to do? Are you asking them to change the world — or give you $10? Are you asking your event participants to change the world, or to show up somewhere?

I’m working on a few different datasets right now and one thing I’ve seen in all of them is a disconnect between the expectations we have of our work and the expectations we have of our constituents. More specifically, we have much lower expectations of our constituents than what we have written in our vision statements.

Here’s an example. One fundraising program I’m analyzing has about 33% retention, meaning about 33% of the participants come back for a second year. (Yes, that’s right, meaning 67% do not come back. Unfortunately low retention is common in many types of fundraising.) Of the 1/3 that come back, nearly 80% perform at the same level or lower the second year. In other words, not only do most people not come back — the vast majority of the precious group who are engaged enough to come back don’t give at greater amounts. When you add onto this the fact that in event fundraising many constituents do not donate at all (it’s true; commentary here), you’ve got either a rather depressing picture or a rather huge opportunity to communicate our visions more powerfully.

I see this again and again: Our constituents will rise to the expectations that we create for them. When we tell our constituents that they can help change the world by texting us a donation of $5, they believe us. When we tell them that they can help change the world by just showing up at an event, they believe us. When we tell them that they can help change the world by buying mailing labels, they believe us. And the vast majority of the time, their subsequent behavior will follow the first expecations we’ve set.

But the thing is, we have higher expectations. Don’t we? We actually want to engage people in profound change. Right? 

Believe me, I understand the value of small gifts. And I understand that our asks and offers need to be tailored to different groups of constituents. In fact, I do a lot of work — and speaking — on both subjects. But effective segmentation is one thing; settling for the lowest common denominator is something else altogether.  

Don’t be afraid to paint a big vision and then ask for engagement commensurate to the scope of that vision. If you create reflection upfront, you might find that people slow down in their decision-making. But you’ll also find they will value their decision more once they make it.

You’re worth it. A better world shouldn’t be an impulse buy. 

Hi, I'd like to have a really boring meeting with you today.

Can you imagine seeing this invitation in your inbox?

Subject: Hi, I’d like to have a really boring meeting with you today.

When: First thing in the morning (before you have a chance to think).

Duration: 10 minutes longer than I say it will last.

Notes: I’d like to get everyone together because I think I should. Or do you think I should? I can’t remember. In any case, we’ll half-heartedly shift through a variety of topics and try to make progress on passing the time, which is the only item we’ll actually be able to measure. Towards the end someone may bring up something vaguely controversial but we’ll all feel awkward and so it won’t get discussed. The great news is that the content will be so boring that even banal humor will sound hilarious, so bring a feeble joke and you’ll feel like you’re moderately interesting. Wish I wouldn’t be meeting you but I’ll see you there regardless.

If you got this invitation it would take you all of two seconds to press DELETE and move on. But the reality is that every day, most of us sit in meetings basically identical to this. And the harsher reality for me is that I actually run some of them! Ack.

I’ve read two things in the last day that have me thinking about my meetings, my work, and how to make both more effective. The first is Read This Before Our Next Meeting by Al Pittampalli. In this insightful, concise book, Pittamapalli basically asserts two things: 1) we’re all run by our meeting schedule, and 2) most meetings are shockingly ineffective, so much so that they risk paralyzing our work culture. Check and check.

His advice basically boils down to “Don’t point out a problem without proposing a solution.” He contends that most meetings can be dispensed with. In his model, the central purpose of an effective meeting should not be to “decide something,” which only leads to circular discussion, delay, and lack of accountability. Rather, a meeting should be used to present a decision to a problem in order to solicit criticisms of the proposed solution and input on how to implement it.

Pittampalli acknowledges that this approach requires the willingness to write memos (and the willingness to read them). And he spares “work sessions,” brainstorming discussions, and one-on-one conversations, which are at the center of his approach. But everything else — weekly status meetings, management meetings, team meetings, project meetings — gets the axe.

