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Duitz dahna welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host tony martignetti how fortunate that i found this show named the tony martignetti non-profit radio you men may remember last week we paid attention to the people in our lives and talked about eliminating distractions to have the most fulfilling professional and personal relationships possible, and we also had our tech expert scott koegler join us to talk about latest reviews of fund-raising software remember from last week for every budget, there is a fund-raising software product that can help you to manage your fund-raising that was last week. This week, we’re paying attention to your non-profits money and your career, i’m going to be joined by chris mcgurn, senior vice president at pnc bank institutional investment group, and we’re going to talk about tuning up your planned giving program trip tricks to find the right provider and have the best working relationship with your financial planner and my other guest today we’ll be introducing a new feature. Paula marks, managing director at gilbert tweet international, will be introducing our new feature. I’m looking we’re gonna have a live consultation. With a non-profit job seeker, she’ll be calling in. Paula is here in the studio and the three of us will be talking about techniques to jump start your job search and how best to promote yourself where, how to use social media to look for a job in today’s environment, where to look for jobs and what to prepare for in your interviews that’ll be coming in the second half of the show. Ah, but and after this break, i’ll be joined by chris mcgurn and just want to share with you that i this week was at the new york state medical society conference in pennsylvania. Yes, it’s the new york state medical society and they do have their conference in pennsylvania, and i was talking about demystifying planned giving on october twenty first. I’m going to the lunch keynote speaker at bernstein global wealth management in new york city and the day after on october twenty second, i’ll be doing the not-for-profits fiscal conference on long island at suny old westbury, also talking about charity registration there november fourth i have a charity registration webinar for temple university. You can see these live appearances on my block. At m, p, g a d v dot com. You can also see them on the facebook page for the radio show, and you can also book mia’s, a speaker, through the block. After this break, my guest will be chris mcgurn. Please stay with us. 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That’s lawrence h bloom two, one two, nine, six, four, three five zero two. We make people happy. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable race? Interested simply email at info at talking alternative dot com. Welcome back to tony martignetti non-profit radio, i’m your host. Tony martignetti i’m joined now by chris m mcgurn chris is senior vice president at pnc institutional. Pardon me, a pnc bank institutional investment group, chris is responsible for the management and marketing of pn sees planned giving services department. He also serves as a primary relationship officer for local and national planned giving programs before banking. Chris served as director of gift planning at catholic charities of baltimore for three years, so you can see he brings non-profit experience and also has the for-profit banking experience, and i’m very glad that chris’s work brings him to the show today. Welcome chris mcgurn. Thank you, tony. Good morning. Pleasure to have you good to be here. Thank you. Let’s. Talk about finding the right provider. The right financial partner for your planned giving program. What advice would you start with, chris? First? First of all, i would start with making sure that your provider has experience in the area. Make sure that they have personnel and that would be multiple persons supporting the plan giving functions it it sounds like a pretty basic business where the charity talking, maybe a terrible gift annuities, for example. The charity is making promises to their donors, too, pay them a sum for their lifetime. Um, and so the basic function of the providers to make sure that those payments are made in the right amount in on time. And then, of course, there’s the investing aspect and the tax aspect. But it’s it’s pretty easy for a provider if they’re not dedicated to the business to not be able to fulfill those promises. So you want to avoid the well meaning bank? Maybe where the non-profit has a banking or a credit relationship, the well meaning bank that says we could you know, we could put something together for you. You’ve been a long standing client, weaken we could do something for you and accommodate your needs around this new charitable gift annuity program, for instance, absolutely absolutely a lot of programs that we see and and frankly, that’s, how we got our start about twenty years ago is it was pretty much a accomodation way we’d be serving on a non-profits endowment, for example, or maybe their banking needs and they would come to us naturally and say, hey, can you take care of our gift annuity program and fortunately, a long time ago, the decision was made to invest resource is, but sometimes what we’ll see is is other other providers are just not at that step yet. Um, and they will take it on is an accomodation maybe there’s one, maybe two people supporting them function and you really want to make sure that there’s depth on the bench, if you will, teo, support that program because people, the new it tints the donors are our listeners. Donors are counting on this income as a supplement, often to retirement mean, we can’t be, you know, we can’t have checks showing up late or, you know, skipping payments or something like this. Exactly exactly how can a non-profit assess the level of experience that a bank has? I mean, they might put forth an interesting, you know, four color proposal, but how can you go beneath the those printed materials toe