For example, showing up on time for a meeting communicates trust to other attendees – even if they’re late. They know they can depend on you. In addition, it is important to look appropriate and use appropriate manners. At a recent networking breakfast I attended, attendees were seated at round tables and served. One person at my table was waiting for a special meal while everyone else was already served. 7 of 9 remaining people began eating before his food arrived. These bad manners communicated disrespect and could cost someone business. Then there was person who was cleaning his fingernails during presentation…

Demonstrating your knowledge must also be handled carefully. Take care not to use jargon or big words to make yourself look good. This behavior could backfire by communicating a big ego and/or a lack of confidence. Instead, when encountering individuals or informal groups, ask them about their business and what types of customers they’re seeking. You will discover a lot of very useful information and can sometimes see if this person would be a good customer for you. You will usually get your turn to talk about your business, and now you can customize your pitch to their needs. You also come across as a caring, attentive business person.

When talking in front of a more formal group, make talk as interactive as it is logical to do so. This tells your audience you are there to give them what they need. Whether you’re giving information to people in your own company (who might review or promote you) or to prospective customers, it is again important to use language they will understand. Coming across as a know-it-all turns people off.

Speaking too quietly or with a thick accent can also work against you. If people have to try too hard to understand you, they may just give up. An easy way to work on this aspect of communication is to leave messages for yourself or friends on answering machines. I knew a salesperson from another country who made dramatic improvements in being understood using this technique. Speaking too quietly could also communicate fear or a lack of confidence. That is definitely not going to get you customers.

This is an extreme year, but based on my experience with non-profits, these problems are nothing new. Non-profits, while very passionate about their missions, can also be dangerously short-sighted, not wanting to think about “what ifs” and prepare contingency plans. This leads many organizations to be caught in a revolving state of emergency. I am also a volunteer for American Red Cross, whose mission in to help people prepare for and prevent emergencies. Most non-profits could stand to learn a lot from this philosophy. The issue here is sustainability. Having foresight, management strategy, and reserves to weather storms like current budget crisis.

There are several components to a sustainable non-profit strategy. The first is obviously building a diversified funding base. We are advised to do this with our own investment portfolios and for good reason. Non-profits need to continually be looking for new and varied funding sources. These could be fee for service ventures, corporate affiliations, updated fundraising campaigns, adding board members with financial clout, or targeting new donor segments. Complaisance with status quo funding, can eventually lead to crisis.