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Nonprofit Radio for November 8, 2019: 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’. Carrie is from CLC Consulting and Lara is at Smithsonian Institutions. (Originally aired 11/9/18)

 

Stephanie Zasyatkina: Process Blocking Your Progress?
Stephanie 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 from 11/9/18.)

 

 

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Hello and welcome to Tony martignetti non-profit Radio. Big non-profit ideas for the other 95% on your aptly named host. Oh, I’m glad you’re with me. I’ve come down with an applies Moses If you ticked me off with the idea that you missed today’s show buy-in bitches, I gave that title to carry Louis 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 pitching carries from CLC Consulting and Lara is at Smithsonian Institution’s. This originally aired on November 9th 2018 and Process Blocking Your Progress. Stephanie xero dahna wants you to pay attention to your organization’s workflow. Identifying and overcoming pain points and inefficiencies will put your methods in line with your mission. She’s within reach solutions. That’s also from November 9 last year, Tony said to I’m Looking for Innovators were sponsored by Wagner C. P A’s guiding you beyond the numbers. Regular cps dot com Bye Cook a Mountain software Denali fundez. They’re complete accounting solution made for non-profits tony dot m, a slash Cougar Mountain for a free 60 day trial. And by turned to communications, PR and content for non-profits, Your story is their mission. Turn hyphen to dot CEO. Here’s the buy-in bitches. Welcome to Tony martignetti non-profit radio coverage of 18 NTC. It’s a 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 Carlson. My voice cracked on knuckles. She’s the owner of CLC Consulting and Lara Koch, associate director of online fund-raising at Smithsonian Institution. Welcome, ladies. Hi, Tony. You have you both. I’m doing well. Thank you for asking. Thanks for having people Have you done your session already? Have mastered. Downside. Yes. It’s a fun from here on out. Exactly. More alcohol. Your session topic is real. Talk How? I got my leadership team toe. 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, Larry, let’s start with you. Why do we need this topic? This cop, it came out of a 10 10 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. You remember our number of radio? Was that 16? 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 it to from that session that where someone said culture, each strategy for breakfast and and it really stuck with us. And this, uh, 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 body and everything would be okay. But how? You know, how is it possible and I feel like Carrie and I are living proof that it it is possible. It’s a lot of hard work. And it’s, you know, there are strategies that we’ve both employed to make things happen. Okay, Carrie, you want to add something to the introductory remarks? Sure. Eso like Blair said, I mean, every single time we speaking unconference together how to get your boss Thio let you do the things you want to. D’oh! You’ve covered this topic multiple times. Yeah, Yeah. Even if the session doesn’t start out with that, it ends. 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 OK, 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 Claire said, it’s something that, um, 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 mavens. We try where buy-in buy-in matrons not think of a good alliteration to go with buy-in buy-in. Your brother’s bad. Okay? I feel like we could use the word, but I’m not sure we can say it. I love it so And 10 19 we’ll be back for the Tony. You’re setting us up. Please do it for neo-sage back. We’re coming back. I don’t regret it. Okay. Good thinking. Okay, okay. We got tactics. You got strategies we get. All right, So the problem is 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 be our immediate Totally. Because, you know, they’re getting that pressure from the executives. You know, they’re the ones often in more direct contact with them. And so when you bring an idea to them, they’re thought goes there having the same thought. I’m gonna 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 needed. Just it’s so hard to overcome that initial that initial. No, wait, you hardly even heard anything. I I hardly even made my case yet, and it’s already a note and then try to overcome that. It’s very, very hard and because, uh, because non-profits tend to be such a hierarchy and there’s so much emotion and passion in the work, we d’oh money. People hear that. No, and they back off, They’re done. You’re making a point. Well, I also want to say like one of the things that I was able to show is 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 on advocate and a, 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 11 years I was there it was just there. There’s different priorities. Different, you know, generations. I was going to say that, but no, it’s true. I think generations, 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 C level executives who have been there for 20 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. I think so, Yeah. Okay, so, yeah, let’s start 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 consistency in your own messenger. Yes, exactly. 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 gonna 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, Carrie and I got the idea of basically going in really prepared, you know, anticipating questions and push back into anticipating the no, um, and coming up with strategies to see no say, Here’s how we’re going to do it. Here’s what we’re gonna do If we fail here, is gonna do it 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’ll see how it goes, you know? Can we test it because the data will out? I told the group like I love one. Tests 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 gonna let it go. And that’s why you know, But at least we got to try. It’s time for a break. Wedding. You’re CPS. Does your accountant return your calls and e mails? Do they keep to their deadlines? Do you like them? Are they nice people toe work with? Are they keeping mistakes to a minimum? If these aren’t all yeses, then maybe it’s time to look for a replacement. You know, a partner at Wagner cps euh doom. But on the show many times. Gonna be coming back early next year. You start at wagner cps dot com, check them out, and then ring him up. Give him a call. Talk to eat. See if Wagner can help you. Weather cps dot com Now back to buy-in bitches. And how do you feel with your respect your relationship with your boss? If you advocated for something and it failed Oh, I can talk about that. Please. Uh, this happens a lot, and it’s so important to be comfortable with then and accepting and 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 mind set 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, Yes. And building on those small, easy wins, 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 that she was gonna mention about giving Tuesday where she was convinced something is gonna 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 you know it’s OK s O. I don’t exactly This is Yuri. This is your permission, right? I’m a gullible. 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. So I said, where were you with the duck 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. Uh, well, they gave away maybe 100 of them. There are still 3000 of them in someone’s cubine hsus. And, um, 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 that’s not the reason you’re no longer. I hope not. No e-giving Tuesday debacle. But I know those bulls are still sit here, and And we were, Yeah, you somehow. Yeah. Um, 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 with it that the main society together, both of us did leave because in the end, 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 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 we 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 causes. 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 word non-profit work really interesting. Um, and 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 to change. All right, Yeah, let’s go into more more strategies. You got you got one. 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, Kerry 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 thio. No, you And with that comes trust and build a repertoire, and all of that’s interesting. My last conversation was 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 was. I’m a Mom, I 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 Thio be seen there. Yeah, yeah, yeah. And that’s nothing where that generational shift really comes into play, Maybe we’ll all be remote employees, you know, 15 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 depends on organizational culture. Even that’s what this is all about. That even Trump’s age. You know, if the organization has a culture that empowers virtual employees, then then they may not have. The sheriff thinks that you’re talking about Carrie. Exactly. You’re right. It’s organizational culture. Yeah. Okay, let’s get aboard more strategies for challenging your boss. Well, you suggested Maybe it’s a no end. No, but we could test. That covers sort of the challenge of overcoming the know whether the techniques 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, eh, 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. Um, Carey 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 vanity metrics, which breaks both mining carries hard, defend any social metrics. But if you can weave those in with the data that also matters is relevant Exactly, you know it is that you train them over. They will care about that spoonful of sugar that makes the medicine go down. You have 12,000 followers. Okay, We’ve that in exactly? Yes. Yes. You know, we, um example that leaves them, give them some of what they want. It’s like capture their attention. 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. 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 1st 6 weeks of that donation button B On the sight, we saw 6000% increase in donations. Those numbers were super tiny, but 6000% wrenching 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, Oh, we see university’s doing days of giving everywhere Just just do one Ah, and it has to be in restricted. We love unrestricted fund-raising. But we knew a day of giving out of nowhere in the middle of what is our biggest low month around spring March was going to be a hard sell. We knew we had a restricted program that, uh, you know, touched on all the things that that our constituents love. That hsus being pets, being people’s relationship with their pets, helping people in underserved communities get vet care for their pets. We put together a PowerPoint that laid everything out from start to finish, including a mixture of vanity metrics and actual Mex tricks and things like, Here’s what we do. If we fail, hears we do. If we succeed. We went in armed to the teeth, saying, OK, we’ll do this, but 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 and 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 we did it. We did it and it was a huge success. But half a $1,000,000 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 to and confidence evidence. That’s a tough one for a lot of people. Talk about it more, I think, because people are afraid of being told no or that’s a bad idea or they’re just afraid of the rejection, kapin or failing on. And 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 to 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 and I had we had 67 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 ah, 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’re doing it every single day. That’s the confidence you need to go in with you. You need to embrace that. Yeah. And say we were going to do this. Like when? When I decided that it was time to pick up the Web site redesigned at 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 had really like to redesign the website. What do you think you know? And that also helped him because it’s like I’m not going to 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 is 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 hopefully in the future. But, you know, I would love that 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. Um, you know, we both have different strengths. Um, and, uh, you know, we were able to move mountains at a place that is, um, like I said, it’s old school. It’s old school. No, it sounds like you suffered together that there’s this recognized social science concept. I learned it as a brotherhood of suffering, but it could equally apply as a sister of suffering. Prison isn’t. I don’t mean to analogize hsus prison, but prison is an example. We’ll take it. Okay, Um, I have something I want to chat with you. Uh huh. Because I know somebody very senior there. Um Oh, so, President, imagine what you’re suffering together. You that the common suffering day in, day out creates a bond. Sounds like that. Well, that was another one of our tactics, was yes. Was creating like a whole back-up napor greedy. Well, 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. You build them within the department and you do create this bond and use the 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, they’re they’re they’re doing different work than we are as their manager. 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 Oh, I would roll out the scroll. It will 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 to, you know, be in this middle management role like I am, and I want to be able to that my team feels empowered to do that. And I think right now there are still ceilings that prevent that. Um, and the, uh you know, non-profits again? Have you know we intend to respect the CEOs 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, um you know, it’s if you’re not living it, you’re not truly understanding it. And until executives 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 leadership role at HSUS. It sounds kind of silly, but I gave each one of my employees their birthday off, and that’s really cool. They get Thio, 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 It’s a culture of falik Alana non-profits work always on you to be seen. 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 to. That’s what you have to d’oh in order to keep doing off this world. Also, this idea. Please hold your don’t lose that thought. Think this idea of doing as much as you can within your within what you do have, within your purpose exactly what 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 a badge of honor that I wear is I was in a in a meeting recently with a strategic planning meeting with a lot of different people. Of course, the organization many, many of them hyre level for me, and at one point someone stopped me and said, We know how you feel about email collection. Lara 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 email, 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. Um, we tend to come off more, is just assertive versus aggressive. But, you know, I I 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 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. Um, you know, it’s a skill that I’ve tried to learn, and I’ve tried to give to my team a CZ Well, because you know it, we’re all in these cruise ships on. We’re trying to make these turns all the time, and things move very, very very slow trying to avoid thinking. Yes, for this experiment is trying to avoid a bow shot. Okay, we’ll leave it there. You threw a terrific Great Thanks. I love your energy. I feel that I feel the bond between yes buy-in riches here. First they are Carrie Lewis Carlson, owner of CLC Consulting on Larra Koch, associate director online fund-raising at Smithsonian Institution We are non-profit rate week are non-profit radio covering 18 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. My pleasure. Thank you very much for being with our coverage. We need to take a break. Cougar Mountain software is designed from the bottom up. Four non-profits. Simple to use phenomenal support. Can you say that about your accounting software? If using QuickBooks Quicken Turbo cash Workday zoho yet yet yet give it a test ride. Cougar Mountain has a 60 day free trial. You’ll find that on the listener landing page at Tony. Got em a slash Cougar mountain. Now time for Tony’s take two. Are you an innovator? Are you bucking conventional wisdom on tradition, perhaps tackling something differently? and showing success. That part’s important, the success part. If so, then let’s talk because you might be part of our innovators, Siri’s that, uh, I’m gonna be hosting in early 2020. If it’s not you, Do you know an innovator, innovative colleague friend, you or they get in touch with me? Um, use Tony at tony martignetti dot com, please. Or they can use. Or you use the contact page at tony martignetti dot com. I want to be innovators, people tackling things differently and succeeding at it. Doesn’t matter what the subject is. Program fund-raising Marketing Brand Identity Boardman Ege Mint If you’re an innovator and you’re successful, please get in touch and that is Tony’s. Take two. Now it’s time for process blocking your progress. Welcome to Tony martignetti non-profit Radio coverage of 18 90. See the 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 is a Sakina. 