really assess whether this institution has experience managing plan giving programs? You know, this side of the plant giving program the financial side? Certainly they’ll want to talk to the actual people who will be servicing their their relationship there. Aspect of, uh, the accounts and probably within about a five, you know, maybe ten minute conversation if if you have both the development person and i would kind of key and there the development person at the charity is really the one who’s going to be talking with the donors, you know, they may not have the financial expertise, but they certainly know what their donors needed, what their donors expect when it comes to these terrible gift annuity. So absolutely make sure that you’re talking to your provider, the person who will be handling your account, andi, i think pretty pretty quickly you’re going to be ableto discern if that is a person who is doing this in a part time capacity or if it’s a dedicated business that they’re working on. So you want to go beyond the on i mean, no insult to this to you, chris, you want to go beyond the vice president of the senior vice president, who you’re meeting and asked to speak to the actual person who will be servicing the account day today and have that conversation between that person and the frontline fundraiser whether it’s, the director, planned giving or someone else who has brought a responsibilities but is gonna be managing plan e-giving right, right? And and then even even at that vice president level, you know the person who is going to be responsible for your relationship, i can tell you are our structure is is pretty deep. So we do have the day to day processors. But then it’s it’s levels of approving and making sure that everything is in order to make sure all the promises that the charity has made to the donor are kept. So you really want to get a feeling of again, is it? Is it one person kind of in a back room just doing this part time capacity? Or is it a whole group? And is there a very thoughtful process, too, without processing and that’s? Probably another key aspect. Ask them that question. Now give me give me the scenario of when a gift comes in what happened, um, and then have that provider walk through who’s. Responsible for what? At the charity, the donor and and the provider for all those different components of the gift process. Christen the minute or so that we have before the first break, what about art of peace? I’m sure you’ve seen lots of them answered lots of them. What advice do you have for? Ah, non-profit putting together ah, request for proposals for service? I would i would say, make sure that all the parties they’re going to be involved have input on putting together the questions, make sure that so again the frontline fund-raising you mean? Yeah, yes and exalt exactly. Make sure the development folks do have input and say because they’re the ones that are front line there, the face-to-face to the donors so they should absolutely have ah have input into what is said and that are two questions that are being asked sometimes we’ll see our piece and it’s kind of obvious that maybe there was a department of purchasing department or people not exactly connected to the service are writing the questions. Um, do you want to make sure that both on the finance and the development side, they have the input on that? Artie, my guest is chris mcgurn from pnc bank institutional investment group, and chris is going to stay with us after the break hope you will, too, because i didn’t think that shooting. Good ending. You’re listening to the talking alternative network. Get him. Nothing. Good. Hi, i’m new york state senator joe a dabo. I will be hosting a Job fair on friday, november 12 at aqueduct racetrack in queens, contending into three p m, we will have over one hundred companies looking for qualified workers. They’re all to be lectures on job strategies and networking. So come and bring plenty of resumes and join me on friday, november twelve at aqueduct racetrack. For a Job fair from 10 a m to three p m. For more information, please call pete in my district office at seven one eight seven three eight one one one one. I really need to take better care of myself. If only i had someone to help me with my lifestyle. I feel like giving up. Is this you mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness could help you get back on track or start a new life and fitness. Join Joshua margolis, fitness expert at 2 one two, eight sixty five nine to nine xero. Or visit w w w died mind over matter. N y c dot com bilich are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking time, isaac medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. You’re listening to the talking alternative network. Buy-in yeah, welcome back to tony martignetti non-profit radio. I’m joined by chris mcgurn, senior vice president at pnc bank institutional investment group, and we’re talking about tuning up your plan, giving program ways to find the right provider and have the best working relationship with your financial partner, chris. Before the break, we were talking about those r f p s and your advice to have the frontline fundraiser get input into that our f b i need anything else for you because they’re so pervasive. Any other advice for our f piece that you’d like to share? I think so. What? You also want toe? Take a look at his make sure it’s not boilerplate answers. You know, if you’re if you the charity are putting time into putting together a thoughtful question air in the form of an r f p make sure that the answers back are not, you know, one hundred pages duitz just boilerplate. We had talked a little bit about, uh, taking a look. Is this an experienced firm? Do they know? Do they have a dedicated folks working on the plan giving? I think in the responses you’re going to be able to see, that is it, you know, is it answering the question? Is it really going to the heart of what you need in your service provider? And after that, our f p step, then now the charity has maybe three or four