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Nonprofit Radio for July 10, 2020: Digital Accessibility & Inclusive Design

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My Guests:

Laura Patch: Digital Accessibility
How to make your digital products more accessible. Think data visualization, color choices, alternative text, screen readers and more. Laura Patch from Sierra Club reveals the details. (Part of our 20NTC coverage)

 

 

 

 

 

Nic Steenhout: Inclusive Design
Nic Steenhout says forget upgrading for accessibility. Rather, he wants you to design inclusively from the beginning. Whichever path you take, the point is to eliminate barriers to communications. He’s an independent accessibility consultant. (Also part of our 20NTC coverage)

 

 

 

 

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[00:01:55.54] spk_1:
big non profit ideas for the other 95%. I’m your aptly named host. Oh, I’m glad you’re with me. I’d be stricken with lateral epic condo leitess if you strained our relationship with the idea that you missed today’s show. Digital Accessibility. How do you make your digital products more accessible? Think data visualization, color choices, alternative text screen readers and more. Laura Patch from Sierra Club reveals the details. This is part of our 20 NTC coverage. Also inclusive design. Nick Steen How says Forget about upgrading for accessibility. Rather, he wants you to design inclusively from the beginning. Whichever path you take. The point is to eliminate barriers to communications. He’s an independent accessibility consultant. This is also part of our 20 NTC coverage on Tony’s Take two Dismantling racism were sponsored by wegner-C.P.As, guiding you beyond the numbers wegner-C.P.As dot com by Cougar Mountain Software Denali Fund. Is there complete accounting solution made for non profits tony-dot-M.A.-slash-Pursuant in for a free 60 day trial and by turn to communications, PR and content for non profits? Your story is their mission. Turn hyphen two dot ceo. Here is digital accessibility. Welcome to tony-martignetti non profit radio coverage of 20 NTC. That’s the 2020 non profit technology conference. We were supposed to be in Baltimore. The conference was canceled, but we are persevering, virtually irrespective. Our coverage of 20 NTC is sponsored by Cougar Mountain Software Denali Fund.

[00:02:20.44] spk_0:
Is there complete accounting solution made for non profits? You can go to tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial.

[00:02:32.04] spk_1:
My guess now is Laura Patch. She is digital project manager for the Sierra Club. Ah, Laura. Welcome.

[00:02:33.74] spk_2:
Hi. Thanks for having me.

[00:02:35.39] spk_0:
Uh, pleasure. I’m glad this worked out. And, uh, I know you’re well and safe and glad. Glad to hear that.

[00:02:41.64] spk_2:
Yeah.

[00:02:54.94] spk_1:
Your ah topic is everyday accessibility. How everyone can make digital products more accessible? Why is this important for all for all

[00:02:55.93] spk_0:
nonprofits, irrespective of what proportion you think your users are. Your visitors are that with with disabilities.

[00:04:03.24] spk_2:
Um, So there is definitely a portion of the population that has permanent disabilities that we should be concerned with. They have high buying power. Um, disposable income that will on make them want to donate to your lovely non profit. And by having accessible, uh, digital products, you make sure that they can participate in your mission, but awesome. Their situational disabilities. If you think about the last time you took your cell phone out and it was great and funny and you couldn’t see your screen back, actually an acceptability issue. And if you focus on creating high contrast images like you would for somebody who has color vision problems, then you’re benefiting all the people using your website on their phone in break fun. So thinking about this situation, all ones will help your organization as well.

[00:04:04.64] spk_0:
Okay. Okay. Thank you. I want people to understand that I’ve had NTC guests say that. I don’t know. It was a couple of years ago, since since we’ve covered accessibility, but yeah. Thank you. Um,

[00:04:30.74] spk_1:
there’s a little pause in the video. Um, So what I’m gonna do is I’m gonna pause the recording. I’m gonna ask you to leave the meeting and come back in. Okay? I’m gonna pause now. All right, let’s see if

[00:04:31.92] spk_0:
this works a little better. Maybe not so much video hesitation. Um, so this is, uh you’re covering every digital product you say. Not just This is not just for websites.

[00:04:45.04] spk_2:
Correct? In my presentation, I talk about how to make your documents, your slides and a data visualisation more accessible.

[00:04:54.84] spk_0:
Okay, um, should we, uh, should we start with documents that Okay,

[00:05:23.84] spk_2:
Yeah, but, um, So one of the things that I suggest is to make sure that you use the actual heading setting whether you’re using Microsoft Word Google docks, whatever your platform is, um, this is important, because if you take text and inject, change the format of it, then screen readers can’t tell somebody that right? Whereas if you use heading one heading two heading three, a screenwriter will include that and what it reads to the person so it helps them navigate through your content.

[00:05:39.50] spk_0:
Uh, okay. I don’t think many people are doing that. I think most people just radio heading and then boldface it.

[00:05:49.94] spk_2:
Exactly. Yeah. You really want to take the time, Teoh Change it so it’s heading, and you can actually adapt style so that once you apply heading one, all of your heading ones have that style. It’s really actually easier work.

[00:06:01.74] spk_0:
Yeah, Okay. Right. Then you rather than you have to do it manually. Ok? Um okay. What else? What else? For documents.

[00:06:17.54] spk_2:
Um, this is one that people also frequently forget. We’re doing a better job on websites, but all images should have alternative text. Uh, that should be a no longer than two seconds is preferably even shorter than two sentences. It should describe what’s happening in the image without using words like image of photo of, um, and this again also helps with screen readers. It helps if the images loading slowly as well. So if you have poor Internet connection, you’re again on your cell phone. With no cell service, you can still tell what is conveyed in a image by the alternative text. Okay,

[00:06:49.11] spk_0:
why do you say, why do you not use the language photo of our image over something like that?

[00:06:55.94] spk_2:
Because the screen reader will tell people that it will say image, and then it’ll tell your alternative text so it’s repetitive to keep saying it. Describe what people might feed.

[00:07:10.17] spk_1:
Okay, Okay, Anything else with with images?

[00:07:12.54] spk_2:
No, not.

[00:07:14.04] spk_1:
Do you have to be concerned about color, color of our images or anything like that?

[00:07:30.34] spk_2:
If you’re gonna put text over the image than yes, you want to make sure that your image background in that text have Ah, High column, cross radio. There’s some places on the Internet You can check to make sure that that’s working well, but basically you want toe have either a light background with dark text or vice versa on. And if you can’t achieve that because a lot of things were happening in the image than doing some sort of floating background behind your text with playing around with capacity. I’m concerns that will work while too.

[00:08:05.43] spk_0:
OK, I’m sorry. What do you mean, capacity was the opacity. Opacity? Yes. Okay, I’ve seen that. All right, Opacity, SS. I’m trainable. Alright? Opacity, Of course. All right. Um, yeah. More documents, Sure. Sure.

[00:08:10.31] spk_2:
Yeah. So those are some good tips for documents? Um,

[00:08:14.85] spk_0:
was that it? Is that it for documents? Okay. Okay. Um, where should we go? Uh, uh, data visualization, right?

[00:08:24.14] spk_2:
Yeah. Expands more on that color stuff that we were just talking about. Where you go, you have high contrast colors. Um, you do have colors, like, Say, you have a graph that has five color. So it becomes really difficult to make sure that every single one of those colors have five contrasts. You want to add pattern.

[00:09:08.14] spk_1:
It’s time for a break. Wegner-C.P.As changes to paycheck protection program Loan forgiveness There have been many, but none this week. Congress skipped a week. Wegner hasn’t up to date free wagon. Or that explains the latest go to wegner-C.P.As dot com. Click Resource Is and recorded events. Now back to digital accessibility with Laura Patch.

[00:09:42.04] spk_2:
So I have some visuals for this in my presentation. So let me see if I can describe it Well, um, imagine that you’re looking at a map of route map of buses, right, and you have five routes and there’s purple, blue, green, yellow, red. And if those arrows for the route across each other and you can’t tell the difference between purple and blue, you can’t tell where the route goes. But if you add a pattern to the color saying one of them is a stolid line and one of them is a dotted line, then you can continue to follow the path, even if you can’t tell the difference between those two colors.

[00:09:54.94] spk_0:
Okay, okay, good, Yeah,

[00:10:16.44] spk_2:
yeah, On this works in grafs as well. If you have a pie chart, my yourself makes this really easy. But you can do it in other programs where you can add patterns to your wedges. So do a light color in the background. And then do you hired darker color of the same shade, right? So it could be like blue with blue polka dots on top of it so that they can tell that high fly slice goes to whatever your label is on the side.

[00:10:30.09] spk_0:
Okay? And if you don’t do this, what is it? The problem that all the colors are gonna look similar to someone who has accessibility issues?

[00:10:39.64] spk_2:
Yes. If you can’t see colors than they can’t tell what high slice goes toe. What data point?

[00:11:05.96] spk_0:
Ok, um, same thing with bar charts. Is there anything same would apply to bar charges? Most pie charts? Um, graphs. You talked about lines? That’s the analogy. Analogy. There is the map. Right line. Line. Line line graphs. Okay, Okay. Yeah.

[00:11:31.99] spk_2:
The thing to think about right is that accessibility guidelines say you can’t use color alone to convey a meaning. So when you’re looking at graphs, you want to make sure that somebody can tell like if they can’t tell the difference between colors, they can still understand the information you’re trying to convey. Um, so another way to think about it is like if you’re looking at pins on maps, right, they might have different colors for restaurants. First days, uh, community service places, but you can’t tell the difference between those two colors. That doesn’t really help you if you add an icon to that pin suddenly like the icon of a fork tells you. But that’s an eatery versus just the color of the pen.

[00:11:52.74] spk_1:
Ah, I see. And then how will a reader interpret that?

[00:11:58.04] spk_2:
That’s an excellent question, usually aboard, to make sure that there is data labels as well. So label that as restaurant versus just the information.

[00:12:23.86] spk_0:
Okay, okay, I could see a mean a map. I’m just tryingto understand how a screen reader interprets, um, a map like that Local A. T M’s or gas stations. It can do

[00:12:59.08] spk_2:
that. Uh, maps. There were some of the most difficult things to make Fully accessible, said. There’s basically and if especially for a non developer person, it’s very difficult because there’s things you can put into the code of amount toe, give things, labels. Um, so most of the time If you’re thinking about accessibility from a non developer standpoint, you’re gonna be thinking about the visual ramifications. So those I Hans in your, um, in your pens, I always having a list of the information instead of just the map. Visual is really helpful to because the screen reader can read the list as opposed to the not itself.

[00:13:18.04] spk_0:
Okay, that makes sense. I was wondering if you’ve, uh, well, yeah, it wouldn’t make sense for the for people who don’t have a disability toe leave out a map and just do a list. But actually, so have both. Okay, the screen reader could make sense of the list. OK, OK. OK, um, anything else about data visualization?

[00:13:32.54] spk_2:
No, I think those are the key points for developers.

[00:13:38.74] spk_0:
Okay. Okay. Um what else? Uh, what what

[00:13:40.99] spk_1:
was the other category? You had

[00:13:42.84] spk_2:
a slides.

[00:13:44.44] spk_0:
Oh, for slides. Okay, Power point or Google slides. Okay.

[00:14:42.64] spk_2:
Um, so the same thing. Kind of occurrence for slides as it does for images and documents. You want to make sure you have that alternative text. Um, but the thing that’s unique about slides is that you want to make sure you’re paying attention to the order items are on. Um, if somebody can’t use a mouse, we’ll use the tab button on their keyboard. Um, and the order that your items on your slide are is the order that this screen reader will also like, read your side through. Right. So an easy way to test how a screen reader is gonna read your content to someone is to use that tab button and navigate as if you don’t have a mouse. Um, So, for example, if you want your slide title to be read first, you want to make sure that the first tab is that and I’ve seen a lot of slides where it will be the image, footer, slide content and then title. And you’re like, Well, this would make no sense it was going to be in that order. How

[00:15:00.60] spk_1:
do you change

[00:15:07.13] spk_0:
it? Is that the sequence with which you put them on the on the template slide as you’re making it? Have you control with the tab sequences?

[00:15:11.46] spk_2:
Yeah, that’s the default way. Feel like as you add things, that will be the order, but you can right click on any item on your slide and send it to the back. Send it to the front. Defended forward. Backwards. So you just want to play around with that until it’s the right order that you want.

[00:15:29.93] spk_1:
Oh, that’s what that

[00:15:30.75] spk_0:
thing means. Send forwards finback. Okay, okay.

[00:15:45.74] spk_2:
That can get a little tricky for designers, because it’ll be like putting Bill block certain things with another square or some things that you do have to pay attention. Tilly, if you’re destroying what is visually you showing as well. But for the most part, you want to make sure that cat order makes us

[00:16:09.44] spk_0:
okay. Okay? And and that applies, um, for either Google slides or Power Point. You just right. Click on some right click on an item, and that’s how you can set the sequence. Okay. Okay. Um, anything else slides? Slides wise.

[00:16:13.49] spk_2:
No, that’s right. For slides.

[00:16:24.04] spk_1:
Okay. Okay. Um, should we should we say anything more about color choices overall? Well, we’re

[00:16:26.43] spk_2:
okay. There’s Cem programs that you can check your contrast levels, um, as well as develop a color palette that it’s accessible. Um, so if your organization hasn’t done much in accessibility, you might want to talk to your design team just toe. Tweak some of those colors to make sure that their high contrast I see our club actually just recently changed our color palette to make it more accessible so that we can use more color combinations,

[00:17:06.28] spk_0:
Can you, ah, name any of those resources that are available to check color contrast, and you can send us to,

[00:17:59.58] spk_2:
uh, mine. My favorite is color palette Accessibility Checker. It allows you to put your full color palette into their system and then check each color against all of the colors in your palette for that accessibility purpose. Um, if you’re Jeff checking two colors for contrast purposes. Web aim color contrast Checker is a really good one on both of those. Tell you a and double A levels. So the Web accessibility has level A. Which is the least, uh, the minimum that you need to dio Double A, which is what most organizations looking for and tripled a triple. It is very difficult to do when you kind of have toe constantly, maintain it toe, reach it. So if you’re thinking about all the lawsuits that are coming out about accessibility, they’re mostly talking about double standards.

[00:18:07.43] spk_0:
What are some of those lawsuits around our visual products.

[00:18:52.84] spk_2:
Yeah, the big one that came out in within the last year is the dominoes case. Um, somebody was trying to order pizza online, I think, actually through their up on and was unable to do so. So they sued dominoes for acceptability. Um, and won the case. Oh, okay. Do you want one of the things that we’re still trying to get figured out is the 88 definitely applies to digital products. Over those bases are considered public domain, like public public domain, but like the public space similar to if you walk into the restaurant. Um, but the congress hasn’t actually passed anything that’s told us what those guidelines are. So most people are using the web accessibility, Web content, accessibility guidelines as what be our gaming for, But it’s not legally state that yet.

[00:19:11.94] spk_0:
Okay, Okay. But it is a benchmark for for now, until the courts Yeah, decide on a standard. Okay. Um what else? What else should we be talking about?

[00:19:34.94] spk_2:
Um uh oh. I have one more resource that might be helpful, but for people. But it’s called the color blindness simulator. Um, and it allows you to upload an image and then check different ways of color blindness. Though it’ll stimulate a red color blindness, the blue color blindness. So you can see what that image looks like if somebody can’t feel the images.

[00:19:51.34] spk_1:
Okay. And what is that again? Color

[00:19:53.81] spk_2:
color blindness in later

[00:19:57.54] spk_0:
simulator. Okay. Okay. Um, those are excellent. You ticked off like dozens of I don’t know to Doesn’t things or something. Excellent. Um, you leave it there. Does that sound like

[00:20:06.74] spk_2:
a

[00:20:07.39] spk_0:
good coverage? Okay. Cool. Uh, thank you very much. Laura Patch. She is digital product manager at the Sierra Club. Laura, Thank you very much.

[00:20:16.87] spk_2:
Thank you.

[00:20:22.24] spk_0:
And thank you for being with tony-martignetti. Non profit radio coverage of the the virtual 20 NTC were sponsored by Cougar Mountain Software.

[00:21:47.29] spk_1:
We need to take a break. Cougar Mountains software. Their accounting product Denali is built for non profits from the ground up so that you get an application that supports the way you were That has features you need and exemplary support that understands you. They have a free 60 day trial on the listener landing page at tony-dot-M.A.-slash-Pursuant. Now, time for Tony’s take two. You’re dismantling racism journey. That’s our newest special episode, and it’s out. You will have a long journey. So start with this single step. My guest is pretty itchy. Shaw. She’s president and CEO of Flourished Talent Management Solutions. Starting where you are with your people, your culture and your leadership. How do you gather data about racist structures that are right under your nose? Who do you invite to the conversation? She helps you see the way forward next week. I’ll have it on. She helps you see the way forward next week. I’ll have it on YouTube If you want to wait for the video, that is Tony’s Take two. Now it’s time for inclusive design with Nick Steen. How welcome to tony-martignetti non

[00:21:58.79] spk_0:
profit radio coverage of 20 and TC 2020 non profit Technology Conference were sponsored at 20 NTC by Cougar Mountain Software. With Me Now is next in how he’s an independent accessibility consultant. Nick. Welcome.

[00:22:06.64] spk_3:
Hey, tony. Thanks for having me. Really nice to chat with you.

[00:22:10.24] spk_0:
Thank you. I’m very glad we could work this out virtually. And, uh and it’s good to know that you’re well and safe outside Vancouver, British Columbia.

[00:22:20.40] spk_3:
Yeah, it’s difficult times, but we’re staying safe yet.

[00:22:32.10] spk_0:
Alright, Alright, um, your NTC topic is forget accessibility. Think inclusive design s O. What is it about accessibility that you want us to? Who forget?

[00:24:41.84] spk_3:
I think that when we’re focusing on Leon excess stability, we’re forgetting that accessibility is good for everyone. No, As as an individual with a disability myself, I will never forget that implementing where backs disability is above and beyond for people with disabilities to be able to use the web. But if we’re thinking Onley in those terms, we tend to forget that, uh, making sure color contrasts are good. You know, you’re not using great text on great background. That’s good for people with low vision. But it’s also good for you when you’re using your mobile device and full sun when you’re talking about making sure the the target area for ah click is big enough for someone who has cerebral policy and doesn’t have fine motor control to click on that little check box. It’s also good for someone that has big fingers and trying to fill a form on the bus or public transit. Uh, when we’re talking about plain language, we’re also talking about? Well, maybe maybe someone has a functional in permit. Maybe it’s a young mom with a very young baby that has colic. So she’s trying to juggle a sick baby in one hand and read up information on her mobile phone on the other. And the cognitive load is very, very impacted. So there’s all these things that are really important for people with disabilities, but that I also happen to benefit everybody a little bit like in the physical world. We started implementing curb cuts that was good for wheelchair users. Sauce good for parents pushed airs for their kids, for delivery people with it appears on unstable. You, um, you may have to edit me and post.

[00:25:08.14] spk_0:
Yeah, let’s keep going. Ah, lot of times the, uh, the the way it appears is not. The word is not what’s getting recorded. I’ve had that happen a couple times, so we’ll just Kentucky as long as we can still hear each other. Yeah, um, and if the video becomes unusable, then we’ll just do the audio. Yeah. Also cuts also help those of us who are pulling luggage. Yep.

[00:25:28.39] spk_3:
So it’s it’s really a question of universal access. And when we’re start thinking about what we’re doing, we really should talk about inclusive design. It’s it’s going from, um it’s going from situation that are equal, but different to situation where everyone can benefit.

[00:25:35.96] spk_1:
Yeah. Okay. What is your own disability?

[00:25:41.02] spk_3:
I’m a wheelchair user.

[00:25:49.59] spk_1:
Okay. Does that impact screen use? No, it

[00:27:10.24] spk_3:
doesn’t. Not for me. Um, but I’ve had a situation where I was, Um, a few years ago, I managed to broke a wrist because I slid on ice in my I can’t out of the sidewalk felon in the street broke arrest. So I had a problem moving around, obviously. And about a week later, I broke the other risk in a car accident. So I was severely impaired from being able to use the keyboard. Normally, type about 80 words minute. And when that happened, I was starting to fingers and it was very, very awkward. Eso having been a an accessibility expert for a large number of years, I was also faced with having to to learn things I knew were there on you. The tools, for example, Dragon, naturally speaking, to be able to to speak to the computer for, for interacting and you all that I had used all that in testing. But the point was really brought home about no. As a wheelchair user, I realized the barriers in the physical world. But as, um, as a suddenly web disabled user, I had to relearn all these things again.

[00:27:53.64] spk_0:
Yeah, I see how deeply personal this is for you. Um, I’ve had guests on talking about accessibility. I know we’re supposed to You wanna think inclusive design? But those guests were framing it as accessibility on and, uh, I’ve never heard anyone mention the size of a radio button the size of anything that you need to click on as being difficult to land on for someone with cerebral palsy Or, I guess, other neuro muscular disabilities as well. Yeah. Um,

[00:29:18.64] spk_3:
yeah, it In general, we tend to to know about accessibility for screen reader users because it’s been the most obvious. The biggest barrier is for people that are have vision impairments and then rely on SSF technology like screen reader users. But the fact is, there’s a whole range of disabilities that effect using the Web. There’s obviously people with no vision or low vision There’s people with hearing impairments that, for example, if there’s no transcript for your show, they’re not gonna be able to interact with the shore or get material out of the show. But aside a side issue to someone who is born deaf and grows up deaf. Where American Sign language is their first language. The grandma, the structure of the language, is so completely different from English. So when they’re interacting with content, a lot of these native SL users English is their second language. And then if we don’t try to in plain English, it makes content difficult to digest. There’s just all kinds of little things that if it’s not something we’re used to, or we don’t stop to think about it, there’s impact all over the place.

