180: Faceoff: Atlas of Giving & Giving USA – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Rob Mitchell, CEO of Atlas of Giving.

Gregg Carlson, chair of Giving USA Foundation.

Una Osili, director of research at Indiana University’s Lilly Family School of Philanthropy.

Read and watch more on Tony’s blog: http://tonymartignetti.com

178: Corporate Coffers & Committee Confab – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Linda Lysakowski, ACFRE, consultant and author of “Raise More Money From Your Business Community.”

Gene Takagi, principal of the Nonprofit & Exempt Organizations Law Group.

 Read and watch more on Tony’s blog: http://tonymartignetti.com

176: Giving 2013 – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Marcia Stepanek, founding editor-in-chief of “Contribute Magazine” and new media faculty at the New York University Heyman Center for Philanthropy. 

Ken Berger, CEO of Charity Navigator.

Rob Mitchell, CEO of Atlas of Giving.

Read and watch more on Tony’s blog: http://tonymartignetti.com

170: Brandraise To Fundraise & Safeguard Your Donor Data – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Sarah Durham, principal & founder of Big Duck and author of “Brandraising.”

Scott Koegler, editor of Nonprofit Technology News.

Read and watch more on Tony’s blog: http://tonymartignetti.com

168: The Ethics Of Asking – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guest this week:

Deni Elliott, editor of the book “The Ethics of Asking.”

Read and watch more on Tony’s blog: http://tonymartignetti.com

140: Small Nonprofits: Raise More Money – Tony Martignetti Nonprofit Radio

Tony’s guest this week:

Amy Eisenstein, author of “Raising More With Less” and principal of Tri Point Fundraising.

Read and watch more on Tony’s blog: http://tonymartignetti.com

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Dahna 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 friday, may third have you been to itunes, teo rate and review the show? If you haven’t, i’d be very grateful if you did love to reflect the fact that there’s over nine thousand listeners in among the ratings and reviews you just go to itunes, you can go to non-profit radio dot net that’ll get you to itunes and click readings and reviews. I’d be very grateful for your one two five star rating and a quick review. I hope you were with me last week. I’d suffer peptic ulcer if it became known to me that you missed a conversation with eugene fram, professor emeritus at rochester institute of technology, dr frame is author of policy versus paper clips introducing non-profits to a corporate model of board governance to cut out the minutia from agendas so that your board can focus where it should on policy and planning, he explained what the model is and how to implement it, and we talked about specific week board practices like ignoring term limits and bad meeting attendance. This week, small non-profits raise more money consultant and author amy eisenstein returns she’s, the principal of tripoint fund-raising and her new book is raised more with less, raising more with less sorry, amy, raising more with less that’s her book, we’ll talk about her strategies that get small non-profits to diversify and increase fund-raising revenue about halfway through on tony’s, take two fund-raising fundamentals for the chronicle of philanthropy remember that it’s, my other podcast on i’ll refresh your recollection, my pleasure to welcome a xero amy eisenstein easy you’re not easy, you’re amy. Tony, how are you? Happy to be here. Thank you very much. Let me give you the proper introduction. Now that we’ve got your name straight. Amy, author of fifty, asks in fifty weeks and her new book is raising more with less. Both are part of the trench in the trenches siri’s from charity channel press she’s been director of development for shelter, our sisters, a battered women’s shelter and the douglas college at rutgers university. So she’s been in the fund-raising seat now, she’s. A consultant she’s with us from westfield, new jersey. Amy eisenstein. Welcome back. Thanks, tony. All right. Um let’s. Start with the fund-raising cycle that small and midsize shops may not be familiar with what the parts of that? Yeah, there is a basic fund-raising cycle that you want to take your donor’s through, whether their grant thunders, foundation thunders or corporations or individuals, the sun, the basic fund-raising cycle starts with identification. The question is, who are you going to fund raise from the second that stage and the cycle is cultivation and that’s about relationship building so that’s about getting to know your potential donors your perspective, donors on dh educating them about your organization, but also really learning about what makes them philanthropic. What touches their heart good, good step is solicitation that’s what i call the moment of truth that’s when you actually ask for the donation on daz, i said, whether you’re asking an individual face-to-face whether you’re sending an appeal letter, whether you’re sending a grant application, that’s, the ask and then the fourth stage is a stewardship and that’s the thank you and follow-up and unfortunately, lots of organizations neglect this process or don’t do it well because they’re so happy and relieved that they’ve gotten the gift that they don’t say. Thank you or follow-up later and let the donor know how their money was used. And unfortunately, this is, you know, one of the biggest reasons for donor attrition a donor’s not returning to make a second gift so really does do significant harm to a fund-raising program. If you skip that fourth and final step, we’ll talk about these in a little more detail. How do you know which step you’re at with each prospect or each donor? Uh, well, it’s, something that a development director or an executive director has to juggle and manage that’s one of the things that they’re responsible for doing so maintaining your list and figuring out where you are with each donors, the process is an important part of raising more money, right? But all right, so suppose someone has made a gift now that they’re they’re donorsearch were stuart ing them? Yeah, but we’re going to be hoping that they’re going to make another gift. You know, thinking of the annual fund, which we’ll get to. How do you know when to start the cultivation again? Right? Well, once you have a donor who’s, you know, once they’ve made their first gift and hopefully their second gift, then the lines between stewardship and cultivation do start to blur, so you’re thanking them. You’re keeping them updated about how their gift it was used and that’s also part of the cultivation, the relationship building process so those lines, they’re definitely blurred once the prospective donor is an actual donorsearch as opposed to a non donor-centric telefund you’re goingto ask, at least annually, depending on the type of ass you’re making, you may ask more than annually. For example, if you’re sending appeal letters, you might send an appeal in the spring and in the bottle and also ask for an event or a raffle to get sale so you can ask several times a year of the same donor that you’ve done proper stewardship. Thank you and follow-up in between each act. But if it’s more something like a major gift, you’re only gonna ask once a year. If it’s for your annual fun, we’re probably not going to touch capital campaigns today, so annual fund you want to ask at least annually, right? Okay. Let’s, let’s, get some help with identifying this is ah small non-profit let’s say, i’m the ceo and on i do prefer the title ceo over executive director on and, you know, we’re just two years old, and we’re i don’t know. What should we be engaged in? What kind of work should we be doing? Yeah, all right. Let’s ah, let’s. Well, you’ve worked with sheltering victims of domestic violence so let’s say that we are ah, domestic violence shelter. We’re only two years old. We’ve only been fund-raising through events in the past two years. We don’t have a list of people to start an annual fund with what do i do? Yeah, so one of the activities that i do with organizations when they don’t have a list toe look back on first of all, i’ll say that that example that you just give gave they should act absolutely be starting to build their list. So you said, you know, they’ve had some events right over to you. They’re capturing everybody, who’s, attending what they’ve given at those events and their contact information at a minimum. Okay, do start have some donors okay, don’t list so that they can look back on them in the future in the near future for doing this type of identification. But let’s, say that there’s no list right now. So i bring staff and board members at board retreat through an exercise. It looks like a spider grid and i start with a circle in the middle and i put the organisation in the middle and i say, okay, who does the organization know? And we do spokes out like a wheel better than a spider. Think of a wheel with both the organizations in the middle. Okay, so the the organization notes board members, they know volunteers, they know clients, they know service providers. They know all these types of people. So that’s your first list, you know, who are the contracts of the organization? Know, looks so boardmember volunteers, clients, those type of things dunaj did the exercise with you as an individual staff member or boardmember in the middle? Who do you know personally? Friends, family, neighbors, colleagues, people. You went to college with parents of your kid’s friends, people at church, etcetera, etcetera. So i asked boardmember sze to make this type of wheel and lift all the group of people they know and then pick one or two people from each group so to friends to family members, to colleagues, to neighbors that they’re willing to start building a relationship with you for the organ on behalf of the organization on these people may or may not become donors, but their perspective donors amy amy let’s say that i on we just have about a minute and a half before a break let’s say that i’m a fairly savvy ceo, so i did capture all the people from that have attended the events through the two years, but we would do this spoke exercise spoken well, exercise anyway, right? These vendors and friends of non-profit friends of board members and it’s, several community leaders. Okay, we’re still going to do this. Yeah, absolutely. And add them to your list. Okay, s o just in about a minute, we have left or so before we go away for a couple minutes, what? How are we going to identify the cultivation strategy for these people? Yeah, well, it’s going, we’re going toe pick probably depending on who you’re looking at. But if we’re looking for potential individual face-to-face type of donors, so are bigger donors for the organization, whether that means five hundred dollars or thousand. Dollars or ten thousand dollars and up um, i encouraged small organizations that are just getting started with this toe pick their top twenty list so people that they think all good donors need to things. They need capacity, which is the ability to give so they need some money on. They need inclination so they need an interest in the organization or the cause. Um, and so looking at these lists that you’ve come up with whether it’s event attendees or people that your board members know where members now and saying, who has who has the best potential in both those categories, who do we think has has money based on what we know about them, what their jobs are and where they live, etcetera and who’s shown an interest in the organization or the cause? Okay, amy, we got we got to go away for a couple of minutes. We’ll come back and we’ll continue talking about the fund-raising cycle. Stay with all right, stay with us. Talking alternative radio twenty four hours a day. Are you confused about which died it’s, right for you? Are you tired of being tired? How about improving your energy strength and appearance? Hi, i’m ricky keck, holistic nutrition and wellness consultant. If you have answered yes to any of my questions, contact me now at n y integrated health dot com, or it’s, six for six to eight, five, eight five eight eight initiate change and transform your life. 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. 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 dahna welcome back to big non-profit ideas for the other ninety five percent. I wish i could send live listener love, but we’re not live this week. Sorry, but, you know, you know that the love is out there for all the live listeners throughout the country and and the world lots of listeners in asia, i’m sure of that they’re always there always are in china, japan, taiwan, korea welcome amy let’s. See, now we’ve we’ve thought about who these people are, and we know that they have we know are top our top people in each category have capacity and and willingness, what’s our next step, the next step is building relationships with them off cultivation. So i always joke around with people that non-profits try and build relationships with people without ever meeting them. So they send the mail, they send them e mails, but that’s not really relationship building. So you have to pick up the phone on schedule a meeting with them as nerve racking as that may be for the first time on on game me the person to do that, we’ll vary based on who our prospect is, right? Yes, absolutely can be development. Staff members that can be the executive director or board members if they know the perspective donorsearch or even if they don’t quite frankly, everybody is part of the development team, the fund-raising team and depending on who has the relationship and if there’s no relationship there than it’s either development staff boardmember or executive director. Okay, okay, on dh building, that relationship is going to be inviting them to events or maybe a one on one meeting or it’s going to vary. It’s going very right, right? One on one meetings is always going to be the most effective in terms of really getting to know the person on answering their questions and learning about their philanthropic needs and tendencies. So you always want to take somebody out to coffee or meet them at their home or office wherever their most comfortable. It doesn’t have to be for lunch, which is something. Ah, a lot of novice fundraisers make the mistake of they think it must be for lunch, but it can be a twenty minute meeting and somebody’s office or at their home. And, of course, you always want to invite people on tours of your organization and two events there’s all different types of cultivation, but definitely a one on one should be in there during the course of the year. Ok? And then as the relationship develops, um, well, and also based on your scheduling of your annual fund appeal, you’re going to know when the right time is teo to solicit the person. Yeah, it’s actually, based on the relationship with the donor and how that’s going so it doesn’t donordigital really care about your annual fund cycle. So so you should really take your cues from your donor on dh. Ask honestly, i tell organizations task as soon as possible because usually people who are an x variants and nervous wait too long. So i asked as soon as possible and then on and then go from there, all right? And then when the gift is made, we you know, we talked some about you mentioned the importance of stewardship. Yeah, so a thank you letter and the tax letter needs to go out right away. Best practice, or is within forty eight hours. But i like to tell small organizations if they can get it out within a week. That’s perfectly acceptable and then, of course, it’s about really telling donors what impact there gets made and why there made the difference. Now believe thank you. Letter. Now, believe it or not, you you’re treading within jargon jail. Very close. At least with the tax letter. Thank you. Letter in the tax letter let’s. Explain what? That i think we know. What the thank you letter is. The tax letter has to be separate on dh. What do you mean by the tax letter? Yeah. So in my experience, most organizations combined them, which i personally think is ok. It just needs to be appropriate tax language. About what? That it’s a five a one c three. And that it’s a tax deductible gift on dh. Then you can thank the donor within the context of that letter as well. So it doesn’t have to be two separate letters. Okay, andi, as you’re saying that it’s tax deductible, you wantto say that, you know, it’s tax deductible. Something like to the maximum extent allowable by law, you know, check with your advisors, right? Absolutely. Absolutely. Keep me. Keep me honest. Okay. Well, yeah. I mean, i don’t wanna get people in trouble, but i’m you know, you’re thinking that way, ok, thank you. All right, let’s, let’s talk about the different players that we’ve already you’ve already alluded to them, but what’s the ceo’s i’m the ceo what’s my responsibility around this new new individual fund-raising initiative. You know, i have to say it’s going to be different at every organization because it’s going to depend if the organization has any fun paid fund-raising staff members and how engaged and involved the board members are but that’s practice, and in theory, the executive director has a very significant role in fund-raising because, honestly, the donors want to meet with the ceo, the person who has the vision and the ability to implement that vision. And so the ceo is going to meet with most of the major donors, even if there’s development staff around just because you’re able tto hyre your first development director doesn’t mean that the executive director ceo can cy ah big sigh of relief and then say, i don’t have to do fund-raising anymore that’s just not the case. So the development director i like to think of as more behind the scenes and coordinating the visits, providing the information on the donors to the ceo before they go out and do the meetings. The development director certainly will meet with lower level, lower tier donors. Andi help with training and coordination of board members. Okay on dh there was something in the chronicle of philanthropy back in january january twenty ninth, there was an opinion piece called development directors are not a miracle worker, i don’t know. Did you see that? Do you remember it? I don’t remember saying ok, well, it goes to your point of the ceo sitting back and saying, oh, we have we have a director of development now so my responsibility is done. The money is just going to start coming in because we have our miracle worker. Yes boardmember sze, make that mistake a lot too let’s talk about the board what’s what’s their responsibility. So board members are responsible for helping with fund-raising. And the first thing that board members need to do is make their own personal contribution. And we call this one hundred percent participation. So we want every organization tohave every boardmember making a personal gift to the organization. And the reason that this is so important is that other thunders grantmaker sze primarily but also individuals want to know that the board of the organization is supportive of the organization and investing in the organization, because why should any other donor invest in the organization if don’t if their own boardmember sze won’t invest? So that’s the first thing duitz we also need boardmember to help with fund-raising because they’re the most effective fundraisers in terms of peer-to-peer solicitation, they can ask other individual donors without having any perceived or really all terrier motive like they’re not getting a salary from the organization. Their motive is completely voluntary and pure and so very persuasive when you say as a volunteer as a boardmember i made my contribution, and now i’m asking you to support the organization as well. So the most effective fund-raising campaigns i’ve ever worked with are where volunteers and board members are deeply engaged. What do we do with the boardmember who says? And maybe you have an example if you have a real life one. Well, welcome it, but the boardmember who says, you know, i either i can’t give or i won’t give i’m giving my time, i don’t need to give money also, i haven’t in the past two years, let’s put this person on my board, they haven’t given they’ve come to the event, they’ve come to some of the events that we’ve had over the years, but they’ve never made an outright gift. What are we going to say there? Yeah, you know, i so two examples one is i was working for a literacy volunteers organization here in new jersey a couple years ago, and we had a situation where a boardmember wouldn’t give and the executive director had applied to a foundation for a grant that required one hundred percent participation and the rejection letter said, the only reason we’re not giving you this grant it’s because you don’t have one hundred percent participation. Murcott and we showed that letter to that boardmember on dh, he made a twenty five dollar gift, and then he resigned off the board and quite frankly, most of the time when boardmember sze aren’t e-giving anything, they’re usually not productive in terms of volunteering or helping, and they’re not that valuable in other respects either where you get into sort of ah, piccoli situation is when you have a very active very committed, hardworking, dedicated boardmember who won’t give on dh, then you don’t want to lose that person, so then you have to sit down and have an honest conversation about how it’s hurting your mother. Fund-raising but i was actually on an airplane going to the, uh, speak at the conference just last week, and i was sitting next to a guy, and once i told them what i did, he said he’s on a board, and he doesn’t want to be told that he has to give um so it was very interesting hearing it and sitting on a plane for six hours next to someone who was very adamant again. E-giving he says it gives him time, and at the end, we agreed that he didn’t want to be told how much to give, but he was okay giving a donation and and i agree with that. Frankly, it should be up to the individual boardmember to give, in my opinion a significant gift for their personal budget, as opposed to a specific amount when you said you have a conversation with the boardmember did you say honest or ominous? Honest? Ok, well, it could be ominous. Also also, sure, but boardmember needs help with fund-raising because they can leverage gift that the staff can never get their hands around andi organizations that have boardmember that participate raised significantly more than organizations that have boardmember that don’t let’s move to recruiting the right board. Now, we my guest last week, eugene fran, we talked a lot about boards and the corporate model, but i want some of your advice on just a couple of points around onboarding croup, mint the you recommend great meetings. What? What makes a great meeting for boards. Yeah, well, let me start by saying what makes a terrible mistake. And i think that’s when the staff just reports out and reads reports, or even if boardmember zehr handed reports by staff and they read them, um and that makes for a boring board meeting and that i mean, you just cut out there after you said, and that makes waiting. Ok, about that. And so what makes for sorry? What makes for a great meeting is going to be when boardmember zehr engaged in discussion and so making sure that on the agenda there’s, meaningful discussion point toe have so that you are tapping into their skills and expertise, that’s the reason that you have them on the board so that they can discuss the hard issues that the organization might be facing? Ah, a second way to have a great boardmember thing is what we do is integrate what we call a mission moment, so bring a testimonial or a client or a letter from a client talking about the importance of the organization and what difference it made in that client’s life so that the board members who may be removed from the mission slightly can get back in touch with it. Maybe one of the women from my from our shelter is willing to come and talk, really, and it just has to be brief, right? Like five or seven minutes or something at a board in five, six minutes that’s it on dh. That really does amplify. What? What eugene fram recommended last week. You like to see annual retreats also, i dono i think that the most effective board’s always have annual retreat. It’s important to have a meeting once a year that has a totally different agenda from your regular board meeting agenda and that’s really? What i mean by a retreat and usually it’s, you know, slightly extended meeting, so it might be a half day it might even be a full day and there’s usually two things on the agenda to items on the agenda of a retreat, big items one is planning strategic planning and the other needs to be fund-raising and development on dh so many organizations don’t have retreats at all, and of the ones that do many just focus on planning and neglect the fund-raising and i strongly encourage organizations tio have these annual retreat and include both pieces. So as you’re doing your bored, look, rooting, you can assure perspective boardmember is that you have great active meetings that you’re going to tap into their expertise, they’re not going to be looking envelopes on dh that there’s an annual retreat to look forward to and that all of these things together, we’re goingto mean a meaningful boardmember experience for them, exactly. Let’s, let’s just remind listeners that i’m talking to amy eisenstein and she’s, the principal of tripoint fund-raising which your pine find it tripoint fund-raising dot com, we’re talking about her latest book, raising mohr with less amy. What are the what of the three points in tripoint? Are there three points? You know, there were ages ago. I started his business, and now it is morphed. And i’m embarrassed to say that there is not trust three points anymore. Well, what were the big three originally? I think of them after the break. Oh, my gosh. Okay. Okay. I don’t even know anymore. That’s. Horrible. I will. I will try and get back to you. All right, all right. Well, it’s multi point fund-raising. Yeah, exactly. Right. Weii, just have about a minute and a half before we go away again. Let’s. Introduce the idea of the annual fund. How do i know that? It’s it’s. The right time for me to start an annual fund or should i have started one two years ago when i started the organization? Yeah, i do encourage all organizations have an annual fund. What annual son really means is that it’s money used to pay your annual operations. So whether it’s, programmatic money or administrative money, a combination of them both. So anything that you’re raising for an annual basis is comprising your annual fund. And that can include events. Because that is going to fund your annual operations so that’s, the ball that an annual son really means. I guess many people think of it as a mail campaign. I include everything that you’re raising annually for annual operations. All right, we’re going to talk a lot more about the annual fund when we return. And, ah, right after we return, it’ll be tony’s take to stay with us. You don’t think that shooting the good ending, you’re listening to the talking alternative network, get in. Thing. 