Author: Paul Nazareth

Fundraising is an amazing profession, but it has an odd caveat. The real fundraisers – are invisible. Sure you run the events, you work hard to bring in the money that makes real world-changing research, education, progress … possible. But professional fundraisers know, the recognition belongs to the donors who fund the work and we need to shine the spotlight on the staff of the charity who do the work because they make ideas and hopes for change into reality. Never is that more important than during a campaign and the dreaded “fiscal year-end”, and you my UofT peers are right in the thick of both! For those who don’t know, I have a large UofT network, partly because I worked there and partly because I live and breath UofT. It’s where I met most of my friends, my wonderful spouse, found my career and purpose. But we’ve both been so busy we’ve kind of lost touch… so! I remember needing a drink when year-end was done. Why not ring in the fiscal new year together! And by fundraisers I mean the researchers, the admin staff the report and stewardship specialists – we like to say the word team but how often do we party together? You’re ALL invited. Where else would we gather but the University of Toronto Faculty Club! Now networking is great but in keeping with the “New Year” theme I thought we’d start the year off with some skill building. I’m constantly learning about the future of social business. Well I recently listened to a great talk about “digital productivity”. We’ll have someone present to teach us about the power of taking our notes, digital! I’m a life-long Moleskine fan – and even they have teamed up with the uber-popular Evernote to make this progress a reality. So on May 2, think about yourself for just a moment dear fundraising colleagues. I’ve made an RSVP online for those who know they’re coming for sure. No pressure though, just drop in! Let’s help you start fiscal 2013/14 with the kind of bang in the video below! And if you can’t make it, and I can be of any help with your career goals, let me know. I’m always at your service,    Paul

Gift Planners from across the country will soon assemble in Canada’s beautiful capital region for our 20th Anniversary conference!! Many of the country’s best and brightest will soon…..wander the streets and eat dinner alone?!?! Every year it happens, to newbies and veterans of the profession. You fly in and don’t know who’s in town and end up eating dinner alone the first night when you could be casually getting to know peers do some REAL relationship building – not the stuff done on breaks and over loud lunches at circular tables….. I’m teaming up again with fellow CAGP super-fan, Christina Attard to host not one but TWO networking events. Tuesday April 16 – I’m excited to be co-teaching the CAGP All-In-A-Day Course with the awesome Jill Nelson and the class will be full of great ideas to share with you! We’ll meet in the hotel lobby between 6 and 6:30pm and leave for dinner from there. Not sure where we’ll go, we’ll play it by ear. No RSVP, bring anyone you like ( these are NOT official events so spouses and non-delegates are welcome! Ottawa fundraisers, I’m talking to you! ). Come late even! Ask for us at the concierge or..tweet us – Are you following the CAGP Twitter team?
@UinvitedU ( that’s me )
@GPTekkie ( that’s Christina ) are team members. The second event? Friday April 19th in the afternoon, touch base or tweet us for details as it forms….last year we had a couple dozen folks come out and it wasn’t just fun, it was on the job valuable learning!

Bottom line is, we came to connect and learn – why not have some fun too! The conference theme is after all: Creating Capital Connections ~ so let’s connect!!! Here’s a fascinating article to start the conversation – an article about the psyche of many fundraisers I know… whether you’re a type-a networking machine or an ambiverted professional you’ll meet someone who does what you do and can help you do it better – that’s why we come to this thing right? RIGHT?! Heck yes. See you there, Paul Nazareth 

We’ve been gathering as a Gift Planning professional community for 20 years! A lot has changed since then, the technology of connecting being a big change for sure. Today, there are a lot of benefits to using Twitter at conferences. A lot of ways it can be used to add value to both attendees and sponsors. So! Delegates, sponsors, CAGP members across Canada please join myself and the team in tweeting up and around #CAGP2013 ( the official hashtag ) Not on Twitter? This is your chance to sign up, learn with your peers – I’ll be hosting a private 15 min social-media crash course Thursday morning to help ( details on Twitter of course )

• Follow the main CAGP account: @CAGP_ACPDP
• Leah Eustace @LeahEustace
• Christina Attard @GPTekkie
• Jill Nelson @Nelson_Jill
• Janice St. Denis @Jlstdenis
• Janice Correa @JLBCorrea
• Genane St. Rose @GenaneStR
• Holly Wagg @HollyWagg
• Dawn Marie Schlegel @DawnMarieS
• Renee Beneteau @ReneeBeneteau
• Amanda Stacey @EstatesLaw
• Trina Owens @TrinaOwensSK
• And Me! Paul Nazareth @UinvitedU

