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Nonprofit Radio for January 26, 2018: Start Your Planned Giving In 2018 & Amy’s 2018 Plan

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My Guests:

Tony Martignetti: Start Your Planned Giving In 2018

It’s me. I know a little about Planned Giving fundraising. I’ll give you tips, tricks and strategies to kickoff your wills campaign this year.

 

 

 

Amy Sample Ward: Amy’s 2018 Plan

Amy Sample Ward

Amy Sample Ward is our social media contributor and CEO of Nonprofit Technology Network, NTEN. She’s got insightful ideas to make your online life more balanced.

 

 

 


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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. Oh, i’m glad you’re with me. I’d come down with lishman iesus, if you infected me with the idea that you missed today’s show, start your plans e-giving in twenty eighteen it’s me, i know a little about planned e-giving fund-raising i’ll give you tips, tricks and strategies to kick off your will’s campaign this year and amy’s twenty eighteen plan and you stamp award is our social media contributor and ceo of antenna non-profit technology network. She’s got insightful ideas to make your online life more balanced. I’m tony steak too. You’re twenty eighteen plans all this month, responsive by pursuant full service fund-raising data driven and technology enabled tony dahna slash pursuant weinger sepa is guiding you beyond the numbers wagner, cps, dot com and tell us turning credit card processing into your passive revenue stream. Tony dahna may slash tony tell us here i am with start your planned e-giving in twenty eighteen it’s my pleasure to welcome twenty martignetti ah, not a great pleasure. Sometimes i say great player. Just a pleasure. I’ve been doing planned e-giving since nineteen, ninety seven. So that’s. Twenty years. I was twenty one years. Yes, twenty one years. Now. I mean, my twenty first year, um, and i’ve been consulting in it for fifteen years. Yes, yeah, it’s, starting, well, whatever fifteen years is, yes. Start in two thousand three exactly as a consultant. Two thousand three nineteen ninety seven got started so i know a thing or two about planned e-giving and an opportunity arose because guest this month at a family emergency and couldn’t pre record for me. So i’m pretty recording from myself, and we’re doing start your plan giving in twenty eighteen let’s begin with what is planned giving i have a really simple definition, and it is a method of fund-raising that is long term and typically means cash to your non-profit at the death of the donor so long term you need thio recognize that this is not going to pay next years ah, salary budget or for your five or even ten year capital plan. We’re going to start promoting plan giving roughly with people who are about fifty five or, say, sixty and over fifty five to sixty and if someone that age puts you in there will, which is what we’re gonna talk about the example that’s, the marketing we’re going to talking about wills um, you know, they could be living another twenty five or thirty years, so you have to have that long term. View of fund-raising and if you’re going to embark on this, your board needs to have that long term view of fund-raising you don’t want your board in six months asking when we kicked off this plan giving program, encouraging bequests, where’s the revenue that that would be that would be a big, big problem. You haven’t kicked it off, right? Your board needs to know that these air gifts that are coming twenty, twenty five, thirty years in the future, right? Of course, depending on the ages of the people that actually make the gif ts but again, we’re going to start our marketing around fifty five or sixty so long term view, who are the best prospects for planned gif ts as i said by age, there are about fifty five to sixty and over now, of course, if a seventy five or eighty year old includes you in there, will, then you know, they may only be living for five or ten or fifteen years. So again, it depends what the ages of the people are, who actually make the gift best prospects. They love your work, they are already committed donors to your organization and by committed were judging that we’re judging their commitment. I need to take a drink. By their giving history, their history of consistency if they’ve been giving to you, you know, twelve of the past fifteen years or eighteen of the past twenty years, or maybe even more than more, you know, twenty five times in twenty years, you’re looking for that long term consistency in giving. And when you’re looking at that, you want to ignore the gift size i literally mean, if all those gifts those eighteen gifts in twenty years were ten dollars a month, that person is a very good plan e-giving prospect they’re probably of the right age because they’ve been giving to you for so many years, and they always plan for you. They always think about your organization, and i would bet you that if they’re giving it that ten dollar level, they wish they could give more, but they can’t during their lifetime, their ultimate gift to you. We’ll be in there a state plan, and again, we’re talking about the quests, those those gif ts in someone’s will a charitable bequest in the will that is going to be the ultimate gift for someone who was a low level donor is ignore the gift size when you’re looking at the consistency through the years through the decades, small gif ts very consistent donor-centric planned gift prospect this is not only for your major donors by any stretch, not at all. All right, so, you know, people have asked me when i’m speaking, you know, do you focus on women because women outlive men? No, i don’t focus on women it’s true that women on average do outlive men, and if they’re married than odds are that thie their husband’s estate or book of it has been left to them. So you could say that they may be have, um, on outsized role in planned giving because they’ve been left assets from there husbands. But, you know, i don’t focus marketing on females in their seventies, eighties or even fifty five or sixty um, you just you do, however, want to be sensitive to the role of women, you know what i have seen? And this is not just from questions, but i’ve seen it myself buy-in an events, clients or non clients, even when a couple is together and the husband is the one who’s being talked to, and the wife is largely being ignored, that’s that’s a that’s a big mistake. You want couples involved you want? You want me? Even if it might even be the whole family in some cases, but certainly you want couples involved. So as you’re thinking about who the best potential donors are in the long term on dh for your for your plans, giving program you want to be respecting women while their husbands are still alive. You know kids, you can’t marginalize the woman. And then when she becomes a widow all of a sudden year, you’re embracing her and you want her toe. You want her to be as enthusiastic about your your mission that as as her husband was that’s that’s probably not going to succeed. So just i mean, what am i saying? Just respect women the way you do men, you know, treat the couple as joint donors doesn’t matter what who’s who has the greater interest treat them both because you never know what’s gonna happen longer term. All right, so that’s that’s what? Who the best prospects are on now we’re going to pick it up with got a bunch of marketing tips and, ah, little a little bit about your recognition society stay with me, it’s. Time for a break pursuant, data driven fund-raising field guide it’s their newest resource on the listener landing page at tony daddy may slash pursuant capital p there’s no! Ah, yeah there’s so much data around us. It’s, easy to feel data overload. Just the data that you already have can be overwhelming so and then trying to figure out what to do with it and how to make it actionable. The field guide purpose is to make data less daunting for you. They’re less daunting s so what’s in it for five high level steps you can take to translate your business objectives, real world case studies and a worksheet with thought starters it’s at tony dahna slash pursuing capital p now back to me and start your plan giving in twenty eighteen um, so just teo want duyvil deeper just into a charitable bequests just so we’re clear that that is not all there is around playing e-giving that’s just where we’re started. There’s lots of different types of plant gif ts this could be about the gift of life insurance gif ts from ira’s from charitable trusts and there’s lots of varieties of charitable trust, charitable gift annuities. Those are those are the most popular, all kinds of beneficiary designations in financial assets, but the one planned gift that we’re going to be focusing on is that charitable bequest encouraging gift to your organisation in people’s wills so that alongside their husband, wife, children and grandchildren, there is a bequest paragraph, a gift to your non-profit and think about what we’re asking someone to do. I mean, think about how much they love your work to put you alongside husband, wife, children, grandchildren, i mean, they really love your work that is quite a respected place to be, and that has implications for you’re treatment of them after they’ve told you that you’re in there. Will, you know, in other words, your stewardship of them, and i’m going to talk a little later about your recognition society. So think about what you’re asking people to do put you in that very special place. Why am i focusing on charitable bequests? A bunch of reasons? Everybody knows what a will is, everybody should have one it’s very easy to do. People don’t have to tell you that they’ve included you. There are a lot of plant gifts where they would have to tell you, because you need to be involved in the documentation of it. This is an example where they don’t have to tell you they could include you in their will and not inform you. And there are lots of people who will not tell you that they’ve included you, even though you’ll be asking you constantly want to be asking in in your marketing, please tell us if you’ve included us in your will, but ah lot of people won’t. The national statistic is that there’s between seven and eight states that you’re in for every one that you know about on why don’t people reveal why? Why, when people share that information, especially when you’re mean, when you’re a part of it, i want they tell you there’s a lot of reasons for that they don’t want to be asked to do more. They’re, um they don’t want to be treated any special, especially any differently. They want to know that they can change their mind. And even though legally we can change our minds about our wills any time we want to there’s an old woody allen clip our line, i think it’s, i’m not sure it’s in zelig, i’m not sure where it is, but he’s upset at some family member and he yells up to his wife, bring me my will and an eraser. You can change your will anytime it doesn’t matter whether you told the organizations or the people who are in it that that they’re in it, but people feel an obligation not to change their mind once they’ve told you that they that they have included you in their will, they just they feel that moral obligation and the reason they won’t inform you that they’ve done this is because they don’t want to be bound morally. They want tohave that flexibility again, even though legally we always we always have it. We’re talking about their their moral obligation, so lots of reasons why people won’t tell you, um and that was part of i was listing off. You know why we’re dealing with charitable bequests? Because people don’t have to tell you another reason we’re focusing on wills and bequests. There’s no lifetime cost noah’s the hypothetical i gave you before the a person who’s been giving ten dollars, a year for many, many years. This is their ultimate gift. They. They wish they could have done more for you during their lifetime. But they need a gift that doesn’t have a lifetime cost. And so the charitable request is one of those examples. So that’s a bunch of reasons why we’re focusing on wills and bequests. I guess the biggest reason is that it is so easy for people to understand, everybody knows what a will is, and they can include you in theirs. All right. So moving to some marketing tips, how to encourage people to include you in their will and remember, we talked about best prospects. We need to go back and listen, those of the people you’re targeting again, you know, fifty five or sixty and over, um, well, you don’t need to go back because i’m reiterating it and very consistent donors. You’re not gonna be acquiring new donors through your plan giving marketing. This is not an acquisition strategy. All right, this is your charitable bequest strategy will’s campaign. If you want to think of it as a campaign, that could be a very good idea. Think of this as a will’s campaign, some ways of marketing. Starting with events, you’re producing a program, you could put a couple of sentences in that programme along the lines of we’ve kicked off a campaign to encourage you to remember our organization in your will, it’s very simple to do and secures our work long into the future. Ah, your attorney needs our legal name, address and tax i d number. Drop those in and that’s it and then maybe mom’s, right? Maybe say, you know, for more information, contact whoever that wherever that contact person is director, development, et cetera. Um, a few words about legal name, address and tax id these air fundamental to lots of planned gif ts certainly that applies in the case of charitable bequests. You want to make your legal name, that the name under which you’re incorporated, you’re you’re incorporated a nonprofit corporation. What that formal legal name is? I want to make that public also your address and your federal tax i d number. I hope you recognize that tax i d number that e r e i n employer identification number the irs has given you. I hope you realize that that is not to be kept private. Like your social security number. It’s already public it’s on all your form nine nineties. Excuse me, and those are gosh, excuse me. And those are very public. You may have them on your own website. Lots of attorney general’s attorneys general offices is have them attorney general’s office is attorneys general attorneys general, lots of attorneys, general offices have them guide star has them so you know that that buy-in which is important to teo, including request gif ts should be should be public, you know, make that part of your part of your marketing along with your legal name and your address. So sticking with events, maybe you could even drop a couple of words into the the written remarks, the remarks that are going to be made for that event. Now, i understand some events. It may not be appropriate, but some it can be appropriate. So if it is, you know, besides doing what you’ve done in the written program have someone have the speaker announced that you know, we’ve we’ve kicked off this will’s campaign. We’re encouraging gifts by will it’s. Really simple to do for more information, please see no, whoever standing in the corner, it doesn’t require more than just like three or four sentences in in a speaker’s remarks. Get out there. I mean you want to have you you know you’re gonna think about this is a campaign, you’ve got to be promoting your campaign? Ah, your annual report another place that you can encourage donors and also recognize those who have already made planned gift that i’ve already put you in there will that’s a perfect place for recognition. Now i know a lot of organizations i’ve heard you are getting away from printed annual reports. So you know this other marketing ideas i’ve got if if you’re not producing a written annual report, but if you’re doing it on, i mean doesn’t matter. You’re doing an online version of your annual report include the names there say what it is. You know, these people have included us in their long term plans by by naming us in there will, if you’d like to. If you’d like to join them, please contact whoever your attorney will need our again legal name, address and tax id, and here they are and then list those names as a zoo form of recognition people who have already i already made that made the plunge and and put you in their will, i would say when you’re gonna be listing names, make sure that you have their permission to use their names. That’s something you want to ask after someone has informed you that they’ve included you in their will ask permission to use their name on, and if they say no, then list them as anonymous. All right? You mean you want to show that there are as many gifts as there are in your will’s campaign in your new plant giving program? So list the people as anonymous if they prefer not to be named my experience. Very few people don’t want their names listed, but you certainly should be asking another marketing tip direct mail. You’re already producing your mail piece. You can put a buckslip in that’s ah, it’s a something that i mean, the way i do them for clients is they’re printed three on a sheet because she gets cut in thirds and then there’s little buckslip third of us slipped gets gets dropped in. It doesn’t change the weight of your piece, so you’re not spending any more on postage, something along the lines of did you know you can include, you know, our organization, your name in your will. It’s so easy to do lots of people have all you need is our legal name, address and tax id. Here they are. Please share this information with your attorney and for more information, contact whoever it is that it’s that easy. All right, you already producing the mail, drop a drop of slip in and encourage, encourage gives by will along lines of direct mail when you print your next batch of of envelopes were talking about the the not reply envelopes, but the although we could do it there, too. But i’m thinking of the number ten the carrier enveloped the outer envelope that as your your name and logo on the on the outside on the flap, put a little check box for i’d like information on including and then your organization name in my will. We’ll check off for people everybody’s going to see it, they got they got to seal the envelope, they’re going to see that you’re already printing the envelopes include this on the on the flap. All right, easy, easy. I’d like more information on including the organization in in my will. No, they want you to think about email signatures, email. Signatures and business cards. Can everybody in the organization had this to there to their email signature? You could include us in your will ask me how and then you may get some enquiries. Same thing on business cards next time you’re printing business cards or as as new employees come or a sze yu have to reprint for your current employees. Ah, statement about including the organization in your will you don’t ask me out, you know, a ll these simple tips that’s because i’m the evangelist for planned giving him and i’m trying to get the word out as much as possible trying to promote your will’s campaign, your your plan giving program as much as possible. So, you know, you take or leave these ideas i’ve had people come up to me after i’ve spoken, and i’ve suggested the business card and they’ll show me their car. It’s got it, he’s got it on there. Um, they ran out. I mean, they left the seminar. They ran teo insta print or staples. They got the rapid. They obviously paid the cost for the for the urgent a rush job. And then he came back and there it was so very gratifying. Let me. Okay, well, let’s, keep going with the marketing. And then i want to assure you about about thes bequests and how you can have a very fulfilling plan giving program just on the quest. Um, promotion, when you are in meetings, okay, you in one on one meetings, you’ve done your research. You know that the person who’s a very consistent, loyal donor and you either know or you’re judging that they’re roughly fifty five sixty and you want to open the subject. Ah, good. Oh, now this is not the walk in the door line, of course, but as the conversation is continuing no. Ah, we’ve kicked off a campaign to encourage gifts by will. We’re starting to get some interest. If this is true, you can even say, you know, people of we’ve got people, including us in their will, and you have been such a consistent and loyal donors for so many years. Is that something that you would consider and no answers? We’ll run the gamut from i’ve thought about it already. Oh, i’ve already done it, tio no, you know, i don’t i don’t really think of you in that long term way and ah, i was done ask, well, why is that you’ve been a long term donor? How come you don’t? You don’t see something longer term with us? Okay, assuming that the conversation is going to continue, all right, and there is some interest, then you want to be very sensitive about about this topic, because it is so personal. Again, you know, they’re putting you next to their loved one ones, so in their will. So you do want to be very thoughtful and sensitive and listening. And they may even reveal some things that are personal, because this is involving, you know, their their long term plan. Their this is their will. And that involves family members, loved ones, maybe even dear friends. So you might hear some things that are more personal than you’re accustomed to. You know, just take that in. And, ah, keep the conversation guided toward how a gift in someone’s will. This long term gift is goingto further your work. What’s it going to mean for your work to continue, you know, decades from now. And i would also tell you that people who are of this age, and they are long term, consistent donors to you, they’re ready to have a conversation like this, even if, even if they’re answer is negative, they’re not going to be put off by the by the suggestion. Okay, it’s, just as i’ve been doing this twenty one years and it’s never happened where someone was offended by the conversation, because you’re asking the right people, you bring it up with the right, great potential donors. Um all right, that’s the same marketing tips i have, i want to assure you that even though there are so many different types of plant gifts that i was listening earlier, you could have a very, very respectable planned gift program just with wills, you can start and stop there. You you certainly could go further, but you don’t need to. I’ve worked with small organizations where all they did was encourage gif ts by will that was the sum and substance of there planned gift program um, and small organizations, you know, when there’s a dozen, fifteen, twenty people in the er in the recognition society which is going to get through very shortly. Um that’s very gratifying, you know? And then you just keep up the you keep up the marketing, so do not feel that just because there’s such a broad array of planned gift that you need to be in every one of them you don’t, you could have a very respectable program that is on ly around wills your recognition society goingto wrap up with this i said earlier how important stewardship is so you certainly do want to have a recognition society i would encourage you to call it something other than the heritage circle. The legacy fund, the legacy circle, um, those air ubiquitous, name it something that his iconic to your organization, it might be the year of your founding. It might be the name of your founder. Ah, the maybe the hong zhang society, um, the you know, wherever, in-kind if there was not a founder, someone whose iconic to your organization, i have a school where it’s the it’s, the bell tower society, because that’s, an iconic fixture on their on their on their campus so name it something that’s iconic to your organization. Please stay away from the legacy circle. Also, you do not need to spend a lot of money on thanking your donors. You’re who have included you in their wills you just need to be thoughtful, genuine. So what are some things you can do if you’re hosting an event? Set aside, tomorrow’s vp some sorry, some v i p seating for them it’s like the cost of masking tape or or string tio label a section of seats you’ve already bought and paid for vips and then invite your plan. Give donors to sit there, include them in your insider publications, whatever those might be newsletters, whatever emails, insider blast um, these are people who have made a gift and they and even though you haven’t recognised in his cash yet, it is a long term commitment to your organization, and they’ve put you alongside their loved ones. So in your recognition society, do what you can to make them feel special, right? And that is start your plan giving in twenty eighteen i’m always open to questions, of course. Good luck. Getting playing, giving off the ground this year when you just take a break, wittner sepa is another testimonial quote, this is my first year and we are a growing non-profit argast gps was completely attentive and gave the impression as if they were right next door when handling our review engagement. Even though we’re in a different state, they made me feel like we’re the only client they had, and they were able to walk me through starting up our accounts to finishing our yearly statements. Nothing was too small a task for them to handle, and they were always available for questions and concerns. The customer service was exceptional, which is a rarity these days and greatly appreciated. I received great advice and guidance for better business practices from a professional, all while feeling supported and generally cared for in the process. Magnus deepa is really stood out as a partner, and i could not be happier with the results end quote, supported and generally cared for. Okay, that’s outstanding. Um, it sounds like they’re like wellness coaches or holistic practitioners or