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In this episode of Deep Dive For Impact, Nick discusses several best practices that an organization can utilize when preparing to make a fundraising ask. We go over two "pre-best practices" during the preparation stage before discussing the five best practices during the actual ask process. Finally, we conclude with a stepwise mental model that allows us to view the ask as a sequence rather than as a one-time event.

• 0:00-2:04 Introduction
• 2:04-3:51 "Pre-best practice" #1: Have a goal of getting to the ask
• 3:51-5:49 "Pre-best practice" #2: Predisposition
• 5:49-10:07 Best practice #1: Use a visual
• 10:07-13:03 Best practice #2: Have a "funding rationale"
• 13:03-15:22 Best practice #3: Prepare and practice the flow of the visit (including transitions)
• 15:22-15:44 Best practice #4: Think about possible questions and objections
• 15:44-19:30 Best practice #5: Think about the ask as a dialogue
• 19:30-24:21 Mental model: The ask as a sequence
• 24:21-24:44 Conclusion

In this episode of Deep Dive For Impact, Nick identifies some mistakes that organizations make when hiring fundraisers, reviews the "table stakes" of hiring good fundraisers, and introduces the concept of a fundraising "supernova" and why that isn't a scalable model. We then go through three primary traits as well as two bonus traits of good fundraisers, and we conclude with a practical example of how to find people who exhibit these traits.

• 0:00-4:07 Introduction
• 4:07-7:09 Mistakes when hiring fundraisers
• 7:09-8:41 "Table stakes"
• 8:41-11:55 The "supernova"
• 11:55-13:58 Trait #1: Disciplined execution
• 13:58-15:57 Trait #2: Accepting responsibility for conviction
• 15:57-19:30 Trait #3: Good communicator... in writing
• 19:30-22:21 Bonus trait #1: Empathy
• 22:21-23:37 Bonus trait #2: Conceptual thinking
• 23:37-25:19 What do we do with these traits?
• 25:19-25:58 Closing thoughts

In this episode of Deep Dive For Impact, Nick introduces the idea that "Impact Drives Income" (not the other way around), which we consider to be the foundational framework that can bring a fundraising operation to new heights. We then discuss what this means for nonprofits/social enterprises as well as for funders, and we conclude by reviewing three storytelling dimensions for you to consider as you articulate your impact.

• 0:00-2:11 Introduction
• 2:11-7:42 "Impact Drives Income"
• 7:42-13:51 How this applies to nonprofits/social enterprises
• 13:51-17:50 The mindset of a funder
• 17:50-25:44 Storytelling dimension #1: left to right
• 25:44-30:15 Storytelling dimension #2: top-down
• 30:15-32:58 Storytelling dimension #3: outside-in
• 32:58-35:44 Shaping the process
• 35:44-36:54 Closing thoughts

In this episode of Deep Dive For Impact, Nick introduces the concept of a "sales model" and what it means for a fundraising organization to commit itself to sales. We then walk through some guiding principles that a member of a fundraising team can use at any time to help them build a sales culture and make their team more efficient and effective.

• 0:00-3:53 Introduction
• 3:53-18:36 Prerequisites for a functional sales team
• 18:36-24:02 Principle #1: Drive toward the ask
• 24:02-29:16 Principle #2: Maximize relationships at this given moment
• 29:16-34:38 Principle #3: Spend more time with better prospects
• 34:38-37:17 Principle #4: Celebrate decisions
• 37:17-40:06 Principle #5: Don't make decisions for your prospects
• 40:06-44:16 Bonus principles/considerations
• 44:16-47:13 Closing thoughts