385: Remembering The Ice Bucket Challenge – Tony Martignetti Nonprofit Radio

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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. Oh, it feels good to be back in the studio. It’s been a couple of weeks. It is good to be back. Um oh, i should day o is what i mean to say i hope you were with me last week. I’d suffer a sebaceous cyst if i heard that you had missed successful software selection strategy don fornes, ceo of software advice, let us through the software selection process for non-profits also storify and cora, i announced that our social media contributor, amy sample ward, got a promotion to ceo at non-profit technology network, and then we talked about the value of storify and cora to lesser known social networks for your non-profit this week, this week was supposed to be adam grant, author of give and take, but adam had to cancel, which is a postponement? Well, it was all certainly reschedule with him, but there isn’t adam grant this week. This is what happens when you chase the celebrities, and sometimes they’re they’re busy this week. I have some pre recorded segments get out. And positively communicate. Sharon abbott is the author of mixing it up, the entrepreneurs, new testament and her strategies applied a small and midsize non-profits, too. I interviewed her at the next-gen charity conference in two thousand eleven talking about networking your non-profit and recruiting and hiring motivated people and positive communications, you’ll see sharon read my face to tell what kind of communicator i am and secrets maria simple, our regular prospect research contributor and the author of panning for gold, find your best donorsearch prospects now she shares gold panning for ah, she shares panning for research gold, using s e c corporate filings and those air to interviews from september of two thousand twelve trying to accommodate the last minute sort of cancellation that we had right now. We take a break, and when we come back, it’ll be get out and positively communicate. Stay with me. Welcome to tony martignetti non-profit radio coverage of the next-gen charity conference two thousand eleven we are at the tribeca performing arts center in downtown manhattan. With me now is sharon abbott. Sharon is the author of mixing it up the entrepreneurs new testament talk about some of her entrepreneurial success, ideas and how those probably very well translate to your work in non-profits oh, and maybe some of her positive communication techniques also sharon abbott, welcome to the show. Thank you, tony it’s a pleasure. Pleasure to have you let’s talk a little about some of your entrepreneurial success ideas with the with our audience of small and midsize charity leaders in mind. What what’s the first thing you’d like to share. Well, what i truly believe is the better connected and non-profit is better that they will do. I taught entrepreneur skills for over twenty years to small businesses, and i would bring in and non-profit to every group that i had, and at one time i had twenty two treyz with twenty two twenty report people in every group to teach people how to be philanthropic, to teach him to get back to their community. And what i found is the skills of the needed were the same as the knob durney so i talked on how to get out in the community, how to get volunteers to work with them, how to engage other people so that they didn’t have to do all the work and how they brought in a board of directors was more proact zaptitude rather dahna board of directors by name, so that made a huge difference to the non-profits as well as one of the thing that’s really hard, especially when everyone perceives economic times being as bad as they are is that people are tired of all these organisations putting out their home just expecting a check, and so they need to get something back. And so i created all these different programs there fund-raising activities that are fun that people want to participate in that make it much easier for a non-profit to get their budget back-up where it needs to be to be self sustaining, and they don’t have to work this hard, so they couldn’t have ah lot of them do got tournaments, or they might do silent auctions. They might do a single stands. I did a big band dance for easter seals one year i did it was a costume party. We kind of did it like old victorian kind of party, where everybody came in as a character in the victorian era, very themed events, right? And that way, people, they really feel like they’re participating more in the non-profit rather than just here’s a check, you know, i’m done well, let’s, go into some detail about let’s. Start with you mentioned getting into the community. What ideas do you have specifically that non-profits khun khun execute? Well, i know in california that almost every non-profit thinks that they just need to join a chamber and then once they join the chamber there dahna there activity that they have in the chamber is actually the important part, not just joining the chamber. What would you like to see them doing? They need to be on various committees like if they were to volunteer for ambassadors. The ambassadors have to go out to every business, right? Shake hands, what you’re doing and people used to ask me, oh, you work for the chamber is you know, i’m just out here helping the chambers get better known what they need to have happen in the community, and then that brought me more business. So i thought, well, if it works for me, it’ll work for anybody and it does so if non-profit goes out and they just find out from all of from businesses what business? Needs and then takes them back to the chamber. It’s their face, they’re non-profit so that great way of becoming very active in their trainers have fund-raising valens, claire non-profits could actually be featured so they could be part of the but how about beyond joining the chamber and being active in that way as an ambassador? What other advice about getting out into the community? You know, all of the leads groups that are out there. I used to run my let’s say it’s, a business development kind of organization where people get together on a weekly basis, which most of them do, and they have coffee and everybody talks about their business years, and they said, this is what i’m looking for. This is what i have to offer, so there are business leads group, and you can find them listed in the business section of every paper there’s, a website called am city dot com that list all of the business events that that are all around the country. Ok, everything we’re going where you just search for new york and you’ll find sample is going to san francisco on business, i think it’s probably the times. Here, but in santa’s a journal. So you know, it’s one of those so am city dot com and you can see every event that’s going on every week. So if you go out to events and let’s say you meet twenty people this week, one out of twenty will either be somebody that will be on the board active in the community, help promote non-profit organized fundraiser somebody in that twenty people is going to be involved with that non-profit interesting, you really want to see non-profits getting out into the business community first. First things we’ve talked about so far been making those business connections not staying within your within the non-profit committee exactly because we have the money. Why stay in a community where everybody knows you when you go out into a community where no one knows who you are and they’re the ones who have great let’s share one more idea getting that non-profit out most non-profits don’t realize that they could do a speaking circuit rotary lions quanah is all of those kinds of social organisations, and those organizations do kind of quirky things like if you talk out of turn your find a dollar you promote your business and return to find five dollars? Well, that money is allocated to helping non-profit so if every non-profit were to go out to one of those once a week and literally their morning, noon and night, you goto seventy eight weeks and not run out of him in a year. And so you go out to these organizations. You said this is my cause this is what i’m doing. I need you. This is why here’s, the result of what happens when we get out, they literally right champ on the spot. And i know there are a lot of these groups just in the new york area you mentioned a bunch of different sessional association, but rotary isn’t there a rotary in every county? So i’m probably in one block their city there. Well, i know that at least one in every county. So this’s a big area, right? There are a lot of opportunity. Plus you mentioned all the other membership organisations lion lion’s, alanis, optimus professional business women e women network really? When you look in the paper you think when i had a travel agency in nineteen ninety one justus the gulf war was starting. I went out morning, noon and night six days a week, and i built a travel agency from thirty thousand a month, two, three hundred and seventy five thousand a month in three and a half years by doing just so it was all handshaking and getting to know people and making sure that people knew who i was, even though no one was traveling with tom, so i hid it at the worst time but managed to build my business in a way that nobody else had ever thought they didn’t spend a dime on advertising. You just had transit costs to all the meetings, and i’m joking, you know, being sarcastic, but the point is very low cost, exact neo-sage it should be fun for for executive director seo’s mean, they should be enjoying being out in the community in the business community, talking about their work. That’s the biggest issue is people have fun when they’re doing something that they’re connecting with people, and when these organizations see how much fun that you’re having, they want to be more part of it. So when when people are making oh, would you write me? A check or we, you know, we’re short on the budget. Could you help us out? It’s really kind of gloomy, and people don’t like being part of that. So you make it fun in it. Obtaining talking alternative radio twenty four hours a day. Do you need a business plan that can guide your company’s growth? Seven and seven will help bring the changes you need. Wear small business consultants and we pay attention to the details. You may miss. Our culture and consultant services are guaranteed to lead toe. Right, groat. For your business, call us at nine. One seven eight three, three, four, eight, six zero foreign, no obligation. Free consultation. Checkout on the website of ww dot covenant seven 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 in tow. No more it’s time for action. Join me, larry. 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Dahna yeah, i’m gonna guess you have advice about hiring, so bringing people to your organization and this stops the top, but he actually even applies to the board hiring, hiring the top. But what advice do you have about bringing people in and making sure you get people who are going to be passionate goingto love the mission and the innovative thinkers? How do we know we hyre these kinds of people? You know, i think one of the hardest things for non-profit is inviting people into their board of directors who actually have the connections, and that will make a difference for the organization. So there’s, a lot of people who are semi retired retired and they volunteer for non-profits but technically they don’t have the contacts, and they don’t have the ability to go out in the community and start helping promote other people. So if a non-profit were to look at what your database like, do you have social media contacts on what experience have you had with non-profits before? What were the results treated? Just like a job interview, so don’t take anyone on your board unless they really are bringing something to the table that’s a huge issue, there’s a lot of non-profits who just think, oh, so grateful you’ve even pasta or sometimes it’s way desperately need a lawyer or an accountant, so we’ll just take the first one that way get introduced to and we end up with just somebody who’s just brings that skill, but nothing mohr related to your to your important charitable work. And they might think that they save, you know, ten thousand a year on legal cost, but they lose one hundred thousand year by not having the right person connected with the non-profits so that’s really important that they look at, you know, what is the cost effectiveness of what a person is bringing to their nonprofit organization, right? So that’s excellent for board recruitment. How about about hiring employees within the organization? Would you like to see ceos and executive director? I have been speaking where people are unemployed for over twenty years, and i am surprised because i have a little blank card and i have them right on their what would i like to do most of anything now that i don’t have a job? And i would say twenty percent say that they want to work with the non-profit any fashion? Some even say that worked for freeze just so that they can beat heart of that community and giving back when a non-profit is looking for an executive director, that person better be a network. They better be the horn shaker they need to be up to date on technology, open minded. I’m trying different fund-raising concept instead of the same old, same old thing, because what work five years ago does not even come close to working today? And so they have to always be on top of what the technology is. We heard this morning how text messaging is so important because the thirty year olds are now not opening email and even, you know, ten percent or everybody in the world only opens was that was that aria finger was talking about texting to e j just had her as a guest before you came on, and i was talking about actually fifteen and sixteen year olds motivating them, and she said, you know, get them where they are text, right? Saving forty, two hundred messages a month for sixteen year old girls or something, right? Exactly. So you know that’s what keeping up with technology will do for someone is always looking at what else can they do? Most non-profits don’t have a log that’s a big mistake, because that, who in the non-profit you like to see doing that block duitz in the name of the executive director should be in the name of the executive director because that builds the relationship with the person who has the most visibility in the community and the most visibility and on able to make decisions for the non-profit because a lot of times you could have someone else write it in the office, but it should be in the name of the director let’s talk a little more about hiring now we’ve talked about the board, what on what the board should be looking for in the executive director. What should the executive director be doing to make sure that he or she is hiring the right people that are going to be supporting? Well, i think the skill set is going to depend on how much the non-profit is doing in the community. So if if it’s just administrative work that’s one thing that’s easy too, but the biggest give back in a non-profit is the person who has that innovative ability to figure out how they can use technology, how they khun reach out into the community, draw more people in durney there’s there’s so many different things, like most people don’t realize that you can actually go to a restaurant and say, i haven’t event coming up in thirty days, and almost every restaurant will say because you’re non-profit i’ll donate a lot right in the way i would do is i would package twelve lunches and have it lunch for a year and auction it off, you know, and just simple little things like that if you have people who are willing to go out, do things like that. Hey back-up that employee ends up paying for their own sour, and when we’re in the hiring process, how do we make sure we’re getting somebody like that in our the questions i think would be, how do you feel about being out in the business community? Are you comfortable picking up the phone and talking to people you don’t know? You know, what would you do in a situation where we need to create a new event? What would you what would you suggest? How would we go about creating an event and see how people are creative there’s also facial recognition and i teach a course it’s called about face, and it actually helps means clever figure out what your face tells me about how to communicate with you, but also how well you communicate with other people. So someone who has a larger bottom live is a good listener, right? It’s great, if you need to listen, but if they’re the person who has to be out in the community speaking, you want them to have a larger offgrid all right, we’re going to talk more about this very, very short that just want to remind listeners that i’m with sharon abbott at the next-gen charity conference two thousand eleven in new york city. Her latest book is mixed. Is this the latest mixing it up? This’s just been revised by have eight books. Okay, we’re giving credit to this one because it’s related to our topic it’s mixing it up, the entrepreneurs new testament, and you’ll find sharon abbott at sharon abbott dot com but you need to know that she spells her name, s h a r y and and two b’s and two teas in sabat and then dot com. So i should just sell the whole thing out instead of pieces. Sharon and then a and then at the end, there’s two teas and then after the others