Tony’s guest this week:
David Hessekiel, president of the Peer-to-Peer Professional Forum.
Also, Caryn Stein, vice president of communications and content at Network For Good.
There’s more at tonymartignetti.com
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Tony’s guests this week:
Susan Gabriel, senior associate at Cause Effective.
And Alec Stern, founding team member and vice president for strategic market development at Constant Contact.
Read and watch more on Tony’s blog: http://tonymartignetti.com
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Tony’s guests this week:
Ross Minichiello and Mary Carlin, principals of Riverside Digital, with Gloria Ramon, director of development & communications for Brooklyn Legal Services Corporation A.
Also Deborah Stanley, a consultant with Blackbaud.
Read and watch more on Tony’s blog: http://tonymartignetti.com
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Tony’s guests this week:
Sheila Kelly, vice president of development at The Michael J. Fox Foundation for Parkinson’s Research
Pamela Mohr, executive director of FACES at NYU Langone Medical Center
Wendy Kleinman, president of WK Planning
Gene Takagi, principal of the Nonprofit & Exempt Organizations Law Group
Read and watch more on Tony’s blog: http://tonymartignetti.com
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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent it’s july twenty sixth i’m your aptly named host. Oh, i hope that you were with me last week. I would suffer atrial fib relation if it came to my ken that you had missed maria cuomo cole on relationships miss cole, a philanthropist and board chair of help yusa, shared the professional value of all her relationships, including her mom and how they’ve helped her and help yusa succeed. We talked at the june meeting of executive women in non-profits part of new york society of association executives and tumbler tactics, amy sample ward, our social media contributor, co author of social change, anytime, everywhere and ceo of and ten, explained the value of tumbler, how to decide whether you should be in it and how to get started this week, the event leadership puzzle from the association of fund-raising professionals, new york city fund-raising day in june, our panel solved this puzzle for honorees, chairs, hosts and event committees, from goal setting and recruitment to motivation. And thanks, i was with sheila kelly, vice president of development at the michael j fox foundation pamela more executive director of faces at noon you langone medical center and wendy kleinman, president of wk planning also back to board basics jean takagi are legal contributors back this month. We’re talking about who belongs on your board and for how long should you ceo beyond the board? Is it okay if your ceo chairs? What about term limits? Jean is principal of the non-profit and exempt organizations law group between the guests on tony’s take two my block this week is women’s touching relationship stories my pleasure now to bring the event leadership puzzle to you from fund-raising day new york city last month here’s that interview welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand thirteen, we’re at the marriott marquis hotel in times square in new york city, and our subject now is event leadership with me r sheila kelly, vice president of development for the michael j fox foundation for parkinson’s research on in the middle is pam moore, executive director of faces at noon you langone medical center, and wendy kleinman, president of wk planning limited ladies welcome it’s a pleasure, wendy let’s, start down the other end. There what what’s the trouble with that non-profits have of the challenges that they have around event leadership. Well, i think there are a lot of non-profits today, everybody is vying for the same dollars and everybody’s buying for the same audience everybody would like to have the same leaders at the helm, many of whom have been over asked, and i think it’s also it’s identifying, you know, the right match when you invite somebody to take on the leadership role it’s important that you identify what the organization’s needs are and you try to find the right person teo approach that matches and believes in your mission and who feels that they can help you raise the funds you need. Okay, pam, these thes leadership positions can take a lot of different titles, right? A lot of a lot of possibilities. What a quaint listeners with what, what the scope is that we’re talking about. It could be anything from being an honoree to an event where you’re expected to bring in a certain amount of revenue, either giving it or getting it. It could be whether you’re chairing an event, it could be whether you’re sitting on a benefit committee vice chairing an event there are so many different titles, so many different forms of event leadership, but the most important common theme is that everybody needs to know what their expectations are in advance, so they understand what their role is in your event. Okay, making expectations very clear and i guess also gold setting, i guess. Sheila, for the event itself. Yeah, it’s, it’s, tremendously important to be very clear from the outset what your goals are for the event, both from a revenue perspective and also just what you’re trying to achieve for the for the organization and making sure that the people that have a leadership role with that event no, what what they need to do to help achieve that goal on dh, that i think when you find the right people and they know that they are part of something that, you know, there’s there’s a distinct goal for they’re going to be more willing to sort of step up to the plate and take on what you’re asking them to d’oh okay, now we just have about twenty minutes together. So why don’t we start at least our focus and maybe we’ll end there. We’ll see with the committee. Get your volunteer committees. What? What? What kind of what committees are we looking to recruit? First, i think it’s very event specific. It depends on the kind of event that you’re hosting. So if you’re hosting a golf event, for example, your committee could be helping you plan the event. They could be helping you with all the details. But if it’s your gala and, you know, we have a large gala, really? We look to our committee’s simply for fund-raising and for forgetting new people to come to the event and to help us expand our network. So i think it’s it’s about being sort of clear about with the specific events what you’re looking for, people to d’oh. Okay. And how do you start the recruitment process? A tte michael j fox foundation for us for bone event volunteered for event volunteers. Now we really do look within our network. We have so many amazing supporters who care about our work. I think that that’s key. You want to make sure that the people who are are involved have a direct connection to to your mission and to what you’re what you’re trying to achieve and so looking within first before going outside makes a lot of sense because there are people right there who are going be willing and able to get involved, and so that’s that’s typically where we start and also people self select, you know you will have people within your network who will who will raise their hand and say, please let me know how i could be of help and it’s if that person is, is the right fit. You know you should take them up on that for sure, pam, what wanted your quaint listeners what’s the work of faces at the gnu lango in medical center? So faces stands for finding a cure for epilepsy and seizures. We are an organization within and why you and go on medical center that raises funds for research, education programs, advocacy for patients with epilepsy and their families. Okay, and where do you start your recruitment process for event volunteers? So i’ve lived two very separate lives, one working for a major health care non-profit and the other one now it faces, which has only been eight months what’s so amazing to me. About my job now is that i’m dealing with a grateful patient fund-raising so i work directly for dr orrin devinsky, who is the director of the comprehensive epilepsy centre at n yu, and we work directly with the people that we impact every day. So where i’m looking for events, volunteers or donors or chairs or honorees, they’re all people that have been impacted some way by the comprehensive epilepsy centre and a recipient of some service that we’ve provided so it’s building relationships with the existing folks that have been involved and seeing who they know that they want to get involved and then being introduced to new people. One of the things that were actually looking to do with our board is to create a board event. We really want to get the word out. People don’t know enough about epilepsy, seizures and how common it is, and one of the ways that we want to do that is not just our gala, because not everybody wants to come to a gallon, so we’re working with our board to develop an event where they invite some of the individuals that they network with so they can hear. About what’s been going on in the world of epilepsy right here. When did you have advice for smaller and maybe midsize shops that that may not have the internal constituency? Teo look to first for event volunteer leadership. Well, every organization has somebody who is in charge, and that person is out in the world all the time. So what we do is we try to encourage every mind, whether it’s, the board or it’s, a executive director or the director of development, or even if it’s a small committee made maybe two or three people that they should always remain cognisant of of a good candidate is just in their travels through life, you know, in the workplace or in their social life. Oh, you know, we mentioned earlier in the panel, you know, everyone goes to cocktail parties and many people have jobs full time jobs in addition to the non-profit work they volunteer for so on, and then, you know, you talk about what you do, and if somebody expresses an interest in wanting to learn more that’s someone who could be a potential candidate to get involved in your organization. So that’s one way of looking at the outside to bring people in, they don’t have the infrastructure to pull from, like, a donor of strong donor-centric urging those conversations and basically that’s essentially good branding to yes, people should all your people well outside fund-raising should always be talking well about the organization and and know what it’s needs are, i think, and those needs might be event leadership volunteering. Exactly. And i think it’s it’s learning how to talk about what the organization was also in a very friendly, approachable manner on dh to make it interesting because people want to know who you are, what you like to do and where you spend your time what’s our next step, then wendy, you’re the consultant on the panel what’s the next step, after we’ve identified some people who are potential leaders of the event, how do we start to approach? What should we be talking about with them? Well, i think you can you can meet on a one to one basis. Maybe initially, teo, explain all the different areas where the organization might need some health. It could be joining the committee. There might be a greater interest in the board, which has a bigger picture approach, or the gala committee, which might be specifically for one event. Uh, and everybody has their different strikes. Some people are better at selling table. Some people are better at bringing an auction items. Some people are better at selling journal. Latto. So i think, it’s it’s, having that discussion and trying to find someone’s comfort zone and really assess their capabilities, where their strengths are, ok? And i think it’s a mutual decision sometimes, and that makes a lot of sense for all volunteer positions. Really? Yeah, from the board. Teo teo. Someone who’s, doing something, not his time consuming but way, want to be engaging people where their interests are. Okay. Talking alternative radio twenty four hours a day. 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So gain special access to the ivory tower. Listen to me. Very sharp. Your neo-sage tuesday nights nine to eleven new york time go to ivory tower radio dot com for details. That’s. Ivory tower radio dot com e every time i was a great place to visit for both entertainment and education. Listening. Tuesday nights nine to eleven. It will make you smarter. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com durney yeah. Sheila. Pam, do you want to share how you approach people for for these kinds of positions? Anybody wanna with your first up? You know, for us, really? It’s it’s, the relationship building in stewardship is is sort of the most important piece, right? And i think to wendy’s point people have different strength. And so when you find someone within your network, or or someone who’s new to you realising what they want to be involved in, there might be someone who is very interested in events. There might be someone who’s just interested in helping to to find new donors. There’s, you know, there’s lots of different ways that you can engage with people in it. What we what we refer to it, the fox foundation is giving someone a seat at the table, you know, having them feel that they are, they might. They have separate work outside of what, what they do with the foundation. But they are an extension of what we do and making sure that they feel that they’re armed with the right tools in the right messaging so that they can speak to the work of the foundation as well. I think that’s hugely important you want you want all the people who are associated with your foundation and with your mission out there talking about the things that are important and it’s the job of of the internal people to make sure that they have all the right information, that they’re on the support that they need? Absolutely what do we do now? So we’ve recruited suppose there are some committee members who aren’t quite pulling their weight, sam, i imagine that gets frustrating to those who are how do we how do we deal with that situation? I’ve dealt with that situation many times, so i think the first thing that actually needs to happen is and we had talked about this earlier is roles and expectations. I think that when you’re working with an event committee, the most important thing that you can do from the beginning is give them the rolls and expectations, so they understand exactly what’s expected of them this way. There’s really no question about what they’re supposed to be doing and what the result is supposed to be. These committee members need to be treated as leaders because most of them are probably leaders in their industry, they need to understand that the event that they’re working on, you know, the funds raised for this event are directly impacting the mission of the organization, and they have tto take ownership, and they have to own the actual event and understand that what we’ve, you know, and we’ve talked about this earlier during our session, what tends to happen is that if you do have individuals that aren’t pulling their weight on the committee, but you have people that are many times those people will almost self select away from the committee because they understand and recognize that they’re not doing what needs to be done in order to get to make it happen. Ok, in order to reach that goal, all right? That’s helpful? What if they don’t start self elected? Sometimes it could be it could be a problem, obviously, i you know, i’m a shoot from the hip kind of person if there’s somebody who’s not pulling their weight and they’re bringing the rest the committee down, it would probably be an individual conversation with that volunteer and letting them know that, you know, this is really what we expect for. The level of what this event is, perhaps this isn’t the right police for that particular volunteer, maybe there’s another part of the organization a lower level event, some sort of program we understand that they’re completely passionate about the mission and the cause, and they want to continue to remain involved. But maybe this particular event isn’t the right match for them and let’s identify what might work and as long as you know you can find that place for them, they’ll be happy. They don’t want to be a part of something where they feel like they can’t give what the other people are giving that’s also kind of, you know, it’s, it’s, it’s not a comfortable place to be. I would think. Sheila, what about having the committee organize themselves in terms of who’s going to be a leader? Who’s going to take on? What do you prefer to see? The committees decide that among themselves or you appoint people once they’ve agreed to be part of a committee, appoint them to certain certain positions we typically help with a structure. This is it’s really more apparent in some of our smaller events that are led through? Our community fund-raising armed with team fox way. Find that people really do want teo want to know what what we need of them. And as we were talking about in the panel, people that do this for a living, we would probably we were all on a committee. We would self select ourselves, right? And we would be able to divide ourselves up. But that’s not everyone’s, core strength. And so i think guidance in this area is key. And if you if you have a group of individuals that are passionate and they want to help and they want to get involved, helping them with the structure is very important in terms of the overall success of the event. Okay? Anybody want to add tio having the committee cam or wendy having the committee decide among themselves and versus lending structure? I think that there are some individuals, you know, much like sheila had said there are some individuals that might know, you know, if we were on an event committee, we would probably know what we would be good at. Whether i would be really great it’s sponsorships and shell. It would be really great. A ticket. Sales or whatever that looks like and every so often you obviously want to honor the request of a committee member that says, i really want to work on this, you know, and what i usually do with the committee when i am dividing them subcommittees, i give them a interest for him and they’re going to fill it out, and they’re going to indicate what theywant, obviously, i don’t want to put somebody in a role where they’re selling something if their strength might be planning, but most of my committees that i have formed, we’ll have some sort of fund-raising, you know, commitment to it, but that level might very depending on each individual person, so i don’t necessarily let them make their, you know, they can select what they want, but in terms of the overall leadership structure and setting that up and dividing them up and letting them know and, you know, i’ve handled that as a development professional, okay? I’m sorry, wendy, was there something you want to add to that? Well, as consultants, we’re we’re a little bit more objective, and sometimes we can observe a committee in a different way because we’re not. Dealing with them every day like hammond, sheldon might be in the sense that their internal so, you know, we’re asked for opinion about almost everything when it comes to putting an event together, so that includes sometimes helping to identify who we feel or who we would recommend to be the chairs, for example, who shows the strength. Dahna and because sometimes the committee members themselves were just too close to one another that they can’t single each other out, so we’re standing a little bit apart, we could say, well, we think that she would be a great chair and then and that person would be a great co chair, and this person probably shouldn’t leave the auction the auction chair, for example, because they’ve been so influential ins and busy obtaining auction item, so sometimes the strength or more apparent to us and they are even to them, to the committee members themselves, so we just helped them identify that guy. What else can we say about these events leadership committees? I haven’t i haven’t asked you about more more advice around. Go ahead, i think one of the things that also came up in our most in the most recent panel that we just had is the importance of treating the committee as as a leadership group on treating them like a professional group of individuals who are there to help move the mission of the organization forward giving them, you know, in addition to setting the expectations that i mentioned before making sure that they have all the tools that they need in order to be the best that they can be, whether that’s making sure they have a budget, making sure they have a timeline, they need to understand what this event needs to gross. We need to understand the expenses behind the event, what it needs to net at the end of the day as well. They need to have those clear Job expectations 1 of the best examples that i had given is making sure that, you know, if let’s say you have a committee and they’re actually submitting a list and there soliciting individuals, making sure at the end of each week there’s a spreadsheet that’s organized by solicitor, so every single person on that committee understands what money’s come in, who is responsible for bringing it in how much and where they need to be to do this on a weekly basis. I’ll do it on a weekly basis during events season. Absolutely. So i think, it’s, just the same way that you would handle it like a business. You want to handle your event committee the same way they want to understand, they need to understand that you’re taking this seriously. This is serious. Without this money, the mission of your organization is not going to move forward, and i think if you treat it that way, they will treat it that way and it’s a mutually respectful and professional relationship. More more you want, i couldn’t agree more. I mean, transparency is imperative when you’re dealing with planning of events, and when you’re working with the committee, they need to know exactly what expense structure looks like what the revenue expectations are so that they can feel a part of it, you know, events event fund-raising is expensive. It’s it’s, one of the more expensive ways to raise a dollar and anyone that does it for living knows that. And so there’s always that balance of making sure that you’re keeping your costs down, that you’re doing that. You’re maximizing your investments, and again, many of these committees air filled with people who run their own businesses who have great perspective in this area and and using them to there, you know, to the best of their abilities is actually makes your event even better. It sounds like this kind of work for ah volunteer could be great cultivation to be, be enhanced, enhance the they’re their own giving, or maybe expand their volunteer rolls in the future. I mean, if there’s that kind of transparency and they see that it is run like a business, as you say, sounds great cultivation from or more activity, whatever, whatever, yeah, whatever form that takes, we’ve seen people move at at the fox foundation from someone who just gets involved at the team fox level who running, running a marathon and fund-raising from their peers to then joining, you know, our leadership council, which is sort of a junior board of directors, and you know that that level of engagement just continues, but it’s about making sure that you’re cultivating that relationship from the beginning in the right way, especially for people who want to who want to have a greater involvement with your foundation and i think it’s giving him that experience too, you know, it’s making sure that they’re having a positive experience. One of the best feelings that i have is when i’ve transitioned a committee that might not have been functioning as well in the fund-raising side and giving them these tools and providing, you know, changing the structure of a committee so that it functions the way we’ve been talking about and then having them get so excited about it. And then when they come to the event and they see this, you know, seamless, amazing galla golf cocktail party, whatever it looks like, they want to get more involved, and then they want to recruit other people to get more involved so it in turn by doing it this way, it might be a little bit more work on errand, but in the end, it’s going to increase our revenue and it’s also going to expand our relationships within the whole community. We have to leave it there, ladies. Thank you very much. Thanks for having us. Thank you. Pleasure. All three. Thank you. Sheila kelly ceded closest to me. Is vice president for? Development. Michael j, fox foundation for parkinson’s research pam mohr is executive director of faces finding a cure for epilepsy and seizures at the gnu langone medical center. And when d kleiman is president of wk planning limited again. Thanks very much, ladies. Thank you. Thank you for being with me. Tony martignetti non-profit radio coverage of fund-raising day two thousand thirteen. Thanks so much. And my thanks. Also to the organizers of fund-raising day twenty thirteen, sponsored by the association of fund-raising professionals. New york’s, greater new york city chapter. Gotta live listener love lots of new yorkers. Massapequa, new york, new york and brooklyn, new york. Welcome, live listener. Loved to you also new bern, north carolina. Gonna be there very soon, very soon. And washington, dc all up and down the east coast. Where’s there’s, nobody east of ah, nobody west of philadelphia and, well, we got santa. See joe argentina, that francesco or alejandra? And also ottawa, canada. Welcome live listener love to all of you will hit asia shortly. Right now we take a break for a couple minutes when we come back. Tony’s take two and then gene takagi with back to board basics. Hang in there. You didn’t think that shooting getting dink, dink, dink, dink. You’re listening to the talking, alternate network, waiting to get in. E-giving good. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you, too? He’ll call us now at to one to seven to one eight, one eight, three that’s two one two, seven to one eight, one eight, three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Hi, i’m lost him a role, and i’m sloan wainwright, where the host of the new thursday morning show the music power hour. Eleven a m. We’re gonna have fun. Shine the light on all aspects of music and its limitless healing possibilities. We’re gonna invite artists to share their songs and play live will be listening and talking about great music from yesterday to today, so you’re invited to share in our musical conversation. Your ears will be delighted with the sound of music and our voices. Join austin and sloan live thursdays at eleven a. M on talking alternative dot com. You’re listening to the talking alternative network. Schnoll hi, i’m kate piela, executive director of dance, new amsterdam. