Transcript of Frankel's Free Clinic December 31, 2001

Rob Frankel ( (12/31/2001 9:00 AM): Entered the room. (12/31/2001 9:00 AM): Entered the room.

Rob Frankel ( (12/31/2001 9:00 AM): Should auld acquaintance be forgot......

Jim Malone (Malone Sales) (12/31/2001 9:00 AM): Entered the room.

Mary Benson ( (12/31/2001 9:00 AM): Entered the room. (12/31/2001 9:01 AM): hi

Rob Frankel ( (12/31/2001 9:01 AM): Greetings, folks...I'm glad we're having this today, because I'm guessing that it's slow for a lot of people today....we can get a lot done!

Terri Robinson ( (12/31/2001 9:01 AM): Rob, great stuff in FrankelTips on how negative branding can spread like wildfire!

Rob Frankel ( (12/31/2001 9:02 AM): Who's up first? Any new people? new people go first.

Glasspider ( (12/31/2001 9:02 AM): no one told me it was slow today lol

Rob Frankel ( (12/31/2001 9:02 AM): Man, Terri, I'm always amazed at how rapidly negative news spreads and destroys.

mandyky (12/31/2001 9:02 AM): Entered the room.

Rob Frankel ( (12/31/2001 9:02 AM): Glass, that's great for you!

Terri ( (12/31/2001 9:03 AM): people love the bad news!

Ben Woodward ( (12/31/2001 9:03 AM): I thought it would be slow too, so I planned all kinds of work to get done today, and now I've become busy. So much for my slow day... =)

Rob Frankel ( (12/31/2001 9:03 AM): If I'm a little off today, it's only because I'm monitoring a phone system on EBay and the auction is closing within minutes......

Glasspider ( (12/31/2001 9:03 AM): that is true Terri, negative news gets a better response than positive it seems

Rob Frankel ( (12/31/2001 9:04 AM): Not necessarily, Glass. If you saw the article in FrankelTips to which Terri refers, you'd see that it has really eaten into some people's brands.

Ray Deffry ( (12/31/2001 9:04 AM): Entered the room.

Rob Frankel ( (12/31/2001 9:04 AM): lcalmus...are you new here?

Rob Frankel ( (12/31/2001 9:05 AM): Anything I can help you with today? (12/31/2001 9:05 AM): Yes I am. Thank you for asking. It's my first time and I'll keep a low profile

Glasspider ( (12/31/2001 9:05 AM): no what I meant was that people seem to react more to negative news.

Terri Robinson ( (12/31/2001 9:05 AM): so, Rob, how can you manage the expectations of a client so that it lessens negative feelings when they don't think they got what they wanted?

Rob Frankel ( (12/31/2001 9:06 AM): No need to. This forum thrives on questions. If we don't get questions, you all are going to have to listen to me complain about having to repair a lawn sprinkler later today.

mandyky (12/31/2001 9:06 AM): How do we log in?

Mary Benson ( (12/31/2001 9:06 AM): Question (whenever time permits an answer): I offer a free report on my website, "How to Target Your Market" Lately, I have gotten quite a few requests from visitors in foreign lands... Egypt today... The fiscal side says "no way... postage to Egypt is $38" the good girl side says "you promised.. it must be done!" any ideas on how I should handle this?

mandyky (12/31/2001 9:06 AM): I guess I am already LOL sorry it has been awhile

Rob Frankel ( (12/31/2001 9:07 AM): Terri, you can't really manage clients expectations AFTER the event. The trick is managing their expectations BEFORE the event.

weber (12/31/2001 9:07 AM): Entered the room.

Terri Robinson ( (12/31/2001 9:08 AM): Mary, I send a job tips booklet by snail mail to US visitors who request it. I created the document in Word97 and send that as an attachment for International visitors who want it - seems to work fine for them!

