095: Got Women Donors & Lovin’ LinkedIn For Prospect Research – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Michele Walsh, director, leadership gifts, at U.S. Fund for UNICEF & Travis Fraser, director, major gifts for United Way of New York City

Maria, Semple, The Prospect Finder, consultant in prospect research and author of “Panning for Gold: Find Your Best Donor Prospects Now”

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

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Welcome to tony martignetti non-profit radio on friday, august twelfth. I’m your aptly named host tony martignetti hope you were with me last week when it was wild woman fund-raising i had mazarene treyz consultant and author of the wild woman’s guide to fund-raising she was with me for the full hour to share her thoughts about career social media grants, manship and mohr. We did our live first tweeting last week, and we’re going to keep that up this week when it is got women donors from the fund-raising day conference in new york city this past june, we talk about successful initiatives to expand your female donor base through targeted and appropriate cultivation, solicitation and stewardship. My guests are michelle walsh from the us fund for unicef and travis fraser from united way of new york city second half of the show linked in for prospect research i’ll be joined by our new regular contributor maria simple the prospect find her, she’ll be sharing strategies for using linked in to find people and organizations who could be your employees boardmember sze volunteers and donors. As i said, we’ll be live tweeting this week the hashtag is non-profit radio we’ll take a break, and then we’ll start with god. Women donors you’re listening to the talking alternative network. Neo-sage 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 call a set to one, two, nine six four three five zero two for a free consultation. That’s a lawrence h bloom two, one, two, nine, six, four, three, five zero two. We make people happy. Zoho hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com durney durney welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven at the marriott marquis in times square in new york city. My guests now are travis fraser and michelle walsh. Travis is director of mate gif ts for united way of new york city and michelle walsh’s, director of leadership gif ts for the united states fund for unicef. Welcome, thank you, thanks pleasure to have you, they’re seminar topic is success stories got women donors, and so we’re all about talking about female donors. Michelle, why are female donors important? Why are the important they’re important? Yeah, i mean, if you look at research even to start, which is where we were talking earlier today, it’s, they’re making up a larger part of the e-giving population than ever before. So i was just referencing an article earlier where in two thousand five was the first year that the irs had records that women were actually out giving men as a whole. I think it was sametz twenty one billion as compared with about sixteen or seventeen billion so and that’s already, you know, six years old at this point, but they have huge giving power and very often that they make their decisions differently, and we need to be aware of that and that they also are motivated differently, so i think they’re important because they do give and when they do give, they tend to mobilize people, so not only did they give their own funds, but they’re also generating additional support very often and travis. Of course, in the upper ages, women survive men on average, yes, moflow closer tonight. So? So if we’re talking about deferred or planned gift, women become critical because typically they’re inheriting their husbands, their husbands, states or a portion of yeah, yes, that’s that’s true, we don’t deal a lot with plant giving within our women’s group, and i think as our core group of members ages and we start looking broadening, i guess t younger populations, we might start making plans with four plan giving with them, but because of how we’re able to engage them and draw them closer to the organization, they really i thing translate into perfect prospects for for major get for plant gifts in the future. So, michelle, you mentioned different donor motivations women versus men. What are some of the differences that you see? I think that women as a whole, obviously only one particular woman relies right, but that if you look at women as a whole, very often they’re motivated by things that they can connect with and be involved with, so they’re motivated by family, they’re motivated by making a difference. We’ve noticed that it’s not usually being on a donor list or being on a donor wall, they also want to be a part of a community that’s doing something that has results so there really is a motivation about doing. Good in the world and what? What? That accomplishment iss okay, and how do you find that different than than the male donor? I think that it’s not as driven in terms of the connection. So seeing something and seeing what it’s doing hasn’t been as much of a motivator for men in that same when you can have more of ah here’s here’s the information this is what it’s going to do? Of course they want to know what the results are but it’s not as much of a desire to be engaged in the process. Okay, yeah, michelle, your work does include working with older donors seventies and eighties women in those ages. I would say that it’s across the board. So we’re looking at ultra high net worth individuals and that’s really are deciding factor. There are certainly maura’s. You get up towards those hyre age groups of people that have accumulated that type of wealth. I think you spoke earlier with some of my colleagues who were talking about the younger generation twenty one to forty, right? And so we’re looking, really hoping towards getting most of the people to million dollar giver is a leadership. Gifts for us is one hundred thousand, but if we’re looking at that group, they are going to be, you know, tend towards the older end of it, but the representation of what portion of that is seventy to eighty, you know, i wouldn’t know off the top of my head, but there are certainly some people in there that would be in that age group, okay? And when you’re dealing with women of that age, i’m trying to focus. We’re talking about dahna motivations what’s your experience with when the husband was the primary donor on dh he’s, now deceased, you’re going to the you’re going to the surviving wife, what’s your experience around their willingness to teo continue to give, i think i mean it’s so individual if they’re very defined and what they’re giving is it’s, you know, very often on lee really about honoring someone’s memory, but if in order to engage them personally is the only way that i think that you’ll be able to get to that larger gift on dh to be able to do that, we’ve had it in a couple of instances, but getting back to even what the data is. Is that women are making more of the decisions while they’re alive. We know, with the married spouses well, i think travis actually was talking about what i was yeah, yeah, don’t you want to, travis? I mean, there there have been some recent studies out that are really showing that women are making about eighty percent of all of the sort of household financial decisions, whether that be philanthropic decisions, just what they buy, what goes into the household there there really the decision makers and i i feel like as fundraisers, we’ve really been led to believe that they are making it in tandem as a couple on dh in some cases that’s, true, but what we’re really finding through some new donorsearch audis that that is that the female is thie number one sort of decider in that position, okay, even when do we know if that applies? Even when the the husband is the person with the primary relationship to the organization, you know, i’m not sure that it goes that the research goes that deep. Um and i think that anytime you have any part of a couple that’s, the primary relationship, you sort of deal with that primary relationship, but also tried to to engage the other spouse in any way that you can with the work because you really want to see that couple as, ah, holistic entity, you know, it’s it’s, not just one person, yeah, excellent and applies all the more if, if the if the husband is the primary relationship, you certainly do want to bring the wife in because, on average, she’s going to be surviving her husband? Yeah, yeah, you know, and i have to say that being at united way were somewhat unique because a lot of our donors give through workplace campaign, so we’re really dealing with one half of the couple we’re really dealing with the female leadership donor xero followers, or mohr and electing to do that through payroll deduction. So it’s really her decision of what she’s doing with her paycheck? So it really involves her more and what she’s interested in and getting into. I sort of heard interest areas, so that has been very interesting for us, especially in trying to branch out and look towards more individual donors who aren’t sitting in the workplace and developing strategies to get to those people on dh and people that are part of a couple and engaging both of them in the work that we’re doing and we’ve definitely found that. So you know, a number of our male board members and with our particular woman in philanthropy initiative it’s been female board members who have led the charge, but a couple of male board members who have really founded a great opportunity and excuse to engage their wives without them. S so where they’re not just dragging them along to an event that they’re like that’s your cause, but that they’re able teo to feel and ask the questions that they want to ask. Without that, what do you call it? A arm, candy or whatever, however you want to call it in either direction, but that there’s no one there to hold them back or push them forward to engage and it’s been a really good opportunity for us to have some good open conversations with the spouse without the key driver, the ky connection president, they didn’t think dick tooting getting ding, ding, ding ding you’re listening to the talking alternate network e-giving e-giving cubine. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna 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 hey! Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. Oppcoll zoho do either of you or maybe both of you work around getting volunteer engagement from from females? Is that a part of your work? Or was it all just related to financial giving? Our entire program is volunteer related thie group that i manage is called women united in philanthropy on dh it is managed by a group of volunteers who come in volunteers steering committee that really charts the course of everything that that does so how do you start to get people engaged in that volunteer steering committee? Well, it really has been through the work of other steering committee members, we’ve been around for nine years, and this is a women’s this women’s group. Yes, it started from a conversation we were challenged by a female donor, two who asked us what we were doing to engage female donors, and we didn’t really have an answer for her. So we had a female boardmember who was very interested in getting to an answer. So she opened her home. We took a look at our lists of donors and sent out invitations to a number of our female donors to come together for a round table conversation and what came out of that conversation was very core group of dedicated women who really wanted to build something, and from that, we’ve been able to build a program that really engages women in the topic area that we’re raising money for, which is youth empowerment, and we are able to really talk about the issues that were that that we’re working towards. We give them opportunities to volunteer in the programs to see their dollars at work. Andi have educational forums that bring together some some thought leaders in the areas of education and health so that they really feel like they’re a part of the philanthropic process and that’s really what we tried to do to engage our female donors. Travis foster fraser sorry is a director of major gifts for united way of new york city and michelle walsh’s, director of leadership gif ts for united states fund for unicef and you’re listening to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven earlier, i said next-gen charity because we were because michelle, when we’re talking about a twenty one to forties it’s next-gen so it got me saying next-gen which way also be at the nextgencharity conference, but today we’re not they weren’t fund-raising day two thousand eleven, travis, do you see a difference in the willingness of male donors versus female in terms of the the time commitment, willingness to spend time? You know, i think that’s an interesting question, and, you know, i a lot of my work is with our our female group, but also with our young professionals group, okay? And i would say that in our young professionals group there’s really not that discrepancy between the amount of time to volunteer, the males and females of that generation are really wanted to eat together, and i would say that with with people that i’m working with on the women’s group there it is a little bit easier to get women out to volunteer opportunities because i think they just really want to see there the work in the fields, and and i think a lot of times, men, i can take it from you as the fundraiser to hear about what their work is doing. Our work is doing it. Michelle, do you see a difference between men and women in terms of their their desire for understanding outcomes? And what the impact of their gift is, is there a difference across the genders there? There probably is i think that women are often underestimated and their willingness to really want to do dig into the data and the financials and all of those pieces. And of course, if your stereo tell you, you know that they wouldn’t get it or that they don’t want to really spend time with a balance sheet or that they’re more emotionally driven or whatever the some of the negative stereotypes are on. Some of them were positive, but does though, right? But i think that women do want to understand what what the back end thinking is, and particularly as you deal with the higher end givers and the more sophisticated philanthropists, they know what they’re looking for, and there are certain delivery bols that they expect, and there are certain organizational structures they expect to be in place with their financial or otherwise, and they ask those questions, and they think very seriously about where they’re going to give their money, you know you’re going through, i can piggyback on that, you know, we have a group of our committee that comes in and meets with our program’s staff to really talk about what they’re doing and and what the investment that women united has made in united way is really is doing, and they ask the toughest questions they want to know exactly what the budget is. They want to know what the money is being spent on, and i think that that is the thinking that you were alluding to earlier is completely backwards. I think they really want to understand the entire issues they want from from costs of services to then what the services are actually doing, that they really want the whole full, holistic three sixty view of initiative. Michelle, you’re experienced. Yeah, and i would say that we’ve sound found more different is between sectors and where people worker identify themselves and professional sectors than male female. So, you know, sort of the hedge fund circle has a certain way of thinking about a problem, and they’ll come at you with a set of questions that are almost predictable, and lawyers have a certain way of approaching it more so than a cross gender lines. I’m not going to ask you to comment on your own individual situation is that united way or united states fund for your staff? Generally, do you see women adequately represent went on boards? So from where i said, i think there’s a couple of key pieces, one is that our ceo is an amazing female leader, and that has really set the tone and a lot of ways for not only supporting our initiative with women philanthropists but inboard leadership. So the four, therefore women, all board members, that air chairing our women in philanthropy initiative and the strategy around engaging ultra high net worth individuals to support the u s from for unicef, and they have all stepped up phenomenally, and i think it’s been critical in having those female representatives on the volunteer level onboard leadership roles, and they represent really influential rose rolls and the rest of their lives, and they’ve brought that to bear on this effort. It’s been absolutely critical about your travis do you worry about again? Not necessarily united way, but do you worry about there being inadequate representation of women on boards? I think there’s there’s more work that needs to be done, but i think that a lot of organizations are realizing that women make very, very strong boardmember is there much more thoughtful about the issues? They really want to understand the full picture of what is going on, and they don’t just sort of make those knee jerk reactions that sounds like an ideal boardmember and and, you know, i can say for the united way system, we recently did a survey of the one hundred and twenty different women’s leadership groups that united way has across our system, and what we have found, which is astounding, is that from the year two thousand seven to two thousand nine, which had the huge financial meltdown united ways that had boards with that were made up of thirty percent or more female participation, their women’s group grew about twenty eight percent in fund-raising and fund-raising and dollars contributed just versus those united ways that had less than thirty percent makeup of women on their board grew their fund-raising grew one percent. So really shows the power i think, of women to really come together, rally around a cause and get people to contribute at very, very critical times, i have to say credit to the person who thought toe look att that variable female representation on the board that’s not that’s, not a very and its outcome in fund-raising that’s, not by any means a typical variable that you would see and look at the outcome of the correlation with interesting let’s. See michele, in terms of let’s, talk a little about, like nuts and bolts. I don’t want to spend a whole lot of time on soliciting women, but we’ll spend a couple of minutes you have advice that’s particular to women about asking, you know, your your work is an ultra high net worth but not necessary, you know, generally soliciting women advice? I don’t think it’s any different than soliciting a man because i mean ideally still stations at that level happened face-to-face one on one and it’s doing good fund-raising and reading people’s faces and listening to the cues and paying attention to what they’re interested in and compassionate about or passionate about. Rather, i think in that regard, it’s all the same, some of the messaging and the way that we engage them leading up to that is where the differences okay and that’s, the stuff we’ve been talking about. Exactly travis, how about for you closing thoughts, i think, really, the only thing that i would add is just making sure that there is a really good next step for them to be involved in a substantive way beyond writing the check, whether that is taking them out on a program visit to go see see the work, whether they they’re volunteering at a school, whatever it is, just make sure that there there’s a really solid next up for them to get involved because they really want to get involved, okay? I just realized we have a lot more time than i than i thought you’ve done yourself. You had your seminar already today or it’s coming up, we had any provocative questions from the audience that you want to share around the subject. We’re interesting, yeah, i was talking to some of my colleagues and some of the other sessions and comparing notes on questions, and i think the one that i heard that came up in all the questions was sort of how to say no, no to a gift, no to the wrong gift or no to a donor who wants to direct very specifically, in a way, that’s. Not in line or give them right. They want to make a decision. That’s not really their decision to make and navigating that. What was your what was? Did you have that in your session or what? Wait. Okay. I know. I mean, i have one of the most important things. Is the fundraisers to know when to say no? And how does they know? And it’s? Not always easy and not everyone’s. Good at saying no, but giving people what we talked about is creating option so people feel like they’ve made it legitimate choice, but not beyond what your realm of possibilities are. So a multiple choice question as opposed to an open ended question where people can say, this is really what i want to dio bye still not creating the program from scratch and tweaking the little details, but giving them real opportunity to be a part of the experience as well the experience of of whatever the program is. So if it’s, you know, for us, it’s obviously in the field and international development. But, you know, even if it’s the question came from someone who was working in parks, even if it’s a parks project making them a part of how that plays out. How about you, travis? Any questions that came up in your program that you want to share one? Well, i think that that my group is able to direct the money at the end of the year that they raise, and that can create a lot of nervousness, i think, among program staff and really, you know, and i know it’s something that unicef does as well, we don’t just open it up and say, okay, you’ve got this big pot of money, where do you want to put it? You know, we we really bring them in so that they can meet with our program staff and give them sort of a menu of options of where we think they could have the most impact and take it from there because we’ve really been able to develop relationships where they understand that we’re going to give them what we think is bad that’s for the organization as a choice, and it really allows them to feel like they’re making a choice and have an investment in what we’re doing. But then, at the end of the day, we get what we need you at the same time, so the organization obviously has a role in setting expectations, managing expectations, sort of, and michelle is, you suggested the multiple choice question, constraining things so that people are not out out in left field success stories got women donors as thie seminar topic for travis frazer, director of major gif ts for united way of new york city, and michelle walsh, director of leadership gif ts for united states fund for unicef, travis michelle, thank you very much for joining me, thinking it’s been a pleasure to have you. This is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven. That was my pre recorded interview from fund-raising day last june in new york city. Now we’ll take a break after the break. Tony’s, take two, and then, after that, linked in for prospect research, so stay with me. Talking alternative radio twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam 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 hunters. People be better business people. Dahna this is tony martignetti athlete named host of tony martignetti non-profit radio non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcasting 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 or 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 market. Their motto is way. Do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com. Talking. Welcome back to the joe it’s time for tony’s take too, but first a reminder that we are live tweeting today, the hashtag is non-profit radio please join the conversation on twitter on tony’s take two this week. My block post is a test of google plus for your non-profit i was interviewed by new york enterprise report for an article on using google plus in small business, and i thought my ideas might help you to evaluate google plus for your non-profit now, of course, caveat, i’m not a social media guru expert thought leader, a small business owner. And so with that caveat, i’ll tell you what i’m doing with google plus and how i’m evaluating it, and you can see if that makes sense for your office or not. I’m really looking at the people who become my friends on google plus and the features that it ends up offering for the business profile pages, which is, you know we know them in facebook as a fan page. Google plus doesn’t have business profiles yet, but we all expect him to be coming, and google says they are coming within the next couple of months, so i’m going to be interested in who the people are, who joined me on google plus either because i invite them or they’re inviting me if they’re the same as the people i know on facebook, i’m probably going to be less likely to spend a lot of time, you know, keeping up a very active profile page on google. Plus, i would certainly have one, but how much time i devote to it is really what the issue would be on the same thing with the features. If it’s pretty much the same features as a facebook fan page, then i don’t really see advantage, but if it has some things that i’m looking for that i don’t see in facebook like for me, it’s ah good calenda ring application and a good, solid polling application like we can do in surveymonkey but built in facebook doesn’t have those things and it has polling, but not really a strong one, so if it has good features, i’ll be again more likely toe spend more time keeping a very active business profile page on google plus, so those are my ideas around evaluating whether to do that for my business, i don’t know if that’s of value to you, it might be in looking at google plus for your small non-profit um, you can see more detail about that on my block at m p g a d v dot com, and that is tony’s take two for friday, august twelfth with me now is maria simple. Maria is our newest regular contributor to the show. She’ll be on once a month. She is the prospect finder. Maria is an experienced trainer and speaker on prospect research and consults with organizations interested in finding and connecting with their best prospects for long term relationships. Her website is the prospect finder dot com, and i’m really pleased to welcome maria to the show. Welcome, maria, thanks so much. I’m delighted to be here. It’s a real pleasure to have you were going to be talking about linked in today. Lincoln has some new initiative for non-profits you want to explain what what’s up there? Yeah, absolutely so what’s kind of interesting about it is that linked in a little earlier this year, actually in may, haddon i po and so now they are actually deciding they’re going to dedicate some resource is in terms of against money, but as well as human resource is to the non profit sector now on ideo aipo means means what jargon jail mary-jo actually started issuing stock, they became a public company, so initial public offense and they actually launched something called lincoln non-profits solutions, and so what they’ve decided is that they have three point six million individual members who actually identify themselves as either employees or board members of a non-profit so they realize that there’s a tremendous amount of potential to help the nonprofit sector and they are actually i’m going to be helping people they back, they’ve launched a page called learned dot lincoln dot com forward slash non-profits, where they actually give the non-profits both as non-profit professionals, but also as organization’s best practices on tips and tools for how to make the most out of the lincoln for non-profit so they’re looking at both individuals and organizations, you say, and that that three point six million, i’m sure there are a lot more than that because there are one hundred million linkedin users, isn’t that right? Yes. So, yes, you are. But you know, what kind of interesting is that? They somehow been able to identify that there, there are, you know, the three point six million who are somehow connected to the non profit sector, right? Because i’m sure, based on keywords in their profile or just the way they what they identify their employer as, but i’m sure that’s low. I’m sure there are more than three point three and a half percent of the lincoln community working for non-profits but so maybe this initiative will will draw out some more. But even with that three point six million, yes, so they have this the the u r l you gave that’s the learning center, right? Yes. That’s correct. They have a specific learning center set up now for the nonprofit sector. And when you’re on that page, if you scroll all the way to the bottom, they actually have a contact a cab. So their interest sted in hearing from non-profits selves non-profit professionals and organizations and board members as to how lincoln can best serve the specter. So they are open to feedback at this point in their formulating this as they go along and you spoke with someone who’s in charge of this non-profit initiative. That lengthened in you? Yes. Somebody who has recently joined linked in his name is brian breckenridge. And he is heading up the new program there. And he’s, you know, he’s very excited and he’s very open to learning from the nonprofit sector. About what, how they convinced serve the non-profits and so since you had a spoke to him recently, any inside track about what we might be seeing the into the future? Well, i don’t have any specifics to share with you, but i do know that they are planning some interesting changes, hopefully that they’re rolling out in the next, you know, in the next couple of months so it’s, you know, they’re they’re formulating this, they’re looking, they’re taking in and looking for feedback at this point and anything that they can do the best help a non-profit sector they’re looking for that feedback at this time, and then they’ll be looking to roll out some new initiatives, i think okay, and you see value in the lincoln non-profit solutions for prospect research. Absolutely i do, you realise linked in for prospect research and for prospecting. So i utilize it in both, eh? Proactive sense as well, as in a reactive okay, let’s distinguish between prospect research and prospecting. What do you mean, weird? When you say those two different things differently? What do you mean by both? By each? Okay, so if i’m doing research on a potential major donor potential boardmember for the for a non-profit and i have the name of that individual lengthen is definitely one of the places that i go to to try and formulate my profile on that individuals. So that is what i would call reactive research. I have the name of someone, and this is one of my tools that i use to do prospect research. Now proactively you, khun, take linked in and use their advance people search feature to find people who might be suitable for your non-profit for connections in a variety of situations, they have a keyword search. You can focus your search down to within a radius of your zip code of where your non-profit is located, you can focus your search down to specific industries, so if you are looking, if you are let’s, take the example of a on environmental group, right let’s say they are looking to connect with more individuals in their community who are involved in some sort of environmental services so they would be able to conduct this search. Now, obviously, when you conduct a search on lincoln, first of all, you have to have your own lincoln personal on dh. This is using the advanced certain advanced search. Is that right? That’s? Correct. Have on the right on the upper right hand side called advance. Okay, you quick, matt. It opens up an entire new search screen that most people haven’t really access, you know, realize it’s there. And the more rich your own network is, the more people you are connected to, the richer the search results will be for you right now. If i were, let me give you two very contrast examples. I actually happen to have over five hundred connections in my lengthen network. So my search results would be drastically different from somebody who is a very new to lincoln and only has a network of, say, twenty, thirty, fifty people. Because you’re always shown how many degrees you’re separated from someone. So the more people i have in my network, greater search results going so so you mean when? You’re doing this advanced search you’re searching all the hundred million people in linked in and it’s telling you which of those are in your first degree, meaning you’re connected to them directly, which are too removed from you, which are three removed from you. Is that what you think you were searching the whole population of linked in? You can. Yes, but you can ask lincoln to just focused down the search results for you to the people you might be first degree connected to second degree or perhaps where you share a group membership. Because there you’re going to be ah, lot closer. You have a lot closer of an affinity and making the one toe one connection may be easier for you. Ok? Suppose you that’s really rich that you can search the whole hundred million. Suppose you find somebody who’s two degrees removed from you and they seem like a very good i don’t know. Maybe maybe we’re provoc betting for board members. Let’s say, for this, for this environmental group that you suggested you see somebody to removed from you. What? Explain what that means. And then how can you try to meet that person? Okay, tony let’s say we come up with let’s say, i do this search and i’m looking for environmental people who and i come up with a guy named oh, i don’t know john smith. And you and i are first degree connected on lengthen that much i know, but let’s say, john smith eyes second degree connected to me through you. That means he is both first degree connected to you. And i am first degree connected to you. So you are the common link between us, right? Ok, so that would mean john is a second degree. So, like those, like those kevin bacon seven degrees from kevin bacon movie. Right? Because he’s been in so many popular movies. Okay, so you can get to him through me, in other words, that’s. Right. So what did you do? How do you do that? Well, lincoln actually provide you with the the there’s a form that you can fill out so that a message would be sent to both john and to you. Looking for that introduction. I could look to be just connect with john directly and say, john, in my my request to connect, i might say john, you and i both know tony. Andi, i think we have a lot in common. I’d love to be able to connect with you here on lincoln. Always modify that that’s that standard introduction that lincoln provides to you never just go ahead and just use the standard intro, you realize those defaults aren’t aren’t very friendly, really there’s really bare bones, but so you’re allowed to your lot to connect with john smith your lot to contact john smith, even though you’re not directly connected to him. That’s correct. I could just send him an invitation to connect and just mention your name in my little intro is toe. Why? I think he and i might want to connect, you know, it’s up to him to accept my connect. Ction request? Sure. Okay, i see what you’re doing it through the request to connect. Okay. I see. On dh. Then the alternative is you could ask me to connect you to him. That’s. Right? I could ask you directly. I could go the old fashioned way. Tony, i could pick up the phone and call you and say, tony, you know, how well do you know john is? This somebody you know very well can you make some sort of a personal introduction even outside of lincoln through an email system. But at least lincoln’s provide you with the opportunity to identify potential boardmember potential donors in very specific sectors. Yes, the phone. You could pick up the phone and do it that way. And that way we don’t have to communicate through linkedin using their default messages or which we would really like. Anyway, i never thought that you could pick up the phone, imagine it could even have lunch and we could talk about it that way. Way. Imagine. See what? See what the web can do. Encourages you to pick up the phone. How do we had we operate without linked in years ago? I don’t know. So let’s, go back to the learning center. Um, yes. So they have. They have suggestions there for individuals and non-profits maria, we have just like a minute before a break. What are a couple of the not for profit? The organizational suggestions on unlinked in. And then after the break, we’re going to detail. Well, you could create a company page at no cost. So corporations, companies. Small businesses are doing this. We i highly recommend that a non-profit create a what they call a company page for their own. Non-profit, and they actually give the example of the american red cross that has attracted thousands of followers on lengthen and so other non-profits may want to check out what they have done. And, you know, look, learn from that and not reinvent the wheel. Ok, well, look att, the company profile and other things. After this break with maria simple, the prospect finder. Stay with us. 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, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication, and the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office needs better leadership, customer service sales, or maybe better writing speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes, or get your human resource is in touch with us. The website is improving communications, dot com, that’s, improving communications, dot com, improve your professional environment, be more effective, be happier, and make more money improving communications, that’s the answer. You crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com lively conversation top trends, sound advice, that’s, tony martignetti non-profit radio and i’m ken berger from charity navigator. Oh! And i’m tony martignetti and i’m with maria simple, the prospect finder we’re talking about using linkedin to find and connect with people who could be boardmember sze donors, employees, volunteers. So, maria, the advice that you were giving before the break is that a new organization could create a ah profile page that’s correct, and i would highly recommend that they do that and the reason tony is and and i’m not suggesting that they should set aside any of their other social media strategies and presences like that they might have on facebook or twitter, but what you want to be able to do here is this is lincoln is the professional network, so you want to be able to, of course, capture the attention of people who are in the business community. You don’t want to exclude this, so this is free, you know, obviously whoever is maintaining your presence on other social media’s would want to be able to set this up and you can upload your logo. You would be able to give a nice description about the organization, provide your website, there’s, even a mapping feature where they tie it right into google maps. So that people will be able to see precisely where your non-profit is located. So, you know, it’s free, and i think that they should take advantage of that. I think the lincoln says there about one hundred thousand non-profits that have company pages, there should be many more that’s, a that’s, a good number, but there should be a lot more. How specifically does this one do they? I mean, how do you create a a company profile or non-profit profile versus creating a personal profile? Well, of course, the help affection of of lincoln is going to be very, very helpful to you, but they also have here they give you some steps on how you might be able to do that right on the non-profit learning center that we talked about earlier, okay? And again, the girl for that is linked in dot com slash forward slash non-profits actually, it starts off with the word learn ellie, are there yet i left. Yes, thank you very much. Learn dot linked in dot com forward slash non-profits thank you. And now groups are very popular and non-profits can create their own non-profits can create their own groups and you couldn’t decide if the group is going to be a closed group, meaning that everybody has to be first approved by some sort of a group moderator thatyou’re going to appoint at your end or it could be an open group. And keep in mind that if it’s an open group, all of the discussions are open and searchable and people can just join the group without any type of moderation. That and what’s the value for having creating your own group after you’ve created your profile. Well, they might. It might be in an interesting way to host certain conversations around specific topics and, uh so they, you know, if you have, if you’re a large enough non-profit and maybe you are hosting even conferences around your specific topic, that is something that you can use the group for if you want to engage people in discussions, much like you might see discussions in other types of groups that people are on on linked in, but it would be very specific to the time of organization that you are in the population that you serve, and after you create the groups than you invite people to join is that how it works. Well, you can’t invite people to join. Yes. You definitely can do that and invite people who are already in your linked in world to join the group. But people are going to be able to find you once you are set up in a group on lengthen. You are now searchable as well. So i remember i was telling you about the search functionality. The groups are a way that people, you know, look for like somebody might look for a live networking group to join. Somebody might be looking for a group around this specific area that you serve. Okay, so yeah. So if your work is for the m r d d community, the mentally retarded, developmentally disabled, you might create a group around the service around dahna discussion around the needs about that for that community in your own communities, you could make it a very localized group. Yes, you can. Some groups are geographically localized as well. But you may not want to limit it to that. I mean, lengthen is a worldwide a phenomenon, if you will. So why not? Why not? Just open it right up and allow people? To tto learn more and you never know where that relationship is going to lead. Okay, um, they also have something called linked in recruiter for for job, for organizations looking for employees, how does that work? So what they’re doing is lincoln does have a recruiting solutions portion, which is a fee based portion to their service that’s kind of steep, isn’t it? Well, yeah, for some non-profits mean, what they’re saying in an article that i read is that they are starting as low as four hundred dollars a month when you could be a little steep saw non-profit but they are, you know, offering these recruiting solutions, if you will, at a discounted price for what they would offer the for-profit world, okay, and that’s, if you’re looking for employees that’s correct, if you look nufer employees, they have they have sort of three separate sections, one is called lincoln recruiter one is called jobs network Job slots and the other 1 is called career pages. Okay, let’s, talk a little bit just in a couple minutes we have left about the offerings for individuals who are in non-profits what what’s the advice that that the learning center gives for individuals. Well, you definitely want to make sure that your profile is as one hundred percent complete as possible. So you want to make sure that your profile itself is rich so that as you go out and try and make connections with people, you will be able tio look like somebody, obviously, that other people really want to connect with that you are a thought leader within your own community, if you will. And so it’s really like a resume on steroids, you know, your opportunity to really shine and stand out from other people, so why not make it that way? Using the status updates, i’s a great way to let people know sharing articles, having to do with sector that you serve if you are a speaker, it’s a great way to let people know where you’ll be speaking, especially as it relates to your subject matter area on dh, especially if you do a lot of speaking on behalf of your non-profit it will let people know where you’re speaking either virtually and webinar format or, you know, live format if people are looking by the way tony and forgot to mention earlier fremery we have just about it, we have just about a minute left. Ok, on the resource is page of my website of the prospect finder dot com i do have a downloadable maria samples top five tips for prospecting with lincoln, so if they’re interested in some general tips about lincoln for themselves on a personal level, this will help them. I think you also learn how to use some of the more advanced features, all right, thank you for sharing that resource page that’s really all the time we have that is maria, said pompel the prospect finder again, you’ll see her at the prospect finder dot com, and she’ll be joining us once a month to talk about her advice for prospect research. Maria, welcome to the show as a regular contributor and thanks for today. Thank you, tony it’s been a pleasure next week, we’re going to lead the leader’s motivating your board to fundraise. Another interview from the fund-raising day conference last june, the consultant, andy robinson and carry kruckel, whose vice president for development and communications at w n tv reveal how to move your board to be the best fundraisers they can be. And the second half of the show explaining earned income are legal contributors jean takagi and emily chan from san francisco. Breakdown what earned income is why it can be good white-collar be bad, why you need to understand it to protect your non-profit and keep it out of trouble that’s what’s coming up next week, you can keep up with with what’s coming up week after week by signing up for our insider email alerts on the facebook page. While you’re there like us and become a fan of the show, please, you can listen to tony martignetti non-profit radio on the device of your choice. Any time you like. By subscribing on itunes getting the automatic download, you’ll find that at non-profit radio dot net on twitter. You can follow me always use the hashtag if you want to talk about the show and the hashtag is non-profit radio on twitter, our creative producer is claire meyerhoff, our line producer and the owner of talking alternative broadcasting his sam liebowitz. Our social media is by regina walton of organic social media. This is tony martignetti non-profit radio. I hope you’ll be with me next friday one to two p, m eastern, on talking alternative broadcasting right here at talking alternative dot com cerini. Do you think that shooting getting dink, dink, dink, dink? You’re listening to the talking alternate network, waiting to get you thinking. Cubine 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 gal ilsen 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? 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090: Survey Savvy & Content Marketing – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Paul Gearan, partner at Professional Survey Group