Also! For the first time, many of our exhibitors and sponsors are Tweeting so follow the hashtag and say thanks for making the conference possible! Be sure to follow the speakers too! Start learning the lingo here and here’s a superbasic video to get you started!  See you IRL in Gatineau!    Paul Nazareth

This is my first “must read of 2013”, it’s on the desks of almost every leader I know. This is a book so filled with value, I’ve read it three times in less than a month. There’s SO much here – it’s five books in one! Let’s dive in to why I feel every person in my network should read this book… 1. Sales is dead. We’re all in sales now. The internet was supposed to destroy sales. Well video did NOT kill the radio star, nor did the web kill the role of face to face sales in business. What it did was push volume sales online and make every media user a marketing machine. The customer is the buyer and the seller because they have every bit of information they need but face to face interpersonal skills are more important than ever. It’s no longer caveat emptor (buyer beware) it’s caveat venditor ( seller beware, we the customer know as much if not more than you about your own product now! ).

*Warning–Alec has a potty mouth.

No one likes to be sold. Daniel references the movie Glengarry Glen Ross, like many people I had only seen this famous scene ( *Warning, crazy explicit language!!! ) but I went back and watched the whole movie. It reminds you how dark sales can be. This is the salesman that the internet killed. Good riddance. But if we’re all in sales now we could use some skill building right? That’s what the first section of this book focuses on, the new ABC’s of ‘authentic influence’. For professionals who hate the idea of sales, being of professional service is your new goal and the book lays out a perfect roadmap. Even things like body language, the concept of why adapting to the other person is something I wrote a chapter on in Mark Bowen’s book for sales professionals.  Daniel mentions the huge power of asking better questions and mentions a topic I love, Solutions Focus. A special thanks Dan for the shout out to the fact that fundraising IS part of this world of influence. Nice to see social-profit tips on ‘content curation’ from Beth Kanter in the book too! 2. The rise of the Ambivert Susan Cain set 2012 on fire with “Quiet: The Power of introverts”. I spent a lot of time sharing this book last year. A thousand people in my network bought it and confessed it gave them great comfort – that they’re not “useless” because they’re not an Extrovert. But many often said to me “we’ll I’m in between the two”.  Dan shares the incredible power of having a foot in both camps, and how we can be comfortable growing our strengths as “Ambiverts” ( are you one? test yourself here ). 3. “Pitching” in a web and wired world. This part of the book is almost worth the price alone! Some peers in my network are setting up pitch-nights to help each other develop how to talk about what they do in “one word” for discussion, networking, email and yes even Twitter ( bless you Dan for acknowledging that social business is a big force to be reckoned with in 2013 and beyond! ). Communicate better, dump the sales talk – focus on clarity! Powerhouse chapter, I highly recommend you watch the video below on this topic. 4. Leading with your ears. I know, everyone says “listening is important” in relationship building. But no one every say exactly why, and exactly how to do it. Dan goes deep into how to listen with your body. How to listen deeply, honestly and even learn how to improvise as part of your listening. Probably the most unique and usable business resource on this done to death topic I’ve read in a decade. 5. Servant Leadership This is a topic close to my heart. Most people know that I live to serve others. Partly it’s an expression of my faith life but it is also my personal business mission statement. It’s a lifestyle and business strategy that defines me, Paul Nazareth. So to read about how Daniel values this as part of the new sales ‘must-have’ attitude and skill set is nice. Especially since much of my motivation is combating many of the unsustainable management styles built around fear, micromanagement and intimidation I see so often. So – I’m betting on this book. I’ve bought a dozen copies to give away during the year. I predict big things for it and highly recommend it. Four items on the sheer awesome business power of Dan & this book:

1. Daniel’s interviews with best selling authors
2. NPR audio interview with Dan on listening & ambiverts
3. Harvard Business interview with Dan on the book
4. A resource board I’ve created of articles on the book

Watch the launch below but below that is a fantastic video on “pitching”. Thanks for reading, please share this post with your network!     Paul