emergency room nurses or first responders. Bridal registry liaisons card detailers, veterinarians, their sherpas on mount interest mount interest, mount everest. There, lifeguards there park rangers, their servers at a five star restaurant. No, it’s just weinger cps genuinely cared for and supported. Where you going to find that they’re more than sepa is. They go beyond the numbers. They’re people for god’s sake, their trusted advisers to their clients. Oh, and this this testimony was from a small cancer research non-profit on the east coast. You’re supposed to change arctic firms every three years. I hope you’ve heard that. So you get the first perspective on your management, your financials? Ah, etcetera. Um, you want the advice of a firm? I think that goes broad and is gonna help you. You know, beyond the numbers beyond the balance sheet. Like huge tomb he’s. Been on the show twice. February tenth twenty seventeen, august seventh twenty fifteen. You can work with him. Argast appears dot com go there now, time for tony. Take two. We covered your twenty eighteen all this month. I hope it was great value for you. Despite the lousy sound quality and a bunch of the segments again, i’m sorry about that. Today is the last of this. This run for the month of january to believe anything out. Is there something that you would like us to cover for you? Let me know at twenty martignetti or you can use tony at twenty martignetti dotcom. Get me there. Here’s amy sample ward with her twenty eighteen plan it’s. My pleasure to welcome back. Amy sample ward, you know, social media contributor and ceo of ends and the non-profit technology network. The most recent co author. A book is social change anytime everywhere about online multi-channel engagement that amy sample wards dot or ge and at amy are lorts welcome back-up awards staying for having me back. Happy twenty eight teams. Absolutely. Thank you. Yes. I’m glad to have you back if you want. Good to have you on this one. Yeah, well, it’s a good a good open for our year together. Yeah, wonderful. And that’s what we’re talking about years together on twenty eighteen. Um, your plans. Your plans for twenty eighteen. Yeah. So let’s. See what you got? What you got for, uh, listeners for the year? Well, just hearing the way that you were introducing me. Maybe he’ll like the first thing that i have put on my list to know my life let me divulge my deepest regulations for the year. Tony martignetti on the radio lift the field very aligned with ten of my role on on on top of radio and then it’s about social media and my first kind of my first, you know, i’m not really revolution person, i don’t know if we need to unpack that here, but i’m not really a resolution person way don’t do that. I’m more of like a like i’m more of a, uh, reminders and commitment you almost every day myself, something happened, and i think, okay, i’m gonna make a note that, like, i want to be committed to a path where that doesn’t happen, or i don’t want to do that thing again or, you know, whatever those little reminders are, they come up, uh, you know, all the time that that’s more how my personality but one thing that has been on the top of my personal reminder list the last a few weeks and that felt very strong when you asked for me to think about these things is this idea of justice feeling come serve all staying connected where i want to and making that decision they know how i feel in that in those connections and in that channel vs, you know, being the ceo event, and i’m feeling like i need to be on every single channel and talking to people in our community every where they are and letting go of that and just saying, you know what? I really like to use channel for this reason and connect with only these people there. I’m nothing to feel bad about that i’m going connect with those people in that face and feel good. So you think it’s more where you feel comfortable? Yeah, okay, because we’ve talked about the past meeting people where they are here well and that horizon organizations and i’m chained for me as a person, you know, like my my personal accounts online, you know versus and pen of an organization are professional sort of channel. I give you an example like, i, you know, there’s all there’s, always drama or opinions or fear about what facebook is doing to this state of the internet, and sometimes i care about those things sometimes i think they’re all hyperbole, but what i have found is that over the last year or so, i really don’t even look at anything in it. This small moms group that i’m a part of with other women from my wellness center and weigh all log in who are private group and we talk, you know, every day while we’re pumping, people were commenting and talking teo other every night after, you know, babies sort of bad everybody kind of checks when we’re together and it’s it feels like a really close community, and everybody uses that space that kind of have an outlet, people bet you understand what you’re going through. I could really honestly care less about the rest of baseball because all it is people sharing new links that make you any tests and stress. And, you know, all of this back and forth, like i want to go to my mama’s group and talk to my friends, and i don’t want to feel bad that i’m not, you know, personally engaging with the rest of the world of books, any temple word, that’s, a big deal because you are you are a co author of books about being multi-channel and engaged everywhere napor so that’s you know, first of all i have i want everyone to know that non-profit radio is not only family friendly, it is family embracing, you know, the the the subject of lactation, and something is very welcome on this shelf. Yes, just in case yours in question. But now that’s uh that’s quite a revelation. Thank you. Thank you for sharing really well, i feel like he’s been in a professional way. The places where i’ve been using twitter, facebook, you’re somebody’s much more longer standing platform has really migrated into groups, whether that’s groups in the way that it has no actual group where you’re just these people have joined this group, whether it’s private or public group or place metoo tools like twitter, where public but a new kind of created roots in your own feet are really relied on hash tag on ly follow the ship out about a certain topics and i mean you you will not be surprised that my reflection and kind of understanding about this it is what it is, but i think it’s all because we use it to your community as ad has gotten to be, you know, ten, fifteen years old and every single person is on them, so you can’t just listen to every single right now you have to go back to creating some smaller communities within that channel weather that wrote groups or hashtags or whatever. And i think it’s important for people to recognize that you don’t need to read every single twist it goes, you know, through your street because that’s not necessarily why you are even using twitter right to read every thought of every person in dinner, mess with people and create some communities. All right, so your youth has evolved teoh right into these communities within the over the larger community have all your followers are all your friends? Exactly? And i mean, it sounds like a more sophisticated and more personal use of the platform. Well, i think you know what you think about it is like it’s krueger and group. And so naturally now it’s gonna split apart so that all of those pieces in grover and grow and then they split apart, right, like that’s natural growth cycles for many different applications. So i think for me at least it’s at that place. Now where it’s grown too big for it to be meaningful. So now i have to break it into parts where they’re meeting again in breaks. Evolution? Exactly. All right, i should have said earlier there’s there’s a bit of a delay between amy talking that’s because we’re working on a sort of strangely relieved system would buy phones. And sam is according to having trouble with the regular phone line calling the studio that’s actually kind of interesting. I mean, it i’m forgetting because there’s no mike in front of me now i’m just talking to you on my phone. Come on, yeah, it’s like a more personal conversation, even though i know i know intellectually it’s going to be recorded and they’re in the over twelve thousand people listening, but it doesn’t feel like it right now. You know what you’re like? What is the scene? Because in my mind, i’m picturing you on the phone and not picturing you, you know, i’ve seen i’ve seen the studio and been able to record in the city, so i know the setup and i normally khun pictured you sitting in the microphone looking at sam’s at, you know, african, hold on dh it always feels like oh, i’m calling in and i’m being, you know, put into the system, and today it feels like you and i are just having a conversation. It’s very interesting how much of an impact that makes exactly i know, even though we know for sure, yeah, even though i know sam is still sitting next to you. Yeah, i mean, i’m in a different chair on this side. I know it is interesting that really it’s what i think about it, it feels more personal, and i’m very comfortable with mike in front of me, but this feels a lot more personal, even though intellectually i know it’s, not just a phone call between two of us. Uh, all right, well, thank you again for for sharing world was opening up that way that the evolution you also want to encourage us to connect people. Yes, well, i mean, i barely everyone needs to be doing that. But i know that from me. I take a lot of of happiness from and really enjoy making connections for people. Because in my job i have super privileged to meet just a ton of people every year, you know, i travel a lot i presenta latto and part of an organization that connects thousands of people, you know? So i just i make so many connections myself, i’m always thinking about, oh, i know someone that i could connect you to, you know, but i often have felt at least over the last year, even though i think of that i don’t have a lot of tools that i have developed for myself in that moment to capture the idea. Like, i always assume i’ll remember, you know, a week later when i’m back in the office and then i’m like, i’m going to connect somebody, somebody else who knows who those people were, so i wanted. I want to think about two older processes for myself collecting cash through those ideas better because i know, you know, taking somebody says this heart is not the process that’s going to help me do that understand, put in my pocket, you know, the best kind of wear those pants like you say that booth with that person is, you know, you could do better than that. I mean, what about my method is taking notes on your business card with a hand when when i get it, yeah, but then i have to have a pen and what i found to be the biggest issue with that is that you begin that process is the number of people who print hyre, you know, business cars where you can’t write on them, like i have a laminated one, practically one yeah. Hey, yeah, so and that i feel like austin, when i’m with and then, you know, scratching into the surface instead of actually hyre upleaf exactly card course, but, you know, i always have my phone with me, even if i don’t have my wallet or my brain or anything else, i have my phone, so i’m going to test out and they would talk about this on your show, but i’m going to test out different out spur this kind of, you know, process to help me make sure that i should follow up with people and make the connections that i’m thinking of, okay, so you already have pulled in mind or you have to go. Yeah, i have a few, you know, some of them are based on getting someone out there starting some of them are more life pre-tax management depends on what works, you know, for my process in that, but there are a few that have been recommended to me, but i’m going okay, but overall, just be willing to do going to connect people, and i’ve always found communism that’s a basic latto tenet of fund-raising too. You don’t only know dahna silo a donor or potential bonem relationship only to yourself preserve it only to yourself, but to introduce two persons to other people in the organization, other potential donors because they might have something, you know, they might have a mama’s group, they might have killed your comments, or they might have fourteen in common. I don’t want to go into more detail that fort because of myself, but, you know, they might have muscle cars also wanted i don’t mind fixing things i don’t know anything about, you know, whatever they have in common, you know you want to make connections, and yeah, i mean, we’re in a connected world exactly much some people can isolate us a little bit, but we’re not actually well, what i really wished i haven’t found a way how anyone that has any of you listening to me? But i really wish that link in had a component where i could put, like, on my connection between myself and you. This is when tony and i first met or business when need in our first radio show together, you know, whatever saying feels noteworthy, you know, like a personal, personally, but you you got the public didn’t see that you know, this valley on adding it to your profile or something, but that’s where, you know, so many people rely on track of all of their professional connections. I wish that there was a way that just have a note that said, this is the conference where not person or, you know, come on and talk about whatever, like a mini prn exactly, you know what i’m like? And then what was great about leikin for me, we’ve gone down a rabbit hole, but, you know, none of the listeners stoploss now, so i hope you know what i think is great about later is that you coming out of u and i instead of making us somebody, you and i may know each other because of the radio show and maybe, you know, because i was in new york. And we attended some non-profit meet up together or something. But to you, that could be a really small part of all that is tony martignetti professional world, right. And and it’s, helpful for me to know this is how i know the person that i really like going to link into that i could see. Oh, wow. Tony has done all these other things. He has these other connections from other professional world that i’m not a part of versus creating your lot. People invested in time and making that personal database. The business card they collected people they meet, but it’s on ly then this sliver of how you know that that’s my life relying on lincoln, because then people can fill out their entire world, right? And i only knew them from one piece of it. But now i can still see oh, they have done all these other programs they have had these past job. You know, all of those other pieces? Yeah. It’s. So much more than you know about them. Okay, yeah. Unfortunately, i have to. It injects the artificial ality of being on show and you’ve got a way to take a break, okay got to take a break. Tell us credit card payment processing the video. They want you to watch the video. I would like you to watch the video. It’s not a long video. It’s tony dahna slash tony tell us, explains this whole process of business is switching over to tell us what the advantages are, how, how easy it is seamless it is, um, remember if if it turns out the tellers can’t save them money on their processing fees, then you get two hundred fifty dollars for each referral that you make that they can’t save the money on, but odds are they’re gonna be able to save the money, and then if the company switches that’s, where you get this long revenue tail, you know, there’s a hundred percent satisfaction rate among businesses and non-profits at tell, oh, so this is going to be a long, long revenue tail they’re going to keep your business is satisfied that make the switch and you’re going to be getting fifty percent of the revenue that tell us earns month after month after month so, you know, start thinking about the businesses that it makes sense. To refer local trucking company and i hope they’re drivers are home get there’ll be home each week messenger service but i hope they’re bikers are wearing reflective vests. The chinese restaurant. They gotta have general tso’s chicken, right. Make sure you try that italian restaurant, and i hope they offer a whole wheat pasta option. Please, please vote for that. If they do the thai restaurant on dh, you know, tie. You know they don’t use chopsticks taii with a fork and a spoon and spoon doubles as a knife. So check these all out. Think about the businesses. Watch the video, tony. Dot m a slash tony tello’s now back to any sample ward and her twenty eighteen plan more than any simple ward let’s. Keep talking about her twenty eighteen plan. Um, have you got everything you wanted exhaust on? What lincoln would do a little bit more way could spend when you’re talking about what i wished for every one that’s out there, but yes, for now. And happy to resolve that. Okay, so we still have a couple more minutes together. Okay. Um what what? What else you got for us? Years? Twenty eighteen plant. Well, you know what? Vincent, from the iss back when i was writing a book or having to publish content were regularly in-kind another book, you’ve done, all your books, i don’t know, and i’m happy to write another book, i just don’t know what it would be on, you know? So send your ideas my way, way, you know, different when i was in times of having to create a lot of content, it was easier because it felt like, on actual deadline, you know? And so since then, especially the last year, so it is always on my list, you know, i need to write several articles are i’ve even committed to this outlet to write something, but it is always the last thing on my list, you know? And i just hate that at ten we call it a shame spiral where because you feel that about something you then don’t engage with that day, but if they’re not engaging with it, more time has passed, so they feel worse about it. But then you feeling more like not with it? So then, you know, to learn will go by and i have to, like, reach out. To that outlet and say, so what? I’m honestly really sorry that i’ve not written this article i submitted a few months ago, but also i feel like so bad that i maybe can’t ever write it because i just feel so bad now, you know, it’s only this it’s so late in the relationship with partly from back-up abila what’s on now, i have somebody i owe something to boy, it was even paid content and he’s a good guy, and he sends a reminder once a month on, and i think i’ve gotten like, for those mind way still talk, we will talk about that. I know you just go down the way with viral. The one thing that we’ve started talking about is same claim instead of kayman viral just saying at the beginning, you know what? Like there is something about this project or the commitment or this act that, like i know is going to take me into same finals, i’m gonna own it up front and, like let’s, change the topic of the article. I’m obviously not interested in this one if i’m not going to connect, you know, whatever, whatever it is, just two more since claiming and lesson spiraling because i really like creating content, you know, sharing whether they’re my ideas are other people’s ideas from interviewing someone or whatever. I really love being able to create value and share content with the community, but i know in his destine such a source of that same spiraling. So this year i really want teo again. Maybe this is similar to the one where where the focus is actually on creating better thing for myself. But i want to find some ways where i do my calendar. My us on my mental state create room for those commitments instead of feeling like i always have to something for something now? Yeah. Playing your same one move. Exactly. Exactly. Okay, did you have any, uh, platforms or after that suggests that way? Just keep an eye on. Not that we jumped in, but anything emerging around the inten conversations that we should look at, you know? I mean, i posted it from staff, but i haven’t gotten a lot of answers back. A lot of folks are more about left. About three asked you. Have you have on your phone or something? And more about the way content outlets are changing. I think you were talking about on the show, but also we’ve all probably witnessed the way that content people, news content and in-kind contributed, you know, individual content changed in the last eighteen months because of the political landscape on dh peer-to-peer organizations are certainly a part of that shit, you know, both sensational kind of content and very, very pointed content and so dafs are less may be interested in emerging individual act and more what what’s gonna happen or what has already happened in with the way that content is being published and who’s sharing it and who who had the privilege of publishing that content, you know, and all that gets wrapped up in that that’s interesting because i feel like it’s related to a couple of things you and i were just talking about, i know that, you know, setting aside time for creative and, you know, getting over these obstacles that got, you know, changing the contract, but i think you said it must be that interesting, teo three months on, doll so you know what we started when dilgence talking about so the way you are feeling the way you are using you devolved, you’re you so, you know, the the huge platforms so i feel like i feel like the way the staff is has responded to you is similar to what you were thinking yourself sounds like, right? Yeah, yeah, in a way, for sure, and i think people came out it from different experiences themselves or, you know, different kind of focuses, but ultimately, i think everyone does center around that idea of who who’s behind all this microphone to smooth talk on them study was saying, how is this in passing? All of our community is how is this impacting our work? How are we a part of it? You know, what i’m basically saying is that they all are jealous that you’re on the radio every month, another country? Yeah, i remember you now the center of the universe, the way that’s, my believe that’s my interpretation of what you just always right on, you know, it’s right on and i and i hold it over all of that. So wei have one minute left together and i really have more than more than useful nastad out for non-profit technology. Conference twenty k. Yeah, the ntc this year will be in april, april eleventh through thirteen, and we will be in new orleans at the convention center on the the kind of plan on a longer hey insider protest is that the conference is wednesday through friday, but that we spend is a friend’s porters oppcoll so come come for the npc day for the french quarter enjoying new orleans. Awesome, thank you. A simple words, social media contributors piela then ten at ten dot org’s she’s at amy rs board thank you. Maybe i really didn’t know. Yeah, it was really fun getting to a phone call version. I know i agree. Vice bite-sized next week it’ll be a winner. There are no losers on non-profit radio. Well, maybe one i’m working on it. If you missed any part of today’s show, i’d be seat. You find it on tony martignetti dot com were supported by pursuant. Unlike tools for small and midsize non-profits data driven and technology enabled tony dahna slash pursuing bye weinger cpas guiding you beyond the numbers wagner, cps dot com and by telus credit card payment processing your passive revenue stream tony dot, m a slash tony tell us our creative producers, claire meyerhoff. Sam liebowitz is the line producer. Shows social media is by susan chavez, and our music is by scott stein. You’re with me next week for non-profit radio. Big non-profit ideas for the either ninety five percent go out and be great. What’s not to love about non-profit radio tony gets the best guests check this out from seth godin this’s the first revolution since tv nineteen fifty and henry ford nineteen twenty it’s the revolution of our lifetime here’s a smart, simple idea from craigslist founder craig newmark insights orn presentation or anything? People don’t really need the fancy stuff they need something which is simple and fast. When’s the best time to post on facebook facebook’s andrew noise nose at traffic is at an all time hyre on nine am or eight pm so that’s when you should be posting your most meaningful post here’s aria finger ceo of do something dot or ge young people are not going to be involved in social change if it’s boring and they don’t see the impact of what they’re doing so you gotta make it fun and applicable to these young people look so otherwise a fifteen and sixteen year old they have better things to dio they have xbox, they have tv, they have their cell phones me dar is the founder of idealised took two or three years for foundation staff to sort of dane toe, add an email address. Card. It was like it was phone. This email thing is right and that’s, why should i give it away? Charles best founded donors choose dot or ge somehow they’ve gotten in touch kind of off line as it were on dh and no two exchanges of brownies and visits and physical gifts. Mark echo is the founder and ceo of eco enterprises. You may be wearing his hoodies and shirts. Tony, talk to him. Yeah, you know, i just i’m a big believer that’s not what you make in life. It sze, you know, tell you make people feel this is public radio host majora carter. Innovation is in the power of understanding that you don’t just do it. You put money on a situation expected to hell. You put money in a situation and invested and expect it to grow and savvy advice for success from eric sacristan. What separates those who achieve from those who do not is in direct proportion to one’s ability to ask others for help. The smartest experts and leading thinkers air on tony martignetti non-profit radio big non-profit ideas for the other ninety five percent.