Terri Robinson ( (12/31/2001 9:08 AM): Rob, of course!! I meant BEFORE <grin>

Rob Frankel ( (12/31/2001 9:08 AM): Are you talking about a mission that was promised but under-delivered? (12/31/2001 9:08 AM): Then I'd like to suggest that one way to manage the negative feelings is to acknowledge them and get the customer to help you solve their problem

Rob Frankel ( (12/31/2001 9:08 AM): Mary, you're next....

weber (12/31/2001 9:09 AM): Hi Rob, Terri et al

Terri ( (12/31/2001 9:09 AM): Entered the room.

Glasspider ( (12/31/2001 9:09 AM): I might recommend making a PDF out of your report and offering that to International clients

Mary Benson ( (12/31/2001 9:09 AM): Terri, thank you... have you found a way to get your logo/stationery to show up nicely in your word document? I think I need to hire a graphic designer for this, but the ones I have talked to are not familiar with creating a graphic background in Word.

Terri Robinson ( (12/31/2001 9:10 AM): not under-delivered - but if someone thinks your efforts are going to have a certain result, then it doesn't - even if you put into writing exactly what you would provide

Rob Frankel ( (12/31/2001 9:10 AM): lcalmus is correct. The biggest mistake I see service agencies make is trying to be the experts in EVERYTHING, which clients tend to resent. THEY'RE the experts at their own business, you're the experts at yours. Too many dummies turn it into an adversarial relationship, when it should be team work.

Mary Benson ( (12/31/2001 9:10 AM): Glasspider... the PDF might be the way to go.. thanks for this idea.

Ben Woodward ( (12/31/2001 9:11 AM): Easy as pie, Mary. Send me a note through my site and I can knock out a template for you, if you'd like. I'd also suggest making a PDF and sending that, rather than the Word doc as well. There's a free plugin that can help you with that.

Rob Frankel ( (12/31/2001 9:11 AM): My own personal philosophy is, "How can I make you a hero?" If you keep that in mind -- remember that the client thanks you with a check -- there's usually little problem. Just keep the egos out of it.

Glasspider ( (12/31/2001 9:11 AM): You can also setup an autoresponder with the PDF attached so it reduces your labor and provides a quicker response also as on possibility.

Terri Robinson ( (12/31/2001 9:11 AM): Mary, my logo is in .jpg format and I just do Insert into the top of the page - looks fine. PDF is also good to make it appear exactly the way you intend.

Rob Frankel ( (12/31/2001 9:11 AM): (Mary, PDF is definitely the way to go. I now submit ALL proposals in PDF)

Mary Benson ( (12/31/2001 9:12 AM): Glasspider..good point, but part of my branding technique (such as it is) is to deliver a concrete, paper thing in the mail... I believe it is more meaningful.. we are, after all, in the direct mail business.

Rob Frankel ( (12/31/2001 9:12 AM): Advantages of PDF: 1. Low file transfer size and my favorite 2. Nobody can edit the document text.

weber (12/31/2001 9:13 AM): Make sure you set the security settings to disable changes (12/31/2001 9:13 AM): Mary, would it be possible to airmail a postcard cheaply with the URL of the pdf for the international trade?

Rob Frankel ( (12/31/2001 9:14 AM): Anyway, Terri, the big help here is asking the client right out: What is it you want and how can I help? After that, you have to be careful not to overpromise. you should also make sure your client knows that you value his/her input and the whole project will perform better if they're actively involved (within limits of course)

Mary Benson ( (12/31/2001 9:14 AM): Thanks for these ideas... I think I will go with a PDF version for the foreign requests.

Jay Honeycutt ( (12/31/2001 9:14 AM): Entered the room.

Terri Robinson ( (12/31/2001 9:14 AM): Ben, where is the free plugin for that? Sounds like a good alternative for me to use for my job tips to Int'l too

Terri Robinson ( (12/31/2001 9:15 AM): Thanks Rob!