I often get asked “What does your twitter handle mean?” Three years ago I wrote a long version, here’s the short answer. After trying to pull people I care about, in my life and at work, to success and having to fight them, convince them of my sincerity I got tired. It didn’t work. So I gave myself permission to do two things: 1. Be a servant. In Daniel Pink’s new book “To Sell Is Human” he shares the business power of leadership from the trenches alongside the troops, not out front or in the ivory tower. Something the great Tom Peters teaches in 3 minutes here. 2. Shut up and listen. By using better questions, another thing Dan mentions in his book. Using a wonderful strategy called “Solutions Focus” – I get to show up and just be present to listen, respond and empower solutions to meet the needs of my peers, donors and now clients. I do this at work, and over 150 mornings a year. I can’t invite you to success, it’s a party that YOU must invite YOU to. And when you are ready. I’ll be there. My whole life philosophy summed up in this brilliant TED talk by Ernesto Sirolli – it’s worth watching. ( If you have ADD, skip to 5mins )    Paul

This is a story about the most powerful paradigm shift of my life. It was a time where I had found considerable career success, but the future was a boring linear path – defined by momentum, not intention, doing at best 40% what I loved. I was losing steam at work, angry at the 60% holding me back. I was lost in my problems, and my team was obsessed with finding blame over winning battles. I was losing the war. Enter Alan Kay. Introducing me to the Solutions Focus truly changed every part of my life by doing three things, the focus of the method:

• Stop focusing on problems and blame
• Defining the future I most want
• List small things, practical things I could do to get there

Now, just a few years later. Let me tell you, I have EVERYTHING I wanted when I defined that future. And the method is simple. Looking at my original picture from my notes – you can see. This is not rocket science. Alan is even featured in the international 2nd Edition, out soon. Alan has helped countless peers, organizations and businesses in my network since then. He has a special place in his heart ( and work ) for charities and social-profit organizations. The applications are numerous. A fundraising Director peer of mine has used it for work, career and loves Alan’s special set of SF interview questions. Canada’s “house doctor” Dr. Brian Goldman describes in this 2 minute video what Alan has done for him ( identical to my experience ). Most importantly, instead of promoting the use of the method, Alan has written a more practical ( and faster reading ) book to apply SF to your work. I highly recommend it, I highly recommend you call Alan if you’re looking to turnaround a business, a team, a life.  A massive business read in 2013 is Dan Pink’s “To Sell is Human” in which he cites Solution Focus authors Dan & Chip in helping smart business professionals to ask better questions. Another big benefit of SF. Alan turned improved the quality of my life around so much I even created a personal networking MVP award, and he was one of the first winner. So, follow Alan on Twitter, another great source for SF learning is his international peer Coert Visser at @DoingWhatWorks. Here’s Alan and I talking about my experience with SF ( um ok, I’ve lost a little weight recently, not until I watched this video did I realize, I have to downsize my suits. Please join my wife in laughing at me) and below that a quick primer on Solutions Focus – I hope it’s as helpful to you as it was me! Paul

Do you know BNI? It’s the world’s largest business referral organization. I’m a big fan and I’ve visited several chapters in Canada. Today, I was the guest of the great folks at a B2B Chapter, Corporate Edge Toronto and was reminded of 3 reasons why BNI is the best business networking structure I’ve ever encountered. 1. John, the incoming President reminded us that networking resolutions are like health goals. Everyone says in January “I need to network, I need to network, I’ve got get out and network!” and they do. But come March, the gyms and the networking events are empty. Like already healthy people become fit because of the structure of a personal trainer, so do business professionals gain greater success by joining a highly structured group like BNI 2. Josh the current President is a business owner in IT. He confessed there are a LOT of people offering online marketing solutions. But none of his competition has a lawyer, photographer, speaking coach, designer and insurance consultant on staff. His trust built by meeting with his chapter members every week means they are like his own team. Together they engage in millions of dollars in closed business a year, they refer each other weekly, they create opportunities for each other weekly. At this meeting, someone on vacation has three referrals waiting for him when he gets back – this is not a network being nice, it is a referral machine at work. 3. I’ve blogged before about a chapter I really love, and the power of the 45 second stand up pitch. That you’re timed and cut off, you’re critiqued for improvement and primed for success. I can’t stress the structure that BNI brings to ever part of their meetings. That they track networking sit downs, dollars referred, recommendations are read aloud. It’s the kind of positive environment that breeds success, builds community and relationships of great value. “Givers Gain” is their motto. I love that abundance attitude. I have received so much training and prosperity at the hands of this organization, I can’t wait to join myself in time. Perhaps you need to look up and visit the chapter closest to you? Have to thank my personal host today, Jeff Good who I know because he helps my social-profit charity network specializing in real-estate rental or purchase for nonprofits. If you love networking, here is BNI’s founder sharing the 10 traits of master networkers and below a 2 min video on BNI, FYI. Enjoy!                                                                               Paul

Note: This blog post has a soundtrack, go to the bottom and hit play on the video. One of the cool things my alma mater UofT does is host alumni networking events called “Dinner with 12 Strangers”. I’ve happily hosted about four over the past few years, what an amazing way to meet a diverse set of future world-changers! Several of us keep in touch and one great student asked me to come speak to at a gathering of young scientists about “the science of networking” recently. Speaking at Science expo on this topic really reminded me about a topic I feel passionately about – the power of thinkers.

