Special Episode: Coronavirus & Team Care

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My Guests:

Susan Comfort & Mo Abdullah: Coronavirus & Team Care
Susan Comfort & Mo Abdullah can help your team prevent burnout, increase effectiveness and resilience and stay healthy, productive and joyful. Even today. Susan is founder of Nonprofit Wellness and Mo is founder of Culture Energized. (Part of our virtual #20NTC coverage)

 

 

Top Trends. Sound Advice. Lively Conversation.

Board relations. Fundraising. Volunteer management. Prospect research. Legal compliance. Accounting. Finance. Investments. Donor relations. Public relations. Marketing. Technology. Social media.

Every nonprofit struggles with these issues. Big nonprofits hire experts. The other 95% listen to Tony Martignetti Nonprofit Radio. Trusted experts and leading thinkers join me each week to tackle the tough issues. If you have big dreams but a small budget, you have a home at Tony Martignetti Nonprofit Radio.

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View Full Transcript
Transcript for 484b_tony_martignetti_nonprofit_radio_20200413.mp3

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[00:00:55.57] spk_0:
welcome to tony-martignetti non profit radio coverage of 20 NTC. The 2020 non profit Technology Conference. As you know, the conference had to be canceled, but we are persevering virtually throughout through Zoom were sponsored at 20 and T C by Cougar Mountain Software Benali Fund. Is there complete accounting solution made for nonprofits? Tony-dot-M.A.-slash-Pursuant Manton for a free trial with me now our Susan Comfort and Mo Abdullah. Susan is founder at non profit Wellness and Mo is founder of culture. Energized Susan. No. Welcome.

[00:00:57.27] spk_3:
Thank you

[00:00:57.70] spk_4:
for having us.

[00:01:43.84] spk_0:
Thank you. Thanks for working this out virtually. Um and I know that you’re each well and safe Susan in D. C. And Mo in Denver. I’m glad to know that everybody’s well and families were good. Um, your mom, your NTC topic was team care, not self care, building resilience, resiliency in an era of burnout. But we’re gonna convert this into, ah, special episode of non profit radio and thank you for your willingness to do that. So I’m gonna get it out quicker to our audience. And, uh, we’re gonna talk about team care in the era of Corona virus pandemic. Um, mothers there. Why don’t you get us started? I mean, we can, in fact keep the team together, keep the team energized and efficient and functioning well, even though our work lives, Air totally upended.

[00:02:35.67] spk_4:
Yeah, it can be done, but it takes intentionality, right? So and also understanding that it’s going to look different. So it can’t be business as usual when we moved to remote working. Let’s understand that there’s kids at home, right that need homeschooling that, um, talk about acceptability. And does everyone have Internet but then would have access to a computer to do meetings? So if you just say all right and what was really working from home and don’t put intentional, inclusive practice, this is in place. That’s what makes it a little bit more challenging, but it can be done. There

[00:02:40.41] spk_3:
are a

[00:02:40.50] spk_4:
lot of businesses that are doing it carefully and have been doing it successfully for a really long time.

[00:03:05.24] spk_0:
Susan is revealing that they’re not only Children at home, but they’re also pets. I’ve been doing off almost 30 of these interviews. I’ve had, uh, had a child walked by, thankfully clothed, but I’m ready for the naked. I’m ready for the naked two year old coming across the screen in minutes. You know,

[00:03:05.58] spk_3:
we’re ready to

[00:03:06.66] spk_0:
do enough of these, and it’s bound to happen

[00:03:38.24] spk_3:
from podcast of video right away. I agree with with Milo that it takes intentionality to build team when team can’t be together. And frankly, nonprofits have dealt with this for a long time with distributed workforces. When nonprofits have folks strewn across the country of the world when nonprofits can’t afford, um, expensive office space anymore, they go, Virtual said. Non profits have actually been pioneering this kind of team building in a way, because we’re always low budget, we’re always scrapping. Girl is traveling for far flung, um, creations have had to figure it out, of course, to and governments. But the nonprofit sector is sort of uniquely suited to figure this out.

[00:04:19.24] spk_0:
We’re recording on Wednesday, April 1st, so I’m gonna assume that organizations have already figured out the Internet access problem. You know, if there were people who didn’t have Internet access, I’m gonna assume by now that they do. But there could still be a mo was saying there. Ah, that could still be technology issues even going even now, three weeks into, um, being at home. Do you think or are we? Are We passed the technology issues, too?

[00:06:32.24] spk_3:
There are always gonna be technology issues, right? And I think, what Low and I moan I met when we worked for Play Works, which is a recess organization working most of the kids in schools. But what we learned is that the social emotional capability or the emotional intelligence that people have is really nurtured interactively through personal person contact. That does not have to mean touching contact that could mean words that are expressed, you know, spoken or written, or even a high five, you know, or an elbow bump or a cheer were, You know these things don’t have to happen in person. So when you think about team care and the importance of sure everybody has to take care of their cells, But in the nonprofit sector, we’re really bad at taking care of ourselves. We’re really good at taking care of other people or the world over not so good at taking care of ourselves. So telling a non profit worker that they need to up their self care is not gonna be ineffective strategy figuring out how we can systemically create tools and systems that effect team care where we can all take care of each other. That’s what’s gonna be the game changer for non profits, because it will encourage our own self care, hold accountability to others and build the team in the process. Because you know what happens when we talk about wellness, we make ourselves vulnerable. I’m telling you what’s going on with my body or my mental health, and that makes me vulnerable in some way. I can keep myself safe, but it’s still telling you what’s going on with my body was just personal. So if I’m making myself vulnerable, what bring a Brown says is that then inspires empathy. Because you have a body, you understand, you know what I could be going through and then that builds. Trust on what most workplaces are challenged by is a lack of trust, and so if you can figure out howto build trust, then you’ll have better automatically team care because you’ll give each other the benefit of the doubt. You’ll trust each other to have each other’s back. You’ll know that most doing the best she can, etcetera, but you’re it’s not gonna have that trust if everyone is off fighting their own battles in their own little zoom worlds or computer boxes.

[00:07:08.75] spk_0:
All right, so, Moe, why don’t we, uh why don’t you get us started with some intentionality around team care? You both have talked about the intentionality. Let’s get into some details that people can raise as discussion items in there are in in there. I was gonna stay in their offices in their in their meetings, Or they can implement themselves if they’re if they’re the CEO. You know what started with some concrete ideas, please?

[00:08:01.34] spk_4:
Yeah, well, I think one of the first things to recognize is that communication is going to look different, right? When you’re in person, personal person conversations, you can read body language. You can see it was really stressed out. But overall computer screen, that’s really, really challenging to do so. One of the first things you have to do is you have to set the New Lord. Um, and one of those norms should be around respecting boundaries, allowing, uh, you’re always to block out, um, parts of their calendar to get done. So maybe they block out stuff on the calendar saying, I’m gonna be home schooling my kids or I need to take a walk during this time and respecting those boundaries. Another thing is sending a gnome around. How many meetings did people have per day when we start moving to remorse? Working Everyone was over. Communicate. Everyone’s meeting is super duper important. But then you end up having people sitting down for 4 to 5 hours, meeting after meeting after meeting and after two. You’re really no longer productive. So really setting some boundaries around how many meetings were having and respecting people’s of boundaries as faras blocking out time.

[00:08:34.14] spk_0:
Why don’t we feel, what with this question, why do we feel like we need to have more meetings when were distributed just because we’re no longer physically close? So we were trying to compensate. So now all of a sudden, we gotta have meetings with people, you know. We used to just meet monthly or weekly. Now we gotta meet Ellie is it will be overcome

[00:08:47.18] spk_3:
and singing

[00:08:48.88] spk_4:
a lot of people. It’s a trust thing, right? Like if I don’t see you, how do I know that you’re working? Um, we need to have meetings. A lot of people think that

[00:08:57.29] spk_3:
people

[00:08:57.64] spk_4:
would communicate right is being able to see someone face to face. But the cool thing about remote working is that there’s things that exist, like flak, using chat, using email’s on and also understanding what our meetings for right. If it’s just to tell people stuff, it’s just big enough mint. You can do that. I’m a different platform. Meeting should be around creating discussion accident questions until knowing that religion a point you’re making. What, What is the purpose of meetings? Who are we having it? Um, you know, just keeping get at a decent time. So we don’t want to be having meetings for two hours. Every meeting. Some evenings are just for 30 minutes with the central people, and sometimes it’s a larger discussion that you need tohave, which make a little bit longer

[00:09:52.84] spk_0:
motion. One of those boundaries include the use of texting while we’re all remote, like texting is forbidden. Nor is only for emergencies or something of that are you?

[00:09:58.24] spk_3:
Let me be a cultural thing. That’s not something that one person can dictate what the Norma’s like. That’s gonna be a culture for every we get a lot of culture right Culture energizes most company finds about building a culture of well being. The culture is different everywhere. It’s just the way things are done here, right? So if texting is part of your normal work culture, it should be now as well. But we can’t say what the boundaries should be for any workplace, because that’s up to the workplace to set. But the the actual process of creating those boundaries is a perfect way to build trust. So what you just said, tony, is what the boss should be asking their employees. They should say, Hey, you know, while we’re on this Corona virus worked from home rotation, should we be texting? And then his employees will say, Hell, no or please yes or whatever. But the point is that we’re talking about our presence is we’re talking about our limitations, and we’re deciding as a group what that culture should be. Not the boss listening to this non profit radio podcast and saying more, Susan said we shouldn’t tax or we should definitely just depends on with it.

[00:11:06.90] spk_0:
I was trying to box you in, put you in an awkward position. I just did. And you, uh, you got out. Okay, That was my

[00:11:12.69] spk_3:
concrete things folks could do to that. Okay, even when we’re not in crisis.

[00:11:17.33] spk_0:
All right, go ahead. Well, let’s stick with the current. Uh, let’s try to keep it relevant. Oh, the crisis that we are. Okay, What else? What else have you got? Susan,

[00:11:26.54] spk_3:
The important thing is again. It’s not that we should never talk about self care. It’s that we should talk about it within the context of we’re gonna support each other. So what I like to say and behind me is even is that red and blue makes purple. Like when we talk about physical health and mental health.

[00:11:42.60] spk_0:
Now wait, Susan, everybody, everybody is not going to see the video.

[00:11:46.59] spk_3:
But this way is when you, when you talk about

[00:11:48.82] spk_0:
physician, described it

[00:13:18.12] spk_3:
mental health. Then that creates team health. Because, like I said, we make ourselves vulnerable. So if we just ask each other, not just how are you doing or what’s getting in the way, but like focused action initiative answers or questions like, How are you taking care of your mental health or what do you do that works to get you moving during the day. And if workers team members answer these questions with each other, you magical things happen right once. One, they’re focused on action on non things that work. It’s got appreciative inquiry. What’s working about right now? You can keep that going more easily than starting anew. Habit. Appreciative inquiry. Sharing about yourself like, Hey, I like to go from a TRO. Walks. Well, maybe there’s somebody else on the team that likes to go for nature walks. Well, then you could schedule your next call on a nature walk you over there and your team member over there. Maybe there’s somebody who likes to ride bikes. Well, now you know who to go to when you need a new bike shop, right? You find out all of these similarities about how people take care of themselves, and that builds that trust. And Moe was just talking about We have all these dumb meetings and we were already bad of meetings and nonprofits to begin with. Now we’re having done long meetings online. This is a terrible situation, but it’s because we’re not trusting that people are working. But if we can build the trust so that folks have authentic communication with each other. No, I’m not gonna be at that meeting is after home school my kids. But I will be online for two hours after bedtime to get your memo done right. They’re with honesty and with of compassion.

[00:13:43.88] spk_0:
Yeah, mo this this idea of vulnerability building trust it’s This has come up in a couple of NTC conversations that I’ve had people feel that being vulnerable makes is a sign of weakness. You’re you’re revealing some flaw or fall to our shortcoming that you’ve got. But it’s I think it’s 100 degrees from that. Being vulnerable is a sign of strength.

[00:14:50.90] spk_4:
Exactly, you know, in it And it it’s so powerful when leadership does it first right. You allow people to be able to make mistakes and follow your lead. And so as a leader, one of the first things if you haven’t already done it already do a team building exercise. And in that people the exercise understand how the people like to be communicated towards and as a leader also share some of the challenges that you have and also some of the things that worked really well for you and allow your team to follow the lead. So I know for me when it comes to meetings, one signals past, like, 40 minutes. I need to be able to take a break like it’s gonna be really, really tough for me and for other people, it could be, Hey, I am really shy and speaking up. Even though that might be a group norm to speak up, that might be really challenging for me to do that. Is it okay if we can utilize the chat box? Um, at some point, doing during our meeting and just creating a little bit more dialogue and getting people comfortable because once everyone knows how you communicate in the communication is going to be 10 times better and you’re not gonna get mad at people because

[00:15:06.37] spk_3:
you

[00:15:06.56] spk_4:
were so that they are, you know, not replying to emails or not speaking up for not being engaged. Instead, you can have a little bit more empathy and be able to move.

[00:15:18.42] spk_0:
Is there a team building exercise? You can suggest you can explain in just a couple of minutes.

[00:15:25.52] spk_4:
Yeah. Um, you can go on Google this thing called the leadership company

[00:15:30.79] spk_0:
Leadership Leadership Compass.

[00:15:32.84] spk_4:
Yeah, there’s a leadership compass, which

[00:15:34.95] spk_0:
is kind of

[00:16:03.57] spk_4:
like How do you take lead their people that need a lot of information? They’re more technological. They, like details, is looking better. Our creative thinkers. And so you do have a discussion with your team around where you follow on the leadership compass, Um, kind of one of the strengths and weaknesses of that. And then in the stroke of your work, what does that mean for for meetings or for one on one time, we’re getting things done. So that’s what Do you have siblings?

[00:16:05.72] spk_3:
Yeah, Thanks. On my website non profit comfort dot com, I have a whole page of icebreakers that don’t suck that I like to facilitate. Moe knows

[00:16:15.69] spk_0:
that the most you can say about them is that they don’t suck. Is that this longest endorsement? You can

[00:16:20.20] spk_3:
hear you if you really want. One of my favorite icebreaker is a check in question. It’s very simple. You don’t need any equipment. You don’t need any prep. They could be short. That could be long. They could be deep. That could be fun. Checking questions beginning of a meeting house. People build familiarity and commonalities and therefore trust

[00:16:37.08] spk_0:
like what’s an example of what’s example of a checking question

[00:17:21.41] spk_3:
Check in question Could be. What did you do to support your physical health today? Something really is. You know, people can share as much or as little as they want. It could be. What superhero would you be or what’s your superpower? What tattoo do you have or what’s a country you wanted is It could be any of those things, but I like focusing them on wellness because then again, people are making themselves vulnerable. They’re finding commonalities, and they can build more team support that way. So they’re icebreakers you can do and you can’t even focus them around wellness or someone care or diversity or inclusion or any topic you want. It’s the structure of the ice breaker that people get stuck on. And that’s where, like most said, you know, if you just try some or read Cem overviews and then make it your own or make your make the topic or the subject matter your own, you can really use the structure of the ice breaker to get people out of their comfort zone and get some new ways and relating in new ways.

[00:17:37.23] spk_0:
Okay, Okay, Susan, let’s stay with you. Other ideas that, uh, folks can implement while we’re in this roaring in the midst, This

[00:18:47.84] spk_3:
this is a more advanced one. And so I would only say this for teams that have already started down the road of diversity afternoon inclusion work like the work that motives. So we have. Ah, we developed a thing called a stressor scorecard, which is basically a list of identities and circumstances in life that brings stress. So some of them are identities, like being woman or being a person of color. Being a member of the LGBT community as a circumstance stressor might be, I’m going through a divorce or have a food intolerance or I have a terrible commute, right self circumstance that could change. But when we go through these circumstances or we have these identities that bring us stress in life, it’s important to realize it ourselves and also share that with each other in some way. So the stressor scorecard is a little bit of, um away to spark discussion. It can be a simple eyes like what is your score or what causes you stress where it could be a deeper discussion. Like Why do these things cause of stress? And how can we support each other? Because this is the stress we bring to the office. It’s not the stress that we experience it work from deadlines and too much work or even changing the world, which with no profit Cesaire already stressful jobs, world changing jobs, right? We’re talking about the stress that you bring

[00:19:09.09] spk_0:
with you. Where is there? Someplace just on. I realized this little more things further along group, but but we may as well just pursue it just to get the resource with stressor. Scorecard. Does it exist somewhere?

[00:19:16.04] spk_3:
It’s on my Web site. Non profit comfort dot com.

[00:19:23.17] spk_0:
Okay, okay, let’s bring it back to the more basic, though, Uh, you got another. Another tip for team team care.

[00:19:55.49] spk_3:
There’s so many. I think that the important thing is that you figure out a system for keeping it up like we’re in crisis right now because we’re in the midst of a cove, it state shelter, home place that is going to pass at some point and we’re gonna be back in some sort of new normal. Yes, the world will have changed fundamentally, but we’re gonna go back to some sort of new normal, And we need to figure out what systems changed more permanently. So, for example, workplaces should have some sort of committee or task force that’s focused on culture or wellness or health. And if you don’t have one yet, you should create one. It’s easy. It’s free. You can put a budget on it or just reallocate some of your budget for food or retreats or meetings to that group and the naked detect decide what the snacks are. They can decide. Um, you know what to do. It retreats or what? The wellness

[00:20:28.59] spk_0:
well, or what? To be what it is now. Yeah, well, or we could all have a common treat. Maybe, uh, you know, everybody brings their favorite cookie or something. All right, we got it

[00:20:34.85] spk_3:
yourself. You

[00:20:35.11] spk_0:
gotta gotta wrap it up. No, I’m gonna give you the closing words a little. Ah, little more encouragement, Mo.

[00:21:40.03] spk_4:
Yeah, I think, uh, end with keep the positivity going, but you have to build in a lot of different practices to keep positivity, Whether that is having shout out as part of your normal routine when you get on there having ice burgers, Um, just keep the positivity going just because it is a very, very stressful time. And so if you’re not building in those positive practices, a lot of times, you’re not gonna know when your team is feeling stressed out. It was they’re stressed out. That’s gonna lower productivity on and just make the working experience, you know, kind of dreadful. So, manager of a group of people working those practices, not every time that you need to meet face to face, but it doesn’t always have to be works. It could be a simple Hey, I saw you have 10 minutes on the calendar. Let me check in with you. How you doing today? Um, one thing that I just But I just learned that you do make sure you’re practicing wellness. So having, um, work related communications with also having personal check ins, I think it’s gonna be really impactful and keeping us all light and energized as you move through this crisis.

[00:21:59.02] spk_0:
All right. Thank you. That’s more. Abdullah, founder of culture, energized and with our Susan Comfort founder of non profit Wellness. I want to thank both of you. Thanks so much for sharing. And we’re gonna get this out shortly. Week or no more than two weeks. A special episode. So mode, Susan, thank you very, very much. Thank you. Stay safe.

Special Episode: Coronavirus & Leadership

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My Guests:

Lorraine Gordon & Catherine Hyde: Coronavirus & Leadership
Listen with compassion. Trust. Be vulnerable. Leaders, bring your heart and your curiosity forward and you can overcome any team challenge. Even today’s. My guests are Lorraine Gordon, principal at Lead With Heart, and Catherine Hyde, senior director of digital engagement for Enterprise Community Partners. (Part of our virtual #20NTC coverage)

 

 

 

Top Trends. Sound Advice. Lively Conversation.