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 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. 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 their voices. Join austin and sloan live thursdays at eleven a. M on talking alternative dot com. You’re listening to the talking alternative network. Geever if you have big ideas and an average budget tune, tony martignetti non-profit radio we dio i’m jonah helper, nari team in co founders of next-gen charity. Welcome back time for tony’s take two fund-raising fundamentals that is my monthly podcast for the chronicle of philanthropy, it’s different than this one and that’s first only once a month, and it’s also much shorter. Each episode sewed is only about ten minutes and that a podcast is devoted to fund-raising topics my guests have talked about online giving and grant seeking ira e-giving events using volunteers smartly. Your end e-giving amy eisenstein has been a guest on that show. You will find fund-raising fundamentals on the chronicle of philanthropy website, also on itunes, where you can subscribe and there’s information about it on my block. There’s a link my blog’s is that tony martignetti dot com and that is tony’s take two for friday, the third of may eighteenth show of the year. Easy, easy. You’re still there time here. Okay, i know you were, um all right. We are broaching the topic of the annual fund. I’ve a fairly savvy board ceo, but we did not start the annual fund two years ago, but i feel like we’re ready now. I feel like we need a steady a source of fund-raising and i just want to diversify. Away from strictly events, so i’m on the right track in that respect, right? Yeah. I mean, i do want to diversify. Yeah, we talked about building the list already, but that list needs to be sort of personalized, right? Yes. Most effective annual campaign is when you’re going to be sending mail or email or communications with an individual as personalized as possible. Okay, mail or email. And how do we how do we start personalizing? So, depending on what resource is you have in terms of list on dh revenue and money to start mail campaigns can be more expensive at the beginning than they generate. And so it is an investment at time. Encourage organizations, tio have a multi pronged approach of both male and email solicitations. Um, and also, you strongly want to consider monthly or recurring giving programs. So investing in the technology to have, uh, bank withdrawals and automatic credit card charging so that you know, instead of having one hundred dollars, a year donor-centric e for fifteen dollars a month or twenty dollars a month and that significantly increases what individuals are able to give or willing to give to your organization. Okay. So let’s, there’s a lot in there. That zone pack some of this let’s start with the direct mail way. Certainly, we wantto personalize by using their name in the letter. And and not dear friend of the organization, something like that. What more can i do around direct mail? Tto make it personal? Uh, well, first of all, on the outside envelope, you wantto look att make it look as less less bulky as possible. Bulk mail. So, using a live stamp, a supposed teo bulk mail stamp. Okay, well, let’s, start with that. I’m gonna now there are i mean, i for planned e-giving mailings that i do for clients. I always prefer live stamps. Absolutely. But sometimes people will say, well, you know, there’s research from direct mail gurus that the life stamp doesn’t pull as much or doesn’t necessarily pull to the to make it worthwhile over a bulk stamp. Ah, bulk mailing or ah, something that’s. Ah, maybe not. Bulk mail. But it’s it’s ah, a male looks at a male indicia what’s. That stamp called. I’m blanking on the world, but a meter metered male sam thank sam. Thank me. Thank you. Yeah. What? Do you? What do so what do you say when you get those objections? Well, i have to say, i’d like to see those studies because i would bet they don’t exist. My guess is that stan envelopes that don’t look like bulk mail that looked like their personal mail, which is a live stamp. Uh, get opened it significantly higher rates and if you’re direct mail piece, no matter how good inside the envelope is going in the trash before it’s opened, it doesn’t matter what’s inside that’s for sure. And so i actually also encouraged my client’s hand right envelopes teo as many as they can maybe fifty or a hundred of their top donors or perspective donors so that they really increase their chances of getting that mail open because it looks like personal mail. Oh, hand, write thie outside the address on your side. Ok, ok, do you? Ah, do you use first class pre sort to save money sometimes? Yes, so definitely you can work with your post office. I don’t know all the ins and outs of reducing the prices, but there are all sorts of ways to reduce the postage by working with pre sort and your post office, but still having that live stamp, basically, yeah, the details are pretty arcane, but basically you’re doing some of the sorting that’s what called pre sort so you’re saving labour for the post office, so they give you a reduced rate on each piece, but it still is alive stamp, and if you’re working with a male house, they’ll do that, and your database will sort by zip code and whatnot, so hopefully you’re not actually hands sorting it. It should be automated at this point, whether you’re doing it in house or whether a male house is doing it for you. All right now, if we’ve got, i don’t know a couple thousand pieces, maybe in our list or eventually, if we get there, maybe not in our inaugural list, but forget there, then it may be worth paying a printer or male house. Yeah, i mean, i encourage organizations usually i think they wait too long, and they’re spending hours and hours with dozens of volunteers on dh taking over their whole conference room for weeks at a time to get a big mailing out when it’s cost effective to use a male house so i would definitely look into that because some of what you spends paying the male house you save in postage and what they’re able to dio in terms of pre sort another thing. All right, do you have advice around how to find the right male house to work with you? You know, i would call other local non-profits and see who that they use and then get two or three quotes that’s what i would do all right, how about inside the inside the envelope? How can we personalize their aside from just saying, using the person’s name and addressing them as their name in the in the greeting write a couple things to do is if you have the technology to sort by interest or certainly donorsearch non donor-centric donors differently than people who have never given before. So that’s one way of personalizing by saying, you know, we acknowledge that you’ve given before, and we thank you for it, and we’re asking you again versus people who have never gotten given which you would address slightly differently. So the bulk of the letter can be similar, but you’d change a few lines and that’s to personalize it, other bigger organizations even sort personalize it by programs. So if we know that this donor is interested in our children’s program and that donor is interested in our senior citizens program, you know, we’d send them slightly different letters. But that’s, you know, once you get down the road, you’re more sophisticated, okay? And that all falls under segmentation, right? Okay. Would you recommend addressing the person as formally mister or missus, or using or using first name in the letter? You know, i i’m on the fence with that one. I think it depends on the organization and the donor base. And so, depending on what you know about your donors, i would start formally on dh. Then as you get to know them, maybe get less formal. Okay. Now, when i was in the air force there’s something that i think could apply to fund-raising, too. And i’ve seen clients do it when there was a formal greeting. You know, dear colonel, whatever. If the person from who was going to be signing the letter i knew the person, they would cross it off there. Just put a line through dear colonel smith and they would write the person’s name in, you know, fred, right a za personal touch as far as i know that that’s still the appropriate protocol. And that brings up a great point in terms of personalization. You wantto put personal notes on as many of these letters as you can, and especially by people who know the person that it’s going to the recipient. So ifyou’re boardmember can put personal notes on letters to people that they’re sending these letters teo than the rate of return increases significantly. Alright. And i love all this detail. Thank you for getting into detail with me. How about who’s going to sign the letter? Should should everybody sign the should the same person signed all the letters or since we’ve segmented shouldn’t vary, or if there’s relationship should that vary the signature? Yeah, i mean, yes, based on relationships, if somebody knows the person that’s the signer often the board chair will be the signer of ah campaign. Like this ilsen annual appeal campaign. But also maybe the executive director and the keyboard chairs signature it’ll be a dual signature at the bottom. Ok, dual signature. Ok. Interesting. Um anything else that? You want to suggest about direct mail before we move teo using email? Yeah, i think the best piece of advice i ever got actually came from thomas hearns on direct male paces. And that is to go through your letter and circle all the time you read, write i or we and replace them with you and make the little letter donor so you don’t want to don’t the letter to be about the organization as much as possible. You want it to be about the donor? What the donor’s done to support the cause in the organization and how much the donors of importance does that make sense? Yeah. You want to emphasize also what the donor’s gift is going to do for the organisation? Absolutely. Okay. Okay. So that’s. Interesting. Right? So change them all to teo. You a donor? Focusedbuyer er, do you have advice around? Does this matter whether it’s one page or more than one page? Some people get hung up on one on the lens. Do you have a concern about that video? All the research i’ve ever seen shows that a longer letters better. And that means four pages now there can be a lot of white space in your letter and pictures and pulled out quotes and all sorts of interesting things. So it’s not four straight pages of text, but that would be good if you could argue for a shorter letter. You know they don’t have the research to back this up. And so organisations listen to these loud board members who say i only want a one page letter but all the studies show that for paid daughters do better. Okay, so if i say to you, i wanted what you said to me earlier. You want to see the studies? You have the study’s? Yeah, you do. Okay. Okay. Interesting. All right. Ah, couple minutes about two minutes before we go away briefly let’s switch online email. If we can personalize email also. Can’t we? Absolutely as much as possible. So the same sort of segmentation can happen. You can send one set of emails to your donor’s versus your non donors toe. Add those quote unquote personal notes email. They can you can have them coming from board members who know the recipients. So you might take you know these twenty e mails and asked this boardmember to send them to their left. Okay, so, it’s okay, it’s okay? If it comes from someone’s personal email, then that’s better aren’t you more likely to open an e mail from a friend? And you are from an organization? Yes, i am, but okay, okay, but it’s so and then replies, going back to the person also, you know, that’s a tricky one, because technology and programs that have it go back to the organization, but if you’re small, start up, you’re not going to invest in that, and you’re just gonna have to rely on your individual volunteers to get that information back to you, but hopefully they’ll be following a donation now linked to your website on, and they shouldn’t be replying to your boardmember anyways, okay on, i want to put in ah little caveat that donate now button on your web site triggers the charity registration laws i’m always always aware of this, so you need to make sure that you’re in compliance with the state laws and all the states across the country. When you donate now, button goes live doesn’t matter if anybody ever clicks it from wyoming or in nebraska, you need to make sure you’re in compliance in those states and all the states because you’re deemed to be soliciting when that donate now button goes live that’s, the solicitation that’s. What triggers those registration requirements and i’ll say, if i have time for one last thing about direct mail, email and direct mail is that it’s not a solicitation if it doesn’t have a reply macken mechanism. So that means it has tohave a donate now button, and it has to have a reply envelope in your direct mail. Otherwise you won’t get any response. Okay, you do. You do want to see a reply envelope in the direct mail, absolutely it’s worth spending that money. Yes, and you need to be able to accept credit cards online and have that donate now button. Okay, we take a break, and when we come back, amy and i are going to start talking about the individual solicitations, maur, face-to-face and helping you overcome your fears for those. So stay with us. You’re listening to the talking alternative network. 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. Durney welcome back to big non-profit ideas for the other ninety five percent again live listener love let’s see the states that usually are listening live california, texas, north carolina, virginia those are the most common going abroad almost always have listeners from japan, konnichiwa, china and taiwan knee how and very often from korea on yo haserot you know, i’m thinking about you, even though we’re not live today, okay? Amy eisenstein, i’ve never as the ceo, i’ve never faced somebody done somebody asked somebody face to face for gift whether it was fifty dollars or five thousand dollars. I haven’t done it. Help me overcome my fear of asking somebody fate, looking in their eye and asking them it’s, it’s terrifying me, it is terrifying. And i have to say part of the issue is that we come from at least here in the united states a culture of where money is taboo. We can’t talk about it, right? Yeah, some people would rather talk about death and and sex than than money. It’s absolutely true. I say that all the time and so talking about money is very hard because we were raised to think talking about money. Is rude, and so we have to overcome that. So i like to encourage people to think about a time that they gave to a charity, and how did it make them feel it made them feel great, not horrible. We have to get away from the idea that fund-raising is like arm twisting or begging, right? Okay on and think of it as investing in the community. And i like to think of fund-raising as helping somebody do something great that makes them feel good. So it makes me feel good too. Okay, how do i put that into action? I’ve i’ve called the person they’ve agreed to meet with me. I won’t make the novice mistake of doing it over lunch, although i will add parenthetically, i do like to meet people over lunch. I don’t know, i just like the sharing the space and the meal together, but that’s just me that’s just me. Let me just say about that. I think taking someone to a thank you lunch after they’ve made the gift is a wonderful idea because we do like to eat with people and break bread with them. But the problem with asking for a donation in a restaurant is that it’s often loud, you are having a private, confidential converse station. You are talking about money the waiter can interrupt at the wrong time and it’s hard to talk with your mouth full. So good reasons not actually asked in a restaurant. Okay, maybe i’m more skill. Can we say? I’m a little more skilled maybe and i’ve overcome those i’ve overcome those things and i go to restaurants where the service is bad so the waiter never interrupt now, okay, but i’m not fighting use i’ve i’ve made my appointment and i’m meeting the the prospect where she’s most comfortable in her office, which makes me uncomfortable. Help me out. Well, hopefully, first of all, you’ve been through the cultivation process with her, so you’ve met her in her office before, so it shouldn’t be as uncomfortable as you may think, okay? And during that cultivation process, you’ve asked her a lot of questions about your organization. Why she’s been a supporter in the past? Why she might like to support in the future and what types of things she might like. Thie open ended questions that you recommend in the book yeah, so she’s not surprised. This isn’t a surprise visit that she doesn’t know why you’re coming or that you’re going to be asking her for support. You know, nobody wants to be surprised, not the askar and not the donor. So when you set up the appointment, make it clear that you’re coming to talk about increased support in the future and that you want to talk about ways that they’ll get more involved in more supportive financially so that nobody’s caught off guard. Ok, ok, okay. Help me out a little more what’s what’s. Next. Okay, so you go. You want to have a specific amount in mind, you need to ask for a specific amount because if you ask for a gift but our donation and don’t say an amount, they don’t know what you’re thinking about and when they give you fifty dollars bill, thank you. They’ve done what you asked and you’ll be totally disappointed. So you’ve got to ask for an amount we like to say. A good good phraseology is we’d like to ask you to consider a gift in the range of five hundred dollars or a thousand dollars. Now you’ll notice. I didn’t actually give arrange it and say five hundred to a thousand because what happens if you actually asked for a ranger? They go to the low number, correct? They goto the low number, so to give them a little wiggle room, you say i’d like you to consider a gift in the range of a thousand dollars then if they come in, you know, seven fifty, they’ve done what you’ve asked, and everybody feels great, okay? Okay, no one asked for something specific, uh, program salary support a ban on these will be things that we are. We should be pretty confident they isa touchpoint for them it’s something that they like because of the previous meetings and all the cultivation we’ve done. Okay, so that shouldn’t be a surprise. Also you like you like rehearsals? Can you say something about rehearsing briefly? Yeah, because it’s such an uncomfortable thing when you’re just getting started with fund-raising i strongly encourage rehearsal and role play rehearsal is what you can do in front of the mirror, but yourself alone, we’ll play is what you do, especially if you’re going with a partner. So maybe the boardmember and the ceo. Are going together task? You absolutely need to know who’s opening the meeting who’s doing the ass who summarising who’s, making a follow-up plant at the end all of these important roles so that everybody knows what they’re doing. All right, we have to leave that topic there. You have a major gift challenge on your blogged that is free for people to get your advice. Why don’t you share what’s up there? Okay, great. This year, i’ve decided to dedicate my block for the full year tio what i call the major gifts challenge, and i’m encouraging people at all types and sizes of organizations to get involved with face-to-face individual asking, usually for the first time, and i’m taking people step by step through the process of doing everything we’ve talked about in terms of getting to a major gift or a personal ask it’s totally free, and i just encouraged people to spend two hours a week on the weekly tax that i suggest, whether it’s getting your list together or making a cultivation call up until we get to the ass. Alright, you’ll find amy and information on the major gift challenge at tripoint fund-raising dot. Com if you think of what those points are, amy, you’ll have to share them. Did you think of the three points you got the right? Same fast, same, very fast hyre empower a team. Okay, excellent. Her book, the latest is raising mohr with less. Get that book. Amy eisenstein, thank you very much for being a guest sharing your expertise. Thanks for having my pleasure next week. Make money when you move and kayman ceo of new york grant pany shares ways that non-profits all over the country can tap into grantspace loans and other financial incentives around real estate, and our legal contributor, jean takagi returns also, we’re all over the social web i’ve given up on the italian were just all over the social web itunes if you’re listening live, consider eyes my solicitation consider going toe itunes and subscribing so you don’t miss a show when you can’t be with me on a friday because you know it’s bound to happen, especially during the summer. Why take that chance? You can go to aa itunes at non-profit radio dot net. Our creative producer is claire meyerhoff sam labor, which is our line producer, an assistant. Producer is janice taylor. 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, may tenth, twenty thirteen, one two two p m eastern at talking alternative dot com dahna i think they’re getting sick. Do you? You’re listening to the talking alternate network duitz get him. E-giving you could 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 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 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 alt-right network at www. Dot talking alternative dot com, now broadcasting twenty four hours a day. This is tony martignetti athlete named host of tony martignetti non-profit radio 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 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 shop a neo-sage tuesday nights nine to eleven easter for the isaac 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? 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 everytime was a great place to visit for both entertainment and education. Listening tuesday nights nine to eleven. It will make you smarter. Com. Hyre