Nonprofit Radio for January 19, 2018: New Tax Law & Your 2018 Plan

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Gene Takagi: New Tax Law & Your 2018 Plan

Gene Takagi

The Tax Cuts and Jobs Act includes sweeping changes that impact nonprofits in fundraising and beyond. Our legal contributor and the principle of NEO, the Nonprofit and Exempt Organizations Law Group is Gene Takagi. He walks us through what you need to know.

 

 

 


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Hello and welcome to tony martignetti non-cash over radio big non-profit ideas to the either in ninety five percent, i’m your athlete named oh, i’m glad you’re with me. You’d be speaking with a phony a if you lost the ability to tell me that you missed today’s show new tax law and you’re twenty eighteen plans, tax cuts and job back include using changes that in fact non-profits in fund-raising and beyond legal contributor and the principle of neo non-profit and exempt organizations law group gene takagi. He walked us through what you need to know. Authorities take you twenty eighteen plans all this month. Reported by pursuing full service fund-raising data driven and technology enables tony dahna i made last pursuing and by wagner citing you beyond the numbers piela dot com hello. Starting credit card processing your passive revenue stream. Tony dahna a blast. Tony. Hello. What a pleasure to welcome back scotty. For the new year. He is managing attorney of neo the non-profit and exempt organizations law group in san francisco. He edits the phenomenally popular non-profit law block dot com. And if the american bar association’s twenty sixteen outstanding non-profit lawyer at ease, happy. New year team happy new year, honey. Great to be back. The pleasure. Thank you for joining us in the month of january and talking about the monster new tax law and how it impacts non-profits twenty eighteen. Um, what? Just for the years of the details? What? What? What? What have you seen in terms of non-profits reaction community reaction to the fact? Well, i think monstrous wasn’t a bad term. Teo described from the perspective of non-profits i think overwhelmingly non-profits leaders who are kind of aware of all of the details provisions that may affect them think it’s a really terrible teo that’s blackbaud either, in some cases, a lack of understanding of what non-profits charities duitz for the country and in some cases, just think that there’s a lack of care, but sadly, it’s not a very good bill and non-profits me to be aware of what? What about them? Okay, uh, let me explain. Listen, if you were working on oddly rigged system, were going through my phone so there may be some delays. Naralo echoes so bear with us there. I want to get this done miles. Jean and i are in the studio. Are available. And you need to ask you if you could remember, speak up a little bit louder than usual. Okay, well, okay. Thanks very much. Um, yeah. Uh, you you believe the conventional and widespread with belief that most of his tax bill is benefiting the wealthy one percent or one tenth of one percent. Yeah, i’m kind of in line with that. That frame of thought that ultimately the richest one percent will end up with by far the majority of the benefits of the tax cuts. And i heard someone. You’re the richest one tenth of one percent are gonna benefit from about sixty percent of the benefits of the tax cut that comes from robert ray’s shut in an article published by newsweek overviewing week early in january. So this is going to be the expected by twenty, twenty seven. A lot of the benefits that cruise teo little income and even lower income individuals made this here. There’s some temporary, uh, deductions and carrots that are given out, if you will, to make it seem like they’re getting to benefit from it, at least initially. And then those disappear. And by the way and deficit get larger there’s going to be a spending cut which made the that’s the social security, medicare and medicaid. I believe the republican congress is there in talking about that let’s call ryan and decrease spending on a social safety nets will increase the needs. Of course, charitable services, the decrease spending from the government and the government supplies about one third of the revenues for charity, so they get their job done through charities by e-giving grass and contact public services that decreased spend spending will mean that charities have less money to address ever increasing metoo duitz a bad results all the way around. Remind me what we talked about in the depths of the recession. In that case, individual giving head declined because unemployment was so high and because unemployment was so high the need, especially in the social services sector, were vastly increasing. Exactly that’s the problem with doing the same thing is that the cause of it is the cause of the individual e-giving decline is, uh, anticipated decline is different. All right, so what do you think we see in terms of brovey fund-raising and how it’s going to be impact, by the way? The send out the increase in the standard deduction, talk us through that. So, sure, but one of the big provisions that that affects everybody is that going to be a doubling of the standard in-kind almost doubling of this from about sixty three hundred fifty dollars to twelve thousand dollars for individuals and double that for married couples. For some people, they would say, you know, we’re getting a bigger deductions, you always taken the standard deduction, and that will seem great, although that’s just temporary, but there are a lot of potential deductions that have gone away, and that maybe means that a lot of people will actually end up paying more in taxes and the impact specifically the charities is that by doubling the standard deduction roughly, you know, thirty percent of taxpayers were ableto itemize their deductions, and only ida miters itemizers would get the benefit of the charitable contribution instructions, because that is one of the itemized deductions that are allowed, but from thirty percent of tax cares itemizing deductions once you double the standard deduction, it will only mean that a thousand five to six percent of taxpayers will now itemize or get the benefits of speeding says the level of the standard deduction by itemizing so basically, what you’re saying now is from thirty percent of the population that could have benefitted tax wise from a charitable contribution deductions lax here this year and going forward because this is already it’s, not a bill anymore. This is the law’s going forward, only about five percent of taxpayers can actually get a deduction for charitable contributions that that is meaningful in any way, so that goes into the so the estimate is that only about five percent of taxpayers will itemize going forward. Yeah, i think it’s about five stick percent going forward is that you going to be subject to some of something that happened, including with state taxes and some states trying to react to all of this as well and creating different measures that’s really hard to really get it, just sort of based on on current conventions, the joint committee on taxation of everyone you know from from the federal government believes that it’s going to be about six percent, five percent of taxpayers that are going to itemize from now on, all right and that’s down from, he said. From thirty percent historical yeah, so i thinking rough numbers are in ron numbers. I think we’re going from about forty six million taxpayers who itemized in two thousand seventeen will go down to less than thirteen on dh that dejected to result in twelve to twenty billion dollars per year, less charitable giving a credible e-giving is tied in part tax benefits. Now a lot of people don’t have tax benefits is their main reasons for giving but it’s fundamentally expect how much leftover incomes have, yeah does play a part in some people’s decisionmaking twelve to twenty billion dollars per year, again from the joint committee on taxation, and they’re estimating that’s going to cost two hundred twenty thousand two hundred sixty four thousand non-profit jobs lost, so okay, zoho all right, i hate to break it there, but what? We need to, um, let’s, pick it up right where we are right now, we need to take a break record they’ve got another testimonials quote, this is my first year, and we are a growing non-profits weinger gps was completely attentive and gave the impression that they were right next door and handling our review engagement even. Though we’re in different states, they made me feel like we were the only client they had and they were able to walk me through starting up our accounts, finishing our yearly nothing was too small of a pastor than tto handle. There are always available for questions, concerns customer service was exceptional, which is a rarity these days and greatly appreciated. I receive great advice and guidance for better business practices from a professional a while, feeling supported and generally cared for in the process, grantmaking piela really stood out as a partner and supported and generally cared for you just don’t hear that from hey ready. You need to check him out. Magnus dot com that’s not for tony to back-up. Oh, no! That’s! That’s! That’s! Time to go back through. Sorry, jean. How are you? I’m doing great. Okay. Let’s, let’s, continue where we are from. Where? From where we are. All right. Those are some pretty dismal sounding numbers now. Okay. You mentioned that charitable are with charitable deductions. Is not there is a lot of evidence that that that’s not the main reason that lots of people give because they get a child abduction. It’s because of their love of the world, yeah, you know. And i think that’s going to be the main reason why people give but there’s the entire industries, including the plan e-giving industry, is, you know very well that that that really considered tax benefits is part of the equation, and it might not impact what who they did, too. But it might impact how much they give. Yeah, now i know it is. It is a factor you all through this in other other changes that have come in the twenty years since i’m doing playing e-giving. I’ve always just stayed with the belief that taxes aren’t the main motivation. Yeah, i agree. Not the main motivations that we’re not seeing a reduction of, you know, fifty per cent of charitable chiming in it’s going to be more expensive of single digit Numbers maybe 42:5 percent production is in charitable giving, but again, that amounts to twelve, twenty billion dollars per year around two hundred twenty thousand one hundred sixty four thousand jobs latto because of that and on top of it, only job friends, yes. And that’s that’s really? I haven’t heard that member. Yeah, heard the iter dollar nasco hadn’t heard the job. I’m sorry. I’m sorry. Go ahead. Yeah. So on top of that, we’ve got the other issues, you know, which is a kind e-giving issues well and that’s the state tax exemption durney so this affected very wealthy, but these state taxes being doubled up to eleven point two million dollars for an individual. And basically, this means that if you pass away and you have more than eleven twenty million dollars, you’ll have to take a very, very heavy a state tax to the government. Now it’s the limit before with half of that about five and a half million dollars to take, but now, going up to it’s doubling, which means again instead of e-giving charity people could give to their family members and said, and that may be a consideration for many of the wealthy were announced it’s going to be shielded by this this hyre state tax extension, and that again, is estimated to cost another four billion dollars for a year in charitable giving, so in percentage numbers of overall charitable e-giving again, we’re talking pretty small overall, but the impact of five percent let’s say e-giving reduction of percent translates to a lot of things that cherry’s can no longer. Yeah, now i hear you’re pounds let’s go back to that deduction. It sounds like this younger, sorry deduction increase the standard deduction increase. It sounds like this is going to be making potentially major donors maur important on more of a focused area than saying younger and, most likely, smaller donors. More modest owners who will no longer be able tio teo take the deduction claim the charitable deductions that but that made the donor’s become to the outside, even greater, even more selling in focus because they didn’t want to be more likely to be able to. Profit from the charitable deduction and which which you know, that charitable deductions reduces the cost of a gift because you’re getting your saving money in taxes, right? Precisely. And we’ve actually been seeing that trendy that even before these new laws and that they have to do with the widening income gap er, or wealth down that exists. So in two thousand fifteen, twenty four percent of taxpayers reported that they had made a charitable gift in their returns, according tto, not analysis of the irish state a decade earlier, so in two thousand five, that was thirty two, thirty one percent. There was already a reduction from thirty two, thirty one percent of taxpayers reporting charitable give twenty four percent reporting charitable give before this tax latto and basically it is because some of the lower middle income people just have less full income than they used to have, and they need to be needed to divide. And so this is going to be doing the same thing it’s not going to impact the wealthy so much unfavorably because they can still get higher than the standard deduction, not for low and middle income people, the increased defended. Deductions might seem like a good thing. They might be able to take more off than the use of the benefits will hooted. And there won’t be the value of making a charitable gift anymore. So the question will be is with that extra income will they make a charitable gift the middle income so our incomes or will they feel that this is unstable? Particularly because this is only a limited or temporary? A doubling of the standard deductions. You will go back to normal after a few years. So that’s that’s kind of the quest? Yeah, and historically, when charitable giving has it like it did in during the great recession. Andan tax laws, tax law changes before then it’s been like three years or so three to four years for charitable giving to ride back to the level it had game before the events that causes according to our country’s history of giving always does rebound. But there have been, like a four year, three, four years, so historically historically it has rebound. It’s that place out here too. Time you mentioned some changes to deductions. That’s good actually result in a loss for individuals, can you? Can you flush out a couple of those? Bilich well, i think what’s happening for for individuals. The idea was generally, the simplified says sort of deductions, but now interpreting it is actually gotten more complicated. So a couple of things is, is there’s no deductions anymore for state and local taxes on a limitation on the deduction for mortgages? First, individuals were coming from high state tax states like new york and california, jersey, massachusetts and connecticut, particularly those with high real estate values and hyre local and state taxes that the double ramming their right so they’re not going to get that deduction on the federal income tax insurance anymore, so if they were paying a lot in those taxes, are getting a big mortgage interest deduction because they have a high mortgage boy? Is that doubling the sanders defections? It may not be so it you know, that may not be enough to offset which may not be enough to offset what they’re losing. Yeah, now, now the mortgage interest deduction was cast right with ten thousand dollars. I’m not completely familiar with the i think what happens is it doesn’t no longer applied to kind of what we call the second mortgage, but it it implies the mortgage for which you purchased you’re home. And i believe lim wass and i’m trying to think it was mortgaged about five hundred thousand or a million dollars under the house from senate till they were slightly different. I’m not okay. That’s all right, all right. Wait. You still have that production, but its kapin its value has been reduced. Correct. Okay, okay. On oneaccord teo. Yes. Definitely going to impact homeowners with high mortgage is especially in new york and california teachers, right? Right. Okay. And also you’re point about state local factories no longer no longer deductible. And that hurt people. Pre-tax. Yeah, and the ten thousand dollars that you mentioned is actually the property tax deduction that you formally take. And that would be captain. Ten thousand starts before i was talking about the mortgage. Oh, i confused, too. All right. Thank you for keeping me straight. All right. I see. I complete things. Okay. Sorry about that. It’s complicated. Still hopes we understand. All right, but you know, it’s. Okay. Um other e-giving e-giving backto non-profits there’s. Been a change to the unrelated business income tax? Sure. So that’s that’s kind of. Ah, more what’s. A little simple to understand. So if you have unrelated business income and it’s taxable, and you’ve got one trader business that’s making a profit and it’s unrelated against those you’re supposed to take cubine or unrelated business income tax on it. But you had another trader business that’s also isolated, but that was that was incurring a lot. You used to be ableto officer of the law from one unrelated state of business against the profits of the possible i’m related. Yeah, that’s, good that’s what investors were allowed to do? They’re allowed to offset capital losses. The world turned their lives off capital gains capital losses, right? So that’s basically is what you’re doing here. Although it’s income rather than send your offsetting, you know, one one area business with another areas business because it’s the same taxi fare that we’re talking. But that’s no longer the case can wait. Put them in silos. So if you’ve got a game in one business that change, you know the taxes. If you have a lost another unrelated business, you might be ableto off that gains in another year from that business alone that was completed. Buy a load out. You’re different. Unrelated. Okay, on there are increasing numbers of non-profits who are engaged in activities that, you know, they they count on, uh, unrelated business thing comes, uh, all right, a lot of pressure on him now, especially with less charitable giving and lessons for charitable giving more non-profits they’re looking for a dink ventures, and some of that will be unrelated. We’re not talking about related income, so it’s, if the activity is related to further a year charitable purpose and you don’t wear the profits just if the activity itself, even if it made no money related, you’re terrible service don’t attack if you do happen to get a part, okay, i understand. Um oh, if you’re okay. So let’s talk about the attacks on endowments of colleges. Yes. So that’s that’s going to be an interesting one, but it only affect very few colleges. I think they’re only going to impact twenty seven colleges and universities. So this was after much haggling between the senate and houses and lobbyists, obviously different colleges and universities. Oh, one point four percent excise, but it is important because now our policy for tax exempt organizations with they should be paying taxes on their income and all. Of a sudden now we’re paying for your college and universities and big yeah, okay, you’re going to wait for it a reversal of an important principle, right? And i guess the danger is that this is a slippery slope i don’t hey, if we can, if we can do it with big colleges and universities, what about smaller colleges universities? What about the charity let’s? Attack them as well? It has been a trend in that on the state level, two of looking for property tax on dh things called highlights, which are krauz payments in lieu of taxes that states they’re trying to charge tax exempt organizations looking for more income from tax accents, and obviously, that that diminishes with charities content to be able to do because they’re gonna have less income because there’s enough today, those pilots are justified because the charitable entity is consuming services of the town but not paying nothing local property taxes, right? That’s the justification that that some room that they again with very well right now they’re frauds get say, well, even if they’re not using the service. Finally, finally, if i were defective, buy-in altum uh, unfortunately, you’ve got another new excise tax. Also, talk about yes, there is there is there enough number of excise taxes, but one that again applies to stake non-profits is on excise tax on compensation of more than one million dollars. Uh, which only a prize. You’re five highest employees and doctors and medical professionals sort of exempted from this, but it doesn’t apply to excess parachute kayman which are kind of seven big severance packages, so it’ll be attacked with corporate rate and again, most for most of your listeners, perhaps almost ology listening longfield anything to them other than the policy of federal government looking to get more more tax money from non-profits on, they’re looking for ways to do that and course, they’re going to get the big ones first. But what? How houses that people down so twenty one percent napor pre-tax rate on compensation of more than million dollars state your five highest employees for tax exempt organization for charity? Well, i wanted to spend time on the excise taxes that only apply at the highest levels of the charitable community because of what he said on what i said earlier hutchisson erosion is brilliant in the national front is the destruction of a longstanding principle in this in the federal tax code, that’s non-profits charitable organizations don’t pay tax, they’re a tax exempt, and now you’ve way are with things the destruction of that principle, and i i think it was it was worth standing up for before it’s still worth standing up for even though the battle the battle has been long, hopefully the war will not be lost, but this is something that is reversible, but as it stands now, we’ve seen that defamation of a long standing three people in this in our federal tax code. Yeah, so it’s a double edged attack and so well put what you said, honey, but it’s a double its attack where authorities are going to get less money, governments are goingto fundchat ortiz last, you’re going to have to have a spending cuts in orderto fund that deficit has created bythe new ac on and then at the same time they’re going to actually tax tax exempt organizations now where they had not done so the floor so it really is a double yeah, onda geun, the principal. Even if you’re not, you’re your organization is not impacted slippery for jean talk about it. It’s at the highest levels now of the non toxic community, but in a couple of years or the next tax code iterations, it could be the midsize organization. Then we could be looking at community colleges so you know, principles that were standing for on dure point well taken about there also being a loss of revenues and that that impact a cross section of non-profits from the smallest to the largest revenue decrease. All right, gene let’s, take let’s, take a break and we’ll come back. We’ll talk about the things that weren’t included, and then you also have some predictions for twenty eighteen and what you think this is gonna lead to? So you take a break, pursue it, data driven fund-raising field guys, that is their store on the listener landing. Of course, she’s probably got a name last pursuing capital p there was a lot more data generated in twenty, sixteen, twenty, seventeen and in all of history, that remark that is remarkable in two years leave out pain data data creations for the hundreds of years that we’ve been tracking, creation of data on dit leads to too much some