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Hi there, welcome back, i want to also send along with the live listener love podcast pleasantries, especially to germany, gooden dog have lots of german listeners to the podcast, from a site called podcast that d so good in dog to all end and podcast pleasantries toe all the german listeners. Time for tony’s take to my block this week is women’s touching relationship stories? Remember last week you heard my interview with maria cuomo coal, which was pre recorded at a meeting of executive women in non-profits after that, we opened the discussion of relationships to the group and lots of women shared very touching stories of people who have been important in their lives and help their careers. And i included just a couple of minutes of the group discussion in last week’s clip, but the whole discussion was about twenty minutes and it’s really very uplifting on dh very tender, and that video of the video of that interview is on my blogged at tony martignetti dot com and it’s, also on youtube, if you prefer to go there directly the channel israel tony martignetti cem very tender and touching stories from executive women running non-profits now and the audio is much better than it was in the clip that i played for you last week. And that is tony’s take two for friday twenty sixth of july thirtieth show of the year and show number one hundred fifty two. Jean takagi is with me. He’s, principal of neo the non-profit and exempt organizations law group in san francisco. He edits the popular non-profit law blogged dot com and he is at gi tak on twitter. Hello, jean takagi. Welcome back. I’m tony, thank you for having me, it’s. Always a pleasure. Thank you for joining us from the west coast. We’re talking about cem cem board basics this month on dh specifically, who should be on the board. And maybe for how long? Let’s. Start with the well, let’s start before we get into individual people. Do you see trouble or or challenges a lot of times around who belongs properly on a board? Well, i think a lot of organizations right now, tony, are struggling with recruitment, trying teo attain diversity. Getting a different skill sets on the board. Different representations of populations. Um, at the same time, it seems that the boards are very underutilized asset of many organizations in terms of the valley that they’re adding, or at least in terms of how the ceo or the executive director perceives the value add of the board of directors. And i think i’m going back to some of the board basics. Is a good place to start and explore some of these issues about not only what that board could be doing. But what, what aboard should be doing. You since you mentioned the ceo and their role with respect to the board, we polled listeners before the show and asked if your ceo is a boardmember and forty percent said yes, sixty percent said no. Should a ceo be a boardmember great question, so i think they’re different stages of evolution of organizations where whether the ceo belongs on the border not may change, and i’m going to sort of give you kind of the lawyers disclaimer about that i’m dunaj unconscionable thoughts on this, but there’s always going to be some exceptions tease general rules, and my general thought is tony, is that once an organization is matured, having the ceo or executive director on the board of directors can be troubling because of the potential conflicts of interests that are involved. And the big one is that the board is responsible for overseeing, evaluating the performance of and determining the salary and compensation of the ceo at the same time. If the ceo is on the board that is overseeing himself or herself, you can see the inherent conflict that’s involved. What couldn’t they? Couldn’t they recuse themselves from any discussions off of those issues? Yeah. Absolutely, and i think that’s commonly how organizations treated so if they’ve got their ceo on the board, whenever it comes around, too evaluating performance or determining compensation, the ceo recuses themselves from the board and the rest of the board makes that decision. However, that seems teo sort of discount the possibility that decisions on programs and finance and budget don’t also affect the ceo personally and the ceo very may very well have a personal interest in all of those aspects of an organization that are very important for boards latto oversee and make decisions on, and if the c e o by virtue of being on the board, i can control the board discussion and analysis of these issues, then it really creates a problem and allows the board to sort of get away from from mid duties of acting as the check and balance to the ceo. So is it not sufficient than let’s? Say we have a boardmember i’m sorry, we have a ceo who’s a boardmember um if they can contribute, but they don’t vote sounds like i mean, they still could they still control the discussion, but then they don’t have final decision. Making authority because they’re not a voting member of the board. It’s a great question the night, you know, i see lawyers actually struggling with this idea in many states and in california, we actually recently made a change or a proposal to a change in in the statutes about what is a director, and i think for most lawyers, the idea they want to get across to their clients to their non-profit clients is that there really is no such thing as a non voting boardmember and the reason for that is because boardmember have fiduciary duties, and they’re ultimately responsible for the management of their organizations. So while they khun delegate duties, toe officers and executives and ceo, they ultimately hold responsibility for what happens with the organization, and you can’t really ultimately hold responsibility is a boardmember if you can’t vote on the issues ah, yeah, so there really is no such thing as a non voting boardmember nonvoting director. What you may have, though, is a ceo or executive directors that is invited to attend in and participate in all of the board meeting’s except when the board meeting go into executive session and determining when the board should go into executive session without having the executive director there so that they can actually tied it by themselves on independent of the director, determine what is necessary to direct the organization and the future toe oversee the organization, how it’s doing in the present and in the past and do a little of what i’m going to quote somebody else’s term that they coined the lucy markets is a governance expert out of the uk, and she calls a stargazing about planning for the future and trying to determine how teo look into the future and make sure that the organization is ready to be able to respond to future challenges and take advantage of future opportunities a great role of the board that they probably don’t do enough for most boards don’t do enough of this when the ceo is they’re trying to ground everybody to the present, sometimes that future stargazing aspect is lost. So those are some of the reasons why maybe the ceo just recusing themselves at certain times isn’t isn’t the best idea. Well, that kind of cells short, visionary ceos, i mean, every ceo is not going to be wedded. To what’s happening this quarter in or this year and i think a ceo could be visionary and be looking fifteen, twenty years ahead doing that stargazing also, yeah, absolutely. I think we would hope that that when when, as a nonprofit organization boardmember myself, we would hope that when we hyre are ceos that we are looking for somebody that that has that inherent ability to be able to stargaze and be a visionary and a champion of that vision. On the other hand, i think we know, especially for smaller organizations, tony, and you’re probably well aware of this as well. Ceos are so burdened by the work of the day to day management of the organization that sometimes they just don’t have the opportunities, even if they have the skills t able to engage in that type of stargazing and board members may be in better position to bring their valley. So that added value that we talked about that board may not be giving enough of to an organization that’s, a really strong air in which they could do it and having the ceo lead, that would be great if that’s possible and then having the board, you know, sort of be the counterbalance and check, uh, to the ceo. Perfect, but if if the board is just relying on the c e o to champion all of the vision and determine what the vision is of the organization, he may not have the healthiest organization around let’s, go back to something you said a few minutes ago, jean the that you can’t really have a nonvoting boardmember because that that abila gates, the fiduciary responsibility of a boardmember was that i’m sorry was that was that california law or that’s a california proposal? What? Well, that’s california law and i think, while it may not be stated explicitly in other statutes, are depending upon what state your urine, i think that’s the general idea of most, if not all, of the states, that we’re not really supposed to have somebody who is a boardmember with the fiduciary duties of a boardmember, but otherwise unable to to vote on any of the issues do corporations for-profit corporations struggle with this? Also mean, my sense is that it’s routine for a president ceo to be a board member of a corporate board? Do you do you know? Do they struggle with this the same way? Non-profits are they absolutely do? Tony, this is a major topic of controversy and has actually been hitting twitter a lot in the for-profit circles as well among the governance experts and it’s close to a fifty fifty split about whether ceos they’re going to serve on the board of directors neither mainly mainly for larger public organizations. Oftentimes again, yeah, that the board is supposed to be the check and balance to the ceo and to bring the ceo onto the board might start to facilitate this rubber stamp board that just sort of agrees with a ceo and sort of puts all of their trust and relies on the ceo’s opinion just too far rather than acting is the check and balance, but it goes both ways because, you know, we haven’t really talked about the benefits of having the ceo on the board, and there there are some benefits, especially in the early stages of an organization. Do you have a visionary ceo? The only way that that ceo and possibly that’s, the founder of the organization to recruit the best members onto the board? Maybe if the ceo is on the board himself or herself because they’re the draw. They may be the draw to the organization, and without that person’s leadership, that organization may not be able to evolve to the next stage where, you know, i’m talking about where hopefully a cz the organization mature a little bit that you can get to a phase where their partners, the ceo on one side and the board of directors led by chair of the board on the other side, rather than blending the two together. But that may take a little bit of time to get to that stage, especially for small organizations, really depending upon the champion of the organization and its mission being the founders ceo and the boardmember all, at the same time, another advantage to having the ceo on the board sounds like would be that the other board members would be not so likely to get intruding into management day today. Issues. Yeah, but that’s that’s actually a good point. So sometimes, while directors ultimately have the authority tio and the obligation to ultimately manage the the organization that’s collectively, as the board of directors individually, board members have no inherent powers. At all. So that’s that’s something to really think about individually, director’s really don’t have powers unless they’ve been delegated to them as possibly officers of the organizations are agents for some specific tasks, but it’s a boardmember just by virtue of being a boardmember shouldn’t start directing employees of the organization and telling them what to dio even the executive director or ceo because it’s the board collectively that that overseas that that and not individual directors so i’m good, really good point let’s move to having a ceo chair, the board? What what’s concerns there. So all of the concerns of having the ceo being on the board of directors as a director are amplified when the ceo is also the chair of the board, and interesting enough, this was a recent article in the non-profit quarterly where and author just took the opposite position not now, fairly advocating it in all cases, but sort of making us aware that, well, sometimes a compensated ceo cancer because the chair of the board and it may be perfectly appropriate because what they want to do is completely aligned with what the board wants to do, which is advanced the organization’s mission is effectively and efficiently as possible, and if again the board doesn’t have a champion to do that other than this is the ceo, the ceo is almost resigned, teo being a member of the board and leading it forward so that part of the argument that that that author made but they’re the cons are again is that you can really encourage a rubber stamp board, you can lose the checks and balances that you’ve tried to design for the board, and ceos can, even without knowing that they’re doing so, make decisions that are based not necessarily in the organization’s best interests, but in the ceo, you know, ceos best interests as well, and not in terms of sometimes in terms of making more compensation for themselves or protecting their own job status, but sometimes it can be for more innocent reasons. Just the ceo thinks a certain way about a particular project and wants to protect that project ahead of others, perhaps, or looks to the present more than to the future of the organization and again in wanting to protect everybody, all the employees from from facing layoffs or anything like that doesn’t want to make that difficult decisions that might improve the effectiveness and efficiency of the organization in future, and really holds to the status quo, because there’s so many personal interests that are involved as well that the ceo maybe, like, here she is safeguarding too. So that’s where the board you know, it’s kind of this objective party from the outside looking in, khun really provide this different perspective for an organization. If you have the ceo of the chair of the board, designing the agenda of the board, being responsible for the education of the board and orientation of the board and preparation of all the board members before every board meeting, everything can get planted in a certain way to sort of direct everybody else to just approve. But the ceo is recommending and that that’s the danger of having a ceo is the chair, the listener pole. If if your ceo is a boardmember does he or she chaired the board, only thirteen percent said yes, and the other eighty seven percent said no that they don’t have that. We have just about a minute before we go away for a couple of minutes um, you’ve seen cases where the there’s, a volunteer chair of the board, and they’re identified as ceo of the organization. Yeah, and and that’s that’s kind of an interesting fact pattern that that oftentimes takes place even if the by-laws don’t say anything. So if you’ve got an executive director hired but your state law says that either the president or the chair, the board is the ceo, unless the by-laws state otherwise, even though you haven’t executive director, the chair of your board, maybe the ceo just by default of the law because you’re by-laws don’t say anything else, and that may not be a great place for a volunteer chair of the board tow want to be in should anything ever go to court and that person be held responsible as the ceo of the organization for understanding and knowing what the organization is doing on a day to day basis? And aside from the legal aspect of it, i think that would diminish the authority of the paid executive director. Absolutely. Here you’re absolutely right, and i wantto point to something that was on the april twenty sixth, two thousand thirteen show the guest was eugene fram, and he and i talked a lot about the title ceo versus executive director and how that and how executive director tends to diminish the authority of what, what he recommends. B b the ceo. We have to go away for a couple of minutes. When we come back. Jean, i’ll keep talking about board a six. Hang in there, stay with us. Dafs you’re listening to the talking alternative network. Schnoll are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. If you would like to explore the help of a private astrological reading, please contact me at monte at monty taylor dot. Com let’s monte m o nt y at monty taylor dot com. Talking alternative radio twenty four hours a day. God, that’s. More live listener love. Ah! Houston, texas. Yakima, washington. Rocklin, california. Outside sacramento. San francisco, california. And a masked us avenger listener. Tokyo, japan durney chua and we know that it’s francisco imbriano zara is francisco welcome. Lots of masked listeners in japan. Also bunch of mass listeners in japan, seoul, korea and goose on korea on your haserot and chung ching, guangzhou and shanghai, china. Ni hao, so happy to have all the live listeners. Love i love sending live listener love it’s, more like my live listener love, then love going out to you because i love doing it. Jean let’s see that’s ah, let’s continue with the possibility of having other paid employees or even contractors on the board. Seems to me this is getting messier the further we go, yeah, it can get messy hair as we go along and, you know, here in california, we actually have ah, state law that says for non-profit what we call public benefit corporations. So those air, the charitable organizations that are not not religious and focus, um, on lee up to forty nine percent of the board may be compensated or related to someone compensated and that’s, whether as an employee or an independent contractor, so a majority of the board essentially must be interested or not compensated or related to anybody confident no, jean, that still seems too high to me. Forty nine percent, i think, should be, like, ten percent. You know, most states actually don’t have that law at all in the vast majority of states don’t have that. So i agree with you that it would be great to have a small minority of the board compensated so the board can be can be the real checking balance in terms of making decisions that are not beneficial primarily for the employees directors, but primarily for the mission of the organization in most states don’t have those laws. And i think part of that is to accommodate some smaller boards where they may only be three or four board members to start out with. And you do have the founder, who’s compensated on the board and, you know, so e-giving ten percent, which would be very tough. Well, all right, well, then, say one out of force, you know, based on the size of the board. But but it seems risky tohave employees or even do you see this case where it’s it’s other employees or even vendors to the organization on the board? Yeah, way, absolutely, tio i don’t know, i don’t know, maybe i’m it just sounds crazy to me to have especially vendors on the well, no, actually, they’re equally bad to me vendors and and other paid employees aside from the ceo, i just don’t think they should be on the board at all. Yeah, you know, i for the most part again, generally, i would say i would agree with you, you really lose out on all the checks and balances that we talked about, even maur if you’ve got not only the ceo on the board but other employees or contractors as well, and then what about the situation, tony, if the ceo is not on the board but one of the vendors is on the board now, that creates, like this unusual situation where the ceo is really responsible for making sure that bender’s is performing under whatever contract that they have. But the vendors sits on the board that oversees the ceo and can affect the performance or even the retention of the ceo and that that’s kind of crazy, isn’t it? Yes, that’s, i can’t. I can’t see a case where a vendor or contractor to an organisation belongs on the board. I don’t care, even if they’re volunteering their time and the value of their services, or whatever, they, whether they’re volunteering or being paid, they just don’t belong and an employee’s equally bad. You know, some employees are on the board, but not other employees. I mean, what does that do to the peer-to-peer relationships, working relationships in the office? Yeah, they can’t create problems, but let me take the other side for just a moment. That lawyers love to do this right, then so let’s take the other side and say, well, what about a vendor who has been a great vendor paid vendor to the organization that’s been giving discounted rates to the organization all along knows the organization really well on dh if you continue to use that vendor, you just get far better value than you would by using any of her his competitors out there. And now you feel like the vendors so aligned with the mission of the organization, you actually value the perspective that this person could bring to the board and no one invite them onto the board. But you don’t necessarily want to take away this advantageous business kind of action that you have with this vendor, and you may be paying double if you go out and bring them on the board, but not continue to use their services. That may be a case where i say that’s, ok, you’ve to be very careful about this, but that may be okay to bring that vendor onto the onto the organization and in, you know, in a slightly different matter. What if you’ve got a board member? Who’s not a vendor right now, but he says, hey, i can leave my, you know, that’s, an extra business space, and we’re looking to expand i can offer you a lease that, you know, just half the price that you’ll find anywhere else, and you go ahead and have the all the independent board members of that that statement to make sure that what actually is much lower than when what fair market value would be for that space, and that may be another case where it’s okay, the boardmember eventually becomes the landlord of the organization, but that may be okay as well, but you do need the check and balance of independent board members to prove those type of transaction. So you’re not just relying on somebody saying that, yeah, we’re way cheaper than everybody else, you’re actually verifying that with the independent boardmember okay, well, i’m not willing to go that far with you. I think the the vendors perspective can be brought in by the by the ceo so that i think the perspective could be represented. And, you know, if the person loves the organization so much the way you’re describing it, i don’t think they would double the price just because, you know, way didn’t put them on the board. All right, i don’t need to do neither do i, tony, but, you know, it’s interesting board source, i believe, are no urban institute did a study of non-profits that have they’re they’re contractors on the board, and forty five percent said it would be difficult to terminate that relationship that contracting relationship and but only seventeen percent, haywood said it would be very difficult terminate that contract relationship and still keep that member on the board. So it’s an interesting thing, i think generally i agree with you, we don’t like the idea of having them on the board because of the conflicts of interest, but i can understand situations sometimes went when it might be appropriate. You’re more understanding than i am. Jean wait, we have to leave it there to be continued let’s do aboard basics again because we didn’t get to term limits. And then there’s also the question of, you know how often should the board meet? And i’ll bet you have some other topics. So let’s do board six again next time. Okay, that sounds good. I look forward to it. Excellent, i do to thank you, jean takagi, yet it’s the non-profit law blogged dot com and on twitter he’s at g tak thank you again, jean next week, a new feature out of the blue we’re going to bring people in that have offed be jobs and a connection to non-profits of course we’re going to start this with sand or cats he’s a fermenter, and actually he called himself sandorkraut and we’re going to talk about the history, benefits and methods of fermenting foods and he’s got a simple sauerkraut recipe and in a future out of the blue, we’re going to go from sandorkraut to santa claus, we’re going to bring in santa claus and mrs claus, they’re going to be in the studio in october, kicking off their busy season next week. Also, scott koegler returns he’s, our technology contributor and the editor of non-profit technology news he’s also in ina file, so that means fermentation is bad for scott koegler you want to follow me on twitter, i’m at tony martignetti our creative producer is claire meyerhoff. Sam liebowitz is our line producer, the remote producer of tony martignetti non-profit radio is john federico of the new rules, and we’re saying goodbye to regina walton of organic social media. We’ve had a terrific three year run with regina she’s, been with me from the beginning of the show, and you’re listening because regina promoted the show and you saw her good work, and that brought you to us. Thank you very much for gina it’s. Been a pleasure. I hope you’ll be with me next week. Friday, one to two p, m eastern, a tucking alternative broadcasting at talking alternative dot com. E-giving intending to be a good ending? You’re listening to the talking alternate network. Get in. Cubine are you a female entrepreneur? Ready to break through? Join us at sixty body sassy soul, where women are empowered to ask one received what they truly want in love, life and business. Tune in thursday, said noon eastern time to learn tips and juicy secrets from inspiring women and men who, there to define their success, get inspired, stay motivated and to find your version of giant success with sexy body sake. Sold every thursday ad. Men in new york times on talking alternative dot com. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. You’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. This is tony martignetti aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays one to two eastern on talking alternative broadcasting are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership? Customer service sales or maybe better writing are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment. Be more effective, be happier. And make more money. Improving communications. That’s. The answer. Talking. Hyre
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Tony’s guests this week:
Andrea Nierenberg, president of Nierenberg Consulting Group
Amy Sample Ward, membership director for NTEN and blogger at Stanford Social Innovation Review
Read and watch more on Tony’s blog: http://tonymartignetti.com
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Hyre hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent, i’m your aptly named host it’s october fifth, two thousand twelve oh, i hope you’re with me last week. Yes, i do simply i hope you were here because last week was the law of attraction to attract major gift prospects and potential board members, you have to put your best foot forward to get what you’re seeking. Melanie schnoll begun is managing director at morgan stanley private wealth management remember, she helps her ultra high net worth clients make charitable gifts and get on boards, and she had practical and valuable advice that applies to any charity soliciting a major gift or recruiting a boardmember also private benefits not dirty but bad. We’re not talking friends with benefits. These air the rules against private and your mint excess benefit transactions and private benefit generally these rules keep your charity operating for the public good. Emily chan from the non-profit and exempt organizations law group is our monthly legal contributor and she explained all those rules this week. Friends from from events andrea nierenberg, president of nierenberg consulting group, talks you through her friendly steps for meeting more people at events of any kind and building a real relationship with them. It’s. Remarkably simple advice and get engaged. One amy sample ward, our social media scientist, kicks off. Her new status as contributor. This month is part one of a series on riel engagement and building trust through online social networks. She’s, membership director for non-profit technology network and ten, and she blog’s for stanford social innovation review. Are you on twitter at this moment? If you are, then you should be following us on the hashtag non-profit radio on tony’s. Take two in between the guests, perseverance, that’s, what i blogged this week and that’s what i’ll talk about at roughly thirty two minutes into the hour. Right now, we take a break. When we returned, i’ll be joined by andrea nirenberg, and we will talk about friends from events. Stay with me, co-branding dick, dick tooting, getting ding, ding, ding, ding. You’re listening to the talking alternative network duitz e-giving. Nothing. Good joined the metaphysical center of new jersey and the association for hyre. Awareness for two exciting events this fall live just minutes from new york city in pompton plains, new jersey, dr judith orloff will address her bestseller, emotional freedom, and greg brady will discuss his latest book, deep truth living on the edge. Are you ready for twelve twenty one twelve? Save the dates. Judith orloff, october eighteenth and greg brady in november ninth and tenth. For early bird tickets, visit metaphysical center of newjersey dot or or a nj dot net. Hi, i’m donna, and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream are show new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life. We’ll answer your questions on divorce, family, court, co, parenting, personal development, new relationships, blending families and more. Dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever. Join us every monday, starting september tenth at ten am on talking alternative dot com. You’re listening to the talking alternative network. Duitz lorts durney yeah, welcome back. We’re always talking about big non-profit ideas for the other ninety five percent, and today is no exception to that. In the studio with me now is andrea nierenberg she’s, author of several books, and i’ll ask her to name a couple of those titles in a few moments. She’s, president of nierenberg consulting group, which you’ll find at nierenberg group dot com you’ll find her name is spelled and i e r e n b e r g nierenberg group dot com, and i’m very pleased that her work and her expertise brings her to the studio and the show. Andrea welcome. Thank you so much, tony it’s great to be here. It’s a pleasure to have you i’m glad you’re with us. Thank you were talking about friends from events. People get a little intimidated at events what’s what’s up. People do because they think that when they go to any kind of an event that they have to get something and i always say before you go, set a goal in your mind that you’re curious, you’re going to go to meet a couple of new people, learn about them, and i always say when i talk about networking, the opposite of networking is not working that every time you meet someone it’s an opportunity to learn from them, be a resource or give something first, if you go with that sort of premise, it’s fun, all right? And we’ll go into detail on each of those. You know, you have a lot of advice around those, but but this is potentially walking into a room full of strangers or mostly strangers. I mean, if i only know two or three a handful of people out of the room, i might not see those people it’s intimidating. It might be, but you could do your research before you go and that’s something that we all have available right now. You can go online, you can see a little bit about the organization you can see about the event that’s going to be coming up, even a social event on a lot of times, i’ll just, you know, connect with the person who’s giving the party or whatever just to learn a little bit about that. So for something it’s a business related, i say, get in touch with the greeter or the organizer before. The event or after you’ve done some homework so you make an introduction b e mail or call them, i’ll say, i’m going to be coming and you know, i don’t really know anyone there. What advice might you have? People are shocked when people do that, then do something really important. Send a note after you’ve spoken to the person or connected with them online it’s that given you some feedback, a hand written note just to say, i’m really looking forward, all right, and we’re goingto that kind of detail. I pulled listeners before the show, and we did have low survey response this week, so maybe less reliable than usual. But one of the questions i asked was, do you prepare before attending your charities social events, for instance, who you’d like to meet, research those people and think about talking points with people? And eighty percent of the people said yes, and twenty percent said, no, they do not. So for the eighty percent will have advice. We will put a finer point on that, and for the other twenty percent, we’ll get you up to speed. Let’s, say a little more about the researcher and how first, how are we going to find out who’s going to be there? Well, sometimes you can go right online and you can see who the board of directors are if there’s a speaker who the speaker is, you can see people that have been other events that they’ve had, and again, you may not get a guest list for that particular evening or that day, but at least you’ve got some people. And again, you may not meet those particular people, but at least if you do, you have the opportunity to go to google or to go to their site or the link dan or anything to find out a little bit about them. So if you do have the opportunity to meet them there, you have some talking points are but there are other people that you could meet that you don’t have. I did the research on. Okay, andi, if this is your own charities event, you might be a fundraiser or an executive director for a boardmember going to an event, then you definitely can get a copy of the certainly i just i’m so excited about this new friends of events, i threw the microphone across the across the table, but i’m back don’t worry on dunaj un injured as well. So then, if you’re one of those people and it’s easy that you definitely should get a list of all the attendees and go through it. It’s very easy and, you know, especially if you say, you know, i really love to meet these people and connect with them on and differentiate yourself. I always say also go to google alerts because any time that somebody has been in the media or the press or anything, you can get some information and you’ll get it like in a low. So you want to set up a google alerts for someone. Now, if this is a big event, you would probably wouldn’t set it up for all the all the hundreds of people who are coming for your key people that really happened. They have that all the time for your key people, because it’s it’s something that’s ongoing because you’re just not going to go to the event, meet them and that’s it. You want to build a relationship? That’s the whole idea. And also, you don’t want to stop the people. I mean, this is this is just getting a zai say to some people gathering intelligence and information, you’re just pulling in. So you have knowledge. When you meet somebody, you have a very short window of time to make a first impression. Okay, understand? So clearly our research is part of our goal setting. When this is all subsumed, i guess in having a goal for the afternoon or the evening. Absolutely. I want to send some live listener love out tio new bern, north carolina and a story of new york that’s queen’s write stories. Queens. Of course. I knew that i used to live in forest hills, queens on dh. This may be a popular time in the story of two because it’s beer, it’s octoberfest and a story of new york happens to be known for its beer gardens. So welcome a story. Welcome. New bern, north carolina. Live listener love out to out to you that’s. Nice, of course. Well, did you expect other one that no, in fact, i’m going to be in a story tomorrow. So that’s what? Okay, cool. You thought i was? A crash host? No etiquette. Okay, that you’re great. Well, don’t get carried away. But you thought it would be okay. Okay, we’ll be fine. Um with just a minute left or so before our first break. What else should we be thinking about when we when we know who these people are that we want to talk about what we want to talk to at that event position you’re, you know, your introduction, something that’s kapin pool to them and something that you could get your point across also, but something very short, brief focus on the other person, don’t focus on herself, which a lot of times people do say something to that person that when you walk up to them, is something that you admire about them. You’ve heard them speak. You’ve read something about their work, something like that and then put out your hand and introduce yourself. Take the initiative, tying your research that you did to the opening a couple lines. We’re all right. We’re gonna take this break and when we return, of course andrea nierenberg stays with me, and i hope you do, too. Talking alternative radio twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Buy-in are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology, no reality, in fact, its ideology over intellect, no more it’s, time for action. Join me, larry shot a neo-sage tuesday nights nine to eleven easter for the ivory tower radio in the ivory tower. We’ll discuss what you’re born, you society, politics, business, it’s, provocative talk for the realist and the skeptic who want to go what’s really going on. What does it mean? What can be done about so gain special access to the ivory tower? Listen to me, larry. Sure you’re neo-sage tuesday nights nine to eleven new york time go to ivory tower radio dot com for details. That’s, ivory tower radio, dot com e every time i was a great place to visit for both entertainment and education listening tuesday nights nine to eleven it will make you smarter. