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Picture of Professor Eugene Fram.

Nonprofit Radio, April 26, 2013: A Conversation With Eugene Fram

Big Nonprofit Ideas for the Other 95%

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Picture of Professor Eugene Fram.
Professor Emeritus Eugene Fram
Eugene Fram: A Conversation With Eugene Fram

Professor Emeritus at Rochester Institute of Technology, Dr. Fram is author of “Policy vs. Paper Clips,” introducing nonprofits to a corporate model of board governance to cut out the minutia from agendas so your board can focus where it should, on policy and planning.

 
 
 


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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent for april twenty six twenty thirteen i’m your aptly named host question have you raided and reviewed the show? I haven’t asked for for many weeks, and if you haven’t done that, i’d be grateful if you did. We increase the ratings and reviews on itunes considerably the last time i asked, and if you haven’t, i’d be grateful if you did if you wouldn’t go over to non-profit radio dot net, start there and click readings and reviews and then give the show one to five stars, hopefully five and an a rating. I’d be grateful for that. Thank you very much. Oh, i hope you were with me last week. I’d suffer acute respiratory distress if it came to my attention that you had missed a conversation with amy. Sample ward part do she’s, our social media contributor and co author of social change. Anytime. Everywhere we talked about your multi-channel plan fund-raising calendar, staffing and budgeting and now you know what a home page hijack is this week. A conversation with you, jean fran lots of conversations professor emeritus at rochester institute of technology dr fram is author of policy versus paper clips introducing non-profits to a corporate model of board governance to cut out the minutia from agendas so your board can focus where it should on policy and planning roughly thirty two minutes into the hour on tony’s, take two ah that’s, a little bit of a toughie because i’m recording this about three weeks in advance, and i don’t know what’s going to be on my block, but i’ll share some gratitude on tony’s. Take two my pleasure now to welcome eugene fran he is professor emeritus at rochester institute of technology he’s, a consultant, board chair and volunteer director for non-profits he has authored a co or co authored more than hundred twenty five journal articles on marketing and non-profit and corporate governance, he wrote the book policy versus paper clips, which you can find on amazon to introduce a governance model that we’re going to talk about on twitter he’s at eugene fram four a m just like the oil filter eugene fran, welcome, welcome good morning to you. Good morning to you, it’s it’s morning in california on the day that we’re recording very early morning. So thank you for joining me this early from the left coast. It’s. My pleasure, jean. Are you are you part of the fram filter family, buddy? Chance. Unfortunately, i am not. You’re not those things still around. I don’t own a car. I haven’t had a car for years. We are fram oil filters still around. Do you know why? I think they’re still on the web. I seen them. Okay, you have but that’s, not you. I’m sorry. And that’s not me. That’s. Alright. I’m not part of the great martignetti liquor family in boston and new england either. So okay. The both of us are suffering from famous names and chronic under representation in the in those wealthy families. Yes, we’ve been born with huge handicaps. I’m still trying to overcome mind. I hope you have overcome your one hundred twenty five articles. Yeah, somewhat. But you know, my ambition is to go to a thousand. Okay, well, now that you’re in retirement, you have more time for that. But yes. That’s true. Professor emeritus jean what? What’s what’s happening with boards? Why? Why do you feel they are missing the mark? Well, boards from a governance point of view non-profit boards from the government’s point of view, frequently have retained the old nineteenth or twentieth century model off of governance, where the board has a multitude of committees and tries to eventually micromanage the uh uh, the staff in the process, nothing gets done or the organization, although it has potential as stunted growth. Ah, if it in that way, because volunteers like myself and again as i talk, i’m not talking as a non ah non-profit ceo or e d i’m talking as a volunteer director, we can’t be there day today, and we can’t, uh, manage the minutia that is no, are they not necessarily monisha or the work that really needs to be done and we can’t really manage truly professional staff, we can help. We can advise we can help. We have an obligation to set policy, but uh, but we’re simply, uh, part timers or some person has described that we’re birds of flight through the through the organization because we’re they’re traditionally three to six years, and the staff stays and works and works under different boards. Your concern is that despite the well meaning board on dh and individual members having great potential and the best interests of the organization heart you feel they’re actually through these old models stunting the organization? Absolutely. And i think it could be proven when you look at any number of organizations which has suffered this way. Do you want to give an example or to, uh well, i’ve consulted with a number of them on, but i don’t want yeah, i’ll talk t o generalities specific organizations where the the the board actually got ah, where the volunteers on the board actually got involved to the level that they were, uh, they were managing departments. Eso if the decision had to be made, the department had first went to the volunteer uh uh, advisor or whatever they call him at the time and then went to the d with the advisers either decision or concern or whatever the department had won it. So the organization didn’t grow until they finally change. They finally changed the model full time employees reporting to a parttime volunteer argast person. Exactly. Oh, my all right. Let’s, let’s. Start with the beginning of the process and we will get to the corporate model that you lay out in your book way. We’ll get to that let’s. Take a couple of discreet sort of time line points and along a board members life cycle with the organization and i’d like to start with recruitment. Makes sense, i think. Xero what can we what can we improve around our board? Recruitment? Well, the chief executive officer where, whether they be a nadie or a president ceo, as i suggest, needs to have more contact with the board with the individual board members. I think they they have tto have more contact between meetings that has to be in often and formal. Ah, and they have tio they need to get to know each other. And i suggest, uh, that they actually made quarterly to informally discuss the concerns and the challenges. Ah, that the chief executive officer is facing. I, uh there are various techniques for doing this. I recently read in the harvard business review. Uh, a recommendation. Uh, that the, uh uh uh, we’re one, uh uh, for-profit ceo actually sends a email out to the board every sunday morning. Uh, just laying out very briefly, uh, in this case, his concerns about what’s going. On in the organization and what new ideas? He has a c as he indicated in the article, he says, i don’t worry about grammar right now, gina, i’m trying to focus on recruitment, so maybe maybe in in in this board meeting is often as you’re suggesting they’re identifying gaps in the board, and maybe they can try to fill those gaps with new board members that’s, right? Ok, and but as they’re going through that recruiting process to identifying skills that they need that the board is lacking, how should they be talking to potential board members? Well, they should talk to board members that what they do is to value their contributions of time, the most important thing, and they make ah, meaningful use off the board members time they don’t ask the boardmember the potential boardmember to do frivolous things, uh, such as stuff envelopes or our or get involved with watching slide shows or commenting on slide shows as one. Now that i’ve heard of s so that they focus on, they focus on the policy in the strategic issues of the organization. Okay, we’re going to take a break now, jean and when we return. We’ll keep talking about the little about the life cycle of the boardmember. And then we’ll get into the corporate model that you lay out in policy versus paper clips. So thank you, gene is going to stay with us. And i hope you do, too. Talking alternative radio twenty four hours a day. Are you confused about which died it’s, right for you? Are you tired of being tired? How about improving your energy strength and appearance? How i’m rika keck, holistic nutrition and wellness consultant? If you have answered yes to any of my questions, contact me now at n y integrated health dot com, or it’s. Six for six to eight, five, eight five eight eight initiate change and transform your life. Are you concerned about the future of your business for career? Would you like it all to just be better? 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Interested simply email at info at talking alternative dot com metoo welcome back with jean fran, and we’re talking about policy versus paper clips and focusing your board where the attention, where its attention ought to be on policy and planning and things like that. So jean question about in the recruitment process, the expectations around time and fund-raising for potential board members were still now just talking about the potential member what should, what should a non-profit be revealing about time and fund-raising well, they first ought to be very clear about the time commitment expected, and they ought to delve into a deep discussion with the boardmember on this because i’ve just consulted with a organization that has recruited cem very fine people who are working on people who are building their careers, and they lay out the they discuss the the time commitment for the organisation, but in the final analysis, after being on the board for three to six months of the people have, uh, huge work commitments, and they say, j i just can’t i made the time commitments. Oh, and so they had to restructure the board in a way that allows the chairman much more responsibility, i think, than a board chair should have. And what about the fund-raising expectations? Well, not all board members will enjoy fund-raising i think it’s necessary to find those who might enjoy it or have experience with it to make some commitment to it on dh. Do you want to see that as a dollar amount or more flexible based on the individual based on what the individual strengths are, if they have contacts? That’s one thing, uh, if if they have aa dollars to give or you are in the are able teo network with people of substantial wealth, that is another thing. Okay, but there ought to be. Do you agree with this one hundred percent participation personal at some level for for all board members? Yes. That’s necessary? Because foundations, when you go for grants often look at that as a board commitment, showing board commitment that they have made the financial commitment to the organization. Should these expectations be in writing for the potential boardmember? I think so. But i think it depends upon the culture of the board and they understandings that air developed at the beginning. If you, uh, if they, uh, if the board gets a lot of questions after after being on the board for a while about those commitments, maybe it’s necessary to put it in into writing, but not necessarily a legally binding contract. Oh, no, no, no, no. Okay, but just something that here’s what we’re expecting and please, you know, indicate that you’ve reviewed it. So we’re all have well have consistent expectations, right? We’re all on the same page, okay? Eso then moving. Teo orientation. If you recruited the right people, what should board orientation look like? Well, orientation, uh, should take place. I would say over i again size and complexity of the board about a six month period, andi, in the sense that there might be a half day or a couple our orientation about the organization and its mission is a mission, vision and values. Oh, and any other details that they they have to be concerned with. But then other issues ought to be ah brought up for the new board members as they as they progress through their first six months during this period, the, uh, the board chair and the ceo i need to be readily available to answer questions from from the new board members s o that they become fully apprised of the issues as they go along a two day board, uh, section in which a lot of information is thrown at the person, uh, simply doesn’t stick its a matter of repetition, understanding and going through the process themselves. And as you know, we all learned best when the when the problems are immediately in front of us. Ah, for example, uh, with board liabilities, a lot of boards will bring in a lawyer and and lay out the potential liabilities for a boardmember in their particular situation. Uh, they hear a lot about the laws, but they if you’re not a lawyer, they frequently forget it. Uh, so when an issue comes up ah, that the that there might be a a personal liability in in the situation, it’s up to the ceo and the board chair to remind the new people and refresh the older people that this particular situation might be affected by this particular legal precedent. Would you put new board members on a committee right away? Or would you keep them at large? I would keep, um, at large unless they have a strong desire to go on a committee. And of course, a sze yu know. I suggest that there are really only three committees needed. Yeah, on this is a way of getting into the corporate model. What are those three committees? Well, first that’s. Very simple. You have a planning and resource committee. Ah, that looks forward. It looks towards the strategic plan. It looks towards the resources that i have both, uh, human resource is and financial resource is it looks forward to the planning that is, that is necessary. It also has a special responsibility that the other committees don’t have and that is to, uh, teo ah, monitor and mentor ad hoc committees. Any man as, uh, special issues come up of a strategic or policy nature ad hoc committee need to be formed for that particular issue clearly, because because we don’t, we only have three standing committee, so we’re going to get it right. We’re gonna need ad hoc committee, particularly everything ascot committed to take care of the issues. They come up, come up esso and then that’s is that their their their responsibility. On the other side of the picture is the assessment committee and the assessment committee simply assesses how we have done. Okay on that includes the oddity function and the er in states such as california, where you need a separate audit committee. A subcommittee of that assessment committee performs the audit function, meets with the auditors. This all seeds up to the to the executive committee. The third committee, which has the traditional executive committee duties of of ah, of acting for the board and emergency situations and taking a final review off the various reports that air coming through before they come to the board. So it’ll give you, say, have a board of twenty one people with seven on each. Ah, you will find that, uh uh, by the time it gets to the board, uh, through the process is the large part or nearly all the board are familiar with the issues they may disagree with with some of the proposals and have other ideas at the board meeting. But everybody is full of pretty much everybody is wholly informed. You say twenty one board members as an example. So this is cannes. This corporate model worked for organizations that have just maybe half a dozen boardmember xero their way. We could divide. That in four or however we want to arrange that, depending upon the needs of the corporations of the non-profit, uh, this is a flexible model, okay? And people have used it in different ways. Ah, and, uh, for example, i once met a person, a new organization that didn’t have any standing committees. All committees of the board were ad hoc committees reporting to the entire board. They were happy with it. I would have been happy with it, but evidently it worked. It worked for them. All right. So there’s flexibility is this more what we see in corporations and you have to you have to help me out because i don’t. I’m not familiar with the corporate model. Is. Is this more typical of the way corporate boards operate? Very few standing committees, maybe not exactly the same, but very few standing committees. Lots of ad hoc committee’s. Well, this is being ah proposed by the bye. Some major consultants now, as you as you noted in the book, however, i hate to say, but i’ve been at this for more decades, uh, than i care to admit. And in turn, uh, there are a cz faras. I know, based on the sales of the first two books there, which was the first to additions, which were their sales of over ten thousand copies, i would estimate the thousands of boards have adopted it on dh. However, it is still controversial among some boards and its best used with boards who have, uh, a about a million dollar budgets and roughly let’s, say about, uh, no over ten to twelve, fourteen full time employees. Uh, when it comes to the nation type of non-profit board uh, the i think the traditional model of bored involvement in operations is necessary because, uh, they’re simply not the man power to get it done. The basic problem in the process in the change is that boards begin with board involvement in operations and when they grow, they still sick with the old model stunting the growth of the organization, frustrating the chief executive office operations officer and on dh missing huge opportunities that they could have right in their growth. Gene, i’m not clear on, but i’m not clear on something. Is your recommendation for smaller organizations teo to stick with a more traditional, smaller younger organizations? I guess yes. More traditional sport model. If you have an organization with a budget, for instance, i know one that i’ve been very close to, uh, it has only has a budget and does great work. Charitable work have two hundred fifty thousand dollars a year in that case, uh uh, i would stick with the traditional oer organization, however, uh, in the book. Hey, hey. Still need tohave on audit committee of some sort. And the book describes what there’s a nest starita have that, you know, once or twice a year a cz the accounting issues and financial issues come up. And of course, the corporate model is important to have in mind as the organization grows exactly that’s the transition that they were going in. I’m just saying that’s, the transition that your urine compensation and allows you, teo, to grow two very large uh uh to a very large organization, if you want to go in that direction and it’s sort of mandated once you get a larger number of poise and, uh and, uh and larger finances to handle, if you’re in the area of over a million, if you’re in the area of one point five two, three, four, five, six million so full. I had one client a couple years ago that still had the old model on dh. They had a budget of six million dollars and, uh, the chief executive officer said to may look, i could be running away with this board, you know, they’re just not had supporting me in the way they should be supporting me there, worrying about the details of the operational details that they hear about now. That’s the policy versus paper clips. Yeah. And just there worrying about hypothetically the paper clips just to remind listeners that gene fram is professor emeritus at rochester institute of technology and the author of that book policy versus paper clips. Jean what? What can we expect? Aside from maximizing our growth potential? Sounds like more efficient operations. Um what? What else? Khun kayman organization expect if they adopt this corporate model of board governance. All right, well, uh, one is the the board members feel that they’re doing meaningful things. They think they see that there proposing projects. They’re monitoring their development. Uh, they’re getting to know the staff. Eso if the succession issue comes up, they know who. Uh, who? Ah, who the, uh, prime candidates might be, and they become really maur involved with the organization, as i indicated in policy versus paper clips. Ah, the ideal organization is a partnership between the board, the management group and the staff. They are all working together, there’s communications there, ideally and on. And they’re all focusing on the objective of meeting the needs and the grow, often the growing needs of the clients. Okay, we just have about a minute and a half or so before the break. What about employees who are accustomed to going to board members with with problems that assume that’s gotta stop? Yes, that has to stop that’s what they refer to it is the end run in the non profit organization. So the end runs have to stop, and they and everybody has to understand that it has to stop hyre so that people are not. People are not reporting to board members, they’re reporting to they’re they’re they’re supervisor or maybe it’s the ceo and president. But yes, but we can’t be going to board members for everyday problems. No, we can’t pay, uh, salary levels, uh, problems with promotions and so forth and so on. That’s particularly difficult and smaller community and smaller communities, e-giving where many of the employees might know, the, uh, the board members personally, you know, so that becomes important. So there is a transition period, uh, which can take anywhere from two to three, maybe even four years while this adjustment takes place. Okay, jean jean, we have to take a break. We’ll have plenty of time or to talk after this. After we go away for a couple minutes, i’ll come back, tony’s, take two, and we’ll keep talking to jean frame about the corporate model. Stay with me. I didn’t think that shooting getting ding, ding, ding, ding, you’re listening to the talking alternative network, get him. E-giving duitz are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way look forward to serving you. Hi, i’m ostomel role, and i’m sloan wainwright, where the host of the new thursday morning show the music power hour. Eleven a m. We’re gonna have fun. Shine the light on all aspects of music and its limitless healing possibilities. We’re going invite artists to share their songs and play live will be listening and talking about great music from yesterday to today, so you’re invited to share in our musical conversation. Your ears will be delighted with the sound of music and their voices. Join austin and sloan live thursdays at eleven a. M on talking alternative dot com. Dafs you’re listening to the talking alternative network. Yeah. Schnoll i’m christine cronin, president of n y charities dot orc. You’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. Oh! Hello, i’m sorry, i can’t send live listener love this week as i’m not live, but you know that i’m grateful for the live listeners out there so lots of love to those in the us and throughout the world we get routinely get listeners from china, taiwan, japan recently ah, the uk, england and ireland of checked in so grateful for wherever you are live listener love and that’s really ah tony’s take to you know i want to thank you for listening to the show and supporting the show. I produce it for you because you’re working in or volunteering for a small or midsize non-profit a charity that’s doing great work that you’re passionate about either is an employee or volunteer and you know, it’s it’s personal i’m saying to you, thank you very much. Thank you for listening and supporting the show, and i’m very glad that you’re with me, maybe through social media, all the places that i am in social media if we’re connected there to thank you for that as well. I am grateful for your support and that’s tony’s take two for friday, the twenty sixth of april seventeenth show of the year gene let’s. Keep talking. Okay, what about you? Mentioned just briefly. Let’s. Talk a little about assessing the work of the of the ceo. Who does? Does that fall under in this corporate model? Well, that’s the, uh, that’s the assessment committee makes sense. Ideally, the assessment committee looks at, uh, two aspects of the of the ceos work and the organizations outcomes. You don’t look for processes. You look for outcomes and these khun b those, uh, those data, which are what we might call ha ha ah, hard data and that’s the data that you have with accounting records, records of membership, what a number of clients, things of that nature that you can easily major. And then there, there qualitative ah, measures that you can measure has should make sure which most or many organizations don’t major, for instance, impact on the community or or excuse me image. Ah, in the community, things of that nature more qualitative. And in that area, i suggest that you do what we call, uh uh, use in perfect metrics. In fact, i have an article out on it. And i’m sure if any of you ah, if you take a look at my website. You will. You will see it there or if you even put it on in under my name, you will find it is available on on the web on. And that is a process that i suggest with the co author, that if you use in perfect metrics over time that you khun dr process dr provoc progress and develop exchange it develop change. Excuse me, jean’s blogged itt’s a little little lengthy. So i’m going to suggest that the easiest way to find gina’s teo, do a google search on eugene fram. Yes, thank you very much. I have now have ah ah. In fact, i have an anniversary right now. I’ve just put out my hundred fifty fiftieth blawg a titled what non-profits ceos think of their boards? Other recent ones air program reductions are mandated. What can a non-profit d’oh okay, another one just for example, is management knows all what does a what’s a non-profit director to dio okay, people find you. Really? I think easiest through google search now, this years have put my name into google and there there’s a lot. A lot of links there for you this use ofhim. Perfect data. Gene, won’t you say a little more about that? Doesn’t doesn’t sound like something we’d want to rely on. Well, if your process is good and you sample reasonably well, you get data. That is not exact, but you get a feel for it. Uh, for, for example, uh, i once, uh, have was on the board of a of a charitable non-profit that was targeted, uh, to counsel. Ah. P ah, various people in the community was heavily supported by the united way. And we weren’t getting many. Ah, ah, uh uh. We weren’t getting many respondents from the inner city, so i suggest it as the boardmember uh, that i, uh, talk with some of the people in the community. What, that time no one was the settlement houses and ah, and see in the inner city, uh, which were community centers, which is a better word for them. And see what they perceived is the problem. Esso i went to them and i found out what i what they thought were the problems. And now you’re only talking to three people, but they knew the communities there and the, uh, the first thing. That happened was the aids of the community centers called, uh ah, my, uh my president and ceo and said, guess what in one of your board members coming down to talk to me? So i, uh and he said, yeah, i know. And we had agreed to this prior to that. And so i listen to these people. I came back, i gave him feedback hey made changes to try to, uh, garner a greater proportion of the clientele from the inner city. And then after a year, uh, went back and talked to the people and i said, as are many changes and they said yes, there’s been modest changes, but there’s still more that needs to be done. I fed this back to the present ceo, he made changes. And then at the end of the second year, there were there were substantial changes, and the board got out of the business of evaluation at that point. All right, so buy some buy some key interviews of the right people, right? Yeah, we don’t have statistical significance and exactly, but on everything that surrounds proper, peer reviewed research. But who can afford to do all that all the time exactly. And and the article contains practical examples. Were both myself and my co author, jerry tally, a sociologist who both of us have been in ah, an end quote in the business a long time have have used the model and have found it very, very helpful. And over time, if you repeat this, asai did and and the example i gave you it was only a about a two year run until the things started to turn around and then the ceo was evaluated on on ongoing from there you mentioned earlier something i wantto spend a little more time with the proper title. Your recommendation for title. For the the chief of the of the organization, you feel pretty strongly that executive director is not sufficient. No, uh, executive director can mean various things because it’s, used in a in a in a wide variety of ways on executive director can be a volunteer who manages the budget of a small church uh uh with a let’s say, a two hundred thousand dollars budget. An executive director khun b, for instance, one i’ve encountered recently. Ah, was the it was the head of a ten. Million dollars ah, charitable organization with over one hundred employees. And i don’t think, uh, the title executive director in the twenty first century, even in the last part of the twentieth century, gives, uh, the chief executive officer of a non-profit the position and stature that that, uh, that he or she needs toe work effectively. So what do you prefer to see? I prefer once you get into the, uh uh, make the make the transition. I prefer president and ceo because people understand their what that means, it’s clear that that person has responsibility for operations except those decisions that have to be made by the board. And that title may have significance for board members also that they recognize the responsibilities of of the president and ceo exactly on dh to add to that. And in many cases, the non-profit president ceo has more management responsibility than a number of the members of the board. For instance, if you’re a professor, you loft and, uh, i don’t have any management responsibilities. Um, never had it. Okay, you worked as an individual contributor. Same thing about a physician. Uh, who is, uh, who has a single practice. The same thing with a, uh a lawyer who is, uh, who has a a single practice or even it’s a part of a major law firm. They just haven’t had the responsibility of the that the president and see the chief executive has of of the nonprofit organization implementing this. A corporate model seems to me there’s a lot of trust between boardmember sze, between the board and the president ceo, between the staff of the organization and the president ceo between the staff and the board. It sounds like there’s a lot of trust required. Yes. You have to have trust it’s it’s. Really? I if you’re and you picked it up exactly. It is a trust model it’s a model in which you have to trust the ceo. Uh, you have to trust the staff that they are professionals. But on the other hand, it also calls for rigorous evaluation. It’s not the traditional evaluation of the border, the staff where they send out a questionnaire at the end of the year and and ask people to return it. You don’t get full returns and the questionnaire is poorly formatted. It takes investigation and robust evaluation and what are we going to do with trustees who are reluctant to give up the managing the paperclips responsibilities? How do we manage those people with difficulty? Yeah. Go hope you got something better than that. Otherwise, i’m taking you off now. I’m going to cut your mic down. If that’s the best you can do. No, uh, some people you have to give them what they might consider meaningful activities such as chairing the annual dinner on things of that nature who are not working, who are not interested in the policy. For instance, if you have a major donor who, uh, just is not interested in policy and strategy and wants to do that over time. What you hope will happen with the ah corporate model with my model is that, uh, the, uh, board will turn over to people who have these dynamic interests and understand that they have to do a robust evaluation, not a cursory one, and that the majority of the board will be those types of people. We got to take a break. Jean fran stays with me, and i certainly hope that you do, too. You’re listening to the talking alternative network. Buy-in are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. If you would like to explore the help of a private astrological reading, please contact me at monte at monty taylor dot. Com let’s monte m o nt y at monty taylor dot com. Talking alternative radio twenty four hours a day. Buy-in durney welcome back. We’re wrapping up. We have about another five minutes or so and want to continue with with jean for the that time and talk about some of the advice that you have around week board practices. There’s there’s. Something on your blogged. There are a few posts on your block about overcoming week board practices. One of those is one of those bad practices is overlooking absences. What do you suggest there, what’s the problem. And what do we do? Well, you have boardmember sze uh, who? Uh uh, fill a board members, uh, board position and they’re consistently absent. And this is a very touchy situation. They may be very fine. People have great skills, but they simply don’t have the time to attend board meetings, which obviously critical to the organization. Uh, i think the best thing you can do is to try to talk to these people, try to retain them on the board or understand, uh, what they’re missing by not attending the board meetings in some instances. Ah, it’s it, khun b a a termination discussion. For instance, i just recently encountered one and which, uh, the board chair had this discussion with the person and she said, i’m just sorry i like the organization. Ah, and and i’m i’m tied to the mission, vision and values, but i’m doing international travel and my best, the best i can do is to open up the position and resign in other cases if you can find the root cause of it and do something about it for them that’s that that could be ah, that could be another alternative, but it’s very situational on dh. Very individual to see what you can do. Teo, handle the situation you had suggested earlier. There may be a different role for the person. Maybe it’s not. Our board will be something else i can do to support the organization. Yeah, in this one, they’re, uh instance, that i just mentioned. I i had talked to this individual and i said to her, well, look, uh, it’s obvious that you can’t do anything immediately, but your role made in your job may change again. Uh, have you asked about taking a leave of absence from the board on da ah, future time. A year, year and a half. Two years, maybe. Things during that change around and so she’s still connected to the board in some way. I may even get minutes of the board and so forth. So on as a way of retaining that person’s interest in the organization because she was there. She’s, a very fine person. Thoughtful, analytical, does critical thinking and had very broad experiences. In-kind of the dream, the dream boardmember. So you try to make these accommodations. What about insufficient due diligence on the board first? How do we how are we going to recognise that? Well, i think that’s again the, uh the, uh the board chairs responsibility along with the chief executive officer. When things are not discussed in an adequate detail, that they bring the issues up that they pride to do some of the due diligence for the people. Because again, the boardmember zehr not being compensated by large they are. They have other jobs jobs that are their main main concern. And so you may need to help them along on the dew dealings. Due diligence side jean has other identified board weaknesses and and how to overcome them on his on his blogged jean what is it that you love about working on boards? Well i, uh i like the people on dh i’ve served on a number of human services are, you know, charity type boards as well as, you know, trade associations and so forth, but on the boards that especially those that are charitable in nature, you see in these organizations, people who figured early stand ten feet tall, they do much more than they are compensated for, they do it willingly, and they really have the client’s interest that mind, a tte heart, and and then in their mind, you know, i’ve seen ah, social workers in on and homes on group homes, uh, take take some of their clients to their own homes on weekends, or even take them on vacations far beyond what is required of the people in order to ah, help them overcome the handicaps that they have. You know, those are just examples, and when you see people like that really dedicated it and you can contribute in your way, you know, i can’t do those sort of things, but i can contribute to they’re doing it, we have to leave it there. Eugene fram, professor emeritus at rochester institute of technology, google him remember it’s like the fram oil filters fr am googling to find his block. His book is policy versus paper clips it’s on amazon jean, thank you so much for being a guest. Well, thank you for having me been my pleasure. I hope you will be with me next week. Consultant and author amy eisenstein returns last time she was here, we talked about her book, fifty asks in fifty weeks that was april first, two years ago, and her new book is raised more with less took her two years to write it. I hope that was time well spent, and we’re going to find out next week we’re all over the social web, you know that you can’t make a click without testa dura lisp arika smack your head hard on tony martignetti non-profit radio twitter, for example, use the hashtag non-profit radio. Check out the hashtag follow me, i’m at tony martignetti you want to know what’s coming up before the show sign up for our weekly insider email alerts that’s on the facebook page, click alerts. Our creative producer is claire meyerhoff. Sam liebowitz is our line producer and assistant producer is janice taylor shows social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules were gonna be remote starting starting season in june at fund-raising day in new york city. I hope you’ll be with me next friday, one two to eastern on talking alternative broadcasting at talking alternative dot com. Hyre no. Durney i don’t think that’s a good ending. You’re listening to the talking. Alternate network duitz getting anything. Think xero cubine hi, i’m donna and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream are show new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life. We’ll answer your questions on divorce, family court, co parenting, personal development, new relationships, blending families and more dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever join us every monday, starting september tenth at ten a m on talking alternative dot com are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications? Then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way look forward to serving you! You’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. This is tony martignetti athlete named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays, one to two eastern on talking alternative broadcasting are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over in tow. No more it’s time. Join me, larry shop a neo-sage tuesday nights nine to eleven easter for the ivory tower radio in the ivory tower will discuss what’s important to you society, politics, business and family. It’s provocative talk for the realist and the skeptic who want to know what’s. Really going on? What does it mean? What can be done about it? So gain special access to the ivory tower. Listen to me, larry sharp, your neo-sage tuesday nights nine to eleven new york time go to ivory tower radio dot com for details. That’s ivory tower radio dot com everytime was a great place to visit for both entertainment and education listening tuesday nights nine to eleven. It will make you smarter. Talking dot com. Hyre