130: Donor Retention & More Maria Sites – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Jay Love, CEO of Bloomerang.

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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No. Hello and welcome to big non-profit ideas for the other ninety five percent on tony martignetti non-profit radio i’m your aptly named host it’s february twenty second. Oh, i very much hope that you were with me last week. I’d be aghast to hear that you had missed some raise money while some raise hell. I talked about women in philanthropy, with marshals to panic. She was founding editor in chief of contribute magazine and is the new media adviser to the new york university heimans center for philanthropy. We talked about limbaugh and koman leadership roles, traditional giving and how women organized themselves also, pinterest and slideshare amy sample ward returned she’s, our social media contributor and membership director of the non-profit technology network, and ten she shared how small and midsize non-profits khun reap definite value from these lesser known social sites. This week dahna retention j love is ceo of bloomerang we’ll talk about holding on to donors you’ve got because it’s much cheaper and easier to keep a donor than to replace one j has strategies for you. Also more maria sites maria simple, our prospect research contributor and the prospect finder keeps up her reputation. As doi n of dirt cheap and free this munch this month, she’ll review donorsearch and list select between the guests on tony’s take two the irs publishes a list of charities that have lost tax exempt status each month, and in march, that list will be longer than it has been other months, and i’ll explain now i’m very pleased to welcome j love he’s, the ceo and co founder of bloomerang and senior vice president of avectra both companies serve the non-profit sector only with tools for fund-raising and communications. He was senior vice president of the arts and culture division at blackbaud. Before that, he was ceo and co founder of e tapestry jay’s, a member of the national board of the association of fund-raising professionals. And i’m very glad that his work brings him to the show. J love, welcome hey, thank you very much, tony it’s, good to be here this morning. It’s a pleasure to have you dahna retention. Jay, why is this important? Well, because it’s it’s continued to fall. The main source of the data that i’ve been referring to so often in the last year has been from the fund-raising effectiveness. Project, otherwise known as f d p that was a combined effort of the urban institute and the association of fund-raising professionals, and they’ve been doing this for the last five or six years and it’s the first time that data of this nature has come directly from the donor databases, so that they’re the charities that have the software that’s in used by the various vendors there now sharing the summary data and being able to tell from that summary data exactly what’s happening and retention of donors from one year to the next. And what it’s quite scary, and that that retention rate has dropped from the low fifties now to forty one percent in the most recent survey. Has it been dropping consistently through the five or six years that you’ve had this pair with a year or two that had held pretty steady? But overall, it’s dropped about ten or eleven percent since the time that the study has been an active let’s just reassure any charities that might be using software. You would certainly know if your data was going to be included, right? And it would have been anonymous ized and aggregated absolutely ill. It is summary, data and it’s part of the licensing with the vendors the very nice part about that is not only does it provide information that people can use, but many of the software vendors are allowing you to compare your results to the aggregate results. So you have a very good idea of how you’re comparing against the national average and like i said, let’s hope that your individual charity is doing better than losing six out of every ten donors from one year to the next because, you know, losing nearly sixty percent is a pretty scary proposition. It means that you have to be on a constant treadmill, bringing in a brand new first year donors and the retention rate for the first year donors is even worse in most cases that’s down in the twenties or thirties as far as three tension for those individuals and the next thing i was going to ask, what you just aren’t used answered it so thie retention rates are falling, which means attrition rates are rising and we’re now at fifty nine percent. We’re now fifty nine percent in the most recent study there and like i said it’s a trend we’ve got to turn around because, as we all know, just like the commercial world, existing customers or existing donors in this case are much easier to keep than bringing in brand new ones because the retention rate is at least a little bit hyre for those folks that have already been with you, do we know about how much this costs, how much it costs to acquire a new donor versus those organizations? Do you know that most people know that the cost to acquire a new donor is usually more than the money is received from that donor in the first year? You don’t get tau ah break even status until the second year in most cases and of course, there’s considerable time involved acquiring new donors versus thanking and keeping retaining existing donors. Yeah, and and there’s some basic things, tony, that people can dio, you know, one of things that we tried, teo, allow software packages to help people to realise is if a brand new donors in and it happens to be above the average doner level that you have, that might be a situation instead of sending out that tired old thank you letter that you might want to pick up the phone and call that person and thank them directly and get to know them a little bit, or try to set up that face to face meeting or get them to come take it to review facility or something, because if there’s a telephone contact the retention rate, doubles or triples and we’re going to get to a bunch of those factors that we know influence, retention. But jay, you’re your background is technology tapestry blackbaud now bloomerang and avectra is this strictly a technology problem or there’s a there’s a big donor? I mean, sorry, there’s a big personal factor to these to these relationships as well, very much so i don’t a relationship there is no different than any sort of a personal relationship, a friendship, and i know in some large organizations there those donors are people that you’re only meet via electronic communications or written communications in some way, shape or form. But even that, as we all know, if you had a pen pal, back when you were in high school, there were ways of building that relationship and taking it to the next. Level, even if it was only through written communications so that you can, you know, have that person on the other end of the receiving and feel like they’re more than just a specific there. There there actually are a person that’s connected to your organization into your mission and their money’s air going tio achieve something different than what they could’t someplace else with those dollars. But as well, technology has a role too. Oh, very much so it’s. Like so many things in life just being able to know what your retention rate iss tends to improve it. You know, i think of the old andrew carnegie story of going into one of this steel mill plants and asking the worker on the line how many of that particular widget or whatever that they made for the day and he took a piece of chalk and wrote it down on the floor and said, you know, twenty one and that was how money this guy did. A shift with the afternoon shift came in it too. Well, what’s that number on the floor, they so well, the big guy was here and they wrote down what they did. Well, that shift, they cross it off, and instead of twenty one, there was twenty five and this went on for weeks, until it was up over fifty, uh, to do that, and it was all because someone was noticing and actually saying, this is the number that we’re shooting for, that we’re trying to surpass, and then not long after that carnegie ah, lock down the steel mill on dh kept all the workers out, but that’s a different story, isn’t it that i was kind of humility at least started a foundation, right? Yes, he didn’t gave lot libraries and pools and lots of public spaces in the in the pittsburgh area, but it was a bit of a baronet. I want that to be any sort of ah, witness are a praise for their for his business practices. I heard quite cruel things came out of that i went to i went to carnegie mellon university, so i’ve heard those stories oh, very much so that haven’t. Yes, all right, so this is quite startling mean, we’re on ly retaining let’s round use round Numbers 16:40 were only retaining forty percent of our donors you’re get, i’m sure, you’re comfortable with the representativeness of the sample that this data is from, you know, just to give you a bit of an idea that this is based upon data coming for about thirty, two hundred charities that in the most recent time period raised just over two billion dollars and fund-raising dollars so it’s, you know, it’s it’s, a small percentage of the total of fund-raising world, but it is a very statistically relevant sample that’s being taken from that group. Now this is primarily focused, i think, what makes gives us so many legs, too it’s primarily focused on the small and medium sized non-profit there’s a few larger ones in there, but the vast majority of the non-profits that are in this represented sample are raising less than ten million dollars per year and most of our below five million. Okay, well and that’s the audience for this show, small and midsize charities jay, we’re going to take a break, and when we come back, you and i will talk a lot about some these factors that we know influence, retention and what charity’s khun due to increase their retention rate and i know you’ll stay. With us j and i hope everybody else does, too. Talking alternative radio twenty four hours a day. Are you confused about which died it’s, right for you? Are you tired of being tired? How about improving your energy strength and appearance? Hi, i’m ricky keck, holistic nutrition and wellness consultant. If you have answered yes to any of my questions, contact me now at n y integrated health dot com, or it’s, six for six to eight, five, eight five eight eight initiate change and transform your life. 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 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 big non-profit ideas for the other ninety five percent. J love is ceo and co founder of bloomerang and we’re talking about donorsearch retention this segment, j we know that there are a bunch of factors that either positively or negatively impact retention and there’s a lot of lessons that i think donors khun takeaway, i’m sorry charities khun takeaway from these factors, why don’t we? Why don’t we get started with actually some of them know that that, um charities don’t have a direct influence over, like, like the person’s giving, all right on recency. You know, i can’t break these factors into three categories, tony one based upon financial one based upon activities, and then a third one based upon communications. Okay. And if we take a look at the first one there, as you were alluding to is the financial aspect of it, there are certain things that you can tell that are moving that engagement level or that engagement needle up or down such things is have they made a donation in the last twelve months? Was that donation higher or lower than their previous wanted? They upgraded today downgrade did they make? Multiple donations did they did they support multiple causes or multiple funds within your organization so that they’re, you know, involved in in different ways? Are they doing something in the way of pledging or in a recurring gift mode? We know that someone that has signed a pledge card or that’s giving in a pledging our recurring basis, it’s much more likely to be retained from year to year to year than someone that is not did they come in knowing that they were giving to organization rather than supporting a runner in a race or something of that nature? Some those air, all factors that i think from the financial standpoint can move that needle upper down accordingly. Okay, now charities can have an influence and some of these for instance, you you mentioned earlier if, uh, if an office sees that a new donors gift is above the average, they should you’re suggesting reply with an above average acknowledgement and thank you exactly, you know, do something outside of the ordinary whether it’s pick up the phone, calling them, trying to get a meeting, or maybe a hand written note or a handwritten t s several of the boards that i serve on the first part of the board meeting that we do, each one of us writes out ten handwritten notes during the course of the board meeting to a donor that’s an above average first time donor-centric come in and take a tour of the facility, and you’re doing that in every board meeting you take time begin before every boy, every single board meeting there’s the i’m on the board of the local food bank here in indiana, on the larger food banks, and we have a, you know, sixty eight board meetings a year, and that is part of every board meeting i don’t suppose you’re in bloomington, indiana, with the company named bloomerang are you? Well, we’re actually in indianapolis, indiana way should meet sometime because i’m in indiana very often. Oh, wow, i didn’t realize that’s indianapolis in in carmel, i’m there there quite often. Um, good. So there are other things now you mentioned recurring donations that’s a very positive factor and you’re more likely to retain that donor than then someone who doesn’t do a recurring donation. So how can a charity go out of its way, then to think that recurring versus non recurring donor? Well, i don’t think it’s much as much thanking them in that situation, tony, is it isthe trying to see if you can talk somebody or ah, have them be interested in doing a recurring gift or pledge, letting them know that at the time of making their transaction would be nice to be able to support that critical part of our mission on ongoing time periods, so that if you set that up to do that it’s much more, ah, widely used around the rest the world in the united states, of being able to automatically deduct from a checking account or from a savings account, or even a credit card on a recurring basis. So instead of making let’s, say, a one time gift of, uh, two hundred forty dollars, maybe having twenty dollars, per month taken out with no stop date there, that becomes a way of really having long term retention for that individual, so that may be worth looking into for charities that are not offering that. And if you if you want a lot more information on that. My other podcast, which is for the chronicle of philanthropy fund-raising fundamentals look back in the archive of that, you’ll find it on the final on itunes. You also find it on the chronicle of philanthropy website, and i had a guest there named mark, and they are see help ert h e l p arty, and he was an expert in e commerce and talked about online giving and recurring giving and how to set that up so you might look back at that fund-raising fundamentals podcast if you want more detail on how to inaugurate a recurring giving program the way the way j love is explaining, would you like to look at a couple of the other factors here? The activities in the communication once tony well, give me a chance now, jay, don’t don’t take over the show, we’re going to get there, you know the answer, it’s just for that know the answers a quick no, you’re you’re off, we’re i’m goingto have eleven minutes of dead air time now. I had planned to be with you, but i’m voting you off now. Of course. Yes, of course we’re going to talk about activities and communications. All right. What do you have? Under what? Do you have under activities? Well, let’s think about all the different activities that you can track that would be involved with especially and you mentioned with some of your previous broadcast some of the social media, but whether or not someone attends an event or whether they attend multiple events, have they taken a tour of the facility? Uh, those were times of thanks that that happened, but the one night that i think really growing in popularity is all the activities that surround the social media have they posted on your facebook wall, they become a friend? Do they say something about your non-profit with a particular hashtag and a tweet or on facebook or in a linkedin profile for that? Are they? Are they active in some way of promoting your non-profit to do that? And i often think about in the days before their non-profits new tohave like facebook pages and stuff like that, we’re, uh, a very active volunteer. I think it was the american cancer site or something like that turn around found out that there was somebody that already had twenty thousand, you know, people following them are liking them and facebook and they were able to help them bring that facebook page over to there usage. But all those factors, if you can follow those and there’s ways of very easily electronically doing that technology has taken us to a whole new levels where you can be aware of those factors. And it can actually become part of your sierra mere database, knowing that someone has said something about you and giving that a particular value and their engagement level. Now, see, r e m. Of course. We have talked about this on the show, but i want to caution you about george in jail, which i have on the show. See? R e m. I just explained cr m in case listeners may not know. Okay. That’s, constituent relationship management durney aram it’s it’s. A fancy name for a donor database. Okay. And we have had guests on talking about c r m but i like to keep listeners on keep everybody on the same on the same foundation. Um, i think the key difference being instead of just being in a database of pure donors and maybe prospective donors it’s everybody that the non-profit touch is in some way shape. Or form so maybe people that are affected by its mission. It maybe vendors it, maybe suppliers so it’s every single communication interaction that’s taking place indeed. And we have talked about that and some of the platforms that support it on the show. Let’s, let’s focus on some of the things that charity’s can have. The most direct impact on you mentioned earlier tour of the facility, and encouraging donors to do that if they’re especially if they happen to be an above average doner first time, but that’s something that and it’s also a positive when you get the person to do the tour, then that’s a positive attention factor that’s something that a charity khun directly have impact on by extending invitations exactly a standing invitation, but just thinking about what their communications are. Some donors have never heard from their charity except in the form of another request for a donation. It’s always someone reaching out with a hand versus sharing information. So think about it. Perhaps you could set up a communication schedule and actually get back to the person and say, this is how we’re doing. We’re tracking ourselves, and this is how well we’re achieving our mission. And one that’s that’s absolutely magical that i just wish everybody would do is just telling every donor but their money’s air doing what if you can specifically say that those dollars went to this particular activity or this particular fund? And this is what it’s doing? And even if it goes into a general fund, you can just say these air what your money’s are achieving force and just share that information without asking for another donation. People tend to feel very appreciated for that being the case. And and i guess a lot of my experience has come over the years, tony, of becoming much more of a donor myself. And then i used to run an interesting experiment adi tapestry and bloomerang, where i would ask the new employees to take fifty dollars, that we would provide him fifty dollars, and say go out and make five or ten donations to five or ten different charities, and come back to me in three months and let me know who build a relationship with you and who did not. Excellent att those low levels. And what what did you find? Oh, uh, it was there were some absolutely marquis organizations that my employees would stumble upon that even for a five dollar gift, right, they would build a relationship. And what was ironic? Some of my employees are still lifelong donors to those organizations after making that small gift that was given to them to make on behalf of the company. That’s terrific that’s great! Listen, yeah, i just it was remarkable how you do it and i told him to try to mix. I said pick between a few national organisations and a few local organizations just to see what’s going on there because i honestly believe any small non-profit i know a lot of your listeners are in that category, tony. All they have to do is try that express themselves, take one hundred dollars and go make ten, ten dollar gifts or twenty five dollar gift to some national organizations and then just copy what those groups are doing. Find out which ones make them feel the best, and start building that into their own processes that they’re doing it. The local charity. Excellent, that za terrific suggestion in a great use, i think of one hundred dollars you khun khun! Survey, i think survey twenty charities for one hundred bucks, right? I mean, you get to do your own little, many mba, your research project for one hundred or two hundred dollars, and because you get to see every type of communication and i would mail some in, and i would do some electronically and see what the difference is listeners may want teo, listen back to some of the three, four months siri’s that i had with amy sample ward are regular social media contributor about riel engagement using the online networks because a lot of what jay talked about posting on the facebook wall replying to a tweet, etcetera, there’s, their real engagement strategies. And amy and i talked about that over four months of her being on once a month. How to really engage through the through the the social media sites. There’s also things just that people can report to the charity like if they if they keep their communication preferences current exactly things like that in the communication area, if you are able to. If your email system and your communication system is tied into your database, you can check real quickly. Does someone open? My e mails i sent to them are they clicking through to a link senate to read further on the stories? Ah, very important one are they forwarding it on to other people? And, you know, are they lying that you can get all that reported back to you? And it could be part of the data base that you can see, and then you hit upon a real important one there? If someone has taken the time to let you know that their address has changed, either their electronic email address or their mailing address has changed. Boy that’s a very special person you want to put a big red gold star something on that? Because that person, if they’ve taken the time to let you know that their address has changed is is probably four to five times more likely to become a major donor or a legacy donor to your organization in the long run, because they care that’s, they’ve done far out of the ordinary what anybody else would dio that’s so interesting because it’s it’s purely ministerial, they filled out a reply card with an updated phone number or address or email address. What can a charity? Do i mean, should there be a thanks for keeping current with us? I mean, because typically now i think the most charities doing nothing, that it goes to the database administrator, the donor services team, the database gets updated and then that’s it. What could we be doing? So i think that record person gave mark that this is someone who took the time out of the ordinary to do that, and that should be made to the attention of either a gift officer or fund-raising person or a plan giving person so that they can reach out and just try to get to know that person. Because if you combine the two, if that’s someone that’s been eh, multiyear donor, even at a small level, and has let you know that ah, and many of you out there i know have read the book the millionaire next door. That may be a good chance that that person falls into that category and could be a very, very substantial legacy donorsearch sometime down the road for your organization here we have just a few minutes left. Let’s talk about your the communications factors that we’re aware of. That we that we haven’t talked about yet, what are some of those that possibly a little bit of the people that have, you know, that opened up your emails and different things of that nature? Another big communication factor is if you can find out who has visited your website and who has downloaded information, i think every non-profit website should give people reasons to come back. That means that there’s got to be new content on there. Ah, and that could be something as simple as block post from the executive director or from other people within the organization are case studies or case histories, but i always love if you make available documents to download. This is this is a document that tells you about our mission that tells you about our performance metrics, what we’ve been able to do to achieve our mission. If there are pds and different types of documents in background information, annual reports, quarterly reports thinks that nature people love that, download them and look at them, particularly folks, that aaron, that the higher level of donors categories to do that, so being able to track those communication activities and then being wired into your front desk or your receptionist, anybody that calls your organization that should always be marked in the database to know that this person has reached out and actually dialed our organization, whether was asking for information or giving us information or something of that nature, those are people that are communicating with you and that’s half the battle. Yes, these air excellent on dh, very simple strategies. Really j we have just about a minute left. I have to ask you, what is it you love about the work that you’re doing, being able to help all size non-profits do their job better because if you could, i’d have hanging on my wall, something that my daughter created for me when she was in the elementary school saying that my dad works helping further missions of non-profits and i still have that hanging in my wall today, and it will always be part of my life, i think. J, thank you very much for being a guest. You’re welcome. Thank you, tony. My pleasure. J love is ceo and co founder of bloomerang, which you’ll find at bloomerang dot co real pleasure. Thank you very much, jay. Thank you very much money. But when we return, it’s tony’s, take two and then maria simple mohr, maria sites. Stay with me, e-giving. Anything tooting, getting ding, ding, ding, ding. You’re listening to the talking alternative network. Get in. Cubine are you suffering from aches and pains? Has traditional medicine let you down? 