[00:29:43.54] spk_0:
Yeah, Okay. Yeah. Um, let’s see. So, um, how should we? How shall we continue? Um, and there are other. Are there other design concepts I ideas that you want to share, just like your listing them and explaining them? Or should we approach this some other way?

[00:29:46.94] spk_2:
Oh,

[00:31:33.78] spk_3:
sure. If we’re gonna use video, let me share. You’re one of the a couple of the slides. I have in my, uh, in my deck for the presentation, which might actually bring something to to the viewers. Um, we’re tired, King a lot about, um, equality making the Web equal for everyone. And in this slide, I have an image of, uh, three kids, very short kid, the middle height kid in a tall kid looking at a ball game over a fence, and they’re all on, uh, all on the box. That allows them to be a little bit higher, but the box is the same height for everyone’s. The very tall kid gets to see very well above defense. But the very short kids still can’t see above it if we contrast that to equity, which is a concept that we’re talking a lot about Is that well, they’re very talk. It does not need any boxes to see over defense. The kid that’s no halfway between the two can use one box and he can see over the box and then a very short kid. If you stack two of those boxes suddenly he can see over defense. So we’re talking of an equitable situation, and that’s one of the concept that I want people to realize is we have to stop thinking about access abilities in terms of equality, but we really should start thinking about it in terms of equity. But if we push further, um

[00:31:52.69] spk_0:
and thank you, Nick, for explaining what’s on the slides because, ah, lot of people won’t be seeing the video. It’s an audio podcast. And then if our video is good, I’ll put that on the YouTube channel. But most people are just getting audio through the podcast. So you’re thank you for sounding like a screen reader as you describe what’s in the

[00:33:54.14] spk_3:
Yeah, it’s funny you mentioned that it’s something I’ve gotten used to do, and I do. Presentations is that I rarely put visuals up on the slide that I won’t take time to explain because I don’t know who in my audience has vision issues. I don’t know who may not be able to process an image. They’re better at processing the odor words then then what they’re seeing. So I always try Teoh to make sure that I describe what’s going on because it just it just makes on. Um, the other thing is that, um, when we’re thinking about this relationship between equality and equity. We could also start thinking about barrier free, which is the step beyond that, which is really thinking inclusively if in our thinking process, we think about whichever thing we design. And that includes offense, where we have to go through the process of what would be an equal experience, what would be an equitable experience? How about we do offense that everybody can see through without needing boxes to get up? So in this image, I have the same three kids an offence. But instead of being a psyllid plank fence, it’s actually a wire friends that everybody can see through. So I really want people to shift thinking from this idea of us versus them, people with disabilities and people without disabilities, disabled people versus abled people. I want to get people started to think about. We’re all in this together, and we have to build barrier free, um, environments, whether it’s in the built environment or on the Web. So it’s really important to to start that shift in thinking

[00:35:32.74] spk_0:
okay on, and it’s sort of, um, um, I don’t know if revolutionary is too strong a term, but you’re you definitely want to shift that you run a shift, at least if not if not revolutionary, it’s ah, It’s a substantial movement from where people are thinking now, Um, my sense of it is ah, lot of Web and I and I guess we shouldn’t even limited to websites. But because all digital products, right, Whether it’s ah, yeah, we’re a word document using headings, using the headings, um, format versus you, writing the text and then highlighting it Which reader isn’t gonna recognize? So it’s all it’s all digital products, not we’re not only talking about websites. Um, my sense is that most of the thinking is that you create something and then maybe you go back and try to adapt it, which would be, you know, uh, adding, adding the same, that would be your will be the first picture that you just showed, which would be changing it. What changing the way it appears for everybody or the ways design you have the way it appears for everybody. After I’ve already done my design and creation. Then I go back and yeah, and ad code for ah screen reader. Let’s say all right. My sense is that that’s the more prevalent on yeah, more prevalent methods methods.

[00:38:24.82] spk_3:
That is what’s happening mostly out there. We really want to shift the thinking in terms of thinking about accessibility from the get go. Obviously, in our my my talking about accessibility, I never forget. The primary goal of this is making things work for people with disabilities because we have such a need to access information, quicks example. So much of the information now is Onley available online because of the coronavirus. But so many of the size that provide that information is not available because they’re not accessible. So we have. We have a failure of the system for people with disabilities accessing information, which is critical and even, maybe vital. So we want to think about accessibility from the very early phases off the first design, where this wire frame or even just concepts, one of the complaint. A lot of the people I interact with and have done for over 25 years that have been involved in this wonderful world is that people say, Hey, Nick, accessibility. Yeah, I get it, but it’s so expensive, and then I start telling them about and experience from my own life uh, I know someone who built house, and they just had two steps under the entrance and the door was fairly narrow, you know, it was 28 inch door or something like that. 30 inch? Not sure. And then they became a wheelchair user and they had to retrofit the house. They had to actually remove the front door. They had to remove bricks around the front door to make a bigger opening. They had to put a ramp in. And of course, that was very expensive. But had they actually build house that was accessible in the first place? Had they put in a door that was wider and had no step entrance? That added cost at the time of building would have been maybe three, maybe 5% mawr, instead of costing tens of thousands of dollars to To fix digital accessibility is the same thing. If you build it accessibly in the first place, it won’t cost you any more because in theory your designers, your developers, your quality and assurance testers everybody in that chain and that workflow should be having the skills and the knowledge to build it accessibly. Now the reality is and doesn’t always happen, but, um, it’s good. So exists. Ability does not have to be expensive and can be baked in from the start. A little bit like blueberry muffins. Have you ever tried to bake blueberry muffins and put the blueberries after the muffins are cooked? It’s not gonna work.

[00:39:23.22] spk_0:
Have not have not tried that. Now, Um, the only reference I could think about in, uh, popular culture blueberry muffins made That makes me think of the movie. Ah, casino. Where the The head of the casino, Um uh, tells the baker that he wants, um, the same number of blueberries in every muffin because he just cut open a muffin that had very few. And his breakfast companion had ah dozen in his And, uh, so and that. But that’s not what you’re talking about. Sorry. That’s a silly digression. I like movies. Um, and casino is a very good one.

[00:39:55.02] spk_1:
Time for our last break turn to communications relationships. The world runs on them. We all know that turn to is led by former journalists so that you get help building relationships with journalists. Those relationships will help you when you need to be heard. So people know you’re a thought leader in your field, and they specialize in working with nonprofits. They’re a turn hyphen two dot ceo. We’ve got, but loads more time for inclusive design from 20 NTC.

[00:40:00.61] spk_0:
Any other idea what other ideas do you want to share around inclusive design?

[00:43:23.50] spk_3:
For me, one of the other important concept to think about his accessibility is not a checklist. We’re using standards and guidelines. For example. The standard right now for checking it for site is accessible. Not is the Web content accessibility guidelines Version 2.1. That’s the most recent version of the guidelines. And if we’re going through that, we end up using a checklist. Our ultimate images have alternate attribute. Can we get through to all the elements on the Web page using the keyboard? Only is there enough contrast between text and background? And there’s There’s a long list. There’s like nearly 80 success criteria, and each of them have specific testing checkpoints to to look at. But if we think Onley in terms of conforming to the standard, we’re falling back into this trap of looking at putting the blueberries back in the muffin after the muffins have been baked. We’re looking at basically the minimal amount of work we need to do to get away with with it to not be sued, for example, whereas I really want people Teoh thinking in terms of, we want our website to be usable by as many people as possible with as little difficulty as possible. So we should think about getting away from accessibility In terms of checklist. The checklist is useful as a way of getting a pulse of the health of our website, but we have to look at everything else as well. And if we’ve thought about Texas ability from the very early stages of the project, then at that point that should be fairly easy. The checklist is just there as a safeguard, but we’re looking also at the best practices. For example, a ramp you’re looking at a ramp in the built environment. The Americans with Disabilities Act accessibility guidelines called for ramp to have no more than one in 12 radiant. That means the ramp doesn’t go longer than a shorter than 12 foot. For every foot of height it goes up, and that’s a minimum. Most people would, uh, mobility impairments should be able to do that. But what about putting a ramp that is with a gentle slope where it’s one and 15? Maybe it’s not gonna hurt anything. You’re just adding a couple feet to your ramp. Nine times out of 10. You don’t have a space limitation to do that. And suddenly you’ve made it easier for everyone. So thinking. In terms of digital accessibility, we can think about similar issues. For example, color contrast. The guidelines says you have to have a contrast of 4.5 to 1 to be sufficient for people with low vision. How about you? Do you use something like sticks to one? You increase the contrast a little bit, use better colors. Maybe you use a folded font appropriately. And at that point, you’ve you’ve gone beyond checklist and you’ve made the site more usable or usable for everyone.

[00:43:50.10] spk_0:
Yeah, all right. Beyond the standard of beyond the beyond the minimum standard. Yeah. Yeah.

[00:43:51.16] spk_1:
You make a distinction

[00:43:55.07] spk_0:
between disability and impairment. Could you flush that out, please?

[00:45:05.09] spk_3:
Yeah. I’m coming at it from having worked in the independent living movement for for a number of years, where one of the basic concept is my disability is not the fact that I use a wheelchair. My disability is the fact that you have 15 steps to get into your building. My disability is not that I’m blind, but that you’re not offering alternative format for your menu. Uh, so we’re talking about the difference between a condition and a disability. The impairment is I’m wheelchair user joys blind, Julius deaf. Those are the impairments, the condition. The disability comes into effect when society builds environments that have barriers. So in effect, the disability has not come from within. The disability comes from without. If you build something that has barriers, you disabled me. And that, I think, is a very important distinction to make.

[00:45:34.77] spk_0:
Yeah, very good. Yeah. I could see how this is. Like I said, deeply personal for you. Um, and you think you’ve been thinking about these things for decades? These these concepts, um, and the disabilities that the culture of the society has has built the disabilities that society has built. Um, how do you want to Ah, you want to wrap up, please.

[00:46:44.41] spk_3:
I’d like to leave people with one message about accessibility. It’s a continuum. it’s not a bill. I’ll or in all you know, it’s not because you feel you can’t make everything accessible that you shouldn’t even try. The more you do it to, more accessible things are gonna be and start now, just starting now, make little changes. Your you know your webs that doesn’t use headings. See if you can implement headings. Look at the little things you can do the low hanging fruits, because the more you put in, the easier is gonna be for more people to use your your site or your documents. Whether it’s pdf word whichever Web based resource is, start now and do as much as you can without necessarily worrying about being an expert. That’s done this for 20 years. Um, talk to people about excess abilities, see what they suggest and try to implement in your in your workflow in your website whether you know you’re the executive director of non profit that never really thought about it and start thinking about it. Start the discussion.

[00:46:58.82] spk_0:
Thank you. Next in help Independent accessibility. Consultant. Thank you very much for sharing neck.

[00:47:04.38] spk_3:
Thanks, tony. It’s been a pleasure.

[00:47:06.61] spk_0:
My pleasure. Please stay safe outside Vancouver and thank you very much for being with tony-martignetti. Non profit radio coverage of 20 NTC were sponsored by Cougar Mountain Software Denali Fund. Is there complete accounting solution made for non profits? Tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial? Thanks a lot for being with us

[00:47:58.98] spk_1:
next week. More from 20 anti sees Smart speakers. If you missed any part of today’s show, I beseech you, find it on tony-martignetti dot com were sponsored by wegner-C.P.As guiding you beyond the numbers wegner-C.P.As dot com by Cougar Mountain Software Denali Fund Is there complete accounting solution made for non profits tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial and by turn, to communications, PR and content for non profits. Your story is their mission. Turn hyphen two dot CEO

[00:48:29.56] spk_0:
creative producer is Fair Meyer Family Sure profit other 95% go out

[00:48:48.37] spk_7:
and be great talking alternative radio 24 hours a day.

Nonprofit Radio for June 5, 2020: Don’t Get Played By The Product Demo & Facebook Fundraising Data

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Rubin Singh: Don’t Get Played By The Product Demo
We’ve all watched in awe as the cursor flies across the screens of a demonstration. Nine months later we’re scratching our heads. “They made it look so easy back then.” Get insider tips from Rubin Singh, who’s led hundreds of sales demos. He’s CEO of OneTenth Consulting. (Part of our 20NTC coverage)

 

 

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[00:00:11.54] spk_0:
Okay. Hello. Welcome to tony-martignetti non

[00:02:30.78] spk_1:
profit radio. Big non profit ideas for the other 95%. I’m your aptly named host. I’ll have something to say about George Floyd and racial equity in Tony’s Take Two. Oh, I’m glad you’re with me. I’d be forced to endure the pain of Ballon O prostatitis if you pissed me off with the idea that you missed today’s show. Don’t get played by the product demo. We’ve all watched in awe as the cursor flies across the screens of a demonstration. Nine months later, we’re scratching our heads. They made it look so easy back then. Get insider tips from Ruben Sing, who’s led hundreds of sales demos. He’s CEO of 1/10 Consulting. This is part of our 20 and TC coverage and Facebook fundraising data. This 20 and D C panel feels your frustration over Facebook not sharing donor data, but they also admonish that you can’t ignore the value of Facebook fundraising. They bust myths, help you overcome the challenges, reveal had a thank and engage your fundraisers and steer clear of pitfalls. There. Nick Byrne from Give Panel and consultants Julia Campbell and Maureen will be off tony Stick to be The change were sponsored by wegner-C.P.As. Guiding you beyond the numbers. Regular cps dot com by Cougar Mountain Software Denali Fund Is there complete accounting solution made for nonprofits tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial and by turned to communications, PR and content for nonprofits, your story is their mission. Turn hyphen two dot ceo Here is don’t get played by the product Demo. Welcome to tony-martignetti non profit radio coverage of 20 and TC. That’s the 2020 non profit Technology Conference sponsored A 20 D. C by a Cougar Mountain Software Denali Fund. Is there complete accounting solution made for non profits tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial. My guest now is Ruben Singh. He is CEO of 1/10 Consulting Ruben. Welcome to tony-martignetti non profit radio. Thanks

[00:02:38.40] spk_2:
so much, tony. Glad to be here.

[00:02:48.54] spk_1:
Pleasure on pleasure. I’m glad that we could work this out virtually. And I know that you are well and safe outside Baltimore in Maryland goods, your topic is don’t get played by the product. Demo, Exclamation mark! If you’re shouting this from a mountaintop, don’t get played by the product. Demo. You’re an insider you’ve done How many? Hundreds of product demos?

[00:03:02.44] spk_2:
Yeah, definitely in in the hundred’s. But the thing is, I’ve been on all sides of it. I have, ah, delivered demos. I have been on the the the customer side or the prospects of receiving demos, and I’ve also coordinated them on behalf of my customers. So I felt like I had a lot of good experience and perhaps some insider tips and tricks toe offer.

[00:03:22.57] spk_1:
Okay, there is There is some deception in these in these demonstrations.

[00:03:40.46] spk_2:
Well, you know, I wouldn’t quite say deception. It’s a spectrum, Really, Uh, some things I have some practices I’ve seen over the years have ranged from you, maybe a little questionable to mislead it, and then some of it has been deceptive. But, you know, honestly, tony Yeah, it’s a little tongue in cheek. I I don’t want to imply, especially the non profit sector, that these that these sales reps are being dishonest in any way. I think most of them have great intentions. But what I really think that there’s a handful of tips and tricks and practices that folks can use to really make sure they’re getting the most out of their demos.

[00:05:07.37] spk_1:
Okay, My my recollection of these as a consult. So I do plan giving consulting. And I’ve gotten some demonstrations for profit from products as a as a as an observer for on the client behalf. Um, and then together we make a decision, but my memory of them is that the cursor is flying around the screen. It started non stop. And then at the very end of a 30 minute demonstration, Do you have any questions? Well, I probably had questions from screen number two about 90 seconds into the thing, but I’m flummoxed now. I’m overwhelmed by the by the movement by by the screens flying around. I can’t remember my question. I I think I had one, but I’m not positive of that. I need to I need a I need a drink. I need to calm down, because the thing just went so damn fast, you know? Um, all right, so that’s that’s probably on the negative end of the spectrum again. Not suggesting deception, but it just goes so fast, you know? Shoot. All right, So where should we start? I mean, you have tips for preparing before the demonstration starts. Yeah,

[00:05:12.64] spk_2:
Well, what you just described is a very common situation. And I would say where the biggest gap is I’ve seen where customers have come back to me and said, You know what? Everything looks so seamless and looks so, uh, you know, so nice and shiny and so quick and easy in the demo. But that’s not the product we ended up with. The biggest reason for that is, in my opinion at least, is how you come into that demo. How prepared you are. If you simply just walk in, let the sales rep do their thing and just, you know, as you and just wait to be wowed and impressed. You’re very likely going to end up disappointed so that one of the first points that I really bring up in, uh, my talk was to present some use cases to really think to yourself, what are the four or five things that we must have on Day one when our new system is live, as well as one of those four or five things that are working terrible right now in our current system, those are the areas we want to focus on, Let’s draft up our use cases. Let’s get very specific examples, not yes or no questions and provide that to the sales rep account executive ahead of time. That way, you’re not really focusing on the fluff. You’re not focusing on the bells and whistles. You can watch that stuff on YouTube. You’re really focusing on those areas that are going to be critical for you to be successful.

[00:06:24.34] spk_1:
Okay, Anything else we should be thinking about as a team before we before we view this extravaganza?

[00:06:30.66] spk_2:
Yeah, definitely the prep that you do up front. You know, I kind of alluded to this that you doing your homework? A lot of these products that you see out there, especially in a non profit technology side. There’s demos available. There’s demos available on their websites. You know, maybe you need to download a white paper. There’s demos available on YouTube. Eso, you know, watch those demos do your homework. Don’t just wait to the demo. You know the facilitated demo before you see it for the first time. That way, you can really understand what the potential pain points are again. Also, there’s many different organizations out there that do independent studies on the various donor management C r M systems eso. So that might be a place as well as other other applications. So do your homework. Understand where the weaknesses are already a prom. That way you can focus on their those areas in the demo. So the team or the pattern I really focus on here is move away from the demo just being a presentation and really try to make it a working session with your sales rep. Eso you’re really working through this scenarios and not just sitting back and watching can presentation.

[00:07:29.58] spk_1:
Okay, Yeah, you’re focusing them on on where your pain points are, what your must haves are and not just getting a generic description of, you know, a lot of times, you know, if you if you end up meeting this, then we have this component and and we have this feature to you might not end up needing it, but I just want to acquaint you with it. You know, that that’s really irrelevant.

[00:07:52.71] spk_2:
That’s right. And so those were some things that you could ahead of time, you know, even during the demonstration itself, there’s certain things that you want to look out for, You know, again, the yes, no questions. Do you have all into your management? Do you have events management? Do you have playing? Giving the answer is always gonna be yes to a Yes. No question. We had a If you can always repurpose, you know, certain functionality to make it fit A particular scenario. So I try to encourage your my profit, remind my customers that’s gonna move away from that and really give a specific example. Hey, you know, I do a lot of events and I sit at the desk during our gala and I need to register people when they come in the door and also have the ability with the check and check out process to enter a new attendee. Show me how I can do that and that that could be one of the use cases that you present ahead of time. So again it gives it gives very specific things. Another thing that I suggest is is be careful about those words of integration and compatibility. Um, because everyone is integrated, you know, especially I deal a lot with Salesforce and everyone claims to be integrated with Salesforce but that integration it could mean anything. It could be a plug and play out that takes 10 minutes. Or it could be, Ah, it could be a separate third party solution that you need with 1/3 party consultant to integrate it. So all that falls within the category of integration. So you want to be very clear when someone says, Oh, yeah, we’re compatible with such and such or were integrated with such and such. What exactly does that mean? And how does it look?

[00:09:57.04] spk_1:
Okay, that’s interesting. Yeah, I don’t think most people know that. They just they say, Oh, it’s integrated. Okay, that’s awesome. It’s time for a break. Wegner-C.P.As Things are moving fast. The Senate passed a bill on paycheck protection program loans that extends the covered period from eight weeks to 24 weeks. You need a place to keep up with everything that we’re being hit with. Financially wegner-C.P.As dot com Quick resource is and blawg now back to don’t get played by the product demo. I should have given you a chance to shout out what? What’s the work at 1/10 Consulting.

[00:10:27.99] spk_2:
Oh, well, we, uh we do everything from strategy we work exclusively with nonprofits. We do strategy, work. We do implementation of C R M. Systems all the way through change management and user adoption. So we take a slightly different approach in the sense that we, uh it’s not really just the technology that we focus on. We really try to make sure that the people, the process, the strategy, the data, everything is aligned. Because if one of those pieces were missing, you’re not you’re not gonna be happy. So as a consulting practice, we try to make sure all those are aligned to help help move missions

[00:10:35.81] spk_1:
forward. What’s the significance of the name 1/10 Consulting. What is that? Does that mean?