Scott Koegler, editor of Nonprofit Technology News

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

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No. Welcome to tony martignetti non-profit radio for may fourth twenty twelve big non-profit ideas for the other ninety five percent i’m your aptly named host i do hope you were with me last week, i couldn’t stand knowing that you had missed, get monthly givers and strategic organizations, raised more money, get monthly givers was bob wesolowski the president of caring habits, and he helped us get habitual monthly donors through electronic funds transfer. A lot of people know that as ft that was pre recorded, a tte philanthropy day two thousand eleven and strategic organizations raised more money. My guest was starita ansari, president and chief change officer at msb philanthropy advisors. She encouraged you to organize thoughtfully around your mission, looking strategically at your inputs, outputs and outcomes to boost your fund-raising revenue that was also pre recorded at philanthropy day last year. This week, survey savvy paul gear in a partner at professional survey group explains how surveys are cultivation tools for your donors. You can increase awareness of your work gage, willingness to support it, heightened sensitivity to challenges and get feedback on how you’re doing. But you have to do it right if you want. Reliable results and content marketing. Scott koegler is our long standing technology contributor, he’s, the editor of non-profit technology news, and this month he encourages you to give away high quality, interesting content through your blogged you are blogging, aren’t you between the guests, tony’s take to philanthropy jargon, do you speak and write in terms that people can understand? You can use hashtag non-profit radio to join the conversation with us on twitter were also on linked in i’ll say more about that later on, tony’s metoo right now we take a break, and when we return, i’ll be joined by paul gearan for survey savvy. Stay with me. Yeah, you’re listening to the talking alternative network. No. 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 call a set to one, two, nine six four three five zero two for a free consultation. That’s a lawrence h bloom two, one, two, nine, six, four, three, five zero two. We make people happy. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com dahna durney welcome back with me now is paul gearan. He is a partner in the professional survey group. He has extensive experience in survey design, online surveying market research and social science research. His career has been focused around research and data analysis for the past twenty years, and i’m very pleased that his practice brings him to the show. Paul garin, welcome. Thanks, tony. Thanks for having me. It’s. A pleasure to have you how useful are surveys for small and midsize charities? You know, i think for a lot of organizations, they really provide some core informations that oftentimes people within organizations kind of our internal debates about and there’s not always great clarity with what some of assumptions are being made. And i think research with particularly donors and stakeholders, but also uses of charitable charitable services give you a lot more specific. Clary on whether your fulfilling the elements cia mission that are most critical to you and most critical tier donors. So i think in that regard, you know, this becomes critical information not only to kind of get a sense of an evaluation on how you doing now, but also if you’re involved in long. Range planning and trying to look toward the future of how you should evolve on dh. Part of what you said is you could resolve some internal differences about the way things might be going or the way things should go. So maybe some of those internal arguments can be resolved this way. Yeah. I mean, i think that’s one thing that, you know, it’s funny, because when you work with people who say what we know all this we know we know we know exactly, you know how people feel about us or you know how we’re doing, and we know what our strengths and weaknesses are, and then you start to talk to different people in the organization. You find out very different assumptions with many people. So part of part of the problem might be unwillingness toe do the survey because then you have reliable information and your opinion might end up being the wrong one. Yeah, and that becomes a challenge for us is outside consultants and how to be able to do the research that they get away that’s not biasing any particular perspective and be able to present it in a way that people understand and take, you know, internalize that taking an understanding and continue to to think about things because we were we don’t have an agenda, we want to get to what what reality is and i think that’s one benefit of sometimes of having another group that’s outside your own organization do the research because you don’t have a kind of bias voice, right? That objectivity just you have to be willing to recognize that your side of the argument might be the loser exactly and, you know, like with everything we try, destruction is not, you know, presented that there’s winners and losers, but there are certainly times when you come down on a certain side and things are unambiguous when you, when you survey people and, you know, eighty percent say they don’t they don’t think you’re doing a very good job of this particular element of of your portfolio of services that you know, that that’s meaningful, that that’s pretty undebatable and one of the survey questions that we ask and i want to thank you for designing our first professional survey. Thank you very much. It’s usually it’s usually the hack job that i do, thank you thank you for for lending your services to the to the survey before the show, and one of the questions we asked is how satisfied are your key donors and stakeholders with the performance of your organization? Currently and three, two thirds said either very satisfied or somewhat satisfied. But then roughly one third, about twenty nine percent said i’m not sure, so they’re not there there’s some uncertainty there about what their donors and stakeholders think about how they’re doing. Yeah, and i think that’s, you know, that’s where we you know, where we come down in terms of how important this is, if, you know, a third of people really don’t have a good sense of that, you know, how do you move forward and know that the measures you’re taking the programs you’re supporting, the way you’re administering it all the way you’re going out and trying to get external support for our right and are going to be solid going forward? It’s certainly difficult to know if you don’t have some kind of reed and even the kind of very, very southside, somewhat satisfied, you know, that kind of comparison, although i think when you just research you find most people are somewhat or very satisfied, but, you know, is the bigger bucket very satisfied? Because those are the passionate people, supporters, those of the people that, you know, i really going to stand by you in the long term, somewhat somewhat satisfied, you know, they’re going to be the kind of people that i got more loosely affiliated affiliate in terms of long term, long term support. So you know, those those ki kind of things we bring to the table and be able to kind of say, you know, hey, yeah, eighty percent of your people your donors or somewhat are very satisfied, but, you know, only thirty percent of very satisfied and that you want to see flip, you want more people that kind of passionate what’s called top box, okay, right, i got you so yeah, so so don’t be so satisfied with somewhat satisfied, exactly what’s outside it is you’re doing fine, but in a world where, you know, people have a variety of different ways where they could distribute this support and all, i’m sure deserving causes, you know, being in a somewhat satisfied bucket doesn’t really distinguish you. Got, you’re ok, and in our survey was about forty three percent were eyes felt that their donorsearch stakeholders were very satisfied, there’s about twenty nine percent somewhat satisfied we have just about a minute before break, you can also be surveying people outside your donors and stakeholders, right? Amore amore, broader audience, maybe just your community? Yeah, absolutely. I mean, i think, whether it be local community, if you can, a local organization or we’ve done work for international organizations that we’ve done national studies forward to get kind of general population awareness. So for example, if you’re, you know, organizations say your aa group focused to its animal protection there’s a lot of those kind of groups out there, you know, where do you fall in terms of visibility compared to those other organizations? And what could you do to perhaps increase that? Where do you need to? Kind of kind of do your messaging? You know, what were the vehicles for communication and also one of the important messages that you need to get out there you can connect with? Ah, wider population. That may be more supportive of your group when there’s other competition. Come on. I hate to say competition, but not-for-profits. But obviously there’s people in the same space, all doing great work and believing in the organizations you know, that want support. We’ll take a break. Paul. Paul here is going to stay with us. We’re going to continue talking about surveys and survey savviness, so stay with us. Co-branding think dick tooting getting depicting you’re listening to the talking alternate network, get in. Nothing. Good. 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 hunters. 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 that come 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, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. I’m leslie goldman with the us fund for unicef, and i’m casey rotter with us fun for unison. You’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. Welcome back to tony martignetti non-profit radio. The ladies said it for me, so i don’t have to say big non-profit ideas for the other ninety five percent. Paul, we were just talking about maybe surveying beyond your immediate donors and other stakeholders. But when you, when you do survey dahna people who are committed to you, it sounds like i mean, there could be some value around helping you to focus your mission in your core. Yeah. No, i think when you, when you talk about people that are closest to you, there’d be a core donors or donors in general or other stakeholders like, you know, people in the legislator that might legislative that might be supportive of you. You know, other advocates in the area that the different kinds of stakeholders beyond just a donor base, too. Yeah, but i think that’s where, you know, you really get a sense of people that know you well that care about the cause that are a little bit more discerning. And even the research you might be able to split those people out to where your core people, who were the people that know you best and who are kind of people providing regular donations cubine may not be tracking his services in consul here’s the core people were, and i’ve done that kind of research before. We’ve is it? Okay, here’s, the stakeholders that really know you well, what do they think of you? What does the kind of broader base of support think ofyou and kind of look at that? But i think that’s where you really get are we on our mission? Are we feeling the promises that we were making to the community that we’re serving into the people that supported think that if if they don’t, then you’re in real trouble? So if you find out that you they think you’re kind of falling short on a couple critical pieces of your mission, well, it’s, time to reflect and see is that a statement of messaging in information? Or is it truly a deficit in the services you’re providing? This could also be valuable in doing strategic planning. I mean that’s basically everything you’re saying could could contribute to a strategic planning process. Absolutely, because i mean that that’s the element we’re dahna only checking on how you’ve been doing, but what are the existing are you keeping up taste with the existing needs of the community, the population just serving so you may have done a very good job continue to do the job in your basic mission, but are there new challenges in us space that air coming up that maybe you’re not keeping apace with fast enough that, you know, for five years down the road, you that’s going to be the critical area that they would like you to see serving? So, you know, it’s a matter of how we doing now, but, you know, looking forward, one of the critical issues moving forward that maybe, you know, obviously you just think about the last he isn’t changing economic landscape suddenly the needs of people and in the nation at large, in the world at large have changed quite a bit, so you can imagine tryingto strategic plan five years ago when everybody the economy was hail and going full steam and and how that changed so dramatically and how you might need to change your kind of perspective and outlook long term as an organization, if you’re gonna serve people that now might be having additional challenges that didn’t. Exist a few years ago. What about just surveying aboard? I mean, could you use this as a way to anonymously gather opinions of just your board members? Absolutely, you know, always tricky because, ah, few key comments on they reveal their name, but that’s kind of one thing that again sometimes using outside organizations helpful because we can kind of get that and not only kind of, you know, clean the data such that, you know, we present things back to people so we can be sure indemnity, but also kind of educate, like, how do you use this information? But absolutely, we’ve done that kind ofthing, not boards employee research is are the people in your organization believing that you are on on on the beam with what your mission is with what your services? And sometimes we done both rose, since we’ll survey kind of outside populations donor, and then inside populations are those consistent, you know, people seeing problems that the outside world is seeing that are a sign of future issues are going to struggle with or vice versa, you know, you guys think, you know, internally, we think we’re doing great, but externally there’s a gap there, and perception and let’s talk a little more fund-raising too, you could use this tio test some different fund-raising messages, couldn’t you? What resonates best with donors protection? Actually, you know, one of the key kind of components in determining your messaging and fund-raising whether you’d be even if you think kind of educational institutions, colleges, secondary school, things like that. Um, do you kind of lead in your messaging with what makes you distinctive and unique, or do plead with the messaging that will have a broader appeal to a wider audience in the example sometimes uses, imagine that you’re either an all women’s college or a college with a long a particular religious tradition. And are you trying to kind of narrowly focus on people who value those things above all else, or you trying to kind of go out to a broader population and get a bigger, more diverse set of people in your in your school with which those lead messages might not be the most buy-in including and appalled, but how can a survey be used specifically in that example, then? Well, you can do is you can put out a variety. Of different messages and test the desire ability so say we describe a certain organization in certain with certain keywords and messages. He’s, how desirable would be that organization terms of you supporting in donating money for that organization? Then you have on the group of messages which both of which may be true about this organization again if it’s done anonymously and people don’t know the organization’s even more helpful than that. So i’m thinking, okay, so if you don’t know, the organization has done kind of blind like that, you know, to what degree and that’s kind of more talk more general population study, uh, how desirable these other set of descriptors? And then you get an idea about for my example for you, you’ll find out, is that the quality of faculty and staff and teachers and ability to develop your own individual kind of curriculum and and, you know, looking at the social and personal development that person will be the things that test out best and things about a particular religious affiliation although may not test our poorly aren’t going to be the core values of the wide group of people you can use those secondary messages to say because we have this tradition, we are unique position, so so then you can even use surveying toe helpyou sequence is your messages exactly, and so that’s what we’ve done, that exact thing with the you know, imagine the front page of your website or the front page of your of of of your kind of guide book, or whatever written materials you produce being those upfront primary messes, and then you think about what the secondary and we’re the tertiary ones because you don’t want to run from your uniqueness, either. I think it’s important to feel like you have unique ways to contribute, but you need to tie them into the core values of the population just serving, or the people that made support you in order to truly make a connection with a wide audience if you want to get to a very narrow base, well, that’s a different story, but for the most part, people are trying to exit chadband their scope and expand their flexibility in terms of either who they serve or who supports them just going back. Teo mission focus. One of the questions you asked in the survey was, how confident are you that your donors or other stakeholders are clear about your mission on dh? Everybody said either completely confident or moderately confident, but teo related to the point that you made earlier. How does brooke break out the first and second, only about a third were completely confident in two thirds were just moderately confident that people who know the organization are clear about what the organization does, right, and that’s and that’s, you know, going a key difference. We’ve done the research study for, you know, a local organization in new england that was doing prodding a variety of different services to local community, including, um, shelter and providing food services, heating and utility helped and things like that and, you know, they were kind of known for two key things, and they had a suite of fourteen of fifteen services that they were really proud of and and felt like that gave them a unique kind of very wide based impact on the community, but when you surveyed their donors, they were known for a couple key things and, you know, i think they want to feel like they had a much broader on. Understanding among the people that are supporting them and their stakeholders of what they really do. All right, paul guerin is a partner at professional survey group. You’ll find their sight at professional survey group dot com and we’re talking about survey savvy let’s talk a little about some of the nuts and bolts. What? What are the variables that go into determining how to do your survey? Well, you know, i think this, you know, there’s three major kind of modalities actually collected information that’s phone based research, online research and paper surveys come in person interviewing as well, but paper serving as kind of died out a little bit, but phone and online being the biggest and online, certainly in the last decade, really taking course. So one of the kind of determines is, well, how can we get to our population? Do, for example, do we have pretty good e mail, pop penetration or accessibility so that we could do something online? Do we not? Then we’re going to have to do a phone based survey will i’m sure phone his phone is quite a bit more expensive exactly that, you know, we do a lot of online, because, again, we’re trying to build on south getting, you know, a broad base of information for people with costs issues, and one thing i do kind of tell in organizations is there’s there’s a difference between sophie was well, if we go out to online that’ll bias up sample because the only people that are online a lot, our people check their email. Well, that may be true, but what are we trying to achieve here? You know, we can actually do this study for, you know, a fifth of the cost if we go online and are you really going to get that different information? Are you trying to pinpoint whether a certain question is seventy percent of seventy five percent or you’re really just trying to understand that here, the things people think we’re doing well, what is the kind of top bucket of things here’s? The things we’re not doing so well on the actual specificity of the data is not particularly critical in terms of well, yeah, maybe it’s a little bit biased in one way or another, but you can actually pull off the research financially by using your online they upleaf except with were also in that example. Isn’t it relevant whether the email using the active email using population is going tio have some some bias toward the objectives of the survey? I mean, does it really matter that a lot of people check the email? Eso they’re going to be the ones who will have a greater propensity to answers that really matter to the purposes of your survey and your charitable work and that’s kind of one of the first things we talk about with you, let’s, let’s talk through the ratification. So if i find out, for example, a group says, you know, we have about fifty percent emails, i said, well, who do you have e mails? Well, it’s, mostly people, you know, younger, ok? So then age could be a legitimate buy-in factor. And so then i said, well, you know, given that, you know, if we look at your donor and then the actual kind of looked at the percentage of monetary support you’re getting, you find out that eighty percent of the forty and over well, we’re not going to want to exclude them from the study in that particular case, it’s worth saying okay, maybe we do a mixed methodology of phone and online. Or maybe we do phone it’s worth that. So there’s certainly a circumstances where i would say, you know, in this particular circumstance is biased and there i was i would say, you know what? For what you want to know, it’s. Fine to get read elearning online population that’s that’s. Okay, what’s the i gotta move on a little bit. Paul what’s the reliability across you mentioned phone, email and and paper surveys are they do they vary in terms of reliability. They vary in terms of kind of, i think what i found actually study on several years ago in a previous lifetime, but that phone research people tend to be, well, one thing briefer because you in-kind getting getting them stirring the phone researches it’s more active and you’re actually pursuing people to prove spade in the research. The downside that is that sometime you’re catching people that’s a very narrow window, which is kind of catch them on the phone and do this as on online or paper, they could do it at their own leisure. So sometimes you get very truncated responses, particularly if you asking kind of open ended items about that require commentary? We’ve also found that people tend to be nicer on the phone, so if they’re rating you on a scale of one to five it’s harder to say something bad, it’s harder to be a negative on the phone. Yeah, so not that it doesn’t happen, but you tend to see the scores being slightly higher on the phone, an online or paper where you don’t have that what’s called a demand characteristic, you know, social expectation of being nice, okay, so that that’s a big difference i’ve seen between phone versus the other two methodologies is this is this something? And we have just, like three minutes or so before before we have to end all this talk about serving, but is it is it something that charity khun i could do on their own? If we’re going to a short survey, can they can they do this and be successful? You know, you know i at they can, you know, i think there’s always caveats about making sure that you have, you know you’re asking questions in the right way you’re not biasing your questions in a way they’re going to get you information. That is what you want to hear and not necessary. What these actuality but there are tools out there like surveymonkey and bloomerang that are going online. Survey tools that are relatively easy to use if you just have a short survey it’s not that complicated you want to get a bunch of yes, no questions or some commentary you khun go use those those were relatively inexpensive. Certainly this free virgins of them. But even the kind of pay versions they are very, very inexpensive her month way you surveymonkey for the for the show’s a sze yu know exactly. You know that, you know? And for a lot of needs, they can solve them. You know, if you want to get a quick read on you can pop out a survey monkey auras bloomerang survey tia population. You could certainly do that yourself. They’re fairly easy tools, tio. Okay, but then if you’re going deeper like this is part of a strategic planning process or you’re not sure about the mission focus that you should be you should be engaged in for the next over the next five years. I mean that is more detailed, and you want to probably have someone professional helping, so you’re eliminating biasi? Yeah, i think if you’re going to get into that depth and really talking about shaping the way your organization is currently are going to operate in the future, then you need to really we’ll get somebody to kind of look atyou survey and like what we do with lot of they will say, hey, what what role do you want us to play here and what you know? And we could do that with what, what? But you have? And at minimum, let’s, look over your survey and say, well, you know, that question isn’t going to get what you want, it’s going toe it’s going toe secure the issue more than going to clarify all i have to stop because we have just a minute and i want i want to talk about getting feedback, is it? Is it wise to share survey results or to tell people that you’ll share the your your findings with them like everything it’s, context dependent, i bias towards sharing? Yes on i think thinking on how you’re going to do that because i think especially when you’re you’re serving people close to you, either your own employees or donors. They’re gonna have an extra day. Shinhwa what happened with this information? What did you do with it? What did you find? And what is he going to be? Action. So i’m very biased whenever is appropriate. Find a way to share the information. The main information, the survey, maybe you don’t need to share everything. Maybe something’s a kind of nuance that you wantto kind of work on internally. But i think some of the main things not only what you found, but what you’re going to do with it. I think that is a great power. It makes people feel like, well, there’s a reason i did this research and i contributed because now the organization i care about is utilizing an unproductive went. Paul garin is a partner in professional survey group. You’ll find them at professional survey group dot com. Paul, thank you so much for being a guest. No problem, tony. Have a nice day. Has been a pleasure. Thank you. Take your right. Now we take a break when we returned. Tony’s take two on philanthropy jargon. Stay with me? You’re listening to the talking alternative network. Geever 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 on montgomery taylor, and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt. Y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. 