Board relations. Fundraising. Volunteer management. Prospect research. Legal compliance. Accounting. Finance. Investments. Donor relations. Public relations. Marketing. Technology. Social media.

Every nonprofit struggles with these issues. Big nonprofits hire experts. The other 95% listen to Tony Martignetti Nonprofit Radio. Trusted experts and leading thinkers join me each week to tackle the tough issues. If you have big dreams but a small budget, you have a home at Tony Martignetti Nonprofit Radio.

Get Nonprofit Radio insider alerts!

Sponsored by:

Cougar Mountain Software logo
View Full Transcript
Transcript for 484a_tony_martignetti_nonprofit_radio_20200413.mp3

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[00:00:42.37] spk_2:
welcome to tony-martignetti non profit radio coverage of 20 NTC. That’s the 2020 non profit Technology Conference. Of course, the conference had to be canceled, but we are persevering. Virtually Vie Zoom sponsored a 20 NTC by Cougar Mountain Software Denali Fund. Is there complete accounting solution made for nonprofits tony-dot-M.A.-slash-Pursuant her mountain for a free 60 day trial. My guest now are Lorraine Gordon and Katherine Hide. Lorraine is principal at lead with heart, and Catherine is senior director of digital engagement at Enterprise Community Partners. The Rain and Catherine. Welcome to our coverage of 20 ntc.

[00:01:00.90] spk_3:
Thank you Were thrilled to be here.

[00:01:04.67] spk_5:
I’m

[00:01:04.91] spk_2:
very glad it worked out. And I’m glad to know that each of you is well and safe on in Maryland around the Baltimore area.

[00:01:12.84] spk_5:
Um,

[00:01:14.24] spk_6:
let’s get started with you,

[00:01:27.70] spk_2:
Lorraine. What? You’re you’re NTC topic is this situation calls for leadership. Uh, what What do I do now? Yeah. Now? Yeah. Now what do I do? Um what What is it that ah, the two of you want to bring to the leadership conversation?

[00:01:33.66] spk_6:
Well, when we plan to present at the conference it was What do you

[00:01:38.65] spk_0:
do when you’re in a situation when you haven’t upset, you have a disruption. You have something that happens whether it’s trust or a project is jeopardized or

[00:01:49.87] spk_6:
something where you need to defuse,

[00:01:51.74] spk_0:
um, the tension or the upset. Um, and

[00:02:17.04] spk_6:
this is a prime one we’ve got at the Corona virus way. Could have never planned for this, right, Catherine? No. Our recession is about how do you bring your heart and curiosity to self a team challenge? You know how you show up in that? What kind of insights you bring? Um, so we’re gonna talk about that. And cancer is

[00:02:18.34] spk_0:
gonna share a little bit about the learning objectives of what we hope to accomplish in that.

[00:02:23.74] spk_2:
Okay. You wanna You wanna state the objectives, Catherine, before we get it?

[00:02:27.28] spk_3:
Sure. I would be happy to heart

[00:02:29.62] spk_2:
and curiosity before we get there.

[00:02:52.08] spk_3:
Yes, absolutely. So we had three learning objectives here. One is to build your leadership awareness. That is just your understanding of off. What are the components of leadership and how do you bring them? Forward and ah, hint. It’s got a lot to do with heart and curiosity. So the other the 2nd 1 is to reflect on the barriers to high performance, what’s getting in the way when the when the team isn’t functioning. And one of the things we wanna underscores that leadership is something that could be done by anybody. At any level. Any member of the team can step up and take help, present a healthier way for the team dynamic to move forward. And

[00:03:15.92] spk_4:
then we’re gonna help

[00:03:21.14] spk_3:
you lead leverage, some tools and approaches that would, um, help defuse some of the conflict that might arise. And certainly some of the tensions that teams have, especially when they’re working remotely and they don’t have each other to bounce off of in person.

[00:03:42.33] spk_2:
Okay, let’s stay with you. And, uh, heart and curiosity are not words that are typically associated with leadership. But you’re you’re opening things up. So, uh, star expand our thinking. What, what? What’s the role of heart and curiosity and leadership?

[00:04:27.84] spk_3:
Well, if any of you are familiar with Renee Brown, she speaks about vulnerability and how important that is to leadership. And that is your heart. Bringing your yourself your whole self, allowing your team to bring their whole self, and we’ll talk more about this later. But the idea of how to listen with compassion and how to speak with clarity and the curiosity comes from this approach that we don’t have all the answers. We don’t know all the background. So coming at this coming at any situation, whether it’s conflict, attention or otherwise with your curiosity, is a way to break through some of the barriers.

[00:04:31.41] spk_2:
Okay, vulnerability is, uh, it’s a good adjective.

[00:04:35.12] spk_5:
I like I I admire

[00:05:35.57] spk_2:
people who clearly are are vulnerable. Um, I think a good example of that in leadership is Amy Sample Wards. You know that I’m actually I’m getting a little teary eyed just thinking about it, because she’s tearful in the video that she made you confined in it and 10 dot org’s and go to the fall of the 20 NTC Conference links. You’ll see the cancellation video that where she announced the cancellation and, uh, was made even made, and 10 and 10 vulnerable by saying this is 62%. This conference is 62% of our revenue, and we’re not only losing the revenue from the from the registrations, but we have incurred enormous penalties for the broken contracts with food vendors and signed vendors and all kinds of So she was not only vulnerable on a personal level, but on her organizational level two. And you know, you see her and you see in that video wiping tears at least once, maybe twice. Um, I just thought that that was a great example of what it occurred to me when you said the word vulnerable. I absolutely want that video there

[00:06:04.70] spk_3:
was There was one conference I was at. I mean, Amy is an excellent example of a vulnerable leader and a leader who comes with curiosity and and heart. I remember there was one conference where you could actually get a button that said I made a me cry because she wants to hear your story and she’s there with you in such a re away. So it’s an excellent example. Tony

[00:06:12.47] spk_2:
that arose out at a conference.

[00:06:16.52] spk_3:
They were buttons for your bling. You know, there

[00:06:18.98] spk_4:
was a button there that said I made a me crow. Okay, what do you want

[00:06:22.85] spk_0:
to add? Please, Tonto. But, um um, vulnerability is like a key competency for leaders. It makesem humane. It creates a bridge of trust it says, I’m in this with you. Um, it’s where leaders have an opportunity to really dig deep when it comes to emotional intelligence, which so many studies have been shown to demonstrate that leaders who have strong Q our leaders who are far more productive on all kinds of levels, generating revenue, bringing teams together, creating wonderful

[00:07:00.12] spk_6:
cultures. Um, but vulnerability could be a little scary. It’s scary if you are not vulnerable personally and

[00:07:07.64] spk_0:
your personal relationships. It’s hard to do that at work, you know, because there’s so much we we cover up, and essentially, what we’re covering up is our heart. But that’s the very thing we want. Thio sort of open up

[00:07:19.29] spk_6:
a bit and connect with others, but we all have it. We all have a heart, and we’re all looking for an opportunity to connect. And it’s a powerful tool

[00:07:27.93] spk_0:
being able to lead with heart when you can do that. So

[00:07:32.07] spk_6:
this is a situation that certainly calls for it right now because we’re vulnerable on so many levels of safety and health and well being.

[00:07:41.42] spk_0:
And we were thinking about our families, our communities, our neighbors, our workplaces. So

[00:07:47.69] spk_6:
whether we want to be vulnerable

[00:07:49.32] spk_0:
were at least inching toward that space. Whether we want to or not. You know, I think

[00:07:55.42] spk_2:
there’s so much thinking that, uh, misplaced that that showing vulnerability is a sign of weakness.

[00:08:03.32] spk_4:
I think it’s just the opposite. I think

[00:08:05.78] spk_2:
someone who’s vulnerable is is showing, exuding confidence and strength, actually, that they can open themselves up that way. I

[00:08:13.80] spk_4:
think it’s

[00:08:16.13] spk_2:
a sign of enormous. It’s confidence and strength. Yeah, yeah,

[00:08:18.08] spk_6:
you’re right, you’re right. And as a leader, I have had my best

[00:08:57.72] spk_0:
relationships with leaders who have been vulnerable with me, and when that has happened, I give them my very best. I give them so much more than I would, a leader who really is just trying to just tap whatever you know, not tapping my full self. And so as a leader, I’ve I’ve aimed to do that to, to really bring my full self in my vulnerability and the sense of trust, which is one of things we’re gonna talk about trust being a real bedrock in all of this trust and vulnerability. When you’re in a situation of disruption, so it changes, it changes us. It changes the people around us. It

[00:09:01.33] spk_6:
can actually change the whole vibe in a room. As a facilitator, I’ve seen it happen. I call it sort of dropping the water line when somebody is vulnerable and they drop that water line, you can feel

[00:09:14.33] spk_0:
the shift inside the room and it’s palpable. So

[00:09:17.25] spk_6:
it’s a powerful tool.

[00:09:18.24] spk_0:
And I Catherine, I would just invite leaders to go there.

[00:09:21.59] spk_3:
Yeah, yeah, and it breeds vulnerability. If you can bring your whole self as a leader, it allows your team to bring their whole cells, and it generates an incredible amount of loyalty and willingness to go above and beyond.

[00:10:34.05] spk_2:
Yeah, I’m going to recommend someone to you and and a book that I just I interviewed him and I do so many shows. I can’t remember if if this show has gone live yet, but his name is Jamie Bursts, but it’s spelt like hearse with a B. So Jamie B E A R S e. He’s the CEO of zero, the end of prostate cancer on they have an organizational culture there, Which is which is what his, um Oh, you know, I don’t He hasn’t written a book on this. It’s just No, I’m sorry. I interview a lot of authors to. He hasn’t written a book on organizational culture, but the culture that he’s created at at zero, which is a pretty large organization, 25 or 30 employees or something like that is exactly in line with what you’re describing. You’ll you’ll be interested in. I regrettably, the only resource I know where he talked about organizational culture is my show, so but I’m

[00:10:46.25] spk_4:
not trying to get more people. Listen t o. And he has,

[00:11:19.64] spk_2:
um, they show up with, um hh bedrocks of the culture. HHS Um, humility, Is it humility? Hunger? Yes. Not honestly. They’re honest people, but it’s humility, hunger, and I can’t run with the esses. I don’t want to miss quarter, but HHS bedrock of And they have some medical, um, vulnerability in trust so that they

[00:11:20.16] spk_4:
trust each

[00:11:56.74] spk_2:
other to be vulnerable. They open up their meetings with they spend five minutes going around the room, putting a spotlight on someone else who exhibited either HHS. This humiliation is ability, hunger and smarts, man. Shoot. But you put the spotlight on someone else, you go following someone else. Um, thinking like, um silence is dissent. When the leader says, When the leader, whoever’s leaving that meeting says, you know, are we ready to go on? Everyone has to affirmatively Yes, yes, and one who’s quiet then that’s assumed to be descent. And they’re asked, Are you ready? Or do you have an objection? You know, So they want everyone affirmatively agreeing to move to the next topic or think or things like that. I think that. Anyway, um, we’re here to learn from you, but you’ll be in

[00:12:17.91] spk_0:
No, that’s good. That’s a great story. Is the

[00:12:33.39] spk_2:
culture at zero? Um, and a lot of what you’re saying is reminding me about my conversation with Jamie Bursts. Um what about What about trust? Lorraine? You want you want some more about that film?

[00:14:34.14] spk_0:
Yes, absolutely. So trust is the bedrock of all teams. And if if you’ve read anything around the five dysfunctions of a team, um, Lindsey Onis book, he talks about trust. Everybody has a different lens of trust, but he sort of focus is on for the purpose of shared language. He focuses on trust being in the areas of reliability, acceptance, openness, sinking crew. It’s, um so trust is a key thing of being able to create that within teens and being able to talk about what’s my islands of trust? Is it that you that you are reliable, You deliver what you say you’re gonna deliver? You set up regular zoom meetings In this disruption, you make yourself accessible. Somebody else may have the lens of trust around acceptance. You know, you’re accepting me in this disruption in this pandemic. You’re accepting my circumstances of home at home and all it is that I need to juggle kids, elder care, all those kinds of things. So everybody has a different lens, but it all sort of bedrocks under trust. And we all have people in our lives who we can kind of sort of think about when we think of the word trust who naturally comes to mind when we’re in workshop. Catherine and I typically will say, Close your eyes and think of somebody who you when we say trust somebody who comes to mind in it and it could be a leader could be a family member could be a friend, but almost undoubtedly acceptance, reliability, openness, not so much congruence. Tuscan grew. It’s really kind of wraps up all three, but those usually come to mind, and then we really just have a conversation about how do you build trust? How is trust? Quickly broken. Um, you know, are you somebody who trust people initially, when you meet them, where or do you have them earn trust? You know, So it’s a really good conversation, um, around how to do that during this time. So part of building trust for teens right now would be, you know, create a

[00:14:42.69] spk_6:
having a conversation

[00:15:26.34] spk_0:
about what do you need? What is it that you need? Um, how can I support you? Those air all embedded in trust? Um, one of things I often say is, what should I stop doing? Start doing, continue doing, um, it’s leaning in and saying, You know, I want a trusting relationship here, And how do we build that? Because trust is something you built. It’s like it’s like any investment. The more you invest in put trust moments, trust exchanges, sort of in the trust kit or whatever the more you can tap it. And if I’ve got a long term relationship with Katherine of 20 years, and she does one thing that appears to break trust. I’m gonna continue that relationship because she has such a deeper investment with me versus somebody new who really hasn’t taken the time to invest. So

[00:15:36.52] spk_6:
this is a time for

[00:15:40.78] spk_0:
teams to really build trust and, um, create that foundation and be reliable as much as you can in being accessible during this pandemic and being available, answering questions, creating connection, being accepting of people, circumstances at home, A lot of those kinds of things.

[00:16:02.59] spk_2:
And, of course, all this that we’re saying applies in leadership generally and generally. Certainly we’re in the midst of this spandex, like, makes sense to grounded in our current reality, but it applies way beyond absolutely this situation. Katherine earlier you talked about you mentioned. Listen with compassion. Could you flush that out, please? I love that.

[00:16:17.51] spk_3:
Yeah, I would. I would. I would love to do if you will allow us a little role. Play with Lorraine around the levels of Listen,

[00:16:26.60] spk_4:
you have You obviously have something planned. How could I Way

[00:17:44.88] spk_3:
would love to do this. There’s ah, with some acknowledgement you can have here. There are three levels of listening and the first level. I like to say it’s all about me. That’s when I’m listening to you and I’m busy understanding its impact on me. Whatever you’re saying, the second level of listening, It’s all about you. I’m listening to understand the impact and the, uh, inference and the effect of what you’re saying on the story you’re telling has on you. The third level is called Global Listening, and it’s when we’re cut it. It’s beyond you and me. And it’s the kind of listening that ah comedian has to do to read the audience. There’s a sense of the energy in the room. It’s like beyond the human individual. So Lorraine and I was one of the things to keep in mind is, you know, people want to give a bad rap to level one listening, but it’s a really important thing. If you’re giving me an assignment, I need to be thinking, Can I do it? Do I have the time? What is my capacity? I have to be thinking about its impact on me specifically, But if you are telling me something that’s important to you and you’re expressing a piece of yourself, I need to be listening in level two listening. I need to make sure I’m focused on you and the impact that what you’re saying in your storytelling has. And that’s where the listening with compassion comes through on Lorraine. And I would like to do a little role play where we show you what it feels like to listen at level one and then tow. Listen it level two.

[00:18:03.98] spk_2:
Absolutely. Katherine can just make a suggestion. Move your move, Your mouthpiece? A little. A little below. Just a little. Blow him out. Yeah, that’s good. OK, is some of the some of the constants we say, like, uh, you know, and it breaks up just a little bit. I think it’ll heal less. You’ll aspirated less air it right into the right into the microphone. But But we can still we can still hear you. Okay. Please.

[00:18:27.64] spk_3:
Okay. So Lorraine is gonna tell me a story. What do you want to tell? And I’ll start with level one listening when it’s all about me. What she’s saying,

[00:18:37.25] spk_6:
Katherine, guess what? Last year, I want a fabulous trip to Israel. It was something I’ve been wanting to do for so long. Less June and It was incredible.

[00:18:47.86] spk_3:
Meal is always fascinated. May it’s hot. I’m so jealous that you could go.

[00:18:54.32] spk_6:
Yeah, Yeah. I went with a group from my church, and it was an amazing experience and did this whole holy tour. And there were all these other church proves

[00:19:04.26] spk_4:
there that would

[00:19:05.40] spk_3:
have been so cool if I had been there because, you know, that means so much to me to to be part of community like that.

[00:19:13.45] spk_6:
Yeah, I felt like I was in community, Katherine. And you know, so many historical sides and, uh, the upper room And, you know, going to the temples and asana was it was incredible to see

[00:19:28.90] spk_4:
you don’t even know what

[00:19:29.66] spk_3:
half of those things are that you’re talking about.

[00:19:32.66] spk_2:
Okay, We get

[00:19:33.59] spk_4:
way, we’re gonna fly with Catherine. That was

[00:19:37.50] spk_2:
good. You know what you tried? You tried thio. Turn it. I wish I could have been part of that community, like, you know, like using the word community makes you a better listener.

[00:19:48.13] spk_4:
You know, said community. You know, I said hard. You know what e? I said the words. So I guess I’m a level to this here. I

[00:19:58.00] spk_2:
like that. there’s a little twist.

[00:19:59.16] spk_4:
I wish I could have

[00:20:03.08] spk_2:
been part of your new didn’t say your community. Okay, I’m sorry. Okay, We got it. Go ahead, please.

[00:20:06.33] spk_3:
So Lorraine’s going to start the story again, and I’ll give level two listening.

[00:20:09.55] spk_6:
Okay. Katherine, last year I went on this fabulous trip to Israel, and it was amazing last June, and it was on my bucket list, something I had wanted to do,

[00:20:18.65] spk_0:
and it really wasjust quite a spiritual experience for me.

[00:20:23.42] spk_3:
Well, I can I could just see what it meant to you in your face. You light up when you talk about it.

[00:20:29.24] spk_6:
Yeah. Yeah. I saw holy sites that I had read about for years. And just to be in these places, garden of Vicinity and all these specials places was pretty incredible. Being in better ham and a shepherd’s field. It was

[00:20:47.04] spk_4:
it was quite

[00:20:47.54] spk_6:
touching. At times. I just I had to pinch

[00:20:50.07] spk_0:
myself and realized Am I really here?

[00:20:52.72] spk_3:
Absolutely. I can hear how it enriched you. Just in your voice.

[00:20:57.31] spk_6:
Yeah. Yeah. Well, thanks for showing interest,

[00:21:00.04] spk_0:
Katherine. I really appreciate that. Just your you’re leaning in just makes me almost relive the experience again. So that’s great.

[00:21:08.90] spk_3:
Okay,

[00:21:09.74] spk_2:
excellent. Yeah. Yeah.

[00:21:16.02] spk_4:
Short little example. Interest is clear. Yeah, sometimes say that

[00:21:16.89] spk_2:
to people, you know, I can tell. I can tell how your voice, you know, I was that I could

[00:21:21.12] spk_4:
tell in your voice, or I could see how your face

[00:21:23.19] spk_2:
lights up when I’m having lunch with someone.