[00:10:55.56] spk_2:
Yeah. You know, in the six faith, there’s a, ah principle or a concept of thus fund we call it, which is giving 10% of your your income, your time to the community into the greater good. Um, and in my early years of starting this practice, I worked with a lot of faith based communities. Um, and as I was implementing donor management systems for churches and synagogues and masa, I started noticing that this concept of 10% or 1/10 of your income. Er, and giving back was was such a central component of every one of these faiths and every one of these faith traditions. Eso to me, it was it was nice. It was this unifying principle. And and so that’s kind of where 1/10 comes from that the 1/10 really represents this this treasure. And, you know, I’m hoping 1/10 consulting helps helps that 10% really realize its full

[00:11:36.74] spk_1:
potential. So before you recognize this commonality, what were you, Reuben sing Consulting? What were you before you were 1/10

[00:11:43.75] spk_2:
before 1/10 I have worked for, um I worked at a non profit sector, but also in CR ems for over 20 years. So prior to 1/10 I was with an organization called Round Corner. In their non profit technology sector. I was vice president of digital transformation, and, um, and they actually have been acquired by Salesforce. But that was the time I realized that I don’t want to be tied into one particular product and really want to be able to look at things more holistically that way. Started.

[00:12:14.94] spk_1:
Um, let’s go back to ah to advice you um, you know, part of what you ah talk about is tough questions to ask way at that stage, or is there more you want to say leading up to it? But you you, uh you take it where where we need to go,

[00:13:44.97] spk_2:
right? Right. Yeah, I think you know, as far as the tough questions that we covered, some of them the integration, the interoperability. Okay, I think another thing we talked about with terms, not just the yes, no questions. Also, when it comes to things like, Do you handle soft credits? Do you handle plan giving? Do you handle solicitors again? The questions the answers will always be Yes. And although, you know, matching gifts, workplace gifts, these these air something that all non profits due in some way, shape or form. But you want to make sure that your impression and your understanding of it is the same as the sales reps because I’ve noticed a lot of gaps in that area as well. Another couple tougher questions that I always like to get into is asking this question of what exactly is has been upgraded in this demo. So I’ve just seen it Time and time again, tony. Where, uh, you know, again, you’ve seen this great demo. And then when you come back and say, Well, these air, like, archaic looking Web forms can’t show these to my donors, and then they come back and say, Oh, yeah, you just need to upgrade to the next forms package or, oh, if you’re going to send more than three emails, you have to say you have to upgrade to the next email package. So the demo has been filled with all these add ons and upgrades, but you’re kind of getting something different, you know?

[00:13:47.33] spk_1:
And so you bought that you bought the base model, but you test drove the, uh, the SLX expanded, uh, 16 cylinder version.

[00:14:01.74] spk_2:
Exactly. And I often, for example, a few years back I was, uh, family. We were purchasing home, and we wanted a new home, and we were looking all these model houses, and I know some people really like to see these beautifully furnished homes with great interior decorating. And I was just like, Can I just see an empty house? You know, I want to know what I’m getting. I get thrown off, I get distracted by all this. You know, Do you have some sort of, you know, house that’s being built, That that’s the same model that I could look at. And so I kind of looked at demos the same way. Do as little as possible, you know, and And don’t customise too much. Don’t add on anything. I want to see how close my use cases worked with your out of the box product that way. Ah, comparing apples down.

[00:14:39.06] spk_1:
Okay, Okay. So you can actually ask them to demo a specific version that you’d be most likely to be buying without whatever add ons, plug ins, upgrades, et cetera.

[00:14:51.31] spk_2:
Yeah, and it really should be easier for the sales rep to to prepare for that on and really have them. You’re focusing less on customizing and focus more on the use cases that you provided them. Okay. And I will tell you, you know, this not all sales reps or account executives will be receptive to this. And some of them might say, Oh, this is too much work. Or where they might look at your use cases and say we’re clearly not a fit, which is not a bad thing either. At least you know upfront. Yeah. The sales reps that I think are really good. And some of the ones I’ve worked with they would love something like this. They would love the client toe, give them a list of use cases. Give him some very specifics That way, they’re not guessing either. Ah, and the session is going to be a lot more fruitful when both sides

[00:15:34.44] spk_1:
are prepared. OK, OK, Reuben Weaken, spend some more time together. If you have more suggestions,

[00:16:04.52] spk_2:
you know, I’d say that there’s there’s probably one other suggestion that I would, uh I alluded to this at the very beginning on I think it kind of sums up. The whole point is when I talked Teoh sales reps and want to prepare them for a demo, I even tell them up front. You know, we’re not really interested in the demo. We’d like to have a working session and just even using that term, it changes the paradigm, and it really changes the relationship. They’re between yourself and the vendor. Eso even just something as simple as recommending that we’re calling it something different. The sales right will come in a little bit more prepared to work with you and really try to work through those use cases. Eso the more you can move away from the canned, you know, bells and whistles, presentation and Maurin toe a meaningful conversation on your use cases, the more happier you’re going to be with the end product,

[00:16:38.54] spk_1:
okay? And I guess if you get any if you get any pushback or objection from the from the sales rep about converting this from a demo to a work session, that’s a red flag about whether whether you want to purchase their ah, against purchasing their their product and continuing with the conversation with them.

[00:16:47.75] spk_2:
Absolutely. I mean, you know, we’re talking about on profits here, and, you know, obviously funds are always limited, and you want to make sure that you’re making smart decisions on where that money goes. So, like I said, a nonprofit sector, that’s the sales reps I’ve worked with their usually very much in line with this thinking. Um, so so but yeah, if there was any objection, that’s definitely red flag. In my opinion,

[00:17:10.04] spk_1:
you have ah, you have a resource at the on the 1/10 consulting site

[00:17:17.24] spk_2:
Yeah, yeah, you know, and we’re really bummed about that. The conference, the NTC conference being canceled. So what we did is we went ahead and I recorded the session that I had planned to deliver at the NTC conference, Um and ah ah. And have uploaded that recording to our website www 0.1 temp that consulting. Um, it’s there in the blog’s section. And you know, I would also suggest that that blawg section does have a lot of other resource is, you know, if you’re interested in grant management and what products are out there or if you’re trying to figure out what might be the CIA RAM solution for you, we have several articles free webinars on other insights that folks are welcome to take a look at

[00:17:56.84] spk_1:
Okay. And the full the full conference. Ah, this presentation is there. That’s correct. Okay, is 1/10 dot consulting. That’s correct. Oh, I didn’t know. I didn’t know dot Consulting is a, uh Is it available for those called extension?

[00:18:17.13] spk_2:
Yeah, it’s available. Signed, signed up for a couple years ago and definitely opens things up. T create the name that you want, so yeah, www 0.1 temps that consulting, and we’ll take you right

[00:18:29.14] spk_1:
there. Okay, It’s in the block block section. That’s right. All right. Ruben saying he’s CEO. 1/10 Consulting, Um, in Maryland, outside Baltimore. Rubin. Thank you very much. Thanks very much for sharing.

[00:18:35.14] spk_2:
Thank you, Tony. I appreciate your time.

[00:21:12.05] spk_1:
My pleasure. Thanks. And thank you for being with non profit radio coverage of 20 and TC. We need to take a break. Cougar Mountain software, Their accounting product Denali is built for non profits from the ground up. So you get an application that supports the way you work that has the features you need and the exemplary support that understands how you work. They have a free 60 day trial on the listener landing page at tony-dot-M.A.-slash-Pursuant. Now time for tony Stick to George Floyd. It’s a recorded murder. I am skeptically optimistic that the United States will deal this time with its institutional racism. If we’re gonna have a chance that that we each need to be the change we want to see, there’s no waiting for political leadership. They’ll get dragged along after we the people, start the conversation at our level. That needs to happen and I would like to help. Next week, non profit radio will have a special episode devoted to how to start the racism and white privilege conversation in your office. It’s a long journey. It begins with a single step. We each need to be the change we want to see. Start with me next week. That is tony Steak, too. Now, time for Facebook fundraising data. Welcome to tony-martignetti non profit radio coverage of 20 NTC 2020. Non profit technology conference with me now, our Nick Byrne, Julia Campbell and Maureen will be off. Nick is founder and CEO at Give Panel. Julia Campbell is author, speaker and teacher at J. Campbell Social Marketing And Maureen will be off is digital strategist and technology coach with practical wisdom for non profit accidental techies. Welcome, everybody. Nick. Julie. Morning. Welcome. Welcome, city pleasure. I’m glad we’re able to work this out. I know you’re each well and safe on. I’m glad to hear that. Everybody’s okay. Um, we’re talking about Facebook. Fundraising your 2020 topic, uh, for NTC is best kept secrets the getting and using Facebook fundraiser data. Julia, you’ve been talking about Facebook fundraising for so long we had you on?

[00:21:16.09] spk_3:
Yeah, last two years ago

[00:21:18.57] spk_1:
Was the the last year or two years ago. Um, you’re gonna have toe. You have to find a new gig.

[00:21:23.62] spk_3:
I know. Well keeps changing

[00:21:26.41] spk_1:
this this one trick things.

[00:21:27.84] spk_3:
And now I found neck. You’re like my Facebook fundraising soulmate, so

[00:21:32.14] spk_1:
that’s right. So I’m going to start with you, Since I know for a fact you’ve been doing this thinking about Facebook fundraising a long time. Um, what the problem is, Facebook doesn’t share. Right? We lamented the last year or two years ago, you and I.

[00:22:42.13] spk_3:
Yes. So I Yeah, it was in New Orleans, Um, 18 ntc with and I did the first session on Facebook fundraising tools, and it was when they had just come out and I had mental health, America and the Polaris Project with me because they were kind of just slaying it with Facebook funders and raising thousands of dollars. Like Nick likes to talk about that magic money that comes down when you turn on the tools. But the number one this was two years, the number one quandary and problem, an issue that nonprofits had and still have is this issue that you don’t get the information of the contact information for everyone that makes a donation, even if it’s not to you? Necessarily. It’s to someone else’s birthday fundraiser. So our entire philosophy and the three of us are all on the same page, and we talked about it. We have talked about this a lot is that you’re missing the point. If you focus on the data that Facebook gives you, there are ways to get the data and the content information for your fund raisers. The people that are raising money for you that are stepping up and saying I want to donate my birthday. This is a cause that I really care about right now. Everyone come together, raise money. Those are the people you need to focus on. And I think Nick made an amazing amazing point earlier this morning when we were talking. I love that point where you don’t want to clog up your Sierra Room in your database with the data of all these donors who don’t even want to hear from you anyway because they haven’t elected to hear from you. They didn’t really box

[00:23:27.81] spk_1:
their connection here, person they’re connected. The person who is running the fundraiser?

[00:23:32.51] spk_3:
Yes, exactly. Exactly. So get around this. We need to get over this hump. And Nick can also talk a lot more about that. And Maureen can

[00:23:40.82] spk_1:
too. All right, So you don’t want to focus on what we don’t have.

[00:23:44.34] spk_3:
Yes, there is a

[00:23:44.95] spk_1:
possibility that they might be, uh, uh, interested in engaging with you and your cause.

[00:23:51.81] spk_3:
Maybe,

[00:23:52.45] spk_1:
But you don’t want you don’t focus on that possibility. Want focus on what we do have is that

[00:24:31.94] spk_3:
Well, yeah, there’s kind of two ways to look at it. One is Do you want un discretionary? Do you want to, um, totally on un discretionary funds? Do you want free funds that you could do with whatever you want to do with coming in? No one telling you what to do? What? They’re not earmarked. Do you want that kind of money? Do you want exposure to a brand new audience? Or do you want to focus on the fact that I gave $5 to Maureen’s birthday fundraiser But I only gave because of Maureen? I’m not really interested in animal rescue yourself. Hung up on getting my email, but we got to stop with that.

[00:24:33.41] spk_1:
OK? All right. Well, Nick, Julie obviously teed you off. So why don’t you give us your overview?

[00:24:39.94] spk_5:
Yeah, I mean, I think, like like Facebook. Call it social fund raising. And I think that’s the key, right? It’s social. It’s it’s enabling people who love your cause who want, like, support your mission to go out and raise money from their family and friends. And if if organizations and nonprofits just treat it like direct mail or something, right, it’s not social, and so you have to you have to go with it. And so there’s this myth that, you know you can’t get the data. Yeah, Facebook don’t share the data. That is true. But actually, we’ve pion eight near two ways that you can get a lot of fundraiser data. You’re not going to get the data of every single donor that gives to every every single fundraiser on Or do you want to clog your sierra em up with that information, right? Because they’re not gonna convert on email or direct mail like less than 2% of them opt in. When Facebook asked them to hear from you. And that’s a good sign that they gave to your t their friend or their family or their loved one. Not Teoh your cause. So go with the flow. Don’t fight Facebook. Use it for a CE, much as we can possibly use it for. It’s a fantastic fundraising

[00:25:50.14] spk_1:
tour. Okay, Nick, what’s out in your background? You have You have a projector on your ceiling projecting that onto the wall.

[00:25:56.43] spk_5:
So that’s Michael. Jordan told me to read the quote. It’s a bit it needs to be bigger, right? But Michael Jordan quite. It’s a Michael Jordan quote. So is Michael Jordan

[00:26:05.70] spk_1:
Reed. It go ahead.

[00:26:20.05] spk_5:
It says, Uh, I’ve missed more than 9000 shots in my career. I’ve lost almost 300 games 26 times. I’ve been trusted to take the winning shot and missed. I failed over and over again in my life, and that is why I succeed.

[00:26:25.02] spk_3:
I love that

[00:26:26.76] spk_1:
additional. Okay. Is that that’s not a projection from your ceiling onto the wall, is it?

[00:26:31.26] spk_5:
That is one of those decals things.

[00:26:34.15] spk_1:
Okay? You’re very, very high tech. If you’ve got one

[00:26:38.12] spk_5:
E say it’s like a hologram,

[00:26:41.29] spk_1:
right? Exactly like It’s a

[00:26:42.77] spk_5:
commercial reality. It’s argument is not really there.

[00:26:50.94] spk_1:
It’s one of those lights that shines in front of a restaurant on the sidewalk. Where is it coming from?

[00:26:52.25] spk_5:
A car, guys, it’s,

[00:26:53.94] spk_1:
uh uh OK, Marine. You want toe? Er, why don’t you add to the overview and get helping us get started?

[00:28:30.69] spk_4:
Sure. I think that, you know, part of what Julia and Nick are alluding to has been around for a long time when you think about peer to peer fundraising generally. So I’ve helped a lot of people over the years with either live physical events, that’s a five K or a bike or walk or D i y peer to peer fundraising events and organizations, generally speaking, do not do anything with the donors who give to those team captains or those participants. The data does go into their C. R M because somebody’s made an online gift and is part of that text stuff. The date is getting sucked over, but they’re not trying to convert those people. But for some reason, people feel very frustrated about the inability to get the $5 donor into their database and is Nick and Julie have both said. You’re paying attention to the glass half empty. You need to shift your mind, pay attention to the information you can get and cultivate those relationships. Um, we and fundraising think a lot about the lifetime value of a donor, right? It’s just like it’s ingrained. And whether you were formally trained in the stuff or not is all around us about who’s valuable, Who do I spend time on and who I don’t. And Facebook turns that like a 45 degree angle. And it can be awful hard to get your leadership on board with ignoring donors just really what we’re telling people to dio. Those aren’t the folks that you should be paying attention to When it comes to Facebook fundraising, it’s the fund raisers themselves, not the people who were actually giving. And that could take some conversation at your board level or your your executive or sea level Um, inside your award that it is. It is not the way it’s always been, and you have to be cool with that and give

[00:29:00.80] spk_1:
it a try.

[00:29:01.75] spk_5:
Can I just jump in, jump in and just come off the back of the no Yeah, yeah. On anarchism. So polite, right?

[00:29:21.14] spk_1:
No. Yes. You’re not sure what I was? What I was going to say, Maureen, before I was interrupted was e. I could see how clearly. Yes. Take a drink, Nick, please. I can see why your company’s practical wisdom.

[00:29:23.34] spk_4:
Yeah, like

[00:29:30.74] spk_1:
your wisdom for non profit accidental techies. All right. And I saw you checkered with Donald Techie. Okay, so So we’ve gotta persuade our vice president, CEO and board, Maybe. I mean, the board may not be involved in what we do. Ah, fundraising campaign on Facebook or not. But at

[00:29:43.83] spk_4:
least these leaders, you

[00:30:05.28] spk_1:
persuade some people in the chain that we should be focusing on the five people a year who hosted us hosted a fundraiser for us on Facebook. Or it might be more than five, But but not not the 500 who gave at the rate of 100 each to to those to those five fundraisers. Ones who created the campaign’s not the wardens who donated to the campaigns.

[00:30:32.38] spk_4:
Okay, wait a few rooms about Facebook. You know, sometimes people have negative feelings about Facebook and that can you know, dr their business practices and where they’re choosing to invest their time. And what we’re what we’re here to say is Evaluate, evaluate, test it. Is it gonna work for your organization or not? And

[00:30:32.57] spk_1:
it

[00:30:32.68] spk_4:
probably is. So, you know, get ready. Get ready for that

[00:31:05.04] spk_1:
time for our last break. Turn to communications. They’re former journalists. So you get help getting your message through it is possible to be heard through the headlines. They know exactly what to do to build relationships with the journalists that matter to you. They are themselves former journalists. Those great relationships will lead to great coverage. They’re a turn hyphen to not CEO. We’ve got but loads more time for Facebook fundraising data. Nick you not because you interrupted, but Julia said earlier that you had some tools that we can applying here. You want to acquaint us with something?

[00:32:40.83] spk_5:
Yes. So my background as a digital fundraiser, we got into this early when client we saw the problems of the clients were having with data on. We started doing everything like, manually with spreadsheets and reaching out to fund raisers one of their time on Facebook, that kind of thing. And we just decided Look, this is crazy. We’ve got to build a tool to help that fast forward 18 months later, and we’ve got over 100 nonprofits in seven countries using give panel on What we do is we basically help organizations take the power back from Facebook? That’s kind of what we do. Like Facebook are getting a lot out of this, and that’s great. They’ve given us free tools. It’s free to use no platform cost, no technology costs, nor even any credit card fees, Right? So Facebook have given us something great. We know that they benefit, but our job is to leverage that tool as much as we can get a gun and leverage it for their advertising model on to keep them employees happy and like it’s a great thing that they’ve given the world. But it’s upto organizations toe to take the power back. And so we do that by helping how organizations Steward Steward their fundraisers get the data from their fundraisers on do you know, see graphs and dashboards and all that kind of thing. So it’s kind of the missing tool that Facebook haven’t given Facebook’s base books. No interested, necessarily in kind of building the best tool for charities, their customers, the end user on. So they’ll always be a gap where people like me will want to service the non profit. Right? OK, that’s what we

[00:32:43.61] spk_1:
do. Okay. Thank you. Julia party. Your description says how to identify who launches Facebook fundraisers. Is that Is that something that’s difficult to dio Julia?

[00:32:54.64] spk_3:
Yes. So Facebook is not going Teoh tell you when someone launches fundraiser and they’re not going to tell you who has necessarily launched a fundraiser. So you do have If you’re small organization and you’re not using a tech tool like give panel to help you, then you are going to have to figure that out. You’re gonna have to constantly be looking at your fundraisers and constantly trying to figure out and identify where the campaigns are. But that is absolutely crucial even for a small organization to dio to thank people especially, and give them the tools to sort of have already in your maybe on your website toe have a little bit of a tool kit. Maybe it’s a one page document with tips for fundraisers to really elevate their campaigns because we know nobody was born a fundraiser. No one’s born knowing how to fundraise. And if someone’s trying to raise $200 for their birthday, it’s a win win. If they can succeed because they’re gonna feel great and it’s going to be an amazing legacy for them and they’re gonna be really excited, and then you’re gonna build that relationship with them because you helped them. So, yeah,

[00:34:06.96] spk_1:
so how do we identify if we don’t have a tool? How right? Go to Facebook O. R. And find who’s doing this for us.

[00:34:14.09] spk_3:
I’ll turn that over to net cause there’s a couple ways.

[00:34:25.07] spk_5:
Okay? Yes. So Facebook. When you signed up to Facebook giving tools, you get a tab on your fate on your non profit Facebook page that says fundraisers. So you can see fund raisers that have raised more than $50 in that list. The problem is that you over about 70 60 to 70% of your fund raisers don’t reach $50. There’s a lot. There’s a lot of big fundraisers, but there’s also a lot, a lot of small fundraisers.