sometimes even more answers to those are if peace is the do you find the interview to be the common next step? That is the next comment step on dh sometimes, uh, oftentimes depending on the size of the program. And if it’s, uh, if it’s an organization that may be in the more start up phase let’s say less than a million dollars and they are taking a look att perhaps they’ve been performing these functions internally, and now they’re looking to outsource that those functions of the czechs and the taxes and the investing um, they’ll certainly want to take a look at out talking again to the people who will actually be servicing their program of their relationship. And as you mentioned, you know it’s not and it’s not just the faceplate high level person it’s going to be talking to the people who are actually working on the program the way i’ve done this. With my clients is to try to schedule a bunch of the financial potential partners for a day, and we get the get the decision makers, and that often includes a boardmember and we spend a day or a half a day if that’s all if necessary, and just have people come in and do you know, usually sixty to seventy five minutes presentations, and we talk through their their response to the art of peace, right? Right and often what? You what you want? Oh, discern in that meeting too, is is are these sales people? Is that the sales folks? Who are they? They’re making the presentation? Or is that the actual people who will be working on your relationship? And i and i think that’s key and that that’s uh, it’s an important aspect, and again, regardless of if it’s a you know, a program and at the beginning phases or an established ten twenty million dollar program, you’re going toe wantto you’re gonna want to have that sixty, seventy minutes of time with the people who will be working on the programme or or directly responsible for what’s going on in that programme and the next step that i see commonly is asking for references and then actually checking the references, right? Right? Definitely there obviously we were obviously going to give you, you know, are our best references and have checked with them, but go ahead and ask, you know, ask the questions again, presumably whomever we are e-giving as references are going to say nice things about us, but spend a little time with the folks on the reference call and ask them the questions, how, you know, how is the program and served really, you know, really dig in, take that opportunity to to really find out about the provider? Because presumably especially if you haven’t established program it’s it’s a pretty big deal too move let’s, say, you know, twenty, fifty, one hundred or mohr donors to a new provider or from internal functions to a new provider, so you know, they’re certainly needs to be that define process, and you want to work with somebody who has experience and even in that transition phase and that’s that’s probably another good question to ask as you’re going through that process, isn’t it also a good practice to go into the non-profit community? Generally beyond the the references that the potential partners have provided and see what the reputation is, aside from just the names that were given by the company, great point break, point up and ask askanase elton ask like organizations again, if you’re within universities or if you’re in hospitals or museums, find out, find out, go beyond just the references that are given and find out how is how is this organization’s reputation in the community? Great point. My guest is chris mcgurn, senior vice president at pnc bank institutional investment group chris let’s switch gears a little bit and talk about now, now that you’ve hired the the financial partner having the best working relationship with them. What advice can you start with us? They’re well, certainly the at the onset of the process, there should be a ah sit down face to face, if you will, and really go over the process of, um, again kind of honing in on the charitable gift annuities because that’s, where we see the most activity really hone in on that process, as we know, oftentimes the donors who are making the plan gifts are highest profile most important, although all the donors are important, of course, but maybe highest profile donors of the charitable organization. So you want to make sure that that experience of making the gift is a pleasant one so as much as the provider and the development and finance office can be on the same page to make sure it’s an absolutely seamless, smooth process for bringing those gifts on that’s what you want to sit down and established and have raided the onset of of the program you want to have this sounds like step by step in writing that’s that’s a very good idea. Something we we do is provide a service guide, and it does it lays out best practices, and this kind of goes back to that experience factor a new organization who has done this, they’re gonna have best practices, they’re going see what works and probably have seen what doesn’t work so well. So when they come to the table and make the suggestions, there should absolutely be flexibility in the programme or in the process, that is what you get also looked at that provider to suggest best practices and how to make it a smooth experience for everybody. Involved best practices and also expectations on both sides. Yep, yeah, if you you know, if you’re looking to if you want to make sure, for instance, that the donor has their check in hand or that deposit is in hand on the date that is promised in the contract, you need to make sure that the provider has the capability and facilities to either mail the check a few days early or make sure that that deposit processes is taken effect taken into account. You’re going from one bank to another bank, so making sure all those little tiny steps are are right. And there are so many parties involved on the really on both sides on the provider side and the thie, the non-profit side. What about communications? Communication? Absolutely key. We’ve we’ve unfortunately, a lot