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Nonprofit Radio for November 9, 2018: Buy-In Bitches & Process Blocking Your Progress?

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Carie Lewis Carlson & Lara Koch: Buy-In Bitches
I gave that title to Carie Lewis Carlson and Lara Koch as they explained how to get your boss to listen to you; to get your boss’s buy-in when you get it—and they don’t. They’re savvy, they’re straightforward and they shared tons of strategies. They’re bitchin’. Carie is now with United Way and Lara is at Smithsonian Institutions. (Recorded at #18NTC, the Nonprofit Technology Conference.)

 

 

Stefanie Zasyatkina: Process Blocking Your Progress?
Stefanie Zasyatkina wants you to pay attention to your org’s workflow. Identifying and overcoming pain points and inefficiencies will put your methods in line with your mission. She’s with InReach Solutions. (Also recorded at #18NTC.)

 

 

 

 

 

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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent on your aptly named host oh, i’m glad you’re with me. I’d get slapped with a diagnosis of neff row calc no, sis, if you wet me down with the idea that you missed today’s show buy-in bitches. I gave that title to carry louis carlson and larry koch as they explained how to get your boss to listen to you to get your boss’s buy-in when you get it and they don’t, they’re savvy, they’re straightforward and they shared tons of strategies. They’re bitchen carriers from clc consulting on larra is at smithsonian institution’s that was recorded in eighteen ntc the non-profit technology conference and process blocking your progress stephanie’s as yak dahna wants you to pay attention to your org’s workflow identifying and overcoming pain points and inefficiencies will put your methods in line with your mission she’s with in reach solutions that’s also recorded at eighteen and tc no time for tony’s take two today these combos was so good i let them run long responded by pursuant full service fund-raising data driven and technology enabled tony dahna slash pursuant capital p weather. See piela is guiding you beyond the numbers regular cps dot com bye tell us attorney credit card processing into your passive revenue stream durney dahna slash tony tell us and by text to give mobile donations made easy text npr to four, four, four, nine, nine, nine here are carry louis carlson and larry koch. Welcome to twenty martignetti non-profit radio coverage of eighteen ntc non-profit technology conference coming to you from the convention center in new orleans, louisiana. All of our ntcdinosaur views are sponsored by network for good, easy to use dahna management and fund-raising software for non-profits my guests are carry. Louis carlson carlsen, my voice cracked on calls she’s, the owner of clc consultant and larry koch, associate director of online fund-raising smithsonian institution welcome, ladies. Hi, tony. Are you have you both i’m doing well. Thank you for asking. Thanks for having people. Have you done your session already have mastered outside it’s. All fun from here on out. Exactly. More alcohol on your session topic is real talk how i got my leadership team. So listen to me. All right? Buy-in? Yes. Okay. Okay. From your session description you had a quote. I get it. It’s, my boss. That doesn’t exactly if that’s you talking. This session is for you. Okay. Uh, larry let’s, start with you. Why do we need this topic? This copy came out of on in ten. An ntc that carrie and i were at two years ago. The one in san jose. There was a session on the last day that turned into basically a big therapy session about the work we do and how hard it is. And the things that no one really talks about. Remember our non-profit radio was that sixteen? I don’t unfortunately interesting that you don’t remember the topic. I don’t remember what came out of it. What the tangent was exactly that took over the over the room. And there was one quote, and i wish i knew who to attribute to from that session that where someone said culture, each strategy for breakfast and and it was really stuck with us and this came out over and over about the things that we struggle with and, you know, executive buy-in is something that comes up in almost every session you’re in, but it’s it’s a mystery it’s feels like, oh, just get the executive by and everything would be okay, but how? You know, how is it possible? And i feel like cary and i are living proof that it is possible. It’s a lot of hard work and it’s, you know, on there are strategies that we’ve both employed to make things happen, okay? Carrie, you want to add something to the introductory remarks? Sure, s o like blair said, i mean, every single time we speaking unconference together how to get your boss tio let you do the things you want to do, you’ve covered this topic multiple times. Yeah, yeah, even if the session doesn’t start out with that it and it ends there. Yeah, yeah, and it’s and, you know, most people are sitting in there, they’re listening all these great ideas, they can’t wait to go back and implement them, but they’ve got to get the okay, the budget, the time, whatever it is, and they don’t know how to do it. And so that’s. Why? We wanted to talk about this and like larry said it’s, something that people don’t want to talk about because it could sound like complaining or you know, but we tried to give people actual strategies that we have used to be able to get the buy-in to do a lot of the great things we’ve been able to do together. Okay, so you ladies are the buy-in maven. We try buy-in buy-in matrons know not think of a good alliteration to go with buy-in buy-in your brother’s bad? Okay, i feel like we could use a word, but i’m not sure we can say it on neo-sage radio buy-in okay, that’s perfect that’s what? Love it so and ten nineteen we’ll be back with the hashtag for the session. Yeah, tony, you are setting us up. Please do your coming back. We’re having back-up fund-raising no radio. Okay, good thinking. Okay, okay. We got tactics. Got strategies we get. All right. So the problem is, you know, way feel so passionately about something, but we cannot. We just can’t convince the boss. Is that it? Is it always the sea level? Or it might even just be our immediate? Totally because, you know, they’re getting that pressure shevawn the executives, you know, they’re the ones often in more direct contact with them. And so when you bring an idea to them their thought goes there, having the same thought is i’m going to have to tell my boss how to accomplish this, how to get this done and often, you know that immediate negativity or that immediate reactive no. First here. And people have trouble asking for what they need is just it’s so hard to overcome that initial that initial. No, you no. You hardly even heard anything i heard even made my case yet and it’s already, you know, and then try to overcome that it’s very, very hard and because because non-profits tend to be, you know, such a hierarchy and there’s so much emotion and passion in the work we dio what many people here that know and they back off, they’re done. Carrie, you’re making a point that i threw up. Well, i also want to say, like, one of the things that i was able to show was that i was able to get that full on buy-in relationship that trust all of that with my immediate boss when i was at hsus and he was really a advocate and, you know, backed me up on a lot of my ideas that were able to sell to the executives, which were much harder, and i admitted this in session. I never fully got that buy-in and goal agreement and all those things with our executive suite in the eleven years i was there, it was just there there different priorities different, you know, generation’s, i was going to say that, but yeah, no, it’s true, i think generations way generational shifts in the workplace non-profits are so unprepared for this and and it’s, and it is hurting them now because they don’t know, like our generation doesn’t know how to relate to our sea level executives who have been there for twenty years, and they have different different way of looking at things different priorities, and it causes this this clash. Okay? All right. Let’s, let’s get into some of our tactics. Great tactics, strategies we could use those interchangeably or, you know, i think so. Yeah, i think so. Yeah. Larry let’s start where the number one thing. And, you know, this came up on every slide that we did was getting in being relentless about being in people’s faces and having a stick basically, every time you’re in. A meeting you have, you repeating the same stats and you’re asking the same things over and over only consistency in your own messenger. Yes, exactly. And i’m not giving up right when you hear? No, that was one thing. I think that makes a lot of people uncomfortable. It’s, like my boss says, no, i’m not going to challenge them. Oh, but you should because you have good ideas and you need to advocate for them and you are the ones in the trenches, you’re the ones doing the work, you’re the ones in, you know, conferences like this, you’re seeing what your what your colleagues are doing in the space and you want to apply those things and that no, without a no but or no end and i think that’s where you know, karen, i got the idea of basically going in really prepared, you know, anticipating questions and push back into anticipating the no on dh coming up of strategies. Teo say here’s, how i hear we’re going to do it, here’s, what we’re going to do if we fail here is going to do if we’re going to succeed, and then if you hear that no, is it? You know? Okay. Can i just try it once and we see how it goes. You know, can we test it? Because the data will out. I told the group like, i love one test fail. I want to be wrong because then i can let it go. I can say okay, i thought it would work it didn’t. I’m going to let it go and that’s. Why? You know, but at least we got to try it’s. Time for a break. Pursuing their e book is fast non-profit growth stealing from the start ups. Have you got in this thing yet? For going to sake? Get it, get it. They take all the secrets from the fastest growing startups that, you know, we can all name off the top of our heads, and they apply those lessons methods to your non-profit it’s free it’s on the listener landing page. You know where the listener landing pages you don’t need me to tell you, but i will. It’s a tony dot m a slash pursuant with a capital p for please. And i suppose that capital p could also be for pursuing now back to carry on. Marah. Then how do you feel with your? With respect to your relationship with your boss? If you advocated for something and it failed. Oh, i can talk about that. Please. This happens a lot and it’s so important to be comfortable with it and accepting and saying that this it’s fine, that it failed, but here’s what we learned and we’ll do this differently next time. Last giving tuesday, right before i left. But i want to focus on your relationship with your boss, right? You pushed and let’s say there was an initial no. And then taking your advice, you challenged it. You gotta buy in for a test. It failed. But you were the advocate for the you would advocate for the failure. Yeah. How does that? How do you feel about the impingement on your relationship with your boss? How do you deal with your boss after that that’s. What i want to get? Well, it depends like that that’s kind of where the early work of developing the relationship and the trust and all of that with your boss and your executives or whoever the decision maker is is so important because because i had a good relationship with my boss and i had spent years on goal agreement and trust and brainstorming and all of these these things that connected us, he is of the mindset of okay, well, here are all the great ideas you’ve had an executed one that didn’t work it’s bound to happen, and i think that that over simplifies it, but that that homework of developing that relationship with your boss ahead of time you’re belong. Yes, and building on those small, easy winds, if that’s what you need to lay that groundwork, but and taking ownership of of of your failures. You know, carrie has a great example. If he was going mention about giving tuesday where she was convinced something was going to work, they put into practice, it did fail and carrie took ownership. She said, i thought this would work. It didn’t. Here’s what we learned here instead of getting defensive and e-giving no it’s ok, s o i wonder what exactly this is your this is your thing. I don’t need permission. Right? White-collar let’s, leave it there. All right, all right. Move on. Yeah. So i came up with the idea of giving away little portable dog bowls. If you got your donation in ahead of time for giving tuesday, we found from years past that that some people do want to get their gifts in early, which i find strange, but, you know, they have their reasons. And the data showed that s o i said, where were you with the dog boat? What kind of organization wear dog bowls with the humane society? Yeah, so naturally, i was like this. I was really excited about it. Well, they gave way, maybe a hundred of them there are still three thousand of them and someone’s cubine hsus and i, you know, i was like, guys, i thought this was gonna work and it didn’t don’t do it next year, right? And they’re not going to, but we did it. And wait that’s not the reason you’re no longer my hope. Not now. E-giving tuesday debacle. No, but i know those bulls are still sit here. Someone and and we were from the organization. Yeah, yeah. Get uco somehow used, you know? And we were both honest in our session that, you know, we had those winds. We had those failures, but in the end both of us did leave we both worked at the humane society together, both of us did leave because in the end ah, you know, we made some progress, but, you know, it wasn’t enough, and those battles with our executives did wear us down eventually. And the first question that somebody asked at the end of this session was, how do you deal with all of this work and all of this emotional toll that this obviously takes on someone to be constantly fighting for your ideas in your staff and all of that likelier said, we weigh both ended up leaving for this reason because you’ve got to know when you can’t do anymore, right? You know, and that’s the thing again, we’re all here for because is we’re all here because we’re passionate people, you know, our jobs are so emotional full of so much emotional labor, which i think makes work non-profit work really interesting on dh, you know that you care, right? And that is, you know, like i said, that’s, where all of our sessions, especially when we present together, tend to end up because, you know, we’re proud of what we’ve accomplished, we’ve had some incredible winds, some incredible successes, but you know that work is constant and because non-profit online and digital marketing and fund-raising changes every single day, it is not something like a digital direct mail where it’s pretty consistent, it’s pretty, you know, the nothing really changes their facebook works one day based on what’s going on right now, who knows? What’s gonna happen for facebook tomorrow, platforms, you change. All right? Yeah. Let’s, go into more more strategies. You got you got one. Carrie. Well, i touched on this, but one of the biggest kind of strategies for me was getting that visibility. I was relentless about getting into staff meetings and executive meetings and being that person that they they recognize so that when i came knocking on the door asking for something they were like, well, you know, carrie has good ideas, and she is smart and well respected or whatever, so that, you know, i told the audience, like, if you’re one of those people that wants to work from home four days a week, you’re gonna have trouble selling your ideas because you’ve got to be around and the executives need teo. No, you and with that comes trust and build a repertoire and all of that’s interesting my last conversation with just about virtual employees and having a virtual organization. So you feel like in this realm, virtual employees are at a disadvantage if they are in leadership roles where they’re they’re selling ideas and managing staff and look like i flexibility. It was the number one reason why i stayed so long where i wass i’m a mom. I want to be able to do things on my own time. But if if i was not there pushing for what i wanted advocating for my staff, them knowing who i was because that’s, how our management was it was very management by walking around like you, you know, you have teo be seen there? Yeah was important. Yeah. Yeah. And that’s nothing where that generational shift really comes into play. Maybe we’ll all be remote employees, you know, fifteen years from now. But right now, in the non-profit space, where again, that hyre kiis so deeply grooved in, you know, it’s being visible. And you know the point that the two women were just in the last interview majors it really is depends on organizational culture, even even that’s what this is all about that even trump’s age, you know, it’s, the organization has a culture that empowers virtual employees, then then they may not have sure just be thinking about is that you’re talking about carrie exactly. You’re right. Its organizational culture. Yeah, ok, let’s, get more more strategies for challenging your boss. Well, you suggested maybe it’s a no end? No, but we could test right that’s that covers sort of challenge of overcoming the no, whether the tactics you should talk about data because you’re the data queen. Yeah, i mean, it all goes back to data and i think a point, you know, having that data having those stats at the tip of your tongue, you know, stats that you’re repeating all the time and, you know, getting execs love numbers very often, they don’t love the same numbers that we love, you know, they’re very focused on different numbers. So a it’s it’s focused on using numbers that mean something to them? Of course, a lot of those our budget numbers and revenue and opportunity costs, carrie is done a lot of work where you know for redesigning the website, for example, when we were able to work with the vendor that’s redesigning that website and identify this is the money we’re leaving on the table right now. We’re having an old website, right? That that those stats make sense to our executives, even if hannity metrics which breaks both mining, carries hard, defend any social metrics. But if you can leave those in with the data that also matters relevant is relevant. Exactly. You know, it is that you trained them over. They will care about that spoonful of sugar that makes the medicine. You know you have twelve thousand followers? No. Okay, so we have that in exactly yes. Yes. You know, we, um example that leads them. Give them some of what they want to get, like, capture their damn war. Of what? The great. Because you know what? You’re the you’re the data expert in the organization. You know what? What? What’s germaine? Yes. So give him a little of what they want. More of what they need. And percentages yes. And percentage, you know exactly. You know, because, for example, smithsonian redesigned their website last year and i was able to get a donation button on the website, which is a big win in the first six weeks of that donation, but and be on the sight we saw six thousand percent increase in donations those Numbers were super tiny, but 6 thousand percent mentioned casually to my boss in the hallway made me look like a superstar, and then they could repeat that elsewhere. But it’s it’s being, you know, unexamined well, one of our favorite examples was what we consider our magnum opus at the main society was our first day of giving on day of giving came as a directive and says, you know, we see university’s doing days of giving everywhere just just do on onda has been restricted. We love understated fund-raising but we knew a day of giving out of nowhere in the middle of what is our biggest low month around springbox arch was going to be a hard sell. We knew we had a restricted program that, you know, touched on all the things that that our constituents labbate hsus being pet speak people’s relationship with their pets, helping people in underserved communities get vet care for their pets we put together a power point that laid everything out from start to finish, including a mixture of vanity metrics and actual mex tricks on dh things like here’s what we do if we fail here’s what we do if we succeed, we went in armed to the teeth, saying, ok, we’ll do this. This is how we’re going to do it, and we did, and we were end. Oh, and also that we need to go dark in everything else we’re doing so we can launch this huge campaign just mere months after our year and fund-raising campaign and, you know, we went in like an army, and we were able to get that message through because, yes, it was the bitches and and we did it, we did it, and it was a huge success, but half a million dollars yes, and repeating that in other ways, no, through other campaigns has allowed us to just, you know, go in almost with an impenetrable armor two and confidence evidence that’s a tough one for a lot of people talk about it more. Well, i think because people are afraid of being told no or that’s a bad idea, or they’re just afraid of the rejection or eleanor failing on dh if you don’t have that culture of innovation and trust and all of that, that could be really intimidating. But i think after a while we start to gain gain our confidence after we’ve we have good ideas and we implement them and they work and we want to do more s o that but i think that’s a hard one for for a lot of people that have that confidence to go in and and say, we’re going to do this or to your boss, no that’s a terrible idea, which yeah, and i had we had six seven people come up to us after and tell their own individual stories of their immovable ceos, you know? And and they, you know, they thanked us for what we talked about, but still you could see the fear in their eyes, you could and and that breaks my heart because again, these are people who want we’re doing mission based work, and we know how we can do it better because we are doing it every single day. That’s the confidence you need to go in with you embrace that? Yeah. And say we were going to do this like when when i decided that it was time to pick up the website, redesign it. Hsus i went to my boss and i said, i’m going to do this this year. I know the money’s there. We’re going to make this happen and i need an outside project manager. I didn’t go in and say, hey, i’d really like to redesign the website. What do you think? You know? And and that also helped him because it’s like i’m not going teo, that was another one of our tactics going with a solution, not just a problem, and that takes a lot of the weight and a lot of the monkey off the off your boss’s back and that builds trust too, because it’s like they’ve got this, you brought me a problem. Yeah, yeah, and my boss used to always say that to me come to me with a solution, not a problem, and then that really also developed that that relationship of trust because he knew that i would handle things. Yeah, see elsie working with smithsonian, we’re not we’re just together. Not not yet, i will say yet. You know, hopefully in the future, but, you know, i would love that because she’s a dynamo. But, you know, we we the bond that we formed working together, allowed us to kind of build that confidence off of one another. You know, we both have different strengths. Um, and, you know, we were able to move mountains at a place that is like i said, it’s old school, it’s, old school. Now it sounds like you suffered together, that there’s, this there’s, this recognized social science concept. I learned it as a brotherhood of suffering, but it could equally apply as assistant of suffering. Prison is, and i don’t mean to analogize hsus prison, but prison is an example. I’ll take it, okay. I have something i want to chat with you. Cause i know somebody very senior there. Oh, so present. Imagine what you’re suffering together. You know that the common suffering day in, day out creates a bond. Yeah, sounds like that. Well, that was another one of our tactics was yes, was creating, like, oh, zoho back-up napor greedy while creating a like a mini culture within our department of trust and all of the things that we wish we had as a larger organization, we build them within the department and you do create this bond and work within your microcosm? Yes. And, you know, manage down, you know, manage, manage up, but also manage down like you wish you were being managed down upon encourage people to come to ideas, let them know it’s okay to fail, let them know that you know you that, you know, there they’re they’re doing different work than we are as their managers. So they’re seeing things that we’re not seeing like something i tell my team now with the smithsonian is, you know, if i want you to come to me and say, if you you know, if if i didn’t if i my plate was clear, this is what? I will be focusing on because i know this one don’t you wish one of our executives would have ever said anything like that tests because i i would give him i would roll out the scroll, it would roll down the hallway carpet exactly, and but i want to hear that because, you know, i’m spending so many plates all the time trying, teo, you know, be in this middle management role, like i am, and i want to be able teo, that my team feels empowered to do that, and i think right now, there are still ceilings that prevent that on dh the, you know non-profits again have, you know, way san tend to respect the ceo’s as as being, you know, and that sea level, as you know, the end all be all right, and they’re not, you know, we were able to do in our world, and i say that this is especially true for non-profit marketing and fund-raising is that, you know, it’s, if you’re not living it, you’re not truly understanding it and until executive see that and give you that leeway, and you’re negotiating with them constantly about what you’re doing what? You know, you can dio on lee. Then do you even start to inch forward? Another thing i did while i was in a leader shit roll at hsus. It sounds kind of silly, but i gave each one of my employees are birthday off and that’s really cool. They get teo, have an extra day off and whatnot. But what it’s really about is showing that i trust them enough to take a day off, that they’re still going to get their work done. And that’s the kind of like an example of the kind of thing that was in our control. You would never get your birthday off. I think as an overall level there that’s just it’s a culture of lika latto non-profits work always on the scene. Yeah, yeah, yeah, yeah. But our employees knew that we trusted them enough that they could take a day off. And i was adamant. And the question that came at the end about how do you deal with all of this? The emotional labor that goes into it. It’s about creating that balance, being relentless about self care and work. Life balance like it is achievable. A lot of times we do it to ourselves because we care so much, but creating boundaries with your your team, your executives, is that that’s how you have teo that’s, what you have to dio in order to keep doing all this work also this idea, please hold your upleaf don’t lose that thought this idea of doing as much as you can within your within what you do have within your purpose exactly as much as you can for the people you do have authority over medicating for your staff. That’s exactly what i was going to say is is being relentless and going back to that repetition, you know, a badge of honor that i wear is always in a in a meeting recently with a strategic planning meeting with a lot of different people, of course organization, many of them hyre level for me. And at one point, someone stopped me and said, we know how you feel about email collection, larry and i was like, great, i’m glad you do, it’s, because i’ve been saying it nonstop. So even if you’re annoyed with me for saying it every time you’re finally listening to me because you know, what’s not happening at the smithsonian emails let’s talk about that, you know, and luckily, i feel like carrie and i are good with people, so we tend to not come off as harsh. We tend to come off maura’s just assertive versus aggressive, but, you know, i i’ve never i’ve had to learn that assertiveness in my in my work-life because it didn’t come naturally to me, it’s something that i’ve learned, and once i saw the progress i was able to make by getting in people’s faces being super, you know, straight and blunt and repetitious and, you