[00:34:41.89] spk_1:
All right, so you’re not going to capture the smallest ones. You won’t be able to say thank you to them. Maureen, what do we do? Once we have identified the people who have have launched these fundraisers for US

[00:35:35.06] spk_4:
micro appreciation, I’ll use next term. You have to find small ways to recognize and appreciate the effort that these fundraisers air making, no matter how much or how little they’re raising for you. Facebook is the great equalizer in that everybody sort of knows what everybody is doing, and your fundraisers expect it. They expect you to be paying attention. They expect you to thank them and acknowledge them all within the tool, you know? Yeah, you certainly want to try to get enough information and their permission to move them over onto your email list so that they can learn more about your organization. They can be more empowered to fundraise more for your get otherwise involved, but, you know, sending a message. Knicks got a great program where people send a tiny little gift like a like a pin, a piece of swag that in your non profit they have sitting around It’s pennies. Teoh access it a diner to to mail it out, and then that person has a tangible thing that is reinforcing that relationship. They knew that I did it. They took a minute to say thank you. They actually gave me a thank you gift. And so every time an opportunity comes up in my personal life for me to start a fundraiser, I’m gonna go back to that organization and show my loyalty.

[00:36:20.11] spk_1:
And what can we do to encourage these fundraisers, whether it’s birthday or or whatever, How can we? How can we be promoting that idea to To our constituents?

[00:36:34.41] spk_4:
You do have to promote it. Radio promoting Julia, which I

[00:37:28.28] spk_3:
guess you have to be proactive rather than reactive. So sure, setting up the tools and registering for Facebook payments. Make sure you’re you know I’s are dotted and your T’s are crossed and your registered and you have all the tools set up. But it’s just like with the Donate button on websites 5 10 years ago. If you just put it on your website and don’t tell anybody, then you can’t just expect the donations to rolling as much as they could. You really have to be proactive. So advertising it, telling people this is an exciting new way. It’s effective. It’s safe Facebook doesn’t take any fees, kind of dispelling the myths and misconceptions out there around Facebook fundraising showing people examples of other fundraisers that have occurred, giving them the tools like, um, giving them photos, giving them videos, giving them text, explaining to them here the top five things to do when you start a Facebook fundraiser. Here’s what to do when you hit your halfway point but actively encouraging people. I’ve seen it in a welcome email sequence. Actually. Ah, lot of nonprofits. When you sign up for the email issue, make a donation. I’ve seen them encourage you in their little sequence. Say, to make a bigger impact. Would you be interested in setting up a Facebook funders or force? Put something on your website? Put something in your email signature. Do a Facebook live. You know, you really have to look at it as all hands on deck promoting this.

[00:38:06.00] spk_1:
What do we know about the characteristics of people who are most likely to do this? Are they necessarily the under 30?

[00:38:13.12] spk_3:
I don’t know, Nick. You might know that we

[00:38:15.41] spk_5:
we don’t have any demographic information. What we do have is that its acquisition, actually, this isn’t for something for your existing supporters donors as much as it is people who are getting noted, verified a week before on Facebook, a week before their birthday. Hey, do you want to set up a birthday fundraiser? And then they’re searching for breast cancer? They’re searching for arthritis. They’re searching for dunk cap, you know, whatever they want, their passion about what they want to give to. So 90% of our client data From what the studies we’ve done our new to the organization. They’re not people that were already on the database. So this is acquisition and its huge. We have clients that have 30,000 fundraisers a month. I mean, when you get it right, it’s by big.

[00:39:05.70] spk_1:
I’m surprised to hear I’m surprised to hear its acquisition. I didn’t expect that at all. We’re committed donors who thought of you on their birthday. You’re saying they’re thinking that their birthday is coming up and they’re looking for a cause?

[00:39:39.52] spk_5:
Yeah, that’s like So my my wife lost unfortunate, lost her mom to breast cancer two years ago. She wasn’t she just fighting breast cancer and shows the 1st 1 that came up on what we’re seeing is as more nonprofits get on Facebook, the slice of the pie is getting thinner and thinner, so you need to get in early is growing, but so is the adoption. And so organizations that go on it two years ago did very well. It’s not the birthday. Fundraising is slowing down is the fact that actually more organizations are jumping on because they’re seeing how successful it is.

[00:39:46.57] spk_1:
Okay, we’re gonna start to wrap up, Julia. I’m gonna give you ah, a shot and then never go to Maureen for the final. What do you want to leave people with? Maybe how to get started. Whatever final thoughts.

[00:39:59.52] spk_3:
Well, if you’ve not started yet, go to social good dot FB dot com and see if you’re eligible to register. It’s not open in every single country yet. And some tools air open in some countries and some are not. But the very the second thing I would dio is understand that this can Onley augment and enhance what you’re doing. What we’re saying is not to completely replace everything that’s working. I’m not saying Onley to face with fundraising and throw out your direct mail, which is what people are hearing. I think sometimes when I talk, I’m not saying that. I’m saying this is gonna enhance. And like Nick just said, it’s a way to acquire new people that are passionate. That could be even more passionate about your cause. Because everyone’s already on Facebook all day already. You know, there’s millions. Billions of people on Facebook is the leverage, the tools and do the best you can with what you have.

[00:40:55.84] spk_1:
Okay, Marine, would you wrap us up, please?

[00:41:31.71] spk_4:
Sure. Um I would say, Don’t let the perfect get in the way of the good, you know we can. We’re very terrible about snow. Sometimes in non profit culture. We take a really long time to think about things. A really long time to change gears. This is a time for action. Even if the world wasn’t dealing with the pandemic, it is a time for action for nonprofits. Try something having experimental frame. Get buying from your leadership, but try it. Try it. You really have nothing to lose. How’s that?

[00:41:38.24] spk_1:
Would an impassioned plea Yes, that Z from from Kit God, that’s Marine will be off digital strategist and technology coach with practical wisdom for non profit accidental techies. Also, Julia Campbell, The

[00:41:47.02] spk_3:
Penis of your voice over Any time you talk

[00:41:49.93] spk_1:
work what it is. The company right?

[00:41:52.11] spk_4:
It absolutely is

[00:42:10.80] spk_1:
way. Non profit. Accidental techies. Julia Campbell, author, speaker, trainer, author, speaker, teacher and trainer. Well, teachers Train right, Jay Campbell, social marketing and Nick Byrne with Any at the end. Founder and CEO Give Panel Marine and Julia and Nick. Thank you so much for sharing with us.

[00:42:15.43] spk_3:
Thanks, tony. Thank you.

[00:43:41.52] spk_1:
Stay Well, I’m glad we were able to work this out and thank you for being with tony-martignetti non profit radio coverage of the virtual 20 NTC workshops sponsored by Cougar Mountain Software. The Knowledge Fund. Is there complete accounting solution made for non profits tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial. Thanks so much for being with us next week. The special episode on the racism conversation and more from 20 NTC on the regularly scheduled show. If you missed any part of today’s show, I’d be sent. You find it on tony-martignetti dot com were sponsored by wegner-C.P.As guiding you beyond the numbers wegner-C.P.As dot com. But Cougar Mountain Software Denali Fund is there complete accounting solution made for nonprofits tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial and my turn to communications, PR and content for nonprofits. Your story is their mission. Turn hyphen two dot ceo Ah, creative producer is clear. Meyer off Sam Liebowitz Managed stream shows Social Media is by Susan Chavez Mark Silverman is our rep guy. This music is by Scots You with me next week for not profit radio Big non profit ideas for the other 95% Go out and be great

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[00:00:11.14] spk_0:
Hello and welcome to tony-martignetti non profit radio big non profit

[00:00:16.08] spk_2:
ideas for the other 95%. I’m your aptly

[00:02:03.74] spk_1:
named host. I’m continuing with a dizzy production, audacity and zoom. No studio. I don’t know if you can hear that ocean. I hear the ocean. It’s not digital. Oh, I’m glad you’re with me. I’d get slapped with a diagnosis of ridiculous senioritis if you unnerved me with the idea that you missed today’s show leadership. In two recent shows, my guests agreed that Amy Sample Ward represents a shining example of vulnerable leadership. So who better to speak to about leadership, whether in a crisis or not? Then Amy Sample Ward. She’s CEO of N 10 and our technology and social media contributor and donor advised funds. Let’s relieve the misery of donor advised funds. There may be a lot you cannot find, but you’re not helpless. Maria Simple has advice, and resource is for finding and reaching the funds. She’s our prospect research contributor and the Prospect Finder. Last week I did say we’d have a 20 TC panel with Maria. Leadership just felt more timely on tony steak, too. Take 1/3 breath were sponsored by wegner-C.P.As. Guiding you beyond the numbers wegner-C.P.As dot com But Cougar Mountain Software Denali Fund is there complete accounting solution made for nonprofits tony-dot-M.A.-slash-Pursuant mountain for a free 60 day trial. And by turned to communications, PR and content for nonprofits, your story is their mission. Turn hyphen. Two dot ceo Here is leadership with Amy Sample

[00:02:13.94] spk_2:
Ward. It’s always a pleasure to welcome you, Amy Sample Ward. And there you are. This is not like you have to wait until I say, you know, there you are. You’re already here. You’re here,

[00:02:15.53] spk_4:
you know? And I get to see you, you know, normally shows or like, over the phone or whatever, So yeah, I can see you. Um, thank you for such a kind intro.

[00:02:33.34] spk_2:
Love it, actually, yes. That, uh, uh let me also remind people that, uh, you your you’re you blogged at, uh you still blogging any sample ward dot or

[00:02:44.50] spk_4:
ge? I mean, I do have the website, but normally, if I’m writing something that’s either for in 10 or yeah,

[00:02:48.53] spk_2:
I’ll scratch that no more. Aimee Semple ward dot org’s is still at a me R s board. Always very good. Okay,

[00:02:52.40] spk_4:
Yes. Happy to tony.

[00:03:04.54] spk_2:
So? So Yes. Two different panels, at least one of which is a special episode. So people have already heard it. Maybe both of them. But, um, you, Ah, I brought you up, actually, as an example of vulnerable leadership. And the panels agreed immediately. So it wasn’t just wasn’t only me saying it.

[00:03:13.90] spk_1:
And then

[00:03:14.30] spk_4:
we’ll have to go find those people. Send them in. Thank you. Guessed

[00:03:32.64] spk_2:
it was about one is about leadership. And the other one was about team care. I think I’m pretty sure those were the two. So that was the leadership. One was leadership number one for our special episodes. But here we are, the ship to so vulnerable leadership. What does that does that mean to you?

[00:04:00.34] spk_4:
Um, you know, it’s not necessarily a phrase that I would use because I guess maybe the phrase I would use and what that term means to me is just authentic leadership. You know, I think you can’t be authentic if you aren’t being all sides of your emotions. You know, if there’s only like, 11 version of how you are, then I don’t think it creates a lot of space for the folks that work with you, whether inside the organization or outside to feel like they’re allowed to have multiple emotions or thoughts. You know, if you’re kind of setting the precedent, that that’s the way you expect others to be When when you hold yourself to that,

[00:04:22.44] spk_2:
Okay. Authentic, I think.

[00:04:24.15] spk_4:
Yeah. I mean, we can see we can use vulnerable. That’s just, you know, maybe not the language that I think of myself.

[00:04:32.94] spk_2:
Okay, Um, authentic ce Fine. Yeah, but it z it suggests Ah, on honesty on open. Right. Ah, collaboration.

[00:04:52.04] spk_4:
Totally. And I don’t think, you know, I love that you use the word collaboration because that’s what I think about. A lot is like, if you really collaborating with other folks, you’re all kind of joining unequal space, right? To share ideas or talker. Come up with whatever the work is your your collaborating on and the same would be true in leadership and tough times, right? Like you have to really meet and create a space where everyone can have all those emotions and work through it together. Otherwise, you aren’t really in partnership with each other. Right? You are. You’re somehow separate from everyone.

[00:05:36.94] spk_2:
Yeah, right now there are There are leaders who are not of this ilk. They would say that, you know, emotions, emotions in the workplace. Um, they don’t that they really don’t belong. You obviously

[00:06:57.64] spk_4:
don’t agree with that. You you know, I think if you don’t have, if you don’t have the kind of emotional intelligence Teoh experience those emotions identify those emotions, understand where they’re coming from and where they’re trying Teoh lead you or what they’re telling you about how you’re taking an information, then you’re not really using all the tools that nature has given you, right? I mean, a big part of being a leader is developing a really strong gut, right? Being able to like, go do your research but also have, like, you know, in the moment where things should go right, like that’s I always think a great sign of someone that, um has strong leadership, regardless of the job title, is that they’ve developed a really strong gut. And the way you do that is 100% pure emotion. By understanding like how your body is reacting in the moment, Teoh an idea or two. A conflict and understanding. Not just best. Oh, I’m having this emotion. But I know why I’m having this emotion. I know where it’s leading me. I know what my gut is telling me to do right now, you know? So if you feel like emotions aren’t welcome or not professional or shouldn’t be in your workplace, I really worry that that has hampered the ability for both you and your staff toe like truly use all their skills

[00:07:03.74] spk_2:
and then but in the same but same talking, you have to be empathic right t to recognize the emotions in others through, um, official expressions, body language, tone. Right there. I start watering, were smiling. Let’s not keep it all negative. You right there smiling there. Um, so you have to see the emotion. I

[00:07:26.04] spk_4:
think that’s the piece that takes,

[00:07:27.76] spk_2:
you know, a

[00:08:35.74] spk_4:
lot of takes a lot out of people you know is is being able to not just read and understand how others are feeling, but kind of react to that. I don’t see manager because it’s not your job to, like, manage their feelings, but be able to react to it and and both of you have a strong interaction. You know, um, I also think there’s something I see a lot in the nonprofit sector that leads to burnout us folks truly being so empathetic that they’re taking on that emotional burden of either their staff for their community that they serve. You know, it’s something to be able to read and understand and operate within emotions. And it’s another to feel like you are carrying those emotions for your staff, you know, And it’s a lot to carry our own emotions alone, like 20 more people’s emotions, you know, And you ultimately can’t do that at least not very long without burning out. You know, so understanding how you can except and address and engage those emotions that your staff maybe having whether again, whether they’re positive or negative, and and then move forward so that you aren’t just feeling then responsible for every feeling that that person has, you know.

[00:08:51.78] spk_2:
So when you’re feeling emotional about something, getting feeling an emotional reaction or you’re sensing it in the person you’re talking to, you make it explicit. Do you? Yeah, comfortable enough space that you start talking about. You know, you raised the fact let’s put aside what we’re talking about. I’m getting a reaction from you or I’m feeling this reaction to what? Your Let’s talk about how we’re feeling.

[00:10:27.84] spk_4:
I mean, I think it’s hard to put anything aside. So in the moment, you know, just saying I’m really feeling this or how are you feeling about this conversation? You know, I think, and that as adults we have, especially in this sector, we have very complicated feelings. Sometimes often the feelings are like personally feeling challenged by something and at the same time knowing how much we might have to do it, you know? And it creates like an emotional conflict within ourselves. Teoh, hold two things that are maybe opposite at the same time. You know, um and just letting folks have the space to say how they’re feeling. Not just Do you know what your next steps are? Please go do them, you know, like, how do you feel about them? Because I feel like if folks don’t have space to maim and share and address how they’re feeling about things when they go to to move forward with those next steps, they’re either not going to go as maybe effectively or efficiently as they could because they’re still like, caught up in processing how they feel about them, you know? So just spending that probably shorter amount of time undressing how folks are feeling together essentially like speeds up them being able to go do the work. You know,

[00:11:10.80] spk_1:
it’s time for a break. Wegner-C.P.As We received our P PP funding. Now what? That’s their latest recorded webinar. What about loan forgiveness? How do you get the max forgiven? It sounds like this is sounding abs, religion, absolution. I absolve you. You are absolved. Um, but it is just forgiveness, not absolution. Wegner-C.P.As dot com Click Resource is and recorded events to find out more about these p p p loans and forgiveness. Now back to leadership with Amy Sample Ward.

[00:12:17.54] spk_2:
I identified you as AH vulnerable leader because of the video that you posted on the Internet website that was announcing the decision to cancel the to cancel the 2020 NTC, the non profit at the conference. And there were I think there were two times in that video that we saw you wiped tears from your eyes. And not only that, but you opened up to the fact that the conference represents 62% of and tens revenue for the year. So you’re not only gonna be without that revenue, then you also had penalties that have to be paid on. So new and additional expenses penalties paid for contracts that had medical. Um, so the I guess the parts where you were teary, tearful, you didn’t. Or did you think about taking those out of the video or or doing a take to where you will be showing less emotion to the public?

[00:12:25.74] spk_4:
Yeah, that’s a good question. I mean, at that point in the day, I didn’t know that there were tears left. I’d already cried in in every in every phone call I had for that day, you know? So I kind of thought I was dehydrated enough. Do not have that you bore

[00:12:42.07] spk_2:
about just just last month. I mean, yes, maybe our recording on April 28th it was Yeah. It was just last month that this will happen.

[00:12:53.50] spk_4:
I have goose bumps with you, just describing the day and having to make the video

[00:12:56.85] spk_2:
by our watering a little bit thinking about you.

[00:16:58.34] spk_4:
Yeah. I mean, I think the I mean, you know me, like I’m usually a one take person like, Well, however, that went is how it went, you know, But I guess that’s back to the authentic piece. But, you know, I also I mean, I got to the end of the video. I felt pretty good for, like, being able to continue talking. I never had to stop and cry. That felt that was kind of my bar, you know, like, I continue to talk the whole time, so that wasn’t success. And then, you know, I do it Thomas, our communications director, and said like, I cannot watch myself say those things again. So you watch the video. If you think I’m not holding it together enough, you know, I can try and do it again. And he was like, no thistles sign. You don’t have to try and do this again, you know, um but I think I have had a lot of seen back. I mean, I’m someone who cries. There are lots of people that cry, you know? Oh, and crying is great and healthy. And to me, feels like a clear sign that I I opened up the channels so that my my heart and my body can tell me when I’m feeling certain things, you know? And, um, I always cried the NTC, you know, because there’s such incredible, passionate folks. They’re sharing their stories. There are really wonderful people. Well, that we’re highlighting our awards. You know, I just get sad. That’s the last day, and everyone’s gonna leave. So, um e I have gotten feedback in the past, especially from women or non binary folks in the community that getting to see said someone willing to cry has made them feel like bay themselves. As someone who has those emotions is not unprofessional, you know, and is not doing something wrong, and she wouldn’t be who they are. So I appreciate those folks giving that kind of generous feedback. Like I you know, we don’t necessarily have a relationship. You have to tell me that, you know, So that’s a huge gift. But I also thought about that in the video after, you know, after Thomas said he was gonna use that and he said, like, it looks like you’re crying. Are you OK with us putting that out there and it was just like, this is really effin hard. Yeah, like I held it together. So I’m buying with with that. And like, maybe people won’t notice that don’t know me are paying this close attention to the video, you know? So I don’t think it’s that big of a deal, but it is really hard to say those things especially, you know, of course, we all the world is different now, and all these weeks later, we know a different truth. But at that time, these things were not known, you know? So, um, there’s there’s no reason that saying something hard has to be, like, straight faced and going No emotionless. Yeah. Um I mean, it was just just like a few, like the following sunday. Maybe after we canceled staff a staff person posted in our slack account that the Baltimore Convention Center, where we were meant to hold the conference was gonna be in Baltimore, was being transition to be a field hospital for Kobe patients. And it was like it was just a ah, huge emotional release for so many of us. Not necessarily sad, but just all those emotions, you know, that like we had put so much work into planning what we would do in that at space. And now, instead of us being there, there’s patients, you know. And what is that? How does that reflect on everything that we must have just gone through? So I don’t think there’s any way to have made that video or to have talked about that decision or those times without with without a lot of emotions, you know?

[00:17:33.84] spk_2:
Well, I admire the the willingness to share emotion and also to accept it in others. I I can’t only see how that would create a more collaborative, cohesive team, closer relationships with each individual team member on then and then as a result of a more cohesive team Overall, Uh, I can’t see. You know, I don’t I don’t understand people who, um, think that vulnerability is a sign of weakness, right? No, that makes you somehow makes you weak, and you have to be stoic. All

[00:19:41.06] spk_4:
right, very. It’s a very like white, dominant capitalist, patriarchal, even mode of thinking, right, because emotion and those paradigms is feminine and feminine is bad. Where we all have all of those traders, you know, and that emotion is uncontrolled, and that’s not good right, Those air, those air bodies of thought that want control. Um And I guess I also just would love a world where those air, not the bodies of thought, were operating with them. Right? That like we’re not We’re not here. T get the last dollar out of everything that I believe as a community, we have all the resources we need for the rural we want. It’s about working and really station ship with each other so that we can use those resources in the right ways, you know? And I think that piece about being in relationship with each other is the piece I think about. You know, when you’re talking about vulnerable leadership like if you’re in a relationship, you expect to be vulnerable with that person and have that person be vulnerable with you, right? That’s but so much of of kind of the U. S. Culture is like relationships are Onley romantic relationships like there are partner or spouse. Relationships are every person that we interact with, right? And if you’re really entering those conversations, those friendships in relationship with each other, you should be vulnerable with each other. You should be comfortable being vulnerable with each other. You know, like you and I have had off camera off camera, off audio, very vulnerable conversations, right about, like, personal growth and things that we want to work on. And that means that other craft conversations we have that maybe oranges emotional or art is vulnerable are better because we’ve also been able to have those other types of conversations, you know? So I think seeing leadership as maybe the person who stewards those relationships within the organization changes again the role in the dynamic of emotion there that you’re almost the one that has to be even more vulnerable because you’re the one saying we are in relationship here, you know? And we really should have have these connections with each other.