of times within the charitable organization that communication is it’s not as good as what it could be. I often say sometimes we’re working with an organization and there’s almost kind of v relationship, if you will, where were were down there at the bottom of the v and then you have the finance up at the top of one arm in the development at the top of the other arm. Sometimes we’ll we’ll meet with these groups. And the first time that these two groups have even ever met face to face is when we come, we bring them to the table. Yes. Oh, you’re vey is very interesting. So the two different offices within the non-profit are not talking right, right? So we we strongly encourage clothes to be making a triangle. Get everybody on the same page. The finance office looks at the charity gift annuities very differently from the development office. And there needs to be a complete understanding among those offices of finance. We’re you know, we’re looking at the monetary, the liability. How is this affecting the organization? The development is looking at it from the you know, how can we? How can we bring donors closer to our mission? How can we bring them tio within the fillings philanthropic scope of satisfying their needs. So when these two groups are together very different ways of looking at the same concept that charitable gets annuity. But when they’re together, they could make a really strong team. And really, he programs grow where there is that that good, solid, open communication among the department closed that v make it a triangle. Sounds like that would be an equal lateral. Or maybe and i softly strangled. Probably not a right triangle. Probably not symmetric bringing on the financial office early. I mean, i mentioned earlier in the interview stage, you know, having all the decision makers with the potential providers, but really, at that stage, shouldn’t there be a surly? Is that stage? Shouldn’t there be someone ideally from the finance office? Sabat in those early stages? Absolutely, absolutely. And again, because the finance office is looking at the carroll get nude in a very different way from the development office. And it’s it’s kind of surprising a lot of times. It’s just basic basic concept that the american council get annuity rates. Um, one of the factors in there is that fifty percent of the original gift principle is is to come back if everything lines up exactly. You’re exactly right. Fifty percent of the original gift is to come back to the charitable organization. Well, a lot of times we’ll go into the meeting in the finance office the first time we’re letting the first time. We’re talking about that that’s the first time they’ve heard of that concept, so it really is important to make sure that the finance office at the very really stages is on board with the whole concept of what is a terrible get snooty and how did it work? Yeah, i think the ideal relationship is a close one, and you’re certainly suggesting this close one between business or finance and and fund-raising and i see that disconnect that you’re describing, you described it very well with that v, even in smaller organization shins, not the tiniest, because often these functions are are the same person in the smallest organizations but sort of mid size shops, the cfo and the vice president for institution advancement or development, whatever it’s called just don’t have that strong working relationship, right? Anything that can be done and that’s why we we we encourage both groups to be together in the in the meeting that we go to it doesn’t always work that way, but having everybody at the table on talking about it is really key to a strong program. Then then what you avoid is, for instance, of the last two years. The economy and things haven’t been going so well the finance department is looking at the balances, maybe on the gift, annuities going down and all of a sudden panic sets in and decisions are made without looking at the long term big picture and full understanding of how the gift annuities really do help the charitable organizations like the knee jerk reaction. Just suspend the the gift annuity program, right? It’s losing money, but it’s going to continue losing because those payments have to continue to be made to innuit tents and way suspend the program, we are going to be bringing in any new donorsearch nuit tim’s, right? And the idea that some of the healthiest programs that we see for those that were managing are those that did continue to offer gift annuities during the rough two thousand eight, two thousand nine and when you, when you think of the concept of what a basic concept of dollars of dollar cost averaging, those folks were buying in at lowe’s, right? Let’s, let’s define dollar cost averaging. We have on this show, we have jargon jail. Okay? And i’m the warden of jargon general got plastic keys, actually. Georgia, what is dollar cost averaging? Basically, what you’re doing with that is, is you just continually, you’re adding two money to the program. So for instance, your four oh, one k for three be if every paycheck you’re putting your you’re putting money in, it doesn’t matter if it’s a good market or a bad market, you continue to put money in overtime. That’s going to come out at ah ah, much better. It’s gonna be better for you. You’re not getting into the market timing of okay right now is is right now we think the market is going to go in a certain direction. If you’re just continually putting the money in your, you’re going to be buying at highs and lows and your average will be toward toward something that’s reasonable towards them, right? Right? Because the whole market timing game is just not not something you want to be in. So the idea is when, you know, when everything was down at the lows, um, folks, charitable organizations that were bringing gifts in now we look back at it, and we know they were buying low, so those gifts are actually in great shape when you take a look at their value, you know, snapshot in time right now and as in so many things in life ah friendly