people call this analysis paralysis, but you need to break down what is important in your data and that’s. What the field guide is something you do to translate the data that you already has into of active inside that are going to help you in your own mostly fund-raising strategy you’re acting on your data and you know you’re not you’re not stuck in overwhelmed and paralyzed. Some people say, because reports being nothing, you got the fancy reports, but if you don’t know howto act on the data that no, no values pursuant has taken what they’ve learned from working with lots of big organizations, and they boiled it down to basic principle to help you on the small and midsize level follow-up you may have heard rumors too effective big non-profit ideas for the other ninety five percent that’s what we’re talking about that’s what the field god is all about, you know that data? Uh, pursuing data driven thing, david driven technology enabled. We’re talking about a data driven apart they’ve gotten down to basic principles to help you data driven fund-raising field guide tony dahna slash pursuing capital now. Time for tony. Thank you. You got your twenty eighteen. Covered all this month, as he and i are doing right now, we did a couple weeks ago last weekend before, and we’re doing it next week as well. Uh, next week, it’ll be me and any sample ward i’m gonna be talking about starting your plans e-giving in twenty eighteen and then amy is gonna have her twenty, eighteen plants. Wei had maria, twenty, eighteen plants now there’s time for a plan and gene were in the midst of it right now, so i’m going to spend time on bake off to play e-giving who best prospects are i’ve got a bunch of marketing tip talk about the stewardship of your recognition society, all four toes next week’s show so over a month you covered for the years, all you do is keep listening, lovely listeners and that, tony, thank you. All right, i am going to actually abandon the live listen love podcast fund-raising osili affection, success to say you know that they are going out to use which category you fit in and the reason on contamination my my my love and my pleasantries in my affections because jean and i have so much to cover with. The new tax laws. So i want to get right back into it, okay? James, um, let’s, let’s. Talk about what? The things that could’ve been worse. There are some things that weren’t included. Yes. So the thing i think for her non-profits that was not included that was, uh, in previous iterations of the filthy became a law that was the repeal or the weakening of the johnson amendment. And the johnson amendment is essentially the provision under five a one in three that prohibits charities from engaging in election hearing that is spending their resource is endorsing or closing kennedy with latto so it’s really made charities kind of non partisan in that matter is that they were not engaged, are not able to engage in election area, right? And this was not included. Okay, i know that charitable community is divided on this. Uh, was that was one of the proposal just related to religious organizations. What started out that way on dh? It was trained as a free speech issue. So they there those who had promoted repealing or weakening the johnson amendment to allow for election hearing. We’re really kind of the major’s big evangelical churches. I wanted to fund campaigns basically, um, on and so on by taking away the prohibition o r by taking away that prohibition against election neary they could do that. But, um, it’s really was a weak argument to say that there was a constitutional space for a tax exempt organization to be able to engage in an election year, and certainly churches are open to engage in election hearing and half free speech rights, but for the privilege of past exemptions that’s something that charities give up on, but the general idea is and remember that one third of the revenues they’re coming from the government way don’t really want to spend public funds to fund campaign. We want them to be spent on their charitable purpose and opening it up or even weakening assad still has done it again. We’re talking three twelve on disability stoners to say, hey, i’ll be a million dollars, but only if all of your social media messages on your email blast how everybody to vote for candidate act dahna and that’s the only way you’ll get my money now that was about charity almost nothing, right? Just put that in their email blasts and all the social media messages, but they would be beholden to donors in some cases, or just demanding that they become very part of that. You know, that was problematic. Yeah. There was great potential for that. All right? Well, so thankfully not included, but i don’t think that johnson amendment’s of steel is a dead issue, is it? No, it’s not so it got thrown out of this tax still because they needed to pass something by the end of the year that was that was there their goal, so they knew that that was going to be a battle that was hard going to be hard to resolve right away, but i’m sure we’ll see it hopping up in other bills, including quickly to make sure that we don’t have a shutdown on government. So yeah, we’ve got another bill, right? Our next eleven, and i was gonna call you the next spending bill. We’re only funded through january, is that right? You think that i think they have to do it by january to fix it on extension by january so that maybe their own back instant into play and and again, you keep saying that with the affordable care act provisions as well, they getting thrown back into other bills on, i guess that’s how politics works it’s not very pretty that way haven’t seen the end. Of the movement obliterated, johnson amended, which is explicit core. Also, thankfully, we didn’t lose the charitable contribution deduction completely, which was which was talked about. Yeah, and not only was it talked about this, i found really surprising, but it’s. Just a few days ago, the wall street journal’s, the ford of editors, spent out an article criticising the charities for complaining about attack still, and that that’s, really what should have happened with the repeal of the charitable contributions. And i thought that was quite shocking. But so that was from the wall street journal just a few days ago. I’m saying that charitable contributions, deduction, repeal of that deductions were completely justified, so they don’t go over there. They don’t see the over there and down the street from where i am, a couple miles, they don’t see the double extorted non-profits now facing. Today that they either don’t see it or they don’t think it’s important. And i think the argument is that, you know, just like we talked about earlier, that people should give from their generosity of heart, um, and not for tax purposes. But it doesn’t started taking to attend well, that tax purposes play a price because people, how much income they’re going have left over, you know, with which to live so that a part of this it is something. Thankfully, the repeal of the terrible contribution deductions, thankfully, was not included in any of the pills or in the final law. And i think some of the big charity advocate in the country moving into sectors that council non-profits pompel foundation association fund-raising professional writer. They were very helpful and ensuring that way didn’t provision. Okay, all right, well, if it wasn’t either bill, then it seems to be a good sign that it’s not it’s, not something that is likely to come up again. I won’t be enough political backlash not to see it come up again, but i think people have to be delicious. Yeah, we thought to be vigilant about it. Yeah. Okay. Anything is under attack now, so potentially because a lot of things being being questioned bonem uh all right, what else? Volunteermatch island breeze? That’s the same thing is still gone low dahna you know, i think that was ridiculous. So it’s been suck it fourteen cents for miles to charity, vilified the most of your listeners. You want teo, take a deduction of the volunteer for driving on behalf of charities. Maximum production, you khun sake is fourteen cents per mile. Of course. Doesn’t miree doesn’t taste in the cost of your gas and the wear and tear on your ears. But that’s what? We’re stuck it. And there was no assessment made even though it was in one of the earlier still that never got finalized. The business raises like fifty six. Fifty seven cents. Yeah, exactly. So it’s kind of ridiculous here if you work for business and you drive in the mid fifties area. Dr charity? Yes, i think about that. Right as, uh, you are driving around doing business, the business of your non-profits, and you can deduct that somewhere around it’s over fifty five cents a mile. But your volunteers, we’re doing the same work you’re doing well, not exactly, but they’re further in your corporate your charitable mission, you’re volunteers were giving their time, unconference stated, and driving around, using their vehicle to further your charitable mission, just like you’re doing, they can only deduct fourteen cents per mile, so that as you’re as you deduct and you calculate your your deductions for for twenty seventeen, think about your volunteers and the low rates you know there will be multiplying by point one four while you’re multiplying by point five, six something, yeah, fifty four point, five cents a mile for a business deduction this morning. All right, so fifty five, fifty five. Yeah, and the fourteen cents has been there for twenty years. So the last time, nineteen, ninety seven, so, yeah. All right, so we couldn’t get that one done. But that would have been that would have cost. Uh, money is what it would have reduced the federal revenue, and they don’t know they had to. Tio had to balance it out, so that was something we lost. What else? What? Anything else on the good side that’s that wasn’t included that it’s good for non-profits that wasn’t included. Buy-in yeah, i think there’s a few things, so well, it started out bad. There was there was initially in one of the bill over appeal of private activity bonds, bonds used by non-profits to build schools or hospitals, affordable a thousand organizations for finance purposes, but they wanted to kill that. But that was fortunately, thrown out of the final law that that was taken out. But there still is a repeal of fancy self-funding bonds, which actually has to do with refinancing outstanding status. Lower interest, though there, there is a a portion of that that has gone away, so you can’t get in the van three funding fonds without having to pay the penalty. But unfortunately, private activity bonds are still okay, so that was that was good, all right and again, that’s worth mentioning because you want to preserve the principle that that have been so long standing in on benefiting charities in our federal tax code. So, uh, of course, it was good that they want repealed, but they could have been. And if it had been you, that was been yet another blow to the charitable communities in the federal tax code. The things they think they’re worth standing for, whether whether it affects your five, one, two, three or not, it’s may trickle down. Wait a minute. Buy-in. Yeah, wei have just a couple minutes before, before another break. Uh, okay, what else? What else is beneficial? That wasn’t that could have been worse. But what another thing that could have been worse? It is a penalty that exists if you pay somebody is a charity case. Somebody excessively and often times that’s fraudulently done take give money away to some individuals who used music to charity. Yeah, we’re talking about the benefit is, you know, the person that benefited from that on excellent benefits transactions penalty, which could be a hired one hundred percent of the excessive amount. But if they got accepted unconference duitz but the charities was never hit with a tax on that. It was the person that benefited from the tax and potentially board members who approved it, knowing gives to be excessive. They could get hit with penalty tax to writhe. Bill one of the bills that came out out of the house and senate can remember which one says, no less hit the charity with attacks as well with charity which is now lost money to somebody who’s unscrupulously taking advantage of them is now with for that loss. Well, fortunately, that didn’t make the law, but that would have been another blow to charity? Yes, and that was in one of the bills. That was in one of the bill. Maybe a smaller, really important ones for us is one of the bills wanted to eliminate something called a rebuttable presumption of reasonable and the rebuttable assumption of reasonable is his guide that way get from the irs on under treasury regulations that say he followed these rules to ensure that people are not going to overcompensate themselves with directors are officers and they’re going to enter into some sort of financial transaction with the organization handup fifty, are looking to do that in a good space on the board approved this by a majority of disinterested directors. They’re independent, they’re not related to the director officers is going to get the condom station. It might be, you know, to be paid as the ceo or might be leased out on office or whatever it is. You follow these rules with independent boardmember moving in and getting comparability data and make sure that it’s not excessive, then there is this rebuttable presumption of reasonableness that that the irs was gonna say, i presume it’s to be reasonable if we’re going to attack it’s going to take you to court, we’re only going to do that really they wanted eliminate that. Procedure. So everything was before we’re not quite sure whether we can justify this salary or not, but they didn’t. So, yes, that’s, a part of that was not in there, that we didn’t lose that safe harbor. Okay, you gotta take a break. In-kind hello, credit card, payment processing. Please check out the video, which is that tony dahna may last. Toni keller explains the process of businesses switching to tell us and how you are going to earn fifty percent of the revenue that teller get from that relationships. So that is passive revenue for you each month. Nice long revenue tail. The video also explains there one hundred percent satisfaction rate and they have a price sametz guarantee. But you, as a non-profit radio listener, you get more than the mirrors. Humbug, humbug. On the match, you will get two hundred fifty dollars. Hello? Cannot say this money on it. Credit card processing odds are hello can save money. But if they can’t, you will profit under fifty dollars. Video covers switching process on dh. But that is all free and there’s a nine days. Many days. Policies. Business isn’t satisfied. You go out in the first month newsjacking needed because of that fact. But it’s there, if you need it that you wanted. Um, so take a look at the video. Think about the business is that i can help you by switching their processing two tellers. And that is all that tony got an a flash. Tony, tell us now, let’s, go back to chicago. And this, uh, you tax law. Well, it’s definitely knew, but, uh, no, no it’s. Not that great. I don’t think, um, anything else? I mean that that that wasn’t included. And then i want to i want to get to your predictions for twenty. Anything else you want, share that baby? Isn’t news that it wasn’t included? Well, i just say one thing, which, which isn’t perhaps, um, good news. Is that the individual tax benefit that we talked about a little a little bit earlier, i said they were temporary, just to know that those just here after two thousand twenty five. So, yeah, doubling the standard deductions and some of these other favorable provision for individuals will disappear and that’s, because they couldn’t reduce the deficit created by the tax laws. Again, bonem benefits going to the wealthy and stick businesses with folks that we see, statements. Five republican congress with the hope of this whole trickle down and eventually benefit employees and everybody else. So individuals have the corporate like carrots. Yeah, the individual benefits sunset in twenty twenty five, right? Yeah, we don’t even get them. Get them for ten years. And this will be done officially that corporate they have no sunset. Whatever longer. I don’t think they have the sunset of their government. Okay, well, that’s. Good for them. Okay, i’m glad. Yeah. Okay. See the reflection from thirty five percent. Twenty one percent tax write corporations almost reduce the tax burden. Yeah, well, those Numbers again to say that 1 more time. From what? The what from thirty five percent. Twenty one? Yeah. Good. I’m happy for them. Okay, now you have the love some predictions about what’s gonna be happening and you wave these from allowed its non-profit law blog’s dot com the first twenty. Eighteen year ahead. Addiction for non-profits twenty eighteen. But you don’t have to go there if you don’t want to get too cocky right here. I want you to know i want him to get traffic on by-laws. What? You don’t have to got it right here. What’s gonna happen to you, what’s that gonna look overall really do well with just one prediction on and that’s going to be the rise of five o went for social welfare. Or is that what that is? About five months support? Social welfare organizations are pretty well known. May not know the code as well as five. One, two three. They include piela used they lose air sierra club and are a onda was w now the’s are advocacy organization and they’re kind of flight five. Twenty three organizations that they are tax exempt and exists for the social welfare of the community. But what’s different inside his stem contributions, not respectable. And the reason for that is taken lobby their hearts, success without limitations. They spend all their money on lobbying to change laws. And they also spend uh along with this has their primary activity. They could devote their activities to endorsing an opposing political candidates so you could see very aggressive positions. That’s not what i would recommend, but it’s very aggressive positions. We could see these five one for organizations. Spend forty nine percent of their income distort things. Can and individuals don’t get a charitable deductions for giving to them. We just spend a long time talking about how the incentives charitable giving has been reduced anyway, right? And that’s. Why? I think we’re going to start to give five, one four organizations because they are unhappy on either side. They’re unhappy with certain latto on e-giving five, one four organizations. Those organizations have a lot of power, and they have a lot of cardio intervene in election. Well, and we’re talking now about twenty five or six percent of taxpayers getting the benefit of any charitable contributions. So for ninety four, ninety five percent of taxpayers, it doesn’t make a difference from attacks positions, whether you give to a five, one, two, three, four, five, one, two, three, four for that matter, if you just give it to a for-profit business, if you want bonem so where i think we’re going to see people who are unhappy with long on both leinheiser buy-in, say, working at a fund social welfare organization, really, dramatically change elections changed. By-laws and don’t ask the limitations. Work-life and we are going to be seeing a lot of importance battles in congress you mentioned earlier around the social safety net, so security, medicare, medicaid, you mentioned the affordable care act, i think they’re all going to be coming up again and again in either in their own bills or as part of seemingly unrelated koegler they are really good deals that get stuck in so there’s going to be a lot of political battles team thought on dh saying five o once before can can engage people buy-in yeah, possibly be more powerful that way, which is why i think more money will flow into them. This is a highly onesie course are also where guards money goes money where the public doesn’t know self-funding political candidates because they’re shuttling their money through five o one for organization, again from an aggressive that i spent forty nine percent of its income endorsing for opposing a particular political candidate. Five twenty three could be none of that a cz longer johnson and then it’s not repealed, they still do five months before it can so scary thing and along the other issues that are really hot and up for advocacy. Immigration dreamers, for-profit inequality gap, a gender discrimination, disability, dahna there’s, just so many hot buy-in issues right now and again, i understand there’s arguments on both sides, and so we’re going to keep money flowing into these organizations to affect election because they are elected. Officials have the power to change law, so you’re predicting more flowing into existing before and more tea for inc. Yeah, more. C four’s incorporated dark money going into the fund elections than influence elections and change elections. Absolutely. All right, we got another prediction. Check it out. Twenty eighteen year ahead as the non-profit rob log dot com team. Thank you so much. Thank you. They’re usually problem genes. Thank you very much. Happy new year following at pre-tax. Okay, if you want porter, great content following the guy next week, start your plans e-giving in twenty eighteen and twenty eighteen plan like that before you missed any part of that, james. So i’d be you find it on twenty martignetti dot com, supported by pursuing online tools, more mid sized non-profits data driven and technology labor dahna regular guiding you beyond the numbers piela and tell her credit card and payment processing tax revenue stream. Tony got a last toni taylor creative finish with claire miree family is the line producer shows social media is buy-in shudder, and this music is, by time you really next-gen non-profit video taking non-profit ideas for the other ninety five cents. Go out secret. Hey! What’s not to love about non-profit radio tony gets the best guests check this out from seth godin this’s the first revolution since tv nineteen fifty and henry ford nineteen twenty it’s the revolution of our lifetime here’s a smart, simple idea from craigslist founder craig newmark insights orn presentation or anything? People don’t really need the fancy stuff they need something which is simple and fast. When’s the best time to post on facebook facebook’s andrew noise nose at traffic is at an all time hyre on nine a, m or p m so that’s when you should be posting your most meaningful post here’s aria finger ceo of do something dot or ge young people are not going to be involved in social change if it’s boring and they don’t see the impact of what they’re doing so you gotta make it fun and applicable to these young people look so otherwise a fifteen and sixteen year old they have better things to dio they have xbox, they have tv, they have their cell phones me dar is the founder of idealist took two or three years for foundation staff to sort of dane toe, add an email address their card. It was like it was phone. This email thing is fired-up that’s why should i give it away? Charles best founded donors choose dot or ge somehow they’ve gotten in touch kind of off line as it were on dh and no two exchanges of brownies and visits and physical gift. Mark echo is the founder and ceo of eco enterprises. You may be wearing his hoodies and shirts. Tony, talk to him. Yeah, you know, i just i’m a big believer that’s not what you make in life. It sze, you know, tell you make people feel this is public radio host majora carter. Innovation is in the power of understanding that you don’t just do it. You put money on a situation expected to hell. You put money in a situation and invested and expect it to grow and savvy advice for success from eric sacristan. What separates those who achieve from those who do not is in direct proportion to one’s ability to ask others for help. The smartest experts and leading thinkers air on tony martignetti non-profit radio big non-profit ideas for the other ninety five percent.