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 welcome back before scott koegler joins me it’s time for tony’s take to my block this week is philanthropy jargon. If you google philanthropy jargon generator, you’ll see what got me thinking about jargon in the non-profit community it’s a random collection of now nhs verbs announce adjectives and verbs, but not in that order, though thinkit’s, verbs, adjectives and now nes andi it’s a little disconcerting. I think that somebody, somebody thought there’s so much jargon in philanthropy that they should create a generator to help you create, create your own if create something, if you if you’re at a road, block your mental block and you just can’t think of the right phrase, put in a random jargon phrase and and you don’t have to define it because people don’t define jargon so that’s little disconcerting. Um, got a lot of comments on this on this post over a dozen some people use it. Teo, i think some people use jargon to sound smart, which is unfortunate, but there was one comment or someone uses jargon to screen for expertise because hill, he’ll ask people what they’re lie. Bunt and sideburns rates are and leibrandt is someone who donated last year, but not this year and a side bunt is someone who didn’t donate it in some year, but not this year, keeping myself out of jargon jail, of course, so he uses it to sort of screen that’s interesting, but generally i think you want to communicate so that people understand what you’re talking about. The jargon generator, i think, is fun, but you wouldn’t want to use it as your dictionary as your when you’re writing to donors or ah, potential funders. So post is called jargon. The post is called philanthropy jargon it’s on my block also on my block is a connection is a link to our linked in page we’re now on linked in. You can communicate with us there. Tell us what you like about the show don’t like about the show, maybe some show ideas or some guest ideas, please share that with us on our linked in page, and you’ll find all of that on my block at tony martignetti dot com that is tony’s take two for friday, may fourth, twenty twelve, the eighteenth show of the year, and i hear the phone buzzing. There is scott koegler scotty. How you doing? I am here, tony, how you i know you are doing well, scott koegler, of course, is our long standing tech contributor and the editor of non-profit technology news. We’re talking this week about content marketing. Scott, what is content? Marketing? Uh, content marketing. You know, i actually don’t like that particular title gave it to me. Okay. I know. I gave you the guy stabs me in the back in the first sentence. What can i say? All right, well, i’m calling you out. It was your type. He changes. Mind you’re entitled change minds. Go ahead. What do you what is this thing that we don’t have a name for? Well, we have we actually have many names for it. I prefer using something like authority marketing because the point of this kind of thing is that you write stuff and you you send out articles that our authoritative in your particular space authority marketing says has such gravitas to it. It does. It does. Actually. Sounds like it should be jargon. No, but the point is that what you want to do is you want to give people something to read that that’s not anything new that’s, you know, newspapers and everything else that’s been published forever. I want to do that, right? So we’re encouraging people to block is that? Is that where we’re headed? That’s part of it? Yeah, that’s, uh, we’re encouraging people to put out information that the people that they want to talk to are interested in knowing about that’s, that’s it, or whether it’s blogging, uh, whether it’s, uh, you know, paidcontent, uh, whether it’s, maybe even aggregated content, which we can talk about also, which is actually pulling information from other locations, and then writing about it. Okay, thank you for defining that keeps self out of jargon, general. So we’re very jargon sensitive this week. You can tel i i hear that. All right, i get the get the keys. I’m i’m on the trigger. I’ve got a hair trigger. So, content marketing authority marketing. Um, let me just talk a little bit about what i think content marketing is okay. It’s actually been a bad name for me because it’s, uh, it’s really it’s being used by what’s called content farms, which are sites that, like examiner dot com maybe to a smaller degree, but they they pay very little to their their authors. And the and the point of little writing is to get keyword rich maybe keyword overblown articles, because then then they sell advertising space, right? They shall advertising space against those. And until recently, google, you know, could be fooled into paying a lot of attention to a site that had a whole lot of appropriate word. All right, but not great content and cheating the writers. And that sounds terrible. Alright, that’s not a terrible, especially since i’m late i’m against. All right, um, good. So the other side of content marketing, which i call authority marketing, is creating articles. However you do it, whether it’s yourself, blogging or whether you actually pay somebody to write for you what co-branding information and putting it out there for people that you know, something, they’re interested. In actually reading, not just the google will find it and bring it up in search results because it’s much better people actually go to your site because they want to go to your sight because he has a reputation on dh that is not stuff that’s necessarily touting your good work. Oh, i mean, it could be stuff that’s valuable in because it’s related to what you do write an interesting that way? Yeah, think of it as a cz yourself, if you’re mean, you know, we know what you do, and we know well, i know some of the things you do, and so what are the things that people would write about and publish that would bring tony martignetti to a website, you know, on it may it may be about non-profit but it may also be about creating, uh, creating audio’s shows that draw audiences and maybe that’s related to non-profit or not. So you really need to know your audience that’s really big key, okay? And i want to say that generally i’m an example of what not to do so i appreciate you using man’s example of what should be done or who could. Be done could be let’s, not goes for us should, but generally people would be wiser to take the course opposite mine and self deprecation is one of those things that comedians really like to get into. I do that’s true, but we know that most charities don’t blogged, right, isn’t you have an article sixty nine percent don’t block and yes and that’s true. And you know what? I think what happened is that over time and i’m talking about the last now ten, twelve years blogging got to be, you know, everybody blogged, um and so, you know, it was your block and your mom read it and that kind of stuff, and it turned out to be pretty useless for most people because they may have written something, but nobody cared. Yeah, and so i think that the blogging that name blogging got a bad lap for a while. And so whether let’s just talk about content creation rather than block. Yeah, because there are other ways to do it to youtube and other ways that you mentioned before, lots of ways and content, as you just kind of alluded to is not necessarily their word it could be what you’re doing right now. The audio shows it could be video, it could be animation, even it could be a whole bunch of things, but the point is to get something that’s that is interesting to to the people you want to talk to so that they then say, g i and, you know, wonder what tony’s got going on today. I think i’ll go over and check in sight, right? Right? And then they’re rewarded at least at least fifty percent of the time that they find something that they like. You don’t have to hit one hundred percent not going to hit on percent, all right, all right, okay. And a way of just tow bring the show. That sort of full circle may be a way of finding out what your stakeholders may be interested in is to survey them and also to find out where they are, whether they’re whether they’re active in social media or more active. Just an email. Yeah, exactly, right, exactly. Because the way you’re going to deliver it goes to your point of knowing your audience, right? And just because you have an audience that you talked to primarily by let’s say email doesn’t mean that you can or should ignore the social media. I’ve got a couple of websites that i managed and i do content creation for them, you know? So so i’m kind of in the business and every time that we publish an article, we also sent out a tweet and a facebook update and they linked in update and those go automatically so anybody who’s looking at us from any of those locations in addition to the weekly email that we send out, has the opportunity to see what we’ve done and you know their choice. They come read more about it or not, but at least they’re getting notified, right? And the interconnectedness between all these social media properties, the one you need, the ones you’re named and you might put flicker in there also can be very much automated, right? Right with a with one exception of google plus which is not yet still released their their a p i that allows automated system’s supposed to for them? Yes, jack, you are shows social media manager regina walton doesn’t outstanding job of knowing how to do all those interconnected ah messages. But it’s it’s really not very hard now and then, but that’s the key is sometimes you can’t automate everything. Sometimes you just have to have, you know, somebody put in the time in order to do what’s, right? Absolutely. I just i don’t want to discourage people thinking you have to have a social media manager in order to make these interconnections it’s valuable because i’m producing so much, but you can’t do it on your own, too, right? Absolutely. Let’s. Talk a little about aggregated content you mentioned. What? What? What does that mean? It sounds like way. Don’t have tio write everything on our own. Yeah, they were produced everything or whatever aggregating content and stealing stuff. Okay on dh aggregated, aggregated content. Basically what? Here’s the here’s. What happens? You get a google news feed on our ss feed, you monitor somebody’s block that you know, has good stuff that you like and let’s say that tony wrote a block that i really, really like. It makes a lot of sense for us. My my leadership would probably like to read that. So i got a choice. I could just copy and paste it into my sight, which tony probably wouldn’t appreciate, right? That’s very bad. And not only that google. Well, actually, uh, take us down for that now it won’t take us down, but they’ll they’ll decrease our popularity because they say, hey, this is already than publish whyyou republica interested? Okay, they know they don’t really care about the fact that you plagiarized um, but they do care about the fact that it’s not original. Okay, so what i would do with that is i would write, you know, maybe a couple street who’s that tony martignetti wrote this really interesting post about jargon this week on his block. If you want to read it, click here. So what that does is it gives me something to comment on, and it lets my readers say, cheese. Not only does scott put out this stuff that’s interesting to me, but he’s also bringing me things that i may not have known about from other sources. So this is really a good way snusz to be to find out things that i want to know and what it does for tony, of course, is it brings another reader to tony site it’s really a good wayto work, aggregated content understand very, very organic way of bringing people to your site on give it back by by giving them value. Right? Excellent. Scott taylor, of course. The editor of non-profit technology news, which you’ll find at n p tech news. Dot com in which at which point we actually do all of those things that i just described. Okay, you conceive an example of it there. Thank you. For ah, what had been a segment called content marketing but became authority marketing. Thank you very much, scottie. Thanks very much. My thanks. Also to paul garin for being a guest this week. Next week. Five bullets to a better oh, we, uh oh, my. Cutting him off a little. Scott, you still there? I’m still here. Okay, uh, i’m i’m wrapping up the show five minutes early, so you and i still have time to talk. I’m still grateful to paul garron, but it’s, i’m looking at the wrong segment, so we’re going to take a break and hope everybody stays with us and scott you especially, i’m here. Talking alternative radio twenty four hours a day. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free second 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. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit, you’ll hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. Hi, this is nancy taito from speaks. Been radio speaks. Been. Radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. This is tony martignetti, aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Technology fund-raising compliance. Social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays, one to two eastern on talking alternative broadcasting. Talking. Welcome back to the show, and as i’ve made the point earlier, we i definitely an intern on this show, so i have somebody to blame from steaks like the one i made right before our break. S o if you know someone who wants to be blamed constantly for my mistakes, please have them send me their resume, and that sounds like a really great appeal. I’m sure i’ll get a ton. Um okay, scotty let’s see, i’m here. Yeah, different the different platforms that we might use different properties that we might use for our authority marketing have different personalities, right? I mean, you might not necessarily do the same thing on twitter that you would on facebook on dh versus linked in certainly, although the social media platforms have a whole lot of commonality to them, but right, twitter is only going to take, you know, a sentence and maybe a picture where is facebook could take more than that lengthen could take more than that. Google plus could take significantly more on that. Actually, you can publish directly on google. Plus, i don’t particularly mentor recommend that, but it’s people have done it on the menu. That’s interesting. I’m sorry. I just ask, why? Why do you say that about google? Plus what? Why not putting fresh content directly on google? Plus, um, google plus is like a hyper blogged in that the content rules by very quickly and so it’s very difficult to them find something of interest down there if it’s kind of rolled off of your screen. So okay, so not like, uh, it’s like a regular blonde or an online publication where you’ve got a nice kind of a content management system, brings things to the front, keeps him there for some starita time and then actually could be found easily in the published right. And and i think the length of articles is a big differentiating factor. If you have anything longer than a few sentences, you really don’t want a post directly on social media. Okay, you want your own, you want your own space, you want your own space, and then you wanna leverage the social media that has the first paragraph, maybe or on a link back to your your own content site. Okay? And sort of wrapped up in everything we’re talking about. Is that the same? Content can be used in different ways. I mean, on dh lynette singleton, who is on twitter often retweeting the show on dh lynette, thank you for doing it today she is at s c g the number four non-profits on lincoln on twitter if you wanna follow her, um, makes the point that, you know, one one piece of content can be used across lots of different platforms in different forms. Absolutely. I’ve even multipurpose, um, that has gone, taken an audio podcast like yours and has transcribed it into text. Oh, interesting on and then what? And then they just post that really? Okay. That’s interesting. Yeah, i can either be edited, so that was more of on article or serious of articles or can be just posted as it as it goes. I think they successful way to do that would be split it up in the articles, post them as content and maybe even link back to the recording of the show. So there’s, somebody prefers to here, they can still hear it, and i could see a value. And that would be you’d get some search engine value from the transcript because search engines can’t. Search audio. But all those words that are in the transcript would be searched if that’s exactly right. And there there are many ofthe offshore overseas services that will transcribe at an unbelievable rate. So, you know, i may not be perfect, but it’s it’s enough to get to get online and get it, maybe useful enough for someone to say. Yeah, i see what he’s saying, but i prefer to hear it so they click onto the the audio stream. Got it right. Okay, but again the point, multi multi purpose ing your your content coming and going back to the earlier guest ball. Gearan a survey could be something that is used as authority marketing. Absolutely. Because what you doing in that place is getting your readership to become the authority. And people like, you know, they have there. They’re their word and their opinion. I would caution we do surveys for some of my properties as well. And there is there’s a survey burnout where you just continue asking people for their opinion and well, you know, at the first couple of times they really like it. Especially if you give them feedback and write an article. About what? What they said. But if it’s too long or more continuous or too frequent, you’ll notice, uh, extreme drop off your respondents. Yes. Okay. Okay. We’re going to leave it there for for for real this time. Scott koegler as you heard multiple properties he’s, a land baron on the web and again the editor of non-profit technology news, which is that n p tech news. Dot com that’s one of his property. Scott. Thank you very much. Thanks, tony. Talk to you later. It’s been a pleasure. Let’s. Try again next week. Five bullets to a better budget. Paul connick stein. Principle of mission first finance knows how to create a budget that is aligned with your work and is a useful planning tool and he’s going to share what he knows that’s, that’s important doesn’t really matter much what he knows he’s gotta share it and he’s going to do that next week. You can check us out on facebook. You can check us out on linkedin. We’re on youtube also the youtube channel name israel. Tony martignetti because some young guy from boston stole the the tony martignetti so i’m real tony martignetti and you’ll find a lot of interviews on that youtube channel. Khun, listen, live our archive for the archive, you goto itunes, which is non-profit radio dot net. You can listen there, and you can subscribe so that you can listen any time on the device of your choice. On twitter. You can follow me, i’m at tony martignetti and the show’s hashtag is non-profit radio. Our creative producer is claire meyerhoff. Sam liebowitz is our line producer shows social media is by regina walton of organic social media, and the remote producer of tony martignetti non-profit radio is john federico of the new rules on our first remote will be starting in june next month. I hope you’ll be with me next week. Friday one to two p, m eastern, at talking alternative broadcasting, which is always at talking alternative dot com. Co-branding think dick tooting. Good ending. You’re listening to the talking alternate network, get him. Duitz good how’s your game. Want to improve your performance, focus and motivation? Then you need a spire athletic consulting stop. Second guessing yourself. Move your game to the next level. Bring back the fun of the sport, help your child build confidence and self esteem through sports. Contact dale it aspire, athletic consulting for a free fifteen minute power session to get unstuck. Today, your greatest athletic performance is just a phone call away at eight o one six zero four zero two nine four or visit aspire consulting. Dot vp web motivational coaching for athletic excellence aspire to greatness. 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. You’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. Looking to meet mr and mrs wright but still haven’t found the one want to make your current relationship as filling as possible, then tuning on thursdays at one pm for love in the afternoon with morning alison as a professional matchmaker, i’ve seen it all with distinguished authors, industry coolers and experts on everything from wine to fashion. Join us as we discuss dating, relationships and more on talking alternative dot com. Are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over in tow no more it’s time. Join me, larry shot a neo-sage tuesday nights nine to eleven easter for the ivory tower radio in the ivory tower will discuss what’s important to you society, politics, business and family. It’s provocative talk for the realist and the skeptic who want to know what’s. Really going on? What does it mean? What can be done about it? So gain special access to the ivory tower. Listen to me. Very sharp. 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066: A Conversation With Andrea Kihlstedt – Tony Martignetti Nonprofit Radio