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 thing? This topic. Why do we have to talk about this wire workflows in Borden? So we are, ah, small agency for, um, case management system Bird non-profits. We work in child welfare, and what we do a lot is implement the software with the agency. Right? A lot of these agencies do they struggle with understanding what they dio. It’s like you do it on a regular basis, but you don’t know certainly know how to communicate it. So when you’re putting it into, um 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, or so what way 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? They’re be able to communicate where they’re at to understand where they want Todo processes their workflow there. We’re talking about the stuff they do day today. Yes. Okay. Um how do we help him do this? How do we help them? For what are we looking first for the pain points or we’re just trying to understand what the flows are first. Yet trying to understand what the flows are. The pain points often come out that 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. Thio Question time, boy. Something radio Make sure. Do I understand what you’re saying? Yes. Uh, yeah, I do, 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? It’s not super unconference it. Oftentimes 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’ve 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 a reason of their process. Yes, 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. It’s not the technology. No. Well, I mean, it might be the technology I sometimes astrology is erroneously blamed. Yes, absolutely. Absolutely. Because they’re not really sure what the process is and where either pain points are where, maybe even where they’re successful in something. And what do they want to continue to keep when they move to the next? The next piece of software okay, Thistle relates down to efficiency, right? It’ll be more efficient, effective, right, and we don’t 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 gonna like help with the bottom line and with staying in budget. But I think duitz does your process actually reflect Your mission is important as well. So there are definitely things where we’ve done internal processes for my organization that we’ve changed in 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 and to really like, partner with them and work with them. So we’re actually work. We’d 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 going to be a value for your organization, but does it mission this mission suddenly All right. So if we do want to identify our workflows and then pain points emerged from that what way have technology? Torto, you said. Based on discussions, how do we start to work? How do we stop the map? Are flows rate of information and work through the office. So we actually like in the workshop? What we’re gonna talk about is you have done your job. No, it’s tomorrow day. So you’re still 1 30? Still thinking about it? Yeah. Always thinking about you have already finished there. Right? Right. Right, you have? No, not yet. No, I’ve still got to get used to be good tonight. Last finales. So how do we get this started? So the way that we like to do it, we watch. There’s this really excellent Ted talks by a man named Ted. Ted, Tom would Tom Logic. And he talks about taking a really simple process so that people understand why it’s even important to due process mapping. And and, um, he does it with with toast, right? So something that we’re all fairly familiar with it. How do you make toast taking that? And so that’s what within the workshop we’re going to do is diagramming toast to get people all on the same page. We understand that were regularly building process, and then um It’s interesting, cause then every every piece of every action item that you would d’oh to move your process from Step 12 step see? Okay, you will. You can 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, demanding you to another 12,000 people who move, some of whom may be here. But not all of them, obviously. So they’re not going to see your toast Diet totally work, but this is something you 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 some taking information from Jessica and bringing that in, but well, how do you get that information? Well, I just call her up All right, send 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 and see season. Doesn’t know that’s going on. Exactly. Know, they don’t know. We’ve had a client recently That your name is Jessica. I don’t even know. I was pulling around in a minute, okay? It was random. I don’t think you’re just Thank you. Is that we have a client that literally walks from their office paperwork over to another office. They literally walks were like this. Amazing. Or to save 500 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, if your fitness. Yeah, Um, so in the room, we have a whiteboard, and we have post it notes that we all the stakeholders and all the people are stakeholders, people doing the work. People doing the way also have senior staff. All right, and we’re taking a process. Like what? How do we define a process? So I I like to think of it in, um, sections so don’t think of it necessarily likes top to bottom. Group it into, like, parts of the process. So make it understandable and relatable really quickly so that you can start Thio drilled down more into more complex processes because a lot of times processes are nested. Right. So, um, during a licensing process, let’s say you would. Part of it is seating 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 gonna, like take it up to the state. Okay, there’s lots of different processes. And before we just say, OK, we do 123 That might be a good way to go about it is just ordering what you can D’oh. I like to section it so that it’s more manageable chunks that make sense. Okay, of course. And then and then put the chunks together. Yes, well, 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 licensing is 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. Um, we then can use it. Use that on a sticky note, and talk about that is like, how is that getting done? Is that sent the email or we mailing? Why would we male versus Versace sent an 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 in that pack. It might be, You know, there’s things that start to come to light that aren’t necessarily known by everybody, as as the stakeholder. Everybody who should be in the room. Okay, um then after we’ve we’ve done our map of the process. What are we? Well, you said 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 14. Bank points are going to emerge, and that’s where we can maybe applies in technology. Thio make things more efficient for us. Certainly. Yeah, or at least change the 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, too 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 feel right. Um yeah, white hair. I believe I can pull this thing off your clothes. I have his white hair on my sweater. I can’t get it off because it’s so close. I can see it so close by you see a double and I kept grabbing the fake one. All right, I got it. Ah, little host. Digression. Okay, so there’s more to say about this, so I know part of your presentations will be mapping toast journey, but we don’t We’re not gonna do that here. No time for our last break. Turn to communications, PR and content for your non-profit. They help you tell your compelling stories and get media attention on those stories all while building support for your work. They do media relations, content marketing, communications and marketing strategy and branding strategy. You’ll find them at turn hyphen to dot CEO, We’ve got butt loads more time for process, blocking your progress. But we still have another, you know, 10. 50 miss together. So what are we gonna whatmore do? Small and midsize non-profits need to know about this. The workflow process, uh, so that they can scrutinized their own. I mean, it’s it’s important. No know, going into it it it could 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 and it’s ah, like and 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. Um, and it also brings an 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. A little skeptical that gonna bring all this out. Okay. All right. So go ahead. You the facilitator get us started. So the first part of the program are the exercise is going to be thio, actually. Diagram, toast. 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 use the toaster. In other countries, they use a saute pan. Um, 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, um, very people centric. Some people are very, very detailed. Some people keep it real simple. Well, I mean, included in this, you have to go to the go to the pantry or the refrigerator where you store your bread, right? You got to get you to get the substance for some people may not remember that step. And what’s interesting I actually just spoke with a client is very good that I thought that’s absolutely Yeah, I appreciate that. Okay, So, um, so I just spoke with a client 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 how people think, like, 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 to have the jelly Neto have the toast. They need to have, um, the plate. Right? Whatever reason Plan is a planner and that opened her eyes to how to better communicate with that person because not everybody comes in it that way. When I draw the toast, I get the plate in the middle. I also like we always joke about 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. Okay, Okay. All right. So Okay, so there’s other value in this duitz. Yeah, in terms of understanding people’s work personalities. Exactly. All right. All right. What We teach us that little more. It totally. But I want value. Not just, you know, not just filler. So, um, what else? All right, So, you know, in terms of 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 work of almost taking notes. All of the action items, all of the action items. So refrigerator walked to the refrigerator, 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 pantry to store all these things, right? So, like, how can you make that part more efficient? Sometimes your eyes roll the back of 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. You know, I do a lot of weight. I don’t just recently started doing have been not crossing, but it’s like they’re rolling back like a stroke. How do you 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 do it consciously. But I’m thinking, Yeah, it’s going real time. I let it go. One person let go. But now you’re gonna call it out. Thanks. Probably nobody noticed. Well, everybody’s gonna know my eyes turn away Another 12,000 pod castles. They definitely did not notice. Okay. All right. So you have fun here non-profit radio because you’re not gonna have fun. Then why the hell by d’oh bother. I dragged my ass over here. That maybe I don’t. I always, you know, Thio, New Orleans, great city. OK, I know it is, but I wouldn’t have been here if it weren’t for ntcdinosaur you probably on a beach in North Carolina. Yeah, anyway, okay, that’s a host aggression again. Um all right, so what the Post it note stage every little step and then you can decide Reorder you can 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, um, my team member created a diagram on, um, some program, right. So it’s got the arrows like Power point or something, right? Like she did this. All this work to make this process look like that unless likely to go in terrible her work. But sticking notes are really easy. They’re 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 amglobal wants? You’re putting them up on the board, am tryingto rationalize them all into the same process. Exactly. But some people, some people have some steps and other people skip those steps in Italy, they might not plug in the toaster. Nothing’s gonna 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 boulder 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. Okay, Is there a step for no? So that’s that’s the exercise. But then the thing is, is guest set for, I guess. Yes, Retract what I said. Yes, there is a Step four is to do this with your own processes, right? So to 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 can sticky. Note it. You can work together and bring in where What? The program manager believes that the processes 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, um, connecting that process with the case manager with social worker. All these people are 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 ah 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, um, 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 and 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 rationale for applying this process. Absolutely. That process applying this this exercise to that process. Okay, okay. And really, I mean, Tony, you can also mean we’re always doing process. So I love this book. Um, I might get the title a little bit wrong, but it’s like the life changing magic of cleaning tidying up, and she actually discusses process in our life. It’s just like spring cleaning every year. But she organizes, um, 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 talked about the mission is like holding it up to you. Don’t feel joy when I touched this item. If no, it’s gone. It’s no longer part of the process. So, 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 your mission and even even the mission or the mission of whatever project you’re working on, right? So if it is your donations and acknowledgments, you’re wanting to get those out. How? Making sure that that aligns with how you run your organization, the values of your organization, how you value your donor. Okay, Because a lot of times donors are multifaceted and how they work with your organizations. 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 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 sue and whatever, whatever this process is that your being interested. Really? Really. This is organizational introspection, right? I mean, that’s the way I see it. You’re 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, um, 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, um, sometimes your mission might be stale. Your, um, people aren’t feeling it. I mean, you just have a sense if you’re in the organization. So wishes it’s out of the mission is Dale. It could be 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. Or or you may have strayed from it, diluted it or the mission itself may require evaluation. Rethinking? Absolutely. Yeah. Okay, that’s a very healthy exercise. We’re gonna leave it there. Ok? All right. She is Stephanie newsjacking and she’s director of Reach Solutions. I said it right tonight. Bear close. Yes, 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 18 NTC next week. What business is that of yours? If you missed any part of today’s show, I beseech you find it on tony. Martignetti dot com were sponsored by Wagner. CPS Guiding YOU beyond the numbers bruckner cps dot com But koegler mathos software Denali fundez they’re complete accounting solution made for non-profits. Tony dot m a slash Cougar Mountain for a free 60 day trial and by turned to communications, PR and content for non-profits, your story is their mission. Turn hyphen to dot CEO. Our creative producers Claire miree off Sam Liebowitz is the line producer shows Social Media is by Susan Chavez. Mark Silverman is our Web guy, and this music is by Scotts. Dine with Me next week for non-profit radio. Big non-profit Ideas for the other 95% Go out and be great talking alternative radio 24 hours a day. Do you run or are ready to open your own business? Hi, I’m Jeremiah Fox. I’ve been operating an opening small business for the last 25 years, and I’m the host of the new show, the entrepreneurial Web tune in every Friday at noon Eastern time. for insights and stories on the nuances of running small business right here on Fridays at noon talk radio dot N. Y c. I’m the aptly named host of Tony martignetti non-profit Radio. Big non-profit ideas for the other 95% fund-raising board relations, social media. My guests and I cover everything that small and midsize shops struggle with. If you have big dreams and a small budget, you have a home at Tony martignetti non-profit Radio. Friday’s 1 to 2 Eastern at talking alternative dot com. 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Nonprofit Radio for April 27, 2018: Big Impact