[00:20:39.84] spk_2:
See, this is why you’re the person who writes the books because you see, you take this from the microcosm that that we were talking about. And then you extrapolated to the broader community that has sufficient resources to achieve the missions and the goals that we want. If we could just channel those and work together. Yeah, you have ah, way of seeing the big picture. Thank you. I admire which I’d mind. Yeah, that’s a Europe. Yeah. You’re the book writing people. You know, things. If you have the books in you and those of us who have the more I don’t know, maybe more.

[00:20:42.74] spk_4:
The area is

[00:20:51.54] spk_2:
where the grounded worth the grounded level. But you take it to the next level. Um, well, so

[00:20:52.32] spk_4:
what? So can I, like, reverse the interview and s

[00:20:57.27] spk_2:
so I don’t like when, uh, you know,

[00:20:59.06] spk_4:
you don’t. That’s why I e

[00:21:02.05] spk_1:
ever turned you down. Maybe I did in the beginning.

[00:21:19.64] spk_4:
So? So just as like, a thought experiment. Not that you have toe, you know, share something that you don’t want to share on the air. But you know it. There are there examples when, like, what’s your anti? See a video? What’s what? You had to share something. It is not to being broadcast with the world like our video, but you know it. Is there something that wasn’t wasn’t bound within a romantic relationship, but was an example where you were having to share information or news or ask a question that required your vulnerability in relationship with someone professional?

[00:22:13.04] spk_2:
Yeah. The ones that come to mind are a couple of a couple of shows. A ah show on diversity equity and inclusion with Jean Takagi. Where we, you know, we talked explicitly about white male power. Yeah. Ah, and history. Um, and then another one that you and I did I don’t remember Was that it was at a d I conversation? No, it was when you and I talked about poverty. Porn?

[00:22:19.29] spk_4:
Oh, yeah,

[00:22:25.44] spk_2:
that was, uh, that was a moving one for, um, So those are those are a couple of those mind. Yeah.

[00:22:31.06] spk_4:
Thanks for sharing. What is Iris? Yeah, I know. You want to turn it back around?

[00:23:51.94] spk_2:
No, no, because I there there are There are people who have, you know, have this format, But going back decades, um, who I admire like Dick Cavett. Cavite is ah, seems to be a very vulnerable and authentic host of his show. And there’s hundreds of clips on YouTube of him. Yeah, and he opens up, and I you know, um, there are other folks as well. Ah, maybe lesser known, you know, but that I take cues from yeah, producing the show. But in being a host, like the host guest interaction, Dick Cavett is is my number one because he because he is so authentic. Yeah, so it doesn’t, you know, Yeah, I think those were sort of breakthrough moments. I would count those. I don’t know if you count your in 10. You know, the NTC cancellation video is a as a highlight of your career, but when those conversations happen, it’s completely organic. You know? I know D eyes a sensitive topic, but I didn’t know that I was going to get emotional with g discussing it. Right. But

[00:24:41.44] spk_4:
I think part of that reflection that you’re having is also the acknowledgement that whether the topic is sensitive or not, it’s that you feel personally responsible for your actions within that topic, right? Like I think about, um, I have some friends who have had a history with cancer, and, you know, when they share stories of Dr that was like and here’s like the news, blah, blah, blah, it’s so hard. And somehow it is easier when the doctor is also sad, you know, and feeling like this is really hard. We’re gonna talk about this. We’re also gonna talk about treatment and and whatever, but you don’t have to not share the news, But you also don’t have to share it in a cold way. You can be. You can you can share in that kind of personal space of that topic with someone, and I kind of hear that in your reflection. You know that? Yeah. Is it? It’s a hard topic, but you were willing to be kind of responsible for yourself in that topic, you know?

[00:26:02.35] spk_2:
Um, all right, So how does it let’s bring it back this back to the leadership, then? Yes, Um, where we’re talking about being open emotionally, being authentic, Um, empathic, I think subsumed in all this is listening, active listening as well as feeling emotion, hearing words as well as as well as taking in the full person. Not just not only what they’re saying, but listening to their words. Um, curious minded, sometimes in leadership, uh, one of the at least one of these, uh, previous special episodes. The idea being curious minded, you know? Yeah. Asking questions, not just taking what said. And I guess, you know, ignoring your own questions about it, being willing to admit that you don’t understand something that someone has just explained you know, maybe you’re hearing it for the first time. It doesn’t have to be a technical subject. You know, it could be a to be a very emotional subject, but you just don’t You don’t quite you don’t grasp. But you’re curious enough and authentic enough to ask, you know, could you flesh it out more?

[00:26:21.08] spk_4:
Yeah. Being curiosity is

[00:26:25.60] spk_2:
I just don’t understand what you’re all

[00:28:31.24] spk_4:
right. I think curiosity is something that folks could use so much more. I feel like I don’t hear folks talk about curiosity very much. And I feel like it could be a pass for all of the times When you’re like, I don’t get what you’re saying instead of having to say or fight and some nice way to say, like, can you please repeat that? Because I don’t understand. You could say I’m really curious, you know, like, can you keep talking about it because I’m just very curious. And using curiosity as Urine road both for understanding and kind of letting folks further explain themselves is such a kind of positive neutral entry point instead of you’re not making sense, right? Or you did not explain that to May right. It’s like I’m curious. Please just keep keep explaining. You know, um and I think the other part of what you’re saying there is acknowledging that as a leader. And again, I don’t think a leader is only someone who has, like, CEOs, their job title. Anyone in any moment is maybe the leader right of their project on their team or whatever, but acknowledging that you don’t already know everything in my experience, that looks like not knowing how to do any certain thing that pops up as an organization. It’s so much more freeing for me as an individual t just openly say, Well, it’s certainly never canceled the NTC before. So, like, I don’t have answers to your questions about what we’re about to do. But I know that we’re gonna stay in relationship. We’re going to stay in this room. We’re gonna stay in this together, and collectively we will figure out the answers to those questions. We will figure out what it is we need to do, and then we will do it, you know. But, um releases myself of having to, like, anticipate every single question to know the answer. When, of course, I don’t know those answers. I’ve never done this before. A lot of people, you know? I mean, we’re on our, uh, you event planners association list. And everyone in March was like, I’ve literally never canceled an event What we stole student yet saying, because that’s not the world that we’ve ever lived in. So getting to let go of that expectation for yourself, Let’s your staff again. Let’s hold it for themselves. You know? And I think more deeply creates unauthentic relationship where staff could say, wow, Amy openly admitted that she had no idea what she was doing. Now, I don’t feel as much pressure to say I don’t know what I’m doing. Can you help? You know, and

[00:28:52.24] spk_2:
coming from that creates, I think, builds confidence in the team that can. None of us knows now, but collective 20

[00:28:59.63] spk_4:
four hours later, collectively, we figured out

[00:29:02.08] spk_2:
we’re gonna figure it out. Yeah,

[00:29:03.39] spk_4:
Yeah, totally. I think it builds a lot of the like resilience muscles, you know, because people have experienced Whoa, I’m up against the wall. I don’t know what to dio. We set out loud that we don’t know what to do. We came up with a plan together, we implemented the plan. Look, now we’re moving forward, Okay? Next time I’m up against that wall of I don’t know, I can say, Oh, I’ve been here before Like I have the muscle memory to say, Hey, like, even faster this time I’m gonna raise the flag that I don’t know what to do. And I need help, you know? And it cuts down on all that shirt, You know, Um and it makes it less emotionally trying, I think because you’ve already done it Waas, you know, And now you could say, Oh, it wasn’t like this. It wasn’t Is that as I thought? So it’s not gonna sting when I say, hey, I don’t really know what

[00:29:47.89] spk_3:
to do. Yeah, through

[00:29:49.37] spk_2:
that NTC cancellation in 21. Wait,

[00:30:00.54] spk_4:
do anything now? Yeah, exactly. Exactly. Yeah.

[00:30:01.74] spk_6:
Um let’s talk a

[00:30:28.89] spk_2:
little about self care, as as a leader Teoh to be authentic and vulnerable. Um, I think there are things you have to do for yourself when you’re when you’re not. You’re not the CEO. Um, how do you know if you think about it explicitly is I’m gonna take care of myself. you probably don’t. That sounds that sounds too. I e take care of myself so I can take care of intent and the technology in the non profit space now. But

[00:31:38.30] spk_4:
I think about it. More regeneration. You know, whether I need to have energy again for tomorrow. Or sometimes I’m looking at my calendar for the day, and I think, like, what do I need to have the energy I need for for those other meetings I see coming up, Like, I might see that there’s a meeting that I know is gonna take a lot, you know, And there I’m sure many people listening to this understand, like sometimes you wake up and you look at your calendar you like, how do I have literally eight hours straight of back to back meetings like this is not a human’s schedule. So I will bump some of those meetings and give myself okay. I think I need this pacing. I think I’m gonna need a break before this other, you know, discussion or whatever. Um, and move those meetings, but so there’s like the tactical calendar management. I really do think it’s self care if you are setting yourself up to have days that aren’t sustainable. You’re not gonna make it through, you know? And yes, we all have demands on our time, But we’re also in charge of our time and we can say actually, have two minute insisted I’m gonna be present with you. So why should we even bother talking? You know, let’s move to me.

[00:31:42.81] spk_2:
You are in control of your own calendar.

[00:33:24.54] spk_4:
Yeah, and the other thing that I have found, at least for me, is having a really strong meditation. Practice helps on a daily or multiple times a day place because for me and you know, this is just what works for me and my personality and my mind, this doesn’t like prescriptive. And of course, if you don’t do this, something’s wrong. But for me being able to sit with how I’m feeling with how I’m reflecting on actions or conversations, being able to like, kind of come home and be accountable to myself is the hardest judge. It’s a lot easier, I think, people, I think it’s easier for folks that I work with our relationships with Teoh Teoh, give me a pass out of things that I know. I’m gonna be harder on myself than someone else. What? I think that’s true for many of us, right? We’re always our harshest critic, so accepting that in creating space where I’m really just sitting with myself and having to accept and let go or process or or make a plan for something has helped me tremendously because I can then let go of something instead of, you know, kind of keeping it in the doctor, my mind haunting May as I move forward, I could say, actually, like, clearly that didn’t go the way I wanted it to go. I wasn’t the version of myself I wanted to be. And, you know, there’s been whatever restoration I’ve apologized or I’ve talked to that person. But that piece is done, and the peace with myself is still there. And using meditation as a process for kind of accepting myself on letting those things go has has really created a lot of space, I think, for growth in my in myself and in my job,

[00:33:36.34] spk_2:
its authenticity with yourself. Yeah, comfort with yourself.

[00:34:06.24] spk_4:
Yeah. Yeah, And I think the biggest lesson honestly is, except like I’m someone who loves to learn. I think that if you already know everything about what you’re doing, you’re probably quite bored. You know, I’m glad that I show up to work and like what I do, What I have to do today. Let’s get this out. You know, that feels great. It’s like I get to stretch every day. Um, but it also means that I have to learn things the hard way, you know, because I didn’t already know them. And so having that meditation practice, just sit with myself and say like, it’s OK that I didn’t know that it’s okay that I learned it in a real rough way, you know, and and really think about what? Out of that experience I did learn and back to what we were saying earlier. Like all of those pieces of acceptance and acknowledgement and and reflection kind of get filtered in to building a stronger and stronger gut, you know, so that the next time I’m in that situation, I can hear and listen and say, Oh, I know what’s happening here. Like I’ve got all those little puzzle pieces telling me this is the same as that one time, you know and know how to move forward in the moment,

[00:34:57.24] spk_2:
I feel like leaving it there. Is there anything? Is there anything you wanna you want to leave our listeners with?

[00:35:36.84] spk_4:
I guess I would say, Of course, everything I’ve shared is my own experience in reflection, and we’re all different people. But if there’s part of you that’s wishing that you had done something differently or could be more vulnerable with your staff, or just operate Maurin relationship with the people that you collaborate with, you can just start doing that. There doesn’t have to be like announcement that’s rolled out that today you will start, you know, operating differently or communicating differently. You don’t You don’t need to save it because you’ve operated a certain way. You have to stay in that way like we’re humans, and we’re meant to change and evolve and grow. So if you want to be more open, just start being more open. Even if it feels awkward at first. You’ll get better at it cause your practice, you know, and then you can can have that be your default,

[00:36:08.08] spk_2:
every sample ward. Love it. Thank you CEO and our social media, social media and technology contributor and you’ll find her at a me R s Ward. Thank you very much.

[00:36:11.93] spk_4:
Thank you, tony.

[00:36:17.33] spk_2:
So good to talk to you. Yeah, like here. Keep

[00:36:17.65] spk_1:
taking care. Yeah. Keep taking care of yourself.

[00:36:19.83] spk_4:
Yes. Stay well.

[00:36:22.12] spk_2:
You too.

[00:39:28.11] spk_1:
We need to take a break. Cougar Mountain Software. Their accounting product Denali is built for non profits from the ground up. So you get an application that supports the way you work that has the features you need and the exemplary support that you can count on and that understands you. They have a free 60 day trial on the listener landing page at tony-dot-M.A.-slash-Pursuant. Now it’s time for Tony’s Take two. Take 1/3 breath. I’m tripling down on my relax ation advice. It is not merely okay for you to put yourself first at some time each day. It’s essential you have to do it. Make time for yourself each day. Make it the same time each day. If that helps you remember to do it. Hopefully you don’t have to forget you don’t forget that you come first sometime. But I understand working through your in a you’re gonna flow. I understand that. So maybe making it a definite set time. Each day helps you to put aside that time for yourself. But you’re being asked to do stuff that you hadn’t done before in ways and in a place, your home. But with, you know, circumstances around that you haven’t been asked before. And if you have Children, then you’re being asked to do all this while your kids are home. It takes toll on you, so you need to take time for yourself to rejuvenate its not just relaxing. It’s rejuvenating its recovering time recovery time. So please take that time for yourself. For me, I go outside. Um, like I said earlier, I don’t know if you can hear the ocean in the background, but it’s there. Um, I got this ocean across the street every day. I wake up it ZX still there, so I go outside 2030 minutes. Maybe it’s Ah, lunch, uh, or just sitting. If it’s not nice enough outside, then I sit inside and have lunch inside, looking out of the ocean or just watching sitting on the sofa watching. So whatever it is for you, you may not have a notion. Ah, what can you do for yourself. A walk, a trip to a park? Uh, it may be It may be listening to music. Um, if that’s if that’s good for you, whatever it is that can help you to rejuvenate Recover, do it. Take the time for yourself each day, please. That is tony. Stick to now. It’s time for donor advised funds with Maria. Simple.

[00:39:45.22] spk_6:
My pleasure to welcome back Maria. Simple. You know who she is? She’s the Prospect Finder and our Prospect research contributor. She’s at the prospect finder dot com and at the Prospect Finder. Reassemble. Welcome back.

[00:39:47.12] spk_3:
Thanks, tony. Good to be here.

[00:40:22.91] spk_6:
Yes. Well, I’m sorry you can’t be with me at the beach. I don’t know if the video is gonna turn out okay, but I just decided that any schmoe could record on zoom and put an ocean background, uh, behind them. But, uh, any Schmo can’t just walk to the beach and get unauthentic ocean background. So I’ve got one good using card. I’m tired of being in just any Schmo. No, I’m breaking out now. No, no, no. Most smiles. You know, most smoke for may. You’re doing a okay, right?

[00:40:24.71] spk_3:
We’re doing just fine. Thank you. Yeah. Like you were blessed to live near near the water and can get out for a beautiful walk. Clear your head and get some fresh air.

[00:41:05.01] spk_6:
Yeah, I’m looking East, Uh, in your direction. Right now, you’re several miles up or over, actually, not up, but, uh, looking east. I’m looking in your direction. Nice point. Puffy clouds you got there. So we’re talking about donor advised funds. What? Yeah, you know, they’ve been around for years or nothing new? Uh, no, that it could be a source of headache for non profits. Why do you feel like now is a good time to talk about it? Well, you know, I’ve been hearing a

[00:41:38.77] spk_3:
lot of discussion about them recently, and I think that, um, about sure if that’s because in this period of cove, it a lot of people are using their donor advised funds to make some contributions to organizations to help them out. But I started doing a little bit of digging to see really just how large feet I’m going to say the industry because the come and what I found was this report that’s put out annually by something called the National Philanthropic Trust. And they dio a donor advised fund report every year. And I couldn’t believe when I saw that the, um the rapid growth that they’ve had, that they had an 86% increase in contributions in the last five years to donor advised funds.

[00:42:02.40] spk_6:
Okay, that’s money. That’s money into donor advised funds. How about money coming out of them getting into charities hands

[00:42:50.68] spk_3:
so that that number was 23.42 billion with a B. No, I feel very significant number. And so, anyway, it’s just something that I thought we hadn’t covered really in the show and something that we probably shouldn’t ignore. Um, it’s really vexing for fundraisers for prospect researchers because, um, donors will often set these up as a way to perhaps give Anonymous anonymously in some cases, although, according to Fidelity, about 90% of donors go ahead and say, you know, release my name and contact information to the non profit when I make this gift. So I thought it was something we could at least explore talking about.

[00:43:34.80] spk_6:
Yeah, I think vexing is ah, good way to describe it, because I’ve been hearing this for years, that charities get frustrated when ah, get these gifts and they they have to then follow up with the company of the administrator for the for the of the fund and and plead for donor information, sometimes to get it. Sometimes they don’t wait. You just said about ability. Um, I don’t know that older people I know all the times don’t do that because we’re hearing these frustrations for years. So, uh, all right, so you got some ideas about what we can we can do to overcome these vexations?

[00:45:42.01] spk_3:
Yes. So I thought we talked about some prospecting. Resource is, you know, to do some proactive prospecting. Obviously, if you have the name of the donor advised fund, you would do some additional research on it. But you can also, um, just try and do some proactive prospecting. Your resource is you can use for free. Um, and fee based resource is as well. So let’s start with free, right? You can certainly try and Google, right? You can google the ah donor advised fund and maybe your state and see how maney come up in maybe articles or listing somewhere in a state listing. But I thought guidestar had some some pretty good information for for the nonprofits to start doing some proactive prospecting and list building of donor advised funds that might be in their in their area. Um, so one example that I that I pulled waas um, I just went ahead and searched just on the term donor. Advised I left off the word fund. I just you know, sometimes less is more when you’re doing these these types of searches. Okay, So I typed in the word donor advised in guidestar. Um, and this is under a free account, and I, uh, down nationwide, it came back with 527 search results. Um, I was able to sort by gross receipts. That was interesting to me. Just to kind of see, you know, largest to smallest type. Um, and top top number one, As you might expect, we’ve already mentioned it with fidelity. Um, so number one came up its fidelity number two Jewish Communal Fund number three, Goldman Sachs, Philip Philanthropy Fund number four, Silicon Valley Community Foundation and number five. You guess number your

[00:45:42.97] spk_6:
your community trust.

[00:45:48.99] spk_3:
Actually, no, it’s Ah, vanguard. Okay. I want to be able

[00:45:52.72] spk_6:
to guess that New York community profound spotless that for? Well, I just want to stay. Keep the guests. That newest community trust

[00:45:57.81] spk_3:
actually didn’t even make top 10.

[00:46:19.23] spk_6:
Alright, Alright, alright. So if we have these, all right, we have we have We know that we know all the players now. 520 some, uh, but there still is. The individuals control the money in the funds. What? What do we do now that we know the names of the funds? So one of the things

[00:47:11.38] spk_3:
that you could consider doing is seeing if the fund is somewhere nearby or whatever. Try and, um, you try and develop a relationship with some of the personnel at at the fund itself, right? So these would be employees don’t eyes front and not necessarily the family. Ultimately, if you see the family’s name attached so it might say something like, um, the Maria Simple Fund at Fidelity. Right? That might be the formal name that ends up coming through. So then you would research on that person’s name as much of a hand and using a lot of the research talked about here on the show minimum Coble, especially first time you’ve ever received a gift from EPA. Wow. That’s why.

[00:47:31.06] spk_6:
Wait. All right, So So you’re saying you first you search the fund in searching the funds and guidestar individual names come up. Is that what you’re saying? Well, I’m gonna be o

[00:47:54.88] spk_3:
of the big funds, but the smaller don’t recognised may have the person’s name as well, right? So you want to make sure that you’re just doing some in depth research, So even on the big ones you’re able, Teoh, you’re able to see a list of gifts, and they give how they paid out. Even look at every gift. Fidelity’s the Fidelity investment charitable gift, but is make, um and say you’ll have

[00:48:37.87] spk_6:
Okay. Okay, So you going todo and that. Okay, you look at the 9 90 of that funding. You can see the gifts that came from there. Right. Okay, right away. That’s down for Ah, a couple minutes before that. Was the Beach patrol going by one. Make sure everybody everybody knows this is an authentic background. I don’t want to be any any, uh, questioning of my integrity on background. That was the beach patrol girl by Okay, um, all right, So? Well, yeah, you could. You could start a cross match The larger fund names that you find with your with your own. Crn You could do that too,

[00:49:17.21] spk_3:
right? Right. Absolutely, Absolutely. Okay. Um, and and so, you know, like I said, for freight, somewhat limited as to what you can search for. One of the fee based resource is if I might just mention that people can take a look at and also get a free trial to, um is I wave, so you could definitely try it. Try that one out. Um, I had done a search nationwide to see just on the terminology advised fund and yielded over 16,000 results. Now, some were duplicates, right? So some were mentioned with months. Um, I just

[00:49:28.74] spk_6:
What? What is I wave? What is that? What does that have to do?

