1 Bagging the Elephant

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

3 An Elephant’s Tale Orphaned while young

4 An Elephant’s Tale 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

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

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

7 The Hard Facts Meeting and engaging executives is difficult work

8 The Miracle Six It takes personal and organizational discipline and... rofessionalismlanningatiencerocessresentationersistence

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

10 How Do You? 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?

11 Recruiter Meeting and engaging executives is difficult work Planning Considerations

12 How Do You? 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?

13 The Miracle Six

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

15 Planning 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

16 Patience 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

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

18 Process Planning 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

19 Phone Calls (Not a P) 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

20 Presentation 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

21 Presentation 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

22 Persistence 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

23 The Miracle Six To make any “sale,” it takes personal and organizational discipline and... rofessionalismlanningatiencerocessresentationersistence

24 Presented by Pete Thomas...volunteer

25 Well, It’s a Start