Amazon is now a leading global seller not only of books but also of music and movie DVDs, video games, gift cards, cell phones, and magazine subscriptions.Like Walmart itself, Amazon combines state-of-the-art CBSs with human resource practices reminiscent of the nineteenth and early twentieth centuries.The best way to dominate your donor visits, get more funds and create real, lasting connections with your nonprofit … In other words, by the time you are , you should have rehearsed the many paths the conversation could take MANY times before. That way, they’ll be able to prepare their response, objections and questions. Reading a Power Point feels like an easy way to tell your audience all the info they want and be sure not to forget anything important.Understanding your talking points, how you’ll graciously address common objections and the exact way you’ll frame your ask you to stop thinking about these things and just focus on talking with the donor. But instead, you fail to keep your audience engaged.In December 2009 Mark Onetto, chief of operations and customer relations at Amazon and a close collaborator of Bezos, gave an hourlong lecture on the Amazon Way to master’s of business administration students at the University of Virginia’s Darden School of Business.Onetto is a disconcerting figure, because once he starts talking, style and substance are in sharp contrast.Don’t be scared of sounding weird or too forward by asking things like, “What do you think is the biggest challenge we face in this area?” Provoke interesting reactions that are memorable, not boring, formulaic encounters.
But to get there, you need let yourself be not-boring enough that they can have fun talking to you.Amazon equals Walmart in the use of monitoring technologies to track the minute-by-minute movements and performance of employees and in settings that go beyond the assembly line to include their movement between loading and unloading docks, between packing and unpacking stations, and to and from the miles of shelving at what Amazon calls its “fulfillment centers”—gigantic warehouses where goods ordered by Amazon’s online customers are sent by manufacturers and wholesalers, there to be shelved, packaged, and sent out again to the Amazon customer.Amazon’s shop-floor processes are an extreme variant of Taylorism that Frederick Winslow Taylor himself, a near century after his death, would have no trouble recognizing.Use strategic silence next time you talk with anyone. Finally, always ask for a to contribute to the cause. Because it takes the burden off of the donor to figure out what size of a donation is necessary. They don’t know anything about your campaign goals.