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back, andrea nirenberg is here and we’re talking about friends from events. What is thea the next step after you or you want people to be confident? Let’s? Take that and you want to put my hand out on dh introduced myself, right? I say you have to have your intangible tool kit with you and your tangible tool kit. Okay, what your intent? Intangible you’ve done your research, you’ve set a goal for the event. You’ve also thought about your appearance. You thought about the fact that when you walk into the room, you’re going to smile and research tells us that most people do not smile when they walk into a room, and when you smile and you walk in, first of all, you become more confident you feel more confident internally, you’re approachable, and it also is something that most people aren’t always doing there exactly. So watch the next time you walk into an event. Also, think about what you’re going to say to people, have you or introduction, you know you’re twenty second, if you will introduction, sort of a headline that you’ll have also some headlines about me, yet you have somebody says hey, tony, what do you do? Right. Well, say really, even though they want to know what you do, they really want to talk about who more than anybody, right? Thumb. So right. I mean, myself with there being polite. Absolutely. But i’m just saying, but that’s, how you draw a conversation with people. So as we all know, it’s very common sense also something so basic and self simple. Turn off all your equipment. I know i say this, but how many times do you go somewhere and people are still connected? Have great eye contact. Sounds simple, not always done in a firm handshake. Simple things, but all this is in your intangible tool kit. You know, because you have to think about these things. Also, take a quick look in the mirror and make sure you do give yourself a smile because i have a greeting in my office is a mirror is has a wonderful greeting. If you smile into it, it smiles back. If you frown into it, it returns that greeting it’s basic but basic works. Plus, you want to look to make sure you have spinach thing for understanding through exactly i talk. About that in a lot of my books and people laugh, but i say, you know, what’s critical it’s critical, and then in your end, in your tangible tool kit, this is keep have your business cards, not to give them out unless somebody asked for them, but have them so that they’re with you. I always say, have a prop with you to like something that you might where i wear a lot of pins have an interesting pan, something like that. So, you know, you can start conversation also pen and paper because your people took it was very full. Well, it’s not that full because what happens things are no, i’m pinned on bulky with my cards. No, no, no, no, not a lot less is just want one cup, one interesting thing, okay? And the thing is, i always say, don’t matter how sharp your mind is, it’s still weaker than the pale of stinks so i may learn something about you, toni, and then i’m thinking, i want to be able latto follow-up but i don’t have to write something down, so if we’re in a longer conversation, i might say, with your permission, could i write a few notes down because i’d like to be able to follow-up you don’t think that’s, you don’t find that craft if we’re in a conversation for awhile for discussing things not go? No most the time, the reason i have is after we walk away, then i think development officer going more morgan’s, you know, you’re not interviewing the person, not drilling them, but you know how sometimes you just like, well, that’s, right? You talk for a while, then you might say, just let me make a couple of those yeah, right, you know? And i’ll use their business card, teo, to make those, but no, i’m gonna correct on that because one of the things is i’m glad you brought that admonished no, no, not at all, but what happens if the business card if you think about in the far east and i’ve been there eight times and i always think about that when you get someone’s business card, they give it to you almost like it’s, like it’s them. I have heard that exactly, and people study it, they look at it, they come in on it, so you know what i’ve started. To do when i go to advance or when i meet people anywhere, i will get the card. Then i might comment on it. Tell me a little bit more about that and i just did this on one of my client programs that we do these webinars and all thie advisers in the room were like saying this’s, fantastic. Okay, something to dio, but we’re not in the far east, so i mean, here in the us we live in. We don’t. We don’t revere the business card. It’s maura, we should those, but but you know what, it’s? Another talking point. So the thing is, we usually to convince me of this. All right, well, i don’t want to convict e what i always say. I know, i know. I always say take the best and leave the the rest. Okay? But my point is when i will be with you so i know twenty tow woobox tangible and, boy, i got a front once i’m learning all the time. But the funny thing is that when you do look at someone’s card or ask some questions no, that part i love because because there’s often there’s information on the card that i think, oh, i used to live there or but i don’t look at it until i’m in my house. I met you, so i’m not. I’m not disagreeing with you about the staring at the card, actually reading it in the president, nothing glancing at the card really, i am being admonished is no question about that, but that’s okay, yes, we are definitely having fun. So but it’s the it’s, the not writing on the card, you know, because we’re not in the far east, it doesn’t matter. Well, again, i always say take don’t take the bus leaving, the rest were gone and i got the window, okay, but my point is because sometimes if you write on someone’s card, you know, a lot of times then you know it gets lost or whatever i say take it back, put it into your database or wherever you keep your information and that’s really what you need to dio and then put down your notes. So i’m putting my notes elsewhere. Now, if i’m in the midst of the conversation and it’s a lengthy one, as you suggested, then i’m saying, as i’ve done you mind if i take a few notes? So i need to have a little piece of scrap paper with many scrap paper? Nice little, you know, booklet being admonished again. I i’m screwing this up so badly that you’re going to make me a hermit. I never got to see this is never going to another. You could take scrap paper. It’s. Okay, but my point is, i take a little like all these wonderful little, you know, mole skin, but yeah, they’re pretty they make a much more efficient for station pieces. They make a professional appearance. Of course. All right, you’re straightening me out there, not admonishing. Okay, let me send a little live listener love out to maywood, maywood, new jersey. I have relatives in maywood, and that could be them. I don’t know. That’s grove street in maywood, new jersey. Then that would be my aunt uncle, but could be anywhere else made with the big town maywood, new jersey live listener love. And also hey, fay, china that’s. Not that’s, not in wyoming. I don’t mean. Hey, fay, china, wyoming. I mean the city of hay faye in the country of china as well. And were very apropo to send live listener love teo to our asian listeners because we’re talking about the business card and how it’s revered and how sloppy i am at events know that you’re you’re saying it makes very good sense what i did use those in a little bit now feeling defensive, you know, that’s very bad i would those little scraps i would take in the corner on it was actually not a scrap. I mean, i would have, like, a legal pad, a couple pages, and i would have it folded, but i would go off into the corner and make my notes there, but i like i like the idea of doing it face to face with the person and having a little conversational, beautiful piece of stationery that i’m writing on or some herbal note, because it makes the other person sometimes feel well, you know what i’m saying is really important, and you’re taking an interest this guy’s a big shot. Look at this cool look, it’s called a notebook people, and i always ask permission of stock it absolutely right. I’m with you. Yeah, i’m the crash one and you know i don’t know there’s different kinds of people. Yes, we can meet absolute have them identified, categorized where those with those types of people. Okay, well, after i’ve done my own research on the people i’d like to meet if i have, i’ve identified them, so i’ve already done my homework, but i may not get to meet them, so i always want to be prepared. I walk in the door, right? The greeter is right there if i’ve had in any kind of conversation with that person in advance. It’s wonderful to be able to say hi, so great to meet you in person because you have done the previous i’m coming. I might not know too many people. If not, i still seek that person out just so i can introduce myself busy though i am not going to spend a lot of time, but you go over and say hello. I just wanted to introduce myself. Thank you so much. I’m looking forward to the event and then come back at the end also to say thank you. Okay, simple talk to the people that are in front of you and behind you in line when you’re checking. In because just to say hello, what brings you to the event? So at least start conversations, people usually that air standing by the food at the bar? Isn’t it true? Yeah, great places just to walk over to people because it’s all about starting the conversation of working, the impression is very collegial around the food table you’re sharing force and well, serving for their not shaking or you’re just talking, everybody gets their own eating. Forget my events in-kind events you’re running, but i don’t know that’s an idea, but we’re also we’re only sharing the serving fork, so but literally there’s a physical sharing it is sharing the table space around which you’re walking, you started cos bar you’ve got your elbows on the bar? Yeah, so you’re sharing and basically all you’re doing, especially for people who get intimidated a lot of times about events saying, oh, who do i talk? Teo this’s. Perfect, because you could just start a conversation. Hello? What brings you here? Open ended questions would always have your exit strategy, then exit strategy thing. The other thing is people who are by themselves, you know, there was always somebody standing or sitting alone and we’ve all been there, so i always will walk up to somebody and start a conversation with them. Also, if you’re in an event when i’m there, the odds are that guy standing alone is gonna be named tony martignetti looked out, we know it’s a lot of that’s great, so i actually do engage, but now that’s a very friendly thing to do because people who are standing alone, you know, they don’t know what to do with their hands have a drink in one hand, the other hand is in their pocket or ah, there, you know, feigning using their phone, which i know you’re that’s bad, i mean, definitely should be disconnected when you’re walking into an event supposed princessa you don’t really want to be distracted right in the midst of a conversation, even if even if there’s a tone going off and you ignore it, it’s still just, you know, it’s a distraction, right? It is, but but these people standing alone, they’re they’re fainting, using mail checking, you know, you can walk up to them and saying, of course, well, what’s, the worst right? And they’re not going to give you the worst know it wasn’t really that great there alone don’t who are there other categories of people that we threw? The other group is like if there’s everybody’s engaged and there’s, we’ve talked to all the other we’ve talked about then i always say, walk up to a group now, not to people, because two people could be having are having a conversation so you don’t want to interrupt, you know, want to stand there, but if it’s three or more people just walk up and i do this all day, that teo and i will stand there usually they know you’re there after a few settlements, right? And i’ll say something like, you look like the friendliest group here, i hope it’s okay, that i came over here alone and i never tried that, all right? I just weighed on my way in because naturally, the group will start, expand and allow you in people just do that. I mean it so’s but that’s a good one. This looked like the most interesting group. But then if you go to the group next to them, you can’t, you know, because then you can use another life or something. Like that or else by that time, you could bring over, say, tony, i’d like to introduce you to or do you know, the people over there with it’s walk over together? And isn’t that a key sort of seeming like the host you’re trying to take over from those who want to seem like making connections so little boy about exactly and that’s? Why i always take on that premise in my mind that i want to be the host or hostess when i walk in for myself. So i want to greet people and be open and everything, and also because i’m an introvert, i’m a learned that you are martignetti learned extra that’s well, that’s very encouraging for the twenty percent of people who who said they don’t do their research and actually related to that. I asked another question, preshow you’re at a professional conference and you’re the last person through the lunch buffet. There are two seats left, one is at a table of strangers. The other is a solo seat at a small table all by itself. Where will you sit? Eighty percent said they would sit at the table, strangers twenty percent said they would set up the solo table, so for that for that twenty percent that we’re talking to, so you’re meaning that they’d sit by themselves instead of sitting at a table of strangers, and then i set it up solo table, so there’s nobody’s going to sit with them. So so now for your for the person who’s dahna needs to be a learned, extroverted what’s your advice there because that’s that’s you i exactly, i would say, you know, you need to have your own kind a pep talk in your mind that when you walk in and say, you know what, i’m going to jump out of my comfort zone, and i’m going to sit with some other people i don’t know because what’s the purpose of going and sitting by myself, i’m there to learn and to meet and connect with people and say that to yourself. And if you ask the person next to you, you know, has this seat been taken? Obviously is open so you can just perfect opportunity to say hello to the person on your left person on your right and just daughter conversation, but just if you think about learning e-giving sharing and asking open ended, high gain types of questions to the people, then it’s not scary, then you don’t have to focus on yourself, okay? And small talk is has a place in this right? Small talk is big talk you say to the person is a seat open. Okay, now you’ve already opened the conversation, right? So that’s, the first person why is small talk big talk? Because that starts the conversation report and everything like that and just be open and observing and aware. So the person sitting next may, maybe they’re all talking to people. Eventually there’ll be a lull in the conversation. So while i’m watching, i’m observing and then i might just say to somebody, you know, i couldn’t help, but over here, would you mind if i, you know, offered a piece of advice on that or something? And a lot of times you get into that situation, i’m thinking of the sitting at the sitting in a seat table, strangers people start looking at you, whether they’re in a conversation or not, they start to recognize that you’re they’re just like when you’re in the in the bar area, you know? Milling in joining that group, people will start. Teo will start to recognize yes, but it’s also, you know, when you sit down and you’re the last person to sit down it’s like you make a presence right there by doing that, so even if they’re all talking to each other, you know, you sit for a minute or two, but then you just start the conversation they know you’re there being an extra vert can be learned it’s very much learned. I talked about that a lot, okay, you mentioned the exit exit strategy. All right, so now we’ve been in a minute conversation a little too long, andi were sort of getting back to small talk now, like now we’ve now we’ve exhausted goodcompany ation and we’re back talking about the weather and traffic what’s my for that if we’re going to follow-up i always say there’s four things to do in every conversation learn something about the other person. So you tell me your name. Tell me a little bit about you. I want to focus on you, the other person give something. So maybe something you told me. I could give you a piece of advice. You know, tony there’s an article that you might be interested with your permission, would it be okay to send it to you? And then i would always ask you, your preferred method of communication if we were going to stay in touch, so take something away, and then if we were going to stay in touch, find a reason to follow-up say, you know, you said you’re an email person, would it be okay to reach out to you the e mail in the next week or so? Maybe set up a coffee or something? And then it’s been great meeting you enjoy the rest of your time here? Or i might say, my time’s already been well spent. Thank you so much for the conversation enjoyed the rest where i might say, tony, i don’t know if you’ve met so and so and put the two of you together and then walk away, right? Andrea, i’m gonna believe you gave about thirty five tips in this time that we’ve spent together, so people will have to go back and listen to the podcast and take notes because incredible advice. We just have about a minute before we have to depart, tell me the name of a couple of your books, non stop networking had improved your life, working career, million dollar networking a sure way to find, grow and keep your business. And i’m very proud about the book that’s coming out networking for veterans, which was done in conjunction with military and it’s coming out on veterans day. And can we find all information about that at nierenberg group dot com? Right? Andrea, i’m going to take so i’ll take a look at the time because this is really very important to me. Tell me what it is that you love about the advice that you give the work that you’re doing around this subject that we’re talking about, because it’s, you know, i was an old dale carnegie instructor if anyone ever read that years ago in the book how to win friends and influence people, and it was very, very important to me because i was always very shy. When i moved to new york, i said, i’ve gotto really put myself out there and build my business and do everything i was going to, and i always hear my wonderful dad up in heaven. Saying to me, read that book and then take the course, and i became an instructor while i was a publisher during the day and that’s that’s a long time ago, because i started my business nineteen years ago. But mr carnegie’s advice is everyday common sense, and this is what networking really is. If you look at it about giving first being a resource and sharing with people and making friends building trust simple. Andrea nirenberg is president of nuremberg consulting group nierenberg group. Dot com. Andrew, thank you so much for being a guest. Thank you, been a pleasure. Stay with me, tony’s, take two, and then any sample war. It kicks off her new status as contributor. When we talk about get engaged, one and i have a feeling he’s going to a lot of overlap between andrews conversation and amy’s conversation. Stay with us. Talking alternative radio, twenty four hours a day. Joined the metaphysical center of new jersey and the association for hyre awareness for two exciting events. The small live just minutes from new york city in pompton plains, new jersey, dr judith orloff will address her bestseller, emotional freedom, and greg brady will discuss his latest book, deep truth living on the edge. Are you ready for twelve twenty one twelve? Save the dates. Judith orloff, october eighteenth and greg brady in november ninth and tenth. For early bird tickets, visit metaphysical center of newjersey dot, or or a h a n j dot net. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. You’re listening to the talking alternative network. Dahna if you have big ideas but an average budget, tune into tony martignetti non-profit radio for ideas you can use. I do. I’m dr. Robert penna, author of the non-profit outcomes toolbox. Welcome back to big non-profit ideas for the other ninety five percent time now for tony’s, take two. My block this week is perseverance. Last weekend, i did the tunnel to towers five k in here in new york city it’s ah, memorial event for a firefighter who ran through the brooklyn battery tunnel on his way to the burning the world trade center towers on september eleventh, two thousand one. And he was last seen at the corner of west and liberty streets that’s the last time he was seen alive. And so that’s what? The race starts on the brooklyn side of the tunnel and goes to west and liberty streets. And there was a there are a lot of wounded warriors walking that, um, that five k and one of them. I don’t know his name, but he moved me. He had lost in one of our wars, both legs and an arm, and he had those they’re called either j legs or sea legs. They’re called both the artificial limbs below his thighs and also had an artificial arm, and he was followed by someone who had is a wheelchair with them one of the very high tech wheelchairs, but he did not need it. He had it following him, but he never used it. And just watching him come through the tunnel. A zay was going past him, gave me chills and made me think about perseverance. And so in all our work lives and our personal lives as well. In honor of that very wounded warrior, i encourage you to persevere and that’s on my block, which is at tony martignetti dot com. And that is tony’s take two for friday, october fifth forty second show of the year with me now is amy sample ward as a snu status as regular social media contributor. Last time she was here was the one hundredth show in july. She is membership director for in ten the non-profit technology network and she’s a blogger for stanford social innovation review. Any sample word? Welcome back. Thank you. I didn’t know you were going to make me cry today. Oh, yeah, it was very human moving you just like long stride in. I was there with you. You know, you were painting a picture. Well, good radio is an intimate coming. I’m very glad of that. Heimans we’re talking today about getting engaged and engagement, of course, in online networks, this is all sort of setting the right kind of tone for our for our work online, right? Yeah, i’m so surprised how much andrea already stole our thunder for this conversation. I feel vastly under equipped. I’m not here with bucks and i don’t have a toolbox don’t like really great tweet oppcoll phrases i don’t have any of that, so we could just bring her back. No, you know what you’re doing very model, you know what you’re doing so let’s, apply your lessons, which overlap with hers. Teo teo online. What? We’re going to have the right kind of tone yeah are are working in the networks i think a lot of organizations, when they’re thinking about either starting profiles or getting them more active, the question they have is, well, what do we talk about what we do, what we say, you know, because they know that just re posting content from their website isn’t very engaging, but they’re also like, well, at least we have that content so that’s something, you know, they don’t know what to do, but just like what? Andrea? Had listed off at the end, you know, be the resource for the community, build trust start the conversation because maybe they’re just following twitter and they’re not saying anything. You don’t know what to say, you know that all those principles apply online and not that, like that’s all that you’re ever going to do? I mean, we’re going to keep talking about engagement for a few segments, you know, there’s more that you can do to build that up, but when you’re just starting and at first and as your default, you know, one today, make sure you are being a resource to the community post something that isn’t your own content, but, you know, is something that people are looking for or is in the news, et cetera and make introductions you don’t have to just tweet hey, everyone, follow me. Maybe one day you can also tweet hey, i’m at the sky at the conference today. Tony’s great follow him that’s about example but way understand the larger concept. Yes, well, that’s what that’s, what followed friday is all about? I don’t know if you use the hashtag ff follow friday you’re supposed to encourage your followers to follow people that you find interesting. Yeah, and i love it when i actually see organizations do it. That’s, of course that’s on twitter buy-in andi, you know, just with the pound sign and an ff and saying, you know, hear other organizations also fighting the fight with us or or whatever and showing that it’s not about them, not the only ones in this important during this important work. Here’s other great u turns out someone else cares about cancer, who knew? You know that there’s always other other organizations, and it doesn’t have to be the people you have. Ah, you know, standing partnership, mou with and it’s a real thing about jargon jail? Yes. Memo of understanding yes, first time, but not if but you know, it’s it’s, not people that you have to recommend. Yeah, but if i am a charity, why would i be if i was being devil’s advocate? Cause i do agree with what you’re saying. If i’m a charity, why am i going? Encourage my followers to follow other organizations that they might then start volunteering with go to their walk, run, start donating to them what i am going to take that chance. So that is a great segway into actual data that we can talk about. S o markgraf bitters, strength of weak ties, which is back from the seventies. But it is great and still still alive and well today from the seventies. So he identified four components of what he calls tie strength. And one of the four is reciprocity, so saying and setting the tone and showing that you are so confident and at home in this whole ecosystem of other organizations, that you’re willing to recommend other organisations, you’re willing to point out the research that someone else did. That’s actually the research maybe your community was looking for and you just don’t do that research, you know, so creating the reciprocity being the first one to do it so others no. Hey, it’s. Okay, we can actually work together in this eyes, one of those four components to actually bring the community together and strengthen it. Okay. I want to get to the others in a very brief second baguettes and live listener love teo schenectady, new york upstate new york’s connected e is that where i believe that’s? Where union colleges that was one of the colleges that rejected me nineteen eighty among it’s, it’s, a long and distinguished list of colleges that rejected me. Union college was among the my beliefs connected in new york. I’m pretty sure seoul, seoul, south korea welcome and rifle colorado. I love it. I love it. Rifle welcome live listener love out there. What are gary’s other? Wait, wait, mark. Exactly. I’m sure one of them is probably active listening good being a good active and attentive listener. Sorry, sorry. Mark so the other 3 and these still tying to some of what andrew was saying earlier trust time and intensity. So how are you building trust being transparent, showing that you have, you know, confidence in the other people, whether that’s the community saying, you know, giving you feedback and you actually saying yes, i heard you and that’s great feedback time, so not just posting at noon and then never engaging the rest of the day, you know, because it’s not you’re not going. You’re not spending much time with people, and it doesn’t mean that you have to literally have facebook open all day long and your chest watching facebook but it means once you post something, maybe check back in in two hours because if people commented, they don’t want to see it took you two days to notice that the comment, you know so doesn’t have to be ah lot amount of time, it’s just the consistent time, you know, on then last is the intensity, so don’t