Nonprofit Radio for September 28, 2012: The Law Of Attraction & Private Benefits: Not Dirty, But Bad

Big Nonprofit Ideas for the Other 95%

Listen live or archive:

Tony’s Guests:

Melanie Schnoll Begun

Melanie Schnoll Begun: The Law Of Attraction

To attract major gift prospects and potential board members, you have to put your best foot forward to get what you’re seeking. Melanie Schnoll Begun is managing director at Morgan Stanley private wealth management. She helps her ultra high net worth clients make charitable gifts and get on boards, but she has practical and valuable advice that applies to any charity soliciting a major gift or recruiting a board member. (Originally aired on April 20, 2012.)

Emily Chan
Emily Chan: Private Benefits: Not Dirty, But Bad

Rules against private inurement, excess benefit transactions and private benefit (don’t think “friend with benefits”), keep your charity operating for the public good. Emily Chan, from the Nonprofit & Exempt Organizations Law Group, is our monthly legal contributor and she’ll explain the rules.

 
 


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If you have big dreams but an average budget, tune in to Tony Martignetti Nonprofit Radio.

I interview the best in the business on every topic from board relations, fundraising, social media and compliance, to technology, accounting, volunteer management, finance, marketing and beyond. Always with you in mind.

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Here is the link to the audio podcast: 111: The Law Of Attraction & Private Benefits: Not Dirty, But Bad. You can also subscribe on iTunes to get it automatically.
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Dahna hi there, it’s. Tony martignetti non-profit radio big non-profit ideas for the other ninety five percent on september twenty eighth twenty twelve i’m your aptly named host. I do hope you were with me last week. Yes, i do. It was a bonanza alliances remember we had the true italian roseanna imbriano principle of our eye consulting encouraged you to secure strategic alliances that expand your marketing and save your marketing budget because they cost you nothing and claire’s cliches. Claire meyerhoff returned she’s, principal of the planned e-giving agency creative director of this very show, we talked about cliches for you to avoid and simpler words to replace them with. I didn’t have the heart to put her in jargon jail because she created it this way. The law of attraction to attract a major gift prospects and potential board members, you have to put your best foot forward to get what you are seeking. Melanie schnoll begun is managing director at morgan stanley private wealth management. She helps her ultra high net worth clients make charitable gif ts and get on boards, but she also has practical and valuable experience and advice that applies to any charity soliciting. A major gift or recruiting a boardmember and this interview with melanie was originally aired on april twentieth, two thousand twelve. Show also private benefits not dirty, but bad rules against private in your mint i like that word in your mint. Yeah, private in your mint xs benefit transactions and private benefit we’re not thinking friends with benefits private benefits these things keep your charity operating for the public good. Emily chan from the non-profit and exempt organizations law group is our monthly legal contributor, and she will explain the rules between the guests on tony’s take two my block this week one more week still seven tips for small shop planned e-giving because i think it’s important and i’ll talk about one of those tips are you on twitter while you’re listening? You could be if you open up another window, don’t don’t close the window you’re listening on now because you’ll lose me, but if you want open up another browser window on twitter, you can join the conversation there using the hashtag non-profit radio we’re about to take a break and then we’re going to go right into my interview with melanie schnoll begun, but first i gotta send live listener love to takashi in japan. Takashi, japan, newport, rhode island, and minneapolis, minnesota. Live, listener love going out to all of you. Stay with me after this break, it’s. The law of attraction, co-branding think dick tooting getting stinking thing. You’re listening to the talking alternative network e-giving. Nothing. Cubine joined the metaphysical center of new jersey and the association for hyre. Awareness for two exciting events this fall live just minutes from new york city. In pompton plains, new jersey, dr judith orloff will address her bestseller emotional freedom, and greg brayden will discuss his latest book, deep truth living on the edge. Are you ready for twelve twenty one twelve, save the dates. Judith orloff, october eighteenth and greg brady in november ninth and tenth. For early bird tickets, visit metaphysical center of newjersey dot order, or h a n j dot net. Hi, i’m donna, and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream are show new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life. We’ll answer your questions on divorce, family, court, co, parenting, personal development, new relationships, blending families and more. Dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever. Join us every monday, starting september tenth at ten am on talking alternative dot com. You’re listening to the talking alternative network. Schnoll durney welcome back to big non-profit ideas for the other ninety five percent on tony martignetti non-profit radio with me now is melanie schnoll begun. She is a managing director and head of morgan stanley private wealth, management’s philanthropic services. She serves as a philanthropic advisor to families, foundations and family offices, working with the firm’s, ultra high net worth clients. She’s, the incoming board president of the juvenile diabetes research foundation of new york and bored treasure of the partnership for philanthropic planning. My show has been a sponsor at there. National conference on philanthropic planning the past two years. I’m very pleased that her work and her expertise brings her to the show. Melanie schnoll begun welcome. Thank you so much, tony. Just one correct that’s why i’m the current oh, you’re the could hurt the president of the board of juvenile diabetes research funding. I have to say that because the topic today that we’re gonna be talking about if i didn’t correct you about my party particular officer position on a board, i wouldn’t be selling the reason why i said or or why i think it’s so important to serve for constance he believe in so this is why i need an intern we’ve built you and i would both blame the intern, and it wouldn’t have reflected on you badly at all. What is your work around with ultra high net worth individuals? What are you doing with them? Well, i think that my work is providing meaning in their life. Many of our clients come to us because they’re in the middle of a transition. Perhaps they’ve sold their business, maybe there’s some interesting event that’s happened in their life, perhaps even a very sad event. That’s happened their life, and we help them identify how to be very strategic, purposeful and planned in there, giving for many clients when they think about making a contribution, even a large contribution, they don’t put a tremendous amount of thought into it. It might be a cause that they’ve heard about maybe one that they’re associated with, but they’re not doing a deep dive into the background and the backdrop of what’s really going on in that non-profit organization or what else there might be out there in the world, so we try and provide that professionalism, and then along the way, make our clients professionals. Themselves. What? What? What do you find motivates ultra high net worth and shortly, i’m gonna ask you, what is ultra high net worth? But we’ll work our way to that. But what do you think motivates their giving? Well for some clients, it’s because someone sick in their family for other clients, it’s because they’re say little more about that someone sick where the e-giving in memory of the person soon will be a memory will hopefully to find a cure. Hopefully the final work usually clients witness a major keynes in their attitude. What they used to buy with their wealth no longer becomes important and that’s because the second that someone has a diagnosis in their family of someone who’s ill the only thing they’re thinking about is identifying better treatment and perhaps secure. So we find often that we come to the philanthropic table with someone who has just been given that diagnosis scammer and is looking for the solution where so many of us just our resource is we go to the web and we learn as much as we can, but when we’re talking about people with extraordinarily extraordinary wealth that can actually invested. In a possible cure that’s what they want to buy it, they want to buy the cure. I think what’s shocking and disappointing in many instances is that clients, no matter how wealthy they are, find out that they can’t necessarily buy everything. So it is that deep investment for the long term, perhaps not even for the benefit of their family member who might be ill but for others to find a cure better treatment. Better resource is that might bring some of our clients to the table. Others are just deeply invested in their community. They want better cultural organizations. They want better education for their kids. Certainly in new york, that’s a very big issue about private school, public school. And as your children are going through that educational problem situation, where are there enough of fine schools in new york to send our kids to? In many instances, they find that they that there’s not so. Our clients are interested in identifying. How can they be the solution to the educational drama issue? We have just a couple minutes before break. What? What what’s the definition of ultra high net worth. What is how much money? Are we talking about, well, a lot more money than i have? I’ve always said that i really hope to one day be able to be my own client, but for us, ultra high net worth is really defined as clients who have a net worth of twenty five million and more. The reality is that it’s a very open span for those clients, though, with twenty five million and mohr, they usually have a significant out a significant amount of money that they could do something incredibly impactful with their philantech, um, on how much i’m wondering, how much does somebody who has that kind of wealth walk around within their wallet, like, like i have typically, like thirty or forty dollars in my wallet, but so i would probably not be confused for ultrahigh worth of net worth. If someone stole my wallet, i probably wouldn’t i probably couldn’t get away with that, but, you know, like, how much do you think they have just on an average day in the well, how much do you think that carry around? Probably probably no cash. I think that i think that most about very wealthy people typically put most their stuff on cards today. So you know what? Actually, i would go after your wallet if i knew that you were on the street. So just watch thirty or forty bucks, so i was ready. I was ready to go, like, three or four hundred in my wallet, and then it almost be worth it to lose that much if i could get two muggers to think that i’m ultra high net worth. Yeah, yeah. Now they would share the story of the ultra high net worth guy, you know, among their prison friends. And i could, you know, get known that way. But i’m going about it the wrong way. You got to go down so well, no cash. Now, we need to talk about prison reform as faras labbate. Right? So so how can you make sure that those who come out of prison then are better off than when they went in and are telling the story of twenty martignetti being ultra? Yeah, absolutely. We have to take a break when we return. Of course melanie schnoll begun stays with me, and we’ll continue talking about the law of attraction. So i hope you stay with us talking alternative radio twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology, no reality, in fact, its ideology over intellect, no more it’s time, join me, larry shop, a neo-sage tuesday nights nine to eleven easter for the ivory tower radio in the ivory tower will discuss what’s important to you society, politics, business, it’s, provocative talk for the realist and the skeptic who want to know what’s, really going on. What does it mean? What can be done about it? So gain special access to the ivory tower. Listen to me, larry. Sure you’re neo-sage tuesday nights nine to eleven new york time go to ivory tower radio dot com for details. That’s, ivory tower radio, dot com e every time i was a great place to visit both entertainment and education listening. Tuesday nights nine to eleven. It will make you smarter. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back to tony martignetti non-profit radio. My guest is melanie schnoll begun, and melanie let’s talk about it. When charity’s air trying to solicit gif ts you have your clients who are ultra high net worth, but you have, i think, very valuable advice for any charity that’s trying to solicit any major gift, which maybe five hundred dollars or thousand dollars for some charities. What what’s your you see sort of faulty proposals a lot, don’t you? Yeah, i think that non-profits believe they understand who the donor is, and they prepare something in advance. That’s a critical error, you never know who that donor is, the famous saying. If you’ve met one philanthropist, you’ve met one philanthropist, so we try and tiki non-profits to perform a radical listening, and that means spending the time to really understand why a donor may want to be a donor to their organization. The time will be incredibly valuable both for the non-profit but even more importantly, for the donor, when a donor has the opportunity to talk about what they care about, why they care about the organization’s mission, you hear things you really hear things inside of that conversation inside the conversation in the donor’s hat so radical listening is a skill that we teach non-profits to practice. And that skill is something that serves both board members. It serves the staff of non-profit organizations, and at the end, you’re really giving a service to a donor. I think that most of my clients find that no one listens to them well enough. Yeah, but but a charity that’s that’s soliciting a major gift. However they define that might feel that they’re not going to get another meeting with this person. They go one shot. We finally got the meeting. We got forty five minutes. Way better. We’ve got to lay it all out because we may never get a second meeting that’s, right? So you walk into every meeting with the idea that if i really listen to this donor, i’m going to get the second meeting. If you walk in with a proposal thinking that you know who this person is and what they want to offer your organization, you’re probably guaranteeing yourself that you’re not going to see that donor again. So does it always work? It may not always work if you begin practicing it. Well, if you spend so much time performing discovery on that donor both in the dance of the meeting and then, while you’re sitting at that meeting, i think over time you’ll find that your practice as a fundraiser will dramatically improve. So you’re suggesting that if you can move the donor while while radically listening, then you’ll get a follow-up meeting brightstep my suggestion is, if you are performing radical listening, you will move the donor, okay, okay, even without introducing your mission and your work in the first in the first meeting, right? Because you’re going to hear from the donor what the donor wants to dio instead of telling the donor with a non-profit wants the donor and you do know there’s a threshold interest, otherwise you wouldn’t have gotten the first meeting would have gotten the meeting would have gotten the meeting. So it’s, it’s, it’s, it’s an important skill it’s something that has been written about andi, i think that we can’t live in that fear fundraisers can’t live in that fear that this is joan, or will not be interested in talking to me again. In fact, most of the conversation is not a conversation most of the conversation is letting that ultra high network don’t talk to you, and you’re just there. To listen or again, it could be any level donor, and i’ve had where we have a regular prospect. Research contributor maria simple is on, and she and i have talked about the value of the face to face meetings, and she’s a professional prospect researcher who knows all the web webb resource is, you know, but she still recognizes that the greatest prospect research comes from a good, good conversation, absolutely and and and and he’s absolutely right face-to-face looking the donor in their eyes. In many instances, i think being on the donor’s being in the donor’s territory so a place where they’re comfortable, where it’s an environment either their office, they’re home, maybe somewhere where they’ve recommended that they like to go for coffee. Usually i recommend going for a glass of wine because, you know, does it doesn’t hurt, but her loosen up? Yeah, exactly. I’ve tried to get sam lee boards to have wine here, but he’s not doing it now you’re not really radical listening, right? I just radically demand thanks, you know, but i’m not a charity, so i think i’m exactly only have third example, everything was but you only have thirty. Dollars you’re while you are charity ticket, you can’t get a decent bottle of wine for thirty bucks. So then the careful listening radical listening is goingto inform your valuable proposal when that when it’s the right time, that’s, right meds and the valuable proposal some hints that we give to non-profits as they’re preparing that that proposal brief three points know what are the key issues that you’ve heard? The donor has said to you, the areas where they’re really interested in supporting on ly talk about those areas, right? Putting in a proposal for stuff that you haven’t heard because the organization needs it, but the donor doesn’t want it what’s the likelihood of that getting funded so three typically are the most that we suggested a proposal going backto a donor that you know what they’re interested in, you’re going to get a much better response. Bilich other tips for the for the proposal itself for the written document, you brief couple pages, right? A couple of pages in fact, most of our clients today, they don’t want to read stuff, right? And they fear that if the non-profit is spending so much time and resource is preparing proposals, then they may not be spending the money that i’m giving to the organization i’m doing. The work so in many instances, it’s brief short. In fact, non-profit should ask the donor. How would you like me to prevent to present a proposal? Is it isn’t even something that you want in writing? Or should we just have another conversation? I would welcome that second conversation so that now the second meeting, the donors prepared to do their own radical listening, right? Is there a problem? Sometimes when a donor gets sort of passed off from somebody who knows the work very well to the fund-raising professional who’s goingto the closer it’s like it’s, like in a in a car dealership going to which i have very bad memories of a child. Buying my first car was awful, but at a car dealership going from the salesmen to the finance manager exactly going that office and the door gets closer, you know, but being passed from the maybe the executive director or someone who knows the work well to the closer, the fundraiser doesn’t something get lost there sometimes. Yeah. What? What gets lost is the gift. So no one wants to be handed off everyone in that non-profit organization, both from voluntary leadership to professional. Staff should be able to talk about programming if the executive director is the one who has contact with that donor. If it’s a boardmember who has the contact with that donor, or if it is the professional fundraiser that has the contact with that donor, the conversation could be between those two people bringing others include others in the conversation. But don’t hand a donor. Roth. I have ah ah, client situation that happened with a large university hospital. Incredible organization doing tremendous work. And this client’s unfortunately this this medical institution was not able to save the life of our client’s husband. But he wanted to honor him. She wants to memorialize him. And the doctor who was treating her husband was the individual that he wanted to leave a contribution for. So that he could continue doing the great work that he began with her clothes with her with her husband. Many of the conversations happened between her and the doctor. It was intimate. She could see clearly what she wanted to accomplish. And then when it came down to the clothes, she was handed to a development director. Ah, fine development director. Someone who’s spent years. In the business. But it was so disconnected and she felt that were there. Were you there for the meeting? So i was there after the fact also, i came in to help save the gift. Okay? And we this this donor-centric working with us after he felt that brush off from the doctor and it was completely unintentional. So totally unintentional. It’s just protocol just about innocuous handing off. But it’s, the way things are done, he wasn’t supposed to close that’s someone else’s responsibility. So what? I teach both boards as well as professional staff, it’s, everyone’s, responsibility clothes. If you’re the one who has the relationship, you need to be confident enough to make the ask. And you need to be prepared enough too close. And if it’s, i guess if it’s a really technical gift which it could be a large dollar amounts, then at least include the in your case, the doctor but generally the program the work expert in the conversations don’t leave him or her out in the hall while now the professional closer, you know, goes through his is her stick that’s, right? And you know it. The attorneys thie accountants all the financial advisor’s. All of those professionals need to play a role in the process if the donor wants him to be included in the conversations about the specifics of the gift that’s great, but there’s the technical aspects of giving and then there’s the emotional aspects of giving and what i see getting lost. It’s, it’s, it’s never technique, right? You could draft a perfect trust. It could be absolutely accurate. The document itself could get an a plus plus in any fine law school. But if the donor is not connected emotionally to the gift, it doesn’t matter what the document says. Melanie schnoll begun is managing director, head of morgan stanley, private wealth, management’s philanthropic services and we’re talking about the law of attraction basically had a look good when you’re either soliciting a gift or soliciting someone for boardmember ship, which is what i’d like tio transition to now, okay, appealing to a board appealing to a potential boardmember. Since you’re working with ultra high net worth people, i’m going to guess that sometimes there approached because they’re very wealthy. And how do they feel about that? Yeah, so in the law of attraction, it’s it’s rarely because they’re really good looking now. Many of them might be hot tonight, but it’s usually because they’re wealthy so similar to the idea of marriage. Right? So when i got married, i married for love. I married for looks there’s, you know there’s a little bit of money to that’s all so that’s, always wonderful when you think that before you can say sex on the show is this the part where you were thinking of coming? It’s coming, it’s coming, it’s coming sex is you have to have a little foreplay before sex. So it’s getting there russia you’re right. That’s been my problem. You’re russian it you’re as well among others, but let’s keep it let’s. Keep it focused on alt-right network from latto let’s. Take this conversation on the bed here. Right? Right, right. So the opportunity of creating a marriage between a potential boardmember and an organization it’s incredibly important. So the the reason donors believe that? Serving a non-profit is an appropriate step for them is because they’ve been courted well, it’s, because they find the organization incredibly attractive and good looking it’s because they want to spend a lot of time with that organization because they want to see that organization grow and really achieve incredible impact very similar to marriage alive know the problem with marriage is is half the men in divorce, so the same is true with non-profit port service, you’re excited at the beginning, right? You can’t wait for that next kiss can’t wait for the next date and then quickly within the first year, if the non-profit doesn’t really know how to work well, play well, dine the donor well doesn’t understand where they like to go to how they like to vacation. If the non-profit doesn’t know how to use the donor to his or her maximum capacity, they get bored, they get disenchanted and the worst thing is donors cheats like just like what happens in many families that fall apart, they begin looking at other opportunities that really do want them thinking that it’s better on the other side there feeling remorse about having joined this board. Everything was great in the beginning that right? The honeymoon stage, but about exactly right, exactly right? So spend your time non-profit should spend their time thinking about whether or not this is a person they want to marry. Is this a person that will bring value to this relation? Can we grow together? And what do we each bring to the relationship? It has to be more than just money again, just like many families, right? If all you’re going after is the wealth than a marriage for many, many years will fall apart, you know the boardmember potential boardmember wants to know that they’re going to be used effectively. That’s right? You’ve utilized way. Don’t use board members. We usually large numbers. Okay. Okay. Um, taking over the show? No. She, um let’s. See, so but a lot of times, board charities need an expertise. We need an accountant or we feel we need an attorney. And in some specialty real estate, maybe or something. So they’re seeking that profession. But that is contrary to what you’re recommending. Right? So i think what boardmember sze need to be on? What boards need to do to get the right. People on their team is they have to look for people different than themselves. What happens with most non-profit boards is you look around the board table and everyone’s the same right, because it’s, a friend introducing another friend. They come from similar backgrounds, specially smaller charity it’s, a friend of the executive director of the founder, absolutely especially small non-profits and specifically, when they’re getting off the ground, right. So it’s, the founder, it’s, the founders best friend, its founder, sister, and perhaps someone who worked for them at one point time or an intern. So non-profits really need to think about how can we bring true diversity to our board? Professionalizing aboard must include accountants, financial advisors, lawyers, but you can’t just look at them as a lawyer, you need to look at them as a lawyer that has a mission that there interest must be tethered, if not tied to the nonprofit organization, that they’re a lawyer that’s their skill set. But ultimately we know that even if they weren’t a lawyer, that they really support the work of that organization. I wantto have you bring something out that we had talked about that very wealthy people are not un interested in working for smaller midsize working among being utilized by small and midsize charities. Is that right? Absolutely. I think that many very wealthy clients believe that they can be better utilised in a small nonprofit organization. In fact, that’s where most of their money came from. So the majority of our client base started their own closely held businesses. And they realise what it means to rule up their sleeves to get dirty. They love that kind of opportunity and nonprofit organizations. So when you come into these large non-profit organizations very bureaucratic, very political. So many individuals that look like them. So it is even mohr attractive for wealthy people to see that you know, my gift. We’ll make a significant difference here, but my time may even be more valuable. Tulani schnoll begun is a managing director and head of morgan stanley. Private wealth, management’s philanthropic services. Melanie, thanks very much for being in the studio. Being a guest, tony. Thanks for having me. It’s. Been a pleasure. Got more live listener love tokyo. Welcome. Seoul, south. Korea. Welcome and chandler, arizona, also, and from minneapolis, my thoughts are with you, the very tragic shooting just yesterday. Very sad thinking about you in minneapolis, minnesota. Now we take a break, and when we return, tony’s take to stay with me. Talking alternative radio twenty four hours a day. Joined the metaphysical center of new jersey and the association for hyre. Awareness for two exciting events this fall live just minutes from new york city. In pompton plains, new jersey, dr judith orloff will address her bestseller, emotional freedom, and greg brady will discuss his latest book, deep truth living on the edge. Are you ready for twelve twenty one twelve? Save the dates. Judith orloff, october eighteenth and greg brady in november ninth and tenth. For early bird tickets, visit metaphysical center of newjersey dot order or a nj dot net. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you, too? He’ll call us now at to one to seven to one eight, one eight, three that’s to one to seven to one eight, one eight, three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. You’re listening to the talking alternative network. Duitz no. Schnoll hi, i’m kate piela, executive director of dance, new amsterdam. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Time now for tony’s, take two and then after that, it will be emily chan. We’ll be talking about private benefits not dirty, but bad on tony’s take two for my blogged this week is what i mean to be saying i kept up seven tips for small shop planned giving an extra week because i think small shops need encouragement and it’s important. And one of the one of the seven that i’ll talk about this week is just start simple. I had made the point last week that there is great opportunity for small shops and that you shouldn’t be intimidated by planned e-giving the best place to start is very simple gif ts charitable bequests in people’s will and everybody needs a will. Everybody understands what a will is on dh for some small, real small charities that might be the place to stop you might that might be your whole plan’s e-giving program encouraging bequests in a will. If you want to go a little further, you can encourage people to name you as a beneficiary of life insurance policies or their ira or pension. These are all those those air, very simple, being named as a beneficiary. You just encourage your, um your prospects to fill out a change of beneficiary form that they get from the company that administers there, ira or pension, whatever it is it’s very, very simple to do so. One of the seven tips that’s on my block is start simple and my blog’s is that tony martignetti dot com that is tony’s take two for friday, the twenty eighth of september and the forty first show of the year before. Before i bring in emily chan, i gotta send live listener love to my hometown. Well, my current town, new york, new york. Thank you. Finally, we don’t get too many listeners from new york. Where is everybody? Emily chan is a attorney and she is an attorney at neo-sage non-profit and exempt organizations law group, which is in san francisco. She’s, also a principal contributor to the non-profit law blawg she’s, the american bar association’s twenty twelve outstanding young non-profit lawyer i’m anxious to see what she’s going to do in twenty thirteen. You can follow her on twitter at emily chan and i’m very glad that she is one of the regular contributors to the show emily welcome. How are you? I’m doing great. Gene is not going to be with us this week right now. He’s in baltimore right now, working with one of our clients. Okay, so i have ah, costello, but no abbott that’s. All right. Um, we’re talking about private benefits in a moment, but first we want to wrap up a little bit about fiscal sponsorships. There’s a little more. You wanted to leave listeners with from from last month? Yeah, just to wrap it up, i think there’s maybe three things that i want to remind listeners about with physical sponsorship. We were able to talk about it in that short amount of time, but it is a very complicated concept, and more often than not, we see people doing it wrong as opposed to write. So if i have three tips for non-profits, that would be one. Definitely. Do your homework. You get that other one. Give me the cold in book on six weeks to do it right. I read about it. Talk to people to make sure that your organization has a process for oversight. That’s a big area where we see organizations dropping the ball. They just practically speaking can’t do it. And then finally, if you are going to enter into physical sponsorship agreement, make sure you get that contract review because that’s defying everything and all of your rights and the terms and conditions that both parties are agreeing to. Thanks very much, emily. Okay, we want to make sure we set the stage correctly for people on fiscal sponsorship now with private benefits. What are we’re not talking about friends with benefits, my innuendo? Because, you know, that’s just the way i think, for some reason, what are we? What are we concerned about with respect to private benefits? Private benefit is really one of the core concept for public charities because they’re organized for charitable purposes for public purposes and deserved charitable classes. So there’s actually three rules that helped to govern organizations to make sure that they’re in compliance with the federal tax laws and keeping there five, twenty three tax exemption, the three rolls are the private benefit doctrine, the private interment doctrine. And then finally, the access benefit transaction roll some hoping today we can just do a kind of a primer on these three rules to give organizations of better understanding about maybe some areas where they’re starting to tiptoe into violation. Okay, it’s. Interesting. You say primer? I say i always say primer, you know, that’s interesting i could do to short out. You do long i interesting. I don’t know which okay, maybe depends where you go to law school. I don’t know. Where did you go to law school. You see hastings, you see hastings university? Okay. I went to philadelphia temple. So could be a different philosophy thing. Maybe prime ing and priming. Ok, let’s, stay prim and proper when our prime ing and priming and talk about the private benefit doctrine what is what is that one? So this is the broadest rule in its applicability. It’s really? Just saying that in order to be organized exclusively and operated primarily for your exam purposes, you need to serve public purposes as opposed to private interests. So what this mean, really? Some examples would be entering into unfavorable or unreasonable contracts with third parties. It may be serving too small. The class of beneficiaries. Okay, wait, wait. Let’s, let ze unpack this little bit for listeners so unfavourable or unreasonable contracts. What? What does that? What does that look like? You? Yeah, so for example, paying more than fair market value for goods and services. Okayo are agreeing to certain terms and conditions that are just to the detriment of the organization, really giving more to that third party than the organization is getting in return. Okay? And that could be any any vendor doesn’t have tto be anybody who has a relationship to the we’re going to get to those but doesn’t have to have any relationship to the charity at this point right in this in-kind benefits and that’s quite the private benefit rules really the broader because we’re talking about any person, just any person out there saying that you cannot serve their private interests. You really deserve that public interest, okay, right, you’re enriching them unreasonably, and so your public benefit is being eroded, right? And it’s currently the iris acknowledges, though you know with e-giving public benefit, there may be some private interests that benefit from that. So the key for the private benefit doctrine is that any private interests that are served, they need to be incidental. So thie irs looks at it both on it qualitative perspective and saying it’s just a byproduct of serving that public benefit as well, quantitative so that private interests being served needs to be in a substantial amount as compared to the public benefit on an example would be an organization chooses to help with the restoration of a lake for public use. Yeah, and there’s certain properties that live around the lake, those properties are going to increase in value if that lake is improved. But that’s a byproduct of fixing this lake so that the public can come in and use it as a public space. And when they compare it, then hopefully thie value that’s being given to these homeowners that live on the lake, hopefully insubstantial as compared to the public benefit that’s being served by fixing this lake. Okay, way sent. I sent live listener love out to minneapolis, minnesota. That could apply right there because it’s, the land of ten thousand lakes that’s very timely example. Very, very bright. You see, hastings, very good law school. You’re the outstanding young attorney in two thousand twelve, so i’m not surprised at all. You’d make that connection. Okay, so is this. So this is sort of related to ensure ensuring your exam purpose the same as what the irs does when they initially evaluate whether you’re entitled to a tax exempt five oh one c three status, right? This is just sort of same evaluation, but ongoing absolutely and so for organizations out there that are applying for their toxic status, private benefit is a big red flag for the irs in delaying the application or maybe even a denial of exemption. So it’s important to understand this when you’re developing your programs and you’re describing it on your application and also thinking into the future about how you’re going to operate, right? It’s not it’s, not enough to just do it at the outset, meet meet, meet the criteria in the beginning, get your approval and then lose. Lose, i guess lew’s mission focus. Really? I mean, you are supposed to be a public charity, right? Public benefit. Ok. And the organization’s record on this well on their annual information returns so that’s another area that even after they get their exemption, that they need to be cognizant of this rule, and understand that their programs need teo being compliant with this doctrine. So it’s part of the form nine ninety or the nine. Ninety easy there’s an explicit question are you serving? Would say no to that? Yeah, the questions they ask, though, certainly can reveal those types of facts. So when you describe your mission or you describe your biggest program on these are the things that will come up also looking at payments, you know what parties do you have contracts with? What kind of relationship you have with them? All of this information just kind of comes out through the form because it asked so many questions. Okay, interested? I want to send live listener love teo someone who joined us from brisbane, australia live love look live love going out to brisbane. Emily, there is, uh, anything else you want to say about the private benefit doctrine that that broadest of the three, i think that’s i think that’s a good start. You feel you’ve exhausted that. Ok, ok, i’m not exhausted. I’m not saying i’m exhausted. I’m just exhausted the topic way, tio. Now you have the prohibition against private in your mint. I like that word in your mitt spelled with an area of course in your mint is that? How you would say in your mentor, do you say in norman? And you would say in your mind, okay, i thought, maybe hastings, you say it differently than, like primary dreamer. Ok, what’s this what’s, this mean private in your mint? So this this doctrine actually comes from the language in five twenty three of the internal revenue code, which says that no part of him, that earnings of the exempt organization can unearth the benefit of any private shareholder or individuals in your and your to benefit right private, individual or shareholder. Okay. In other words, it means that the organization cannot give a disproportionate share of benefit, too. Specific people and what’s different about this rule on the main difference from the private benefit rules. But it’s looking at just a specific group of people what they call insiders, which are persons who are in a position to exercise significant influence over the organization. So directors the officers and directors right? Sanders to write. And so the most common example of where these problems who comes up is with excessive executive compensation because you’re giving a disproportionate share of benefit to someone who has significant this’s something that we see in the press in the in the popular press a lot. Where a million dollars, nine and a half dollars salaries. And meanwhile, the organization’s cutting the programs. Okay, i mean, it’s certainly an important issue, and it does make people very angry. And when they give their money to the station to find out that you know the disproportionate share going to insiders who have control over the organization but to give to be fair to it may not be a disproportionate share. Me, if it’s a big enough charity, a million dollars salary could be very well justified, right? Yeah, absolutely. Andi, we have just just, uh, let you know, we just have a minute before break or so okay. Um, and i just wanted to point out to there’s other ways that this comes up. For example, paying excessive red paying again less than fair market value for goods and services from an insider. The greg mortenson issue. With central asia institute. There’s. A lot of speculation about whether about organization violated private interment rules because they paid so much to support his book signings and, you know, the publication of his book. And there was a question of what did they actually get in return? There’s. Lots of ways that private interment can happen, even though what we see most commonly is executive compensation issues. All right, we’re going to take a break when we returned. Of course, emily chance days we listen, we keep talking about private benefits, not dirty, but back. Stay with us. Dahna hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it it better because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. Have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. If you would like to explore the help of a private astrological reading, please contact me at monte at monty taylor dot com let’s monte m o nt y at monty taylor dot com how’s your game want to improve your performance? Focus and motivation. Then you need a spire athletic consulting stop, second guessing yourself. Move your game to the next level, bring back the fun of the sport, help your child build confidence and self esteem through sports. Contact dale it aspire, athletic consulting for a free fifteen minute power session to get unstuck. Today, your greatest athletic performance is just a phone call away at eight a one six zero four zero two nine four or visit aspire consulting. Dot vp web motivational coaching for athletic excellence aspire to greatness. Hey, hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. Welcome back, emily there’s. No there’s, no rule against doing business with boardmember sze businesses though, right? Of course, no there’s not, but because of these types of private benefit rules certainly you want to be cautious that’s an organization and make sure that you understand what is appropriate and what wouldn’t be appropriate, even if it’s the terms and conditions there all there you also have to think about how the public’s going to do it, and how your supporters and also your critics so that all gets taken into account as well. Okay, are there’s some measures that we can use for what’s what’s market value what’s appropriate if let’s say a boardmember is offering office space for rent for the organisation. But what do we do? A market analysis what’s your advice? Yeah, those are all great. Basically you want to take all the steps to show that it’s being negotiated at arm’s length? I’m getting independent appraisal having let’s say if the contract approved, i haven’t reviewed by an attorney you know, documenting in your meeting minutes what it is that you’re considering and why this is justified and why this is really in further in severe exam purposes. All of those steps are going to help protect the organization on it is important because under this doctrine, there’s no de minimus exception. You know, we talked about with the private benefit doctrine that you can have incidental private interests served with the private and merriment doctrine where we’re just looking at insiders it’s an absolute rule and the way that it’s written on the irish i can actually take away your tax exempt status if you violate it. Now we don’t see that happen very often, but let’s, hold off on that. So so there’s. So when you say there’s no de minimus testing me even just a little bit over, say, ah, market value or a little bit over what would be an arm’s length transaction could be in violation of the prohibition against private inhuman. Yeah. In theory, yes, at one dollars. Okay, okay. You’re right. We don’t see it happen a lot because that is a very city air penalty for let’s. Say something that can be corrected or something. That’s. Very small. An amount. So what the irish did they developed. What is the third rule? The excess benefit transaction rolls. On basically what this does is it creates an immediate sanctions so that the irs doesn’t have to go so far as to i’m takeaway tax exempt got it intermediate sanctions okay, immediate sanctions, so this fool is going to sound very similar, but there are a little there are some differences on this school basically says that an organization cannot provide an economic benefit. Tio what i’m going to call it disqualified person, which i’ll explain in a second have exceeds the consideration that the organization is receiving in return, so disqualified person is similar to the concept of an insider, but they want to use a different term for it. You could have just said the supplies for insiders, there was someone and there’s a little nuance to it, it’s someone who has a substantial influence over the organization within the last five years. So we’re thinking of the same type of people, though high level managers, directors hyre speeding, please let’s say papa upleaf founders the same types of people that they choose to call it disqualified person under this role on basically if it found that there’s an excess benefit transaction, the penalty now is an excise tax. So it’ll be twenty five percent of the excess benefit tax to the disqualified person. You received that. Okay, let’s, unpack this a bit. All right. So it’s paid by the individual, right? It’s paid by that disqualified person to dp. Okay. And they could actually get bumped to a two hundred percent tax if they don’t correct it. Ok, ok. Also important for organizations is an organizational manager can also get taxed if they knowingly and willingly approved that transaction as tax tax as an individual. You mean yes. Ten percent of the excess benefit up tio twenty thousand dollars. Okay, so the organization would be prohibited in these cases from from paying these excise taxes for the individual. And it would be inappropriate for the organization to pay the taxes because there are certain indemnification that an organization can provide again, this is going to be a state law that california, for example, a breach of your fiduciary duty takes you out of being qualified indemnification. So here, if you’re you knowingly and willingly approving a gn xs benefit transaction, that certainly, you know, raises the concern about reaching a fiduciary duty and having approved that and so, organizations again doing their homework, getting reliable third party dahna toe look at asking for professionals for, you know their ex offgrid opinion on the matter. Those are all things that help protect the organizational managers from ever finding themselves in this situation on def, they if the charity pride tried to pay the excise tax, that could be in violation of the prohibition against private in your mint, keep going. Good. It’s a grand circle. Okay, we have to leave it there. Oh, god. You have one more point. You can make it a few seconds. Yeah, organisations would also look up and you’re going to put me in jarring in jail a procedure called a rebuttable presumption of reason. Profnet oh, my goodness. She does this with ten seconds left. Idea rebuttable presumption of reasonable this. Go ahead. Googling it’s a three step process that organization’s community based we give some the presumption that they’ve done a reasonable entered into a reasonable transaction with these disqualified people. So we don’t need to get into the details but write it down. Look it up. Okay. Say the phrase one more time. Rebuttable presumption of reasonable next-gen multi-channel. Is an attorney at the non-profit exempt organizations latto group in san francisco and our one of our regular legal contributors. You can follow her on twitter at emily chan. Thanks for being on. Emily would talk to you in just a couple weeks. You’ll be back, thank you very much. My thanks also, of course, teo melanie schnoll begun and the people at her company at morgan stanley who help arrange that interview next week nufer ends at events andrea nirenberg is president of nierenberg consulting group. She wants you to deepen and broaden the relationships that you create with people who come out to your events. We’re going to go deep and broad sounds promising and amy sample ward she’s going to kick off her new exalted status as social media contributed to the show, you’re going to be on once a month. We’re going to talk next week about designing for engagement, andi that maybe a jog in jail before she even gets on the show? I don’t know, maybe i’m a take her mug shot between now and next friday, designing for engagement, social media, new social media contributor amy sample ward shall i unpack it? For you, trust me, have you joined? Are linked in group? We have members from galveston, texas, dubuque, iowa, and muncie, indiana, where ball mason jars come from. Are you in the linked in group? You ought to be because you can continue the conversation with guests at that site. I do it. I asked questions follow-up questions, and in fact, i have a perfect one for emily. If you’re going to talk a little about that rebuttable presumption on the linked in group, i have a new fund-raising fundamentals podcast up just up this week, recruiting the best volunteers for your fund-raising this is the podcast that i do for the chronicle of philanthropy, you’ll find that ten minute podcast on itunes it’s, also on the chronicle of philanthropy website and again, it’s called fund-raising fundamentals wishing you best luck. Good luck, the way performers do around the world last week was italian in cool. Oh, allah bolena, and i’m wondering if you are still in the ass of the whale, you’re gonna have to stay there for another week because not till next week. We’ll have a new language lesson for you and a new way performers wish. Each other luck. Our creative producer was claire meyerhoff. Sam liebowitz is line producer shows. Social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. Oh, how i hope you will be with me next friday, one to two p m eastern, at talking alternative broadcasting, which is always at talking alternative dot com. I didn’t think that shooting the ending. You’re listening to the talking alternative network. E-giving e-giving it’s. Hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. Are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. You’re listening to talking alternative network at www dot talking alternative dot com now broadcasting twenty four hours a day. Hey! This is tony martignetti athlete named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays, one to two eastern on talking alternative broadcasting are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership, customer service sales or maybe better writing speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment, be more effective, be happier and make more money. Improving communications, that’s. The answer. Dahna

Nonprofit Radio for August 10, 2012: Working With Your Small Organization Board & See The Right CRM System

Big Nonprofit Ideas for the Other 95%

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Tony’s Guests:

Interviewing Terry Billie, Wendy Nadel & Lisa Robb at Fund Raising Day 2012
Terry Billie, Wendy Nadel & Lisa Robb: Working With Your Small Organization Board

What’s special about working with small shop boards? We’ll talk about setting expectations; recruiting; training; fundraising and assessing your board’s capabilities. My guests from Fund Raising Day 2012 are Terry Billie from the Hudson River Museum; Wendy Nadel from Yonkers Partners in Education; and Lisa Robb, executive director of the New York Council on the Arts.