to be hyre how do we know you have a bunch of sharon abbott, dot com someone who’s. A good listener has a larger lower lip. How does that why is that true? Well, back in aristotle’s time in the fourteenth century, he began this whole study. It’s called physiognomy and judge jones in nineteen thirty five. Jones in chicago started looking at people who were presented to him in his courtroom. And he kept the law and he would have guilty. Not guilty, not guilty. And according to the jury’s findings, he was ninety percent accurate based on looking at someone’s face. So i took that information either. Wait a minute. What if we could use this for communication styling? So if i look at you, i know that you like it. When people get to the point. You want people that you’re looking at me now? They should just e i like it when people get to the point based on what makes you draw that concern your nose. But how does a physical feature convey personality? There’s a science to it? This is actually the society of reading your face, so i know that i’m going to get to the point. I’m not going to talk to take long way around, so i’m going, i’m going to actually say that she’s, right? But i think i’m a patient listener also. Well, your lip is larger on the bottom, then the top. So you’re a really good listener almost twice is good at listening as you are speaking and you know you’re good at speed, so the difference is all ego now blushing to what it was blushing cheeks metoo means you could still feel there must be some downsides. Where show me something, tell me about something that i’m shortcoming well, let’s say i needed to explain a project to you. The squareness of the bottom of your chin tells me i have to get to the point, which means i can’t tell you all about the details, but also my nose conveyed that to you to ration. But there’s there’s this point where you’re going, i don’t want to know how you’re going to build it. I just want to know when it’s going to be built, and so people who have a need to explain every detail will get very frustrated because you’re looking at and go, you know, i’ve got things to do. You just tell me what i need to do, and we’re done. This is embarrassing because she’s sizing happens there’s a pretty accurate this is not like fortune telling e-giving this’s, she’s anything? Is there anything else? Oh, absolutely. All right, one more. Go ahead. I’m getting paid now. I don’t want this is actually quite insightful. Portion right above your eyebrows is okay now for radio listeners. She’s putting her finger in between my eyebrows right in between her, i’m i mean, we’re not there’s no contact. She says that there’s no physical contact at all. It’s. Unbelievable. So this tells me that you like information in order. So you want to give me this first, then this then that in order. But i pluck my eyebrows. So if i had one brow straight across with the unibrow, not in style. No, this is the logic. This is, like minus flat right here. She’s again, she’s talking about the space between her eyebrows and the forehead. Right? So i have a logical personality. You have a logical personality. So you really want things in order? First, there’s a lot of people who you’ll see it’s just totally slanted back. Those people who they understand process and then they immediately know how it applies to them. Long term physiognomy is the physiognomy. Okay, that’s, the practice and google physiognomy and sharon abbott as well. We’re gonna go off this now, but that was that was that was pretty much on point. Yeah, i didn’t disagree with anything. You just told me about myself. I learned something. Dahna okay, let’s, talk a little about your you’re positive communication techniques since we’re talking about the way people like to communicate and your judging this by there by there face, right. What are some of the positive communication techniques that people should be using? Well, i think it’s really difficult for a lot of people to stay positive in what i believe is a perceived economy. Now, i cannot argue with the numbers, you know? We do have the highest unemployment rate of this time. There are fewer people donating to non-profits, you know, you kind of get point. So how do we actually project a positive attitude when we know that this is on everyone’s mind? So my attitude is no one came along, scraped up all the money and locked it up, and they’re not magically waiting to the day that everybody says, okay, take the money out now. So where is the money? It’s just moved, so when we’re communicating with people and we start thinking about all right, so what do i have to do to be that person that somebody wants to give, what they have allocated their ten percent toe a non-profit communicating in a positive manner instead of we need money, we need thio raise his phones, it would be when people are involved with our non-profit jesus, this is what we’re giving back to you, and the long term benefit for you is so it’s turning something around, you’re saying the same thing, but in a positive manner and making the person that you’re talking with more comfortable with the idea of being involved so the simple technique, but it’s phrasing. How you actually phrase what you’re talking about and allowing the other person. So this is where this comes into play. If you’re talking to somebody who has a larger upper lip, you make sure that they have more than enough time to talk. Kayman, let’s, let’s, give an example of fund-raising something positively that that in a positive way, we do that, that someone that i wouldn’t be well, take a negative and make it sort of a positive so people can understand making this positive communication. Give me a name. It’s, i’m cold rooms cold. I’m too cold in this room instead of saying i’m too cold and that’s an easy fix. Starting studies let’s, let’s put on a sweater. You don’t put on the jacket, you know, let’s, move a little bit. Start getting your blood moving a little bit so that you can actually be warmer. Come on. But let’s say challenging one would be i called all these people and no one is calling me back. Okay? Right. And that happens a lot. You know, when when i am actually very business oriented, which i think makes a big difference. A lot of people get into non-profit and they think it is not for-profit and non-profits have to be profit minded. So they have to know that they’re making more money than what it costs him to run the organization. So i do things like i make twenty dials. I know that ten people answered the phone. I know that if i leave five voicemail messages on ly one person’s going to call me back, is it worth my while to return those calls and call somebody who doesn’t call me back? So do i look at the possibility that that person is out of town busy, you know, family things going on and then call them again anyway. So my rule of thumb is you take a situation where somebody nobody’s calling me back, i don’t know what to do, and then they get into that funk. So how do you turn it around? So what i found is that for every organization there is a time a day, a day of the week that has the best return, so i call on monday morning at nine o’clock i’m not likely to get the right people that answer the phone because they’re setting up their week. They’ve got their sales meetings, whatever is going so i know that if i call at eleven thirty, people are kind of wrapping up their morning and they’re getting ready for lunch if i call it one thirty they’ve just gotten back for lunch. They might be late back for much. So there’s these windows of time ten to eleven one, two, three and i know that monday’s not the best day in friday’s, not the best day. So if i make my calls tuesday, wednesday and thursday, then i’m gonna have a much better ratio if i can improve my ratios even ten percent, then i improve my bottom line. So why not treat a business like a non-profit as a true business, actually track what we’re doing having results so that we know that if this isn’t working, we have to sure and start doing something. Most people keep doing the same thing over and over again, and it drives them crazy, right? The definition of insanity, but they don’t never realise all need to do a shift what it is that they’re doing so that they end up having better results. We have to stop there. Sharon abbott, one of her eight books is mixing it up. The entrepreneurs new testament one thank you very much for being a guest. Sharon. Oh, you’re welcome. Thank you, tony. Thank you. Even with my big lower lip. Tony martignetti non-profit radio coverage of the nextgencharity conference two thousand eleven. Thank you very much for joining us. Still able to speak with my fat lip? That was that was a lot of fun with sharon right now we take a break and when we come back tony’s take to get a little tony’s. Take two for you and some live listener love, and then maria simple with secrets. Stay with me. You don’t think that shooting getting ding, ding, ding ding. You’re listening to the talking alternative network e-giving. Thank you, cubine 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 ostomel 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 going invite artists to share their songs and play live will be listening and talking about great music from yesterday to today, so you’re invited to share in our musical conversation. Your ears will be delighted with the sound of music and our voices. Join austin and sloan live thursdays at eleven a m on talking alternative dot com you’re listening to the talking alternative network. Oppcoll 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 cubine. I got live listener love guangzhou, china ni how many listeners in seoul, south korea many there are many of you are you all together? Maybe you’re all together in a coffee shop in seoul? Do you know each other? I wonder but there are many of you there and of course i wish you an io haserot lots of lots more live listener love coming up so hang in, including domestic live listeners alright, i’ll tease a little bit brooklyn, new york live love to you live listen her love to you thank you andme or domestic live listener love coming! Tony steak two two weeks ago, i was at fund-raising day new york conference at the marriott marquis i was with remote producer john federico. We were on the exhibit floor, and i learned from fifteen guests it’s and doing nine interviews, including beth cantor, sarah durum, whose ceo of big duck and professor doug white from columbia university who’s been a guest before it’s. Great fun being on the exhibit floor, lots of people coming by saying hello, i know you. I follow you on twitter love the podcast it was really very gratifying. Thank you very much to everybody who came by listeners and new listeners as well, welcome and also want to make you aware that aria finger, who is ceo of do something dot or ge, has been a guest on the show and there in fact, there’s video of her conversation with me on engaging millennials on the youtube channel, which israel tony martignetti she’s still ceo at do something but she’s been appointed in addition, president of too much information or t m i, which is an agency of do something, and they’re going to lend to non-profits and other marketers do somethings, expertise and research in mobilizing eighteen to twenty five year olds in social change. That is pretty exciting, that’s it’s obviously a growing market, and they’re a lot of non-profits, i think frustrated trying to engage the eighteen to twenty five year olds so you might reach out to t m i or too much information and aria and her team will help you there. There’s more about both of those on my blog’s at tony martignetti dot com and that is tony’s take two for friday twenty first of june twenty fifth show of the year we’re roughly within a week of being halfway through the year. Um, right now i have for you another previous interview, this one with maria simple talking about sec corporate filings and everything you confined in those maria simple is with me. Now you know her she’s, the prospect finder she’s a trainer and speaker on prospect research. Her website is the prospect finder dot com, and her book is panning for gold. Find your best donorsearch now you can follow her on twitter at maria simple. Maria simple welcome hey, tony, how are you today? I’m doing great. Thank you. We’re talking about secrets. What is the this securities and exchange commission data? Well, there’s a lot of very interesting data that we can look at as non-profits to try and find some potential new donors for us as well as maybe some people who are current donors that we just didn’t realize are connected to public companies as corporate insiders. So let’s talk about corporate insiders. I want to make sure that everybody really understands what that is. We hear so much, i guess, in the news about insider trading and it’s always, you know, portrayed in a negative light. And that means that people who are corporate insiders have done something illegal with information they have as as insiders. But basically, if urine inside earthy see defines you as falling into one of three categories, you’re either one of the top officers of the company. Uh, usually there’s. About five, six, seven people around that number listed. You are one of the board of directors of that public company. Or you just happen to be a person or an entity that holds ten percent or more of the outstanding stock of that company. So if you fall into one of those three categories, you must report all of your trading activity in that company to the securities and exchange commission. And all of that data is public knowledge. Okay, so insiders have to file with the company’s about there their holdings within the companies that they’re insiders for that’s, right? And then also, public companies also file with the sec. They must right. Right? Right. So, i mean, you know, the information can be found if you happen to know that a particular process effect is connected to a public company as a corporate insider, maybe they sit on the corporate board of that particular company you can actually go to that company’s website. And typically the tab that you would be looking for in a company’s website is called investor relations. Ok, for the companies themselves do have the data. All right, on course. We can also get it from the sec. But before we go further let’s keep it let’s. Keep each other out of jargon jail. Let’s. Make sure everybody understands what is a public company. So a public company is a company that is has issued stock and its trading on the market. I guess the most famous one that we saw go from a a private to a public company recently with facebook. Right? So, prior to that all of the information was private. Uh, no, no information had to be released to the public about salary information att saturday. Other compensation data. But now that they’re a public company and the public now owns shares of that company owns part of the company, they have to be able to report all the all the goings on all the various filings about, you know not only what the corporate insiders were doing, but obviously. All the data related to other financial information for the company it’s the difference between privately held on dh public that’s. Right? Ok, so what kind of data can we find about about what we’re interested in the people, the insiders, what kind of people? What kind of info can we find? Well, the interesting information you confined if somebody is a top officer at the company, you confined there, there salary and other compensation data, and they actually have charts of that data going back over a three year period so you can actually see whether they’ve had what their big salary wass what commit other compensation that they might have maybe bonuses, etcetera? Um, really key? I think teo looking at this data is stock ownership because very often a non-profit um, especially if they are in, say, in a capital campaign or an endowment campaign mode where they’re really looking for major gift trying to get a gift of appreciated stock, a supposed to getting a gift of outright cash from a particular donor could be very beneficial. So, you know, just understanding whether or not you have people in your own fund-raising database, whether or not they may be one of these corporate insiders who can give you stock that would be fabulous to know, and, you know, the screening companies can help identify that for you if you’re not able to self identify who those corporate insiders are in your database, okay? And there could be other there’s other stuff that’s disclosed as well, like all their their fringe benefits and things, right, which can include insurance policies, that’s, right, all their employment agreement. You know, you’ve heard of people who have these golden parachutes, right if they’re released from a company, so all of that is actually outlined in these particular employment agreement eyes that maria, i’m sorry is the agreements themselves or public? So, yeah, they they actually will say, you know, if this person is terminated, thiss personnel will be subject to earning x number of dollars, maybe even shares of stock upon their termination, but i’m just curious, can you actually see the language of their employment contract? Or do you think i don’t see the language of the employment contract but within the proxy statements which is filing statement that this information is contained within that’s where you would find really? That the juicy, the meat of it all that if that is of importance to you, if you