just reply and say thanks, thanks, you know, on twitter blogger exactly you want to actually read what they tweeted to you and then respond to the message? Okay, so thanks for that comment or, you know if someone posted on your organization’s facebook wall say, oh, that’s a great idea, here’s what i think of it or, you know, have some substance tow how you’re replying because a lot of organizations think, well, we’ll just right. Thanks. Thanks. Thanks. Every time someone retweets us and yeah, they do get the feeling of the you got it. But then they look at your twitter stream and i go. So you just say thanks no matter what you know, like you could automate that and the robots of the internet could do it for you so making it really human bon ce again. Just strengthens that connection, okay? I think another way would be if we talk about facebook clicking like all the time and giving again there. One word, you know, thanks. Whatever, but rather than just clicking like i mean, like, so good, i mean, there’s a value in like, but you don’t you don’t just stop there every time, exactly, exactly. And sometimes alike is all you can do. Sometimes someone post just thanks to you. Well, just hitting like that is great. You know what? An eye for an eye i but if someone took the time to write a thoughtful comment or to try and give you a suggestion, they want more than a thanks or or a like, you know? Okay, now you talked earlier about engagement and and i want to talk about certainly beings a little open this around engaged, posting things that are appropriate for openness and transparency on the sort of on the governance non-technical side. But they also translate to engagement on the social media side what’s your advice around some of those, like the nine, ninety and things. Yeah, i think it’s i definitely think everyone should post their nineties because at the end of the day, they are publicly available, so it isn’t that people couldn’t find it out about you putting it on your website. I mean, the number of people that would download it is still very small, but the fact that you are being transparent and forthcoming sets a much better tone. We’ve even had people at inten email us and say, oh, my gosh, i saw on this page that you’re nine, ninety is visible i think i think that was a mistake to really have your way, and we’ve had to reply and say yes, we put it there. We want you, by the way, you could have got it from the state attorney general likely our star star scott go. Exactly. Okay, so what else? What else besides the nine? Ninety? So i also think that there’s, you know, other than that one time of year when you have the nine ninety, there are lots of times that you could be sharing things openly in a way that isn’t just here. We put it up on the website. But we want you to engage with us around this like we just got a grant. And this is what we’re hoping to do with it and, you know, here’s, the plan, whatever join us on a call to talk about all that we’re going to do in this community with this new gripped, you know, it gives recognition to the funder, which, hey, what funder does not love recognition, but it also sets the tone again from the beginning that, hey, you’re, we expect you to care about what we’re doing, and we’re going to give you the opportunity to you hear about it firsthand for, you know, as we’re getting started, not a report two years later, and we want your feedback doesn’t mean you have to use every single piece of feedback, but you’re giving them a platform to connect with you from the very beginning of that of that program, the one that troubles me i see often is a list of board members that’s typical, but just a list of names here’s, our board and then he is this is president, the chair of the board, the treasure but there’s no little little bio mean, yeah, you know, i don’t want their home addresses, but give me a little richness and what? What their help me connect with your board so that i can see what makes them passionate about your work. Exactly. And i think, you know, a lot of organizations have tried to make their staff page very engaging. You know, like here is the email address for this person or here’s, the twitter account for the team or whatever. But then you go to the board page and, like you say, it’s, just a list of names, why not connect to their linked in profile or it doesn’t have to be again, yeah, doesn’t it to be there home phone number, but give it something so that you recognize it is a social space we’re working in and people could look that up linked in profile is a great idea. They’re about paige about dot com something exactly some depth. Okay, um, let’s, take a break, and when we come back, of course, amy sample ward stays with me, and i hope you do, too. Talking. Hi, this is nancy taito from speaks band radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought join me mondays at two p m and get all your communications questions answered on speaks been radio. Have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potential jules it addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. If you would like to explore the help of a private astrological reading, please contact me at monte at monty taylor dot com let’s monte m o nt y monty taylor dot com how’s your game want to improve your performance, focus and motivation? Than you need. Aspire, athletic, consulting, stop second guessing yourself. Move your game to the next level, bring back the fun of the sport, help your child build confidence and self esteem through sports. Contact dale it aspire, athletic consulting for a free fifteen minute power session to get unstuck. Today, your greatest athletic performance is just a phone call away at eight a one six zero four zero two nine four or visit aspire consulting. Dot vp web motivational coaching for athletic excellence aspire to greatness, buy-in. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. We’re talking about online engagement with segments called get engaged one because there’s going to be and get engaged too, and maybe get engaged three with new social media contributor amy sample ward. You want to create a tone that is open and encouraging to how do we how do we encourage people to post and comment? Well, a lot of organizations, i think, struggle with that because they are waiting for it to happen magically, like this engagement fairy is going to go about their community, and then everyone is just going to give them lots of ideas. So part of it is, you know, asking questions versus just posting here is thie information, you know? What do you think about it or we’re thinking about doing, you know, every friday we have ah, staff brainstorm, what do you do on fridays? You know, things that don’t require you to go research something to come back with a response, you know, that starts to build ah, little bit of engagement over time, and then people just get used to talking with you in that space, but the other part of it that’s a little bit more proactive is actually listening to the community, see? See who else is out there that maybe follows you that every time they post a question, everybody starts replying, you know? And and just an influencer exactly. And using the word influencer jargon jail whenever it’s called lawrence was perfectly fund-raising jail. So but there are rules. There are boundaries and rules on this show. Only i put people in jogging owes your first time. I think we’re changing the rules. We’re gonna have trouble all right? Down, sir. And influence or influences? Yes, but i think that that word has gotten overused by, like, you know, just by certain platforms that are supposed to just magically calculate, you know, what’s your influence of influence school and all of those things. And people forget that it’s totally contextual. You may have someone that has five followers, but every time they post every one of those five followers responds, and someone could have five thousand followers and that a single person did anything you know. So just because that person has, quote unquote more clout because so many more people follow them and yeah, exactly. And they’re connected to so many other people that have lots of followers, that person that gets everyone of their followers to take action every time. Well, they have way more influence in my book, you know? So don’t just look people up, and then look how many twitter followers they haven’t think, oh, great, they’re on our influence or less, but really look at who’s, who tweeted your blah glink that got everyone to click through, you know who posted about you on facebook and had all their friends like it, et cetera, and then connect with those people personally, like send them an email or, you know, facebook, messenger or whatever and say, we know that you’re amazing, the community listens to you, you know, you’re you’re so smart, whatever pump them up on, then say we’re wondering if maybe you wanted to give some of your insights about this project we’re doing, and for the next two days, you know, you could post about it and and will put put it on our facebook page or you can tweet for us from this event we’re doing tonight. So they’re tweeting from your organizational account and from their own, and so all of those people that normally respond. Are now responding to the organization’s account, you know, so it builds their credibility as well. I’m i’m so smart and recognize that, you know, i’ve been tapped for this, but you get a steal a little bit of that is an organization, you know, i’m going to guess you don’t think much of the there is a there is a site that i mentioned a cloud with a k k o ut where once in a while, you know, you get something you got somebody give you plus one crate chaos on for professionalism or something. I’m going to guess you don’t think too much of people’s klout scores, i do not write, okay? Because i don’t i don’t think it takes into consideration the context, you know, like i was saying it it’s such a rudimentary kind of algorithm, and you go in there and i’ll be ranked with someone that i’ve never heard of with the same score on the same topic, and i think, well, either my score now is really low cause i don’t know that person or it’s totally inflated, and we’ve never met, you know? And so what? It just doesn’t make sense. Okay, especially when you can earn points by bringing people into the platform. I don’t think that algorithm works. All right, why don’t you leave us? We with a parting thought about engagement, something way haven’t talked about yet, i how about a challenge? And then we can talk about that in the next segment, so i would say for the next month, try to ask some questions and then next time we can talk about what you do after that what’s, the next step up the ladder, now that you’re asking questions scene, if people are responding, what kinds of questions do they answer their questions? That is just crickets, you know, eso try and pay attention to what about the question, you know, is different for the ones that are responding, and once that don’t get response and the next time we’ll talk about the action part. Okay, exactly next time, which will be get engaged to will be the call to action. Exactly. Amy sample ward, our social media scientist blogger for the stanford social innovation innovation review membership director for intend the non-profit technology network and her sight is aimee mann sample war dot org’s or dot com they both direct. Okay, amy, sample ward dot ford and you forgot one important title, which is the new est jargon jail keeper? No, i didn’t forget that was actually intentionally left that we’re gonna have trouble with boundaries. You’ve just created such an open, collaborative environment. There are limits, teo. Everything you’re going to learn this. Ok, thank you very much for being in studio a real pleasure and my thanks. Also, of course, to andrea nirenberg next week, your year end campaign. I was a blackbaud its conference b b con on monday, just this past in washington, d c and next week i’ll play the first of eight interviews that i did at that conference. This one will help you plan your year end campaign, and this is not a coincidence to see how now we’re in the fourth quarter. It’s october year end. You see this? This doesn’t just happen. These things have actually thought about strategically. Our legal team returns also next week. Gene takagi and emily chan from the non-profit exempt organizations law group in san francisco. What will they have? If you join the linked in group, you’ll know before the show because i don’t know yet and the linked in group, of course we have people from washington, d, c, peoria, illinois, and south carolina and pakistan. Are you in angie nierenberg when she departed actually told me oftheir that she’s going to posts a resource checklist on the linked in group and also the facebook page? So go to the lincoln group to find that i have my chronicle of philanthropy podcast called fund-raising fundamentals it’s a ten minute monthly podcast you’ll find on the chronicle of philanthropy website. You’ll also find it on itunes, wishing you good luck the way performers do around the world this week in estonian nail comey niall comey, may you get a nail in your tire i don’t know why the estonians want that it’s better than the other things i can think of. But just across the baltic from stock home is estonia, and on behalf of them, i’m wishing you a week of nail gumi our creative producers claire meyerhoff sam liebowitz, our line producer. The show’s social media is by regina walton of organic social media, and there are boat producer of tony martignetti non-profit radio is john federico of the new rules. I do hope you’ll be with me next week. One to two p, m eastern. Talking alternative dot com handup. I didn’t think that shooting. Good ending thing. You’re listening to the talking alternative network waiting to get in. Nothing. You could. Hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. Are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping huntress people be better business people. You’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. Oh, this is tony martignetti athlete named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas. And mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcasting. Are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership? Customer service sales or maybe better writing are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stopped by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment, be more effective be happier and make more money. Improving communications. That’s. The answer. Talking.
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Tony’s guests this week:
Joanna Woronkowicz, associate at University of Chicago’s Cultural Policy Center and lead author of “Set in Stone: Building America’s New Generation of Cultural Facilities, 1994-2008”
Preeti Davidson, director of development at The Legal Aid Society
Read and watch more on Tony’s blog: http://tonymartignetti.com
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Cerini hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent is july twenty seventh. Welcome time, your aptly named host. I very much hope that you were with me last week. I hope to hell you were with me last week because it would hurt me deeply if i had learned that you missed trim tab marketing. James he eaten is president and creative director of tronvig group. The metaphor of a trim tab as one person who can move an entire society has professional and personal meaning for him, he explained how something small and seemingly insignificant could make a big difference in your marketing and how to figure out what that small thing is and no more crappy corporate relationships. Erica hamilton, chief program officer for i mentor, and vanessa mendenhall, vice president of the fellows program at new york, needs you described their holistic approach to your corporate relationships this week. Arts and culture building bust joanna veronica bitch is an associate at the university of chicago’s cultural policy center. She’s, lead author of a study of the major building boom of museums performing arts centers in theaters in the u s from nineteen ninety four to two thousand eight, they started with about five hundred organizations and seven hundred building projects, ranging from four million dollars to three hundred fifty five million dollars. We’ll talk about the lessons from that research and turn supporters into honorees. Pretty davidson, a speaker at fund-raising day two thousand twelve, shares her methods for identifying, asking, setting expectations for working amicably with and following up with your event honorees. She’s, director of development at the legal aid society between the guests on tony’s take two one hundred show winners and some stand up comedy videos that’s what’s on my block this week and we’ll have a short clip for you of the latter stand up comedy use hashtag non-profit radio to join the conversation with us on twitter right now, we take a break and when we return, i’ll be with joanna veronica vich and we’ll talk about the study of cultural building, bust or boom from university of chicago’s cultural policy center will stay with me co-branding think tooting, getting thinking things you’re listening to the talking alternate network, get anything? Dahna good. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit. You hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping huntress people be better business people. You’re listening to the talking alternative network. Schnoll welcome back to big non-profit ideas for the other ninety five percent. I’m joined now by joanna veronica, bitch she’s, the lead author of set in stone building, america’s, new generation of cultural facilities nineteen, ninety four to two thousand eight she’s, an associate at the cultural policy center at the university of chicago. She studies trends in building cultural facilities and best practices for going forward. Joanna. Welcome to the show. Thanks for having me, tony it’s. A pleasure. What goes on over there at the cultural policy center at the university of chicago. Joanna, did we just lose joana? Sam joiner, are you there? You and i had this deep, insightful question about what goes on over there. My concern was that it might be ah, bunch of ivory tower academics thinking amongst themselves and nothing trickling down to the to the real world. But i i hope that she was going to dispel that she seems as she shy or we drop. We lost her she’s not shy, we lost her. Okay, well, the study that will will be talking about is one of building of museums, theaters and performing arts centers between nineteen, ninety four in two thousand eight. And we’re going to talk about what some of the aa markers of success are for those building projects and also what some of the red flags of potential problems are. As you might imagine, all these building projects don’t turn out quite the way always that boards of trustees imagine that they’re going to and the survey involved the research involved a lot of interviews with board members. Joanna, we have you back? Yes, i’m here. Ok. Ok. So we’re not sure what happened. I was just saying that, i hope. That the cultural policy center is not a place where a bunch of academics are talking to each other and nothing trickles down to the real world. That’s, that’s, that’s not that’s, not what’s happening there. Is it that’s? Certainly not what i want to make one of the major goals with the study in particular was to actually reach the field. So, you know, we had a long communications plan that went along with our research plan, and really the last six months have been devoted to figuring out how to reach the reach the field with our work. Okay, well, i’m sorry your spending time here because no one listens to this show, so this is squandering of your time. I’m sorry, but it’s too late. Now you’re committed. What? What does the cultural policy center do? Generally so generally, the cultural policy center is a joint initiative of both the hair school of public policy and nrc at the university of shots chicago, which nrc is one of the largest research institutions in this country over seventy years old, and started off with doing public opinion research and now the social science research. More generally, the cultural policy center than focused focuses specifically on research has as it has to do with thea arts and cultural sector, mainly non-profit organizations okay, and tell us what an o r c stands for so i can keep you out of jargon jail. Sure. So noor formally stands for the national opinion research center, which people know a little bit better of. Okay. All right, so these the research and the article that you are lead author of was set in stone. What was the method that you used to do the research on the’s cultural and performing arts? Well, these museums and theaters and performing arts centers? Well, this was really one of the the first systematic study of cultural building in the united states, and i think the word systematic because, you know, it was scientifically systematic, so we went through a variety of methods to make sure what we’re studying was representative of the non-profit our sector, yes, there was a number of steps that were involved. The first was really first getting a list of all construction projects of museums, theaters and performing arts centers that responded in the time period that we studied which again? Was nineteen, ninety four until two thousand eight way studied trends using that large list of of construction project. So that’s, where we came to conclusion such as there was more building going on in the south during that time period, there is also more performing arts center is being built, museums in cedars and some other conclusions that we came to. But but we also did with that list was we picked a representative sample of fifty six organisations in approximately six different cities across the united states that had a building project, and after we picked that sample, we interviewed a number of people with each organization that actually went through the building projects from beginning to end, to get details on the planning and building processes of these projects. And then, of course, we looked at those organizations, financial data as measures of outcomes for these projects. So you were you were given pretty pretty open access than to decision making and players involved in decision making. We definitely were, you know, our respondents were incredibly, they were way had a lot of really great participation, and i think one of the reasons being that we actually promised confidentiality to our respondents. So our respondents seems very much open to talking to us about how these processes actually took place. Okay, interesting. Now we have just about a minute before a break. Why do you think there’s there’s more building in the south than other parts of the country? Well, the main hypothesis and we’ve looked into this as well as because the south had less cultural facilities to begin, in a sense, they were playing catch up the other regions around the country. Ok? And you said this was the first study of its kind. There has never been a a scientific study of of outcomes in building, performing arts and arts and cultural centers. That’s, right? There have been smaller studies that have focused on the case studies, and then there have been other samples taken, but the’s samples usually are non representative. So we really tried teo stick to our methodology and making general conclusions that were representative of the entire our cultural sector. All right? And we’re gonna talk in more detail when we return after this break. Joanna veronica bitches with me and we’re talking about the study that she’s lead author of set in stone building. America’s, new generation of cultural facilities nineteen, ninety four to two thousand eight. Stay with us. Talking alternative radio twenty four hours a day. Hi, i’m donna and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream. Our show new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life will answer your questions on divorce, family court, co parenting, personal development, new relationships, blending families and more dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever join us every monday, starting september tenth at ten a m on talking alternative dot com are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over intellect, no more it’s time for action. Join me, larry shot a neo-sage tuesday nights nine to eleven easter for the ivory tower radio in the ivory tower will discuss what’s important to you society, politics, business and family. It’s provocative talk for the realist and the skeptic who want to know what’s really going on? What does it mean? What can be done about it? 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Hey, all you crazy listeners looking to boost your business, why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. I’m christine cronin, president of n y charities dot orc. You’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. Welcome back. Before we dive back into this, i want to send out a little live listener love to ah, new brunswick, canada. Welcome and newport, north carolina. Welcome to both of you, there’s. Others, but that’s two so far. So, joanna, you had you did a lot of interviewing with people for representing the fifty six representative projects. Or was it all just sort of forensic and looking back? So we did a lot of interviewing. We interviewed approximately, i would say eighty people across those fifty six different organizations, so sometimes more than one person, it was mainly either the executive director or the board chair that way spoke to but way had to be sure that that person was around, right that’s, the beginning of the project and all the way through the end so we could get the entire story. We also wrote a series of case studies where we did probably about ten to fifteen interviews for each case, studies and those air available online as well with the report. And then we also did interviews with four hundred forty for organizations that did not have their own building projects, but we’re located in cities. Where there was a major building project and the purpose of those interviews were to see what the spillover effects of these types of projects are. Oh, so that’s what? You had over five hundred or you had five hundred interviews? Is that right? That’s? Right. Okay. Okay. Okay. So also then you had access to people in the communities? Not clearly, not only the charities that were involved. That’s exactly right? We really made a large attempt to speak to not only those people who were directly involved, but two people who we think might have been affected or might have had a different perspectives and those internal to the organization. And aren’t the community’s involved, or shouldn’t they be involved in assessing whether there’s a need for one of these ah, new facility of the type we’re talking about? Well, you know, that was exactly the question we were trying to get at, and we ask that question to not only the directors and board trustees that we spoke to involved in building processes, but way spoke to those organisations themselves, those external organizations to see if they have been contacted in, you know, in the planning stages. Of these building processes, i think a lot of the time there were sort of steps taken by the organization to make to reach out to the community, and that would include things like public forums and and other types of meetings and no feedback sessions and and then, you know, and there were actually attempt to speak to the arts community and seeing it, perhaps their collaboration, their partnerships available and pursuing these projects as well. And did you find that there was, ah, i don’t know how to describe just what i was there in your mind sufficient collaboration with the community partners at the feasibility study stage, so that was really one of the one of the conclusion we came to about best practices for going forward were based on what we saw in reaching out to the community, and we thought that those projects that actually did make a really attempt in getting feedback from the community and and listens to a point and were receptive to that feedback were projects that were much more successful and in those projects that either, you know, didn’t at all involved the community or didn’t didn’t really be receptive. Enough to the communities. Feedback. They had a harder time. They have a harder time after the project was open. Okay. And how did you define a successful project? It was one of probably the most difficult things that we did in the overall study was defined success. And so we ended up doing it a number of different ways. We had a lot of subjective measures of success that we actually had a sort of what we call it. Our expert review panel. Look at a lot of different data about each organization we studied, and then great success on its tail, kind of great, different dimensions of success on a scale. We also then looked at financial outcomes of these organizations and tried to get a good enough picture of after the project opened, what the finances looks like with the organization. So we gave ourselves a special that we studied organizations, that we could get financial data for at least five years out after the project opened. So those were those were definitely two ways that we categorize success with. All right. And so you talked about one of the markers of success being community involvement in the feasibility study stage. What’s, what’s what’s. Um, let’s. Talk about some others that would lead people to lead charities. Tohave ah, greater likelihood of a more of a positive outcome than not sure, you know way kind of identified four different dimensions that could lead to better, better projects down the line and one of those dimensions we call kind of the motivation for the project. And that includes really being able to decipher what’s an organizational need and what’s an organizational desire and and needs and desires, you know, already two very ambiguous terms to decipher between. But the way that we saw successful organizations decipher between the two that needed is clearly attached to demand assessment. So if you see demand increasing for your organization, then then it’s more likely that there’s a need for either better, more improved their larger facility. We also saw in terms of the motivation, those organizations that really clearly knew why the project is being built and how it related to their mission. We’re definitely much more successful down the line leadership with another dimension. So having a leader from right having the same leader start the project and then finish that project and making sure that before before the planning and building this place is definitely a vital to the project success and then way also looked at outcomes that was another dimension. And so we looked at sort of all of the ancillary revenue streams that organizations planned on having after the project opened, and we called that so we looked at essentially house flexible and nimble organizations could be in generating revenue, and then also in terms