Bagging the Elephant

1. Bagging the Elephant

2. The process of finding hard-working elephants (business leaders) and selling them on working with you Bagging the Elephant

3. Orphaned while young An Elephant’s Tale

4. Left jungle for Paris Befriended an old lady Goes to school (Sorbonne) Goes to Elephant Realm Former King dies Named the new King Creates a new charity An Elephant’s Tale

5. Major competitor – the leader of the rhinoceroses Leadership style --benevolent autocrat Corporate structure – public company, profitable, global Elephant’s Business

6. Dress – formal business attire • Leadership team • Old lady • Elder elephant counselors • Monkey • A friend Elephant’s Business

7. Meeting and engaging executives is difficult work The Hard Facts

8. It takes personal and organizational discipline and . . . rofessionalism lanning atience rocess resentation ersistence P The Miracle Six

9. Meeting and engaging executives is difficult work Planning Considerations Executive Director

10. Position your organization effectively? Select a target that fits your resources? Avoid the big mistakes? Maximize your time and your target’s too? Train your staff to embrace the Miracle Six? How Do You?

11. Meeting and engaging executives is difficult work Planning Considerations Recruiter

12. Map out and navigate through the elephant’s corporate structure? Find internal champions or coaches to guide you through the corporate jungle? Build strong alliances within the target organization? Understand the decision making process and the elephant’s appetite for volunteer work? How Do You?

13. The Miracle Six

14. Positive attitude Dress for success Going to Grandma’s manners Dale Carnegie has a point Accountability Be friendly Be yourself Relax Professionalism

15. Finding the Elephant Research—trade journals, SEC filings, annual reports, Internet, Dun & Bradstreet, Who’s Who, competitors, the library Create a plan— Who, what, when, where, why and how BE REAL Involve your entire staff Learn from your mistakes Planning

16. This is a marathon, not a sprint Rejection is part of life You will make mistakes It will take time to refine your research, planning, process and presentation You will become more professional, polished and sophisticated over time If you are persistent, over time you will win Patience

17. It’s critical Create a process you can use again Project planning techniques are useful Process

18. Sample Planning steps Research—data base creation Introductory mailing Phone Call #1 Meeting—prepared presentation— follow up, commitment No meeting—detailed mailing, Phone Call #2, meeting No meeting? Repeat Process Planning

19. Always have something specific to say Never discuss the weather or “check up” These are busy men and women Use a Volunteer Contact Sheet Always learn from every phone call and meeting Phone Calls (Not a P)

20. Keep it simple and short Focus on key elements – avoid shock and awe data dumps Focus on benefits to your elephant – show you know your elephant Remember you and your elephant speak different languages – learn another Presentation

21. Trial closes and closes Identify the commitment you seek Ask for a commitment Try never to leave a meeting (or a call) without a commitment—even a small one As your relationship evolves, seek greater commitments Practice closing regularly Presentation

22. Never, never, never give up Persuading a busy executive to invest his or her time by volunteering can be a long-term “sale” Follow up, Follow up, Follow Up Persistence

23. To make any “sale,” it takes personal and organizational discipline and . . . rofessionalism lanning atience rocess resentation ersistence P The Miracle Six

24. Presented by Pete Thomas . . .volunteer

25. Well, It’s a Start