Glasspider ( (12/31/2001 9:15 AM): Terri, we use a series of checks where we ask the client to review the work in progress and sign off so in the end we are as close as possible to their expectations

weber (12/31/2001 9:15 AM): Rob, when things slow down I have a couple of questions

Mary Benson ( (12/31/2001 9:15 AM): lcalmus, that is a great idea... it delivers a tangible (and branded) paper item at the same time that I avoid the expense of a 20 page report being shipped worldwide... great idea.. thank you

Ben Woodward ( (12/31/2001 9:15 AM): try or something similar. I got mine from, but I'm on a Mac, and to the best of my knowledge, only has Mac software... could be different now, though... Lemmee have a sec to do a little web hunting, and I'll let you know...

Rob Frankel ( (12/31/2001 9:16 AM): Mary, outbound marketing would have killed me if it weren't for the e-mail/PDF/web structure. That's the only way I work now. I only use the mails for invoices. I only use faxes for contracts.

Rob Frankel ( (12/31/2001 9:17 AM): Okay, everyone....let's slow it down and allow Weber to ask something:

Mary Benson ( (12/31/2001 9:17 AM): Rob, ok... this is it.. if you want to be a cheapskate (and you obviously do), you will get the client you deserve.

Terri Robinson ( (12/31/2001 9:17 AM): Glass, I do that too - every step of the way... but with economy a bit slow for jobs, things don't always happen as fast as they hoped

weber (12/31/2001 9:18 AM): Thanks Rob, 1.Should the tag line be a synopsis of what the brand is?

Terri Robinson ( (12/31/2001 9:18 AM): Thanks, Ben!

Michael Kimsal ( (12/31/2001 9:18 AM): Entered the room.

Rob Frankel ( (12/31/2001 9:18 AM): No, that's not it at all Mary. In my own world, I pre-screen my prospects. I want the ones who are willing to work via web otherwise my operation gets too labor intensive and too costly for clients

Terri ( (12/31/2001 9:19 AM): so the only way to get good clients is by spending a lot of money? I don't think so

Rob Frankel ( (12/31/2001 9:19 AM): Weber, I think a tag line should be about 70% of the brand proposition. Enough to convey a notion of what your solution is, but not enough to answer every question.

Ben Woodward ( (12/31/2001 9:20 AM): Terri: SO as not to clutter up the boards here with funky URLs, can you shoot me an email? I can send you a few links with apps you can try out and see what works best...

Rob Frankel ( (12/31/2001 9:20 AM): I write tags that invite prospects to ask more about the company. I want them to do that because it engages them further into a dialogue.

weber (12/31/2001 9:20 AM): How so? Can you give me an example?

Jay Honeycutt ( (12/31/2001 9:20 AM): Likewise, want to revisit a question posted two weeks ago, Rob, on your cue.

Terri Robinson ( (12/31/2001 9:20 AM): will do, Ben! Thank you!

Rob Frankel ( (12/31/2001 9:20 AM): At the same time, a tag line should be the foundation on which all your others are built.

Ray Deffry ( (12/31/2001 9:21 AM): I read this tag yesterday, "make money online or advertise with us"

Rob Frankel ( (12/31/2001 9:21 AM): Okay, Jay, you're next after Weber.

Expresswebsites_com (12/31/2001 9:21 AM): Entered the room.

George ( (12/31/2001 9:21 AM): Entered the room.

weber (12/31/2001 9:22 AM): How do you choose what part of the business to create the brand from? For example the FEDEX brand. Why "When it absolutely positively has to get there." Instead of something else?

Rob Frankel ( (12/31/2001 9:22 AM): Weber, too many people go to extremes with their tags: either the tags say nothing at all (too generic) of they're descriptor lines that simply say what your business does, but not why I should be interested.

Jonathan Cohen ( (12/31/2001 9:22 AM): Entered the room.

George ( (12/31/2001 9:22 AM): Entered the room.

