“Who cares most if we succeed or fail?” ~ Jason Saul, author of The End of Fundraising: Raise More Money By Selling Your Impact, on how to build a stakeholder map
My friend and Compass Board Member, Lon, suggested that I read Jason Saul’s book as we begin to put together the financial plan for Compass. I’m actually going to work through the book with the Board because our main financial goal is to be a fully self-sustaining organization – exactly what Jason Saul advocates in his book. We want fundraising to be the gravy of our financial plan, not the main course. Jason Saul gives us a way to do that, and his book is a solid resource for anyone starting or running a business, nonprofit or for-profit.
The biggest take-away from the book is something I often heard in business school and the greatest I have learned from yoga – focus is everything. We cannot be all things to all people. If we try to do that, we end up being of very little value to anyone. Does that mean that what we offer is only useful to a handful of select people? Absolutely not. It may well be that everyone who comes into contact with your products and services takes away something positive. The question at hand is one of focus – yours. Where do you put your time and energy, both precious and finite resources? And to answer that question you need to figure out who you serve and why you matter to those customers.
Compass Yoga‘s ideal students are the once who aren’t going to walk into a traditional yoga studio. They’ve never tried yoga or meditation before though they’re curious and want to give it a shot because they want to be happier, healthier, and more at ease in their daily lives. And they have some specific therapeutic reason for seeking out yoga.
Could a long-time practitioner who is happy, healthy, and at ease get something out of a Compass class? Of course. Would I turn these people away from a class? Absolutely not – they will always be welcome. I remain steadfast in my belief that yoga is for every body. I’m just not the right teacher for every body and every student is not right for me. I love people who have the courage to begin from zero; I love to be a guide. My energy is focused on those beginners, and if others get something out of the teaching, then all the better.
The question “Who do you serve?” is fundamentally about finding our place in a crowded field; it’s about defining a way to shine with our gifts in one hand and our passion in the other. It’s about finding our authentic purpose and the people who will benefit most from us fulfilling our destiny. I have tremendous empathy for beginners and for people who are challenged with health issues, be they mental or physical. I was one of them and I will never forget how that felt. I will also never forget how useful yoga and meditation were to me in times of real trouble, and how much comfort they continue to provide on a daily basis. By serving those beginners who are challenged with health issues, I’m paying forward the gifts my teachers (and there were many!) provided to me.
It’s a nice idea to be inclusive and giving to anyone who wants to learn the lessons we have to offer. I recommend it as a way of life; I don’t recommend it when developing a business plan. Figure out exactly who you serve and why you’re the best person to provide that service to those customers. In business, focus is rewarded. Go too broad and you are setting yourself up for irrelevance.
Christa Avampato 