Tony’s guest this week:

Andrea Kihlstedt, co-founder of AskingMatters.com and author of “How to Raise $1 Million (or More!) in 10 Bite-Sized Steps”

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

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Dahna welcome to tony martignetti non-profit radio i’m your aptly named host. We’re always talking here about big non-profit ideas for the other ninety five percent. I sincerely hope you were with me last week for nine weeks and a wake up for essentials for your year end fund-raising that was mary allison principle of oneaccord, and she helped you out in the final stretch toward year end. We talked about segmenting and messaging, social media and other online strategies, direct mail and getting volunteers to pitch in everything that she suggested from last week could be executed quickly to get you the help you need before december thirty first and also was your mobile website, our tech contributor scott koegler, the editor of non-profit technology news. Of course, you know that broke down. Whether you need a mobile site, how to develop one and what to include to make yours spiffy and up to date this week. It’s assess your asking style. My guest is andrea kill, stead and she’s going to reveal what it means to be a rain maker or a go getter, which are two of the four asking styles profiled at asking matters dot com, which she co founded how do you prepare for a solicitation based on your asking style? How should different styles be paired together for an ask? What do you how do you support your volunteers and what do they need based on their asking styles? And we’ll also talk about one of her books how to raise one million dollars or more in ten bite-sized steps at roughly thirty two minutes after the hour on tony’s take two. I’m going to talk about the next-gen charity two thousand eleven conference my block post this week says that it will provoke your greatness. Talk about that that’s conferences on november seventeenth and eighteenth and also the results of my challenge from last week. Let’s help kelly for pete’s sake, that was a blogger post challenge. We’re live tweeting this week and we have a guest live tweeter in a dare oklahoma! Thank you very much for stepping in to lead the way on twitter, ian welcome use hashtag non-profit radio to join that conversation on twitter right now we have a couple of messages and after those, i’ll be joined by andrea kill stead we’re going to talk about assessing your asking. Style. And i hope you will stay with me. You’re listening to the talking alternative network. Dahna 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 call a set to one, two, nine six four three five zero two for a free concert station. That’s lawrence h bloom two, one, two, nine, six, four, three, five zero two. We make people happy. 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 all right, welcome back to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent with me now is andrea kill stead she’s, a consultant, writer and trainer in fund-raising she’s, the co founder of asking matters dot com and has written two books on fund-raising capital campaigns strategies that work was published by jones and bartlett and is now in its third edition. Her more recent book is how to raise one million dollars or more in ten bite-sized steps published by emerson and church. I’m very pleased that andres work brings it to the show and dry welcome. Thank you, tony it’s a pleasure to be here on go have you we’re talking about asking for gift? Why does someone’s asking style even matter? There is many styles as there are individuals, and when we get into the mode of saying there’s, one way to ask for a gift, we ing for sure increased people’s anxiety and we know that anxiety doesn’t help us help us function in the best way we might. So we came up with a system at asking matters, dividing people into four simple quadrants and encouraging them to ask in the in the style that fits the best, the best asks they’re the ones that authentic that are authentic. And if you ask in an authentic way, you’re likely to connection most effectively to your donor asking style system is set up to help people do that. Is there a psychological basis to the four different types of stuff that the four different styles? Well, i’m certainly not the first person to be talking about stiles myers briggs is the one most people know there’s the disc system of styles. There are a variety of other style systems. I think i’m the first person to take a the notion of styles and apply it to asking there are different between the four quadrants there to two different sets of measures wanted to explain those intuitive etcetera yes, the asking style system is set up on two simple access. If you draw a actually see there’s the technical term actually that’s right, draw a vertical axis on a piece of paper and i invite all of you to do this and at the top. You put down extra virgin at the bottom. You put down introvert. Most of us have some. Notion of which of those we are, so mark yourself as an extroverted and introvert. Then in the middle of that line, draw a horizontal axis line of aboutthe same length and on the right hand side, put down intuitive on on the left hand side, put down analytical that most of us have some sense of which of those we are. If you’re intuitive, you tend to come up with an idea and then see if the world backs you up. You tend to have a gut level about your ideas and big thoughts. If your analytical, you tend to look at the world that the details, and you see what ideas those details amount to collectively. So if you mark yourself on the on the vertical axis and on the horizontal axis, and then you dry drop box around the whole thing, it’ll give you four boxes and lo and behold, for stiles. Okay? And what are the four styles? So in the upper left hand quadrant, where you’re an extrovert and analytic your rainmaker to the right of that where your extra vert and intuitive you’re a go getter underneath go getters? You’re a kindred spirit and to the left of kindred spirit, those are people who are analytical and introvert, those air mission controllers. All right, now i took the asking matters survey, which takes its like, takes like two or three minutes, all right, thirty questions, true false questions, verse and very short on dh. I admit that i spent too long, i think, on some of them. I tried to follow the advice on the site, which says, give your first answer, where there were a couple that i that hung me up. So i’m i found out that i am equally kindred spirit and mission controller, but i was, i was aspiring to go get her. I wanted to be a go getter, so is there. Can you can you have two and aspire to a third? You are, i think everyone should aspire to go get her, okay. So what is the what is the meaning of? I guess i’ll be a little selfish and start with myself. What’s the meaning of ah, a kindred spirit. A solicitor. What does that mean for me? Yes. You know, the kindred spirits among us are the people who think of themselves least as solicitors, but tend to be very good at it because they hang back just a minute before they respond. Which gives the donor and opportunity to talk. And most of us know in the solicitation business, our primary errors that we talked too much. So the people who are who are introverts ten believe a little more air time, very effective and very successful. Way to solicit gift. So my mother was wrong. I don’t talk too much. You know, your mother may have talked too much to her, but i do. Woodstock. Listen, i hope she’s listening. I bet you’re not even listening. You’re not even listening to me saying that i listen, you believe the irony in that? Um okay. Well, that’s cool on dh there’s. Something good there’s. Good news for everybody, right? All four quadrants? Yes. Have have things that are our styles. That people can bring and are valuable to soliciting right that’s, right? I bring up the kindred spirit in particular. Because when we see people who hold back a little more a little more reticent, we tend to think that there they may not be the the sales people among us. But i think both kindred spirits and mission controllers can be fantastic solicitors at least as good as rainmakers and go getters. Okay, she’s bucking for the road. She’s bucking for more air time. But you have the whole hour you’re on. You’re not going anywhere. Okay, so then just a little, but we have a minute or so before break what’s. Ah, mission controller, which is my other one? Yes, a mission controller. I happen to be married to a mission controller, so i know that style particularly well, but it’s, not me. A full disclosure. And jay and i are not married. I know. That’s. True that’s. True. Eso mission controllers are the people who are so responsible. They do all of their homework. They like details. They were read the budget. They’ll want to know all of the numerical information about outcomes. The one on how much it costs, they will gather every piece of information before they go in, solicit a gift, they’ll make a careful plan, they might even write some out, and they will execute it the same way every time so you can count on them. If they say they’re going to do something, they’re likely to do it when they say they’re going to do it the way they say they say they’re going to do it. Fantastic people they have on your team. This is such an ego rush. I’m dying here, okay? We’re live tweeting in a dare in oklahoma city, you better not have tweeted that andre and i are not married. That is not a critical part of the show. You should not be tweeting stuff like that. So you’re doing it wrong if you treated that, i don’t know if you did. We are monitoring here, but i just haven’t taken a look yet on before we take a break. I want to share just some survey results from the from the pre show survey that was on my block. Question one do you consider personality type when assigning relationship managers to a prospect? So not? The ask yet. But just in assigning for relationship management, two thirds said yes, they do, and one third do not. We have some messages. When we come back, andrea kill states. They was with me, and i hope you all do, too, because you didn’t think that shooting getting, thinking, you’re listening to the talking alternate network, duitz get me thinking. It’s. 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, a 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 hunters. 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 readings. Learn how to tune into your intuition, to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed and 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 talking alternative radio twenty four hours a day. Lively conversation. Top trends. Sound advice, that’s, tony martignetti non-profit radio. And i’m samantha cohen from the american civil liberties union. Metoo welcome back, we’re live tweeting the show, and if you want to join the conversation on twitter, use hashtag non-profit radio if you have a question that you want to submit for andrea, please please ask on twitter. You can also call where eight seven seven four aito for one two oh again eight, seven, seven, four aito for one two oh, either way, if you have a question for andrea, kill stead, we’re talking about assess your assessing your asking style and andrey, we’ve been through the two that i am the equal kindred spirit in mission controller what’s a rainmaker? Yes, a rainmaker. The people that we think of really is the quintessential sales sales people, these people tend to be competitive goal oriented. They’re the ones who are likely to take the highest, highest value prospects because they want to be sure to get to the goal they will respond to and be happy to hit, to work with and have challenged grants so that they can motivate a donor for the goal. So the people who perhaps are not the ones who were most keen on stories? No, but because they’re both extroverts and analytic, they’ll be very sensitive to the donor, the style of the person they’re talking to, while at the same time having their arms around all of the facts and the details of the case. The sound is valuable to a solicitation as the equal kindred spirit in mission control that i have any other bets. I’m sure that i’m sure the rainmakers are fine, but i don’t think they’re as good as thie combination, kindred spirit and mission controller on how about the one? I said? I aspired to the go getter? I wanted to be a go getter and i failed testing that respect? Yes, it’s not even a test of service. Really it’s an assessment assessment we came we spent a lot of time coming up with that word it’s an assessment it’s nothing more than that. It’s actually fun. It is fun and interesting and easy to take and nothing particularly deeper. Heavy but but worth worth doing, i think or so and so we hear from mother and i’ll just remind people that you’ll find that assessment at asking matters dot com that’s, right? So what does this guy know? What is the go getter? Well, i’m a go getter, we go getters are very good at big ideas. We have a lot of energy, we tend to pull people towards us with our energy and we can take big ideas and make them fairly simple. We like big ideas. We have much less tolerance for detail, and we’re not as good at closing a gift. For example, as a rainmaker would be aura’s a mission controller would be we like the possibilities, right? We like to say one of the possibilities rather than you know, how can we draw this to a close? And how can we get to the goal? So for us, helpful sometimes to pair us up with someone who’s a good closer? Excellent. We’re going talk about pairings to that, like a fine wine and a fine meal. We compare our asking styles. All right, so between the two of us, you and i have three, three covered. So if there’s anyone who knows that there are rainmaker or thinks that there are rainmaker based on what andrea the guy, the guidelines that andrew gave us earlier, why don’t you tweet and tell us that you think you’re a rainmaker and what? That what that brings the table when you are asking so let’s, talk about asking, then we have no one now if we know our style, preparing for the ask so how would different different styles prepare in different ways? Yes, so go getters, they’re going to want to prepare with simple bullet points, they’re not going to read over every annual report for the last five years. They’re not going to look at every detail of the budget they’re going to have simple goose bump inducing asking, ah points about the case and about what it is this organisation does and accomplishes probably from a big picture perspective now would they want to prepare those bullet points on their own? Or is that something that and we’re going to talk more detail later about the charity supporting its solicitors? But in terms of this, this type of person, would they want to prepare those those bullet points on their own or haven’t done for them? They’re always helped if someone can can sit with them and say, here are the bullet points i think about, but a go getter is going to be happy to talk about them, so if you’re if someone is a go getter and you can actually have a five minute conversation saying, what do you find exciting and moving about this organization? Get them to articulate it out loud that will work very well for a go getter. How about the other styles in terms of preparing for that for that important solicitation? Yes, if you’re working with a mission controller, i encourage you to send them a full package of information. Well, in advance of the time you want them to go out and ask for gifts, they will take the time to read it and take the time to master the material. They’re not going to want to go out from one minute to the next you want don’t want to ask him to mark today to go out tomorrow, you’re going to want to give them enough time to really prepare thoroughly it’s in their nature, to want to do that kindred spirits i would spend asked him to spend some time with you on sight, seeing the people you serve. These were people whose hearts are touched by watching the work in the field on they’ll learn from from watching. That’s, right? And they all convey that is exactly right. They too, are not particularly interested in huge amounts of information or detail. They’re interested in the stories that make their hearts warm and the last one we don’t talk about rainmaker. The rainmaker is the rainmakers combine these things they’re good at being charismatic in the same way go getters are, but they’re going to want to master the materials in the same way mission controllers do so give them time, give them information, make sure it’s all organized and systematized so they don’t get frustrated. One of the other survey questions i asked before the show was do you consider personality type when deciding who should ask for a gift? And almost ninety two percent said yes, they definitely do, and then the remainder no, so yes, and let me just say something that i think i think we underestimate the capacity of people who are not the obvious askar sze that’s, one of the neat things about this asking style assessment and and being able to look at each style from what they can do and what we work for them rather than saying some people can do this and some people can’t think that’s a mistake, we we underuse people that way, and we might also base that conclusion on what people say themselves. Oh, i can’t i can’t ask now, that’s different than i don’t want to ask. Yes, absolutely, absolutely. And i mean my own belief is that pretty much anybody can ask and ten can do a good job if you work with them in a way that will support them. So the value of the site is send them and buy them. I guess we’re talking about professional solicitors, right? Professional fund-raising as well as, of course, here’s boardmember staff members, development committee members, anyone who’s thinking about getting involved or being part of your development shop can and should take the assessment. In fact, you can a very interesting conversations with people comparing and contrasting asking styles, and that then gets them talking about asking, you know, it’s, an effective conversation have and fun and fun becomes going around a board room, board table or it doesn’t have to be only the board that’s that’s helping other majors, major donors may be soliciting as well. You know, i found that that there are a number of boardmember boards that have had all the board members take the aston style assessment, and then they have analyzed the board according to asking style, how many do we have? Mission controllers? How many do we have kindred spirits and then had a lively conversation to say, well, what does this do to shape our board and how it functions? Turns out to be pretty rich material and the other party to the solicitation that we haven’t talked about yet is the donor the donor prospect themselves? How would we ah, how would we assess should we figure it out on their on our own? Should we send them to the to the assessment? What do you what’s your life there? Yes, well, it’s always handy if you do know a donor style, of course, and the field we’ve talked some about trying to adapt our style to fit a donor style. I believe that mostly when we’re anxious which most of us are one we solicit, gifts were not very good at being adaptable and mostly we don’t know the donorsearch style, so i think we’re better off starting from a style in which were most comfortable and understanding very simple. This very simple style quadrant system helps us become a little more attuned to how the donor’s responding. So for example, if i’m a go getter and i’m giving big ideas and i see the donorsearch art to ask questions about details, it might dawn on me that he’s a different style than i am, and i might want to provide him with a different kind of information. Do you like to see people take time to try to figure out which style the donor is in advance, or is that really hard to figure out about about someone else? And, you know, there certainly are some donors that we know quite well, and then we could do some kind of an assessment to relating to that if we don’t know a donor well, it’s a pig in a poke, so we might as well go in with our style and have some try to have tried to have some awareness that there are people are donors who who respond differently. Andrea kill state is with me and she’s, the co founder of asking matters dot com we’re talking about assessing your asking style, how about supporting volunteers of the different types? So if someone is the the one that’s not represented between the two of us eyes a rainmaker, how would you? How would the charity support the rain making the rainmaker volunteer before solicitation? Yes, it’s a wonderful question i charity would support a rainmaker by me being sure they had all of the information to review beforehand and well in advance before hand that they know very clearly what the goal is and not only the goal, but even a stretch goal, the rainmakers, they’re going to want to be competitive and they’re going to want to go get to the goal exceeded and even blast through it. So you want to give them something that helps them understand what happens if we go over the goal? Where will that money go? How will we use it? You might want to encourage them to consider making their own gift into a challenge for the people that they’re talking to. Oh, interesting, okay, they’re going to respond to that and rainmakers also like to work in a team. Sometimes an organization in their annual fund, for example, can create teams and have a rainmaker lead a team of two or three solicitors have a little mini competition going between teams. Rainmakers are going to rise to that. Excellent. They love that challenge, you know. Okay, how about your style? The go getter? How would a charity help prepare that person? Yes, i talked to a go getter in advance. Find out what lights that go, get her up and help them talk about it and articulated to other people. If they start practicing their own words, they’ll be set to go. I would not give those people six or eight or even five prospects at a time because they’re not as good organizing, organizing their information as others are, give them one or two, they’ll do it when the mood strikes them and then give them a couple more. So pierre so dull prospects out a little more careful, like the year go getters. One of the survey questions i ask before the show is who is responsible for supporting your volunteer solicitors, which is what we’re talking about now supporting the different asking styles and sort of a mixed bag of about fifty percent said no one person has the responsibility? Actually, that was, um so there’s about sixty percent. Um, and then about twenty five percent said that the only fundraiser in the shop is responsible for that. And another group about the same because people could pick more than one select one choice said i’d better listen to the show because we don’t use volunteers solicitors that was about twenty five percent. You could have a whole show on that. We have, we have witnesses that they should be listened t should listen to the last show. So when we months ago, we talked about firing up your board fund-raising with gail perry who you? Yes, and that goes back some time. But wait, we have covered that so so that the volunteers let me just say that, that that of course, they asked the styles applies equally to two staff, as it does to volunteers on, and i think it’s, i’ve i’ve seen development offices that have had very good and lively, effective conversations, having staff members take the asthma style assessment and talking about how they would then support one another or what kinds of information they needed to be effective solicitors. So this while i think it’s a great thing to use with volunteers. I encourage hill development chops to use it is yeah, yeah, the professionals, of course, yes. Do you have a story that in your own experience as where you really felt that knowing that you’re a go getter helped you in doesn’t have to necessarily be a solicitation, but helped you in some situation? Yes, in a number of ways, as a go getter, i always like to get someone who will support me and the things that i don’t do so well, so i know that i love thinking outside the box. I know that i that i don’t like to be like to tie things down, so if i can have someone come with me and actually tie down and ask, sort of kick me under the table and i’m still blue skying about all the exciting things weaken d’oh, it’s very helpful then, then i just can’t take that. Q. I think i can quiet down a little and have someone else take and bring the gift home very, very effective for me. I ran for many years a concert siri’s and raised all of the money for it actually tickets were free and because it was easier for me to raise money than it was to sell tickets, and when i found was that i couldn’t, i could get people excited about this concert siri’s very easily was harder for me to actually tied down a dollar amount, so i did get some other people to help me with that who were of cover and restart time and complimentary stoploss exactly we’re gonna have some time to talk about those pairings. Those fine pairing let’s see, before we take a break, i’d like to see what the kindred spirit and the mission controller would would. How charity would support those those two styles for for a solicitation, yes, so kindred spirit, you know, one of the ways to support a volunteer or a staff member is to pair them with is to give them prospects that are going to work best for them. Kindred spirits tend to be a little on the shy side. You’re talking about me now because i’m talking about you. They’re fantastically heartfelt people, but it’s a little harder for them to have people say no to them. Oh, that’s definitely rejections the rejections a little tougher than it is for me for example, someone says no to me, i’m just off on the next big idea can’t stand for any spirits. Having someone say no is hard, so my advice about kindred spirits is give them prospects who were going to say yes, actually quite simple to do that right? Don’t send them to