know, making that eye contact with them, you know, it’s a skill that i’ve i’ve tried to learn i’ve tried to give to my team a cz well, because, you know, we’re all in these cruise ships on we’re trying to make these terms all the time, and things move very, very, very slowly trying to avoid thinking yes, brothers, ice parents trying to avoid a bow shot, okay, we’re gonna leave it there. You threw a terrific, great thanks. Provenance. I love your energy was a field but i feel the bond between yes buy-in riches you hear in here. First, they are carry louis carlson, owner of clc consulting on larra koch, associate director online fund-raising at smithsonian institution. We are non-profit rate we are non-profit radio covering eighteen ntc on this interview sponsored by network for good, easy to use dahna management and fund-raising software for non-profits ladies, thank you so much. You know, it was my pleasure to thank you very much for being with our coverage. We need to take a break when you see piela do you need help with your nine, ninety or your brooks? Are you brooks brooks? I can’t believe i did that again, like last week or your books properly managed. Have you got books? Uh, this time, i wouldn’t even just make sure you’ve got brooks. Have you got them? Do you have good financial oversight in place? This is the stuff that where you can help you with you. Want to talk to the partner? You eat much doom. I’ve gotten to know him. I trust him. He’ll tell you whether they can help. Wagner. Cps dot com now, time for process. Blocking your progress. Welcome to tony martignetti non-profit radio coverage of eighty, ninety si non-profit technology conference. Coming to you from new orleans, this interview is sponsored by network for good, easy to use dahna management and fund-raising software for non-profits my guest is stephanie dahna she is director of in reach solutions, and her workshop topic is when process blocks progress workflow, efficiency for non-profits stephanie, welcome to the show. Thank you, penny. What was the need for this? This this topic? Why do we have to talk about this wire? Workflows important. So we are a small agency for case management system, burn non-profits we work in child welfare, and what we do a lot is implement the software with agency, right? A lot of these agencies do they struggle with understanding what they do it’s like you do it on a regular basis, but you don’t know, so i know how to communicate it. So when you’re putting it into ah digital format into a software, we actually have to know what you’re doing in order to get the results that you’re looking for out in reports and things like that. Okay, right? And so if they can’t communicate it clearly it’s hard to know where their pain points are where to help them. And some people just aren’t prepared for that, especially the small agencies. They don’t have the staff on hand that have done kind of analysis of what their current processes are. Alright, so what? What do we do? We need to help non-profits do better than what they need to better understand what their processes are. They dio yeah, yeah, absolutely definitely want to know how, what? There be able to communicate where they’re at to understand where they want teo processes there. Workflow there we were talking about the stuff they do day today. Yes, described it. Okay, uh, how do we help him do this? How do we help them? Hyre? What are we looking first for? The pain points, or we’re just trying to understand what the flows are first. Yeah. Trying to understand what the flows are. The pain points often come out. Burn that? Yeah, absolutely. In that discussion. Okay, so are we mapping? The process is how do we how do we identify what are workflows are? Yes. So it would be lovely, teo. Question. Like time. Like a little boy. Something radio. Make sure do i understand what you’re saying? Yes. Uh, yeah. I mean, do you do? We is that we do. We we mapped the workflows absolutely, yeah. And a lot of that comes out through a discussion of, like, what do you do? You it’s? Not so come on, francis it often times people are so familiar with what they’re doing, that when when they’re talking, when i asked questions about it, they’re actually no, i can’t describe it. They’re not actually sure sometimes they don’t have the right people in the room to make. They’re not getting a full picture. And so it involves a lot of people on the team and they’re different perspectives in order to get the full picture so that we know in the software, what are we planning to do for them? Like, you know, do we want to automate some of the pieces? What? What are we trying to do to improve? They’re coming to us for reasons of their process. Yes, absolutely. So often technology is blamed for problems when really it’s the processes around the technology and maybe even some of the people that are the difficulties is not the technology. No. Well, i mean, it might be the technology i have sometimes astrology is erroneously blame? Yes, absolutely, absolutely because they’d not really sure what the process is and where either pain points are where maybe even where they’re successful in something, what did they want to continue to keep when they moved to the next? The next piece of software? Okay, wth this all relates down to efficiency, right? Absolutely more efficient, effective, faint on we only do that by being introspective about what, what it is we’re doing and it’s not even that everything is completely about efficiency mean that it’s going to like help with the bottom line and with staying in budget, but i think i do, does your process actually reflect? Your mission is important as well, so they’re definitely things where we’ve done internal processes for my organization, that we’ve changed and what we’re choosing not to make videos let’s say to make things super efficient and not cost so much because our mission is to empower organizations it’s really like partner with them and work with them so we’re actually work. We’ve chosen to speak live, you know, with our clients and because we feel like that’s really, really important rather than sending them off to just support guides all the time. That makes sense, right? So it’s, like you need you need both. Not only are you looking for efficiencies, which definitely is is going to be a value for your organization, but doesn’t mission. This mission comes suddenly. All right, so if we do want to identify our workflows and then pain points emerged from that what wei have technology? Teo, are you said, based on discussions, how do we start to work? How do we stop the map? Are flu’s rate of information and work through the office? So we actually like in the workshop, what we’re going to talk about is you have done yours, you know, it’s tomorrow, tomorrow and the day so you’re still one thirty is still thinking about it. Yeah, always thinking about that because you have already finished there. Right? Right. Right. You having? No, not yet. No. I’ve so that together we felt to be good tonight. Last finale is so how do we get this started? So the way that we like to do it, we’ve watched there’s this really excellent ted talks by a man named ted head. Tom would tom. Logic and he talks about i’m taking a really simple process so that people understand why it’s even important to due process mapping and he does it with with toast, right? So something that we’re all fairly familiar with this, how do you make toast taking that? And so that’s, what within the workshop we’re going to do is diagramming toast get people all on the same page that we understand that were regularly building process and then it’s interesting cause then every every piece of every action item that you would do to move your process from step one two step z. Okay, you will you khun sticky note it. And when we sticky note then we have the ability to be flexible with our process who’s in the room when we’re doing this, because listen, listeners don’t have the benefit of being at your workshop. That’s why that’s? Why i’m here get demanding you to another twelve thousand people who move, some of whom may be here, but not all of them, obviously so they’re not going to see your your toast diet totally. Yeah, workflows but this is something we can take. Okay, way. Have sticky notes. Who belongs in the room when we start doing this, key stakeholders are in the room so it can be executive level, but i think it’s also the people who are literally doing the work, they need to be heard and understood because there may be points of process, nobody knows that they don’t know that they’re doing i’m taking the information from jessica and bringing that in, but, well, how do you get that information? I just call her up right under an email and tell her that i need the info now for these three cases, right? We have, and then later today i’ll need some or totally informal think we don’t know that’s going on exactly know they don’t know we’ve had a client recently that, like what your name is, jessica. I don’t know, stefan. I know. There’s pulling around on the name anyway, i ok? It was random. I don’t. I don’t think your name. Just thank you. News that we have a client that literally walks from their office paperwork over to another office. They literally walks. Were like this. Amazing. You’re to save five hundred steps every day. You have to find another. Way to get those steps in for your counters, whatever, but okay, okay. So so in the room. Yeah, yeah, yeah. Dahna so in the room, we have a whiteboard and we have post it notes, we’re all the stakeholders and all the people it’s, the stakeholders, people doing the work, people doing the where we will also have senior staff, all right? And we’re taking a process. Like what? How do we define a process? So i like to think of it in sections, so don’t think of it necessarily likes top to bottom, group it into, like, parts of the process, so make it understandable, relatable, really quickly so that you can start tio drill down more into more complex process is because a lot of times processes are nested, right? So during a licensing process let’s say you would part of it is seeming background checks. Part of it is getting documentation, part of it, a signing documentation part of it is writing a home study, and then you’re going to, like, take it up to the state. Okay, there’s, lots of different processes. And before we just say okay, we do one, two, three that might be a good way to go about. It is just ordering what you khun d’oh. I like to section it, so that it’s more manageable chunks that make sense, okay, of course, those and then and then put the chunks together. Yes, then you’ll see the whole top to bottom, right, then you will see everything together, and because it becomes very overwhelming, if you look at the whole process, right, and we work with adoption, foster care agency license against one part of that process. So it’s, knowing windows licensing come in, what happens before what happens after, but looking at one chunk at a time so that you can organized that, okay? And then when you’ve got okay for step, one of the licensing process is we send some email to a family. We then can use it, used that on a sticky note and talk about that is like, how is that getting done? Is that scent through email or we mailing? Why would we? Male versus versace sent email and so you start to have discussions and probably like you said, executive level may not have any idea that actually paper males actually going out and that all the packets are in different locations or the documentation that needs to go not back. It might be, you know, there’s things that start to go come to light that aren’t necessarily known by everybody as as the stakeholder. Everybody who should be in the room. Okay, we got to take a break. Tellers it’s the time it’s time now start thinking of the companies that you can refer and ask them to switch to tell us you’ve heard the testimonials from both sides, from the charities and from the companies. For goodness sake, it’s. Time to start investing in your long term passive revenue month after month, you get fifty percent of the card fees that go to tell us. Start with the video at tony dahna slash tony tello’s now back. To stephanie’s as yak dahna from eighteen ntc then, after we’ve we’ve done our map of the process. What are we? Well, he’s had a lot of conversations going to emerge out of this just out of the mapping exercise, right and pain points, my voice cracked, sorry, like i’m fourteen sametz main points are going to emerge and that’s where we can maybe applies and technology make things more efficient. Certainly yeah, or at least change, you know, or maybe maybe the process even shouldn’t change, but we need to understand why we’re doing it this way. Is there a good reason for doing it this way? And is there a reason for not changing? That happens sometimes? Yeah, absolutely, yeah, it’s not that everything in your process needs to change. A lot of times you got where you are because you’re processes is working it’s just there’s some reason that drove you to be two, to need to look at your process or like, you know, here we are at this technology conference. A lot of times it is to adopt a new technology because something doesn’t quite fit, you’re right? Yeah, white hair on my sweat, believe, is a foolish thing. Off there would have been your clothes. Have his white hair on my sweater. I can’t get it out because it’s so close, i can see right so close by, you see a double, and i kept grabbing the a fake one, all right, i got it. Little host digression. Okay, so there’s more to say about this. So i know part of your presentation is going to be mapping, toast, our journey, but we don’t. We’re not gonna do that here. No, but we still have another, you know, ten, fifty miss together. So what are we going toe whatmore, do small and midsize. Non-profits did you know about this workflows process so that they can scrutinized their own? I mean, it’s it’s important? No know going into it, it’s gonna be a dip, a difficult discussion. It is always important to bring in all the players, right? And really, even though we on the radio aren’t doing that exercise, it is an excellent exercise, too. Open up people’s minds to that. We all understand how to diagram. Can we talk about it when we talk through the toast example? Totally, you know, no, i don’t think it has to be visual, right? So this is we’re using this as an example of how to map your your own workflows process? Yes, exactly. And it’s in it’s ah, like an exercise. You can literally do this exercise with your team, so it feels kind of like, why would i do this? But it brings laughter. It brings cohesion on, but also brazen understanding of oh, we all see things from different perspectives, and when we actually talk about it and get it out in the open, we can see that and then improve our process because that might have been some of the problem is that you don’t actually know what other people are doing. I’m a little skeptical. That we were going to bring all this out. Okay. All right. So go ahead. Your facilitator get us get started. So the first part of the program are the exercise is going to be teo, actually diagram. So with a piece of paper and you are going to draw an image of how toast goes from, you know, a piece of bread, two toasts on whatever it might be. So for me, i used the toaster in other countries. They use a saute pan, and here it is, right at the end of the toast. Maybe you just want to eat it plain and dry. Maybe some people don’t. Maybe they put butter on it. Maybe they put jelly. I was. I did this presentation in in california earlier. There was a gentleman from australia. He puts vegemite. Right? It’s. Like what? What are the different people bringing some people? Look at these examples as very people center. Some people are very, very detailed. Some people keep it real simple. Well, i mean, i mean included in this. You have to go to the go to the pantry or the refrigerator where you store your bread, right? I mean you got to get you gotta get the substance first. Some people may not remember that step and what’s interesting. I actually just spoke with a client. It was very good that i thought that absolutely, yeah, i appreciate that. Okay, so so i just spoke with a claim who’s actually used the example in in her non-profit setting in the foster care agency she works with, and what she found was interesting is that she now knows kind of what people think. Look how they think about what they’re doing and what do they need? Right? So she gave a really great example of one of the women needed. All of the resource is before i get started, i need have the jelly neto have the toast they need tohave the plate, right? Whatever really isn’t a plant she’s a planner, and that opened her eyes to how to better communicate with that person because not everybody comes at it that way. When i draw the toast, i get the plate in the middle. I also like we always joke about it isn’t like i’m single mom, some like doing the dishes when the toast is down, i’m doing. Something else? Because i’m gonna be super efficient. Ok? Ok. All right. So okay. So there’s, other value in this do? Yeah. In terms of understanding. People’s work personalities. Exactly. Alright. All right. What? We teach us a little more? Yeah, totally. But i want value. Not just, you know, not just filler. So what else? All right. So, you know, in terms of what? What else? What else have you learned from this? Well, so then step two is to then take all of these action items. Make the sticky notes, right? Okay. And so the point of the sticky notes is our brains actually work better with what goes on. A sticky note. All of the action items. All of the action items. So refrigerator walked to the refrigerator. Goldenburg, bring the knife out, get the jelly, get the bread pushed down the toaster, right? If you forget any of those steps, you have an opportunity to actually include them. You can also reorganize them. So if you find that it’s more efficient to get the plate and the jelly and the toaster and the bread and all of these resource is beforehand, you can move them from where i had them right in the middle, right up to the front, which means that you might need. A pantry to store all these things. Right? So, like, how can you make that part more efficient? Sometimes your eyes roll back in your head you know you just when you’re thinking when you’re thinking i thought you were having having a stroke no, your eyes roll back. Wait now i do a lot all wait, i don’t just recently started tio have been crossing but it’s like they’re rolling back like a stroke do that i have no idea it’s all white, everything becomes white there’s just eyelashes and it’s probably can’t do it on your unconsciously thinking yeah is going real first time i let it go one first time let it go. But now you’re going to call it. Thanks. Probably nobody noticed. Well, everybody’s going to know my eyes turn way another twelve thousand part castles. They definitely did not notice. Okay. All right. So you have fun here non-profit radio because you were not gonna have fun. Then before they’ll buy d’oh bother. I dragged my ass over here. Sit down. I don’t always you know, tio new orleans. I mean, it’s. A great city. Okay, i know it is, but i would have been here if it weren’t for ntcdinosaur, probably on the beach in north carolina, anyway, okay, that’s, a host aggression again, uh, all right, so what, the post it note stage every little step, and then you, khun decided i could re order you, khun reorder and s o tom says that the the ease with which we can re order it makes us more likely to improve the process, right, are were more willing to improve. We’re willing to change things when it feels feasible and easy to do that if we can’t. If it feels like you know my team member created diagram on. Some program, right? So it’s got the arrows like power point or something, right? Like she’s did this all this work to make this process look like that i’m less likely to go in? Terrible her work, but sticky notes a really easy there, real cheap. They’re very like budget friendly, obviously for organizations. And this toast exercise really again just allows you to be free flowing with it. Part three okay, let’s move on a par three is then to take everybody’s individual sticky notes and put them together. So now you’re actually building cohesion. You’re hearing actually what other mobile one? You’re putting them up on the board? I am tryingto rationalized them all into the same process. Exactly what? Some people, some people have some steps and other people skip those steps and everything. They might not plug in the toaster nothing’s going to happen if you press that down, right and so it’s like you can pull all the all the pieces. This is where where someone is walking. You know, the folder from one organization to another. You realize that that you didn’t realize that was actually happening before you finally get to hear everybody’s. Voice time for our last break text to give quote, i compared a bunch of companies in my search for a text to donate company and text to give is the best hands down. They have been helpful beyond helpful. I can’t imagine anyone doing this better exclamation mark clyne and quote that’s lauren bouchard from global commission partners in clermont, florida. You heard her last week also, you want to get text to give you want to do mobile giving? This is the company you need. It’s simple secure for info text npr to four, four, four, nine nine, nine. We’ve got several more minutes for process blocking. Your progress is there? Step for no. Well, so that’s that’s the exercise. But then the thing is, is guess set for i guess. Yes. Retract what i said. Yes, there is a step forward is to do this with your own processes. Right? Soto, look at this really complex process. You need to organize it into smaller chunks that are more manageable. Right? And then you can diagram it. You khun sticky. Note it. You can work together and bring in where what? The program manager believes that the process is and then that people who might actually be doing that process and hearing like i brought up this home study or the licensing process there are certainly program managers that are approving, they might initiate part of the process, they are connecting that process with the case manager with social worker, all these people were coming together to make this process happen. There’s also external factors like the state agency or the back where the background checks are being done, or the people who have to approve the home study. So there’s all these people at play and it really helps to bring a fuller circle because the program manager might only be connected with the case manager and a social worker. But these people are connected to the state agencies. And where does the family come involved? Right? So you’re pulling ever you’re being able to see everybody okay? Now in your own organizations, if you’re not doing this kind of work, uh, there may be processes that that you’re just not comfortable with. Maybe maybe even before the before you identify specific pain points, you just know that something is something is not right about the way. We i don’t know, acknowledge process donations and send acknowledgements, you know, there’s something that it takes us too long. It feels like it’s harder for us than it is for my friends and other organizations. So that might be a a rationale for applying this process. Absolutely. That process, you know, playing this this exercise to that process? Yeah. Okay. Okay. And really, i mean, tony, you can also mean we’re always doing process, so i love this book. I might get the title a little bit wrong, but it’s like the life changing magic of cleaning tidying up kayman and she actually discusses process in our life. It’s just like spring cleaning every year. But she organizes all of your items in your house into certain groups. Then she you take out what’s what’s not needed. You hold it up, right? And so i’ve talked about the mission is like holding it up to you. Do i feel joy when i touch this item? If no it’s gone it’s no longer part of the process like part of the process, i guess when you’re combining and you’re finding that cohesion with all your team members is going back and aligning with you’re mission and even even the mission or the mission of whatever project you’re working on, right? So if it is your donations and acknowledgements, you’re wanting to get those out krauz making sure that that aligns with how you run your organization, the values of your organization, how you value your donor. Yeah, okay, i mean, because a lot of times donors are multifaceted and how they work with your organization, so they’re not just offering funds to you like they might be boardmember sze, they might have been volunteers, some of the agencies that we work with, they it might have been families. So how are you touching all of these these people who have multiple connections to your organization? Okay, okay. And i like how you bring it back to mission also mean that mission it’s soo in importance, whatever, whatever this processes that you’re being interest. Really, really, this is organizational introspection, right? I mean, way i see it, you’re you’re, you’re taking a deeper look at yourself as an organization. How do you work? Yeah, absolutely. And i mean, like i said to write, so i didn’t want to throw in that. That book just because it felt really good it’s, just like you would do spring cleaning annually, you’ve got you’ve got to constantly go back to this, so sometimes your mission might be stale. Your people aren’t feeling it. I mean, you just have a sense if you’re in the organization so ambitious it’s out of the mission is dale, it could be it couldn’t be, could there is potential for that, right? So it may or may not. One of the things in certainly in the workshop that we’re going to talk about is actually making people also relate to the mission. So just like the process of mapping out where your processes making it possible so that your team actually feels the mission that they relate to it that’s not an abstract idea if it is a top down or as you’ve added people into your organization over time, though it could be you. Yes, you may have. Your mission may have become less relevant dahna or you may have strayed from it. Diluted it. Oh, are you? The mission itself may require evaluation. We re thinking absolutely. Yeah. Okay. That’s. A very healthy exercise. We’re gonna leave. It there. Okay. All right. She is stephanie and she’s director of n reached solutions. I said it right there. Bear close. Yes, grayce newsjacking yes. Okay. And my interview with her with stephanie sponsored by network for good, easy to use dahna management and fund-raising software for non-profits thank you so much for being with non-profit radio coverage of eighteen ntc next week. Guess if you missed any part of today’s show, i beseech you, find it on tony martignetti dot com. We’re sponsored by pursuing online tools for small and midsize non-profits data driven and technology enabled durney dahna slash pursuing capital p when you see piela is guiding you beyond the numbers wetness cps dot com bye! Tell us credit card and payment processing your passive revenue stream durney dahna slash tony tell us and by text to give mobile donations made easy text npr to four, four, four, nine nine, nine a creative producers claire meyerhoff. Sam liebowitz is the line producer shows social media is by susan chavez mark silverman is our web guy and this cool music is by scott stein. Thank you for that information. Scotty. Been a long time. You with me? Next week for non-profit radio. Big non-profit ideas for the other ninety five percent. Go out and be great. You’re listening to the talking alternative network, waiting to get you thinking. E-giving cubine you’re listening to the talking alternative net. Are you stuck in a rut? Negative thoughts, feelings and conversations got you down? Hi, i’m nor in some type of potentially ater tune in every tuesday at nine to ten p m eastern time, and listen for new ideas on my show. Yawned potential. Live life your way on talk radio dot n y c wait. 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Nonprofit Radio for November 2, 2018: Working Virtual & Map Your Data To Your Audiences

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Heather Martin & Alice Hendricks: Working Virtual
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Courtney Clark & David Mascarina: Map Your Data To Your Audiences
Feed your folks the data they crave. Courtney Clark and David Mascarina have identified 5 audience types and their data needs. She’s with Forum One and he’s from the Conrad N. Hilton Foundation. (Also recorded at #18NTC.)