relationship between finance and fund-raising would have help to minimize the likelihood of those kinds of knee jerk reactions. You just don’t want that adversarial or, if not adversarial, even, you know, just luke warm relationship between finance and fund-raising chris, in the minute we have left, what other advice do you have? What would you like to say to clients? But you know, you can’t you can’t say threw them on the phone or face-to-face well, in your experience, so that there could be a better working relationship with that financial partner. Um, i think just just always, always like to have lunch. Food is always a wonderful, wonderful way to get people together sharing, sharing a meal, sharing a physical space exactly so just wreak out and, you know, if you’re a development person listening, reach out to the finance person, a finance rejects the development person if you haven’t already done this and just schedule meeting, i know that’s, what we kind of have to do is if you put it on the calendar schedule a meeting. Come to the meeting and just start talking about the program. And, you know, obviously, from the development standpoint, you’re coming at it with more of aah. You know, the heart strange and the reasons why, from the finance their coming at it from probably pretty much bottom line. How is this helping york intonation? And i think sitting down and bringing those two parts together, reasonable people will see the benefits of both sides and it’ll be a stronger program in the long run. Chris, we have to leave it there. I want to i want to thank you very much for joining me. My guest has been chris mcgurn, senior vice president, a pnc bank institutional investment group. You can reach chris at his email. Christopher dot mcgurn you r n at pnc dot com. Chris, thank you very much for joining us. Great. Tony, thank you for having me. My pleasure. After this. After this break, we’ll be joined by paula marks at our brand new feature. I’m looking live consultation with a non-profit job seeker. Stay with us. Talking alternative radio twenty four hours a day. Hi, i’m new york state senator joe a dabo. I will be hosting a Job fair on friday, november 12 and aqueduct racetrack in queens, contending into three p m, we will have over one hundred companies looking for qualified workers. They’re all to be lectures on jobs, try to jeez and networking. So come and bring plenty of resumes and join me on friday, november twelve at aqueduct racetrack. For a Job fair from 10 a m to three p m. For more information, please call pete in my district office at seven one eight seven three eight one one one one. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com dafs welcome back to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent there’s something i’d like to share with you before i’m joined by paula marks and we introduce our brand new feature i’m looking there was an international regulators conference international conference of charity regulators met in may of this year. I blogged about it a little bit, and i want to share just a couple of points that are in the transcript of the minutes really of that of that three day meeting, just some interesting things that i picked out of there that the processing of applications to the irs for tax exempt status is taking about one hundred and twelve days this year. So if you or someone you know our thinking about creating a non-profit you’re filling out that form ten twenty three, which is the formula you applied to the irs for for tax exempt status, you know that it’s going to be a little over one hundred days for that to be responded to by the irs. Other countries that were in this international conference where australia, canada and new zealand, northern ireland, ireland, the republic of ireland and scotland, as well as the u s and it was hosted by the u s in washington. Interesting, australia has no annual filing requirements. Australia does not have something akin to our irs form nine, ninety no annual requirement there in canada, they seem to be the only country that is focused significantly on educating the public about their charitable giving. Most of the other countries, it seems, and certainly this is the case in the and the u s focus their education on the non-profit side and there’s and that’s, the primary interest there’s some public there’s, some education for the public from the irs, but most of it is for charity leaders and board members. But in canada, there focuses primarily on the public on and generally internationally regulators think that there is going to be increased government oversight of charities in the coming years. So the trend that we’ve talked about on this show and that you’ll see in my blogged on dh that we see generally is not goingto be reversed and probably not even stay steady. But internationally, the regulators think that there’s going to be increased government oversight and there’s more about that topic. On my blogging mpg a d v dot com i’m excited now, teo, be welcoming. Ah, paula marks, managing director at gilbert tweet international and introducing a new feature to the show i’m looking we’re going to do a live consultation with someone who is looking for a non-profit the job, jenny, she is thankful as gratefully i’m grateful that she’s joining us. Jenny, you’re on the line. Thank you. What a welcome to the show and i’m joined in the studio by paula marks. Paula is managing director at gilbert tweed international. She has twenty five years, an executive search experience, and she has focused on executive and general management positions, such as marketing financing operations in non-profits a cz well as other industries as well, and i’m very happy that her practice brings paula marks to the studio. Welcome, paula. Hi, tony. Thank you, it’s a pleasure to have you, jenny, why don’t you introduce yourself to our listeners? Tell us a little about your back around what you’re looking for, and then we’ll have paula and you sort of go back and forth, but why don’t you introduce yourself to the listeners, please? Sure, so