Rob Frankel ( (12/31/2001 9:22 AM): FedEx's tagline reflects more of their association with you, the consumer's, concerns over dealing with a responsible vendor.

mandyky (12/31/2001 9:23 AM): Marlene Jones (

Rob Frankel ( (12/31/2001 9:23 AM): The "absolutely positively" idea illustrates their relating to your concerns. Very powerful.

Rob Frankel ( (12/31/2001 9:23 AM): Jay, you want to go now? Jump in.

weber (12/31/2001 9:24 AM): So the tag line should come from the point of "It's all about you." You being the prospect.

Rob Frankel ( (12/31/2001 9:24 AM): Finally, weber, to answer your question, you have to brand from the overriding brand strategy no one specific....

Rob Frankel ( (12/31/2001 9:25 AM): From the viewpoint, "We're here to solve your problem."

Tamra ( (12/31/2001 9:25 AM): Entered the room.

Rob Frankel ( (12/31/2001 9:25 AM): Don't leave your brand out of the equation!!

Jay Honeycutt ( (12/31/2001 9:25 AM): We have developed and marketed - on a small scale - a number of magnetic card (credit card) products targeted to smaller chains of retail operators (fast food, convenience store, gas station) that respond to (1) simplicity, and (2) low cost.

weber (12/31/2001 9:25 AM): Is there an optimal number of words for a tag line?

Terri Robinson ( (12/31/2001 9:26 AM): weber - if you follow Rob's tenet of being the ONLY solution to the client's problem, then it has to be all about them I think

Jay Honeycutt ( (12/31/2001 9:26 AM): Some products (gift card, payroll timekeeping) have a broad market application. Others (prepaid oil change and fleet fuel management & billing) have a more focused marketing potential.

Rob Frankel ( (12/31/2001 9:26 AM): No weber. Use what gets the job done. Keep it memorable.

Ben Woodward ( (12/31/2001 9:27 AM): I wouldn't think so, Weber. It all depends on how well it works with your brand. Make it smart and memorable, but don't try to fit it into a "formula," per se.

Rob Frankel ( (12/31/2001 9:27 AM): Jay, you're the "time" brand, right?

Jay Honeycutt ( (12/31/2001 9:27 AM): All products are unique in the marketplace in that we (1) charge

weber (12/31/2001 9:27 AM): OK Thanks Rob. These questions came from the re-read of your book.

George ( (12/31/2001 9:28 AM): And it is a great book!

weber (12/31/2001 9:28 AM): Great Book <<< -- Plug for Rob

Rob Frankel ( (12/31/2001 9:28 AM): Thanks George!

Rob Frankel ( (12/31/2001 9:28 AM): ..and Weber!

Jay Honeycutt ( (12/31/2001 9:29 AM): only a flat fee per month, with no separate processing or reporting charges, and (2) can operate on older POS terminals, such that form most of the existing installed base for credit card processing

Rob Frankel ( (12/31/2001 9:29 AM): Okay, Jay.... following you....

Jay Honeycutt ( (12/31/2001 9:30 AM): Yes, Rob, "TimeSlicer" from our time card product, and from one aspect of our technology.

Jay Honeycutt ( (12/31/2001 9:32 AM): We are interested in any and all approaches to get a substantial marketing presence - affiliate, joint venture, private label, whatever.

Rob Frankel ( (12/31/2001 9:33 AM): Well, there are two things that are going to hamper you, Jay. The first is a general lack of knowledge about your product/service. The second is a lack of brand strategy.

Rob Frankel ( (12/31/2001 9:33 AM): You might get people to buy if you have one or the other, but not if have neither.

Rob Frankel ( (12/31/2001 9:34 AM): I submit to you that people must know what it is you do, quickly and clearly, before they can even think about buying it. Then they need to know you're the right guy to buy it from.