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Lively conversation. Top trends and sound advice. That’s. Tony martignetti non-profit radio. And i’m janna agger’s, senior vice president, products and marketing from blackbaud. Yeah, hi there, it’s time for tony’s take due at roughly thirty two minutes into the hour. I wish i could send live listener love today, but we’re pre recorded, so i cannot do that. I know you’re out there live listeners and i do love you, but i just don’t know where exactly you are this week. My block this week is expect expanded i arrest revocation list in march. Since june two thousand eleven, the irs has released a monthly list of charities whose tax exempt status has been revoked because they didn’t file the annual form nine, ninety or one of its cousins next month’s list march will be larger than usual because the irs is changing the admission standard for getting on the list. It’s not it’s, not like college. This is it’s getting easier to get onto this list not like colleges. Starting next month. Charities, they’re going to get a one month notice that they’re facing revocation and up until now you didn’t get on the list until you were already had been revoked for six months, so you can see next month is going to be a seven month catch up all this. All the ones that are leading up to six months, plus the ones that are one month away from revocation and there’s a lot more information about that on my blogged, including a link to get your tax exempt status reinstated. If you happen to be unfortunate enough to be on this revocation list, my blog’s is that tony martignetti dot com and that is tony’s take two for friday, february twenty second, the eighth show of the year. You know maria simple she’s, a prospect, find her she’s, a regular prospect research contributor she’s our doi n of dirt cheap and free resource is she’s a 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 exclamation mark and you can follow maria on twitter at maria simple fremery a simple welcome back. Hey there, tony, how are you today? I’m doing very well, thank you. Good to have you back. Thank you. You have our doyin has two, two sites why don’t you just give a little overview of what we’re talking about this week? So this week i’m talking about two. Sites that have both a free and a fee based component to them so one will help you both with your reactive and proactive prospect research, which we’ve talked about the house in terms of lives buy-in sorry, no, yes, we’ve definitely talked about proactive and reacting, i would know that’s beyond jargon jail. Now we’re way past that, okay? And then then, you know, and then the other one is really about proactively trying to seek a new new prospects. I’m constantly approached by non-profits that say, you know, we really feel like we’ve tapped out our current donorsearch list and, you know, we’ve done the research and so forth on our list, but we just need to get some new names into the pipeline. So came across an interesting product that i thought might be helpful to at least discuss on the show. Okay, on the first one of these is donorsearch donorsearch yeah, so this is a company that does in depth prospect research, so they are there’s a number of competitors out there that do this on dh donorsearch is based in maryland, and they have they have both a c and a a free product. So i thought we’d start off, at least by talking about the free product first, if you want to do that, what’s the earl for donorsearch first. Well, it’s donorsearch dot net, however, for the free piece. It’s donorsearch lead dot net flash integrated search. Okay, so i’ll make sure that we get that up on to the lincoln. And first yeah, why don’t we do that for both of these sites? Okay, so let’s talk about the free part first for us. Donorsearch so for the free part, you would put in an individual’s name, this is under the assumption that you have maybe an event that you’ve had or maybe a new donor prospect name has been brought to your attention, and you want to do some in depth research on them. Or maybe you have an upcoming cultivation event, and you’d like to know about person in advance of the event so you can put in there their name, whatever you know about them already there named contact info. If you happen to know the company they’re affiliated with, you can put that in there as well and then hit the search button and what it will. Do is it won’t show you the search results on the screen, but it will email you basically, ah, profile of that individual. So it’s really, you know, a quick and easy way to get some vast information on an individual if you’re not already subscribed to a service that would be able to do that for you. So you’re doing this one person at a time, right? That’s, right, it’s one person at a time and you know that where, you know the upgrade to the sea bass portion would be useful is if you’re looking to screen, you know, a lot of names at once it’s going to give you that, you know that capacity, but also they have under the sea bass hold on, i want to i want to stick with the free for the free portion for a couple of a couple seconds more. Is there any limit to the number of searches that you can do on the free? So, no, so if you’ve got the capacity or a gn intern or someone willing to sit there and just plunking a bunch of names and and monitor those profiles coming back through e mails. And and certainly that can be done ok? And how robust are the profiles that you get back? What do they look like? So they cross check the types of databases that would give you both a philanthropic data, but also, you know, the traditional sort of wealth databases, so they’ll give you information about both charitable and political e-giving um and it will give you information about property records, dunn and bradstreet types of reports if they happen to be a corporate insider. Um, political donations, i think i mentioned that if they happen to be in who’s who the marquis who’s who’d database there, their biography will come up there also, if they’re connected to a foundation when their director on a board of directors on a foundation, they’ll come up in the guide star report. So there are, you know, a number of touchpoint that are very useful for you to know about, you know, and the thing i always tell non-profits so it’s really, you know, if you if this is for a major gift, you really don’t want to stop, no matter what company you’re using to get these quick profiles from i would never just stop that, you know, try and go a little bit more in depth look for articles in the newspapers and, you know, whatever else you can find out on the internet free or fee based resource is so i think this is a great starting point. Certainly if you have an event coming up or post event, you want to know some more information about an individual, i think it’s a great place to start it sounds like it’s it’s a pretty, pretty robust profile for for free. Yeah, yeah, it really is. It really is. So, you know, it’s definitely worth looking into. So again, if if you want that that website its donor lee dot net forward slash integrated search ok? And how about there a fee based service so they see the service is at the website donorsearch dot net, and already there’s been some information there about the various products they have, as well as their online screening tool. So, you know, if you’re a non-profit or maybe you’ve just taken over an organization, um, that has, you know, somewhat of a mass of a database that’s never been screened, and you’re new to the job and you’re just not sure g, you know, i’ve got to figure out a way to prioritize these folks a bit, you know, you might want to consider a screening through donorsearch or even, you know, some of the competitors companies out there, but, you know, donorsearch does provide screening services well, okay, do you get a more complete profile if you subscribe versus the free report that you get on donors? Yeah, thie sea based reports, the ones that you would get really as part of a screening would include analytics and what they called predictive modeling to try and figure out, you know, it’ll give you some idea about the person’s capacity, and usually when you have a full screening done, you know, your prospects are kind of raided for you, you know? So you’ll know which one’s elevator to the top as being perhaps the ones you want to focus on first. Okay, so you get something that’s similar to a screening, but you don’t have to buy their screening service, right? I mean, if you want to, well, you won’t have the actual predictive modeling and analytics through the free search, you know you have a batch of names i would, i would really suggest you if you’ve got a few hundred names or a few thousand names that you consider doing it through the sea bass portion. Renee offer, right? But i’m trying to get out. If you do the fee based, are you subscribing to their screening service? Or you can still get individual reports that have the predictive modeling in them? Yeah, you know, when these companies offered screenings generally, you also have access to the database afterward, usually for about a year. So this is definitely something to consider, and then i noticed on their website that they would offer a free screening of two hundred current records to kind of test their full product. Um, so folks are interested in taking them up on that particular offer they can go to donorsearch dot net and check out the information it’s right on their home page. Okay, i’m trying to i’m trying to get at one thing. If you’re subscribing to the fee based service you’re paying for it is that on ly a screening option, like in aggregate? Or can you still do searches of one or five or one? Hundred individuals still do searches afterward of you, no additional names. If they come forward, you’ll have that one off. I’ll go in on dh. Can you give listeners a sense of what the fees are? You know, i really don’t like to get into that type of conversation because sometimes these companies, you know, they change and, you know, this is a recorded show, tony, so i don’t want to really get into that because somebody might be listening to three, five years down the line on ice helps on dh. So certainly, you know, product pricing can change, so i think it’s really best for them, tio maybe just take them up on that free two hundred name offer where at least take a look at these free, integrated search tool that they have on day. If it looks like it’s useful to them, you know, they get into a conversation directly with folks donorsearch okay, i’ve been admonished by maria. Simple. I never. I never said that before. Okay, um, so you had you had talked about this as being a way of generating new prospects? Well, actually, the other tool that’s thay this is really this is really donorsearch is for existing names that you already know, right? Right? So this would be for, you know, screening and so forth, so, you know, definitely if they want to take a look at, you know, integrated search on a free bases, they can take a look at what the output looks like i got you okay? And i liked your suggestion of looking at people after an event, maybe it’s someone came to your event because they were invited by by someone who you do know, and now you’d like to find out more about this, this new person, ways to engage them, which the first segment was very much about today on dh you can use donorsearch to do that, i like that suggestion. Yeah, absolutely. I would suggest that to organizations especially if they’re having hyre cultivation events or even you know, we’ve we’ve you’ve probably talked on your show about these ask events where people specifically come and know that they will be asked to donate well, it might be might be kind of good to know in advance some information about those folks, maybe even advance troop even better. Ok, what’s what’s list select about that’s your next one so listselect is, uh, is by a company the company behind this is called anchor computer company, and they were they were actually started back in the seventies, and what they’ve done is they’ve come out with this product called listselect that could be useful both in for-profit and non-profit world, so it was originally designed for general target marketing, and so it has the names and addresses of close to ninety percent of the u s adult population and it’s compiled from public records and united states postal service data, and then what they do is they overlay it with demographic interest type categories. So i’ve gone in and i, you know, i’ve done a little bit of playing around just to give you an idea of what this looks like so you can actually run your searches just to kind of see, with numbers of prospects might look like, and then you don’t pay for the list until you decide this looks like a list that could be useful to you, um, and it’s. Uh, a list, a rental. I don’t know if you’ve talked about that on your show in the past. So you can either rent this list for a one time use or for a one year basis. Okay, we’re going to go away for a minute. And when we come back, you can talk a little about lister mental, because i don’t think it’s something that i have covered. And we’ll talk more about listselect with maria. Simple. Stay with us. You’re listening to the talking alternative network. 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 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. Durney i’m talking with maria simple, the strict taskmaster who put me in my place about fees. We’re going talk about fees anymore att least not in dollar terms will certainly let you know when something is fee based. Um, so what’s the fee for listselect now i’m getting well, actually, i did run a couple of just, uh ah searches that i thought would be kind of fun just to kind of see what the costs might be it’s very evident when you run a search so it’s, very clear up front what you’d be paying for that list, you know, before you, actually so they tell you, and so you can change the parameters, tio, what you’re looking for and really play around with it till it gets to a point where you feel like this is a new four doble list, andi something that, you know, would be useful for your organization, okay? In a minute, we’re gonna talk about list rental, but but do you know what the output is going to look like? What? What? Uh, information, you’re going to get about each person before you have to pay for the list? Yes, i’m told that. You get a first name, last name, address, phone number and in some cases, email addresses as well. Okay. Oh, really? So, it’s, just basic contact information. This is not the complete profile like donorsearch does that’s correct? That’s correct. So this would really be used for true proactive prospecting. You know what you think that you would hear in a sales world of, you know, getting more names, more leads into the funnel. So people who might have a certain affinity on do you know? So we could talk about what some of these parameters are way when we get further into the conversation. Okay, but let’s, talk about let’s rental. Now you’re just you’re renting this list. How does that work for you? So you now let me just set it up. You now have the contact information for these people. Email address? I guess. So you have. What does it mean that you’re renting the list? Well, i i think you get the full snail mail, ok? Yeah, and phone numbers. So you can decide that you need that list for a one time usage. So maybe you’re you’re going to send out some sort of a postcard campaign or targeted mailing some sort or targeted calling phone calling campaign? You know, i wouldn’t, you know, being as i also do email marketing as one of my businesses, i’m very sensitive to email acquisition, i wouldn’t necessarily advocate buying or renting email addresses and then putting them into your database and e mailing out i could get you into trouble with your email service provider because it’s, because it’s unwanted and it’s spam is that could be construed as spam. So i’m just very sensitive to that. I think it would be better to use these list, really? For snail mail and phone call purposes, okay? And what does it mean that you’re you’re renting the list? So you actually then don’t own only information? It truly is just a rental on, so, you know they have, i guess, it’s one see if you’re going to rent it as a one time basis and probably a slightly higher fee. If you need to have that list accessible to you, maybe you plan to do, you know, quarterly mailings to the list or something like that? He would need the rental for the whole year, so you’re going to pay maur if you do want to put that information into your donordigital base, i would think so, yeah, ok, interesting, i think. Okay, so you you mentioned talking about a little talking about the parameters of what you’re what the output is going to be, right? So i just don’t like a couple of quick search is just to kind of see, all right, well, if i were, you know, a non-profit executive, what might some of the fields of information be interesting to me so you could do a geographic search and then, you know, break it down further by certain points of demographic. So i had done just a sample search to see well, i’m interested in people who would have an income over two hundred fifty thousand dollars based in new jersey, who are also classified what they call mail order donors i think in our world, in the nonprofit world, we would call that, you know, male appeal donors, and it turned out that there were there was a total household account of just over fourteen thousand names close to fourteen thousand five hundred, and that costs came out to about in the four hundred fifty dollars. Okay, so that was you know what that parameter came up with our center decided to so these are thes air search these air inputs that you’re that you’re trying to narrow your list by our lorts yeah. All right, well, what if i were a non-profit executive with some sort of an animal welfare agency? I might be interested in trying to target people who have self identified as liking cats and dogs right on. Then i decided, well, i might be very geographically focused, and i wouldn’t necessarily need the entire state, so i thought, well, let’s, see what the costs would be if i were to look at maybe two counties in new jersey, morris and somerset counties for people interested in cats and dogs turned out it came up to nine hundred eighty as the household count on that on that costs turned out to be one hundred fifty dollars. Now, how did you specify cats and dogs? There’s a open field where you can have a word interest category interest, there’s like a main interest. So when you’re when you’re looking at the main interests, you can look at things like arts. And entertainment. Uh, babies, children, uh, education just tryingto slipping through here, some of the ones that would be of interest to non-profits outdoor enthusiast, uh, photography, religion. Um, and then they had what they call us sub interest category. You can really drill down even further. And that’s where i got into looking for people who were interested in dogs and cats, for example, i see. Okay, that’s that could be you could have some fun with the subcategories studio going to break it down by ethnicity. Gender. Maria, how do you find all these free and a fee based? How do you how do you how do you find all these new resource is? Well, you know, usually they’re not sometimes they find may and this actually happens to be a situation where rick hilary from from the company reached out to me through lincoln. And, you know, we’ve talked about the power of lincoln for so here was a situation where he brought this particular product, my attention, and we’ve had several converse stations and back and forth about it. And, you know, i took a look at the test because you can actually just kind of play around with it as i did without paying anything at all. Okay, so that that website you want me to give you that? Yes, give it, but we’ll also put it on facebook and linkedin, right? Sure, though, that website is demographics, research, dot com okay, and what’s the earl for listselect uh, that that’s that’s where the starting point is that’s you there? Yeah, they actually give you ah! Pdf that kind of walk you through, how to use it. And they also give you the log in credentials so that you can log in and try and play around with it a bit way have to stop. We have to stop there, maria simple. You know her she’s, the prospect finder, and you’ll find her website at the prospect finder dot com. You’ll find her on twitter at maria simple, and you’ll find the two of us together. We’re going to be doing a chat and online chat hosted by the foundation center on march twenty first about prospect research it’s a two p, m eastern and my burning question is why i’m invited i don’t know they between the two of us, they think we’re both prospect research experts but between you and me, we know that you are. I’ll be there, tio, i’ll do color commentary or something. I don’t know we’re hearing me on, okay, but you can. I have a i have a couple things to contribute, but not as much as you, but you’ll find information about that on the foundation with center website it’s. March twenty first, two p m eastern. Thanks for being a guest, maria, thank you always a pleasure. Next week, juliet fund had more white space to your life she’s, a consultant and speaker, and she also is the daughter of candid cameras allen funt that’ll be fun. Also, scott koegler is back next week. He’s, our technology contributor and the editor of non-profit technology news. We’re all over the social web. You can’t make a click without smacking your head into tony martignetti non-profit radio, by the way, smacking your head in italian is sparkle a testa i learned that when i was in venice asking for directions to a bar once and someone said, sparkle a testa your head on the wall and then turn and make a left and there’s harry’s bar so it stayed with me, um, pinterest, slideshare even before last week, by the way, we were on pinterest in slideshare, itunes, facebook, youtube, twitter, linkedin, foursquare, wherever we’re connected, i thank you very much for being connected wherever it is that i see you. Thank you. Our creative producer is claire meyerhoff. Sam liebowitz is our line producer, and the social shows social media is by regina walton of organic social media, 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, one to two p, m eastern on talking alternative broadcasting at talking alternative dot com. I didn’t think you did a good ending. You’re listening to the talking alternative network. Get in. Take it good! 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 a m 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 we 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 fed up with talking points? Rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over in tow. No more it’s time for action. Join me. Larry shot a neo-sage tuesday nights nine to eleven easter for isaac 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? So gain special access to the ivory tower. Listen to me. Very sharp. Your neo-sage. Tuesday night nine to eleven new york time go to ivory tower radio dot com for details. That’s ivory tower radio, dot com every tower is a great place to visit for both entertainment and education listening. Tuesday nights, nine to eleven. It will make you smarter. Dahna