the people who are going to say no, why put them in that position? You don’t have to send people out everyone out on our art gall send to go getter, send a rainmaker out on a heart out on a hard call don’t send the kindred spirit, and if they know they’re going to be going to talk to someone who is likely to say yes, it’s going to make them much happier to do it. So you get a whole group of people who were going to be willing this illicit gifts for you because who doesn’t like success? I just even had the most recent experience of that. Five minutes before the show, i went to the bakery that’s a few doors away, and i asked for whether there was still banana bread and she said no, you felt that i took it personal, they were out of them. They were out of the banana bread. I mean, that’s that’s in a president affront to me. Right? So find out what they have before. You can look in the case first, and then i’ll ask that just to get a yes so shallow just to get the yes, i’ll ask now, theo oh, shallow no, i’ve never been secret about that. I’m definitely shallow, shallow. I just made the little shine. Okay, i met shallow have always been shelling do not tweet that tony is shallow. You dare i’ll shut! I’ll shut you off in oklahoma city if you tweet that, put that ok before, but i was just in a minute before break and we didn’t talk about preparing the mission controller. The mission for soliciting. Yes, information, information information well in advance. Let me know exactly what you’re going to want from them and tell them exactly what they need to master. If they’re going to do a good job, then you can send them to almost anybody. But you might want to think to pair them with someone who’s a little more. Sparky. Right, much as i love mission controllers, and as i said, i’m married to one. They can be a little boring, so you have to be careful, right that you provide a little bit of spark, either by helping them find the language that will add a little sparkle, or by pairing them with someone else who will. I may be the aptly named host of this show, but i’m also shy and boring and on by self admission, shallow. So you’re listening to a shallow charlie boring. No don’t know thiss around. No, no, no it’s, not terrible at all. It’s fun, but what the pairing is important. It sze, great introspection. We’re going to take a break, a few messages, and when we return, it’s, time for tony’s, take too shallow onboarding on dh. Then, of course, andreas stays with me for the rest of the hour, and i hope you do, too. You’re listening to the talking alternative network. Kayman 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 are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back, it’s time now for tony’s, take two at roughly thirty two minutes after the hour. My block post this week is next-gen charity will provoke your greatness. I would love to see you come to the next-gen charity conference, which is on november seventeenth and eighteenth here in new york city two weeks ago, i had the conference co founder jonah helper on this show that was the october twenty first show they are bringing in speakers the likes of craig newmark, the founder of craigslist, sharing his insights for for non-profits my show is a media sponsor, that means i’ll be backstage interviewing speakers as they as they come off stage for later replay on the show. But if you want to go to the conference and see all the speakers because i won’t be able to interview them all, you can save three hundred dollars off the six hundred fifty dollars registration fee using discount code tony radio you can see out on my block at m p g a d v dot com or you can go to next-gen charity dot com and use that discount code tony radio to save three hundred dollars, and i want to send a shout and the thanks. Last week’s block post was let’s help kelly for pete’s sake. A solo fundraiser named kelly asked a question in a linked in group and it was a very good question. Very simple question, but none of the forty five thousand members of that group had an answer. And it would be indiscreet of me to say the name of the group maja link. So it was a very common question. She asked the small. She came from a small shop and she asked, basically, how should i spend my time? And none of the forty five thousand people in motion link had an answer for her, so i blogged about it and about a dozen people little more than a dozen people stepped up and i want to thank you very much for doing that. The post is called let’s help kelly for pete’s sake. You can see the dozen people who commented and there’s also a very heartfelt and thoughtful thanks from kelly thanking everybody for their suggestions. And i thank you also for stepping up and helping kelly and the tens of thousands of small shop fundraisers just like her, that is tony’s. Take two for friday, november fourth. And we’re continuing, of course, to talk about assessing your asking style with andrea kill stead, the cofounder of asking matters. Dot com andrea. Okay, so now i was joking a little about, you know, being boring and shy. And then i added shallow, but but these are not just in case anybody doesn’t get my sense of humor. These air not negative lessons that were supposed to be taking from from what are asking style is is that right, andrea? I’m giving you a chance. Andrea. Thank you. Recover. Yes, i recover. I was i was saying to tony during during the break that i that i really think that the power of the asking stiles is that it puts in a very positive way how each of these four styles can be effective and are effective. So so i think, it’s important that we understand that that mission controllers are fantastic because there’s so responsible they really gather the information. They have it for people. They share it with donors there. They fantastic, for example, for foundation or corporate donors that want all of the detailed information. And material right? You can’t get better solicitors than that kindred spirits because they’re so heartfelt because they really care about what they’re asking for, and if they do it authentically take you know you don’t get better solicitors than that either each of these styles has something powerful to offer, and i just want to make sure that that your humor doesn’t let doesn’t make people think that any of the styles has something wrong with him. The whole purpose of this is to say, we have a much broader group of people who can effectively solicit gif ts and if we engage them in doing that, if we get out the door more, if we get out and ask more, we will yes raise more money. That’s where the rubber meets the road is our our ability or inability to get out and asked people fit for gift face-to-face and the asking style system is just a system to help us do more of that. You know, i feel very strongly my co founder and asking matters, brian saber and i both feel very strongly that that’s the limiter for most of us and most organizations and s in raising money that we don’t get ourselves out the door and asking if you’ve done any capital campaign work ever, you know that that’s why capital campaigns raise much more money because they get people out the door to ask, so look at the askanase thou assessment from that perspective, it’s a motivator to help people understand the way the toe ask that will suit them best, and to help staff members look at people in that light and get them to get out their support them properly. And it’s fun and it’s fun. It’s just a couple minutes i said, i did it myself. Of course it is fun. How about in pairings? We’ve mentioned that we’ve we’ve touched on this, but we haven’t actually talked about pairing solicitors based on their asking. Stiles what? What are the combinations that work well or don’t work well, yes, yes. So if you look at the little box that you might have drawn at your desk earlier, as i was describing the two axes, the pairing works best diagonally. So if you combine a go getter and mission controller, for example, then you have all four quadrants covered all four. All for access points covered. If you pair a rainmaker and a kindred spirit, you have all four access points covered. Now i should say that that that it is my belief that the people people work together most easily in in quadrants that air next to one another. They tend to get married for took in quadrants that air diagonally across from one another. And and i think actually it tends to sometimes you can even pair a pair a donor and someone who is who is diagonally opposed to them, because one will sparked the other. So, for example, a go getter will light may light up a mission controller as long as you have someone to bring the additional material. And the other padron works that way as well. You have a whole revenue stream here. Matchmaking, matchmaking t this should be turned into a metric. We have a show on kruckel turn of about matchmaking we should be so you said you married people tend to marry diagonally. Agonal? Yes, yes, but but but they tend to work most easily when they’re when they’re in the jason and adjacent quadrants. My belief is that the more you talk about the different styles and the more you come to appreciate and understand the styles of your co workers or yours spouse or your partner, the easier it is for us to get together and appreciate the qualities of the contrary. Styles raise more money. Find your life partner that’s what i’m asking that’s, right? Yes, i have a whole another career ahead of me. And you said that people work work well together when they’re paired next to sit next to you. Is that risk? That’s? Right? That’s, right. Working meeting in the office? Yes. People who are intuitive, for example, tend to find it easier to deal with one another. Then they do with someone who’s always act, asking them for the facts, the facts, the facts just the fax, ma’am, right? Those of us who are intuitive tend to get frustrated with that. Those people who are fact space tend to get frustrated with those of us who are good at generating ideas. So if we can again raise that up, raise that conflict up, sort of begin to understand that both are important and that we both bring something valuable to the table. We’ll be able to get along a little more better a little more better. We’ll be able get along a little better. So does this then have implications for the prospect assignment process in deciding not not was goingto prepare first of station but who’s going to be the primary relationship manager for a proper yes, yes, i think it actually does. I think once you get to know a prospect fairly well, it makes some sense to assign someone of us of a similar style to make sure that that prospect gets the information they need in the way in which they take it in most easily. So i think i think yes, as we get to know our prospects, we should have something that indicates in their file what we think they’re style is in fact, i’ve often thought that some of the donor software, if i get if i get sophisticated enough about this business would be nice is some of the donor software programs provided an opportunity to put asking styles and donor styles in that in that material? We don’t have it yet, but it would be a good thing to do. Is it possible, teo? Figure out for someone like me who has to style that came out equally whether one is dominant over the other or no. Yes, i’m glad you raised that when someone takes the asking style assessment online, some people get back a primary and a secondary style some people get back. Equivalence is what happens behind the scenes for that assessment is that we get four numerical scores and the results are based on the numerical scores, so sometimes people come out equal in two scores, as you have mostly we come out with a primary score in a secondary score, and in fact, all of us have a little of each of those styles in us, right? Very few of us or one or the other, though occasionally some of us are are stronger, you know, and have more flip, more fluid ity than than others do. I think on thee asking matters website, you can actually see there were see the write ups of all four styles and somebody could even come to the website and just play with putting different answers in and see what? See what comes up. You could try to be a rain maker. If you want to be a go getter, tony, you can actually plug in all the answers that you think would lead you there and you’ll probably get a go getter. Go get her profile back. Okay? And i answered honestly, the first that’s, right? And i encourage people to do that. But people could also play with it a little something with that, um, and let’s talk about making the case for giving or, you know, yes. Whether i mean, charities typically have a case statement or something, but but in terms of how different style person is goingto make the case to that prospect, how does that very yes. You see, i found that very interesting, really. In organizations, we tend to want to make a case or have an elevator pitch. My belief is that when out of different styles, we think about it differently, we do it differently. We communicate differently. So i think it works wonderfully, actually, to have everybody in a group take, they ask, is that assessment? And then do is cem exercise is getting people to say, well, how would you make how what would your elevator speech sound like? Right in? A room have the mission controllers come up with their elevator speech? Have the rainmakers come up with their elevator speech? They’re going to do it quite differently, right? Mission controller is going to start with details and with outcomes the go getters going to start with, you know, if we do, if we work on this problem, we will change the world in that way, right? Where mission control is not going to think that way. They’re going to think from a detail up to a big picture the people who are into it, if we’re going to think from a big picture down to the detail. So i think these air one it’s wonderful opportunities for exercises to help people come up with thie elevator speech, the case for your organization that comes out of someone most naturally, most comfortably, that sets them up for going and talking to a donor in a way that’s going to feel right to them that leads me to think about then, finally, on this subject, the pairing of solicitors should they repaired in good work teams so that they’re in the quadrants that are next to each other? Is that yes. I would probably pair solicitors diagonally, and in doing that, my one, my one worry always about having two or more people. So is it a gift is that we tend to work on what we’re going to say, so we tend to take all of the air time. If you have two people soliciting a gift, i encourage you to send two people by all means pear diagonally if you can, across the asking styles. But be sure that you leave enough opportunity for questions to get the donor talking, rather than just having the solicitor phil all the time. We have some messages to share with you, and then after that break, andre will stay with me, and we’re gonna have a chance to talk about her most recent book, which is how to raise one million dollars or more in ten bite-sized steps. And i hope you’ll stay with us talking alternative radio twenty four hours a day. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit, you’ll hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. This is tony martignetti aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays one to two eastern on talking alternative broadcasting are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership? Customer service sales or maybe better writing are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classics or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment. Be more effective, be happier. And make more money. Improving communications. That’s. The answer. Talking all calm. 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. Durney welcome back, andrea, kill stead and i are talking about assessing your asking style, and i want to make it clear that in order to do that, to assess your asking style, you go to asking matters dot com and it’s it’s all free and available to everyone as a resource to figure out what style you are. We’ll have a chance now to talk about andrea’s second book um, how to raise one million dollars or more in ten bite-sized steps now, this is a smaller version, a condensed version of your first book, right? Yes, or at least it’s, a story’s based version, if you if you will. I was a capital campaign consultant for a great many years and wrote a fairly good sized book on capital campaign fund-raising this is a a ten chapter little chapter book that tells stories about campaigns that that makes clear some of the primary lessons that we need to know if we’re going to raise major gift money. And is your message in using stories that charity that charities should be telling stories themselves in their fund-raising, you know, charity certainly should be telling stories themselves, but if they wanted to have a book like this to give to their board, for example, they’re doing some major fund-raising and want every boardmember teo teo, learn a little more about how to raise money through major gif ts this would be the kind of kind of book you could. You could do that with it’s, a quick read it’s, about forty five fifty minute reed it’s engaging because it tells tales, interesting stories about real people who raised really money and, you know, had various interesting things happen to them through campaigns, but do you like to see charities using their own story? I did, and they’re fund-raising absolutely, yes. I like to see people using stories all over the place we all know there much more interesting than mohr, dry factual information, graphs and charts. A good story has delicate mission controllers like grass and charts, i have to say, but but they like stories, too. Early on in the book you you recommend you actually say it’s pretty important to approach different people in different ways regarding the exact same funding opportunities. How do we do that? Yes, i think that’s a chapter on goose bumps if i the idea really is that we wanted twice in one show, you said the word goose princessa combination ation. I’ve never i’ve been doing this for a year and a half. I don’t think we’ve ever used with everest twice in one show it now it’s overdone. Now, it’s, i won’t mention it again, but but i have to say, if you do have a visceral response, something moves you, then you’re more much more likely to respond to it generously. Now how we’re going to figure out how somebody is going to respond. How sorry, how different people are going to respond to the exact same funding. Yes, there’s a very simple answer to that, and that has asked them. You know what? We’ll find nothing like asking people what in their life overlaps with what you’re doing. Why might they be interested in in the cause of your organization? Does something in their history to something in their current interest, this does something connect with him and you’ll find many, many people have different ways of thinking about her looking at things. So, for example, the story that i use in the in the book is a story of a science center. Yeah, the lancaster, pennsylvania, and the person who founded the center had had some personal experience with dyslexia, and he’d like to hands on on learning because that’s, the way he learned best when he talked to the person who was in the foundation who was controlled sameh germany in the foundation, that person couldn’t care less about dyslexia. That person was interested in bringing tourists to lancaster, pennsylvania. He had a serious interest in doing that. So when when when the founder, jim, started talking about tourism and about how many people would come in the door and what would happen to the downtown if they had an organization like that and down down all of a sudden he found a different kind of response. So of course we need to understand the breadth of responses that we can get for our projects, not just the ones that happened to appeal to. Us. Sometimes we forget how broadly something can can have. Tentacles can have reach your your advice is different than ah, a variation of yeah, of other advice that guests have given, which is you’re saying toe ask the person what? What in your life overlaps with our work. And what i’ve heard in the past is asking, what about our work moves you those are different. Yes, they are different, i think exploring the overlap between the person’s life outside the charity that sir and the charities that’s, right? See, i think my belief is that we spend much too much time talking about our charity and much too little time exploring what turns on a donor, whether it’s, a foundation donor and individual. So i think we need to shift the balance of that right. Instead of spending seventy percent of the time talking telling about us, i think we need to spend at least sixty percent of the time asking about them and there’s that listening and there’s. That listening listener, yes. And listening is tremendously powerful. I recently was talking to someone who solicits gif ts for hot for a hospital. She said, you know, i have a problem with doctors? I have thirty minutes to go in solicited doctor and i spend thirty minutes talking to the doctor and i don’t have really have time to get to get to my pitch. My advice to her was don’t make your pitch spend spend the first fifteen minutes asking the doctor what he’s interested in, and you know what? He’ll end up giving you sixty minutes instead of thirty minutes because you’re interested in him. So let’s begin with a serious interest, a curiosity about our donors, then we can turn translate that into where, where the intersections are in interests between them and our organization, and that is actually very consistent with advice that other guests have given listening, giving, giving time for the donor to speak and for us to be actively listening to right what they’re saying, i think curiosity really is what is what makes us all good at this business? Okay, excellent, which actually leads to something that i saw lana twitter fundchat last month you and i were both on ah a twitter twitter chat called fundchat and you can follow it using hashtag fundchat and someone posted that in preparing for on and ask if they want to put on their game face and you suggested no. Rather why don’t you wear that? You prefer that you prefer to be vulnerable and be curious about the prospect? Yes, well, i find i find that that if someone is genuinely curious about me, i am much more available to them. And i imagine you would find the same thing that if someone really wants to know who you are, what interests you, how we might connect, they’re likely then they start moving towards you as opposed to giving them a wall. What i think of is a wall of words if i tell them about me and make them find the intersection, they’re much less likely to really to really listen and be willing to be vulnerable. That’s, right? And for anyone who’s interested invulnerability? Check out brain a browns ted talk b r e n e brown. She has a fantastic she’s, a researcher on vulnerability. Fantastic ted talk, andrea kill state is a consultant, writer and trainer and fund-raising the cofounder of asking matters dot com, where you can take the assessment and figure out what you’re asking. Style is, and she has written two books on fund-raising andrea, thank you very much for being a guest. Thank you, tony it’s a pleasure to be with you today. Thank you, it’s my pleasure as well. Next week, rachel emma silverman, reporter for the wall street journal and she writes for the journal’s, blogged the juggle, how can you balance work and life in today’s environment? I’m going to talk about that with rachel emma silverman next week with the two of those things work and personal life competing for your time. Also, maria semple are regular prospect research contributor she going to talk about a new linked in feature next week? The volunteer section it has research potential and gives you greater exposure on the on that popular site, and they also have joe ferraro. Next week, the association of fund-raising professionals, westchester county chapter in new york he’s going to talk about their national philanthropy day coming up, keep up with what’s coming up! Sign up for our insider email alerts on the facebook page when i get my banana bread, i’m gonna post that to the facebook page. You’re gonna want to know about that how? Can you live without knowing that especially leading into the weekend? Did you like today’s show, please click the like button, become a fan of the show. Of course you find us at facebook dot com and then the name of this show you listen live or archive you’ve been listening live archive! Find us on art on itunes and you’ll find our itunes paige. If you go to non-profit radio dot net on twitter, you can follow me. The show’s hashtag is non-profit radio used that often our creative producer is claire meyerhoff, our line producer and the owner of talking alternative broadcasting his sam liebowitz. Our social media is by regina walton of organic social media, but today’s live tweeting was by ian, a dare in thank you very much for filling in doing that, i’m tony martignetti this is tony martignetti non-profit radio. We’re always talking about big non-profit ideas for the other ninety five percent. I’ll be doing that next friday from one to two eastern right here, a talking alternative dot com and i hope you will be with me. What? Find anything zaptitude ing good ending things. You’re listening to the talking alternate network e-giving. Looking to meet mr or mrs right, but still haven’t found the one i 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 oppcoll. 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? 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054: Got Women Donors? & Lovin’ LinkedIn for Prospect Research – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Michele Walsh, director, leadership gifts, at U.S. Fund for UNICEF
Travis Fraser, director, major gifts for United Way of New York City
Maria Semple, The Prospect Finder, consultant in prospect research