 

 

 

 

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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. Oh, i’m glad you’re with me. I’d be hit with strep. Oh, simba, leah if i had to read that you missed today’s show working virtual we talk through the issues encountered when managing remote staff technological, generational, emotional measurement, recruiting and retaining. Our panel is heather martin from inter faith family and alice hendricks with jackson river. I was recorded at eighteen ntcdinosaur non-profit technology conference and map your data to your audiences. Feed your folks the data they crave. Courtney clarke and david mask arena have identified five audience types and their data needs she’s with forum one and he’s fromthe conrad and hilton foundation that’s also recorded at eighteen. Auntie si, tony, take two who’s on first, we’re sponsored by pursuant full service fund-raising david driven and technology enabled tony dahna slash pursuant capital p well, you see, piela is guiding you beyond the numbers. Wagner, cps dot com bye! Tell us attorney credit card processing into your passive revenue stream. Tony dahna slash tony tell us and by text to give mobile donations made. Easy text npr to four, four, four, nine, nine, nine. Here’s working virtual welcome to tony martignetti non-profit radio coverage of eighteen ntc non-profit technology conference twenty eighteen we’re coming to you from the convention center in new orleans second interview of the second day of our coverage all our ntcdinosaur interviews are sponsored by network for good, easy to use dahna management and fund-raising software for non-profits my guests right now are heather martin, ceo of inter paid family, and alice hendricks, ceo of jackson river. Heather alice, welcome. Thank you. Welcome to non-profit radio. What have you wanted to be here? How’s? The conference going for you ladies? Great. Have you done? Yeah. Excellent. Okay, great. Next one. That goes good. Superlative. Have you done your session yet? We did. We were on yesterday morning. Okay. So, it’s all relaxing now? Right now, we’re just partying. Drinks last night. Exactly. Okay, all right. Your workshop topic is working virtual attracting and managing the best talent. I’m sure we have stats on how many organs non-profits have virtual employees. Or at least what the trends are. It’s it’s obviously growing. It’s really growing wouldn’t be here. And not only in the nonprofit world in the for-profit world as well, and especially in tech. Yeah, okay, absolutely it’s becoming it because of the technology that can enable easily to work from home, your chat technologies, videoconferencing, it’s become a thing and everyone is doing it now on exploring whether it works for their organizations a lot. Let me dive into the word, everyone not to quibble with you at all, but i was thinking generationally, are there fifty and sixty some things that are comfortable working, being virtual? Not well, maybe we’ll get to whether they’re comfortable having virtual employees. They will get to that. My voice is cracked like i’m fourteen get that, but how about being virtual employees themselves? Are they comfortable? I’m over fifty, so include myself in that? Are we comfortable doing that? Or, you know, i think it actually depends on the organization and it’s really dependent on the organization making the employees comfortable, and so i’m not sure i don’t know if you have any stats, but i don’t know from an age perspective, there’s a very good question about an older generation being comfortable having virtual employees under the managing them, however, as being the virtual employee, i think it’s all about how the organisation sets it up. Okay. Excellent. All right, so that there’s promised them for those fifteen. Sixty something? Absolutely. Okay. Okay, let’s, talk about it. Since since we’re skirting around it, how about comfort or discomfort with having employees being virtual when you’re over fifty? So i again, i i think that there might be an age discrepancy in the comfort, but i also think it’s just personality, and i’m finding that when i talked to a lot of people who are looking to work virtual and they’re asking me, what can i do to go to my manager, my supervisor and quote unquote, sell them on me working virtually my answer to them is find out what the resistance is. There is part of the resistance as we’ve always done it this way i need to see my employees to know that they’re working. And how do you get around that? Some of the key things that we talked about in our session are setting very clear goals and making sure that those goals are being met. But let’s, go to alice talk to flush out the gold. Gold setting a little. Yeah, i mean, i think that there’s not that much difference in terms of goal setting in terms of accountability for delivery, bols, that you’re supposed to be doing so used that the real issue is communication making sure you have a structure where there’s frequent communication and proof that you’re doing the delivery ble. So you’re measured not on a punch clock style of i get to work at nine. And i leave at five. And therefore i must have worked during that eight hour period you’re measured based on what is the work you were set out to do. And did you actually do that work in the time period? I said i would do it. So if you’re a project manager are working on a program area you work with your you work with your supervisor on here, the things that i’m going to get done at a particular time. And if that’s not done that’s ah, that that could be a concerned that’s a problem, but that’d be a problem in the non workplace too, but rather than time. It’s mostly based on work product. Okay, okay. So that should apply even if you don’t have any virtual, i think one of the things we found is that working virtually is this, or managing virtually is the same as managing in an office. But you just have to be much more intentional about what you’re doing. Much more intentional about your communication, understanding that you’re not gonna have that water cooler conversation, that someone’s not going over here. Something and understand where you are in a project and b ready to communicate with those people who are not physically in the office. But the management and the psychology of the management is very similar. Okay, it’s, very valuable, you know, and make explicit. Yeah. How about attracting people, teo a virtual or attracting the right talent so that we’re comfortable that they’re gonna work in this work environment? What do you, what you thought? Well, there’s. Two thoughts on that that i have one is what one is that your talent pool is the entire country or world, should you see fit? And there are wonderfully talented people in places that aren’t in the city or town in which your organization is located, and it gives you this ability to recruit from a wide place. And you can also hyre incredibly talented people from who have a wonderful life style. In a less cost of in my organization, we have people who live in a lower cost of living state than washington, d c where were based, and that allows me to provide a living wage and for my employees in that. But the other thing is just you, when you’re recruiting, you have to be very mindful of the interview process, and i think one of the things we talked about in our session was helping people figure out who these folks, how well they’ll respond to working virtually how do you do that in an interview? Yeah, who’s best with that, heather so so some of the things that that we recommend, some of the things that we recommend is number one, we use technology as a tool to enhance communication in a virtual environment. So sometimes you’re using video comp, renting just for a regular meeting, and you’re talking through instant messenger and there’s other ways you’re using technology. So in the interview process, i always recommend that people use the technology that you’re going to require those employees to be using during their job if they can’t do an interview on skype or zoom or appearance and it’s very uncomfortable, it’s not to say that that might not be a good employee for you, but you have to be aware that there might need to be some training or development on that tool for them and no going. Into that is important when you’re hiring that person, and if you see generally a discomfort with technology that’s a pretty big red flag, or or or a red flag that you might need to overcome or that person’s not right for the position, and then the other question is some positions just don’t lend themselves to working virtually, and you have to be aware of that when you’re hiring also what are from? Well, one of the easiest ones that we look at it if you’re an office manager and you’re managing the physical office days, it’s really difficult to be virtual when you need thio notice that there’s a crack in the ceiling where the vendor needs toe, you know, deliver something and be their way. We don’t have a tool for measuring the coffee level. Zack remotely happen. And now there’s an app for that you can probably it’s time for a break pursuing they’re e book is fast non-profit growth stealing from the start ups. They want you to see this because they’ve taken the secrets from the fastest growing startups and applied those to your non-profit it’s free as all the pursuant resource is, are you accustomed to that? Come on, it doesn’t even bear saying it’s on the listener landing page that’s at do you know where tony dahna slash pursuant capital p for please now back to working virtual or any others that stand out to you? I think it depends on the industry and what the job you’re doing. If you’re someone who does intake or you have to be there to welcome people into the office, you need someone physically there. There may be hybrids where sometimes people could work in the office and sometimes people could work from home. And i think thinking this through before you moved to a virtual environment or virtual job for that specific role is ki you can’t just say, ok, tomorrow we’re just gonna go virtual zoho alice, how do you how do you create this environment? Gonna be hospitable? Toe virtual? I mean it’s all about culture. You have to create a culture where everyone is communicating well with each other, where people know what the expectation is on response times of communication has got to start at the top. It has to start a willingness that you absolutely to accommodate virtual employees. Okay, so it starts there and how does that how does the ceo trickling down? You adhere to it. So rather than walking from my office into someone else’s office and telling them what i think they should know that maybe two other people who aren’t physically, they’re also need to know i will do that on a slack channel, for example. So i’ll use an instant messenger chat program, and i’ll put them all on the channel and talk to them all together at once, even though you were the mark, even if that’s the situation. Yeah, because it requires amount of discipline because you don’t want to leave people out. The interstitial conversation that happens at the water cooler can also be done virtually and that’s pretty important, too. Okay. All right. We’re going to get the tools you mentioned. Slack, slack channel. Is that that it’s? All okay, okay. A chat. It’s. Simple chance a chance. A chance for you. You’re over my head, but i’m trainable. Alt-right i could be a virtual employees trust way. Mind of some technology challenges there, but we could get there. I’ll be there immediately. Got the radio stuff? Yeah. I’m very good at that. I mean, i got knobs and everything in front of buttons and all. I don’t know what they do. Okay, what else? Uh, anything else about creating the environment, making inhospitable? I think some of the things that seem or some of the other things are making sure that your remote employees have the tools, whether it’s, the technology or even a monitor to go along with that laptop that you’ve given them because some some people who go into a new job, they’re given a laptop, they say work from home and it’s not as easy as just is your home office conducive and being able to help them think through what are the things that they need to set up in a virtual environment to make them successful and effective at what they’re doing. We talked about it a little bit about security and knowing what the security measures are. You can’t go into a coffee shop and work from your computer. Number one. Are you on the y fire you on the public wifi? Are you on a virtual private network? Are you using your hot spot? You’ve to go the bathroom and your computer’s sitting in starbucks do you leave it there and ask the person next youto watch your computer while you go to i mean, we set policies around these things, especially in organizations that have a lot of regulations on data and accessibility for their information. These are things you have to think about when you’re creating a virtual environment. Okay? It could be hip, baby what’s the credit card p c m p c i b c i okay, what do you do when you’re at starbucks alone? You’re on you’re on a vpn virtual private network? Yeah, you have to go the bathroom. You gotta close up. You use the diaper changing table in and you pull it down in the restroom and put your laptop on that. Take care of your business. Okay? It’s? Very. You know, i love the ditty gritty. This are listen, i mean, we’re all about real life here. Way need detail. You need clear policies around policies that people sign and everyone is very well aware of what the security policies, our protection use of technology. You said the company’s versus your pride, your personal technology home versus away from home. Okay, all right. Help me out here. Getting else what else belongs all this? What else belongs in our policy? Well, so there’s, we’re talking about there’s communication policies. How? I mean, one of the things that we found when we first started having more virtual employees. We started as an in office, evan was in the office, and as we grew into different communities, we had employees in different cities and states than our headquarters were located in and things like when i sent an email, i just need you to acknowledge that the email resent if you’re in the office and i send you an e mail and you haven’t responded, i could walk into your office and say, hey, you get my e mail even if you’re not ready to respond to it. I know you’ve gotten it, and by five o’clock that day, i’ll get an answer when someone’s virtual and you send an e mail, you have no idea if it got lost, did it go into their spam and you have to get some kind of communication with one quick got it. So we said a communication policy that says if i asked you something or requested something, you send an email back saying, i got it, and i’ll get back to you by wednesday period the end it’s all set, and so that that you need to be very much more aware of those types of things and other community way have communication policies that go along with that. Okay, alice, you want teo or policy statement? I mean, the security, i think, is the most important, you know, the email security, the hacking potentials. You know what happens also, when someone is let go, the lockout procedures, they have access to all of your systems, and they’re, you know, in north dakota somewhere to coffee shop, you have to shut down all of their access to things. So all of that needs to be planned at the level in the company. What are you going to do and how you handling staff with remote devices? Can we do this if we don’t have a dedicated staff person? And we don’t have a dedicated staff person? Yes, face-to-face so the family says the answer is yes, okay, because are you know, we’re small and midsize non-profits in this audience, listeners. So you you on board someone with technology when they leave, you do the same thing on lee with a virtual person, you don’t physically have them there, and so you have to do the same thing you would do if someone was in the office, but make sure you couldn’t do it while they’re not physically there. How did they get your computer back to you? Do they fedex it to you? Are you going to go pick it up somewhere if they’re not there? And so just those types of things need to be thought through, okay? No. Excellent. I love the policy statement details because this is stuff you have to think through, and then alice to your point, has to be activated, implemented on from the top absolutely can’t just have a policy and ignore it. You know, if if it’s the ceo hyre it’s a sea level person whose whose distant you know, they too have to say, i got your e mail and i’ll get back to you by wednesday, everybody has to play by the same rules. There shouldn’t be exceptions or any accommodations or anything else. Yeah. Okay, um, how about let’s talk about some of the needs that your remote staff has we’ve been talking about managing the office? What what special needs to the people? But we only see a couple of times a year that’s a great question, okay? I mean, i think they way it took that long, they need community, they need a partner, they need a buddy, they need to know that they’re not all alone. I’m so frequent meetings daily standup calls on dh heather’s organization native oppcoll standup called well, it’s a it’s, a phrase for a daily time when you just spend fifteen minutes sort of roll going around the company’s saying who’s doing what that day or our a team, if you’re working on a project together, you know everyone’s together on either a video chat or a conference call, or it could even be during us dahna slack channel or a skype group or a google hangout, or any type of technology that people can come together for a period of time. The more frequent that happens, the more connected they feel, and there is an issue of feeling lonely, it’s not that you’re just going off on your back room and typing all day long on your own, you need to be part of a community and part of a team. And the technology helps enable that. And heather’s organization there’s you do? What is it a buddy? So anyone who is new who comes on board there’s a couple things we do one is, no matter what level you’re at, you come to boston for a couple days, toe on board. You actually see physical people that’s probably essential. It’s, really? It was one of like he learnings when i started working virtually is to know that there’s a physical person and a physical space or just seeing meeting someone face-to-face gives you much more of a connection to them immediately. The other thing we do is when we hire people we kind of give them we give them a partner. So we hyre associate director her in l a and we put them with the associate director in atlanta. This is not a mentor. This is not a supervisor. This is someone you can ask the dumb questions too. Like, how do i get my expenses paid? Or i’m sure they told me this during orientation, but i don’t know what. To do about x, y and z and just having that person that you know you can go to is critical, especially when you’re by yourself in an office or in your home, and you’re trying to go up the learning curve of starting a new job. Okay? All right? What else? Uh, anything else to be a empathetic to our remote employees again, this is a typical management. I would say this you should be doing this any time is just everyone’s intent is good. Assume that is good and there’s a good intent all all the time. That could be that that that’s going to have implications for chatting any female? No, you can’t you’ll never hear the well, not never, but most of the communications you’re not going to hear the inflection in the person you don’t see the sometimes you don’t see the physical, you don’t see the physical, you don’t get the inflection, and so before you jump into anything or someone sent and i get this all the time and sends me an email and says i need blank, well, that could be taken in so many different ways. Are you demanding something from me did ice not get you something there’s so much in just those three words? And so my first thing is tio okay, they have good intentions. Let me follow-up you need blank by when? What is this for? Get mohr information, they’re not now. They could be like you haven’t done something, i need it now and could be screaming it could be screaming at you with the default is the default is not do that and what we do actually, as we have everyone’s created communications charter that says how they like to be interacted with. And so i understand if you are one of these people who sends very short emails, i also have the flipside where someone sends me seven paragraph emails to describe one thing. And so if i understand how you interact, i could read that email with that understanding, not teo immediately assume that you’re yelling at me in the e mails. Excellent. Okay, very valuable. Are anything else? Anything else to be supportive again? Empathetic to the remote employees if we covered it, recovered it? But i want to make sure we’re the only other thing i can think of is definitely getting together at least once a year with the whole team culture building wants that, yeah, it’s tough, it’s, tough in a non-profit environment where you’ve got a very tight budget, but we have prioritized and all in person meeting in boston, so we’ve got staff in california, in chicago, in atlanta and philadelphia. We make sure that we try in our budgeting process to bring everyone to boston for two days during the summer, not only for good brainstorming and thinking and strategy conversations, but also so they can connect with each other and have that community and build that in person conversation and feel comfortable with each other, and you feel like once a year is sufficient, you know, if i had the budget to do it more, i want a little longer, but all of that, yes. And so you have to take it for one of the that the tools that we talk about is the airplane. I mean, yes, it’s expensive, but it’s a really helpful tool to really get past some of the boundaries that are put up when you don’t actually physically meet in person. Alice, do you have a virtual employees also? Jackson river, thirty thirty. Thirty. Revoting entire organization is ritual. Oh, my god. Okay, where’s, the is there a physical office? There is a physical office with three people in washington d c yeah, but so we all behave as if were virtual. And there are many days that i don’t go into the office so in it. So you know, it saves a lot of money and transportation costs. It stays dry cleaning bills for everyone. It saves child care expenses. If you know it’s a very great way to have a lifestyle. Because yu yu have that flexibility, there’s also downsides to it. There are days that i wake up in the morning at six a, m and check email and all the sudden it’s too. And i haven’t eaten breakfast yet. And then i’m until six at night. So you know it’s a the same type of work-life integration needs to happen in a virtual environment as well as a physical office space. You know, you need to know how to take a break. You mentioned saving childcare expenses. So so the the remote employee it needs to be understood that the remote employee may not be immediately accessible right for a quick, you know, for for a last minute way gotta talk right now. So i think it’s about have something going on that is going to hold him up for ten or fifteen way try and make sure that people have adequate coverage to do their job during the day, the hours that they need to work. So we have a lot of employees that are at thirty hours a week because they want to spend more time with their families. Um, older children can be met at the bus stop and take care of themselves for a few hours in the afternoon, but the expectations of performance are still there. You know, we’re pretty high street standards of that, you know, we don’t want you to be distracted from your work. He managed the west coast versus east coast. Well, what is the west coast people have to do? The westfield people have to start at six a m local time. I think a lot of people do different policies on that. Our policy is that you work for the day that work the business day in the time zone in which you live. So it’s, sometimes hard if we’re dealing with europe and the west coast at at the same time because the time zones i don’t overlap is, well, every boy’s in europe, we don’t have employees in your body to have clients in europe. So it’s ah it’s a situation where we have to manage that, but there are organizations that have west coast people working east coast, ours you have that way don’t have explicit policy that you work those hours, but we ask people how early on the west coast, how early would you be willing to have a meeting? So we will not set meetings with some people? Some people are early morning people and they would rather work from seven to three rather than nine to five, and so we’ll work with your schedule individually and so we so there are some meetings i will have on the west coast is seven o’clock in the morning, but that’s due to that person willing to do that, we have a few minutes left still let’s talk about some of the tech tech tools back-up that was i gotta ask you about slack. But what? Black dot com how? Do we find it or what you do for us? Blackbaud comets, how you find it, you know, it’s it’s equivalent to skype or there’s google chat any type of chat software where everyone can log into and then there’s you can make groups in them. So the term for a group in slack is called a channel. And in our organization we have a channel for one of the channels is named lunch and if you’re going to be away for twenty minutes are going to lunch. We just take we just like everyone who’s in the company on that channel and say, hey, stepping away for a bit, i’ll be back in half an hour so we are all know it’s almost a cz though you would see me walk out the door, you know, and i instead of walking out the door i’m just telling that channel what’s happening there’s channels for each project also. So slack is a good one. Scott argast black is already a verb. Just like someone you’d like someone it’s a verbal. You skype someone you trust someone. Do you remember a well, instant messenger? That that was a one man was that you could use that well, i was. But okay, so slack for for chatting. A quick, quick chat about document sharing is simple google docks or something better. It’s a simple a school back and microsoft has a great year. We have this product microsoft’s one dr sharepoint microsoft suite has has a document sharing software. Ah, cloud based saving system skype is now skype for businesses and integrated with it. And so we’re using that in the office and then there’s there’s a ton of independent ones out there. And it’s, whether it’s, videoconferencing or it’s document sharing or it’s chatting there’s a ton out there. And i think it could be overwhelming. And for us it was evaluating what was best for our organisation and what our upper management was able. Teo use we talked about this before is modeling the behavior you want from your staff and so getting upper management on board was key. So one of our project management software we use a sauna, and we’ve tried three or four of them and our ceo like hassan, and so if she was going to use a sauna, we’re all going to use this on you and so i think that’s really important. It’s got to be easy to use and work for your organization. Calenda ring simple is good calendar ring, yet you have any other tools besides google calendar? We’re using outlooks calendar. Yeah, okay. Microsoft again. Yeah. All right. I think what other categories we need. Teo a video chat video is really important to scrape. A couple couldn’t do one on video with skype you khun duvette dio with google hangouts, but any time you can actually have an opportunity to see someone’s face and most of the calls we try to do as videos on dh, we find that that works really well. River again, the sense of community and if you can’t get together, that’s almost the next best thing and video has come a long way. The technology is more seamless than ever before, and so at least you’re seeing the person you might not get all of the nuance of the physical that that’s in the room. But you can see it in emotion or you can see a reaction to something which is super helpful or their cat walking of the cat we could get a lot of pets walking in front of the camera while people are on video that’s gonna be a lot of fun to talk about cats, but, you know, you have thirty virtual employees. You have fun doing it. I mean, oh, it’s awesome. Oh, it’s completely awesome is i love it. And well, you know, the best thing is that that people have really formed strong relationships with each other, they when you ask them what they like most about working here is they say each other, they say the people i’m here because i have connected relationships with other people on the team and to be able to create a culture where people feel connected to each other in a remote environment is is like, that’s the thing i’m most proud of, anything we’ve ever done, it doesn’t have to do their software product or what we’ve done to impact non-profits is the fact that we’ve had a culture of people that have had a wonderful time working and doing productive, impactful things. Jackson river always had a largest proportion of employees virtual from the beginning, when the beginnings and the culture to start about about it in the family way started as a two and a half person