116: Grow Your Grateful Patient Program & Disaster Relief – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Bill McGinley, president and CEO of The Association for Healthcare Philanthropy (AHP)

Nancy Johnson, senior consultant at Target Analytics

Gene Takagi and Emily Chan of the Nonprofit & Exempt Organizations Law Group

Read and watch more on Tony’s blog: http://tonymartignetti.com

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Dahna 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. My thoughts this week, of course, are with everybody affected by sandy up and down the northeast than into western new york, the finger lakes and ohio. My thoughts are with you, i am calling in from north carolina because i couldn’t get back home in time to do the show. So what? We have a show and we’re proceeding, i hope you’re with me last week. Oh, it would hurt me deeply tto learn that you had missed a conversation with janet eggers she’s, a senior vice president of products and marketing for blackbaud at their bb con conference last month, we talked about what’s coming in the non-profit technology market, special considerations for purchasing technology and leadership lessons that she learned from being a triathlete. Also gps global positioning. Scott scott koegler is the editor of non-profit technology news in our technology contributor, we talked about location based services that use the gps technology in your smartphone. Four square, instagram, yelp and facebook places are examples of sites that you can learn from your partner. With to get to know your donors and volunteers better this week grow your grateful patient program bill mcginley, president and ceo of the association for healthcare philanthropy, hp and nancy johnson, senior consultant at target analytics, sat with me at the bb con conference to talk about health care, grateful patient fund-raising why these prospects are critical and very generous privacy concerns and how to start your relationship. Also, disaster relief charities want to help hurricane sandy victims, but in the rush to help, you can’t ignore the rules around private benefit needs assessment and documentation, you’ll be on the right path with our legal contributors, jean takagi and emily chan from the non-profit and exempt organizations law group between the guests on tony’s take two i have a bunch of sandy disaster relief organizations that are doing very good work, and i’ll share some of those. If you’re on twitter, you could be using the hashtag non-profit radio to join the conversation with us. You take a break and when we get back, we’ll go right into grow your grateful patient program stay with me! They didn’t think dick tooting getting dink dink dink dink you’re listening to the talking alternative network waiting to get in. E-giving, you could 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 a m on talking alternative dot com. Dafs you’re listening to the talking alternative network. Yeah. Geever. Durney durney welcome to tony martignetti non-profit radio coverage of bb khan twenty twelve we’re in maryland, just outside washington, d c my guests are nancy johnson she’s, a senior consultant, target analytics, blackboard company, and bill mcginley, president and ceo association for healthcare philanthropy, both of you. Nancy bill, welcome, thanks for taking time on a busy day. Delighted fundez your seminar topic is best practices for successful healthcare fund-raising strategically grow your grateful patient program. Bill president, ceo of association for health careful answer. I’d like to get the articles right that got you surrounded. Details report. I like the articles. Why is a grateful patient program critical to healthcare? Fund-raising let’s start with basics in health care and our group, particularly those were representing providers, hospitals, medical centers, long term care, hospice and such. The group that is connected that has had an experience that has been touched by the provider is a very important group. They’re very generous, they are involved. They know what the organization is about, what it can provide. So there they are more generous, the average member of the public simply because they’ve had an experience with the institution they know what it’s like they are part of a major part of the family, which is the physicians, the employees, the governance, the executive, the trustees of the hospital, and grateful patients. They represent over fifty five percent of individuals that give healthcare so they’re essential for us and their big givers help me understand why they’re not unapproachable because of privacy laws. Well, they are very approachable, and privacy rules allow the health care provider access to demographic information, so names, addresses of patients are part of what we do internal for our fund-raising is perfectly acceptable. So it’s acceptable for the clinician to share with you development office is that right? Think the physician at the hospital, the nurse, the janitor can refer a name to the foundation for somebody who might be interested to get okay is perfectly acceptable in permissible under the law. And nancy, why don’t we start with some of the tips that you have for growing this very important grateful patient program? Fifty five percent of individual fund-raising to health care’s from these people. How do we get started? Absolutely well, one of the main objectives have to be able to find the people that are. In the hospital immediately so that the foundation can really approach, not approach them for it. I’m coming to say hello, i’m introducing you to the foundation and letting you know that our goal of the foundation is to increase the awareness of what we do to help raise more money. And so what we see is the opportunity to find the best people to make the right gift at the right time, and what we’re doing is identifying with people that are most capable as well as the people that are already connected. How do we start that conversation? Once we’ve identified people, how do we initiate conversation while they’re in the hospital? It’s a quick hello, i want to connect with you now, if you’re already a donor, i’ve been wanting to meet you. You’ve probably been wanting to meet me. We’ve maybe meditate events, we’ve we’re friends, so you would expect me to come by and say hello to you. So these people were starting with the premise that these are people who are already known through the hospital, oftentimes they are ok. Other times you’re a new prospect. A new patient, that’s just came to the hospital and what’s important is to let them understand and know that we have a foundation that will be working with them for the future. Okay, bill, what do you hear from fund-raising professionals in hospitals about making that initial contact? What kinds of responses are our patients willing to talk? Oh, very much so. And when our members are making these visits there rounding and they’re there in the room with a patient, one of the things that are offering to do is they’re they’re our contact for you, anyone that comes into a hospital to have a procedure that is very unique for the individual. It may be a bit routine for some of the providers are member, you know, really steps across that gap, providing for as a resource answering questions, someone they could turn to for communication to make sure that they’re comfortable, what with what they’re receiving and the kinds of things that they’re going to undergo an experience while they’re in the hospital, because it is a foreign land to anybody. Who’s, a patient who’s coming in for russian scary that can be absolutely it’s unknown and while again, it’s very routine for the providers in the sense that they lived there, they worked there. It is a unique experience for any patient is coming. Nancy, i took you on a slight aggression howto make contact once we’ve identified, but what’s your advice around doing the identification. Current patients absolutely. We have a process that is totally automated, so no human hands touching the data way. Use the black boy as blackwater target analytics. Many of our clients use razors edge as their donor management system. So many of their donors are already no one, and we compare they’re the names of the new admits two there database as well as to wealth program, and we’re putting a radio, letting them know the best prospects for major gifts, the best prospects for annual e-giving and that allows them then to make a decision if they should go visit okay, and or put them into an annual solicitation lorts joining and something even better. Yet, if we’re visiting someone that we know that is a major gift donor. And maintaining their interest in the programs and their opportunity to support activities that are beneficial for others in their this is an opportunity for the foundation to reach out to people with them in the hospital. So i look at it is they’re coming to visit you there, there if you don’t reach out and say hello to them after you’ve had a relationship for years, not really good. I want to say at least a hello it’s not going to be a long visit, but i’m reaching out to you. What if it is someone who’s who’s due to the hospital? Not part of the family, not someone you’ve known for years still appropriate, too. Greet them while they’re in the hospital? Absolutely, i believe that most people when they’re in the hospital, they’re experiencing something unique buy-in it may be the first time they’ve known about the hospital, they become part of the health care family there and by reaching out to them they expect it’s, a buffalo here here’s i discount for gift shop or maybe i’m goingto leave the newspaper behind for you. I come in with a friendly face, i’m not bringing in needles. And i’m not taking blood from you and it’s. A quick high. Okay, okay. 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 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 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. Oppcoll durney i found that interesting. What nancy said in the session earlier today was that these people are coming to your home. They’re coming to the hospital are home, they’re coming into our facility. Ten there are any experience you have in the hospital there are there five, ten, fifteen people that air in and out that air touching your life during that process and tohave one focal point that could be helpful that, you know, you could turn to if you’ve got questions or a spot that you can go to a person, you could go to facilitate communication and make sure it’s clear among all these services that are being provided is very much appreciated by patients. That’s what we find so you’re encouraging the fundraiser to ask, act as a resource? Yes, from times they do on dh it’s quite appreciated, as you know. All right. So then, after we’ve identified we’ve initiated contact bill what’s what’s another strategy for growing this program. Well, that’s part of what we were talking about today, there are different levels of grateful freight patient programs at the very basic level, you find that contact that call being made that introduction and it may be sixty or ninety days later where we’re looking at that individual and deciding is this someone we wantto make an appeal to our reach out to bout some program or service that we’re offering where their donation can help someone else? Is it someone who’s contributed in the past or who has the capacity to do more? Do we want to put them way want to put an effort in front of them or an opportunity in front of them as a major donor, where they can make a significant difference because of their contribution to the community and, you know, that’s very basic there others where you’re doing the analysis in the analytics, if you will, you’re assessing wealth management capacity so that when you talk with someone, you develop a relationship, you clarify their interests and also the level of what you believe they can support a particular activity in helping others. Now, nancy, you’ll have to forgive me because i’m going to ask bill about what some advice for hospital may not have reasonscall so there are some way to walk away. I don’t want to have a conversation, but i’m just thinking of our audience is small and midsize charities, and there might be smaller hospital. It doesn’t have reasons aid xero identifying you wanna do it right? Well, i will tell you. Okay, identifying grateful patients. We often look we’ve compared to their database no matter what it is, and so doesn’t have they don’t have to be a razors that juicer. The ideas were helping them identify grateful patients and look into the patients that air there so that they’re contributing to their experience. So it’s a step just that they would have to be a mechanism for sharing the information from from no, i don’t know if it’s missions exclusions. It comes from admissions. Typically it kind of sermon ambitions. And then it’s submitted and and no one really has to touch it. It’s, elektronik lee done. We screen it, and then the results are back within ninety minutes so that the foundation can decide. Okay, who’s the best person to go visit this oversignt bilich and our members are clearly using razors, edges of tools. And one of the best advantages of this as a tool is simply that expands our members capability beyond it. Maybe multiple be able. To multiply the impact, one person can have two, twice a ce much three times as much because it is some of it’s automated but it’s more instantaneous than than operating off of written records comparisons that you’re making relative to wealth management to an individuals in the hospital or who has been discharged is instantaneous, as opposed to trying to make all those connections in your head. So this truly, really expands our members capacity, forgetting to more donors this right on that’s, that’s, invaluable. Okay, well, do you have specific advice for smaller hospitals, health care facilities that whether they’re using razor’s edge or not isn’t an advantage to be a smaller, maybe community hospital? Well, you know, it’s it’s so much like any everything you’ve heard around the world all fund-raising is local, and it is individual in many respects and again razors age is a tool enables that capacity if you don’t have razors, eggs, there are some other alternatives and things you could do all the way back to when i started, when it was, you know, index cards in a shoebox, but it’s, that kind of approach, so there are things in between certainly. Razor’s edge is sophisticated, and really, the value is really an expanding capability. But there are other ways you could do that. Part of it is more manpower, which is hard to get in smaller organizations. Part of it is a process and dedication to that process every day, no matter what the elements are that you put in place so you can make it work. That may not be quite as effective without some of these tools, but it’s still gonna work. Okay, so the smaller community, when i’m familiar with a smaller community hospital, shouldn’t avoid grateful patient program. No, not it all so quickly. If your foundation executive this fund-raising is part of your obligation, your purpose and it’s within the health care community. These are institutionally related foundations to the hospital, right? They’re not out raising money for the you know something else in the community focusedbuyer hospital? Absolutely. Okay, honey. Another area that we all thought blackbaud way want to be able to help all sizes of none. So we eat. Tapestry is a wonderful solution. That is many times used for the smaller community hospital. See tapestries at a cloud based. Is it ok? And so i don’t think we know history tells us we’ve worked together for many, many years that many of the hospitals use razors edge that it like you say some of the smaller, newer hospitals, maybe they don’t need the sophistication, and they have way have a wonderful opportunity for them to use a tapestry let’s talk about some other advice around building back to building this grateful patient program. Nancy what what, what, what what further advice did you give him? Your seven? Well, each hospital is unique. And when they started looking at what makes the program different, it’s getting buy-in from the whole health care community from the top all the way to the to the janitor that’s in the room with someone the foundation needs to be more than the organization of the part of the organization that says, hey, do you want to be, how much are you going to give to the employee program this year? We want to make sure that the foundation is connecting with the nurse is the people that are front line with patients and making sure that we’re hearing you need to stop in and have a visit. Kayman we need to make sure that we’re introducing grateful patient programs that can enhance all the different areas of the hospital so that everyone’s understanding those programs and bringing the community together because really it’s all about the services that were providing to these cubine what’s your advice about getting getting clinicians involved in fund-raising first, they’re busy, my my what i hear and my experience in doing some plant e-giving consulting for hospitals is docks are typically well, i don’t know a good number of doc’s doctors are not willing to partner really with fund-raising with development office for the foundation, what’s your advice for sort of breaking down those walls, i think when you really start involving the whole team and you have a new approach and it may be a totally new approach, you have to think outside of what you have done in the past, health care is we’re having to raise more dollars every year, and when you’re asked to raise more dollars with less, you’ve got to use the right tech what’s what’s into approach help us help the audience understand what what’s one new approach they go to their their doctors by implementing this information so that i can focus within ninety minutes and be able to be next to someone and introducing all the good work we do that makes it takes the guesswork out of it. It allows me to be more focus, and then it also allows doctors to have opportunity to refer people to us and a system in place so that they know as a team we’re working together. Will you have you have advice for breaking down those walls, getting into those characters who are often unwilling it’s, not just the doctors you’re talking about building a culture of philanthropy and awareness throughout throughout the community, right? You do that, you do that. You do that with the orientation, with new and ongoing employees that you have. You do that in the training opportunities with the nurses and with practitioners and such that you’re talking about philanthropy or letting know about the foundation with the physicians, they’re human beings, too. You need to embrace them the way you do others, and there are programs and activities that could be very supportive of areas that they are interested in, either in their specialty orin pieces of equipment. Or things that are going to make their delivery of care much hyre to their patients, so sometimes it has to be very specific for helping them to see what the foundation could do for them if they’re willing. Tto partner and i mentioned that family of donors, the physicians are large portion of that, right it’s not every physician, but it’s, the ones that turn on to see the fact that getting involved this way, and even being philanthropic myself, which, if i do it through plan giving or some other vehicles, can benefit me and directly, you know, that has a meaningful impact on my patients and that’s where doctors focus it’s all about them and their patients seems to me so if we could bring it down to the patient care level, the benefits of working with the foundation, making those clear and one one other element that struck me is that in that culture of philanthropy, what you want to get it too is a point in the overall institution that this isn’t something that’s nice to have. This is something that’s essential that needs to be elevated to the strategic level, the planning of the whole so that the executives on the hospital side are learning to plan for and depend upon and demand that philanthropy be a major part, their business, and what they’re trying to do with it has to come from leadership, right, creating a culture and and we see in our benchmarking service that we do with the standards where you have the ceo of the hospital involved in active way in, you know, signing letters in being president, making some of the calls with you as appropriate, you’re getting a much better result in a much better return on the dollars that are being raised, because donors want to know that there have any impact, and the important people in this business are aware of what they’re doing. And bill, i think we’ve seen that change over the years. The two of us sitting in these seats have watched healthcare philanthropy changed enormously. Wey have to leave it there. Thank you. Nancy johnson, senior consultant with target analytics and bill mcginley, president, ceo association for healthcare philanthropy, thanks very much for being guest. Thank you. You don’t know what you want. Tony martignetti non-profit radio coverage of become twenty twelve. We’ll be back with additional guests. I, you’re here further seconds, stay with us, my thanks to nancy johnson and bill mcginley and all the people at bebe con. It was a pleasure to be there, and i have more interviews from b become twenty twelve coming for you. Right now. We take a break when we return. It’s, tony, take two, and then gene and emily disaster relief. Stay with me. 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 lebowitz, 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. 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, teo you society, politics, business and family. 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 it? 