Nonprofit Radio for January 12, 2018: Free Coaching In 2018 & Maria’s 2018 Plan

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Curtis Springstead: Free Coaching In 2018

SCORE coaches small nonprofits nationwide through its network of volunteer specialists in marketing, HR, technology, management, finance and more. Curtis Springstead is from the northeast New Jersey region and he reveals how to get free, ongoing support for your organization.

 

 

Maria Semple: Maria’s 2018 Plan

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Welcome to twenty martignetti non-profit radio big non-profit ideas to be either ninety five percent on your actor named oh, i’m glad you’re with me, i’d suffer the effects of organ neo-sage if you got taste saying you missed today’s show free coaching in twenty eighteen, four coaches small non-profits nationwide through its network of volunteer specialist in marketing, hr technology management finance and mohr kurt kurt springstead is from the northeast region, and he revealed how to get free, ongoing support for your organization and maria’s twenty eighteen plans. Maria semple has strategies for your fund-raising digital marketing and trusted research prospect, research contributor and prospect finder. I thought he’d take you twenty eighteen plans all this month responded by pursuing full service fund-raising data driven and technology enables, tony got a last person and by wejust piela guiding you beyond the numbers. Western piela dot com hello durney credit card processing into your press of revenue stream. Tony dahna made black teller i’m pleased to welcome kurt springstead to the show. He is a certified mentor and chairman for the score northeast new jersey chapter his near forty year career was in information technology and ranged from programmer trainer and adjunct professor. Tow it, director, consultant and non-profit boardmember score is at score. Mentors and score dot org’s. Kurt springstead. Welcome to the show. Thank you. It’s. A pleasure to have you, um, score. Now, i i grew up with score being the service corps of retired executives, but that’s ah, that’s. Old news, right? Yes. We’ve dropped that. That acronym? Because it turns out that nearly half of us are working to some degree, many full time in some part time. Okay, so so i was like, like, aarp is no longer the american association of retired persons. It’s just aarp like that, right? Like that. Okay, um, and score is nationwide and supported by the small business administration. Technically, we have our own funding from the directly from the government, and we’re a partner of this administration. They just kind of helped me or the money out. Okay, okay. But of course, score is itself a non-profit so people can give to score and support the work. Well, the way we have our own non profit foundation called the score foundation. Okay, in order to to accept funds donated from the public or from corporations that want to sponsor is because as a government agency, which is what we are, we obviously can’t take donations. Oh, you’re still you like you’re a part of small business administration? Not just i thought, supported by the website says, supported by i thought that meant like you get grant, you get a grant from score. I mean, from s b a. But what exactly happened? Wear actually empowered by an act of congress and they give us a small grant that they they ask our big brother, the spd administer. Okay then, when someone tried to donate a large sum of money a few years ago, we had to figure out how to make advantage take advantage of that. So i created the square foundation, which then sponsors various programs that were involved in whether it be training or outreach. They allow us to be more effective than what we get from the government. Okay, so the yes. So the score mentors are acquainted with non-profits not wanting to turn down gift if they don’t have to. Absolutely. Well, we we end up in our particular chapter having to raise nearly half of the money we need to operate. So we understand all the all the issues that not-for-profits okay, excellent. Eso s o score is i think i feel i feel like my voice just crafting a score score score score is mentoring that is on coaching that is available nationwide, including for non-profits let give us a sense of the breath of this. What? What? What non-profits could learn? Sure. So, yeah, one of the key services we do offer is confidential and free mentoring for as long as you’ll have us. And, you know, there’s about thirteen thousand of my friends in three hundred thirty chapters across the country with people who have done everything you can imagine serial entrepreneurs, uh, people with industry specializations, i spent a lot of time as you mentioned it, but we have people who are retard lawyers piela people have come from not-for-profits organizations and so on, and then what we offer you is whatever services you might need it’s really, in terms of a coaching, a relationship. So if you were people come to us with simply a gleam of an idea, i’d like to create an organization or like to create an entity that does the following and i need to know where the steps are. What are my resource is? How do i make it happen? And since most of us and our careers have been down that road already, either in for-profit or not-for-profits we can i tried to tell you where the where the dangers are and what kind of decisions you might have to make. Okay. And that’s, that’s, that’s pre startup. But our listeners are are already in non-profits, you know, vast majority is already in non-profits so i first of all, i just love the idea that this is available to us as us taxpayers and non-profits ah, you know, in part supported by our small business administration. I love that guy like that, right? So actually, you should be really important. Happy the taxpayer because for every dollar the government gives us, we return fifty dollars. I don’t think there’s any other group in the government that actually gives money back. Is that right? Yeah. Okay. So the yes. I mean, well, you know, we tend to see a lot of people who are looking to start a business, but probably nearly half our business. People who already in business. Ok. For a significant period of time, and so the services are the same. The questions they’re sometimes different not trying to find out necessarily where to go, but we have some trying to grow or i’m thinking of adding a new line of service, or i’m struggling with managing the people that i have a client come to me has been a business for twenty five years, and suddenly the numbers went went rid. She had no idea why that happened or what was going on had, uh, any number of people who come to us with, uh, you know, i just we feel we need to grow. We need to serve more of our clients. We’re not getting out to the the community we were designed to serve. How do we make people aware of us? How do we get volunteers? All those kinds of questions that we run into excellent. Okay, so so even though it’s small business administration, you know that there’s a reason that you’re on non-profit radio i want listens to b b certain that they can avail themselves of this inn non-profit so so whether it’s marketing or law or human resource is a righty or accounting? What? I mean, like any any business functionality is available for the is available as coaching and mentoring that i haven’t run into anything yet that i can’t find, you know, the reality is that for, you know, a cz you’ve mentioned, i’ve been on board and, you know, i’m i’m running a fifty person ah, small non-profit myself locally with the team that i have, so i’m struggling to find more money trying to struggling to find volunteers, i’m tryingto struggle to keep them engaged, too. Figure out how i can reach more clients, which is one of the reasons is wrong with you today. What can i do to make sure that everybody knows our service is out there? So we have the same kinds of problems, the same issues. So, you know, sometimes you need legal advice, and i appreciate the nuance that there are some regulations and some decisions that are different for those of us who are in a not for profit status and the have you got a charitable registration you need to set up? How do you? Some of the legalities of when we hyre people on how we treat them are a bit different howto do with the tax situation. I mean, one of the most interesting questions i get it someone has come to us, has had a for-profit business i have working with a woman who’s been teaching art for a number of years, but now she wants to turn it over and offer some of her courses for free on the internet. And she was going to look for grants. Well, unfortunately, she’s a commercial operation and the number of grants for a commercial operation are quite small. So we started to talk about how she might look at establishing an aw for-profit and attract people to make donations to that business. So i, you know, i’ve only been with score about three years, but i’ve been all over the map. So in terms of those kinds of questions, i can’t help but notice the similarities between my four business work in my not-for-profits although, as every business has its own unique nuance, um where where we do our best to help with that? Yeah, we have to take our first break so you just hang out for a moment and it’s time for a break. Data driven fund-raising field guide that is their newest resource on the listener landing page. There was more data generated in twenty, sixteen and twenty, seventeen, and in all of previous history made that is amazing and it’s too much for you to deal with a field guide to help you translate the data. You have the fever got into actionable inside, drive your fund-raising so you can act on your data, not be stuck in its muddled through it. You know that, ah, fancy report that you get out of your fund-raising starita basis is not worth anything. If you can’t act on it and have it helped you in your fund-raising what is taking what they’ve learned in working raise large organisation, and they have boiled down to basic principles for you in data analysis. The data driven fund-raising field guys it’s at tony got a flash for students capital p now, back to springstead and free coaching in twenty eight i’m with kurt springstead on, we’re talking about score, which is consulting, coaching, mentoring, that’s available to you in all these different areas that that kurt has been touching on anywhere in the country. Him he happens to be in the northeast new jersey chapter, but how many three hundred chapters you said throughout the country, country hundred thirty welcomed the beauty of it is we have a significant number of clients that we service, uh, who who are comfortable with an exchange of e mails, and we’ve also started in the last year or two significant amount of mentoring the video conference, so if the particular expertise you need isn’t in the small team, in your neighborhood or in your your area, then with some help your you, khun, search and find a person anywhere in the united states, and you can make the arrangements to work with it. I was working with the young man who originally met with him in kentucky or talk with him while he was in kentucky and one day we were chatting while he happened to be in china working on this project, so we’re no longer bound by the code we working. Okay, excellent. All right. Very good to know. All right, so if someone wants to work with score, we want to take advantage of this vast consultancy basically that that’s free to us way get started with the the website it scored out. Or gore or how oh, that is the most efficient way to do it. Okay, you go to score dot organ, you’re going to find one of several buttons that it’s going to or hidden around the screen or on the screen that will tell you, you know, meet with a mentor. And at that point, you’ll be asked to you know what? How do you want to do that? Face-to-face email whatever you type in very minimal information that your name and address phone number email a little bit about what you want to talk about and hit entering within two business days. Somebody is probably going to be back in touch with you trying to establish the appointment to move ahead and you make a distinction between mentoring and consulting? How do i know which of those is better for me? Okay, well, actually, there you’re going to be with one person. We find that we have to wear a couple of hats were primarily mentors and had been a consultant most my life. I could make a hope, a simple distinction. A mentor, a guide you through the process asks you questions, ask you to probe things, operas you advice and counsel and points it out, but allows you to come to your own conclusions. We make no judgments about what it is you’re proposing to do or how you propose to do it, because ultimately it is your business. But there are times when what you need is information and instructions specifically how to do something and when we can do that, you know, we can’t practice law, and we can’t do the work of people do, but we can we can help you review a business plan, our build, you know, proposal to a bank. We’re going to coach you on that when i was a consultant, i i also would charge you to do that work or i do it for you. We are not. Equipped to fill out your business plan, but to help you go through that. So most of the time were mentors were were advising coaching, encouraging, sometimes supporting when times get tough. But every once in a while you need someone with the main expertise. Oh, and that’s, when we put on our consulting hat for a bit of time. Now, how do you get familiar with the work of the non-profit before this before this initial meeting? So so the initial meeting is for the purpose of, of understanding. What is it you want to accomplish? Where are you? What have you done so far? And then establishing a game plan? And one of the key things is do we need other players in the meat in the mix? That’s the advantage i have i i i’m probably meet with you with someone else anyway, just because more people that are listening, the better hyre information will gather anyway. But then if i know that there’s a particular expertise or challenge at the moment, then i can go out and make sure that i have the right person with me at that time, or i might need to do. Some more research to find out through my other channels, other partners that we work with to make sure that we have the information that you’re going to need or the access so the resources that you want. So that first hour, so it is really sort of like the doctor taking your vital signs, we need to kind of know what we’re dealing with first, before we start begin to do any kind of diagnosis. I mean, many people come to us, i think they have just a quick question. They want to get answered, and and that may be true, but oftentimes during the dialogue, they come to the conclusion that they there’s more than they had asked for the problem’s bigger or the questions are broader than they had thought and that’s that’s why we look at that first meeting is simply this sort of the diagnosis, okay? And you’ll stay with them. You said it’s a cz long as they’ll have you. Right, so the ad varies a bit by by chapter, but in our our chapter, the basic model is if i were to work with you, for example, i would intend to work with you for as long as you have me and as time would go on, i would expect you would need to have many different resource is, and you’d need things well beyond whatever my expertise might be. So i’m going to just make sure that i’m going to be your single point of contact with score throughout that entire relationship and get you the resource is that you need within score and without way our research, your partner, the fda, there might be a time when we need to reach out to there were two other governmental agencies, for example, to help you with something you’re trying to do and that’s the ideas we have that you can you can build that relationship with deaf. You not constantly telling your story to new people who might show up the answer a question, i suppose it’s something general, i’ve had guests on talking about, you know, planning on dh here we are in january talking about planning for the new year, i suppose it’s like, you know, i don’t feel like my will keep it in your in your ballpark, you know, i don’t feel like my eye is is adequate. You know, but i’m not really i mean, i don’t feel like the programs we have or the methods we have, like we’re two spreadsheet dependent, but, you know, i’m not really sure what direction to go or what, and i don’t know how much you know, money i need to spend, i suppose it’s something you know as general is that, uh, you know, sort of nebula nevertheless, is that well, that’s actualy pretty specific. Thank you, really? For that i was trying to give you a hard i was trying to give you a hard hypothetical. Yeah, so the whole idea’s, because i happen to have that the main expense, i’d start asking in little more in depth questions and understand and why you have these feelings with the challenges are what, what your current situation is preventing you from doing what things you think you’d like to be able to do, and we could talk about whether or not your system would do that. And then because i’ve had thirty or forty years, i can start to help you figure out how to shop for a new solution. If that’s the right case i could give you. Some ideas of what the orders of magnitude of expense might be the time to get these accomplished some thoughts about the steps of going forward, you know, recently have been advising a couple of people who are creating app in their particular space, and it’s it’s been a lot about strategy? You know what kind of a platform that we put it on when i have no money to start with? And then what do i do if i open up my app and i suddenly become, you know, huge, i’ve got, you know, one hundred thousand users where am i thought i might have a thousand on the first day, so all those kinds of things, you know, we’re equipped to do it, and, you know, it doesn’t it’s not always going to happen in a one hour session, and we understand that, yeah, of course, yeah, now i assume this is all confidential, absolutely pr every year we’re we’re required to re certify on our code of ethics and the number one tenant is confidentiality we that’s built into the when you actually agreed to be a client, you’re you’re covered by that, and