[00:21:25.09] spk_4:
I can tell how you’re how animated you get. Well, yeah, we’re bored with the other

[00:21:55.48] spk_2:
percent of our conversation, but because I tend to do that, I put a lot of people off. That’s why I e if I don’t do it virtual, you know, And a lot of times I don’t even do the video. No, but no. But you can see animation. You can see people’s eyes light up our arms start to move their hand. You know, you can see Ah, smile. Come in their face. Absolutely. It’s There are things we talk about that brighten us instantly. And yeah, that’s being

[00:22:01.31] spk_4:
the good skills

[00:22:10.39] spk_2:
being very graphic. Just perfect to recognize. Okay. You want to take us to a level. Did you

[00:22:14.20] spk_4:
know I’m not tonight? Were you three? But I do want t about I do stand

[00:22:23.68] spk_2:
up comedy. I’ll tell you about little when that really sucks when nobody’s laughing at your jokes. Um, actually, it doesn’t happen too often, but, uh, you get a sense of a room because you use that example of of a state of comic leading the room. Um, you know, when it’s not going well, um, you know, when a certain type of joke didn’t doesn’t do well, don’t do more of those, you know, Don’t try to push it. Maybe just that one. I’ll try another one, just like it Now, you know, time to move on, tell a story about seventh grade. You know, Tele Tele vulnerability story or something. And no. Yeah,

[00:23:06.84] spk_3:
but I want to say the reason that we talk about this and we spend time on it is because if you don’t know your options when you’re listening, you can’t use them intentionally. Right? So there are times when you need to be listening on level one, and there are times when you should be listening on level two, and we encourage you to be aware of your conversations to be sensitive to that. And this is even true in your home with your family, right?

[00:23:21.60] spk_4:
E was just

[00:23:35.44] spk_6:
gonna add. So both Katherine I our leadership coaches and when we’re coaching a client, we really need to hone into level three to level three is really looking at not just a smile, not just

[00:23:41.80] spk_0:
the energy, but it really is going in that somatic vein of where you’re really sensing. The whole body’s been sensing the energy behind a conversation, And you could

[00:23:48.40] spk_6:
sense when somebody is not saying something

[00:23:51.52] spk_0:
and when there may be shielding or whatever. But it’s deeper listening room. We as coaches have to really, really be centered and grounded in our listening because it really is full body listening to something. Intuition is a piece of you. And tradition is a big piece. You

[00:24:07.70] spk_2:
Very good. Um, all right, we still have a couple minutes left. Um, you had some tools and approaches. Who wants the

[00:24:16.37] spk_6:
mind? Catherine, If I mentioned a few things go for I had. So when I was thinking about this interview, I thought about

[00:24:22.04] spk_0:
some things, um, of the people and leaders, uh, and team members could do, and I

[00:24:30.04] spk_6:
had a few things here. Refraining, You know, here’s an opportunity

[00:24:36.74] spk_0:
to rethink how to frame this disruption, seeing it as an opportunity to recreate, to co create together and to give birth to two to some new things. So refrain ballots to leaders. Try not to overload your team with too many tasker projects, because remember there juggling their own family. Childcare, self care. They’re juggling anxiety, depression. You’re adjusting to a new normal balance. Number three. Be creative. It’s an opportunity to think out of the box something new again.

[00:25:03.31] spk_6:
This is all sort of glass is half full

[00:25:19.32] spk_0:
versus half empty kind of mindset. Fourth servant leadership, which requires just what we were just talking about listening, accepting being president, being adaptable and leading with head and heart heart being important, flexibility, flexibility with the deadline’s focus on the big picture and not bet just current deadline that that is required. So that will cause a leader us to expand our comfort zone a little bit. So they were not so tight. They like, I want that deadline and just be done right now

[00:25:35.13] spk_6:
and then. The last one is so

[00:25:50.27] spk_0:
important in a time like this, but it’s so important when there is no pandemic and it means the world to people based on my years of being a leader in organization. And that is saying thanks. Say thanks. It makes a difference. It shows you care. Um um you could never say it too often on thank the team for navigating this this new unknown, uh, territory. Thank them for the completion of a project. Thank them for just the smallest of the biggest things. And it’ll go a long way, and it will increase engagement. It will shift a culture, and it could make a big difference. So

[00:26:14.72] spk_6:
and thanks to you, tony, for yes thing.

[00:26:19.03] spk_2:
Is that the end that you had planned or Katherine Anything you want. Oh, you

[00:26:22.62] spk_3:
know, I think she summed it up beautifully. Okay, Lead with your heart and curiosity.

[00:27:04.74] spk_2:
Well, then, thanks to thanks to each of you A said, I’m glad you’re well and safe. And thank you for sharing. Thank you very, very much. Um, marine core principle of lead with heart, with great a company name. Obviously. Basic leave. Um, and Katherine Hyde’s senior director of digital engagement at Enterprise Community Partners. And thank you for being with 20 ntc non profit tech. Well, this is non profit radio. What I need to say is, thank you. Im profit. Radio coverage of 20 NTC, um, were sponsored by Cougar Mountain Software, which I’m grateful for. Denali Fund. Is there complete accounting solution made for nonprofits tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial. Thanks so much for being with us.

[00:27:18.14] spk_3:
Thank you. Turn. Thank you. My pleasure.

Nonprofit Radio for April 10, 2020: Turbocharge Your Grants Fundraising

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John Hicks returns with 9 steps that will burn the tires off your grants program. He’s principal and founder of DLBHICKS, LLC consulting. (Originally aired February 23, 2018)

 

 

 

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[00:00:13.74] spk_3:
Hello and welcome to tony-martignetti non profit

[00:00:58.80] spk_4:
radio big non profit ideas for the other 95% on your aptly named host. Oh, I’m glad you’re with me. I’d be stricken with Lissa if you bit me with the idea that you missed today’s show Turbo Charge your grants fundraising. John Hicks returns with nine steps that will burn the tires off your grants program. He’s principal and founder of De LB Hicks, L. L C Consulting. This originally aired on February 23rd of 2018 feet Land last week was grantmakers relationships. See how you see how it all ties together. This show is so heavily produced on tony Steak, too. I’m channeling You were sponsored by wegner-C.P.As guiding you beyond the numbers wegner-C.P.As dot com Not heavily produced. Not just that, but expertly produced but Cougar Mountain Software Denali Fund. Is there complete accounting solution made for nonprofits tony-dot-M.A.-slash-Pursuant. Martin for a free 60 day trial and by turned to communications, PR and content for nonprofits. Your story is their mission. Turn hyphen to dot CEO. Here is John Hicks.

[00:01:27.42] spk_3:
What a pleasure

[00:01:27.86] spk_0:
to welcome back John Hicks. We

[00:01:29.85] spk_3:
believe this is his third time on the show c f r EE principle

[00:01:42.64] spk_0:
and founder of De LB Hicks, a consulting firm providing fundraising and grant seeking guidance to nonprofits from grassroots to global. His

[00:01:42.84] spk_3:
career spans over 30 years.

[00:01:44.81] spk_0:
He’s on the faculty of Columbia University’s Masters degree in non profit management, teaching grant writing, and he’s a lecturer for Rector’s University’s Institute for Ethical Leadership. He’s at de lb Hicks and de lb hicks dot

[00:01:59.05] spk_3:
com. John Hicks Welcome back to the studio.

[00:02:01.62] spk_5:
It’s great to be here.

[00:02:06.51] spk_3:
My pleasure to have you d l B D L b All we keep. Here’s deal be I love the story behind Deal Be Tell it

[00:02:15.34] spk_5:
Sure thing L B stands for Dylan’s lightbulb, as in Bob Dylan. Um, years ago, I came across a copy of D. A. Pennebaker’s great documentary Don’t Look Back, Bob Dylan’s 1965 tour of the U. K. Early in the film, Dylan’s getting off the plane at Heathrow Airport in these walking of this press conference, carrying a large light bulb, and he’s getting asked all the innocuous questions, you know, Are you folk? What is your message? And someone asked me, what is your message is my message. Keep good head. Always carry a light bulb.

[00:02:45.65] spk_3:
And I thought that

[00:02:47.27] spk_5:
was probably about the best piece of advice I’ve ever heard in my life. And I adopted is a personal mantra. And so when I launched my own firm, I said,

[00:02:57.98] spk_3:
You know, I’m gonna

[00:03:03.74] spk_5:
work. Deal, be into this. Get the light bulb in there. And that’s t l B. If you go to the website, you can learn a little more about that incident.

[00:03:05.82] spk_0:
And the home page has ah lightbulb image.

[00:03:09.19] spk_5:
It has a light bulb. Do

[00:03:10.77] spk_0:
we know why Dylan was carrying, like, both Do we know

[00:03:13.05] spk_5:
this day? And no one knows, I think is the typical Bob Dylan thing where somebody handed him a white bombings like this is cool.

[00:03:20.55] spk_0:
Or maybe it’s not, but I’ll make it cool. Okay.

[00:03:22.74] spk_5:
They’re identical radio.

[00:03:24.83] spk_3:
All right. Um, glad to have you back.

[00:03:27.36] spk_4:
I love it. You can come to studio all the time. Wonderful.

[00:03:29.48] spk_5:
Yeah. It’s great to be here.

[00:03:32.04] spk_3:
Um all right. So you got you got these nine

[00:03:42.74] spk_0:
tips for Ah, um, Turbo charging. You know, kicking up your grants program to the next level. Um, and you’ve got some advice that coincides with the panel that was on last week when I moderated at the Foundation center. Right? That’s cool.

[00:03:57.02] spk_3:
Um, so let’s I mean, let’s Ah, let’s let’s let’s overview first. What are what? What do you

[00:03:59.39] spk_0:
feel like? Non profits just generally are not getting quite right. Man, you got nine tips here about things that not profit should be doing better. But

[00:04:08.34] spk_3:
just eyes the thinking, not right around grants.

[00:04:10.60] spk_0:
I mean, what what generally, what could we be doing? Smarter. Thinking better differently about Grant What grants wise?

[00:04:18.64] spk_3:
Well, I was

[00:04:19.22] spk_5:
looking at grants is being the kind of philanthropy that brings to things to the table for a charity they bring. A grant will bring you cash and those rings you cachet. Okay, so it’s, um

[00:04:30.19] spk_0:
thank you. Somebody else’s supporting you that they believe in your work. Exactly. If you non profit radio sponsors. Yeah,

[00:05:35.37] spk_5:
you got it. And the thing about getting grant funding is that you go through a more of a due diligence process, which means that if I’m able to go to AA donor even if it’s an individual donor and say I have a grant from this foundation, of that foundation, and particularly if it’s a pretty well known foundation. Um, it says to that person, Have you been through due diligence process? And so I think First of all, it’s getting non profits to think about what part does a grant or grants for a grants program play in their philanthropy? And, um, also, I think it’s the heart of the nine steps to turbo charging your grants outreach. It’s It’s all about rethinking your agency. It’s like rethinking your story. And how do you use that to engage foundations at a much higher level? And I think I’ve always said that any charity could do this. I mean, it is This is not just large charities. I think grassroots charities.

[00:05:38.16] spk_0:
We wouldn’t be on non profit radio. This is all really for the $1,000,000,000 endowment and above.

[00:05:45.52] spk_5:
You got it? Okay.

[00:05:46.10] spk_3:
No, no. For sure they can. And that’s that’s why that panel

[00:05:48.51] spk_0:
was so valuable. Last That was last week. Yeah, I think there was

[00:06:15.68] spk_5:
a lot of discussion about this. I mean, if you if your listeners go back and listen to that, um, that podcast again, I mean, you’re gonna hear these grantmakers talk about the importance not only of engagement, but it’s coming in with a story in a vision for where your organization’s going next. And if you can get them to buy into that direction, you can not only get a grant that you could maybe could get a sizable grant or an impactful grant.

[00:06:20.91] spk_0:
And that term grand. Exactly. Yeah, yeah, changing the conversation. Okay. And you’ve got ideas on that coming up. You know, thinking long term versus immediate and what’s recurring costs, etcetera. And what’s growth costs we’ll get. Okay,

[00:06:34.29] spk_3:
so that’s a so the 1st 1 you have, um, focusing on

[00:06:37.64] spk_0:
the right, the right kind of money Thio ask for

[00:07:03.23] spk_5:
right. I think it’s understanding where your organization is in not trying thio under reach or overreach. So I think the important thing is I see a lot of charities come in and say, You know, I’m under feeling under a lot of pressure from my board or the staff that I have to go for the gold swing for the fences and get gates may not be the right fit for you. It’s choosing the part of the donor pool. You want to swim in a CZ I’m find of telling clients, Um, and the other part of raising the right money is making sure that you’re not getting money that sets up expectations that you can’t fulfill. This is another thing I run into is a consultant is walking in the door and seeing a lot of grants literally lying around where the agency is struggling to fulfill the promises made. But they just weren’t able to bring the rest of the money. And so it’s making sure that you’re driving the bus. That money is coming in to support your priorities and what you do Well,

[00:07:34.04] spk_0:
yeah. Um, So what? What causes this? This gap is it is not adequate planning on the part of the part of

[00:07:42.38] spk_3:
York. It can

[00:08:16.02] spk_5:
be inadequate planning. But, you know, I’m also fundraiser, and I acknowledge that a lot of us were there a lot of pressure to produce. And so it could be that, you know, we have boards. We have bosses. Who are you asking us to go for this grant? That grant. And, you know, you’re just you’re in response mode. The nine steps, I think get us back into doing this proactively so later in our conversation will talk about things like a strategic agenda and envisioning. And that kind of helps us, you know, move the ball forward, but close

[00:08:18.04] spk_0:
this gap between expectations and and reality. It’s

[00:08:22.04] spk_5:
usually you said it better than I did, tony,

[00:08:24.16] spk_3:
Uh, most guests say that. So don’t be surprised what this point out

[00:08:30.06] spk_0:
is that you’re surprised that I Okay,

[00:08:30.40] spk_3:
hold that thought.

[00:08:54.44] spk_4:
It’s time for a break wegner-C.P.As so that your 9 90 gets filed on time so that your audit is finished on time so that you get the advice of an experienced partner. You each tomb and affirm that has a nationwide non profit practice with thousands of audits and nine nineties under its belt. Wegner-C.P.As dot com Now more of turbo charge your grants. Fundraising.

[00:08:58.44] spk_3:
Let’s go back

[00:09:10.90] spk_0:
to John and turbocharging your grants. Fundraising. Um, yes. So we’ve got ideas coming up that are gonna close this gap. Basically, um, let’s see

[00:09:14.48] spk_3:
what you want. Talk about next.

[00:09:15.84] spk_0:
What do you uh you You You you go.

[00:09:18.09] spk_3:
What? We

[00:09:19.80] spk_5:
were talking about visioning, and maybe we should talk a little bit about gold setting because I think that’s it

[00:09:24.46] spk_0:
certainly related to what we’re just talking about. If you don’t, you don’t have the goals right Then the expectations are gonna have that gap between what you asked for and what they’re expecting,

[00:09:31.52] spk_5:
right? So, um, a

[00:09:33.39] spk_3:
lot of

[00:09:59.98] spk_5:
cases gold setting stops at raise more money and you did last year. Our costs are going up. Here’s where the costs are going up, and that’s pretty much the end of the conversation. And what I’ve come to find out over time is that the organizations that seem to do a better job of getting money on the grant seeking side are the ones who think about their goals into categories. There’s, um, sustaining goals, which is essentially what are carrying costs just for the operations and carrying constant program. So we still need to bring money in to make sure we keep the doors open. We’ll keep doing the essential work that we do best. But then there’s another set of goals which relate to investment. So I call these investment goals and I only think of it is you put money in, you’re going to get a return on it, and we’re going to do something a bit more than you know we’re doing right now. So when the operation site he could be staffing, it could be strategic planning could be capacity building and never on the program. Inside, it’s all about creating new programs and growing new programs for growing the programs that you

[00:10:40.45] spk_0:
have. So this carrying costs versus new investment, right? Um,

[00:10:46.08] spk_3:
it’s It’s not This is not, Is not

[00:11:17.71] spk_0:
the same is short term versus long term Now I think it’s because carrying costs could be long term correct, Right? It is it those air like you’re basically your overhead eyes that fair or now nobody’s that’s program its program to write its programming. It’s just feel free to say you’re wrong. I’m not gonna shut your Michael. Uhm, we re very rarely Occasionally we do, but I won’t let you. So uh, okay, so it’s not that right. It’s, um it’s you You’re forced to think long term. If you want to make this type of, you know, new investment kind of asks,

[00:11:54.83] spk_5:
right? Exactly. I mean, I know another way of putting this Is that sometimes, you know, I, um yeah, I’m so privileged to meet incredible people who were working miracles with small amounts of money. They come in with a fairly small, modest program. But when you look at what they’re doing, they’re making some pretty deep meaningful change in people’s lives. And sometimes I’m so blown away by what they’re doing with limited resource is I’m I look at them and say, You know, if you’re doing this on a shoestring, imagine if we had the shoe. Yeah, she was all about the investment grand. Where do we go next? And how do we take this? And either deep in it are are make it bigger,

[00:12:06.00] spk_0:
look atyou extending the shoestring metaphor. Hey, So smart. Okay, So insightful. Okay, no friends if we had to shoot. All right. All right. Um, but now this. You know, there might be a fear of putting the putting the potential funder off, because now we’re asking for more money. And if we’re looking for this new investment kind of money,

[00:12:25.01] spk_3:
we’re not gonna

[00:12:25.59] spk_5:
put a thunder off by asking for more money. If the money has a purpose. I mean, think about it this way. I remember

[00:12:31.64] spk_0:
this sounds important years. They’re not gonna put a funder off by asking for more.

[00:12:34.74] spk_3:
I don’t think something. Yeah, I Years

[00:13:07.02] spk_5:
ago, I heard Abigail Disney talking to a group of non profits at an event here in New York City. And something she said was that she says, Yeah, I have a lot of money and I’m a philanthropist. But without you, my money means nothing, because I don’t go where you go. I don’t do what you do. I don’t see what you see. When I find you. You become my ears and you become my eyes and you become my hands. And

[00:13:07.42] spk_3:
any

[00:13:07.75] spk_5:
organization can be part of that

[00:13:18.48] spk_0:
picture. That’s why, don’t you? Yeah. Yeah. Okay. So ask for what you need, not what you think will be approved. As for

[00:13:20.21] spk_5:
what you need, what

[00:13:20.89] spk_0:
do you think you’ll get

[00:13:48.71] spk_5:
and and and ask for funding that’s going to get you to the right opportunity. So I always feel that philanthropy is about the possibilities, what we’re able to do next about opportunity. I remember once I had was working with an organization here in the city and the CEO was taking a grantmakers through the building and showing him the program and talking about program growth. And halfway through the visit, the thunder looked at the CEO and said, Look, I know you’re going to be coming to me with a grant proposal. Just make sure you ask me for enough money to do what you need to do. So you don’t have to come back and ask me again.

[00:14:04.84] spk_0:
Yeah. All right. They want to be asked for yesterday. Right? Uh, tony with foundations.