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Vivien Hoexter: Big Impact

Let’s learn the best ideas from the brightest leaders in social change. Vivien Hoexter is co-author of the book “Big Impact” and she shares lessons and reflections from the authors’ interviews for their book.

 

 

 

 

 


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Oppcoll 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 uh feels so good to be back in the studio and i’m glad you’re with me. I’d be stricken with pro doth ecosystem if you tried to infect me with the idea that you missed today’s show big impact let’s learn the best ideas from the brightest leaders in social change vivian hoexter is co author of the book big impact, and she shares lessons and reflections from interviews for her book. Attorneys take two my number one eighteen ntcdinosaur away we’re sponsored by pursuant full service fund-raising data driven and technology enabled tony dahna may slash pursuant radio bye weinger cpas guiding you beyond the numbers weinger cps dot com and by tell us turning credit card processing into your passive revenue stream. Tony dahna em a slash tony tell us, oh, it feels so good to be back in the studio and to have a guest in the studio, she’s vivian hoexter she said, in your life, it’s unbelievable she’s right here during extra she’s, co author with linda hartley of the book big impact insights. And strategies from america’s non-profit leaders she’s a principal also with linda hartley of h two growth strategies. I’m gonna ask her if she does anything without linda hartley on if they’re married or they’re married to each other’s brothers or something, i don’t know. I’m also talking about this company name. I think you blew it, but we’ll get to that. So what do vivian and linda do in h to growth strategies? They advise non-profits and foundations in strategies, effective marketing and increasing revenues both earned and contributed. She also coaches executives. She was ceo of gilda’s club worldwide. No, them the red doors. Everybody knows them. They are at h two growth strategies. Dot com. And she is at the hoexter. Welcome, vivian hoexter. Thank you, tony it’s. Great to be here to pleasure. Pleasure to have you in the studio. Um, this book you you interviewed lots of people. We did hominy hominy non-profit leaders. Did you seek out near it? Turned out to be nearly fifty. Fifty. Okay, but the cover only has twenty one pictures. This is at the top twenty one of the fifty. Those air. The twenty one who are featured those eyes that how it works. Okay. Those are the ones i read about that air featured. Okay through. But then you had quotes from another thirty nine that’s that’s. Right. Ok, over how many years you you talk to these people. So the process from start to finish took us about two years. Yeah, the hole in the process of interviewing and then writing and editing and publishing the book. Now, how do we know that you’ve got the best fifty non-profit minds? How did you select out of the thousands that are available? Really? Well, i have to say it’s a highly was a highly subjective list. Your friends. Well, the ones that would meet you on your timetable. In some cases, we knew the leaders before we approach them. But that was a really not very many of them did we know. So we really wanted to get a kind of a sampling of folks from the different, if you will, the verticals in the nonprofit sector. Because if you look for books on leadership, you find hundreds of corporate books, but not very many non-profit books. And when we looked for non-profit books on leadership, we found one for christian leaders, one for jewish leaders, one for museum directors but not one for leaders who who work in any number of health, the environment, education. So we really trying to get a broad sample of missions on dh and segments? Okay, so you thought through this project we did, you know, this is not just slapdash. No. Okay, throwing together. All right, so the book is worthwhile. All right? Make sure we got the brightest minds were going to talking for an hour. I don’t want to be talking about advice from lackluster, you know, lackluster leaders. We we wouldn’t really wouldn’t dream. I don’t have any poor performers. No, no, no, no. Okay. Okay. Um, now you you mentioned before we went on air. You’re back in your neighbourhood. This is the west seventies. Very comfortable to you. Yes. Yes. I love for fifteen years. A life experiences, right? Yes. Within a few blocks. Yes. Yes. Like a trip down memory lane. All right. You said you said married, you say born know you weren’t born here? No. Married? No, no. Married. Oh, signore e i was single. And then i was married for the first. Time. And then i was divorced all within a few blocks of oil within a few blocks from here with studio in west seventy second street. Alright, cool. Any places? Look familiar. The bank on the corner chase bank that’s where you had to divide your accounts, it’s. Right. You gotta go in there and get them to separate your mind’s. A nice that’s, a that’s. A lovely memory. Okay. Any other? Any good places? Oh, there’s. Some wonderful shops on columbus avenue. Top shoes still here? Oh, yes. Here’s to shop. I used to shop it. Tip top there. Good. Good place to share. Next-gen shoe store. What are they? Are, by the way? Yes, i have a couple of shoes on the shoes of the boots i’m wearing today. The rain boots i’m wearing today. Tiptop shoes shoutout to them. All right. So that’s free free media for them. All right, let’s, go back to your book. So you break it down into like you have. You have a lot of interviews and you break it down into subjects. And then you and you and linda comment on, you know, like leadership and getting your house in order. And being persistent. It’s okay, so, uh, i was certainly going to give you a chance to talk about what what’s tops for you. Like what stands out for you, but i come first. Absolutely. Eyes your show. Thank you. Usually i have to say that, you know, i have to remind guests i appreciate you’re acknowledging that without prompting leadership. I like talking about that ship leadership section. Um, you get some advice from ah, a few people have been on the show. Actually, henry tim’s has has been on the show. I’m working on getting him back as he has a new book. You know it as new power. Yes. Because if i’m going to figure out what new power is, yes. And here how you can embrace it, own it. So we’re working on getting henry times, of course. He’s the i don’t know if it’s ceo whatever. Executive director of ninety second street y. So he says he wants you to build your your your your emotional intelligence as a part of leadership. Talk a little about being that humanists. Yeah. So? So you asked me what was what stood out for us or you said you were going to let me know about it. Comes if you if you can blend them together. That’s very talented. Right? So, in fact, the thing i don’t bother asking you later, the emotional intelligence of the leaders we spoke to was really, really striking tow us really striking. So and henry tim’s, i mean, almost to a person. And even if they admitted to not having been so emotionally intelligent when they were younger, they really, really focused on becoming that. And they clearly were they admitted when they were wrong, they were able to turn tragedy into something greater. They they were working on diversity, equity and inclusion, even if it was uncomfortable if they were white males, for example. Eso so they really they really exhibit kind of the into a great degree. The characteristics that you would want in a person you worked for. Yeah. Admitting you’re wrong. Yes. A bunch of people have touched on that. Yes, being having uncomfortable conversations. Ah, sharing with staff when you’re not confident in something. Yes. You know, thing you want to flush out about. Why that makes you a good leader. Well, i think it’s it makes you a good leader in the twenty first entry? I don’t think it probably did in the past when leadership was about command and control and right, so but but in the twenty first century where we’re now yeah, thiss current yeah, where information is so readily available to everyone. Ah, it’s really important to be honest and vulnerable with your staff because they’re they’re probably going to find out anyway, if you yeah, no, i’m sorry. I raised my she’s. So, like, i wanted to say the s o r scared her by raising my hand. Yeah. People think that vulnerability is a sign of weakness. I think it’s actually sign of strength. Yeah. It’s a sign of confidence that you are willing to be vulnerable in front of staff and audience. Whatever, right, but that’s because you’re a modern man. Thank you. All right. And that we got to go for a break. You believe that? All right, hold that thought were gonna come back to that. That immediate thought we’d take a break. You’re tuned to non-profit radio. Tony martignetti also hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a quick ten minute burst. Of fund-raising insights. Tony’s guests are expert, really, all the fund-raising issues that make you wonder, am i doing this right? Is there a better way there is? Find the fund-raising fundamentals archive it. Tony martignetti dot com. Now, let’s, go back to vivian hoexter. All right, so what was the last thing you said? It was a very poignant sentence. You said that? I said you’re that’s because you’re a modern man. That was it. Yes. That’s. Right. That’s, right. Thank you for refreshing my recollection. Yes. Okay. We’ll come back to that point a few times. Um, yeah, no, but i think vulnerability is a very good sign of confidence and strong leadership. I mean, in front of an audience or your staff or whatever, you know, it’s. A sign of strength and confidence, i think. Right? Right. And i think so too. And so do i. The leaders in the book, i would say not everybody believes that, right? And in an hour analysis, this is one of the things that really is a sign of emotional intelligence and of being a great leader for the modern, for the modern non-profit and i would argue corporate era. Okay. Excellent. And self awareness, too, i guess. That’s all rats wrapped up. Really in every yes, right? Yes, i do. I do. Okay. Um, so we’ll see if it’s, uh, exploring there’s some, uh, there’s. Some thoughts. About exploring life and work you you make some points about be an explorer there there’s some advice in the book about not following the path that others follow right out of college, you know, follow your own path, but but you and linda also have some commentary on being an explorer in life and work. Yes, so i think a lot of a number of our leaders said you should really make sure that when you’re in your twenties, you get out of the environment in which you grew up and go somewhere else. So if you are not able to go overseas, go to another state. If you live in the north, go to the south if you live in the south, go to the north because the experience of living with and working in another culture really is a huge benefit to developing that self awareness, the cultural awareness that is so important to being a leader in the global economy. How does this help you? I’m not. I’m not opposed to the idea, although i’d rather see more people from the south coming north than me from the north going south, but i know how is this how this help me, um, expand my my leadership capacity. So when one of the traits of leadership is to be able to put yourself in the other shoes, at least i think so. And if you take it, if you take yourself out of the environment that you’re most comfortable in that you grew up in and put yourself elsewhere physically, right, you’re going to be with people, even in the u s if you move from the south to the north, who are different from you, who think differently dressed differently, have different pastimes, and certainly if you go abroad, you’re going to be in a completely other culture. So i worked for eight years for f s intercultural program, american field service school, yes, so so i have a really bias on this one. I’ll admit that i that i think that the people who are best able to deal with others and persuade them inspire them, lead them lead change with them are those who have really gotten out of their comfort zones when they were early in their careers and go on elsewhere to live in work so they know how that feels to be uncomfortable. So so that encouraging others to do it in your work let’s test something that we haven’t done. Let’s try something different. I wanted we’re gonna explore a program that we have done, etcetera. You know what? That vulnerable vulnerability. You know what that feels like? Yes, yes, because you’ve lived it correct. You live that incredible discomfort of being a stranger in a foreign land. Someone else who’s been a guest on this show that you, uh you profile on dh interview is are you finger? We love our yes, i do too. Ceo of do something dot or ge i’ll take over from nancy lublin. And then now now also, of course, they’ve spun off t m i and she’s isn’t she the ceo of tm? No, no she’s only do something you know. She’s ceo seo of cm ilsen ceo and chief old person. Old person. Okay. Okay of both. Yeah, so she she admonishes may be too strong. I don’t know. She encourages mentor ship finding a mentor. Yes, finding a mentor when you’re getting started and being a mentor when you’re in the ceo ranks or as you’re working your way up oppcoll what’s what’s the value to the leader let go because we’re looking at from leadership perspective what’s the value to mentoring the value is number one you’re reminded where you came from and if you’re supervising younger employees, which you almost certainly are that it helps you to be helping someone who’s trying to get a job somewhere, it helps you to remember what it was like mom or empathy on dh on it also, honestly, to be a mentor feels good. It’s it’s ah it’s a way of passing the torch not passing the torch. Exactly it’s a way of paying it forward, if you will. On really making sure that the next generation of leaders has the same has has the benefit of your wisdom while you’re still alive. Yeah, yeah. All right. How about for people who are younger, what’s the value of having a mentor. So it really? You know, parents often tell their kids what not to do because they did it, and we’re sorry to do it. So you have to be a little careful. I think because you want to help young people avoid some of the mistakes that you made when you were early in your career, recognizing that they’re going to have to make some themselves. You can’t prevent them from making some, but if you can point the way and if you can help them build their networks, which we all know mean, networks are just critic critical for growing up. So if you want, if you want to continue in your career, you need tohave ah, robust professional network. Yes, yes, and a strong and powerful mentor who has lots of relationships from having been in the field for a long time. And if that person is generous and willing to share some of those relationships with you and introduce you to people that’s, one of the greatest value used in mentor ship should you pursue a mentor? So now i’m looking at it from the person younger in there non-profit career who’s in your organization or no, you should really go outside it’s kind of hard to open up to somebody because they’d be senior to you, right? That’s? That seems a little counterproductive. Yeah, i think it. You really have. Tio. If you want an authentic mentor relationship, you have to look outside organization. Um, any what? Would you like to say now that now’s your chance now, it’s all you saw your chance, spotlight is on you. But leadership, anything you want to you want to add about leadership that i didn’t didn’t strike me? No, i think what i want to do is talk a little bit about what happened after we did the interviews, right? Because we had all of this material, right? And from having talked to nearly fifty people and there’s a fifty or nearly fifty, now you’re hitting on your head now is forty seven, but nearly fifty sounds, you know, more rounder, right? Yeah, i know, but originally we sent fifty no it’s, not fifty it’s forty six, forty seven, forty seven near severely restructure precision. Provoc absolutely, you read twenty one profiles in the book, which is which are excellent, and then you’ll get you’ll get quotes from an additional um however many eighteen, twenty, twenty, twenty eight people. Oh, that would be forty, maybe forty nine, twenty six people. All right, let’s. Keep it straight on non-profit radio. Yeah, absolutely. Don’t let the clothes confuse you. No. Nor the guest either. Okay, so the so we had all this material, this wonderful material, and we and we knew the book was about leadership because that’s what we set out, that the questions that we asked really were about leadership, but we thought, oh, go boy, the book has to be about something mohr than just leadership. And so what we discovered is that the book is really about the good news social change, it’s about the how to make lasting positive social change because many of the leaders we spoke with are actually doing that every day, making positive social change, often without a lot of fanfare, because it’s the non-profit sector and no one has the money, the advertising budget that a coca cola or pepsi has on dso. So we wanted to do a couple things. We wanted people to recognize that in a time when there’s lots of not so good stuff happening, that there actually is a lot of a lot of good stuff happening. We wanted more people to know about that good stuff. Ah, and we wanted people to be able tto learn from the steps that these leaders outlined for us that became the principles the seven principles