[00:49:33.17] spk_3:
So it is, um, It’s similar to, you know, we’ve talked about some of these other fee based resource is before, like, wealth and so forth. So it’s a tool that prospect researchers will use. That is a fee based resource. Um, and so you’re gonna get your yield a lot more surgeries, adults, and you can manipulate the data and export spread meats and so forth.

[00:50:03.61] spk_6:
So you could also use waiting for individual prospect research. Well, yes, absolutely. Get get out what people would get for their see if you have a struck tie with any idea what the seas are. Do you remember?

[00:50:13.60] spk_3:
Um, I don’t know right now, You know, I usually don’t like to try and get into that on your show because it lives forever. Right on your

[00:50:21.56] spk_6:
Well, yeah, I was, I would say it was from 2020 or something. Okay.

[00:50:25.74] spk_3:
Yeah. Yeah. So I would recommend because normally what will happen is you’re gonna Also it’s a screening tool. So you could also do it on entire screening of your database. So usually they’ll bundle it in, Um, you get a screening done, and then access to the to the search tools for, like, a year or something like that. So very often the fees are gonna be based on your dad.

[00:51:13.70] spk_1:
Time for our last break. Turn to communications. They’re former journalists so that you get help getting your message through. It is possible to be heard through this Corona virus cacophony. And you want to be heard other times beyond this. Of course, they know exactly what to do to make that happen. They’re at turn hyphen two dot CEO, you’ve got but loads more time for donor advised funds.

[00:51:23.90] spk_6:
Okay, so you’re you’re against your cross referencing your search results with your own C r m.

[00:52:04.04] spk_3:
Right? Right. So, you know, I like the fact that you can exported into the spreadsheet again. You cross check it with your own C R M. Maybe circulated with Lauren Development Committee are other staff members And have a discussion. I started getting curious, you know, out of all those house. Well, how many of those funds donor advised funds are in North Carolina, right where we’re both residing and actually tries to order 177. Results from Dr Guys funds. It came up just in the last five years or so. Um, so

[00:52:08.25] spk_6:
that is it. Right? That doesn’t sound like very many. 177 donor advised fund gif ts the whole state of North Carolina for five years.

[00:52:16.56] spk_3:
No, those were a donor Advised funds.

[00:52:25.44] spk_6:
All those in the funds, not the gift from the OK, Those aren’t the individual accounts in the funds. Okay, There are almost 600 funds in North Carolina. OK, got you

[00:52:29.83] spk_3:
170 7

[00:52:34.65] spk_6:
177 OK? Yes. Yeah.

[00:53:13.42] spk_3:
Anyway, there certainly something Teoh look for. Especially if you’re trying to reach out to more regionalize families. And, you know, that might be concentrating there. They’re getting in your particular state because then you can see exactly where the gifts on. You know, the types of organizations that A that the owner of my sons have been looking for example. So you can see, you know, there that the gift that here was here, the gift was made. Ah, you can see the where the gift was made, the type of non profit that it is. It’s you. No, you can’t. Yes, You get a lot of data.

[00:53:39.99] spk_6:
Okay. So you could see the charities that they gave Teoh for those similar to your your work. Okay. Exactly. So maybe so. Maybe I waves worth the extra extra money. Whatever it iss. All right, just, uh I wave dot com or yeah, yeah. Oh, um, so couple other things

[00:54:44.24] spk_3:
I wanted to let everybody know about, um I learned that there’s a site e a f not award. Okay, DF direct and what they what you can do there is. It’s a great tool for non process use, and it facilitates giving, um, through donor advised funds. There’s a widget that you can add as a non profit chili gordo so that, as people are, you know, maybe research on their own and, you know, for non profits to donate to in their community, if they stumbled on your organization in their own search, right, maybe they’re using GuideStar or another similar tool to research nonprofits. If you come up and they get to your website, why not make it is easiest possible to connect directly from your website to their donor advised funds. So it’s a widget that connects don’t raise funds and to the donors.

[00:54:52.74] spk_6:
All right, so people are browsing your site. They can click on this and give

[00:54:53.29] spk_3:
him a

[00:55:01.74] spk_6:
group, right? But they have to have a donor advised fund at one of the one of the entities that coordinates or that’s affiliate with this ridge. It right?

[00:55:17.96] spk_3:
Yes, but so many of them are right now, so it’s definitely something that that actually was. I was doing my research for this show that came up multiple. Bless you.

[00:55:19.24] spk_6:
Told you I said I was gonna sneeze, but you’re that’s you’re talking.

[00:55:23.93] spk_3:
So it definitely is worth looking at that site and seeing if that’s a widget. You may want to add to your own website because it’s gonna cost anything.

[00:55:45.67] spk_6:
Okay, Okay. And they’re affiliated with some of the top ones. Okay. All right. Um, you could also be talking to your You know, you could always reach out to your donors. Um, through Europe, you’re here. Whatever your channels are to remind them that they can make their own donor advised fund distribution. You know, technically, it’s a recommendation. But 99.9% of the recommendations get accepted. Approved. But, you know, you could just be directly reminding donors that they can give to you through their donor advised fund.

[00:56:09.13] spk_3:
That’s right. That’s right. So make sure that Burbage is on your website and any other marketing materials and communications that you have.

[00:56:24.73] spk_6:
Yeah. Yeah. Just remind you people. Um okay. I mean, that that was an easy one. Just what else? Ah, you’ve been thinking about this longer than I have what else will?

[00:56:28.98] spk_3:
So the other thing, too that I think some people forget to ask for is to set up recurring gif ts to your organization. So if you’re already getting some money from a donor advised fund, why not approach those that family and see if they’d be interested in setting up recurring donations to your organization? Supposed to a one once a year gift. So very often it’s very easy for the fund administrator to set that up for you. Um, so that would be a great way to bring in some additional, more consistent cash flow here, or there you

[00:57:02.20] spk_6:
go. Yeah, right. Sustaining sustainer gifts from donor advised funds. Okay.

[00:57:07.97] spk_3:
Yeah, yeah, yeah, Absolutely. Um, and then, you know, finally, you want to think about success successor gifts, So you can have, um the organization can be named as his successor after the donor dies. So you you know, as you know, tony and plan giving and so forth the language has to be set up properly and so forth, so that might be a discussion to have with people a swell to breathe. The organization to be named as the successor to the fund

[00:57:43.01] spk_6:
Okay. Very good. Just wait. Same way donors can name your organization to there as a beneficiary of their life insurance policy or pension IRA. Any any. Any financial asset with, ah, people on death or a transfer on death closets called. But you don’t have to know that. Just you have to know this is a death beneficiary possible and that can apply to your donors. Donor advised funds as well.

[00:58:08.29] spk_3:
That’s right. That’s right. Yeah.

[00:58:13.62] spk_6:
All right. Very simple. Cool. Um, anything else I don’t want to cut. You don’t cut you off? No,

[00:58:16.80] spk_3:
I I’m looking at my last Avenger. I’m looking at my notes, and I think that I think we covered all the bases that I want to touch upon And, you know, just making sure that people understand that even though they can be vexing, there are some things that you can do to research them and to build relationships and definitely thanking and stewarding those that are already donating to you through a through a donor advice fund.

[00:59:53.37] spk_6:
Yeah, Yeah, absolutely. Don’t don’t be put off by these things And there’s enormous amounts of money in them. Is enormous amounts of money coming from them to charities. Um, everything you said? I agree. Just like yeah, they’re not going to Calgary. Oh, yeah, you can’t be. You can’t be put off by the vexations. You may not find out whoever who every gift came from, but you can make efforts best efforts and you’ll find out a good number of them. And you will be able to thank your donors. I remember, you know, and some don’t just want to be anonymous. No, they just don’t want to be. No. So that’s your donor’s choice. It’s not the administrator deliberately frustrating your purpose. Your donors. Some of the donors may just want to be anonymous, and that’s their prerogative. So except that move on to the donors that you can find and thanking and well, solicit for the future. So definitely look into donor advised funds. Don’t be put off by them. There’s enormous wealth in them. There’s enormous wealth coming from them. Okay, Thank you. Very simple. Alright, Maria Sample. She’s the Prospect Finder. The prospect finder dot com our prospect research contributor our doi end of their cheap and free. Uh, you’ll find her at the Prospect Finder. Thanks very much. Foria. Thanks.

[01:00:09.12] spk_3:
Have any good to see you

[01:00:48.58] spk_1:
next week? 20 NTC panels. Most likely if you missed any part of today’s show, I beseech you, find it on tony-martignetti dot com were sponsored by wegner-C.P.As guiding you beyond the numbers. Wegner-C.P.As dot com by Cougar Mountain Software Denali Fund Is there complete accounting solution made for nonprofits tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial and by turned to communications, PR and content for nonprofits, your story is their mission. Turn hyphen two dot ceo. Our

[01:01:28.50] spk_0:
creative producer is clear, Meyerhoff. I did the postproduction Sam Liebowitz managed The Stream shows Social Media is by Susan Chavez. Mark Silverman is our Web guy. In this music is by Scots. He was the next week for non profit radio big non profit ideas for the other 95% Go out and be great talking alternative radio 24 hours a day.

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[00:00:12.24] spk_0:
Hello and welcome to tony-martignetti non profit radio

[00:02:23.24] spk_1:
big non profit ideas for the other 95%. I’m your aptly named host. This is our first ever show in 487 that is not produced in studio. I put it together using a dizzy audacity and zoom. Let’s see how I did. Oh, I’m glad you’re with me. I throw is Anthill asthma. If I saw that you missed today’s show Real estate, how have markets being impacted by the pandemic? What do you need to think about before your next move and when should you start your thinking? Jane Brody is executive director at Vikas Partners and Rachel Equity D I. Justin Pen shares how Corona virus has disproportionately hurt black and indigenous people. We also talk about dismantling white power structures that you may not realize exist inside your non profit trust. In his end, tens community engagement and equity manager, this is part of our 20 and TC coverage. Tony Steak, too. Take a breath, were sponsored by wegner-C.P.As guiding you beyond the numbers. Wegner-C.P.As dot com by Cougar Mountain Software Denali Fund Is there complete accounting solution made for nonprofits? Tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial and by turned to communications, PR and content for non profits. Your story is their mission. Turn hyphen. Two dot ceo Here is real estate. It’s a real pleasure to welcome to the show. Jane Brody She is executive director at Vikas Partners in New York City. Before Vikas, she helped launch a mentoring program serving over 10,000 Children and a foster care program to help over 8000 teenagers in the system make the transition to independence. She’s been a consultant to Ben and Jerry’s UNICEF, the American Red Cross, Coca Cola and the Special Olympics. She’s done stand up comedy company is at Vikas partners dot com. Jane Brody Welcome to non profit radio.

[00:02:29.84] spk_2:
Thanks, tony. Great to be here.

[00:02:31.52] spk_1:
Real pleasure to have you tell me about your stand up comedy. I’ve done some of that. What’s what were your gigs? Where did you do?

[00:02:38.54] spk_2:
Well, I took a little class, and I always like to do stuff that kind of scares me a little bit and challenges may. So then, after I did the class and we did kind of Gotham startup, I did a couple open mic nights and I was invited back, and I liked it a lot. But apparently the owner of the club who booked me said, You have to bring 10 friends next time and next time. So I didn’t wanna have to, like, burden people with asking them to continue to watch me and follow May. And I realized very quickly that my humor was very regional, like I understood, you know, New York comedy specific. But it’s much started to be able to be funny and all the markets and how good the major comics are about sort of national humor, right? I enjoy it. I recently just improv class because I like doing those kinds of things. I think it makes you fresh and it challenges you.

[00:04:14.57] spk_1:
Yeah. Yeah, I agree. Um, I’ve done stand up comedy and improv. I took a bunch of improv classes that the Upright Citizens Brigade and I took some stand up comedy classes with this Manhattan comedy school. Um, I’ve played Gotham, but only, you know, like you. It sounds like I do the new talent shows where Oh, you got a visitor there. Okay. Um, do talent shows? Yeah. We bring hers. Brings you gotta bring 10 people or 12 people or 15 people or something in orderto in orderto Get your stage time. Yeah, but I agree improv especially. You know, it’s very good for speaking confidence. I loved it. I think it helps me a lot. I like those. Did you did you try regional comedy outside New York? Is that how you?

[00:04:19.04] spk_2:
No. But we discovered that afford median income. Who’s been doing it for 15 years? And he’s told us to the story how he lived in his pinto, basically and traveled from city to city, Pittsburgh, all the small markets and when market his his bits than his time and then he’d go to the next city in the next city. I was like, I’m not gonna do that.

[00:05:19.94] spk_1:
Yeah, it’s hard to. It’s hard to make money at stand up comedy very few people to, and it’s true. You know, I’ve never even thought of it, cause I the only place I’ve ever done stand up is in New York City. I’ve never wanted to be regional or national, but absolutely true. I don’t I’m not sure people would get me outside outside the clothes. Maybe Westchester that would be about as far. Um, right. So So let’s talk about real estate. And, you know, our listeners are small and mid sized nonprofits. Um, now you you know, the New York City New your New York City market Are you able to generalize like to the t broader than that when we talk about

[00:05:22.42] spk_2:
course. Definitely. I think the same. Planning things and considerations Air true for nonprofits nationally. And I on the international board with other tenant rep brokers internationally. So I always used to having conversations.

[00:05:38.41] spk_1:
Okay, Okay, um and so what are we seeing? Real estate wise around the pandemic. What’s the impact

[00:05:47.80] spk_2:
of certainly some things that you would think there are a lot more sub lets that are hitting the market transactions air down. In New York City of, for instance, it’s been down 40% in the first quarter. I think that it’s gonna be a very rich landlord reaching for us market more than you know, a tighter market where Layla is gonna be a little more difficult. So they’ll be more flexibility

[00:06:16.90] spk_1:
when we come out of this. And people are looking again for real estate. That’s encouraging. On the 10 inside that there’s gonna be that kind of flexibility. Like you said, you know, landlords reaching out, you think.

[00:06:23.87] spk_2:
And also I would say the other great. A huge amount of space that will be available will be retail. It’s gonna be a lot longer for retail to come back because of restaurants and all the other stores. That just a change of pattern of how people can access those spaces is gonna be very different.

[00:06:44.24] spk_1:
Um, when we you know, if any organization is thinking about changing real estate or just use, I guess maybe even just using their existing real estate when when we end up going back to offices. What other considerations there? How do you think things have changed in terms of office space usage?

[00:07:03.50] spk_2:
I think some of the considerations of the large brand tech companies, household names, air changing the amount of physical space per employee so typically was 175 square feet per employee. Now it’s going up to 300 square feet. Does that mean that they’ll be taking more space? I don’t think necessarily. I think people will be varying worked times and changing how many people can use space to a different time. They’ll also be technological impacts. For instance, people will be relying more on their handheld devices than that, necessarily having centralized computer systems, touch lists, entry to spaces, booking of conference rooms, anything where there’s high touch experiences. I think also just the way that people interact. There won’t be as many large group meetings, and the way that we work together will be very different. For a while, you

[00:08:06.40] spk_1:
mentioned booking conference rooms. What you mean? Like, if there’s a, uh, there’s booking a reservation system outside the room and lots of people touch it, is that

[00:08:16.84] spk_2:
it actually, or, you know, touchless check in. Sometimes people hand you and I have had to check in when you go into a space for security. So I think some of those things will be rethought and they’ll be more innovations along the way that we work together in a virtual way. And I think people’s ability to work at home and the office will be expanded. We’ve all adjusted, and we might have several waves of what’s gonna come ahead. We don’t really know.

[00:08:44.04] spk_1:
You know

[00:08:44.26] spk_2:
what I think we’re all anxious to get back to work and be together.

[00:08:47.85] spk_1:
You said, um, typical was 175 square feet per per employee. I don’t that’s that. That sounds like a lot, but is that the average is the average cubicle 175 square feet of space?

[00:09:26.94] spk_2:
Uh, roughly. I mean, there’s lots of different ways they call it bench seating. If you’ve seen lots of staff in small desks in front of them, that could be a slow is 100 per person or 75 square feet per person. I think it’s gonna be more generous than it was before, and we’d have large bullpen seating with lots of people in rows. I think that’s gonna look different. And also, I think they’ll be more spacing between desks and the physical nous of space changed.

[00:09:33.85] spk_1:
Yeah, I e. You know, you said, you think it’ll it could go as high as like 300 square feet per person, which is almost almost double the 1 75

[00:09:43.10] spk_3:
I’m

[00:09:50.74] spk_2:
not sure are non profit clients conduce that as as generously, Yeah, but that’s what I’m getting at right. I think it depends on what are non province use the space for. So that’s part of determining what the next steps for the non profits are. You do you have to have a large H Q like mothership. Do you need small offices? And in the various communities you’re serving, what will be the physical footprint of the space that you need to have some fulfill? Your mission, I think, is kind of part of the new sort of long term strategic planning into Cove it and in general, for non profits.

[00:12:18.54] spk_1:
It’s time for a break wegner-C.P.As so that your 9 90 gets filed on time so that your audit is finished on time so that you get the advice oven experienced partner You, JJ, Doom and Affirm that has a nationwide non profit practice with thousands of audits under its belt. Wegner-C.P.As dot com. Now back to real estate with Jane Brody, and I see I fix that mistake with Jane Brody’s name. This audacity is so you can get so compulsive with it. It’s so alluring to take out every, um and on then. But if I if I take all those out, you’re gonna wonder. Who the hell am I listening to? Where’s tony? Sums and ours and his mistakes. So I’m not taking out everything. That is a slight imperfection. Some some things. You know what? Some things have got to stay the same. Every damn thing cannot change that. We’re accustomed to its It’s doing settling. I mean, there’s enough changes already to non profit radio. I’m keeping in the arms in the eyes and the okays. Okay. Okay. Okay. So I’m keeping those in, um, there. I’m keeping that in. Some things have just gotta remain the same. I am not perfect in the way I talk. And by now, after 487 shows, you don’t expect me to be so the hell with audacity, ease, intricacies and perfect ability. I’m not taking advantage of it all anyway. It’s time for a break. No. Anyway, here’s more back to real estate with Jane Brody. When should we start talking to our existing landlord about whether we’re going to stay or about renewing? How early should that conversation start?

[00:12:34.84] spk_2:
It’s really two pronged approach. A lot of people think Oh, I haven’t talked to my landlord and they go towards very close to the end of the least. That’s not really the best model because it leaves you kind of trapped, dealing directly with your Lambert. What the best approach is a year, two years, a year and 1/2 before your lease is expiring, kind of figuring out what you really need the space or and what the purpose and function of your space. You have the right spaces. It’s the right size, or you’re in the right market in the right community and then engaging a broker which has no cost to you. The commission’s air baked into the deal, and what you do is you have your broker find you at least two or three options that you like. So you go on on tours, understand the market, see what your space would cost across the street, in the same area you like to be in, you get a negotiated, non binding letter of intent that your broker can work with you on. And then once you have a deal in place, then you can go to your existing landlord. We call it kind of a stocking horse in the trade, which is here’s something that I could get if I have to move, can you beat it? can you match it? What can you do with this existing opportunity against what? Staying in place? Most people want to renew and stay in place. And your broker can also negotiate that with your landlord. So you wanna have sort of two tracks. The best is at least a year and 1/2 a year into place because it takes probably a month to find the right space. You negotiate the letters of intent, take you at least a month to do the lease, and then if you have a build out, that’s four or five months. So that’s a good amount of time. Plus, everybody has Stakeholders may have you the board involvement the various teams in your organization. Does this fit the needs of the organization, and then you have to kind of engage everyone in the process.

[00:14:56.64] spk_1:
So where you call a stalking horse, I will just call leverage, right? You want to have. You won’t have another deal in hand that you can present to your current landlord and say, Look, you know, I could move, but everybody knows you don’t really want to move right. I mean, it’s a big hassle moving, sure, but you want to have some leverage over the over the person? Absolutely. So I can see why you got to start, like a year and 1/2 in advance,

[00:15:19.11] spk_2:
or I just want to make one other point. Tony. Some people are afraid to challenge their landlord because my landlord’s so great. He’s been a donor to my organization, and I think, uh, I think sometimes nonprofits are intimidated by that, But I people very much treated as separation of church in ST and ST you make a donation to something you believe in and on the other part of the isle you can certainly negotiate a least one has nothing to do with the other.

[00:15:31.87] spk_1:
And you made the point that a broker is free to the tenant, right?