 

Maria Semple
Maria Semple: See The Right CRM System

Constituent relationship management. You’ve got constituents: employees, donors, volunteers, vendors, clients. How do you manage your relationships with them and what’s the impact on your prospect management? Maria Semple is The Prospect Finder and our prospect research contributor.

This week’s segment with Maria has a survey. Please take a moment to answer three quick questions. You’ll find it below. Thank you! If you could also share it with other nonprofit professionals, I would appreciate it.

 


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Here is a link to the survey: http://www.surveymonkey.com/s/J68T3SM


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Durney hello and welcome to the show, it’s tony martignetti non-profit radio big non-profit ideas for the other ninety five percent i’m your aptly named host. I’m excited to be back in the studio. It’s been a couple of weeks. Oh, do i hope you were with me last week? Of course i do. I’d be devastated to hear that you had missed last week’s show it was audit week, you’re hr audit. Karen bradunas is a human resources consultant. There may be things hiding in your hr closet that you need to bring out and dust off to avoid problems later on, we talked about your benefits plan immigration, paperwork and that’s not only for immigrant laborers and what to do if you get audited by federal or state regulators and your social media audit, scott koegler continued our discussion from the one hundred show on sites that help you assess how you’re doing in social media. Hoot suite marketsmart radiant six on a couple of others scott is the editor of non-profit technology news on our regular tech contributor this week, working with your small organization board what’s special about working with small shop boards we’ll talk about setting expectations recruiting, training fund-raising and assessing your boards capabilities my guests from fund-raising day this past june are terry billy from the hudson river museum, wendy no adele from yonkers, partners in education and lisa rob, executive director of the new york council on the arts also today, see the smart cr m system, constituent relationship management you’ve got constituents, employees, donors, volunteers, vendors, clients how do you manage your relationships with them and what’s the impact on your prospect management? Maria simple will be with me, she’s, the prospect finder and our prospect research contributor between the guests on tony’s take to my block this week charity corporatization reduction three i’ve talked about this before the blurring of the line between corporations and charities. I’ve got a couple of new data points they’re on my block and i’ll talk about them on tony’s, take two use non-profit radio the hashtag to join the conversation on twitter hashtag non-profit radio right now we take a break and when we return all intro my pre recorded interview from fund-raising day on working with your small organization board, stay with us e-giving didn’t think dick tooting good ending things you’re listening to the talking alternative network. Getting anything. Dahna cubine joined the metaphysical center of new jersey and the association for hyre. Awareness for two exciting events this fall live just minutes from new york city. In pompton plains, new jersey, dr judith orloff will address her bestseller, emotional freedom, and greg brady will discuss his latest book, deep truth living on the edge. Are you ready for twelve twenty one twelve, save the dates. Judith orloff, october eighteenth and greg brady in november ninth and tenth. For early bird tickets, visit metaphysical center of newjersey dot order or a nj dot net. Hi, i’m donna, and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream. Our show, new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life. We’ll answer your questions on divorce, family court, co, parenting, personal development, new relationships, blending families and more. Dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever. Join us every monday starting soon. Number ten, ten a m on talking alternative dot com. You’re listening to the talking alternative network. Dahna hi there, and welcome back. I want to send some live listener love got listeners newport, north carolina. I miss you, north carolina. I own a home there, and i haven’t been there in a few months, but i’ll be going back next month. Missing north carolina st louis, missouri live listener love out to st louis right now. We have pre recorded interview from fund-raising day here in new york city this past june on working with your small organization board. Welcome to tony martignetti non-profit radio coverage of fund-raising day conference two thousand twelve in new york city were in midtown manhattan at the marriott marquis hotel on the subject we’re talking about right now is working with your board. My guests are terry billy, assistant director of advancement at the hudson river museum. Wendy adele, executive director of yonkers partners in education, and lisa rob, executive director, the new york council on the arts ladies welcome. Thank you. Thank you. You have all three of you and thank you for taking time on a busy conference day right before lunch on we’re going to get youto lunch. Don’t worry, you won’t be late for lunch. Your subject is working with, uh, boards of small organizations. Lisa, why are boards of small organizations different than boards of larger organizations? Well, normally boards at large organizations that do a fair amount of fund-raising it’s a given and planning and very kind of instrumental involvement with the board, but less so on a volunteer basis or operational basis. Smaller organizations tend to have closer relationships to boards in terms of really what they’re doing for you and it’s also more difficult for them than at large organizations to get some of those things done. So you sometimes encounter at a good small, a good board in a small organization, tremendous work ethics and tremendous alignment with the mission because it is more of a struggle to get to some of the resource is that the larger organization board sort of inherently have. Wendy, why don’t you just set some context? Explain what youngers, partners and education is about what’s your work. We are a public education fund that supports the yonkers public school district for an independent organization that works to increase the number of students in yonkers who graduate from high school and completed postsecondary program. Okay, and now terry what’s, the specific mission of the hudson river museum, the hudson river museum is a history, science and art museum, providing opportunities to brought in the artistic and cultural experiences for people in the hudson river region. Okay, lisa wanted to explain what your work is with counsel in the arts. I’m the new york state counts on the arts is an agency of new york state government, and we work for the governor and receive our money through the budget. Process from the budget enacted every year by the governor and legislature. And we distribute thirty five million dollars of public funds to about fifteen hundred organizations, of which eighty percent have budgets of under seven hundred thousand small organizations. Tony let’s, dispel a myth that you have to be with just a few minutes ago. Boards of small organizations are not necessarily small board know they can range anywhere from thirty five to seventeen or fifteen, usually not less than that. And do we find the same type of diversity on a small organization board that will find in a larger organization board? Yes and no. Sometimes you may have a larger organization may have more corporate people that have connections to larger, mainstream corporations. Then you may have some people that have more connections to private foundations community board sent have a lot more community leaders, people who are connected politically, people who have businesses in the area on dh. Then, of course, you do have people that live in the area that may work for a corporation in a, you know, another capacity. And you also may have some folks that are government based. Okay, so you’ll have that local commitment, as lisa was describing, right? You have a little bit more local commitment. You’re your group may live in the area where your organization is, where a larger organization your your trustees may live elsewhere, right? So so so why don’t we stay with that, terry? What? How can we leverage that? That local nature of the board? Well, you’re trying to first off people become members of your board because they’re interested in what you do, and they want to help it serve your community, the community that they live in. So the urge to be part of something bigger than they are is one of the things that you want to work on. And so then you just need to work and find out what their capacities are, who their contacts are and see whether where their strengths are, too. Have them help you. Okay, twenty let’s start with sort of the chronology of board members life cycle, uh, recruitment. What? What are the challenges and that a small organization faces in recruiting successful boardmember we liked it really? Just talk from how we do it in my organization, but we typically try to identify specific areas of need that we have on our board and some of the gaps of skillsets connections, how people are connected on and we try teo, identify people who can fill those gaps on the board. Sure, and typically, the way we recruit them is through personal relationships. Typically somebody on our board might know of somebody or i might have met somebody, or in some cases, people have even approached us with an interest in the work that we d’oh. And now, since you are a local organization, you’re drawing from a smaller pool of potential talent. That’s correct, but you have the advantage of it being local and again, the commitment that at least talked about that’s. Correct? Okay, okay. Back-up lisa, special challenges of other special challenges around recruitment of boards for small charities that we should talk about. Well, i think one of the things we talked about in our workshop earlier, wass the wendy spoke to it. Well, that sort of a lining, the at a small local level. You may you want to make sure you know really what you want their role to be because they really is a commitment level. And interest level that is often not there. In the larger organizations. People may actually want to do tacit work for you. They may want to make real connections in real time for you, it’s, really not a so, you know, they’re not doing it for source social reasons. So i think, a lining that, you know, the individual in what they want to contribute, and then what the organization needs is even more interesting with smaller organizations. Because there’s more opportunity, i think, to really work with the boards one on one with real goals, that they want it, you know, complete with you, because you’re a small organization, you can actually do that. The goal isn’t a, you know, twenty five million dollars capital campaign, it’s a. You know of of two hundred fifty thousand dollars scholarship campaign, where numbers that become more achievable. So i think that is a challenge. Talking alternative radio twenty four hours a day. Hi, i’m donna and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream are show new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life will answer your questions on divorce, family court, co parenting, personal development, new relationships, blending families and more dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever join us every monday, starting september tenth at ten a m on talking alternative dot com are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over intellect, no more it’s time for action. Join me, larry shock a neo-sage tuesday nights nine to eleven easter for the isaac tower radio in the ivory tower will discuss what’s important to you society, politics, business and family. It’s provocative talk for the realist and the skeptic who want to know what’s really going on? What does it mean? What can be done about it? So gain special access to the ivory tower listen to me, larry sharp, your neo-sage tuesday nights nine to eleven, new york time go to ivory tower radio dot com for details. That’s, ivory tower radio, dot com e every time i was a great place to visit for both entertainment and education. Listening. Tuesday nights nine to eleven. It will make you smarter. Money, time, happiness, success, where’s, your breakthrough. Join me, nora simpson, as i bring you real world tools for combining financial smarts with spiritual purpose. As a consultant to ceos, i’ve helped produce clear, measurable financial results while expanding integrity, passion and joy. Share my journey as we apply the science of achievement and the art of fulfillment. To create breakthroughs for people across the world. The people of creation nation listened to norah simpson’s creation nation. Fridays at twelve noon eastern on talking alternative dot com. Hey, all you crazy listeners looking to boost your business, why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. I’ve had a guest on not too long ago. Melanie schnoll begun. Her work is with very ultra high net worth clients in the bank. I apologize. Either j p morgan or morgan stanley. Apologies, melanie. But her her one of the point that she made was that very wealthy people shouldn’t be ignored by small organizations. Potential boardmember because it could be bigger. They could be bigger players on a smaller board, of course. Plus you want their expertise, but they could be very interested in a small charity. Good when we actually have a few board members who have been on major major boards, like in new york city. Um who i think have a more gratifying experience. Kind of working on the more local level, rolling up their sleeves, having a direct impact on a cause rather than sitting on a fancy board and going tio three or four meetings a year and about feeling expected to write a check and doing nothing. So i think, that’s, that that’s really the just the distinction, right? Same thing here. My organization has a wide variety of folks in both wealthy and not so wealthy. But people who were really involved and and the smaller organization that’s that’s the reason why they become a member of the of the of the board is to get involved because they have a passion. So, terry, since fund-raising is so important for board members, how do we set the appropriate level of e-giving four boards at small organizations what’s your place there? Some places just give one level of giving for everyone saying, okay, everyone needs to give five thousand dollars or three thousand dollars or ten thousand dollars or whatever it is, but it has to relate to the size of the board’s budget. So for example, my organization does not have a specific geever get, but we expect everyone to participate in the annual fund everyone to give to the gala in some way, shape or form and everyone to give an additional gift of some sort. So you may have some folks that can give twenty five thousand dollars to the gala and then ten thousand to the annual fund and then an additional gift from their private foundation and then other people will, through their company or through there, and a combination of company and the personal money. Give five thousand to the gala, you know, one thousand to the annual fund and, you know, some other money, so it has to be a willingness to accept so it’s a willingness to accept what they khun dio right? Because it’s their capacity so it’s about having a conversation with the boardmember when they’re coming on to understand, to have them understand that there is a responsibility to see support the organization, and then to talk about what level that they’re comfortable giving it. So is that how you assess their capacity? And you’re just really you need to have a conversation what they’re comfortable with, right? Well, i mean, you’ve done the research, you’ve done the research before you brought him in as a trustee to kind of know what they’re pass it e issue done the the prospect research to say, ok, well, this person, you know, has given here there and what have you so you kind of have an idea of what they’re financial level is so then it’s a matter of having a careful conversation with them too say, you know, what is it that you feel comfortable with? And it is, of course. It’s important to set those expectations at the recruitment stage, right. Exactly together. Normally written down. I mean, this is not it’s not uncommon to have written documents that say your contribution will be two hundred fifty dollars. You know that that’s? Not an uncommon. Okay, where you’ll be expected to go to an event or you’ll be expected to cultivate whatever. It’s not uncommon to have those things even written down. It’s. Not like these air secret or uncomfortable conversations. You know, they’re just that’s just part of the business relationship. Most bored people understand they will be a set of contributions they have to make some of which include financial time. Whatever would you would you go so far as to recommend that they be a document that the boardmember signs? Yes. In most cases, there is a is a a a a board agreement. Okay, because liability means you normal. Ok, wendy, partners in education, we don’t have a written agreement, but we haven’t explicit verbal commitment that in most cases has been honored without a problem. Okay, it is not in a contract. All right. How about communications with with a small organization board is that? Is it any i’m guessing easier because most of the people are local? Terry, go ahead. Well, we my ceo communicates with the board on a regular basis. Individually, we have meetings every month, so every other, every was every other know every other month is an executive board meeting. And every other month on the other side is our full board meeting. And then we do not have a board meeting in august. So there’s that then there’s also committee. So we have committees, there’s, a finance committee and development committee, a program committee and nomine nominating committee. And so they usually meet every other month or every two months, three months or something like that. And then we all like i communicate with staff with the board members that i’m working with for a specific project or the, you know, different staff would work directly with the boardmember so it’s, more informal words again, a larger organization with larger, more high level board members, you may not have as much communication access access to them and communication through all your staff with them. It may just be a point to point from your ceo to the board or maybe your ceo, your cfo and your development person, the only people that talk to your board when they were going to say something on communicating for us. I’ve really have kind of individual relationships that the board members. And for the most part, i’d say seventy five percent of them. I have. I’m in communication with on a very regular basis, and you’re the executive director. S, right. Ok, which is, i guess. They’re more accessible to the charity. Also, the board members make themselves more accessible than a larger organization might find. Well, i find ways email, and i mean, i think communication is really easy, you know, whether wherever you live, you could just shoot and email and get a response, but because the board’s pretty active everybody’s working on something so there’s always i mean, it’s not the communication is not for the purpose. So much of updating as it is to kind of do the work, and we work together as you know, collaboratively on you, no specific issues and projects that puts me into direct communication with the board members on a fairly regular basis. So what about switching topics? Labbate hyre assessing the capacity of your board in different capability, different areas, maybe it’s fund-raising maybe it’s love assessing whether you have gaps in expertise? What what’s important? I think, wendy, we’ve all talked about nominating committee’s and what we do, we’re in all the organizations i’ve worked for is the nominating committee is one of the most important committees on any board or the nominating people, and we we do it very almost like database oriented. You know, here the five or six strands of talent that we need, you know, social talent, business, talent, political talent, you know what, marketing, whatever it is, you know, here’s the slots where that is filled now, here’s, what? We’re going to have gaps, we spend a lot of time looking at the term limits, and when people are coming up for renewal too, you know, because gaps will then because you really want to call today, you know, minimally, a year in advance, you want to start your cultivation efforts because you make no assumptions and and also things come up for people, you know, they were interested last year, but this year someone is ill in their family, they’ve gotten a promotion, they’re moving, etcetera, so the nominating committee is very important and to be very strategic about on the goals. I mean, you could have a goal that you have celebrities that’s fine, but, you know, you have to just make sure it’s all you’ve gotten what’s it called a pipeline, you know? So you’re constantly putting names into that pipeline, and your board is very active in that process. Well, they are on their on the nominee they are, the nominating committee rarely includes people from staff in anything other than, like a, you know, did that’s really very much the work of a board there also engaging the full board. Oh, christ, as they identify needs. Oh, you know that it’s talked about usually nominating and issues of bored recruitment are are usually part of certain board meetings. You know, it’ll come up as an agenda item and then there’s the nominating committee, which has, like, you were saying this most of the time, i talked to our board members when i was at pelham art center because they were working board. Wendy so a lot of the communication had to do a task oriented project management, things you were doing together, military. Anything you want to know about assessing the capacity of the board. Okay, what about board training? Any any differences in when a new boardmember comes on any differences that you’ve identified you, emmanuelle for smaller organizations that okay, please go ahead. We have aboard manual that we’ve been evolving our organization’s not quite five years old yet sweeping, evolving that and new board members that come on, get an orientation. They are given emmanuel. And each year we, you know, have ah, two three hour orientation for our new members and that’s how we train them. And there is no big formal training program but it’s more of an orientation to the organization. Ok? And most of them have been to something that we, you know, most of them know us and not where they joined the board. Someone in the other workshop had an interesting idea. She spoke about on their board. They actually had, like, a, you know, in high school or college, the key club where you came in new and someone was aligned to you. They had a senior boardmember each new boardmember that came on, there was a relationship. They were the mentor to that new boardmember i thought that was a really good idea. I thought that was a great idea. What we do is we have a retreat every year once a year. It’s ah, saturday afternoon. And so we are doing both role playing or discussions talking about topics that are of interest, reviewing our strategic plan. So last year at our board retreat, we went through some role playing in how tio make an ask good. Okay, excellent. That kind of leads me to something interesting. I think i hope hyre what about board members who aren’t comfortable asking directly, but maybe can be engaged in other activities around fund-raising why did you continue, terry? Well, some people are very they they feel uncomfortable asking their friends, their family or going to to even business colleagues to set up a meeting for something. Um, and so you need to find different ways for them to to support whether they can host a party of their friends at their home. We’ve done that. Where then you have your museum staff and their friends. They’re so the museum staff could do the cultivation because we’re that’s what we do. S o or you can have them come with you on a site, is it with a funder or a lunch? And they just need to be the intro person and the ask and the program description and all of that comes from the staff people, so they are observing their participating in some way, but they’re also they’re shadowing. They’re learning through it by going through this, you know, site visit or you? Know, observing the ask at a cocktail party or what have you do you find that they become the ones who are reluctant in the beginning? Tio actually ask become more comfortable. Have you seen that? Well, a little bit, yeah, i mean that’s the goal and sometimes it may take a little longer depends on everyone’s personalities different and some people are more comfortable in the limelight and others are not. So you have to kind of work with what they’re willing to do, what their comfort level is and you can’t force someone into something that i want dio that will be a disaster. Forget wendy’s. I don’t think i think something terry set is is really key, and that is, you know, in addition to asking people for money equally is important is is just opening up doors, making introductions and that’s i mean, even for people that don’t like to ask for money making introductions is really important because, you know, particularly if you really believe in the mission of the organization, the organization khun sell itself that’s themselves, that pipeline that lisa mention constantly introducing new people. I know we have a boardmember and you know, one of things i like to do is just kind of focus when i have my board members do. And we have one boardmember who has some really key foundation contacts and his what i asked him to do every years you get me into two foundations and that’s it that’s it that’s your job and that’s huge. That could be hundreds of thousands of dollars. So anything you want and what i do think that friendraising and fund-raising are all part of that same resource development. And as long as you can make sure there’s enough prongs and what you think of resource development there’s no, boardmember that can’t help you if we have to leave it there, ladies. Thank you very much, wendy. Tell you. Thank you. Lisa. Rob is executive director of the new york council on the arts. Wendy liddell. Adele is executive director of yonkers partners and education. And terry billy is assistant director for advancement at the hudson river museum. Ladies, thank you very much. Thank you. This is tony martignetti non-profit radio coverage of fund-raising day two thousand twelve at the marriott marquis in midtown manhattan. My thanks to the three ladies. Some live listener love out tio st louis, missouri, hello, jersey city, new jersey. Welcome back. My dad was born there, i told you, used to live on mcadoo of reston, virginia. Hello, live listener love, and then we go further east vietnam. Welcome. I wish i knew the city. I’m sorry, our software doesn’t tell us what city. Right now we take a break, and when we returned tony’s, take two, and then maria simple will join me to see the smart cr m system. So i hope you stay with me. Talking alternative radio twenty four hours a day. Joined the metaphysical center of new jersey and the association for hyre. Awareness for two exciting events this fall live just minutes from new york city. In pompton plains, new jersey, dr judith orloff will address her bestseller, emotional freedom, and greg brady will discuss his latest book, deep truth living on the edge. Are you ready for twelve twenty one twelve? Save the dates. Judith orloff, october eighteenth and greg brady in november ninth and tenth. For early bird tickets, visit metaphysical center of newjersey dot or or a nj dot net. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. You’re listening to the talking alternative network. Oppcoll i’m christine cronin, president of n y charities dot orc. You’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. That live listener loved that i sent to vietnam is joined by love going out to korea, and if you’re listening, if in a foreign country i’d love for you. Teo, tell us what city you’re in because our software doesn’t tell us so you could tell me on the linked in group or the facebook page or tweet me. Let me know what cities you’re in vietnam and korea tony’s take to roughly thirty two minutes into the hour. My block this week is charity corporatization re ducks three i’ve blocked this before, as you can tell from the title, and i’m still concerned about blurring lines between charities and corporations. More cities, for instance, are collecting what they call pilots payments in lieu of taxes from charities or they’re considering getting these payments from charities pittsburgh in memphis for most recently and there’s in my block there’s a link to a chronicle of philanthropy article talks about pittsburgh and memphis and a number of other cities that are either collecting those or looking at it. Also, we have corporations starting to look like charity’s, taking some in some of those charity attributes there’s the b corp in california. That’s ah, a form of organisation be corp. For an organization that gives some public benefit as well as having a profit motive. And in a lot of states there are low profit, limited liability corporations also called l three c’s on dh does i put this together with some other data points and just concerns me that the charity start to look like corporations and start getting treated like corporations in terms of those taxes. On that corporations start to look like charities. It’s on my block. The name of the post is charity corporatization re ducks three. My block is tony martignetti dot com. And that is tony’s take two for friday, the tenth of august thirty fourth show of the year. Joining me now, as she does once a month, is maria simple. Maria is the prospect finder she’s, an experienced trainer and speaker on prospect research. Her website is the prospect finder dot com. Her book is panning for gold. Find your best donor prospects now with an exclamation mark at the end. And she is at maria simple a si m pl e on twitter. Maria, welcome back. Hi there, tony. How are you today? I’m terrific. Very well, good to have you back. Thank you. We’re talking today about c r m constituent relationship management. Why is this important? Well, you know, it’s very important for non-profits to track relationships that they have especially fund-raising purposes, in my opinion, you know, i’m talking more about fund-raising side there as a prospect researcher that you want to be able to see, you know, where our people interconnected you want to be ableto have a certain data point certainly noted in a system that’s going to be able to capture the relevant points of information that are important for your organization and a broader cr m really goes beyond even the donor database. It would be able to track relationships that you have with volunteers with perhaps people that are coming in, uh, to use your organization’s services on a daily basis so it can give you a really broad picture. And, you know, i any any time you can have any type of a tool that shows sort of relationship management for a mapping tool, you know, i’m all for that, okay? And you and i have talked about too, that prospects don’t only come from donors and fund-raising quote fund-raising prospects. But could be employees or vendor’s vendors to the organization or consultants. Right? Right, right. So these are all the types of relationships that you can manage in a system, you know, ideally, you know, a picture scenario where you are a ah non-profit executive at a small commit sides non-profit and you get a phone call and somebody says, you know, hi, this is, you know, tony martignetti i’m looking to talk to you a little bit more and expand on our last conversation. If it’s me calling, you probably should hang up, but it’s using some other example? Yes. You know, you would want to be able to instantly trying to recall well, gee, what? Tony and i last talk about what were the talking points? You know what? What was his area of interest? Right? So ideally, if you’re, you know, at your computer, will you be able to just, you know, put tony’s name in there and pull up some sort of a data sheet on tony said that you’d be able to track what what were our last conversations? And, of course, you know, this is really important. There’s a lot of turnover right at non-profits so, you know, you want to be able to have that that that long term relationship tracked a donor doesn’t care, right? They don’t care that there’s while they developed relationships with key personnel at the non-profit but in terms of the overall longevity and their commitment to that non-profit organization, whomever that executive director development director is, um, he’s probably not as important as the overarching mission and trying to make sure that that there’s that continuity that people will continue to understand what that donor’s intent is what donors specific interest are. Yeah, it becomes quite embarrassing to say, you know, someone who’s new in the position, you know? I don’t i don’t really know what what conversations were before me, you know, it all just needs to be documented. You’re right for the institutional knowledge and continuity, yeah, absolutely, really critical and donorsearch budget organizations are really just using some sort of a spreadsheet right now to manage this, you know, there are systems out there that are fabulous, and they really range in price. Do you want me to talk about a particular guide that can that can help them kind of identify this. And i can actually put some information on on your paige is well about it. Yeah, in just a moment. Let me just get to one of the survey questions that we had about what? What systems people are using now to manage constituent data. Fifty percent of using razor’s edge. And about seventeen percent are using donor perfect and about a third of using other other software systems. But nobody said one of the choices was it’s on paper or in our heads. And so, thankfully, nobody nobody said that. And nobody said excel spreadsheets. Good thing. So all right, so people are past the index cards, at least. Listeners. Well, this is sophisticated audience, so you’re not going to get your average executive director ceo fundraiser listening to this is a sophisticated show, so the sample is skewed. So we’ll presume that there are some who would say it’s on paper in our heads, but they’re not our listeners. They could be were welcomed them, because then after today’s show, they could choose a different answer. Find value. This’s a that’s. Right? Of course. S oh, please. Why don’t you, uh you have an idea if we had just a couple minutes before break, you have ah, a place where people can sort of compare software, is that what you have? Yeah, absolutely. June twenty eleven idealware dot org’s, uh, terrific website for all types of things having to do with technologies for non-profits they came out with a free downloadable guide that’s called the consumer’s guide to low cost donor-centric and they reviewed lots of systems, and then they go into in depth and review sort of their top ten systems and across all kinds of different, uh, data points, you know, they’re reviewing them, of course, for price. And by the way, all assistance they reviewed technically felling under the four thousand dollars range. Okay, so these are not going to be like razors edge is not going to included, right? Razor’s edge is a very high entry cost. Yeah, so i thought, well, with, you know, your your listener audience of the smaller to midsize non-profit that some of their recommendations might actually fit very well for the non-profits they’re looking at, you know, how well can you manage the donor information? The reporting, tracking events, some of the systems khun do that? Well, yeah, because event event attendees that’s another constituency, right? That’s, right? They might attend an event, but they’re not. They’re not donors in the strict out of pocket sense without any other, any participation. So event attendees another important constituency that’s, right? And they are also some of the systems will do male merging very well. Others are not as great at it. Email. How well can the system email out or play? Well with an outside system, for example, i know that there are certain databases that played very well with donorsearch software, like tapestry in constant contact or constant contact in sales force. Dot com they are two systems that integrate very well together. So integration actually is another data point that they looked at. So, you know, i recommend everybody take a look at that particular guide because it’s free it’s downloadable um and idealware is actually having ah, replay on their webinar that they have on that particular topic as well. And i happen to have received an email. Just tweak that they’re having a sale on their recorded webinars. So for this month, only august it appears that they are nine dollars to download the past recorded webinar. Okay, but and the the survey sounds like sort of a consumer reports of of c r e m now does idealware this is important to know his idealware create today of their own software package or now that they’re not in that business there just a value. They’re reviewing it, right? They will value you don’t. Okay, so we’ll put the idealware dot com. But what? What we put oh, dot org’s. Thank you. But why don’t we put the link to the this document? Go on the facebook page and in the linked in group? Sure, i can do that. Okay. Thank you, maria. You’re always very good. And maria is maria doesn’t only say she’s going to do it actually doesn’t. So the show ends at two p m eastern. I would expect now putting round spot. No, but i’ll just say very quickly. Maria will have the stuff up. I’ll just leave it there. She always does. You always. You always have been. Um okay. What? You had a conversation with a ceo of, of of of a newer, newer offering in this field right recently? Well, actually. That’s what prompted me to kind of take a look at their whole cr m area? There’s there’s a very new, interesting software out there. And it’s called unify o you and i f y o dot com. And by the way, it works best on google chrome. So i know that was one of the questions that i made sure that we are listeners answering on since you’re right, but since you just mentioned it, let sze get that question out. It was which internet browser or using it work fifty percent explorer. Fifty percent are chrome, and then a handful of people, i guess, have to and the about a third of those said fire fox so a third of the yeah, about a third of the half what the hell am i talking? About? Fifty percent said explorer, fifty percent said chrome and about seventeen percent said firefox. So obviously summer using multiple systems. That’s what i was trying to convey in the past minute and a half. Okay, so way. Just have a minute before break. So say a little bit more and then we’ll come back. Okay? Sure. So what it is is a technically they call it a browser extension, and if you go to their website, they have a really cool little video. And i can post, uh, on your page is, well, a link to a specific video that talks about how confused for prospect research and that’s what really caught my attention, but basically what they say is that it bridges the gap between you and your c r m so and we’ll give you a little bit more information on that. But it really completes your customer profiles toe all of your cloud applications, so it integrates with several systems already sales force dot com high rise, which is another cr m system that i’m actually not as familiar with, um, and so, since sales force dotcom does have a non-profit maria, we have to take a break hold. That thought you were just saying, since salesforce dot com does have a non-profit when we return, we’ll let you finish that sentence. Stay with us. Talking. Hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought join me mondays at two p m and get all your communications questions answered on speaks been radio. Have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. If you would like to explore the help of a private astrological reading, please contact me at monte at monty taylor dot com let’s monte m o nt y monty taylor dot com how’s your game want to improve your performance, focus and motivation than you need aspire athletic consulting, stop second guessing yourself, move your game to the next level, bring back the fun of the sport, help your child build confidence and self esteem through sports. Contact dale it aspire, athletic consulting for a free fifteen minute power session to get unstuck. Today, your greatest athletic performance is just a phone call away at eight a one six zero four zero two nine four or visit aspire consulting. Dot vp web motivational coaching for athletic excellence aspire to greatness. Hey, all you crazy listeners looking to boost your business, why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. Altum welcome back, maria. Simple it’s. Your turn. Teo, finish that sentence on thing about sales force dot com they do have a non-profit related cr m so eyes that free budges. Do you know if that’s free? I believe it is. Yeah, i have. Yes, i was approached, i think. But it wasn’t recently by a salesforce dot com representative. I think it is free. The dover street version for charities. Yeah, i believe it is so what’s kind of cool about it is, you know, it had caught my attention was the fact that if i’m assuming now that the sales force dot com tool that non-profits air using would indeed integrate with unify oh, so if we’ve got any sales forthe users out there, i’d love some feedback. You know, through my page or tony’s page to see if it’s working well for you, but basically once you load this unify o icon up into your tool bar so let’s say then you are looking at somebody’s profile in sales force dot com you can click on the little unify. Oh, uh, icon and it will show you other other interactions that have happened with that person, so if that person has been tweeting about your organization or any email communications that have happened, you can manually put in specific notes about a person, so i’m thinking for a really small to midsize non-profit this could be a very interesting solution. Now, this is brand new. Tony okay, yeah, this is brand new, this is you launched may twenty twelve um, i had an opportunity to skype twice with the ceo of this company in recent weeks so i could get a better handle on understanding it and they love feedback. So, maria, it sze pulling in the whole web when you when you identify somebody that you’re you’re interested in? Yeah, well, it integrates best with certain platforms, but yeah, i mean, if you’re browsing and google chrome, so i was right, it has to be it only works in google chrome so far right far only google chrome, but they are looking to develop it for the other platforms as well. And, you know, i just think, it’s something really need to take a look at if if any of our listeners have an opportunity to do so and provide some feedback, they hadn’t created this. For the not non-profit sector originally, so to know that there could be this applique ability because you can have teams of people so let’s say you’ve got the executive director, the development director, maybe a program director and maybe a couple of board members be considered a team. All this data can be shared. So if you and i are on a team, tony and i want to try and figure out what? When were the last communications, it would pull an information about your last email communications okay, and are you testing this unify? Oh, maria, you know, i’ve been playing around with it a little bit, but i don’t have sales force dot com loaded here so that’s, why? I’d love to know somebody who does have it to see how that how, how that could integrate but it pulled in lengthen dad a twitter feed and i think it’s gonna have a lot of applicability it’s free right now, and it won’t stay free forever, so there will be a fee attached to this at some point. But i’ve been told by the ceo they’re going to keep it very affordable for the nonprofit sector. More broadly, when you’re looking at your your cr m software it’s important to know what, what your goals are from your from your system. Yeah, yeah, absolutely, you know, is it’s a system that is only going to be turning out donorsearch ports is this system, as i mentioned earlier, that might have to do mail merges and email marketing? Um, is this a system that is going to be able to help you track, um, interactions, right with those air critical for prospect freak prospect research? Oh, absolutely, absolutely. I mean, you think about all the points on the continuum on the development cycle. So you’ve got the prospect identification and research think about how will it play into cultivation? Solicitation the thank you, the follow-up and the stewardship i c c r m being invaluable not only for me, it’s, a prospect researcher, but certainly in stewarding donor forward. So it should have really flexibility to be able to provide additional notes. I love cloud based systems personally and don’t put me in george in jail. Now, i think the audience knows club. I think scott and i have talked about cloudgood other other other guests have, okay? I think people should know the cloud by now, i’m clear to talk. Wait, we just have about a minute and a half, though. Okay? So any cloud based system, for example, will enable any board members that you give access to the system, say they are very active and cultivating and solicited, soliciting people and meeting with people outside the office. Then they can certainly go ahead and type in notes about those particular meetings. And that again for that continuity is very, very important. Maria simple is the prospect finder. Her book is panning for gold. Find your best donor prospects now. And her website is the prospect finder dot com maria. Such a pleasure. Thanks very much. Thanks. Always tony on dh something occurred to me as i was talking to maria, you know, wanna make sure that i’m not sounding hypocritical because i blogged and talked about on tony’s take two. My concern about charities being too much like corporations. And now here we are talking about with marie about salesforce, dot com and unify. Oh, a system that wasn’t developed for charities was developed for companies. I do think there are good practices, great practices. In the in the for-profit corporation sector that charity’s can learn from and vice versa. I think corporations could soften themselves in some ways and learn a lot from charities. It’s the it’s, the so learning from each other, that’s to me, that’s distinct from starting to, um b organized by be regulated by by the other by state and federal overseers as one that you’re really not as as as b corp to start to look like r l three sees the limit for-profit limited liability corporations, i think start toe look at so that’s the start to look like charities that’s the distinction for me between what maria and i were talking about when i blogged about this week my thanks, tio terry, billy, wendy nadella, lisa, rob, of course, and the organizer’s of fund-raising day twenty twelve as well as maria next week grow your grassroots. Michael o’brien is a consultant and a grassroots organizer. Why this might be good for your organization and how do you get started? We’re talking about bringing new people to your cause and how to keep them excited about your work through the grassroots. Also, scott koegler returns. He’s the editor of non-profit technology news in our tech contributor you know i’m gonna be talking about devices, laptops, desktops, mobile we’re all over. Social networks checked out are linked in group facebook page maria will have the resource is up there? Follow me on twitter and use our hashtag non-profit radio. Also, i host a podcast for the chronicle of philanthropy it’s called fund-raising fundamentals. If you like this show, you might like fund-raising fundamentals it’s on itunes, it’s, a ten minute monthly podcast devoted to fund-raising continuing to wish you good luck in the way that performers do around the world. I want to keep this up because it’s fun and and i can do whatever i want on this so house with buy-in bruv house won’t buy-in bro that’s german for break your neck and your leg like we would say in the u s break a leg. Germans want you to go further because they have a large orthopaedic surgeon constituency, so they weren’t broken necks and legs and my thanks to janice taylor for these language lessons and contributions. Do you have one away that foreigners greet performers that are just about to go on stage and what they wish them how they wish them luck. Share it with me, let me know, and be sure and tell me how to say it. Our creative producer is claire meyerhoff. Janice taylor is our line producer. The show’s social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I hope you’ll be with me next friday, one to two p m eastern on talking alternative broadcasting, which you will always find at talking alternative dot com. I didn’t even think that shooting. Good ending. You’re listening to the talking alternate network. You get anything. Dahna cubine hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. Are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. Dahna you’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. This is tony martignetti aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcast are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership? Customer service sales or maybe better writing are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stopped by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment. Be more effective, be happier. And make more money. Improving communications. That’s. The answer. Talking. Hyre