of outcomes we were those projects that were more successful also tended to really stick to the caps that they put on budgets in the planning and building processes. But most of the projects went way over budget, didn’t they? Over budget overtime? That’s right? Wasn’t eighty seven percent, eighty percent of project went over their initial budget, and and by large numbers to was it weren’t some of them to buy a factor of two? Yeah, but we did have some project over two hundred percent over their initial lodges budget s o and do we have any sense of we break that down and analyzed by that and look at what might have caused those projects that went way. Over budget to have to have been more likely to do so. Could you slice it that way? Definitely. We looked at that as well. And it was it was clearly so. One of the first reasons we call budgets really increase was that division of of the project in the beginning wasn’t as clear as it should have been. And so that’s what? We was sort of what you could call vision creased i mean, vision division kept on expanding, as i think, enthusiasm as an excitement kept on group growing with the project. But that was one reason. Okay, okay, you mentioned that something that would be likely to contribute to how you define a successful project was is that it is related to the mission. And that sounds a little bit like what you’re talking about now in mission creek. But but how does an organization start out with building a project, a concept that isn’t related to their mission? What does that look like? Well, a lot of the time, the reasons for these projects are our external to the organization. A lot of the time, you know, we saw organizations decided to build not because it was necessarily related to their mission, but because, you know certain members of the community or the board thought it would be a good idea for let’s, say economic development reasons or something like that. So it wasn’t directly attached to the organization. I think a lot of the time organizations and into trouble when that was the case, i see, ok on dh, you also talk about the the they’re being ah it’s more likely to be successful there’s increasing demand, which would sort of counter act the the ego factor, right? I mean, it wouldn’t every cultural organization like to have a brand new, spiffy building and, you know, it’s tens of thousands of square feet or something, but we have to overcome that ego and focus on some real numbers, right? I mean, you know, that’s, probably one of the most interesting elements of our facilities project is that they’re very much projects passion, a lot of the time and a lot of the time, those people who have the idea for the project, i mean, are really passionate about seeing it through because their patches passionate about their art form, passionate about their organization and which, you know, is is truly great. However, you know, the reason that we really went forward with this study was because in a way, way wanted teo see what rational elements we could pull out of this process and what rational elements we could bring to the table in for future projects. Because, you know, even though passion move the project, you really do have to think about the nuts and bolts of what’s actually going to be feasible. Down the line. Joanna veronica bitches with me she’s associate at the cultural policy center at the university of chicago and lead author of their study of building between nineteen, ninety four and two thousand eight among cultural institutions, what are some of the the markers of difficulty or sort of red flags? Well, way one of the other definitely one of the other elements in-kind sweet study was sort of what we called, how difficult the process ended up being. And, you know, they’re clear markers such as lawsuits and things like that, that i think anybody would agree that our elements of of difficulty, i mean, but really, it really had to do with, you know, a lot. Of the markers of difficult project had to do with all of the markers of success. So kind of if you think about the opposite so good earlier, right, that, you know, you needed leadership. The same leadership from the beginning into the end. Well, those projects that had a lot of turnover and executive leadership definitely had a tougher time down the line. Okay, so essentially the negatives of the success markers. That’s, right? Ok. Ok. I’m always interested in feasibility studies on dh because i think a lot of times that the organization that does the feasibility study has an interest in carrying on the work. So they want to have that they want to give a positive, um ah, positive projection to the charity so that they’ll be hired toe actually carry on the work. And i think that conflict exists a lot in campaign fund-raising feasibility studies. Do you think that exists here? Are there are there the same entities doing doing feasibility that also would carry the project through if if a project resulted? Yeah. You know, the feasibility studies are a good idea. And we saw our organizations do them. I mean, i almost every organizations we studied had a fund-raising feasibility study or community development feasibility study, but, you know, often often we the feasibility studies were useful for the organisation, but we also saw instances where if the feasibility study came back and didn’t give the results of the organization wanted, and sometimes we would be an organization, you get another feasibility study. Really? Oh, really, i did that with therapists therapist tells me something i don’t like. I just find a new therapist, but so organizations of doing that with their feasibility studies, some some are some are some are definitely not a general and general occurrence, but we did see a couple of instances. Okay? All right, well, that’s very disconcerting. Actually, we have just a couple of minutes left, and i’d like to just explore with you. Why? On a personal level? What? What motivates you about this research? Well, you know, funny now that you ask me this and it’s been part of my life for six or seven years now, and i wasn’t even it doesn’t even i can’t even remember how i got into it because it’s such a large part of my life now, honestly it comes from it. First comes from my love of the arts, and i’ve been in in the arts in some integral way, either working as an arts administrator, as an artist, as a a narc policy analyst sometime in my life, since i can remember that really does comes from my love for the art, and second to that i mean, because i do really value what the arts and culture contribute to society. I i do, and i’m very interested in sort of how to preserve the health of the sector as well, so that i would say probably what drives me to do all of this working honestly, it’s it’s incredibly interesting. I don’t know how you can not be interested in in all of the stories we got to hear this study and all of the great people that we met not an ivory tower academic at the university of chicago’s cultural policy center joanna veronica vich thank you very much. Thank you, it’s. Been a pleasure having you as a guest right now we take a break. And when we returned to tony’s, take two a little bit about last week’s show and a standup. Comedy clip. Stay with me. Talking alternative radio twenty four hours a day. Hi, this is nancy taito from speaks. Been radio speaks. Been. Radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. 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Fridays at twelve noon eastern on talking alternative dot com buy-in hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com zoho. Welcome back, some live listener love shoutout to nan you at new york and antelope california welcome, it’s time now for tony’s, take two at roughly thirty two minutes after the hour on my block this week, you’ll find a list of the winners from last week’s sorry from the one two weeks ago, the one hundredth show. Two weeks ago we gave away on our of free consulting and some books and t shirts, and those winners were listed on my block, but also there’s a couple of stand up comedy clips, too short ones from a gig that i did at the gotham comedy club back in january. And the reason that was on my mind is because i just did a gig last wednesday night at the gotham comedy club also, so i thought i would put a few clips on my blogged from the january gig, and i’m going to play one for you, right? Ah, yes, right now to get into law school. Or are there any lawyers clap? If you’re a lawyer and willing to do cool, you know, to get into law school, you have to take the law school admission test there’s. A part on this test. I could never get my mind around. Logical reasoning. There are eight red flags and six green flag. Each person can hold one or two flags there’s, an odd number of women and an even number of men seated around a rectangular table. Who ate the hut door for lunch? Okay, a little clip from last january this past january of gotham comedy club and there’s another clip on my block, which you’ll find at tony martignetti dot com, and that is tony’s take two for friday, july twenty seventh. Right now, i have a pre recorded interview from fund-raising day back in june, a couple of months ago with priti davidson about turning supporters into event honorees. Here’s that interview welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand twelve in new york city were at the marriott marquis hotel in times square with me now is pretty davidson, and she is the director of development for the legal aid society of new york. Pretty welcome. Thank you for having me. It’s a pleasure. Thank you for taking time out on a very busy day. Your topic is converting supporters into event leaders. What type of leaders are you thinking about? We do one major fund-raising event every year. It’s, a corporate fundraiser for about a thousand people at the waldorf historia in every may on dh we have two honorees we do and one honoree from the legal community and one from the corporate community. The legal aid society is the oldest and largest not-for-profits public law firm in the country, and we have an extensive board made up of representatives from the top law firms in the country as well with headquarters in new york andare board is incredibly active, so generally we pick our legal honoree first, and it comes from our homegrown community of, um, from the legal community, okay, but i don’t see any reason to believe why this wouldn’t work for charities that have smaller galas and events resolutely your model, but what we’ve done this for? Well, well, well, we’ve done this event for thirty five years on dh i think in the last couple of years, what we’ve done differently is we’ve added a corporate honoree to try to expand our donor base from the legal community, broaden it to the corporate community and also you gonna fundez foundation fund-raising programming an individual donor program as well. Ok, now you’ve mentioned before we started that your model is different than traditional models, how is that? Back-up i think i think one thing that sets us apart is the deep roots that we have within the legal community there. Is no other charity that has the kind of commitment and the backing of the legal community that give us about close in nine million dollars a year, and so that those air relationships that some of them are over one hundred years old and those air very long term relationships that aren’t necessarily easily replicated owners who are over a hundred years the law firm’s air that, yes, the yes, some of our relationships with the firms are many, many years old, so we benefit from those long lasting relationships and are incredibly active board helps us pick our legal honoree on dh then we work closely with our with the legal honoree and with with the board again to to pick a corporate honoring, and we found that the model that works best is when the corporate honoree has some sort of a relationship to the legal honoree. Okay, so there’s a relationship there? Professional relationship, professional relationship. We’re able to leverage the relationship between the society and the honorees, thie honorees and their communities and their business communities in order to raise a cz much money is going on. Event leader, a gala leader, a leader of a gala of this sort could also be the chair doesn’t necessarily have to be the honoree. You include that the event chair in in your in your work, we do have a chair structure, we have chairs, vice chairs, we have a dinner committee and those air tied to giving levels, especially at the vice chair and dinner committee level dinner committee is anyone affiliated with a firmer corporation gives us ten thousand dollars in over or an individual and the vice chairs or twenty five thousand dollars, and over generally these air connected to our board, most of our board firms give it those leadership levels. Thie chairs are chosen in a number of ways. Thie honorees have an opportunity to pictures of their own on dh, then chairs are also appointed by the firms or the corporations that give it the highest levels. That would be the fifty hundred, one hundred fifty thousand dollar range on, and then we have honorary chairs, which our chairs in name only. Generally, they, they add, they bring a certain cachet to the events that usually very recognizable name, publicly recognizable name, but even around the honorary chairs is their expectations. About e-giving in a certain level, or or bringing a certain number of tables to the event? No, there is absolutely no expectation with the honorary chairs, their their their relationships that are held very closely, but by our honorees. And but i would say that in general honore teachers after the event will come back and make a gift to society in honor of the person. Okay, so what’s your advice about identifying the right people to be the the honorary arteries. So this is also where we’ve taken a little bit of a different approach, which i’m hoping will will will become more popular because it’s worked very well for us. We’re not looking for household names were not necessarily looking for people who everybody is going to be. Everybody would recognize if they looked at the invitation. We’re looking for people who are committed to raising money for us in the year that they’re being honored and we’re looking for people who may not have been necessarily honored in the past or sometimes over honored when lists air used over and over again, you go to the same well of people, you go to the same contacts. You don’t necessarily yield the best results, and i think they’re definitely unit new york is a really multifarious place, with many, many very successful people from different walks of life, and we’re thinking outside of the box when it comes to our corporate honorees and not necessarily looking for the name recognition, but looking for someone who’s really willing to roll up their sleeves and help us, the commitment is more important absolutely go absolutely and were very clear from the get go. What? What the expectations are what the commitment. Very next question. So how do you set the first? How do you determine what the expectations should be from honoree dahna region that that may vary from year to year? It does. So this is our our primary about this is this is the main event way did too. In the past and as many organizations have done, we scale backto one. And we put all of our resource is all of our staff time, all of our energy into this one event, and we have every reason because, yes, it is absolutely due to the reception recession excuse me? And it was probably about four years. Ago? Um, i’ve been at the legal aid society for three years, and i’ve i’ve helped oversee three dinners the first year was was very successful in my tenure because our new president, finn fog, became incredibly involved with this process, and i have to say that the fund-raising actually comes from our internal leadership. Our president are the chair of our board, our attorney in chief, members of our board are out there fund-raising forest constant that’s critical, and everybody doesn’t enjoy that they’d like to, but everybody doesn’t have that. This is one of the most active boards that i’ve ever professionally been involved with. So how about the the expectation setting for the honorees? So, it’s s o, i’m sorry to interrupt your sorry you’re setting the expectation at the point where you’re inviting to be an honor before they absolutely get it before they’ve except okay, so our model is is what is basically we’re looking for the trifecta the society raises a third, the corporate honoree raises the third in the legal on honoree raises a certain man, and this is this is not necessarily a strategy that that way set out with its one. That’s developed over the last three years, so in that first year we’re able to take this event used to raise just about a million dollars. In that first year, we’re able to raise two point, four million dollars with and that was the year that that set the tone for this model. So when we sit down with perspective, honorees and it’s generally not ah, host of leadership going to talk to that honoree it’s generally the person holding the closest relationship okay, the one on one conversation and were very clear about what the expectations aren’t it’s somewhere between eight hundred thousand and a million dollars and the and the expectations are in writing, the expectations were are not in writing during the point of where, when the commitment is being made afterwards, we do follow-up with very detailed timelines, and we cried a lot of administrative support. Another thing that’s been really crucial is that the honorees in the last three years have set aside some of their personal staff to help us so that we always have a lease on in their office and we’re working very, very closely and and quite seamlessly on this project. With them okay, okay are the expectations just about that money, but but not into sharing contacts and contact lists and vendor lists and things like the vendor? Listen, the contactless the business and personal contact lists are made available to us by the honorees. They’re sort of the expectations. It is definitely part of the expectation. It’s it’s the road map to how we raise that that kind of money, the other thing that we looked at very closely is where the common relationships, where the two honorees have a relationship in common, either with an individual, a firmer corporation or where the trifecta works really well is when all three of us have interest in the same entity, okay? And as you’re inviting people to be the honoree because they haven’t accepted yet, we’re still just setting the expectations. How do you explain that there’s benefit for them? A cz being honoree to be honored? I think the legal aid society is an incredibly prestigious and well known organization. We have a very, very prestigious board on dso. We’re talking about people who are asking other important business people to participate with them. An adventure that serves new york city there are over two million people living at or below the poverty line in new york city, and we address many incredibly crucial issues for them, and i think that our reputation is really well known. We have not had a problem so on then for smaller charities mean, what they might do is emphasize the value of their work, their niche that they serve in the community and help the honoree recognize that being allied with that level of with that type of work is valuable because we’re talking about someone who’s already committed to the organization and its work. So just thinking, you know, if someone doesn’t enjoy the reputation that legal aid society does it’s it’s really emphasizing your work and the of the alliance between the person or the corporate and or the corporation? Well, thunders generally want to help solve problems. So even for ah, smaller organization if if you’re able to make the case for for why your relevant why you’re crucial to whatever community or in larger small, i think of thunder is going to pay attention um, and and and i think funders are also interested in helping to raise the profile of worthy causes and using their name recognition in order to do that as well. Dafs you’re listening to the talking alternative network. Have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems block a little? Help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. 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Today, your greatest athletic performance is just a phone call away at eight a one six zero four zero two nine four or visit aspire consulting. Dot vp web motivational coaching for athletic excellence aspire to greatness. Talking. Hyre right? So the next step let’s say the person has agreed they’ll be the honoree. What what happens now comes the sharing of the timeline and on dh support begins we we actually actually, prior to that joint during the courting phase, we prepare a packet of materials that includes the videos we do a video every year for for this dinner, some years it highlights clients and case studies some other years it highlights sort of our more are broader impact and some of the larger issues that may not that we may not be known for in the communities bond, so that that packet of information helps kind of situate the individual, especially the one from the corporate community, because they aren’t as familiar with our work is the legal community is on. Then, after they’ve made the commitment we set up, we usually do a breakfast to introduce them to our leadership are the chair of our board of our development committee, myself and my mind top person, the president and the attorney in chief. Way more to get to know you breakfast. I generally like to go and meet with their office on by people who are going to be on the ground face-to-face relationship that isn’t just by phone and e mail it’s absolutely crucial att some point and sometimes it’s it’s not always possible, but where possible i highly recommend it. I also think that you won’t have actually becoming what you worked very closely with them and friendly enjoy a close and friendly working relationship. And i think at the end of it, we all sort of breathe a sigh of relief because there definitely ups and downs and and and we’re kind of in it together in the trenches. And how soon before how early before a kn event do you begin the process? Thie well, so we just had our event on may tenth, and i think that night we started talking about next year s o we try to waste no time it’s not always possible. We try to get our honorees securities soon as possible, ideally before the end of the summer for, um, a event would would be great. We would do ah first round of letters that fall to their contactless. We also have the process when we when we when we obtain the contact list that we’ve to get it into our system and so there’s there’s um data entry involved there on preparing ourselves administratively to be able to handle the workload at some point in in either early december, before before the season hits or or if for whatever reason, were delayed in early january, we do a save the date, okay on dh, then we send way send directed solicitation letters to a number of people that we identify on the three list, the society’s list and the two honoree lists after that way do a lot of leg work, it’s a lot of getting in front of people and calling her contacts and keeping track of who’s calling who? So we’re not when, when their interests, when we’re interested in the same prospect that we’re not, we’re not double calling, right, right? Because between the three of you, that could be overlap, and it was a lot of other absolutely avoid that my office is responsible for making sure that coordinating all the efforts okay, onda about follow-up after the event with the chair with the sari with the with the honorees way, try to keep in in close contact with the honorees, to be perfectly honest, we could do better in this realm, and i think there’s a lot of non-profits that struggle with what to do after the dinner, clearly, with the honoree from our legal community, they will continue to sort of go back and be a part of that community. It’s it’s more of a challenge with a corporate honoree? They didn’t they didn’t come to us with with the relationship already established, and it is, i think, it’s naive to think that even though they did great work for us over the course of the year that we’re gonna have them as lifelong supporters, i think we’ve been very fortunate that we’ve had very generous honorees who continue to support the society after being honored, but we’re still we’re still trying to figure out how to continue to make that that connection beyond the event, we also has the best practice, you know, we will continue to communicate with people who came to the event and or made a gift to the event, but we don’t circulate. We don’t we don’t their lists don’t get absorbed into our database unless the person has has shown interest in being involved in some custody, and when you’re in the heat of the event, thes air may events so in early mayor mid may well, end of may will give me ten it’s really bad. All right, so so hyre mid april, too late april what’s what’s keeping you up, what’s what’s really the most one or two things that you’re most concerned about, right? Two to three weeks before you know, we we do, we do a lot of our fund-raising on the front end, it’s incredibly important, and i think part of the secret to our success, that and a best practice in fund-raising that we’ve been able to get, i’d say two thirds to three quarters were fund-raising done before the invitation goes out, so not stressing about about hitting the goal at that point, i think that they’re r i think the stress and legwork comes over the course of january, february and march, where we’re doing the bulk of the solicitation and fund-raising in order to get the names on the invite, and then we found that first year we raised, i think it was one point three million or one point, four million dollars. Before the invite went out in eight hundred thousand dollars, came in after that, i think people want to be a part of a success, and success breeds success and we could use the money. Ok, but so what is it now? I’m gonna ask you again, what a couple of weeks, two or three weeks before, what is it that’s keeping you awake? Details it’s, you know, seating a thousand people for dinner is not easy there constant changes getting those lists, getting guests lists to come. I mean, there there are people there last minute changes that happened an hour before the event and making sure that our ducks in a row but i have to say that i’m not stressing anymore. This is our third my third year of doing this with it, with a great team and with a great with great invent consultants, we use susan ulan associates, they’re fantastic and i’m not stressing actually go in the weeks before the event and this year actually enjoyed the event xero which was a first for me and all right, so why did you leave listeners with just one tip? If you have to say there’s one thing that they really should take away from converting the there there’s serious, they’re they’re hyre level donors and committed people, too. Two honoree, what would that be? Well, i think that we’re very fortunate that philanthropy is very much a part of american culture and it’s been ingrained in all of us at some point to be involved in our communities and give back i thinkit’s a deeply american construct, and i feel that, you know, converting a leadership into honorees is a process. It takes time and it’s a process that it’s again it’s, another level of relationship building that, you know, if we’re able to make the compelling arguments to an outside audience, that we know why our organization’s make a difference in this world, that message is very clear, and i think that there’s a lot of people were incredibly receptive to that. So while it might take a little bit of time if it’s done the right way, you’ll have lasting results. Thank you very much. Pretty davidson is director of development for the legal aid society of new york. Been a pleasure having you as a guest. Thankyou. Thankyou, tony. My pleasure, tony. Martignetti non-profit radio coverage of fund-raising day two thousand twelve at the marriott marquis in new york city my thanks too pretty and also the organizer’s of fund-raising day and, of course, also to joanna veronica vich i hope you’ll be with me next week. I hope you’ll be listening next week. It’s audit week you’re hr owed it starts off karen bradunas human resource is consultant returns to the show there may be things hiding in your hr closet that you need to bring out and dust off to avoid problems later on, we’ll talk about your benefits, plan immigration, paperwork and that’s not only for immigrants and what to do if you get audited by federal or state regulators and then your social media audit, scott koegler continues our discussion from the one hundredth show on sites that help you assess how you’re doing in social media sites like hoot suite market me sweet and radiant. Six scott’s the editor of non-profit technology news and our regular tech contributor. We’re all over social media you can’t make a click without sparkle a testa it’s a tony martignetti non-profit radio means you can’t make a quick without smacking your head into us, but today, just focus on linkedin linked in group is probably a couple of months old now. Next time you’re on linked in for podcast listeners, please join the group comment on the show or there’s also an active discussion going on now about about social media so it doesn’t have to it’s not limited to subjects on this show. Please join the linked in group and i want to start wishing you good luck and good fortune in the words of artists throughout the world and this week i’m starting with italian in boca lupo, which means in the mouth of the wolf, and you would say that to someone as just as they’re going on stage in italy. In boca lupo, our creative producer is claire meyerhoff. Sam liebowitz is our line producer shows social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I very much hope you’ll be listening. Listening next week or the week will be on friday one to two p m eastern at talking alternative dot com in bocca al lupo i didn’t think that shooting. Good ending. You’re listening to the talking alternative network. Get in. Hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. Are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. You’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. This is tony martignetti aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays one to two eastern on talking alternative broadcasting are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership? Customer service sales or maybe better writing are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment. Be more effective, be happier. And make more money. Improving communications. That’s. The answer. Dahna
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Tony’s guests this week:
Jennifer Herring, president & CEO of The Maritime Aquarium at Norwalk.
Maria Semple, The Prospect Finder, consultant in prospect research and
author of “Panning for Gold: Find Your Best Donor Prospects Now.”