i could just tell you from my own experience, unless we engage of one of my colleagues into a into a particular client, i’m not likely to be speaking about your personal situation with other members of the team. Frankly, just no, no need to do that. So you could be you can be absolutely certain that whatever we talk about it it’s just between us. Can we bring in other people from the organization? If i want, maybe it’d be helpful for you to talk. Tio my c f o r a boardmember can we can we engage multiple people on our on our side? Absolutely. We recently had a team of from my office to meet with the entire board, a new organization to provide some residents living facilities for people with special needs. And they were struggling with there being pressured but costs. And so it was important to get the full perspective from from their, uh, their leadership to what they thought their challenges and issues were. And that was so we had a nice big meeting, so we’re oftentimes it’s scaled up. And that sounds like a good story. Good non-profit story. How were you able to help? Those folks they st louis where they, you know, they gave us a rundown on what they saw, their challenges and what the in terms of the quality of people they needed toe hyre because of the concern for the people that the population they were serving, the challenge is about how they were funding the business. There were some options available to them, given the structure of some of the reimbursement that’s available through healthcare plans and such on dh ahs well as the diversity of their program, and we were able to share with them from our differing expertise. I had someone who had financial background, and there was another one with people back, personnel background, and i looked at some of the systems approaches, we were able to provide them with some frankly, in their case, so a way of sort of prioritizing the many challenges that that they had, and that seemed to be a recurring theme by the way that we run into many of the existing businesses there are there are so many things we could work on that sometimes we can’t make up her mind, which is the one that, uh, it’s going to be the most productive well and that’s, that and that’s a big challenge, of course, in the non-profit community, especially now, as you know, if if if we see government funding reduced to the point, where are our state can no longer offer services, you know, i think a lot is going to fall to non-profits and prioritization is going to be the challenge. I mean, this is gonna be so much more that needs to be done. Can we do it? Should should we be doing it on def? So you know how right? And, you know, i think the other thing is that for many clients of in both the non-profit world as well, the for-profit world, sometimes the best be that outside force or that outside opinion, um, your board is a good team, your volunteers were good team, but you you are not already looking through a filter based on your day to day knowledge of what, what you do and how you’ve done it. We come in with with none of those constraints, we don’t we don’t know everything about the business, so we’re not afraid to ask stupid questions or two proposed the idea from another industry or another space that perhaps could be adapted to your space. One of the interesting things we teach some business start up ideas, and one of the concepts in there for one of the leading thinkers is that there are no new business models. There are simply people who were innovatively applying business models into a world where they have not traditionally been used thinking of things like amazon into the book market, for example. So sometimes it just creates it’s just good to hear somebody who doesn’t already have the corporate think, if you will say, agree with your idea or think that your priorities are correct. What about around social media? If i if i feel i’m struggling, i’m not sure which which channels to be in? Um, i’m not you know, i don’t feel like i’m thoroughly engaged with people you know is help with social media within within the score of expertise to a degree, yes, i would be we find that more often than not just because of this, the fact that it moved so quickly, even with some of the the younger subject matter experts that we have on our team it’s just hard to keep up, so we understand i mean, frankly, is an organization we were struggling every day and constantly checking to make sure that what we’re investing in, what we’re doing is social meat is working, but so we can give that some overviewing could put that in the context of other efforts that you might be doing to get your workout, but we also can help you identify a partner if that turns out to be the right thing, because there are two aspects to it through the strategic aspect, which we can offer probably more help with, and we have we have, you know, hundreds and thousands of resource is on our national website on a variety of topics, several of which are around that we also produce a webinar every week on a different topic and oftentimes social media’s his way one part of that so we can provide that overall information, but sometimes it’s uh, i will just tell you that score we’ve hired a contractor who actually implements a lot of our strategy and making sure that we’re getting post out, helping us figure out howto measure and find out if it’s actually working if we’re if we should be boosting post if we should be buying at how are we using our google place that nature so we can get you two started in that the right direction? Sometimes all we can do is help you be a good customer when you have to go out and buy a resource. Because you what? You really someone who could come and spend time, day after day doing the work for you, which were just not structured, right? Right. That’s, not yours. Ok, but but you can’t help identify the questions we should be talking. We should be asking potential vendors and identify the for us, you know, a process for for hiring, whether it’s frankly, whether it’s, a social media manager or ah or an outsource cfo or right. I mean, you can help with that, you know, acquiring the expertise? Absolutely. And so it will be better than just sort of, you know, hitting up google and looking for the one in neighborhood. Yeah, we’ll give you some some measurements of some things you can ask during the interview. What should you look for in their in their background or in their proposal, if that’s the right thing and some sort of sense of perhaps with the fees and costs on toby, i’m thinking about this, too. In terms of finances, you know, a lot of people, lots of people get into non-profits started non-profit because they have enormous passion for some cause and let’s put aside the question whether forming a non-profit was the right business decision to make or not because they already passed, that they’re already incorporated, but they often are lacking the business savvy that it takes two to scale and sustain. And i think i think financial issues particularly stand out what you know suppose suppose that’s me, i mean, i got a lot of passion and i’ve already incorporated is a non-profit but i’m not sure i’m accounting correctly, you know, people talk to me about ah, accounting software, you know, how do i start? Right? And you have the reality also is this significant potential legal and issues if you don’t do that sort of thing, right? So yeah, that is that’s a very common peace. I would just tell you that very few people who go into business a cz well, who might have a passion for a not for profit uh, area really ever intend to be the business person they wanted. They want to serve the population, they wantto feed the cause they want to, you know, sell the best pizza, whatever it might be. So and then they say, oh, not so now. I’ve got to run this business thing and double these forms, and the government wants something, and i got to write a check to this guy and i just, you know, what’s all this about and that’s where we can provide a couple of layers of support sometimes it’s simply where those of us who are from score who have the financial chops of the management chop could just be that that mentor we meet with you on a fairly regular basis, help you realize, you know, figure out howto watch the pulse in your company and make some of the long term, bigger decisions if you’re comfortable doing the day to day checkbook and that sort of thing, okay, for other people, it’s it and, you know, maybe you’re lucky and you you’ve blossomed you in your really big skill, you know, i was on the board of a couple of not-for-profits that are, you know, had million, multi million dollar budget. So we we had professional accounting firms to do it eso again helping to find the right people. But also, you know, people will tell you, make sure you do the right accounting and so on. But you need to go with them and help them explain to them well, what your strategy, which your long term plan for the organ ization? Where am i going to go next? Because that might affect what they do today. So we can help you crystallize and formulate those plans on growth situations. And then you have someone who could do the day to day blocking and tackling. If you do need sources of funds, where do i find that? You know, if i’m not for-profit i have some opportunities. Perhaps go for grants. How do i write a grant? Where would i find a grant writer? Do i need a grant writer? That kind of thing all come up as we go forward. And then also how do our their limitations on the money that i have? I can tell you that in my organization. There are certain things that i can’t pay for with the money the government gives me to operate, but i can pay for with the money i get through donations off. All right, so these are all factors that we many of us have expertise we have their knowledge of and worst cases again, we will help you become the better informed consumer of services for by a professor. All right, we have to leave it there. I just wantto make sure that people understand, too, that there are a lot of do-it-yourself resource is at score dot org’s articles outlines templates. Kurt mentioned one hour webinar every week, so i’m encouraging you for twenty eighteen to check out, score, score, dot or ge and at score mentors. Kurt springstead thank you so much, my pleasure. We need to take a break. Redner’s here’s a testimonial, i was on my new position when i began working with regular piela my confidence, i can have grown knowing that i can rely on the professionals to answer any questions and make recommendations that will ensure the success of our non-profit you were given sound advice enabling us to increase investment income while at the same time, protecting you. Ask that. I trust and respect our audit team on the forward to their annual visit and vote. That is, from a midsize religious organization in the big graft. Dahna look at this. I mean the people of more than piela e-giving investment income on that’s. Good advice. And the person looked forward to their orders. I don’t think you have no properties are looking forward to order. I think they’re more feared, maybe dreaded, but it’s not a fortune from the midtown religious organization in the mid west and diversity of expertise reminds me of all the guys that they have all the guys, guys, guys, all these forms in ten places and white papers on diver subject oppcoll way beyond accounting. No, lecter goes way beyond the numbers for their clients. You know that you’re supposed to change audit firms every three years to get a fresh perspective on your practices on the first set of eyes looking over your books and your management management processes. You want the advice of a firm that goes broads help you? I think you know beyond the balance. So that is what i’m always saying. They go beyond the numbers talking on one of the people you could talk to. Is you too, who’s? Been a guest on the show martignetti piela dot com that’s not tony. Take two. Well, it’s almost for your twenty eighteen planning there’s. More coming after this one next week. Takagi what is the new tax law metoo for your twenty eighteen? Hundred. And on january twenty sixth, it’s gonna be me and amy, i’m gonna be talking about starting your plan e-giving programs in twenty eighteen, and then amy sample ward is gonna have her twenty, eighteen plants, just like maria has plans coming up very shortly. We’re supposed to have joe garrett. Unfortunately, he had a family emergency, couldn’t make the day that we were gonna be recording, so we’ll get joe garrett back fund-raising plan. But instead of joe playbook, that i get that, but i’m always got, so we have got you covered for the whole year, all month of january, that is all you got to do. My pleasure. Welcome. Maria semple, prospect finder, trainer and speaker on prospect research. Latest book is magnifying your business. Six tools and strategies that growing your business or your non-profits our joy and if they’re free, get the prospects finding dot com and at maria semple welcome back, maria semple. Happy new year. Happy new year county. How are you today? Thank you. Doing great. Thank you very much. It’s. Good to talk to you. And and you’ve been thinking through what i’m calling maria’s twenty eighteen plans. What are you going to start with? So, you know, i thought i would give a little bit of a mixed some tips that i might be, you know, might have offered through my focus. Well, it’s, um, it’s really focused in on prospect research in particular. And just, you know, trying to make sure that non-profits are a cz short up, as they possibly can be for the upcoming year. Okay, so that book might like that magnifies your business school gravity’s growing your business or your non-profit looking talking about? Yep. That’s the one that’s, the books magnifying. Okay, i wanna make sure that was it. All right. So what? Do you want something? Well, you know, i was thinking about thie importance of really solidifying your relationship with individuals. Andi, this is where i think non-profits really have the greatest strengths on dh, their greatest opportunities as well, for growing. So, you know, when you think about, you know, launching a major gift effort or maybe upgrading your major gift effort, this is really the year to do what if you haven’t done so already? So, you know, sort of a first step that you might consider doing is to do a database screening. There are a number of companies out there that will screen your entire donordigital base, um, so that you’re really able to kind of elevate those those prospects that might be hidden in your database and give you an opportunity that you know where to focus your efforts. All right? So you’re encouraging diversifying into an individual e-giving program if you don’t already have one that’s, right? That’s, right? But you need to know where we’re to focus so very often if you’ve got a board that’s been changing out a lot or you’ve got, you know, a lot of staff changes and so forth. And you really don’t have that longevity and people really standing who’s in that donor database, so you’re able to sort of look at it on your own, obviously that’s seen cheapest way to do it right? Because now you’re not, you know, outsourcing anything, they’re not paying anybody to screen the database, but i really find that when when organizations take an opportunity to do that, it gives them the chance elevator to the top, the names of the people they should really be focusing in on. So, you know, you might even do it. Has a lot of the companies will allow you to send in a batch and test your database to see, you know, if it’s going to be worthwhile. Thio do the whole thing. Okay, um, something else you want to have in place before you do a major gift on individual individual giving program, major gifts or welchlin yeah, you’re gonna end up with maybe get program if you take this important step starting individual e-giving program’s going to end up with major donors, some are goingto give more brothers, but either way, you want to have ah, constituent relationship matters in a database. You crn database in place on dh. There are very affordable ways of doing that there’s so many different cloud services and there’s some that you just played by the records. So when you’re starting small, you know, you don’t have to have the major’s your commitment, maybe database, that, uh, that is only going to have a couple dozen names in the beginning, but you want to have a way of capturing all those relationships all those different data points with people because of something that you just mentioned area staff turnover, when when one person leaves, they’ve had all the conversations with, you know, half your donors, uh, you don’t want to lose weight, and i talked about that. You don’t want to lose all that precious information, right is right, and, you know, it’s a problem as as i’m sure you’ve seen in your own consulting that happens time and time again, where you get in there and you talk to an organization and they say, you know, well, you know, i’m new here, i’m only on the job three months i’m really not sure what those relationships were like on dh then you find out that you know, a lot of conversations and so forth, which simply not recorded anywhere. Elearning yeah, i mean, the last thing that you want to do is call the donor and say, hi, you know, my name’s, maria semple, on our new year of the organization, and i’d like to get to know, you know, for your interest, why do you give to us, you know, i mean, you should know that you should know all of that information. Yeah, i just had that conversation with your your predecessor two months ago, so so database screening find find people on, of course don’t only pay attention to the wealthiest in your in your in your database on that also have your e r n, right? Okay, you’re you’re also encouraging, looking into recurring yeah, you know, this is a place that you have an opportunity to garner, and i’m going to say those smaller gifts, those people that will commit ten dollars in most twenty dollars a month, whatever it is that’s hating their credit card, everybody so, you know, many of us are already used to paying whatever netflix, whatever this monthly charges that’s hitting our credit card accounts. On dh so it’s already sort of been absorbed into our monthly budgeting and so forth. And so if you can convince people to start setting up a