organization in the same way got to probably about eight to ten people in the office. And then our growth took us into different cities and communities. And that’s when we became virtual because of the growth, and so were probably half in the office in boston. And then half of our staff is outside and there’s one or two people in a city by themselves. We’re gonna leave it there. Excellent. Very much. Thank you. Alright. They are heather martin, ceo of interfaith family and alice hendricks, ceo of jackson river. This interview sponsored by network for good, easy to use dahna management and fund-raising software for non-profits. And this is tony martignetti non-profit radio coverage of eighteen ntc ladies. Thank you so much. Thank you. Thank you. Way. We need to take a break. Wagner, cps. Do you need help with your nine? Ninety or your brooks? Are your brooks or your books of those books? And brooks properly managed? Well, i could help you with the books. Eyes financial oversight in place so that your money isn’t going to fly out the door over the brook talkto wagner, partner, eat huge tomb. I’ve gotten to know him. I trust him. He’ll be honest about whether wagner is able to help you. You know where to go. Wagner, cps dot com now, tony steak too. I was at the lou costello statue in paterson, new jersey. Remember lou costello of abbott and costello and who’s on first. So what’s the connection, i hope, you know what’s on first is you’ve got to know that i mean who’s on first. Now who’s, what’s on second. I don’t know’s on third. I hope you know what i’m talking about. The connection is you gotta have some sense of history because this this comedy routine and the abbott and costello you they were from the forties, and if you want to be really successful, implant giving and you going to be actively talking to planned giving donors, you need to have some sense of history from the forties or fifties and vietnam. My video is that tony martignetti dot com now it’s time to map your data to your audience. Nces, welcome to tony martignetti non-profit radio coverage of eighteen ntcdinosaur the twenty eighteen non-profit technology conference day two we’re kicking off our date to coverage with courtney clarke and david mask arena all of our eighteen ntcdinosaur views are sponsored by network for good, easy to use donor-centric software for non-profits courtney clarke. Hello. Hello to you. Welcome. Let me give you a proper introduction. David, you could say hello. Hello, david. Mastering it from the convent and hilton foundation introduced himself. All right, david happens to be the digital communications manager at the conrad hilton foundation. And courtney clarke is managing director of user experience forum one. Welcome. Good morning. Thanks for having us kicking off. Thanks for kicking off with us. Hey, happy to be here. You’re workshop topic is data and audience connecting to create impact. Okay, let’s, start with you. David. What do you think? Non-profits aren’t getting quite right in this subject. Like, why do we need this workshop? To be honest with you, tell you, please beyond yeah, don’t wear really blunt with the arika there’s a lot of data collection that’s happening in the nonprofit sector, but people don’t really do anything with it. There’s like a statistics where it’s like a very, very small percentage of non-profits you do something with data? And, you know, for example, there’s so many data points that in any day, that non-profit collectibe we have overload, i mean, really was data over there’s like there’s, like this just beautiful dash was like, what do we do with this? You have to stay close to michael, okay? All right, so we’re overloaded. So courtney, what we’re trying to do and have you had your workshop yet? Yes, we had it yesterday, so you’re on the downside. Yeah, this is easy for you. So what you were doing and then? And what we’re going to do now is trying make sense of data that well don’t feel overloaded. Well, it’s, it’s mostly around communicating data and really being clear about who your audiences are when you’re doing that cause we have identified five different data, sort of consumers or data people who will consume your data, but they all need different amounts of information, different formats. So for example, like a data consumer, this is like an interested person in the public. Maybe they’re a news consumer. They don’t have a lot of domain knowledge always, and they don’t have a lot of data skills, so what, you’re giving them is going to be very different than, say, a policy maker or a date. A producer. Okay, someone who’s more in depth in the details of it already knows, has has a yeah, you’ve identified let’s. Take it from there. We’ve identified five different audiences. Is that right? That’s? Different, different types of audiences. Okay, what are what are the five? We should start there. Yeah. That’s okay, what? Five? I’ll start. Okay. The next one. So data consumer two and then three e before there’s a ping pong tournament here. But we’re not. We’re not going out today. Okay, fair enough. So first is i mentioned the data consumer. This is i hate it when people say general public, because here you’re not really targeting everyone in the whole world. So let’s be a little bit more specific news consumers, people who are already interested a little bit. Okay, okay. Like i said, not a lot of dough mean knowledge. Not a lot of data skill. What you’re calling this group the data consumer. So this is the person you’re like scrolling through your news feed you’re looking at your phone. Ahn, do you see an instagram? Post or something on facebook, or even in the press in the news. And what do you see? You see an infographic that’s, simple right language that’s easy to understand. The point is very clear. That’s for the data consumer. They don’t have a lot of power, but there are a lot of those people. Okay? Hey, name another one. The next one is the data actor. So this is who everybody is targeting. This is decision makers, policymakers on dh. These folks may have some domi. Knowledge may have a lot of durney domain knowledge, but they don’t have time. So even if they do have dana skills, the ability to analyze and understand massive amounts of data didn’t have time to do that. They have analysts who are helping them do that sort of thing. But very important people. They have the staff, they have the cloud. They have our policymakers decision. Is that right? Yeah. Okay. Okay, david, just give us our remaining three. So, of course, to consume someone has to share it. So you got a date? A promoter. So these were the bloggers he got you get the journalist. The advocacy for folks. This software developers, the entrepreneur. So these people are the ones who are, like projecting that data out there so that the consumer and the actor be able to see that. And then you have the analyst, which is very, very important a lot. You missed this one too. It’s, like now i have all these data is beautifully being shared out being read, who in a way is a domain expert, this staffer that’s going to be able to analyze and help advice, what to do with the data. And then finally, the researcher you got, you know, these air, the phd folks, these are you know, i was talking about like jin ho was their learning officer, that comet and hilton foundation she’s a researcher, and we recently did a site visit nairobi, kenya, for one of our grantees, shopko shining hope for community and they have rich, rich data they’re collecting around there, committing kibera and compare, by the way, is the largest of informal settlement in africa and think about, like, a size of, you know, central park in a compressor that seven thousand people and there’s so much data that they’re collecting about the community and helping them with their health care and, you know, with an education and such and community services in the way when she’s taught dana, she was just, like, drooling all over it. But she’s, like, i want to do something that and she’s such an academic she just wants to, like, basically designed something around it. So these air, like the data modelers is with the academics of phd folks that will help let’s take the data to a new level. Alright, much so our audience is small and midsize. Yeah, non-profit twelve thousand. So we’re talking a lot of people there in small, small and midsize shop. Yeah, they need to identify which of these audiences they’re talking to some some may never be talking to to the researcher, right? Or the or the data actor. They might not be doing lobbying, so they may not be. So you have to identify which audiences you’re talking to, right? You guys hear me? Okay. And your headsets? Yeah. Yeah. Okay, good. I don’t hear myself too well, but as long as you hear me, ok, you have to identify who you’re talking to you and then okay, so so i guess we’re going to get through now there are different data needs different ways of conversing about data with data to each of these different audience that’s right? You don’t have that, right? Yes, we’re mapping needs and method to the five different audiences and the knowledge that they have tio and the time, right? So i mentioned the policymaker. They may have some expertise. They don’t have time right on time, don’t time like the researcher. Whereas the researchers, like, get out of my way. Just give me the spreadsheet, all query my own database, okay? And then also in the spirit of being totally honest, so they have to be honest with yourself who you’re going to deliver the data to, like. If it’s your board, it’s your board and it’s. Okay, you know, and some people are like, oh, this is only for one very specific orders and that’s. Good, you know, because they’re being very, very honest with yourself. Okay, very good. So let’s, start with the ones that are most likely for a small and midsize not to be talking. So certainly data consumer. Yeah. That’s your nose. Your nose could be your donors. I know you’re not calling your donor’s, maybe even just board members. Okay? Data actor. Maybe it could be any decision maker that could be your board as well. It could be. It could be your boss. It could be somebody who is influencing budgets influencing programming. This is the person who has the power to make a change. So it’s therein you figure out which ones were going teo so they’re they’re in data promoter. That could be a journalist. Yes. Right. So that’s potential. The analyst remind me. What’s what’s the likelihood of a small mid size shot talking to the analyst sometimes yeah, for smaller medium non-profit portable. Forget it. Yeah, yeah. Bonem altum but scale that xero scales up now we’re not going right. We’re not going treatable, but let’s, just talk about it, okay? I think what i think what’s different, though, for smaller midsize non-profits is that the people listening may be the ones doing the analysis themselves. They may not have a supper analyst. Okay. Yeah, and many came from currently hilton foundations. They get smaller foundation. And a lot of us were multiple hats. So someone might be liberta both, but yet, yet they still move every important. Okay? They’re all in. Okay? Yeah. All right. So what do we do for the data consumer? How do we have a retailer to that audience? Yeah. They’re a couple of key things. That’s. What we need. Yeah. So one is use plain language when you’re communicating to them, they may not know who you are, what you do, why it matters. Plain language is really key. Sometimes people get a little too marketing me. Sometimes they get a little too research. E you need to be able to say what you want to say in a really simple visual with some simple language like you’re talking to your friends. Yeah, we were at a dinner party. You’ve got ten seconds to explain what this is and what matter-ness schooling for. Graphic. That will do it for you or something like that, right? Or even just like a data point point. Okay, we got to take a break. Tell us, for pete’s sake, think of the companies you can refer and start asking them that’s the first step. Well, actually, the first step is watching the video. Then you start referring the companies and talking. To them, you’ve heard the testimonials from the charity’s. You’ve heard the testimony from the companies. It’s. Time to get that long stream of passive revenue for yourself. Start with the video. That is the first step video. Is that tony dot, m a slash tony tello’s. Now back to courtney clarke and david mask arena from eighteen. Ntc what’s. The summary. Yeah, and a couple of that with something you mentioned visually could be motion. Could be a visual visualization of data. It could be a story. It could be a video that couples with the data because just it’s. Just a lot more impact for when you, when you when you pair it, but okay, let’s, start to make sense. Your data consumer is gonna be a lot more interesting story then your analyst or your research eggs? Absolutely. And during our session yesterday, there are people in the audience who talked. We talked a lot about how we paired data with stories because the narrative makes it so much more riel, it elevates the people that are actually being affected by this data. So there were some great stories about that. Okay, okay. Back-up let’s, go to the well, anything else about the consumer? I mean, this is this is this is probably our largest constituency. Yeah, so i think the other thing is to be clear about what action you want them to take because your data should support that action don’t just and and actually that came up from an audience member yesterday who said people weren’t being moved by the data and so that’s why they started pairing it with stories and once somebody gets hooked and they feel those heartstrings being cold or they feel that passion rise that’s when you gotta capitalize and be really clear what the action is, whether it’s donating, volunteering on asking for more information yeah, signing up for the male daughter, give us your new gives your email yeah, and think about the safety step back a little bit this like you have to identify goal, like whether you’re trying to accomplish with this data set and it would help you help you with to decide like what to share in how to share that welfare that’s always important place to start gold. What was the purpose of this, exactly what we’re trying to move people and then we try to move people to do and then be clear about exactly called. Okay? That’s, right? And the goal is the hardest part. Frankly, knowing the goal is the hardest part. It’s on so simple, but it’s like that ask why five times you got to get to the real root of why you’re doing this. All right? We’re talking about our actor actor. Okay, refresh my recollection, who’s, this decision makers, policymakers, people who are going to make the change that you want, sir. Yeah. Okay. Okay. How do we talk to these people that data. So the format is briefings sometimes it’s in the form of a press release. They need, like, think about a policy maker who has a staff and maybe they have to vote on a bill or make a decision. The staff member is the one who’s calling non-profits calling agencies and saying what’s happening in my district around this topic. So being able to slice your data by topic and location is really valuable to these folks and getting this summary out and again the action. What? Why does this matter and their actions going to be different than the consumer? Usually you’re looking for a decision, a vote, something exactly what you want to say more about the actual, i think something that’s adjustable something that if you could package it for them, like staying here, the key takeaways from this a swell, you know, think of this, like, you know, you know, working the communications team. And, you know, we provide press kits for people. And if you could provided that, you know, so so they could easily digest and help, um, guide them through the decision making process, i think will be the key. Okay. Yeah. Okay. And i guess also keeping in mind you you may not be talking to the principal. Yeah, right, right. It could be a staff staff, something. Usually it is so it’s. Gotta be it’s. Gotta be so your your urine for always going through someone to the decision maker way don’t love that. Right? Twice removed, twice removed from your there once removed from your data. Yeah, it happens. I mean, that’s what? Any communication, though. Anytime you’re putting something out, somebody could take it. Andi at their own commentary around it. That’s what? The data promoter that’s a that’s a benefit in a risk, right? Because they could date a promoter could be multiplying. Your audience is your audience, but they could be putting their own message. They could be manipulating the data in a way that may not be true to it. But, you know, were you everybody has had, you know, that journalist didn’t get the quote quite right? Yeah, you are taking over simplification exactly. If the press often has to do to make something interesting to readers, you know, put in a headline. Yeah, yeah, and the promoter should also think about, like, segmenting looking if they could do, like, a more targeted in a way, like, if they know specifically that they’re going to try to communicate. Teo, i think they’ll be the key as well. And you get to know your trusted data promoters, right? You know, the journalists or the bloggers are the advocates who you trust, who you align with the messaging around. So identifying those folks or maybe you don’t know them and you do a little research and you find out who you are, where, wes, you need to know within your sector who the influencers are. Absolutely yeah, i get a little bit of research. Goes a long way. Yeah. Back-up how do you feel about the standard press release? Since we’re talking about the audience of promoters, we’ll be sending it to either of you have, ah, opinion on press releases. Are they outdated there? Some school of thought that press release is dead. But it’s it’s still being used is using it. You’re still using journalists say they ignore them. Yeah, andi, and honestly goes back to relationship building, you know, like in communications, that our primary key is build relationships with with journalists. So when our press release passes through their deaths, they’d be able to, like sick. Oh, let me take a look at this and then dig deeper into the story for us. Just a little more let’s. Talk about building a relationship with a journalist before you want them. Tio, take some action for you to write about you in to quote you on that day’s breaking news. Yeah. How do we build that relationship when we don’t have a need? But, you know, we want to be in front of the person. Yeah. I mean, honestly, like i just it’s a good old fashioned relation building, you know, you have called them, reach out them email and called, you know, like you have no agenda, but i mean, this marketplace exactly you often cover way. Have coffee, exactly. What a concept. I mean, like, i’m also part of communications network conference, just another communications based non-profit unconference and a lot of journalists attend that and it’s a great opportunity, this plate, this form and ten is a another great form to meet people like i would add to that you need to be you need to understand that audience and you need to be curious about they have their own set of requirements that they’re trying to meet. They’ve got an editorial calendar there. Boss has told them what topics to focus on. They’re looking for. They need they need to youto help them connect the dots. So maybe don’t start with the ask, understand what they’ve been working on for the last month. What stories? What topics? And then being able to which, which, by the way, does not mean ask them what have you been writing me out? It means doing your research before you do the outreach, so that you know, so that, you know, you’ve shown that, you know, you show that you’ve taken the time to know what their beat is exactly not just asking you what do you write about lately? Well, it’s in the paper buy-in there dubai it’s on it’s, on the site, in the research, and then and then what are you working on next or what’s? The story you’ve been dying to write that you haven’t had the chance to there’s always a good answer for that and there’s a great conversation starter, especially like imagine putting yourself in their shoes, you know, like someone just roundly wants to have coffee with you, but you have no idea who they are didn’t even do any sort of research like and, you know, you have very, very busy schedule, and you have multiple crowdster headlines like we just need to remember they’re people tio don’t waste their time any more than you would waste. Teo spend the time with a potential donor. Exactly ask them what you’re worth. You’re not gonna ask them things that you want to know already write, write, write what is it about our work that he loves? Well. I’ve been giving to you for fifteen years, i think it’s, probably in my e-giving history, you know, don’t waste people’s time exactly, but but it is important to build relationships with exactly these influences. Okay, i would add to that there channels are largely on social media. If you talk to any journalists, they spend all their time on twitter. So if your twitter gene is not great it’s time it’s time. Learn what hashtags there using. Follow those channels, see who they’re following. See what they’re talking about. A great way to do research on also how to start to engage early on, even if it’s just observing. Okay. Okay. Very good. Okay, so i want you. I want to spend more time on that. I want to check my mike. Want to make sure that everything is good here. Okay, a little insecure about the way i sound. I don’t know. I sound you don’t sound good to me, it’s. Not okay to you, though, right? It’s? A little soft. Like i can hear myself. Really? I could hear myself, teo. You don’t hear me. According to richard it’s. Not as clear. Yeah, in-kind okay. And give. Myself a lot more volume. All right, now, my too loud. Ok, it’s. Good. Allright. Thank you. Time for our last break. Hoexter give quote, i compared a bunch of companies in my search for it hoexter donate company and text to give is the best hands down. They have b been beyond helpful. I can’t imagine anyone doing this better exclamation mark end quote that’s lauren bouchard from global commission partners in clermont, florida. Satisfied? She is with text to give you will be, too for info text npr to four, four, four, nine nine, nine. We’ve got several more minutes, and here they are for map your data to your audiences. Let’s, continue the analysts. Right. Data analyst. Refresh our recollection. David who is this? So this is the data expert this’s. The staffer that’s or consultant? That would help be a read data. Okay, and analyze it for you, like they be in a foundation. Now. I like the way i sound better. Okay? Like they’d be a foundation program, officer. It could be. Is that an example or no, i’m not necessarily. I mean, it could be a learning officer for the foundation meeting the one. Who’s like analyzing all the learning and data sets. Ok, he could be a data manager, you know, within an organization. Where would you? Where would you put a program, officer out of foundation? Someone who’s evaluating your grant proposal. Where? Where would they fit in these audience? Most like, i mean, it’s a little bit of both between the consumer and the actor, to be honest with you, because they’re both a decision maker. So they’re going to read the data and they’re also going to get this just like, okay, this is how my program is going and here’s how i’m going to act upon it. And here’s how i’m gonna adjust my strategy with it. Okay? Yeah. All right. So, let’s, go back to the analyst. How do we, uh, david? You keep going. What do we do with this? How do we talk to the analyst with our data? Go. No. Gosh, just give it all to them. Honestly, rod, they love him. They loved it. They love spreadsheets there. Said if they see a string of numbers, imagine like matrix type of thing. They’re like oh, my gosh, this is habit. Okay, okay. Yeah. It’s that simple? Well, they have, i would add that they usually have the domain a knowledge. Do you think of a policy maker? They haven’t education expert on staff or they may have an expert in international relations it’s that person who knows the domain quite well and feels comfortable digging through the data and furthermore to add to that, too is like if he providing which your goals and what your strategy is for and what they’re trying to provide the otherwise they’d be able to help you got guide you through the breeding process say more about that? Yeah, what shit a little bit, so think of him like, you know, like, if i’m like, if i am se the heather communications in the foundation and i’m like, i’m gonna talk to a data analyst we’re trying to accomplish x can you help me read through this day that what types of data sets can leave first collect and what’s up days says comey can provide so they’ll be able to accomplish that goal, then they were able to narrow down because otherwise they could they could. You stand in any sort of ways, but if you provide some sort of direction or gold. They’re able to, like filter things a little bit better for you. Okay, yeah, very good. Really good. And our last left audiences the researcher buy-in courtney yeah, the researchers are get out of my way and give me this red sheet they the like they may scan through your infographic, your visualization, your query tool. But really, they’re going to build their own query tool. They’re goingto grab that they’re the ones who are in sequel making pivot table like they’re doing all of it. Okay, we have jargon jail on twenty sequel i think people will know, but i’m going to pivot table. Alright, excel itself. Okay, sorry, i’m taking a data analytics class so i’m learning this stuff, so i’m excited to be able to talk about it just dropping, dropping top, but, yeah, i imagine you’ve got an excel table that is so large that you can’t open it x l can’t open it. That is what these researchers are are working in and they’re very comfortable working in and they’re the ones who may even be collecting data as well as analyze sing it for themselves, so think of it like a like a layer deeper than unless they got analysts who may rely also some visualizations. And of course, like a deep amount of pressure. But these guys are like they’re just like neck or forehead, deep of like numbers and data, and they want to do everything themselves. Yeah, yeah. So one one important thing here we have worked on a number of data projects and for non-profits or foundations any group who wants to attract many of these audiences, the keeping with researchers is you have, like, the get data page or sometimes we’ll put it in the footer and it’s, like, just download the excel spreadsheet because i keep saying it, but you got to get out of their way. Just give them what they want, okay? Okay. We have, like, another minute and a half or so do you have tools? And, uh, in your description, you mentioned choosing the right data tools. Any tools we can introduce briefly that you like, i mean, to be honest and this is like, tio, you get off being out of keeping it will be really hash tag riel here, please place if you’re old website have google and alex installed. I mean, you’d be surprised how many webs are out there and smashing non-profits believe that twenty nine, twenty nine percent of them are using do or not. Okay, okay did not have google and licks and police bare minimum do that and they said, like have i think the fun? Nothing is like have goals, you know, before it was like before you venture into the day the world? Yeah, there is there’s a great study that every action did called the state of non-profit data. And you can it’s from twenty sixteen. But it’s a great read a page i recommended. Okay, we’re gonna leave it with we’ll leave it there without recommendation. All right, all right. They’re courtney clarke, managing director of user experience at forum one. And david mask arena digital communications manager at the conrad hilton foundation. Courtney and david. Thank you so much. Thank you so much. Pleasure. This interview along with all of our eighteen ntcdinosaur views sponsored by network for good, easy to use dahna management and fund-raising software for non-profits. Thank you for being with non-profit radios coverage of eighteen ntc next week the buy-in bitches getting buy-in from your leadership. If you missed any part of today’s show, i beseech you, find it on tony martignetti dot com, responsive by pursuing toe online tools for small and midsize non-profits data driven and technology enabled. Tony dahna slash pursuant capital p well, you see, piela is guiding you beyond the numbers. Bradunas cps dot com by tello’s, credit card payment processing, your passive revenue stream. 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Nonprofit Radio for September 28, 2018: How Foundations Make Decisions: Data Matters

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Grace Sato & Nicole Lee: How Foundations Make Decisions: Data Matters
It’s our final show in Foundation Center Month! Looking at their annual report, “Measuring the State of Disaster Philanthropy,” Foundation Center‘s Grace Sato explains the research her team creates and how foundations use data to make smart funding decisions. Nicole Lee from United Airlines shares how her company does disaster philanthropy.