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

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Welcome to tony martignetti non-profit radio on friday, august twelfth. I’m your aptly named host tony martignetti hope you were with me last week when it was wild woman fund-raising i had mazarene treyz consultant and author of the wild woman’s guide to fund-raising she was with me for the full hour to share her thoughts about career social media grants, manship and mohr. We did our live first tweeting last week, and we’re going to keep that up this week when it is got women donors from the fund-raising day conference in new york city this past june, we talk about successful initiatives to expand your female donor base through targeted and appropriate cultivation, solicitation and stewardship. My guests are michelle walsh from the us fund for unicef and travis fraser from united way of new york city second half of the show linked in for prospect research i’ll be joined by our new regular contributor maria simple the prospect find her, she’ll be sharing strategies for using linked in to find people and organizations who could be your employees boardmember sze volunteers and donors. As i said, we’ll be live tweeting this week the hashtag is non-profit radio we’ll take a break, and then we’ll start with god. Women donors you’re listening to the talking alternative network. Neo-sage 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 call a set to one, two, nine six four three five zero two for a free consultation. That’s a lawrence h bloom two, one, two, nine, six, four, three, five zero two. We make people happy. Zoho hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com durney durney welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven at the marriott marquis in times square in new york city. My guests now are travis fraser and michelle walsh. Travis is director of mate gif ts for united way of new york city and michelle walsh’s, director of leadership gif ts for the united states fund for unicef. Welcome, thank you, thanks pleasure to have you, they’re seminar topic is success stories got women donors, and so we’re all about talking about female donors. Michelle, why are female donors important? Why are the important they’re important? Yeah, i mean, if you look at research even to start, which is where we were talking earlier today, it’s, they’re making up a larger part of the e-giving population than ever before. So i was just referencing an article earlier where in two thousand five was the first year that the irs had records that women were actually out giving men as a whole. I think it was sametz twenty one billion as compared with about sixteen or seventeen billion so and that’s already, you know, six years old at this point, but they have huge giving power and very often that they make their decisions differently, and we need to be aware of that and that they also are motivated differently, so i think they’re important because they do give and when they do give, they tend to mobilize people, so not only did they give their own funds, but they’re also generating additional support very often and travis. Of course, in the upper ages, women survive men on average, yes, moflow closer tonight. So? So if we’re talking about deferred or planned gift, women become critical because typically they’re inheriting their husbands, their husbands, states or a portion of yeah, yes, that’s that’s true, we don’t deal a lot with plant giving within our women’s group, and i think as our core group of members ages and we start looking broadening, i guess t younger populations, we might start making plans with four plan giving with them, but because of how we’re able to engage them and draw them closer to the organization, they really i thing translate into perfect prospects for for major get for plant gifts in the future. So, michelle, you mentioned different donor motivations women versus men. What are some of the differences that you see? I think that women as a whole, obviously only one particular woman relies right, but that if you look at women as a whole, very often they’re motivated by things that they can connect with and be involved with, so they’re motivated by family, they’re motivated by making a difference. We’ve noticed that it’s not usually being on a donor list or being on a donor wall, they also want to be a part of a community that’s doing something that has results so there really is a motivation about doing. Good in the world and what? What? That accomplishment iss okay, and how do you find that different than than the male donor? I think that it’s not as driven in terms of the connection. So seeing something and seeing what it’s doing hasn’t been as much of a motivator for men in that same when you can have more of ah here’s here’s the information this is what it’s going to do? Of course they want to know what the results are but it’s not as much of a desire to be engaged in the process. Okay, yeah, michelle, your work does include working with older donors seventies and eighties women in those ages. I would say that it’s across the board. So we’re looking at ultra high net worth individuals and that’s really are deciding factor. There are certainly maura’s. You get up towards those hyre age groups of people that have accumulated that type of wealth. I think you spoke earlier with some of my colleagues who were talking about the younger generation twenty one to forty, right? And so we’re looking, really hoping towards getting most of the people to million dollar giver is a leadership. Gifts for us is one hundred thousand, but if we’re looking at that group, they are going to be, you know, tend towards the older end of it, but the representation of what portion of that is seventy to eighty, you know, i wouldn’t know off the top of my head, but there are certainly some people in there that would be in that age group, okay? And when you’re dealing with women of that age, i’m trying to focus. We’re talking about dahna motivations what’s your experience with when the husband was the primary donor on dh he’s, now deceased, you’re going to the you’re going to the surviving wife, what’s your experience around their willingness to teo continue to give, i think i mean it’s so individual if they’re very defined and what they’re giving is it’s, you know, very often on lee really about honoring someone’s memory, but if in order to engage them personally is the only way that i think that you’ll be able to get to that larger gift on dh to be able to do that, we’ve had it in a couple of instances, but getting back to even what the data is. Is that women are making more of the decisions while they’re alive. We know, with the married spouses well, i think travis actually was talking about what i was yeah, yeah, don’t you want to, travis? I mean, there there have been some recent studies out that are really showing that women are making about eighty percent of all of the sort of household financial decisions, whether that be philanthropic decisions, just what they buy, what goes into the household there there really the decision makers and i i feel like as fundraisers, we’ve really been led to believe that they are making it in tandem as a couple on dh in some cases that’s, true, but what we’re really finding through some new donorsearch audis that that is that the female is thie number one sort of decider in that position, okay, even when do we know if that applies? Even when the the husband is the person with the primary relationship to the organization, you know, i’m not sure that it goes that the research goes that deep. Um and i think that anytime you have any part of a couple that’s, the primary relationship, you sort of deal with that primary relationship, but also tried to to engage the other spouse in any way that you can with the work because you really want to see that couple as, ah, holistic entity, you know, it’s it’s, not just one person, yeah, excellent and applies all the more if, if the if the husband is the primary relationship, you certainly do want to bring the wife in because, on average, she’s going to be surviving her husband? Yeah, yeah, you know, and i have to say that being at united way were somewhat unique because a lot of our donors give through workplace campaign, so we’re really dealing with one half of the couple we’re really dealing with the female leadership donor xero followers, or mohr and electing to do that through payroll deduction. So it’s really her decision of what she’s doing with her paycheck? So it really involves her more and what she’s interested in and getting into. I sort of heard interest areas, so that has been very interesting for us, especially in trying to branch out and look towards more individual donors who aren’t sitting in the workplace and developing strategies to get to those people on dh and people that are part of a couple and engaging both of them in the work that we’re doing and we’ve definitely found that. So you know, a number of our male board members and with our particular woman in philanthropy initiative it’s been female board members who have led the charge, but a couple of male board members who have really founded a great opportunity and excuse to engage their wives without them. S so where they’re not just dragging them along to an event that they’re like that’s your cause, but that they’re able teo to feel and ask the questions that they want to ask. Without that, what do you call it? A arm, candy or whatever, however you want to call it in either direction, but that there’s no one there to hold them back or push them forward to engage and it’s been a really good opportunity for us to have some good open conversations with the spouse without the key driver, the ky connection president, they didn’t think dick tooting getting ding, ding, ding ding you’re listening to the talking alternate network e-giving e-giving cubine. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna 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 hey! Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. Oppcoll zoho do either of you or maybe both of you work around getting volunteer engagement from from females? Is that a part of your work? Or was it all just related to financial giving? Our entire program is volunteer related thie group that i manage is called women united in philanthropy on dh it is managed by a group of volunteers who come in volunteers steering committee that really charts the course of everything that that does so how do you start to get people engaged in that volunteer steering committee? Well, it really has been through the work of other steering committee members, we’ve been around for nine years, and this is a women’s this women’s group. Yes, it started from a conversation we were challenged by a female donor, two who asked us what we were doing to engage female donors, and we didn’t really have an answer for her. So we had a female boardmember who was very interested in getting to an answer. So she opened her home. We took a look at our lists of donors and sent out invitations to a number of our female donors to come together for a round table conversation and what came out of that conversation was very core group of dedicated women who really wanted to build something, and from that, we’ve been able to build a program that really engages women in the topic area that we’re raising money for, which is youth empowerment, and we are able to really talk about the issues that were that that we’re working towards. We give them opportunities to volunteer in the programs to see their dollars at work. Andi have educational forums that bring together some some thought leaders in the areas of education and health so that they really feel like they’re a part of the philanthropic process and that’s really what we tried to do to engage our female donors. Travis foster fraser sorry is a director of major gifts for united way of new york city and michelle walsh’s, director of leadership gif ts for united states fund for unicef and you’re listening to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven earlier, i said next-gen charity because we were because michelle, when we’re talking about a twenty one to forties it’s next-gen so it got me saying next-gen which way also be at the nextgencharity conference, but today we’re not they weren’t fund-raising day two thousand eleven, travis, do you see a difference in the willingness of male donors versus female in terms of the the time commitment, willingness to spend time? You know, i think that’s an interesting question, and, you know, i a lot of my work is with our our female group, but also with our young professionals group, okay? And i would say that in our young professionals group there’s really not that discrepancy between the amount of time to volunteer, the males and females of that generation are really wanted to eat together, and i would say that with with people that i’m working with on the women’s group there it is a little bit easier to get women out to volunteer opportunities because i think they just really want to see there the work in the fields, and and i think a lot of times, men, i can take it from you as the fundraiser to hear about what their work is doing. Our work is doing it. Michelle, do you see a difference between men and women in terms of their their desire for understanding outcomes? And what the impact of their gift is, is there a difference across the genders there? There probably is i think that women are often underestimated and their willingness to really want to do dig into the data and the financials and all of those pieces. And of course, if your stereo tell you, you know that they wouldn’t get it or that they don’t want to really spend time with a balance sheet or that they’re more emotionally driven or whatever the some of the negative stereotypes are on. Some of them were positive, but does though, right? But i think that women do want to understand what what the back end thinking is, and particularly as you deal with the higher end givers and the more sophisticated philanthropists, they know what they’re looking for, and there are certain delivery bols that they expect, and there are certain organizational structures they expect to be in place with their financial or otherwise, and they ask those questions, and they think very seriously about where they’re going to give their money, you know you’re going through, i can piggyback on that, you know, we have a group of our committee that comes in and meets with our program’s staff to really talk about what they’re doing and and what the investment that women united has made in united way is really is doing, and they ask the toughest questions they want to know exactly what the budget is. They want to know what the money is being spent on, and i think that that is the thinking that you were alluding to earlier is completely backwards. I think they really want to understand the entire issues they want from from costs of services to then what the services are actually doing, that they really want the whole full, holistic three sixty view of initiative. Michelle, you’re experienced. Yeah, and i would say that we’ve sound found more different is between sectors and where people worker identify themselves and professional sectors than male female. So, you know, sort of the hedge fund circle has a certain way of thinking about a problem, and they’ll come at you with a set of questions that are almost predictable, and lawyers have a certain way of approaching it more so than a cross gender lines. I’m not going to ask you to comment on your own individual situation is that united way or united states fund for your staff? Generally, do you see women adequately represent went on boards? So from where i said, i think there’s a couple of key pieces, one is that our ceo is an amazing female leader, and that has really set the tone and a lot of ways for not only supporting our initiative with women philanthropists but inboard leadership. So the four, therefore women, all board members, that air chairing our women in philanthropy initiative and the strategy around engaging ultra high net worth individuals to support the u s from for unicef, and they have all stepped up phenomenally, and i think it’s been critical in having those female representatives on the volunteer level onboard leadership roles, and they represent really influential rose rolls and the rest of their lives, and they’ve brought that to bear on this effort. It’s been absolutely critical about your travis do you worry about again? Not necessarily united way, but do you worry about there being inadequate representation of women on boards? I think there’s there’s more work that needs to be done, but i think that a lot of organizations are realizing that women make very, very strong boardmember is there much more thoughtful about the issues? They really want to understand the full picture of what is going on, and they don’t just sort of make those knee jerk reactions that sounds like an ideal boardmember and and, you know, i can say for the united way system, we recently did a survey of the one hundred and twenty different women’s leadership groups that united way has across our system, and what we have found, which is astounding, is that from the year two thousand seven to two thousand nine, which had the huge financial meltdown united ways that had boards with that were made up of thirty percent or more female participation, their women’s group grew about twenty eight percent in fund-raising and fund-raising and dollars contributed just versus those united ways that had less than thirty percent makeup of women on their board grew their fund-raising grew one percent. So really shows the power i think, of women to really come together, rally around a cause and get people to contribute at very, very critical times, i have to say credit to the person who thought toe look att that variable female representation on the board that’s not that’s, not a very and its outcome in fund-raising that’s, not by any means a typical variable that you would see and look at the outcome of the correlation with interesting let’s. See michele, in terms of let’s, talk a little about, like nuts and bolts. I don’t want to spend a whole lot of time on soliciting women, but we’ll spend a couple of minutes you have advice that’s particular to women about asking, you know, your your work is an ultra high net worth but not necessary, you know, generally soliciting women advice? I don’t think it’s any different than soliciting a man because i mean ideally still stations at that level happened face-to-face one on one and it’s doing good fund-raising and reading people’s faces and listening to the cues and paying attention to what they’re interested in and compassionate about or passionate about. Rather, i think in that regard, it’s all the same, some of the messaging and the way that we engage them leading up to that is where the differences okay and that’s, the stuff we’ve been talking about. Exactly travis, how about for you closing thoughts, i think, really, the only thing that i would add is just making sure that there is a really good next step for them to be involved in a substantive way beyond writing the check, whether that is taking them out on a program visit to go see see the work, whether they they’re volunteering at a school, whatever it is, just make sure that there there’s a really solid next up for them to get involved because they really want to get involved, okay? I just realized we have a lot more time than i than i thought you’ve done yourself. You had your seminar already today or it’s coming up, we had any provocative questions from the audience that you want to share around the subject. We’re interesting, yeah, i was talking to some of my colleagues and some of the other sessions and comparing notes on questions, and i think the one that i heard that came up in all the questions was sort of how to say no, no to a gift, no to the wrong gift or no to a donor who wants to direct very specifically, in a way, that’s. Not in line or give them right. They want to make a decision. That’s not really their decision to make and navigating that. What was your what was? Did you have that in your session or what? Wait. Okay. I know. I mean, i have one of the most important things. Is the fundraisers to know when to say no? And how does they know? And it’s? Not always easy and not everyone’s. Good at saying no, but giving people what we talked about is creating option so people feel like they’ve made it legitimate choice, but not beyond what your realm of possibilities are. So a multiple choice question as opposed to an open ended question where people can say, this is really what i want to dio bye still not creating the program from scratch and tweaking the little details, but giving them real opportunity to be a part of the experience as well the experience of of whatever the program is. So if it’s, you know, for us, it’s obviously in the field and international development. But, you know, even if it’s the question came from someone who was working in parks, even if it’s a parks project making them a part of how that plays out. How about you, travis? Any questions that came up in your program that you want to share one? Well, i think that that my group is able to direct the money at the end of the year that they raise, and that can create a lot of nervousness, i think, among program staff and really, you know, and i know it’s something that unicef does as well, we don’t just open it up and say, okay, you’ve got this big pot of money, where do you want to put it? You know, we we really bring them in so that they can meet with our program staff and give them sort of a menu of options of where we think they could have the most impact and take it from there because we’ve really been able to develop relationships where they understand that we’re going to give them what we think is bad that’s for the organization as a choice, and it really allows them to feel like they’re making a choice and have an investment in what we’re doing. But then, at the end of the day, we get what we need you at the same time, so the organization obviously has a role in setting expectations, managing expectations, sort of, and michelle is, you suggested the multiple choice question, constraining things so that people are not out out in left field success stories got women donors as thie seminar topic for travis frazer, director of major gif ts for united way of new york city, and michelle walsh, director of leadership gif ts for united states fund for unicef, travis michelle, thank you very much for joining me, thinking it’s been a pleasure to have you. This is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven. That was my pre recorded interview from fund-raising day last june in new york city. Now we’ll take a break after the break. Tony’s, take two, and then, after that, linked in for prospect research, so stay with me. Talking alternative radio twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam 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 hunters. People be better business people. Dahna this is tony martignetti athlete named host of tony martignetti non-profit radio non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcasting 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 or 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 market. Their motto is way. Do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com. Talking. Welcome back to the joe it’s time for tony’s take too, but first a reminder that we are live tweeting today, the hashtag is non-profit radio please join the conversation on twitter on tony’s take two this week. My block post is a test of google plus for your non-profit i was interviewed by new york enterprise report for an article on using google plus in small business, and i thought my ideas might help you to evaluate google plus for your non-profit now, of course, caveat, i’m not a social media guru expert thought leader, a small business owner. And so with that caveat, i’ll tell you what i’m doing with google plus and how i’m evaluating it, and you can see if that makes sense for your office or not. I’m really looking at the people who become my friends on google plus and the features that it ends up offering for the business profile pages, which is, you know we know them in facebook as a fan page. Google plus doesn’t have business profiles yet, but we all expect him to be coming, and google says they are coming within the next couple of months, so i’m going to be interested in who the people are, who joined me on google plus either because i invite them or they’re inviting me if they’re the same as the people i know on facebook, i’m probably going to be less likely to spend a lot of time, you know, keeping up a very active profile page on google. Plus, i would certainly have one, but how much time i devote to it is really what the issue would be on the same thing with the features. If it’s pretty much the same features as a facebook fan page, then i don’t really see advantage, but if it has some things that i’m looking for that i don’t see in facebook like for me, it’s ah good calenda ring application and a good, solid polling application like we can do in surveymonkey but built in facebook doesn’t have those things and it has polling, but not really a strong one, so if it has good features, i’ll be again more likely toe spend more time keeping a very active business profile page on google plus, so those are my ideas around evaluating whether to do that for my business, i don’t know if that’s of value to you, it might be in looking at google plus for your small non-profit um, you can see more detail about that on my block at m p g a d v dot com, and that is tony’s take two for friday, august twelfth with me now is maria simple. Maria is our newest regular contributor to the show. She’ll be on once a month. She is the prospect finder. Maria is an experienced trainer and speaker on prospect research and consults with organizations interested in finding and connecting with their best prospects for long term relationships. Her website is the prospect finder dot com, and i’m really pleased to welcome maria to the show. Welcome, maria, thanks so much. I’m delighted to be here. It’s a real pleasure to have you were going to be talking about linked in today. Lincoln has some new initiative for non-profits you want to explain what what’s up there? Yeah, absolutely so what’s kind of interesting about it is that linked in a little earlier this year, actually in may, haddon i po and so now they are actually deciding they’re going to dedicate some resource is in terms of against money, but as well as human resource is to the non profit sector now on ideo aipo means means what jargon jail mary-jo actually started issuing stock, they became a public company, so initial public offense and they actually launched something called lincoln non-profits solutions, and so what they’ve decided is that they have three point six million individual members who actually identify themselves as either employees or board members of a non-profit so they realize that there’s a tremendous amount of potential to help the nonprofit sector and they are actually i’m going to be helping people they back, they’ve launched a page called learned dot lincoln dot com forward slash non-profits, where they actually give the non-profits both as non-profit professionals, but also as organization’s best practices on tips and tools for how to make the most out of the lincoln for non-profit so they’re looking at both individuals and organizations, you say, and that that three point six million, i’m sure there are a lot more than that because there are one hundred million linkedin users, isn’t that right? Yes. So, yes, you are. But you know, what kind of interesting is that? They somehow been able to identify that there, there are, you know, the three point six million who are somehow connected to the non profit sector, right? Because i’m sure, based on keywords in their profile or just the way they what they identify their employer as, but i’m sure that’s low. I’m sure there are more than three point three and a half percent of the lincoln community working for non-profits but so maybe this initiative will will draw out some more. But even with that three point six million, yes, so they have this the the u r l you gave that’s the learning center, right? Yes. That’s correct. They have a specific learning center set up now for the nonprofit sector. And when you’re on that page, if you scroll all the way to the bottom, they actually have a contact a cab. So their interest sted in hearing from non-profits selves non-profit professionals and organizations and board members as to how lincoln can best serve the specter. So they are open to feedback at this point in their formulating this as they go along and you spoke with someone who’s in charge of this non-profit initiative. That lengthened in you? Yes. Somebody who has recently joined linked in his name is brian breckenridge. And he is heading up the new program there. And he’s, you know, he’s very excited and he’s very open to learning from the nonprofit sector. About what, how they convinced serve the non-profits and so since you had a spoke to him recently, any inside track about what we might be seeing the into the future? Well, i don’t have any specifics to share with you, but i do know that they are planning some interesting changes, hopefully that they’re rolling out in the next, you know, in the next couple of months so it’s, you know, they’re they’re formulating this, they’re looking, they’re taking in and looking for feedback at this point and anything that they can do the best help a non-profit sector they’re looking for that feedback at this time, and then they’ll be looking to roll out some new initiatives, i think okay, and you see value in the lincoln non-profit solutions for prospect research. Absolutely i do, you realise linked in for prospect research and for prospecting. So i utilize it in both, eh? Proactive sense as well, as in a reactive okay, let’s distinguish between prospect research and prospecting. What do you mean, weird? When you say those two different things differently? What do you mean by both? By each? Okay, so if i’m doing research on a potential major donor potential boardmember for the for a non-profit and i have the name of that individual lengthen is definitely one of the places that i go to to try and formulate my profile on that individuals. So that is what i would call reactive research. I have the name of someone, and this is one of my tools that i use to do prospect research. Now proactively you, khun, take linked in and use their advance people search feature to find people who might be suitable for your non-profit for connections in a variety of situations, they have a keyword search. You can focus your search down to within a radius of your zip code of where your non-profit is located, you can focus your search down to specific industries, so if you are looking, if you are let’s, take the example of a on environmental group, right let’s say they are looking to connect with more individuals in their community who are involved in some sort of environmental services so they would be able to conduct this search. Now, obviously, when you conduct a search on lincoln, first of all, you have to have your own lincoln personal on dh. This is using the advanced certain advanced search. Is that right? That’s? Correct. Have on the right on the upper right hand side called advance. Okay, you quick, matt. It opens up an entire new search screen that most people haven’t really access, you know, realize it’s there. And the more rich your own network is, the more people you are connected to, the richer the search results will be for you right now. If i were, let me give you two very contrast examples. I actually happen to have over five hundred connections in my lengthen network. So my search results would be drastically different from somebody who is a very new to lincoln and only has a network of, say, twenty, thirty, fifty people. Because you’re always shown how many degrees you’re separated from someone. So the more people i have in my network, greater search results going so so you mean when? You’re doing this advanced search you’re searching all the hundred million people in linked in and it’s telling you which of those are in your first degree, meaning you’re connected to them directly, which are too removed from you, which are three removed from you. Is that what you think you were searching the whole population of linked in? You can. Yes, but you can ask lincoln to just focused down the search results for you to the people you might be first degree connected to second degree or perhaps where you share a group membership. Because there you’re going to be ah, lot closer. You have a lot closer of an affinity and making the one toe one connection may be easier for you. Ok? Suppose you that’s really rich that you can search the whole hundred million. Suppose you find somebody who’s two degrees removed from you and they seem like a very good i don’t know. Maybe maybe we’re provoc betting for board members. Let’s say, for this, for this environmental group that you suggested you see somebody to removed from you. What? Explain what that means. And then how can you try to meet that person? Okay, tony let’s say we come up with let’s say, i do this search and i’m looking for environmental people who and i come up with a guy named oh, i don’t know john smith. And you and i are first degree connected on lengthen that much i know, but let’s say, john smith eyes second degree connected to me through you. That means he is both first degree connected to you. And i am first degree connected to you. So you are the common link between us, right? Ok, so that would mean john is a second degree. So, like those, like those kevin bacon seven degrees from kevin bacon movie. Right? Because he’s been in so many popular movies. Okay, so you can get to him through me, in other words, that’s. Right. So what did you do? How do you do that? Well, lincoln actually provide you with the the there’s a form that you can fill out so that a message would be sent to both john and to you. Looking for that introduction. I could look to be just connect with john directly and say, john, in my my request to connect, i might say john, you and i both know tony. Andi, i think we have a lot in common. I’d love to be able to connect with you here on lincoln. Always modify that that’s that standard introduction that lincoln provides to you never just go ahead and just use the standard intro, you realize those defaults aren’t aren’t very friendly, really there’s really bare bones, but so you’re allowed to your lot to connect with john smith your lot to contact john smith, even though you’re not directly connected to him. That’s correct. I could just send him an invitation to connect and just mention your name in my little intro is toe. Why? I think he and i might want to connect, you know, it’s up to him to accept my connect. Ction request? Sure. Okay, i see what you’re doing it through the request to connect. Okay. I see. On dh. Then the alternative is you could ask me to connect you to him. That’s. Right? I could ask you directly. I could go the old fashioned way. Tony, i could pick up the phone and call you and say, tony, you know, how well do you know john is? This somebody you know very well can you make some sort of a personal introduction even outside of lincoln through an email system. But at least lincoln’s provide you with the opportunity to identify potential boardmember potential donors in very specific sectors. Yes, the phone. You could pick up the phone and do it that way. And that way we don’t have to communicate through linkedin using their default messages or which we would really like. Anyway, i never thought that you could pick up the phone, imagine it could even have lunch and we could talk about it that way. Way. Imagine. See what? See what the web can do. Encourages you to pick up the phone. How do we had we operate without linked in years ago? I don’t know. So let’s, go back to the learning center. Um, yes. So they have. They have suggestions there for individuals and non-profits maria, we have just like a minute before a break. What are a couple of the not for profit? The organizational suggestions on unlinked in. And then after the break, we’re going to detail. Well, you could create a company page at no cost. So corporations, companies. Small businesses are doing this. We i highly recommend that a non-profit create a what they call a company page for their own. Non-profit, and they actually give the example of the american red cross that has attracted thousands of followers on lengthen and so other non-profits may want to check out what they have done. And, you know, look, learn from that and not reinvent the wheel. Ok, well, look att, the company profile and other things. After this break with maria simple, the prospect finder. Stay with us. 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, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication, and the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office needs better leadership, customer service sales, or maybe better writing speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes, or get your human resource is in touch with us. The website is improving communications, dot com, that’s, improving communications, dot com, improve your professional environment, be more effective, be happier, and make more money improving communications, that’s the answer. You crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com lively conversation top trends, sound advice, that’s, tony martignetti non-profit radio and i’m ken berger from charity navigator. Oh! And i’m tony martignetti and i’m with maria simple, the prospect finder we’re talking about using linkedin to find and connect with people who could be boardmember sze donors, employees, volunteers. So, maria, the advice that you were giving before the break is that a new organization could create a ah profile page that’s correct, and i would highly recommend that they do that and the reason tony is and and i’m not suggesting that they should set aside any of their other social media strategies and presences like that they might have on facebook or twitter, but what you want to be able to do here is this is lincoln is the professional network, so you want to be able to, of course, capture the attention of people who are in the business community. You don’t want to exclude this, so this is free, you know, obviously whoever is maintaining your presence on other social media’s would want to be able to set this up and you can upload your logo. You would be able to give a nice description about the organization, provide your website, there’s, even a mapping feature where they tie it right into google maps. So that people will be able to see precisely where your non-profit is located. So, you know, it’s free, and i think that they should take advantage of that. I think the lincoln says there about one hundred thousand non-profits that have company pages, there should be many more that’s, a that’s, a good number, but there should be a lot more. How specifically does this one do they? I mean, how do you create a a company profile or non-profit profile versus creating a personal profile? Well, of course, the help affection of of lincoln is going to be very, very helpful to you, but they also have here they give you some steps on how you might be able to do that right on the non-profit learning center that we talked about earlier, okay? And again, the girl for that is linked in dot com slash forward slash non-profits actually, it starts off with the word learn ellie, are there yet i left. Yes, thank you very much. Learn dot linked in dot com forward slash non-profits thank you. And now groups are very popular and non-profits can create their own non-profits can create their own groups and you couldn’t decide if the group is going to be a closed group, meaning that everybody has to be first approved by some sort of a group moderator thatyou’re going to appoint at your end or it could be an open group. And keep in mind that if it’s an open group, all of the discussions are open and searchable and people can just join the group without any type of moderation. That and what’s the value for having creating your own group after you’ve created your profile. Well, they might. It might be in an interesting way to host certain conversations around specific topics and, uh so they, you know, if you have, if you’re a large enough non-profit and maybe you are hosting even conferences around your specific topic, that is something that you can use the group for if you want to engage people in discussions, much like you might see discussions in other types of groups that people are on on linked in, but it would be very specific to the time of organization that you are in the population that you serve, and after you create the groups than you invite people to join is that how it works. Well, you can’t invite people to join. Yes. You definitely can do that and invite people who are already in your linked in world to join the group. But people are going to be able to find you once you are set up in a group on lengthen. You are now searchable as well. So i remember i was telling you about the search functionality. The groups are a way that people, you know, look for like somebody might look for a live networking group to join. Somebody might be looking for a group around this specific area that you serve. Okay, so yeah. So if your work is for the m r d d community, the mentally retarded, developmentally disabled, you might create a group around the service around dahna discussion around the needs about that for that community in your own communities, you could make it a very localized group. Yes, you can. Some groups are geographically localized as well. But you may not want to limit it to that. I mean, lengthen is a worldwide a phenomenon, if you will. So why not? Why not? Just open it right up and allow people? To tto learn more and you never know where that relationship is going to lead. Okay, um, they also have something called linked in recruiter for for job, for organizations looking for employees, how does that work? So what they’re doing is lincoln does have a recruiting solutions portion, which is a fee based portion to their service that’s kind of steep, isn’t it? Well, yeah, for some non-profits mean, what they’re saying in an article that i read is that they are starting as low as four hundred dollars a month when you could be a little steep saw non-profit but they are, you know, offering these recruiting solutions, if you will, at a discounted price for what they would offer the for-profit world, okay, and that’s, if you’re looking for employees that’s correct, if you look nufer employees, they have they have sort of three separate sections, one is called lincoln recruiter one is called jobs network Job slots and the other 1 is called career pages. Okay, let’s, talk a little bit just in a couple minutes we have left about the offerings for individuals who are in non-profits what what’s the advice that that the learning center gives for individuals. Well, you definitely want to make sure that your profile is as one hundred percent complete as possible. So you want to make sure that your profile itself is rich so that as you go out and try and make connections with people, you will be able tio look like somebody, obviously, that other people really want to connect with that you are a thought leader within your own community, if you will. And so it’s really like a resume on steroids, you know, your opportunity to really shine and stand out from other people, so why not make it that way? Using the status updates, i’s a great way to let people know sharing articles, having to do with sector that you serve if you are a speaker, it’s a great way to let people know where you’ll be speaking, especially as it relates to your subject matter area on dh, especially if you do a lot of speaking on behalf of your non-profit it will let people know where you’re speaking either virtually and webinar format or, you know, live format if people are looking by the way tony and forgot to mention earlier fremery we have just about it, we have just about a minute left. Ok, on the resource is page of my website of the prospect finder dot com i do have a downloadable maria samples top five tips for prospecting with lincoln, so if they’re interested in some general tips about lincoln for themselves on a personal level, this will help them. I think you also learn how to use some of the more advanced features, all right, thank you for sharing that resource page that’s really all the time we have that is maria, said pompel the prospect finder again, you’ll see her at the prospect finder dot com, and she’ll be joining us once a month to talk about her advice for prospect research. Maria, welcome to the show as a regular contributor and thanks for today. Thank you, tony it’s been a pleasure next week, we’re going to lead the leader’s motivating your board to fundraise. Another interview from the fund-raising day conference last june, the consultant, andy robinson and carry kruckel, whose vice president for development and communications at w n tv reveal how to move your board to be the best fundraisers they can be. And the second half of the show explaining earned income are legal contributors jean takagi and emily chan from san francisco. Breakdown what earned income is why it can be good white-collar be bad, why you need to understand it to protect your non-profit and keep it out of trouble that’s what’s coming up next week, you can keep up with with what’s coming up week after week by signing up for our insider email alerts on the facebook page. While you’re there like us and become a fan of the show, please, you can listen to tony martignetti non-profit radio on the device of your choice. Any time you like. By subscribing on itunes getting the automatic download, you’ll find that at non-profit radio dot net on twitter. You can follow me always use the hashtag if you want to talk about the show and the hashtag is non-profit radio on twitter, our creative producer is claire meyerhoff, our line producer and the owner of talking alternative broadcasting his sam liebowitz. Our social media is by regina walton of organic social media. This is tony martignetti non-profit radio. I hope you’ll be with me next friday one to two p, m eastern, on talking alternative broadcasting right here at talking alternative dot com cerini. Do you think that shooting getting dink, dink, dink, dink? You’re listening to the talking alternate network, waiting to get you thinking. Cubine 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 gal ilsen 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? 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051: CEO as Fundraising MVP – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Two chief executives, Mindy Duitz at Learning Leaders and Karen Pearl at God’s Love We Deliver, reveal their insights on how to motivate, engage and position your CEO to be a fundraising MVP.