recurring, uh, payments to your organization that’s going to go a long way to helping booth and of course, you’re not talking to the major gets here. You are talking about getting people in, perhaps at a much lower entry point and keeping them engage. I think it’s pretty standard practice, but i was going to make this explicit no on that donation page that you’ve got. You want to have a button for making monthly or something like that so that the person who is giving at a level that could conceivably be the monthly recurring donation could easily do it, you know, you know, ryan and i have to go in someplace special to make a set of recurring giving, i think that’s pretty standard, but i want to make it quick, make sure hyre no, that could be it could be very valuable. And you know what we get on saying that people just forget about it and fills, usually until their credit card expires, and then they’re reminded oh, yeah, no, i got this thing, and then and then sometimes that’s an opportunity for you asking for upgrades when a person is reevaluating. I mean, yeah, there’s always a chance that they’re goingto stop those donations at a point like that. But there’s also a chance that they’ll they’ll increase it. So you use a of failed transaction as an opportunity to essentially increase. Yeah, yeah, and, you know, it’s an opportunity for you to really start using the language that you would use, maybe with a major gift donor-centric tuo invest on a monthly basis in our organization, you know, you might have a monthly investments that you have set up for, you know, for yourself, for your for one kings or, you know, whatever we’d like you to take just ten dollars and twenty dollars a month and invest with our organization in the future viability of the organization. So, you know, give that compelling story, give that compelling reason why they should be engaging and investing with you on one thing faces, okay? And that’s, uh, you wanted to be telling them stories about about your outcomes, basically, what a big part of the story. Selling that’s, right? That’s right night. I saw that you actually had done them a video recently, you know, kind of on this topic as well. You know, you’ve got to be able to thankfully tell your story and, you know, there’s a lot of information out there on the web, all you need to do is really do a google search for non-profits storytelling, um, there are a lot of experts in that arena i’ve seen some of them speak even at the american marketing association conference on dh you know, the thing that you have to get across to people is, yeah, you’ve got your stats on, you know, those important metrics that you’ve got to be able to communicate, but that’s usually not what’s going to sell somebody right on on wanting to invest with your organization. So you’ve got to be able to humanize it and tell stories about the impact that your organization has on the community and, you know, making sure that you’re kind of a hearing too, really good storytelling, a beginning, a middle and an end and really understand all the different types of stories that there are out there. There’s a reason why we can’t remember, you know stories about whatever little red riding hood and the three little pigs, right? There’s a certain set up to those stories, you can learn tons of information about that on the web, and i really encourage you, teo teo, focus focus in on getting the story straight not only for your major gift donors, but also across the board at all we know right now definitely cross for this matter from e-giving five dollars a month with five dollars, more than they need to know what you’re infected and we’ve had listen, we have a guest here too. You go, teo durney martignetti dot com and search storytelling, the the guests we’ve had on that subject will obviously come up. Yeah, you got to share your impact? Um, you’ve also been thinking about trying to capitalize on sigil ambassadors? Yeah, yeah. So talented people. Yeah. So, you know, i’m sure that this is something that amy sample ward talks a lot about when when she’s on your show, tony as well. But, you know, you want to think about engaging people to be able to help amplify your message. Right? So, you know i think we’re all asses point sort of accustomed to seeing campaigns were online where your friends or maybe joni there their birthday, you know, raising money for an organization on behalf of their birthday, that type of thing. So those types of sort of crowd funding these people are digital ambassadors for an organisation when they do that, all the people that were involved in that bucket challenge, they were digital ambassadors, right? And there were some that were really, really strong, obviously that the first family, the first guy that kicked it off, they must have had a pretty good following to get to get kissed off as well as he did, but you wanted to try and figure out who those digital ambassadors are if you don’t have any really it’s time to start recruiting some on broadening your outreach, even if you have to think about some paid opportunities, you know, on facebook such as, you know, i don’t know ads are boosted post, yeah, big book and also twitter yeah, yeah, you know, as you find the people who are most network most deeply connected and you start a campaign you wantto be working with them. And this is something that any and i have talked about to work them back channels. You get them enthusiastic and you get them talking before you start your public campaign, right? Get there. And you get that they’re connected to help you in the public. And so that i know that people who follow you, uh, people who were with you and you have the most followers fanned. Whatever. You know, those were the most connected are going. Teo, be active participants in your campaign. Maria, we gotta take a break. We’re going toe. We’re gonna come back and talk more about yeah, ambassadors. And i know you have some resources share finding them right now. I gotta take a break. Elearning credit card payment processing brovey check out the video at tony dot m a flash tony, tell us explained the process of businesses joining tell us on having their credit cards, other payments process by tello’s and reminds you that you are going to get fifty percent of the revenue that hello elearning that’s a long revenue stream because they have one hundred percent satisfaction rate. So you can be assured that the business is going to be pleased, and you’re going to be earning revenue from this four, a good long time every single month. Also, the video for their, uh, one hundred percent satisfaction and the price match guarantee. You go beyond that. Tell us, can’t save the money that you started to tell us, and you’re getting two hundred fifty dollars. So it’s worth starting. Think about businesses. That next-gen tio, you know, as the rest of you watch the video. Think about like, a local body shop where, by the way, out there, all wearing masks and your protection jewelry store the area where they make a pie with the crust recognize from a bakery where hope that we don’t have very good. Um, think about that think about the businesses that you’re you’re boardmember zoho family members only any of these potential referrals to tell us for credit card processing, you just have to generate some interest to check out the video. That’s brightstep teo, your long tail of revenue. Tony got a last tony tellers. Now, look, rebecca miree simple and her twenty eighteen plan. You have some resources for finding who the deepest, most networked ambassadors are among your constituents. Yeah. Yeah. I have some resources that you might want to consider looking into. First of all, i came across a great white paper download that blackbaud put together. They put together a nice free guide. And it’s actually called super has the kids program how to create a super advocate program. So there i read through it, and it looked like there were a lot of really good chips in there. So that might kind of give you the first time ideas about how the framework and what it is that you might want to do and, you know, it really is going to be able to create opportunities foreign organizations most committed supporters really did take more action hyre value actions than than a typical supporter. This’s why you’re our joy and of your cubine free, right? So that the guide is free, but the guide three guys? Yeah, another one, right, yet so a couple of other things actually one that you brought to my attention called attentively, which is one of the blackbaud solutions actually wait give you the opportunity to identify whose influential so they say that a mass email files with social data and so that you can better understand the social side of yours supporters. So if you do have an email list, it is an opportunity to see who amongst that list might be really great social ambassadors reorganization, that’s attentive dot leaves they’ve got a y yeah, they they also make the point that home email i just better don’t. Usually the one people used to sign up with social network, so if you have a file of of home addresses, home email addresses attentively that’s not that’s not well, my treat so that’s not a free one, but no that’s correct zsystems blackbaud but value there and finding the most connected people and you got zaptitude what is zaptitude about? Yes. Zaptitude right. Kind of an interesting name. They have one of their service offerings is called good influence. And i learned about this company a few years ago. And i actually met some of the folks behind the company at one point and met people at the american marketing association conference who use this tool. Two years ago, you been holding out on us. You got a couple of years. You’re feeling it now in january twenty eighteen, you know, i’ve got i’ve got to keep some gems for you. I don’t think w hole not on non-profit idealware way. Never talked about you and waited. All right, maybe you alright? I get it out? Yes. So anyway, they have they have a tool called good influence and basically it it’s an opportunity to is your existing customers because this is used side both, you know, businesses and non-profit so in this case, your existing donors to dr support through new donors. So it’s a platform that really again helps to amplify not so much doing the search like thehe tentative job l y product would do, but really, this could be a platform for you. Teo, try and scale off your digital ambassador efforts. And when i was going back and reviewing some information about the current leadership team i’m looking at the bio of the founder and ceo is kind of interesting in marinette, we talk about the good influence product with the bat phone for the social activation engine for the famous i spoke a challenge current, so i’d be interested in having another conversation with him, actually myself. Teo, figure out more about how exactly the good influence taught. It played into that. I stuck a challenge. Okay, cool. And that’s that information about that is that zaptitude yeah. Dot com. Right. Okay. That’s that that to write? Well, you would be our most likely contributors. So let’s, get some prospect. Researcher idea. That is okay. So i was also thinking about a new arena we haven’t talked about before, which is maybe trying to research some of the companies in your community that are set up as the corporations and so i know, you know, you know why i don’t want to get thrown in the jargon jail so let’s, talk a little bit of what? You know well, listeners know that’s okay, well, that’s all right, gene cog and i’ve talked about the corpse on there now, and they’re they’re social, social good missions, not sickly, profit driven, but they certainly can be profit making, so you’re okay. You’re okay, cool. Cool. Ok, good. So there’s, actually a website called b corporation dot net. Uh, where you can go and search by state and see, you know what? All the big corporations are right in your state on dh. Then, you know, you’re kind of using, you know, good old fashioned prospect research looking at that company, trying to figure out who’s behind the company and so on and so forth and trying to learn a little bit more about him. You know, these people already have a social mission built into their companies. Perhaps the work that you’re doing can align some way with a particular social mission. So, you know, i think it’s an opportunity for you two. Maybe developed, um, uh, some relationship with him. Yeah, most of the time. It’s, private companies, so relationship supply. The companies that are set on our course. I love it. It’s, like it’s, like doing the same kind of research assay. Would foundation wear where they would be court they’re aligned with, and whether you might fit in. Yes, in-kind. What do you got for us? You mentioned a family you mentioned foundation so it’s touch upon that for a moment. If you have not made your annual trust to your local cooperating collections of the foundation center in your in your next the woods it’s time that you do that no, we’re going ahead and get a subscriptions directly to the foundation directory online. So if you have the funds to do it and you do a lot of foundation’s research definitely worth while having that tool in house, but it is available fourth grade if you go to the foundation center or one of their cooperating collections in your community. So what i recommend is to try and focus in instead of the really big foundations in your state, which everybody seems to kind of know today everybody goes, everybody goes, yeah, focus more in on the foundations that are the family foundation’s, even if they do not seem to have a lot of assets and some you will even notice some will come up xero and assets and don’t let that turn you off because if they had gone through the effort of setting up the framework for a sound of private foundation, but there may be, you know, a plan in the future that that family is may be planning to sell business and funding the foundation, and you don’t know what the thinking is behind it and it’s going to get to know them a little bit. So don’t discount the ones that you even see with xero asset, okay? And you trying to find connections between your non-profit and foundations not only terms of mission, but you know, if you’re looking in your state, you’re looking for a board connections two are some kind of some kind of relationship, right board connections, mission over laugh, it could be that they are literally in your county or in your town. So these air opportunity three to try and develop relationships with some of these people don’t forget, i mean, if it’s a family foundation, people behind the whole thing on dh there’s, you know, it’s just happens to be the vehicle by which they are, um, you know, putting all of their philantech through so it’s worthwhile, taking an opportunity to research it there if you don’t have any access, any way of accessing the foundation centers products you could do a similar type search on guide star okay, another case, and as you do your research, don’t be afraid to bring lips of foundation board members and foundation names to your board meeting try to have a board members or, if not at your meeting, circulated some other way, but have your boardmember scrutinizing the foundations that you’ve found that align with your work and start getting people you’re boardmember you know where the where the connections might be, but we gotta leave maria, thank you very much. Happy new year, thank you are joining of thirties and free, you’ll find her at the prospects finding dot com and at maria sinful next-gen takagi what’s the new tax balm for your twenty eighteen fund-raising plan if you missed any part of today’s show, i didn’t think you’d find it on tony martignetti dot com were supported by pursuing online tools to small and mid sized non-profits data driven and technology enables twenty dollars, by pursuing your guiding you beyond the numbers regular piela dot com and tell us credit card payment processing your passive revenue streams. Tony got a last tony killers our creative producers try my family, which is the line producer shoretz social media site. Shadow and its wonderful music. In-kind you give me that? We’re not from the radio. Big non-profit ideas for the odd third, ninety five percent go out and records. What’s not to love about non-profit radio tony gets the best guests check this out from seth godin this’s the first revolution since tv nineteen fifty and henry ford nineteen twenty it’s the revolution of our lifetime here’s a smart, simple idea from craigslist founder craig newmark yeah, insights or no presentation or anything, people don’t really need the fancy stuff they need something which is simple and fast. When’s the best time to post on facebook facebook’s andrew noise nose at traffic is at an all time hyre on nine a, m or p m so that’s, when you should be posting your most meaningful post here’s aria finger ceo of do something dot or ge young people are not going to be involved in social change if it’s boring and they don’t see the impact of what they’re doing. So you got to make it fun and applicable to these young people look so otherwise a fifteen and sixteen year old they have better things to do if they have xbox, they have tv, they have their cell phones. Me dar is the founder of idealist took two or three years for foundation staff to sort of dane. Toe add an email address their card it was like it was phone. This email thing is fired-up that’s why should i give it away? Charles best founded donors choose dot or ge somehow they’ve gotten in touch kind of off line as it were on dno. Two exchanges of brownies and visits and physical gift mark echo is the founder and ceo of eco enterprises. You may be wearing his hoodies and shirts. Tony talked to him. Yeah, you know, i just i’m a big believer that’s not what you make in life. It sze, you know, tell you make people feel this is public radio host majora carter. Innovation is in the power of understanding that you don’t just do it. You put money on a situation expected to hell. You put money in a situation and invested and expected to grow and savvy advice for success from eric sabiston. What separates those who achieve from those who do not is in direct proportion to one’s ability to ask others for help. The smartest experts and leading thinkers air on tony martignetti non-profit radio big non-profit ideas for the other ninety five percent.