 

 

 

 

 

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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent from your aptly named host. We’re live from the foundation center in new york city. Oh, i’m glad you’re with me. I’d be hit with a stick. I assis if i saw that you double down on the idea that you missed today’s show how foundations make decisions, data matters it’s our final show in foundation center month. Looking at their annual report measuring the state of disaster philanthropy, foundation centers, grace sato explains the research her team creates and how foundations used data to make smart funding decisions. Nicolay, from united airlines shares how her company does disaster philanthropy dahna welcome our studio audience thank you very much for coming out. Welcome to our youtube audience, which sold out. I hope you, uh well, there’s, nobody on who would have been locked out because that you wouldn’t be here, but you may have come back, so i’m sorry if you got inconvenienced if you were locked out, we had so many subscribers we had to raise the cap, but i’m glad you’re with us so many youtubers, thanks so much for being with us on tony state, too, i want you to stay with the show, responsive by pursuing full service. Fund-raising data driven and technology enabled. Tony dahna slash pursuant capital p wagner, sepa is guiding you beyond the numbers. Wagner, cps dot com bye, tello’s turning credit card processing into your passive revenue stream. Tony dahna slash tony tello’s and by text to give mobile donations made easy text npr, to four, four, four, nine, nine, nine youtubers want you to send us your questions. You could put him in the comments. We have somebody watch etching that stream, so by all means, you’re a part of the audience, sending your questions youtubers, and we will get to you. Same thing with our studio audience will be taking questions here, too. Very glad to welcome our guests. Grace sato is a knowledge services manager at the foundation center. She analyzes data to describe trends and priorities in philanthropy. She’s worked in a in the nonprofit sector from more than fifteen years before researcher she was a social worker in children and family services. Greece is seated right next to me. Nicolay is senior manager of corporate and community affairs for united airlines in chicago, illinois. She’s accountable for marketing, communications and storytelling for the group customer facing charitable initiatives and humanitarian aid and disaster response, she’s worked in corporate social responsibility also for more than fifteen years. I want to welcome phil it’s, our friend here, phil. Philanthropy he’s been getting shot out. Uh, people have been wondering what’s that bear in the audience who said, you know the bear phil is no longer in the tardis on stage with us feel standing here sitting here. I don’t know if you can see he’s got a foundation center cap on. I’m no few tubers. You can make that out. But foundation center kapin join me in welcoming philanthropy and grace and nicole, thanks so much for being with us. Great. So we’ll start with you. Oh yeah, knowledge services manager, what kind of knowledge are you accumulating ? We are accumulating knowledge about institutional philanthropy and so no non-profits are often familiar with foundation center because of the grants data, and they’re looking at it to identify potential thunders for the areas of work and internally. We’re also looking at that data to talk about trends in the field of philanthropy, and we’re able to analyze that data in lots of different ways, according teo, whatever the research question might be. And so today we’re talking about disaster philanthropy, but it’s a whole new range of issue areas and some of the things that i’ve worked on or i’m working on this year, you know, it could be funding for dance in the chicago area to funding for latin and central america funding for young men of color. So you know, whatever questions people might have about what philanthropy is doing in a certain area, we’re able to look at our data to talk about is it foundations that come to you and ask you these specifics, like what’s the state of funding dance in chicago, it often can be the knowledge. Tools that we create tend to be funded nowhere non-profit just like others. And so the way we operate based on contracts and grants and so it’s, often foundations that are funding us to do research in a specific area. Okay, andi, is it also initiatives on your own ? Yeah. We used to create these publications on key facts on philanthropy, and we’re going to go back to doing an annual report, like giving us. Yeah. And we do provide data to giving us for for their sort of peace of the philanthropy data. So, yeah, we do some of that. And we do. You know, if there are specific issue areas, maybe not even related to the grants data, but we might do special work on topics that are of interest at the time on dh. Then how is this fed back to ? I mean, i could see if it’s a if it’s a specific foundation or consortium asking and obviously that their privy to the data. How about for the wider community ? How did they access ? Yeah, i mean, let’s say that ninety percent i don’t know. It’s. Just if wait, what we create funded by philanthropy is available to the public so it becomes public knowledge that anyone can access and especially when we’re, you know, posting reports online or we’re creating these websites that people can go to it’s often a non-profit audience that’s coming to use these two okay, is there one specific site people can go to to see all the yeah available research way have it like a research collection on issue lad, i think it’s called knowledge services that foundation center that or always bet up during the break to see if that’s actually correct, but so there is a collection of all of our research report you can go on our web site foundations under not or to see what other like online tools we have a deal okay on, is it ? Is it just us philanthropy that you’re that you’re measuring or global is well now disaster report is global on yeah, we’re getting a lot more global data like foundation center used to be very us focused, but we have a lot of partnerships with other organisations where we’re getting a lot more non us donordigital dahna and so increasingly what we’re able to analyse isn’t just about us. And so the disaster philanthropy work that we’re doing, we’ve done this annual report in partnership with the center for disaster philanthropy for fight. This will be our fifth year, but this is our first year in that time to actually say let’s, just look at the whole universe offending, not just limited to us foundations, okay, donors as well as recipients, of course international as well, okay, buy-in bonem so we moved to the disaster philanthropy area, you’re so this is an annual you’ve done this, what, like, three or four years in a row now ? Okay, um, and you’re covering not only natural disasters, but man made humanitarian christians as well movement of people, refugees, yeah, and that’s, the kind of work were able to do in partnership because we’re sort of the experts on the data that are our funding partners or partners, whoever they might be, are they experts in the issues that we’re analyzing ? And so when we first began working with the center for disaster philanthropy, one of the first things we did was build this advisory committee to talk about, like, how do we want to look at the data around disasters and so with this expert committee, we have this taxonomy that looks at the different disaster types before this work, we just sort of had a code for disasters that now worry about the distinguished what’s for hurricane versus what’s for a volcano and look at it in a more nuanced way and also specific to this project they were like, we’re not just interested in the type of disaster, but we’re interested in where in the funding cycle are people giving so there’s a lot of giving going towards an immediate response and relief that how can we know what’s being given for a long term recovery, who’s getting for disaster preparedness ? And so when we work in partnership, were able to say, okay, well, this is how we can begin to code the data to look at those kinds of questions. How confident are you ? Of ? Of what ? Uh, what percentage of the data of the last disaster giving you’re able to capture ? Oh, um, that’s a big question. So, like foundation centers, focus is on institutional philanthropy, but there’s a whole lot of giving going out from individuals that were not necessarily capturing, you know, we’re able to see, what is the u s federal government doing through fema data and hard data, but your country’s air giving for deciding things institutional include government ? Yeah, and what we were able to do right now is track us through the they’re sort of measuring what’s given from governments to governments or what’s giving from multilateral institutions. And we’re analyzing that data but there’s a whole world of data that swimming out there and so were we were analyzing what we have access to at the moment. Okay, okay. Let’s. Bring nicole in and we’re gonna talk more about the disaster. Philanthropy report. Cole, uh, um acquaint us with the philanthropy that united airlines does have, does it ? How does it react in this disaster response area ? Well, at united, you know, we pride ourselves and as an airline and preparing for emergencies for aircraft emergency specifically. So we’ve got a lot of experience and skills in those areas and lends itself really well in the immediate aftermath of a natural disaster and really that’s sort of where we have found a sweet spot for ourselves in terms of being able to leverage our assets are network or people on our customers to respond to natural disasters, so really, since since i’ve been with the company about ten years now, i can think back to about two thousand eleven was the first really major major disaster that we responded to is the japan earthquake and tsunami, when the fukushima power plant went down on that impacted some of our people that were out there stationed at the airport, and we had an opportunity to provide assistance, and we look at each situational in isolation of bite-sized so really, what can we do to respond ? How does it impact our operations and our employees and our customers on what’s the best way for us to add value to the situation ? It’s not every night, every disaster that we respond with an aircraft, we have aircraft, and we have the ability to get in where people might not be able to, but in some cases, the real power and value that we add is helping to stand up fund-raising so we’ll run an online fund-raising campaign and provide an incentive for our customers to donate cash. Our disaster partners were well versed enough to understand that the best thing that we can do in disaster situation is to provide as much cash support as we can for the the experts, uh, but all of the humanitarian aid partners that are out there disaster response experts that know what they’re doing, rather than doing code drives and who drives, we understand that’s not a very productive way to respond to this disaster. So we do look at those factors you were able to leverage. The united resource is to come in from chicago. I think you want everybody flights. Thank you for your see the boards. It’s aa years is the thin crust, a deep dish twenty five times a day, right from new york to chicago. Many operas even shout out unearned media for united airlines. Absolutely, absolutely. How do you decide ? You know, as the company let’s make explicit united airlines doesn’t have a foundation, right ? We no longer have a direct information on all of our corporate giving is then through through our department corporate community affairs, we continue to support many non-profits and causes around the world through our department is s o is the response than primarily when it’s, when it impacts united operations, you you have hubs ? Um, is it when it’s one factor that this was one yeah, it’s an important factor may would be lying if i said that it wasn’t absolutely it’s a corporation is a corporation way look at every every situation of itself in the case of the nepal earthquake or the haiti earthquake. So those were two locations we didn’t serve commercially on with haiti. We felt really compelled, given the state of the country that really urgent need for assistance on and we were able to secure an aircraft when we’re the first commercial airline to fly humanitarian flight into port au prince um and that really i think, is a point of pride for me. As a united employees, we focus on doing what’s, right ? And when we can. And when it makes sense for us to do it, we do. On. We ran humanitarian flights until the airport was open for commercial operations. When you say humanitarian flights is that flights that have a dh correct way people toe responders is a matter of fact. Wear passenger airline. But we carry quite a bit of cargo as well, eh ? So whatever we could fit in the bellies of these planes, we we brought water. We brought medical supplies. We brought tents. We brought surgeons. We bought rue, brought search and rescue. We brought experts in clean water. There were a lot of a lot of various volunteer groups that we opened up our aircraft to to bring people in on. And then we were part of the evacuation exercise as well. The military was in charge of the airport at the time, and there were droves of people who were looking to get off the island on. And we flew those people out of port au prince into different places like chicago or new york. Um, scuse me just chicago at the time. Actually getting my time wrong here. But if they needed to get beyond chicago. We took care of that too. Uh, worked really closely with a partners to make sure that individuals had what they needed when they got tio their destinations. If we’re flying them through chicago, we had partners, they’re ready to give them clothes is a lot for a lot of folks. They don’t have anything but the shirts on their backs waiting for their waiting for a way out of the island. Grayson, do you find that local foundations will will help in in some kind of crisis, even if it’s outside there outside their mission, you know, if they’re they’re devoted to funding or use dance of arts or social services or something that’s not related to humanitarian relief directly, but they’ll they’ll they’ll step up anyway. Yeah, i mean, i think when a disaster hits an area, it affects everyone and everything. So even if your focus is like the arts, you’re artists are going to be impacted by that disaster. And so one of the things that are partner of the center for disaster people impacted. Yeah, maybe students might be the homeless, you know, whoever it is you helping during that there’s a. Need there differently than your mission exactly. And it’s, not common tear. A foundation described themselves as a disaster thunder like there aren’t that many that would say that’s what we do, but when a crisis happens, every funder becomes in some way, disaster funder, they’re going to be doing something to address the crisis. And so one of the things we hope is that as we keep talking about it and hasn’t keep bringing data and best practices, fenders will start to think of themselves a little bit differently, so that don’t make choices that will spending decisions that will really make an impact on hoping whatever population there trying to serve. Do you find that ? Not sure how to work this is it foundations relying on ? They must be relying on local partners. How did they ? How did they determine who they’re going to partner with in the midst of a crisis ? Yeah, you can’t have partners set up everywhere, right in the certainly in the country or even in the world. How do you how do they make those decisions ? Who ? The partner with the day of a crisis. The day after a crisis ? Yeah, i mean it could depend on the thunder thunder focuses on a specific region they might have relationships with the non-profits that are working on the ground, but often, if that doesn’t happen in a foundation, wants to give teo kind of a topic that you talked about a couple weeks ago on community philanthropy it’s often the community foundations that are building some kind of response and recovery fund that larger foundations will give. Teo and nicole, you can probably speak more to that, but, um, kind of with the understanding that these communities next she wants your Job yeah, somebody 1 of the job last week too. He was that paul was that guy thought he was set for overviewing and then he botched something. He got all confused. He lost his point. He said, well, i should get what i was thinking. I was going to say so stuart, was that stuart ? Yeah, stuart post. And then so i bailed him out, so he realized he was not teo ugo. So ? So how do you how do you do that ? Nicole, what do you do in a crisis ? You go to community foundations or if it’s international, how do ? You choose the local partners, give often times it’s cash, you said. Sure, so we do, like i said, rely heavily on our on our global partners. But at the same time, we rely on our folks that around the ground, our government affairs and international regulatory point, is your employees s so i can point to a really great example of this with the community foundations is with california wild players. Att the end of last year, beginning of this year, we said, we ran a few fundraisers and really looking to make sure that the dollars are staying local, giving our customers options to provide funding for various different size organizations. We partnered with shasta regional community foundation as well as north coast opportunities. Most recently on really got those recommendations through our community relations staff person, who’s on the ground in san francisco and working through a government affairs folks that are on the ground as well. On let’s see grace’s diving little deeper to the disaster philanthropy report. Now you two met when the report was being released. Is that right ? Yeah. Were you in love with the report ? Really old friends way was about this time last year. Okay, what ? What ? Give us a like a top one or two take aways you know, top points that their people were goingto direct people to the reports. That report is available to you, let’s start with what are a couple of major points. Yeah, right. So it’s, based on kind of the annual analysis that we d’oh called the state of disaster philanthropy and because of the nature of the data that we’re working with, we don’t say we have a complete your set of data until maybe about two years after the fact. So, like this year, we’re releasing a report in november, and that will be about twenty six places to write this twenty seventeen from twenty, fifty ways. Yeah, trusted team. So we’re always a little bit, you know, behind because you just need enough data and the way we are able to get data can take time to collect. Um, but i would say maybe the main takeaway from the work that we’ve been doing is probably really intuitive, but it kind of it gives the analysis to support what one would already imagine to be true, which is that the majority of funding for disasters happens for the immediate response and really effort and there’s not enough funding going towards the mid to long term recovery and there’s not enough funding for preparedness for communities and making communities resilience before and the long term after mid term and long term after yeah, you know, it’s it’s hard the you know, the cameras go away, the next news item comes up on dh people in that region, whether they’re refugees or it’s ah, tsunami, you know, there’s suffering for years, but the attention of the world moves on, yeah, the needs linger. And i think that’s also where, like the local partners, the community foundations are really important because there they’re there to stay, you know, they’re part of that community, and so they’ll be able to see the needs with a long term and i think that’s also why they’re important partners in this work because there, i think, may be able to address and see and feel the sort of longer term impact of these disasters and address them and try to keep attention focused them, i guess, the attention of funders not going to get the attention of media unless it’s the anniversary of the media, likes to come back a year later, the two years later, what’s the progress, et cetera. But in the meantime, funders funder attention needs to be, you know, nicole is united ableto help in the in the mid term and long term after after a disaster ? We are so we are able, teo and i think, you know, having listened to the presentation and of the report last year was really eye opening for us, but really did sort of reinforce what we’ve been experiencing ourselves in terms of seeing the need for more preparedness and resiliency for a very long time. We were way found our our niche really to be in the immediate aftermath and hadn’t really considered what the opportunities were tio continue helping with rebuilding and resiliency, really looking at the other side of that with preparedness. Really, i think, with with hurricane harvey last year, i think it really hit home to us with harvey hitting right in the heart of houston twelve thousand employees there we felt it very acutely with our own families that were living there and our operations being impacted and the communities that we really cared about. So i think post, harvey, we really started to look at what other partnerships we could we can engage in and with partners with our disaster relief partners. What are they doing in terms of preparedness and resiliency ? So it’s looking at are the landscape of our partnerships to see what what it is they’re doing. We really trusted our partners to be the experts, you know we don’t it’s not our business, tio be disaster, philanthropy and disaster response experts. We really look at ourselves is really strong partners to help our help empower and enable our non-profit partners to do what they do best really lean on them. Tio do that. And then, of course, to the extent that it’s it’s cash that e-giving from the from the from the customer campaigns, you know that if that’s to the community foundation, then there’s, you know there’s a contribution to the interment linked arms graceful zsystems yes, it’s going to say and there’s something to be said about this foundation’s being prepared for how well really will respond the next time ? Probably built in the body of experience that way kind of no, we don’t want to do this, we want to do this and having, you know, there’s like a different level of prepared miss four philanthropy to teo themselves be ready for how they will respond to the next disaster. One of the things i heard recently was that for community foundations it’s really important for them to have a mechanism for individuals to give to their friend because after, like, three to four days, the donations were well, peter is like a third comes in the first three to four days, and then the remaining two thirds come within, like two weeks or something. Yeah, very short iss and so often, when community foundations are building this response, recovery funds, they actually need to have that set up as soon as the disaster happens because people will want teo set up in advance so that it could be activated and promoted, and one of the stories was that from the puerto rico. Disaster last year the community foundation didn’t have a mechanism in place, and so it was sort of a cautionary tale for community foundations. Durney is to be ready, and of course, you know them, they had their electric power grid go out, so yeah, but yeah, so there’s a level of preparedness for institutions, um there’s a level of preparedness for individuals and no so quickly people to be ready. But, yeah, the preparedness happens in all sorts of different ways that i could come in on that affecting offer something really quickly just sort of based on everything that happened last year with harvey, irma and maria. Then there was an earthquake in mexico city. More and more, we’re seeing weather events that are severe and needing assistance on what one of the things that came out of that experience last year was really within our company at least coming together with our business continuity, emergency response, human resource is and community of various teams. Teo come up with a playbook. So you talked about preparedness, and we are much better prepared based on learnings from last year, you know, with wanting teo provide as much care for employees and customers as possible. I’m balancing that with the resources that we have what’s realistic. So now we’ve we’ve spent the better part of the last year putting together a playbook that has, frankly just ready menu items that we can deploy and then we’re ready to do. We’re ready to deploy an activate none within, you know, twenty four hours of an incident, but we also have a framework that allows us to evaluate what we want to deploy and this year, in fact, with our fund-raising so i’m glad that you brought that up in terms of the number as well, we do disaster fund-raising campaigns with our customers from this year was the first time that way did a general disaster risk excuse me, disaster relief call out to our customers. We’re looking at florence at the time, and there were about five other severe weather uh, yeah, there was the country there was typhoon man coo out in the pacific, and we actually have a lot of operations out there as well and impacted our customers and our employees were global company teo run separate campaigns for every single one of these was not realistic. And it’s not helpful to our aid partners as well. You know, if we put up a campaign for one incident and then there’s two that come right behind it now, we’ve sort of sucked all the money up out of donations, and these organizations don’t have the flexibility because they accepted money for a specific incident. Eso in really providing the most flexibility tio r a partners to do what they do best general disaster, general disaster campaign that’s running through the end of october right now where we’re offering our customers doing it donate fifty dollars or more bonem smiles thanking them for their contributions because we know really yes, yes, you can earn up to one thousand miles telling e-giving linklater. Yeah, well, can you now have an inn ? Can you give me, like, a double match or something ? So we’ll see what we can get. Three thousand for the for the fifty but wait till the mikes way. Have you have any questions that start with our studio audience ? Any ? I have. Ah, pre prepared. I have candy as an inducement. Teo. Question asking. You will get you get one of these life savers. Can any ? Questions ? Any questions here, anything on our live stream ? The questions. Okay, youtubers, don’t forget. You know i can’t send you candy. I can show it to you. I can tease you with it, but i cannot dole it out. Sorry, but ask your questions. Youtubers, um, and let’s say this seems like a good time. Well, yeah, i do a little business. Ok. Do a little business pursuant. Their newest e book is fast non-profit growth stealing from the start ups. They take secrets from the fastest growing corporate startups and apply those methods and good practices to your non-profit work. The resource is free, just like all the pursuit resources are and it’s on the listener landing page, which is that tony dahna slash pursuing with a capital p for please or precise. It could be for pursuing, but use the capital. P ah wagner. Sipa is there’s. No accounting rule on how you account for contributions. Is it a contribution or is it an exchange transaction ? You don’t have to no that’s. The beauty of this wagner has you covered ? You start at wagner cps, dot com and then talk to the partner. Which tomb. And if ? 