that bracket the book. We wanted people to be able to learn from that to make change in their own communities, let you know. I mean, if if they’re working in their own communities, it could be their states, their countries. But the idea is that there’s practical knowledge to be gained here as well as sort of principals. And what have you? Yeah, no. And, you know, i like to details. I mean, that’s. Why? You know, like, you know, like, find a mentor. Yes. You mentor? Yes. No. Up your game in. Ah, in emotional intelligence, etcetera. Yeah. All right. Um, could we, uh i’d like to ah, talk about getting your house in order in your own organization, upto up to where it should be, right? Principle number two yeah, why don’t you? Why don’t you overviewing that on dh? Why it’s important to walk the walk? And and then, you know, i’ll ask you, i ask you something that stuck out for me chur so what? What our leaders told us and we really pretty much knew this already. So it was great to have all these leaders saying it is that if your organization is really functional and and a good place to work in all the dimensions of what that means, then it’s going to be much easier for you, for your organization to be innovative and to have employees who stay in the organization rather than move on so quickly. Eso you’ll get good, organise a, you’ll get good institutional memory and it’ll just be easier to make the change that that you wish to make. That to achieve your mission, it’ll be easier and more effective. Ah, so and again, you know, getting your own house in order, it means a lot of things, right? So we have a sort of a selective list. You could list many, many, many things that a leader should do to make sure that his or her house is in order. But some of them include, and this is this is kind of dahna a stereotype recruit talented, passionate employees. Ah, and then retain them. Ah, make sure you have a number two. Even if that person is not the obvious successor to you. Ah, those kinds of things, right. So in the kind of the human resource is sphere, right? We thought these were really, really important. Make sure that that you’re working on diversity, equity and inclusion. This is a ah something that all of our leaders are focused on on as a routine part of there. There there work it’s, not sam paine, no campaign for divers. So it’s just ongoing, always evolving it’s always part of their hiring and retaining. Yes, this is another thing that really struck us about about what the leaders were saying is that they had you had to start somewhere when if you’re working on diversity, equity and inclusion, and usually you had to start at the top, you know the ceo to be the one to be the catalyst for it. But then you you could never stop. Ah, you and you had to keep addressing it from different angles and different levels of the organization, and that was something of a surprise to us. One of the people suggest hiring people that are smarter than you and including for your board, and he says, i don’t remember who it is but he says everybody around him is smarter than him and again, including board again, you know, that’s that goes back to vulnerability. I mean, obviously these things overlap, but, you know, getting talented people who fill gaps, that of knowledge that you and the institution don’t have. Yes, it takes a lot of humility t be able to really do that, you know, everybody says, i have to say it, but it is much harder to do in practice. You really have to be vulnerable and humble to be able to admit that you don’t have all the skills and you certainly don’t have a lock on the intelligence. Ah, and that seems to be it seemed to us to us to be a theme you mentioned the hiring and terror this one i do know came from tara berry, ceo of national costume. Kartik latto court appointed special advocates, and it was interesting, very poignant that she herself was a foster child. I did some training for a casa in aa in albuquerque, new mexico, someplace many years ago. It’s, um, plan giving training. She likes the idea of having a siri’s of interviews to demonstrate a candidate’s commitment. We thought that was brilliant. You’re dragging them through? Yeah, yeah. You know, you keep showing up. If you have the patience for this you can tolerate. Our work? Yes, yes. I thought that was really, really interesting. It’s, part of the hyre slowly fire quickly, right? But it takes hyre slowly to a whole new level right where that you should you keep creating excuses for the person to come back? Of course, it’s of course you planned it out, right? But they come and they talk to one person and then they come back and they get a tour, and then they come back and they talked to another person. Then they come back and talk to a volunteer. Or or and and the idea is that if they and particularly the young person, that if they have the patients to stay with you through a process that takes a couple of months, right? Oh, interesting. Yeah, there are a few weeks a few months that that this that this could really weed out some of the young people who just need a job and don’t have any interest in your mission and really have no interest in the nonprofit sector. They’ll just they’ll just drop it that i can’t tolerate that right’s takes too long. Okay, um, somebody talks about it. May have been you and linda autonomy in decision making, giving employees autonomy authority to make decisions. So so that’s another s o u you know, now you’ve got the talented, passionate employees right? And you want to keep them on. One of the best ways to keep them is to give them autonomy and shale. Pollack how sarrantonio who runs the bank street college of education was most articulate. I thought about this idea he talks about having been a a noces stint principal in a high school in queens doesn’t really matter on dh his boss was really, really clear with him about where they were meeting point a, where they want, where he wanted him to get to meeting point b, but giving him great latitude and how to get from point a to point b with point b again being very clearly defined with measurable, with metrics and and so on. And i think if you think about bright people, they tend not all of them, but they tend to want to try things they don’t want to be told what to do all the time. They really want to have the space to make decisions themselves and this. Is what this is, what it is is meant by having having autonomy in this in this sense and it’s a really again it’s really, really great thing to aspire to it’s harder to do. Yeah, well, you have to have a lot of faith in the people you have input you have hired, you have to be willing to delegate and give degrees of freedom, not micromanage, right and and accept failure because everybody’s not going to make it to point b, you know, they’re gonna get derailed sometimes all those things, i mean, those right, those air all difficult, but but you tell me essential for growth rate for the organisation, growth on individuals? Absolutely, and the idea being that you’re not it’s, not like you’re not going to check in with them between points and be right, you know, so that if things were really going awry, you’re going to know it pretty early on. But, yes, that’s the idea is that autonomy is a critical part of growing up azaz, an employee and executive it’s it’s, tom tom dent, a ceo of hugh mentum who says, take work seriously, not yourself, right? More humility, more vulnerability. Well, yes. And allowing laughter. Oh, hi. Laughter not around workplace. Yeah, laughter in the workplace on dh maybe not just laughter around you, but sometimes laughter at you. You know, you make a a silly statement or, you know, think about it really takes a lot of emotional intelligence to be able to allow people to laugh with you slash at you. It’s. Hard to imagine that in an office. Well, i i’ve actually been in on the rail. Where? It’s, why, it’s? Why i’m not an employee anymore? Maybe i put the wrong places. I would be a terrible employee now i’m so autonomous i would shoot myself in the interview just now. Neo-sage but, yeah, no, i i’m thinking of the two ceos. Yeah, there was no yeah, now they would not have tolerated that, but those were the nineties to, um yeah, i mean, just yeah, don’t just just just be personable. I mean, just be a person nobody expects in this culture. We don’t we don’t expect perfection from our from our leaders know well, maybe some people do, but what we’re arguing that you that you don’t need to and that you shouldn’t okay? Okay, let’s, take a let’s. Take another break. Like what you’re hearing a non-profit radio tony tweets to, he finds the best content from the most knowledgeable, interesting people in and around non-profits to share on his stream. If you have valuable info, he wants to re tweet you during the show. You can join the conversation on twitter using hashtag non-profit. Radio. Twitter is an easy way to reach tony he’s at tony martignetti. Now time for tony take, too, but we’re going to do this. We don’t work this awkward drop in right now. I’m a safe too. Looked our founder of good link, goodling dot com non-profits connect with businesses that advanced their missions. When i want the best connections i listen to non-profit radio. Thank you. Receive on. I want to give a shout out tio good link it’s with with a c good link dot com it’s a new marketplace where non-profits meet vendor’s no cost to you as the non-profit it’s. Like a bridge to the products and services you need it’s new and i’m trying to help them get started. So see what you think about that good link dot com. Check them out on my tony. Stay too is my number one takeaway from non-profit technology conference, which was two weeks ago in new orleans. Because if i tell you what the number one takeaway is on you not watch the video, which, as all videos are, is that tony martignetti dahna at least all the worthwhile ones. At twenty martignetti dot com, we captured thirty interviews over the two and a half days sixty guests on dh there’s one top thing that hit me. Vivian actually touched on it. But that is all i am permitted to say at this time. Otherwise you’re not gonna go to tony martignetti dot com and watch the video for my number one takeaway from these thirty interviews that i did, it involves a ceo and that’s as far as i’m willing to go. All right, check out the video. Tony martignetti dot com. We got to live with their love. This is the time. Well, it comes whenever i want it’s. Like springstead says she acknowledged without without prompting it’s. My show let’s. See where we going? Staten island, new york starting local staten island, new york shoutout, new york, new york. Multiple new york. But i live in new york city. Manhattan, new york, new york. Multiple staten island. Shut out to you, rosedale, new york. Rosedale is queens, right? And fresh matter was new york. Also queens. Awesome. And beverly beverly. My guest. Beverly. Um, i guess vivian mentioned queens. You you mentioned queens. You have any of you have any friends or family in rosedale? Fresh meadows? I’d you know? Okay, well, they’re listening. Shut out. Live listen, love teo cleans and going a little further west a little bit. We’ve got salt lake city so, like city, utah, slc and going up north from here we got somerville, mass. Um and then going abroad, we’ve got let’s cross the border further north woodbridge, ontario live listener love to you and going further east would be looks like munich. Germany is next. Guten ta ge to germany and then continuing our voyage east. We have tuck out suki, japan could each awhile talk itsuki live ilsen love to you, couldn’t you and ah, and then well, maybe i went too far east cause then we got to come back middle east. We got tehran, iran and then we go up north moscow, russia. I’m not sure moscow’s been with us live listener love to you moscow um and those are our live listeners so far. Oh, no. I missed tampa, florida. We should’ve gone south. Tampa live. Listen, i’d love to you. And then, of course, we got to the podcast pleasantries. Because that’s, where the over twelve thousand people are listening on, whatever device, whatever time pleasantries to you, i’m very, very grateful that you are podcast listeners are vast? Majority catch us on itunes and then it goes way down like that’s like eighty nine percent of something let’s on itunes and then number two is stitcher, like eight percent or something vast difference between one and two, and then lots of smaller podcast platforms were on pod bay player pod player. Okay, however, you’re getting us pleasantries to the podcast listeners and the affiliate affections to our am and fm listeners throughout the country, grateful that your station has us on their roster wherever, whatever day our part we’re in, i’m grateful to them and i’m grateful to you listening on terrestrial am fm radio never let am fm die it’s so personal i love am fm. I use that as a model for the show. There’s a couple of favorite shows that i used to listen to that i aspire to sound like hyre. Yes, i love am fm radio. Affections to the affiliate listeners. Thank you, vivian hoexter for obliging me while i do that. Thank everybody. Vivian. Of course. Co author of the book with linda hartley. Big impact there are consultancy is h two growth strategies. Dot com. Yeah. So i have someone i want to ask you about. I think you blew it the company name age to grow. It should be a tsh to grow. You should stop hte and then you get the water. You don’t get the h two girl, i get the h two hoexter and hartley, i get that it’s to grow, we should be h to grow and then we should feed your roots. We water your leaves. I don’t you know you could teach to grow. Oh, wow. Well, we’ll have to left looking taken should be h to grow. Yeah, you’d be surprised by how difficult it is. Or maybe you wouldn’t be to get earl that’s not taken twenty martignetti dot com was not teo wasn’t is not very popular. Now i got to compete with the martignetti liquor dynasty up in the boston massachusetts era. You said you that you told me earlier you vacation in cape cod. God, do you know the martignetti liquor dynasty? A liquor stores, maybe? All right, there, there, up there, you know, they’re they’re they’re supermarkets of liquor, maybe. Or maybe our listeners. A lot of the settlers in somerville, mass they know them, but these air supermarkets, not just little corner stores, and but i got tony martignetti dot com. I don’t know. Maybe they don’t have any tony’s. I don’t know. I couldn’t get martignetti dot com. They have that liquor barons. Okay, um, it was also like going, oh, gilda’s club. Yeah, the red doors? Yes. You were ceo of guilt for years. I wass and it’s a wonderful organization. It’s, now part of the wellness community, emerged with the wellness community after i left at the time, we had maybe drive it into the ground, did it, and then that’s where they murdered. No, no, no, no. Don’t do that. Okay. There there were a million inference. You made the inference available. I want to say i wanted to feel. Yeah, okay, go for it. Okay, so there were about thirty guilders clubs throughout north america, and i have to visit everyone on dh. We inherited an organization where thie founder and principal funder was was beginning to not want to be the sole supporter of the organisation any longer. Okay? And so we had to build the board, and i have a board that would really contribute and fundraisers. Significant amount. And we weigh doubled the revenue. In the time i was there, we developed. Yeah, it was. It was a good it’s. A wonderful organization, you know? It provides emotional and social support for people with cancer, their families and friends. Yes, families and friends, too. I thought it was just for the cancer patient survivor now not true, okay. Let’s. See, what would you like to talk about? I have other topics are good. But what strikes you about all these forty seven interviews? What? What moves you the most? It was inspiring to talk to these leaders. Inspiration, that’s. One of things i want to talk about. All right. It’s. Really, really inspiring. I mean, teo, be able, you know, we asked some fairly intimate questions like what’s the what’s, the worst and best thing that’s ever happened to you in your life. And what did you mean, what’s your definition of happiness? Yes. You know all these interviews? Face-to-face many of them were face-to-face virality of them were my phone. They tried to do for way tried to face-to-face, yes, but even even on the phone, right, these and and in many in most instances, in some instances, thie leaders had asked to see the questions beforehand, but in some instances they had not seen them, so they were really kind of we got there sort of their raw, fresh first response to some of these questions. And it really the way that many of them have turned tragedy into achievement into empathy into mission. It’s really? You mentioned tara peri at the national casa on dh. You know leon botstein at bard college, whose daughter was killed when she was seven years old, crossing the street to get to the bus. Aunt, he you know, that was early on in his time a bard. And he said, you know, his first impulse was to throw himself out the window. But what he did was he built, barred into really a force to be reckoned with, and and highly the innovative place, you know, they were the first to teach in. Prisons are among the first they were they haven’t this early college which they now have not just in the us, but around the world where kids can earn associate degrees in there four years of high school. Ah, and so is highly innovative place on dh he so i one has to believe right that he took that tragedy and sort of turned that took that anger, energy, whatever, and put it into building