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

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Hello and welcome to the show. This is tony martignetti non-profit radio. I’m your aptly named host it’s friday, july twenty second, two thousand eleven we’re always talking about big non-profit ideas for the other ninety five percent. I hope you were with me last week when we had cool collaborations and intelligently engaging generations x and y first, sandra lam and i talked about mergers, partnerships, collaborations and acquisitions. When should your board be talking about thes, and how do you execute them? Later? We had leslie goldman and casey rotter from the us fund for unicef, sharing their expertise in cultivating your next generation of donors, engaging twenty one to forty year olds this week, i have two interviews again from fund-raising day, the association of fund-raising professionals conference in new york city, which was this past june first, the ceo as fund-raising m v p for those of you who don’t know baseball that’s most valuable player like me, i had to look that up. Mindy dietz and karen pearl, they’re both non-profit chief executives, and they reveal their insights on how to motivate, engage and position your ceo to be a fund-raising m v p and i assume you know what ceo stands for, then the fine art of conversation, of conversion, the fine art of conversion don’t be afraid of analytics tools like google analytics can help you convert website visitors into online donors and help you engage younger prospects who later become donors. My guest is scott barnett and he’s, the director of web communications for fairfield university. In between those two interviews, of course it’s tony’s, take two this month is our one year anniversary. All this month celebrating, we’ve got two new regular contributors in law and prospect research joining me actually two contributors in law starting later this month and then a contributor in prospect research starting in august. I’ll talk about those and i was on tv this week. We’ve consumer reporter esa aaron’s, we were talking about the irs revocation of tax exempt status list. Ah, and i also did a bit of stand up comedy this week, so tony’s take two, maybe more like tony’s take three or four, but it’ll definitely be around thirty two minutes into the hour and that will all be on tony’s take two right now we take a break and then when we come back the ceo as fund-raising m v p hyre you’re listening to the talking alternative network. Duitz are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you, 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. We look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey, sick. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free consultation. That’s lawrence h bloom two, one two, nine, six, four, three five zero two. We make people happy. 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 welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven with the new york city marriott marquis in times square. My guest now are mindy dietz, president of learning leaders, and karen pearl, president and ceo of god’s love we deliver, ladies welcome great to be here. Thank you very much. Pleasure to have you your fund-raising topic you’re fund-raising seminar topic is the ceo as fund-raising m v p now, just a couple of minutes ago, i was talking to three, three people, three guests, about motivating they’re bored to cultivate major gifts, and we’ll talk about that bored relationship with the ceo. But, karen, what? What are the key elements of the ceo as fund-raising most valuable player? I would say that the key element is that so many of our donors actually want to meet the ceo, get to know the ceo. And so the there’s a partnership between the board, the ceo and the development team to make sure that the ceo knows who they’re about to meet, what they’re going to talk about and is ready because if the ceo is ready, that’s the best leverage that you khun get okay, ready? And willing, ready and willing. Okay, maybe we’ll talk about the unwilling ceo back-up. I’m sorry, leslie, why don’t you? What would you like, tio? Sort of sorry, mindy. Mindy, what would you like to open with around the ceo as most valuable player for fund-raising? Well, i i would echo what karen just said, and i think the key to all of fund-raising and all of these things is relationships that i think that the ceo has to be the person who manages up the person who manages down from donors to board and really forms i kind of ahh whole chain of people having faith in each other because people do invest in people as well as organization. And so i was really primarily i think, who we all are and who we represent in terms of the organizations and mindy, how does the ceo sort of set the culture of fund-raising for the rest of the organization, we’ll we’ll be talking about their individual role with respect directly with donors, but how did they set a culture of fund-raising throughout the organization for the others? I think we, you know, we all know what they have to explain that every single member of staff and every boardmember absolutely are part of the fund-raising team, we’re all selling something we don’t like to maybe use that terminology, but we are the spokespeople where the practitioners where the deliverers and we have to care and we have to have passion and i think what distinguishes all of us as non-profits is the passion for what we do and that’s what makes us able and all be part of fund-raising but what is the ceo need to do? Teo teo, race everybody else well, we need to be the chief cheerleader. We need to be the person who keeps reminding everyone about the value of the work. I mean, what we really selling is something very important depending on the mission of our organization. So i think the ceo really has to be the person who could articulate it and also inspire people to go out and help sell it. And karen, as we just mentioned a second ago, i said, you know, willingness there has to be that willingness in order for the c e o to convey the same enthusiasm to the rest of the organization without question. And the ceo has to be willing and i what we talk a lot. About it, god’s love we deliver is that each of us has a very special role as an ambassador, and it doesn’t matter whether we’re being the ambassador directly with clients. The ambassador with our volunteers, ambassador with our donors, but way worked very hard to make sure that all of our staff are prepared to to play that role, to know enough about god’s love some key talking points to be able to talk the sunday dinner with family or at the ball field sitting with their friends, and i think that does come very much from the leadership if the leadership of the organization is comfortable fund-raising and helps people understand there very special role in that that filters down into the culture and people really enjoy it. They really like it. Some of us are staff for some of our best fundraisers. Is it possible, karin, for youto say, how much of your time is devoted to fund-raising some ceos will say one hundred percent right it’s, not a hundred percent. Everything i do is really fund-raising you know yes, you could say that, but i think the heart of your question is how often am i? Actually, either meeting with the development team meeting with the board meeting with donors on i would say that’s probably half of my time. Okay, okay. Mindy, do you have advice for boards as they’re hiring a ceo around, making sure that they get a ceo who’s able and willing to do all the things that you you described earlier and be that passionate fundraiser? I mean, the single most important thing that a board of any organization does is hyre their ceo and it’s got to be a fit, and that sounds kind of trite, but it has to be fit with them because in a way, they’re looking for someone to champion their cause and give them direction. I mean, the ceo is not the chairman of the board, but has to be with the chairman, a leader and a partner. So i think the hiring is really about looking for a match and there’s no one definition of that it’s got to be the culture of the organization, the goals of the organization, the level the organization is at, you know, a startup is looking for one kind of person. A very established organization looks for different. Level so it’s, knowing where you’re at, the board needs to know where the organizations that and what’s the match for that level, you know, i don’t want to pursue this little bit more about the hiring of the ceo. Do you like to see people within the organization interviewing potential ceo candidates? You mean, like the staff? Yeah, i think it is absolutely the board’s decision. I don’t think the board should ask the permission of the staff. Frankly, i think a smart candidate will ask to meet the key staff to see who they are to see what they’re saying. And so i think it’s an important thing, to have an interaction and to get a real feel so that, you know the ceo themselves has a taste of what the organization is and can even turn to the board and say, well, this is what i see, and perhaps the culture needs to go one way or the other. And are you going to be with me on that? E-giving didn’t think the tubing getting ding, ding, ding ding you’re listening to the talking alternative network to get you thinking duitz things cubine are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Oppcoll 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 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. Karen earlier you suggested about thie i just forgot what i was going to ask you about the willingness of the ceo. Now we’ll have to skip that because when i come back, then i think the question about hiring the ceo, the one of the thing that i would say is that when boards goto hyre ceo, they themselves are the in some ways the organization’s key donors, and they can very quickly judged by their own reaction whether they think the person who’s sitting in front of them has vision, has passion, can communicate it because what they’re seeing in that interview process is what donors will say. Of course, in an interview, you’re not going to know the organization as well, or and there will be a learning curve, but bored should put themselves not only in the role of the governance leader, but also in the role of the of the donor and say, is this somebody who i see is the face of this organization, who i feel comfortable putting out there, you might be happy being the front person, you know what i was going to ask you is you had alluded to donors. Wanting to see the ceo now, how do you manage over exposure so that the ceo, i don’t think, shouldn’t be brought in for every obviously for every donor meeting? How do you decide when it’s appropriate and for which donors? The meeting for the ceo is right? I’m we’re time not an issue. I would say that your premise that the ceo should be brought in for every donor is not so because i do think that every donor is entitled to know the organization and know the leadership time sometimes is an issue, so what we do it god’s love is that we do some combination of donors, meetings that are one on one and other other donor meetings that might be a group of people who come in. So we’re now in a siri’s of coffee with the ceo so i can sit and talk with a number of people at the same time, so we try very hard to be as connected and not just connected to me, though that’s. The other key is that they want to meet the ceo, but the ceo doesn’t have to be there only relationship with the organization there are board members, there are other donors, their staff, particularly the development staff, and we share that, yeah, that’s going to play at all levels. There should be no donor who only knows one member of the staff, right, including those including those people who are receiving your services. Don’t you want to broaden no, the knowledge base of the the recipients, right, right. We’re benefitting right? Well, mostly what we care about, because that god’s love we’re dealing with people who are really sick, and so when they need to connect with us, we want them to make that connection. We don’t want them tow. Have tio hang on the phone for a long time, get a call back they could be napping by the call comes back, so for us, it’s, like call anybody. We have a lot of general numbers so that people can. Our clients can get to us really without fuss. Karen what’s, the part of fund-raising that you dislike the most. I don’t know there isn’t really one that i just i guess the thing that i had to think about, that what nobody’s ever done it good like like, well, mindy, what do you see in your in your practice? The part that ceos perhaps struggle with the most? I think, you know, like carrot it’s so integral to the job you don’t think about liking it or not like it. I think sometimes is a part of me that just takes a deep breath and says all the energy and all the time and money that goes into raising money. There are moments when you wish you could be using that more to be delivered your service, but it’s kind of integral to the work, and it is rewarding because it’s europe opportunity to have people invested in what you’re doing. But is there something that you see ceo struggle with more than than others are maybe it’s identifying or speaking in large groups or meeting in individual meetings? I think the nature of being a ceo is that you need to be comfortable with all of those modes, and what might be a struggle is if it’s really not you. If it’s not, you’re fit, you could be quiet at it. You could be loud at it. You could be exuberant. You could have your own style. Think i think for all work. It’s got to be a match. Okay, i’m with mindy dietz, president of learning leaders, and karen pearl, president and ceo of god’s love we deliver and you’re listening to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven let’s talk about the relationship with the board. The board is integral fund-raising integral member of the fund-raising team as a whole and then also as individuals. Um, karen, how do you manage that relationship with your board? As as fundraisers? It’s a really key part, i think of the ceo’s job is managing the relationship with the boards that you say as individuals and as a group, as a collective and of getting finding the right way to engage each boardmember because each has their own skills, abilities, willingness and comfort level comfort, you know, so some people are, like, great, you know, getting in there with you making an ask of somebody another one might say i’m really not comfortable with that. But i will send a letter and another might say, i’m more willing tohave people come to events with me or to buy a table or do other things. Some people are fantastic spokespeople, and they don’t really want to do fund-raising so i think a riel art is getting the best of each of your board members and as a collective getting the skill set that you need to really advance the organization in fund-raising sing, but in lots of different areas, and how do you assess what each board members strengths and weaknesses are? Is there some kind of formal assessment, or is it really just you getting to know them and understanding that way? That process starts way back in the recruitment process for new board members in terms of why’re they being recommended, what is their formal resume? And then what is there in formal resume? Because a lot of people have skills that, like, they might be a coach and if somebody’s a coach on the side that speaks to how they might work in a group on your board so it’s getting to know them through the recruitment process and then ultimately spending some time with board members, once they’re on the board to talk about that and to nurture them, we have somebody in our board right now who promised us he would never do an ounce of fund-raising and he’s now like out there, getting his friends involved, calling people asking that takes time, and so where they start may not be where they end up after your two of service mini. And in your practice, do you use much formal assessment of board members, may be assessing each other or certainly at least themselves. I’ve had experiences with both. I think it’s actually very healthy to do formal assessment, but it depends again at the point, the board is that where the organization is that in i said in the beginning of this conversation that all this is about relationships and managing them. And i think boards need to self assess. And i need to say how we doing and how’s our mix and what is it we need more of? And that could be that’s sometimes good to do formally. Maybe they need a workshop. Maybe there are those people who want to practice. Most importantly, it’s a one on one relationship to building their strengths and the formality, i think, just gets the conversation started. What about the training of board members for fund-raising that i’m imagine that probie starts in the recruitment process, also setting expectation, but let’s talk generally about the think that its friends, whether it’s a new boardmember who’s never been ever a boardmember or a very experienced one. You know, some people come to you with a lot already, i’ve we often have formal training sessions that there’s a campaign we’re going to meet. We’re going over the goals and even role playing so it could be very formal and specific or coming to conferences like this. Conferences are a great way to bring a boardmember into a professional setting to realize they’re connected to a much broader world. It’s, not just their organization, that there’s resource is that it also inspires that they feel very proud. You know? Karen looked like you were nodding and suggesting you want to say something around setting the board members expectations at the recruitment stage around fund-raising i think it’s very important to do that very important before you as you offering them aboard position to make. Sure, they understand that, and then to keep working and doing training and four every time you ask a boardmember to help is another opportunity to advance what they know in their comfort level. So something is simple. One of the things we’re about to have a big fund-raising about van next saturday night, and our board members will have the names of two people we really want them to connect with and a little cheat sheet that’ll fit like in their shirt pocket that has the two or three things we really want them to talk about with that person, so they feel like when they come over and they say hi, tony, i hope you’re having a good time tonight that if the person’s not really chatty, they know what to follow up with, and that gives him a great comfort level. And again, they become fantastic ambassadors because in a party, we’re not asking them to fundraise per se, we’re asking them to friend race that’s a great example, i think, of giving ah boardmember overy manageable goal at the meet at this is large event we’d like you to meet these two people. That’s, right? No. That’s, right? And then we set up staff to make sure that the staff is on the lookout for those two people. And that one boardmember to make sure that they find each other right there where they can feel successful. It’s one thing to get a gift, get a grant, but there’s so many steps along the way and giving very specific direction and, you know, something like a real job at this event, it just makes people feel really good. You know, mindy, how do you like to see ceos prepare for a meeting with a donor? Doesn’t necessarily have to be a solicitation. Could be. But how do you like to see them prepare for meeting with a major donor? Well, i always like to be fully briefed by my development staff. Or it might be a boardmember who knows this donor’s? Well, i like to know everything. I like to know their professional background. Other organizations were involved with kind of a nice profile research. And then we like we sit. I like to talk to a couple of people. The organization think. Well, given this person’s background, you know how? What are the parts of? Our organization or work that we think of the strongest and just really go in briefed and at the same time be wide open to going in another direction because you really don’t know and people start talking what you’re going. I’ve gone in thinking one and ended up discussing, you know, climbing mountains in nepal because that’s something we found together and that brought us into the conversation that’s great when i was when i was as a plan giving director at a couple of colleges, i would look for things in the office that would make a connection, whether it was, uh, well, i’m not too much of a sports guy, so but i had to sort of hold my own in sport because i don’t really know much about it, but lots of guys do. So if i see a sailboat and i need to know where you know, where is it, you know, looking for that connection that you’re talking about. Mindy yeah, because as you said several minutes ago, people give to people right? And they love your work, but that connection with the person critical. Karen, how do you like to prepare for your for your meetings, let’s say it is a solicitor. I broke my voice broke again, you know, because in the last interview says that we’re talking about sixteen to forty year olds, so i think i’m going back to puberty. My voice just cracked. Sorry. How do you like to prepare let’s say it is a solicitation you’re asking from someone for ah, mid six figures gift. How do you like to prepare for that meeting? Well, i would add mindy’s whole list i would add to that they’re giving history with us potentially they’re giving history with others so that we have a sense of whether we’re asking them for the biggest gift they’ve ever given or not the biggest gift they’ve ever given, because that depends on their willingness, their capability and their potential eagerness. And then i now in my career that i can sort of go with that earlier on in my career, i liked to practice, i actually like to sit down and practice asking because until you mike’s, we do a role play with a staff member with a development person board the boardmember for the two of if it’s a boardmember and myself for six figure gift, we would might go with two people. We need to sit down so we know who’s going to do because usually sometimes you run the risk it’s a great meeting your back and forth and then, like you’re looking each other, like who’s going to ask so everybody’s role needs to be very clearly defined. And i think you need to practice saying the words, and i’m hoping that you will consider a gift of whatever number you’ve planned on two the organization and until you can actually get those words out of your mouth, and the best way to do that is practice it so often that it’s a sentence like anything else, it will become second nature. You know, that’s, the ceo is fund-raising m v p i’ve been with mindy dietz, president of learning leaders, and karen pearl, president and ceo of god’s love. We deliver ladies, thank you very much for joining me in the things this is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven. 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. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. I’m ken berger of charity navigator, and you’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. Welcome back, it’s time now for tony’s take to this month is our one year anniversary. In fact, this show is show number fifty one, so fifty two weeks next week will be shown number fifty two, who fifty one shows this is it, sam gives upload that’s the vast audience that’s sam, our producer. So later this month on the the only show remaining this month, next friday, the twenty ninth we’re bringing on to new contributors both talking about law that will be jean takagi and emily chan. Their law firm is the non-profit and exempt organizations law firm or neo ennio. They’re based in san francisco. Gene is the publisher of the non-profit law blawg, which you’ll find it non-profit law blawg, dot com and emily chan works for him and is a contributor to that blogged. They’ll be joining me next week and then in august on august twelfth, i’ll be welcoming maria simple. She is the prospect finder, and she’ll be a regular contributor on prospect research for your non-profit she’s, a popular speaker and also a consultant in that area. I was on tv this week with esa aaron’s he’s, the consumer reporter for new york, one news his segments in the eleven o’clock news they’re called consumerwatch, and he and i were talking about the irs is automatic revocation list that list of two hundred seventy five thousand non-profits in the country that have lost their tax exempt status automatically. We talk about what that meant for donors to those charities and also for the charity’s themselves, and that was on time warner cable. That was tuesday. No, that was monday night on time warner cable, but i’ll have a link on my block, probably by the time this show is is airing the b link on my block and you can find it there. The post is called i’m on tv with a psa aarons, my block, of course at m p g a d v dot com and also this week i did stand up comedy at gotham comedy club that was a wednesday night show. I was part of a new talent show and the video for that will be on my blog’s soon, not this week, but shortly when i get the video, i will. Certainly put it up there, it was great fun and people did laugh, so it was a success because it was a comedy club, after all, and so that’s cool, this is year number one very exciting on very happy to be welcoming those those three experts as regular contributors and that’s tony’s take two for friday, july twenty second. It’s time now for my conversation with scott barnett talking about the fine art of conversion pre recorded at fund-raising day in new york city back in june. Welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven, we’re at the marriott marquis in new york city. My guest right now is scott barnett and scott’s conversating scots seminar topic is the art of conversion got his director of web communications at fairfield university and has a diverse, extensive background, both academia and business again the art of conversion scott barnett welcome to the show. Thank you, tony, for having me your conversion what we converting well website users into donors in this case, or visitors or sales or people that visit your site you want tohave him either tour visit, talk to you, contact you because the sites can manage and collect information on them that we can’t do with other mediums. Okay, now at fairfield university, i assume the web users are mostly alumni. Well, mostly on the admission side, forgetting students for this is the admissions of the things that make things go around. Are basically students first. Okay. And then after that, alumni and donors and the public is, well, you know, most colleges have a pretty strong athletics presences. Well, so you get a diverse set of visitors, including than your faculty and staff, that come to the site and your current students. So we’ve got to take that multitude of audiences and sort of track what they do on the site for the different purposes. And then we have clients, so to speak, in our agency model that we work with at the university that have different needs, admissions has one needs, advancement, has a different need for their users, and athletics has another new let’s talk about the younger people that so you have to engage seventeen year olds on the seventeen, eighteen year old earlier than that, actually. Okay, how early is thirteen? Which reality? By law, you can’t collect information about anyone under the age of thirteen anyways, online, but and that’s the copper act. Okay, we basically and let’s not let’s be clear here. People were not collecting information about you. Tony martin martignetti too old. Yes. If you’re not interested in somebody there’s not anything personal about you until you give that up. Meaning fill out a form or or our donate or do something that actually collects that information. But the mere act of visiting the site and moving around through the site is anonymous other than by i p address on other information that then is gleaned from that i p address. But khun tell the generally the part of the country you’re from the provider that you came through and that information’s helpful. But we really want to know is where did you go? On the site. When did you leave us? Did you make it to the point on the site where we wanted you to? So you set up goals and you try to convert them to finish those gold. Okay, we’ll get we’ll get to that part once they get to their. But how about engaging let’s? Talk about the sixteen tio, eighteen year olds. How are you attracting them, too? Fairfield allusions that’s the magic ball. Okay, we’ll share some shares. We presently just put up a very interesting online tour. Now. Everybody’s got their online tour in the college business and it’s usually a state and proper voiceover narration. Nice voice like yours or someone speaking about all the beautiful pictures and great academics and great athletics and all the other things we have and we’ve got a lot of that on the site, but we decided to make a tour that really spoke socially from the students to the students. So through the eyes of a student, we created a siri’s of videos of them waking up in the morning, going a class a typical day in the life. Okay, so so the lesson is and tell me if i’m oversimplifying, but you’re attracting people of a certain age by using people close to that age. Oh, sure tracked them. We, while we want to direct the campaigns that we wantto have the kind of creative ideas it’s it’s proven in today’s internet world that there’s a sort of peer-to-peer conversation going on. We see that all over and letting them speak to each other about the experience of being the student speak to other students, you know what their interests are, and whether this place is right for them. Because it’s a big decision to go to college and it’s really important for students to pick the right schools. We want him to pick us, but we also want them to be getting the right information. So the adults in the room, so to speak. I have lots of good information to put out there, but we also want them hearing information from their peers on dh that’s. Why we do things like this and believe me, it’s it’s slightly reality tv but there’s no magic buy-in the box it’s it’s segments in the day that we’ve selected arika and such but they’re presented from through the eyes of a student. And then after you have the student now at the site, how do you keep them engaged and coming back again? That let’s say sixteen to eighteen year old right seldman you know the public site on the dottie? Do you side is really a marketing vehicle to get people information about the school about our news and our events so there’s a lot of information on a one particular site of students for one one that’s really in tone and approach about them. We also created a space called fairfield live, which is a social media, a space where that we post videos have a weekly announcement video that’s done by a couple kids from the campus about what’s happening that weekend again the idea peer-to-peer conversations and try to get them coming backto find out about events both through four one one in fairfield live the potential admit e our potential applicants is brought into some systems we have where they then become a contact, you know, and in that sense, we developed them as a prospect. And that there’s a lot of communications that happened back and forth between the parents and the student and the admissions department, both in person. The biggest, best indicator for kids going to college state is their campus visit. So you really want to convert them to contacting you and showing out coming out, coming live right? I know a big part of your seminar topic is using google analytics track how you’re doing and part of what you say and the materials is don’t be afraid of mountains of data. So how? How so understanding that the audience for the show is small and midsize non-profits which fairfield may or may not fit into could be a mid sized mid size too large right in the college, right? That’s what they bite-sized so what? What’s your sort of opening advice for using google analytics and not being overwhelmed by it? Well, it has more than enough data for you to spend your time hiring people to sit there and call through data, but it’s really drilling down, tow what’s useful to you and you create goals and objectives for any piece of communications and the internet. You know what? Before we get into that, how would someone just get started with google analytics? How do you how do you find? Oh, yeah, i’ll let you get yourself a gmail account, you have that, and they they might have relaxed that, but you get a gmail account, you visit google dot com slash analytics and then you sign in and then you’ve got an account you then need to set it up for your various domains. So in our case dot e d u plus all of the sub domains, the various departments and things underneath it that we find interesting. Good that’s. Helpful. Thank you. Chart, please. So the data itself, you know, you can really really get lost in the data google analytics, but the real key is understanding. What is your goal with the particular communications? You know, everything needs a little a pitch. Okay? And what? We need to be able to use analytics to analyze that pitch what’s working in that pitch and let’s say you created three four page experience on the site. You really want to be able to follow that user and find out why is everybody leaving on the third page and not making it to our contact page and buy the data itself is not useful to you unless you analyze and react okay and create that same communication cycle we know from the business of where you have tto basically communicate, get audience feedback and then change the communications to adapt to that that’s exactly the same thing going on here except the fact is, with the internet, we really can great the success and failure of certain types of campaigns and experiences on the web by having that tracking all along the steps of the experience and i think you have very good advice, too. Your date is only as good as your use of it and your reaction to it, right? You have to tweak, and it takes a lot of training. I mean, we’ve we’ve worked with some consultants, and we ourselves have sought out a lot of good, valuable training material on google analytics so that we could understand what’s going on and that’s just my department web communications. So then we went out and took all of our account managers in our division and trained them about the reports. What does the report mean when your client comes to you and says off, tell me how many people are coming to our website and how many are visiting, you know, our department, they know howto look at the data and not get lost in the multitudes of pages that aaron, google and alex just look, create the report they needed sabelo then sit down and discuss the conversions that are going on, what steps might be taken to adapt and change the material to make it more useful to caesar. Now, first again, for a small and midsize shop. Do you think the tools that are on google analytics alone are sufficient for a charity? Tio navigate this, this melon of data was collected. Do they have to have a consultant and training well, outside what google oppcoll google has a lot of it’s own training it’s and it’s. Very good. You know, we found it necessary to speak to a consultant because we really wanted to draw out of it a lot of different things, but i think that most companies can get in and at the level that it at any level and use google’s materials to get a lot of training and know how you got to spend the time with any software and that’s really what it is. This software is a service you’ve got spend the time on training, honor it’s a waste of money. Well, in this case, it’s no money. So it doesn’t cost you anything to do google analytics except your time. Tto learn a little bit about how you can use it. And i think that that’s the key there is that the the end user, whether it’s, a mom and pop shop running a little sight, or whether it’s, a big no uber university up there, everybody’s, cost conscious. And this way you’re getting something for free. That is got a wealth, wealth of data. It’s, really, how you look down through and decide, have i created goals of it, created objectives and my following those and whether you want to know if someone from you, becca, stan, came to your site or not, you could do that, too. But you can’t be wasting your time if that’s, not your target customer. They didn’t even think that shooting getting, thinking, you’re listening to the talking alternate network e-giving. Nothing. You could. Xero 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 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 dot com. 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. No. What about the standard social media facebook twitter again? Let’s, let’s focus on you know, i knew you were going well eventually, yeah, let’s focus still on the younger like this is interesting. I don’t get many guests were talking about engaging teenagers sixteen eighteen what what’s your advice for the small non-profit around? Well, you know, again the magic bullet is facebook’s overwhelming success in the last two to three years really made it imperative that you have some presence there, but you need to manage that presence and understand that everybody knocking on your door and saying, you know, all we need to facebook page for this, we need facebook page for that for each individual campaign or something that’s, not a good use of resource is when you’re a small ship does become unmanageable, and then you end up with a bunch of stale pages. It’s a sight that people have two contribute content is king okay with all of this and look and repeated repeated continual contact right now. But what we’ve seen there is, you know, you’ve seen some good reaction to causes on this social media. When people do cause related things, they do. Well, mom, i think i think this younger audience reacts to that us is a company and larger companies that are selling products, you know, i’m not so big on the i light, yeah, nameless brand of soda here that i or something so we don’t get in trouble, but the the point being, i’m not so sure that that, but i think today’s younger set doesn’t think the way we think about, you know, in terms of brand association so it’s a little different in that with juggling act you have to do, and i think non-profits obviously, mom, the kids are into causes, they are muchmore involved group i think we may have grown up thinking we were very involved, but i i didn’t do most of my charitable work until i was out of college, but i see a group of kids now from my school on up that are very usually, you know, there’s a good percentage and they’re involved in things so that’s appealing to their nature in social media about the cause rather than the give, i think, and not being the fund-raising professional in our organization, i won’t speak two, whether that’s scientific enough, but i’m seeing the trend be that they are attracted to sites that are about the causes and then from that i’m sure you get your able to glean and pull through the conversations you create some some charitable giving and giving of time. Sometimes what you’re looking for out of that group is volunteerism. Oh yeah, cause they’re so passionate, motivated, they will give generously of their time, but they’re on it all the time. And my test lab is the fourteen and sixteen year old i have at home, okay, who spend all their time on their phone and they’re computer on facebook sometimes to my chagrin, because it’s just kind of, you know, but but if that’s what they’re doing, you know, you need to focus your communications to them and not have it be the man talking to you and that’s. Why we’ve worked on this key peer-to-peer conversations looking at ways to engage students that work for us to to to speak to them, whether it be for a cause or whether it before something like advancement or admissions over athletics. We use students all of those levels in fact, our libraries facebook site is operated by a student, yes, the powers that be in the library there and sometimes push things out to them to put out there. But the conversations that are going on that’s the important thing about facebook and twitter is making it a conversation it’s not just boom boom boom press release and say we suffer from that sometimes to put them all out there, but we also want to get in there sometimes. And for instance, we introduced this year it’s it’s off the fund-raising topic, but if at our athletics games tweeting during the games and facebook during the games because there is a core of alumni out there that follow us out there, they might be in california, they’re not listening to the internet, cass, to the game or didn’t pay for the video of the game and they’ll jump in and have a conversation with us about it, and we look at that it’s sort of being colored guys, i said, imagine yourself sitting there and we’re having a conversation about the game because that’s what we’re not doing play by play, nobody wants twitter play by play, but we have a conversation about what’s. Happening, and i think we’re going to introduce that this year two different types of events, not just athletic and i think there’s value there for the audience, so your constituents who can’t be with you can follow and they’ve chosen that medium that’s, what they’re doing to follow you so it’s almost disrespectful in some ways to not give them some content besides just pushing at um, you know, like i said, press releases and other information, my social i don’t interrupt because my social media manager is here regina walton and she is live tweeting, right? Regina, we’re live tweeting to arouse who are not this second, but we are during the day giving them the contest. Not this second. Are you finding more penetration among teenagers? At twitter? There was a time when it was forty year fifteen over i also teaching in and that marketing class not now and then on the side and last year we asked him and said, hey, how many in the room are aware twitter? And this is their kids in marketing that we’re going to go into business and three hands went up, but now you won’t have four people. In your class is no, you’re not a very popular teacher now twenty five, twenty five but, you know, doing that part time, i was able to see that they were aware of it as a medium, but to them it didn’t hold much lustre. But now i’d say, just even six months later, that was just last, you know, two semesters ago, there seems to be a great interest in our student affairs department and other areas of using twitter because the immediacy of it and the ability to do it in one hundred forty characters or less appeals to both the presenter and the receiver, and i think that once they’ve caught on to that one hundred forty by the one hundred forty, okay, well, i want to stretch it out a little bit. Are you whether you want to be shorter, you know? You want it, you know, i wish i could do it in ninety nine, where most people meet me want me to do it? Ninety nine words or less. We’re gonna leave it there. I want to thank scott barnett very much. Fairfield university for being a guest. What? Tony martignetti non-profit radio coverage. Of fund-raising day two thousand eleven at the marriott marquis scott, thank you for having me. Pleasure. That was my conversation with scott barnett from fairfield university on the fine art of conversion. I want to thank all my guests from the pre recorded interviews at fund-raising day this year, mindy dietz, karen pearl and scott that was a ll interviews from the association of fund-raising professionals, new york city chapter fund-raising day conference last june was great fun being there, and we’ll have more of those interviews for you in august next week, darien rodriguez haman we’re going to talk about his book non-profit management one oh one and the social media for non-profits conferences that he’s organizing throughout the country. My show is a media sponsor for the new york city conference on august fourth, so we’ll be doing speaker interviews there and bringing those to you and also, as i’ve said earlier today, welcoming jean takagi and emily chan to their first show, we’re going to talk about starting a non-profit preliminary question, should you? Because there are alternatives and if you do decide to start one, how do you do it? Gene is the publisher of non-profit law blogged, and emily is a frequent contributor to that site i look forward to welcoming them is regular contributors. Next week, you can keep up with all that’s coming up, especially in this anniversary year this anniversary month. Well, it’s one year, but the month is the one year anniversary. Sign up for our insider email alerts on the facebook page. Of course it’s, facebook, dot com and then the is the name of this show tony martignetti non-profit radio while you’re there, please, like us, become a fan of the show, you can subscribe and listen any time to the show on the device of your choice but that’s, computer, smartphone or tablet, go to non-profit radio dot net and that’s, our itunes paige subscribed there. The creative producer of tony martignetti non-profit radio is claire meyerhoff, our line producer and the owner of talking alternative broadcasting is sam liebowitz. Our experts. Social media is by regina walton of organic social media. This is tony martignetti non-profit radio always heard fridays one to two p m eastern right here. Talking alternative we broadcasts always on itunes hope you’ll join me next friday right here at talking alternative. Dot com. Bonem metoo you didn’t think that shooting. Good ending. You’re listening to the talking alternate network to get you thinking. E-giving good. 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 marty allison on talking alternative dot com. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. You’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. 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. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy police call a set two one two nine six, four, three five zero two for a free consultation. That’s lawrence h bloom, too. One, two, nine, six, four, three, five zero two. We make people happy. Durney talking.

050: Engaging Generations X and Y – Tony Martignetti 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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043: Pass the Cup to Corporations and Fund Accounting Software Review – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

John Hicks, President & CEO of J.C. Geever
Scott Koegler, editor of Nonprofit Technology News and our regular tech contributor