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 every time i was a great place to visit 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 lively conversation, top trends and sound advice. That’s, tony martignetti non-profit radio and i’m janna agger’s, senior vice president, products and marketing from blackbaud. Time now for tony’s steak, too. I have a lot of ways that you can help hurricane sandy victims throughout the country because, of course it was not only the northeast, not only new york, that was that was hurt, but the hurricane then you know, from new york city went into western new york and upstate, into the finger lakes region and then into ohio. So nationally there’s the american red cross. Um, you can donate at red cross dot or gq, or you can text red cross two, nine zero, nine nine, nine, and you’ll be giving ten dollars, to their disaster relief fund, including sandy. Red cross is also looking for volunteers, so if you’re able to volunteer red cross dot or ge is the place feeding, feeding america, they have a lot of food and emergency supplies. Water uh, that they’re e-giving throughout the disaster zone and to donate to them, go to feeding america. Dot org’s save the children is also working to provide relief to families and their children metoo they are at save the children dot or ge craig newmark, who has been a guest on the show twice uh he’s, the founder of craigslist and craigconnects and he’s uh, he’s matching donations up to twenty five thousand dollars for sandy victims and he’s doing that through crowd rise. So to give to that fund-raising dot com flash sandy relief. And when you go there, a picture of craig pops up. If you want to be more local in in new york, there are a lot of blood drives. I read hundreds of blood drives that were canceled because of the hurricane throughout new york state. So now we need blood. And if you want to donate blood in the new york city area it’s, new york sorry. And why blood center dot or ge? If you happen to be a techie in new york, you have tech skills. Um, new york tech meet up and new work city are organizing volunteers that have technology skills to help with relief efforts to help new york area businesses and non-profits get their technology back up and running. For that, you can go to bitterly dot slash hurricane tech volunteers. So that’s, uh, which place is that you can give time or money too, in support of people that are really in need throughout the northeast and a pinto, i said, north northern new york state and ohio, and on my block this week is a post called researcher bias in smelters planned e-giving study. Delta company did a a survey of potential planned e-giving donors. These people, they believe, are potential plan giving donors, but i detail in my in my block that still, the company also makes its money in large part bye selling print materials, direct mail materials, no website and consulting services for for outreach. So to me, it’s in there, broad corporate interests to have a bigger base of, of playing, giving prospects than we traditionally have had, and that, to me, creates conflict. They want to sell their services, and they’re encouraging charities to look beyond the what’s. Been the traditional prospect pools in terms of age and boiled e-giving history, and that i detail at on the block again. The post is called researcher bias in altars. Planned e-giving survey and my blog’s is that tony martignetti dot com that is tony, take two for friday, november two forty six show of the year with me now jean and emily. Jean emily, are you there? Hi, tony. This is jean and least beside me, but it’s going to be me alone today. And we hope that you and your family and all your loved ones are doing well. Our thoughts and prayers for everybody affected by the hurricane. Thank thank you very much, jane. I know you’re familiar with natural disasters being in the san francisco area. Yeah, we certainly did. Emily is there she’s just holding your hand or what? You’re not going to die. She pretty much is holding my hand and promising, tell me what to say. Okay, of course. Jean takagi and emily chan, they’re firm is the non-profit and exempt organizations law group neo-sage which you’ll find at attorney for non-profits dot com and jean jean’s blawg is gene. I don’t have it in front of me because i’m remote right now. Remind people what you’re what you’re bloggers, please. Sure. It’s just the non-profit lob log non-profit law blawg dot com and emily is the contributor to that as well. Um, so we’re talking about disaster relief, obviously timely. If a charity wants to do something, they’re so moved, maybe they’re in of a neighborhood that was that’s affected or whether they are or not. Can they just start, eh? Sandy disaster relief fund that’s a great question, tony, and, you know, charities are often the centres of their communities, especially in small communities and it’s really great to see communities pull together and non-profits wanting to help, but sometimes the non-profits mission is not aligned, oh are consistent with providing disaster relief. They might be in existence for doing some others types of services, but that doesn’t mean that they can’t help, but it does mean that they may have to take some steps before they help, and one of the things that they need to do is they need to change their mission. So they’ve got to make sure that on their website, on their marketing materials, and particularly if they’ve got a mission statement in their articles of incorporation or their by-laws to change that, to expand it, to be being able to provide those disaster relief services that they want to provide for pete’s sake. So if i want to do something, i can’t just do it the next morning, i have to look at my articles of incorporation first, yeah, you’ve got to get that board together and take a in an emergency action txtgive that that mission statement to the extent that it is constrained by your articles, so you’ve gotta operate consistent with your governing documents. So you’ve got to change those if there is that statement in there, that’s one of the reasons why we like to make sure that the articles purpose statement, they called a certificate of inc in new york, it’s not so specific that you can’t uh, uh, let your organization of all take on things like this in the future and then a tip for revisiting your mission statement for all non-profits so is there a phrase that is safe that is brought enough that you recommend it doesn’t have to say hurricane relief, right? Absolutely. So you can say we’re providing charitable services in whatever area you want to focus on on dh leave, it is broadly is that in your articles, and then you could define it more specifically on your website and on marketing materials like grant applications, but when you decide to engage in a new activity like disaster relief, and that really goes outside of what you’re doing. Perhaps you were providing music education, you know, when you really go outside of that pounds, you’ve got to make sure that you don’t use prior donors funds, which were dedicated towards music education in our example. But you’re using nufer funds once you’ve changed your mission statement to engage in that disaster relief activity. Okay, onda of course, once you start collecting funds for a certain purpose, then you have to use them for that purpose. That’s correct. You can’t then if if the if the disaster is is overcome, you can’t switch your funds back to music, right? So the money that you resent you raised for disaster relief, you’ve gotta make sure that they’re focused on that. And we had some issues with that after nine eleven. And so are some other duvette actors where organizations felt that they had expended enough money in that area and wanted divert the rest of the money into other areas beyond that could be a real danger. All right. Is emily passing you notes right now? She always passes me notice. Okay. Okay. Stop it, emily. Genes genes good on his own. He knows what he’s doing. Okay, so once you then expand the mission statement, if you need to, you also have to inform the irs. Is that right? Yeah, although you don’t have to do that right away. So you can engage in the disaster relief activities, which usually you’ve got to do pretty quickly. But you can report the change in your activities and the change in your mission to the irs when you finally form nine, ninety for the year in which you changed those activities. So for example, you wouldn’t have to file if you were going, you know, finally for two thousand twelve until may two thousand thirteen. Okay, okay. That doesn’t have to be immediate. I just realized i neglected to send live listener love during tony. Take two. And we have a lot of listeners abroad. Tokyo, taipei in taiwan and yung yung in korea and send gen china welcome live listening love to all those foreign countries and also to philadelphia, which is not quite as far into me. I live in new york, but philadelphia’s not quite as far in as those other. Cities, um, pardon me for that, but jean but i have to send my listeners love. Sorry, uh, that’s great. All right, so once so, then once you have expanded your mission statement, if necessary, then is there any limit to what kinds of relief you can provide? Well, there are so you’re still restricted by what we described on our last couple shows private benefit issues. Oh, man, private benefit again? Yeah. You know, charities exists to provide a public benefit, and they can’t be operated to promote private interests. So you’ve got to be careful. So we can’t give a million bucks away. Teo, somebody who was barely hurt by the hurricane that would that would not be appropriate. You’ve also got to be worried about conflicts of interest so forgiving to board members or toe officers of the organization and not in an objective matter, not as part of a charitable class of individuals affected or with preferential treatment to those insiders. That would be wrong, but we certainly can provide funds, services or good ensure that victims have basic necessities like food and clothing and housing and medical assistance and things like that. What can you define a class of people that you want to help. Yeah, i mean that’s, something you should do. So you should say, you know, this is good for business and not only legal reasons, but are we just going to help anybody affected by the hurricane? Are we goingto, you know, really look at financial need? Are we going toe not look a financial need, and we don’t have to. We learned after nine eleven that we can even help communities that don’t have financial disadvantages, but that were hurt badly by the hurricane and or any disaster and weaken give emergency relief so emergency relief services can be given without a needs assessment. Otherwise we want to determine what type of needs we’re looking for. Is it financial need? Is it medical? Need it, you know, for disabled individuals within a given area? Are we goingto limited geographically all sorts of things that we need to target our mission towards? And then when we get this whole pool of charitable class members that want our attention, we have to figure out what type of resources we have and how we decide who to give it to the needs assessment. Is something that’s required or it’s just very smart to do well, it’s it’s really required if you’re going to be required to go the scorning assistance yeah, it’s not so required if you’re just providing emergency assistance. So for giving out blankets and food and shelter in the next couple weeks for the hurricane victims. There’s no needs assessment required for that, you know, it’s pretty obvious who’s in need. Okay, but if we’re gonna be e-giving ongoing, you know, rental assistance payments and that’s going to last for several, several months past the hurricane, then we’re going to think about why are we just giving it to a select few individuals? And how did we choose them? We’ve got has some objective in good faith criteria there. What about helping businesses? We’ve been talking about people. Yeah, that’s actually possible, and some people, you know, don’t realize that that’s possible, but sometimes business owners are financially needy, and that would be okay to provide businesses in that case and otherwise they might be distressed or or to come back community deterioration or lessen the burden of government. And we’ve seen, you know, from the west coast we’ve seen the photos of some of the the impact of the hurricane on the seaboard, especially, and those air communities where, you know they’re not going to recover unless their businesses recover their small businesses. And the small business owners need assistance to get back in there. Otherwise, the community is not going to get back. And so that’s a case where non-profits can actually provide assistance, the businesses as well. Okay, but go and going back to people. We can’t define a class of people that, uh, illegal in or, you know, impermissible in other circumstances just because we happen to know that they were particularly burdened by whatever the, whatever, whatever the disaster is. Oppcoll well, i mean, you could certainly define your class how you want it. But it’s got to be again, pretty objective. So that you’re not, you know, favoring people who either don’t really have a need or favoring insiders of the charity over others. Okay. We can’t target this too specific individuals, but we can certainly say community’s, though, right? Yeah, and it could be a small neighbourhood community that you’re targeting that was especially impacted or where the charity is an existence and it’s kind of the hub of that community, or or we could have more expansive criteria. Okay? Bonem now, so the people need to fit into the the people you’re helping need to fit into that terrible class. As he said, um, a little more about conflict, potential, conflicts of interest? Sure, well, you know, if you’ve got a board of directors of a charity of charities should have and they’re determining who’s going to get aid from the charity, we certainly don’t want them to benefit themselves, though there others, even if they’ve been affected by the disaster, they might be able, teo, be eligible to be considered among the charitable class of individuals and so they might get some benefit, but it would be incidental, and they should certainly not be making decisions on benefiting themselves. They would have to abstain if they’re part of that charitable class on who to pick that will receive help. I mean it. Would be nice if charity’s could give help everybody, but obviously resource is air limited, so they’ve got a decide who’s most impacted or who they want to help the most in line with their mission. And board members and officers of the organization have to really be careful because they’re in power positions of making those types of decisions that that’s the conflict of interest issue. And sometimes when you have outsiders who are part of the selection committee, you know that can create more trust if you get community leaders who are not on the board but involved in selecting who might be able to receive relief that might give some, you know, assurance to the community that they’re not going to only benefit themselves the board of the charity, that is, but it also creates additional conflicts of interest so that we make sure that those people aren’t benefiting themselves, thie outside selection committee members or their families or their business partners or route, you know, and, you know, business relations. So we just have to be careful about those things i see and that’s consistent what we’ve talked about in the past. That’s absolutely right, we have just a minute before break gene it. Would it be permissible for a charity to say that the charitable class they want to help volunteers to that charity? People who have been volunteering with them in the past? Yes, longest that’s a signature una, significantly large enough and indefinite class of individuals it’s going to be okay. So if we’ve got, you know, one hundred volunteers and we’re open to taking more volunteers and we’re going to help our volunteers that’s going to be okay, especially if they if they, you know again, not preferentially board members and officers of the organizations who are volunteers. Okay, but if it’s too small a classic like five people who are volunteers, we can’t sir, you know that just those five people is a charitable class that would be impermissible private benefit. All right, we’re going to take a break team takagi stays with us. We’ll keep talking about disaster relief, and i hope you do, too. Talking. 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. 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 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. 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. Got more live listener love to salt lake city and moscow and dallas, texas also south bend, indiana thanks for joining us live listener love to all those cities, jean what if you collect more money than there is need? Now you’ve you’ve said, you’re specifically collecting it for this purpose. It’s not needed anymore. What do you do? Yeah, that’s really tricky tony so one of the things that’s kinda boyd that situation. So you want to be careful when you read to find your mission? The only way that happens is usually when you defined your charitable class so small that you know you, you raised enough money to help them out through the air. Emergencies on dh you’ve decided you’ve got extra money left at that point, you’ve gotta operate as close as you can t to the charitable purpose for which those monies were collected, donors typically don’t have a right to get that money back, so, you know, you could go to court, and we figure out what to do with that extra money and people could bring you into court, too, to decide what to do with that. That happened with nine eleven i don’t want that to happen, so be very careful of that. You can usually find your way around it as long as you haven’t made your mission and your charitable class so so tiny and specific that that that it becomes a knish you later? Okay, but what do you do with the money? Well, you’re going to use it for close to that mission is possible, and if it’s if it’s really outside of that, then you’re gonna have to go to court and get them tio follow through an approved where that money is going to go and it’s called a sight prey issue. But i didn’t want to get into jargon jail, but i suppose they just have so i pray i like i like how that spell right? See why pr ess, isn’t it? That’s your sigh, pray okay, go ahead, go ahead, tell us, what’s, i pray is show off. Well, i pray it is, of course, latin and lawyers like to use it to impress other people on dh when i literally mean like you’re doing right now, james, i think it is near it’s possible or as near as i may be possible. And i think it’s latin. It may also actually be french coming from the old french language. So it’s often used where people have designated their gifts their charitable gift to certain purposes, and that purpose is no longer required or becomes impossible to fulfill. So that might be, for example, the eradication of polio which the march of dimes had encountered early on. And they needed to change their mission. Later they decided to otherwise polio had, you know, essentially been eradicated with jonas salk back scene on dh. They changed to birth defects. So i pray, is a very common doctrine used when charitable purposes have been completed or impossible to complete further. That sounds like a lot of trouble. Could we give the money that’s excess to another charity that does the type of work that we had raised the money for? Yes, certainly. If they can, if they can, if they khun do those type of activities and we no longer can then that that certainly is permissible. So long, focal donor’s intent and what the charity had said the money would be used for is still used for those purposes, you know. Okay, so there’s a dozen easier way out than going to court. All right, right. So long it again. You didn’t pick such a fine mission that nobody nobody else could do it either. Yeah. All right. We have just about two minutes before we have to go. Uh, let’s say a little more about documentation. We talked about the articles of incorporation amending those and we talked about the nine, ninety in that year. What else is required? Well, you know, what you should be requiring is the type of assistance that you provided, whether it be financial assistance or in-kind good blankets, food, housing, whatever the costs associated to the charity with providing that assistance, the purpose of why you’re giving that assistance and why you’re giving it to those individuals that are receiving the assistance over others. If the board was not making those determinations about who gets and who doesn’t get on dh, there was some selection committee. How did you choose that selection committee? On what criteria did they use for dispersing the aid you want? Also document the names and the addresses of the river citians of the financial aid that you’ve given or significant non financial. Aid given again, this wouldn’t be necessary for emergency relief, or you’re just giving food and shelter and blankets and things. But if it’s ongoing gauge, you wanted to make sure you know who those recipients are and you want to disclose that either there was no relationship between the recipients of aids and an insider, a director officer or substantial contributor to the organization our thirty document that i have one last thing, tony, make sure donors don’t hey don’t earmark their donations towards specific individuals that’s not allowed, so i can’t give a gift and say give it to my uncle, who got affected by the hurricane that we’re not allowed fifteen seconds. Where do we document all this is just inboard mitts you khun documented in board minutes or any sort of organizational document that you you hold and that the organization can attest it is the policy or the practice of the organization. Jean takagi, his firm is non-profit and exempt organizations law group in san francisco and you’ll find him at non-profit law blawg. Thank you very much, jane. Thanks, tony. My thanks. Also to regina walton, live listener love going tow her in san francisco and she also very helpful in compiling the list of agencies that i had for tony’s take to regina, thank you very much. I have a new fund-raising fundamentals podcast out with the chronicle of philanthropy, it is how to recruit and motivate volunteers for your events. You’ll find it on the chronicle website, and you’ll also find fund-raising fundamentals on itunes next week. Career advice for your entry level and junior employees jonathan lewis produces career advice videos with leaders in non-profit social change uh, he his video interviews are free and they’re short, and i think they’re valuable as you lied and mentor twentysomethings who want to make a difference in the world, he and i are going to listen to, and he’ll comment on a couple of clips. One is called mentoring for dummies, and another one is called shut the hell up and also next week, maria semple returns our prospect research contributor and the prospect finder has resource is for researching privately held companies. You know, she always has a ton of free and low cost sites and ideas, and next week will be no exception. You can find us on linkedin reveling in group you can offer ideas for the shows and continue the conversation with guests on linkedin. We’re on facebook, you know that i haven’t said it recently, but that’s because you already know it. You can listen to non-profit radio, live or archives. The archive is on itunes at non-profit radio dot net on twitter you can follow me, use the show’s hashtag non-profit radio and you can also follow me on foursquare we can connect there wishing you good luck the way performers do around the world. We have left estonia, estonia is behind us so from estonia go west across the baltic sea and you land in sweden where they lightly kick performers in the bud before they go onstage. No hands allowed on ly a kick, please and when they’re doing it, they will say, breathe at the bend freak at ben, which means break a bone so i guess sweet don’t have femurs and to be his invidious, so just break any bone in your body is fine. You don’t have to be specific to the leg, so i’m wishing you breed at ben. Our creative producer is claire meyerhoff. I’m leaving, which is our line. Producer assistant producer janice taylor is sending me text telling me when the time is coming up. Thank you very much, general shows social media’s, by regina walton, of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. Oh, i hope you’ll be with me next week. Friday one to two p, m eastern on talking alternative broadcasting at talking alternative dot com. I didn’t think that shooting. Good ending. You’re listening to the talking, alternate network, waiting to get anything. 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 so 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 lebowitz, 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 talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. 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 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 needs 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 dot com.