[00:14:11.47] spk_5:
Remember, we’re dealing with the donor constituency that’s in the business of giving money away. Yeah. So let’s help them do their jobs,

[00:14:28.46] spk_0:
and they want to do it right? They don’t want it. Ah, half cocked. And then, like you said, you know, a request to come back, uh, having to come back in 18 months because you didn’t ask for enough. Right? That looks bad because you look at your not about you. Not a good

[00:14:38.32] spk_3:
planner then. And you did the best you

[00:14:39.44] spk_5:
can. Sometimes there are extenuating circumstances, but you have put some thought into it. And I think you know most of our listeners. I’m sure do this, so yeah,

[00:14:46.98] spk_0:
well, we’re making sure that they will. Now,

[00:14:49.47] spk_5:
there we go.

[00:15:01.84] spk_0:
I’m glad you said our listeners before you says my listeners and, uh And then you kept talking, so I let it go. But this time you said our listeners are Our listeners are our listeners, right? Pronouns non profit radio. Uh, we should make that a takeaway on to make that my takeaways. Okay. Um, all right, so we have carrying costs versus new investment money. Now we have sustaining grants versus investment grants. What it’s supposed to do You want us to be thinking about these? What does this mean,

[00:15:20.50] spk_3:
Right, So it’s thinking about yourself in jail. It z it’s

[00:16:13.52] spk_5:
sustaining Great. It’s the stating expenses, investment expenses and then the you have to think sustaining an investment grants and the way you write these things are a bit different. I mean, sustaining is essentially you’re making the case in the proposal, the application for why we need to keep the doors open and keep doing what we’re doing. And I think these grants get driven by results. Here’s what we accomplished last year. Here’s what we have the promise of continuing to do this year with investment, grand proposals. You’re talking about kicking it up a notch, and you know where we’re going next to me. Here’s the roadmap here. The opportunities. This is why we’re trying to grow a program from $100,000.150,000 dollars. And the idea is it’s investment. I’m asking you to put money in with the promise. Or at least I’m the best of my ability. I’m promising that we’re going to get some stronger results. And so it’s, I think it’s a little the way the proposal gets presented it. It’s probably a little bit different in terms of some of the language and some of the presentation. Perhaps.

[00:16:23.16] spk_3:
Now, this sounds

[00:16:23.64] spk_0:
like some some of what was talked about in the panel. Ah, that we have had on last week.

[00:16:40.31] spk_5:
Yeah, yeah. You had a number of the grantmakers he talked about, You know that you have to not only just come in and show us the opportunities, but, you know, you have to show us that you have Ah, I’m going to use the metaphor of road map. You have an idea of how to get from point A to point B and why my money’s gonna make a difference. One of things. I talked to my students a lot about in the class at Columbia. Is that

[00:16:52.61] spk_0:
Yes, Professor. Go ahead. Sure you’re the sugar wisdom. You’re not a

[00:16:55.87] spk_5:
professor. You know, they we talked a lot about risk mitigation, which is maybe an odd thing to talk about in a class on grants. But

[00:17:05.28] spk_3:
the end of

[00:17:33.84] spk_5:
the day, a lot of what we’re doing for donors, just for major donor, you can do it for foundation is your mitigating risk. You don’t want the donor to feel that they’re putting a lot of risk on the table when they give you money. So in what we’re fortunate in the world of foundations as we can, right? A thoughtful grant proposal. Make a nice presentation. I can show you how to get from point A to point B so I can give you Exhibit A. So

[00:17:49.90] spk_0:
now subsumed in this by the way, road map, isa Fine, metaphor. Just you don’t go to automobiles that drive on roads, because then I won’t fall. You know, Like I said, I think the intra my first experience with a Phillips head screwdriver was very bad. So you can imagine me with a set of ratchets or whatever those things are called. Um,

[00:17:55.48] spk_3:
this sounds a lot like the Arno subsumed

[00:18:15.49] spk_0:
in this, though, is the thing that I get asked a lot of I hear a lot about it. Should you ask for overhead support in your in your grants and subsumed in all this is is a definite yes, right? I mean, you gotta keep the lights on. You keep salaries paid my approaching Mr Right

[00:18:16.31] spk_3:
way. What you are. I

[00:18:37.51] spk_5:
mean, that’s a question that comes up quite frequently. Is that do Foundation’s fund overhead expenses? I think First of all, there’s ah, there’s, ah, misguided notion that foundations don’t like to pay for overhead. There’s a few foundations who don’t, but most of them understand it, and they get it. Um, I mean,

[00:18:37.95] spk_3:
me that’s essential. These essential, essential expenses.

[00:18:40.24] spk_5:
They are essential

[00:18:41.44] spk_0:
to carry out the program if I can’t pay my rent.

[00:18:43.51] spk_5:
Exactly. And And the

[00:18:44.64] spk_3:
thing

[00:19:00.59] spk_5:
is, is that what what I I find sometimes is that when you really start looking at the costs and the expenditures from from an organization and how they’re supporting their programs, you find that expenses that are categorized as overhead or administrative or not I mean,

[00:19:02.78] spk_3:
I work

[00:19:11.96] spk_5:
with a lot of grassroots organizations. Were the CEO is coming out of her office, and she’s working with kids. And she’s working with families. Well,

[00:19:12.21] spk_3:
she’s not overhead.

[00:19:33.41] spk_5:
She’s actually also direct program. So, um, you know, I mean, first, you can’t have toe really hold your budget up to the mirror and say, you know, is this truly accurate? I mean, you know, there’s a lot of hard work and CEO is out there, especially in grassroots organizations where they’re essential. And so there are probably more of their costs. Might be included in a program budget for a grant proposal.

[00:19:45.14] spk_0:
Hard working for sure, we know that. Absolutely. Um, yeah. So

[00:19:47.94] spk_3:
Yet, uh, you got

[00:19:53.93] spk_0:
any client story that comes to mind? Like we’re you know, they were thinking low and you encourage them to think bigger. And they ended up being successful. Maybe they didn’t get every dollar they asked for, but they got something bigger than you. Bigger than they were initially asking for.

[00:20:05.75] spk_3:
Yeah,

[00:20:06.18] spk_5:
I mean, and, uh,

[00:20:10.69] spk_0:
I should hope so. I put you on the spot. It never happened. And then we cut the mikes.

[00:20:13.64] spk_5:
No, absolutely

[00:20:14.61] spk_0:
not. yours. You cut mine. Well covered like

[00:20:23.10] spk_5:
Well, first of all, I just tryto look, it goes back to the light bulb. You know, I just don’t you you know, I’m just I’m just simply illuminating what’s in front of us a lot of times, and I find that I have probably any number of stories where working with a client and all I have to do is show them that this foundation could give more money and they said, Well, G, I think I have these opportunities and get them to think of three. Or like, Hey, I think I’ve got something. I could take the foundation

[00:20:44.74] spk_3:
and they do a

[00:20:45.24] spk_5:
fabulous job of presenting an engaging the thunder. Maybe I’ve you shown them that opportunity, but at the end of the day, you know I want to give credit where credit’s due. My my current clients raise good money because my clients are really good. Smart people were doing great work

[00:21:00.03] spk_3:
collaboration. You’re also contribute modest, surprised to find

[00:21:04.18] spk_0:
a modest professor. There aren’t too many of those, and I said no, professor, but I’m going to

[00:21:07.63] spk_5:
start a band called Modest professed

[00:21:11.50] spk_0:
It’ll be D L B everything in your life is deal be about the ball. Yes. Modest Professor deal

[00:21:59.13] spk_5:
bu But he asked me a specific example. I mean, recently I was working with I am working with ah, wonderful charity on DDE. They help kids with cancer. And you know what? What was really great was they had this wonderful opportunity to apply for a grant from a major national foundation and they had a great contact. And I think the early conversations was about a fairly modest create, maybe $10,000. And when we said that really looked at what the opportunity iwas, um you know, what could this charity do you expect with shoestrings, like 10,000 bucks a shoestring? And what’s the shoot that she turned out to be $50,000. So we worked up a proposal at $50,000 the upshot is the foundation funded. It is that they felt like it was a really good investment for their money, and I think they’re probably gonna be happier Giving the $50,000 seeing what they get is a result.

[00:22:12.46] spk_3:
Look, just in case

[00:22:13.16] spk_0:
any of our listen, my voice just broke a 14 year old voice. Christ, get out! A case

[00:22:20.64] spk_3:
of our, um uh, any case. I mean,

[00:23:14.25] spk_0:
Elizabeth, it’s just have to be your first show. I mean, there’s over 12,000 of you, so, you know, maybe some people come. I guess every week we get new additions if you want to. You know no more about the nuts and bolts the relationship, building specific strategies about that. You wanna listen to last week’s show because that was a panel from the foundation center that I moderated. And there’s a lot of discussion. That’s what we were based on. That old discussion was how to build your relationships with the with program officers, foundations, foundations are made up of people. So that’s, you know, like certain decibel John and I today our, um, more higher level, enormously valuable. And there’s all this strategy and planning and gold setting thinking through what you’re gonna ask. This is enormously relevant to. But last week was Maur detail, I guess nuts and bolts on the relationship building here today we’re in Baltimore, strategic and high level. You

[00:23:23.27] spk_3:
see how the show fits together. You know that people think this just comes. It doesn’t just happen. This thing is planned out

[00:23:33.37] spk_0:
contrary toe the belief of 12,000 people listening. But it is planned. So I just got lucky this week and last week. S

[00:23:36.02] spk_3:
O okay, you have measures

[00:23:49.44] spk_0:
around some of these things. You have measures for each of your 99 strategies. Um, this one is just simple. What? What’s the ratio of sustaining grants to investment grants? So we want to see Maur, I presume?

[00:23:52.77] spk_3:
What? See Maur investment grants, right? Thinking longer term and you’re going to grow your organization and its its capacity. Well, I’m actually

[00:24:28.29] spk_5:
trying to look for a healthier balance. I mean, um, yes, if I have a fair if I have a good core of sustaining grants first, Well, it says I have people who are renewing. Okay, so they like, I mean, think about foundations like subscribers. They love the program and they’re continuing to support a year over year of a year. That’s a that’s a great sign. But am I also bring in? You know, a good number of investment grants that kind of kid again and kick it up a notch and get meatloaf every night for dinner. But if I give him the topping on it every once a while. I mean, it gets more interesting. So there you go.

[00:24:52.04] spk_0:
Okay. This is a vegan show, so that was a bad metaphor. Uh, I just made that up just to embarrass you. Um, now, listeners, you can have anything you need, anything you want out of care for your overall lacto, You know, whatever. I belong to the park slope food co op, but you don’t have to. Um, yeah, eat whatever you like. Um,

[00:24:55.82] spk_3:
okay. Make sure you have the right grantmakers

[00:25:00.20] spk_0:
on your list. Okay? And

[00:25:00.82] spk_3:
and this sounds to me, this

[00:25:02.25] spk_0:
one sounds a little like it’s coordinated with your goals. You want your goals and your and the people, the organizations you’re asking for money from to be consistent. But you can say it more articulately than I can. I

[00:25:15.00] spk_3:
know what I mean

[00:25:24.70] spk_5:
by that is do you have Do you have recognized leaders supporting your program? I mean, um, if I just giving example, I work. I do a fair male work in the youth development world. Worked with various charities who do wonderful work here. And if they want to bring a new program online. Sometimes where my research starts and this isn’t terribly scientific, but it’s

[00:25:42.02] spk_3:
I look

[00:25:42.37] spk_5:
at. Well, who

[00:25:42.81] spk_3:
were

[00:26:06.75] spk_5:
the top 10 foundations funding this kind of work? Say, in New York City or in whatever community, Wherever you’re between your work, can I lend three of them? Can I bring three Thought leader foundations who work in this space to the table and have them funding my project? That’s that to me, that’s the right set of funders. I mean, that’s that helps me with my focus. So I’m not chasing money all over the place.

[00:26:11.40] spk_3:
Yeah, this is very strategic thinking.

[00:26:16.34] spk_0:
No, you’re not. You’re not just looking for foundations that support the work you do, but specifically, you know, some of the leadership foundations. Yeah. I support you.

[00:26:24.13] spk_3:
One of the

[00:26:24.71] spk_5:
things that about that panel discussion which I thought was so great I moderated. I think it was. Thank you. It was artful. Thank you. It was all thank you’s absolutely

[00:26:37.55] spk_0:
Thank you. I thank you again. Thank you very much for that. Thank you. The

[00:26:59.14] spk_5:
Thea it was just sit. There was so much conversation about partnership. I kept hearing it word over and over and over and over again. And I think foundations are looking for really good charities to partner with. And we should think about that on the set in reverse, like, Well, which foundations, though? I want partnering with me on this work that I’m going to d’oh! And that helps toe open that conversation makes the conversation natural. And it makes the proposal flow. I mean, were there for a reason.

[00:27:14.14] spk_0:
All right, Um, John Hicks, I got to, uh, ask you to hold on temporarily because, uh,

[00:28:50.81] spk_4:
we need to take a break. Cougar Mountain software, Their accounting product Denali is built for non profits from the ground up so that you get an application that supports the way you work that has the features you need and the exemplary support that you’ve heard me talk about. They understand you. They have a free 60 day trial on the listener landing page at tony-dot-M.A.-slash-Pursuant in. Now it’s time for Tony’s take two. I’m channeling you small and midsize nonprofits each week. When I heavily produced expertly produced the show, I’m channeling you the listeners in small and midsize non profit. I’m thinking about who are the best guests What are the best topics when I get a guest and I’m thinking about talking to them. I’m thinking What? What do you want to know? What? Um, what is going to be helpful to you? Toe, bring a discussion item to your supervisor CEO board. Um, toe, have a discussion within just within your office. Um, sometimes it’s action steps, things you can do. What? You know, I’m drilling down with guests. What can we be doing? Not just thinking about, but what can we be doing? One of the first couple steps we need to take. So, uh, I always am just thinking about what you want to know. And that’s why I’m channeling you. Always small and midsize, non profit where our listeners are where you are. Um,

[00:28:51.25] spk_3:
I say a little

[00:28:59.99] spk_4:
more about this on a video which you will find, as always, at tony-martignetti dot com. And that is tony. Take two. Now back to turbo. Charge your grants. Fundraising with John Hicks.

[00:29:11.97] spk_3:
Back to you now. John Hicks. We’re gonna get this. Keep terrible. Charging. All right. Oh, that was your That was your word. I decided I would use it. A lot of times.

[00:29:15.24] spk_0:
I don’t. I’ll use what guests, uh, recommend that the log topic says or what? Their article says that I like, but

[00:29:22.17] spk_3:
I I thought,

[00:29:23.01] spk_4:
you know, it would

[00:29:30.49] spk_0:
be adventurous. Let’s go with turbo charge. All right. I made an exception for you. Thank you, tony. My pleasure. Um,

[00:29:31.80] spk_3:
let’s move on. So did we say everything? Well, we see everything we want to say about the right grantmakers before we move way.

[00:29:38.16] spk_5:
We’ve, uh We’ve started with goals that didn’t leave. We’ve kind of looked internally. What do we need to do by way of list? Bill Building. Now, we’re gonna start talking about some external things.

[00:29:48.22] spk_3:
Okay? Okay. So that’s what you want to talk about.

[00:29:51.43] spk_5:
Well, we start with the next one, which is building your V. Q.

[00:30:00.19] spk_0:
Vic, you get us out and get yourself out of drug in jail. What’s that? And define your

[00:30:55.05] spk_5:
visibility question. Yeah, which is, you know, is what it is. He I mean, the idea is that you want to be visible. I, um I think that grantmakers don’t I work in a bubble. Sometimes we think that you know, grantmakers, they sit in their offices and they kind of stay in their on their side of the street. We stay on our side of the street. The reality is that a lot of grantmakers air just out there and looking. They’re very aware of our community of practice and they get to know who we are largely by our just being out there and being visible. So, you know, any time I’m working with a nonprofit organization and the CEO gets out of his or her office and they go to events and they are in the press and they are writing and they’re speaking and they’re publishing and they’re advocating grantmakers get to know them And I think that counts. And I feel that a part of that quote unquote turbocharging um process

[00:31:05.27] spk_0:
thesis turbocharging to the ground. Now we’re

[00:31:19.81] spk_5:
not gonna beat it to program. A part of it is, the more you’re out there and you’re raising the visibility for your mission and your agency in your work, the better it is for you. I mean, it helps you with framing your grant proposal and who you are and what you’re able to dio

[00:31:23.79] spk_0:
credibility. Is that very good? There was another word for this credibility, but that will be your CQ. But you prefer Vik, you we’ll be secret. Well, it could be CQ, right? All right. I don’t want to write your block post anything, all right? And

[00:31:36.66] spk_5:
it could be fashionable. B g Q. So

[00:31:40.10] spk_0:
Yeah. Okay. Uh, that would be your

[00:31:44.96] spk_3:
grandson. Your grants quotient there. Um, now, a lot of this came out

[00:31:46.84] spk_0:
in the panel from last week. People we were talking a lot about networking being visible in the community. Going to events? Yes. And you start to get known essentially what? Same as you’re saying,

[00:31:58.49] spk_5:
right? And and, uh,

[00:32:00.01] spk_3:
the only

[00:32:07.81] spk_5:
maybe new once I’d throw on this is that I mean, there’s there’s visibility. I

[00:32:07.95] spk_3:
like the thing

[00:32:31.84] spk_5:
about visibility with content. And what I mean by this is you can go to parties and goto events, and you can meet people. But what do you leaving them with? What impression are you making? And so some of the things we’re gonna be talking about such a CZ. You know, your strategic agenda where your organization’s going next part of is having a story to tell someone when you meet that grantmakers, here’s here. We are. Here’s the opportunities that are in front of us. Love to come and talk to you more about it. So you know you’re peeking their interest.

[00:32:56.32] spk_0:
Yeah, for sure. You you want to not only be visible, but you wantto have credibility behind that content behind that. You wanna make a good first impression? Imagine how good it would be if if a funder got your application and already knew your name knew the organization name before they, even when the application arrives right there. Knew in advance. Right, Because you’re in the community. And, of course, being in the community includes the the online communities, the online network. You want to build your vic, You there as well?

[00:33:14.98] spk_5:
Absolutely. I mean any. You know, the way I look at it is the when your proposal shows up in the foundation’s office with a bunch of other proposals. If

[00:33:19.85] spk_3:
they’ve

[00:33:47.44] spk_5:
heard of you, they’re going to pick up them. The look on their going to read the letter. They’re gonna read the proposal. I can’t pretend that doesn’t happen. Yeah, there’s a wonderful book which I have my students at Columbia read every semester by a guy named Martin ty tell which is the insider’s guide, the grantmaking. And it’s a great behind the scenes look at the grantmaking process. And, um and he talks about things like this. I mean, you know that. You know, if we know something about the organization, it doesn’t hurt.

[00:34:02.58] spk_0:
Yeah. Okay. Have you ever seen where a foundation approached? A Ah, a potential fundy Ah, non profit and asked

[00:34:06.71] spk_4:
for a asked for a proposal.

[00:34:48.94] spk_5:
I was sure it happens all the time. Does I think it does? I think that, um um particularly the foundations who hire professionals. I mean, think about this way. Part of your job when you work for a foundation is to make the board of the foundation smarter about what’s going on in the world that they’re being asked to fund in. So if you’re out there, if I work for foundation and I get to know something about the work of your organization, I might pick up the phone, call you and say, Hey, I want to learn more about you. Remember, one of my clients just got a call from a foundation. Pretty major foundation was any longer radar screen. They just called out of the blue and said We’ve been hearing about you would love to come and talk to you Have to stand. Absolutely.