Science Expo 2013 VIEW SLIDE SHOW DOWNLOAD ALL

You’ve no doubt heard me ranting last year about one of the most globally recognized business books on introverts. I’ve even created a resource page for the many lawyers, scientists, writers who don’t know about Susan Cain’s powerful work. Inside most people who don’t think they can network is a ton of value, waiting to get out. Enter the science of networking – building the technical skills to communicate what you are passionate about. Nothing more. No selling, bragging, shouting – none of that extrovert stuff. Here are just some of the books I recommend to build those skills. In 2013 Mark Bowden, one of my favourite authors has a great book coming out, here is a great video from him on of the most critical skills in network – Listening!

Release your inner networking ninja! In the meantime, enjoy this great song that I think should be the soundtrack to great networking,         Paul Nazareth

It’s almost ironic that this blog is called “”Adventures in Networking” because this is a story of a truly adventurous networking meeting, far beyond the walls of my beloved Starbucks. Jaime Stein is a guy I’ve been trying to meet with for over a year, our schedules just never came together. We are very similar in some ways, but with all humility he is me to the power of 2. Yes we both recently have had two boys, moved into financial institutions, love our alma mater UofT and have a healthy obsession with the future of “social business”. But whereas I’m a novice, his business IS social. Whereas I read hundreds of business books and learn informally he worked his butt off to get his MBA via the Rotman morning program and rocked it. We met last week to network in a very odd way, you see Jaime is about to climb Mount friggin Kilimanjaro to help build Canada’s first National Public Cord Blood Bank. He’s part of the C-Suite cabinet. Instead of training on his own with earplugs in his ears this networking genius decides to open up his hikes super social. Opens his schedule on Googledocs and invites his entire network to come for a walk and talk. So we walk. 3 hours, 13 kilometres on the Toronto lakeshore. I learned so much personally and professionally. From Jaime and his friend from the CFL Eric Holmes who came too. Y’know Steve Jobs and a lot of other gamechangers were big fans of the walk and talk. I’m a big advocate of the walk and think. In 2013 I think I need to conduct more meetings like this. Here’s Jaime’s post on our walk. I encourage you to follow Jaime on Twitter, follow his networking adventure leading him to Kilimanjaro via #KilihikeTO and the climb team at #Climb4Cord . If you are moved to do so, please donate too. Thank you Jaime for a true adventure in networking. I’m proud to be part of team Orange Scarf, good luck on the climb. You have my donation, my support and my gratitude for inspiration and education.                Paul Nazareth           Ps. Since we’re both social media junkies. My gift to you. Your own meme

They say, the early bird gets the worm. Many folks know I hold networking meetings over 100+ mornings a year before work – to get inspired and fulfil my personal mission. This Valentines day, I hosted an event for those who were in and out of love with their careers, to connect for 2013’s success. A big thanks to the couple dozen folks who came out bright and early to network. I am always grateful for your investment in me and I love to see you invest in you! ( the meaning of my twitter handle by the way ). A note about some folks I singled out. They run their own businesses and all six of them are my “category killers” who I refer often. I’m happy to share them with you too as I speak about them all the time. Clare runs a social media company specializing in charities and social-profit organizations.  Jacklyn is the secret photographer behind many charity photoshoots in my network. Janice is a professional coach for fundraisers. Jeff captures the power of video for social and business media. Two new additions to this list are to be noted as they are 2013 additions and you’ll see me talking more about them. 1) Cher Jones is on the trail to help Canadians embrace “Social Business” like me. But she has a business to coach individuals and groups on platforms like LinkedIn and Twitter. I look forward to her help to get anyone in my network up to speed in 2013! 2) Larysa Kalyta is the team lead with my #1 favourite networking venue, Marche Brookfield and I won’t be keeping this secret to myself any longer. Read exactly why you should be hosting your next event at this venue! I highly encourage anyone to consider sharing their favourite experts in the comments below – heck I created my own award to name out loud my annual networking MVP’s. We need to celebrate the best in our lives and help them help our network to get what they want in business and life. I WANT to help you do this dear network, so keep in touch and make contact any time… I’m always at your service,    Paul