i came. From china about eight years ago, with an engineering degree and the international business degree, i was sent by the past to work in green spiral for home furnishing wholesaler. So during that six years i worked for him. I was help the company to marketing the product we exhaust from my holacracy basically measure and sail tio us. I got another degree in marketing and interior design in high phone university before i came to boston for india when the market’s off finishing now reality in whale. So now i finished my mba. I’m considering my new job career into a non profit group that’s where i am so other than that, i really like the culture here. The people are very helpful in the culture between china and the u s where so much different. Well, that’s interesting. And jenny and you have a background mostly in finance is not right. Yes. For the last three years i was working for the company. I was in charge of finance khun financial control. And for that i was also overseeing accounting and finance to comment and them being my mba. I was majoring in finance and let’s bring paula. Marks into the conversation, paula, what let’s start just generally what? What advice do you have for jenny in her non-profit job search? For starters, jenny, i think that like anybody looking for a job, we need to package ourselves in a way that the person who is interviewing us can hear what we’re saying. We live in a society, unfortunately, that has become very silent ized, and sometimes we have to help the person who’s listening to us, and i could imagine somebody looking at your resume and saying, not-for-profits you’ve been in all these profit making companies and they’re all, uh, big, and all they want to do is make profits, and you need to say to them, i’ve been in operations. I’ve been in finance, i’ve worked with the president of a company i’ve been in large and small organizations i’ve adapted from one country to another, from two languages to one language. Everything that i have done, our business functions within a not for profit environment. I can see myself working in your finance area, your operations area, and that kind of helps the other person with a listener, if you will, to understand that you can make that transition. I think all of us here know that the not for profit world could be very exciting on many levels, one of which is that it can be on a cultural environment or it could be in a major health care facility. It could be in a university like boston university, so there are many, many opportunities, and paula, i see increasing numbers of people with background similar to jenny ah, coming from ah financial background, and actually i see more of them coming from the financial services industry, and either they lost a job in the recession or i’ve become disenchanted and want to make this switch into non-profits so your advice really pervades a lot all people who are trying to make the switch from some kind of financial background into non-profits i think that’s very true today, and i think that as a society, we really shouldn’t put up these kinds of walls that are really meaningless and prevent people from getting employed and contributing to our society’s growth, both financially in in terms of the human being. Of course, paula has the benefit of seeing jenny’s resume on day we don’t have a way to share that with our listeners. But paula, is there any specific advice on the resume that that you’d like to comment on? Jenny did a really great resume, and and i just wanna die aggress for a moment, the way that i met jenny was through networking through my very good friend terry pritikin, and he was very impressed with her and suggested that she contact me. And as soon as i started to speak with her, i realized that she was a very serious, committed person she called when she said she would call. She followed up when she said she would follow up and that’s the first thing that i want to see in most candidates, just that just that basic responsibility, basic responsibility going to do call when you say you’re going to call, go back to the good old fashioned days. The one suggested i would make jenny is that you start your resume out with total thirteen years experience. I tend to stay away from the number of years right up front for two reasons. Many of the people that i see are in their fifties, and they believe that everybody discriminates. Against age, i don’t believe everybody does, but if they’re going to discriminate against age than why are we putting years of experience in the first sentence? It’s a red flag in the wrong place? On the other hand, since your resume is one page which is really ideal and i’m i’m not the resume police, but i do know that people don’t take the time to read three and four pages and it’s not your autobiography, so jenny’s resume is short it’s a sink it’s very easily readable. She’s got her titles, she’s identified some of her strengths and weaknesses in she doesn’t have any weaknesses this i can tell you, but she’s, i’ve identified what her strengths are in using action words she’s quantified aspects of her job so that people understand the size and scope of the organizations that she’s been with. Could you share some of those action words with us? Yes, we’re just a couple contributed, executed, negotiated, managed credited. Those are words that makes sense. I see a lot of resumes that have distorting words with built i built this and when you really drill down, the person didn’t build anything they were in. An organization that was building. And so i think, that’s, a word that’s become really overused and highly misunderstood. Jenny, how long have you been in the job search? About three months. Have you had a ninja view at a non-profit yet? Not exactly. Okay. What? What is your biggest concern about interviewing for a non-profit to me, it’s? Not that much different other than their folks. Probably not on the profit game profits, brother, help more people. So for me in my background, because i don’t really work for non-profits yet, and i probably won’t