At Wellspring Consulting, we work entirely with nonprofits. I am often deeply moved by the leaders in our client organizations, their selfless approach, and the missions they are serving.
I vividly remember one day when we were helping the leadership team at Open Circle rethink their pricing. Open Circle trains grade-school teachers in methods to help their students learn how to get along interpersonally. To assess Open Circle’s pricing, we studied their competitors, interviewed their customers, and built an economic model of their costs and revenues. We found that Open Circle could charge more for their services, and we suggested that they do so. But Lisa Sankowski, Associate Director at Open Circle, pushed back, saying, “We wouldn’t want to charge the schools more. They’re already under enough economic hardship, and higher prices would only make it harder for them.” So we chose not to increase prices to the schools. Instead, we presented funders and donors with a clear depiction of Open Circle’s economic model to demonstrate why additional support was needed. This worked. Open Circle raised more money and met their economic needs.
To me, Lisa’s response crystallizes something I love about the nonprofit sector, and which I have seen many times over. Leaders of nonprofit organizations care deeply about the ultimate wellbeing of their customers. Laura Walker, President and CEO of New York Public Radio stayed at the radio station through the terror of 9/11, keeping it open while the frightening chaos rained about their offices. Thanks to her bravery, listeners all over the city were helped in their response to the crisis. Debbie Bial, Executive Director at Posse Foundation – which supports low-income youth in going to top colleges – communicates an infectious enthusiasm about Posse’s kids, their talents and their potential. Through her leadership Posse now operates in ten cities across the country, and she has personally taken scores of photos of radiant young adults on their college graduation day, which now hang on the walls and website pages of the Foundation. And Kathy Douglass, who left a lucrative career as a partner at one of the top law firms in New York City, founded In Motion, an organization providing free legal services to victims of domestic violence. Over 20 years under her guidance, the organization has served thousands of women.
Daily, I am touched by such leaders’ caring, vision and tenacity. I believe in them, and what they are doing. I am stirred by the amazing ways they are making change happen. And through them, I am able to be a part of something much larger than myself.