Once you've identified the groups on your organization's Treasure Map^®, their resources, self-interests, how they relate to one another, and what fantasy groups might still be missing, it's time to get to work.

Specifically, who are these people? You'll need to make lists of the individuals in each of the groups. For example, names of specific vendors. Have your accounting department (or person) print you out the list. Names of your volunteers. Your board, former board, funders, etc.

Then look over these master lists and choose the first ten people you, personally, would like to have attend a Point of Entry^® Event.

Looking at your organization from their point of view, often a little warm-up, refresher, or clean-the-slate chat might be in order.

An easy way to see if these folks are even contenders for inviting to your Point of Entry is to interview them. This does not need to be formal, unless you prefer it. You can work these questions into your normal conversations with these ten people. When you're driving together, having lunch, attending a meeting, etc. It's fine to schedule a more formal time to conduct the interview, if the person is not someone you regularly see or if more private, set-aside time is warranted.

This is strictly an information gathering interview. You are not, in any way, asking for money. You don't want their money. You want their thoughts, their opinions, their advice.

At the end of the interview, if they seem genuinely interested in what you do, you can invite them to your next Point of Entry Event.

TREASURE MAP INTERVIEWS

Interview at least 10 people, from as many different groups on your Treasure Map as possible. The following suggested questions will get you going:

• What do you know about our organization?
• What images come to mind when you think of us? (You may be surprised to learn that even if they have never heard of you before, certain images will come to mind for them.)
• How did you come to know about us or become involved with us? (Let them tell you their story.)
• What do you like about being a friend of our organization?
• Where or how do you think we're really missing the boat? (Notice your tendency to become defensive; but keep thinking about what they're suggesting from their point of view. To them it will make perfect sense.)
• What advice do you have for us? (Regardless of how little they may know you, they will have plenty of advice which they feel is sound. Everyone loves giving advice.)
• What cues might we have missed from you? (Such as: "After all those years I've been sending in those $100 checks, I'm surprised no one called to ask me to give more.")
• How better could we be telling our story?
• What could we be doing to involve more people?

Remember: the interviews have no hidden agenda. You're not trying to get anyone to give you anything. Your only objective is to listen carefully to what it's like for that other person with regard to your organization.

At the end of the interview, be sure to thank them sincerely for their time. Jot down what they said, your impressions, and any thoughts or ideas the interview may have triggered for you.

Be sure to have someone collect and synthesize all the notes, preferably in your data base "notes" section.

If you take the time to really listen, the interviews will tell you everything you need to know to involve the person in the way they would like to be involved.

"Listen" is the flip side of "involve."