have somebody who is, perhaps, you know, a corporate insider and maybe, you know, has just been let go or will be let go. You can actually find that information just like lurking. I would if i could see people’s employment contracts. But now all right, just some juicy details. Yeah, exactly. Details. No other juicy details that i like pulling out of this is also bios of the thie entire board of directors of ah, of a public company. So it’ll give somebody’s age. So right? Yeah. I mean, you know, you do plan giving tony, so understanding whether or not somebody is maybe perhaps even a prime planned e-giving prospect based upon their age that’s disclosed in this a statement, you have a bio that would contain where they’re currently employed other corporate boards that they sit on so very often i’ll read about bio yeah, within a corporate proxy. And then i’ll realize, oh, i didn’t realize this person also sat on another board of directors. Yes. So their insider over there too. Right? So then that makes me, you know, have to you know, then i know just from that key piece of information here’s, another area i need to explore as i’m doing my prospect research that they may actually own, you know, significant shares in this other companies well, right? And just to remind people that a way that you might find that someone is an insider because you might not know it is setting up the google alerts, the free google lorts that you and i have talked about a couple of times in the past, if you have those on your major donors, then information about them and the company that they’re an insider for, we’ll come right to your rage. Your inbox? Yes, i think it should you know why? Because when they have let’s say i maria semple, where a corporate insider, maybe i sat on the board of directors of the company. I just used to use me as an example, but now you’ve learned tripoint likelihood of that ever happening. So so even test really small it’s not even worth it. You’ll start using one of your other regular anybody but me. Yeah, you’re much better off if you have much greater likelihood of being inside of me. If i traded today in a public company and i were a corporate insider, i need to let the sec know within two business days. Oh, wow. Yeah. So, you know, from a product, you know, as a prospect researcher it’s. Terrific. Because you know that if you’re looking at particular filings, you will be able to see whether that person has how much stock they have within a two day accuracy period. Okay. That’s. Incredible. So, yeah, well, all of that came about, you know, and because of the recent financial meltdown, et cetera, in the early two thousand’s, but there was definitely some new laws that went into a fake into effect under the sarbanes oxley act. And so they ended up saying, okay, you know what? You used to have a longer period to let us. Now now we’re shortening it for two days since you mentioned plan giving earlier. Something else you might find out about his people’s retirement plans with the cup with the company that’s, right? That’s, right. So might give you some some idea there as well. Whether or not they’re gonna have maybe. You know, a significant amount of money that they were going to have to do something with. So, you know, why not know about that and be prepared to have a conversation with them? So we have just about a minute and a half before our first break, what? So you mentioned the proxy statement that’s one thing that has to be filed that’s filed by the companies or by the insiders, those air filed by the company’s once a year, once a year, they’re filed with the securities and exchange commission, they’re known as to other things actually notice of annual meeting of shareholders. You might see it turned that way, and then everyone of the filings that the sec has has a number and the number that course sponsor to these. This particular sec document is called death d f like crank death fourteen a and that’s filed once a year by the company. Okay? And those air all the different names for the proxy statement? Yeah, yeah, i mean, they’re they’re known as all these different things, but if you are on the website, you’re actually looking for form death fourteen a for that particular company again. It’s on the company’s website, though, is well. Ok, now we have just about thirty seconds before, before our break. There’s, there’s, annual and quarterly statements also, right? Yes, there are. There are definitely annual and quarterly statements, and they’re they’re more related to significant happenings within the company related to really financial goings on of the company itself, as opposed to individuals connected to the company. So for the most part, that’s, the type of information that they’re going to file annually quarterly. Okay, we have to take a break when we returned. Of course, maria semple stays with me, and we’ll talk about some of the places where you can find this data. Stay with us. You’re listening to the talking alternative network. Cerini 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, 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. Welcome back. I’m glad you’re still with us with a cracked voice cracks again again, like a thirteen year old maria, just briefly. What are the seance? Isn’t important to know the file. Name the names of some of these forms. What do these annual and quarterly statements called that people will be looking for? Well, if you’re looking for those quarterly and annual statements ten k and a k or those statements. But there are others that i think are even more interesting in terms of prospect research. In addition to that proxy, the death of fourteen a there’s, something called a form three and a form four. So form three is the initial report work that is filed by insiders as of the date that they become an insider or a beneficial owner of stock that will lift their holdings as of that day now, i would’ve thought that would be formed one but that’s not forme one yeah called for me. Okay, i don’t want confuse people. All right? It should be for more that i find very interesting is called form for, which would show any changes and holdings anytime that insider buys or sells their insider, stock and that’s the form that i was referring to that actually has to be filed within that two day period of that stock chance transactions. So let’s say there’s an example. Maybe a proxy filing may have been done and say april here for a particular public company. And here it is the beginning of september where researching this particular corporate insider if we only go on the data that was filed on the death of fourteen a document that proxy and it’s going to show the stock holdings as of april twenty twelve there’s a lot of time passed through several months. Did this person trade any stock during this time? We would like to know what their their holdings they’re still the same or not. So you would be looking particularly performed for to see if that person actually made a trade and stop between april and september, and then on the form it’s self it’s going to show you whether they bought or sold more stock, and then how many shares that they hold at the conclusion of that sale? So let’s say the conclusion of that particular transaction, i still own ten thousand shares. Of that particular stock, i can go on a web site that shows, you know, market activity. Boone is showing, you know, what’s going on in the stock market and get a general idea of how much that stock is worth in that portfolio. All right. You mentioned the corporate website under investor relations and investor information as one place too. Find this data where else? The government has its sec has its own site. Yes, the sea, which is dot gov does have a database called edgar free edgar’s. So that is definitely something that you can use teo to look for the information and using the website or even going to the corporate website is three. Two d’oh. Okay, edgar, i had always heard of edgar, but i didn’t know that it it stands for electronic data gathering analysis and retrieval. Yeah, that isn’t that smart of the is in that little clever of the sec. They should have, like, make a retrievable info analysis. And there would be maria. There you go. You should have maria get rid of edgar and replace it with maria. Okay, fun. We just have, like we just have about two minutes. Left. What are other sites where you can find this? Even though we’ve already identified some free ones, right? So a fee based site, actually, one that i myself subscribe to because i do so much of this type of research is called ten k wizard dot com and that’s actually part of the morning star document research of companies. So it used to be a stand alone, and now they’re part of morning stars. So ten k wizard, i find to be really useful. Their lowest subscription is roughly four hundred dollars a year, and it enables you to i just like the output of the data. I like the fact that i can put in an insider’s name, and it will show me every place somebody is connected to a corporate insider to lead me directly to the filings. And i can see a pdf copy of the filings. Um, so it’s it’s just a quicker way. So i would suggest for anybody who’s really going to be doing a lot of this, you might want to consider a subscription service, okay. Oh, really? They just worked. Works better than the edgar site or going to the companies. You know it, i think it just points to a lot of information very quickly. So as opposed to trying to sort through the information on the corporate side, etcetera, teo, sort through, say all the form four filings that exist on a corporate site to just see well, because it’ll just say form for, you know, and say the filing he’ll need to try and figure out what is this filing related to the person that i’m researching right now? Yeah. So, it’s, just the way you go about the research, i think it just becomes a little bit more efficient on some of the paid resource is maria sample is the prospect finder. You can follow her on twitter at maria simple. Her sight is the prospect finder dot com always a pleasure. Thank you very much, maria. Thanks so much. Have a great day. Thank you very much. I’ve got more live listener love newport, north carolina, cincinnati, ohio and reston, virginia. Thanks for joining us. Live. Love going out to you listeners in japan, metallica, tokyo for pete’s sake, it’s almost two. In the morning there. What do you what do you doing up listening to this why are you why are you listening? But i love that you are. Thank you very much next week. Intuitive brainstorming. Karen garvey is an author, speaker, intuitive and coach and we’ll talk about the new brainstorming and jean takagi returns he’s, our legal contributor and principal at the non-profit and exempt organizations law group in san francisco, and we’ll finish our discussion of the dan pallotti video. The way we think about non-profits is dead wrong started that last month when he was on insert sponsor message over nine thousand leaders, fundraisers and board members of small and midsize charities. Listen, each week you can contact me on the block if you’d like to talk about sponsoring the show. Our creative producer was claire meyerhoff. Sam liebowitz is our line producer shows social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I hope you’ll be with me next week on talking alternative broadcasting at talking alternative dot com. I think the dude getting ding, ding, ding ding. You’re listening to the talking alternate network duitz waiting to get in. Cubine are you a female entrepreneur ready to break through? Join us at sexy body sassy sol, where women are empowered to ask one received what they truly want in love, life and business. Tune in thursday, said noon eastern time to learn tips and juicy secrets from inspiring women and men who, there to define their success, get inspired, stay motivated and to find your version of giant success with sexy body sake. Sold every thursday ad. Men in new york times on talking alternative dot com. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com. 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 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? 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064: So You Want To Be A Consultant & NextGen:Charity 2011 – Tony Martignetti Nonprofit Radio

Posted on October 25, 2011 by Nonprofit Radio

Tony’s guests this week:

Hank Goldstein, principal at The Oram Group

Jonah Halper, co-founder of the NextGen:Charity conferences

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

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Durney welcome to the show, this is tony martignetti non-profit radio i’m your aptly named host. We’re always talking about big non-profit ideas for the other ninety five percent. I certainly hope you were with me last week when we first talked about giving beyond the czech non-cash e-giving interview was recorded at the national conference on philanthropic planning, where i was earlier this month in san antonio, and my guest was michael king of the national christian foundation, and he shared the process for closing gif ts of unusual assets, like collectibles, real estate and intellectual property second guest last week was proactive prospect research with our regular contributor, maria simple, the prospect finder. She followed up on her earlier conversation with me in a previous show by going into greater detail on making your small shop prospect research proactive this week. So you want to be a consultant? Hank goldstein is the author of so you want to be a consultant for the association of fund-raising professionals and he’s, a partner at the orem group he’s going to share his insight into the ups and downs the ins and outs of consulting for non-profits when should you start thinking? About consulting what personality does it take and how much should you charge? We’ll talk about all that with hank after that next-gen charity two thousand eleven i have with me the conference co founder jonah helper. We’re going to talk about this year’s conference on november seventeenth and eighteenth in new york city will find out who the great speakers are, what that conference is all about. My show is a media partner of the nextgencharity conference between the guests. As always, tony’s take two. My last week’s block post separate the juice from the pits is getting a lot of comments. A juicer at a restaurant got me thinking about fund-raising and how you should best spend your time. We’re live tweeting this week. Use the hashtag non-profit radio to join our conversation on twitter that hashtag again non-profit radio we’re going to take a break, and when we returned, i’ll be joined by hank goldstein. We’re going to talk about being a consultant for non-profits so stay with me. You’re listening to the talking alternative network. 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. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police crawl. Offset. Two, one, two, nine, six, four, three, five, zero two for a free consultation. That’s lawrence h bloom two, one two, nine, six, four, three five zero two. We make people happy. Dahna hey, are you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. Durney welcome back to the show with me now is hank goldstein. He is a principal partner of the orem group consultants to non-profits he’s, the past chair of giving us a foundation and former chairman and president of the association of fund-raising professionals, both nationally and in new york. He’s, an adjunct professor of philanthropic management at the new school. And he’s, the author of the association of fund-raising professionals monograph. So you want to be a consultant? I’m very pleased that his work and that booklet brings him to our show. Hank goldstein. Welcome. Thank you. Good to be here. Pleasure to have you. Why did you write? So you want to be a consultant? People were always coming up to me at conferences and wherever, and would sell your consultant. I’d like to be a consultant. How much should i charge? What do i have to know? And so i thought about that for a while and finally decided to put it on paper. And a f p was good enough to publish it was. How much should i charge? Always the first question. It’s right at the top of the list that you can read it in. Their eyes, we’re going to get to that had a charge, and how much to charge we’ll get to that later is do you think this is ah, natural progression to do? Most people think about this who are working in non-profits i think at some point it crosses the mind of just about everybody on it could be a variety of reasons they’ve had a bad day at the office, and they’re angry at their boss is one reason, well, maybe that’s not a reason, but it’s a rationalization. And then another reason a good reason is they think about their careers very often there ten or fifteen years in, and they’re thinking about what should i do with my life? And it arises in that fashion. They’re laid off from a job, and i seen some very senior people laid off in the last couple of years, and instead of looking around for another job, they say, well, maybe i should be a consultant and some of them do i always tell him it’s easy to start it, it’s hard to stay in it, okay? And we’re going that’s. Excellent. Well put, we’ll talk about that, too, do you have to wait ten or fifteen years. I mean, if you’re if you’re thinking of it consciously yourself, without any of these external loser, all external reasons for thinking about it lay off for ah, bad day at the office. But if you’re thinking about it on your own, do you have to wait ten or fifteen years? No, not at all, but i think you need to have a few years experience under your belt. I had a call the other day from a very bright young woman who graduated from princeton. She’s done this she’s done that she wants to work for dahna for non-profits for the rest of her life, and she wants to be a consultant. And i said, well, pile up a couple of years experience working for somebody, particularly in the area of non-profit hearing that attracts you, then we can talk about your being a consultant, but right now you haven’t got anything to sell to anybody, and we’re talking about consulting. Are we thinking, are you thinking this is independent work or working for a consulting firm? Well, it’s both used to be that one could aspire to join the staff. Of the consulting firm that’s. What i did way back when and in those days it was possible consulting firms had fatter payrolls, and i guess they were paying lower, but it was possible to get in that way today with virtual consulting the firm’s of mostly shrunken size there only a few really large ones that take people on most firms are one, two, three, maybe four partners and that’s it s so it’s much harder to get a job in a consulting firm unless you bring in a client or two on that, of course happens. And i guess having that client or two would would help you either way. I mean, if you want to be an independent, sure, it helps a lot to have somebody that, you know, is going to travel with you as as your first first or second client. Yeah, and the way that first or second client often comes about is hyre you’ve either been separated from your job or you decide to separate from your job, you decide to become a consultant and you say to the powers, i’d like you to be my first client, and very often that happens. And that’s, what gets people started? So that gets them going then as i said earlier, it’s easy to start, harder to stay in where is the second, third and fourth client coming from that’s going to pay the rent, the overhead and your salary and your health benefits and your dogs, chow and laura’s? What does it take to be a successful consultant if you’re thinking about it? Well, i think you have to look at your personality in in shorthand. I think that there is such a thing as a consulting personality. What is it? It’s it’s a person who’s willing to take risks probably has a slight case of attention deficit disorder because you like to do more than one thing at a time, you can discipline yourself so that your time is well spent. You have expertise either as a generalist or in some particular aspect of not-for-profits work and that’s and you can work without a lot of structure. The other side is this staff personality you, khun you like structure you don’t mind having somewhat someone tell you what to do, you can abide the politics of the organization with which you’re a silly ated and it’s a single thing and you don’t have to struggle with trying new hunt for clients and serve clients at the same time, which as a consultant one is obliged to do no matter how successful you are on staff. I imagine some people get a little frustrated by having lots of responsibility but not so much authority see that goes between those. Well, i think that happens quite a lot that in not-for-profits where thie asset base is thin, throwing a lot of work at people without consequence. Responsibility is one of the major sources of frustration or as i like to put it, stresses combustible and people burn out, and one of the reasons they burn out is number one. They don’t really control their environment. When you are a consultant, you control your environment, whether you do it sagely or not is another question buy-in environment you mean who you’re working with, what your hours are, how you work, how you build exactly, you want to sit in your jammies and work? You couldn’t do it, it’ll depend, but it does depend a lot on your own self discipline. Five we’re going to take a break. Sure, hank goldstein is going to stay with us. Of course, we’re going to talk a little more about attention deficit disorder as it relates to consulting and other things. So stay with me. I didn’t do anything to get independent thing. You’re listening to the talking alternative network, you waiting to get you thinking. Cubine are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping huntress people be better business people. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic reading learned how to tune into your intuition to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen. Every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics. Politically expressed buy-in, montgomery, taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. I’m christine cronin, president of n y charities dot orc. You’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. Welcome back to the show. Hank goldstein and i are talking about his monograph for the association of fund-raising professionals. So you want to be a consultant, hank let’s. Talk a little more about the personality that it takes because this is this is the first thing you mentioned when i when i said, you know, what does it take to be successful? You gotta have the right sort of personality. So you mentioned risk acre, or at least i guess not. Risk averse. What? What are the risks? Well, several risks are, first of all, getting in keeping clients is one. A second risk is longevity. You’ve got to be able to stick it out on maybe go a while without an income. Wait, let’s, stop there. Go a while without an income. Well, you start up something. If you’ve married well, it may not be a problem. Otherwise coupled. Well, that was my mistake. I see. Yeah. Now i know where you were when you know where you major state where years ago. But the point is, you have to be able to sustain yourself if you leave a job and maybe you take that employer with you. Is your first client? How long will that last? So there is that these days on that sort of a big, maybe two it’s a big you might just be leaving. Ah fund-raising zor staff job, and they have no intention of your first glass so that’s, right? And when you leave the harbour, you think you know where you’re going, but it’s a big ocean and you don’t always you don’t always know. S o i think that’s important in these days providing healthcare for yourself for your family, that’s an expensive proposition on it has to be calculated providing for retirement benefits along the way. So there are a lot of benefits people get when they have staff jobs that they have to replace when they’re on their own. Now that frightens some folks and they take, you know, wake up in the morning and they realized, oh, my gosh, that’s, that’s a big order. Maybe i better just say it. Stay where i am. It may be boring. I may hate my bus, but it’s safe onda lot of people don’t, you know don’t believe isn’t that sad though it well, it depends on the personality no. It’s not sad if you don’t have the personality to be a consultant to be an entrepreneur, to be a risk taker, the worst mistake you can make is if you’re not built for that to go out and try and do it, you’re going to fail and you’re not going to be a happy camper. But then you could s o and this is outside your monograph, but you could then look for another job as an employee has a statue and that night count, boss, absolutely no it’s not outside the monograph. I counsel people that all the time that you know what, you strike me as a really great person, terrific at what you do. But my bet is you would be better off if you’re not happy here. Look for another job is an employee. Don’t try to be a consultant. I don’t think you’re going to like it. All right? What about the attention deficit disorder you mentioned for? Well, that lady d’ya know what i mean by that? Is i i’m a multi tasker. I like to do several things at the same time. And i like working for a client very intensely, but then that burns down, and i’d like to go on to something else. And work just is intensely and come back to the first one sort of the way i do puzzles. So a lot of different juggling. A lot of different things that weren’t so yes, andi, i think that i could do that. I have personality for that. So in my work, that stands me in good stead. But it’s, not for everyone. Some people like to have a single task. Like to stay with it. I have a daughter who’s, a scientist totally opposite from me. She likes to sit in her lap and concentrate on one thing for a very long time. The you also mentioned discipline. Your your time is your own right. You gotta manage it. Right? Your time is your own. You have to manage it. And these days, more people work from their home krauz. And that makes it even harder because there are a lot more distractions for many years. First one, i had a company. Then i sold it. Then i was a smaller company. I’m still a smaller company, but i switched from having an office on fortieth street. Toe working from my loft downtown and i didn’t realize how much of a shift that would be because there’s a discipline in just getting on the subway and going to the office and being in an office, i thought i’d been working at home, on and off forever. I didn’t realize what a big difference actually being near all the time would make, but because i am a really disciplined person, i had no problem taking care of all my obligations, doing everything and still stirring the soup literally because i love to cook so i could handle that, and i know that that’s, not everybody. Some people just can’t do it, they procrastinate, they never quite get to work or they’re too busy shopping online. Teo, pay attention if you feel that you have the personality than what what’s the first step. I mean, imagine you have to have some money to get started. I think you have to think about what you’re earning now and either how long you can go without an income or what, at a minimum, do you need for the first year? And if you’re really conservative as i am in some regards. Maybe over three years, how much would you have to generate in order to maintain a lifestyle that you would feel comfortable with? And don’t make the mistake of thinking that when you work for non-profits as a consultant, you’re unnecessarily going to make more than you did as a salaried person? That’s something we haven’t talked about yet? It is not written that because you’ve become a consult, buy-in you will make more than you did before? No, not necessarily. Maybe if you’re at the lower scales of not for-profit employment, you will, but i see top people who were making two, three hundred thousand dollars a year laid off their very unlikely to make that as a consultant any time soon. Okay, the balance would be, i guess, quality of life, the balance is quality of life, and i think along those lines in deciding whether you want to be a consultant, decide whether you’re going to be regional and sleep in your own bed every night, or whether, like me, you get hives if you don’t get airline tickets twice a week, so this is sort of leading to marketing, which is which goes to the point. You’ve mentioned twice, is different to get in and versus staying in. You’ve got if you’ve got your first one or two clients, you’ve got, you’ve got to keep it up. There are really three pieces that have to be balanced out once you decide that you’re in this and you’re working at attracting clients, some marketing and branding is obvious of obvious importance website and so forth, so so within that you have to be willing to self promote right, you can’t be can’t be a shrinking violet really modest about your ability and what you can learn the value you can add through. No, i think, you know, and i think you need to have a track record that’s why i send people back to the office who haven’t really got the experience or a specialty or whatever. I regard myself as a generalist dahna with a an inch inch deep in a mile wide, and you can consult that way because you can hand off to specialists as need be, but certainly marketing and branding is one piece serving clients, of course, is the most important piece because the first client leads to the second and into the third and so forth, and of course, you have to manage a business and buy-in once you hyre receptionist, you’re a totally different game. Once you have employees, you really are in business, and a lot of folks will tell you that and it’s true, once you have employees, you’re working for them. They’re not working for you so it’s a totally different model than if you’re just by yourself. Bring calling yourself a consultant, which sounds like a way to get started because you don’t have that overhead. Right with hank goldstein and he’s, the author of the association of fund-raising professionals monograph. So you want to be a consultant? Let’s, talk about serving those clients because you made the point. Client referrals are critical and very inexpensive. Way to get the next client, right. Some of the most common way, ninety eight percent. How can you make sure? Oh, is that right? I think. It’s all word of mouth. Okay, i know there’s. Certainly in my practice, right? How can you make sure that you’re going to serve the clients? I mean, aside from having the experience service servicing multiple clients at the same time is a delicate balance it’s a delicate balance. And i think that for me and this may be oversimplified and we only have a limited period of time. I think the most important thing and serving a client is to make the correct diagnosis. The problem they come in with is almost never the problem arika and understanding what the problem is is ninety percent of the solution. It’s when you go to the doctor when she or he makes the diagnosis correctly, that’s most of the cure because then they give you a bunch of pills, but if they make the wrong diagnosis and they give you a bunch of pills, you’re not going to get better. I think it’s the same with serving clients, figuring out what it is they’re actually looking for, whether they understand that or not, and then delivering that that to me is the essence of the practice and that’s above the neck. It isn’t running around looking busy, it’s thinking it through and advising accordingly. Yeah, there are mechanical things to do in their important, but the first thing is to understand what the client really needs. So how come the c suite? People in a. Non-profit don’t understand what their problem is. They talk to themselves. Okay? What do you mean? Well, it’s, easy to too insular. I think very often, i think very often there’s insularity. I think that very often there trying to read their board and deliver what the board expects them to deliver hyre training to the test, so to speak and a cz organizations grow, they developed what i call hardening of the categories and it’s less possible for them to think freshly. One of the great advantages you bring as a consultant is your gut and your enthusiasm and your experience. But most of all, your honesty not to be a nice guy, necessarily. You don’t have to be a bad guy, but you have to be willing to tell the truth. And oddly enough, people don’t always like to hear the truth. If they look fat in that dress, you have to be able to tell them that, and they don’t always want to hear it on dh the they’re often more receptive to that difficult to hear message when it is an outsider who they’re paying a fee to versus somebody on the inside is a staff person, right? I can’t tell you the number of times i’ve been in a situation where someone said, but you know what? I’ve told them that, but they won’t listen to me. They’ll listen to you that’s because you’re outside, yes is very important to have that independence, but got to make the most of it and that khun b o okay, well, forget what i was going to say. What do you mean, make them? Well, you have to make the most of it by being a good consultant. You have to listen, we’re not in listening mode right now. We’re talking, but i’m listening. I know you are, and i appreciate it listening to what the client says help to make the right diagnosis, listening carefully on not just popping off. So when you do deliver a judgment it’s considered even if you i had a hypothesis before and turned out to be exactly right, you try to hear it through before you deliver a sermon about what they should be doing. What did you say your name was? No winkelstein i’m listening gets harder and harder, so the part of what i was going to suggest is that this can also be very gratifying. As a consultant, because you can bring the perspective and there’s a greater likelihood that it will be heated. It’s a great insight that we haven’t talked about that there’s a great satisfaction in helping folks, but you have to also keep in mind that a client has an inalienable right to reject your advice, and they do that about fifty percent of the time. So the best thing you can do is deliver it and hope for the best. Very often, i find myself way out in front of my client on a particular matter, and instead of being either egotistical about it or frustrated about it, you accept them the way they are. You try to bring them along, but it’s very important that you respect their perspective. So even with that limitation is very satisfying to be changing the world let’s, talk about some of the harder side the financial side of this. You said that one of the early questions you get, you can read it in people’s faces. How did they not so much what to charge yet? We’ll get to that. But