get into their culture or communication. Communicate well, you know, to fit their needs. So that’s, my major concern, and i think i would need you improve and polished that area of my wait on dh. Paula, you had advice for jenny surrounding that. Anything else you’d like to say? You gave her some advice already. Anything else? Yes, jenny, excuse me. I wouldn’t consider that a weakness. I consider that a lack of exact experience. What you might want to do in your profile and or in any of the work experiences you had is trying to come up or identify a fact that might be more attractive to a not for profit environment and quite frankly, you with only thirteen years of experience in the work world, it’s a lot easier to make a transition into another industry or sector than if you had forty years of experience and again, we live in a society where where we tend to be very negatively based is a society, and we say things to people like, will you only did you can’t d’oh. So i think maybe talk about some of the kinds of things that are the same in the not for profit world or can easily be adapted to the not for profit world. Pull it. Do you believe that mock interviews are a good idea? Absolutely. So maybe jenny could find a friend or a colleague who works for a nonprofit, i guess, ideally, somebody who does hiring for non-profit and and run her through a mock interview. Absolutely. And jenny can do mock interviews with me, as she knows. And i do a lot of work both in the for-profit and the not-for-profits arena. So i have a handle on what they look for and what some of their screening techniques or let’s go a little beyond the resume. Talk about her. Her job search generally. Where should she be? Let’s, start with the two minutes we have left before the break. Where should she be looking for jobs? Well, she’s interested? In the new york in the boston market. And i think that what she needs to do is identify some of the businesses or industries in both of those markets that seem to be advertising. Not that they necessarily advertising for her job, but i would look at some of the job boards when you read the journal every day. You kind of get some of the numbers and whose where i think it doesn’t hurt, too. Ah, kind of do a dartboard and look at the biggest companies and work your way down to who’s growing where the numbers are looking good. You might even want to take a look at numbers like what percentage of people are planning retirement in the next two to three years, and you, me, maybe one of those potential candidates that is part of a succession plan, because organizations do know that baby boomers are starting to leave the marketplace and humongous numbers and that’s where we need to identify with the opportunities either are today or will be very soon. Jenny, we just have a minute before the brake, and of course, we’ll continue after the break. But in this minute or so where have you put your resume, jews, monster dot com, or where you trying to promote yourself in just a minute or so? We have, oh, i tried out different ways, such as my school, chris korea center, and i put my resume on to the ivy exact, yes, yes, tv that’s, one of the alarms on job, and then there’s the craigslist. Also. Okay, thinking i used a lot link tonight, lengthen, i thinkit’s, brigham, just pretty standard in job search isn’t right ball. I believe, so we’re going to take a break. Paul and jenny are going to stay with us. They’ll be with us after the break, and i hope you will, too. You’re listening to the talking alternative network, waiting to get a drink. Duitz e-giving cubine are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. This is tony martignetti, aptly named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays, one to two eastern on talking alternative broadcasting. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call us ed to one, two, nine, six, four three, five zero two for a free consultation. That’s lawrence h bloom two, one two, nine, six, four, three five zero two. We make people happy. You’re listening to the talking alternative network. Dahna welcome back on tony martignetti i’m joined in the studio by paula marks, executive search professional managing director at gilbert tweet international she’s in the studio with us and on the phone is jenny. She jenny is looking for a job in non-profits and has a background in finance. Paula before the break you mentioned, linked in as being very standard. Now in job search. What about other online resource is maybe social media? What? Where should jenny be putting herself out in addition to the places that she mentioned before the break? Well, i noticed that people do show up with this kind of information on places like facebook. Um, i think that there are probably chinese based networking groups. I think there are probably furniture, networking groups. In fact, i think, jenny, is that how you met terry through an online home furnishings sector? I think let’s part of linked in. So i think it’s constantly looking for those different sorts. I don’t know, jenny, if you had a chance to look at my website, paula marks dot com but it’s comprised of a plan. And so i always say, meet me at the corner of horizontal and vertical, because that’s, where a lot of things come together, you know, i don’t really think there’s anything new under the sun. I just think, it’s, the way that we sort the data out so you could be looking at chinese women in new york, chinese women in boston, chinese women in whatever university you went, teo, i think there’s probably not-for-profits chinese women. Ah, i certainly, depending on what kind of search i’m working on. My work is very diverse, but at one point i on ly did work in retailing. And then i did on ly human resource is and now i really work in virtually every industry and it’s really just taking those analytical skills and saying where these people most likely to exist. Now, when your resume you did a financial project for coca cola, i’ll betcha that there is a coca cola alumni. You did something for jet blue and sun