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You want to stay with non-profit radio ? We’re not going to get the foundation, senator, starting next week, but you can stay with non-profit radio the way to get info on this show every friday the live stream at one o’clock eastern, but of course, it’s a podcast you can listen any time you like at your leisure were to get the info is go to tony martignetti dot com you can sign up for insider alerts you’ll know you’ll get you know who the guests are three through one email or just subscribe just subscribe you do it all at tony martignetti dot com. I hope you’re going to stay with us after we leave the foundation sent it’s been a great place, but the show has to go on and they can host us every single fridays. It’s as asking a bit much uh, we got to send the live listener love so the lifeless there love goes to, of course, our youtube stream on our live audience here. Thank you again, both audiences. Thank you for being with us. The podcast pleasantries that’s, where the vast majority of the audience is over thirteen thousand listeners each week, whatever time, whatever device you’re listening on pleasantries to the podcast audience and the affiliate affections go out to our am and fm affiliates throughout the country. Lots of community radio stations carrying non-profit radio. So grateful to your stations for doing that. And grateful to you for listening on those am and fm stations. Terrestrial radio it’s going nowhere. It’s not going to die. Podcasting is not going to kill am fm radio. It’s not gonna happen. Affections to our affiliate audiences. Okay, back. Teo grayce latto knowledge services manager at the foundation center and the coley senior manager of corporate in community affairs for united airlines. Um, let’s. See where should we go ? What was your what intrigued you about nicole ? About the disaster ? Philanthropy report. What ? What drew you to this ? This whole idea ? First of all, i didn’t actually know it existed. We’ve been out of the foundation game for a little bit, so it wasn’t necessarily paying attention, but so there had been a united foundation in the united uh, we’ve changed over, so we do all the corporate giving, as i said through our department corporate community affairs and what really drew me, tio want to hear about the report was just really to see what the state of disaster philantech e-giving wass i wanted to see what what the rest of the world was doing and to look for opportunities potentially for where united could get involved as well. I think one of the great things that this resource really does is that, well, it exists, which is amazing because, you know, individual companies and foundations can’t do that on their own on dh it’s really, really invaluable information because it reinforces funding decisions. Uh, well, well, we well wasn’t driving funding decisions for us is absolutely reinforced the direction that we were headed. Okay, cool. What else can we so we talked about, um, preparedness, not enough resources devoted to them before, on the mid term and long term after in need of resource is so that’s, so important. Takeaways. What else ? What other what’s ? Another lesson. Weaken. We can draw from state of the last disaster philanthropy as the twenty seventeen report as it existed in twenty fifteen. Um, well, you know, talk a little bit like we do have a report. It’s a static report way also, everything that we do relate it to disaster. Philanthropy is that disaster. Philanthropy dot foundations under dahna or but in addition to the report. We do have, like a website, a web portal sort of where people can actually dig into the data in a way that they’re interested in looking at it. And so one of the things we have is a funding that and it’s visualizing the data that feeds the report so that you can actually see what’s behind it, like, who are the funders giving what you know, what are the size of the grants, whoever e-giving tio, what are the smaller grants that air going out there ? And so, you know, one of the things that foundation center has been doing more of over the last couple of years, it’s not just producing static reports because they get published their true for that moment in time, but there’s so much else that continues to change and things that people are learning and grants data continue to be distributed. And so with something like a mapping platform, you know, we’re behind and sort of the years, but we’re still getting you data. And so that gets pushed onto the platform so people can see what’s the latest that we have at least and with something like an online tool. You can then drill down to see what our partners that you might not have had on your radar that other people are giving to that you might be interested in if you’re trying to get a sense for what’s going on locally in c, you know, some of the smaller organizations that might not get that might not have, like, a national reputation, but they might be doing good work in a specific thinks, you know, red cross first, first there always the largest percentage, but there’s so many organizations doing lots of good work. And so we hope that with these online tools, that will get lift it up a little bit more, and then the other thing is that it highlights the gaps in the funding you know, by seeing where the money is going, you can also see what’s not getting funded as much, and so some of that is related. Teo, you know, the way that week do the work around is asked to plant the people beyond sort of the disaster philantech analysis for any kind of research project that we do, it highlights where funding isn’t going, how it compares with other groups. You know, and so we hope that three that funders will then say, well, i only have this limited amount of dollars to give for this area. So how do i make that count more by giving it to an area that’s not funded as much you’re seeing any shifts you’ve been doing it for five years. I mean, you could potentially see, see shifts ? I mean, are you seeing more devoted to preparedness and the medium and long term theun initially five years ago ? Not really, really. Keep touching, phil’s ear. I’m sorry. First of all, i forgot to give a shout out tio unless he has a tag on still he’s, like, totally unprepared. And i keep touching his xero something you know, it’s. Nothing essential right now, it’s. Just i just i can’t help my hand just naturally falls there. I’m sorry. Okay, sorry. Eyes. Yeah. So i think with the disaster work so much of it is dependent on what disaster occurred in that year. So there was the year where the response was so high i was the evil you’re that ebola. The ebola outbreak was huge, and that was largely driven by remind large what year was that was in twenty fourteen, and then it sort of trickled into twenty, fifteen, fourteen, and so when you get a big thunder like the bill melinda gates foundation, this is their area where right help, and so when there’s a disaster, that sort of meats that that area that they’re really interested in, they were giving a huge amount for for that response and relief effort, and then the next year they were continuing to fund, but then they’re started sort of starting to look at, you know, how do we build up resiliency in these african countries for the next outbreak ? And so when huge foundation can drive trends, you know, because they’re giving so much money and so that in twenty fifteen then there was a lot more going for risky ridge action resilience, that kind of work because of the gate, but but blending for the ebola kind of area work. So i don’t think it’s too soon to say that there’s a trend overall trend for making different funding decisions. Um and it still continues to be episode it arika the call, but can you say a lot more about what united is able to do look mid term and long term ? Or is it really just yeah, i guess you had already said yes, so we’ll let all of that gets done through our partner grayce really, with our ongoing global partnerships with a great partnership with a group called air link that provides there like a man buy-in service, basically for ngos and non-profits who are looking for cargo or passenger lift into different disaster areas to do humanitarian worker disaster response on really rely on partners like them to know where the need is most. So we provide travel, and they leverage our travel to get people there. So with the ebola outbreak, i think it’s okay, since we’re replying, you know, responders into the area, i believe at some point we also gruesome medication smaller on a smaller scale, and that was sort of outside the u s and i think back then, we were much more domestically focused now, absolutely begun to grow sort of more of our global reach followship dealing a little bit too, like one of the limitations and how we’re able tio for you is the data at disaster philanthropy foundation, center dot or ge or that’s ? Where the reporters you can see all of it there, you’ll get access to the reports. You can see them that you can see. We have, like, a dashboard that gives, like, analysis that you consider. Okay. That’s all a disaster, philanthropy, dahna foundation, center, dot or ge okay, please go. Yeah. So, you know, one of the limitations on doing any analysis is the quality of the data that you have. And so we’re doing this analysis based on kind of the best available data, which often isn’t that descriptive. You know, a lot of foundations enters data, is coming from ninety forms because foundations are required to report their grants data. And so when there’s not enough description, it’s really hard to say, like a nuanced way how much money is really going towards these specific areas of a disaster, you know, disaster work, and so one of the things that were always trying to get foundations to do is to share better data with us so that we were able to be more descriptive and what the actual landscape is and so zoho eyes there a reason that foundation would be unwilling to ? To share data, you know, i think there’s a growing movement for foundations to be more transparent and, you know, that’s true sector wide yeah, why why would we like ? Why would they give you us to form ? What would be some, you know, options are on the type of foundation it could be, you know, there’s so many very, very small foundations that may not be stuff, and you don’t have the capacity to share that data. It’s your surveys ? Yeah, one more thing that someone has to dio um, and you know, some foundations and you want to see kind of under the radar. Teo, one of the things that you hear in disaster philanthropies that corporations may not want to talk about the war thirteen because we don’t want to get solicitations for friending they don’t have the bandwidth to dress, you know, calls coming in for help, so there could be reasons why, but the thing that we try toe encourages that foundations khun tell their story, you know, and and own that story through their data like bacon sort of narrate how they’re getting, why they’re giving three that data and they could stay the way they want to otherwise people may read their nine nineteen come to their own conclusions, and so we do have a number of foundation to voluntarily give their data to us and that’s one way we’re able to get more current data, but i think just were always sort of in the search for a better team. Oppcoll what are you seeing ? Generally, you know, beyond united just among your peers in another, in other corporate socials, social responsibility on what kind of trends are you seeing ? I think, you know, obviously with the number of disasters that company’s air having to respond, teo and sort of the the clip with which it’s being covered in the news also drives people’s prevent metoo respond to them, so i think we’re having to be a lot smarter about how we’re using the limited resources that we have obviously working inside of a corporation we’re stewards of the available funding on we’re also running a business, we’re making investments and communities trying to make smart ones, and the data absolutely helps to drive that as well. Yeah, so it’s not thie event or episode gets the most attention from the media. But deserves the great proportional funding ? Yeah, culturally, absolutely. When one of the things that we’ve done it united over the last year and a half or so, it was really get into what the critical needs and each of our major markets are. So where are our biggest presence ? So here in the east coast, in york, in new jersey, houston post, harvey was a big investment that was made in a the houston greater houston food bank, a direct result of what happened with hurricane harvey. So we see decisions like that being made. I think overall people my line of work are really looking with a keen eye to see where they can best leverage. The resource is that they have, you know, when you are not the exxon mobil’s or apples of the world, you get really creative way have really found a great opportunity to work with our customers are very generous customers to collectively work together to fund disasters toe just one disaster relief, i shouldn’t say fundez aster, we don’t want to be hurt faster. That is not what we want, teo, but to fund disaster response and really to bring the most help where it’s needed as quickly as possible and as efficiently as possible. So you finding that there’s more reliance on data on you getting more requests today than you did many years ago ? I mean, you’re doing the disaster. Philanthropy, uh, report. Just for five years. But you’ve been researching long before then. Are you finding a greater reliance ? Ah, good or interest in data driven decision making. I feel that we are, but it could be just because last year’s disaster season was so dramatic traumatic. There were so many disasters taking place in a really concentrated period of time at the end of twenty. Seventeen. And so we got a lot of journalists, you know, wanting to report on this. And what this philanthropy dealing. So we were getting a lot of requests for data and that’s. One thing that i will mention is that, you know, the analysis that we do every year is based on, you know, to your old data. But because we know that there is a lot of interest in real time like there’s a disaster occurring right now. What are thunders doing ? We have have a colleague. His name is andrew. And he begins to sort of scour than use sources and gdpr newswires, just to see what our foundations and corporations announcing about. They’re giving for a specific disaster. And so we’re able to then get a picture of what people are doing as it happens. So we’ve done that with hurricane florence on our our news, our new site, pnd philanthropy, unused. I just there’s a blob tracking hurricane florence with kind of who do we know are the biggest donor so far, and you can actually open up a spreadsheet to see what we found based on these new sources. So i own two homes in north carolina, so who are the biggest funders ? O, you would be asked, listen right now that we have this wall, more than five million loes committed another two or three million, and i’m going to forget who the curse teo shot, shot a man. Thank you, thank you. Uh, see, even i forget it’s, not stuart posters. That’s. Only one neo-sage i could see when we’re thinking, okay, help me out like you were mentioning a playbook. But you have now. And so one of the things i feel like i should bring up is that our partner, the center for disaster philanthropy, also has a place like this is like, i know what it was. Okay, go ahead. And this is meant to be a resource for philanthropy like it. If you want to do strategic smart philanthropy, what should do no disaster. Finally, what did you know what of other funders learned ? What our key studies ? The things that went well, you know, so there’s this whole place that you can go it’s called the disaster look, dust repellent people book come, our fenders are disaster, philanthropy dahna or ge in-kind that there disaster, philanthropy dot org’s. You’ll find the playbook there and what i was going to ask you was, uh, how about broader ? Forget about disaster ? Flandez we just go broader ? Are you seeing any greater interesting in data driven decision making ? Your work is not just disaster ? That’s, just one report you’re collecting all kinds of data, our foundations being any smarter today than they were ten years ago about funding decisions, i think there’s a greater interest in data, whether and how that’s driving decisions is probably specific to foundations. I think that within philanthropy, there’s a lot of strides that are being need teo like, how do we measure our impact, you know, like, how do we know we’re making a difference ? And measuring that, yeah, very it’s, hard it’s not easy. And so i think there are a lot of hard conversations about that, and i think from foundation center’s data point of view, one of the important things i think we can do is begin to benchmark at least what’s happening, you know, like we wouldn’t have done this disaster philanthropy analysis without a partner that was willing to say, we want to know what the sector looks like in this way, and so once you sort of set a benchmark, then you’re able to follow it over time and see you’re making a difference. And so i think that benchmarking pieces probably important for a lot of areas like i’ve done that lives spending for black men and boys, you know, there was a partner initially was open society foundations, they had a campaign for blackmail, achievement, and they wanted to say very specifically what isthe philantech be doing for african american men and boys, and we had never kind of done research on that. So our first kind of report was what what does it look like what’s going on ? And then from there on you’re after you’re able those sort of track how the progress is going, and also then identify is it is the finding starting to dip ? You know, there was sort of the swell of interest and foundations were, you know, getting really involved and funding really in a targeted way, the specific population, but, you know, we’re able to sort of see the trends of whether or not that sustained and growing, whether that nicole, are you able, teo, hold your partner’s accountable ? Or are you relying more on the local organizations for outcomes impact analysis ? Are you able to do that yourselves ? Or we do rely on our partners a lot ? Teo again, we’re in the airline business, we get people safely from point a to point b so we do rely on our partners to do that in this first. You also want to make sure no one is obviously being spent to weigh, evaluate that on an annual basis and we we look at look at what they’re producing in terms of outcomes, the number of people that they’re reaching know if they have studies going on sort of the long term impact of their programs, so we have four. Major e-giving areas that were focused on lifting up communities in crisis after disasters. One of them. Breaking down barriers and promoting inclusion, really wanting to build a more inclusive society, uh, inspiring the next generation of leaders, which is really stem, focus with being a technical industry of and the shortage of pilots and qualified people know we’re really looking to make sure that a cz many young people as possible, especially young girls, as well as social, economic, about a minute. Sure, sorry. So, yes, we do hold them accountable, because we have conversations, and we’re gonna cast a conversation about where we can have a bigger impact. Okay, so glad to see, you know, reliance on data as much as we need more. Sounds like grace is saying we could use, you can use more. Any questions ? Any questions ? Start with our live studio audience in studio. No questions were channeling the audience so well that there’s no, not a single question. All questions have been anticipated. Have have you perceived any difference in how our foundation makes its grantmaking decisions versus how a csr program or corporate giving program might make its philanthropic decisions ? So i haven’t really work in a traditional foundations because the candy prince that do i want to say, though, that i think that the main difference in terms of the driver of the decisions really is, you know, looking at obviously foundations, air stewards of their funds as well, and they wantto wantto invest those in a smart way with with corporate giving, i think you’ve got the nuance of looking at where you can also have reputational benefits as well and where you can have the biggest impact and interacting and engaging with both customers who are, you know, lend to your funding as well, because customers have a have a big influence over your ability to give see, we take that responsibility very seriously. Andi, look, to find the best partners and, you know, most effective ways, teo, create the biggest impact with the resources that we have that answers your question, all right ? We’re going to the giveaways because i know the lifestream does not have any questions. So i’m going to give away you’re gonna need your phone. You need your phone youtubers ? Of course you are included in this going be texting for books were texting very literate. Non-profit radio is very literate. Audience e-giving away books i’ve got. I’ve got four different books as prizes this week. All right, uh, but only one prize per person, please. So, if you’re a winner, then you have to step out the next time and the system will catch you so don’t don’t try. Don’t try to game the system, okay. First one first five people, my voice treyz crack. I think it did. Five people first five people text are going to win this book. This is modern media relations for non-profits first of all, you of course you need the Numbers so here’s the number 2 five, two, five, one, five, seven, nine, eight, seven something you’re not texting. You’re not in it. Not literate. I thought i thought non-profit one hundred percent literal audience. All right. Two, five, two, five. One, five, seven, nine, eight, seven. So this first book, modern media relations for non-profits, written by peter panepento and antionette cur. They were on this show just last month, walking through the details of how to set up on be eligible for earned media paid media and your owned media. The stuff you have in your own toolbox. How to start relationships with journalists, how to be media friendly. So journalists confined you. All right. So you got the number ? Two, five, two, five, one, five, seven, nine, eight, seven. Um, what else ? That cover ? How to position yourself is a thought leader. Yes. So that reporters want to talk to you about the subject matter that you’re expert in all right. The book is brand new. Um and here’s. What ? Your text. All right, you text data, so you’re not in it. I’m sorry. I’m sorry to see that we got plenty of youtubers. Alright, that’s what you do you text data to that number ? All right. Next book. Next one is i didn’t bring a copy of everything’s too many books to carry. The next one is i have just one copy of this one. One copy. One winner this time it’s braided threads. Ah, historical overview of the american non-profit sector by dr robert penna. He was also on the show. Just last month, how did this ? How did the social sector get here ? How do we come to look the way we do it’s history ? First person to text, same number. Oh, i should said, same number, same number you got two, five, two, five, one, five, seven, nine, eight, seven, same number you text threads, threads for braided threads. Alright, third book, also one winner, one winner, same number, the same number. This one is ah, you, us and them length in marketing concepts for non-profits. I see some people now and then. Now you’re jumping in because you want this book. But you didn’t get the number, so you didn’t get it in the beginning, all right, it’s. Two, five, two, five, one, five, seven, nine, eight, seven for the linked in book, this is going to one person you text linked in, linked in. And the final one. This one, this is robert. This is the the biggest seller of the of the four. This one is new power. The book by henry tim’s ceo at the ninety second street y new power. I says i saw this on a bookshelf in an airport. Um, last chance one dive, one copy of new power to give away and you text same number henry henry the name henri texted. Now that’s it. Okay, those air, the giveaways next week. We’re not going to get the foundation center sad. We gotta say goodbye to the foundation center, but you could still be with us. Of course. Go to tony martignetti dot com for the info. And next week we’re talking about the state of good twenty eighty team non-profit survey and also your brand personality that’s next week on non-profit radio. If you missed any part of today’s show, i beseech you, find it on tony martignetti dot com responsive by pursuing online tools for small and midsize non-profits data driven and technology enabled tony dahna slash pursuant capital p when you see piela is guiding you beyond the numbers, go to wagner, sepa is dot. Com, like, tell us, credit card and payment processing, your passive revenue stream, tony dahna em, a slash tony, tell us and by text to give mobile donations made easy. Tony dahna may no, no that’s, not a tony dahna missy. I get so carried away with the total narcissism. No! For text to give you text npr to four, four, four, nine, nine, nine. Creative producer is claire meyerhoff. Shows. Social media, is by susan chavez. Mark silverman is our web guy, and this music is by scott stein of brooklyn. Many thanks to tracy kaufman, susan she aroma and william lee at the foundation center. Thank you so much for keeping us going this whole month, all three of you, you with me next week for non-profit radio, big non-profit ideas for the other ninety five percent go out and be great.