barred into the institution that is for children, i mean, well, not for chilled, but for for follow-up kottler college students. But you know that his child never got to be. Yes, yes, yes, yes. So so it’s really was really inspiring to to hear this tio here, that wisdom and to hear how willing these the leaders were to share with us. So that was another thing that surprised us. We knew a few of them before, but most of them we didn’t know and and we only had i would say, of all the people we asked, we only had one or two turn downs, and that was a very, you know, like high level incredibly busy ceo let’s not focus on the one or two. No, no, no, no. But my point is that they’re going to share, willing to share. And i think partially again because people don’t ask non-profit leaders a lot about their strategies and their insights. They ask corporate leaders right? Not non-profit leaders, so to be able to talk about what was important to them and how they’d gotten to where they are and what they see for the future was really, really felt good to them. Ah, and and we’re hopeful that the people who read the book will want to learn more about some of these organizations and possibly support them. At least let it certainly learned and get inspired by the book. Get the book for pete’s sake. It sze called big impact. Um, just get the thing, you know, we can’t we can’t cover it all in an hour. Um, now no, she she endorses. No, certainly not persistence. Another. Another topic you got you to talk about? Um, somebody says somebody says, oh, this is evan wolfson, president of freedom to marry. You cannot win every battle but lose forward. What you talking about? What he’s saying for? So for example, so freedom to marry was one of the key organizations in winning legalization of gay marriage equality. And evan worked on this for thirty two years from the time he wrote his law school thesis about it. And i have to say, he evan is brilliant on dh. He described to us some of the strategies that freedom to marry and its coalition used to win gay marriage. And when he talks about losing forward, want an example of that is going to the south and having and having activity campaigns in the south, even though he knew they knew it would be much more difficulty to get people in the south to really before gay marriage. But they knew they had to engage with the people in the south. They had to engage all over the country. Ah. And the same is true. You know, in certain cultures, arm or conservative, like the latino culture on they engage. They had they had campaigns with latinos. They had campaigns with african americans on dh. They just kept pushing forward, even though again, they knew that they weren’t going to win. Everybody’s. They were going to win all hearts and minds. Right on lee only enough to make it happen. So there’s the inspiration when he’s, he worked on this for over thirty years with his law school thesis. Yes. Excuse me. And, you know, there’s a there’s a someone who’s been on the show. Paul low, big wrote a book called the impossible will take a little while. You know, you have to stay with you. Somebody, someone of one of the people you you interview says that a profound change takes time. Yeah, that might have been you and linda said that a profound change takes time. But, you know, that’s part of the inspiration mean that to me, that which feeding that is the the vision that the leader brings to the organization and and the incremental steps toward that vision, whether it’s eliminating poverty, you know, in in metropolitan boston, you know, whatever it is that commitment to vision and then and bringing people together, who so loved, who support that vision and are willing to work at it for thirty years on dh, celebrate the small victories, right? And then really be good at doing that celebrate the small victories and making sure that your people are taking care of themselves so that they don’t get burnt out life balance. Yeah, one of your i think it’s, i have a bill. Bill uhlfelder yes, talks about life balance and says, if you’re if you’re waiting to get it kind of connected your family over vacations and sabbaticals, you know you’re you’re losing your family. Yes, balance, right? Yes. Is essential for persistence. Well, it is. It is. So this is one where our leaders were sort of all over the map. Okay? Most of them were striving for work. Life balance, right? Most of them. And then a few were unapologetically workaholic. And one said there’s. No such thing as work-life balance there’s. Just life and work is a part of it. That was larry kramer at the william and flora hewlett foundation. Life is a part of it. All right. That’s fair. That’s? Yes. That’s. A decent balance, right? I objective. Yes. Yeah. I think i think larry works pretty hard. Okay. Well, yeah. Um, it’s something it’s a life practice? Absolutely. I’m i’m sort of joking. Yes, way. We believe that work life balance is essential, particularly when you’re working on seemingly intractable problems that will take a while to solve. Impossible will take a little while. All right, we got a car last break. Okay. What’s not to love about non-profit radio tony gets the best guests. Check this out from seth godin this’s the first revolution since tv nineteen fifty and henry ford nineteen twenty it’s the revolution of our lifetime here’s a smart, simple idea from craigslist founder craig newmark. Yeah, insights, orn presentation or anything? People don’t really need the fancy stuff. They need something which is simple and fast. The smartest experts and leading thinkers air on tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. All right, now, let’s, go back to vivian hoexter. Yeah, i get it animated and then bring it back down. What a talent on what a talent unfortunate that one took prompting. Um, okay, so yes, we’re striving for balance. It’s a life’s practice. Don’t give it up. I mean, don’tjust. Don’t just surrender and say my family’s got a week. No, i loved ones have to wait. My friends, even friends go to your go to college reunion now and then high school reunion now and then connect. Yes. Okay. Anything what you want say that? Yes, like you’re exhausted. It it’s just essential, right? It’s, it’s essential. But both linda and i believe strongly in it. I was just at a college reunion last weekend. Pittsburgh, carnegie mellon ah, opportunity. Bunch of guys got together so it’s almost like it’s on my mind and plus, i’m always admonishing, i probably am. I’m not just encouraging. I probably i’m admonishing that’s. I think that’s the right word listeners through the show and videos like help sometimes and wag my finger in a video. Take time for yourself. You know, if you want to give your in e-giving profession if you want to give effectively, i think you have to take yes. And that taking is being selfish and taking time yourself and your family and sometimes even just for yourself, like quiet solitude kind of time if you want to give, i believe you have to take yes, yes. And all too often i think in non-profits the feeling there’s a grateful even feeling of intensity about having to accomplish the mission so it’s hard to do that to take the time that is essential you got and you got to make the time, right? Yeah. Zach’s going to find it? I can never find the time. Yeah, well, time is not going to tap you on the shoulder and say, here i am you found me. You gotta affirmatively make the time. Yes, yes. Don’t keep trying to find it it’s not going it’s not going to make itself apparent to, you know, and it will be uncomfortable at first to take the time. You know things right the first time. You may be the first half dozen time abandoning ship. Yeah. How we’re gonna get along without? Yeah, well, you need to have the humility to recognize that they can write. All right, see how this all fits together. Just get the book for god’s sake. It so it all fits together. Um, okay. You mentioned larry kramer, hewlett foundation. Did you yet has it? He says relationships matter in this in this persistence and drive toward mission, you know, relationships talk about relationships. So what larry is saying, it actually is that for him life is all about relationships, it’s more than just the mission, right? You know, it is the mission, but to him it’s, it’s, that’s what that’s, what it’s about? And i think it’s particularly important in the nonprofit world because so many of the missions of the organizations that we work in our have social missions right there, they’re about either caring for people are teaching people to care for themselves or and so it’s really, really important to be able to relate well to people because there’s also the fact that in the nonprofit sector you can’t play p pent can’t pay people top dollar. Ah, and so there have to be there have to be other benefits toe working inside a non-profit and one of those is having caring relationships with the people you work with and also organizational relationships. Yes, partnering type of yes, flush out that level because these days, right? So number one funders like partnerships, increasingly and, you know, we have lots and lots of non-profits in this country, over a million of them, and maybe a few too many on the a lot of the missions of those organizations are complimentary on dh, so i think it’s really incumbent on organizations to make strategic partnerships a priority. It’s, it’s, it’s, it’s critical. Not on ly because funding is limited because funders like partnerships, but because you get more done, yeah, for less money. Yeah. There’s a synergy. Yes, we’ve had guests on talking about how to find the right partners. Get your board buy-in the board, the board process of formal partnerships and things. Yes. All right, so explore those, you know, think about those. So i’m going to turn back to you let’s talk about something that interests you in the book that we haven’t talked about yet. Great, you know, and it gets all your book, she’s she’s, i feel i feel bad for the guests who bring notes or what? She’s in that vivian doesn’t know what she’s been clutching her book, but they never get a chance to read the notes they bring them. They feel security. I tell them they won’t have time. They hold the notes anyway, and then they never get a chance to look at them. Because, you know, because we’re having a conversation, so would you. Would you find you? You peruse your table of contents? Yes, i did. I did. So i i want to go back to evan wolfson because i i really think that if you read the interview with levon welchlin mary-jo yes, that that interview is kind of a lesson in how to make social change. Evan is the on ly one of the forty seven leaders who has accomplished his mission completely and disbanded his organization. That’s that’s telling that never happens. That’s what he’s done usually organizations expand to find a new mission. So evan now is a high level advisor to other countries around the world that where people are trying to get gay marriage legalized. And he also consults to some. I think now he’s consulting to immigration organizations in this country to try to help them. But he no longer has an organisation himself. And i think his the the understanding how freedom to marry and its coalitions achieved the mission is it’s really instructive it’s really a it’s like a primer in how to make positive social change? Because he did, he did all of it. They got he got really clear about the goal. That’s one of the principles and learned howto articulated persuasively and specifically at a certain point, learned that if you made it about the legal aspect of of gay marriage in the public eye, it was not going to be as effective as if you talked about giving people make having people be ableto love who they wanted to love. At a certain point in the campaign, they really switched the way they talked about gay marriage, and that was really critical to it becoming possible. And then another principle is build. So you have to campaign on many fronts you haven’t. Then you have to build broad based coalition let’s. Talk about the many fronts. That’s a section of the book, so the the idea is that you and really this is sort of the partnership idea is part of part of this that you can’t do it alone and that if you’re not striving to influence the private sector and government, which are the two dominant sectors in our economy, then you’re really not going to make lasting social change, and so you have to work with those sectors. You have to learn how to talk to those sectors on dh, on dh you have to be working on lots of different levels all at once, because otherwise it’s not going to happen on and that includes working with faith based organizations, which some people, some organizations know how to do, and others don’t. But and again, leon botstein at bard makes a really, really interesting point about this. He says that somehow a lot of us, particularly on the coast, i guess, have sort of decided that faith based organizations are not important any more that, you know, because of the increasing secularization of our society, that we don’t need to worry about them. But the truth is that they’re very particularly in the middle of the country, so that maybe in some parts of a very powerful, in vast parts of right, very, very powerful on dh. We. And if you really want to make social change in your community, you’re going to have to work with those organizations because they’re often the ones that are already working on it, right? Yeah. They have, they have the soup kitchen, they have the homeless shelter, you know, they’re they’re already actively engaged in making change or taking care of the people in their communities. And so you really have to reach out to them. And they’re in the community there. Yes, there the communities. They know the local leaders, whether they’re the official leaders of the unofficial leaders, if you want to work in yeah, you want make real change and work in the grassroots. You need to know who the unofficial leaders are direct in the community. Yes. And your faith based the metoo the organization’s know that stuff? Yes, there, there they’ve been. They’ve been there for decades and generations. Yes. Okay, um yeah. So you ah here’s, sort of where we just have a couple minutes left together. What what struck you about some of the questions? You got answers. You got to the question. Ah, you asked everybody. How do you define happiness? So, you know, it’s, a that’s, a highly personal question, right in the sense, in the sense that it’s different for for everyone and some of our leaders, because their lives are so frenetic, all they want is peace and quiet to them. That’s happiness, but that’s rygel yeah, yeah on dh then, for some it’s being with their families and, you know, spending time with the people they love. Ah, and, you know, interestingly, when we had not a lot of them said, you know, happiness is sitting at my desk for twelve hours a day for a lot of money or a lot of no, no, that not this group, not this, you know, and again that’s part of the emotional intelligence, right isn’t understanding what really makes life worth living, which is relationships and meaningful work and all of those things. Six okay, um, let’s see, what do you love about the work you’re doing? Well, i’ve always been mission driven, tonia, you know, i got an mba and i tried to work in the corporate world, but i wasn’t happy and lord and taylor, i was with the fire and the fire lord, and i was that i was at best foods is a problem manager didn’t work no, no. And so what really makes me happy is is helping to make positive change in the world. I mean, that’s and helping the underdog. I’ve always wanted to help the underdog leave it there. All right, you she’s vivian hoexter get the book for god’s sake. It’s called big impact insights and strategies from america’s big impact inside insights and stories who wrote strategies? I needed an intern to blame for this insights and stories from america’s non-profit leaders. If i had an intern, they’d be fired, if any more to recommend anybody. Let me know next week the first release of the ntcdinosaur provoc technology conference interviews thirty of them coming and next week is may already. If you missed any part of today’s show, i beseech you, find it on tony martignetti dot com were supported by pursuant online tools for small and midsize non-profits data driven and technology enabled tony dahna slash pursuant radio weather cpas guiding you beyond the numbers wagner, cps dot com until those credit card payment processing, you’re passive long term revenue stream tony dot mm slash tony tell us. Our creative producer, is claire meyerhoff. Family roots is a line producer. Thie shows social media is by susan chavez. Our music is by scott stein of brooklyn. 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 e-giving nothing. Cubine hi, i am dr tranquility of dr tranquility pr, successfully meeting the media needs of the wellness community as an expert myself for major mainstream media, radio, tv and french magazines. I now have. L’ve you book interviews for broadcast radio, podcast, television and i pay tv as well as many, many magazines reach me to one to nine to zero one six zero three me. Hey, are you feeling unhappy with your body, shape or size? Ever feel out of control with food? I’m elizabeth from nourish the soul, and on the show you will uncover the route to these imbalances and discover a permanent solution toe having a healthy relationship to food and your body. Join us every thursday morning at eleven a, m eastern time on talk radio dot. 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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Nonprofit Radio for April 13, 2018: Remembering The Ice Bucket Challenge