how do you decide how you’re going to charge for your time? To clients, yes. What i tell people or advised people who are thinking about this question about what am i going to charge? What salary would you like to be able to maintain? Just take a number, whatever it is, one hundred thousand fifty thousand seventy five, whatever it doesn’t matter, add thirty percent for taxes and maybe some benefits, or even thirty five percent. Um, where you going to sit in your garage or in your kitchen? Or you’re going to have an office? What other expenses air? You’re going, tohave. You gonna have to upgrade your computer. You’re gonna have to have new phone lines. Figure out a budget for do-it-yourself when you have all of that done. That’s your base that’s the amount that you have to cover. That’s the nut, as we say and that’s where you that’s where you start, everything on top of that is money that comes into the business. Remember that you have to market it and branded buy-in you have to be able to find clients. And sometimes that means traveling, which is not compensated. You have to spend time writing proposals that are not acted on. You have downtime on you have to. Build into your fee the fact that you’re not able to deliver five days a week, every single month if you have an application rate of seventy or eighty percent that’s sensational. And what does that mean? An application? Right? Well, that means that even in a place like mckinsey, they can’t keep an employee an associate one hundred percent of signed, even a law firm can’t keep an associate or a partner one hundred percent of sign there’s certain amount of downtime, that’s not covered. And you have to build that into your structure. I wanted i asked you because i want to keep you out of jargon jail on this show. We have judge jails in jail. No, i hope i haven’t gone near no. You traded closely. But i kept you out most. Most people i could do that for. Thankyou. So in just a minute or so that we have left all these factors go in to deciding how you’re going toe. How you’re going to charge for your time. Yes. And then you know how much you’re going to charge, right? And then you can divide it anyway. You want you can divide it by day, hour week, however, and charge accordingly, i generally i i prefer a per diem it’s, easy for clients to understand. It’s, easy for me to understand. I was a liberal arts major. I’m not real good at math, so i know that labbate that works for me, okay? Hank goldstein is the author of. So you want to be a consultant for the association of fund-raising professional he’s, also principal partner of the orem group consultants to non-profits hank, thank you very much for being a guest, thanks very much. Been a pleasure. We’re going to take a break when we returned. Tony’s, take two, and then i’ll be joined by jonah, helper of the nextgencharity conference. Stay with me. Dafs you’re listening to the talking alternative network. Duitz are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you 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 sharpe, 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, 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 no. Welcome back to the show. Time now for tony’s. Take two at roughly thirty two minutes after the hour, my block post from last week was separate the juice from the pits. Juicer in a restaurant that i like on twenty third street organic. I saw it and i saw in action and it got me thinking about fund-raising and how you should allocate your time to things that are valuable, the juice and disassociate yourself from things that can be big. Time draws the pits and it’s getting a good number of comments. So that’s what? I want to talk about it again this week, someone sheila bonem sheila recommended. She suggests the daily five that you always make five calls to donors every day, irrespective of everything that’s going on around you. Your goal is to always do at least five calls a day and those other things that could be going on around you. Could the administrative requirements you know, meetings could be volunteers sort of committee work that can take a lot of time, but she always tries to make five calls a day. Two donors toe. And also i think that probably helps ground her. In what her riel work-life needs to be, it could be very centering. I think nancy, in the comments on the blogged, shared her bless and release approach, meaning that you have to recognize when a relationship isn’t going to be fruitful and, as i said earlier, sort of start to disassociate yourself from that person or that relationship could be a corporate relationship to not necessarily individual person. So some very, very good comments on the block this from last week’s post the post again to separate the juice from the pits. Um, your time is valuable and it’s limited and that’s basic message you’re not just going to find time, you have to make it so make it an allocated wisely. And my blogged as always, is that mpg a dv dot com with now jonah helper in the studio. Very pleased that he’s with me. He is co founder of the next-gen charity conference along with our e t men who couldn’t make it today. And jonah is a consultant to non-profits his company is altruicity jonah helper. Welcome to the show. Thrilled to be here. Thank you. Pleasure to have you now. And i want people. To know that this show my show, by the way, it’s twenty martignetti non-profit radio because you’ve forgotten the name of the show that you were listening to, um, we are a media sponsor of the next-gen charity conference, but sadly, yes, you are with you from the first last year, and we’re going with you this year too. Why did you and ari start? Nextgencharity last year short, i was a professional fundraiser for the better part of ten years right out of school, twenty years old started doing it and loved it. Absolutely that i actually my first job, i didn’t even realize it was a fund-raising job. It was called the campaign job, and i thought it was political. I get there, i find out it’s actually fund-raising but but what i what became really my calling was the education piece of this? What happens is if you’ve a donor and you want to get from zero to ten thousand dollar gift there’s an education that happens. There’s a buy-in there’s ah there’s, a riel passion that you’re trying to convey over to this individual getting bought it and that’s what excited may andi throughout my ten years doing fund-raising i began to see a knowledge gap. I saw that the big organizations where i was trained was trained in the jewish federation system. Established been around one hundred years. You know, incredibly, you know, incredibly successful, sustainable organization. But what i found was that became very insular, very kind of focused on on who they were. I’m not really looking outside some of what goldstein was saying earlier. Precisely. I definitely identified with that on dh. You know, being young, definitely the federation system. I was on the news on the young end of the spectrum, i began to realize that the big organizations were not looking outside of their usual peripheral vision on does great things to be learned from all people. In fact, everybody does some things right. And if you believe that to be the case, if your antennas are up, you begin toe look, successes that happened outside of your organization, or even your industry, or even outside of the non-profit world. And, you know, being somebody who is constantly looking toe learn, i felt that there was this need to develop something that would be built around ideas, you know, and then ultimately became a conference around ideas my men ar e he was on the committee of mine when i was working for a special needs organization. He was there very vocal kind of that loose cannon on the rolling deck spoke his mind was very opinionated, but a lot of the same things that we were a lot of the same issues that we had in the nonprofit world. We realized that we have this common interest to see this education happen and kind of over a falafel or swarm on whatever it is. It was almost like that cliche, right? The business model on a napkin, and we said, we can do this. We were inspired by other conferences, but like the ted conference or gel where they were built around ideas, they weren’t built around certain institutions. It wasn’t just for fundraisers or wasn’t just for marking people wasn’t just united ways it was basically, if you have something innovative, something is game changing. We invite you to come and share that, whether it’s on stage, you know, whether you’re one of our successful presenters and you get on station share that or even in the audience. I mean, we have great, great audiences with people from all over, from startups to meet major marquis names. And they have a lot to learn from each other as well. Now, i am disappointed that you didn’t know that between short on dh, full off. Now. I’m very one is a deep fried, and the other could be lamb or chicken. So you mentioned ted in jail that next-gen is based on those models? What makes next-gen a different type of conference. Okay, so the conference that most people are familiar with is the type where you may have a general session with some big flashy name that would be like a draw, you know? Wow, they no one, you know, keynote for the day, the plenary session precisely, and sometimes that person has some real value to add and sometimes it’s purely the name. And then most of the conference is built around workshops, workshops to teach you how to be a better fundraiser, better market or better, you know, keeping employees happy for whether it’s middle, middle management or wasn’t where, whether its executives, that idea is to train them and have them in these workshops, and that happened throughout the day. The ted model andare model is to just have short innovation, innovative or game changing ideas shared on stage, like a broadway experience where instead of having workshops it’s that kind of general session or the keynote session, we’re taught where presenters speak on ly for up to eighteen mini snusz because that’s pretty much persons attention. Span. Oh, so that’s the longest long longest will hear a speaker is eighteen minutes exactly. And in fact, that speaker has a countdown clock on there on the stage. The countdown accounts down from there a lot of time so they know exactly how long they have. And for these presenters, these are people who have successes. Some are big names and some are not. But they have something that will really change the face of philantech. This is what you said earlier. Everybody does something. Well, precisely. Maybe some of us do most things well, but everybody does something well. And so you found what? People’s niches. Andi invited them to speak. It’s definitely curated. I mean, we we we we have a lot of focus on making sure that it’s the right person on stage, they obviously have to be eloquent and be able to convey their idea. There’s a lot. People of great ideas but may not be right to convey it, but at the same time, we want to give people a certain but a little bit of focus. Even though it’s not workshops, we want to unite people. An idea that they’re going to. Get something specific out of these presentations, so the theme the arc of the day this year is educate, inspire impact so educate focuses around the education system, but also about how knowledge and powers our decision making on about how constantly having your intent is up makes a world of a difference. I mean, a lot of us take that for granted, but if you’re not if you’re kind of in your tunnel, if you have that tunnel vision and you’re not looking around you, then you’re not in a learning mode. S o, you know, educate is one one aspect, and then we have inspire, which is, you know, anyone who gets into this business in philanthropy come in and come into it with great deal of passion, you know, my father is a partner in the firm, right? I’m sure unless it’s in the rules that, you know, children can’t work for the family, but the business for the partners, that would be something i could easily get into our investment banking. I mean, if i’m a good fundraiser from good at raising capital for non-profit, i might be good at raising capital for a hedge fund. And a lot more money to be made over there, so people who get into this line of work are doing it for a bigger reason than the paycheck s o they get into that, but when you start getting down to the nitty gritty and you’re dealing with the paperwork and you’re dealing with all the, you know, the more monotonous aspects of fund-raising or development or whatever you’re doing in the organization, you need to kind of really reignite that passion and remind yourself why you’re doing what you doing so that the inspire pieces there as well, and then the last one is impact there’s a great deal emphasis nowadays on accountability for organizations to say, you know, we’re going down this route, and we have measured reasons for doing it. Labbate a lot of every organization has noble aspirations for what they’re trying to accomplish with our mission, but i believe it’s, melinda gates who said it’s bowling in the dark, you maybe bowling for those pins, but if you’re not, if you don’t know where throwing you might not be being, you know, as effective as you can be, so we definitely have a focus. This year on the impact component as well and and what that means for the organisations in attendance, there’s a lot of conversation in the non-profit community about impact of i’ve had ken berger on ceo of charity navigator talking about impact and outcome measurements had an author of the non-profit outcomes toolbox on talk about the same thing, so impact of of the three i know that impact is a lot of what i’m hearing in the absolutely absolutely absolutely so so how many speakers they’re going to be on a two conference it’s amazing, you know we have right now, i think sixteen or seventeen, we always end up getting a couple aa couple late stragglers people kind of want to see how it all looks and then say, okay, i’m interested in doing it. It’s it’s a numbers game like in fund-raising we have our wish list, we ask our wish list and plenty them say no, but the ones that say yes, we celebrate in the office and ones that say no is just one more no before yes, we’re going to keep pounding them so the audience is going to see roughly eighteen speakers eighteen to twenty three bodies in the same argast ditore, iam speakers just come on and off the stage, you expect the theater. It’s it’s actually properties to the tribeca performing arts center. So it’s it’s, where they do the tribeca film festival, it’s, a it’s, a it’s, the real deal outstanding. My guest is jonah helper, co founder of the nextgencharity conference. We’re going to take a break, and, of course, john will stay with me, so i hope you do, too. Talking alternative radio twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. This is tony martignetti aptly 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. Do you want to enhance your company’s web presence with an eye catching and unique website design? Would you like to incorporate professional video marketing mobile marketing into your organization’s marketing campaign? Mission one on one media offers a unique marketing experience that will set you apart from your competitors. Magnify your brand exposure and enhance your current marketing hyre your services include video production and editing, web design, graphic design photography, social media management and now introducing mobile marketing. Their motto is, we do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com. Told you. Lively conversation. Top trends, sound advice, that’s. Tony martignetti, yeah, that’s. Tony martignetti non-profit radio. And i’m travis frazier from united way of new york city, and i’m michelle walls from the us fund for unicef. The nextgencharity conference two thousand eleven is november seventeenth and eighteenth at the tribeca performing arts centre. You could get information registration, but next-gen charity dot com. My guest now is jonah helper he’s, cofounder of the conference. Who are we goingto see among these eighteen speakers coming across the theatre stage? Sure. All right, so some of them are big names. Craig, you mark from craigslist, who i believe was on your show was a guest on the show. Yeah. Talking about then he was talking about craigconnects. Okay. So what’s he going to focus? Well, obviously, craigconnects is one of his more recent projects that he’s doing he’s. I believe it was insider information, but i believe he is doing a talk on customer service. He kind of views himself as a customer service expert. And he has some really, you know, creative and resourceful things to share a two conference. And then we have other individuals, like dr peter diamandis, who is the founder of the x prize foundation. That is the foundation that gives big pools of prize money towards certain campaigns of innovation. So they want to get private spacecraft into space without, you know. The use of, for example, nasa, but to rely on ingenuity and teams a big pool of money, whoever could get into space, you know, fulfill a certain number of criteria and come back down, you know, alive and safe and that’s one of the projects that they’ll fund if they’ll find that they do something built deep sea exploration, their board is incredible if you look at their board, i mean it’s it’s, larry page from google and it’s james cameron, the director, obviously