Rob Frankel ( (12/31/2001 9:35 AM): Of all the routes you mentioned, I'd say that private labeling is likely your best shot -- given how much I DON'T know. It's just easier to meet one guy and have him turnkey you to thousands of users.

Rob Frankel ( (12/31/2001 9:35 AM): When you private label, you limit your target prospects to a much smaller pool, which makes a limited time/money budget go much farther.

Jay Honeycutt ( (12/31/2001 9:35 AM): Does our site for the timecard address these issues?

Jay Honeycutt ( (12/31/2001 9:36 AM): So, go to the person who knows the product, let him provide the brand?

Rob Frankel ( (12/31/2001 9:37 AM): Not since I've seen it we talked last time, you were trying to cram too much into one site. I would suggest you re-focus your brand into an OEM/Private label vendor and build your business from there. Once you get traction in that market, you can launch another division that's your own.

Tracy - (12/31/2001 9:37 AM): Entered the room.

Rob Frankel ( (12/31/2001 9:37 AM): Jay, go to that guy and let him do everything. You be the backend guy.

Tamra ( (12/31/2001 9:38 AM): If I was hunting for POS-type services, I wouldn't think to find it at TimeSlicer from the home page

Rob Frankel ( (12/31/2001 9:38 AM): Just make sure that you follow and monitor progress so that if you do eventually launch your own division, it A. doesn't compete in his face and B. you can learn from his data and experience.

Jay Honeycutt ( (12/31/2001 9:38 AM): Thanks, this helps to focus what appeared way too broad!

Ben Woodward ( (12/31/2001 9:41 AM): Jay: From the looks of your site (and off the top of my head), you've got to have the site designed to deliver the relevant info to the viewer and get them interested in a more focused manner. Seems the site and the brand is a bit muddled within itself, at this point. Can I assume you have a media kit/physical info packet you offer for more info?

Rob Frankel ( (12/31/2001 9:41 AM): Waaaaay too broad. Jay, you might want to create a few different sites, one for each brand/purpose, if you're scared about losing your way. Personally, if I were budget challenged, I'd go for the lowest cost, highest reward option.

Ben Woodward ( (12/31/2001 9:42 AM): Sounds like it's a useful addition to a business, but anyone interested has to wade through an awful lot of "extra' stuff to get the to meat of the advantages of your business.

Jay Honeycutt ( (12/31/2001 9:43 AM): Yes, Ben, and we are in the middle of taking the "kinks" out of delivering it. (12/31/2001 9:43 AM): When I went to I did not get taken to your home page. I had to search around to find out that your home page described your product

Tamra ( (12/31/2001 9:44 AM): I like targeted "mini-sites" for selling Jay's types of things -- 4 pages, one subject, one site per target audience, quick sales punch.

Rob Frankel ( (12/31/2001 9:45 AM): Anyone else?

George ( (12/31/2001 9:45 AM): I always have questions Rob

Rob Frankel ( (12/31/2001 9:45 AM): Jay, if it helps, I'm launching a new brand this month... It's a new concept and I have the same issues: explaining a new concept out of an existing brand.

Jay Honeycutt ( (12/31/2001 9:46 AM): Thanks, Tamra, we are working on just that for gift card product.

weber (12/31/2001 9:46 AM): I saw the site. It looks really good.

Rob Frankel ( (12/31/2001 9:47 AM): In this case, I felt it was better to NOT launch it out of my site. Too many reasons to keep it clear and separate.

Terri Robinson ( (12/31/2001 9:47 AM): Jay, if you are a FrankelTips subscriber, you will get to see Rob go step by step in doing that!

Terri Robinson ( (12/31/2001 9:47 AM): <==Plug for FrankelTips :)

Rob Frankel ( (12/31/2001 9:47 AM): Thanks Weber, but the only good looking site is one that looks really profitable!

Rob Frankel ( (12/31/2001 9:48 AM): George, did you have something for us?