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Nonprofit Radio for August 31, 2018: Stay Out of Email Jail & Real Estate In Prospect Research

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Buy-in hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. Oh, i’m glad you’re with me. I’d suffer the effects of cola sister gas draws to me if you gold me with the idea that you missed today’s show, stay out of e mail jail and avoid deliver ability traps, segment reengage analyze what the heck is a pristine our non-profit technology conference panel breaks it all down. They are amy braverman from cdr fund-raising group and dan class skins with dv disabled american veterans real estate in prospect research. Maria simple is our prospect research contributor, and the prospect finder she returns with resource is tips and strategies for reactive and proactive real estate research. I’m tony steak, too, the late summer finger wag responsive by pursuing full service fund-raising data driven and technology enabled tony dahna slash pursuing capital p wagner, cps guiding you beyond the numbers regular cps dot com by tell us turning credit card processing into your passive revenue stream, tony dahna em a slash tony tell us and by text to give mobile donations made easy text npr to four, four, four. Nine nine nine here is stay out of e mail jail from welcome to tony martignetti non-profit radio coverage of eighteen ntc non-profit technology conference coming to you from the convention center in new orleans. Sponsored, of course, by hosted by non-profit technology network and ten this interview, like all our eighteen ntcdinosaur views, is sponsored by network for good, easy to use dahna management and fund-raising software for non-profits my guests are amy braverman she’s, associate director of digital media at cdr fund-raising group, and dan class ken’s, digital marketing strategist for dvd disabled american veterans. Amy dan, welcome hi! Thanks for having us. Thank you for having this time. Have you not brought radio? My pleasure. Your workshop topic is stay out of email, jail and avoid deliver ability. Death traps. Yes, that’s. Very good. And we now i covered this probably two or three years ago. And i learned that there’s such a thing as a une e mail deliver ability specialist that’s a title. People people study this stuff. You have to study this stuff to stay on topic. Okay. It’s a full time job. Really? Amy let’s, stay with you. Why? Why? Hyre what kinds? Of problems that we having generally, we got plenty of time together going to detail. Okay, start us off, general. Generally, i think our biggest problem is that there’s a lack of control there three main factors that kind of go into email deliver ability, and that is the email platform that you’re using you yourself, the non-profit and your best practices hyre how you’re sending e mails and then lastly, the mailbox providers, gmail, hotmail, yahoo outlook they all have different rules for how you get your emails in their inbox is how you reach your supporters and because of those three factors and the complexities that they all have it’s really tough. Teo, just stay on top of everything makes it a full time ok? It sounds a bit of a morass. Damn morass. Yes. Oh, i mean, absolutely. It’s changed your q. I think your radio probono hyre on dan. I missed the count. Well, i think what we’re finding honestly is people you want to engage with people that want to get they want you to engage with them, and i mean, we as marketers way are not really big fans of having to keep up. With these rules, but as a consumer, tony, i mean, you only really want to get the information that you’re interested in, and from that standpoint, i think google and yahoo and i mean they’re their jobs not to serve us it’s, to serve the consumer, and i think they’re doing a good job of it, okay? So they have the interest of their customers, principally, right? And not you other people are serving you, but not the email providers. Yes, i think i think the biggest challenge is it’s just it’s such a huge change of mindset, of going into it because, you know, in the in the world where i live in a stable american veterans, i mean, we’ve been one of the very large direct mail operator for a long time, and i mean, buying less ranting list, i’m as part of the direct mail business, and there you just take every address and amy and get you send a mail, right? It doesn’t work that way in the inbox anymore and it’s causing us to really change the way we think about how we do email folks and i think it’s also because it usedto work. Like that, i mean, email best practices years ago where send your e mails to everybody, everybody and anybody, we don’t care who you are. We don’t actually really care if you’re that interested in us or what you are interested in. And because of the fact that our in boxes are generates so much information. So many e mails? Well, yeah, i mean, it was even three years ago. I remember before i join cdr doing an email audit where that was the organization’s practice, and i was trying to explain to them, hey, we can’t keep doing this because you’re going to get these five percent open rates are going to ruin your center reputation, and they’re like center what? Like, you know, two years ago, i’m sure there was folks in our session today who are, like, we’re still sending to anybody we know about this segment thing, and we know why we should do it, but weren’t we have to it’s a total is dance, i’d like change your mindset of going from we want to reach everybody, and we need max impressions, too. We need to make sure that we are maintaining our reputation and how we’re interacting with our supporters, okay, this center reputation it’s a pretty simple phrase to understand, but it’s it’s it’s what? The platforms, the email platforms are these have judging the fight. They each have their own score that’s what makes it tricky? They don’t all play by the same rules. Yeah. It’s a morass, right? Yeah. I mean, extended reputation. We’re saying in our session today is basically like, your credit score is already done. Yeah, where you going? Outside or on the downside? We’re coming on the booze. You’re the khumbu. What? You even show happy hours here, right after this and the wind, the open bar non-cash bars only about twenty five feet away. Also we figured, hey, why not reach more people and tell them about all of our trials and tribulations and successes and maybe not such here’s the thing email, i mean, whether you’re a large non-profit like myself, a disabled american veterans or you’re the smallest non-profit in this room, this challenges facing all of youse gotta send her reputation. You know what? It or not? You’ve got one. You’ve got one, okay? And it may be good or maybe bad and it’s the same like analogies of your credit score. If you go to buy a car, you can buy a car with a bad credit score. There’s going to be huge interest rate, you can still send emails with the bats under reputation. You just might not be actually getting to the people. What are some of the factors that go into the centre reputation, dan? Well, i mean, i definitely understand it varies across email platforms. Yes, so i mean, how much people engagement your emails? Are they opening your e mails? Are they clicking on things who you’re sending it to? We’ve spent a lot of time our session today talking about spam traps and, you know, the providers out their pristine spam mail traps, for instance, or one where they actually put thes fake e mails out there. And if you’re not practicing best practices, buying list and doing these other types of activities where these e mails are on there and you’re going to them that’s a trigger that you’re not following these best practice. So there’s these traps out there, it’s like a land mine, and we’re just walking through there drops spam traps, there’s all kinds of so they’re seating bogus addresses on tow until lists that it shouldn’t be buying. Yes, okay. And you maybe what? What? What traps way covered four of them today. The four main ones we did the pristine. The next one is the recycled spam trap. And this is something that so pristine. The big difference is a human never had that they’re created tio by the email industry to make sure you as an e mails under r following good practices a pristine a pristine, pristine, pristine like a pristine beautiful beach with your note. But it’s not very beautiful. Now, it’s not okay, what’s a pristine okay, so the first teen is they’re created by non humans to monitor your email practices to make sure that email centres like devi or any non-profit or any for-profit consumer product is sending emails responsibly. How does it do that? How does it work? I have no clue because i am not that technical, but you can google and find out a little bit of i mean, look into pristine there other type of perhaps we talked about were like way too so for typos like you misspell it. Like instead of gmail g mall, yahoo without the one of the o’s or something that gets onto your list fake address. You don’t really want to give someone your address, but you need to complete the form. So if you’re sending to a lot of these like where the email addresses misspelled, they’re the domain is misspelled. That’s ah, that goes into this. Yeah, it’s not as much of a factor of some of their you know their heads. Different variants is teo, but they all play into it. It’s, time for a break pursuant. Their latest paper is pursuing e-giving outlook. You’ve heard me talk about it. They took the latest fund-raising reports. They boiled it all down. It’s ah it’s ah it’s! The thie essentials that you need from all the fund-raising reports that have come out recently all in one concise content paper plus there’s a video archive. Go to tony dahna em. A slash pursuing remember the capital p for please now, back to stay out of email. Jail. Okay. And then what was the fourth one? The fourth one is a role account. It’s a little bit more difficult to explain. But it’s it’s kind of in that same vein of, like, it’s? Not really you it’s something else that was added on there, and then the recycled, which we touched on for a second. But that is an email address that used to exist by a real human being and then is no longer in use. And after a period of time, the email provider the mailbox provider has said, this is not tru e mail address anymore. Okay, so they wait all these things together. They put them through their mash, and they decide on your center reputation. Yes, and it’s like a scale from one to one hundred. Anything above eighty is great. Seventy to eighty is saying you’re doing well, but you have room for improvement below seventy says, wow, you really need to fix your practices and that’s where it could impact you deliver ability. So so you’re saying the email providers will just not deliver your messages? Yeah, they just go off sometimes in the la la land buy-in we’ll sail on the whole the whole campaign with this one whole send all of it tonight could do that or it’s going to vary again. It’s going varies. Based on the timeline out provider that you’re going through to get to your constituents, that is okay, but you shouldn’t be risking obviously don’t want be risking it. I mean, if you’re if you’re below seventy with female, you’re in bad shape. I think the big thing is your score coming from coming from a fund-raising perspective at a non-profit like d a d i mean, we are driven by the ultimate dollar, right? So trying to get folks to realize that, hey, we can’t blast out all five hundred thousand of these people because half of them aren’t even open in the e mails if they’re not opening, they’re not engaging it’s, hurting all all that impacts deliver ability, but amy is found with us, and with other accounts of cdr and an industry has is we’re actually emailing less people more frequently, and we’re generating more revenue from it. Okay, okay, you’re deliver ability. Your reputation is hyre you’re engaging with, you’re sending two people who truly are engaging with you all those reasons, right? Exactly. Okay hey took the cliff notes version of our session today. We’re drill well. Let’s. Wrap it up. I got another. Fifteen minutes or so, roughly, but it’ll go fast. Kruckel okay, so we talk about avoiding the death traps, all right. Are there any more death traps? Anything we need to know about about what the industry is doing to snag us up recovered? Yeah. I mean, spam traps were the big thing. And the thing that we really shared with people today is that hitting a spam trap isn’t the end of the world. When you google for reports or to find out about spam traps, the resource is like what you’ll see back is all these very dramatic things that make you feel like a horrible e mail market or if you hit a spam trap. But it’s, not the end of the world you can really recover. And spam traps are telling you that you actually have a symptom of a larger problem. That there’s something going on with your email practices. That is just not working. And you need to take a look at it and figure out, you know, what will work. You know, i was actually thinking about this, dan, like when we hit a pristine spam trap in january of twenty. Seventeen and had a two percent open rate from an audience that we were getting seventeen percent open rates before so it’s a huge drop and it let us know we clearly have an issue, and i honestly think that hitting that spam trapping experiencing that was really the best thing has happened to us definitely opened our eyes and change the way we act. Yeah, you work together, we work together, we worked with cpr. Yes, dahna could never you could smoke whatever with your eyes not aware we want teo, especially our fund-raising right, it’s growing it’s always fund-raising growing doesn’t talk about sex vacation because that’s that’s a solution to this isthe dan, how is segmentation solution? I think just knowing what people are interested in and feeding them, information that relates to their interest is huge, and once again, i mean, we’re come from a world of direct mail where we’re mailing out this mail piece toe hundreds of thousands of people and that’s what’s cool about digital is you can really get it down to a very small interest group and hit him with that interest. I think what we’ve done with our segmentation has really paid. Big dividends and the fact that, you know, we’re able to see, because each of these people respond differently the types of messages to the different types of subject line, so we were able to test better with segmentation and overall, i just think that it goes back to what i said before, people that want to get our stuff, they’re going to get what they want and that’s, why we’re seeing the metrics and the click throughs and everything else respond accordingly. Is there any segmentation beyond interest? Well, yeah, i mean, we we got the frequency that they donate, obviously. I mean, you know, when’s the last time they made a gift, what type of action did they take with the organization? I mean, where do they attend a Job fair where they’re 5 k participant? Where are they? A veteran? Are they not a veteran? I mean, there’s, a lot of things of in segmentation there’s a lot of layers to it. You need a really good date. I think one of my challenges at our organization and we’re striving to get better every day is taken. All these separate databases out there that you know, these silos that exists and merging them together and having this global view of how this hand impacts this hand and, you know, it’s part of my job every day, and, you know, about amy and her cd, our team really works on developing great strategy, i’m in there educating the stakeholders and trying to manage, you know, all the politics that go on inside a large, large organization and, you know, making strikes, people are listening to what i’m saying, they’re so that from that point, you know, we’re doing good things, okay? Okay, amy, anything you want to add on deputation or you like them, dan covered, and i think the best thing about having dan as like our email partner or digital fund-raising partner and marketing is that he’s done an amazing job educating internally, learning, learning we’re all learning together and then getting those stakeholders bought in and if you’re a non-profit out there and you’re struggling with this, that is probably the hardest part is educating internal resource is and just stake orders about hey, we’ve got to make these changes because, yes, the money is still coming in, but eventually, if our center score continues to drop, we’re going to not see that money. No, you have a case study one hundred twenty six percent increased in open rates. Is that is that a tv or somewhere else knows it was that dvd. So when we hit that spam trap in our way, we’ll learn from what can we learn from it? We can learn that you need teo segment your audience. Find out what content is relevant to them. Get buy-in from internal state quarters and you can recover from any mishap that has happened to you. You can get open rates that go from two percent up to where ours air usually steady now in them twenties at twenty three. Twenty four percent. You know, we used to judge a good open raid at, like fifteen percent was an industry standard. I think for us a deviant cdr. I get bummed out when we’re not at a twenty two or twenty one. I’m like, oh, let’s, figure this out, let’s see what we can do. I think the other metric that is our new favorite is open to cliques. So this says of the people that open my email, this percentage clicked on. It and that tells you if you sent them content quick, something is like something in it, like click to a donation form, click to a survey promotion, more anything and that tells you if your message and the content you’re providing your supporters with means something matters to them, it allows us to also see the content they’re interested in. What are they clicking on? What aren’t they click on? I think the other thing that’s really played into the whole email challenge we face is the the idea of unsubscribes for spam people marking you as a spammer is like death sentence. I mean, essentially they’re saying your spam and not only they saying that they don’t want your stuff, but they say they’re your annoying them and that you’re not they don’t. They didn’t ask you to come there in the first place, and what we’ve learned and we’re learning every day is, you know, we sent out a large audience and you get a handful of spam rates, but the percentage is so low that it’s not as impactful if we just be about one hundred people and two people. Click on spam suddenly that’s two percent and that span percentage rate is another thing that plays into deliver ability. So one of the things that we’re working to do and put more in our strategy is to make it maur educate people how it have two unsubscribes easier making unsubscribes more available because if they don’t want to be bothered, then we want to stop bothering them. And that’s that’s really what these providers air forcing us to do. And at the end of the day, i think from from a consumer standpoint, it’s awesome, but from a marketing standpoint, a those that adjust and and go and change the way that they do things i think there’s still going to find probably way we’re fine is even more success than the way we used to operate have a hacker, the rial spammers getting through that because i’m you know, i’m marking junk all the time. A lot of i p addresses a lot of their spoofing are there? Or are they just there constantly turning over? Yes, every day i mean there’s a lot of everyday, they change, i think, there’s something like two hundred thirty four million spam traps out there. And there’s it could even be billion like it’s huge and there’s a a not a crowd sourcing thing that allows you to track spam and see how many traps are currently live and what’s happening in the internet just to give you like a thermometer checking the pulse rate of what’s happening out there because i know i know some of the bad guys are getting through. Yeah, they get there. You just want to minimize it. I mean, at one point, when we in order to get that very low open right, have issues that we saw. We probably hit a few hundred spam drops. You’re not going to hit one spam trap, there’s. Not like one out there that like. Oh, i hit the one you were going to hit multiples. You could hit three recycled like we celebrated huge success going from a few hundred two. We only hit three like that’s. Amazing. Because there’s. So many out there and it’s. Very easy to get to let’s. Talk about re engaging you. You touched on amy reengaging. People who aren’t engaged aren’t clicking. What are some tips for? For this let’s? Spend a few minutes on this. Yeah. I think one of the things that we all struggle with is it’s hard to say good bye to people like you want you know it as fundraiser isn’t even unsubscribes way don’t like to see that list, especially for what we pay the cost per acquisition in this industry is so high that it’s like it’s hard to give up on that, so what we’ve started doing is every time we’ll do it full, send sometimes to r un engaged file and will recover some people, which will see that as a win will take the hit on the spam complaint rate to bring back some more folks we’ve advertised to them in different channels, whether it’s, facebook or doing in male ads like for yahoo, our gene mail, those air this sponsored ads at the top of your inbox and then what we’re actually really focusing now on is how can we be a lot more thoughtful in trying to re engage so making the qualifications for who’s going to get that reengagement email stricter, you know, like let’s send to lapse donors from the last two years and see how that gets us let’s do laps donors the last year. Let’s do laps donors for a year and open an email a year ago. So we’re like working through to see what kind of rates we can get. Who we can bring back and figure out what that unique. What works for davey and that’s that’s. Kind of our re engagement tactics. What do you feel is a decent reengagement rate? I don’t think we have that yet. I don’t know, i don’t think we have that thing is every time we hit this un engaged audience so there’s good there, i’m out of it, but there’s bad too. So what we’re really trying to drew is sort of strike a balance of what that is, and i think it d a v for us as well, it’s harder not to crack because we’re dealing with a lot of different groups here, like we have our donors, as i mentioned right there, there’s the one point three million members of the organization that an entirely different group of folks we have our advocates, those that are part of our commanders action network, that air really interested our legislative issues and all these different arms out there. What might work in one audience doesn’t necessarily translate to another audience. So i think as you look at your organisation, you have to that’s where it goes back to the segmentation, understanding what drives those people, what motivates those people in the more data you have to support that, i think it will help you figure out what are the better strategies to re engage in these folks and at what point is amy said, are we willing to say goodbye? Is it possible that we’ve talked around it’s a little bit to figure out why your emails aren’t getting what? Why your emails aren’t getting through to you? Can you tell what whether you had a spam trapper was pristine? Or is it possible to evaluate that or you can their companies out there that can give you reports to tell you what types of spam traps you’re hitting to tell you how many different ip addresses air out there for you so there’s lots of different ways to figure out they’ll tell you what’s going on, but they won’t say, oh, this is specifically why you did it that’s kind of up to you to figure out, but chances are that you can get that information at least on how many types of traps you’re making your hitting because what it does it allows you then to do to go clean up your file, i think that’s another important topic that we haven’t talked on is let’s clean up the file. So now that you identified a problem, i hit to spam. Traps or one hundred, spam traps. Whatever your case may be, you can work with different services to have them look at your file. They match it up with the different mailbox providers, and they’ll tell you whether or not they’re valid email addresses invalid. Whether they have, ah, hard number of heart bounces off, bounces that, whether their spam complainer. So they have the propensity to hit spam on your emails. And what that allows you to do is put on lee, sent to the valid e mails. You know, take all of those invalid, take all the ones that are marked as spam, and put them in a group and not talk to those people. So then that also helps to ensure your developed deliver ability is happening, and that you have a good center score oppcoll way still have a few minutes left together. What what haven’t we talked about? That we should be flushing out more. I definitely think the tools we’re using, you know, different non-profits of different sizes have different tools, and she mentions a lot of these providers that score your tools, but just the tools that you have, i mean, obviously, you know, there’s big companies like blackbaud there’s the male chimps in the different things, but knowing how, you know, turning to them as a resource on some of their standards, because as amy mentioned before, there’s three parties in this and they’re one of the parties, so the googles and the yahoos and all those providers they’re i mean, they’re they’re the gatekeeper on that end, and we can practice our best practices there, but take advantage of those resource is out there. I don’t think that enough people actually go on and look at the research and the information that’s out there, and this is very nice that you’re saying that the email provider, the email providers they themselves put out there and, you know, amy and i, we’re we’re more marketers than we are techies. So if your organization has so somebody in charge of email that’s, more of a marketer or somebody in the communications team, for instance. It’s, good to loop in some of these folks i know for me and my organization. I have been lost without some of the stuff that cd ours helped assan cover. Having them to turn to is a resource helped implement some of these things because it changes every day to wave made a lot of progress. But this story’s not ending because then you could be two steps forward. One step back kugel changes something they’re not sending out of press release, right? We’re learning you want after that after after you dahna campaign or ascended it’s fun, you know the job’s never the same any day. That’s one thing that you can say for sure when it comes to evil marketing hundreds and like dan it’s totally right, you know, even us, as you know, as a friendraising agency are focuses on fund-raising and marketing, raising money and using the reaching out to your the platform that you’re using to send your email getting their technical help. It’s huge! I don’t think i would be where i am or as a group with davey without having the support of their i t department, they helped us do cem further very authentication called demark and deacon. Which folks can google learn all about it’s? A little bit confusing, but it’s really important? Because it insures that hackers aren’t spoofing your emails and that aren’t sending things under the dv domain that are actually devi. We have george in jail on twenty one radio you just transgressed seriously, we’re ah, i don’t think we have enough time to explain, but just repeat de marque de marketmesuite oppcoll that and decamp d market with the c a r c and d kim decay. I am i’ve seen these things in print. I