Nonprofit Radio for June 29, 2012: Your More Effective Board & A Conversation With Paul Clolery

Big Nonprofit Ideas for the Other 95%

Listen live or archive:

Tony’s Guests:

Gayle Gifford
Gayle Gifford: Your More Effective Board

Gayle Gifford is the author of “How To Make Your Board Dramatically More Effective, Starting Today.” She’ll help you make sure your charity’s mission is relevant; your CEO is supported; and your board is strong.

 

Paul Clolery
Paul Clolery: A Conversation With Paul Clolery

He’s the editor-in-chief of The Nonprofit Times. We talk about what he sees trending and what concerns him about the future for charities.

 
 
 
 


Top Trends. Sound Advice. Lively Conversation.

You’re on the air and on target as I delve into the big issues facing your nonprofit—and your career.

If you have big dreams but an average budget, tune in to Tony Martignetti Nonprofit Radio.

I interview the best in the business on every topic from board relations, fundraising, social media and compliance, to technology, accounting, volunteer management, finance, marketing and beyond. Always with you in mind.

When and where: Talking Alternative Radio, Fridays, 1-2PM Eastern

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Here is a link to the audio podcast: 098: Your More Effective Board & A Conversation With Paul Clolery.
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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent i’m your aptly named host. I very much hope that you were with me last week. It would cause me great vengeance and furious anger if i learned that you had missed e-giving in two thousand eleven, how could that have happened? How could you have missed giving in two thousand eleven? E-giving yusa and atlas of giving use very different methods to report charitable giving e-giving yusa is a survey that looks back the atlas is a forward looking prediction with e-giving yusa boardmember and the atlas of giving ceo we contrast, id the methods and heard what each had to say about last year’s e-giving numbers and video talk with scott scott koegler our tech contributor and the editor of non-profit technology news. He shared buzz on video sites, many that air free that help you make good looking videos to tell your stories this week, you’re more effective board. Gail gifford is the author of how to make your board dramatically more effective starting today. Starting today, she’ll help you make sure your charities mission is relevant. Your ceo is supported and your board is strong. Also, a conversation with paul clolery he’s, the editor in chief of the non-profit times. We talk about what he sees trending and what concerns him about the future. For charities. Between the guests. On tony’s, take two non-profit radios. One hundredth show it’s in two weeks on friday, july thirteenth. I’ll say little about that. Use the hashtag non-profit radio to join the conversation with us on twitter. Right now, i’ll take a break, and when we return, it’s your arm or effective board with author gail gifford, stay with me, co-branding think dick tooting getting ding, ding, ding ding, you’re listening to the talking alternate network e-giving. Nothing. Cubine hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit, you’ll hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping huntress people be better business people. Dahna you’re listening to the talking alternative network. Hello and welcome back. I’m glad you’re with me. Also with me is gail gifford she’s, the author of how to make your board dramatically more effective starting today. Published by emerson and church, she has, over thirty years experience working with non-profits she’s, a consultant, and has extensive experience working directly for non-profits as director of development and communications, a plan yusa director, development in marketing at save the bay and director of development at city year or i rhode island she’s on the board of several charities, including waterfire, providence and she joins us from providence, rhode island. Dale gifford, welcome to the show. Welcome, thank you, tony. I’m it’s such a pleasure to be here when they were for inviting me. I’m very glad you’re here, it’s my pleasure, you tweeted something very thoughtful, like an hour and a half or two hours ago that you were you can’t wait to be on the show, okay, that was very thoughtful, thanks. What’s ah, what is a good board? Upleaf a board that makes up organization that does great work in the world. That’s a good board. Okay, that where the non-profit does work, that really matters where the board is thoughtful and building an organization that’s worthy and trust worthy of support. And where the board members i really enjoy the work that they did that’s interesting. So the mission of the you believe the mission of the charity suggests whether it’s a good, effective, bored or not? I think the mission of the charity is central and fulfilling the mission of the charity is the highest aspiration of what? Makeup for a good and effective board. Okay, what good is a great board? Because i’ve got great people, it’s the organization isn’t really doing anything valuable, okay? And we’re gonna talk about some of those. Some of those important on dh hard questions to ask. Why do you see that? Boards are not so effective? Is they could be saying a little more than just they’re not doing what good boards do. See, you know, i think there are a lot of effective board or the shaft, right? So but think about what this board is that the bunch of volunteers teo being a boardmember isn’t theirjob working for that particular organization’s mission may not even be a particular expertise of theirs, and we asked them to do lots and lots of things, so we want them to be knowledgeable about that particular industry or cause that the organization is doing. We expect them to be knowledgeable about non-profit rules and regulations, we expect them to go out, be champions and advocates for the organization, we expect them to be good facilitators, we expect them to be deliberative people and strategic thinkers, and we want them to be fund-raising there’s a lot for a volunteer, the list goes on and on and on, right? So when you put that superhuman job description in front of people it’s not surprising that not every board is as effective as it could be boardmember czar are stewards, you make the point of the book, what they stewards ove yes, so that this concept of stewardship, which is taking care of things that you don’t know on behalf of someone else, is what boards are essentially so they are taking care of all those. Things that this organization wass kind of socially contract id to do, right. So it’s two to fulfill the mission to be trustworthy and responsible organization those things that the board needs to think about and that’s what they’re stewarding, and that promise really to the community that promise, exactly. And does that gets to where it was just it was on my lips. You heard the first one who who does this charity belong to write that the board is stewarding it for, right? So now we have with the social compact society says we allow these privileged organizations to exist that don’t pay taxes, that people can get a donation or, you know, in most case, who could get a donation, a tax deduction for donating to that gets used, volunteers, people, unpaid labor in their organization without violating labor laws, right, and then return we want something back, we want a better world for that, a better community, or better life, or some people or whatever that is so that’s where the promises right, the promises back to society and one of the first drops of aboard is, in fact, to figure out who exactly is it? That we’re holding this organization and trust for okay fremery organization is a little different that’s another one of the big questions and just we have a couple of minutes before a break. You really challenge boards and senior staff to ask some hard questions? Yes, as what are is what we’re doing really making a difference? Is it relevant? Is it relevant? Doesn’t that that’s important? What if they say not so much, then they need to figure out whether they still need to exist as an organization or if they may be, should be doing better work and again, just a minute or so before break. How do you how do you assess whether your mission is relevant and we’re going to be a more time after the break? Of course, afraid to go over? How do you figure that out? Let teo really be smart and thoughtful about doing your homework on what is it that the community needs? You know what is happening out there, and the others have conversations with people and ultimately the community’s going to tell you if your still relevant, because if you’re not there not going to give to you, you’re not going to get support, so you need to be getting information from outside. This is matt, get outside, i think you make the point that book get outside the conference room, right? This is not an internal discussion, all right, are we relevant? Yeah, figure out who you need to talk to in your community, who you’re serving, talk to them, talk to the people who would be interested in the work you’re doing. Look at the data. I mean, all of those things are things that need to happen in the organization, and in some way, the board needs to facilitate that. Make sure that that’s happening. We’re going to take a break, and we’re going to get into some more detail about assessing the community’s needs and getting out and talking to the right people with gail gifford. And i hope i’ll be with you after this break. Talking alternative radio twenty four hours a day. How’s your game. Want to improve your performance, focus and motivation than you need a spire athletic consulting stop second guessing yourself? Move your game to the next level. Bring back the fun of the sport, help your child build confidence and self esteem through sports. Contact dale it aspire, athletic, insulting for a free fifteen minute power session to get unstuck. Today, your greatest athletic performance is just a phone call away at eight a one six zero four zero two nine four or visit aspire consulting. Dot vp web motivational coaching for athletic excellence aspire to greatness. Are you fed up with talking points? Rhetoric everywhere you turn left or right? Spin ideology no reality. In fact, its ideology over intellect no more it’s time for action. Join me, larry. Shock a neo-sage. Tuesday nights nine to eleven easter for isaac tower radio in the ivory tower will discuss what’s important to you society, politics, business and family. It’s provocative talk for the realist and the skeptic who want to know what’s. Really going on? What does it mean? What can be done about so gain special access to the ivory tower. Listen to me. Very sharp. Your neo-sage tuesday nights nine to eleven new york time go to ivory tower radio dot com for details. That’s, ivory tower radio. Dot com. 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Any non-profit radio ideo, i’m jonah helper from next-gen charity. And i’m tony martignetti from tony martin and non-profit radio and gail gifford is author of the book how to make your board dramatically more effective starting today. Gail, what are we, um, what are we going to do out in the community to find out what the community’s needs are? And, you know, i also find this interesting this could be for brand new charities, of course also this important questions for startup charities, i especially for start of charities, you probably you bump into many, as i do, where people just decide to start a charity, and then they they haven’t really done any of their homework and haven’t talked, they don’t even know that they’re whether there are other organizations that are doing exactly the same thing that they’re doing, and they might be able to save themselves the the burden of creating an organization if there’s one existing already that they can partner with right, maybe volunteer for or maybe develop a program for something like that exactly. But in terms of evaluating the community’s needs, say a little more about what those data points are. How do we figure out who to be talking to? Well, what? I’m working with a couple of organizations right now, you know, most of us think of it traditionally and strategic planning, but it doesn’t have to be limited to strategic planning, but it’s really great for board to come up with who’s, everybody in the community that we need to hear from him. And that would not like to talk to a boardmember in our organization. So it could be some of your partner agencies. You could go meet with another board of directors of the similar colleague you could set up. You know, i like to use the formal questionnaire and then go and talk to potential donors, talked to state agency people talk to the really smartest person in the community. Yeah, there are lots of people that we can think of your political officials, all of whom are really important people toe be talking, teo, and that it makes a big difference. Tab boardmember having conversations. I know your executive director’s having conversations with those people all the time and some of your program staff. But it changes the relationship for an organisation and it changes the the board’s thinking about the organization when they can go out and have those conversations as well. You didn’t hold a focus group focus group? Yes, in the in the office, right man, the officer and somebody else’s location again. It’s, great to get out of your doors. You recommend that the that if this if this is part of a strategic planning process and as you said, it doesn’t have to be that the strategic planning commitee could meet year round instead of just being on an ad hoc limited duration committee, right? Some organizations create strategic planning committees that that do go on and they they’re sort of the champions of the plan, right? So they’re constantly making rechecking the assumptions under what the strategic plan was created and also falling through and saying, are we doing this? You know, how is this influencing our work? Where are we going? And so asking those questions in the board way spent way too much time in our boards talking about what did we do last month with our finances? Are not that that’s? Not important, right? But we’ve lost sight of having the big conversations about the work that we do. Yeah, and these are the aziz. Said the earlier the challenging questions that you’re you’re insisting that charity’s asked, all right, of course. Now, if we convene the strategic planning commitee year round that’s going to be upsetting that people who were looking for something short term, i mean, i don’t like i only want to be on the committee for a year now you’re going to make a lifetime, but you can convene it year round, but it only has to meet once or twice, right? Okay, i mean, that doesn’t meeting every month as the strategic planning commitee once your plan is done might be a little excessive, and i wanna make a point that no, one of the things that board should do is really a that’s. How often do we need to meet? Do we really need to be here every month? That’s it doesn’t seem pretty frequent once a month. I’ve seen charities that meat that often doesn’t that doesn’t mean it. Could there be a call for that? I think it’s the norm for many and boards go through cycles or the work of boards goes through cycles, sometimes there’s, there is a lot of stuff happening that boards need to connect with, say, you know, you’re in between ceo, executive directors, so the organization and or you’re in some kind of a crisis or there’s some fast moving program changes in the wind or community changes that might need you to be together that frequently but many, but often that leads to cash we, you know, we really don’t have very much to talk about at the board meeting, so let’s get into stuff that’s just staff work sometimes i think metoo zoho often causes boards the medal yes function. And again, it’s different. No. One of the points i want to make is every board and every organization is different. And so each board has to determine what’s the right board what’s the right governance work that we need to be doing for this organization at this time looking forward. Okay. And how does the board know that it’s getting accurate information from the charity as it is convening in reviewing how can they be sure what they’re getting is correct? That’s a good question. Well, it’s one of yours in the book? Yeah, thank you very much. But i stole it from day one. Thanks for asking. It on the show, the i’m a big fan of the work of john and mirriam carver boards that make a difference and they used the course a couple of them criteria. One is you get a report, right? That’s the one you’re asking so some, you know, staff give a report that’s one way of of checking. But in order to know if that’s true, you either have to send hired somebody else or get somebody else to go in and check things for you. Which is what auditors do. So we’re familiar with that model or periodically, you got to go check them yourself. Okay? Point. Somebody do some kind of thought check. And hey, is this really happening? Did this really going on? Because it might not be right again getting outside the conference room. Right? Okay. How about assessing impact? I mean, part of the concerned about are we meeting? The community’s needs let’s. Assume we’ve identified them correctly. Is are we now presenting a solution for those for those needs? Are we creating impact? How do we measure that that’s? Very difficult. In some cases. Well, that is very difficult. But that’s a good conversation. So what? And and bring in the professionals. I mean, this is a partnership with your professional staff and with outsiders, but just raising the questions. How do we know what’s the right stuff to measure? It isn’t important conversation for the board to have, and not just because, well, mainly because we owe it to the community to make sure that were the work. And the resource is that we are receiving are being used well and wisely and working toward making a difference. But also those watchdogs out there that people who are following charity good start asking, right? And it might be that you don’t have all the data or you don’t have perfect measures, but if you don’t have any at all, you’re gonna get penalized for that. Yeah, yeah. Now, charity navigator only only measures how many’s it was five thousand. Haven’t they broadened? I think the seventy five hundred. Yeah. You have to be a fairly large organisation. Toe set and charity navigator. But but local thunders, they’re asking the question. How do you how do you know? Are you making a difference? How do you know you’re making a different local funders are an individual. Donors are asking this more and more. Yeah. Okay, so you need to have to have an answer on impact. Yeah, you need to do it. This is the right thing to do. And you need to do it because people are asking e-giving gail gifford is the author of how to make your board dramatically more effective starting today. And it’s published by emerson and church. And i love our listeners. And i want to say hello to our we have listeners in north carolina. Hello, north carolina. Great north carolina. My sons both went to college. They’re okay, where one at guilford college and green sarah and the other at warren wilson college in outside asheville. Oh, actually, today feel i’m dying to get to national gorgeous. I know, i know. Um, let’s say a little about recruiting the right board members. Now, if we’ve how can we be? Sure? Listen, you sound like you’re eating a chocolate chocolate souffle or something. That’s pretty good. Ah, rich topic for you recruiting boardmember zoho how do we go about it the right way? First and foremost, we need to sit down and have a conversation. What is that? That is the ideal board. What is this organization need? What kind of experiences? What kind of knowledge? What kind of thinkers? What kind of connections? What voices do we need at the table? Asking the right questions and coming up with a profile of what that ideal board looks like. And that’s not. Oh, we need a lawyer, it’s. Much that’s. Just going to say right, it’s much more than we need a c p a right. Exactly, it’s. Not that it’s g we really don’t know what these segments of the community are asking. Are we asking the right questions? How do we get this person to the table? Maybe i can give the example of our, um i was on the board of our state humanities council and at various times do-it-yourself one a big question that we were confronting wass what’s the role of no technology in discussions about the humanities, and we needed some expertise on the board even know what the right conversation wass so if you, you don’t have enough knowledge teau asked, and not that our staff wasn’t knowledgeable in that area that we wanted other voices, a cz well, do you know where you want to reach into new communities and get their perspective? And sometimes you don’t need that legal not the opinion, because i’m not one for putting your counsel on the board, but the lot of mines that can say, hey, this is an area that we might want to pay a little more attention to our need to be thinking about here, you know, finance people who can really think strategically about the financial future of the organization and make sure that that conversation happens in your board and once we’ve recruited the right board members, then we need to be the board needs to be following their own rules about how they operate, right? Yeah, they’re by-laws i i want to go back a little bit more to recruit, but teo, say one of the things that, after you’ve come up with that ideal profile, you need to start making a list, right? Like called the shopping list for the board, who’s everyone in the community that could potentially be a boardmember that fills this role that cares about our issues and that that’s something that boards can keep building on forever. And i’m a big fan of governance or board development committee’s, because i think that we need a little human resource department for the board of directors and that’s what that committee’s purpose is so it’s to make sure we have the right board and to make sure that the board members who are there have the tools that they need to participate well, that relationships are built between people, all of those things. So i like to think governance committee develop for development committee, the human resource department for the board, okay? And when you’re paying attention to that it’s, more likely that you’re going tohave ah, better functioning board of directors, okay, and a little bit more about the functioning, and then we want to spend some time talking about the ceo also, but you mentioned the by-laws that’s, the rules that the board is supposed to operate by, right, right? You need to pay attention to what they are because, you know, we think a lot of organizations think it doesn’t matter, but i know organizations they mentioned in the book that have been sued for actions that they’ve taken and the judge is ultimately went backto, say, one of the by-laws on whether those oh, so whether those actions were permitted by the by-laws whether the bored was, um, organized according to the rules of the by-laws with valid being their right to have a quorum, where the people who were elected that they have the authority to make that kind of decision, those questions, and if you’re not, then you can always but if you’re operating properly on deficient lee, but outside the by-laws is just you can amend the by-laws right to comport with reality, right? The by-laws should be adaptive to the structure that you need for your organization at the time, but don’t jump in and start doing things like we can never get a quorum for meeting so let’s lower the quorum you need todo the problem about why is it that we never get a quorum for meetings before you start making little fixes that don’t go to the court? How does the board make sure that the organization has the right ceo? You have, ah, number of good, uh, ideas about ceo effectiveness, right? And what i say, and sometimes when organizations they’re stalled out, probably that leadership somewhere isn’t the right one for what you need at this point in time. So getting the right person to begin with being really clear about what type of leadership you need in your organization again, you know what? Qualities of leadership, what expertise is the person? A connector into the community? Can they bring? Resource is in, do they? Are they an implementer? Are they make things happen? Kind of person right there. Just a sinker. Yeah. So. And clearly doing a big search, casting a big net, having lots of conversations and checking references. Okay, that part that’s also do. What did they do before. Okay, what’s past past history show straight about them. And then the other is reviewing the one that you have right and asking all those same questions. Because as our organization’s change and grow and develop gnarnia for leadership changes too. And which brings me to another thing that i think it’s just the really important requirement of being an effective board way have just about a minute and i’ll just say it. Courage boards need to be courageous. Board members need to have courage because there’s a lot of tough decisions and a lot of difficult questions to ask. No one tells us that we need to be crazy. Effective. Quite a coincidence. I just pin something on one of my pinterest boards is women leading non-profits and i just yesterday pinned a video where the woman who’s in the name of the organization. Vital voices? Yes. I think it’s a least nelson and she’s have a short clip of her saying courage is not eyes not working without fear. It’s having fear and transcending it and proceeding despite your fear. Yeah, great. Yeah, well, that’s the least nelson and vital voices, but more important, gail gifford is the author of how to