Read and watch more on Tony’s blog: http://tonymartignetti.com
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Zoho hello and welcome to tony martignetti non-profit radio for friday, june fifteenth twenty twelve we’re talking about big ideas, big non-profit ideas for the other ninety five percent of your aptly named host it’s good to be back in the studio have been away for a couple of weeks. Last week i was at fund-raising day got about ten interviews for the show, one of which we’re goingto listen to very shortly today, but great fun meeting everybody on the exhibit floor got some sponsorship enquiries good to see everybody there about fifteen hundred people at the conference and good busy booth we had on the exhibit floor this week it is motivate your board for major e-giving and revisiting your twenty twelve prospect plan from last week’s fund-raising day conference. Jennifer herring has advice on motivating, working with and supporting your board to help them step up to their fund-raising duties she’s president and ceo of the maritime aquarium at norwalk in connecticut and also revisiting your twenty twelve prospect plan. Maria simple, our prospect research contributor and the prospect finder those a midyear checkin of her new year’s ideas on your twenty twelve prospect plan that was back. On our january sixth show have you hosted those cultivation events that she recommended and used them as prospect research tools? Do you have your free google lorts set up? We’ll recap a few of those ideas from january and between the guests. Antony’s take two nearly one thousand new york city charities lose their tax exemption. I’ll explain what happened to their exempt status and that’s not limited to new york. You can use the hashtag non-profit radio to join the conversation on twitter. Andi i very much hope that you were with me last week when it was got women donors from last year’s fund-raising conference and also maria semple was on last week sharing strategies for using linked in. Right now we take a break, and when we return, i’ll have the first of my interviews from fund-raising day this year. Stay with me. They couldn’t do anything, including getting ding, ding, ding ding. You’re listening to the talking alternative network, waiting to get you thinking. E-giving cubine money, time, happiness, success, where’s, your breakthrough join me, nora simpson, as i bring you real world tools for combining financial smarts with spiritual purpose. As a consultant to ceos, i’ve helped produce clear, measurable financial results while expanding integrity, passion and joy share my journey as we apply the science of achievement and the art of fulfillment to create breakthroughs for people across the world. The people of creation nation listened to norah simpson’s creation nation fridays at twelve noon eastern on talking alternative dot com oppcoll are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. Dahna you’re listening to the talking alternative network. Welcome back, it’s time to motivate your board for major giving. This is the first of my interviews from the fund-raising day conference hosted by association friendraising professionals new york city chapter just last friday. So this is the first of the ten that i got years. Motivate your board for major e-giving with jennifer herring, welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand twelve, we’re in the heart of new york city in times square at the marriott marquis. My guest right now is jennifer herring. Jennifer is president and ceo of the maritime aquarium at norwalk, and her topic is major gifts two point oh, straight talk for your board, jennifer. Welcome to the show. Thank you very much, tony. I’m glad to have you on dh. Thank you for taking time in a busy conference day. A pleasure. Why don’t you acquaint listeners with the work of the maritime? Aquarius. Ah, the maritime aquarium is a regional aquarium located in fairfield county, connecticut, that serves primarily connecticut in westchester. But the whole tri state region it’s focused on long island sound. In fact, it’s, the only aquarium focused on long island sound our mission is to inspire people of all ages to appreciate long island sound and protect it for future generations. We have a wonderful collection of long island sound animals and a lot of ability to touch and directly experience animals. It’s a very intimate aquarium. Okay, we also have a very large education program that reaches out primarily to underserved students around the tri state area. And how long have you been there? I’ve been there for going on eight years now as the ceo. Okay, let’s, get into your seminar topic. Major gifts two point oh, straight talk for your board. You’re encouraging gift officers to be change agents around board fund-raising way. We’ll have plenty of time for detail, but generally what’s what’s the problem that you see, i think that the challenge with boards is to keep them engaged. Getting them on the board is on ly step one all fund-raising especially major gifts. Fund-raising is about personal relationships. And just like any friendship, personal relationship needs to be cultivated and maintained on a continuous basis so you can get getting people on the board is the first challenge and talk a little bit. We want we want talk? A little about recruitment will get sacked, right? But once they’re on the board keeping them engaged, challenging them with meaningful ways to be connected with your organization, it’s an ongoing challenge and the strategy behind that is something that the development officers can and should play a significant role in. Okay, let’s, let’s talk a little about the recruitment of board members. How do we make plane? What the fund-raising expectations are at the recruitment stage? I’ve done that for many, many years, no there’s always a conversation, you know, once you’ve i met, the person cultivated the person enough so that your at a position to have a conversation about whether they want to join your board. And of course, that person has to be somebody who’s passionate about your mission and somebody who is going to bring something either some expertise or capacity or preferably or a network of contacts are preferably all three two the nexus of issues that the organization feeling you have ensured that the person you’re recruiting is bringing something, what one one to a little three of those? Absolutely because, of course, the ideal boardmember brings wealth, wisdom and work. And we want to engage all three. So you’re having the conversation and it’s almost always conversation, at least in my current job between me, sometimes with another trustee and the perspective person and i just lay the expectations out on the table. Now we have kind of a sliding scale of expectations, depending on the capacity of the person the board has voted. This is a small organization, it’s, about a ten and a half million dollar budget and how many trustees are there there at the moment? Thirty one that’s large could be that’s a lot that’s. A lot of trustees, partly because in a cultural institution, being on the board or on a committee of the board is the only way you have a connection there. No grateful patients. There are no alumni. You have to create a connection and keep it going. Okay, and the board is a very important way to do that. So getting back to the recruitment conversation, i always put a specific number on the table. Um, and it can be as little as the minimum annual gift that the board has voted. Should be the minimum, which is twenty, five hundred. Dollars uh huh. Often i will say site a larger annual gift if i know the person has more capacity plus either giving ah, e-giving or selling a table to the gala. And then we’ve been in a campaign mullet for the last five years. I usually say, you know, once you’ve gotten involved in and been a member and really gotten connected, we will be coming to talk to you about a major giff ok? And the first number that’s an annual number that’s an annual number. Okay, so you’re very clear about the expectations, do you? Do you do this in writing and let the person take it home to take it to the office and considerate or this is really all verbal well, what we give them in writing, we don’t give them the expectation and writing, okay, we give them the role of the board. You know what? What our expectations of them are in terms of their responsibilities and what they can expect of us in terms of response. Civilities, we give them a lot of background material about the organization would let them see who they’re colleagues on the board would baby give them. Aboard list, but we don’t have, you know, a pledge form that they have to sign beforehand. We figured that the verbal conversation is enough, and then we solicit them ah, at the at year end or calendar, you’re a fiscal year, and we have a june thirtieth fiscal year for what we’ve talked about. All right, now you have a new boardmember they’ve they’ve accepted based on the expectations, what is ah, board training look like for brand new board members around? Fund-raising well, we don’t have a really formal training for us it’s on the job, maybe they go on other calls, outgoing calls with others or what we mostly do. We have a pretty elaborate committee structure, one of which is this is a campaign committee, but a marketing committee of finance committee, education committee and exhibits committee, so we use those committees to get them connected with the meat and the program of the organization we use the gala committee very actively to engage people in soliciting tables for the gala. That’s in some ways, the easiest kind of fund-raising to do because it’s very transactional, then there’s a a certain small kadre of leadership volunteers. Who have made major gif ts and who are in powerful positions in the board that i work with personally to develop specific ask strategies that they participate in to go on called fund-raising calls with terrorism that’s sort of on the job it’s on me. Okay, so it’s on the job training because i’ve i’ve found i’ve worked it now for non-profits and i in none of them has there ever been, you know, you get the whole board together and you have a little fund-raising training thing. We tried to do that, actually on a retreat in two thousand eight, the week that the stock market was falling apart when we were about to launch our campaign and had a little role playing about how you ask, but that contrived, right? So everybody knew everybody knew was staged its quite trust, and i found that it’s much better to work directly with the person who’s agreed to go on a call with you, and what i do is write a script for that person, and i do it for myself too about you know what the objective is, how much we’re going to ask for what the background. Is the, you know, the background, research, the relationship with the person to the organization, and then what each of us is going to say, e-giving lending, e-giving e-giving, ding, ding, ding, ding! You’re listening to the talking alternate network, get him. Cubine money, time, happiness, success, where’s your breakthrough join me, nora simpson, as i bring you real world tools for combining financial smarts with spiritual purpose. As a consultant to ceos, i’ve helped produce clear, measurable financial results while expanding integrity, passion and joy share my journey as we apply the science of achievement and the art of fulfillment to create breakthroughs for people across the world. The people of creation nation listened to norah simpson’s creation nation fridays at twelve noon eastern on talking alternative dot com. Are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. Oppcoll you’re listening to the talking alternative network. Treyz i’m ken berger of charity navigator. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Yeah, so you actually rehearse since you have a school to do, you practise the meeting in advance? Well, i practice myself. I mean, i sit in my office and speak the script, and i often will have a telephone call with the person who’s going with nato to go over it, and they used these scripts. They work really well to shape the the conversation and, you know, it’s sort of various whose mouth, the actual ask is going to come out of it most often comes out of my mouth even if we’re going with a peer, but it doesn’t matter, really, because the presence of the pier there makes all the difference. And why don’t you say a word about that? For people who may not recognise what what’s the value of having is someone someone alongside with you, who’s a a peer of the of the person you’re soliciting. So having somebody who’s involved who’s already made a major her gift who’s giving their time and and treasure to the organization validates the organization for the person that you’re asking the money for and sets a bar down four for what they’re doing, especially if it’s a trustee because the trustees are supposed to be the ones who care the most were the most invested and therefore need to be the biggest investors in the organization. That somebody on the outside of the organization is always looking. Two how much trustees were doing and how much in particular that trustee who’s asking has done to help scale their level of gift thinking. So so here’s an example. Actually, this isn’t a trustee is somebody whose son is a trustee. And who i’ve tried to get a trust to be a trustee for years has taken on the project of raising money for a new research vessel, which is a two and a half million dollar project. He’s in the shipping industry. He’s. Very passionate about it. He cochairs the committee he brought in the person who’s. Um, project managing the project. Who’s built many boats. He helped move us to the decision away from retrofitting an old boat to building a new boat from scratch. He agreed to raise the money. He gave a half million dollars lead gift. And i took him to see ah, prospect that’s been in our family at about the ten. Thousand dollar level for a number of years. Who we honored it, our gala, who we’ve cultivated pretty thoroughly and whose connection to the aquarium was around our existing research vessel. So we went and sat with him right before christmas in their kitchen. Sam uh, the gentleman who’s leading this project talked about it very passionately talked about what he’s done, and that is instance, the actual ask came out of my mouth. We left them with materials. But then the leader that the head of this effort played golf with the prospect in florida continue to cultivate him on his own separately from anything that the institution was doing. And this gentleman stepped up with a half million dollar gift, matching the lead gift for matching the lead gift. So it was a long cultivation effort, probably going on for five years before we got to the critical moment where we found the right project that connected to this person’s passion. And i’m sure that the fact that he was being solicited by somebody else who had made a gift at that level was one of the things that determined no, his i mean, this is somebody with a lot of capacity. Who’s named things all over town. This also speaks to the value of the long term relationships that you mentioned now that may not have been a long term relationship, but it was the beginning of it was the beginning of a relationship between those between those two between those two. Absolutely and and there is the long term relationship with the institution. Find this gentleman the person who made the five hundred thousand dollar gift had been involved with the institution for at least five years. But between these two people, right, a developing relationship, correct? See each other’s piers on dh makes it tougher for the person solicited to refuse. The other thing usually is that when you’re going to have a solicitation call, the person that you’re soliciting knows why you’re coming to see that it’s not a surprise way don’t want toby blindsiding people you want them to know, right? I mean, you basically set up the meeting in a way that says, i want to come and talk to about this project for this campaign or so that they know what it is and if they don’t want to be solicited. They won’t take the meeting mostly right? Let’s talk about the role of the professional fundraiser in supporting lord fund-raising what do you see as the the role? Well acquaint people with the structure at the aquarium? Do you have? Ah, vice president, director development? Yes, there are some gift officers or we have it, but we have a very small development, as we have in highly experienced director development who’s been doing university development, heading university development departments for thirty years. We have a person who does foundations and ah latto the patron program and various other many aspects of fund-raising is sort of the director of the annual fund, but he’s also doing major gift so it’s not very good at everything that it is typical of a small shop. We have a person who does the gallas and corporate fund-raising we have a person who does membership and the acknowledgment of gif ts and some fulfillment of patron level gift, which is a thousand dollars for us, we don’t have very many patrons and and that person has an assistant so it’s basically five, five people in there, other things that are being done out of this. Opponent who eyes the liaison to the board for fund-raising assume it’s, the it’s, the director of development and to some degree that the person who manages the gala because the board is so involved in the gala so and and also the personal i would say that there are three of our gift officers that that have relationships, not with every boardmember but with some board members, and then since you’re giving your your topic is major gift, right, what’s, the what’s, the support that the director development probably is the one providing to the to the board around around major, gifted director, director of development it’s mostly providing support to me around major gift activities and that’s possibly because i have such a strong fund-raising background was the ceo. I mean, that’s what i’ve been my career has been for thirty years, so we talk about strategy. He identifies prospects, does the research. He does a lot of personal cultivation with these people, too. So he makes friends with them. He talks about his travels there, travels. He fixed us up with theater tickets. He does things that just brings them closer to the organization. He’s very active. In working with the board on small, intimate cultivation dinners, that’s something you ask board members to do? We asked members events and not in the way host them right in front of our biggest exhibit, which is a shark tank. So you’re you’re having dinner with the sharks swimming around in this elegant table. There’s, you know, a maximum of twenty of you there’s, some interesting intellectual guest, either professor from yale or the principle of our partner school that’s closing the achievement gap or somebody like that, you’re there with a bunch of peers that the board members bring to the table and that’s part of the cultivation effort that’s proven very successful and really important in moving people into major gift relationships with us. What do we do with or four board members who have a reluctance to do fund-raising now, even at the so even going back to the er, teo bringing them on, bring them on the board, the recruitment if they express our reluctance, they have skills that you need and they’re willing to do their own giving maybe a maybe a much higher level than the twenty five dollar minimum, but they have a reluctance to do to be asking people for money, what can they be doing around fund-raising we just don’t bother with them because we don’t have time, frankly, so you wouldn’t accept that kind of a boardmember no, no, we just leave them alone to what they’re doing, okay? And don’t try to make them do something they can’t d’oh. But even if they can’t ask there not comfortable asking, they could, for instance, host the hosting events so that’s were constantly, uh, trying to get people to bring their friends to our events to our friends of his are exhibit openings introduced people to us, and every year when we have aboard retreat, they all the people there pledged that they will do that and every year on ly a few of them do it word definitely working very hard to get boardmember sze to agree to host or co host thies, small dinners are shark tank dinners and bring with its great they’re called struck thank dinner. Yes. Oh, isn’t that great? I just read something online that if there was one drop of blood in one million drops of blood or something like that, sort of sense that consensus was that on npr’s website or something it could be but that’s something that that one of our education programs that demonstrates two kids very interesting how they do it with a little drop of tomato juice, being deluded and deluded and deluded, and and they figure out when they can taste it and okay, yeah, so your shark tank dinners so we’re constantly trying to get boardmember is to bring their peers to shark tank dinners, which is very difficult to do, and only a few of them are really able tto leverage those kinds of relationships. It’s, you know, we have in some ways a naive for this is not new york city, and this is not new york city fund-raising with the kind of power boards that i’ve worked with at the new york public library and the wildlife conservation society it’s a very different kind of bored, maybe many of these people are being our board members for the first time, some of them are, you know, business people may be in the upper middle management of the bank, and there they don’t have that kind of reach into rich people community that um, that is common in new york. On the other hand, fairfield county has a huge amount of hedge fund wealth and a huge amount of maritime wealth, although in this economy, that’s less than it, wass. And we’re getting more and more of those kinds of people on our board who do have a network and are able to to bring us at least to get this us in a room with them. Okay, then the challenge becomes how two convince the sector. That is more and more about venture philanthropy that has measurable impact. That there’s something for them at the maritime aquarium? Yeah, on dh. Well, we want to stick to the board fund-raising topic, but i know that impact and outcome assessment is very here for lots of charities. And yes, it is a struggle for cultural institutions to do that. Although it sounds like maybe around your education in this job we do. We are able to do that around our education on shifts and initiatives in some very interesting ways about closing the achievement gap, and one of our trustees made a very strategic a gift to us that allowed us to do a case study about a partner school that we’re working with and what impact our partnership has had in their achievement there. Rising achievement of school that’s almost all inner city kids. Jennifer way have just about a minute left. And i want to talk a little about the case for support on dh analyzing that case for support again in just a minute. So what’s your advice around scrutinising that you need a strong case for support. You need your board to be able to deliver it in an elevator speech s so that they can be great ambassadors for you. The case for support is what’s going to make people give? They have to understand that you have to teach them through your case for support that you are an institution that can help them change the world, that they can change the world through your institution, and get the joy and satisfaction of doing that through their philanthropy. The the elevator speech for board members, do you help them write it? First? Talk about what we have definitely done that, and we’ve done it in various ways. The elevator speech should have a certain set of statistics, and i’ve actually gone so far as to take a business card and write him out that they can keep in their pocket this citizen. But the elevator speech also has to connect to the passions of the boardmember so that they can talk about the institution in a way that that communicates the passion that they bring to it. So every boardmember doesn’t have the same elevators, no every boardmember doesn’t and shouldn’t have the same elevator speech. Excellent advice. Ok, it goes to what? What? What moves them the most. What moves down, right? We have to leave it there, but thank you so much, tony. My pleasure. Jennifer herring is president and ceo of the maritime aquarium at norwalk in norwalk, connecticut. Pleasure. Thank you very much for joining me, jennifer. My pleasure. Thank you, toni. This is tony martignetti non-profit radio coverage of fund-raising day two thousand twelve marriott marquis, hosted by association of fund-raising professionals, new york city chapter. My thanks again to the folks at fund-raising day and jennifer herring. Right now, we take a break, and when we returned, tony’s take two, and then it’ll be maria semple revisiting your two thousand twelve prospect plan. So hang around. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back, it’s. Time for tony’s, take two on tony martignetti non-profit radio my block this week is nearly one thousand new york city charities lose tax exemption the new york city department of finance ah revoked the property tax exemption from nine hundred twenty five city based charities because they failed to demonstrate a legitimate charitable purpose. They lost their property exemption for what? For property that they owned. And, as i say in the blogged, something similar to that was reported in the new york times last year and and the block post has a link to that coverage, i think the lessons for charities are you need to stay true to the charitable mission that got you. The irs is designation of tax exempt however, many years ago that was and in the case of one of the charity’s sighted, but you’ll see in the blogged from new york city, that was nineteen, thirty four and but now, obviously, new york city is challenging that. So you need to stay true to that charitable mission that got you that original tax exempt designation and i think, also need to stay in compliance with state and local regulations. And laws because i could see compliance being linked to keeping your tax advantage at the state and local level. And that’s all we’re talking about. We’re not talking about federal tax exemption. These were ah, this is all state and local tax advantages also want to remind you well, that’s on the block and my blog’s is that tony martignetti dot com and that’s, this week’s post. I also want you to remember that we have a linked in group and on the linked in group. You can tell me what you ah, i have as ideas for future shows. Or give me feedback on previous guests. When if you’d like to say, please check us out on linkedin. And that is tony’s. Take two for friday, june fifteenth the twenty fourth show of the year. The year is almost half over. How is that possible, maria? Simple. I know your air right in here. Hello, maria. Simple. How are you? I’m doing well. Maria is the prospect finder she’s, an experienced trainer and speaker on prospect research. Her website is the prospect finder dot com. Her book is panning for gold. Find your best donor prospects now and most importantly, she’s, our regular prospect research contributor, and this month we’re revisiting the twenty twelve prospect plan maria from the january sixth show. You had some ideas back then, i did absolutely so i came up with kind of a list of things that people could do, and i thought i’d be a good idea to revisit it now that we are hard to believe midpoint in the year of twenty twelve already, i know, um, so not to revisit the entire show, but some of the tips that we had, we brought to the table at that point we were talking about, you know, prospecting from within your database in-kind of mining that database and tips for how you can keep up with some of your top prospects. But we also talked about proactively identifying people outside the database and bringing them into your organization to learn more about your missions and by hosting by hosting some cultivation events, right? Right. So we did, you know, talk about cultivation events. My suggestion had been to in the first three months of the year, really trying to identify people from within the database and proactively identified people outside your database that you might invite some cultivation events and then try and hold those events in second quarter. So let let’s assume that people may have taken our advice hosted one or two cultivation events, but if not, we have some lessons or we have some ideas to get started. The year’s not over and it’s only half. So you can still, you know, implement all of these and just think about shifting the tips into the second half of the year. That’s even we have even more than half. This is only the twenty fourth. So twenty four, twenty four, fifty seconds have passed. So what is that? Twelve. Twenty six and then it goes down even further. Teo six, six, eighth goes from all right. Well, you have more than half the year left. Yeah, just a little over half the year. So all is not lost. But anyway, let’s, let’s talk about some of those. Those tips that we talked about, we mentioned identifying maybe the within your database. Who were those top ten to twenty gifts that you’d received in the past year. And also your top ten prospects in terms of lifetime giving to your organization and, you know, inviting those people to attend a cultivation event. Now, you know, sometimes people refer to these parlor event. You know, whatever terminology want to use, the event can be held at your facility. If you have a facility you want to showcase or outside in somebody’s home. So in particular, if you have somebody you’re affiliated with with your board or another volunteer who’s willing to open up their home, particularly if they have a lovely home. And really, the setting would work very nicely for us. A small, intimate gathering. The key to remember here, there’s no. Ask at that. You know, that could also be on site. You might have. You might have a very interesting place for people to gather on site i in the interview that everybody heard earlier in the show. Jennifer herring is president of the maritime aquarium at norwalk in connecticut. And they like to host things in front of the shark tank. Right? So it could be a small gathering. If you have a small shark or maybe have a gecko or, you know a hamster, you could host a small group in front of a little aquarium. With, you know, eight or twelve people watching the hamster go around in a wheel, i mean, that could be compelling. Yeah, certainly if you have a facility that lend itself well to that type of gathering that’s great. I attended something recently at the liberty science center here in jersey city in new jersey, and it was a fabulous event, and so, you know, just get creative and think about what would draw people in. Is it the space? Is that this person’s home on dh? The key is to really be able teo stick to the time frame that you tell people it will be, particularly if you’re going to do it around some sort of a breakfast event, people need to get on with their day, be a little bit more lax if it’s an end of the day event, but from a prospecting or prospect research point of view you want to think about while you’re attending that event, listening for, you know, some of the general interests now, you know, i’m assuming that a lot of the people that are listening to this show may be from a smaller to midsize non-profit so the person taking on the role of prospect researcher is either the executive director is the development director, maybe a communications director. Whoever that person is that also does some prospect research at the organization should be in attendance at this event with the so purpose, really, to do a little bit of intelligence gathering. Yeah, you want to be you want to be making sure that people are that staff, if you do have multiple staff, you don’t want them huddled together over in the sort of the room, even if it’s just two or three of you, you know, huddled in a corner, chatting or all seated at the same table if there are multiple tables, that’s, a that’s, a big mistake, you’re not you’re not going to be out talking to people as much as you could be, right? So this is an opportunity for you to showcase your non-profit but also to elicit a lot of wonderful information that, quite frankly, a lot of instances you may just not be able to find this information online. So so what type of information might that be that you’d want to elicit as wearing your prospect? Just general interest just engaged the person in conversation on and be a good listener that is just so very keys