I like it, and I feel like I’ve read similar advice before. What really caught my eye in Pittampalli’s text was not his critique of meetings per se, but his emphasis on recapturing alone time to increase productivity. That second idea is core to a short article by Susan Cain in Friday’s New York Times passed on to me by my friend and colleague Jono Smith. (As always, you can find the link to Cain’s article — and Pittampalli’s book — in the “References” section at the top of this post.)

Writing of “The Rise of the New Groupthink,” Cain contends that the modern push towards collaboration is killing creativity and effectiveness, both of which require solitude to flourish. Unlike Pittampalli, Cain doesn’t spare brainstorming sessions, which she describes as “one of the worst possible ways to stimulate creativity.”

I absolutely loved Cain’s piece. It completely resonated with me and described something I’ve always had a hard time explaining about myself: Why that, for a moderately social person, I need quite a bit of down time to regenerate. My best work, whether it be strategic positioning, analytics, writing, composition, or anything else, always happens through long periods of solitary time punctuated by interesting conversations with people I trust and admire. And the meetings I do value are more like bull sessions than anything else. (I also share Cain’s disdain for brainstorming meetings. Put me in a room of more than a few people to “talk something through” or “come up with great ideas” and I start nodding off.)

Further, Cain puts her finger on a seeming contraction I’ve noticed in our firm. At first I thought it was an outgrowth of a distributed work environment, but now I see it as a larger dynamic in the modern workplace: Many of us simultaneously yearn for more collaboration and at the same time loudly complain about being shuffled into too many meetings. The two are obviously not the same, Cain points out — tight schedules are not the same as increased connectedness.

Taken together, I’ve found a powerful 2012 professional charter in the two articles: Reduce meaningless “group time” designed to either hem & haw about this & that or magically inspire camaraderie; and instead create more productive stretches of solitude for my team and myself.

I’m not sure that I can do it, but given that I’m trying to swear off skepticism, it’s worth a shot. Plus, I’m tired of hearing everyone complain about how they “have so many meetings they can’t get anything done.” That’s really one of the most idiotic things any of us could say about our work, and yet almost everyone I know says it all the time.

Enough’s enough! Never mind the boring meeting — it’s cancelled.

Why I'm Optimistic About Blackbaud's Acquisition of Convio

This morning’s announcement that Blackbaud has agreed to acquire Convio has certainly made the day more interesting. A surprise to me and most of my colleagues, clients, and partners, the press release has inspired more Twitter, email, and phone activity than I can remember in quite a while. Nearly everyone has asked the same questions: What will it mean? Is it a good thing, or a bad thing?

Clearly it will take a while to understand the implications of the announcement, and much longer to observe how the acquisition and subsequent integration — strategic, operational, and technological — unfolds. But I’ll risk it and offer two initial thoughts:


  1. The acquisition represents a colossal reshaping of the nonprofit technology landscape.

  2. There are lots of reasons to be extremely optimistic about the result.


Why It’s Big

If you’re reading this article, you probably already know why the move is huge. But allow me to recap for a moment, with apologies to product managers at both companies for vastly oversimplifying the systems involved. Blackbaud is the de facto nonprofit technology standard when it comes to back-end systems. Simply put, it’s a Raiser’s Edge world out there. But their cloud products haven’t gained as much traction, and their offering is a mixture of various home-grown and acquired solutions, from eTapestry to Kintera to NetCommunity to Sphere.

Convio, on the other hand, has become the standard for web-based CRM, particularly in the rapidly growing advocacy and peer-to-peer fundraising spaces. And their move to integrate with SalesForce through Convio Luminate has brought powerful for-profit tools barrelling into the nonprofit space. However, Convio doesn’t have the breadth or depth in back-end databases, nor the long history and massive installed user base that Blackbaud offers.

So the first reason this news is big is that these are the two leading players in nonprofit technology, by a large margin.

