1. Kristen Rotz President, United Way of Pennsylvania PANO Collaborative Conference

2. What’s your purpose? Share knowledge This organization is responsible for serving 4,000 Pennsylvanians who need training which will help them find their next job. Last year we placed 85 percent of our clients in full-time positions, and more than half of them included health care benefits. Build will This is Angela, a client who is a single mom that landed a full- time job thanks to training she received in our program. It pays her 80 percent of the median salary in our county plus benefits. State support is essential to this job training program.

3. Techniques for Building Will Find an existing connection Build a connection – “meet someone we helped” Shared Goals or values Ambassadors Match a need with a solution Draw them into a vision for the future

4. Telling your story Avoid Chicken Little – orient toward the results, not the crisis. Define your niche –what would be missing in your community without your organization? Appeal to emotion, but keep it positive Appeal to logic with data and research Storyteller should establish expertise Connect the dots between your solution and how it makes a difference Include an invitation

5. Source: Influencer: The Power to Change Anything by Joseph Grenny et al

6. What do you do when the sky is falling? Use facts to communicate the threat. Find more messengers. Provide “need to know” information to affected stakeholders. Stay up to date – scan the environment. Refresh your message at key turning points.