Strategies to increase sales for non-profit organizations

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I've recognized the pattern in Consulting with hundreds of non-profit leaders trying to increase their revenue but unable to they look to what they've always done to guide them instead of embracing change to grow [Music] hey I'm Matt I'm a non-profit growth consultant at Cosmic where I have helped hundreds of non-profit leaders quickly grow their revenue and impact before Cosmic Outlet development operations at Team Rubicon during a seven year stretch that took our annual revenue from 275 thousand dollars to 51 million dollars I share Lessons Learned in my book the high growth nonprofit proven steps to quickly double your revenue and drive impact which you can get for free using the link in the description of this video okay now on to the three biggest mistakes non-profit leaders make when trying to grow Revenue first up non-profit leaders are not allowed to think big enough I've talked about this before but I'll summarize it here if you want to grow Revenue in Drive impacts you have to encourage your team to think big gather your team around a whiteboard and ask them to brainstorm how you would go about doubling your Revenue with half the resources over the next three years I promise this will force creativity Innovation and ruthless prioritization more often than not this exercise makes it clear that the technology the non-profit is using is totally outdated they commit to replacing it and therein lies the second most common reason why non-profits struggle to quickly grow Revenue they simply select and implement the wrong technology leaders Rush your decision and put far too much trust in a sales rep at a technology company or a Consulting partner if you've seen my other videos you know that I favor progress over Perfection but moving slow to move fast is absolutely critical here you must gather requirements from your team ask them what is and isn't working with your current technology stack then document your team's must-haves nice to haves but you must filter that through the strategies you identified answering the questions how would we go about doubling our Revenue with half the resources over the next three years the technology you select cannot be based on your old approach to raising money the approach that led to stagnation instead you wanted to serve your new approach to philanthropy the one that will lead to exponential growth let me share an example from a client to drive home the point we were approached by a large animal welfare organization one that historically relied heavily on in-person events to raise money this time last year they were on blackbaud but had recently made a change to their new CRM and fundraising platform the only problem they picked the wrong fundraising platform they knew that they couldn't transition off of blackbot alone so they reached out to an implementation partner for help everything was going well so far but this implementation partner asked how they fundraise and the organization described a large in-person peer-to-peer fundraising event the consultant quickly recommended a fundraising platform and CRM ingly they went through a relatively fast implementation so fast that when the philanthropy team asked the Consultants how to turn on recurring giving for their upcoming campaign to promote monthly giving the Consultants shared that the fundraising platform selected didn't even offer that option holy smokes they were shocked they reached out to us in a panic you see the Consultants asked too few questions they selected a fundraising platform based solely on an old way of doing things not their plan for future growth it ended up costing them nearly a year of reduced revenue and tens of thousands of dollars to correct it would have been much more cost effective to take the time to identify the right platforms up front I cover exactly how to gather requirements for digital transformations in my book the high growth nonprofit which is available for free using the link in this video the third reason why nonprofits fail to double their revenue over a three-year period is they rely on a technology implementation partner not a growth consultant to lead their digital transformation what the heck is the difference between these two when you hire an implementation partner it goes like this you meet with a junior business analyst who asks you a series of questions all designed to get you to select the platform that they specialize in you end the call with a platform recommendation implementation timeline and cost estimate here's the thing I've seen it over and over again non-profits are pitched to Ferrari when what they need is a Kia in the implementation partner leaves out the most critical piece that change management process they are sales people not consultants in contrast when you approach a growth consultant they spend that initial call getting to know your goals your challenges and your limitations hint only 30 are related to your current Tech stack the majority have more to do with how you and your team make decisions and move to action growth Consultants don't make a platform recommendation after only an hour on the phone because they know that the success relies more on including you and your team in the change management process a growth consultant walks you through what the discovery process looks like they explain how the decision will be yours to make but they will be there to guide you they will make sure that people feel heard and that will lead to Greater adoption which always leads to more dramatically increased Revenue in my book the high growth nonprofit I describe exactly how you can lead your team's growth like what I've shared here it's full of practical tips based off of my experience Consulting with hundreds of non-profit leaders eager to grow but short on time and money get your free copy of the high growth nonprofit by using the link in the description of this video this is Matt from cosmic reminding you that it's all about progress not perfection foreign [Music]