106: Campaign Volunteers & Fiscal Sponsorship – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Rich Foss, consultant and author of “Greenlight Fundraising”

Gene Takagi & Emily Chan of the Nonprofit & Exempt Organizations Law Group

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Hello and welcome to the show, it’s tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. Oh, how i hope you were that you were with me last week. That’s all i just hope you were here. We had grow grassroots michael o’brien, founder and principal of mob advocacy. He knows how to bring people to your cause with grassroots advocacy. How do you activate people? What are grass tops? We talked about that and how do you engage those people? Where do you go to meet potential coalition partners and what’s the added value for your work around grassroots advocacy and divine devices, desktops, laptops, tablets and handhelds? Scott koegler had tips for picking the right device to fit your budget, your work style and personality. You know him? He’s, the editor of non-profit technology news and our monthly tech contributor. Of course, this week, campaign volunteers rich foss he’s, the author of green light fund-raising we, he and i are going to talk about the importance of volunteer leadership in your campaign, how to recruit your chair and lead donor and the other volunteers you need in place and what their jobs are and has lots of descriptions and other resources that will go up on linkedin and facebook after the show today and fiscal sponsorships. Our legal team jean takagi and emily chan from the non-profit and exempt organizations law group make sense of this complicated relationship. What it is, why your office might become a sponsor or sponsoring and what that looks like and how to get started between the guests on tony’s take two big non-profit ideas for the other ninety five percent you’ve heard that already. Today my block this week is to encourage you to listen to the show and since that’s a paradox, i’ll have some other things to talk about other ways to connect on tony’s take two here’s the first one, of course hashtag non-profit radio to join the conversation with us on twitter right now, we take a break, and when we return it’s campaign volunteers on rich fost will join me. I hope you stay here co-branding think dick tooting getting dink dink, dink dink, you’re listening to the talking alternative network waiting to get in. Thank you. You could join 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 a m on talking alternative dot com. You’re listening to the talking alternative network. Dahna welcome back, live listener love going out new bern, north carolina? Oh, how i miss north carolina haven’t been there for a few months, but i will be there soon september welcome new bern and we’ve got more live listener love as the show goes on right now, my guest is rich fuss he’s, the author of green light fund-raising your sustainable fund-raising guide to raising fifty thousand to five hundred thousand dollars a year to light up the eyes of people you serve and your donor’s hope the book is shorter than its title. Rich he’s been in fund-raising over twenty nine years as both staff and a consultant he’s with me from rural illinois, where he’s, the leader of a mennonite community rich fast welcome to the show. Thank you, tony. I’m really glad to be here today. It’s my pleasure to have you, uh, we’re talking about campaign volunteers. What what’s the role of volunteers in a campaign about in my career, i worked with community non-profits and usually there’s only one or two development staff, and so i really wanted to develop a system that could be a multiplier for for staff and also that could really use the gold standard of fund-raising, which is, is. You raise a lot more money when you sit down face to face with somebody and describe the organization and ask them for a gift. Face-to-face and so, basically, i developed this system where you recruit volunteers and have them sit down with face-to-face with people and ask forgiveness for your non-profit and, uh, uh, not promise that have developed our have a doubt that it it’s been very special for them. Now we have a drug in jail on tony martignetti non-profit radio, and i hate to do it to you in this very first segment. But you said volunteers are our multipliers for for the charity? What? Why do you what does that mean? Basically, what it means is that that a development director, even if they go out and ask forgiveness, face-to-face, uh, can only meet with so many people each week or each year, and if you have aa group of passionate volunteers, uh, bacon meet with her a lot more people in a much shorter period of time and, uh, that’s why i call it a multiplier, okay, so early parole from jog in jail, but what your step you don’t you don’t want a second offense while you’re on parole. The let’s see, i’ve heard that it’s really? I mean, volunteers and i’ve had guests say this volunteers are the leaders of the campaign. Is that do you? Do you believe that over rather than the staff of the charity? Uh, definitely definitely. And that’s why? In setting up the system, the very first step is to recruit the campaign chair person who you want to have a very influential person in your community be the campaign chair person because their leadership will influence a lot of other people to, uh, to join your campaign. And so that that leadership role is extremely important. Okay? And we’re gonna have some time to talk about how to recruit that campaign chair is as well as some other volunteers, but what’s the role of the charity’s staff in all this. Then if the if the campaign is being led by volunteers, well, basically, i describe it. The role of the the, uh, campaign staff is particularly development staff. He used to run the system. Sometimes i like in these campaigns like an ipad. The ipad spring is very simple. And yet behind it, there’s a whole lot of details. Well, what you want to do in these campaigns is to create the systems and the details in such a way that it’s very easy for the the er staff are executing the volunteers to do their work, and so that requires a lot of work, a lot of organizational detail, a lot of of of work on the part of the development. Okay, now you’ve been doing this for nearly thirty years, so you can’t always have been like getting this toe ipad. What you used to look like in tow the old pong game or what? What did you used to liking it, too? Twenty nine years ago. Oh, okay, well, i didn’t have any metaphors until i was the brother typewriter. When you push the half space key. What i love just love about those type, you know? You know there’s? No, they didn’t used to be an exclamation mark on typewriters. I’m sure you remember that, right? Right. Had you had to do a period and then a back space and then a apostrophe to get an exclamation mark and that’s my theories. Why they’re overused now because there is an exclamation keith but that’s a little bit of a digression. I suppose. We have just a couple minutes before we take a break let’s from so so the so the staff is doing the systems. I mean, they’re they’re basically they’re supporting the volunteer leadership then is that is that? I have that right. Okay, okay. Now, before we could do the campaign chair, your advice is that there be a pre campaign committee. I don’t want to spend too much time on that, but just like a minute and a half before a break, tell us about the pre campaign committee, okay? Basically, you know, a lot of community non-profits their boards don’t get formed based on fund-raising. And so when i developed the system, i decided that we needed to have a group that was focused right on fund-raising and so generally what you do in the pre campaign committee, you get together, the executive director, maybe past boardmember the current board members, people who are influential, the most influential people in your community that are connected to your organization form that that, uh, campaign committee, because basically it takes influential people to recruit influential people, and so that prepaid campaign campaign committee gets together and identifies, okay, who are? The the top five people that could serve that in our community, that could serve in that role of campaign chairperson. Of course, if you put it, if you put dick cheney on your pre campaign committee, then he’s going to want to be campaign chair. Well, if you’re lucky, there might be somebody on your on your your pre campaign committee who could serve his chair. But especially in the first year, you want to go after the absolutely best person in your community, because that’s going to make your campaign sustainable because you want to do this every year, okay, which way a person. First, it works much better the next year. Okay, we’re going to take a break. We’ll come back and talk more about the campaign pre-tax paint committee leading into the campaign chair. Stay with us, 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. Dahna 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 you’re born, teo you society, politics, business and family. 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 it? So gain special access to the ivory tower. Listen to me, larry 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 for 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. We’ve got more live listener love going out to massachusetts, spencer, massachusetts and no handup massachusetts, welcome to the broadcast with rich foster. We’re talking about fiscal sorry we’re talking about campaign volunteers, which fast, you probably want to talk about fiscal sponsorship, do you? I don’t care. You have expertise. Yeah, i don’t even particularly. I’m not looking forward to it, but we are going to want to talk about campaign volunteers on dh were in our pre campaign committee. So the this group of community leaders is assembled to to choose the people who would be good prospects for the campaign chair. Correct. Okay. And you did say if the pre campaign committee should include the the executive director of the charity? Correct. All right. Is that really the only should that be the only staff person employee of the charity? You’re often the development director will also be a part of it. Okay? And then other people who are prominent in the campaign co-branded community in there, in the community. Okay, so what’s their what’s, their process this as they as they narrowed down the prospects that they move toward asking somebody, uh, basically what? They do is the first thing they do is identify probably five people, possible people and then rank them. And basically, i suggest this because, uh, i learned from my mistakes the very first campaign that i was involved with. We we identified the next best person asked that person and they said no, and that happened four times. Yeah, so that’s. A lot of disappointment for a committee of mostly volunteers. That’s, right, that’s, right. Very disconcerting and out. The fifth person said yes and ended up to be a very a very good campaign chair person. So what was the lesson lesson from that? Yes, i learned from that identified five people right away. Rank them and that way, if you if somebody says no, you don’t have to push the panic button. Okay, your committee of volunteers is not disillusioned. That’s, right? They got others to go to. Ok, it’s right on. You have some pretty specific advice about about this process and even the meeting with with the candidates. Yeah, yeah. The the recruiting of volunteers is really, really serious business tonight i have a son who played division one basketball in fact, colgate university and so i got to see first hand the basketball recruiting process, and one of those guys are highly organized, and the same charities have to do the same thing. I have to plan things out very carefully and basically, you have to identify, okay, who’s going to on this pre campaigning committee, who’s the best person to invite the person to a breakfast or lunch where they can be approach who’s the best person to ask them to be the campaign chairperson and in the there’s, a lot of details that you and i have planned out, and you’re doing this for each of your five candidates. Yes, well, you do it for the first one and and then, you know, if you have to go to the second one, you do it, but all planned. I mean, do you even recommend people sort of role, role playing or any kind of mock mock meetings? Teo, talk about you’re going to say this and she’s going to say that, etcetera, i don’t know if you need to do the role playing, but you need to identify who was going to say what you know, so that that, uh, like the reason you involve the executive director is you need to have someone who could describe the non-profit and also who can tell a powerful story about the work of a non-profit and, uh, so you basically need to figure out the roles before you before you set up the meeting, okay? Okay. And at what point should you share the the sort of job description of the campaign chair with the with the prospect? Well, i, uh i would do it verbally during during the meeting and then, uh, attended the meeting just give them the job description, ok? You don’t want to read it during them during the meeting, but you want them to have something to refer to when they’re when they’re considering it. Rich has a model job description for the campaign chair and lots of other helpful resource is we’re going to mention a couple of them, but you’ll find, ah, whole list of them around this topic of campaign volunteers on my on linked in group for the show and also on the show’s facebook page after after the show, those will be posted and rich, who lets see who i should be the person to actually make the ask at the meeting is that should not be the person who’s the the closest to them. Or should it be the executive director? Or how do you decide who actually says we invite you to be our campaign chair? You basically need to ask who is the most influential person in terms of who’s who provoc perspective, campaign chair, person who’s? Who are they most likely say yes to ok. And that’s also the campaign pre campaign committee simply asked that question and hash is without among them and that’s, the person you asked, okay? And around a giving a gift expectation for the campaign chair. Certainly the person’s going to need a campaign they have to give. Correct. What do you like to see in terms of asking what? Telling them what they’re what the charities expectation is around that in an ideal world, they would give the elite gift. Uh, but way lived in an ideal world. You’d be on a much better. Show them this way. So we know that that’s out. Okay, i would be much more fluid. Uh, so you more support thing is influence not with e-giving ability of course you want them to give you want. You prefer to get them to give a major gift they clearly have to give, but they may not be able to give at the league gift level. Okay, uh, but their primary role is to be the chief influence in the campaign. So if they’re involved, you want everyone to say, wow, this is this is an important bilich event or important campaign in our community because this person i see ok, and also they become the person that it’s hard for other people to say no to write that’s, right? Because right, because they’re going to be responsible for recruiting other volunteers and asking people for gift. So say little about that, okay, the, um the campaign chair person will be responsible for recruiting the division chairs and that’s going to vary from community community, uh, in a larger city, you might do it by, you know, geography or, you know, a suburb or by industry that’s sort of part of the planning process. But whatever divisions you come up with, there needs to be a chairperson for that debate division. And, uh, you want your campaign chair person to recruit, recruit them. Okay, right. And you want to make that somebody that it’s hard to say no to that, right? Okay, so let’s spend a little time. By the way, just listeners were talking to rich boss he’s, the author of green light fund-raising we’re talking about the use of volunteers in your campaign rich why don’t you tell people where they can find your book? Green light fund-raising that or okay, green light fund-raising dot org’s let’s talk now, since you’re starting to lead us there. But you’re not taking over the show, which for some some guests get a little presumptuous. Take over the show. You’re not taking over the show. Appreciate it. I’ll follow your lead. You’re in trouble going off a cliff. Thie let’s talk you started brought into a bigger staff of volunteers. What should that? What? It’s? A little more. Besides the division heads. What should this broader volunteer kadre look like? Okay? One of one of the things that the development director needs to do is to develop a gift charges and the gift chart basically says what level of gifts need to be asked for and received in order to achieve. The goal, and then there are are once you have that, you can identify the number of volunteers you do, and i won’t go into all the process. But basically for every gift you need, you need three prospects. Right? Okay. And you want your volunteers to, uh, ask five people for gift. So this is hyre mathematics now. Okay, it’s. Just a matter of each volunteer. No, it’s hyre math for me anyway, so every volunteer as to ask five people that’s, right? Ok. That’s, right. And so well, you can figure based on your gift chart, you can figure out what you need to talk to so many prospects. And are you okay? Tio, meet your goal and you divide that by five. And then, you know, you’re a number of volunteers, okay? And that’s another one of the resource is that we have is that is not in the list of raving. Okay, there’s there’s a, uh an excel spreadsheet that has, ah, gift shark in it. And it also includes the breakdown of volunteers. Okay, excellent. And again, you’ll find those on the linked in group for the show and also the facebook page and then those air links back to teo richie site um, now we like to see volunteers recruiting their own teams isn’t isn’t that right? Yes, rather than having them posed by the staff that’s, right? It’s basically, because, you know, this is all volunteers doing it. They’re going to have to the leaders of the team leaders we’re gonna have to yeah, you know, do some gentle pushing to get things done, and they’re going to be able to do that much better with people that they know their friends. And so you want them, you want to strongly encourage them to recruit people that they know it, and, like and trust that the charity is putting a lot of faith and trust and like into it’s volunteers? I mean, there really are e-giving a lot of responsibility to this to this volunteer. Kadre yeah, yeah, and so, you know, one of the one of the the important roles, but particularly the development director does is is built strong relationships with the campaign leaders so that the campaign league leaders know that they’re going to have the support of the staff, and it really gives them confidence in their work and that kind of flows through the whole campaign. Okay, just the important point that this really is a ah delegation to the volunteers it is it is, yeah, yeah, and part of what happens is that, you know, i emphasized over and over again is you have to tell the stories of your non-profit because these dramatic stories of either wives transformed or also of, uh, the needs of non-profits mitnick is meeting really energizes the volunteers and gives them really meaning and purpose and what they’re doing way have a segment on the next show. My guest is rochelle shoretz and she’s going to talk a lot about storytelling in rain in the second half of next week’s show. Great, because i would really encourage people will listen to that or has, uh, stories are just absolutely essential when working with volunteers, which what is it that you love about? Fund-raising it seems, lives transformed, you know, the i’ve had so many people, you know, talk to me over the years and say things like, man, i can’t do that, you know, that’s begging for me, it’s not begging, you know, i tell people, you know, a panhandler bag. A fundraiser transforms lives. Yes. Give us a story. Give tell a little story about some some life that you’ve seen transformed our lives. Yeah, i was actually influenced in developing this model by doing a capital campaign. And, uh, when i did this capital campaign, i was working for an organization that provides services to people of developmental disabilities. And, um, there were about seventy people that we had living in a nursing home, and we wanted to shut that nursing home down and make it possible for them to live in a small group, homes. And there was one guy, particularly, uh, and, uh, i want to give his name, but i would talk to him. And any time this topic came about pizza, you know me. I like peace and quiet. And he was living in an extremely noisy nursing home, you know? And, uh, i remember we did this campaign. You know, it was a tremendous dahna taking for the organization never dahna campaign before raising one point, two million dollars dahna, uh, community of, you know, seven thousand people. And i went and visited him in his new home. And that was so moving you. Know to see him, you know, getting the peace and quiet and he’s long he probably living this nursing home for twenty years or so, you know, and see his life. How has changed? It was just amazing just by having a quiet environment very touching. Yeah, rich, we have just a minute left. I’m going to hold you to that. But can you tell us what? What lesson? What a lesson that we might all take from the mennonite community around fund-raising of the mineral rights. Uh, not only do fund-raising but they’re also very action oriented. One of their one of our services called mennonite disaster surface and so many knights from all over the u s will go to places where tornadoes go through hurricanes and they’ll clean up. No, they were down in in er not bad. Duitz of louisiana, new orleans, new orleans yeah, you know, helping clean green. And i remember hearing the stories of, you know, incredible work that they did buy the good friend who is on their way. I have to stop their rich shirt rich boss is joining us from rural illinois where he’s, the leader of a mennonite community. He’s, the author of green light, fund-raising, which you’ll find at green light fund-raising dot org’s rich. Thank you so much for being on. Yeah, thankyou. Tony, i really appreciate being here. It’s been my pleasure. Thank you. Now we take a break, and when we return it’s tony’s, take two little more live listener love and then gene and emily on fiscal sponsorships. 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 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 order or a nj 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, too? He’ll 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. Dafs you’re listening to the talking alternative network. 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. Welcome back, we got live listener love going out to laurel, maryland and also malaysia. I don’t know which city in malaysia, but laurel, maryland, malaysia welcome tony’s take to my block this week encourages people to listen to the show you are obviously already past that, so i have the advanced course for you. I want you to know that i continue the conversation from the show in the linked in group last week, i had a follow up question for michael o’brien about civil disobedience, which we didn’t get a chance to talk to talk about in his conversation around grassroots organizing, and this week, as i mentioned, the templates and other resource is from rich foss will be in that linked in group. They’ll also be on the facebook page, so next time you’re on linked in, please check out our group and join also twitter no there’s me and the hashtag, and you can follow me on twitter the hashtag of courses non-profit radio if you want to know who the guests are going to be each week, i send email alerts every thursday on the facebook page. My voice just broke thursday like i’m twelve again, um and you can sign up for those email alerts. I just said that on the facebook page and then you’ll know in advance for the guests are maybe you don’t care. I understand you may just be subscribing and you don’t really care who’s going to be on because you know that the guests are all going to be smart and that the host is in question, but you can always count on good guest. Um, i also won four square. If you want to connect with me on four square, i’ll see where you are in the world and you can see where i hang out. Check me out on foursquare and that is the end of tony’s take two for friday, august twenty fourth, the thirty sixth show of the year we have jean takagi and emily chan gene is the principle of neo, the non-profit exempt organizations law group in san francisco, he edits the popular non-profit law blogged dot com and he’s g tak g ta k on twitter. Emily chan is an attorney at neo-sage she’s, principal contributor to the non-profit law blogged, and she is the american bar association’s two thousand twelve outstanding young non-profit lawyer i don’t know why she’s still on the show. I’m sure she can have certain you could do better than this. Now that you have that appellation, you can follow emily chan on twitter she’s at emily chan, jean and emily welcome back. Hi, tony. Tony. Hello, emily. You’re still on that. You’re still coming on the show. Thank you for that. Everything about you for having me even if you got the prestigious award. Um, let’s. See, we’re talking about fiscal sponsorships. If there was ever if you ever needed evidence that the contributors choose the topics, this would be it fiscal sponsorships. A little little technical, but i’m willing to go into it. What is jean a fiscal sponsorship? Well, i’m gonna try to get a dog in jail. Yeah. Good luck. Were already there. Fiscal sponsorship let’s define this before out and its most common form. It’s. Really a way to start a non-profit project without creating a whole new nonprofit organizations. So basically, what happens? You’ve got a charitable project or an idea that you want to implement. You bring it to a charity willing to serve as the fiscal sponsor on who’s willing to operate that program within the organization so it becomes a negro part of that organization. And you reserve the right by contact. Be able to move the project to another physical sponsor if things don’t work out or you could even move it into your own nonprofit organization that you form once you know that the project is viable. That’s great. Thank you. Okay, you cut out a little bit. There is great incubator, i believe, is what you said, right? That’s okay, so we have the sponsor. Is it the sponsor? And the sponsoring? Is that how we should be referring to these two? Mostly referred to them as a sponsor and the proud sponsor and project. Okay, all right. We’ll keep our terms straight. Okay? And could gene could the could the project be another charity or that that’s? Not that’s, not how it works. Well, the like a smaller charity could be a smaller another charity don’t have to apply for tax exemption. Just actually running a program that you’ve introduced to another charity. And so you’re kind of head of that program. But the program is owned by the other to charity with the caveat that you, khun, take that program and bring it to another charity if the relationship sours in some way. Okay, okay, now, emily, i’m going to guess we would we would only want as a sponsor of our project. Oh, and established charity. Yes, picking the right physical sponsor is a huge part of getting the advantages of a physical sponsorship relationship, as jeanne mentioned. You know, they have a lot of control over the project. They take on a lot of responsibility generally with, like the admin and all the back office things, and they’re also managing the funds that would help fund your project that you definitely want to pick someone or excuse me of charity that has a good reputation in the community has some experience, possibly with physical sponsorship already. So they have the process is in place and one that aligned well with the mission. Otherwise you’re going to run into a certain problems. Sure. Well, and i would imagine a charity wouldn’t wouldn’t take you as a project if there wasn’t mission alignment, hopefully not. And that is a big part for the physical sponsor to be sure that they understand why. They’re taking on certain projects. Sometimes, you know, you’re so eager to want to help a charitable project that you do start to go outside of your own mission without, you know, taking care of your organization. Emerge. That’s risky. Mission creep. Mission creep. Okay, now what? Um what should a charity be looking? Oh, no, wait. I want to want to ask you, emily, you mentioned that the sponsor manages the money, so the money doesn’t belong to the project. It belongs to the sponsor. That’s correct. So entertainment in the typically a project that doesn’t already have tax exempt status, would it really make sense in that situation? So essentially, the physical sponsor is taking in money for the charitable purposes of the project, but that sinful sponsor, in order to not essentially acted like a conduit or to collapse and basically give money teo, non exempt entity. They have to have discretion and control over the funds. So there’s a certain level of oversight that the physical sponsors should be exercising with the project to make sure that it’s no operating properly, that the money being used the right way and that at every juncture, essentially when it does. You use the money to fund a project that is making that decision as opposed to just letting it pass through. Okay. And when you refer to the non exempt entity that’s, the that’s, the project. Right. Okay. Okay, let’s, stay with you, emily. So what’s the advantage for an existing charity cause our clients. Sorry. Our listeners are our charities mostly. And when you guys were first on the very first show that you two were on, we talked about alternatives to creating a new five. Oh, one c three charity. And we just barely touched on this subject. S o we have we have talked about altum other alternatives to creating a charity, but what’s the advantage to an established charity. Emily tbe a fiscal sponsor of projects for the fiscal sponsor it’s really about furthering that sponsored mission. So again, we talked about mission alignment. If you find projects that further, you know, the charitable purpose of your organization, not a huge benefit for the physical sponsor. Additionally, they do take generally a cut of the funds to take care of that back office stuff. I mean, they’re taken care of let’s. Say, you know payroll, you know, their insurance, maybe covering the project. All of these things take some money as well. It’s not really a money maker again. It really should be about furthering the mission. The charitable mission of the existing sponsor. But they do take some money generally in order to cover their cost. Ok. So now, gene, i assume we can just look to the internal revenue code and that will lay out these fiscal sponsorship responsibilities and relationships. Actually, no tony physical sponsor ship is not defined in any laws. I don’t think any state laws and definitely not in the internal revenue code so it’s all about the contract. So we want to make sure that you’re working with an established sponsor who can establish the right contacts to comply under the regular five a onesie, three rules. Holy cow. All right. So eyes. So there must be things that are supposed to be in these contracts. And again, were you know, our listeners are are the charities. So if somebody’s going to take this on this fiscal sponsorship because they do see mission alignment and the things that emily described? What what’s your advice around creating this? Contract if there’s there’s no statutes governing this relationship well, this may sound a little funny, but you’ve got to talk to the lawyers think this arrangement for the does that lawyer have to be the outstanding young lawyer of twenty twelve from the american bar association? You can’t go wrong with that, right? That’s what you absolutely cannot just outstanding and it’s in the title, so we know, but in case you don’t happen to have access to emily, although through the internet there’s no reason anybody shouldn’t be hiring emily, but you’re right, so you definitely this is definitely a legal relationship, and you need a lawyer drafting this contract, right? And to understand your responsibilities as a sponsor, there’s a great book out there from a no attorney colleague of ours, greg colvin called physical sponsorship six ways to do it right. And there’s, a organization called the national network of fiscal sponsors that publishes guidelines for fiscal sponsors and their best practices, including what they put into a physical sponsorship, agreements and policies. Those are definitely things that wanted checked out. Okay, and how does your friend, your colleague, spell his last name? Greg coben, ceo b i n okay. The guru of fiscal okay. Six ways to do it right. But there’s probably dozens of scores of ways to do it wrong. I’m sure in fact we actually put out a block both staying six days to do it wrong. So they definitely are. Did you? Okay, let sze not a copyright infringement. Wait, you do intellectual property work over there in the non-profit exempt organizations law group, not it out you don’t that’s. Very convenient. Okay, so it could very well be a copyright infringement. No, i’m sure it’s not a lawyer now. It’s fair. You some sure or something? I don’t know who does. Okay, so, emily let’s go into a little detail about structures around this sponsor project relationship and just we have about two minutes before first break. So what? What does it look like? Yeah, the structures, there’s models? Yes, there are. There are a handful model that actually comes out of that book that great colden. I wrote that gene mentioned the most popular one is the one that we we’ve been discussing. Model a also called the comprehensive or excuse me. Comprehensive physicals, sponsorship or direct project and it’s, when the charity basically houses the project, okay, in terms of all the management and the insurance and all that, all those things that you laid out, right, so it would be just like any other program it’s operating. Except for that caveat that is a relationship to find my contract. And there is a contemplation that the project may leave at some point. Ok, i don’t model a not a very clever name. I mean, i thought great could come up with something better than model a, but we’ll work with it. He’s the he’s, the guru. So we’ll work within his his, uh, sort of lacklustre. Um, his his, uh what i want to call this this is the, uh uh, i can’t think of the word i’ll think of it later. Okay, um and so all these things that you talked about before these all have to be in the contract, right? In terms of management responsibilities and insurance and oversight and all this it should be. And again, it just helps to lay out exactly what this relationship is going to look like because of the fact that it’s defined by the contract, i mean any pickles sponsorship could look a little different from another one. That is important to contemplate as much as possible at the outset as opposed to finding those problems. When you start trying to do this, ok. And the one that interested me, that gene mentioned a couple times is the right to leave the, uh, leave the, uh the the sponsor. Yeah. So that’s, very important for both the project on the sponsor to understand what terms and conditions might apply for that. So in some cases, maybe this sponsor is going to require that the project finds another five oh, one c three entity to house it. Maybe they’re willing, teo, do some other kind of due diligence to grant those funds that they held for those charitable purposes to the project. These are all things that you really want to think about beforehand. Ok, ok. Rubric. That was the word i was looking for. Model a is a rubric. This all falls under the rubric of model a i do. It was the board would come to me rubric. Of course, we’re going to take a break. And when we return, gene and emily stay with me. And we continue talking about fiscal sponsorships. That’s, another rubric. Com. 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. 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 how’s your game want to improve your performance, focus and motivation? Then you need a spire 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, insulting 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. 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. We’re talking. Toa jean takagi and emily chan are regular legal contributors about fiscal sponsorship. I want to send live listener love out to little wet british columbia, canada, and i apologize if from mispronouncing it, if it’s in the way or something different than i just said it, i apologize. We got last week, we had ontario in ottawa, where’s, where’s, saskatchewan. Why is saskatchewan in manitoba? Never checked in alberta? Never checked in. We need to get these provinces listening live gene let’s, turn to you and see what else we might flush out about other models around fiscal sponsorship. So since we have the very rich model, eh, there must be a model b. There are the model ate a model at the rubric. Okay, rubrics, the lackluster rubrics. I’m sorry. I’m sorry for your colleague. I’ll stop calling them lackluster. So okay, what does model be matter or or his model? See better than be? Or how does this work? Well, model is by far the most common form. Okay? I was believed to be that in, like, eighty to ninety percent of the cases. The next biggest is model b, which is called a preapproved brandt relationship models this is you cut out a little bit there. This is model season charlie model using bravo baizman bravo is not as popular as sees charlie that’s. Right? So shouldn’t see bebe. It kind of flows from the structure of the i don’t know if we can recommend this book anymore. No obstacle. Ok, tell us about model charlie model charlie is the way that an existing non-profit that still doesn’t have tax exempt status, perhaps it’s a fight to the irs but hasn’t received determination yet. Khun starts to get fun now. The sponsor can act as an intermediary if you will receiving grants intended for the project, but foundations aren’t willing to. That project until it has its own five. Oh, one team status. So it gives it to the fiscal sponsor. The fiscal sponsor re granted to the project. But it has to use its own expression and control in order to make that re grant. The foundation’s put the onus on the fiscal sponsor to do all the due diligence. Okay, emily, how does this differ from model a alfa? I’m in a lot of ways, actually. So going back to model a it’s, the project is not its own entity. It’s really? Just a program, essentially that’s being operated by the fiscal sponsors. So all the employees, all the volunteers, all the liability, it’ll sit with the physical sponsor model. See, you have more separation. So he mentioned that its own entity now the project. Maybe. You know, it’s, just the taxable corporation. It might be in its period right now. Where? It’s, waiting for its five twenty three determination. So a lot of more of the liability from that program that it’s running a charitable project with the entity. The other entity, not the physical sponsor. Okay, so this is it. Shifting the responsibility is different. That’s how? It’s different than a okay, emily, what are some examples of fiscal sponsors like could could’ve come? It is a community foundation of fiscal sponsor or could it be? It could be they’re really as there is no riel limitation on who could be or what type of entity could be a physical sponsor. Generally speaking, you see it more calmly and just five a onesie three entities, because they’re able to get those contributions that can offer a tax deduction to individuals as well as bring in some private foundation grant. So you see it a lot with five eleven three entities, but as far as the mission of those entities or what it is that they’re doing this there’s no limitation on that, okay? And just we have just a minute left. Emily, where do we usually see this conversation begin? Does it does it start with the ceo of the of the sponsor thinking about bringing in projects or just started the board level where i think it actually starts with the project approaching on today’s out there that either have already decided to do it? But i think most commonly, it might start with the project. That is looking for a physical sponsor. Gene could shed somewhere like him and he actually sits on the board of community initiative, which is a physical. Okay, jean, we have just thirty seconds. Do you want to shed some light as emily cast it upon you? Sure, there’s a website called fiscal sponsored directory dot org’s, which is a good place to find a physical sponsor in your area or in your eyes. Area service. So that’s a good face to go to community foundations often engage in sponsorships and sometimes there sponsoring a project that our collaboration amongst many existing non-profit organization okay, we have to leave. I’m sorry, we have to leave it there. But that website again was fiscal sponsored directory dot org’s jean takagi. Principle of neo non-profit exempt organizations law group emily chan and attorney at neo-sage even emily, thank you very much. It’s. Always a pleasure will talk to you next month. And also, of course, want to thank rich fast for being on the show next week. We’re pre recorded because i’ll be on vacation in beautiful block island, rhode island next week. We’ll have. I had a great interview, but i didn’t get the job suzanne felder was with me at fund-raising day this past june. She’s, a consultant in outplacement for lee hecht harrison and she has advice around job search. Then, as i mentioned earlier storytelling with rochelle shoretz, founder and executive director of shark charette, they have built a culture of compassionate storytelling to help their members through their cancer diagnoses and treatments. Rochelle will have really valuable ideas on helping your charity create stories and who’s best to tell them, and she has her own touching story as a two time breast cancer survivor. Come, i want to shut out one more live listener love right here in the studio, indianapolis, indiana in the studio actually, carmel, indiana, to be exact live listener love in the studio, you know that i host a podcast for the chronicle of philanthropy? Did you know that? Did you know i do it’s fund-raising fundamentals? That one is a ten minute monthly podcast and it’s on ly devoted to fund-raising topics i have a summer siri’s going on on grantspace eking the latest is building relationship with foundation program officers, and the first two were researching foundations and writing winning proposals. It’s called fund-raising fundamentals you’ll find on the chronicle of philanthropy website. You’ll also find it on itunes, continuing to wish you good luck. The way performers do around the world last week was chalk us, which means chicken in australia, in slang australian do you remember why they say chicken? You’re gonna have to go back and listen, i don’t have time to tell you today from spain monisha merida, a lot of ship, it comes from the success of a play. People would arrive at shows by carriage and what pulls a carriage, horses and what their horses leave behind shit. So the more of that you have, the better your show is. So i wish you much mierda for the week. Our creative producers claire meyerhoff, with this kind of content it’s hard to believe we have a creative producer, actually. But there is actually is one but she’s not responsible for these language lessons and this performing that comes from janice taylor. So i want to thank janice taylor. Sam liebowitz is today’s 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. Oh, how i hope you will be with me next week. One, two, two p, m eastern on talking alternative broadcasting at talking alternative dot com. Durney dahna. I think a good ending. You’re listening to the talking, alternate network, waiting to get anything. Cubine 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 two one two seven to one eight one eight three the conscious consultant helping conscious people be better business people. Buy-in 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 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 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