just to really put your listening ears on. And we’ve talked about we have talked about that in the past. Thie radical listening, which came from a previous guest. Melanie schnoll begun. And then you picked up on radical listening and recommended it as prospect research vehicle. Right? Total cultivation event is a great place for you to become a radical listener. So gent general interests that they have any family information that you khun gather sometimes there might be information about children, ages of children just to get kind of get an idea of where they are, what point in their lives that they’re at. Um, are they you know, more of a plan giving prospect for you? Are they really just starting out in their lives, their careers, and have very young children? Just you want to be genuinely interested in in their lives? S and and what? What it is about your work that appeals to them, right? And one way to find out about that is, well, obviously to directly ask them. But it’s also interesting to try and gather where else? They’re volunteering their time. You know what other charities air they particularly interested in so that you can try and figure out? Well, gee, just, you know, the programming and then services that we offer does it a line at all with what this family has in terms of their general charitable interest. So in the case of the maritime museum, they might be thinking about, you know, china, find out what you nowhere else these people are are spending their time. Are they interested in other maybe water conservation efforts, other charities that really address water quality in the long island sound? You know, things of that nature, and so for sure, you’ll know that you’re on the right track and engaging this person in additional conversation. So, you know, that might be a great way to find out where they and their spouse volunteered their time also vacationing. You know, this is a great opportunity for you to say so, you know, do you have any exciting vacation plans for this summer? Uh, so, you know, be listening for responses like, yeah, we’ll be spending, you know, the entire month of august in our home. In the hamptons, you know, they say that nature good to know just just generally find out what type if they say no, we’re doing this stay cation thing this year, you know, pick up on that cue, um, and then really, really important the circles back to something we talked about in the january show is to be able to really create some sort of contact reports on capturing critical information that you’ve been able to glean from the, uh, from the cultivation events. Right now, we have a great dahna database right now, back in january, we talked about we encouraged i think it was the eleven percent that didn’t have a computer database to look at the clouds packages that available, and you went into detail and on that in the january six show, so hopefully some of those people have converted teo computer databases, right? And if they’re still in there, sort of in the shopping phase, i’ll just remind them real quickly that the two websites that that might be something for them to check out that might give them some additional info on what’s available out there. Idealware dot or ge talked had a kn article about how to select a database and tech soup dot or ge is a good place to find some low cost and free tech advice. So, you know, check those out if you’re still in shopping mode. Andi, i you know, i truly believe that cloud based is the way to go it’s just going to give your staff and your board the most flexibility on dh then your point about saving that valuable information that you that you learn at a cultivation event in that computer database or if you’re not computerized yet, i guess you know, you you print up a contact report and put it in a person’s folder, right? Exactly and, you know, it’s really important, like, just just like you don’t want that staff to be all congregating together in the corner, it’s going to be very important after the event post event very quickly thereafter within a day or two to have a debriefing if it’s not a meeting, get a conference call going, you know, there’s free conference services out there there’s no reason why you can’t just say, you know, knowing in advance the date of the event, let’s say it’s a thursday evening by by friday midday, you could be having a conference call in have that scheduled way in advance that you’re going to have a debriefing call, you know what were the important point? Somebody found out from speaking with some of the people, and you may want to actually pre-tax fine people, right? So if we know in advance that mr big bucks is going to be there, why not do a little pre advanced research on him and find out a little bit of information? And so that a boardmember can be assigned to perhaps be the person to you know, just have a discussion and you can even try and figure out who the best four person would be, that you’d want to make sure cultivating that individual during the way we’re going to take a break. I want to emphasize before we do one thing that you said, which is in terms of inviting people, look a tte donors who have give been giving for the lifetime large donors over their lifetime, so individual gifts may not be so large, but they’re giving history over the life over their lifetime with your organization. Is quite large. Those air also good people to invite. We’re going take a break, and maria simple will still be with me after that break. And i hope you will, too. Talking alternative radio twenty four hours a day. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic readings. Learn how to tune into your intuition, to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen every monday at eleven a, m on talking alternative dot com. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit, you’ll hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. Hi, this is nancy taito from speaks. Been radio speaks. Been. Radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. This is tony martignetti, aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Technology fund-raising compliance. Social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays, one to two eastern on talking alternative broadcasting. Talking. Hi there and welcome back we’re revisiting your twenty twelve prospect plan with maria simple maria just teo wrap up that topic on cultivation events. Was there anything more you wanted to say about that before we get to one of the other topics from from january? I would say in terms of pre imposed cultivation event, there are a couple of websites that you might want a bookmark to be able to do some of that general research on an individual that might be attending or might have attended anay event. I outlined some of these in the going beyond google article that i have on my website, and maybe what i ll do, tony is at after the show go ahead into your lincoln page as well as your lincoln group as well as your facebook group on dh post there about what where they confine that exactly, but it’s a suspect finder, dot com and it’s on the resource is paige, so some of those things that you can do is obviously run the person’s name through google. Now the big tip with google is that you want to put quotation marks around a person’s name, so that you’re finding their name as a phrase in google if is so, certainly you could do that. You can set up a google alerts again on the top ten donors we had recommended back in january that you look at the top donors that you have in your database and set up an alert on their name that’s free google will push the information to you so you could find out if something new is happening, especially in somebody’s business career. Now, last time we talked about alerts, i think you had set one on me or we talk about something and you used me as an example. I was lousy results was a wealth indicator. Was that that wealth indicator? What? What, you know, what’s interesting about setting up. Stop using me as an example, right? Google and google alerts is if you google plus now is actually influencing, and we talked about that on one of your shows it’s influencing your search results. So if you are on google plus and you are logged into google, the results are actually going to be skewed more toward social results. So if you’re doing this purely as a prospect researcher. You may want to actually log out of google. Um, your google plus account before commencing your prospect research. Just a tip. I think you might get a little bit more of objective results, if you will. It’s not gonna be so much skewed toward just social sector social media here. And you had you had examples on of other alerts that that people could set beyond the free google lorts, which are which are outstanding. I use them a lot for for my work, right? But you had some examples of others specific newspaper alerts. A lot of the newspapers out there permit used to set up alerts on specific phrases. If you and also the news sources in your state here i track in new jersey, i track and jay is, uh, they send me daily alert just generally what’s going on in the business community. I get those alerts twice a day here in new jersey. So that’s, something you want to consider looking into. What is that publication that covers your state? It might present from interesting opportunities for you because they tend to not only highlight, you know, negative news that’s going on, but also some real positive news and then one of the fee based services that some of your listeners maybe currently scribed, too, for doing foundation research is called foundation search dot com and as paid subscriber, one of the things that you have access to is a new foundation alert service. So if you are subscribed to that service, definitely set up the alert for yourself. They’ll let you know anytime a new foundation is formed on registered with the irs in your state or whatever states you decide to set up, as you know, the alert service and you will be pushed the information through email, then you can check it out a little bit further waken set these alerts up not only for individuals but companies and foundations. That’s, right? Yeah, you can definitely do that as well. Cos and foundations, you want to set up those alert so, you know, whatever it is that you’re looking to track for certain, you want to set up the alert there? Um, lincoln is a great place to research. Somebody pretty opposed an event. Also, they have free alerts that you can set up within lincoln. So let’s say you’re always, you know, prospecting for somebody who holds specific in a certain industry. Let’s say the accounting industry or something like that. Ah, and you want to always be notified anytime somebody new joins lincoln who’s in the accounting field and also happens to be within a certain radius of your zip code, you can set those types of alerts up up to three of them, actually under a free lengthen account to take advantage of that. And have lincoln pushed the information to you, maria, is that using the advanced search? Yeah, yeah. You can do with the advanced search page just to do the search initially and then? Ah, once you set those, you see the search results, you can actually save that search and you’re allowed to save up to three searches. Particularly useful. Okay. Okay, so the cultivation events, the alerts i’ve calculated now the year is six thirteen ths of the way through. So you have you have seven thirteenth remaining to take advantage of these ideas that maria originally recommended back in january. But don’t feel bad, maria. We have just about thirty seconds left. What do you want to leave people with in? This mid year checking this revisiting of the prospect plan i think it’s really just the idea of getting proactive on dh getting their delve into your database proactively trying mine it proactively look for people who are outside of the database that you need to bring in and learn about your organization and really help them stored them along said that they will feed knew names into your organization and be willing to host their own cultivation event. Maria simple you’ll find her at the prospect finder dot com our regular contributor, maria pleasure talking to you, thank you very much. We’ll catch you next month and my thanks again, of course, to jennifer herring and the folks at a f p for ah, letting me be on the exhibit floor last week at fund-raising day in new york city next week, what happened in two thousand eleven? Well recap the years fund-raising with bob evans of giving yusa and returning rob mitchell, the ceo of atlas, of giving we’ll compare and contrast they’re two methods and what their findings are for last year’s fund-raising also scott koegler, the editor of non-profit technology news, returns with going mobile he and i will talk about mobile aps and your mobile website a few weeks ago on tony’s take two i talked about my core beliefs that charity’s need to do better and that they deserve the help that they need. Lynette singleton, from singleton consulting group, is a good friend to the show and she’s, a frequent re tweeter of the show on twitter and she’s offering to help the charity’s need she’s hosting a ninety minute webinar on marketing on thursday, june twenty first, you’ll learn what marketing really is and how it can help your non-profit had a position you’re non-profit conduct a marketing and communications audit and develop a marketing plan to achieve your goals. I have talked to lynette and she’s, a smart lady, and you’ll learn a lot from this webinar non-profit radio listeners get twenty five dollars off registration used discount code non-profit radio that’s two words it’s on thursday, june twenty first at two thirty eastern and you register at s c g the number four non-profits dot net cg four non-profits dot net to register for lynette singleton’s marketing webinar you can keep up with us on the facebook page like us. On that page, you know where to find us live. An archive non-profit radio dot net is for the archive. That’s. Our apple page are apple, itunes, paige. The show’s hashtag is non-profit radio on twitter. Use it often. Our creative producer is clear, meyerhoff sam liebowitz is the line producer, shows social media is by regina walton of organic social media, and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I hope you’ll be with me next friday went to two p m eastern at talking alternative dot com. You couldn’t do anything to get good ending. You’re listening to the talking alternative network, get anything. Thank you, cubine how’s your game. Want to improve your performance, focus and motivation than you need. 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You’re listening to talking alt-right network at www. Dot talking alternative dot com, now broadcasting twenty four hours a day. Looking to meet mr or mrs right, but still haven’t found the one want to make your current relationship as filling as possible, then tuning on thursdays at one pm for love in the afternoon with morning alice as a professional matchmaker, i’ve seen it all with distinguished authors, industry coolers and experts on everything from wine to fashion. Join us as we discuss dating, relationships and more on talking alternative dot com. Are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over intellect, no more it’s time. Join me, larry shot a neo-sage tuesday nights nine to eleven easter for the ivory tower radio in the ivory tower will discuss what’s important to you society, politics, business and family. It’s provocative talk for the realist and the skeptic who want to know what’s. 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Tony’s guests this week are:
Karen Perry, president of EventJournal
Howard Globus, president of IT On Demand
Read and watch more on Tony’s blog: http://mpgadv.com
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No. Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. I hope you were with me last week when i had a conversation with craig newmark, and we also talked about everlasting endowment. The founder of craigslist joined me hey has created craigconnects dot or ge for non-profits and those who support them, and we talked about the site and its areas of support. Craig is an inspiration to non-profits i’m thinking about this the past week, the way he works outside of his comfort zone to inaugurate craigconnects when he knows it’s a good idea, but he doesn’t really know how it’s going to turn out. So i hope you listen to that. I hope you were with me for that show and of course, it’s always on itunes, and also last week i had the co author of foundation and endowment investing, kathleen rittereiser joined me, she revealed strategies used by big endowment managers that you can take home to keep your endowment safe and invested, right? That was a segment that your cfo and you’re bored should hear this week event sponsorships and email security. Karen perry, the president of eventjournal, shares her ideas on how to cultivate, solicit and steward corporate sponsors so that you can raise big money for your events. And howard globus, president of i t on demand. Howard’s gonna have strategies to keep your email safe and sound and away from snoopers. He’s got some great non-profit discount sites for major league email and data security. So today i’m joined by two presidents in the studio on tony’s. Take two. In between, my guests remind you that we are media sponsors for fund-raising day in june, it’s, a big fund-raising day here in new york city, and i’ll talk a little about that. That is, at roughly thirty two minutes into the hour on tony’s, take two. So all that is, after this break, and right after the break, i’ll be joined by karen perry, will talk about event sponsorships, so stay with me. You’re listening to the talking alternative network. Latto are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call us ed to one, two, nine, six, four three five zero two for a free consultation. That’s lawrence h bloom two, one, two, nine, six, four, three five zero two. We make people happy. Hey, are you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. Metoo welcome back to tony martignetti non-profit radio, always talking about big non-profit ideas for the other ninety five percent. With me in the studio now is karen perry. She has been helping non-profits raise more money from their galas and other major special events. For more than ten years, karen has worked at several of new york’s top advertising agencies on fortune one hundred accounts and has also worked in the non-profit arena in a variety of advocacy development, casework and outreach positions. She has her master’s in social work. In two thousand two, she founded event journal, the first web based alternative to printed ad journals and program books. Karen is here to share her ideas about event sponsorships. Karen, welcome to the show. Thank you, tony. What have you, um, what’s a sponsorship? A sponsorship is an opportunity. That’s packaged where a third party or a second party organization can get some derive some benefit from supporting another endeavor and were generally talking about corporate sponsorships today. Is that correct? This fall into the same sort of pattern of fund-raising that we see with individuals in that it’s cultivation solicitation stewardship? Well, there’s a general pattern. Yes, but there’s a different motivation in general for corporate sponsors, your individual donors, but we see the same sort of general flow i mean, you’re cultivating, soliciting and starting exactly okay, we’ll talk about each of those, you know, talk major those faces. What? What types of events are appropriate for sponsorship? Fund-raising well, there’s generally a distinction between fund-raising events and cultivation or stewardship events, although fund-raising events requires some stewardship as well, to maintain the sponsors, but basically a sponsored event can be anything from a dinner gala to a golf outing to a five k run. Anything where there’s exposure to the public on behalf of the charity or non-profit, where the sponsor would derive some value from being publicly associated with it? And what what are some of those sponsor motivations? Wired wire companies doing this well, probably the most, the one that most charities would assume is for the philanthropic value of it. Ah, usually you know, corp corporate entities are run by people, and people have different experiences in life. So if the nonprofit organization is doing work that touches on the pulse or the heart strings of thie president or vice president or other other key people in the company they miss may wish to get behind it. If there’s ah employees in the company who have been touched by particular disease or helped by an organization, then they may want to rally behind that organization. But that’s, just a piece of it is the philanthropic aspect. There’s also the what’s in it for me. And i think that in this day and age, there’s a big buzz going on right now about corporate social responsibility caused marketing. And so it really behooves the organization to take a look att tthe e exposure and recognition opportunities that they’re offering too, the sponsors when they support an event. Now we have drug in jail on tony martignetti non-profit radio, and i don’t want you to have very long stint in jargon jail you mentioned caused marketing. What does that mean? Cause marketing is when a when a the opportunity basically for a company to aa or for a non-profit to offer value to a company in association with its mission. And how would somebody figure out whether the company has that kind of affinity for for their mission? So how would a charity sort of sort that out. Well, it always goes back to the people who are in the company because cos they’re not faceless. They have people behind them. So if there’s a a company president who has a brother who was developmentally disabled, perhaps that would be a hot button for such an agency. Um, but i think it’s also a matter of ah on the less philanthropic end is, you know what? Exposure to the public, what goodwill are they conveying to the community when the organization offers thie sponsor an opportunity for exposure? Oh, yeah, definitely. I mean, i’m sort of combining two areas amused, definitely talking about the mission related interest that the company may have, and then also the what a positive association interest that they would have blang allied with the being seen with the charity name. So the organization used to do its homework to know who’s being touched by which type of condition and whether or not their mission speaks to a responsible person within the company, but very often that’s, not something that they can identify. So then i think the best opportunity for most non-profits is to put together compelling packages and traditionally for non-profit events, a dinner gala might have three hundred guests or a golf outing. Might have one hundred forty four golfers at best. That’s. Not a very big audience to be noticing the sponsorship support of a company. So in this day and age, there are so many digital opportunities and media opportunities to get the recognition factor out, that the organizations need to understand, and we’re about to take a break. But when we come back from the break, we’ll talk more about some of these marketing materials that you’re recommending that non-profits need to put together to make this compelling case. Teo cos. This is tony martignetti non-profit radio stay with us. E-giving didn’t think the building getting ding, ding, ding ding. You’re listening to the talking alternate network to get you thinking. Things. Cubine are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com duitz looking to meet mr and mrs wright, but still haven’t found the one. Want to make your current relationship as fulfilling as possible? Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. Talking alternative radio twenty four hours a day. Duitz welcome back to the show i’m with karen perry, the president of event journal, which you’ll find at event journal dot com and we’re talking about event sponsorships. So, karen, before the break, we were talking a little about the marketing materials that are appropriate for a charity to put together. What do those look like? In-kind trying to cultivate the corporate sponsorships? Okay, well, traditionally thie formula that’s been used for the ages has been that initially, to promote an event there’s a save the date card goes out about six months before the event, then there’s typically a sponsorship letter that the charity writes that engages attempts to engage thie company in ah, connection to the mission connection to perhaps an event honore connection, teo recognition exposure that they’re going to be offering. And a typical sponsorship package combines tickets or tables at the event, along with certain, um, benefits of recognition and association with the organization. So then, of course, the invitation pack it comes out in which if there’s someone who has committed early, sometimes their logo will be featured. And so, you know, the the media met message for the event starts churning and then sponsorship is usually inclusive of some kind of recognition in association with the continuation of that. So if they have an advertisement in the newspaper logos for sponsors, khun b identified email marketing, which is a newer component logo czar identified for sponsors and then at the event they’ll typically have some sort of banners or some sort of aa journal book where the sponsors and supporters are acknowledged by having an ad and that’ll be in us and in combination with tickets and the it’s sort of sounding like there has to be, you know, a lot of recognition, but couldn’t this could this work also for smaller organizations, are more locally based, but but maybe they would just be reaching out to local companies? Sure, you know, even a small organization, if they’re having a five k run, they have t shirts where people khun can have ah, you know, logos for companies or take and i’ve seen dog walks where when you get there next to the water station, there sign ege where the sponsors are being recognized, but for the larger events, probably the single biggest recognition opportunity traditionally has been the printed ad journal and ah, that’s something that at this point is become somewhat passe because the books are our passive piece, one of the opportunities that’s out there right now for non-profits is to use digital media in various forms to offer recognition and sponsorship exposure to the companies that underwrite their events. So now there’s websites for events there’s email marketing, where they expand to a much larger audience, digital media is going to reach out to people who may not be in the room the night of the event, but who were still part of the larger database for the organization and community for the organization. So the moran organization can tie into a variety of digital media. It expands from what used to be a printed piece or printed advertisement. Okay, and that’s what? Your work is involved with eventjournal and we’ll get into the recognition. I just want to sort of work our way into that. So there was another we’ve identified you identified two reasons that companies would be interested in some kind of event sponsorship that was analogue i with the mission that they’d be in sympathy with the mission or just ah positive association with a local organization and you mentioned a third, but let’s, let’s investigate that one little bit the honoree relationship. What is that? Well, in the new york metropolitan market, honorees are really tried and proven method for bringing revenue into the event, you know, as you get outside of the new york metro area. Interestingly enough, it’s not done as much really is not so common outside new york, but we’ve learned that it’s it’s sometimes we’re suggesting it to organizations and it’s kind of like an aha for them. But basically what that’s all about is identifying somebody. Who’s either done some incredible work or made contributions to the organization or someone who’s business. They can tie their business to the mission of the event, the organization and or if not just some prominent individual who’s willing to put their name and their support behind the event for particular year. And then they either are asked or were requested are expected to bring in a certain amount of support along with there being recognized, so the honoree themselves generally underwrites the event from their company. To some extent, they’ll usually by a couple of tables, or they’ll invite their colleagues. To buy tables, and then the big opportunity, depending on the prominence of the honore, is to reach out to the vendors and suppliers and clients and colleagues of that particular business person or corporation. And ah, you know, let them know that they should show support for the fact that their colleague is being honored. Yeah, so what’s the receptivity that you find in other parts of the country when you’re having a conversation with eventjournal clients or potential clients to this to this honoree idea that you said is new to them? Well, i think that there is a general sense that, you know, asking people to it there’s a discomfort i found with asking people to not only ah chip in a certain amount of much money for their own company, but then reaching out to the next tier, then and the vendors and kind of putting the arm on them strong, arming them to pony up some money. But i think at the end of the day, one of thie ah, one of the real facts of fund-raising is that its sales? You’ve got to get out there, you’ve got to ask, you’ve gotto give people. Compelling reasons, teo, make their contribution words like stewardship. And where were the other worlds of cultivation? You know you can you can catch those and euthanize them, but basically that’s sort of like prospects, prospecting and following up and doing customer service. It’s all the same thing, it’s, just different verbiage. And you you alluded to that we didn’t call it prospecting earlier. When you’re saying that there may be people in the company or heads of the company that are sympathetic to a mission because of their own family circumstances, that’s the prospecting part of of corporate sponsorships, that’s a piece of it. But i think it’s also just knowing if there’s a company that wants to come out as being a good citizen in the community, and you have an opportunity for them to get their logo and their recognition in front of a thousand people who all share some common bond, where there’s some warm and fuzzy feeling for the fact that they have supported a mission that’s important to the individuals in the organization. That’s important to noto you know, you know what about thie the’s honorees in doing this in other parts of the country are we really anomalous in new york city? I mean, what about other cities? Are they are they doing the honoree strategy? They are there, other cities air doing work with honorees, but a lot of times it’s not as monetarily related. So, you know, they may end up honoring the chairman of the board where they may honor a great volunteer. Who’s. You know, the priest who started the programme or something like that in new york, we’ve kind of got it down to a science where you usually have two or three honorees. One is a business honoree who brings in the money. One might be a cause related, honore and a third might be just a scholarship recipient or somebody has benefited from the program. Okay, but the first of those that business honoree here in new york, i mean, there they are expected teo to put forth their vendor list. Other friends of their company there’s always an agreement. Doctor there’s always an agreement between the charity and the honoree as to what level of involvement they’re goingto have, whether they’re just providing a vendor list, whether they’re sending out a letter teo their supporters. One of the best examples we had recently was an honoree who stepped up personally, and we did a video message from eventjournal we did a video message from that honore that was blasted out on email that went tio a couple of thousand of people that the organization and this particular businessman knew it was a personal appeal from him to support the organization and then the email message click back into the website that eventjournal built for the event where all the event information the honorees byo everything to do with why they should support this charity. And then, of course, because it was an online journal, which is what our company does, it had thie ads of thie supporting vendors where everyone could see who was supporting this gentleman, and if your ad wasn’t there, it was very publicly not there and then, because annie journal is a public