The second and more important reason is that because of the different competencies of the two companies, most of our clients use a mix of both systems. It is very common to find a Convio front-end feeding a Blackbaud back-end. It is also very common to find frustrated IT managers and fundraisers in the middle, trying to get the two systems to play well together. This acquisition not only brings with it the promise of more seamless integration, it also could vastly reduce administrative headaches throughout an organization — reducing multiple invoices, sales visits, service calls, and so forth to one point of contact.

Why I’m Optimistic

That same conclusion has already led some observers to worry about the move. I’ve read concerns that this change will reduce the leverage of the nonprofit buyer — leverage which many would say is already at a low point. In only six hours since the announcement I’ve also heard worries that the acquisition will lead to higher prices, lower service, slower technological development, and less choice.

I’ll admit, those are legitimate concerns. But from my vantage point, I don’t think they are realistic. Here’s why.


  • First, many nonprofits already use — or wish they could use — both systems. Change comes slowly in our space, particularly when large systems (with correspondingly large financial outlays) are at play. Consolidating those products, designers, and engineers is only going to benefit end users of the systems. I know of fundraisers at several large nonprofits who have literally agonized over the choice between Convio or Blackbaud. That’s wasted time that can go back to mission.

  • Second, I like the mix of skills and competencies. Event 360’s team works with both systems, so I know people at both companies. There are fantastic, smart people at both organizations. And like all competitors, they spend time worrying about each other. I can’t wait to see what those teams do when they combine their talents. When both groups worry more about delivering social impact than keeping up with each other, we’re all going to benefit.

  • Third, I think this will speed up, not slow down, technological development. This is probably a vast oversimplification, but my perception is that Blackbaud has always had the edge in technological robustness and service, while Convio has had the edge in speed and responsiveness. In November 2010 I got to see a preview of the next generation of Blackbaud’s Friends Asking Friends system. I was completely blown away — blown away by the potential, by the power of the system, and by how much they had listened to Event 360’s own best practices to include them in the system. The only disappointment came when I learned that the system wouldn’t be widely available until 2013! To Blackbaud’s credit, this is how they work — methodically. They want to get it right. But at the same time, the market is changing too quickly; nonprofits need help now. I think the addition of Convio’s talent and products could add afterburners to Blackbaud’s rollouts.

  • Fourth, there’s enough market pressure to control prices. I think the concerns about “monopoly pricing” are vastly over-exaggerated, for several reasons. One, if the new Blackbaud prices too high, they are going to encourage many nonprofits to look to low cost and open source alternatives. The strategists at Blackbaud are too smart for that. (And as a side note, to my friends at smaller technology companies — this acquisition is great news for you, too. One of you is going to become the new best alternative.) Two, my sense is that Blackbaud is more concerned about the SalesForces, Oracles, and Microsofts of the world than the CiviCRMs. The market will shift, new alternatives will emerge, new standards will be created — but I don’t think every NPO CFO needs to reach for the wallet.


What’s To Be Determined

As I said at the beginning, there’s still a lot to be ironed out.


  • How long will systems integration take? Months or years?

  • What will the product and service offering be? How will existing customers be treated with regard to potential new, integrated services?

  • Will the acquisition (and subsequent integration timeline) actually slow down NPO buying decisions? This would be understandable, although a shame in my book — there is simply too much need to delay our pursuit of mission.

  • How will the two company cultures mix together? From my experience, they aren’t the same.

  • Closer to my world, how will the New Blackbaud work with partners? Both companies have had evolving partner strategies — how will they work with companies like mine?

  • Which companies and technologies will emerge as the clear second alternative?


We’ll probably all have a lot to debate and wonder about in the next few weeks. Still, when it all comes down to it, I think this is a great move for the space. We’re all trying to change the world — and the work is so, so difficult. To quote Jane Fonda, “Instead of safety nets we need trampolines and ladders.” Anything that can help us jump forward more quickly towards a better world is welcome in my book. I think this acquisition can do that — and so to my friends in Charleston and Austin, I say: We’re counting on you. Let us know how we can help.