104: Working With Your Small Organization Board & See The Right CRM System – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Terry Billie, assistant director of advancement at the Hudson River Museum

Wendy Nadel, executive director of Yonkers Partners in Education

Lisa Robb, executive director of the New York State Council on the Arts

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

View Full Transcript
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Durney hello and welcome to the show, it’s tony martignetti non-profit radio big non-profit ideas for the other ninety five percent i’m your aptly named host. I’m excited to be back in the studio. It’s been a couple of weeks. Oh, do i hope you were with me last week? Of course i do. I’d be devastated to hear that you had missed last week’s show it was audit week, you’re hr audit. Karen bradunas is a human resources consultant. There may be things hiding in your hr closet that you need to bring out and dust off to avoid problems later on, we talked about your benefits plan immigration, paperwork and that’s not only for immigrant laborers and what to do if you get audited by federal or state regulators and your social media audit, scott koegler continued our discussion from the one hundred show on sites that help you assess how you’re doing in social media. Hoot suite marketsmart radiant six on a couple of others scott is the editor of non-profit technology news on our regular tech contributor this week, working with your small organization board what’s special about working with small shop boards we’ll talk about setting expectations recruiting, training fund-raising and assessing your boards capabilities my guests from fund-raising day this past june are terry billy from the hudson river museum, wendy no adele from yonkers, partners in education and lisa rob, executive director of the new york council on the arts also today, see the smart cr m system, constituent relationship management you’ve got constituents, employees, donors, volunteers, vendors, clients how do you manage your relationships with them and what’s the impact on your prospect management? Maria simple will be with me, she’s, the prospect finder and our prospect research contributor between the guests on tony’s take to my block this week charity corporatization reduction three i’ve talked about this before the blurring of the line between corporations and charities. I’ve got a couple of new data points they’re on my block and i’ll talk about them on tony’s, take two use non-profit radio the hashtag to join the conversation on twitter hashtag non-profit radio right now we take a break and when we return all intro my pre recorded interview from fund-raising day on working with your small organization board, stay with us e-giving didn’t think dick tooting good ending things you’re listening to the talking alternative network. Getting anything. Dahna cubine 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 order 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. Our 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 soon. Number ten, ten a m on talking alternative dot com. You’re listening to the talking alternative network. Dahna hi there, and welcome back. I want to send some live listener love got listeners newport, north carolina. I miss you, north carolina. I own a home there, and i haven’t been there in a few months, but i’ll be going back next month. Missing north carolina st louis, missouri live listener love out to st louis right now. We have pre recorded interview from fund-raising day here in new york city this past june on working with your small organization board. Welcome to tony martignetti non-profit radio coverage of fund-raising day conference two thousand twelve in new york city were in midtown manhattan at the marriott marquis hotel on the subject we’re talking about right now is working with your board. My guests are terry billy, assistant director of advancement at the hudson river museum. Wendy adele, executive director of yonkers partners in education, and lisa rob, executive director, the new york council on the arts ladies welcome. Thank you. Thank you. You have all three of you and thank you for taking time on a busy conference day right before lunch on we’re going to get youto lunch. Don’t worry, you won’t be late for lunch. Your subject is working with, uh, boards of small organizations. Lisa, why are boards of small organizations different than boards of larger organizations? Well, normally boards at large organizations that do a fair amount of fund-raising it’s a given and planning and very kind of instrumental involvement with the board, but less so on a volunteer basis or operational basis. Smaller organizations tend to have closer relationships to boards in terms of really what they’re doing for you and it’s also more difficult for them than at large organizations to get some of those things done. So you sometimes encounter at a good small, a good board in a small organization, tremendous work ethics and tremendous alignment with the mission because it is more of a struggle to get to some of the resource is that the larger organization board sort of inherently have. Wendy, why don’t you just set some context? Explain what youngers, partners and education is about what’s your work. We are a public education fund that supports the yonkers public school district for an independent organization that works to increase the number of students in yonkers who graduate from high school and completed postsecondary program. Okay, and now terry what’s, the specific mission of the hudson river museum, the hudson river museum is a history, science and art museum, providing opportunities to brought in the artistic and cultural experiences for people in the hudson river region. Okay, lisa wanted to explain what your work is with counsel in the arts. I’m the new york state counts on the arts is an agency of new york state government, and we work for the governor and receive our money through the budget. Process from the budget enacted every year by the governor and legislature. And we distribute thirty five million dollars of public funds to about fifteen hundred organizations, of which eighty percent have budgets of under seven hundred thousand small organizations. Tony let’s, dispel a myth that you have to be with just a few minutes ago. Boards of small organizations are not necessarily small board know they can range anywhere from thirty five to seventeen or fifteen, usually not less than that. And do we find the same type of diversity on a small organization board that will find in a larger organization board? Yes and no. Sometimes you may have a larger organization may have more corporate people that have connections to larger, mainstream corporations. Then you may have some people that have more connections to private foundations community board sent have a lot more community leaders, people who are connected politically, people who have businesses in the area on dh. Then, of course, you do have people that live in the area that may work for a corporation in a, you know, another capacity. And you also may have some folks that are government based. Okay, so you’ll have that local commitment, as lisa was describing, right? You have a little bit more local commitment. You’re your group may live in the area where your organization is, where a larger organization your your trustees may live elsewhere, right? So so so why don’t we stay with that, terry? What? How can we leverage that? That local nature of the board? Well, you’re trying to first off people become members of your board because they’re interested in what you do, and they want to help it serve your community, the community that they live in. So the urge to be part of something bigger than they are is one of the things that you want to work on. And so then you just need to work and find out what their capacities are, who their contacts are and see whether where their strengths are, too. Have them help you. Okay, twenty let’s start with sort of the chronology of board members life cycle, uh, recruitment. What? What are the challenges and that a small organization faces in recruiting successful boardmember we liked it really? Just talk from how we do it in my organization, but we typically try to identify specific areas of need that we have on our board and some of the gaps of skillsets connections, how people are connected on and we try teo, identify people who can fill those gaps on the board. Sure, and typically, the way we recruit them is through personal relationships. Typically somebody on our board might know of somebody or i might have met somebody, or in some cases, people have even approached us with an interest in the work that we d’oh. And now, since you are a local organization, you’re drawing from a smaller pool of potential talent. That’s correct, but you have the advantage of it being local and again, the commitment that at least talked about that’s. Correct? Okay, okay. Back-up lisa, special challenges of other special challenges around recruitment of boards for small charities that we should talk about. Well, i think one of the things we talked about in our workshop earlier, wass the wendy spoke to it. Well, that sort of a lining, the at a small local level. You may you want to make sure you know really what you want their role to be because they really is a commitment level. And interest level that is often not there. In the larger organizations. People may actually want to do tacit work for you. They may want to make real connections in real time for you, it’s, really not a so, you know, they’re not doing it for source social reasons. So i think, a lining that, you know, the individual in what they want to contribute, and then what the organization needs is even more interesting with smaller organizations. Because there’s more opportunity, i think, to really work with the boards one on one with real goals, that they want it, you know, complete with you, because you’re a small organization, you can actually do that. The goal isn’t a, you know, twenty five million dollars capital campaign, it’s a. You know of of two hundred fifty thousand dollars scholarship campaign, where numbers that become more achievable. So i think that is a challenge. 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 are 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 shock a neo-sage tuesday nights nine to eleven easter for the isaac 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? So gain special access to the ivory tower listen to me, larry 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. 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. 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’ve had a guest on not too long ago. Melanie schnoll begun. Her work is with very ultra high net worth clients in the bank. I apologize. Either j p morgan or morgan stanley. Apologies, melanie. But her her one of the point that she made was that very wealthy people shouldn’t be ignored by small organizations. Potential boardmember because it could be bigger. They could be bigger players on a smaller board, of course. Plus you want their expertise, but they could be very interested in a small charity. Good when we actually have a few board members who have been on major major boards, like in new york city. Um who i think have a more gratifying experience. Kind of working on the more local level, rolling up their sleeves, having a direct impact on a cause rather than sitting on a fancy board and going tio three or four meetings a year and about feeling expected to write a check and doing nothing. So i think, that’s, that that’s really the just the distinction, right? Same thing here. My organization has a wide variety of folks in both wealthy and not so wealthy. But people who were really involved and and the smaller organization that’s that’s the reason why they become a member of the of the of the board is to get involved because they have a passion. So, terry, since fund-raising is so important for board members, how do we set the appropriate level of e-giving four boards at small organizations what’s your place there? Some places just give one level of giving for everyone saying, okay, everyone needs to give five thousand dollars or three thousand dollars or ten thousand dollars or whatever it is, but it has to relate to the size of the board’s budget. So for example, my organization does not have a specific geever get, but we expect everyone to participate in the annual fund everyone to give to the gala in some way, shape or form and everyone to give an additional gift of some sort. So you may have some folks that can give twenty five thousand dollars to the gala and then ten thousand to the annual fund and then an additional gift from their private foundation and then other people will, through their company or through there, and a combination of company and the personal money. Give five thousand to the gala, you know, one thousand to the annual fund and, you know, some other money, so it has to be a willingness to accept so it’s a willingness to accept what they khun dio right? Because it’s their capacity so it’s about having a conversation with the boardmember when they’re coming on to understand, to have them understand that there is a responsibility to see support the organization, and then to talk about what level that they’re comfortable giving it. So is that how you assess their capacity? And you’re just really you need to have a conversation what they’re comfortable with, right? Well, i mean, you’ve done the research, you’ve done the research before you brought him in as a trustee to kind of know what they’re pass it e issue done the the prospect research to say, ok, well, this person, you know, has given here there and what have you so you kind of have an idea of what they’re financial level is so then it’s a matter of having a careful conversation with them too say, you know, what is it that you feel comfortable with? And it is, of course. It’s important to set those expectations at the recruitment stage, right. Exactly together. Normally written down. I mean, this is not it’s not uncommon to have written documents that say your contribution will be two hundred fifty dollars. You know that that’s? Not an uncommon. Okay, where you’ll be expected to go to an event or you’ll be expected to cultivate whatever. It’s not uncommon to have those things even written down. It’s. Not like these air secret or uncomfortable conversations. You know, they’re just that’s just part of the business relationship. Most bored people understand they will be a set of contributions they have to make some of which include financial time. Whatever would you would you go so far as to recommend that they be a document that the boardmember signs? Yes. In most cases, there is a is a a a a board agreement. Okay, because liability means you normal. Ok, wendy, partners in education, we don’t have a written agreement, but we haven’t explicit verbal commitment that in most cases has been honored without a problem. Okay, it is not in a contract. All right. How about communications with with a small organization board is that? Is it any i’m guessing easier because most of the people are local? Terry, go ahead. Well, we my ceo communicates with the board on a regular basis. Individually, we have meetings every month, so every other, every was every other know every other month is an executive board meeting. And every other month on the other side is our full board meeting. And then we do not have a board meeting in august. So there’s that then there’s also committee. So we have committees, there’s, a finance committee and development committee, a program committee and nomine nominating committee. And so they usually meet every other month or every two months, three months or something like that. And then we all like i communicate with staff with the board members that i’m working with for a specific project or the, you know, different staff would work directly with the boardmember so it’s, more informal words again, a larger organization with larger, more high level board members, you may not have as much communication access access to them and communication through all your staff with them. It may just be a point to point from your ceo to the board or maybe your ceo, your cfo and your development person, the only people that talk to your board when they were going to say something on communicating for us. I’ve really have kind of individual relationships that the board members. And for the most part, i’d say seventy five percent of them. I have. I’m in communication with on a very regular basis, and you’re the executive director. S, right. Ok, which is, i guess. They’re more accessible to the charity. Also, the board members make themselves more accessible than a larger organization might find. Well, i find ways email, and i mean, i think communication is really easy, you know, whether wherever you live, you could just shoot and email and get a response, but because the board’s pretty active everybody’s working on something so there’s always i mean, it’s not the communication is not for the purpose. So much of updating as it is to kind of do the work, and we work together as you know, collaboratively on you, no specific issues and projects that puts me into direct communication with the board members on a fairly regular basis. So what about switching topics? Labbate hyre assessing the capacity of your board in different capability, different areas, maybe it’s fund-raising maybe it’s love assessing whether you have gaps in expertise? What what’s important? I think, wendy, we’ve all talked about nominating committee’s and what we do, we’re in all the organizations i’ve worked for is the nominating committee is one of the most important committees on any board or the nominating people, and we we do it very almost like database oriented. You know, here the five or six strands of talent that we need, you know, social talent, business, talent, political talent, you know what, marketing, whatever it is, you know, here’s the slots where that is filled now, here’s, what? We’re going to have gaps, we spend a lot of time looking at the term limits, and when people are coming up for renewal too, you know, because gaps will then because you really want to call today, you know, minimally, a year in advance, you want to start your cultivation efforts because you make no assumptions and and also things come up for people, you know, they were interested last year, but this year someone is ill in their family, they’ve gotten a promotion, they’re moving, etcetera, so the nominating committee is very important and to be very strategic about on the goals. I mean, you could have a goal that you have celebrities that’s fine, but, you know, you have to just make sure it’s all you’ve gotten what’s it called a pipeline, you know? So you’re constantly putting names into that pipeline, and your board is very active in that process. Well, they are on their on the nominee they are, the nominating committee rarely includes people from staff in anything other than, like a, you know, did that’s really very much the work of a board there also engaging the full board. Oh, christ, as they identify needs. Oh, you know that it’s talked about usually nominating and issues of bored recruitment are are usually part of certain board meetings. You know, it’ll come up as an agenda item and then there’s the nominating committee, which has, like, you were saying this most of the time, i talked to our board members when i was at pelham art center because they were working board. Wendy so a lot of the communication had to do a task oriented project management, things you were doing together, military. Anything you want to know about assessing the capacity of the board. Okay, what about board training? Any any differences in when a new boardmember comes on any differences that you’ve identified you, emmanuelle for smaller organizations that okay, please go ahead. We have aboard manual that we’ve been evolving our organization’s not quite five years old yet sweeping, evolving that and new board members that come on, get an orientation. They are given emmanuel. And each year we, you know, have ah, two three hour orientation for our new members and that’s how we train them. And there is no big formal training program but it’s more of an orientation to the organization. Ok? And most of them have been to something that we, you know, most of them know us and not where they joined the board. Someone in the other workshop had an interesting idea. She spoke about on their board. They actually had, like, a, you know, in high school or college, the key club where you came in new and someone was aligned to you. They had a senior boardmember each new boardmember that came on, there was a relationship. They were the mentor to that new boardmember i thought that was a really good idea. I thought that was a great idea. What we do is we have a retreat every year once a year. It’s ah, saturday afternoon. And so we are doing both role playing or discussions talking about topics that are of interest, reviewing our strategic plan. So last year at our board retreat, we went through some role playing in how tio make an ask good. Okay, excellent. That kind of leads me to something interesting. I think i hope hyre what about board members who aren’t comfortable asking directly, but maybe can be engaged in other activities around fund-raising why did you continue, terry? Well, some people are very they they feel uncomfortable asking their friends, their family or going to to even business colleagues to set up a meeting for something. Um, and so you need to find different ways for them to to support whether they can host a party of their friends at their home. We’ve done that. Where then you have your museum staff and their friends. They’re so the museum staff could do the cultivation because we’re that’s what we do. S o or you can have them come with you on a site, is it with a funder or a lunch? And they just need to be the intro person and the ask and the program description and all of that comes from the staff people, so they are observing their participating in some way, but they’re also they’re shadowing. They’re learning through it by going through this, you know, site visit or you? Know, observing the ask at a cocktail party or what have you do you find that they become the ones who are reluctant in the beginning? Tio actually ask become more comfortable. Have you seen that? Well, a little bit, yeah, i mean that’s the goal and sometimes it may take a little longer depends on everyone’s personalities different and some people are more comfortable in the limelight and others are not. So you have to kind of work with what they’re willing to do, what their comfort level is and you can’t force someone into something that i want dio that will be a disaster. Forget wendy’s. I don’t think i think something terry set is is really key, and that is, you know, in addition to asking people for money equally is important is is just opening up doors, making introductions and that’s i mean, even for people that don’t like to ask for money making introductions is really important because, you know, particularly if you really believe in the mission of the organization, the organization khun sell itself that’s themselves, that pipeline that lisa mention constantly introducing new people. I know we have a boardmember and you know, one of things i like to do is just kind of focus when i have my board members do. And we have one boardmember who has some really key foundation contacts and his what i asked him to do every years you get me into two foundations and that’s it that’s it that’s your job and that’s huge. That could be hundreds of thousands of dollars. So anything you want and what i do think that friendraising and fund-raising are all part of that same resource development. And as long as you can make sure there’s enough prongs and what you think of resource development there’s no, boardmember that can’t help you if we have to leave it there, ladies. Thank you very much, wendy. Tell you. Thank you. Lisa. Rob is executive director of the new york council on the arts. Wendy liddell. Adele is executive director of yonkers partners and education. And terry billy is assistant director for advancement at the hudson river museum. Ladies, thank you very much. Thank you. This is tony martignetti non-profit radio coverage of fund-raising day two thousand twelve at the marriott marquis in midtown manhattan. My thanks to the three ladies. Some live listener love out tio st louis, missouri, hello, jersey city, new jersey. Welcome back. My dad was born there, i told you, used to live on mcadoo of reston, virginia. Hello, live listener love, and then we go further east vietnam. Welcome. I wish i knew the city. I’m sorry, our software doesn’t tell us what city. Right now we take a break, and when we returned tony’s, take two, and then maria simple will join me to see the smart cr m system. So i hope you stay with me. 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 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. 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. You’re listening to the talking alternative network. Oppcoll 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. That live listener loved that i sent to vietnam is joined by love going out to korea, and if you’re listening, if in a foreign country i’d love for you. Teo, tell us what city you’re in because our software doesn’t tell us so you could tell me on the linked in group or the facebook page or tweet me. Let me know what cities you’re in vietnam and korea tony’s take to roughly thirty two minutes into the hour. My block this week is charity corporatization re ducks three i’ve blocked this before, as you can tell from the title, and i’m still concerned about blurring lines between charities and corporations. More cities, for instance, are collecting what they call pilots payments in lieu of taxes from charities or they’re considering getting these payments from charities pittsburgh in memphis for most recently and there’s in my block there’s a link to a chronicle of philanthropy article talks about pittsburgh and memphis and a number of other cities that are either collecting those or looking at it. Also, we have corporations starting to look like charity’s, taking some in some of those charity attributes there’s the b corp in california. That’s ah, a form of organisation be corp. For an organization that gives some public benefit as well as having a profit motive. And in a lot of states there are low profit, limited liability corporations also called l three c’s on dh does i put this together with some other data points and just concerns me that the charity start to look like corporations and start getting treated like corporations in terms of those taxes. On that corporations start to look like charities. It’s on my block. The name of the post is charity corporatization re ducks three. My block is tony martignetti dot com. And that is tony’s take two for friday, the tenth of august thirty fourth show of the year. Joining me now, as she does once a month, is maria simple. 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 with an exclamation mark at the end. And she is at maria simple a si m pl e on twitter. Maria, welcome back. Hi there, tony. How are you today? I’m terrific. Very well, good to have you back. Thank you. We’re talking today about c r m constituent relationship management. Why is this important? Well, you know, it’s very important for non-profits to track relationships that they have especially fund-raising purposes, in my opinion, you know, i’m talking more about fund-raising side there as a prospect researcher that you want to be able to see, you know, where our people interconnected you want to be ableto have a certain data point certainly noted in a system that’s going to be able to capture the relevant points of information that are important for your organization and a broader cr m really goes beyond even the donor database. It would be able to track relationships that you have with volunteers with perhaps people that are coming in, uh, to use your organization’s services on a daily basis so it can give you a really broad picture. And, you know, i any any time you can have any type of a tool that shows sort of relationship management for a mapping tool, you know, i’m all for that, okay? And you and i have talked about too, that prospects don’t only come from donors and fund-raising quote fund-raising prospects. But could be employees or vendor’s vendors to the organization or consultants. Right? Right, right. So these are all the types of relationships that you can manage in a system, you know, ideally, you know, a picture scenario where you are a ah non-profit executive at a small commit sides non-profit and you get a phone call and somebody says, you know, hi, this is, you know, tony martignetti i’m looking to talk to you a little bit more and expand on our last conversation. If it’s me calling, you probably should hang up, but it’s using some other example? Yes. You know, you would want to be able to instantly trying to recall well, gee, what? Tony and i last talk about what were the talking points? You know what? What was his area of interest? Right? So ideally, if you’re, you know, at your computer, will you be able to just, you know, put tony’s name in there and pull up some sort of a data sheet on tony said that you’d be able to track what what were our last conversations? And, of course, you know, this is really important. There’s a lot of turnover right at non-profits so, you know, you want to be able to have that that that long term relationship tracked a donor doesn’t care, right? They don’t care that there’s while they developed relationships with key personnel at the non-profit but in terms of the overall longevity and their commitment to that non-profit organization, whomever that executive director development director is, um, he’s probably not as important as the overarching mission and trying to make sure that that there’s that continuity that people will continue to understand what that donor’s intent is what donors specific interest are. Yeah, it becomes quite embarrassing to say, you know, someone who’s new in the position, you know? I don’t i don’t really know what what conversations were before me, you know, it all just needs to be documented. You’re right for the institutional knowledge and continuity, yeah, absolutely, really critical and donorsearch budget organizations are really just using some sort of a spreadsheet right now to manage this, you know, there are systems out there that are fabulous, and they really range in price. Do you want me to talk about a particular guide that can that can help them kind of identify this. And i can actually put some information on on your paige is well about it. Yeah, in just a moment. Let me just get to one of the survey questions that we had about what? What systems people are using now to manage constituent data. Fifty percent of using razor’s edge. And about seventeen percent are using donor perfect and about a third of using other other software systems. But nobody said one of the choices was it’s on paper or in our heads. And so, thankfully, nobody nobody said that. And nobody said excel spreadsheets. Good thing. So all right, so people are past the index cards, at least. Listeners. Well, this is sophisticated audience, so you’re not going to get your average executive director ceo fundraiser listening to this is a sophisticated show, so the sample is skewed. So we’ll presume that there are some who would say it’s on paper in our heads, but they’re not our listeners. They could be were welcomed them, because then after today’s show, they could choose a different answer. Find value. This’s a that’s. Right? Of course. S oh, please. Why don’t you, uh you have an idea if we had just a couple minutes before break, you have ah, a place where people can sort of compare software, is that what you have? Yeah, absolutely. June twenty eleven idealware dot org’s, uh, terrific website for all types of things having to do with technologies for non-profits they came out with a free downloadable guide that’s called the consumer’s guide to low cost donor-centric and they reviewed lots of systems, and then they go into in depth and review sort of their top ten systems and across all kinds of different, uh, data points, you know, they’re reviewing them, of course, for price. And by the way, all assistance they reviewed technically felling under the four thousand dollars range. Okay, so these are not going to be like razors edge is not going to included, right? Razor’s edge is a very high entry cost. Yeah, so i thought, well, with, you know, your your listener audience of the smaller to midsize non-profit that some of their recommendations might actually fit very well for the non-profits they’re looking at, you know, how well can you manage the donor information? The reporting, tracking events, some of the systems khun do that? Well, yeah, because event event attendees that’s another constituency, right? That’s, right? They might attend an event, but they’re not. They’re not donors in the strict out of pocket sense without any other, any participation. So event attendees another important constituency that’s, right? And they are also some of the systems will do male merging very well. Others are not as great at it. Email. How well can the system email out or play? Well with an outside system, for example, i know that there are certain databases that played very well with donorsearch software, like tapestry in constant contact or constant contact in sales force. Dot com they are two systems that integrate very well together. So integration actually is another data point that they looked at. So, you know, i recommend everybody take a look at that particular guide because it’s free it’s downloadable um and idealware is actually having ah, replay on their webinar that they have on that particular topic as well. And i happen to have received an email. Just tweak that they’re having a sale on their recorded webinars. So for this month, only august it appears that they are nine dollars to download the past recorded webinar. Okay, but and the the survey sounds like sort of a consumer reports of of c r e m now does idealware this is important to know his idealware create today of their own software package or now that they’re not in that business there just a value. They’re reviewing it, right? They will value you don’t. Okay, so we’ll put the idealware dot com. But what? What we put oh, dot org’s. Thank you. But why don’t we put the link to the this document? Go on the facebook page and in the linked in group? Sure, i can do that. Okay. Thank you, maria. You’re always very good. And maria is maria doesn’t only say she’s going to do it actually doesn’t. So the show ends at two p m eastern. I would expect now putting round spot. No, but i’ll just say very quickly. Maria will have the stuff up. I’ll just leave it there. She always does. You always. You always have been. Um okay. What? You had a conversation with a ceo of, of of of a newer, newer offering in this field right recently? Well, actually. That’s what prompted me to kind of take a look at their whole cr m area? There’s there’s a very new, interesting software out there. And it’s called unify o you and i f y o dot com. And by the way, it works best on google chrome. So i know that was one of the questions that i made sure that we are listeners answering on since you’re right, but since you just mentioned it, let sze get that question out. It was which internet browser or using it work fifty percent explorer. Fifty percent are chrome, and then a handful of people, i guess, have to and the about a third of those said fire fox so a third of the yeah, about a third of the half what the hell am i talking? About? Fifty percent said explorer, fifty percent said chrome and about seventeen percent said firefox. So obviously summer using multiple systems. That’s what i was trying to convey in the past minute and a half. Okay, so way. Just have a minute before break. So say a little bit more and then we’ll come back. Okay? Sure. So what it is is a technically they call it a browser extension, and if you go to their website, they have a really cool little video. And i can post, uh, on your page is, well, a link to a specific video that talks about how confused for prospect research and that’s what really caught my attention, but basically what they say is that it bridges the gap between you and your c r m so and we’ll give you a little bit more information on that. But it really completes your customer profiles toe all of your cloud applications, so it integrates with several systems already sales force dot com high rise, which is another cr m system that i’m actually not as familiar with, um, and so, since sales force dotcom does have a non-profit maria, we have to take a break hold. That thought you were just saying, since salesforce dot com does have a non-profit when we return, we’ll let you finish that sentence. Stay with us. Talking. 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. 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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. 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. Altum welcome back, maria. Simple it’s. Your turn. Teo, finish that sentence on thing about sales force dot com they do have a non-profit related cr m so eyes that free budges. Do you know if that’s free? I believe it is. Yeah, i have. Yes, i was approached, i think. But it wasn’t recently by a salesforce dot com representative. I think it is free. The dover street version for charities. Yeah, i believe it is so what’s kind of cool about it is, you know, it had caught my attention was the fact that if i’m assuming now that the sales force dot com tool that non-profits air using would indeed integrate with unify oh, so if we’ve got any sales forthe users out there, i’d love some feedback. You know, through my page or tony’s page to see if it’s working well for you, but basically once you load this unify o icon up into your tool bar so let’s say then you are looking at somebody’s profile in sales force dot com you can click on the little unify. Oh, uh, icon and it will show you other other interactions that have happened with that person, so if that person has been tweeting about your organization or any email communications that have happened, you can manually put in specific notes about a person, so i’m thinking for a really small to midsize non-profit this could be a very interesting solution. Now, this is brand new. Tony okay, yeah, this is brand new, this is you launched may twenty twelve um, i had an opportunity to skype twice with the ceo of this company in recent weeks so i could get a better handle on understanding it and they love feedback. So, maria, it sze pulling in the whole web when you when you identify somebody that you’re you’re interested in? Yeah, well, it integrates best with certain platforms, but yeah, i mean, if you’re browsing and google chrome, so i was right, it has to be it only works in google chrome so far right far only google chrome, but they are looking to develop it for the other platforms as well. And, you know, i just think, it’s something really need to take a look at if if any of our listeners have an opportunity to do so and provide some feedback, they hadn’t created this. For the not non-profit sector originally, so to know that there could be this applique ability because you can have teams of people so let’s say you’ve got the executive director, the development director, maybe a program director and maybe a couple of board members be considered a team. All this data can be shared. So if you and i are on a team, tony and i want to try and figure out what? When were the last communications, it would pull an information about your last email communications okay, and are you testing this unify? Oh, maria, you know, i’ve been playing around with it a little bit, but i don’t have sales force dot com loaded here so that’s, why? I’d love to know somebody who does have it to see how that how, how that could integrate but it pulled in lengthen dad a twitter feed and i think it’s gonna have a lot of applicability it’s free right now, and it won’t stay free forever, so there will be a fee attached to this at some point. But i’ve been told by the ceo they’re going to keep it very affordable for the nonprofit sector. More broadly, when you’re looking at your your cr m software it’s important to know what, what your goals are from your from your system. Yeah, yeah, absolutely, you know, is it’s a system that is only going to be turning out donorsearch ports is this system, as i mentioned earlier, that might have to do mail merges and email marketing? Um, is this a system that is going to be able to help you track, um, interactions, right with those air critical for prospect freak prospect research? Oh, absolutely, absolutely. I mean, you think about all the points on the continuum on the development cycle. So you’ve got the prospect identification and research think about how will it play into cultivation? Solicitation the thank you, the follow-up and the stewardship i c c r m being invaluable not only for me, it’s, a prospect researcher, but certainly in stewarding donor forward. So it should have really flexibility to be able to provide additional notes. I love cloud based systems personally and don’t put me in george in jail. Now, i think the audience knows club. I think scott and i have talked about cloudgood other other other guests have, okay? I think people should know the cloud by now, i’m clear to talk. Wait, we just have about a minute and a half, though. Okay? So any cloud based system, for example, will enable any board members that you give access to the system, say they are very active and cultivating and solicited, soliciting people and meeting with people outside the office. Then they can certainly go ahead and type in notes about those particular meetings. And that again for that continuity is very, very important. Maria simple is the prospect finder. Her book is panning for gold. Find your best donor prospects now. And her website is the prospect finder dot com maria. Such a pleasure. Thanks very much. Thanks. Always tony on dh something occurred to me as i was talking to maria, you know, wanna make sure that i’m not sounding hypocritical because i blogged and talked about on tony’s take two. My concern about charities being too much like corporations. And now here we are talking about with marie about salesforce, dot com and unify. Oh, a system that wasn’t developed for charities was developed for companies. I do think there are good practices, great practices. In the in the for-profit corporation sector that charity’s can learn from and vice versa. I think corporations could soften themselves in some ways and learn a lot from charities. It’s the it’s, the so learning from each other, that’s to me, that’s distinct from starting to, um b organized by be regulated by by the other by state and federal overseers as one that you’re really not as as as b corp to start to look like r l three sees the limit for-profit limited liability corporations, i think start toe look at so that’s the start to look like charities that’s the distinction for me between what maria and i were talking about when i blogged about this week my thanks, tio terry, billy, wendy nadella, lisa, rob, of course, and the organizer’s of fund-raising day twenty twelve as well as maria next week grow your grassroots. Michael o’brien is a consultant and a grassroots organizer. Why this might be good for your organization and how do you get started? We’re talking about bringing new people to your cause and how to keep them excited about your work through the grassroots. Also, scott koegler returns. He’s the editor of non-profit technology news in our tech contributor you know i’m gonna be talking about devices, laptops, desktops, mobile we’re all over. Social networks checked out are linked in group facebook page maria will have the resource is up there? Follow me on twitter and use our hashtag non-profit radio. Also, i host a podcast for the chronicle of philanthropy it’s called fund-raising fundamentals. If you like this show, you might like fund-raising fundamentals it’s on itunes, it’s, a ten minute monthly podcast devoted to fund-raising continuing to wish you good luck in the way that performers do around the world. I want to keep this up because it’s fun and and i can do whatever i want on this so house with buy-in bruv house won’t buy-in bro that’s german for break your neck and your leg like we would say in the u s break a leg. Germans want you to go further because they have a large orthopaedic surgeon constituency, so they weren’t broken necks and legs and my thanks to janice taylor for these language lessons and contributions. Do you have one away that foreigners greet performers that are just about to go on stage and what they wish them how they wish them luck. Share it with me, let me know, and be sure and tell me how to say it. Our creative producer is claire meyerhoff. Janice taylor is our line producer. The show’s 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, one to two p m eastern on talking alternative broadcasting, which you will always find at talking alternative dot com. I didn’t even think that shooting. Good ending. You’re listening to the talking alternate network. You get anything. Dahna cubine 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. Dahna 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 friday’s one to two eastern on talking alternative broadcast 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. Hyre