[00:34:50.54] spk_0:
Wasn’t on your radar screen? No. Does that mean you’re doing defective research? Inadequate? No,

[00:34:59.04] spk_5:
No, this is Theo. This is actually a donor advised fund. Okay, that’s that’s a whole nother

[00:35:00.19] spk_0:
time. Can’t find Yeah, those air, those air buried What? Their funding is very, very hard to find. Yeah, it’s not. It’s not public, really. It’s not anywhere, is it?

[00:35:09.35] spk_5:
It’s really not

[00:35:19.90] spk_0:
now. Okay. All right. No negligent research by deal. BX make that clear. Make that explicit. They do not do negligent research. Okay. Um

[00:35:20.95] spk_3:
okay. Strengthening your network. This is very

[00:35:27.34] spk_0:
much related. Strengthening your network, um, strong foundation. And you know grantmakers Air are there doing this? You want to be wanted again? You won’t be out and and known in the community.

[00:36:45.47] spk_5:
Yes, it might be a question. You know, I would be asking this question, which is? Well, what’s the difference between your visibility quotient and the network? Well, a network is actually taking a role of X and all the people that you’re meeting and all the people who are supporting you and beginning to reverse engineer it a bit. You know, one of your Panelists on the show last week and talked about or gave a great example of. Well, if I’m funding you, I could introduce you to other funders. And that happens more frequently than that was a good conversation. Oh, absolutely. And it makes a lot of sense because usually a, um think of it this way. Foundation, once they’ve written the cheque and their supporting you there a stakeholder they have a vested interest in seeing you bring other money to the table to build on what they’ve helped you to creator to grow or expand. And there’s nothing wrong with working that in reverse. You know, just a strategy, a tip for everyone, and I’m seeing this work is tthe e get a fund or get one of your grantmakers. Ask them to host some kind of a gathering where you can come in and talk about your work and what you’re seeing as a result of your work or talk about a topic. Were they inviting to this? They’re usually inviting grantmakers, whom they know because they want to help you get your story out there and get people to know you. I mean, it’s not a solicitation. You’re gonna be handing out pledge cards

[00:37:01.29] spk_3:
on the individual side. It’s the same is like a parlor Gather.

[00:37:07.31] spk_5:
Exactly. Exactly. It’s you know, uh, it’s always better in the parlor. This is usually the board room, but

[00:37:10.78] spk_0:
well, yeah, because it’s institutional, But there

[00:37:12.96] spk_4:
are parallels

[00:37:13.73] spk_5:
you get.

[00:37:14.30] spk_3:
Don’t don’t Don’t hurt

[00:37:22.27] spk_0:
my analogy. I mean, I went along with your metaphors. Metaphors and analogies are important. Yes, I adopted your terrible judgment metaphor. So, you know, you certainly couldn’t support my analogy.

[00:37:24.74] spk_5:
I’m totally supporting her nails.

[00:37:26.17] spk_3:
It isn’t involved. It’s analogous ball. That’s what makes it an analogy

[00:37:29.46] spk_5:
of all is

[00:37:30.83] spk_3:
okay. Um, yeah. So you’ve seen this work you’ve seen? This absolutely wonders will do it. It’s common. It’s more common than you think. I I think merging Throw tip now. Well, you know,

[00:37:41.79] spk_5:
beyonc? This is This is a pretty old school approach. Mean they were doing it then. They felt they stopped doing it. Mean grantmakers, then Now they’re doing it again. Um, I think the the key to making this happen is being ableto walk in with a presentation that has really information. It’s not just a come meet my agency.

[00:38:03.08] spk_3:
I think this

[00:38:03.82] spk_0:
is what’s happening in this area. Yeah. In this fund, in this priority that we know you’re all funding, right? Here’s what we’re seeing. Here’s troubles we see coming in the future. Here’s opportunities. Yeah, right. It’s sort of analysis. Like a market announce.

[00:38:27.62] spk_5:
Yeah, exactly. Euros. Every positioning yourself is a thought leader. You know, I have information for you. I have some best practices for you, and they can get a good conversation going.

[00:38:45.18] spk_0:
Okay. I love that. Okay. Uh, yeah. I don’t think my right, it’s not. I don’t think a lot of people are thinking that way. It’s great and approach to approach your funders and ask them to, uh, to do it. Okay. So

[00:38:45.41] spk_3:
what’s your measures

[00:38:46.12] spk_0:
for that one for strengthening your network?

[00:38:48.40] spk_3:
I mean, the measures

[00:39:06.94] spk_5:
I have here you have any meetings with colleagues or potential donors that we secure? I think a big part of it is Did you get out of your office and go meet with your grantmakers? Did you did you meet with colleagues? Did you? Um Hey, how much did you use that role of X and the other is, you know how many potential grand tours that we add to the network.

[00:39:11.77] spk_3:
That’s the

[00:39:25.88] spk_5:
other thing, too. Is is you can meet grantmakers and not ask them for money. But you can get to know them, add them to the network. Maybe the timing isn’t right. Maybe you are not ready for a billable of the Gates Foundation grant. That doesn’t prevent you from getting a no program Officer Gates mean. Maybe they can’t give you money, But maybe they can suggest other people. You can talk to me. I find a lot of its disappearance. Simple networking.

[00:39:35.29] spk_3:
What would your

[00:39:38.74] spk_0:
follow up B to, ah, to an event like that? Eyes the non profit that presents

[00:40:13.30] spk_5:
what’s interesting. I just had a conversation with a client before camp here for the show. I’m aware that I heard about what we’re talking about about that well, years, years, years, sketchy, very deep. Don’t don’t underestimate I I am not underestimating you. Slice it. It’s essentially they’re producing a white paper on one topic, and they’re gonna use that as the follow up to an event. So they’re gonna have some grantmakers in the room and they can follow up with content, so demonstrate how good you are. And there you have it.

[00:40:14.96] spk_0:
Take a break. Indulge me for a break momentarily, please.

[00:40:37.96] spk_4:
It’s time for our last break turn to communications their former journalists so that you get help building relationships with journalists so that your call gets answered when there’s news you need to comment on so that you stay relevant. They’re a turn hyphen to DOT CEO. We’ve got butt loads more time for turbo charge your grants. Fundraising.

[00:40:42.12] spk_0:
Now’s time to finish up with John Hicks and turbocharging the metaphor that I very graciously I think adopted. John. John doesn’t acknowledge that grabbed the graciousness, but But I acknowledge it for myself.

[00:40:57.31] spk_3:
Okay, um, have we exhausted? Oh, and then you had one more

[00:41:01.03] spk_0:
measure for strengthen your network. How many potential grantmakers? No, you did say that. How many do we add to our network? And they were talking about the follow up. See, that’s my trouble Cone and coming back. Um, follow up. Anything more to say about content Paper seems like a very good idea.

[00:41:20.11] spk_5:
Yeah, Yeah. I mean, just come out. Come back with something that would be useful to the thunder. And, um, yes. Sometimes we So the grants starts with not asking for money but giving the thunder something that they can use.

[00:41:36.21] spk_0:
Okay, for sure. Giving them? Yeah. You’re a team player. You’re adding value to the community, right? That we’re all funding. Okay, You got build a bigger footprint. What is this all about?

[00:41:40.56] spk_3:
Building

[00:42:34.94] spk_5:
a bigger footprint is, um think about two things. One which is can I take the work that I’m doing and how my leveraging it leveraging means either working in partnership with another organization or being a resource to another organization? Uh, I made that you provide the kind of service is your charity does, tony. But maybe you were able to refer kids or families to me, and I can help. Well, that’s building a bigger footprint. Another way of building a bigger footprint. Could be working on a consortium product project. Excuse me. And another way I think about is deepening the impact of what you’re doing. I mean, I’ve worked with a lot of organizations where they may work on a program where the maximum number of kids they conserve might be 50 60 70 is less than 100 kids. But if they’re able to provide a deeper level of service, that’s expanding the footprint because they’re going to get stronger results and it becomes a demonstration site and, ah, place toe test out. Best practices. So you’re changing the conversation. It’s not just a program. It’s helping 70 kids. It’s It’s actually working in a very deep and meaningful way.

[00:42:53.40] spk_0:
This is related to one of the earlier points. It was the 1st 1 that investment in long, long term investment type. Grant seeking.

[00:43:00.74] spk_5:
Exactly. Exactly. So. I just think it’s you leverage as much as you possibly can.

[00:43:07.38] spk_0:
Well, you just rewarding these things that you could come up with nine. You know, it was you had seven. Like you had six, and then you weren’t satisfied. That seemed weak. So you had There are little

[00:43:16.77] spk_3:
different. They are a little different. I don’t want these padded.

[00:43:20.05] spk_5:
They’re not padded. I guarantee they’re not.

[00:43:27.36] spk_3:
Um, we’re on you here. You know, we don’t We don’t accept Aah! Slack content

[00:44:33.99] spk_0:
on non profit radio. No, we don’t have that here. We never have. Except that one time we did the show on on, um on? Ah, fermentation. Oh, yeah, that was That was that was bad content. I thought I thought we’d try something completely unrelated, Which was in the podcast world. Big mistake. But I learned immediately fermentation in the middle of the guests. That wasn’t even happy. But I I couldn’t shut him off. I didn’t have a heart. I invited him. It was my idea. Okay, Fermentation. That was bad content. But that was one out of 377 shows. This happens to be shown over 377. So you could forgive 11 377th actually. And then if you count the number of guests, I mean, lots of shows have two guests, so, you know, we’re up like, 800 get r, and then some have four guests. So were over 1000 guests. So, like, one out of 1001. 1000.1 That that 1 1000? Yeah, that’s not 1 10,000 10.1 Is that one? 1000. Did that felt that is 1 1,001,000 So 1 1/1000 of the guests being slack. You should stick with no prob radio. It’s a safe bet.

[00:44:36.43] spk_5:
I’m gonna do all my budgets.

[00:44:38.29] spk_3:
That was

[00:44:50.79] spk_0:
a small digression, but, um, yeah. Now you don’t want to be doing numerical analysis. I didn’t even know I wasn’t sure. What? The 0.111 1000. The two interns in the room looking it up. They haven’t even answered it yet. Um,

[00:44:53.09] spk_3:
I need an intern. I need an intern if everybody I need somebody to blame for this. So So you know, the 1 1000 I need something

[00:44:59.51] spk_0:
to blame on that blame that on. So if you if you can suggest if you know anybody want to be an intern for non profit radio, have them come have them send a resume, because I need somebody to blame. Um,

[00:45:10.77] spk_3:
let’s move on to Ah. Oh, now we get into the thistles with strategic agenda. You’ve been teasing this all show strategic agenda. What is it?

[00:45:18.37] spk_5:
Well, strategic agenda is, um

[00:45:20.99] spk_3:
I don’t

[00:45:21.69] spk_5:
know if I’m among the only one uses this term, but

[00:45:25.35] spk_3:
I mean, it’s just basically

[00:47:03.57] spk_5:
being able to say to a grantmakers, here’s where we’re going the next 18 24 36 months. And here’s where our focus gonna pee. And here, the most important things that we need to be doing to make a significant difference in the world. Um, I mean, you could say strategic plan, but whenever I say the word strategic plan, clients inevitably think, well, are we looking at going through a six month, nine month process of planning and introspection? Sometimes they’re just doesn’t time to do that. And what I’m just trying to come up with is, you know, if you met a grantmakers tomorrow and you want to try toe, have a conversation to get that grantmakers a really interested in possibly giving you money, I’d like to be able to not just say, Here’s my mission statement. Here is the work we’re doing. It’s wow. Let me tell you about the opportunities we have. We’re going to be doing a, B, C, D and E, and you had a number of grantmakers on that panel going back to last week’s show who talked about. It’s better not to come to us with just one idea, asking us to find it, because I mean, when the panel said what if you pitch the wrong thing to me and I say no, then the conversation stops come to me with a general overview of what you’re doing. So yeah, walking with a general overview. But the way you I think undress this up is to say, Hey, here’s where I have some opportunities to accomplish some really exciting good for people And whatever the time horizon you’re working with getting 12 18 36 whatever the number of months and you could piqued

[00:47:04.22] spk_3:
their interest, how do you prove that

[00:47:11.47] spk_0:
the money would be well spent? Because it’s it’s all it’s all perspective.

[00:47:57.15] spk_5:
Well, if you’re gonna put anything up a strategic agenda, you you have to have your hands around the numbers like, you know, right now, I mean, think of one client where they’ve launched for fairly new initiatives in the last year. And those initiatives air showing promise. They’re working in some challenging communities here in New York City. They know their numbers. They know how many families they’re working with. They know how many kids and adults are impacted. They all said no how much they could grow this program if they were able to bring in enough money. So their story if we meet any funders that you know, we’re working with 9000 people across four sites. We know we have the ability and the opportunity to work with 15,000. Our budget is X. If we’re able to raise it toe, why we can make this happen?

[00:48:02.13] spk_3:
That’s a

[00:48:04.27] spk_5:
pretty powerful story. So? So, grantmakers. Maybe that’s a good use of your money.

[00:48:06.62] spk_3:
Excellent. Excellent. John’s giving. You think he just He just wrote you

[00:48:10.77] spk_0:
a template for ah, one paragraph. You got expand on that. You got what you need. You need deal. Be hicks to help you out. So

[00:48:20.47] spk_3:
all right, let’s go to our last Ah, our last

[00:48:20.89] spk_0:
of the turbo charging strategies. Know where you’re heading next?

[00:48:39.54] spk_5:
Yeah. So it means the end of this strategic agenda. Yeah, it’s like essentially, yeah, this gets us in the long term. Do we? Do we have a long term story for our agency or do we It’s you know, if we’re able to go from A to B in the next 36 months, but just kind of looking out beyond the horizon, you know, this is where we think we’re going next.

[00:48:47.72] spk_3:
This is

[00:49:15.96] spk_5:
the part of a conversation with a grantmakers. Andi. Even sometimes it gets evidence with the application of proposal that proves to grantmakers that you have a clear understanding of who you are, where you’re going, where you sit in your field and that you have a You have a realistic sense of scope, and I think that’s awfully, awfully important. You’re able to do this and you engage in a different level than you get the money and you turbo charge.

[00:49:17.87] spk_0:
Oh, John,

[00:49:24.93] spk_3:
look, Look the wrap up, he does. You see that? Look at that, huh? And you turbo charge. All right, we gotta leave it there. He’s John Hicks, c f r ee

[00:49:28.20] spk_0:
You’ll find him at de lb Hicks and deal be hicks dot com. Deal be, of course, Don’s lightbulb.

[00:49:35.57] spk_3:
Thank you very much, John Hook.

[00:49:36.99] spk_5:
Well, thank you for having me on

[00:49:38.30] spk_0:
real pleasure having you back. Thank you.

[00:50:13.29] spk_4:
Next week. Be a disrupter with Chris Field. If you missed any part of today’s show, I beseech you, find it on tony-martignetti dot com were sponsored by wegner-C.P.As guiding you beyond the numbers wegner-C.P.As dot com. But Coca Mountain software Denali Fund. Is there complete accounting solution made for nonprofits tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial and by turn, to communications, PR and content for nonprofits, your story is their mission. Turn hyphen to dot c e o. Creative producer is Claire Meyerhoff.

[00:50:15.23] spk_3:
Sam Liebowitz is the line producer. Shows Social Media is by Susan Chavez. Mark Silverman is our Web guy, and this music is

[00:50:25.35] spk_2:
by Scott Stein of Brooklyn. That information Scotty Do

[00:50:26.98] spk_3:
with me next week for non profit radio big non profit ideas for the other 95% Go out and be great

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[00:01:07.49] spk_3:
Hello and welcome to tony-martignetti non profit radio big non profit ideas for the other 95%. I’m your aptly named host. This is a special short episode of non profit radio to meet the needs of nonprofits during the Corona virus pandemic. This is our fourth special episode. Non Profits and Cares Act. The Cares Act was passed late last week. We’re recording on Friday, April 3rd. There are benefits in the act that nonprofits can’t take advantage of benefits for your organ and your staff, and they’re pretty good, so you may want to apply. Plus, there’s longer term relief for nonprofits. Non profit fundraising. Jean Takagi explains it all. He’s our legal contributor and principle of neo the non profit and exempt organizations Law Group Jean Welcome. How are you?

[00:01:09.60] spk_0:
I’m doing well. Thank you very much, tony, for allowing me to share information with your with your audience.

[00:01:15.42] spk_3:
Oh, it’s my pleasure. I know you’ve been ah, believing it is my pleasure. You’ve been busy all week talking about the Cares Act, I’m sure.

[00:01:26.18] spk_0:
Definitely everybody interested in in, uh, how nonprofits can take advantage and really thankful that there’s some advocacy groups out there that got nonprofits considered in these in these Lost?

[00:02:11.24] spk_3:
Yeah, for sure. Explicitly in in some cases. So all your work this week has led you to this to this pinnacle non profit radio. So it’s all led up to here. So thank you for all that preparation that you’ve been doing toe to talk to our listeners. Um, is it is it best if we, uh, you want to start with an overview? I mean, I definitely want to get into the paycheck protection program and the economic injury disaster loans. Do you want to start a broader than that before we get in that specific? Well,

[00:02:51.14] spk_0:
I’ll just mention that the Cares act is this $2.2 billion package. And, um, when provisions were put in for small businesses, it was really important. Thio note that nonprofits are out there who are also employers who are also desperate for assistance at this time. And thio have non profits put into provisions like the payroll protection program are really important. But this is, um, just part of the legislation that’s come down since the Corona virus pandemic has hit us and and our federal government has started paying attention to what needs our country’s having great now desperate needs in many cases. And there was a set of laws called the Families First Corona Virus Response Act. That duck with leaves a swell paid leaves by employees. And so that’s another component that I hope we get a chance to talk about in addition to the care, Zach.

[00:03:19.34] spk_3:
Okay, Um, all right, so why don’t we? Why don’t we take care of that? What’s the what’s the the leave? The leave provisions? So the

[00:04:46.65] spk_0:
leave provisions in basically apply to again small businesses, including non profits with less than 500 employees and provided for two weeks of emergency paid sick leave. Now, sick leave isn’t required to be federally from under federal law to be. I hate it. In many cases, some states do require it. But here is a federal law ah, that required now all small employers, including non profits, to provide two weeks of emergency paid sick leave. Now there are some exceptions that might be possible for employers that had less than 50 employees for undue hardship, Um, for really, really small organizations where that’s just not at all possible that that is a standard that they might be able to to meet. But generally this applies to everyone, and the amount of paid sick leave is at the employees regular rate up to $511 per day. So it’s captain a 10 days or 5100 and $10. Okay, um, and if it is to take care of ah, child or, you know because of the child is is the one who’s sick or the child is, uh, needs child care because their schools of clothes because of quarantine rules, then the amount would be the employees regular rate up to $200 per day. So not the full 511. But it would be. Actually, I’m sorry. The employers rate times 2/3 that 2/3 of the employers rate or a captain $200 per day for that 10 days. So that’s the first section required. Paid sickly.

[00:05:05.28] spk_3:
Okay, where can we find this in writing somewhere? So because that’s a lot to digest. Yeah, it’s See this on the web.