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My Guest:

Barbara Newhouse: Remembering The Ice Bucket Challenge

Barbara Newhouse

It was the summer of 2014. The Ice Bucket Challenge captured the country’s attention for six weeks. When it was over, I captured an interview with Barbara Newhouse, CEO of ALS Association, the nonprofit that reaped over 2 million new donors giving $115 million in that time. To this day it’s recognized as the benchmark for campaign virality. Barbara shared the thrills and demands of ALS’s unprecedented spike in giving. Let’s look back. (Originally aired October 3, 2014)

 

 

 

 

 


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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent on the aptly named host oh, i’m glad you’re with me. I’d be thrown into a naz mia if i got a whiff of the idea that you missed today’s show remembering the ice bucket challenge it was the summer of twenty fourteen the ice bucket challenge captured the country’s attention for six weeks. When it was over, i captured an interview with barbara newhouse, ceo of l s association the non-profit that reaped over two million new donors, giving one hundred fifteen million dollars in that time. To this day, it’s recognized as the benchmark for campaign virality barbara shell that shared the thrills and demands of alice’s unprecedented enormous spike in giving let’s look back that originally aired october third twenty fourteen tony stick to non-profit radio at ntc responsive by pursuing full service fund-raising data driven and technology enabled tony dahna slash pursuant to radio bye weinger cpas guiding you beyond the numbers regular cps dot com and tell us turning credit card processing into your passive revenue stream. Twenty dahna slash tony tello’s here is remembering the ice bucket challenge? It was recorded as a google plus hang out on air and in twenty fourteen livestreaming had more glitches that does now. So you’re going to hear occasional dropouts, but they’re short and you’re not gonna lose that much. Here it is. Hello and welcome to a special 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 would suffer the embarrassment of score pubic ginger vitus if i had to say the words you missed today’s show l s after ice bucket challenge a less association president and ceo barbara new houses with me this’s her she’s right now, she’s here, she’s going to share the thrills and demands of the ice bucket challenge how is the organization managing that huge spike in donors and dollars? What comes next? We’re on a google plus hang out on air and we very much want your questions. If you are at tony martignetti dot com, then use twitter and use the hashtag non-profit radio. If you’re on the chronicle of philanthropy, side used the comment section and if you’re on google plus usually discussion window. My thanks to the chronicle of philanthropy for letting us use their studio in washington, d c also to the chronicle’s web editor cody swain. Sir. He’s today’s, producer on the other side of the camp. But trust me, he’s here. Non-profit radio is sponsored by generosity. Siri’s they host multi charity five k runs and walks general city siri’s dot com i am very excited to welcome for a new house to the show. She has led the less association since june. You really stepped in it and it’s growing. She has held a senior leadership positions at alzheimer’s association, autism society and arthritis foundation a l s is that l s a dot or ge? And on twitter, they are at association. Welcome to the show. Well, thank you for having me time. What is next in your careers? It isn’t bea bea disease. You know? Everybody asks me, i’ll dahna friend, my career is grandchildren co-branded she was fired-up grandchildren i aspired to have have grandchildren, your children, a rare of your aspirations. Well, they’re not there either, obviously, but they’re aware they’re away and made them well aware yes, i do very much aware, because that’s, where i’m actually headed, will be retired, but hopefully okay, the association does research funds. Research also does care for patients and support for families and nations so let’s, make sure everybody understands what having a future. Amglobal traffic lateral sclerosis is a muscular euro disease, which actually impacts all of the muscles throughout the body. Sometimes it starts in the limbs, sometimes a little more rare, but it starts in the throat muscles, but eventually the disease will take over the entire body. A person who has a less will live anywhere from two to five on average, although some people do live longer. But for the most part, once your diagnosis usually two to five years and it will eventually encompass you, you’re breathing and you’re building tio it’s obvious. So it is fatal. It is fatal. The latest numbers from the i spoke to challenge what? What are those in terms of new donors and dollars raise? Well, as we wrapped up on the ice bucket challenge, we’re one hundred fifteen million and that was that is two point four million donors to your world and your total fund-raising in twenty thirteen wass what? Nineteen twenty thirteen at the national level, we raised around twenty one million. And at the chapter level, they raised another a three way. Okay, enormous spike and two point four million donors you difference can’t new donors him from came from a challenge, right? What? What was that like in i would like to. I’d like to feel the thrills and maybe even the fears early july, early august, mid august. What was that feeling? Let’s? Just let’s. Just put this in perspective to say that as a brand new person, you know, i was out in the field making my rounds to start meeting people. And toward the end of july, the variant of july actually, the first week of august, um, i wass in atlanta and, uh, carrie monk, uh, our chief communications officer had got me on the phone, and she said, well, you know, this thing has taken off a bit from massive that started in massachusetts with the ice bucket challenge, and i sad something to the effect, you know, we’ll probably pick up a couple of million, you know, if that kind of thing, you know, someone well, then i call and that week i actually was in atlanta and i was sick. So then that week and she said, oh, my gosh, she said, you’re being challenged all over. We’ve got to get you you gotta do is get you know, you gotta get your eyesight. I can’t wait till i come back notes we’ve got to get a dime and, you know, so that’s where you’re at that’s, where we’re going to do it and i’m sick and i have my swor through on dh yes, and then i got sicker, but on by the same at the same time it was just floating and you know you’re you are you are, like on your everyday wass are you kidding me? Andi just kept going, and with we kept saying to ourselves, be because literally all hands are on deck all across the country, in our chapters and at the national office and, you know, we’re like going all right, you handle this will have, you know, this personal handle, this were kept going on like that, and we also kept thinking, well, after this weekend, we’ll then what we found where that as it started to look like it was going to plateau, you’d get to the weekend, and of course, everybody would be getting together with their friends, and the next thing you know is it started going up you get and so i was like, okay, on dh. Finally, i said, teo said to carry and we were talking about it as a team and we all thought labor day would probably be then about the time that it would probably start to flood show and really that’s when it started to tell those kids got back to school and there are other things to focus on, it came to a less organically, which i love it was not at all that there is not it wasn’t planned, you know, communications playing marketing plan, still sufficient a stewardship plan? No, i did not walk in the door and say, today we’re going to do ice like a challenge that we’re going teo really up the awareness of a less and we’re going to really have the money. So you’re not leaving any less of you and sure you’re so marketable. Ao anywhere we’re taking a harpy your great look, but, you know, but there are different stories about how it came to a less, uh, can you consent? Do-it-yourself they’re three gentlemen with a less, uh, people rabies, pat quinn and tony center jia the three guys had been communicating with one another about how they could raise the level of awareness of ale us and in our discussions and so forth, they, uh, started in and seen somebody use an ice bucket on something else. That’s what they said. But, you know, what we really need to do is it’s sort of like the ice bucket because you know what? People get up in the morning and they splash water on their face. It gives him sort of a wake up moment, and the guys decided that they needed to be on wake up call of sorts. And so they really started it. But then it was the freddy’s family in massachusetts that then took it real because there really was for any charity. Yeah, the idea. I think matt lauer did it on television for someone for hospice care. Something originally was for any charity you were close to. Yeah, i mean, and and so these guys just took it to another level. But then it was really p praise and his family that they moved it to sort of the level of the viral nature of it, that it could go and it’s when all over the world? Yeah. George bush, derek jeter around with his retirement it’s? Uh, of course, it’s time for a break pursuant. The current paper is demystifying the donor journey. Three weeks ago i talked about this with taylor shanklin, vice president from pursuant you don’t need the paper, but think of a friend working for a non-profit someone who might like help with donor stewardship help keeping their donors so they don’t have to replace them each year an expensive time wasting thing. You got somebody in mind you have a picture of them, i see them, i see them to their holding something they’ve got a tablet and they’re scrolling through is that a take out menu? Is that their new printer manual no it’s demystifying the donor journey? They’ve got it because you sent it to them. Go to tony dahna slash pursuant radio send your friend there. Now back to remembering the ice bucket challenge with barbara newhouse, wei asked a bunch of weight listeners to give us questions in advance on got someone and again, if you’re viewing, please use twitter hashtag non-profit radio or use the comment section if you’re on the chronicle site or if you’re on google plus using discussion window on because we want it, we want your questions, so please participate with us. One of the questions came from fremery symbol, who is the show’s monthly prospect research contributor? What is a less doing to segment and cultivate the new growth in donorsearch new pool of donors so that you can identify metoo gift prospects and cultivated and stuart valiantly. So what we have done is, first of all, we are saying we segmented the new donors so that we knew who was out, what e-giving level on those people that have given ten thousand dollars or more, uh, are either receiving a call from me or from bill, though it who is our national board chair or from larry barnett, who chairs are development committee. So the three of us have split those out there who are actually calling each of those individuals with ten thousand or over get dawn to thank them for their contributions. The folks that have generously given below ten thousand, of course they’ve always see it. Really everybody received an acknowledgement the moment they’re give kayman acknowledgement went out, but then from our blue, this stuff there that was that mechanism didn’t need to. Be tweaked because of the volume. Well, we did have our site crash one one day, but it got back-up ready very quickly, but a cz the whole thing started to kick, i think, because of the way that it went, even though it seems like away very fast, everyone, we had enough time in there that we were able to tweak our messaging. And carrie monk, our chief marketing officer, um, mention territory couple tees here was also running the camp. I can caress here twenty four seven. I swear that woman was talking, but we kept tweaking the messages so that we were ready to go and get those acknowledgements out because we didn’t want anybody to wait to be thanked s o that’s happened. Now, it’s a matter of doing the cultivating of the donors that were ten thousand over then there is another cultivation level that involves some personalized letters from myself. Teo, the next level down of donors that would probably between the five and ten thousand are actually it’s. The thousand dollars up. And i was ten thousand. Yeah, because doing another’s personal letters from me and then below that we’ve got our team. Of folks along with our chapter network, we’re all working to make sure that all of the donors are, you know, thanked those we also offered on online you have the ability, teo, decide how much information wanted to continue to have from the association. S o we’re honoring those wishes, some of them wanted to be connected with chapters, someone would want to be handled, you know, just be deal with research and so in at the national level. So all of that’s going on, we have, man, let me ask what, uh, how many people are roughly what proportion didn’t want any more information? See, i would say that it’s about about fifty percent said one time you have that’s it on dh, then the other fifty percent are taking a look at exactly what level of the multi levels yeah, yeah, that sort of goes to the sle activism question, which you don’t get to, but so roughly fifty percent that’s still one point, two million new right donors interested in some level of engagement, right? Okay, so but then what we’re also doing is we’re meeting with, uh, a couple of different consultants on some of the strategies that they would think would be appropriate in terms of continuing to move these donors alone on and certainly our board is taking a big interest in working on that, too some involvement as well. So we’re looking at all those strategies and are determining how we best go forth with our new dollars, and we’re working with our chapters to do that as well. Yeah, the chapters were important and support for them and well, on the plus because, well, the reason that that becomes extremely important is because, you know, in a federated environment, you tend to knock heads with your national organization. We don’t want to do that with these new daughters, so what we do, what we want to do is create a strategy that will allow us to collaborate on together with our chapters on the stewardship, the cultivation and even the next task. And what is that strategy looks like you do, you know, we’re still defining that’s still under under wraps in terms of how we’re defining that, you know, right now t be boldly honest, we’re at the point where i’ve got folks working out strategies for how we’re gonna deal with the new donors, but i have a large part of our team working to prepare for our necks are board meeting in october on taking all the recommendations that we’ve heard from across the country on how to best use these noodles, ours and that’s what we’re working, we’ll get there was just a press release thiss week yesterday, i think, uh, do you foresee or have your dunaj our wealth screening because of the one point, two million or or some such that’s there the subset of obviously a thousand dollars in up? We’re working on those wells screenings just it takes a lot of time to get all this stuff down so coarse, and we’re trying to do it. We’re trying to do it as quickly as we can so that we