[00:16:13.13] spk_2:
Yes. Okay, that Brooklyn tony that that works from a from a Do you else to end point is commission is baked into the transaction, and it’s a very old schtum. So in every transaction, there’s a landlord broker, an attendant rap broker. If you don’t have a tenant rep broker, and basically you’re just handing the condition completely over to the landlord broker, and I like to kind of talk about in terms of the wars. Wouldn’t wanna have one lawyer kind of representing both sides of the equation. You can. So you look for somebody who understands your work in your mission and can act on your behalf and, well, looking at the same data. So that’s another thing people think. Well, let me hire Let me get three or four people running around for me, but it doesn’t really work that well because we all look a co star, which is a proprietary database that we all subscribed. Teoh.

[00:16:31.94] spk_1:
Okay, so everybody’s got access to the same listings. What? You said that in any community, that’s nation

[00:16:37.28] spk_2:
yet it’s national, its international. Okay,

[00:16:39.91] spk_1:
okay. All right, So now all right. So we know we should start, like, maybe two years, a year and 1/2 in advance of the expiration of our least. So now what do we need to be thinking about in terms of our new space Or, you know, our existing space?

[00:16:55.26] spk_2:
Well, one thing that I think is really important is a good match with right land board. So I have just a couple of examples that really kind of illustrate this one is this organization I worked with? They they, uh, took in donations for babies. 03 year olds. They would get strollers and books and clothing, toys, and people would come with you could imagine garbage bags full of treasures. And then they would come to the building full of all their stuff in their hands, cribs everything and come into the lobby and go up in the elevators and make the donation on. And then the clients would come with not themselves or just their baby. They would bring five or six people because, you know, day care is a huge challenge for low income families. So a particular Landler didn’t like all that additional foot traffic,

[00:17:47.69] spk_1:
right? Probably bags of stuff being hold onto the elevator to Right?

[00:19:07.24] spk_2:
Right. So you’re crowding my other tenants. You’re crowding my elevator, you’re holding things up. So I was able to find them a landlord that adores what they do. They actually make donations, they help them with all kinds of support. And I recently ran into the landlord at an event, and they’re like Jane finding more tenants like this. We love what they dio and I have another case where I worked with this organization called Chess in the Schools. Wonderful organization had been in the building 17 years, and they had this, like, huge 12,000 foot space that was shaped like a pizza pot. I mean, how somebody designed this thing with slices as the various zones, but it was really expensive rent for them. They had downsized, but they had this, like, really strange requirement that once a week, 80 young people high school kids came to play chest, so they needed a certain kind of space. The landlord worked so hard to keep them in the building. He he helped me find the space within the building that was 4500 feet, renovated the space for them. And then there was no lag way leaving their old space and moving out of two years earlier their existing lease and gave them a brand new lease going 10 years, four. Very unusual. So if you get lucky with those kind of connections, so I always try to find landlords that are the right match for clients, I think it makes a big difference,

[00:19:28.74] spk_1:
and you have to be upfront about what your work is so if there are gonna be families coming through, You know, with kids, you know, the class A space landlord, you know, may not want that because they don’t want Children in the lobbies or if it’s gonna be folks with disabilities. And you know, some landlords may not be at all sensitive to that, and others may be completely embracing of that. So yes, true, we’ll be upfront about what kind of traffic you’re gonna create if it’s not strictly an office environment.

[00:20:13.39] spk_2:
And that’s really educating your broker to really understand your organization. And I kind of think of it as kind of putting that mission on my back and trying to, like, think about what that executive director or board member needs. I’m working with an adoption agency right now and one of the things that was really important to them. And I really thought a lot about this when I when I speak about this particular client, is they have birth mothers who are, you know, young women. Sometimes there are, you know, compromise situations. They’re kind of a lot of anxiety around giving your baby up for adoption and going to like a mainstream building where you’ve got turnstiles. Intense security screenings would be could be intimidating. So finding them a sort of quieter block building where they could walk in themselves, created in the best way. And also there’s confidentiality issues. There’s programming. So how can it be very front facing an appropriate for that particular client and meets the needs of the organization?

[00:21:14.64] spk_1:
Okay, yeah, I see. Just maybe just even giving their name at a security desk is, I don’t know, intimidating or off putting to a clientele like that

[00:22:20.64] spk_2:
or shelling a driver’s license or so really kind of matching what you’re trying to accomplish in this space. And I also think understanding what you’re using the space for Israeli import, you know? Are you doing classrooms or you’re doing training? Are you doing touchdowns? Space for your feet fieldworkers? I had one particular client who ah, was an arts organization. After School Arts Organization. It was created in the seventies when all the arts organizations were taken. All the art teachers were taken out of the school systems, so these two former teachers started organization and they hire freelance artists to come into schools, you know, lovely idea. Filling a need and then the schools would contract for these part time workers. This and they kind of grew the organization unwto through little tiny apartments that they were renting in the community in the city. So this executive director said, let me create one central place for the organization, a place where the artist can come, receive their materials, have training, have collaboration. And it’s really changed the environment of the organization and the way that the employees and the artist kind of bond on having a ton, equal footing and a connection in a place to be together.

[00:22:44.04] spk_1:
All right, Jane, um, so let’s talk about some common mistakes that you see that non profits, you know, can hopefully avoid,

[00:23:27.94] spk_2:
I would say typically timing, not having enough period of time to think about your space. So we talked about a year and 1/2 or two years. I’ve had people call May I’ve got a month left to my least. What should I dio? Okay, that’s certainly not doesn’t put you in the driver’s seat, right? Making sure that you have all the stakeholders involved in the process. The development people, your board, your your staff, understanding what you’re trying to accomplish in your space search being isolated and just working through the operations people. That’s really important. Another important part is that you could afford the space and that it fits with your budget. I mean, certainly Cove. It has been a real lesson and understanding the financial impact of things like rent to those air key mistakes.

[00:23:44.91] spk_1:
These mistakes, we’re gonna be reduced because we’re raising people’s consciousness about about them. All right, Um, all right, so I mean, I love it. You hit this a couple times, but you said that you can’t stress enough the importance of starting early. So you you have time. It’s not a crisis. You’re not trying to find space and negotiate a deal in three or four months, which may not even be doable,

[00:25:35.69] spk_2:
I think also, I want to mention just another example. I worked with a food pantry early on, and it was really interesting this particular organization, great organization, New York Common Pantry. And they had received a grant to help senior citizens receive food distribution through senior citizen centers. So it was a new program. They were gonna have vans leaving the central location going out to these new communities and providing food. So when we started looking for space and understanding what they could do, you started learning a lot about crazy things. Like if you get all this food and then your new distributed the weight of the food and the canned goods and all the foods that will be distributed could be really important on the weight of a building, so being in a second floor wouldn’t work. So we ended up being in a ground floor small warehouse, and then they had some other programs. Programmatic needs counseling. Nutrition program really split how they ended up solving the real estate. We had office in one location and food distribution in the vans and a different area. So sometimes the way that you solve the program programmatic needs can look different because of the the whole state weight breaks out. So it’s all pen of a learning experience some time

[00:25:42.44] spk_1:
and creative creative experience. All right. Jane Brody, she’s executive director and Vikas Partners. They’re at Vikas partners dot com. Jane. Thanks so much for being guest. Thanks for sharing.

[00:25:51.79] spk_2:
Thanks, tony. Be safe.

[00:27:57.30] spk_1:
We need to take a break. Cougar Mountain Software their accounting product. Denali is built for non profits from the ground up so that you get an application that supports the way you work that has the features you need and the exemplary support that understands you. You have a free 60 day trial on offer. It’s on the listening landing page. That’s the listener landing page at tony-dot-M.A.-slash-Pursuant. Now time for Tony’s Take two. Take a breath, take a breath. Relax. You need to take care of yourself, not just once. Try to do each day, sit with yourself and clear your head. Focus on your breath. Meditate, nap. Whatever is good for you. Be good to yourself in a healthy, soothing, calming, loving way. There’s so much shit going down, and so much is being asked of you That is strange and difficult. Take care of yourself. Do it each day. You deserve it. You need it. Please take care of yourself, and that is Tony’s. Take two. Now it’s time for racial equity. D I welcome to tony-martignetti non profit radio coverage of 20 NTC 2020 non profit technology conference. You know the conference had to be canceled, but you also know we are persevering virtually. We’re sponsored at 20 NTC by Cougar Mountain Software Denali Fund. Is there complete accounting solution made for non profits? Tony-dot-M.A.-slash-Pursuant Martin for a free 60 day trial. My guess now is just in pen. He is a community engagement and equity manager at n 10. The host of 20 NTC. Justin, welcome.

[00:27:58.74] spk_4:
Hi. Thanks for having me.

[00:28:00.60] spk_1:
It’s great to have you. It’s a pleasure. I’m glad we’re able to work this out. Virtually thanks so much. Yes. No, you’re You’re well and safe ing in Portland, Oregon.

[00:28:25.54] spk_4:
You know, I am. It’s some, you know, we’re all living a very new reality, So it’s definitely something that, uh, was kind of new to me. I worked 2 to 3 days a week, um, from home. But now I’m doing it all day. Every day

[00:28:33.04] spk_1:
of misery. Were maybe six years. Hopefully not seven, but maybe five for six days. Um, so you had really interesting topic? Ah, critical. Critical announces you what worked for us. A critical reflection of intends racial equity rooted. D I work? Yeah, I think this is obviously your responsibility at and then as

[00:28:50.28] spk_4:
that is, Okay,

[00:29:28.14] spk_1:
um and I’m still, you know, this D I is I’m 58 years old, so I didn’t grow up with this. Yeah, I’ve been thinking about it, talking about it, struggling with it for and, you know, maybe not long enough, but three for 3 to 5 years, I’d say some ran. Um, so I have a pretty basic question, but I want to get it off my chest. What off, Mike? I wanted I want to get it out. Why? Why do you have to say racial equity rooted D I work, right? I would think that that’s just subsumed in D I

[00:31:10.70] spk_4:
Yeah. You know, I think there’s a lot of things, you know, I wanna give space because we only have 25 minutes. I could definitely talk for 25 minutes just specifically about this. However, I do think because we center all of our, um, racial our excuse me, our d I work with rooted in racial equity. It’s important to us because I think at the end of the day, there are a lot of systemic and oppressive things that have happened not only in this country, but also, um, within the nonprofit sector that really do effect people of color first. So, for example, there’s this idea of intersectionality, which does happen and is a thing. But also, like, you know, you can be a, um, a white woman who is just and still get a lot more privilege than a black woman who was disabled. So, um, so that’s just a just a bit of it all, too. And that’s why we center it with racial equity to explicit. Absolutely, Absolutely. And that’s not to say that it’s a binary where we are saying that racial equity above everything else and we’re not we’re gonna brush everything else off the table. There are other identities that, um, people identify with that air just is important. And, um, they they have their own, you know, marginalization within their own communities to, and those need to be honored as well to and considered. And, um, really makes in and made sure that they’re being prioritized during certain circumstances.

[00:31:47.94] spk_1:
Okay. Okay. Um, well, you know, we we may end up going more than 25 minutes, because I Something’s according to meet it. What about this? This pandemic. How do you feel? Like this is highlighting. We’re gonna get there are. Actually two things I wanna ask you is exacerbating. Yeah, I want to start with almost over the highlight. How do you feel? Like this pandemic and the country and I’m focused on Let’s focus on the U. S. Yeah, uh, that has the reaction to it. They’re working from home. The we could talk about the s. My gosh, I could see how we usually go. 2125 minutes.

[00:31:52.27] spk_4:
Yeah,

[00:32:03.44] spk_1:
about the loan programs? Absolutely. Wherever you wanna go, How do you feel? Like the pandemic and the response to it have highlighted. Yeah, inequities.

[00:34:11.38] spk_4:
What a great question. Wow. So I can only speak from personal experience or just the identities that I bring to the table. So, um, I am I’m half black and I’m half Navajo. So my dad is black, and my mom is Navajo. And so, um, being that bi racial professional in the non non profit sector world, um, you know, as a black man and as a Navajo man as well, you know, you see these things and you have these very direct ties to the communities with which you navigate in and reside in the one thing that comes to mind is, um you know, all of my Navajo relatives. So I have a lot of member who relatives that are still on the rez on the New Mexico side. Um And so, um, one thing that’s really striking to me is that, you know, the last I mean, the numbers change every day, right? With these covert 19 cases. Um however, the last time I read it, um, it was, um per capita, the amount of cases after New York and after New Jersey, the next, um, the next amount of cases was the Navajo Nation under. Really? Yeah. And so that’s I mean, there’s their cases per capita, and I want to make sure that that portion Exactly. And so that’s really concerning because I have family on the rez. And also, um, it’s, um It kind of it speaks to the, um the years of historic, um, oppression And, um, you know, genocide that has happened with it within indigenous communities. Um, and how there has been, um, baked into, um, you know, communication and treaties and promises broken promises by the federal government. Why? This has kind of made, you know, this situation that we have now on the Navajo reservation. And I’m sure, um uh, among other tribes, something that is really, really pressing right now, there’s probably accounts everywhere. And so I just

[00:34:27.37] spk_1:
health care. Health care has been a serious negative problem. Serious problem on the indigenous peoples for generations, right? The health care on the reservations.

[00:36:01.23] spk_4:
And so it just ends up being something that, like, I hold near and dear to my heart because I think of all my family members that are on the rez and live on the Navajo Nation. Um and also just, you know, um, the the way in which, um, you know, the the federal government supports or doesn’t support the Navajo Nation, never being its own sovereign nation. And so I think there’s, um um this is really kind of, like, pushed everything to the forefront of what is wrong with the systems. And I think it also, you know, on the other side of things, you know, you see now as that this data is coming out, those who have passed away and died to come, Teoh, you know this illness, um, the majority of them are black people. And so that’s also concerning for me, Um, that, you know, I think that there is, um, something to be said for that. And I think, you know, that kind of also lends Teoh. There are people who aren’t able to, you know, work from home. They have to be out there to. And so I think it’s very interesting in a data point that, um as hopefully when all of this subsides will be able to look at and really sit through and figure out and find I mean, I would be willing to put money on, you know that. You know, people of color indigenous communities, black people and indigenous communities probably were disproportionately affected by this. This pandemic

[00:36:09.24] spk_1:
in terms of health care, unemployment, yes. Businesses closed, I

[00:36:35.13] spk_4:
write. And also systemic and systemic. You know, an institutionalized racism that has policies, practices that our priority not prioritizing them, or are looking over these communities to as well. If it goes past the health care and Maurin two systems as well, it’s not built for them. Um, because it wasn’t with them in mind. It was with white folks in line,

[00:38:25.22] spk_1:
right? Right. Okay. Yeah, we could We could certainly go hours on that. Yeah. Um, all right. I’m yeah, and I don’t And so I mentioned, you know, highlighting and exacerbating. I Yeah, I think when When the dust settles and we look at disparities in outcomes, we’re gonna find immigrants and indigenous folks disproportionately impacted in terms of, uh, well, yeah, the institutional racism that you’re you’re bringing out and just in terms of the more surface store things that that, you know, like health care and help get unemployment lost jobs. And I mean from I have a small business. And so I see the way those that loan program is, at least in these opening weeks of it or whether I should say we’re recording on according on Tuesday, April 21st and so far, the opening program the opening, uh, indications around the S B A. Programs are that, you know, big businesses air getting it, yes, and most likely predominantly wiped. Run. Yeah, and and small businesses that I think Congress intended it to help or are falling short. At least that’s yeah, that’s what’s happening in this first tranche of 250 billion. We’ll see what happens when there’s the absolutely next the next level, but I’m sure you’re right. You know, the because the system is rigged against and built in favor of Yeah,

[00:38:26.63] spk_4:
Yeah, yeah,

[00:38:28.16] spk_5:
yeah, yeah. All right.

[00:38:30.62] spk_3:
Um,

[00:38:32.02] spk_1:
so we’ve been 20 minutes already, and we haven’t even gotten to only about it away. About the time you gotta you gotta host that. I wanted to talk about the pandemic in these terms

[00:38:42.27] spk_4:
or yeah,

[00:39:16.89] spk_1:
I haven’t done anything, but also so thank you. Yeah, but don’t worry about the time that you got a lackluster host to deal with. It’s my my shortcoming. Um all right, let’s talk some. Let’s talk about in 10. Yeah. Um What? Ah, well, all right. Before we get into the details of in 10 how do you how? Open someone start this conversation in their own organization? Yeah, I feel like it’s systemically institutionally. Wait, Run. Well, that would be out. They wouldn’t feel it. That would be obvious. But wait, wait, wait. Policies. Yeah. Um, how did they kick off this conversation?

[00:39:23.82] spk_4:
You know, tony, that’s a really great question, too. And there’s a variety of ways to bring it up. Teoh, I just got done reading a really good book. Actually, that Amy shared with me. Um, about how Teoh Stopgap

[00:39:38.86] spk_1:
award and simple words are social media and technology contributor here on non profit radio. Okay, just for the for the 45 people out of the 13,000 who may not know who any simple

[00:42:00.09] spk_4:
Yes, She gave me a book about institutionalized racism and institutionalized bias on how that manifests itself in the workplace and more importantly, what you can do about it. So it’s one thing toe like, recognize it and be like, This is wrong. And this is happening. Another thing to start, um, to start bringing it up within your organization is at the root of your question is you know, what can you do? And there’s a variety of things that you do. I think the first thing that comes to mind, um, that I read in this book was the book. It’s called Recognizing Institutional bias. Um, I may have to, like, follow back up with you. I know it’s something like that, but I breathe through it, um, so I’ll I’ll give you the title of it later. Um, but she um But this book talks about, you know, it’s one thing. Excuse me to go about it as an individual, but it is. I mean, it’s kind of like one of those things where safety in numbers and so being able tohave an ally or someone within the organization that you can also push this work or were, too. So it means asking some hard questions, and it means asking some hard questions of yourself as well to. And I think that’s the key point. Um, as well is realizing that, you know, we all have implicit, um, biases that we have in our head. Um, you know, when we think of cats, we think of cats, as you know, very. You know, Castile. They kind of take care of themselves. Some cats aren’t like that, though, you know, And so I think going into it, we have to really check those ideas about certain people, people from communities that have been informed, those implicit biases. We have to make sure that we’re good with ourselves or not even that we’re good with them and that we’ve reconciled them but that were aware of. So I think that was a really big take away point for me. Um, you know I’m 1/2 black man. I’m a Navajo man. Um, I have implicit bias, you know, everyone does. And so I think being able to understand that before pushing this work is really key to this. You have to really kind of strip yourself bare and understand that, um in order to push this work forward, you’re going to have to do some self work as well.

[00:42:17.87] spk_1:
Implicit biases. Is that not the same as stereotypes?

[00:42:20.30] spk_4:
Yeah. Yeah, it is. It is. Some people call stereotypes. Yeah,

[00:42:24.77] spk_1:
you gotta You gotta be conscious of your own stereotypes.

[00:42:58.50] spk_4:
Exactly. We don’t politicize. Yeah. And sometimes those stereotypes are very obvious to you. You you think about them. But also, there are some that are very deep within your subconscious that come out without knowing, too. And so then it’s one of those things where you start. You have to be reflective and think, Gosh, where is this coming from? Where is the stock coming from? And where is this belief coming from? And really dig down deep into it. Um, I think another thing to that, um, when you push this type of work forward or are start to prioritize this work you have to think about you and I were talking about this earlier is, you know, the climate of the organization. Um And where in what? In the environment of the organization, some organizations have their heels in the ground, and I have experienced organizations like that where their heels air in the ground and they’re like, we have a D I committee that meets once a month and that’s it. Check box checked. We’re done with it. We don’t have to do anymore work. We don’t have Teoh, you know, examine the policies and practices in the environment that we put forward with an organization. So that’s a non starter for a lot of people. And in those

[00:43:37.63] spk_1:
organisms, on top of that r R D I committee, it has black black people in it. Yeah, so we’ve We were an equitable organization. Exactly to blacks on our equity committee.

[00:46:01.08] spk_4:
Exactly. And so I think those are things that I have experienced those there is half organizations where, you know, that’s the thing we call tokenism within. Let I wouldn’t even say within the d I world. That’s just tokenism, period with in whatever world you want to live in. And so that’s That’s a tokenism thing. And sadly, I’ve fallen victim to that in my earlier years of, you know, when I was a young professional of, you know, really being eager and wanting to please white leadership, Um, and realizing that I wasn’t pushing forward d I work. I was not contributing to it, but I was a victim of it. Um, and it was a system much larger than the the actual work that I was putting forward, and it was really sad, and I had to remove myself from those situations and those token izing situations. There was once a month d I meetings where I was that the token eyes per person of color that was having to bear my soul about some very, very deep and emotional topics. And so I think a lot of times, you know, you have to as a person who’s pushing this forward specifically, and I’m you know, I say this directly to people of color and organizations and non profit organizations who are the one to, you know, third person of color in the organization. I mean that that’s a big, big hill to climb to, and it’s not insurmountable. But what I will say is, you know, you have to be able to check in with yourself as a person of color and as a, um, as a professional of color, Um, be a black being Beit, indigenous, being Asian, um, agent. And so I just think that you have to check in with that because and be very hyper vigilant and aware that, um, some folks may want to token eyes you in a way and being ableto have, um, practices and things in your back pocket, too. Disrupt knows those policies and procedures and practices and then either move forward or remove yourself from the situation.