[00:05:36.24] spk_0:
So if you just Google families first Corona Virus Response Act, um, the National Council of non profit actually had a good site on that. So that maybe a place to look Okay, Cool. Uh, the other leave that they have is a 12 week of emergency family and medical leave, and basically it’s a 10 week add on to the two weeks that you originally had. But this is only for care of family members again. Child care. If there’s a sick child due to the Corona virus or their school got quarantined, and child care is required to be provided

[00:05:50.87] spk_3:
that it is not to be child care, could it be care of someone else in the family who’s not a child?

[00:05:56.64] spk_0:
It could be another dependent. I believe that that’s Ah provided a family member

[00:06:02.02] spk_3:
dependent. Okay, but that wouldn’t be a parent then, unless the parent was independent.

[00:06:38.48] spk_0:
I don’t know that that currents are included will have to wait to see if, if the regulation spell that out become. And that’s an additional 10 weeks and again to the to the 12 weeks that sorry to the two weeks that that’s in the original act. And that’s a 2/3 of each employee’s usual pay up to $200 per day. Now, this is a huge burden on employers, right? All of a sudden, if they hadn’t been required to pay leave before now they’re required to pay leave. And obviously, a lot of employers are gonna be cash strapped now if their businesses have closed and things so the these air not available if the workplace is completely closed down. Um, and the other thing to know that employers can recoup these costs through a payroll tax credit. So details kind of in the regulations or in some of the sites, including the National Council of non profit sites I mentioned. But employers can recoup these costs. Employees are getting paid sick leave under these provisions. So that was one of the immediate loss that came out

[00:07:10.84] spk_3:
when you say the workplace must be closed. You mean the organization Shut down. You don’t mean the office closed, do you? Or do you?

[00:07:18.60] spk_0:
If the office is closed and the employees are unable to perform their jobs from home, so if

[00:07:38.18] spk_3:
and unable to be able to work from home Oh, correct. Okay. Okay. Because of the caregiving that they’re providing a correct. All right. Um, can we go to the to the S B a loans. Okay. Is that right?

[00:07:41.24] spk_0:
Yeah, absolutely. That’s that’s one. Probably critical.

[00:08:42.84] spk_3:
Okay, Yes. I want to make sure we exhausted the other. The other information that you had, I want to say just to get started. The S B a site s b a dot gov is very, very simple. I think I was able to understand it, Um s p a dot gov and then you’ll be looking at this basketball size picture of a Corona virus. You can’t possibly miss it on the site, and you just click in there and to learn more. And then you just scroll right down to Corona virus funding options. And then, ah, Pedro opens up with, ah, lot of what we will. Well, it’ll be. It’ll cover what? Gene and I are about to talk about the paycheck protection program. The e i D. L. Which is the economic interest, Economic injury, disaster loan. And then there’s a couple of others too, so it’s really very, very helpful, I think thea CSB a site s p a dot gov um Shall we start with the paycheck protection program gene that that’s also only for employers of 500 or fewer right employees.

[00:09:31.68] spk_0:
Yeah, fewer than 500 employees, including non profit. So really a big point to add that nonprofits are eligible for this. Ah, and agreed that this is an important provision. $349 billion was dedicated towards this. And on the date that we’re recording this tony is the first day that the application theoretically was released. Um, but these loans are available by S from S P a lender’s ah, that would include most F d I C insured banks. But not all of these institutions are ready to implement this, even though the application theoretically came out today. And one of the concerns that everybody is having on day one is that the regulations just came out as an interim rule last night.

[00:09:47.06] spk_3:
Yeah, so that just right, Just Thursday, just last night, something came out. Yeah,

[00:11:04.31] spk_0:
And while the application and and the SP a site makes it look easy, there are a lot of unanswered questions or ambiguities, and that is making with lenders have have a problem. Ah t implement this. Some people are guessing all of the loans are going to run out on day one because $349 billion. Sounds like a lot. But if you say every small business in the country is eligible thio to take this in every small amount profit, there’s only so much that that money is going to last. And there’s a question about whether the lenders are going to prefer their own clients. So their existing clients that have loans with the organizations are they gonna prefer the larger clients because they value their business, for which, you know their banks are going to reach some sort of reward over time. Are they gonna value them ahead? Was a small non profit that’s coming in? So my best advice is to try to go in to your own bank, find out if they are an SP a lender, uh, and make your case to them as quickly as possible. I don’t know that everything will be depleted on day one. I’m That might be the worst case scenario, I believe while Spargo Bank has not started yet because of issues with implementation, So there are there are going to be problems getting this rolling, but once it rolls, the money’s not gonna last very long. So I would say to the extent you can I get your paperwork together very quickly. The SP A site lets you know kind of what type of paperwork is required for this, and there’s not a lot. It’s not like a traditional known as well, tony. I guess that’s maybe the first thing I

[00:11:40.04] spk_3:
should be relaxed some of the some of the requirements and they’ve really streamlined the the application, especially for this. I know for myself, Um, well, we’ll get to the economic injury loan. But just from one day to the next the economic injury loan, the application went from like four different forms you had to fill out last Sunday night to Monday when it was just streamlined, like two or three. It was like there was three screens. You just had a pick selections and make a bunch of certifications, and you were done and it was much more burdensome just the day before.

[00:12:15.34] spk_0:
Yeah, and these things have been changing on the Fly, the paycheck protection program. In the best scenario about this, that nonprofits need to know which. Maybe I shouldn’t have hidden the ball, hit

[00:12:28.73] spk_3:
the ball, start figuring it out. That’s okay,

[00:12:31.40] spk_6:
is

[00:12:32.64] spk_0:
why it’s so great. If you can access, it is it’s alone. That’s forgivable. Meaning that it’s essentially a grant s. Oh, it’s a loan that you’re going to make. And then if you keep up your payroll force, um, you pretty much get to recoup all of it back. And that’s a huge thing, right? To be able to keep your work staff on so that that’s the big point.

[00:13:23.89] spk_3:
And the details of that are in the, uh, in that on that s B a site that I, uh that I that I was suggesting people go to says, You know, you’re if you haven’t kept everybody, you have to rehire everybody, I think, by June 20th or June 30th of this year. But the details are on the SP, a site. It’s really it’s in plain language. It’s really pretty simple to understand what you’re committing to. But even if you know, even if you’re not able to keep up your workforce on and not have it converted to a grant, at least it is. It’s a very favorable

[00:13:32.34] spk_7:
Hello,

[00:13:33.34] spk_0:
right? It’s 0.5% less than 1/2 a percent

[00:13:38.53] spk_3:
and deferred interest is deferred for the 1st 6 months.

[00:13:41.41] spk_0:
Correct? And do on a two years. Right now, though, they’re very likely could be an extension. And we may see variations of this and hopefully, more appropriations of more money. Should they run out of this amount. I I’m pretty sure the federal government knows that this is still phase one. Ah, and they’re going to be additional phases necessary on an individual level as well as on on entity level.

[00:14:15.84] spk_3:
Yeah, yeah. Um, all right. Anything more you want to add about Thea about the PPP, The paycheck protection program

[00:14:55.84] spk_0:
show? Sure. So let’s talk about what it what it what the loan is for Andi. That’s exactly what it refers to payroll to paying your payroll. But it also includes utilities interest on your mortgage, not the principal on your mortgage, but interest on your mortgage, uh, and rent. So you and utility so some some occupancy costs and employee costs. And generally the amount of the loan is going to be determined by 2.5 months, essentially 2.5 times the average totally monthly payroll costs based on ah, one year. I’m sorry. Based on the last year. A test period, right that times a 2.5 times monthly payroll costs. That’s something Thio think about as being a huge, huge help at this time.

[00:15:24.31] spk_3:
That’s that’s 10 weeks worth of payroll, plus those of expenses that you mentioned interest on mortgages, utilities, et cetera, And

[00:17:39.70] spk_0:
no collateral. No personal guarantee is not like other S b A loan. So, um, a CZ, long as you’re under 500 employees there, few other qualifications, some of them I’m not so happy about that. You know, if you if you’ve got a criminal record or anything yeah, an indictment, you don’t qualify for it. Um, not not even a conviction there, Justin Indictment. So it’s It’s interesting formulas that would come up with that. I’m sure there was, ah lot of haggling on the floor to get something up quickly, but that’s what we have that there are a lot of details in this one area of confusion that I mentioned tony in BET That’s maybe creating a little bit of headaches for for banks and lenders and also for organizations that are trying to share information about this, including May is what about independent contractor costs. So we talked about payroll and payroll. You know, from a legal accounting standpoint, we’re talking about employees, right? But what if what about the non profits that are paying people? Is independent contractors Ah, and my understanding. And based on the interim rule that came out last night from the S B A. That payroll costs do not include independent contractor costs. Although I’m seeing conflicting information from independent sector and the Council of Now, not the National Council of Nonprofits right now about that issue and partly because the application refers to do you have employees or independent contractors that are reported as 10 90 nines? That’s what the application says, which would lead you to to think that if you can have either or that there must be some benefit if you have independent contractors that you’re paying as well. But part of my rational, I’m thinking that the SP a interim rule is probably right on this issue is that independent contractors, even sole proprietorships, can apply for this loan forgivable loan program, the payroll protection program themselves, so they don’t have to rely on hiring entity to do it for them. They can apply for it directly. So we’re a little confusion. They’re not absolutely clear. I don’t think any of us can say with 100% that we know the truth. Oh,

[00:18:14.34] spk_3:
so at this stage, are you best leaving independent contractors out of your calculation of payroll for purposes of of the PPP just so that you don’t, you know, muddy up your application with a possible problem that would that would hold it up and then knowing that maybe you can go back when you get further guidance? If you’re If you are using a lot of 10 99 contractors, I think this is gonna

[00:18:15.17] spk_0:
be processed very quickly. And

[00:18:18.14] spk_3:
you think they’re gonna get you think they’re gonna gloss over issues like this in the beginning and very possibly clean up later?

[00:19:01.94] spk_0:
Yeah, very possibly. The problem with including the 10 99 contractors, Maybe Twofold. One is that if they weren’t intended to be included, will the government say that’s not gonna be forgivable? And is your budgeting based on you know, making these considering these grants rather than loans? And it very well could be that if you report independent contractors, they may just say No, this isn’t forgivable. The whole thing is alone. That’s one consideration. I don’t think as nonprofits think about this and end the limited amount of money that’s available. They shouldn’t count on this. They should definitely apply for it as quickly as possible. But they shouldn’t 100% count on it being available for them

[00:19:17.72] spk_3:
available and forgivable and unforgivable. That’s Yeah,

[00:19:21.63] spk_0:
that’s correct. That’s a really important. Okay, point. All

[00:19:56.70] spk_3:
right, balance, balance these things as you’re doing your application. You know, maybe get advice from a board member. Certainly legal counsel, if you have that. But but don’t you know, I don’t think you should let these potential problems hang you up and not not participate yet. Get your application in. You know, you might decide not to include your 10 99 contractors. Maybe that’s a decision you make. But you get it in at least for your for your payroll, your payroll, folks, your employees so that you know you could be covered for 10 weeks of, uh, 10 weeks of payroll. I mean, that’s that’s valuable. You get the get the darn thing in, make a decision and get it in one way or the other.

[00:20:22.40] spk_0:
Yeah, and have all the material available, including your independent contractor, information available. They’re asking for it in the application, so your bank will probably help determine whether that they’ll include that in the loan or not. Just bring it all in. Get your paperwork ready. I know everybody’s inundated with work that’s trying to keep things together. Leaders are, and this is worth the time.

[00:20:27.87] spk_3:
Yeah, is 10 weeks of payroll Yes, it’s

[00:20:30.10] spk_0:
time. It’s huge. So you’ve gotta put other things aside to get this done and get it done as early as possible because

[00:20:37.09] spk_3:
of you. You’re talking about the money. All right,

[00:20:39.48] spk_0:
get it, Get it ready early next week, if you can.

[00:20:56.04] spk_3:
Let’s move to the ER the i d l. You know, I hate jargon wth the economic injury disaster loan. Um, this is this is different. This is this is other types of expenses, Gene. Yeah. So it’s

[00:20:56.83] spk_0:
work. It’s a working capital loans essentially. So it could be used for payroll. But if you can’t apply for both in and put the same use for both, So if you ask for apparel protection program loan, you can also ask for an e idea alone for the same reason. But you could ask for a different reason for working capital in another other business costs that you’re gonna have. Um, and again, this is designed for small businesses and small nonprofits. But there’s only $10 billion that’s allocated here, So it’s a lot less than the other program. Yeah, but go ahead and apply for it as early as possible.

[00:21:45.37] spk_3:
Now, this has a great feature. Ah, $10,000 advance. That’s an advance on the loan. And that could be forgivable, right? And that’s it. Get their inherent

[00:21:52.04] spk_0:
right. Even if you get turned down. If you whether you get accepted or not, the $10,000 is years to keep.

[00:21:55.25] spk_3:
Oh, it’s whether you get turned out. So even if you’re approved for the loan, the $10,000 advance is still forgivable. Is that right?

[00:22:01.45] spk_0:
I I believe it needs not. It does not need to be repaid in either case.

[00:22:49.34] spk_3:
Okay, okay. My understanding of it. And they’re saying that this is gonna hit your bank within 3 to 5 days of your application. Now, I already applied for my business more than three days ago and I haven’t gotten it. Hasn’t been quite been five business days. It’s been four on. I haven’t seen it yet. So don’t Don’t be wedded to the 3 to 5 days it’s gonna cause they do ask for your bank account. They ask for your account number, they ask for your routing number. Um, uh, so they are intending to deposit this $10,000 advance quickly, But you know, you may not get it within the 3 to 5 days, but it is forgivable and and it is an advance on the loan, so it comes fast, and then the loan consideration is a longer term process, right? So

[00:23:38.35] spk_0:
it gets paid without them processing the loan at all. And you just get paid based on the application, which is fantastic, um, and, uh, again really something to take advantage of, but limited funds. So go in as early as possible. It’s great, tony, that you went in very early. People should should do that again early next week, and this is separate from the paycheck protection program. But if you do get accepted for the forgiveness of loan under the first act of paycheck protection Program, that we talked about that $10,000 under this sea idea will be counted against the cap on that. So just just note that you can’t double dip here. Okay? Okay, but the loan interest rate is 2.75%. Ah, and the maximum term is 30 years. It’s gonna be dependent upon your credit worthiness. So it follows more standard procedures and the paycheck protection lung, which again doesn’t matter what your credit is. Doesn’t matter if you have outstanding loans or not. The first, the 1st 1 that we talked about the forgivable loans disciplined

[00:24:03.84] spk_7:
a

[00:24:26.00] spk_3:
little tighter requirements. Lending requirements more more typical than then what? They waved for the payroll protection. Her act. Okay. Okay. Um, anything you want to add about economic injury, Disaster loan? The e i D. L again, it’s all this is all very well. Very clearly laid out. Big pictures on the S B, a dot gov website. Yes.

[00:24:35.48] spk_0:
I guess I’ll just say that it’s available also for debt payment. So your your ongoing business expenses, including debt payment.

[00:25:21.30] spk_3:
Okay. Okay. Um, so we got some longer term relief. Uh, regarding the charitable income tax, the federal charitable income tax deduction that we, uh, you know, in the ER in the tax and, well, I don’t forget the formal name, Tax and Jobs Act. Ah, there was, uh, there was a reduction in the It took away an incentive for non itemizers to make charitable gif ts. And so And we’ve seen some hit there because the vast moon is that the vast majority the majority of people do not itemize their taxes. Uh, but we got some. We got some relief. So the

[00:27:17.08] spk_0:
tax cuts and jobs act from Thank you your job back from a couple of years ago raised the standard deduction, almost doubling it. The impact of that is it left about 8% of the taxpayers itemizers, so it’s a very, very small portion that actually get the benefit of a charitable contribution deduction. Because the charitable contribution deduction is one of the itemized deductions that you get. So more than 90% of taxpayers get no tax benefit for making a charitable contribution deduction until this act until the cars that came into play. Now, this is only a one year provisions, but I’m hope it’s a precursor for a change in the law to allow for a universal deduction so that there’s more equity across every taxpayer for getting some sort of benefit for making a charitable contribution deduction. So now it looks like it’s on Lee applicable to those generally who are a little bit more wealthier than others, that that have the ability to itemize, taxes, their deductions and get a tax benefit from that and this above the line deduction. How accountants refer to it It’s for $300 so anybody who makes a contribution can get $300 off if it’s to a qualifying charity. And some of the big charities that do not qualify donor advised funds. That’s kind of an important want to note. So don’t advice funds typically used by a little bit more wealthier individual that would tend to itemize taxes their tax returns. But that will not qualify. And that helps to get the money into the stream of operating charities quicker than those that are sort of keeping funds in accounts for years without a that payment respect provisions.

[00:28:33.24] spk_3:
I’m hoping that that $300 will increase in the future, but at least as you said, it’s a start. It’s It’s $300 up to $300 per per taxpayer. And it’s just for this year 2020 so that anyone itemizing or not, could get at least that much. $300 uh, removed from, you know, exempt from, um, you’re from your taxable income or, well, I’m getting into the weeds about how it’s calculated. Let’s not go there. You get it. You have a federal charitable income tax deduction, if you’re if you’re a non itemizers up to $300. So that’s something that when you when you are making your fundraising messaging again because we will get back to that, there will be times when will be the right time for you to talk about your needs and how your donors can help you fill. Those is maybe even these especially critical and unbudgeted needs. You can make it clear that, ah, that nine non itemizers among your donors can I get a federal income tax charitable deduction for up to $300. That may move some people. I

[00:29:32.64] spk_0:
think there’s an op ed. I can’t remember if it was in the Chronicle of Philanthropy or not earlier this week. Tony, that talked about the need to give to smaller charities at this time. Those were the ones that are gonna be really struggling. And if you really value a small charity, this $300 deduction that you wouldn’t have received before may be just what, you know, tip some people over to helping the small charities. And I’m hoping that that’s that’s true. I’m not sure what type of impact this will have for most people who are probably very fearful right now about where their income is coming from. A lot of unemployment going on right now. And there’s some chairs act provisions that deal with unemployment that we can talk about two. But it’s a scary time, but there will be a time when we’re back. Fundraising. Yeah, this is This is gonna be important, as is the case for a little bit, um, of the wealthier er taxpayer. That is capped by the amount of deductions that can take for charitable contribution. And the traditional cap had been 50% of their adjusted gross income. And if it was a cash donation, the tax cuts and job, Zack said. 60% of your adjusted gross income was your cap of how much you could take for charitable contribution deduction. So if you made $100,000 in adjusted gross income that you were going to report to the I. R. S, you could take up to a $50,000 or if it was a cash contribution to a charity $60,000 deduction off that amount, that was the limitation. This year, that limit is gone. So if you wanted to donate 100,000 of your $100,000 adjusted gross income, you could take a deduction for the full amount.

[00:30:21.51] spk_3:
Yeah, and this is this is a provision that’s mostly for the wealthy. Very few donors bump up against the limitations against there adjusted gross income in in their charitable deductions that it’s not very common, right. But we got some. We got some relief

[00:30:34.24] spk_0:
for older people who may not make very much an income anymore. That’s that’s maybe the primary beneficiary of this. To the extent that they have still disposable income to to provide for charitable giving.