don’t know what they mean. All right, we’re gonna let you off the hook. Thank you. Or sorry for the jargon jail. But they are. It is very important. Teo, just go and check it out. Go ask your i t department about it. They can actually educate you on these two terms and check and see if you need to get better email authentication and implement these leads to tactics. Okay, dan, anything you want o close with god. Give you a few seconds to close. No. Honestly, i just think that, like i said, it’s it’s every evolving, so it’s going to change a month from now, six months from now stay on top of your game. If they want you, they want you to contact him. That’s what you want to contact, engage him and make it more about them instead of about you. And i think the more non-profits do that, the more success they’re going to find that’s dan class begins, i say right, you got i did with the hardy digital marketing strategist of devi, the disabled american veterans and also amy braverman, associate director, digital media at cdr fund-raising group. Thank you, amy. Dan. Thank you. Thankyou, tony. This interview sponsored by networked for good, easy to use donorsearch monisha and fund-raising software for non-profits. This is tony martignetti non-profit radio coverage of the twenty eighteen non-profit technology conference. Thanks so much for being with us. We need to take a break. Wagner, cps. They go beyond the numbers they’ve got. The resource is for you. Lots of different subjects at weger, cps dot com and you click resource is after you spent some time on the site. Pick up the phone. Go in. Real life talk to eat hooch doom. You know him? He was on the four hundredth show. He’s been a guest. He’s a partner there. He’s a pro. Good guy, wagner, cps dot com. Then have a chat with you now for tony’s. Take two it’s late summer and i’m wagging my finger at you reminder. I implore you. I can’t beseech, but i do implore make time for yourself over labor day weekend. You don’t just find it. I can’t find time. I don’t have time. I can’t find any time. Make the time make the time for you you have talking to you. You the person you personally make time for yourself over labor day weekend. Hopefully did doing summer sometime. But i regret to inform you that labor day is creeping up and, uh, you need to make time urine e-giving profession. You need to take as well that you can give efficiently and feel good doing it time alone is restorative it if it’s refreshing make the time there’s more on my video at twenty martignetti dot com. I’m very glad to have maria semple back. You know her for pete’s sake. She’s the prospect finder. She’s, a trainer and speaker on prospect research. Her latest book is magnify your business tips, tools and strategies for growing your business or your non-profit she’s, our doi and of dirt cheap and free. And i know she’s not gonna let us down today on that she’s at the prospect finder dot com and at maria simple. Welcome back, maria. Simple. Good to have you. Oh, it’s. So great to be back. Thanks for having me. Pleasure. Absolutely. Um, you want to talk about real estate and i was game real estate for prospect research. What’s the value here. Well, you know, it’s it’s kind of interesting because i always include real estate data in every single research profile that i do. So i almost feel like we’re doing a back to basics show here. Okay, you know what we’ve got? You know, the core pieces of information that that really should be part of every profile and real estate is is definitely one of them. And i was, you know, in preparing for today’s show. I was trying to come up with, you know, the why? Why would we want to even focus on real estate? Why is this important and so you know, i’m going to offer up a couple of reasons. You prepare one. You prepared. You wanted you wanted teo. I’m doing that. Okay. That’s. Something new. Okay, so one is from a report called the cap gem and i world wealth report, which indicates that really state actually account for eleven percent of a high net worth individuals. Total assets, right? So, i mean, when you think about the average person, right, if they own a home or they own a coop or an apartment or something, i mean that’s a significant portion of their wealth, right? Because, you know, are they going to gifted to you? Are they gonna liquidate that asset and give you the money? Probably not. However, that does lead me to think about planned e-giving, as you know, a way to think about real estate as well. Especially if you know, your prospects happened to be a childless couple. So plan giving is something that, you know you might want to think about with regard to any of their real estate holdings that they may have, whether it’s, you know their primary home or or secondary homes. Yeah, there’s. A lot you could do with real estate, certainly the methods you mentioned, if a lot of times you might hear that child or the children don’t like the beach house or the don’t like the home upstate in the woods or out in the mountains, and so that strongly suggests that it’s going to be liquidated or, you know, you might hear that those exact same sentiments and there’s a possibility that that piece of real estate could be left to you so that the person or the couple can continue living there for their lifetime and they pay all the expenses, and then you’re at their death at the death of the survivor, actually, with the survivors death, the property immediately is transferred to you because because you’re actually changing the the deed of the property that’s all called a retained life estate, she wanted to google it and find out more, but you don’t need the unity of the jargon just understand the concept, you know, if there’s a couple that is expressing dismay that the kids don’t really want the house? Uh, yeah, so that and, you know, by the same token, if you happen to come across in doing your research that a particular property of one of your donors is actually owned in a truck. You know, that kind of should send up that little signal flag to you that they have done sametz state planning. And you you want to make sure that you know you’re involving all the correct parties in the conversation. If you’re coming across the property owned in a truck, how would you find that out in your research? Well, if so, let’s say you have the name of aa prospect your your donor and you have their address and in researching their address, you find that the property is not in the the donor’s name or the donor and the spouse’s name, but rather it’s owned in a truss, actually that’s going to be? Yeah, yeah, totally it’ll be very clear because it’ll be titled that way. Ok? It’s it’s titled to the right the asset is titled to the trust. Okay, so so in your public records, that’ll do that’ll reveal itself. Yes, absolutely. So, you know you mentioned public record, so we’re very fortunate in this country in terms of doing donorsearch research on in these types of public records because all real estate across the united states is part of public records, most of it is accessible on the internet very, very occasionally, if it’s a really small little town that maybe doesn’t have a big web presence or they don’t have their tax assessor rolls, you know, available online, i might need to make a phone call, but i have to tell you that is happening less and less for me these days. Aziz, i’m able to find most of that data that i need online. Okay, you got i’m sure you have some sights, recommendations free and dirt cheap that you can share. Yes, absolutely. Absolutely. So, i think a really good starting place to be able to start finding, you know, ah, assessed value and taxes that people pay on their properties. Um, if you don’t know where you’re where the local tax assessor office is available online and so forth there’s one site that has a compilation state by state by state this toe where you can actually find the assessor info and it’s actually a fellow prospect researcher and she’s been maintaining this site for years. Her name is cristina. Pulawski and her sight is pulawski dot net, and i’ll spell that quickly uh, p u l a w s k i dot net and, um, if you go to that site, you’ll see a listing of all the states click through to the state of interest to you, and then you’ll easily be able. Teo, find the data that you’re looking for in the assessor and this is a free site. Yes. Pulawski dot net is free are doi n i knew are doing was not gonna let us down. Oi, end of dirt, cheap and free. Ok, what else you got? So so that that’s one that i really like is a good jumping off point for although that’ll get you teo teo, the assessor assessed values a cz well as taxes. So so let’s talk about those two pieces real quickly. You know, assessed values are very often not what the market values are. So in a minute, we’ll talk about some market values, sight. But, you know, i always like to include what is a prospect in my profile? I like to include what taxes are for the most recent year on that property, because i think it is very, very telling if somebody is able to sustain. And i did research once on dahna a couple who owned a property in in a wealthy area of new jersey but also had a house at the jersey shore. And between the two properties, tony, they were paying one hundred and fifty thousand dollars in property taxes. Okay? Yeah. That’s. A lot of money right there, right? That kind of tells you there’s some well, yeah. And then you take the take the value of those homes, multiply by nine and you’ve got ninety nine percent of their their their assets, right? Nine. Ninety percent of their wealth. Because you said for high net worth e the home is eleven per cent of the of the total assets. Yeah. Okay, very real. Look at look at all this information. We’re getting off just the that’s just from the assessed value. We don’t even know the market value of these properties yet, right? Okay, exactly way. Just have a minute or so we have a minute or so before break. So go ahead. But take take a breath after a minute or so. Hey. So the other thing i want to be able to tell you about is ways to find estimated market market value for the properties because, they said, it is very different from the assessed value on di think a site that we’re all very familiar with. Is zillow so kind of introduce that concept? If you need to go to break, and then we could talk a little bit more about zillow and different information that you could find there. Ok? The only thing i’ll put a finer point on is just to make sure that people know the assessed value that’s, the for those who may not own property. That’s, that’s, the that’s, the tax roll, value that’s, the that’s, the value of your home that is used to calculate your taxes. So they multiply that assessed value by the tax rate and that’s. How you get your your what you got to pay for taxes on that property versus market value, which i think is quite clear. Okay, let me take this break. Tell us you’ve heard enough. You’ve heard that you had to tell us moughniyah lt’s from charities that referred the companies for the credit card processing from the companies that are doing the processing and from those companies. Come processing fees and fifty percent of those fees go to those charities. You’ve heard the teles mony als that charity khun b you you can be getting the fifty percent of the fees. Go to the video. That’s. A place to start. Tony dot, m a slash tony tello’s. Now, let’s, go back to maria simple. Um okay, you were gonna hit us with market value. You got market value. Resource recommendations, love these are doi n, right? Right. So so i mentioned zillow and one of the reasons why i like zillow so much. Is that it’s a great snapshot of that property? I mean, literally, you will get a mapping. Sometimes there is a picture of the home. Uh, you’ll have information about, you know, the number of bedrooms, you know? Really, you square footage. What it left sold for three year. It was built. So you’re going to get a lot of information about that particular home, right? There, out of zillow, it mean it’s used extensively in the real estate profession, used extensively by anybody looking to buy or sell a home. So it is, you know, one of those sight that you definitely want to think about looking at, they call their estimates. It’s used extensively by me after i go to a friend’s house for dinner. And then i go home or i just go to the bathroom, and then i checked zillow, i got a guy i don’t know, i don’t know. What is this place worth? Sometimes i can’t even wait to get home. I was extensively you’re right. It is very use its used extensively. You’re absolutely right. Ok, is there another? Is there? Is there another market research resource? I mean, market value resource. Ah, well, if you are thinking about researching anybody in a city, it might be a little bit different self-funding example, in new york city, there is a site called city realty dot com, where you’ll be able, teo put in an address, uh, it’ll give you a picture of that building whether or not that building has a doorman, uh, you know, where recent sales were. Of apartments in that building uh, the year it was built, the amenities and so on and so forth. So again there you’re going to get an awful lot of information, even on those buildings where apartment, you know, maybe owned within a particular building. Yeah, cooper, condo and zillow. Zillow isn’t going to help you with with apartment properties, is it? Not much? I mean, you think the last time i was at a dinner with a friend’s apartment, whether i was successful, i don’t think i was able to find what i was looking for? No, i don’t think so. I don’t think they don’t know why i do it for all of them, so that nobody, none of my friends, they’re the only ones who’ll listen and none of them knows which which one i’m talking about. There just i do it universally. So i guess they should all just assume i’ll stop getting invitations. I don’t know one of the other. Um, yeah, but zilla doesn’t help with condos and co ops, right? I’m pretty sure. Yeah, yes. I want to look a city realty dot com that’s for new york city. Right? That’s for new york city, but suppose you’re one of the many, many listeners who does not live in the new york city metro area. What are you going to do for for condos and made it again? I would then go to, you know, look at the particular city that you’re looking for data on go to their main website as a place to start looking and start drilling down for any links that have to do with real property values. Realist, hey, you know any of those tax assessor’s. So those are some of the key words you want to start looking for in any of those drop down menus that you might find in any of the the city’s website. Ok, yeah, so you might you might have to just settle for assessed value if you can’t find a market value of cooper condo, right? But then you know what? They’ll give you the rate that you’ll be able to also, then, you know, multiply by to come up with an approximate, you know, tax tax assessment. Yeah, right. I was just saying, you know, just you might not be able to find market value for for apartments. That’s all. Yeah. You know, the best way i’ve done that then is to try and find an equivalent, uh, size department and what it’s sold for recently. Uh, look, it used to be able to find at least taels value’s. This’s why, precisely? You see you found a workaround. This is why you’re the prospect. Research contributed for now. Provoc radio. I knew there was a reason. Uh, no, i’m always reminded, but yeah. Okay, look, look for a comparable sale. Recent comparable sale. There you go. Brilliant. Brilliant. This is this is why you need to always, always, always go to that wonderful free site called google and put the property in there because right from that, don’t forget you’ll be able to get i mean, it’s just amazing. I can’t believe the precise photos and how closely i consume in on a home that i’m researching in terms of i can see number of cars in the driveway very often when i’m doing this type of research. So it’s, it’s amazing. He’ll definitely want to make sure you’re googling the address as well. So google as well as a swell a zillo. Okay for ok, ok. Um let’s see? Uh, you kind of like google maps for ah, well, before we go to google maps and broader real real estate discussion, is there anything more i don’t want to leave? You will leave your you’re good contributions unspoken. So is there anything more we need to talk about with respect to individual properties? Yeah, the only other thing i might mention is this sometimes sometimes in addition to putting ah, a property in the name of a trust, somebody might decide to really try and put some protection around that property and put it in the name of an llc. So if you’re resync researching someone like let’s, say you’re researching an entrepreneur and you know from conversations that you’ve had with them or from your board, that’s had conversations with this person that they have multiple property somewhere, and here your trying to find their name and you’re looking up their name, you know, the city that they live in a city and state, and you’re just not coming up with it. It might be that they own that property in an llc he might need to take one step first to go to the secretary of state. Database for that state. Put in the person’s name and see if it comes up connected to any l l sees, once you’ve got the name of the llc, then go back into your property database and research on the name of the llc as opposed to the individual. This is why she’s, the prospect researcher contributor. You gotta have a problem doing this work for you. If you don’t have one. Get maria. Uh, you know, brilliant. Brilliant. There you go. Very simple work around. We’re stymied. Everybody who, uh, who ran up against it, though. Okay? Yeah. Yes, holden elsie’s because, uh, i guess there’s, i guess there’s there’s a tax advantages, the business you’re doing, some kind of business passed through or something. Well, very often they’re just trying to protect the asset. So, you know, let’s say that, like i said, make-a-wish avectra nor or they own a big private company, um and they’re just trying to protect it against, you know, lawsuits and that sort of thing. Um, instead of putting it in their spouse’s name or a child’s name or whatever, still add maybe that extra layer of protection as a limited liability company. Owning the home as opposed to, you know, on individual a supposed them owning it personally and it being a personal i said it’s an asset of the llc. So if their personal assets wherever compromised for some reason thie the property in the llc would be outside that that reach. Okay, we just have to have a minute before break. So why don’t you just give us a little tease for what? How google maps could be helpful real estate wise that i bet a lot of people are not thinking about. So, you know, you and i have always often talked about pro active research versus reactive research. A lot of what we talked about it to this point in the show is on reactive research. Well, there’s a feature in google called my math that’s going to allow you to do some pro active research to really identify you know where some of your donors and prospects are based. Ah, and i’m going to give you some ideas and had to use that particular data. Yes, much more than just putting in an address. But that’s, right. Time for our last break text to give you get more revenue because they make e-giving easy for your donors. If somebody can send a text message, they can donate to you it’s simple not only simple but affordable, secure there’s taking care of these things for you, you text npr to four, four, four, nine, nine nine that’ll give you info, and you’ll also be able to claim your special listener offer npr to four, four four nine nine nine. We’ve got about six more minutes for real estate in prospect research and go ahead, marie simple reveal if this feature of google maps that we can use in our prospect research, i’ll bet a lot of people are not aware of, right? So it’s actually called my map and ah, the earl is a little bit long, so i’ll make sure that i get it to your social media team. Or maybe i’ll go ahead and upload it wherever you’d like me to do so. But it is google dot com slash math splash about flash my math. Okay, so it’s a bit long. I wish they had it a little bit shorter. You could probably find it anywhere, you know, once you first and foremost, you’ve gotta have a google account. So first things first, you gotta have that once you’ve got that, you’ll be able tio look at all the various tools that you know that that, uh, that place that you would go to once you’re logged in your google account, if you want to access to your calendar and all those other things and other features that google offers that you might be using, you’ll be able to find it there as well. So one way or another, you’ll get to it or just google google my maps, and then you’ll get to it that way. But what i loved loved loved about this, and i couldn’t believe how easy it was to use and how awesome the results were. Uh, it will allow you to upload a spread sheet into google and google wuebben map out while the addresses in that spreadsheet. So i started thinking about this and wondering, ok, well, i could see the applique ability for, uh, for a business to do this, but how can a non-profit potentially use this particular feature? And so i was thinking about a situation where you know, you’re thinking about running a special event or you’re thinking about running a cultivation event and you’re trying to figure out, where should we hold this event? You know, geographically, where does it make the most sense so that we could get the most people in attendance at the event? So you can upload a list of, say, the donors for that from that particular county or region or state or, you know, whatever it is, uh, and it will map out for you, it will put those little you know, those little markers were all so accustomed to teo jump a little pins, write it so it’ll will populate the entire map, and then you can actually hover over one of the over one of the pins and you’ll be able, teo, click on it and it’s going to give you all the information that you have tied to that particular prospect that you’ve uploaded from the spreadsheet. Yes. Oh, right, right. So all your data that you up, right, so it’s pinning the address, and then everything else you uploaded with it would would appear when you click on it or mouse over it. Or is it one of the other day when you picked up let’s. Just be careful because of that. Here’s. The caveat that you might not want to upload that personally identifiable information. The name you might not want to write. You might want to think twice about putting in. Um, they’re full name, for example in there or their email address or, you know, things like that or phone numbers. So you might be in this situation up loading less might be better just from the point of view that, you know, once you’ve uploaded this in here, this map is then saved in google under your map. This is a map you can call up at any time. Uh, and so i’m always wondering, ok, well, who else could potentially have access to this map then? You know, in the back of my mind, this is the way i’m thinking about. So i might be a little bit careful about uploading anything beyond city and state. All right, very good. Very good admonition. Oh, so? So you can use this map to see population densities within within a state. Now, did you see any maximum number of rose that you can? You can, including your excel spreadsheet. I mean, could it be ten thousand? Can you map the whole country? I didn’t, you know, i didn’t try anything with a huge spreadsheet. I sampled it with a much smaller one, but i you know, i have tto dig a little deeper, and in google’s, they do have a pretty good help section about how to use this so they might address that there. Um, but i’m not sure if they’re gonna limit you on the size of this. Okay, that’s a great question, but also, if you are, if you’re planning a visit somewhere, you know you’re doing your well. This is summer, so you’re not doing your winter visit to florida, but whenever you have to prepare for your winter visit for florida, so as you’re doing that what counties should be visit well, let’s, upload, let’s upload on a simple spreadsheet all our florida addresses query by state nfl put it in a spreadsheet exported to a spreadsheet. Upload that to google maps and you’ll see the population densities throughout florida and you’ll know which counties in town’s teo host in and then then you could then go for your personal visits. You could map your way through through the state dry, you know, find the best route, right? Doesn’t help you with routes. Yes, like so then you khun route from one visit one of your donors to the next to the next. And get get yourself a nice, efficient routes that you can maximize your time. You know, while you’re visiting florida so that you can visit, say, you know, five donors in a day is opposed to maybe you were thinking you could only get two. Well, wouldn’t it be great if he could get four or five people in that one day? Right? Google will will route you through them. Love it, love it. Okay, wait. We just have ah, minute left before we have to wrap it up. Maria simple. What would you like to leave our listeners with so two more deuces real quick. One is if you have a lot of you run five k’s and walk and things like that and you’re not. And some of these people may not be already tied into your organization to the level that you’d like them tied in beyond their participation. So why not again? Matthau out where all of these folks, you’ve got their registration data. They’ve registered for your race again. Tie in to google maps, find out where these folks are all coming from, to participate in your five k and see how you can have some further engagement with them. Another, you know, i thought about was we have to leave it. There dahna next next time. Maria simple she’s, the prospect finder, she’s at the prospect finder, dot com, and at marie, a simple thank you so much, maria, you’re welcome, good talking to you. Next week, we’re live with a studio audience from the foundation center. If you missed any part of today’s show, i’d be seat. You find it on tony martignetti dot com. We’re sponsored by pursuing online tools for small and midsize non-profits data driven and technology enabled. Tony dahna slash pursuant, well, your c p a is guiding you beyond the numbers weinger cps dot com. Why tell us credit card and payment processing your passive revenue stream? Tony dahna slash tony. Tell us on by text to give mobile donations made easy text npr, to four, four, four, nine, nine, nine a. Creative producers. Claire meyerhoff. Sam liebowitz is the line producer, shows social media is by susan chavez. Mark silverman is our web guy, and this music is by scott stein. You’re with me next week for non-profit radio. Big non-profit ideas for the other ninety five percent. Go out and be great. Schnoll you’re listening to the talking alternative network oppcoll waiting to get a drink. Nothing. Cubine you’re listening to the talking alternative net. Are you stuck in a rut? Negative thoughts, feelings and conversations got you down? Hi, i’m nor in something potentially ater tune in every tuesday at nine to ten p m eastern time and listen for new ideas on my show. Yawned potential. Live life your way on talk radio dot n y c 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. Are you into comics, movies and pop culture at large? What about music and tv? Then you’re in for a treat. This is michael dulled, your host on talking alternative dot com. I’ve been professionally writing comic books, screenplays and music articles from fifteen years. 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