make your boardroom attic more effective, starting today, published by emerson and church gifford, thanks so much for being on the show. Thank you so much, and board members out there, keep doing great work. We need them to you. Right now. We take him right now, we take a break, but i want to give a shout to california. We have listeners in california, love, love, california, love those who love the listeners. Right now, we take a break, and then it’s tony’s take to stay with me, talking alternative radio, twenty four hours a day. Geever hi, this is nancy taito from speaks. Been radio speaks. Been. Radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit. You’ll hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a m eastern standard time on talking alternative dot com professionals serving community oppcoll money, time, happiness, success, where’s, your breakthrough join me, nora simpson as i bring you re a world tools for combining financial smarts with spiritual purpose. As a consultant to ceos, i’ve helped produce clear, measurable financial results while expanding integrity, passion and joy share my journey as we apply the science of achievement and the art of fulfillment to create breakthroughs for people across the world. The people of creation nation listened to norah simpson’s creation nation fridays at twelve noon eastern on talking alternative dot com. Hey, all you crazy listeners looking to boost your business, why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back time now for tony’s take two at roughly thirty two minutes into the our very excited made people say they get excited about something, but usually there they say like, oh, i’m very excited to be here, but i am very excited that non-profit radios one hundred show is coming up in two weeks. It’s friday, july thirteenth, one hundred show and it’s devoted to social media and i’m opening it up. You are asking the questions my guest is going to be amy sample ward she’s, an officer at n ten, the non-profit technology network, and she’s, also a blogger and contributor to stanford social innovation review at stanford university, and we’re going to take your social media questions. We need the questions in advance so anything social media related, you know, we’ve talked a lot about social media, scott koegler especially, but others also. So whether it’s, facebook, twitter, linkedin, four square youtube, your blog’s quorra is a new one, any of those or others that you’re using or that you’re not sure of or if it’s a more general question love to have your questions in advance and a great place to post your question. We’ve already got one is on the show’s link in group, so please, next time you’re on linked in, join the group post a question for amy sample ward for our one hundredth show in two weeks and there’s always, of course, more information about finding me and the show on my block at tony martignetti dot com and that is tony’s take two for friday, june twenty ninth, twenty sixth show of this year and my ninety eighth. Now i have a pre recorded interview with the editor in chief of the non-profit times, this is from fund-raising day just a few weeks ago here in new york city, and here is that interview. Welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand twelve with the marriott marquis in times square, new york city, hosted by the association of fund-raising professionals, greater new york city chapter. My guest now is paul clolery he is vice president and editorial director of npt publishing group, which includes non-profit times and magazine for clolery welcome. Thanks, tony. Glad to have you on the show. It’s quite a crowd here. I think we’re going to do a dunking booth next. Year thie only crowd is because non-profit technology news i’m sorry, because non-profit times is right next door, right? You’re the you’re the magnet with the we’re just in your pocket and people just throw things at me so it’s a lot easier. Well, because you reject their pictures routinely, right? But it, but in a nice way, i’m sure no doubt you are seeing some trends in buy-in events, they’re getting bigger than getting costlier say little about that. Well, what we’ve been seeing lately, not just in new york, but around the country, it seems like events are coming back strong this year and the ticket prices are going up. I know. In new york city, for example, a lot of organizations were trying to keep their events under a thousand dollars for the big gala. Now they’re routinely at a thousand or more, and we’re seeing that. And then just in the past four to five months, people are really starting tio realize that there’s the economy’s getting better, at least here in new york and for the people who would frequent these types of events, and we’re seeing also a lot of online bidding for extremely expensive items for help organisations, whether it be trips where there would be top gun type, that airplane battles. Yeah, really been exciting to watch and this is not only in new york, you said nationwide, nationwide, the prices are coming up and the people seem to be on the high into the doner scale looking for adventure now, not just to give money. Yeah, and thie you mentioned online auctions is that has that been trending for awhile? The auction’s moving from something live or silent to online? Or is that more recent, too? Well, it’s been building over the years, but now organizations are finding that they don’t need a gala to have an online auction so they can have it for months and months and lead up to a gala or let it go afterwards. And they’re even doing it online with people’s cell phones from the event so people don’t have to run back and forth to to the silent auction decide their name. Oh, my god! Seventy five bucks here’s. Another fifty? Yeah, they’re doing it on their cell phones and in some cases, that being prompted by bye, butlers come to the table and say oh, by the way, your bid, sir, it has been has been upped. Your bid? Oh, interesting. Yeah. It’s a organizations are finding lots of different ways to up to get the bidding going. That seems pretty sophisticated. Your online bid has been has been challenged. Would you like to? Would you like to reply? Exactly? Yeah. Okay. It’s. All right. Since you’re talking about technology, i have the current issue of non-profit times publication that you’re somewhat familiar with a little bit. Yeah, eighteen years is editor in chief. Future of technology donations is cloudy. What what’s happening around this around mobile given well technology in the cloud organisations are so used to going to gifts in-kind international or nair or some of the other past the rent cities where non-profit organizations i’m sorry for profit companies like microsoft or some of the other vendors in the industry would give product, and then it would pass through the charities. That would be a donation gift. In-kind well, the charges were used to getting the box you’d say, oh, i want microsoft office and they would send you the box right now. It’s all online so everything is moving to the cloud particularly, but when it comes to technology donations of software i miss i miss read your headline. I see going to the cloud it’s an ambiguous headline who wrote the headline it’s a u s citizen quote it’s in quotes it’s a cloud technologies in quotes icy future of technology so i mis read it to think that it was mobile give it was giving. Okay, so what? What khun charities be asking for now from microsoft, etcetera? Well, what we’re seeing that the product will stay the same difference is theirs now selling site licenses or licensing seats rather than giving away the software. Okay, and we’re seeing now is a lot more. We’ll have to be spent probably on the side of putting it together in your office dahna needing to have a specialists in house to craft the technology. So that works best for your organization. Nothing’s in a box anymore, everything is khun b handcrafted. Everything could be manipulated to what you needed to dio and there’s so many bells and whistles these days from various online vendors that the technology vendors that you khun craft a piece of software or or a piece of technology. Now you’re not getting the software to do anything that you need to do. And so and so some of that consulting is available. Oh, yeah, and that’s and that’s. Where it’s going to start getting expensive? Because the consultants are not free. Software was always free. The consultants were never free. Ok? And now when you download software and you now have to configure it to your systems and what haven’t worked with what you’re doing that’s now it’s going to start getting expensive? Uh, well, you see the company’s donating that consulting service as well? That oh, no. Oh, no. I’m not going that far. Okay, beneath that one let’s, see if i could read this one appropriately. Alright. I’ll just read it. Vegas draws youths looking for meaningful relationships. Meaningful relationships in vegas. He’s, not he’s, not by the hour relationships. Well, no. You know, i forgot to tell you to take that gross thing off. It just reflects that’s all it’s. Not gross, though. The name tags are beautiful, but they reflected our lights. What about vegas? Youthful relationship? Well, they’re hoping what happens in vegas doesn’t stay in vegas. Okay? The whole point is to bring kids into you a friendly setting, a familiar setting, someplace that’s a little bit exciting, and maybe they’ll bring some of the what they learned back into their communities. In this case, we’re talking about jewish community organizations where there have been seeing some waning in youth development and it’s going back to the communities and building the jewish community centers and whatnot, and what they’re trying to do is bring folks into an exciting place like vegas, hoping to build those friendships, helping to build those connections so that they can bring it back to their communities and helped to build the next generation of jewish communities. Okay, and you are you familiar at all? And if you’re not fine hyre with the trend generally around youth engagement, is it declining generally? York i know this was just about the jewish community organizations well, there’s been a whole man push for national service and then not and not just community in your community, but nationally and internationally. I think it’s next week either the next week or in the next two weeks, the national service conference is going to be out in chicago, make tens. Of thousands of people going to talk about how they could serve their communities better it’s a terrific conference put on by the points of light institute, the corporation for national community service, and they bring volunteers and volunteermatch ledgers in from all over the world actually to talk about how they could make those connections in their community. And it’s really starting to build national service is no longer a buzz where, but had we had we’ve been seeing youth engagement declining? Well, no, i mean it’s starting to build now, because building now it’s building now in the last five or six years, okay, you really start because kids had to do it for their college transcripts, but now you’re seeing more and more count kids getting engaged, you’re seeing the occupy wall street kids, you’re seeing a lot of youth engagement across the country and national service is really becoming important aspect of what kids do these days, okay, i’m going to switch to another publication that you’re acquainted with exempt magazine, i’ve seen it, and by the way, the non-profit times issue i was referring to was june first of this year. The exam. Magazine rights. Bright lights and big stars challenge. Charities are reaching out to celebrities. More you’re seeing more of this now, we’ll not. Only we’re seeing more of it, but so much of, unfortunately, big charity is being tied to celebrity, and that could have its good points and its bad consequences. If especially when charlie sheen goes to jelly down here, that could be a problem, and in years gone by, if you’re a celebrity went to jail, it was problem, maybe the’s days. It’s actually, my actually being enhancement to some of some of what they do. But the challenge there. There are a lot of challenges with working with celebrity, obviously the obvious ones of the arrests and then with the public relations nightmares, right? But also just getting them, too. To go to these events gets expensive. Oh, john doe is going to show up for free, but he’s got an entourage has gotta pay. You gotta pay for it. You got a paper? The first class flight. You’re gonna pay for the first class hotel and it can get very expensive. There were some celebrities who are salt of the earth human beings like george clooney. He will do anything you want if he signs on he’s there and he’s there for free. And that doesn’t mean a first class room. He’ll buy his own by his own flight and one of those terrific human beings. But there are others who are will demand have a very high list of demands? Okay, but what are some of the upsides of of the of the celebrity. What do they bring? Bringing it back, teo mobile giving and back teo special events. You can pack a room with lady gaga and the robin hood foundation here in new york city did that just the other day. Hey, i think they think the number was eighty seven million dollars that they raised in that holy count in one night. So they had. They had lady gaga at there, right at their gala, and they raised eighty seven billion dollars. Yeah, there’s, about eighty million. All right, round it. Well, this is the amazing thing about it was they had lady gaga and martha stewart in the same room and nobody got hurt. They play nice together, at least in public. In public. I see a column. This is a regular feature. Human resource is donordigital what what what are we seeing around dahna diversity in human resources? Did i scare you? Do you want to read it up first? No, no, no, no. What? I positive we look like, oh, yeah, you’ll realize that i’m working on seven of the ministers at one time not to have the print, but we’ve got five letters, so sometimes that their mental roll index that takes a while to go back and remember what we did was that that actually came out back in february. Oh, i’m already working on some temporary you worked out all right. Can you say anything about dahna differences? Non-profits are working very, very hard to move the donor base abroad in the dahna base for years and years of the backbone of the e-giving was done by white females in their seventies who would get a piece of mail and said give to the red cross or give to the salvation army. Or give to whomever. And they would dutifully write a check. Well, it’s, time for charities to start grinding that that base. And we’re seeing in communities of color, ethnic communities, more and more non-profits going into those communities and trying to reach in and trying to broaden their appeal to those communities. Because every poll that you’ve ever seen, when you ask somebody where they gave the answer is because you asked nobody’s asking in those communities for years and years, names nobody asking those korean. So now, charities are finding ways to ask within those communities. And they’re building out the diversity of their of their donor base, okay. You’re listening to the talking alternative network. Have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. If you would like to explore the help of a private astrological reading, please contact me at monte at monty taylor dot. Com let’s, monte, m o nt y monty taylor. Dot com. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. How’s your game. I want to improve your performance, focus and motivation than you need. Aspire, athletic consulting, stop second guessing yourself. Move your game to the next level, bring back the fun of the sport, help your child build confidence and self esteem through sports. Contact dale it aspire, athletic consulting for a free fifteen minute power session to get unstuck. Today, your greatest athletic performance is just a phone call away at eight a one six zero four zero two nine four or visit aspire consulting. Dot vp web motivational coaching for athletic excellence aspire to greatness. Talking. And the exempt magazine issue i was referring to is june, july of jews live two thousand eleven says that was last year’s. Yeah, last year o was on your table. Today we get we have a lot of things over there. It’s a good thing we didn’t dig too deep. We would have found two thousand six and then i really will. John spot. You would’ve found jimmy hoffa too. Alright, way went back a year what’s uh, what’s in the pipeline. What’s coming up. We’re doing a terrific speak peace on the next cover of exempt on the border wars and the mexican drug wars. And what the impact that they’re having on charities along the texas and arizona border? What he’s, seeing there danger. There are a lot of people are coming across the border for medical help, medical care. So if human services organizations that just strapped along the border because people are coming across seeking help and just trying to get out of the out of the massacres that are going on just one hundred yards over the border, and then the legal issues of serving that population and treating that population well, the legal issues are not so much the treating of them if they show up at your doorstep, if they show up at the hospital, they will be treated, the question becomes then it becomes dicey about the immigration status and it is immigration get called and that’s a whole other bag of worms that they’re they’re dealing with right now, but right now they’re dealing with the money issues because they’re coming. People coming across the border need to be treated, they need to be fed, they need to be housed because there’s a war going on in their community and you can hear the gunshots at night. Dahna okay, what else? What else? Coming up, coming up, we have the power and influence top fifty coming up we fifteenth annual npt pound influence top fifty that’s the argast one issue okay, every way announced really fifty most influential people in the sector r i’m not on the list of incredibly and i know times are not yet there’s still, time doesn’t come out till august. Yes, but i’m the editor of publication. I don’t get on the list. Okay? So we’ve got we both got screwed and there’s way have a gala for the nominees in september and he’s gonna be an interesting list again this year are these are people working in charities or they philanthropists giving to charities or both or neither? They have to be executives working in the charity at the time that, well, the issue comes out, so they have to be working in the charity august one one that when the list comes out ok, and they’re nominated by their organizations know we have a kitchen cabinet. How does this work explain? We have we’ve been doing it for fifteen years, so about janu first week in january, second week in january, let it goes out to all the former winners, okay, who did we miss? Who do you think we should be putting on this list? Okay, if you’ve been on this before, you’re automatically re nominated, that doesn’t mean you’re going to get on the list, so we look at those lists we talked way have the contributing editors to the non-profit times who way? Talk to them about who they think we should be talking to. Then we get pool of about three to four hundred names on it over the time over a couple of months, we whittled it down to fifty one fifty two, okay? And then it gets to fifty and then we published on what criteria do you use? What you looking for? We’re looking for people who are moving the industry in a specific area and putting together programs that can be used as a bridge nationally, programs that can be implemented in other organisations people who have enough girth in the industry that they can get something done and move it and they can only they don’t have to have been in the second one hundred years if they come up with a new idea in the past couple of years, and they vaulted to the top of the list that we’ve had those people. For example, scott harrison, charity water was on the list, and they’ve only been around for a couple of years, right? Right? Okay, eighteen years as chief. What concerns you aboutthe charity community regulation arika e-giving getting more burdensome. Not only is it getting more burdensome, but it’s getting to the point where there is a blurring between charitable sector, federal government and local governments are trying to regulate the sector as well. I mean, everybody knows that there’s been a recession. There’s been financial crunch. All this property is tax exempt and so there are payments and little taxes going on throughout the country. But if you look at the way that congress and some state legislature’s looking at the terrible sector, it’s clear that they don’t understand it, and nobody is out there making it clear to them that know this is what the non-profit sector does, we don’t do that four this is the non profit sector there. There are some lines and walls between what we do and what the government does, what state government does, and i’m getting more and more concerned as days go by that the charitable sector is going to get even more regulated, be forced to do even more things that they’re not supposed to be doing well, if you look at california, they now be corporation. Well, this is from for-profit cos for-profit cos that want a special designation because they wanted to get within their communities? Yes. Oh, yeah. So if you want to do good, do good. I mean, look at newman’s own a terrific company they wanted. To give back to the community started a foundation. Profit from the company goes to the foundation when he gets put out. Is nothing wrong the way that’s not. Why do you need a special special designation? Newman’s own doesn’t want designation. Neo-sage killing him is an example of a sterling example. If you want to do good, make your money, give them foundation gave it to the community. Why do you need a special for-profit wolber intensity will be cooperation. You want that? Because that’s just the first step. Then the next step five years from now is going to be so. Maybe we should get some tax exemption on the property they have. Or maybe we should get some relief on the payroll taxes that were paying the people who work in our company because we do good to the extent that we’re doing good a proportional breaking taxes that are very interesting so that that’s that’s the real danger that i said, ok, we’re gonna watch that. Thank you. Well, clolery is vice president and editorial director of and petey publishing group, which includes as we talked about non-profit times and accept magazine eighteen years in the post paul’s a real pleasure. Thanks, darling. Thanks for being against this is tony martignetti non-profit radio coverage of fund-raising day two thousand twelve, hosted by f greater new york city chapter and my thanks to the organizers of that convinced conference fund-raising day twenty twelve in new york city and also, of course, to gail gifford. Next week’s show number ninety nine, ninety nine automated accounting aaron schmidt is chief product officer at billhighway, and he thinks a lot about accounting so you don’t have to. He has ways to increase visibility, improve reporting, standardize accounting if you have more than one office automate and integrate with your bank. Also, online engagement toe action from fund-raising day twenty twelve again j frost, ceo of fund-raising info dot com talks with me about moving people from engagement online to giving online how to convert your social media friends into donors. Last minute shout out to rest in virginia thanks for joining us reston keep up with what’s coming up to sign up for our weekly email alerts on the facebook page, join are linked in group and comment on this show and put your questions there for ah the one. Hundredth show on amy sample ward on itunes were at non-profit radio dot net on twitter. You can follow me and use the show’s hashtag non-profit radio i’m on foursquare connect with me there, which reminds me, i actually have lost a few mayor ships in the past couple of weeks very distant, very distant chanting, very disheartening to lose those mayorships one was at a supermarket, i lost that ah right ade i lost the mayorship iterated i can’t show my face in there again let’s connect, however however you want teo, i’m all over and the show is all over social networks my thanks to lynette lynette singleton she’s on twitter she’s at s c g for the number four non-profits thanks for retweeting on that. Our creative producer is claire meyerhoff. Sam liebowitz is the line producer of the show’s social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I hope you’ll be with me next friday. Show number ninety nine every friday one to two p m eastern at talking alternative broadcasting, which you’ll find at talking alternative dot com. I didn’t think that shooting. Good ending. You’re listening to the talking alternative network. Get in. Nothing. Cubine hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens and how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks band radio. Are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. Dahna you’re listening to talking alternative network at www dot talking alternative dot com now broadcasting twenty four hours a day. Kapin oppcoll this is tony martignetti aptly named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays, one to two eastern on talking alternative broadcasting are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication, and the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office the better leadership customer service sales or maybe better writing are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. 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Nonprofit Radio for June 15, 2012: Motivate Your Board For Major Giving & Revisiting Your 2012 Prospect Plan