George ( (12/31/2001 9:48 AM): Rob, our new product that helps non-profits generate major gifts has numerous advantages. The difficulty is getting them distilled into one sentence.

Rob Frankel ( (12/31/2001 9:48 AM): Thanks Terri..check's in the PayPal account....

Jay Honeycutt ( (12/31/2001 9:48 AM): Thanks, everyone!

Rob Frankel ( (12/31/2001 9:49 AM): What's wrong with "helps non-profits generate major gifts"? Got my attention.

weber (12/31/2001 9:49 AM): That's true. What I meant was that it explains what you do enough that I think I understand. (Kind of like Microsoft products think you're a genius until it gets to the real stuff).

Rob Frankel ( (12/31/2001 9:49 AM): (TEN MINUTE WARNING)

George ( (12/31/2001 9:50 AM): We develop donor relationships by developing donor life stories, then we thank the donor in numerous ways and finally we put the information on an interactive kiosk and Web site.

Rob Frankel ( (12/31/2001 9:50 AM): I hope so Weber. It's taken me years to get clear on it myself....I'm hoping that the site will generate enough interest, because I know the programs work.

THE WEB NEWSROOM ( (12/31/2001 9:50 AM): Entered the room.

George ( (12/31/2001 9:50 AM): Your answer works but it doesn't differentiate us from the crowd.

weber (12/31/2001 9:51 AM): Rob: Is it just B2B or are you doing consumer programs too?

Terri Robinson ( (12/31/2001 9:51 AM): George, what does differentiate you from the crowd?

Rob Frankel ( (12/31/2001 9:51 AM): That's true, George. But I'd have to know the crowd better to work on this in real time. Is there something that you provide that's better than what your competition provides --some way you're going beyond the call of duty and helping?

Rob Frankel ( (12/31/2001 9:51 AM): Weber ii-legions works for both B2b and B2C. doing both.

George ( (12/31/2001 9:52 AM): The community exposure we create and the word-of-mouth advertising results in a self-perpetuating system. Try to find a good word for self-perpetuating.

mandyky (12/31/2001 9:52 AM): maybe "help planning your legacy" which ties in your URL..

Rob Frankel ( (12/31/2001 9:52 AM): George, you're just word-smithing. Not branding.

Tracy - (12/31/2001 9:52 AM): "Generate major gifts for your non-profit... again and again."

George ( (12/31/2001 9:52 AM): We talk to the donors. We take an interest in them. And we thank them over and over. This develops strong relationships that lead to major gifts.

George ( (12/31/2001 9:53 AM): The target market is large foundations however, not donors.

Rob Frankel ( (12/31/2001 9:53 AM): Maybe you should focus on the relationships you build. Merchandise that part.

George ( (12/31/2001 9:53 AM): Tracy, your suggestion is very interesting.

Rob Frankel ( (12/31/2001 9:53 AM): Are you repping the foundations or the people requesting?

Tracy - (12/31/2001 9:53 AM): You do donor management for non-profits?

Rob Frankel ( (12/31/2001 9:54 AM): I am, possibly for the last time in 2001, confused.

weber (12/31/2001 9:54 AM): The thesaurus doesn't give any suggestions

George ( (12/31/2001 9:55 AM): We develop donor relationships and then through the kiosk and Web site give community and worldwide exposure to the donors and the foundation.

Ben Woodward ( (12/31/2001 9:55 AM): Don't sell yourself short, Rob. it's still early in the day. ;)

Rob Frankel ( (12/31/2001 9:55 AM): NEVER use a thesaurus. If it doesn't click with you naturally, it won't with anyone else, either.

George ( (12/31/2001 9:55 AM): Your not confused, you're just getting revved up.

Rob Frankel ( (12/31/2001 9:55 AM): That's why I said "possibly" Ben.

Tracy - (12/31/2001 9:55 AM): If your product is management of major donors for foundations... then maybe focus on differentiating that service.

weber (12/31/2001 9:56 AM): I use it to spark ideas.