microsystems. I’ll betcha that there are alumni associations for those organizations, and the other thing is, as a career coach with forty plus years of experience, you really should go back to the people you worked with in those organizations and let them know. That you’re in the market and who do they know that might be of interest is to you much the same way that you met me through terry sometimes it’s just a question of asking because the person on the other side of the desk doesn’t know what you want need, and sometimes we need to express it. And so, paulo, your your advice is all around the sort of alumni groups at the company’s where jenny has worked, but she could be talking to them about her interesting non-profits absolutely, because everybody knows somebody she could even be doing this at her local gym. I mean, people everywhere, i mean, people in restaurants and buses and trains, i think it’s really just making those connections. Jenni, are you comfortable in sort of new settings may be walking into a meeting where you don’t know anybody and introducing yourself and getting to know people and explain what your interests are. And is that something that’s comfortable for? You are a little off putting if i don’t know what i’m sweet talking, i will be a little bit service, but in my experience, i did a lot of presents. Seymour, i manage so i’m not that confident out, okay, so you’ve done a lot of presentations in front of audiences. Is that what you mean? Uh, yes, front. Okay, sales teams and customers. Who said jenny yet? Okay, good. And so the and the one on one sort of networking doesn’t doesn’t put you off. No, it’s, not i. I’d really like to talk with people when i want more than a group because you can be focused on one person and a fully attention too. Uh, paula what? Um, what advice about, uh, when you mentioned facebook, we’ve talked about linked in way haven’t mentioned the big job boards i did, but nobody, nobody bit are those still around monster dot com or people still finding jobs through those or i think they’re still around, and i think they’re huge and their brand is huge. I personally have never found the candidate off of any of the big job boards. I think like any other form of media, they become so big and so unwieldy, and i think that they throw the baby out with the bathwater sometimes nonetheless, there are lots of people that find people on those job. Boards, i think once you become ah, a little more advanced in your career is an executive, i think there’s less opportunity there, but that’s my own personal experience, and i i really have built a multimillion dollar database through one on one relationship, so i’m probably not the right person to ask, but i don’t think you can leave any stone unturned. And i also think you have to always look at again the horizontal and the vertical and wear those lines cross each other. Ladies, we have to leave it there. Jenny, i want to thank you very much for sharing your job. Search with us. Thank you very much for joining us. And paula, thank you for coming to the studio and sharing your advice for jenny. Thankyou, janae. And thank you, tony. Thanks also to chris mcgurn at pnc. Grateful to have him on the show. We have a facebook page. You can go to to get email alerts for the show and see the live appearances that i’m doing. And you can also booked me to do a live appearance for you all through the facebook page at non-profit tony martignetti non-profit radio next week. My guests are going to be maria simple, the prospect finder she’s going to share tips on free roy resource is for finding new donors and getting more information about your current existing donors, and i’ll also be joined by kathleen rittereiser kathleen is the co author of foundation and endowment investing, she’ll be sharing strategies for investing your endowment, whether it’s five, six, seven figures or larger or smaller. There are ideas from her book that will benefit your endowment investing if you’d like to participate in a a future edition of i’m looking, please go to the facebook page, let us know we’d be happy to have your job search ah profiled on the show and we want to expand to we’re looking so if you are a non-profit with a job opening and you’d like to be paired with karen bradunas our human resource is consultant for the same type feature again, you’ll find you’ll let us know from the facebook page so we could make this segment i’m looking, we’re looking. Our creative producer is claire meyerhoff. Sam liebowitz is the line producer and social media for the show is by regina walton i’m tony martignetti this is tony martignetti non-profit radio every friday, one o’clock eastern. Talking alternative broadcasting at talking alternative dot com. Join us next week durney. Koegler good ending. Duitz. You’re listening to the talking alternate network, you get in. Thank you. Cubine. I really need to take better care of myself. If only i had someone to help me with my lifestyle. I feel like giving up. Is this you mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness can help you get back on track or start a new life and fitness. Join joshua margolis, fitness expert, at to one two, eight sixty five nine to nine xero, or visit w w w died mind over matter. N y c dot com this is tony martignetti, aptly named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays, one to two eastern on talking alternative broadcasting. Hi, i’m new york state senator joe a dabo. I will be hosting a Job fair on friday, november 12 at aqueduct racetrack in queens, contending into three p m we will have over one hundred companies looking for qualified workers. They’re all to be lectures on job strategies and networking. So come and bring plenty of resumes and join me on friday, november twelfth at aqueduct racetrack. For Job fair from 10 a m to three p m. For more information, please call pete in my district office at seven one eight seven three eight one one one one. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Altum you’re listening to the talking alternative network.