has the deep sea water thing don’t for him. It’s it’s, a real he’s got incredible board and so he’ll be talking at our conference about, you know, pushing innovation. We’ve got marc ecko who’s, a famous fashion designer echo unlimited here in new york city. Ah, he is a champion of ah breaking through bureaucracy he’s incredible, incredibly talented at spreading the word and also rattling the cage. He did a couple things definitely just google his name and see what he did to air force one. I’ll leave that as a teaser for you. How is his last name? Spelled e c k echo. Hey, is he has an organization on called unlimited? Justice that is, that mission is to stop corporal punishment in class and believe it or not, in twenty or twenty two states in the us, it’s still okay to hit a child in the classroom? The same states it’s it’s illegal to hit a prisoner in the prison system, but you can smack around a kid on dh that would sound like something that would be easy to change, you know, go to the you know, whatever it takes, we’ll go to the powers to be in the city in the state and say you can’t hit kids but it’s not so easy. This tremendous bureaucracy and he’s already gotten two states to change thiss wanted to put in a ruling to effect a law into effect that you can’t hit hit a kid in the classroom. So he’s another person who’s presenting we definitely have other unconventional ones. Teo neil strauss, famous journalist for the rolling stone magazine hey also wrote a book called the game, which is for for ah kind like the bible for how to pick up women he’s b he became the number two pick up artists in the world he was under taken. Under the wing from the by the number one in which for so we could write this book, he wrote this book tremendously successful, and we’re having him talk about how to seduce your donor. Oh, excellent, yes, it is interesting because you can go to a conference here in here from a gazillion fundraisers or consultants on how to fundraise. So we thought, well, how do we approach is from a new direction, you know, it’s about relationships and fund-raising about relationships and why don’t why don’t we have somebody? Who’s, an expert on relationships in a kind of a sexy, offbeat way? Give a talk, you know, to that end so definitely you can go online, see the full roster that we have, and we’ll be adding a couple more between now and the conference in november seventeenth. So, you know, we’re very excited with our ostro’s here, all right, and it’s eighteen to twenty speakers on that first day in november seventeenth and then what’s the second day eighteen okay, so the second day is very not traditional for unconference most conferences have predetermined workshops, you select rich which workshop you want to attend, so between the nine and eleven hour in the morning you could choose between four or five different topics sometimes, you know, i don’t know which one to go. This is very different. This’s calling unconference or open space. The model isn’t isn’t created by us, but it’s something that’s still not heavily adopted in the conference world. We’re basically attendees come no pre assigned agenda no preassigned workshops, they come and basically it’s a new agenda developed by the people who comes. So i get to the room and i say, okay, you know, i’m having problems of my organisation with donor attention or another person comes along and says, i’m trying to get volunteers how do i get volunteers? They come into the room big ballroom, big giant like three m giant post it notes they can write their issue and different a lot of areas in the room, they can post their issue, and then people congregate. Either they have answers, or they might have similar questions, and they can network around those issues. So it’s kind of organized chaos where where they come in and they and they get the solutions that they need andi network on a high level you know, we’ve all been to conferences with networking the conversation khun tend to be very superficial. You know where you’re from when you go on home. What did you have for breakfast? This is networking in its finest form it’s around the issues. And so do you know how many issues will you’ll be able to accommodate what we have? I believe we have the ability to accommodate ten issues at a time we have in the big bar and there’s these ten pillars which kind of create these natural pockets for people to congregate around. And we’re gonna let people post their their issues around these areas. We wanted to be organic. We want people to be ableto get the solutions that they need. And we’re not going to try to put a square. You know peace in a round hole. We want to give them the ability to say this is your programme. This is your agenda. This is your networking event. Get the solutions that you need, not the ones that we think you need. And how many blocks of time do you have allocated, teo? Ten topics per block. So? So basically the you know, the whole of the second day the conference, which actually is at the broad street ballroom, which is about a mile away from the tribeca performing art center, which is on day one, the broad sea ballroom wait, we’re going to be in there from nine a m to one p m and so the first two hours is going to be focused on this this unconference a smile where people can write their issues the second two hours with lunch in between is going to be industry round tables. So if you are in the health, carrie, you know, area of philanthropy or if you’re in education or if you’re in sciences or the arts, whatever it is, you can network with people in your industry so instead of it being a random experience at another, not another conference, you’re able to congregate with other people who are in your areas of expertise and then have these, you know, with these around table captains or hosts from the attendees lead the discussion with that with that round table group in each of the you know areas and the conference is the next-gen charity conference it’s november seventeenth and eighteenth with the second day being an unconference it’s ah, at the tribeca performing arts center on day one and jonah what’s day to where’s the forty, forty one broad street is the broad street ballroom. You could get information about the conference and registration at next-gen charity dot com. And as i said, this show is a proud media sponsor. You have one more thing to absolutely, you know, because you were one of our earlier doctors. Well, you know, we’ve made early adopter discounts available to attendees, which are no longer available because you were an early adopter. We want your audience and your friends and your colleagues to have that early adopter price. So if use the tony radio as a discount code, check out, you’ll take three hundred dollars off the price, which isn’t available to anybody else. Can i block that? Absolutely. Tony radio. Tony radio. Any idea? Check out. Excellent. Thank you, jonah. Thank you very much for being a guest. Andi, i also want to thank hank goldstein next week. It’s going to be year end giving tips. That’s going to be the subject. But i don’t know yet who the guest is. Going to be so if your ah fan of the show on the facebook page, you will find out, but that’s going to the topic next-gen next week, you’re in giving tips, and then scott koegler, our regular tech contributor and the editor of non-profit technology news is going to share the latest in tech for your shop. Keep up with that’s coming up for pete’s sake. Sign up for the insider email lorts on our facebook page. It’s, facebook dot com, of course, and then the name of this show like us click that like button you can listen live or archive you’ve been listening live listen archive it’s on itunes every show is archived there. Find our itunes paige at non-profit radio dot net the creative producer of tony martignetti non-profit radio is claire meyerhoff line producer and the owner of talking alternative broadcasting. His sam liebowitz and our social media is by regina walton of organic social media. Help you be with me next week for talking altum at talking alternative dot com the show tony martignetti non-profit radio always big non-profit ideas for the other ninety five percent next friday one to two p, m eastern. Well. Think think, think, think, think, think, think, think. You’re listening to the talking alternate network. You waiting to get a drink? Cubine duitz looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie allison as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen 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. 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. Shock a neo-sage tuesday nights metoo eleven easter for the ivory tower radio in the ivory tower will discuss what’s important to you society politics, business 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. Sure you’re neo-sage tuesday nights nine to eleven new york time go to ivory tower radio dot com for details. That’s ivory tower radio dot com for the average, our is a great place to visit for both entertainment and education listening tuesday nights nine to eleven it will make you smarter. Do you want to enhance your company’s web presence with an eye catching and unique website design? Would you like to incorporate professional video marketing mobile marketing into your organization’s marketing campaign? Mission one on one media offers a unique marketing experience that will set you apart from your competitors magnify your brand exposure and enhance your current marketing efforts. Their services include video production and editing, web design, graphic design photography, social media management and now introducing mobile marketing. Their motto is. We do whatever it takes to make our clients happy. Contact them today. Admission. One one media dot com. Talking.

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050: Engaging Generations X and Y – Tony Martignetti Nonprofit Radio

Posted on July 19, 2011 by Nonprofit Radio

Tony’s guests this week:

Sandra Lamb of Lamb Advisors
Leslie Goldman and Casey Rotter of the US Fund for UNICEF

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

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Good afternoon and welcome to the show. This is tony martignetti non-profit radio, and i’m your aptly named host tony martignetti we’re always talking about big non-profit ideas for the other ninety five percent, and last week was no exception we had the morning after the big event, three guests explained how best to follow-up your events and why it’s important to include follow-up plans in your pre different preparations? That was a recording from fund-raising day in june in new york city, and the second segment last week was giving us a two thousand eleven report we had holly hall features editor from the chronicle of philanthropy, talking about her concerns from last year’s report and how they were answered in this year’s report, and then bob evans joined me. He was fromthe e-giving yusa editorial board, and he shared some important conclusions from the report this week. It is partnerships, joint ventures, mergers and acquisitions. Sandra lamb of lamb advisers talks about collaborations of all kinds between non-profits where they write for you, when should your board be talking about? Um, how do you decide what organizations to collaborate with? And what is the process for doing that? Then engaging generations x, and why leslie goldman and casey rotter from the us fund for unicef will share their expertise on the subject there, both in those generations. But we don’t know their ages for sure. On all of thiss weeks, guests are from fund-raising day conference in new york city last month. Those two segments will be after this break. Stay with me. You didn’t think the tubing getting ding, ding, ding, ding cubine you’re listening to the talking alternate network to get you thinking. Nothing e-giving duitz are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s, create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com duitz looking to meet mr and mrs wright, but still haven’t found the one. Want to make your car relationship as fulfilling as possible? Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker of seen it all, please tune in and call as we discuss dating, relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. Talking alternative radio. Twenty four hours. Hyre no, this is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven, we’re in times square in new york city at the marriott marquis hotel. My guest now is sandra lam. She is president of lamb advisors. Her conference seminar topic is share the wealth creating and funding winning organizational collaborations sandra, welcome to the show, thank you very much. Tell us about lamb advisors first, you have interesting niche in in working for non-profits absolutely my niche is working with non-profits on mergers, acquisitions, collaborations, partnerships, lots of words we can call it consolidations, strategic alliances and your seminar topic is creating and funding these alliances. I would guess start with how do we know when we need some kind of a partner in a smaller midsize non-profit how do we know my my thought is that it’s a good topic of conversation to have at the board? Because you’ll find out, as you have that conversation that’s strategic alliances are part of ah portfolio of strategic initiatives that aboard should be talking about at all times. Ok, so there are this is not because we’re not only talking about mergers, but taking someone over or being you know, it doesn’t have to be the end of the organization, this could be a very friendly partnership, so absolutely in fact, when you think about it, they really have to be win win partnerships, they’re both both agencies have to find find reasons to want to be working together in a closer relationship. And so then again, the audience for the show is small and midsize non-profits how would ah on executive director bring this topic to the board? How did they convince the board that this is something that should be talked about? Ongoing? I would advise an executive director to talk with a chair first and begin the conversation there with the executive committee, and then i suppose i would advise her to hire someone like me to work with the board because my experience is most most boards don’t initially think of this as something they want to get involved with. That’s not true all the time, but it’s often the case changes, changes difficulty. Why do we have to change why we should think about joining forces with another non-profit so it does help to have someone like third party facilitator to really begin. Working with the board on the advantages and disadvantages of such a such a combination. Okay, what are some of the advantages of a partnership? A major advantage is it is a way to grow the mission of the organization, grow the mission. And i want respect through a partner who brings more clients, brings a geographical spread, brings even new sources of funding possibilities, brings real estate space. That might be important, but just to grow the impact of what the non-profit is currently doing. Okay, is there a committee on the board where these conversations should start? Maybe after the executive committee, where where would where were the conversation go? Well, i would say after the executive committee, it’s, a conversation the full board should have. Now, i will eventually work with a smaller committee of the board on a much more frequent than regular board meeting basis. But at this point, it’s a it’s a really a full board conversation. Okay. Strategic conversation about the future of the agency, which ought to include thinking about murders. Well, mergers. So we have been talking about partnerships before. So what does a merger look like? All right. The merger? Merger zoho word that has lots of different meanings. I use it just to talk about any kind of a coming together of two non-profits to form a closer relationship which benefits the mission’s about. I used the word murder for a very simple reasons. It’s a short word and many of them were. And its many of the words that we used to come together in a closer relationship are long and are cumbersome and our stuttered over. So this was a short word that says two non-profits air going to form a closer relationship. Okay, and neither one of them sacrificing their identity? Not necessarily in some cases, yes, but not necessarily. Okay, so let’s, talk about the where the board is considering something friendly, bringing in a partner that does have some of the advantages that you suggested, maybe more space or more clients or geographic breath that the the organization itself does not have. How do you go about finding the right organisations? Toe look out to reach out to after after the board has decided. Okay, let’s do ah, but let’s let’s look beyond ourselves. How do you start knowing where to look? Okay, well that’s that’s, a research phase and i start real close to home. I talked to the executive director, the senior staff and the board members. They may they may know some other organizations they admire or that do the same kind of work they do, and they may know other board members on this board so you could start right there. But then you spread out and look att websites look att similar mission organizations look, a umbrella organizations look, a government organizations that work in the same area found most foundations will have lists of their grant by issue area on their website, and you can see where foundations air funding, similar types organization so it’s a typical market research to get a long list of of potential partners and then begin to narrow that list down by by eliminating those that don’t fit the kind of criteria that the board and i have put together that was necessary. Okay, so this is still in the research phase. You haven’t still reason haven’t reached out to any of those organizations on your list yet. That’s right? Ok, so not so different really sounds like from unemployment from hiring perspective. From your you’re doing research star, search it’s. The same kind of thing. You have a description of it’s, not a job description, but it’s. A description of what who you are and what you want in a partner, and what that partner may want in you. You know, you’re buying and selling, as i often say. You’re listening to the talking alternative network. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you, too? He’ll call us now at to one to seven to one eight, one eight, three that’s two one two, seven to one eight, one eight, three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police crawl are said to want to nine, six four three five zero two for a free consultation. That’s lawrence h bloom two one two, nine, six, four, three five zero two. We make people happy. Hyre 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 geever metoo and let’s talk about that. What? What you may want so it’s going to be critical to establish i would think goals what’s the what’s, the objective where what we’re trying to do with this partnership? Exactly, it is critical and you have to know what you’re looking for and what we’re shopping, and you have to know what you want to buy, right? And so the kinds of things we talk about our with the board and with the exec director are where where do we have needs? What are our weaknesses? You might say where where would we like to improve? So we could improve delivery of our mission, and this could be anything from we need better office space or better programming space to we need to have other diversified funding streams that maybe we could be introduced by another by the partner to, uh, we need to we need to just fine some place where we will have a more stable future outlook, a larger organization within who was umbrella, we can have a more stable outlook. Ethan annual particularly is true an annual smaller non-profits and the annual push to try to balance that. Budget, raise the money and survive. So there are lots and lots of reasons that non-profit might be looking at another non-profit too, to merge with and so after we’ve done the research and pared the list down to ah, a short list who? Well, i’m assuming the next step is starting to reach out to the potential partners exactly who does that? We i always work with kayman the boardmember and the executive director i try to work at a high level is possible. I occasionally will make cold calls myself if no one knows someone on the other side, but we really try to find a connection within the agency to reach out. And there is a script i write the script, which on the phone call goes out, yes. So now this is the interesting part. I’m interrupting, but who makes? I mean, when the first call comes, we’d like to be your friend. Or you know how, tio, how do you script that you’re calling your cold going of a strange organization? Or maybe you know of them, but they don’t know you. How do you make that first contact? What does it sound like? That’s? Assuming that the person that we have calling out knows that other person or or or has a connection of some kind, it may not be direct knowledge, but khun drop a name of knowing that usually goes like this. You know, i’m on the board of x and we’re thinking about our strategic alternatives, and one of the things we’re thinking about is entering into a closer relationship with another non-profit where we we could both benefit from that relationship. This is a terrific organization with a wonderful model of service, and we think it’s something that might be valuable to for you to consider. Can we sit down and talk about it for a few minutes? But you’re trying to get a meeting is trying to get a face to face i’m very tactful, i wanted face to face meeting and almost most people will say, sure let’s, let’s talk, let’s, let’s explore and that’s really all we’re asking in that first meeting exploratory meeting and that would be a meeting with the executive director and you ask for a boardmember or two to be present for that first meeting? Yes, if possible. Yes, i’m with sandra lam. She’s principle of lamb advisors at fund-raising day two thousand eleven her conference topic is share the wealth creating and funding winning organizational collaborations we’ll get to the funding part right now. We’re talking about starting to create them. So you have the initial meeting, then with board member or to an executive director? What are you looking for? What what’s? Your objective in the first meeting. Well, you always want to end the meeting with next steps, bond. So the next step would be to say, look, this has been a good meeting. Let’s sign a confidentiality agreement each way. Mutual confidentiality agreement exchange cem information which would not be in the public domain because presumably, we’ve researched everything in the public domain. So this would be confidential and let’s, let’s. Learn more about each other and continue the conversation. That would be the next. Okay, um, at this point, red flags that would lead you to believe that because you’re talking to a few organizations now, this is your short list. How do you start to get narrow down to that one? What kind of things bother you about some that would lead you to say let’s? Let’s. Drop them from the conversation. Well, first of all, some will just fall off because they won’t. They’ll decide that they’re not interested in us. So marsh art list of its five to ten it’s going to cut cut back a little bit, probably even after that first meet on its own. Yeah, but then you’re looking, you’re certainly looking for mission fit. And if you have misinterpreted the mission fit in the course of your research, that would be one reason and the big the big reason would be financial if you start seeing that that the other organizations financial picture is not as you expected. And one of the things that confidential information permit you to do is to see maur in depth, the financial situation, oh, and past that, you know, if you’re looking for let’s, say, you’re looking for leadership, you’re looking for an executive director and you find well, first of all, that that wasn’t a particularly encouraging part of the conversation. And second of all, the culture is so different that we really have trouble with my staff getting them getting them into this other culture. Culture is critical, right? Very critical. We we see a billion dollar fortune, one hundred companies with failed mergers or, you know, less than less than the results that are promised to all the shareholders on the day that everybody’s shaking hands and because they just didn’t fit from from a culture percentage, the organizations were very different, you know, the people are very different, and we’ve just seen that recently in the financial crisis way have and so what is your role in and at this stage of the process? Well, i’m i’m daily guiding this conversation that is going on, providing information, analysing information, coaching the executive director and the board on the next steps from the very minor tactical to the very major strategic moves that were making during the course of this transaction. All right, we’ve narrowed down to one wait, jump again, ok, we’ve gone down from five to ten, some fell off. We’ve decided that the other the remainder is we don’t need or they’re not appropriate. I should say it that way. We’re down to one. How do we how do we say you’re the you’re the you’re our choice? Well, by this time, we’ve learned a lot about each other. And we’ve learned what each thinks it can provide to the other remember, this is a win win, so we both have to win. So at that point, i’m usually drafting a memorandum of understanding i’m not a lawyer by training, but i do this in non legal ways, a memorandum of understanding and agreement. What letter of intent, whatever word you want to use, the point is we’re putting on paper the understanding of the two parties, that sort of high level this is general principles of a little more detail than that, okay, yeah, it gets into gets into what again, what we expect and what they expect from the relationship pre nup. Okay, okay, and that takes us into a phase of negotiating on dh making you always find out that you’re understanding wasn’t exactly like what the other person’s understanding was, of course, so so we’re in a stage of of clarifying on negotiating on dh about this time a lawyer is very helpful because then we’re really getting we’re we’re moving towards the point where we actually have a written agreement that a lawyer has blessed that that describes the relationship that we’re we’re trying. To form. Okay. And how do we, over time, make sure that the relationship is working, as both parties had intended winning for both sides as we go a year, two years, three years into the collaboration how do we assess the success of it? So we don’t end up like the multi billion dollar fortune? One hundreds? Well that’s critical and difficult. One of the ways to do that is board members from each organist nation constitutent board of the combined organization. So you have boardmember sze watching over the who know what’s in the agreement and watching over the execution and the impact of what they’ve done. If it’s a full merger that one of the organization’s essentially has been merged into the other, there isn’t a lot of legal way you can. You can there’s much. You could do it and why it can be. But if it’s aah looser a filly of your partnership around a program, you can end that at any point. It’s just simply not working. And you want you can unwind it. Should your agreement specify benchmarks for success between this supporting let’s say it is a partnership around a program is it worthwhile to put that into the agreement? Yes, it is. It could be in the agreement itself so that when if there is a falling out or an unwinding it’s very clear that certain benchmarks that were expected have not been made, it should make the unwinding a little less painful. Okay, i was thinking that would set expectations at the at the outset. Okay, that’s creating the creating the partnership was talking about funding it. That was the other part of your workshop here at the conference. How do we fund the issues around funding? Well, the issues around funding are primarily it’s, not cheap, and it takes oppcoll and it takes resource is from each agency, both cash resource is and indirect just time of people working on it, which is a cost, and we’re still on a stage. I believe where the of the foundation world is not yet funding that many of these of these mergers. What we talked about is that if you’ve got a relationship with a good room’s, strong relationship with a foundation already dahna this is capacity building money we’re looking for, and if you’ve got that kind of relationship with that agency, that foundation that does that kind of funding, i think you’ve got a good shot at getting getting agency funding, getting foundation funding, but by-laws i will tell you, it’s, not not every foundation will will step up from the side, you know, so so it can’t be self-funding then it’s not likely toe proceed, then it is far more difficult can’t be self-funding there are some community organizations that make community trust organizations, and there are some there are some groups that some foundations that do this kind of funding there’s one particularly i might mention called sea change lode star, which is a national funder of mergers on dh they they’ll consider once the two ncis where we are in the process. Once the two work together in terms of deciding they wantto proceed, they will they will come in and take a look at it. If they think the merger makes sense, they will fund about a third of the cost in-kind they look, they’re looking for a couple of additional foundations to fund the other two thirds generally rule of thumb. The name of that organization was sieges in the s e a change. Sea change lode star l o d e s t a r center lamb is principal of lamb advisers hyre fund-raising day two thousand eleven conference topic is share the wealth creating and funding winning organizational collaborations. This is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven at the marriott marquis hotel in new york city. Sandra, thank you very much for being against my pleasure is pleasure to have you there wouldn’t be anything, do nothing, e-giving duitz you’re listening to the talking, alternate network duitz wanting to get into thinking. E-giving cubine duitz looking to meet mr and mrs wright, but still haven’t found the one. Want to make your car relationship as fulfilling as possible? Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. Talking alternative radio 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 do you want to enhance your company’s web presence with an eye catching and unique website design? Would you like to incorporate professional video marketing mobile marketing into your organization’s marketing campaign? Mission one on one media offers a unique marketing experience that will set you apart from your competitors, magnify your brand exposure and enhance your current marketing effort. Their services include video production and editing, web design, graphic design photography, social media management and now introducing mobile marketing. Their motto is. We do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com talking. Metoo welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven at the marriott marquis hotel in new york city and my guests now are leslie goldmen, senior director of major gif ts for the u s fund-raising assef and casey rotter, manager of unicef’s next generation also with us fund for unicef. Ladies welcome. Thank you. Thank you. You’re working to engage young professionals. How do we define young first, casey? Well, generations x and why, but we specifically narrow that down to between the ages of twenty one and forty. Okay for unicef. That’s twenty one to forty. Leslie, why don’t you start us off? Just generally, how do we engage that twenty one to forty? Set? What do your general principles? Sure for us at the u s fund-raising major donors so when we’re engaging generations x and y, our mission is to engage future major donor so those who can give individual gifts now or hopefully in the near future and just how does units have to find major gift? Sure for us, that’s five thousand dollars or more so some of this group can or does give significantly more than that and others work hard to engage their networks to give it that level. And so we’ve formed a steering committee and e-giving circle and five labbate committees that really allow twenty one to forty year olds to get deeply involved with unicef. Okay, you mentioned gen x and gen y now on tony martignetti non-profit radio we have jargon, jail. There may be some people who don’t know what gen x in general. So why don’t we case you want to define those gen x and general i please off the top of my head generations lima jen a member of generation? Why so proud, member? I think i mean, i think they’re actually now between the ages of sixteen and maybe thirty, okay, but for obviously for the us fund, for unicef’s purposes, we brought that to twenty one to thirty, and then i believe generation lie off the top of my head is thirty two forty think forty six that’s other technically defined, so we we’ve decided to focus that, but this group is generally mobile. They’re well connected, they’re committed to humanitarian organizations. Many of them are extraordinarily well traveled. They care about the world at large, so for unicef, there important prospects for us to engage, and they also bring a lot of passion and commitment to something that they become involved with. So when we looked at filling our major gift pipeline, this was a group that we felt was important to engage now, because when you engage young people in an organization, as their philanthropy go grows, we want that to grow with our our own organization now, certainly, the web is critical, teo twenty one, toe cultivating twenty one to forty year old major donors. But let’s, start elsewhere. Is there? Is there? Is there other strategies outside the internet that are cultivating twenty one to forty year olds? Go ahead, leslie. Oh, sure. I think that for us we started with a very active core of friends of the u s funds. So what we wanted to do was to bring them together so that they could be educated about the us fund, that they could feel like they were making a difference. And that they feel like they were bringing their networks together. So that’s, where our steering committee. How are you, casey? How are you bringing them together? Well, we hold. Steering committee meetings and then we hold programmatic receptions and events on dh then we also have smaller subcommittees that kind of narrow in on specific areas, whether it’s events or social media, and they give up their time that way. Let’s talk about good you want to make a point before you were asking how we fund-raising pacific lee from them besides webb on, and