can take advantage of opportunities while at the same time not hiring a bunch of new staff because we know that way, you know, that we would be that that would not be viewed well by many if we’re hiring invention used so and plus there’s future years that this unprecedented growth is not right there’s, not anomaly, could be sustained exactly that would yeah, that that would be things difficult for future years. Um, let’s, talk a little about the any questions korea i’m talking about that always staff knew of one question from knightley who says there’s been some discussion after the challenge ended about how much of the donation will go to research versus operational expenses, which you address a little bit. You share what the breakdown is for them. They don’t have the breakdown yet. I can tell you this a significant percentage of the dollars we’ll go to research, but i can’t give you the breakdown yet. How much is going to research? How much to care services, how much the public policy? And i would say, when you look at that piece it’s going to be how much is mission, how much is going to impact mission on? We don’t have that told percentage, et we know is significant on the research front, we’re still trying to sort through the other recommendations. Um, but it’s, you know, it’s not our intention to take and turn our organization into a top heavy organization because of these dollars that would not that is not at all where we’re headed, we want to use these dollars, teo, find an effective treatment and ultimately a cure. Oppcoll and there was just the press release yesterday. Yes, that you’re spending over twenty one million dollars twenty one two twenty two million dollars on one and again, that is looking at the system of mission impact. So if we start with the patient, the patient or the person with a last living with a less usually has seen by one of the less clinics oh, our centers, and so we announced yesterday, because what they learn in those centers then spends off as to what’s happening with clinical trials and drug therapies as well as other research. So were we announced yesterday that we would be spending on forty three, that each of the forty three centers will be receiving twenty five thousand dollars each, which is on increased from twelve thousand five hundred? So then if you look at it in that system and you go from there, then we know that we’ve got several research projects that we’re looking at the city of new york genome center, where they’re looking at a pipeline on a less to study genes there, secondly, is a project called project mind, which is actually working with global researchers on gene sequencing. Third is a neural collaborative out eyes just on the west coast involving see your sign, i and some other of the researchers there, and that we’ll be looking at the drug therapy pipeline on dh. The fourth one is a bio therapy study. That’s going on at gh on de eso again. What we did is we chose those for research projects because it tied into what we were hearing from the community, the less community. And they were for projects that allowed us to leverage down with some with a couple of donors who wished to remain anonymous. But who’s sad if you are a way, will match this so it’s going to make the dollars from the ice like a challenge go further so that’s that he’s, then another thing that its seeds and influences everything that we do is research particularly on the drug therapy pipeline is certainly fda. And so we are. It was only one drug now, right? Right there’s. Only one run for your strength and right and it’s. Not well anyway, there’s. Only one drop, but what? We know is that even with the drug in the pipeline, it can get caught up in a while in fda processes, so modelling after what we saw with another organization who did something similar we have, we’re now creating an fda consortium so that we can do everything we can to help prepare to help move that movement through more quickly through the fda process. And so again, that’s out of the advocacy in public policy arena that we’re doing that. So essentially, what that does is tie our system together. On it comes between twenty one two, twenty two million, and that will take take it from there when we go meet with our board in october. A question that came from angela see worth on the facebook page, how much will you reserve to invest in development and marketing over the next five years? Teo nasco i that’s a good question. I wish i had the answer to that today, actually, just before we came over here, we’ve met with our pr firm that we work with. Wait, we were talking about the strategies first of all, even before we get there, let us in the booth. In the back door, what we’ve gotta do is we’ve got to define what the doomed or for the ayla’s association iss you know, if you if you if you’re on a budget nationally of roughly twenty one million and you were spending roughly seven million of that and research now, we’ve got to take a look at what’s our new nor going to be so we’ve got to figure out some of these other parts in terms of looking at our door on dh then it’s a matter of alright, what investments are we going? If our new nor goes from twenty one billion to around forty million a year, what are the investments we need to make of the development side to keep to be able to keep that level and what we need to do on the marketing? The aware decide to continue on concern for a loss and awareness of the ayla’s association, so is looking at those kinds of things, and right now we’re we’re studying and we’re taking a look at a lot of different models so that as the decision making process moves forward and we develop with that new nor looks like that we can then determine what we’re going to need involved development and marketing just sustainers don’t do an advisory panel excuse me that you’ve put together. I have to try to figure out how these different needs khun should be should be a man now, now that that’s not what that advisory panel i have a panel of a less advisors who has been working and talking with me around the recommendations as people with a less half a minute on the mission and passed on the sign that i just referring, tio, we have a couple, a couple of different consultants that we’re using toe work with us and also, of course, our board is very much involved in this piece. What is the ellis in down? Is there a way we don’t have an endowment? And we’re not going to happen now, you know, you don’t that’s what i was gonna ask you here for support. Yeah, you start with what you have in the way we don’t have an endowment, and i don’t foresee us having an endowment because i believe and i firmly believe this that is a voluntary health agency our job is to solve the issue we need to solve at. Be done with it, and endowments have their place. But i don’t happen. It’s. My personal belief that it doesn’t belong in the disease space. When you’re working hard for yourself out of business, yeah. Another question came from any sample ward, who is our monthly social media contributor, and she’s, also the ceo of and ten the non-profit technology network and so she’s getting to the chapter chapter support, knowing that donations weren’t made on ly to the national palace knowledge and systems readiness, maybe different chapter chapter zoho chapters of their capabilities, but they still need to be able to report and tell stories and cultivate donors. So what what’s in place or what would be in place to help support the local chapter buy-in insurance follow-up of their donors, communications and detaining? Well, actually, you know, actually, i think our chapter networkers more sophisticated than what some people might think, but, you know, they’re doing a good job of following up with the donors that came directly to them out of the ice bucket challenge. Carrie and her team have been great in terms of providing additional support in terms of press releases f ake use things that they could use on the local front, teo answer questions to respond to media needs, but the chapters you know, we’ve we’ve had regular contact with the chapters all the way throughout this, so way sort of looked at it as a family. We’re in this together on dh, so i don’t believe that we’ve left any of our chapters hanging in not being able to respond. Teo, even me, it is in their constituents wanted enormous growth. You feel there? Yeah, you know, you’re all looking at it together. And so right now, why were also in the middle of walk season and we’ve seen tremendous lift in our chapters walks through out the country thiss was the ice bucket challenge? I couldn’t have been a better precursor. Teo teo, the walks that have come subsequently on dh so it’s it’s in all of that, they’re working, we’re working with them, they’re working with us on how they will handle the lift that they’ve each scene. Now we do know that some of their donors we’ll also want money to go to research, so they’re trying to determine and work that all out with us or working in tandem with us so that we make sure those dollars go eyes the donor intended that growth in the walks is is important to recognize because it does show that there’s there’s carry over, i’ll absolutely. You have one point, two million people the half who said i’d like to be engaged, but now you’ve seen enormous growth in actual activity and their own individual fund-raising around there walk. All right, i had the pleasure of attending our pittsburgh walk, which was taking place sort of like, right after labor day. That’s what you’re thinking, you know, while its part to their great ilsen anyway wedding suit just time itself, the i forget what wedding soup is them? So it’s got the remember it, it’s got mean, remember hearing that rice balls or something? Well, sausage balls, i think it’s a sausage because i got a little quality wedding soup i thought was right. Ok, well, maybe it could be i don’t know and just tasted good eso. Anyway, while i was there to attend the walk their walk a year ago it was sixteen hundred people there walk this year was over three thousand people great. So i mean it’s just and that that’s just one example of all across the country the way it’s been, we need to take a break, wittner cps they’ve got an archive wigan or that i entreat you. To check out, prepare your nine ninety for success. If you’re one of the fortunate organizations that is enraptured to complete the full nine ninety not that pusillanimous easy or that end postcard even then listen to wagner’s. Wigan are listen to the wagon are that includes common mistakes and most damaging mistakes you want to avoid those and how to use your nine ninety is a marketing tool. We talked about that on this show. That was that was august seventh twenty fifteen with heat coach doom. So check out the wagon are goto wagner cpas quick resource is than wagon ours now time for tony’s take two not proper radio at the non-profit technology conference this very moment as you are listening right now, not when i recorded right now as you’re listening friday the thirteenth on the exhibit floor booth three oh five recording tons of interviews for future shows so if you were listening live right now, you’re probably not their use hashtag ntc to begin on what’s happening for the whole conference i’ll be tweeting as much as i can in between the interviews and if you want, check out the video, of course, that is that tony martignetti dot com introducing what i’m doing there live? Listen love podcast pleasantries and affiliate affections it all goes out the live love goes out, especially on ntcdinosaur so if you’re listening live, the love goes out to you. If you’re listening, buy a podcast one of are over twelve thousand listeners through that method, then the pleasantries go out to you, and if you are listening via analog am and fm as it’s ah used to be known, then affections go out to you, our am and fm listeners. That is tony stick to and the live listener love now returned to remembering that ice bucket challenge gotomeeting many year questions from the web and you are sources way have two questions last two freeways, and both are about the big money donors. I think most people associate social media with a lot of small donations. They’re both one of you know what percentage of the overall better had fit into that large ten thousand plus group. That was a smaller percentage. You don’t think about it if we can, if we can divide these up to call, you know, i would say we’re probably each. Making about i’m going to guess that, you know, somewhere around it’s, the average gift was forty five dollars carries holding up a little bit. So if he ever did, was forgive make-a-wish bourelly everybody with a camera change sheets the cue cards to come up. But i t answer the question about the large donors. We probably had about one hundred very large donors the ten thousand above. Yeah, yeah, the question or that was the same that’s for you, let’s. Go a little bit to the some of the critics, but this is still activism. Marcis ism. What do you mean? I think the numbers bear out, but i think people want to hear your response. I get asked about this. And i’ll just tell you, i think that any other non-profit who was positioned in where we were at the same time that we were would have done the same thing. You know, it’s way sent out. Exactly. Excuse me. One email to sixty thousand of our dollars, as always sent. And then from there, you know, again, we have no idea what was what this would do on. And you know, i yeah, i think what? We’ve done is a good thing to raise the awareness, the concern for ayla’s as a disease raise the awareness level of, you know, not just our organization, there are a lot of ale esports organizations that support ellis and one way or another, eso you know, i just i don’t know that i for anybody who could sit and be very polly anna and say that they would they would have just shunned all the awareness and they were shunned the money, i don’t believe it on then some of the criticism is that there’s too much awareness now, and that will take money away from uther i don’t think that’s a worthy causes, and you know what? I didn’t tell musical causes donors are smarter than that. People are going to support what they want to support, uh, and if they got into the ice bucket challenge because they kept feeling like somebody kept challenging them, they would have made a small donation the average of forty five dollars, and that would have been it. So, you know, i think that i just think that the donor population is smarter than you that they’re going to give what? They want to give, too, and i am not objective, even though we’re in the chronicle of philanthropy offices, which is a major journalistic institution. I posted a video on my site that said, you know, congratulations and let’s, leave us alone. Could we get off that i called just they’re back, let’s, see how they handle it? Maybe they’ll do very well may be it’ll mess something’s up, you know, but it let’s, let’s give you the chance, so i’m not, you know, but i think we should raise the critics voices, uh, but i’m not objective. I thinkit’s man, is just it’s. Incredible, right? And i, you know, my goodness, i think the other thing, teo just will say this. I think some of that played in something things are played into. Why did this take off the way that it did not only did it start organically, but i also think that the other thing is if you think about what was going on during the month of oddest in our country and in the world, i honestly believe people were looking for something that they could hang some hold onto, remind us when there’s the ukraine way had all this stuff going on with