[00:32:03.00] spk_3:
Okay, Okay. All right. We’re gonna leave it there, Gene. Sound good sounds get all right. I want to Thank you very much for doing this. Ah, you know, E. I usually give you a lot more Notice Thio to put a show together. So So thank you. Thank you very much for helping with this special episode. Because I know I know it helps our listeners. That’s that’s really the key. Thanks, Gene. Thanks so much. And I want to remind listeners that were sponsored by wegner-C.P.As guiding you beyond the numbers wegner-C.P.As dot com by Cougar Math and Software Denali Fund Is there complete accounting solution made for nonprofits tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial and by turned to communications, PR and content for nonprofits, Your story is their mission. Turn hyphen to dot CEO creative producers Karl Mayer off Sam Lee Woods is the line producer shows Social Media is by Susan Chavez. Mark Silverman is our Web guy and the music you’ll be hearing shortly because it’s hard to put it in right over this when it’s on the fly. Special episode is by Scott Stein of Brooklyn. Many thanks to Sam, Susan and Mark for helping me get this special episode out to you quickly and, of course, to Jean as well for your for your time on fly, Jean. Thank you. You with me? Next time for non profit radio. Big non profit ideas for the other 95% Stay safe and be great.

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[00:00:06.34] spk_0:
Okay.

[00:00:58.72] spk_1:
Hello and welcome to tony-martignetti non profit radio. Big non profit ideas for the other 95%. I’m your aptly named host. Oh, I’m glad you’re with me. I’d suffer the effects of follicular assis if you made me go lymph with the idea that you missed today’s show. Build your grantmaking relationships. Our panel of grantmakers and a grantee reveals strategies for building and maintaining relationships with your institutional funders. Foundations are made of people. How do you get close to them? This is a panel I moderated at the foundation center in New York City back when the foundation center existed. Uh, so, uh, going back couple of years? Um, that’s it. That’s all I got to say about that On Tony’s take to 20 ntc thank you’s were sponsored by wegner-C.P.As guiding you beyond the numbers wegner-C.P.As dot com by Cougar Mountain Software Denali Fund Is there complete accounting solution made for nonprofits tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial and by turn, to communications, PR and content for nonprofits, your story is their mission. Turn hyphen to dot CEO. Here is the start of build your grantmakers relationships.

[00:05:40.86] spk_2:
We’re here to talk about collaboration and impact collaborate an impact. And our panel today is gonna focus in the collaboration. We’re gonna be talking about the relationship building of collaboration, that aspect of collaboration between non profits and the funders. All right, Most of you are in non profits potential grantees and most of our panel are the funders. So I have vidi admonished is too strong a word. But I have urged them to keep their advice, you know, relevant for potential grantees. How can each of you, in your non profits collaborate, build relationships with potential funders and even even when even when you get a no from a funder, what can you do after that? Our concern is that this is seen is proceeding to transactional. It shouldn’t be transactional. Your relationship with potential grant oars potential funders can be parallel to the work that you do in individual fundraising in each of your individual program. Because funders air made up institutions are made up of people and we know people fund what they believe in. So how can you build the relationship, keep the relationship strong even in the face of a rejection, and thereby collaborate with your potential funders which hopefully will become your funders. It’s my real pleasure to introduce our winning panel. Beginning with your on your left is Caitlin Mitchell. Caitlyn is a program and evaluation officer with Empower the Emerging Markets Foundation. Their work is around at risk youth in emerging markets in Colombia, Mexico and South Africa. Next, moving to your right. Dan Werner Dan is Social Justice program associate with the darkest foundation. Their priority is LGBT social justice, and we have Amy Berman. She’s senior program officer at the John John A Hartford Foundation, and their work is around improving, improving the health of older adults. Christine Kang, associate program manager at Project Sunshine. She is our sole Panelists who is among you apart part of the non profit 501 C three community, and their work at Project Sunshine is direct support to pediatric patients and their families. And Anthony Sanchez welcome. Anthony is corporate social responsibility manager at American Express. They’re three priorities around CSR or preserving historic places, developing new leaders and encouraging community service. Each of their fuller bios is outside. Please give a warm welcome Thio tunnel, please. Now, um important to know about about Christine and Anthony, they’re actually they could be holding hands. American Express that Americans press is funding project sunshine. So we brought we brought to the panel one team that is actively collaborating. All right, so keeping with you know what I I, uh I said is our purpose. Today, we’re gonna talk about relationship building, so I’m gonna I’m gonna start with The most basic basic question means we’ll start with Caitlin, creating strong relationships with funders again for our our audience of small and midsize non profits. How convey what’s one or two ideas that come to mind about creating that strong relationship at the outset at the beginning of a potential relationship?

[00:06:05.45] spk_3:
One unique thing about power is that we strive to and have the opportunity to fund an organization for up to 10 years. And I say that because when we enter a collaboration with new organization, there is not the idea that the organization is going to do everything perfectly, but there are a few characteristics that are really important to us. Um, the first I would say is just honest communication. I’ve had a number of grantees over. It’s inevitable that you will have adversity that something won’t go while ago won’t go as planned. And as a program officer in charge of managing our relationship, the most helpful thing to me in the kind of like star grantees versus ones that are a bit more difficult,

[00:06:33.49] spk_2:
we want to be star granted. Yes, we are just

[00:08:03.54] spk_3:
goes who communicate. Um, explain that. You know, there are delays in the project often most of the time for very legitimate reasons. And in addition to that, not only say, you know, unfortunately, Caitlyn, there’s been a delay or we weren’t able to do this activity but also have already problem solved around how to either overcome that challenge and or a different activity. So one grantee in Oaxaca, Mexico the end of their year long program, which was a leadership training for a group of 20 young people, was to take them to Mexico City. These are young people who had never really been out of the municipality in which they lived in right before. A few weeks before they were supposed to go to Mexico City, there was extreme violence in their community, and a lot of parents rescinded the permission for their young people or their their Children to go. So six of 18 that were planned to go were able to go to Mexico City. And that would be a big sort of like, uh, what’s going on. Um, but when they approached me, they said, Listen, only six of 18 could make it. We still went on the trip. They still did all the activities and we did a camping weekend closer to the community in which they live. They live where 16 of 18 were able to participate. We still went through the leadership training. We had hoped for the themes, the bonding that took place. Um, and they still had that sort of new and broadening horizons experience.

[00:08:25.48] spk_2:
And then we’re gonna have a chance to talk about some examples of impact. We’ll definitely get to that. So, yeah, basically, it sounds like you’re suggesting honesty. If there’s if there’s tribulations. If there’s trouble, let your funder. No. Yes, I have a non profit radio. I host this podcast. We gotta keep it to an hour. So we got a concise.

[00:08:56.14] spk_1:
It’s time for a break wegner-C.P.As so that your 9 90 gets filed on time so that your order is finished on time so that you get the advice of an experienced partner. Uhh doom and Affirm that has a nationwide non profit practice with thousands of non profit audits under its belt. Wegner-C.P.As dot com Now more of build your grantmakers relationships.

[00:09:03.21] spk_2:
Then what? Aside from being honest about potential problems, adversity, What else? Where else could we do again? Looking to try and look at the outset way? We don’t even have a relationship yet. It’s up to you. But early on, at least

[00:09:14.04] spk_4:
No, that’s great. And I wish echo

[00:10:58.04] spk_6:
exactly what was just said. I would also say, um, from the outset, you’re a new grand T and speaking from From Position the foundation, right work and some of the other foundations that we partner with speak raving. But a new grantee is ah is a new, amazing relationship that your program officers excited about and the foundation is excited about. Um, another dynamic within foundations is to not overbear helicopter in and try toe add too much burden onto the grantee because we know that your work is paramount and we don’t wanna sit there and constantly be asking you for updates, because we know that you’ll probably be sending that in a report. So I’d say Take the onus and agency, too. Um, reach out to us and share updates in the interim. We love when we get interim updates. If you’re, um and I’ll keep it quick with this story. We have a grand t out in the rural area of California, and the rural areas of California have more of, ah, um, kind of economic climate of the US South. It’s not all L a and, um, the Bay Area. We get updates about winds that they get at the local school board level and within the local court systems. And we love hearing those stories, and we share them throughout our foundation on and it goes all the way to the board level. So I would just say, Be open and honest with us and feel free to reach out. And don’t think there, that they’re the big foundation black box and we will send them a report later.

[00:11:36.38] spk_2:
Yeah, awesome. Open honesty and even reporting when it’s not required. Correct? Right. You’re welcome. You’re welcome. Those okay? By the way, let me also remind each of you if you don’t have the mike. You can still speak. You’ll be hurt by this. This fancy omni directional. So you’re welcome. You should have it yet. But if you If you make some quick or something, you’ll be hurt. Okay? So keep it clean. It’s gonna be it’s gonna be heard. It’s gonna be preserved. Please let me burn. What? Advice for the starting that relationship real strong.

[00:13:27.24] spk_7:
So I’m gonna go to before you’re even a grantee. Andi, I agree with everything that I’ve heard so far. But before you’re a grantee, this is your opportunity to really understand who it is you’re gonna be meeting with. And you should be meeting with the foundation that you want to get to know or go to an event where you know that they’re going to be. And you should know enough about number one, their mission, the kind of grants that they do. Because when you talk about the work that you want to dio, it has to fit within the strategy of that foundation. But I’ll tell you, even more than that, you need to look at the language on that website. So you know, you’ve heard some hints here you’ve heard you know, words like workforce or words like social justice. Use those words in describing what you do. If your work relates to that area, convey what you d’oh and what your interests are within that kind of language and context that will make it easier for you and the person that you’re meeting with sometimes for the first time, to see where the fit ISS. Now maybe the person is going to get where the fit is without you having done your homework. But it’s your job to really make that fit apparent. So doing your homework in advance is really helpful. And one thing that I would suggest the first time that you meet with the foundation don’t hitch an idea because that one idea may be the thing that is not within what they can. D’oh. Let them get to know you and the range of things that you d’oh that will be the best entry. And one of the biggest mistakes that people make is they come in with a very specific pitch and their other things that we then didn’t get to talk about. And that’s the thing that would have been the right fit.

[00:14:11.20] spk_2:
Are you starting to hear the parallel between your individual giving and your potential institutional funding? Who goes into a meeting first, meeting with a potential donor and solicit? It doesn’t happen. You get You have to get to know them. Amy’s Amy’s advising. Not only do your research, but very well your first meeting not be the pitch and again parallel with your similar to the work you’re doing in the individual fundraising. It’s

[00:14:11.68] spk_7:
kind of like asking

[00:14:12.62] spk_3:
something you’d marry you

[00:14:23.94] spk_2:
wear. That really is talking. That’s what I’m doing wrong. I realized 55 years to hear that. All right, Christine, please.

[00:15:49.84] spk_5:
So I’m for our relationship with American Express and then other relationships. What we’ve learned is to is, and I think why we’ve been so successful is that as a non profit we take, we tried really hard to understand the funder. So and previously I actually was at a foundation, so I kind of have both lenses too. But it’s so it’s exciting to have the two perspectives, but I think it’s sometimes he deceived. Think of funders that oh, they have all this money and power, So I’m just going to go in and they must be able to do X, y and Z. I think there’s a lot of assumptions and and expectations that come with that relationship. But to think about the relationship from the point of view of how can I be helpful? What is tthe e funder going through? How can I How can we make their lives easier while also maximizing our impact? So it’s not just about I need this from younger. I want to get X. I get why. But okay. What? How can we create a conversation around? So for us at Project Sunshine, we focus on pediatric health care. So we always start with the child in mind. But we can’t do the work we’re doing without are amazing partners, our funders, our corporate partners. And so, while making sure that they understand our mission and the work we’re doing to ask them, okay, So that how can we make your life easier? So I think starting from that.

[00:16:34.20] spk_2:
And doesn’t that sound like something you would ask? Maybe not in those exact words, but parallel again in your individual fundraising. What is it about your work? What is it? I’m sorry What is it about our work that interest you that motivates you? That moves you? Um, and what’s in terms of suggestion? How can we make your life easier? Are there different methods of giving that we could talk about? Maybe a plan to give to makes more sense for you. Maybe it’s structured over a period of years. Maybe it’s a one time outright gift. Maybe it’s a gift of something other than cash gift in kind someone some other kind of asset. So you know, again the suggestion. How could we make your life easier? You’re always thinking about how you can help your donors to make gifts to, you know, see these parallels Anthony, please.

[00:17:35.63] spk_4:
So just to add what toe What Christine said, I think it’s important to set expectations, right? So on the corporate side, I mean most CSR teams in a corporation, it’s probably a group of 6 to 8 people at American Express. It’s a it’s a team of 10 and we’re basically responsible for engaging over 50,000 employees. So it’s hard to do that right. So we look for partners who can help us. We can help them with their objectives and to, you know, help with their mission. But on the other hand, we also expect them to engage our volunteers, right. So setting that expectation is important because it’s a win win situation. So we’re helping the non profit achieve their goals. But we’re also engaging our volunteers. So I think setting an expectation upfront, it’s super helpful,

[00:17:47.98] spk_2:
and your collaboration involves a lot of volunteer work, a lot of service work by American Express employees. We’re gonna get to that that grants aren’t only in the form of money by any means. Let’s open it up now we’re gonna come back, come to questions periodically through time together. How about questions on this initial round of

[00:18:10.23] spk_3:
Hi, Um, I was wondering how open funders are, too, like meeting new people like cold calls, your email or phone call like how approachable would you say you

[00:18:10.85] spk_2:
are? How open to new relationships. This is perfect. It’s exactly We’re talking about what you know, with the beginning phases of the relationship, how open are you to increase? Sounds like everybody has something. Say, uh, Amy, Good Michael. So pick them. I can’t.

[00:19:03.12] spk_7:
It’s it’s really important. That’s a big part of my job. Yeah, I’m constantly meeting people, you know, My area is around aging. It’s around care of older adults. So I am on the road as a national thunder. I’m on the road, probably almost every week. I am going and meeting with people. They have very easy access to May. If people are committing their life toward doing this work, I’m committing my life toward them because my foundation’s mission is to do this as well. So I’m completely accessible.

[00:20:26.94] spk_6:
Damn. Um, yeah, I would I would say that in our experience, we are one of the largest LGBT funders. So we get a lot of requests from us based for global Funders Well, from US based organizations and we Similarly, when we have a team of of six or so so we just don’t have the band with. And one of the one of the things I hate about my job is knowing that me and my team really don’t have the bandwidth, even though our way have open on initial funding concept submission so anyone can send them in. We all do look at them, but we don’t have the bandwidth to have that special touch and tell people. Oh, but this local foundation in Seattle area is doing X y Z, so I would say, Just keep at people. Find out where those funders in those spaces go. When we attend conferences and other things, you catch people in a different mindset. They’re not running the meetings. They’re not doing their grant right up. So I would say catching people in different spaces, as opposed to the cold call is one avenue you could you could employ. Okay?

[00:20:59.46] spk_3:
And I would just say as a both of do in a don’t is because in power, we are open to hearing from from perspective organizations. But do your homework ahead of time and make sure so empower supports work in 15 emerging market countries. We say that on our website, we list the country’s make sure it’s a country that you work in is one that we support. We support work with at risk youth ages 10 to 24. If you’re working with the elderly or with Children, we’re not the right organization. So in general, Aziz was saying, we tried to respect our grantees time, and hopefully the idea would be that then sitting organizations or are granted partners will also do their part, too. Respect our time

[00:21:20.74] spk_2:
if I tell you that initial

[00:21:52.69] spk_4:
really agree with that? Obviously, like I mentioned before, it’s very hard to, you know, answer every email, answer every inquiry. So doing research. I think our website is really good at providing. As tony mentioned, we support three different pillars, but it it’s a good place to start because it provides a list off sample projects that we’ve supported. There’s also an eligibility quiz. So going back to what hates that, um, it helps you figure out whether it would be a good match or not, because through that eligibility quiz, you know, if you were to select, you know you’re in a place like Arkansas where we don’t have a large employer employee base. That probably wouldn’t be a match because we like to support organizations and specific regions, especially, you know, where we have a large employees head cow and and, you know, our biggest market. So doing research is it’s super important.

[00:23:26.56] spk_2:
Yeah, So you’ve heard this a couple of times now. So what do we do on the individual side called prospect Research? You got to do it on the institutional side to you don’t want to embarrass yourself by, uh, it’s a failing to send a letter of inquiry. If that’s part of the That’s the first step that a funder once so don’t miss step by not doing your research. Let’s move the relationship on a little bit now. We’re not We’re not at the inquiry stage. We’re not at the opening stage now. We’re funding your, uh you’ve selected grantee. How can we keep the relationship strong now? We already heard Report when it’s not necessary to keep us involved. Some steel. You can’t repeat your idea. You gotta come with multiple ideas. That’s why you’re here. Way also hurt. Share adversity, tribulations, difficulties along the way. What other advice? Again? Keeping the relationship strong. Now that we are funded, who wants toe? Anybody could start. Okay,

[00:24:25.24] spk_3:
11 thing that could be a challenge. But I think is also easy to find. A potential volunteer for that really makes a difference. For us is around honestly high quality pictures of the work that you’re doing if you have a really active social media page and the reason is that we are not in and down foundation. So we report our donors about the work that we’re supporting, and it’s really helpful. And unfortunately, some of the grand teeth like it featured the most are those that have really great documentation of their own work. So not every organization can hire it’s owned photographer, that’s for sure, but I think that’s a good news. That may be a volunteer who wants to come learn more about your program. If they have, you know, photography skills could be a really great way. Just just yeah, raise awareness about the work that you’re doing. And, yeah,

[00:25:14.34] spk_2:
can I suggest that maybe it doesn’t always. It doesn’t have to be high production value to be moving and show impact. I’ve seen cases where, uh, people who are benefiting from the organization’s work do you sell do selfie videos and, you know, with some really simple editing tools that could be really compelling so they might go on for 12 minutes or so. That’s too long, but I guess the point is it doesn’t have to be high production value necessarily to convey impact, use your social media. Obviously, we all know how important video is how compelling that could be. Storytelling through pictures as well. Uh, you know, let them let them know what the work is that they’re paying for. Please, Dad.

[00:25:50.29] spk_6:
No, no, Andi, keep it quick. Might sound very simple, but I know when I was in very early in my career non profit that didn’t have much of a development office capacity. But now I know being on the other end how important. Make sure your funders are on your email list. So when you send out everything about programmatic aspects or big announcements that, you know, all of your funders are getting those updates. That way you could focus on your work. And that way, funders are also updated.

[00:26:21.95] spk_2:
Follow them on Twitter. Follow your funders on Twitter. I mean, it sounds basic, but it might get overlooked. Facebook, you know, fan their facebook page, etcetera, etcetera connect in ways other than what? Uh, what? They’re what they’re requirements are for, you know, quarterly or semi annual reporting or something, you know, connect beyond that again. Relationship building. Right. You’re doing it on the individual side. Do it on the institutional side as well. You got something in my wife’s name is Amy. So you suffer. I don’t feel like I’m sorry. I

[00:27:09.51] spk_7:
Okay, so the other thing is about your expectation for us. And you know, it’s important that you have an expectation for us. There are people. There are foundations that, you know, everything kind of goes into a black box. When, when I’m developing a proposal, I actually work with the grantee on the development of that proposal. So I’ll edit it. It’s not a black box, it’s an intentional act. So once we’ve decided we’re going forward, it is a very intentional act. But once you have the grant, the other thing is to consider me as a part of the team. So include us in convening Sze, invite us. We may or may not be able to go, but we also have the ability to write and speak. I’ve given congressional testimony on behalf of grantees. You know, we are We can provide you with more than just grants support. We can actually provide you with elbow grease. We can be helpful to you. We can even bring other funders to the table. So the more you engage with us as a grantee, the more helpful I can be for you.