Rob Frankel ( (12/31/2001 9:56 AM): George, your gig gets money for large foundations?

George ( (12/31/2001 9:56 AM): Your line about the thesaurus is right on the money.

George ( (12/31/2001 9:57 AM): Yes.

Tracy - (12/31/2001 9:57 AM): When you said "gifts for non-profits" I imagined my local charity.. it didn't communicate that you are into the largest donors and foundations.

George ( (12/31/2001 9:58 AM): Thank you Tracy. Good Point. I thought major gifts said that.

Jonathan Cohen ( (12/31/2001 9:58 AM): how about a simple tagline like "Give thanks to your donors. We'll help." ?

Tracy - (12/31/2001 9:59 AM): $5000 is a "major gift" to a small nonprofit. (12/31/2001 9:59 AM): Or - "Good Gifts, Give Good"

Rob Frankel ( (12/31/2001 9:59 AM): Anyone else not synching up with PlannedLegacy as the "regenerating gift"? Or is it just me?

mandyky (12/31/2001 9:59 AM): maybe a place to start is with a success rate - what percentage of donors you work with give to what percentage of your clients?

Rob Frankel ( (12/31/2001 9:59 AM): (LAST MINUTE)

Jonathan Cohen ( (12/31/2001 9:59 AM): Rob - I like my idea better ;-)

Rob Frankel ( (12/31/2001 10:00 AM): Okay, everyone HAVE A GREAT 2002! I have to run and check my EBay auction! Thanks for all your support and help this year....

George ( (12/31/2001 10:00 AM): All the donors we work with contribute over and over to the same foundation.

Tracy - (12/31/2001 10:00 AM): Yes, Rob..."plannedlegacy" sounds like a service for people who want leave money to charity in their wills.

Tamra ( (12/31/2001 10:00 AM): I think of starfishes as regenerating...makes my brain stop dead trying to figure out what they do

weber (12/31/2001 10:00 AM): I thought it was some sort of investment company, or statue company

Terri Robinson ( (12/31/2001 10:00 AM): the name seems more to indicate the giver than the receiver to me

Rob Frankel ( (12/31/2001 10:00 AM): Feel free to stick around if you like.

Terri Robinson ( (12/31/2001 10:00 AM): Rob, everyone, GREAT session today!! See you in 2002!

Jonathan Cohen ( (12/31/2001 10:01 AM): see you in 2002 Rob

George ( (12/31/2001 10:01 AM): The starfish point made me laugh. Love the suggestions all. Thanks!

mandyky (12/31/2001 10:01 AM): Have a happy and healthy new year all..

weber (12/31/2001 10:01 AM): Marx Bro.'s film festival on TCM I think Jan 1 showing all their movies

Tracy - (12/31/2001 10:01 AM): George.. It seems to me your clients are the foundations, not the donors. I think your stuff needs to focus on that. Although you can use the legacy thing for the donors you manage.

Tamra ( (12/31/2001 10:01 AM): Have a great New Years everyone! I'll see you all in 2002. Starter thought for next week -- what's the brand for 2002? This was the year of the Terrorist, it seems....

George ( (12/31/2001 10:01 AM): Tracy, it is about people who leave money to charity in their wills. But that is only one of many aspects.

Terri Robinson ( (12/31/2001 10:02 AM): Tamra - how about the Phoenix rising from the ashes for 2002 <grin>

George ( (12/31/2001 10:03 AM): We generate major gifts, planned gifts, help with capital campaigns etc. All just by taking an interest in the donor.

Tracy - (12/31/2001 10:03 AM): I think a lot of us have that problem, George... we do a number of things for a number of clients... and we try to bundle it all up, ending up to generalize to say what our bread-and-butter work is.

George ( (12/31/2001 10:04 AM): Precisely, and according to Rob's book, that is a problem. Not focused enough.

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