the ukraine hole, it was starting to come about least, we’re starting to see hostages being beheaded and with the whole isis thing, so i think that there was a lot going on and sometimes people he sometimes just need a break from other things that are happening as well. So, you know, i don’t want to see any of that stuff going on in our world when it was happening. I think that may have played a bit into, uh, why? Why did the media pay so much attention to it? Why don’t other people pay so much attention to i think it had to do that. We’re looking for something else to report besides just always reporting such bad news, then there was the stars to celebrities did george bush s o that helps that helps feed the momentum, of course, and, you know, so we follow-up we’re following up with we’re following up with high potential donors and, uh, and celebrities to find out what was the reason i mean, and we have found some connections to a less in front in from some of them as having no sabelo so so, you know, in talking with a few of the celebrities and because they’re not ready to have to make some pretty cool course, right? Exactly, you know, we took your calls and and and actually they wanted to talk about a less because they had a family member, uh, who had a less and people that were close to them and e remember, our celebrities actually do have a life outside of being a celebrity and that they have family members, they have friends, and they actually grew up from being little people, just like we did on dh so they have connections to diseases and analysis is no different korean here, anywhere, questions? Yeah, well, you have one. Okay, the question is under st verbatim here from a diversified bottle. Are there any plans for a lesson? Tate quote. Ownership of the ice bucket challenge. Um, well, as everybody knows, we will do this stuff during high spoken challenge you thought well, and we did it for the right reasons, even though it was this definitely pulled back because what was the misstep was as we attempted to trademark ice bucket challenge, we had filled out an application are reason for that, though i had to do with the fact that we were learning from families who were involved with the l s that there were some people out developing websites to scam why away from the airless community for their own and so way got doing that when they turn out to be well, mister, that flash from from people indicating that we were greedy and everything else we finally just said, look, we get it going, and it made a decision we should’ve grayce now, as far as owning the ice bucket challenge, i that’s gonna be left of people it’s gonna be, i don’t know started organically. Yeah, um, yeah, so we’ll see what happens. I don’t know about trying to replicate a mean like that. I think that i’ve been there’s office phony, and i’m not even sure it’s feasible there’s. Discussion and we’ll see where that goes, but, you know, again way, pay tribute to the roots or yeah, i love i love that part of it, too. Any questions, twitter, twitter if you’re on twitter or if you’re tony martignetti dot com watching, then use twitter. Just submit a question and use the hashtag non-profit radio if you’re on the chronicle site, used the comment section and if you are on the google plus page used the discussion windows coating anything you know we have one more and this is a very practical graft versus from this comes from the crime site, and this comes from emily so she’s, a great writer u c irvine you noticed on the site that the call for research abstracts hasn’t been updated for twenty fifteen yet they have a lot of researchers were curious to know when the call proposals to be up do you have to know when you will have a call for abstracts for the upcoming year? You know, i dr bruin’s lucy bruins, who is our chief scientist? She and iron and right now we’re in the throes of the plan that’s being developed to go to the board, i think their details to be worked out. Uh, you remember folks? I started in june one. So i’m not even sure what normal timing is. Carrie, do you know what terrible timing is? I mean, sure, what normal tightening is for with those abstracts have been called for, uh, but what i will say is i would be looking for some announcements, uh, first of november, about how the research dollars are planning to be allocated. Andi would come back to that is, i think, that’s important point, how their plan to the allocated. And then i think lucy, doctor, dr bones will be break releasing tight lines. After that. I want to come back to the word allocated wake yeah, laden water break. We have water, and we’re not going to try to sneak it in. There’s no, there’s, no, no secrets here and there’s, no ice here. We’re not pouring it on another. Yes, i think. Oppcoll thank you, thank you for indulging. So anyway, the word allocated is important as a postal lorts spent, uh, i’ve had some people who, you know, there are a lot of people because of the devastating nature veil less urgent in six who would like us to take all the money and just throw it at the research community? Well, the reality is this is emily knows when you’re applying for a grant, you don’t want to think that you’re funding sources going without money before your research is done. So when we allocate dollars will be allocating dollars so that if how how are we going to look at it is if we have a researcher that presents a grant and and it had to be a grand that’s uh uh three million dollar grant it’s likely going to be a three million dollar grant over three years? So we’re allocating dollars so that we will be able to hold dollar or a research grant so that we know that it will be able to be spent over the course of the life of the grant s o that weren’t allocators opposed to spend is important and the other word. That’s. Important. His sustainability and it’s, not about sustainability. Uh, my job carries job, that kind of thing. I’m concerned about sustainability of the funds that are allocated for various research projects or projects that have a lifetime of over one year, on and that’s. Why we are doing the kind of very thoughtful planning that we’re doing so that we don’t find ourselves in a position of being in a new norm, perhaps, of ah, budget of forty million. And then within two years time having that new norm go back down to twenty one. Two year shift to the board a little bit bored always, uh, there was a hot topic for non-profits of all sizes you did talk a little about the fact that they’re very involved in the planning process. Uh, do you do you foresee an expansion of the board because of this at all? It’s, we’re going on the expanding the board. Uh, you know, we’ve got, you know, every year we have a certain number of people whose terms role and they were lost the board, i think probably what it’s done is it’s allowing us to look critically at some new key people to assess the level of involvement they want to have with our organization. Also, now that you’ve met some potential, don’t you remember search? So, yeah, we’re looking at all of that, but, uh, you know, we’re not going to go in and take our board of right now twenty three people attributed to a porter fifty, because that doesn’t make any sense. We got to take a break, tell us credit card payment processing the long tail of passive revenue for you think of those local companies that accept credit cards, who doesn’t, and especially if they’re already supporting you in some way encourage them to go watch the video at tony dahna, slash tony tello’s and figure out whether they would be willing tto switch to tell us, and you will get fifty percent of all the revenue from all those transactions. Tony, that i may slash tony tell us now back to barbara newhouse, could be anything from the web. Uh, one question from roger, who has what do you what do you think is the biggest challenge? Entertaining the one point two million donors who elected teo continue their when i say one point two million using the figure that is sort of well, that looking as across the board in the country, you know, we know that we know that we have a consistent just so i can say this consistent five hundred thousand new donors from the online stuff, looking at what we know what we’re learning from our chapters in terms of donors who want to be engaged and that’s how it gets that one point two million, just so clear. Thie all right, now, what was the question? Didn’t say what is the what is the biggest challenge to retaining those donors? These challenge to retaining the donors is making sure that we understand their expectations on and they were able to meet their expectations and engagement engagement, but that’s part of expectations if they’re expecting to be engaged of certain level, we’re going to make sure that we’re meeting that, but if they’re expecting really to hear from us just a couple times a year, that expectation we need to meet so it’s, it’s, it’s looking at the expectations and then rising to the level of the notation that they don’t have. Yeah, how has social media planning changed or social media activity change? Well, social media’s not stop twitter, facebook, all of those non stop it. So actually, we’ve got meetings on monday to really start taking a look at what our messaging strategy is going to be from this point going forward and what that looks like in the social media world is that stephanie who? Uh, stephanie isn’t tulani work-life to meet you? Yeah, stephanie should be sainted. I agree she should be saying saying, stephanie yeah, very several. Your outstanding e-giving getting me in touch with barbara working out the logistics. Thank you, stephanie, but she should be sainted because there’s, another person that worked truly twenty four seven, in fact, show that personal. Well, stephanie, doctor, as are our social media presence should be a person who sends cary. Yes, that’s what? My point? No. My point is, though, is carrie carrie was going to relieve stephanie. I’m gonna tell this funny story. She’s gonna relieve stephanie over what? I want to hear the backstory on her back. She says that she was gonna really stephanie one weekend in two hours into it she goes, i get a text or a phone call for carrie’s coz i don’t think i can’t take this anymore because it was just so intense. And stephanie has obviously just the right demeanor on handled it well handled it she’s a carrier. What was going on? What was going on then? Just answering a lot of questions on the volume. It was the volume that was crushing. You just people’s passions, their intensity there intently and are coming through. And i just you’re being responsive and respectful and just keeping up with e i think we learned i will also say this. I think we all learned a lot about human behavior during this period of time. Um, you know, if you want the back story that that story was good stuff took forty five minutes. All right, what did you learn about human behavior? Well, that your behavior is, to be honest with you, i found that people there were a lot of people on twitter and facebook that just were pretty rude and unkind in, you know, there’s a difference between being a critic and then being downright rude and offensive, how style? Because you were doing so well, some of that some of that because we weren’t just getting getting money in and putting it out the door, and, you know, some of it, you know, because we didn’t couldn’t have immediate answers to questions, you know, when you take an organization that is a small organization at twenty one million and the national budget, and then you add the chapters in it were probably up to fifty million or so you take an organization like that and dump what he coming here the way that it has, if you’re wise, you want to say that people were going to plan now, that would be the wisdom part of it that you would think is common sense. Well, i’ve learned his common sense is not common tio ever want and s o you know, i curies taken her shots, all accepting the shot, but i get, you know, i’ve had the luxury of being called all sorts of really on in-kind names from things that are just vile to things that just were so hurtful, and anybody who knows me knows that i have that i don’t process well and s so i went home and tears a few nights going, i don’t believe this, you know, you people would want to be nice there’s, a double side to social media and unlimited audience engagement, and you suffered something that part, but that was a small part. Yeah, it was a small part, but it was just those people become very vocal, even though their small numbers they’ve become very bold on social media because that’s their platform more questions, cody. Seven years e-giving your apple questions about four minutes left, okay, do you have questions? Yeah, these questions from mike do you think would have had more access to the potential donors that the challenge on facebook and twitter if you had managed the engagement on a platform and i soon by that he means a platform of your own? Ah that’s all that’s all speculation yeah, i’m not sure about that, you know, i’m not sure about that, but, you know, i think we’re engaged a lot with our donors, you know, somehow i e feel like i’m losing some of a message here because i don’t want you all to think that we’re not engaged with our donors, the new donors because we were very much engaged with them now, but if you’re asking for specific strategies on where we’re going to go and how we’re going to get there, i can’t give you that yet, waiting on coming back to take the weekend. Thank you. We’ll be looking on tuesday. Oh, yeah, you can report back to you. I mean, you know, zoho they’re dealing with enormous scale in or it was dumped on you within six weeks or so, right? And i’m brand new. I mean, i barely knew some of that i didn’t know my boardmember snakes when this all started barrel some of them, i still won’t meet for the first time. Face-to-face and thanks for doing this before not don’t want me to do thank you. Anything else from the web now? Okay, uh, just column is left. What is? Just since june it’s been what is it that you love about the work you’re doing? Oh, well, my favorite thing about the work that i’m doing are all the people that i meet. I want them to have a less, but they have enriched my life as i need individuals with a less and i have to admit this i’m a chapter girl, so i love the work. There are chapters d’oh, and i love getting out and seeing what they’re doing and being up right alongside them. I love going into our centers of excellence, seeing the good work that our research docks are doing there. So it’s, just i enjoy getting out among the people. I’m not very good, but i just have to sit in my office because i want number one it’s, always very busy, but i really like being out with people. Thirty eight chapters to support and be good to write. And they’re good to me. We’re wrapping up, uh, thank you for coming again. They r a l s a dot or ge, and on twitter, the they’re the a l s i. D is at association. Next week, dennis miller and strategic alignment. If you missed any part of today’s show, i beseech you, find it on tony martignetti dot com were supported by pursuing online tools for small and midsize non-profits data driven and technology enabled. Tony dahna slash pursuant radio. Well, you see, piela is guiding you beyond the numbers. Regular cps dot com and tell us credit card payment processing, your passive revenue stream. Tony dahna slash tony tell us our creative producers, claire meyerhoff. Sam liebowitz is the line producer, shows social media is by susan chavez, and our music is by scott stein. 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