recognition opportunity, we also incorporate a shopping courts of people come by the rad’s right then and there and, you know, get their support recognized. And so these expectations are all laid out in advance so that the honoree on the charity know what each is expected to. Do in best practices they are, you know, some some organizations, they’re not. His bold is toe have dollar figures. Some will just ask for support and sharing of lists. Sometimes it depends on who the honoree is and what can reasonably be asked and how strong the relationship is between the charity and that particular honore. If it’s someone they barely know, and they’re just happy to have them lend their name to the organization, they have to tread lightly, expectations will be lower. Sure. S so i don’t know how to interpret the new york city version of galas and honorees, are we? I don’t know if we’re greedy or we’re just ahead of the curve and the rest of the country. Well, we’ll catch up. I think in new york, we know that were after the money. I mean, that’s the whole purpose of a fund raising event, you can have nicey nice events or you could have fund-raising events in new york, i believe we feel it’s about the bottom line, right? I’m with karen perry and she’s, the president of eventjournal we’re talking about excuse me, we’re talking about event sponsorships, karen, who should be out soliciting for the sponsorships now, you know, of course, the audience hears small and midsize non-profit so they may not have the wherewithal to get the high profile sponsorships. But who from the charity should be out soliciting these? Well, i think that it’s it’s a communal effort, there’s, generally a few tears of responsibility. Not every organization has a committee, but some d’oh. So if there’s an event committee, a committee of volunteers you mean generally it’s a committee of volunteers on dh they have some vested interest in the success of the event on behalf of the mission of the organization. So what i think is important for staff people to know is that their committee members aren’t as well versed in why somebody should sponsorship sponsor an event they may not be as comfortable with the ask itself, but they have contacts and friends and colleagues and business connections within the community. So i think that they’re a field that could be mined. I don’t think that they’re the ones who should be making the ask in general, unless you have a very sophisticated committee member on dh, then there’s generally the committee, the gala co chairs. Ok, so wait well, before we go to those let’s, just focus on the volunteer committee, that event committee so are they their role then? If they’re not actually soliciting asking for the for the sponsorship there more just setting it up so that then the staff member actually does they ask? Is that would you know, i think that in an organization that’s very well organized there’s generally a target list of companies, businesses and corporations that they would liketo have sponsor their event. I don’t see that as often as i’d like to. But i think that any time you start out with a target list, you have a much greater chance of actually closing sales or closing donation requests. So i think if you put out a list like that to a committee, you may find out that somebody’s brother in law sister in law is involved in the company and that’s information that you would have overlooked had you not asked for that. You just said, oh, who knows anybody that could sponsor us? Most committee members glaze over. Yeah, but a more specific list on dh then you you have a suggestion to go beyond the event committee itself in terms of who should be out doing this marketing for you. Right? Well, i mean, it’s going to depend on the organizational structure of this particular event. We have clients where all the asks are done by paid staff. We have others where the board members are very involved in reaching out to their contacts. Then there’s generally a gala or an event chairperson sometimes there’s a sponsorship committee, which is more focused than the committee at large. So i think, really. It depends on the structure of the event organization. But in general, what i found is that the actual asked can be started by someone on the committee or the board, but wth e conclusion and what level and what they get for that and how you package the benefits. It’s generally got to be done by a dedicated staff person in general. And in terms of that board board involvement. Is that really just about as far as it should go? I mean, what what do you think is the best practice for the degree to which the board members should be involved in this hole process? Might they also be identifying potential sponsorship opportunities? Absolutely. They might be identifying sponsorship opportunities. I think the board’s primary benefit in this type of endeavor is identifying future honorees. And then once they know someone who they can tap for an honoree for an upcoming event, then it’s their relationship with that person. Perhaps that they can then go and make the ask. And then that ask includes who do you know, mr emma’s honoree that could become sponsors and support your being recognized by organization and there’s. Ah! Number of times that, ah, potential sponsor needs to be asked right or or receive marketing materials before you’re actually gonna get an action action for out of them, isn’t it? Yeah, i think that the fund-raising sector in general is not as up one marketing methodology as i think that they could be. And so typically, with any kind of sales or marketing effort, you need a minimum of four to six times of exposure and recognition of a message for someone to even take action and more like six to twelve times for them to really be compelled to do something about it. So what i described earlier with the save the date card, the sponsor letter, the invitation and maybe a phone call from the organization that’s that’s a bare minimum. And this is two thousand eleven. We have elektronik media and we have social media and we have, you know, you can have a facebook page. You can have ah, email, marketing, web based materials. There’s just so many opportunities to teo get in front of potential sponsors. What’s the revenue expectation for sponsorships around a single event. Can you clarify? Yeah, the i mean how? Much of your revenue from an event do you think should be coming from the sponsorships? Well, i think that depending on whether what the revenue streams are, the percentage is going to vary. If it’s a sit down dinner and there’s tickets sales and then their sponsorships, you know the vast majority of the money should come in from sponsorship packages for any successful event. The ticket sales are generally just the up charge between the out of pocket costs and the ticket price, and so there’s not as much potential, whereas a sponsor dollar if someone’s donating ten thousand dollars a sponsorship and they’re getting a table and that table has ten seats that cost the organization one hundred dollars. So the up charges nine thousand dollars there’s also organisations that have journals. And so the journal is where companies come by an ad and it’s just a matter of all the ad revenue comes together. Sponsors get ads, but then people can also buy ads individually. So the cost of printing or publishing or electronically publishing that journal is taken out of the costs. So if they have tickets and sponsorships, i think it should be at least sixty percent, if not more, of the revenue. If they also have a journal, then you put the journal together with the sponsorships, and then that should be a very large percentage of the revenue. Okay, i pulled our ah, our listeners and people who follow the show on facebook and on twitter no, their replies, there were just a few, but their replies were there. Their sponsorship revenue came in either between twenty six and fifty percent, or it was a combination of anywhere from zero to one hundred might said to me, that’s, that’s a huge opportunity with a do badder than glow. I think that should be you should be vast majority, well, that’s, because i’m think i’m thinking they’re not tapping sponsorship opportunity as best they can just in the minute or so that we have left let’s talk about the recognition because that’s, where your work is the recognition that the corporate sponsor gets what what should that look? Likes a little maybe a lot more detail than you said. Well, there’s on location at the event recognition and then there’s there’s ah at large recognition, so at the event it should be very parent who the supporters are with eventjournal we produce thie e journal online, and then we bring it to the event with a presentation where all of the ads are being shown on big screens and everybody sees who the sponsors are throughout the night. It’s very colorful and robust other times there’s a printed ad book where it says there’s an ad in the on a page in the book, sometimes depending on the nature of the event. If it’s not a very elegant event they might be, they may have a banner for the company or a poster board. They may get recognition from the dais. Sometimes a top sponsor gets to have a few remarks from the dais and then outside of the event there’s all of the event promotional materials like the event website, which can have logos and journal ads and their sponsorship letters and there’s all kinds of materials where they can identify who the supporters are. My guest has been carrying perry and she’s, the president of eventjournal, which you’ll find it eventjournal dot com. Karen, thank you very much for being on the show. You’re quite welcome. It goes fast and a pleasure. We’re going to take a break, and after this break, tony’s, take two. And then i’ll be joined by howard globus, the president of tian demand, and we’ll talk about email security. Stay with us. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back to tony martignetti non-profit radio it’s, time for tony’s, take two at roughly thirty two minutes into the hour. We are media sponsors for the new york city chapter of association of fund-raising professionals fund-raising day, and that is the largest one day fund-raising conference in the world. It’s on friday, june tenth, at the marriott marquis hotel in times square here in new york, and i’ll be interviewing the conferences speakers for this show, so i’ll be interviewing them podcast interviews and then later on they’ll be replayed on the show. You could get information about the conference at www dot a f p and y c dot a f p net dot or ge again a f p and y si dot a f p net dot or ge. I always talk about my blogged for the week, but this week i had a guest blogger. My block is at mpg a dv dot com, and you’ll see that my guest blogger is howard globus this week, and howard is also the guest on this show this week, so that is tony’s take two for friday, may thirteenth and now it’s a pleasure for me to welcome howard globus to the studio. Howard welcome. Get after him. Howard has over fifteen years experience designing, installing and supporting windows server and workstation products in industries where security and reliability are critical. He’s worked with mount sinai and why you health system and the hospital for special surgery? He’s, president of t on demand and here to bring his big non-profit technology ideas to the other ninety five percent. I’m very glad that his work brings him to the studio. Howard, you have some suggestions about email security? Why don’t we start with the most basic that password for email? Okay, good afternoon. As i mentioned in the blogger hyre, your password should not be the same as your luggage tag or your luggage lock. Many people keep a luggage lock of xero xero xero or one, two, three, four and currently the most common password out there happens to be password with a capital p oh, but they but people do put a capital p on it. Yes, but that’s not enough to confound snoopers. Not not enough. And actually, some people put a capital p an a number one at the end. So that zoho very that’s. Very good. We like to say sarcastic things like that. It’s. Not very good. Now you can tell because you know, you know, you know he doesn’t mean that’s very good news. Go ahead. Sorry. Basically, you want to take a look at having as complex a password as you can to maintain security. That means doing simple things, like making sure your password is not in the dictionary. People may choose a word at random in the dictionary, but a very typical hacking attack would be to have a list of dictionary words sometimes one hundred thousand two hundred thousand words. And then programmatically attack your email by just going through the words if you’re so there are programs that can go through the whole dictionary or one hundred one hundred two hundred thousand words, all trying to hit just one one person’s password there. Programs that can actually go through about five million password words in approximately six hours. Also, these gross out there in the world, and it doesn’t not somebody sitting behind a screen one of the time it’s actually an automatic process that just runs. So when somebody uses ah, capital letter on the first word of the word or adds a number one or two at the end. It’s not a very good password. What you want to be looking at is having a complex password. Sometimes about eight or nine characters is usually a good starting point. Having a number or an additional character like a tilde or an asterix in the password somewhere. Commonly, people replaced the letter e with the number three. Um so what about those replacements, like e three for e and at signed for for for a name? What’s that oh, for a that’s, right? Right. Those work, they do work, but again, those air common replacements. So you want to try and and switch it up a little bit instead of having on eight or xero for for the letter o, you might want to take a look at a seven or something like that. Something that’s not common. The most important thing to understand is given enough time and enough computing power. Any password can be cracked. So you really want to make it as complex as possible and, frankly, not worth someone’s time to use up the band with trying cracked the password. Okay. I don’t know if people are aware that it’s so easy and that just the automation allows such sort of ah, harsh attacks on on a password in a very systematic way, correct. And i mean typically things like hotmail or gmail, even mac mail, these are things that are susceptible because they are they’re known addresses and there the common. So a lot of people go ahead and attack those female, that kind of thing. Now we’re talking about the email password, but does the same apply for your other password like system? Password? Same same kind of theories apply and depending on where you are and the amount of money and or lists that you have available to you will make you amore attractive were less attractive target. And based on how attractive a target you are, you may be under attack on a fairly regular a constant basis. Yeah, charities have donor xero often they’re preserving date of birth, maybe credit card numbers that might save to make it more convenient for the person for the donor to give, but that means they’re more susceptible, teo attack, because that that’s high value information bank bank routing information bank account information all that stuff is a can be available to ah, to ah, hacker. You know, my interest in this topic started because and i mention this in the block post because i got five e mails from different companies that i do business with all related teo hacking that occurred at a company called absalon, which i’ve never heard of, but apparently they do a lot of email distribution and email management for a lot of big companies because these were all big company names that i got the warning email from but absalon i’ve never heard of absalon is actually one of the biggest companies out there. They manage many list for folks is very disown me bed, bath and beyond paypal to some extent, so i mean, these air, these air companies that absalon works with, and they have hooks into each of these systems, so they’re a perfect target. And when, when a company hires this back end company, what you’re saying is huge, but i don’t think the typical users ever heard of them. It’s not a common name, right? Right? But they’re huge. You’re you’re really you’re relying on the front end. Company to be managing their relationship with the back end company and that’s going to play two non-profits to write if definitely for non-profit is hiring a vendor? What? What do you make sure of your agreement says when you’re hiring somebody else to manage your lists for you. Well, one of the things you definitely want to take a look at when you are using an outside vendor is what kind of arizona emissions insurance they happen to have. That’s ah, that’s. Certainly an after the fact kind of thing, but certainly something that wants that you want to have in place. You want to know that that they’re even thinking about it. If you ask an outside consultant, you know what kind of arizona missions insurance you have or data security insurance you have. And they look atyou blankly. That’s, not a vendor. You want to be talking with very much further. Okay, furthermore, you want to make sure that they have not disclosure agreements in place and that they have some kind of security system that’s audited that you can. Then go ahead and take a look at at least on a quarterly basis. Oh, that that the non-profit can audit the security for how does that work? Usually. Ah, vendor that is working with not-for-profits or for a large firms will have to have their systems audit on a regular basis to be compliant with either hip of requirements or sec requirements or some not-for-profits requirements. And if they are doing an audit on a regular basis, they’ll have a report that they can then go ahead and provide back to the to the customers. Okay, excellent let’s. Talk about attachments, since we are focusing mostly on email but not exclusively. What about those lurking attachments? What’s your advice, there’s a. An increase in what’s known as fishing out in the cyberspace and wanted to spell fishing. So keep you out of jargon jail a h i s h i n g l i just want to make the point that it’s not fishing, throwing a rod, but it starts with p a change. Things go ahead. The concept is, is that an e mail is sent that looks very similar to a a normal email that would come from from your one of your credit card companies or processing company or your bank or what? Have you? And that email will have a logo and we’ll have all the text formatted almost the same as as that emails coming from the actual valid location would be, and they would have a link on it’s saying something like, please update your password, papale had this happened quite a bit about a year and a half ago two years ago, you may also get an email from something someone claiming to be ups saying we have a package that needs to be delivered. Please click on this link to confirm your delivery instructions, and when you click on that link within the email, it will take you to a website, and that website may look very similar to the to the company that you that you’re using the website of the company you thinkyou’re going around exactly, but in fact, it’s ah it’s, a fishing site, and what they’ll do is they’ll ask for information, personal information, sometimes credit card information, and they’re looking to their statement is is they’re looking to confirm that you are who you say you are, but in fact what they’re doing is what’s called social engineering and and asking for information. That normally would provide and you provided fairly freely, and then that’s information that could be used later on teo to extract funds. She’s ok, so what’s your advice, then if you if you get something, how do you tell whether it’s legitimately from ups or or it’s, not in almost no cases will you’re a vendor that you’re working with? Ask you to send, send their information, your information via email or clip through on the website the wayto always check is if you log on to the company’s website directly outside of the e mail attachment, but rather going directly to your browser. Okay, so now you’re in there, you’re ignoring the email you going right to your browser and in the browser address window? Correct? You’re saying typing ups, dot com or paypal dot com and then put your credentials in there if on e mail went out saying you need to update something, it’ll have a notice on that website to say, hey, you need to update something alright, because you’ve logged in so they know that it’s you they would know if they had sent you the e mail, they’re going to know, and they’ll remind you of whatever it is they want to do after you’ve logged in. Okay, okay, why don’t you just we just have a minute before a break. Why don’t you say a little bit about firewalls and were firewall protection? And then we’ll look more added after the drugs. Traditionally, computers come with far walls, whether it’s, a mac, a pc or a linux based operating system that’s, a piece of software that will try to keep your system safe and using that software there’s a degree of of comfort that the end user has. The question is, is that comfort valid and that’s something that really needs to be investigated depending upon where the system is connected to how it’s connected teo to the internet and what of the things you’re doing on the on the machine? Ok, we’ll look more about that. Look more at that in a moment. Take a break right now and then howard globus will stay with us, so i hope you do, too. Talking alternative radio. Twenty four hours. Do you love movies, then join me and share your pains about them on the radio. This is mike, a movie fan like you, starting made tenth. Join me every tuesday night at six pm for my new show movie time on talking alternative dot com. Call me live or email me at movie time radio. At gmail dot com. We’ll talk about all the blockbusters whose the best director and which movies air overrated, among many other topics. Join me for movie time. Tuesdays at six on talking alternative dot com. Looking to meet mr and mrs wright but still haven’t found the one want to make your car relationship as fulfilling as possible? Then please join us starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com oh, this is tony martignetti aptly named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance social media, small and medium non-profits have needs in all these areas. 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No. Kayman i’m with howard globus and he’s, the president of tian demand we’re talking about email security, you’ll find his company at hyphen on hyphen demand dot com before the break. Howard, we’re talking a little bit about firewall, so it’s it’s a degree of protection between the outside world and your your inner network, correct to speak a little bit more about that? Most computers come with a far wall, either preinstalled or something that you can turn on. The problem with principal firewalls on a computer is that they need to be hardened. They need to be ah, lock down a bit, which makes it a little bit mohr ah, less oxygen less user friendly on the computer itself. One of the things we recommend is a firewall that’s protecting your entire network, whether that’s, a home network of one or two pcs or or apples or a corporate network, a device that actually has a moral bust process and really is designed specifically tact is a firewall, as opposed to a far wall and a word processor and a web browser and all the other kind of things that a computer is okay and what kinds of things? Is this wall protecting you from? Well, the wall protects you from a number of different things. For example, some of the some of the password attacks that we were talking about not so much on the email side, but certainly on the server side, the database side things that would be password protected, but internally on the network. Additionally, it protects you from viruses and potential malware or little programs that get downloaded by by folks who is surfing the web or until you could tell how it’s, afraid of jargon, jail this’s, malware or little programs gets that definition right in there. Thank you, little programs to get downloaded when folks open up attachments and emails or are served to certain websites, the firewall, what it does is it actually monitors the traffic that goes from the outside in and from the inside out and that’s a critical piece, because if you have a network of any degree of complexity, which really more than one pc is a degree of complexity, the potential is is that there are programs that get installed on your computer that you may not be aware of and by monitoring the far wall. You can find out what what programs are what we call calling home or sending information from the machines back to some other server so you don’t just set this firewall up and and and then forget about it now, monitoring that would be ideal. Basically, ah, home user might have a firewall that they would really ideally take a look at at least once a week and take a look at the logs. Yeah, what about a small office, maybe three or four computers? Smart, a small office that operates on a typical nine to five business day but leaves their machines on so that way folks can work remotely should have. Ah, an active monitoring system is supposed to be a passive monitoring system. What that means is, is that when a potential violation occurs, it emails or notifies out someone who’s monitoring that far wall on a regular basis so you would do things like patch management and upgrades on a on a monthly basis. Take a look at the far wall logs on a weekly basis, but have active management and act of notification on an hourly or sometimes up to the minute basis, okay, and what types of things are you getting alerts about? Well, there’s a number of different things that the most common alert that we would get is we would have intrusion detection so there would be websites, and you’d have an external website or an external address from somewhere out in, out in the world, that’s attempting to ah to connect in using different protocols, things like ftp, which is a file transfer protocol, or using things over port eighty, which is the web protocol that’s things that people use to get out on internet explorer safari browser, but it also is ah, a whole range of different ports that are open and or potentially open, and if those ports are open, every port is a is a potential access point, and these ports are connections into your computer and thrown out of your computer credit. How does this small non-profit budget for all this, for the software that they need to protect their their network? Well, ideally, you’d be looking at or a small non-profit would be looking at some kind of manage service that has ah, a paper month as opposed to pays you go type of faith, the pay as you go, type of he can get very expensive very quickly. If you have a monitoring program in place and you say okay, we know that that monitoring is going to go on for this month. We’ll give you a report at the end of every week or at the end of every month. And we will go ahead and re mediate any of the types of issues that we see and it’s all included in tow. One service and that’s. That would be ideal. The reason why that’s ideal over as a pay pay as you go is the types of intrusion. Detection varies widely depending upon what your internet service provider is the time of the year it is. And, frankly, how valuable your information is assumed to be from an outside source. Roughly. How much would a small office get? Well, are the fees for that type of service based, i assume on the number of users? Is that right? Are the fees are based on the complexity of the device. That’s actually being used as the firewall more complex environment might only have excuse me. A more complex environment might have multiple firewalls and you’d be looking at something where you have to monitor multiple access points, a small environment. Let’s say five users or five people work in an office would probably only have a single firewall fairly, non complex, far wallet that and really be looking at maybe seventy dollars a month in terms of monitoring fees. Okay, okay. Um and that and that. Ah, that active monitoring you said, should be even hourly for some of the things that some of the dangers that are out there. Okay, i know you brought some resource is with you that where that are specific for non-profits why don’t why don’t you share those for discount something? Okay, well, the top website for discounts for non-profits is tech soup, that’s t ea ch soup dot or ge that’s, a website that actually matches non-profit companies with donor cos specifically software and hardware vendors. So microsoft, adobe, symantec, all the big companies go ahead and provide software if ah, non-profit can show their non profit status and joe need. Okay, so there’s a huge names. Is there another one you have or really tech soup? Texas is the main one fourth non-profits and then there’s. A website sands s es and s dot or ge, which deals with specific security issues and can talk a lot about auditing and keeping things upto up to date. Okay, and this sand’s dot org’s also have discounts or that sand xero is just a resource for for things that are going on in the world. All right, that’s, howard globus and he is the president of t on demand, which you’ll find at i t hyphen on hyphen demand dot com howard, thank you very much for joining us. Thank you for having me pleasure next week, our tech contributor and the editor of non-profit technology news, scott koegler will be with me he’s going to share the latest from his newsletter, and i hope you’ll be with me for that, you can keep up with what’s coming up week to week by signing up for our insider email alerts on the facebook page. While you’re there, click like and become a fan of the page, please, you can listen to the show on itunes at any time on the device of your choice at the time of your choice. That’s at non-profit radio dot net and each show is up, usually by the monday following. I want to thank my guests this week, karen perry and howard globus, the two presidents for coming into the office, coming into the studio and joining me. The creative producer of tony martignetti non-profit radio is claire meyerhoff. Our line producer is sam liebowitz he’s, also the owner of talking alternative broadcasting. Our social media is by regina walton of organic social media on tony martignetti, the host of tony martignetti non-profit radio. Always talking about big non-profit ideas for the other ninety five percent. I hope you’ll be with me next friday, one p, m eastern here at talking alternative dot com. I think they’re getting him. You’re listening to the talking alternative network, waiting to get into anything. Good. Duitz are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way look forward to serving you. Do you love movies, then join me and share your pains about them on the radio. This is mike, a movie fan like you, starting may tenth. Join me every tuesday night at six pm for my new show movie time on talking alternative dot com. Call me live or email me at movie time radio. At gmail dot com. We’ll talk about all the blockbusters whose the best director and which movies air overrated, among many other topics. Join me for movie time. Tuesdays at six on talking alternative dot com. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call us ed to one, two, nine, six, four three five zero two for a free consultation. That’s lawrence h bloom two, one, two, nine, six, four, three five zero two. We make people happy. Hyre treyz do you want to enhance your company’s web presence with an eye catching and unique website design? Would you like to incorporate professional video marketing mobile marketing into your organization’s marketing campaign? Mission one on one media offers a unique marketing experience that will set you apart from your competitors, magnify your brand exposure and enhance your current marketing efforts. Their services include video production and editing, web design, graphic design photography, social media management and now introducing mobile marketing. Their motto is. We do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com you’re listening to talking on their network at www dot talking all dot com, now broadcasting twenty four hours a day.
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Tony’s guests this week:
Jeff Marston, president of Resource Centers for Management
Claire Meyerhoff, marketing specialist for nonprofits
Read and watch more on Tony’s blog: http://mpgadv.com
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