[00:27:37.28] spk_2:
Excellent examples. Excellent. Thank you, kid. You wanna you wanna add?

[00:28:10.43] spk_5:
So I know we’ve been talking about social media and videos and high tech stuff. So what I think, though, that that’s very helpful, I think. And I don’t know, old fashioned is just a meet in person. So for Anthony and I had breakfast today before we came here and we try to make it a point to remember that for organizations, companies that there’s a person there that you’re talking thio cool. Maybe just got married or so to to also build a relationship around the person, not just the institution. It’s a thing.

[00:28:46.14] spk_2:
Yeah, said earlier. Institutions are made up of people. I mean, how how plainer can we make the comparisons t your individual fundraising program? It’s the same. It’s the same strategy keeping, keeping, informed, inviting. You invite your major donors to things invite your institutional. Your funders, like Annie said they may or may not come, but the invitations should always be out there. They should be getting all your press. All your tweets, et cetera. You know I can’t drive home way

[00:30:43.69] spk_1:
need to take a break. Cougar Mountain software. Their accounting product Denali, is built for non profits from the ground up so that you get an application that supports the way you work that has the features you need and the exemplary support that understands you. They have a free 60 day trial. It’s on the listener landing page at now. Time for tony Steak, too. The 20 NTC. The non profit technology conference was terrific. I hope I’m pre recording this a month before NTC. Thanks so much to Cougar Mountain for sponsoring non profit radio at the conference. I do hope that the booth we shared did not get torn down because you forgot to pay the bill. I doubt that that happened. Um, I’m sure I reminded you that the payment was due, and I’m sure you hadn’t paid it. At least I hope, Assuming that you did, I I do. Thank you so much. So let’s assume that you did so thank you to Cougar Mountain and the guests, all the many guests that I will have captured, uh, last year it was 70 knows more than seventies like 80 85 in 36 different panels or something so comparable numbers. Thank you. Thank you to the guests who took time at 20 ntc to come by and be interviewed for non profit radio. And of course, you listening. We’ll get the benefit of that for months to come. I’m gonna have 20 NTC panels. Thio play. Thanks so much to the intense staff. They’re always accommodating. And this year, I’m sure well, have been It was that the police Kwame Perfecto will of a future perfect will have been perfect. We’ll have been very, very accommodating as they always are. So thank you to any sample, Ward CEO and all the staff at n 10 that is. Tony. Take ju. Now let’s go back to build your grantmakers relationships.

[00:31:46.89] spk_4:
So on the corporate side, it’s about being, you know, you guys being flexible, right? Because, yeah, I can support you through grantmaking and providing volunteers. But there’s also other opportunities, so I always make it. Um, I always make the effort of engaging non profits where our affinity groups at American Express, because that if your woman empowerment organization, um, there’s always a way to connect with employees and other ways, right? So will offer volunteers, but We can also bring awareness to our employees. And they could make individual donations through our employees giving campaign or through our dollars for doors program. Or maybe it’s an opportunity for you to come in and speak to a group of women and just bring more awareness. So the relationship doesn’t just have toe. And at grantmaking were always big, expanding that relationship and helping you as much as we can.

[00:32:11.25] spk_2:
All right, this is a time we’re gonna turn thio storytelling I want I want to turn to some examples of how these strong relationships have impacted work on the ground. You used any example? You like one of your one of your grand T organizations? Let’s start with Anthony and Project Sunshine and And why don’t you talk about the work that goes beyond as you were just saying, Perfect intro Don’t be on money.

[00:34:07.81] spk_4:
So, um, we started our partnership with projects ensuring back in 2010 and our biggest challenge at that moment was engaging those. I mean, we’re American Express. We have several call centers throughout the U. S. And it’s harder to engage those employees who are, you know, their job is basically being on the phone, being in a call center. So we were looking for ways to engage these volunteers because, let’s be honest. Most employees want to go out and volunteer, but the challenge is finding the time, right. So not every employee has the luxury of going on park and planting a tree for four or five hours. So we thought, Why not start this partnership with ah, Project Sunshine? Who? Christine can talk more about what they dio create these care kids that are prepared in house. Esso employees don’t necessarily have to leave the office to volunteer. Um, it only takes one hour. We started our partnership back in 2010. Immediately. We got a huge response because again people felt like they were able to give back without having to invest so much time. Um, fast forward. I think two or three years later, the success of the program helped us build a case to go back to our leaders and say, Hey, this is a great partnership. Were engaging more volunteers. We expanded then to other locations. Um, and we’ve been partners now for seven years, and we’ve engaged over 7000 employees in the last couple of years, and we’re now internationally. Last year we started a partnership with Project Sunshine. So it’s finding ways of thinking of all your employees population, right? So those who don’t have the flexibility and I think that’s what works well that projects on China heard the challenge that we were having. And they did a great job at finding a solution for us,

[00:35:04.40] spk_2:
especially if you’re talking to corporations. Think broadly again, of course, because we said your first meeting is not gonna be the solicitation. You’re gonna make some enquiries. So after you’ve done your research on the Web site, maybe talk to some other organizations that you know they’re funding. However, however you go about your research, especially talking to corporations, you want to think about volunteerism because Anthony’s point is, and please do want a volunteer, and that often is a part of what companies want to give. So it’s more than the money, especially not only limited to companies, certainly, but especially companies don’t think just about, you know, dollars. Okay, so So how are your work? Is pediatric patients supporting them and their families? And how are these sick kids and their families benefiting from

[00:37:57.10] spk_5:
that great question. So we the healthcare landscape is constantly changing, and oftentimes the child, the patient, they’re stressed and terrified parents. They’re siblings kind of get missed. And so what we do is mobilize volunteers to really provide and come around the child that the parents, the family and to treat them the way that if we were the child, the parents or the sibling, we will wanna be treated. And so we do a number of different programs we provide in hospital based parties, bringing the joy of childhood into the into the hospital setting, letting kids be kids what we do. That’s one part, the part that we work with American Express and a lot of our corporate volunteers with its Are Sending sunshine program. So the Sending Sunshine program really what’s designed kind of with, I mean American Express was a big part of that. It’s office based volunteering, so volunteer corporate volunteers in their own offices get to Assam. Assemble these craft kids, so that’s a standalone craft that we sent to over 300 hospitals and medical facilities so that if you mean you can imagine if you’re a child and you just broken leg, You’re in emergency room. You’re gonna be there for four hours and you have a lot of stressed out doctors, child life specialists. They able to grab these and give give them to a child to decrease their anxiety, to decrease their even boredom to the end. To the the sibling who may be with them and and the care giver is a moment to breathe. So that’s one of the the activities. We also create these things called Sergi Dolls, which are medical play dolls. And we’ve make there’s research behind them about using these dolls to help empower Children to understand the treatment that they will be going through. And when I first joined projects on China’s sick does, this is really make a difference. And the overwhelming answer from our partners is yes, we have a wait list then. So clearly there’s a need there and the and that the need for on the hospital side for these Children, families that it’ll line so well with our corporate partners. I think it’s it’s kind of it’s amazing this win win that Anthony was talking about so over, I think with the last time we checked over 45,000 Children. Families received these craft kids or Sergio dolls that American Express employees put together, and one recently was around the hurricanes. So the we had sent American Express has a South Florida region regional area and Soviet made a bunch of craft kits sent them to a hospital suspected by the hurricane. We received this amazing quote phone call for my child life specialists who said You saved our lives. So basically, American Express volunteers saved our lives because we received, I think, something like 100 and influence of 150 Children, families who were clearly distraught and stressed. And the first thing they did was grab as many of these yellow projects on Shane bags that our volunteers put together as they could and went from chaos to calm. These were her words. Chaos to come immediately.

[00:38:24.14] spk_2:
Christine, how do you convey that message to American Express that they would feel the impact of their work?

[00:38:37.72] spk_5:
So we did have a phone call with Anthony, and we do try to. So we have a great development team that does a lot of social media and we’re trying to try to provide photos, reporting all the things that we had talked about on this panel so that we could make sure that our corporate incorporate partners feel that yes. So we did for that specific one. We were on the phone

[00:38:53.30] spk_2:
and then Anthony, you fed it back to the actual employees. Actually,

[00:39:45.87] spk_4:
it’s such a satisfaction, right on our employees and those who volunteer because you see the immediate impact, right? So it’s not like going on like a community center and painting a wall blew right. There’s really not much impact that you see there. Yeah, you paint the wall. But with these care kids, you know, if 100 volunteers create 1000 kids, you know that they’re going to get to 1000 kids who need them. So every time I post the Projects on Shine Project on our Internet site, it sells out in a matter of like five minutes like out get flooded with e mails because again, it’s a good way for employees. Thio just donate a now our of their time and see the immediate impact that these attacks

[00:39:53.44] spk_2:
I could tell Caitlin is burning toe and something will come back.

[00:40:51.11] spk_3:
I just wanted Thio say this is an example of where that sounds like a phenomenal volunteer opportunity, where it’s both beneficial, and it’s a meaningful volunteer opportunity that’s beneficial not just for the volunteer but also for the organization. I just want to say this is one of those moments or feel free to push back against your donor, where if they’re really excited and want to send volunteers your way, and it’s actually going to create more of a headache than be helpful or if you work in a context where it’s not appropriate. Tohave Caitlyn as, ah White, 32 year hold American Coming in, I’m thinking internationally, but with at risk youth are more sensitive populations. Feel free to say no because all too often I think organizations, especially if it’s a donor asking feel required to take on those volunteers. And sometimes it’s it’s more trouble than it’s worth there,

[00:42:41.06] spk_6:
Um, a shining of ah story that wouldn’t repeat that some of the themes that we’ve already heard and I, um, I’m reminded of a grand T partner of ours, that it was actually same grantee that I mentioned working in the rural areas of California. Uh, They’ve been a grantee of ours for 33 years. So not, you know, like a historic one for us, but not a baby. And we have had an amazing relationship. They send us that the updates we’ve met curated this relationship. We took a tour of the Central Valley of California. Seeing all the work they’ve done. We bought our CEO of our vice president. We met Dolores Huerta, and we really got to see their work after that site visit. You can tell that the relationship kind of tipped a little bit. Uh, you could tell that we had a shorthand. We had a common connection and fast forward to two weeks ago. The head of the project is doing great work and they’re trying to scale their program. We shopped this pro, this program director to the Ford Foundation to the Open Society Foundation and to an anonymous donor that works in this space. We introduced them thio like mine and thunders that we know here in New York City because we know that their work is so amazing. You know, in the rural areas of California, kind of far away from big foundation institutions, except for the California Endowment. So that’s that’s a story that I that I love, that I don’t think that maybe a lot of grantees would think to say, Please introduce us to your other funders. You might think that is a no overreach or going past, but I think you can get a read on that relationship once it reaches that tipping

[00:42:55.05] spk_2:
point. That’s something I’m sure a lot of organizations you wouldn’t even think to do. Introduce us to your other funders.

[00:43:32.35] spk_1:
It’s time for our last break turn to communications their former journalists so that you get help building relationships with journalists so that your call gets answered. They pick up the phone for you when there’s news that you need to comment on because they got the relationship with you so that you stay relevant in your work. Including they are former journalists at the Chronicle of Philanthropy. They understand the community. There are turn hyphen to DOT CEO. We’ve got butt loads more time for build your grantmakers relationships.

[00:43:37.53] spk_2:
You got a back story.

[00:46:35.53] spk_7:
I do have an impact story. So, um, in the foundation world, the most popular areas to fund our the arts, education and Children, and my foundation does not fund that. In fact, out of 105 1000 foundations in this country, only six air primarily focused on older adults. So very, very small group of funders that do work nationally in this space. And we really care about creating a JJ friendly health systems. You know, how are they gonna be responsive to older adults caring about serious illness and end of life and also about family caregivers? So one of the grants is here in New York City. It’s the center toe to advance palliative care. It trains people to provide care and make sure that they haven’t the obscure planning so that their, you know, their goals are what the care is that they get at the end that they relieve suffering. They make sure that people have the care that they need when they go through very serious illness, even when they’re gonna get better from serious illness to help them get through that serious illness. And so the kinds of impact this work has had, um, today palliative care is in roughly 90% of hospitals nationally. That’s huge. It only came to this country in the 19 eighties. We have been a long and sustained funder in this space, and we may be slowed a warm, but we tend to be a longer and sustained thunder around impact. Theo. Other thing was there were very few funders that were interested in this space. Does anybody remember the death panel conversations? Okay, well, thankfully, we’re not having a lot of those today. But there were very few funders that we’re doing focused work in this area. So I decided I was going to start having calls. This was not with the grantee. This was on behalf of the grantee. I wanted to create a safe learning space for foundations that might be thinking about this. They wanted to learn. And so what’s happened with that? We now have a very large collaborative. People are more strategic. They know people that they want to fund. We fund together some things we fund next to each other and other things. Things past year, about $80 million in new funding was in this space. And this is on behalf of the grantee, the grant. He could not have had those calls, but it was necessary to begin Thio bring people into the space. And now they’re coming out of the woodwork. We actually did a grant to give somebody money to help coordinate this group. You know, coordinate the calls and everything else. So Thean pact is huge. The thing only other thing about this was about seven years ago. I was diagnosed with stage four cancer, and I had been doing this work long before. My, you know, this is my my area. But then I made a decision. How could I make use of the situation to further healthy grantee? So I’ve been writing speaking. We’ve put on congressional briefings together. Eso any other way that I could be helpful. I am definitely shoulder to shoulder with the grantee.

[00:47:00.14] spk_2:
Thank you for sharing that. Thank you. Back story. And then we’re gonna come back to the come back to you. It’ll be peppermint lifesavers. Time very shortly after Caitlin’s Kitten’s got an example.

[00:49:33.10] spk_3:
Yes, and I would just go back to some power can fund your question around. Um, like what to do once you’re already a grantee and kind of in the medium term and how it can be really helpful for the relationship. So just to say one of the key criteria we look for when determining whether or not we’re going to fund an organization for a 2nd 1/3 a fourth year. Is this idea around? Are they a learning organization? And by that we mean a couple of things on one. Um, really, The most important is like I said, we don’t expect programs to go perfectly. There’s challenges that come up. Youth are dynamic and changing issue areas arise but really impactful. Grantees that we have in great relationships and the really impactful programming are constantly learning and adapting and analyzing what went well, what it’s our strange what’s an area for improvement and even again, the same grand T in Oaxaca, Mexico. So in the course of their programming found that the middle school population that they were working with were engaging in self harm and cutting, and they recognized we as an organization don’t have expertise on this. But they themselves reached out, identified an organization in Canada that focuses on this and then came to us and said, Listen and our next grant, we would love to include a line item to have training on this to better serve our young people, Um, and with a learning organization, I would just say also openness to feedback. We think, you know, we support programs across the globe and sometimes see similar challenges in best practices. So it’s not a donor driven by any means. But being open to feedback is really important, even if you don’t necessarily take it on. And then also, with this learning organization comes which some silly but playing well with others. So we often ask grantee organizations what other organizations are doing great work in their field. And it’s a red flag for us if they if they come back and say no one else is doing it as well as we are, which has happened. And, uh, yeah, so I would say, being a learning organization playing while collaborating with other service providers. It’s something that we look for, provides

[00:50:07.53] spk_2:
Question occurs to me based on what you and Amy and we’re saying, especially if you’re being funded. What about? So if none of your funders ask, can we meet your other funders? If you’re If you’re a grantee? What about staying? We’d like you to meet our other funders. What about the grantee putting that those that possibility together. Is there a downside we’re talking about? Could there be okay? So So the grantee could think of it. If none of the funders do, there’s no Doesn’t seem to be a downside to that. And just just a couple of sentences. Don’t do this. Stop your top. Don’t do this.

[00:50:27.51] spk_7:
Yeah. The worst thing that you could do is when you have an opportunity to get funding to listen to the thunder about what it is you should be funding. In other words, don’t move from your mission. If it’s not helpful to your mission and strategy, it’s a disaster.

[00:50:52.71] spk_5:
Okay, I’m gonna just I’ll answer this from my previous foundation experience. One thing was don’t get angry when you get like when you get defunded. So there was one of the things that was very difficult was when I was for a funder is to not fund again. That’s very hard, I think from I’m sure everyone here knows and to have to send out a declination is also hard to have that he met with anger and accusation. Not great.

[00:51:24.79] spk_4:
I would say. Don’t go into your automatic pitch right? Because we have objectives. You have objectives. So it goes just back to what we’ve been saying doing research and not just assuming all American Express is a company with so much money that we would necessarily support. I’m sure your mission is important, but it might be something that we’re not. Um it’s not within our government that we would support. So not just going into your pitch and assuming

[00:52:03.76] spk_6:
that. Okay, Miss Deadlines, this deadlock don’t miss deadlines. You can ask for an extension. Don’t do it. 11. 59 the day of, um, but my in my over four years in the land to be I know exactly those organizations that I think you’re gonna fall through the cracks unless our team reminds them. And I feel like that’s a perception issue happens with individuals. You won’t know that one person that made a bad impression in your family or at work and that perception than permeates it and then stays. So just have a schedule. Have reminders, have your assistance, remind you whatever but yeah, don’t.

[00:52:30.84] spk_2:
Please. There’s so many technical tools that can help you do everything from wake up to know when to go to sleep Everything in between. So use the use, the app to use tools. We have,

[00:53:01.58] spk_3:
um, to one I would say is don’t fall off the place. The face of the earth. So we’ve had some grantees just disappear. Yeah, and and not communicating, I would say, Even if it’s a one line, you know, again in Mexico, right after the earthquake, we reached out to guarantees. How are you doing? You know, we’re in the trenches, but thank you for thinking of us. Boom. Or, you know, where is your report? I’m sorry. There’s been delays. Just keep the communication open.

[00:53:12.25] spk_2:
So please, let’s join me in thanking

[00:53:31.56] spk_0:
way. Christine Damn Warner. And I hope you see

[00:53:37.69] spk_2:
all the connections between your individual fundraising and your newly invigorated institutional fund raising program

[00:54:36.35] spk_1:
next week. Now that you’ve got great grantmakers relationships, it’s terrible. Charge your grants. Fundraising with John Hicks. If you missed any part of today’s show, I beseech you, find it on tony-martignetti dot com were sponsored by wegner-C.P.As guiding you beyond the numbers wegner-C.P.As dot com by cooking meth and software Denali Fund Is there complete accounting solution made for nonprofits? Tony-dot-M.A.-slash-Pursuant mountain for a free 60 day trial and by turn, to communications, PR and content for nonprofits, your story is their mission. Turn hyphen to dot CEO. Ah, creative producer is Claire Meyerhoff. Sam Liebowitz is the lying producer. Shows Social Media is by Susan Chavez. Mark Silverman is that Web guy, and this music is by Scott Stein. Believe me next week for non profit radio big non profit ideas for the other 95% Go out and be great