[00:46:09.88] spk_1:
Checking in with yourself means, like the official question. Is this even worth doing at this organization?

[00:46:11.41] spk_4:
Right. And maybe

[00:46:12.44] spk_1:
Do I have any ally or there are other potential allies? Okay, go to potential allies, and they turned out not to be allies. Is it even worth doing in this organization like you say, you remove yourself, Go elsewhere?

[00:47:29.58] spk_4:
Yeah, and it because. And that’s really sad, too, because I think a lot of us in the nonprofit world are, um, you know, we are so passionate about the work that we dio We wanna, you know, we kind of pride ourselves. And I did this for a very long time when I worked in use development. You pride yourself on the number of hours that you work. You pride yourself on working overtime. You pride yourself on for the bare minimum, you do that. And then you have larger organizations that are typically white Run. That’s hold you hostage to that belief. And that’s really and that was I mean, I heard that maybe two or three years ago, someone said it much more beautifully than I just did. But on I wish I get credit them, but I forget who it was, but it really is those, I mean, and that’s a very big systemic, um, problem within the nonprofit world is that, you know, a lot of times white leadership will hold those those middle level, middle level, direct service middle management folks. Um, be it you know, people of color or not to their own jobs. To that to that own passion. I

[00:48:03.03] spk_1:
thought you loved our work. Exactly. We asked you when you came here three years ago. What moved without the work and, you know, using that work against them in some fashion time for our last break turn to communications. They’re former journalists so that you get help getting your message through. It is possible to be heard even through the Corona virus cacophony. They know exactly what to do to make it happen. They’re at turn hyphen two dot ceo. We’ve got but loads more time for racial equity, D I? In fact, this runs long because it’s a good conversation with Tristan that I did not want to stop. The total show is roughly 75 minutes,

[00:48:15.97] spk_4:
and it’s like the byline of you know, non profit works. Sometimes, sadly, is like we’re not in this for the paycheck, you know,

[00:48:23.25] spk_1:
Passion, passion, shaming.

[00:50:25.86] spk_4:
Yeah, absolutely. And it’s so I mean, and so when you put you take that in and of itself, within the nonprofit world, and then you layer on a racial inequity that’s like also, you know, people are stuck folks of color. Black folks are stuck with it between a rock and a hard place within their job. They want to make money toe like live to pay their bills. They want to have a job to do those things. Yet they’re stuck in an organization that is holding them hostage to the work that they’re doing, and so that that’s something that I think is I went off on a tangent. But I also think that you have to be very aware is this Is this organization ready for this? Is this organization really about this work? Because it’s gonna strip a lot of things bare for the organization that they may not like, you know, And that made that push against that culture dominate that white culture, dominant belief and systems that have built the organization toe what it is today. So, for example, it means, you know, how are we working? Are we working every single meeting toe have some sort of end results? Um, you know where we come to a conclusion at the end of every meeting? That’s white, dominant culture in and of itself. Sometimes we have meetings that don’t have a big or clear and result, and we need to be okay with that. Um and so I think about that. And I think about my past, you know, roles that I have held in use development and how many times I’ve been in a meeting where it’s like we have to get X and Y and Z done by the time. But in two hours we have to pound out a budget in two hours on DSO. I think being able to work, and I’m not saying that like and 10 is one of those, you know, shining places on the hill. But I love it here because Amy gives us the space and latitude to sometimes not have toe have meetings that maybe we didn’t come to a clear conclusion or that there’s not an expectation that we have a solid, you know, um, a solid solution that we come out of

[00:50:31.72] spk_1:
their outcome by end of me and meetings or just a microcosm of the total work, that because the work is constantly a journey absolutist repeatedly, you know, it’s not done at the end of a year or 18 months. And, you know, like you were saying different example though, you know, check, we’ve done our We’ve done our diversity work

[00:50:50.11] spk_4:
right right

[00:51:06.97] spk_1:
now. Now, we just banned the committee or the committee Lance to be six months every six months or something like that. Yes, the meeting is just a microcosm of the of the overall structure and progress and journey you say in the description of the program, then 10 journey. It’s never It’s not really never completed.

[00:51:15.12] spk_4:
Yeah, it’s never done. And it definitely doesn’t live solely with me. And I think this is the one thing that I particularly like, Um, in this this role that I’m in within 10 and working so closely with Amy with D I work is the idea that she and I are a team, um, working towards this, I think a lot of times and organizations, they token eyes, a person of color, and they’re like, Oh, you’re the equity person. You’re the equity director. You’re the X, y and Z, which is fine. It’s great. I’m all for that. But a lot of times there are situations where or organizations that put it all on that person. And they’re like

[00:51:52.79] spk_1:
the person has no with no authority, exact lots of accountability, but no authority,

[00:53:04.39] spk_4:
right? And so what I really like and appreciate is that Amy pushes me, and I pushed back on things that we’re working towards and, um You know, I say I pushed back, but also she and Ira will learn personality anyway, So a lot of times, um, she’ll peek around the corner from our office when we when we worked in offices. Um, you know, and be like I was thinking something like, Oh, my gosh, I was just thinking that. So I think it also helps be specifically with her. And I really are, um our relationship is that she and I are just very similar. Um, and, um, I think that does help. But I also appreciate her as a leader being able Teoh ask questions and prioritized racial equity not only when she’s thinking about D I stuff, but when she’s thinking about the budget. When she’s thinking about NTC when she’s thinking about, um, you know, all of our I t endeavours, all of our community pieces. Um, I appreciate that because that says to me as a person of color and more importantly, a someone who’s, um, you know, a ah person who’s working for is that Oh, this person’s in it for riel. Yeah, Amy talks. The talk walks the walk, and again, it’s not toe like, you know, game points with a Me, too. Because for that you

[00:53:18.07] spk_2:
were you making

[00:53:18.66] spk_1:
the point of the importance of leadership that has to be leadership support by in, you know, whatever it’s called or else you are, Well, not the person committee or the entire endeavor is just gonna be, you know, without without teeth,

[00:54:48.24] spk_4:
right? Yeah. And so that’s what I appreciate her as a leader, even though I’m the person that has the role that pushes it forward and stewards that she’s right there with me helping me and asking those questions on an executive level and on a board level two and prioritizing those questions. And so that’s something that I really appreciate as an employee, but also separately from that, like as a person of color, as an indigenous man, as a black man. I appreciate those things, Um, and so it’s it’s kind of 11 of those situations where, you know, talk is cheap, you know? And, um, you know, she walks the walk, and I really appreciate that. I’ve, you know, worked with a lot of white leadership in past organizations that I worked in, where they talked to talk. They love a good. You know, feel good session about D I stroking their own egos and all the things. But when it comes, it comes down to it when there are policies that they’re pushing forward and meetings that are directly, you know, working against racial equity, that’s not it, you know? And so those are examples that I think of where I’m like. Gosh, I wish I would have spoken up. Um, but but, you know, within 10 I don’t feel that. And that’s something that I I’m gonna hold on to it and hold onto it tight, because I know that this is a good thing. And I’m really, um, you know, glad and blessed to work on a place that prioritizes those things.

[00:55:13.17] spk_1:
Can you tell a story of an example of something that on its surface is not inequitable by? Maybe you pointed it out, Or if not, use something. It became obvious that it is inequitable. Yeah, you brought it to the organization and a chain jumping

[00:57:48.23] spk_4:
right. So I’ll give an example, and it doesn’t really point out a specific person, but it points out, Is Berries easy thing that no one had really found it within the organization within our organization. I know a lot of people think, Oh, wow. It’s like this multi tiered, you know, organization with lots of people. There’s only 15 of us, so, I mean, the way we work is very collaborative anyway. And so, um, once we have a job, sport where folks immunity are able to post open positions on the community s so a lot of times it’s organizations that will want to post a open position that they have on for the longest time, we didn’t, um we as an organization didn’t have, um, a requirement for salary. So when people when there was a salary field for organizations to put in, um, you know what? How much this person was going toe radio? Absolutely. They leave a blank, right? D o e dependent upon experience. Um, and if you look at that, too, seems pretty like, oh, standard. We see it all the time with, like, you know, you know, we go on linked and we go on any sort of jobs board site. Yeah, They probably don’t, you know, put the salary, and a lot of times it’s dio we and, um I I myself was like I don’t see like why, you know, there’s like an issue with that, too. Until it was pointed out that, like, you know, this was This is a practice that is steeped in, um, whiteness and its steeped in patriarchal, the patriarchy. And so why do Why do organisations not do that? I don’t know. I can’t say that for each and every other word Is that what I can say is that when organizations don’t put a salary for a job or put d o e um, that disproportionately effects women and people of color. Um, because it contributes Teoh. And there have been studies that show that when it’s when there’s no salary, it discourages people of color. Don’t feel like they are, um, you know, I don’t want to speak for for all people of color, but there have been studies that have shown that, you know, it contributes to that pay gap. That gender pay gap

[00:57:59.03] spk_1:
okay, enables that’s what I thought. It enables disparities in pay

[00:58:00.60] spk_4:
exactly and so

[00:58:02.32] spk_1:
committed because you don’t have to commit in writing exact ranges 1 25 to

[00:58:57.62] spk_4:
one solidity on their maybe organizations out there that are like, Oh, this is a black woman that’s applying for this job. I’m going toe put my I’m gonna offer this job to this person on the lower end of that range, and that’s not fair, Um or, you know, because I didn’t put post my salary. I’m gonna lowball this this this job offer and that’s not fair as well to we want organizations that are going to put or post positions or job roles on our website to be up front with everything, too. We want to make sure that our community members have all the information that they have to make an informed decision about their future job. Future A future benefits so they can make the most educated decision on whether they want to join this organization or not. Do you

[00:59:02.44] spk_1:
know what’s what’s required for

[00:59:12.82] spk_4:
that salary? Yes, so right now it is required. That’s the only thing it so you can’t post a job of job opening without having a salary.

[00:59:15.53] spk_1:
OK, so array is arranged, Arranges acceptable,

[00:59:18.46] spk_4:
I believe, arranges acceptable. I

[00:59:42.21] spk_1:
think that’s okay that someone is coming being offered at the lower end of that range, and they feel their experience marriage something higher? Um, then they can brother on conclusion that this may very well be racial or gender based or some other some other classifications based beyond their experience. You could draw that. You can draw that conclusion for yourself. If you’re being offered the low end of that salary. Radio

[00:59:50.07] spk_4:
have some very badly for that with the rains that that was going, going it, Teoh.

[00:59:53.03] spk_1:
Otherwise, your you’ve got no information whatsoever.

[00:59:55.44] spk_4:
Absolutely. And so you’re like I don’t know what. And so a lot of times there’s just weird tactic that people do. It’s like, What do you think you should be paid? And it’s like, you know, don’t turn that on its head. You know exactly what this job is worth. Please put it out there so everyone is aware.

[01:00:12.08] spk_1:
Okay, My own conclusion,

[01:00:57.91] spk_4:
though, anyway, so we require that now, and that’s something that we all came together and talked about. I mean, I can’t say who I can’t remember who, like specifically brought it up as something a za point. But it was such an easy fix. Such an easy fix. And, you know, I’ve been you know, I keep on talking about past organizations I’ve been with, but, um, I’ve been in organizations where it’s like an easy fix, but it took three months to implement. It took a meeting une email thread, you know, Ah, heart to heart meeting about how this was. You know, sometimes if it’s easy just implemented, and this was one of those things that you know, start to finish, maybe took ah, week a week and 1/2 to get it all running a

[01:01:01.53] spk_1:
programming is all of a sudden it’s a required field when it wasn’t required before.

[01:01:05.85] spk_4:
I think things are red

[01:01:06.96] spk_1:
asterisk and has to be programmed in the back end that you can’t submit your form without that field being

[01:01:23.71] spk_4:
feel that there’s a there’s low hanging fruit that sometimes exists in an organization that no one’s really sat and looked at and been like, Why are we doing this? How can we do this differently? That’s in a more equitable way in an equitable, equitable, more former fashion. And I think you know, I also say that, you know, I bring up these this anecdotes just because, you know, I mean, there are a lot of other things that we’ve done that. Have? Really?

[01:01:39.11] spk_1:
Yeah. That’s a That’s a great one.

[01:01:40.66] spk_4:
Because lately that

[01:02:19.54] spk_1:
innocuous on its face, it’s completely innocuous. Leave it blank if you want. Your Blanco are based on experience. It sounds perfectly. We’re doing that that way for generations. Based on your experience, you’ll get big. But now it’s locked in. You know what? We’re being offered a salary at the low end, and you can draw your own conclusion that why that might be exactly okay and no longer enabling. All right, Um, that’s a great story. Yeah, Um I mean, yeah, there’s so much we can talk about. Yeah. You mentioned in the description how racism manifests differently. A different levels of an organization.

[01:02:23.60] spk_7:
Yeah.

[01:02:24.50] spk_1:
First, a little bit.

[01:03:03.42] spk_4:
Yeah. So great question. I have, um, the ah, you know, opportunity and the privilege to serve on a, um A It’s an advisory. It’s the Committee on Racial on Racial Equity for, um, the it’s called Organ Metro. So it’s Thea Thea area local regional government that it’s, I believe, spans three, if not four counties in the Portland Metro area. So it’s a governing govern form of government that overlooks all four of us

[01:03:06.10] spk_1:
have to show off that I know Portland is in Multnomah County.

[01:03:09.04] spk_4:
Yes, I have to show. I

[01:03:10.54] spk_1:
just have to marry. Let’s have to show that off. That completely

[01:07:16.58] spk_4:
how I, um seven. It’s very much like a, uh it’s very much like a, um you know, council, where there’s council members that represent each district. And there’s also a c 00 that runs the entire organisation and government. Um, So, um, I sit on a, um on a committee that is tasked with making sure that racial equity is something that that governing body prioritizes and also is taking into consideration when it’s pushing or advocating for anything. So all that to say is that we had an opportunity Teoh to touch base with some leaders, potential leaders within this, this governing body. And, um, I think one of the questions that came to the top and that I asked you because it kind of goes back to your question of like, um, racial inequity manifests itself in very different ways on. And so if you’re a you know, a CEO of an organization, um and you’re like, yes, I’m about d I work. I live in. I breathe it yada yada. I do all of it on and I’m really passionate about it. Yet you’re a white person, and then you have to, you know, foreign partnerships with other area organizations, and they’re all white as well to what happens when you get into a room or you’re having to have big, you know, decision making conversations and everyone and there is white. Um, and, um and people in there are saying things that aren’t racially equitable. Um, and you’re sitting there in your belief that I believe I believe d I work. I know that it’s there, but the gravity of all these other people agreeing with this false, you know, or agreeing with this, you know, racially an equitable belief. You’re gonna have to push against that in that scary right to go against the grain of like, the larger group on. And so I I ask that because you know, our I just I bring that up because I think the phrase that comes most to mind to me is someone said it to me and I forget why read Reddit? Orde said it. But it’s always stuck with me as you move up within an organization, racial inequity on racism becomes more sophisticated, so it’s much, much easier to detect. Unlike a direct service, rubber hits the road level as you get to that C suite level. You know of an organization, it becomes more nuanced. It becomes mawr about tokenism. It becomes more about how you’re playing folks of color against each other or not even talking about it at all. Um, so I think that’s something that I’ve, you know, experienced in scene, you know, on a direct service level. When I first started right out of college, you know, when I was working for direct service, the the direct service staff of Color, the black folks, we’re always the ones who got, you know, assigned to jobs or assigned the locations that were less than favorable. And so, um, you know, it’s pretty straightforward. And then, you know, as we moved up within the organization, we realized that there was a token izing thing going on at the middle middle management level. And so, you know, I think that’s just one thing that it manifest in in very different ways, you know, in different organizations, but also across different levels To one level of, you know, racism may look, you know, one middle level of racism may look completely different at one organization that it doesn’t the other two. And so that’s why it’s, like a very sinister thing. Um, Teoh to be able to, you know, figure out for an organization.

[01:07:39.98] spk_1:
Um, let’s see, where can we go and sort of wrap up? Um, What you tell me you want? Oh, let’s bring it back down toe back to in 10. Because they were supposed to have been, but I let I wandered. Um um, deliberately So what do you want? What you want to share about? Sort of in closing in about intense journey, The work, the work that remains

[01:09:03.37] spk_4:
Yeah. Go. Absolutely. I love that. You said the work that remains cause there’s always work that remains. I don’t want anyone. I certainly don’t want to put on any, um, you know, false pretenses that we are. We’re there as an organization. We have arrived. We’re not. We have There’s always work that needs to. That has remained. That is remaining. And so I think that’s where I would start is that we have we’re on our own journey. We are, um, you know, moving forward intentionally and with respect to make sure that we are covering all of our departments and making sure that, you know, everyone is a steward of this d I work and making sure that it permeates every corner of our our organization. So that’s where I would start. I think you know, if folks are out there that are wanting to or your I mean, I specifically I speak Teoh, um, you know, CEOs, executive directors of organizations that are white. Um, this is the best time to push this forward. And it’s going Teoh not be easy. That’s

[01:09:10.83] spk_1:
what he said is the best time.

[01:12:27.75] spk_4:
It’s the best time because, you know, this is a time where people are, you know, there are country is and I don’t want to get you know too far into the political part of things. But like, you know, there’s a lot going on in our country to and, um, non profits are, you know, specifically smaller grassroots roots nonprofits are, um, you know, suffering A lot of times, a smaller grassroots non profits were run by people of color, so you know, I think in the spirit of non profit, it’s incumbent upon, you know, leadership to make sure that they’re helping. Not only there constituents, their employees, but also other nonprofits. So what does that mean for those CEOs or executive directors? This is the time, you know. And again I say that not in like, ooh, the stars have aligned these air that this is the time every time is a good time, You know what I mean? There’s no bad time to do this. This had this work has to be done. Um and so I would say that, you know, it’s it’s something that will pay off for years to come to. You’re going tohave employees when you start to prioritize, you know, d I work and not only within, like the D I department, but also just d. I work across your organization across departments and start to look critically how you can change and morph and transform into. I’m an anti racist organisation. You’re going to realize that a Not only are you a happier person be your employees are happy to be there and happy to do work, because inherently, when you a drew racial inequity. You’re addressing a lot of other inequities as well. You’re addressing, you know, gender inequity. You’re addressing LGBT Q. I A plus in equity as well. Those things will come in that makes employees happier. And what does that do that starts informing how you interact with your employees? Not only its not only informs it, but it starts to shape the things that you hold near and dear, both individually and as an organization, and your employees and staff will see that they will see that and they will want to stay. And that Matt effects. You know, if for those data folks out there, you know, staff retention, you have folks that are going to stay for the long haul because they believe in the work that you dio and what happens, you know. I mean, a lot of people think, you know, in in organizations or in business, you know, the customer is always right. Customer’s always right customer first, you know, or your that your communities that you’re serving our first and yes, that’s right. And there’s a grain of truth in that. However, you can’t serve your customers or your um, your the communities in which you’re serving or living in. If your employees aren’t served first and aren’t being prioritized, it’s kind of like, ah, flip of mindset that you have to dio So that would be my encouragement. And that would be my, um my you know, last piece that I would end on Is that like, you know, this is the time to do it, you know, because you know it. At the end of the day, it helps serve your organization to make sure organization stronger, and it makes your employees stronger. And it makes the relationships that you have with your employees stronger. Likewise that didn’t that, then goes into your, you know, direct service groups. You know, your communities that you’re living within. It makes your connection in your relationships more sincere and more bonded.

[01:12:51.55] spk_1:
Tristin pen, community engagement and Equity manager at N 10 s Justin, Thanks so much.

[01:12:58.14] spk_4:
Thank you so much. I hope I made sense. Thank

[01:13:51.35] spk_1:
you very much. You made a lot of sense Last sense and thank you for being with non profit radio coverage of 20 ntc remember, were sponsored at the conference by Cougar Mountain Software Denali Fund is there complete accounting solution made for non profits? Tony-dot-M.A.-slash-Pursuant. Martin for a free 60 day trial. Thanks so much for being with us next week. Privacy. Best practices. I told you it was coming. If you missed any part of today’s show, I beseech you, find it on tony-martignetti dot com were sponsored by wegner-C.P.As Guiding you beyond the numbers. Wegner-C.P.As dot com by Cougar Mountain Software Denali Fund Is there complete accounting solution made for nonprofits tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial and by turned to communications, PR and content for nonprofits, your story is their mission turned hyphen. Two dot ceo.

[01:14:41.79] spk_0:
A creative producer is clear. Meyerhoff. I did the post production. How did I do? Let me know. Sam Liebowitz managed to stream show Social Media is by Susan Chavez. Mark Silverman is our Web guy, and this music is by Scots non next week for non profit radio big non profit ideas for the other 95% go out and be great talking alternative radio 24 hours a day.

Nonprofit Radio & #20NTC

Tony Martignetti Nonprofit Radio would have been at the 2020 Nonprofit Technology Conference this month. I’m proud and grateful that we would have been sponsored by Cougar Mountain Software, accounting software made for nonprofits. Sadly, NTEN made the excruciating decision to cancel 20NTC due to the Coronavirus pandemic. I’m no less grateful to Cougar Mountain. What’s with that guy’s hair?