Big Nonprofit Ideas for the Other 95%

Listen live or archive:

Tony’s Guests:

Jennifer Herring
Jennifer Herring: Motivate Your Board For Major Giving

From last week’s Fund Raising Day conference, Jennifer Herring has advice on motivating, working with and supporting your board to help them step-up to fundraising duties. She is president and CEO of The Martime Aquarium at Norwalk, in Connecticut.

 

Maria Semple
Maria Semple: Revisiting Your 2012 Prospect Plan

Maria Semple, our prospect research contributor and The Prospect Finder, does a mid-year check-in of her New Year’s ideas on your 2012 prospect plan from our January 6th show. Have you hosted cultivation events and used them as prospect research tools? Do you have your free Google alerts set up?

 


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I interview the best in the business on every topic from board relations, fundraising, social media and compliance, to technology, accounting, volunteer management, finance, marketing and beyond. Always with you in mind.

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Here is the link to the audio podcast: 096: Motivate Your Board For Major Giving & Revisiting Your 2012 Prospect Plan.
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Zoho hello and welcome to tony martignetti non-profit radio for friday, june fifteenth twenty twelve we’re talking about big ideas, big non-profit ideas for the other ninety five percent of your aptly named host it’s good to be back in the studio have been away for a couple of weeks. Last week i was at fund-raising day got about ten interviews for the show, one of which we’re goingto listen to very shortly today, but great fun meeting everybody on the exhibit floor got some sponsorship enquiries good to see everybody there about fifteen hundred people at the conference and good busy booth we had on the exhibit floor this week it is motivate your board for major e-giving and revisiting your twenty twelve prospect plan from last week’s fund-raising day conference. Jennifer herring has advice on motivating, working with and supporting your board to help them step up to their fund-raising duties she’s president and ceo of the maritime aquarium at norwalk in connecticut and also revisiting your twenty twelve prospect plan. Maria simple, our prospect research contributor and the prospect finder those a midyear checkin of her new year’s ideas on your twenty twelve prospect plan that was back. On our january sixth show have you hosted those cultivation events that she recommended and used them as prospect research tools? Do you have your free google lorts set up? We’ll recap a few of those ideas from january and between the guests. Antony’s take two nearly one thousand new york city charities lose their tax exemption. I’ll explain what happened to their exempt status and that’s not limited to new york. You can use the hashtag non-profit radio to join the conversation on twitter. Andi i very much hope that you were with me last week when it was got women donors from last year’s fund-raising conference and also maria semple was on last week sharing strategies for using linked in. Right now we take a break, and when we return, i’ll have the first of my interviews from fund-raising day this year. Stay with me. They couldn’t do anything, including getting ding, ding, ding ding. You’re listening to the talking alternative network, waiting to get you thinking. E-giving cubine money, time, happiness, success, where’s, your breakthrough join me, nora simpson, as i bring you real world tools for combining financial smarts with spiritual purpose. As a consultant to ceos, i’ve helped produce clear, measurable financial results while expanding integrity, passion and joy share my journey as we apply the science of achievement and the art of fulfillment to create breakthroughs for people across the world. The people of creation nation listened to norah simpson’s creation nation fridays at twelve noon eastern on talking alternative dot com oppcoll are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. Dahna you’re listening to the talking alternative network. Welcome back, it’s time to motivate your board for major giving. This is the first of my interviews from the fund-raising day conference hosted by association friendraising professionals new york city chapter just last friday. So this is the first of the ten that i got years. Motivate your board for major e-giving with jennifer herring, welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand twelve, we’re in the heart of new york city in times square at the marriott marquis. My guest right now is jennifer herring. Jennifer is president and ceo of the maritime aquarium at norwalk, and her topic is major gifts two point oh, straight talk for your board, jennifer. Welcome to the show. Thank you very much, tony. I’m glad to have you on dh. Thank you for taking time in a busy conference day. A pleasure. Why don’t you acquaint listeners with the work of the maritime? Aquarius. Ah, the maritime aquarium is a regional aquarium located in fairfield county, connecticut, that serves primarily connecticut in westchester. But the whole tri state region it’s focused on long island sound. In fact, it’s, the only aquarium focused on long island sound our mission is to inspire people of all ages to appreciate long island sound and protect it for future generations. We have a wonderful collection of long island sound animals and a lot of ability to touch and directly experience animals. It’s a very intimate aquarium. Okay, we also have a very large education program that reaches out primarily to underserved students around the tri state area. And how long have you been there? I’ve been there for going on eight years now as the ceo. Okay, let’s, get into your seminar topic. Major gifts two point oh, straight talk for your board. You’re encouraging gift officers to be change agents around board fund-raising way. We’ll have plenty of time for detail, but generally what’s what’s the problem that you see, i think that the challenge with boards is to keep them engaged. Getting them on the board is on ly step one all fund-raising especially major gifts. Fund-raising is about personal relationships. And just like any friendship, personal relationship needs to be cultivated and maintained on a continuous basis so you can get getting people on the board is the first challenge and talk a little bit. We want we want talk? A little about recruitment will get sacked, right? But once they’re on the board keeping them engaged, challenging them with meaningful ways to be connected with your organization, it’s an ongoing challenge and the strategy behind that is something that the development officers can and should play a significant role in. Okay, let’s, let’s talk a little about the recruitment of board members. How do we make plane? What the fund-raising expectations are at the recruitment stage? I’ve done that for many, many years, no there’s always a conversation, you know, once you’ve i met, the person cultivated the person enough so that your at a position to have a conversation about whether they want to join your board. And of course, that person has to be somebody who’s passionate about your mission and somebody who is going to bring something either some expertise or capacity or preferably or a network of contacts are preferably all three two the nexus of issues that the organization feeling you have ensured that the person you’re recruiting is bringing something, what one one to a little three of those? Absolutely because, of course, the ideal boardmember brings wealth, wisdom and work. And we want to engage all three. So you’re having the conversation and it’s almost always conversation, at least in my current job between me, sometimes with another trustee and the perspective person and i just lay the expectations out on the table. Now we have kind of a sliding scale of expectations, depending on the capacity of the person the board has voted. This is a small organization, it’s, about a ten and a half million dollar budget and how many trustees are there there at the moment? Thirty one that’s large could be that’s a lot that’s. A lot of trustees, partly because in a cultural institution, being on the board or on a committee of the board is the only way you have a connection there. No grateful patients. There are no alumni. You have to create a connection and keep it going. Okay, and the board is a very important way to do that. So getting back to the recruitment conversation, i always put a specific number on the table. Um, and it can be as little as the minimum annual gift that the board has voted. Should be the minimum, which is twenty, five hundred. Dollars uh huh. Often i will say site a larger annual gift if i know the person has more capacity plus either giving ah, e-giving or selling a table to the gala. And then we’ve been in a campaign mullet for the last five years. I usually say, you know, once you’ve gotten involved in and been a member and really gotten connected, we will be coming to talk to you about a major giff ok? And the first number that’s an annual number that’s an annual number. Okay, so you’re very clear about the expectations, do you? Do you do this in writing and let the person take it home to take it to the office and considerate or this is really all verbal well, what we give them in writing, we don’t give them the expectation and writing, okay, we give them the role of the board. You know what? What our expectations of them are in terms of their responsibilities and what they can expect of us in terms of response. Civilities, we give them a lot of background material about the organization would let them see who they’re colleagues on the board would baby give them. Aboard list, but we don’t have, you know, a pledge form that they have to sign beforehand. We figured that the verbal conversation is enough, and then we solicit them ah, at the at year end or calendar, you’re a fiscal year, and we have a june thirtieth fiscal year for what we’ve talked about. All right, now you have a new boardmember they’ve they’ve accepted based on the expectations, what is ah, board training look like for brand new board members around? Fund-raising well, we don’t have a really formal training for us it’s on the job, maybe they go on other calls, outgoing calls with others or what we mostly do. We have a pretty elaborate committee structure, one of which is this is a campaign committee, but a marketing committee of finance committee, education committee and exhibits committee, so we use those committees to get them connected with the meat and the program of the organization we use the gala committee very actively to engage people in soliciting tables for the gala. That’s in some ways, the easiest kind of fund-raising to do because it’s very transactional, then there’s a a certain small kadre of leadership volunteers. Who have made major gif ts and who are in powerful positions in the board that i work with personally to develop specific ask strategies that they participate in to go on called fund-raising calls with terrorism that’s sort of on the job it’s on me. Okay, so it’s on the job training because i’ve i’ve found i’ve worked it now for non-profits and i in none of them has there ever been, you know, you get the whole board together and you have a little fund-raising training thing. We tried to do that, actually on a retreat in two thousand eight, the week that the stock market was falling apart when we were about to launch our campaign and had a little role playing about how you ask, but that contrived, right? So everybody knew everybody knew was staged its quite trust, and i found that it’s much better to work directly with the person who’s agreed to go on a call with you, and what i do is write a script for that person, and i do it for myself too about you know what the objective is, how much we’re going to ask for what the background. Is the, you know, the background, research, the relationship with the person to the organization, and then what each of us is going to say, e-giving lending, e-giving e-giving, ding, ding, ding, ding! You’re listening to the talking alternate network, get him. Cubine money, time, happiness, success, where’s your breakthrough join me, nora simpson, as i bring you real world tools for combining financial smarts with spiritual purpose. As a consultant to ceos, i’ve helped produce clear, measurable financial results while expanding integrity, passion and joy share my journey as we apply the science of achievement and the art of fulfillment to create breakthroughs for people across the world. The people of creation nation listened to norah simpson’s creation nation fridays at twelve noon eastern on talking alternative dot com. Are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. Oppcoll you’re listening to the talking alternative network. Treyz i’m ken berger of charity navigator. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Yeah, so you actually rehearse since you have a school to do, you practise the meeting in advance? Well, i practice myself. I mean, i sit in my office and speak the script, and i often will have a telephone call with the person who’s going with nato to go over it, and they used these scripts. They work really well to shape the the conversation and, you know, it’s sort of various whose mouth, the actual ask is going to come out of it most often comes out of my mouth even if we’re going with a peer, but it doesn’t matter, really, because the presence of the pier there makes all the difference. And why don’t you say a word about that? For people who may not recognise what what’s the value of having is someone someone alongside with you, who’s a a peer of the of the person you’re soliciting. So having somebody who’s involved who’s already made a major her gift who’s giving their time and and treasure to the organization validates the organization for the person that you’re asking the money for and sets a bar down four for what they’re doing, especially if it’s a trustee because the trustees are supposed to be the ones who care the most were the most invested and therefore need to be the biggest investors in the organization. That somebody on the outside of the organization is always looking. Two how much trustees were doing and how much in particular that trustee who’s asking has done to help scale their level of gift thinking. So so here’s an example. Actually, this isn’t a trustee is somebody whose son is a trustee. And who i’ve tried to get a trust to be a trustee for years has taken on the project of raising money for a new research vessel, which is a two and a half million dollar project. He’s in the shipping industry. He’s. Very passionate about it. He cochairs the committee he brought in the person who’s. Um, project managing the project. Who’s built many boats. He helped move us to the decision away from retrofitting an old boat to building a new boat from scratch. He agreed to raise the money. He gave a half million dollars lead gift. And i took him to see ah, prospect that’s been in our family at about the ten. Thousand dollar level for a number of years. Who we honored it, our gala, who we’ve cultivated pretty thoroughly and whose connection to the aquarium was around our existing research vessel. So we went and sat with him right before christmas in their kitchen. Sam uh, the gentleman who’s leading this project talked about it very passionately talked about what he’s done, and that is instance, the actual ask came out of my mouth. We left them with materials. But then the leader that the head of this effort played golf with the prospect in florida continue to cultivate him on his own separately from anything that the institution was doing. And this gentleman stepped up with a half million dollar gift, matching the lead gift for matching the lead gift. So it was a long cultivation effort, probably going on for five years before we got to the critical moment where we found the right project that connected to this person’s passion. And i’m sure that the fact that he was being solicited by somebody else who had made a gift at that level was one of the things that determined no, his i mean, this is somebody with a lot of capacity. Who’s named things all over town. This also speaks to the value of the long term relationships that you mentioned now that may not have been a long term relationship, but it was the beginning of it was the beginning of a relationship between those between those two between those two. Absolutely and and there is the long term relationship with the institution. Find this gentleman the person who made the five hundred thousand dollar gift had been involved with the institution for at least five years. But between these two people, right, a developing relationship, correct? See each other’s piers on dh makes it tougher for the person solicited to refuse. The other thing usually is that when you’re going to have a solicitation call, the person that you’re soliciting knows why you’re coming to see that it’s not a surprise way don’t want toby blindsiding people you want them to know, right? I mean, you basically set up the meeting in a way that says, i want to come and talk to about this project for this campaign or so that they know what it is and if they don’t want to be solicited. They won’t take the meeting mostly right? Let’s talk about the role of the professional fundraiser in supporting lord fund-raising what do you see as the the role? Well acquaint people with the structure at the aquarium? Do you have? Ah, vice president, director development? Yes, there are some gift officers or we have it, but we have a very small development, as we have in highly experienced director development who’s been doing university development, heading university development departments for thirty years. We have a person who does foundations and ah latto the patron program and various other many aspects of fund-raising is sort of the director of the annual fund, but he’s also doing major gift so it’s not very good at everything that it is typical of a small shop. We have a person who does the gallas and corporate fund-raising we have a person who does membership and the acknowledgment of gif ts and some fulfillment of patron level gift, which is a thousand dollars for us, we don’t have very many patrons and and that person has an assistant so it’s basically five, five people in there, other things that are being done out of this. Opponent who eyes the liaison to the board for fund-raising assume it’s, the it’s, the director of development and to some degree that the person who manages the gala because the board is so involved in the gala so and and also the personal i would say that there are three of our gift officers that that have relationships, not with every boardmember but with some board members, and then since you’re giving your your topic is major gift, right, what’s, the what’s, the support that the director development probably is the one providing to the to the board around around major, gifted director, director of development it’s mostly providing support to me around major gift activities and that’s possibly because i have such a strong fund-raising background was the ceo. I mean, that’s what i’ve been my career has been for thirty years, so we talk about strategy. He identifies prospects, does the research. He does a lot of personal cultivation with these people, too. So he makes friends with them. He talks about his travels there, travels. He fixed us up with theater tickets. He does things that just brings them closer to the organization. He’s very active. In working with the board on small, intimate cultivation dinners, that’s something you ask board members to do? We asked members events and not in the way host them right in front of our biggest exhibit, which is a shark tank. So you’re you’re having dinner with the sharks swimming around in this elegant table. There’s, you know, a maximum of twenty of you there’s, some interesting intellectual guest, either professor from yale or the principle of our partner school that’s closing the achievement gap or somebody like that, you’re there with a bunch of peers that the board members bring to the table and that’s part of the cultivation effort that’s proven very successful and really important in moving people into major gift relationships with us. What do we do with or four board members who have a reluctance to do fund-raising now, even at the so even going back to the er, teo bringing them on, bring them on the board, the recruitment if they express our reluctance, they have skills that you need and they’re willing to do their own giving maybe a maybe a much higher level than the twenty five dollar minimum, but they have a reluctance to do to be asking people for money, what can they be doing around fund-raising we just don’t bother with them because we don’t have time, frankly, so you wouldn’t accept that kind of a boardmember no, no, we just leave them alone to what they’re doing, okay? And don’t try to make them do something they can’t d’oh. But even if they can’t ask there not comfortable asking, they could, for instance, host the hosting events so that’s were constantly, uh, trying to get people to bring their friends to our events to our friends of his are exhibit openings introduced people to us, and every year when we have aboard retreat, they all the people there pledged that they will do that and every year on ly a few of them do it word definitely working very hard to get boardmember sze to agree to host or co host thies, small dinners are shark tank dinners and bring with its great they’re called struck thank dinner. Yes. Oh, isn’t that great? I just read something online that if there was one drop of blood in one million drops of blood or something like that, sort of sense that consensus was that on npr’s website or something it could be but that’s something that that one of our education programs that demonstrates two kids very interesting how they do it with a little drop of tomato juice, being deluded and deluded and deluded, and and they figure out when they can taste it and okay, yeah, so your shark tank dinners so we’re constantly trying to get boardmember is to bring their peers to shark tank dinners, which is very difficult to do, and only a few of them are really able tto leverage those kinds of relationships. It’s, you know, we have in some ways a naive for this is not new york city, and this is not new york city fund-raising with the kind of power boards that i’ve worked with at the new york public library and the wildlife conservation society it’s a very different kind of bored, maybe many of these people are being our board members for the first time, some of them are, you know, business people may be in the upper middle management of the bank, and there they don’t have that kind of reach into rich people community that um, that is common in new york. On the other hand, fairfield county has a huge amount of hedge fund wealth and a huge amount of maritime wealth, although in this economy, that’s less than it, wass. And we’re getting more and more of those kinds of people on our board who do have a network and are able to to bring us at least to get this us in a room with them. Okay, then the challenge becomes how two convince the sector. That is more and more about venture philanthropy that has measurable impact. That there’s something for them at the maritime aquarium? Yeah, on dh. Well, we want to stick to the board fund-raising topic, but i know that impact and outcome assessment is very here for lots of charities. And yes, it is a struggle for cultural institutions to do that. Although it sounds like maybe around your education in this job we do. We are able to do that around our education on shifts and initiatives in some very interesting ways about closing the achievement gap, and one of our trustees made a very strategic a gift to us that allowed us to do a case study about a partner school that we’re working with and what impact our partnership has had in their achievement there. Rising achievement of school that’s almost all inner city kids. Jennifer way have just about a minute left. And i want to talk a little about the case for support on dh analyzing that case for support again in just a minute. So what’s your advice around scrutinising that you need a strong case for support. You need your board to be able to deliver it in an elevator speech s so that they can be great ambassadors for you. The case for support is what’s going to make people give? They have to understand that you have to teach them through your case for support that you are an institution that can help them change the world, that they can change the world through your institution, and get the joy and satisfaction of doing that through their philanthropy. The the elevator speech for board members, do you help them write it? First? Talk about what we have definitely done that, and we’ve done it in various ways. The elevator speech should have a certain set of statistics, and i’ve actually gone so far as to take a business card and write him out that they can keep in their pocket this citizen. But the elevator speech also has to connect to the passions of the boardmember so that they can talk about the institution in a way that that communicates the passion that they bring to it. So every boardmember doesn’t have the same elevators, no every boardmember doesn’t and shouldn’t have the same elevator speech. Excellent advice. Ok, it goes to what? What? What moves them the most. What moves down, right? We have to leave it there, but thank you so much, tony. My pleasure. Jennifer herring is president and ceo of the maritime aquarium at norwalk in norwalk, connecticut. Pleasure. Thank you very much for joining me, jennifer. My pleasure. Thank you, toni. This is tony martignetti non-profit radio coverage of fund-raising day two thousand twelve marriott marquis, hosted by association of fund-raising professionals, new york city chapter. My thanks again to the folks at fund-raising day and jennifer herring. Right now, we take a break, and when we returned, tony’s take two, and then it’ll be maria semple revisiting your two thousand twelve prospect plan. So hang around. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back, it’s. Time for tony’s, take two on tony martignetti non-profit radio my block this week is nearly one thousand new york city charities lose tax exemption the new york city department of finance ah revoked the property tax exemption from nine hundred twenty five city based charities because they failed to demonstrate a legitimate charitable purpose. They lost their property exemption for what? For property that they owned. And, as i say in the blogged, something similar to that was reported in the new york times last year and and the block post has a link to that coverage, i think the lessons for charities are you need to stay true to the charitable mission that got you. The irs is designation of tax exempt however, many years ago that was and in the case of one of the charity’s sighted, but you’ll see in the blogged from new york city, that was nineteen, thirty four and but now, obviously, new york city is challenging that. So you need to stay true to that charitable mission that got you that original tax exempt designation and i think, also need to stay in compliance with state and local regulations. And laws because i could see compliance being linked to keeping your tax advantage at the state and local level. And that’s all we’re talking about. We’re not talking about federal tax exemption. These were ah, this is all state and local tax advantages also want to remind you well, that’s on the block and my blog’s is that tony martignetti dot com and that’s, this week’s post. I also want you to remember that we have a linked in group and on the linked in group. You can tell me what you ah, i have as ideas for future shows. Or give me feedback on previous guests. When if you’d like to say, please check us out on linkedin. And that is tony’s. Take two for friday, june fifteenth the twenty fourth show of the year. The year is almost half over. How is that possible, maria? Simple. I know your air right in here. Hello, maria. Simple. How are you? I’m doing well. Maria is the prospect finder she’s, an experienced trainer and speaker on prospect research. Her website is the prospect finder dot com. Her book is panning for gold. Find your best donor prospects now and most importantly, she’s, our regular prospect research contributor, and this month we’re revisiting the twenty twelve prospect plan maria from the january sixth show. You had some ideas back then, i did absolutely so i came up with kind of a list of things that people could do, and i thought i’d be a good idea to revisit it now that we are hard to believe midpoint in the year of twenty twelve already, i know, um, so not to revisit the entire show, but some of the tips that we had, we brought to the table at that point we were talking about, you know, prospecting from within your database in-kind of mining that database and tips for how you can keep up with some of your top prospects. But we also talked about proactively identifying people outside the database and bringing them into your organization to learn more about your missions and by hosting by hosting some cultivation events, right? Right. So we did, you know, talk about cultivation events. My suggestion had been to in the first three months of the year, really trying to identify people from within the database and proactively identified people outside your database that you might invite some cultivation events and then try and hold those events in second quarter. So let let’s assume that people may have taken our advice hosted one or two cultivation events, but if not, we have some lessons or we have some ideas to get started. The year’s not over and it’s only half. So you can still, you know, implement all of these and just think about shifting the tips into the second half of the year. That’s even we have even more than half. This is only the twenty fourth. So twenty four, twenty four, fifty seconds have passed. So what is that? Twelve. Twenty six and then it goes down even further. Teo six, six, eighth goes from all right. Well, you have more than half the year left. Yeah, just a little over half the year. So all is not lost. But anyway, let’s, let’s talk about some of those. Those tips that we talked about, we mentioned identifying maybe the within your database. Who were those top ten to twenty gifts that you’d received in the past year. And also your top ten prospects in terms of lifetime giving to your organization and, you know, inviting those people to attend a cultivation event. Now, you know, sometimes people refer to these parlor event. You know, whatever terminology want to use, the event can be held at your facility. If you have a facility you want to showcase or outside in somebody’s home. So in particular, if you have somebody you’re affiliated with with your board or another volunteer who’s willing to open up their home, particularly if they have a lovely home. And really, the setting would work very nicely for us. A small, intimate gathering. The key to remember here, there’s no. Ask at that. You know, that could also be on site. You might have. You might have a very interesting place for people to gather on site i in the interview that everybody heard earlier in the show. Jennifer herring is president of the maritime aquarium at norwalk in connecticut. And they like to host things in front of the shark tank. Right? So it could be a small gathering. If you have a small shark or maybe have a gecko or, you know a hamster, you could host a small group in front of a little aquarium. With, you know, eight or twelve people watching the hamster go around in a wheel, i mean, that could be compelling. Yeah, certainly if you have a facility that lend itself well to that type of gathering that’s great. I attended something recently at the liberty science center here in jersey city in new jersey, and it was a fabulous event, and so, you know, just get creative and think about what would draw people in. Is it the space? Is that this person’s home on dh? The key is to really be able teo stick to the time frame that you tell people it will be, particularly if you’re going to do it around some sort of a breakfast event, people need to get on with their day, be a little bit more lax if it’s an end of the day event, but from a prospecting or prospect research point of view you want to think about while you’re attending that event, listening for, you know, some of the general interests now, you know, i’m assuming that a lot of the people that are listening to this show may be from a smaller to midsize non-profit so the person taking on the role of prospect researcher is either the executive director is the development director, maybe a communications director. Whoever that person is that also does some prospect research at the organization should be in attendance at this event with the so purpose, really, to do a little bit of intelligence gathering. Yeah, you want to be you want to be making sure that people are that staff, if you do have multiple staff, you don’t want them huddled together over in the sort of the room, even if it’s just two or three of you, you know, huddled in a corner, chatting or all seated at the same table if there are multiple tables, that’s, a that’s, a big mistake, you’re not you’re not going to be out talking to people as much as you could be, right? So this is an opportunity for you to showcase your non-profit but also to elicit a lot of wonderful information that, quite frankly, a lot of instances you may just not be able to find this information online. So so what type of information might that be that you’d want to elicit as wearing your prospect? Just general interest just engaged the person in conversation on and be a good listener that is just so very keys just to really put your listening ears on. And we’ve talked about we have talked about that in the past. Thie radical listening, which came from a previous guest. Melanie schnoll begun. And then you picked up on radical listening and recommended it as prospect research vehicle. Right? Total cultivation event is a great place for you to become a radical listener. So gent general interests that they have any family information that you khun gather sometimes there might be information about children, ages of children just to get kind of get an idea of where they are, what point in their lives that they’re at. Um, are they you know, more of a plan giving prospect for you? Are they really just starting out in their lives, their careers, and have very young children? Just you want to be genuinely interested in in their lives? S and and what? What it is about your work that appeals to them, right? And one way to find out about that is, well, obviously to directly ask them. But it’s also interesting to try and gather where else? They’re volunteering their time. You know what other charities air they particularly interested in so that you can try and figure out? Well, gee, just, you know, the programming and then services that we offer does it a line at all with what this family has in terms of their general charitable interest. So in the case of the maritime museum, they might be thinking about, you know, china, find out what you nowhere else these people are are spending their time. Are they interested in other maybe water conservation efforts, other charities that really address water quality in the long island sound? You know, things of that nature, and so for sure, you’ll know that you’re on the right track and engaging this person in additional conversation. So, you know, that might be a great way to find out where they and their spouse volunteered their time also vacationing. You know, this is a great opportunity for you to say so, you know, do you have any exciting vacation plans for this summer? Uh, so, you know, be listening for responses like, yeah, we’ll be spending, you know, the entire month of august in our home. In the hamptons, you know, they say that nature good to know just just generally find out what type if they say no, we’re doing this stay cation thing this year, you know, pick up on that cue, um, and then really, really important the circles back to something we talked about in the january show is to be able to really create some sort of contact reports on capturing critical information that you’ve been able to glean from the, uh, from the cultivation events. Right now, we have a great dahna database right now, back in january, we talked about we encouraged i think it was the eleven percent that didn’t have a computer database to look at the clouds packages that available, and you went into detail and on that in the january six show, so hopefully some of those people have converted teo computer databases, right? And if they’re still in there, sort of in the shopping phase, i’ll just remind them real quickly that the two websites that that might be something for them to check out that might give them some additional info on what’s available out there. Idealware dot or ge talked had a kn article about how to select a database and tech soup dot or ge is a good place to find some low cost and free tech advice. So, you know, check those out if you’re still in shopping mode. Andi, i you know, i truly believe that cloud based is the way to go it’s just going to give your staff and your board the most flexibility on dh then your point about saving that valuable information that you that you learn at a cultivation event in that computer database or if you’re not computerized yet, i guess you know, you you print up a contact report and put it in a person’s folder, right? Exactly and, you know, it’s really important, like, just just like you don’t want that staff to be all congregating together in the corner, it’s going to be very important after the event post event very quickly thereafter within a day or two to have a debriefing if it’s not a meeting, get a conference call going, you know, there’s free conference services out there there’s no reason why you can’t just say, you know, knowing in advance the date of the event, let’s say it’s a thursday evening by by friday midday, you could be having a conference call in have that scheduled way in advance that you’re going to have a debriefing call, you know what were the important point? Somebody found out from speaking with some of the people, and you may want to actually pre-tax fine people, right? So if we know in advance that mr big bucks is going to be there, why not do a little pre advanced research on him and find out a little bit of information? And so that a boardmember can be assigned to perhaps be the person to you know, just have a discussion and you can even try and figure out who the best four person would be, that you’d want to make sure cultivating that individual during the way we’re going to take a break. I want to emphasize before we do one thing that you said, which is in terms of inviting people, look a tte donors who have give been giving for the lifetime large donors over their lifetime, so individual gifts may not be so large, but they’re giving history over the life over their lifetime with your organization. Is quite large. Those air also good people to invite. We’re going take a break, and maria simple will still be with me after that break. And i hope you will, too. Talking alternative radio twenty four hours a day. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic readings. 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Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. This is tony martignetti, aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Technology fund-raising compliance. Social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays, one to two eastern on talking alternative broadcasting. Talking. Hi there and welcome back we’re revisiting your twenty twelve prospect plan with maria simple maria just teo wrap up that topic on cultivation events. Was there anything more you wanted to say about that before we get to one of the other topics from from january? I would say in terms of pre imposed cultivation event, there are a couple of websites that you might want a bookmark to be able to do some of that general research on an individual that might be attending or might have attended anay event. I outlined some of these in the going beyond google article that i have on my website, and maybe what i ll do, tony is at after the show go ahead into your lincoln page as well as your lincoln group as well as your facebook group on dh post there about what where they confine that exactly, but it’s a suspect finder, dot com and it’s on the resource is paige, so some of those things that you can do is obviously run the person’s name through google. Now the big tip with google is that you want to put quotation marks around a person’s name, so that you’re finding their name as a phrase in google if is so, certainly you could do that. You can set up a google alerts again on the top ten donors we had recommended back in january that you look at the top donors that you have in your database and set up an alert on their name that’s free google will push the information to you so you could find out if something new is happening, especially in somebody’s business career. Now, last time we talked about alerts, i think you had set one on me or we talk about something and you used me as an example. I was lousy results was a wealth indicator. Was that that wealth indicator? What? What, you know, what’s interesting about setting up. Stop using me as an example, right? Google and google alerts is if you google plus now is actually influencing, and we talked about that on one of your shows it’s influencing your search results. So if you are on google plus and you are logged into google, the results are actually going to be skewed more toward social results. So if you’re doing this purely as a prospect researcher. You may want to actually log out of google. Um, your google plus account before commencing your prospect research. Just a tip. I think you might get a little bit more of objective results, if you will. It’s not gonna be so much skewed toward just social sector social media here. And you had you had examples on of other alerts that that people could set beyond the free google lorts, which are which are outstanding. I use them a lot for for my work, right? But you had some examples of others specific newspaper alerts. A lot of the newspapers out there permit used to set up alerts on specific phrases. If you and also the news sources in your state here i track in new jersey, i track and jay is, uh, they send me daily alert just generally what’s going on in the business community. I get those alerts twice a day here in new jersey. So that’s, something you want to consider looking into. What is that publication that covers your state? It might present from interesting opportunities for you because they tend to not only highlight, you know, negative news that’s going on, but also some real positive news and then one of the fee based services that some of your listeners maybe currently scribed, too, for doing foundation research is called foundation search dot com and as paid subscriber, one of the things that you have access to is a new foundation alert service. So if you are subscribed to that service, definitely set up the alert for yourself. They’ll let you know anytime a new foundation is formed on registered with the irs in your state or whatever states you decide to set up, as you know, the alert service and you will be pushed the information through email, then you can check it out a little bit further waken set these alerts up not only for individuals but companies and foundations. That’s, right? Yeah, you can definitely do that as well. Cos and foundations, you want to set up those alert so, you know, whatever it is that you’re looking to track for certain, you want to set up the alert there? Um, lincoln is a great place to research. Somebody pretty opposed an event. Also, they have free alerts that you can set up within lincoln. So let’s say you’re always, you know, prospecting for somebody who holds specific in a certain industry. Let’s say the accounting industry or something like that. Ah, and you want to always be notified anytime somebody new joins lincoln who’s in the accounting field and also happens to be within a certain radius of your zip code, you can set those types of alerts up up to three of them, actually under a free lengthen account to take advantage of that. And have lincoln pushed the information to you, maria, is that using the advanced search? Yeah, yeah. You can do with the advanced search page just to do the search initially and then? Ah, once you set those, you see the search results, you can actually save that search and you’re allowed to save up to three searches. Particularly useful. Okay. Okay, so the cultivation events, the alerts i’ve calculated now the year is six thirteen ths of the way through. So you have you have seven thirteenth remaining to take advantage of these ideas that maria originally recommended back in january. But don’t feel bad, maria. We have just about thirty seconds left. What do you want to leave people with in? This mid year checking this revisiting of the prospect plan i think it’s really just the idea of getting proactive on dh getting their delve into your database proactively trying mine it proactively look for people who are outside of the database that you need to bring in and learn about your organization and really help them stored them along said that they will feed knew names into your organization and be willing to host their own cultivation event. Maria simple you’ll find her at the prospect finder dot com our regular contributor, maria pleasure talking to you, thank you very much. We’ll catch you next month and my thanks again, of course, to jennifer herring and the folks at a f p for ah, letting me be on the exhibit floor last week at fund-raising day in new york city next week, what happened in two thousand eleven? Well recap the years fund-raising with bob evans of giving yusa and returning rob mitchell, the ceo of atlas, of giving we’ll compare and contrast they’re two methods and what their findings are for last year’s fund-raising also scott koegler, the editor of non-profit technology news, returns with going mobile he and i will talk about mobile aps and your mobile website a few weeks ago on tony’s take two i talked about my core beliefs that charity’s need to do better and that they deserve the help that they need. Lynette singleton, from singleton consulting group, is a good friend to the show and she’s, a frequent re tweeter of the show on twitter and she’s offering to help the charity’s need she’s hosting a ninety minute webinar on marketing on thursday, june twenty first, you’ll learn what marketing really is and how it can help your non-profit had a position you’re non-profit conduct a marketing and communications audit and develop a marketing plan to achieve your goals. I have talked to lynette and she’s, a smart lady, and you’ll learn a lot from this webinar non-profit radio listeners get twenty five dollars off registration used discount code non-profit radio that’s two words it’s on thursday, june twenty first at two thirty eastern and you register at s c g the number four non-profits dot net cg four non-profits dot net to register for lynette singleton’s marketing webinar you can keep up with us on the facebook page like us. On that page, you know where to find us live. 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