one of the ways that we found to be really successful is that we have the group, the syrian committee with thirty members who study different issues that are affecting children and choose to fund specific projects s o that we as an organization have many different proposals in different areas of our work, and so they’ll vote on a proposal to adopt, and then it will have a specific goal monetary goal in a specific outcome as well. And then the group so votes on that and then a book fund-raising for that committee it’s the committee deciding on their own, you’re really empowering the young volunteers, letting because they’re gonna have the most passion for something that they’ve decided they want to do, right? One hundred percent it’s been something you forced. On them, yeah, it’s been really successful not only as an education tool, but as a great fund-raising tool because it encourages they have a sense of urgency and then also a sensitive buy-in that they ownership over that specific project, yeah, sure, the first project that they raise funds for it was called project sprinkles in guatemala and that’s providing micro nutrients to children in need. And because of the success of that project, we were able to take the steering committee down to guatemala to see firsthand what they did. And so, in terms of, um, making them understand the mission of unicef, how we actually accomplish our work on the ground and allowing them to tweet, to block, to hold events, teo, get their friends together. That trip was really essential, and that all came from this project focus where they’ll choose a specific focus, and i think it’s important for people to recognize that your organization doesn’t have to bring people to guatemala, you could bring bringing them to fourteenth street in manhattan if that’s where you’re doing your work well, you’re bringing them and showing them right. Exactly, and i think many other organizations probably. Haven’t easier time than that. Then we do where most of our programs aaron in developing countries. So we try to be kind of experimental and innovative into how we and bring the field to them. Well, so we so often have conference calls with are you with our field staff in the grounds that they’re working in or whenever they’re in town? We hold receptions, more education, mission centric education program? What do some of the events look like that you might host, maybe more social events? Eso if an organization wants to engage his twenty one to forty group, what should they be thinking about in terms of events? Well, specifically, we have two fund-raising events each year, and then we hold smaller cultivation receptions as well that her more program focused, but our two fundraisers with ticket prices are a masquerade ball in the fall, which that kind of embraces augments are current existing campaigns with unicef, which is triggered treat for unicef is a big program we have so this age group wanted to add to that, and they did a masquerade ball that kind of celebrates trick or treat for unicef. But for these the specific age groups, and then we also have every year we have a photo benefit where we’re showing photos from unicef’s work in the fields and that’s ah, usually at an art gallery, so it kind of gets more of the different set of people to attend and there’s more education and program integrated into that so they learn while there, viewing the images, and then all the images are also up for silent auction. I’m going to guess that the twenty one to forty year olds don’t react too well when they’re told what the organization would like them to be doing. And so that goes back to the point you made earlier about having them decide on their own what a committee is going toe. What committee he’s going to take on a priority? Yeah, and what? And one of the things that they felt was important as we were building out unicef snaps generation was this educational component, so they’re invited toe lots of events. They’re invited all sorts of social networking events for all sorts of organizations, and sometimes he’ll come to an event, leave an event and really not quite no what organization they were. Even benefiting so, the steering committee felt it was really critical that the programmatic aspect of unicef be part and parcel of everything that we do. So for example, this photo exhibit has a big educational component, so we’ll have a wonderful photos from the field from unicef’s work, but also facts next to each photograph of something that children are enduring an area that that photograph is taken, for instance, and our steering committee is exceptionally well versed in unicef’s work. So throughout any of these social events, well, here, very rich conversations with their friends about believing in xero that xero children dying of preventable causes, which is a huge mission of unicef and, you know, other other fantastic conversation, so they’re well educated, but they’re also willing to be a thes very social events and taking that mission out there for and every single thing we’ve done is has their buy-in and they feel ownership over that these two events that we do each year came out of their ideas in their brain storming and so that really buy them driving them, you know, it gets them motivated and wants tio they then they bring in their friends and they attend, and they feel very passionate about this project. You hear a common theme about empowering them, having them decide what the what the priority is going to be, and then they’ll be so much more passionate about it. Exactly. And then there’s philantech people grow with us as well. Now, leslie, did unicef do research to find out why young people were leaving events and they didn’t know what they were supporting? Actually, i’m not sure if on that, but on the research side, casey actually has her master’s and fund-raising from gnu and while she was there so heimans center, of course we have guests coming later. Doug white. You know, douglas isn’t okay. He’s been on my show and he’s gonna be on today too. But he’s been on for a full hour talking about one of his books now that’s cable casey’s thesis was on engaging generations x and y in the life of non-profits. But at the same time, she was working in the gift planning department at us fund-raising as a case study for her thesis. And exactly so the research comes right from one of our vario. And so then she was able to craft her own job description, using all of this fantastic thesis research and use that teo craft. This great program, that’s. Great repurpose ing of your of your pieces, turning it into a job. Dafs you’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics politically expressed. I am montgomery taylor, and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com oppcoll are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna 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 metoo so you were at usf while you were doing the degree? Yes, yes, i was working in the gift planning department, and i kept on, you know, in my class, i was hearing a lot of organizations complaining about an aging donors, and i was working and gift planning. So i was on the end of the spectrum, and so i was dealing with a lot of older little shorts. And then so i kind of started asking, what was our average doner, where we having an aging donorsearch face? And we found that our average doner was sixty two years old, and one thing that eunice is really great at is instilling a culture of philanthropy among children, we, you know, they grow up trick or treating for unicef, which is something i actually did when i was younger, and then we have teach you nastad programs in schools where you learn curricula about children in developing countries, and then we also have can’t we’re on campus clubs in high school clubs all around the country. And so i actually trick or treat for unicef when i was younger and then was part of my campus club, as well, when i graduated, there wasn’t anything for me to really do continue to do to get involved besides donate, which which i did, but they’re still not that action or the next. So the young cultivation khun lied to future employment exactly, and so many people can actually get job way had to find some other way pipeline gets narrower, a zit, these two employment that’s outstanding. All right, so we’ve talked. We haven’t talked deliver lee about the internet because i wanted to start elsewhere, but let’s, go to social media, the web casey generally, how are you engaging twenty one to forties on the web? Well, they’re engaging themselves. So what we’ve done is we’ve launched so kind of wherever you know, we have a limited budget and limited staff time for this. You set up in infrastructure? Yes, my voice just cracked a sixteen years. We were talking about sixteen. Forty and my voice yeah, i’m now free puberty altum my voice has changed. Sorry. So kind of where we see our shortfalls we kind of employed the group to kind of a brainstorm and figure out what we should do so about a couple months. Ago, we launched our social media committee so it’s, a subcommittee it’s run by a steering committee member and all they’re giving circle members that are part of our next generation group and in tandem with our web team, thie us one for unicef and our social media manager, they you know, they developed a plan for what next-gen oration should do so now we’re on twitter. You can follow us at unicef next-gen we have a great facebook page and a lot of their fund-raising is done through the web we have ah, unicef, if you go to unicefusa dot org’s, backslash next generation that’s our main page and it’ll take you to all the other pages, but they fund-raising they create their own fund-raising pages as well, and then there’s pages per each project that we’re doing at the time. Eso it’s really taken off what’s great is the group, you know, divvies up the work, and every month they kind of create a new plan for what they’re going to do on facebook and twitter and whether they’re going to highlight a unicef program or initiative that’s going on at the us fund, or then then they also celebrate each other and things that they’re doing in their personal lives as well. A cz for unicef. I’m with leslie goldman and casey rotter. Both are with us fundchat ghisolf unicef’s next generation and they’re seminar topic is developing the next generation of major donors one of fund-raising holy grails, you’re listening to tony martignetti non-profit radio coverage of next of know this is not next-gen this is fund-raising day two thousand eleven next-gen is coming in november back-up let’s, let’s continue talking about some of the social media properties. So, of course facebook, twitter using foursquare at all of people checking in at all. We’ve kind of played around with that not necessary just for next-gen for older, for our other initiatives in tandem with the next generation. So unicef tap project, we haven’t figured out where it’s going to go necessarily yet, but it’s it’s definitely in talks okay, leslie any any consideration of ah app before for next? From extra for next-gen i haven’t been involved in any of those conversations yet, have you? We? I mean, we have some we their social media committee there’s someone who creates app so they’ve kind of talked. About it, but we think we need to grow our facebook and twitter platforms first before we kind of reach out. So we have a good network, and so we’re we’re building that now and then in the future, that’s something that has been brought up in the organization as a whole has developed a great apse, particularly surrounding trick or treat for unicef and the tap project to raise money for clean water program. So i think that as the organization gets more savvy on this, which i have done this year, we’ll be able to really partly that and use it for next-gen okay, okay, casey let’s, let’s talk about the the, uh, the person who develops aps now, so he had here she was here, she she so she had an interest, but the organization doesn’t feel it’s quite ready for developing that going that direction. How do you then? But you managed that donor so that and so that they’re not turned off. But, you know, remain engaged, i think it’s being straightforward and honest with them, you know, giving them the ownership. She’s wanted she’s, the co chair of one of our of the social media committee so i think it kind of while she shot it out there, the group, in discussing it kind of came down upon themselves in the most and was like it’s really not the right time for this to be as successful. So i think just explaining the situation of where you are and bringing them into that decision making power and kind of guiding the conversation, too, so that they get there on their own has been pretty successful. Leslie, you were saying earlier that people who were in the next or next-gen are also invited to other other events that are not next-gen events, so talk a little about tryingto get the different generations toe mingle. Oh, sure, when we started next-gen it was really the end of two thousand eight, meaning the economic situation had taken hold. We did not have much budget, so that meant that we had to look at what re sources were already existing at the us fund, how we can tie in next-gen to things that were already happening at the organization, we sort of lost initially the ability to craft our own events and such, so we’ve got a fantastic snowflake ball that happens every year in new york and los angeles, and many members the committee have bought tickets at that event, but also they’ve engaged their parents to buy tables at the event, so that shows that they’re influencing the older generations their families to get involved with. You know, stephan, we’ve got a lot of young people that take part in that event way. We have a junior snowflake committee, and several key members of our steering committee came from that committees they had already been involved in that we just had a incredibly successful event in los angeles called playlist with the a list, which was amazing karaoke event with some celebrities kind of thing you can only do in l a and the committee out there decided to give the balcony to unicef’s next generation because we have three steering committee members and a subcommittee out in l a. So they sold out the balcony, and that was a way to get their friends to come to next-gen teo unicef event. It was a way for the organization at large to be able to sell more tickets and invite more people, but also garnered a lot of press for the event and the next-gen er’s who come, they do a lot with social media, teo further promote the event. So that’s been really a win win? Is those kind of connection points and the committees the grownup committees for those events kind of provide their their mentors for them. So we sent next-gen members to those committees, and they learned they came back, they were energized there like this committee is amazing, we need toe grow and become that in the future as well. And we also have board are our board’s pretty supportive? So we’re trying. We’re starting to create more mentorship opportunities from our board or there are there any next-gen members on the bored of us fund for unicef? Actually, just recently, we’ve extended an invitation to one of the next-gen committee members to join the national development committee. So now when there’s, a new committee formed for a national border there’s an opening, they will turn to us because we’ve got so many fantastic people involved in say, you know who do who do you have? We recognize that they’re up and comers is leaders to the organization, yeah, and our boards recognizing that it’s the next-gen members that are going to take their places boardmember zzzz they retire from the board and they’ve been committed where we’re actually scheduling some small breakfasts with board members and, say, three or four members the steering committee teo, talk about what it means to be deeply involved with an aw for-profit that that mentorship piece on dh mentorship and including that board four development also developing them, bringing them onto the board. Leslie goldman is senior director of major gifts for us fund-raising ghisolf casey rotter is manager of unicef’s next generation at us fund for unicef. Ladies, i want thank you very much for joining us. Thank you very much. Pleasure. This is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven new york city times square. Thank you very much. Thanks, tony. My thanks to all my guests from fund-raising day two thousand eleven the fund-raising conference in new york city in june. That would be sandra lamb of lamb advisors and leslie goldman and casey rotter from the us fund. Thanks, ladies, for sharing all your expertise at the conference. Keep up with what’s coming up. Sign up. For our insider email alerts on the facebook page, facebook, dot com and then the name of this show you’ll find out what is coming up from show to show, and in fact you’ll find out what’s coming up in the next show because i don’t know yet on while you’re there, you can also become a fan of the show, even though the host doesn’t know what’s coming up next week. That’s not a reason not to become a fan you can listen to the show anytime on the device of your choice ipad, iphone, other tablet computer, and you can subscribe to get the show downloaded to your device automatically, seamlessly by going to non-profit radio dot net and subscribing on our itunes. 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