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

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No. Durney welcome tony martignetti non-profit radio big non-profit ideas for the other ninety five percent i’m your aptly named host tony martignetti welcome to the show today little shout to ah, larry bloom, who just left the studio. If you have never listened to the divorce our with larry bloom, you should he proceeds this show every week, and if you want to see pictures of larry brew bloom, you can go to the facebook page for my show. Actually, larry is too humble to have pictures of his own eyes that his own facebook page to have his own ah pictures up. But you could see pictures of larry on this show’s facebook page and give the address for that later on. She’ll shout teo! Larry bloom last week it was i’m looking, i’m looking feature savvy strategies for your search. We had our job seeker and resident recruiter paula marks helping the job seeker leonora leonora, who is going to come back on the show, helping her make the move from for-profit to non-profit career. And then after that, it was how to cripple your career in five easy steps you’ll remember that was my pre recorded interview with robert sharpe from the national conference on philanthropic planning we were all about career last week this week, pass the cup to corporations, techniques to develop your corporate sponsorship strategy and build relationships so you can ask for corporate sponsorship support with credibility and confidence. My guest is going to be john hicks. John is the president and ceo of j c geever and after john joins us, then we’re going to talk about fund accounting software. Our tech expert scott koegler, editor of non-profit technology news, returns to the show, and he has product reviews for this backoffice necessity. Those of you who are in the know know, recognize is that proper accounting is critical to keeping your board, the irs and others who may be looking over your shoulder. Satisfied and scott will have reviews of several of the popular and recent fund accounting software packages between the guests at tony’s. Take two, i’ll have news from your irs, the internal revenue service, the nice people at irs that’s, not the news, but they are nice people, and i’ll have some news from them and also more about the next-gen charity conference, which i’ll be speaking at this. Month in new york city. That’s on tony’s, take two. All of that is on this show this week. I’m very glad you’re joining us. We are live this week. Stay with me for this ninety second break. Talking alternative radio twenty four hours a day. 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 is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call us ed to one, two, nine, six four three five zero two for a free consultation. That’s lawrence h bloom, too. One, two, nine, six, four, three, five zero two. We make people happy. Hyre durney. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. Dahna welcome back to the show, i’m tony martignetti, the host of tony martignetti non-profit radio we’re talking now about corporate sponsorships past the cup to corporations. My guest is john hicks he’s, the president and ceo of j c geever you’ll find jason geever at j c geever dot com and geever spelled g e e v e r. The company was founded in nineteen seventy five and provides cost effective and creative guidance and support designed to help non-profit institutions assess and master fund-raising challenges, the firm provides consulting, management and training services all in support of organizations of every size. Again, the web addresses jacey geever dot com john hicks is president and ceo of the firm, and i’m very glad that his work brings him back to the show. John, welcome back. Thank you. Pleasure to have you back. We’re talking about corporate sponsorships, but before we get into the sponsorships let’s talk about corporation fund-raising generally sort of broad view had his corporation fund-raising breakdown well, corporate philanthropy generally falls into two categories. There’s is the general corporate giving programs that you’ll come across and that’s basically were a corporation sets aside money and a budget. And they give it away, and then you have corporate foundations were, or corporation may incorporate its own separate foundation, and they give money through that foundation. So there’s, usually a couple of channels of funding you can access, and we’re talking about the former today, the more the sponsorship type. Oh, absolutely wartime, my sponsorship. We’re talking about corporate contributions budgets, and when a non-profit is, well, actually, you’re first let me remind people that we’re live today and let me give the number to call if you’d like to call in and talk to. John asked a question for him. Our number is eight, seven seven for eight xero, for one, two, zero, eight, seven, seven for eight xero for one to xero sorry about that interruption, john. A non-profit looking to get some sponsorship dollars. What do they really offer the corporation? Have they figure that out? I think the any non-profit that’s, doing a good job of securing corporate sponsorships is first and foremost thinking about where the non-profit has visibility, where has reach of what good it does in the community, these air, all three aspects, if you will, of corporate sponsorship that you have to think like a corporate e-giving officers thinking, okay, if i’m a corporate giving officer, first of all, i have to justify our contributions to our shareholders, so one way i can do that pretty easily is to say that we’re investing dollars with charities that have reached two constituencies where maybe we want to enhance or increase our visibility, and the answer brand could very well be local ahs wells national can be local, it can be national eso first of organizations need to think entrepreneurially about this, they also have to think about doing good. I mean corporations, by and large one investor dollars where the dollars were goingto a complice, some good for end user. So you’re thinking about who are the end users and how are they benefitting from our work and therefore the corporation can have an association with our good results. And then i think the other thing that charity needs to think about is what other kinds of opportunities they may have to involve the corporation in tony, if i had to pick one hot topic for everyone to think about is, how can you involve corporate employees as volunteers? This’s something you’re seeing across the board in corporate philanthropy, companies are looking for opportunities to get their employees involved with charities. So the organization really needs to be thinking about how the employees can get involved in the event that that they’re asking for the sponsorship of somehow what could be an event. You can create a something pretty simple where you could have employees come in and mentor kids get involved with families. I mean, some some charities, like habitat for humanity, they have a great belt in mechanism because you can re employees and then build house houses or things like that. Ah, some charities have to think a little more out of the box, if you will. You know, how might we bring employees in, for example, for a day and have them work with our constituents it’s given the employees of valuable experience but it’s also really great for your constituents, showing that there are people who really care and in just a minute we have left you’re seeing more companies focus on this, a zoo condition of sponsorship. Well, it’s it’s increased over the years. I think it was a few years back, mckenzie and company did a survey of the corporate sector in the us, and they found that companies that had volunteer employees volunteer programs had a hyre hyre ants retention rate in companies that didn’t so it’s certainly something that’s really coming to vote in the last two years in corporate america, we’re going to take a break, and my guest is john hicks, president ceo of j c geever we’re talking past the cup to corporations all about sponsorships, corporate sponsorship, we’re live today calling number is eight seven seven for eight xero for one to xero please stay with us co-branding dick dick tooting getting ding, ding, ding ding you’re listening to the talking alternate network get in! Nothing. Cubine hi, i’m new york state senator joe a dabo. I will be hosting a Job fair on friday, november 12 at aqueduct racetrack in queens, contending into three p m, we will have over one hundred companies looking for qualified workers. They’re all to be lectures on job strategies and networking. Come and bring plenty of resumes and join me on friday, november twelve at aqueduct racetrack for a Job fair. Intending empty 3 pm. For more information, please call pete in my district office at seven one eight seven three eight one one one one, bonem. I really need to take better care of myself. If only i had someone to help me with my lifestyle. I feel like giving up. Is this you mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness can help you get back on track or start a new life and fitness. Join joshua margolis, fitness expert two one two eight sixty five nine to nine xero. Or visit w w w died mind over matter. N y c dot com are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. You’re listening to the talking alternative network. Welcome back to tony martignetti non-profit radio with john hicks. We’re talking about corporate sponsorships, and during that break, we we gotta call. So let’s, uh, let’s. Start with that call. We have. Abigail, are you there? Abigail? Yes. Thanks for joining us. Where you calling from and what’s your organization like i’m calling from indiana. And i have a small non-profit dance company. And i’m developing a program to try to bring workshops, dance workshops into world schools, and i i want it to be free to the school. I want to fully fund it and offer it to the school systems as an after school program. My question is ahead. White research, the appropriate corporations to target both nationally and locally. I think both arts and education are hot topic and especially toe bring it to rural areas. But i’m just not sure where to start in terms of finding the appropriate corporations. Yes, sir. John. How does abigail find the right places to approach? Well, i’m gonna go with two. Resource is, for starters, abigail, you can simply use the foundation directory online, which you can probably get toe a cooperating collection, which is a public library. In your community that would have access to the foundation center’s database as part of that data base, they have information, i believe it’s on fifty five hundred corporate giving programs. And you can even research those corporate programs by types of products that they produce, where they have operations. So you can think about the communities where you want to take your program and find companies that have a geographic interest. So that’s one area or one type of reason should also be able to search by arts and education. John, you can search by arts and education. This’s what we have to remember when it comes to research is that a lot of companies have very diverse interests. So you might have a company that is really excited about partnering with a dance program. That’s going into rural in the in the end is that correct on dh? They may have an interest in getting their logo on their visibility out there. So for example, it could be you could go toe. Aah! Major utilities company. I mean, for example, here in the metropolitan area in the york city, you’ll see dance companies that have sponsorship for community. Programming for places like con ed, a son and verizon they’re not necessarily in the business of the arts, but they certainly reach a lot of consumers. So using the foundation directory online is a great place to start because the information’s already there it’s segment that and you’ll have a library in whose trained to help you. So go to the foundation center website, foundation center dot org’s, and from there you can find a cooperating collection near you that has access to that database, and you can use it at that library free of charge. And you said there was a second resource. Also, there is a second resource, and you confined this and a lot of public library’s, not everyone, so you’ll have to look around for it. But there’s there’s, a database that’s called corporate affiliations who who owns whom, and this is where you can literally put in zip codes where you’re doing business, and it will show you companies and subsidiaries the companies that are located in those communities. One way i use this, for example, is, if i’m say interested in going toe a bank and i want to get a bank to do a sponsorship with a client organization. I go into that database and i simply want to find out where do they have branch offices. And you can put in zip codes and find out where they have the branch offices. So a couple of good database tools for you to use. Okay, abigail, does that help you out? Yes. That’s. Very helpful. Thank you very much. Very welcome. Thanks for calling. Okay, thank you. Bye bye. And, john, while we were answering abigail’s questioned you alluded to something that i think is a distinction may be that we want to make. I asked you, you know, can you specifically search for arts and education? But this is not like corporate foundation philanthropy where there’s a specific there could be more specific targeted purposes, probably around the company’s interests. Then there are around. Then we’re going to find around sponsorship activities. Is that right? The foundation’s going team or the corporate foundation e-giving more focused than the the corporate sponsorship philanthropy typically that’s the case. Tony it’s. A safe assumption. Okay, thank you. What types of events or or don’t even have to be events, but what types of programs? Things might non-profits find that are viable for for sponsorship opportunities. Well, you mentioned the first well, the first one you mentioned, which is his events, and you’ll see that a number of non-profits use special events is an opportunity for sponsorship and that’s a great gately activity. Why? Because first of all, you’re guaranteed to bring people together where the company’s gonna have some visibility. It’s a great social event, it’s a great way to network and have give corporate employees a hands on flavor of the institution, so special events are always, you know, probably top of mind for most charities, but certainly volunteer activities. You know, if you can have ah, get a company to sponsor a day at your charity where they bring in an employee team and maybe they’re going to help you spruce up your your your space or, you know, do some hands on work with kids and families that’s a great way of introducing yourself to a corporation, and you’re giving them some value as well and terrific visibility and terrific absolute kind of value that they’re looking for. How do you know how much to ask for and there’s a bit? Of an art to that, um, with most corporations, if you think about the company is being i think of of cos tony’s is being basically three layers at the bottom layer, you have sales and service, and these are field representatives and employees who are goingto have high touch in the community, and a lot of times those employees are given an opportunity to make small contributions to a charity. It might be a few hundred dollars. It might be a thousand or two thousand dollars. Typically, this is where you’re selling someone a table or tickets one event. The next layer up would be the supervisor’s for sales and service might be vice president level folks inside a company and they may have sign off on contributions. May be up to a level of five to ten thousand, and then if you go one level above that the office dafs of the ceo, executive, vice president plus and then you could get in the much larger contributions it’s a little bit like a board game. Versatile. It depends. Were can you access the company? I mean, you know, where is your contact? Wth the court if the ceo of the company is your next door neighbor. You can go borrow a cup of sugar and answer twenty five thousand dollars, i suppose. But ah, latto shoretz with people living in scarsdale or greenwich, i’m not family with other wealthy. Well, san francisco, you know certain neighbourhoods in san francisco, and i’m sure there are lots of neighborhoods like that in the midwest. I’mjust not personally acquainted with them, but you have to be living in one of those places to have a neighbor like that. Well, they have a neighbor, but she may have access to yoon seo’s. We all come from somewhere. So yeah, that’s the way i look at it, but but realistically, a lot of charity start with a small contribution that’s a gateway gift, as i call it, and that can then lead to larger opportunities down the road. Because you mentioned earlier that using the directory that you recommended for our caller, that you’ll look maybe to see where the local where the where the national bank has local offices, so the local branch office might be the person’s only only point of contact by necessity there, starting at that point, banks are pretty easy, because you can go into a branch and you can talk to a branch manager and that’s a great place to start the contribution. You can also look at retailers. Um, you take any of your major retailers, and if they have a presence in the local community, you can talk to a store manager a lot of times. Tony, when we’re using a directory like director of corporate affiliations, it’s where you may have this mysterious widget factory on the outskirts of your town, and you’re wondering while g, what do they do? And they don’t get very much money, but if you get a director of corporate affiliations and you look up that company, you might find out hey there, subsidiary of dupont and all of sudden there’s a big parent company there that can make a much larger contribution even if you don’t have an access suppose you don’t know anybody inside that widget company or inside the bank, even at the local branch level, you know, i presume you still should give it a shot, right? Absolutely. I mean, you know, it’s like wing gretzky said you missed one hundred percent of the shots. You don’t take i think the question is, who do you who do you contact and best companies have someone who’s in charge of community affairs or public relations, and these are good people to start with because they’re thinking about visibility, and they’re thinking about touch with the community and that’s what they’re there for. So think of it is you’re bringing them an opportunity, and when you’re talking to them, you want your you’re asking mt to be appropriate with what it is you can offer them in return. Typically you want teo have an ask amount that is appropriate, given your relationship. This is why a good strategy is having several opportunities walking in and saying we can do this for a thousand dollars what we could do this for twenty five thousand very similar to individual fund-raising right? If if you’re asked, you typically ask for at different levels for different opportunities that you know, appeal to an individual donor sze obviously it’s parallel for for this kind of sponsorship philanthropy, exactly, you’re going to present them with a menu, and maybe you helped him select what would be the most appropriate place for them to start i’m with john hicks he’s, the president and ceo of j c geever, which you’ll find at j c geever dot com. We’re talking about corporate sponsorship on tony martignetti non-profit radio, the number to call if you’d like to call into John is 8:7 74 eight xero for one to zero john after this relationship has been has gotten far enough along and the company has said yes what should the non-profit be expecting from this relationship well there’s going to be expectations in both directions i mean you certainly are within your right isn’t non-profit have expectations beyond the cheque in terms of the company is going to be supportive of your work and maybe they can help provide you with visibility but of course they’re going to have expectations of you and this is where you find of saying with any kind of a contribution before you cashed the check always read the letter make sure that you’re going to be able to meet their conditions and meet their expectations when it comes to visibility you know what sort of things are typical that you see and it’s typically they wantto they wantto have approval in press releases they will want it specified or want to specify how their logo should be displayed. You know, things like that are pretty straightforward. Are there some things that you might have to think twice about? Sure, i’ve seen corporations you know, come in and say, for example, they may want access to a mailing list where they may are exactly are they? You know, they may want to have an opportunity to speak at an event and, you know, does this’s why? As in my experience, certain charities i’ve worked with as they raise more, more money from corporations began to do things like developed gift acceptance policies. What kind of companies will we accept contributions from water, the conditions of acceptance? So in the beginning, you’re probably playing a little more by year, but once you become a popular charity, you need to really think about, you know, number one, how do you want that corporate in premature placed on the work that you d’oh? And also you have to be mindful that you may be balancing a lot of different relationships and you want to make sure that you’re meeting the needs of all of your donors? If you promise something, the one that you’re not promising to something, someone else can create problems, or there needs to be a very good reason why it was. It was sponsorship at a different level or something like that, right? And you draw another very interesting parallel between this type of fund-raising and individual fund-raising, and that is the gift acceptance policy. I’ve said. I’m not familiar with it on the corporate sponsorship side, but it makes perfect sense if you’re going to make this a routine activity. What what other types of, um, parameters, maybe even approval levels should be in the the, uh, the acceptance policy approval levels. I mean, some some charities, you know, fundamentally have regulations were its own board of directors have to sign off on a corporate sponsorship at a certain level. I’ve seen that. And after the fact let’s say it is an event because that sounds like that’s the most, most common the event has happened, everyone seems very happy. How do you appropriately to say thank you to the to the to the company? Well, you know, beyond simply saying thank you, which you’d be surprised a lot of us kind of forget to do that in the very risky in the heat of the battle. Altum i think it’s a question of ongoing communication yet treat, treat the corporate sponsors a stakeholder, you know, once they put money on the table and there’s mean, they’re there to support the work that you do, so make him part of it. It means that you may want to visit with them a couple of times over the course of the year following and just keep them in the loop as you would with any other dahna as you would with an individual and yeah, you don’t wantto treat the people as, i guess, sort of, you know, just cogsa at the corporation mean, treat the treat the people who we’re at your event and who approved your sponsorship like people, as you would with individuals, what would you do so you can invite them to events? May be that the company’s not sponsoring your your messages, you want to keep them close? Absolutely let’s turn a little bit. Tio corporate foundation philanthropy. Last time you were on the show was it was july thirtieth for anybody wants toe. Look back to that. We talked a lot about private foundation giving, um, aren’t there sort of parallels, but also maybe some contrasts between corporate foundation philanthropy and private foundation philanthropy and really, in just a minute and a half, we have left. You want to close that loop a little bit? Sure, corporate foundations will operate very much the same way as a private foundation, you’ll still have to send the proposal. The proposal will end up being voted on by a board where it’s different is they’ll, you know, it’s not gonna surprise your corporate foundation is usually interested or has and the mission statement work that’s very aligned with the core mission of the creating corporations. So if you get a pharmaceutical foundation, they’re going to be supporting health care. So it’s for seoul making sure that you know you have the right kind of program that matches up with their interests. Some have the corporate foundation will want some visibility, even though it’s a separate entity from from a corporation. Is that right? Yeah, but by and large, it’s goingto work just about the same way as a private foundation. All right, thank you, john. And again, john was on july thirtieth and talked a lot about private foundation philanthropy, and we have to leave it there. My guest has been john hicks, president ceo of j c geever. This is tony martignetti non-profit radio. After this break, we’ll be joined by the show’s tech expert scott koegler, editor at non-profit technology news, and we’re going to be talking about fund-raising software. Stay with me. E-giving didn’t think dick tooting getting ding, ding, ding ding. You’re listening to the talking alternative network waiting to get in. E-giving cubine are you feeling overwhelmed and the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact durney at monte m o nt. Y at r l j media. Dot com i really need to take better care of myself. If only i had someone to help me with my lifestyle. I feel like giving up. Is this you mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness could help you get back on track or start a new life and fitness. Join Joshua margolis, fitness expert at 2 one two eight six five nine to nine xero. Or visit w w w dot mind over matter. Y si dot com. Cerini talking alternative radio twenty four hours a day. Hi, i’m new york state senator joe a dabo. I will be hosting a Job fair on friday, november 12 at aqueduct racetrack in queens, contending into three p m, we will have over one hundred companies looking for qualified workers. They’re all to be lectures on job strategies and networking. So come and bring plenty of resumes and join me on friday, november twelfth, at aqueduct racetrack for a Job fair, contending enter 3 pm. For more information, please call pete in my district office at seven one eight seven three eight one one one one bonem. You’re listening to the talking alternative network. Welcome back to tony martignetti non-profit radio, where we’re always talking big non-profit ideas for the other ninety five percent in a moment, i’ll be joined by our tech expert, scott koegler want to take a few moments for tony’s? Take two this week. News from your i r s the people at internal revenue service love you and they host free one day seminars throughout the country that are for small and midsize non-profits tto learn how to, and this is a quote, keep their tax exempt status and comply with tax obligations and, quote, and the next one of these is coming up in phoenix, arizona, on december seventh and also on december eighth. But it’s a one day forum ondas i said they’re free and i have information about that on my block. Ggot m p g a d v dot com also there you can see a draft of the new form nine ninety if you don’t know what the form nine ninety is you. Ah, you need to do sametz occassion and you can start at the blogged, but you probably do and if you want to see this year’s new nine, ninety in draft form i have a link to that there, and also you can sign up for what the irs calls they’re exempt organization updates, i get them and sometimes i passed that information on to you, but you can have those email directly to you. Cut out the middleman don’t stop listening to the show, but just lower the volume when i talk about the next news from your irs, you can get those e mail directly to you and again there’s a link to that on my block mpg a dv dot com also want to share with you that i’m speaking at the next-gen charity conference on november eighteenth, the conferences november eighteenth and nineteenth. Um, i’m doing podcast interviews for this show on the eighteenth on the nineteenth, i’m hosting a workshop from eleven to one pg and so me planned giving and social media and i can get you twenty percent off the whole conference both days because your listener to this show again, go to my blogged, or go to the facebook page for the show and you get information on that twenty percent discount the facebook pages at facebook dot com forward slash tony martignetti non-profit radio and that is tony’s take two for friday, november fifth. I’m joined now by our tech guru expert scott koegler scott’s, the editor of non-profit technology news, which you’ll find it and p tech news, dot com there’s also a link to that site on the show’s facebook page, because scott is a regular contributor and very welcome, very glad to have having back. Scott, welcome back. Well, thanks, tony. Good to be here. Thank you for joining us. And this week we’re talking about fundez accounting software. What? What is fund-raising scott? Good. Good question. I have fund accounting is something it’s very specific to non-profits mostly because non-profits generally have to account for some of the some of their money in terms of the funds or the designated accounting categories. So if they, uh, if a donor or a particular the event is is organized to put together a fun to handle the particular need, those going a little buckets before big buckets, i guess. And all those individual buckets need to be accounted for in terms of right income. That’s been earned on dh expenses. Disbursements that have been made at that fund level, right? And you know, if those are designated funds that were given by a particular contributor, that contributor probably wants some kind of accounting to say, okay, i gave you i gave you this amount of money, what did you do with it? Where did they go? Yes, what i gave you one hundred thousand dollars are for fifty thousand dollars in perpetuity or first set number of years and exactly is your point is they want to see the management of that money and it’s benefit to the people that your organization supports, right? So we need to be able to account for this for all these different funds as donors designate them, and you’re your review eyes the review out now or it’s coming out soon. Wait, just posting it today on newsletter goes out on tuesday, but the reviewers up online so, folks one look at that that’s n p tech news dot com alright on dh how timely we are. We’re getting a quick little pre announcement, but from the editor of non-profit technology news, the information goes up full and live later today. And scott, your review breaks down the different software packages, which we’ll get. To you very shortly by their appropriateness for small medium on dh, larger organizations. How do you how do you define those? Or do you are? Do you let people decide on their own which category they fit in? It’s a fluid categorization, if you will. Most of the way that we define them is by talking with the vendors of the software so they know what their capabilities are, what the sizes of their databases can handle and to some extent it’s the price. It also. Okay. Let’s, let’s. Jump in and talk about some of the features of these let’s. Start with the ones for smaller organizations. What’s the what’s. The first one you’d like to talk about. Well, the first one on our list is fundez easy accounting. And you may you may remember from our previous discussion that we talked about donorsearch management fundez he was one of the companies that also provides fund-raising software on. So the two probably work well together, i presume, right? They kind of funnel all of the information into the similar accounting package. Okay, that just for listeners, that show was on september seventeenth. Scott was on previously talking about fund-raising management software. Go ahead, scout. So tell us about the accounting function of fundez easy, right? The this is general accounting as well. A specific accounting for fund management. So, you know, the right up says that it has a an intuitive interface. You know, you would hope at this point that pretty much all of the applications that we use anymore have intuited grantspace the fact that our reviewer look at this and said, yeah, this is one of those is probably significant. This is relatively low price that starts for single user around seven hundred dollars, in addition to the fund specific functions, and also includes accounts payable receivables and general ledger. Okay, so there’s those general accounting functions correct? Is that typical? Do the i’m sorry, did they did they all or most of them include the general accounting functions as well as the fund accounting or not right in general, to be redundant, they used. They include general led to do yes. Okay, i wasn’t sure that was just for fun, deasy. Or generally, all of them. Okay, generally do because the buckets that these funds were put into our general ledger accounting categories, so if our listeners are familiar with general ledger accounting, you know, there’s there’s one thing it’s accounts payable there’s money received and then there’s money allocated for a particular song in this case. Okay, so these thes air able to import and export information from and two other applications, uh, one of the nice things about this. And i think this is fairly fairly generic to most of these again, the purpose is that your funders want to know what happened with the money. S o it’s one thing to look into the fund and say, okay, well, we have a hundred thousand dollars in their fund. The next question is, well, what’s it being used for in here this fundez easy accounting a cz. Well, some of the others have a function called drill down and that’s kind of ah kind of a ticking word for i click on the number and it shows me more detail about okay. Scott scott is acquainted with show he was worked very hard to avoid jorgen jail at that moment cause he defined this drill down function for us, so no need to invoke jargon jail. I know the listeners we’re thinking of it, but no need. The keys are still in my pocket. You know, you’re no need. Yes. Okay, well, sentences of generally short, you’d have been out, but but you avoided it all cost let’s go to another one for small organizations and i’m sure they share a lot of these functions. A cz you’ve mentioned what’s. Another one for small non-profits. Well, the next one i have on my list here, simon. See why am a not for profit accounting software? See? See why m a right. So it sounds like c y a, but it’s not does. It probably does some of the cover your ass ski. Eso is that this’s not cover. You’re asking accounting you would hope so. It actually it does. It does handle fund accounting as well. Simon is one of those companies has been around for quite a number of years in the general accounting and also in vertical environments where they address, you know specific in-kind company okay and again so i don’t confuse the listeners. It’s simon see y m a. I was being a funny boy with c y es. But ask you, by the way, i don’t know. If people know that, but that’s the american standard code for information interchange no, i didn’t know that it’s common knowledge, but i don’t want to put myself in jargon jail okay, enough let’s talk about cyma what not-for-profits accounting software, please it’s specifically have some of the same functionality as as do all of these in terms of fund accounting, what you’ll find is the ability to designate a fund, add funds to it, allocate funds out to specific purposes such as payroll, for instance, you may wanna dedicate designate ten percent of a fund to payroll where, as you know, it doesn’t cover the entire table, but it helps you may want to designate a portion of the fund for purchase of a new photocopier or to the phone bill, something like that so pretty much all of these alliance to do that? Yes, and that is important because there, because when people are given gift and there’s often an administrative costs, which is what, exactly what you’re describing, their administrative costs around administering that gift or that program, and they look and non-profits look for portions of donations to offset the cost of or portions of a cost of the administrative overhead and that’s exactly what you’re talking about. Right? Right, exactly. Half assed again. Do some of these others provide for a function called inter fund transfers on it is. He does what? You what it sounds like it does. It allows you to transfer funds from from one fund to another. This one is a little bit more expensive at twelve hundred dollars for the nonce for-profit accounting software and that that’s the general ledger side. And it also allows you to add additional modules for around six hundred dollars apiece, depending on the module. So those would be a payroll accounts payable. So we begin to see a difference here between fundez. Easy. For instance, an assignment in that fundez easy contains additional modules that are extra costs. With simon. Yes, scott. One of the times you were on, i think it was two times ago way talked about software as a service eyes a cloud computing. Is that the’s that type of packages or these software that you install locally? These are pretty much all locally installed applications. Okay, it’s, uh, accounting software is one of those that most organizations feel proprietary about. They want to keep it within the four walls well, okay, but we did talk about security, um, safeguards that can be made around that cloud computing. But i guess this is just so sensitive that companies don’t bother toe make it that way. You know, that’s one of those things that every company evaluates for themselves. My personal opinion is that security of cloud environments and sass environments is is just fine, but my opinion is not always good enough for the city. So, uh, trend is that about about twenty percent of corporations now you some form of cloud or sas services, but that’s still twenty percent that’s pretty far from everybody and not in this accounting arena. I’m with scott koegler he’s, the editor at non-profit technology news he’s, our regular tech contributor. We’re going to take a break, and when we come back, we’ll look at some packages in this arena for midsize organizations. This is tony martignetti non-profit radio stay with us. Talking alternative radio twenty four hours a day. Hi, i’m new york state senator joe a dabo. I will be hosting a Job fair on friday, november 12 and aqueduct racetrack in queens, contending into three p m, we will have over one hundred companies looking for qualified workers. They’re all to be lectured on jobs, try to jeez and networking. So come and bring plenty of resumes and join me on friday, november twelfth, at aqueduct racetrack. For a Job fair from 10 a m to three p m. For more information, please call pete in my district office at seven one eight seven three eight one one one one. 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. 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 i’m with our tech contributor expert scott koegler, the editor at non-profit technology news. Scott um, why don’t we talk some about some of the packages that are intended for slightly larger organization? Sort of mid size? I know quickbooks has as an entry here, right? Quickbooks is obviously an accounting application, and they have one version that they’ve put out, which is called intel into its quickbooks premier non-profit for two thousand eleven it’s obviously a couple of months ahead of time, but it incorporates a lot of the features, but probably many of our listeners are accustomed to and quickbooks being the premiere version it’s got latto interchange has the advanced functionality. It can produce financial statements, sales and sales tax reports and all those available on screen as well as to print, of course. Um, it’s it’s, inexpensive frankly it’s four hundred dollars, which is very well, well, twice for quickbooks premiere of any kind of quickbooks premiere, i believe, for general purposes is right around there for five hundred dollars. Um, but for for people that are used to using quickbooks, this is a natural migration for them to use it. To the non-profit okay, the interface it looks the same is identical. It has just the additional funds accounting portions, you know, give it a way we haven’t talked much about reporting. You alluded to it that reports are important, especially for the donor, but also maybe for auditors come tax time. What’s what’s the robustness of the reporting with this with this with into its quickbooks premiere well into its quickbooks reporting is one of the most flexible than i’ve ever seen and it’s really accessible to people who are not accountants. That’s been one of into its strength is ability, tio provided i don’t know something. I don’t know exactly how many reports they have pre built into the system, but i’m guessing that it’s probably a hundred or so every one of those could be modified and saved as a new report. So it’s really easy to generate reports they’re specific to your needs. Pacific two requests anybody on staff? Yes, directors, donors, whatever and how about support another another where we haven’t talked about yet? What typically is the level of support that user gets? Is itjust online, or is there a call call center? How? Does this generally work support? It varies from one provider to the next to go come anything to female support to online support in person and one of the things you’ll find that differentiates these applications from very small, very large. I’m just going to skip down to some of the larger ones just for reference here koegler mountain, open zsystems and blackbaud are some of the better known applications in non-profit world, and those generally have either onsite training and support or telephone support. So what you’re paying for that their annual support can sometimes amount to nearly as much as the cost of the application, so but the application is twelve hundred dollars twelve hundred dollars for years, probably more than what it really would cost, but probably five to six hundred dollars a year for personal support. But in some cases, you’re getting on sight, you said, right? Right, and those there generally more in terms of installation of training rather than day today question. Okay, but certainly support is something listeners wantto consider when they’re deciding which package is right for them because based on their expertise or lack of in accounting, absolutely you definitely want to have something it’s easy to use and familiar and that’s one of the things that the lower priced applications do provide. Okay, all right, so the quickbooks sounds like something that could be very good for people who are familiar with quickbooks. What’s another one for small and sorry midsize organizations for mid size will see we’ve got the open systems which this’s the open systems traverse and f p i guess an s p s we’re not for-profit i think you’re right now. This one, this one integrates with microsoft office, which makes a really nice you could export into excel directly. Scott, have you gotto have you got an office assistant who’s hungry there or he needs to go out, and i wish i could get way. Just have a minute and a half left. So he or she will be out very soon. Okay, go ahead. Tell us about open system’s. Broken systems. A little bit more expensive. Goes it around two thousand dollars. But it does include quite a few portions to a general ledger accounts payable and payroll dahna peril and it’s. Okay, right. So an organization that has a good sized staff particularly that needs paid her all that that works well for that kind of organization and what’s the numbers on the open systems travers and f p how much does that cost to get in? That starts in two thousand dollars and that’s for single user license. Okay, we’ll play zoho into a multi user. Which, again, for a larger organization, you definitely want to be able to add additional seats. Yeah, and it sounds like all or most of these are scalable. You’ve said a few times, right? Generally, the initial price is for a single user, and additional users are additional cost. Ok, let’s, go. We have to leave it there. And this fund accounting software round up. Thank you very much for joining us. We’ll have you back. Of course. Thanks a lot, tony. Have a great day. My pleasure. Thank you. That’s. Scott koegler are non-profit sorry. R are a software and technology contributor and expert. And he’s. The editor of non-profit technology news, which is at n p tech news. Dot com you want? Thanks, scott. Of course. And also want to thank john hicks, president ceo of j c geever for joining me today. Next week we’re going to talk about board fund-raising fire up your board fund-raising we will be joined by author and authority gail perry and gale is going to reveal proven techniques to motivate your board to step up to a very critical responsibility of theirs. 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017: Pass The Cup To Corporations & Fund Accounting Software – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

John Hicks, president & CEO of J.C. Geever
Scott Koegler, editor at Nonprofit Technology News

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