Nonprofit Radio for January 5, 2018: Free Software/Consulting in 2018 & Integrated Tools

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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent on your aptly named host happy new year. I very much hope that you enjoyed time with your family friends for yourself. You know, i i’m always preaching solitude. I hope you got some of that too happy new year, lots of good wishes and i’m glad you’re with me. I’d be forced to endure the pain of gastro mix arria if i had to stomach the idea that you missed today’s show free software and consulting in twenty eighteen oracle net sweet offers valuable products and technical assistance to you what’s available and how do you take advantage? Peggy duvette their head of social impact reveals it all and integrated tools kayman sample ward, our social media contributor and ceo of non-profit technology network, explains the value and challenges of integrating many of your office functions, including social engagement, into a single platform like oracle met sweet and ten is in the midst of integration right now on twenty steak too. You’re twenty eighteen all this month, responsive by pursuant full service fund-raising data driven and technology enabled tony dahna slash pursuant and by wagner, cpas guiding you beyond the numbers wagner, cps dot com tell us turning payment processing into your passive revenue stream. Tony dahna may slash tony tell us here is peggy duvette with free software and consulting in twenty eighteen it’s my pleasure to welcome peggy duvette. She has been a thought leader in technology, social change and women’s leadership for over five, fifteen years as the head of social impact at oracle. In that suite, she is responsible for the donation of the nets wheat products to non-profits located around the world as well as the capacity building programs. Peggy is at peggy duvette. Peggy, welcome to the show. Well, thank you, tony and i have to be here today, it’s a pleasure. And i’m anxious to talk about what? What? What? What’s being offered because this is i want to share this with our listeners because i fear that there’s not great enough awareness on de so i want to do what we can to increase the awareness of everything that’s out there. Um, just just give us a little bit of the history. It was just a year ago. There was ah, nine point three. Billion dollars purchase of net sweet by oracle what what was what was going on there? Why? Why join forces one turned forces? I think you know, our mission is very similar to our recalling a sense that we we’re interested in accelerating the social impact of non-profits all around the world on what better way to deal with hyre recall, if you will so we can complete that mission. We’ve been blessed. And now that we are part of a recall program has grown and we’re able to support non-profits globally again, regardless of the ability to pay. And how do we do that? We do that by all means we give away a dignity donations to our software program, and we also offer capacity building services and probono services all around the world. Yeah, and we’re going to we’re going to have enough time together to get into the details of that on dh how non-profits take advantage? So i i assume this this new relationship is going well. Yes, yes, it has been going very well. First year. Okay, s so you were at you right in that sweet. Sounds like yes. That’s, right? You know, i started my background as an executive director of a nonprofit oppcoll wise earth in the bay area in california, it was a small non-profit under one for five million, and i remember as a needy, a heart it wass to, you know, to look into technology. It was overwhelming when, you know, very technical on remember trying to talk to partners, vendors, you know, leaders in the field, and it was super overwhelming. So when i found out that nest with that, sam was looking for new leadership, like that’s intriguing, you know how friend it eas to, you know, have access to an amazing technology, and then our powers many non-profits to leverage that have been quite a fantastic journey, and that meant, yeah, excellent. And now the latest, of course, the the coming together with with, with oracle, i don’t want to cause a partnership, but collaboration now and and so even greater distribution possibilities and greater possibilities for non-profits so you are responding, working within the social impact. So just before we get into detail about the offerings, just what? What is the mission of social impact within oracle net suite? Sure, our mission is to accelerate. The full impact of non-profit and so fun surprises globally, we got a list of the ability to pay with their signature programs. I mean, to date, we’ve served around a thousand non-profits we’ve offered about ten thousand hours of probono, which is, you know, they couldn’t around one point, five millions of probono hours given to our social impact restrictions and let’s, eso, let’s, go into what the offerings are, i think, for people who are aware that that you know that these donations are out there. I think people think predominately of the software, the products, but but there’s offerings beyond that. Right, i think what you need about necessary call social impact it it’s not just about that techno generation. Well, i mean, that technology is important, you know, when you think of running a non-profit what we want to put more of our resources on a program area, we still need to make sure that we manager data, that we do our report right to abort the quarter and so next is and the rpc sam, it allows you to, you know, run for operations, you know, if i want to think about an example of a social impact metoo non-profit that diverting nets with right now? I mean, i could serve the legal aid to tidy of rochester so it’s a small non-profit that provides probono legal services might in the new york area, they have around fifty employees on dh how did the leverage that street? You know, they basically been able to user accounting, self tour, get the old time insights into the costs and revenue stable toe basically said time in terms of on hardware and mention it. So those kind of services never that sexy to think about, you know, all the back and operations. And how to manage that. But at the end, when you able to spend less time on your record keeping on your back and operations and you can really support the audience that you’re trying to serve. So next witness for informer, you know, its key offering is about helping non-profits focus on the mission so they don’t have to worry about the back and operations. But as we know, you know, undertaking technology chance for another bit of any side, whether you one hundred fifty milion or if you wanted to run, it can be overwhelming. You know, alfred, you tend to jump chanpreet technology, and then you forget that it takes much more than just taking the software. So what was talking to me at the time when i joined the company is the fact that unique kind of the opposition, which is not only, you know, we will help you identify whether net suite is the right software for dignity to foryou operations, but once we’ve identified that, and if we basically affected uto through a program, then you have access to a probono services and a sweet probono offering is very people what we do is we match our employees will are experts in next week with social impact recipients, and every quarter you have access to basically probono i was from employees so it’s, very generous offering from arika net suite and like i said, two days we’ve offered around ten thousand hours of probono yeah, okay, we’re going to go out with our need to take a break shortly, and then we’ll come back and we’ll get into more detail about the especially about the software, but but also the probono in the capacity building, so you need to take a break pursuant, data driven fund-raising field guide that is their newest resource on the listener landing page, which is tony dahna slash pursuant capital p please. There is so much data available to all of us, it’s, you know, feeling like overload if you don’t know how to manage it, if you’re not being thoughtful about data management and we’re talking just about the data that you have internally. So this field guide is designed and will make data less daunting for you. This is what it’s got five high level steps you can take to translate your business objectives into action real world case studies showing you how other non-profit org’s are using data to achieve their fund-raising goals and a worksheet with thought starters to help your team find the right focus and begin building a data driven culture. It’s the data driven fund-raising field guide tony dahna may slash pursuing capital p now back to peggy duvette hi, peggy let’s talk a little more about what the technology offering is aside from a cost accountant costing cost management accounting. I know there’s cr em. What other technology? Ah, it’s helping to manage the back end. Buy-in i think you know what would recommend with technology likeness suite where you can literally, you know, run your whole operation. It’s tough with your financial first. You know, eunice with twenty financial, make sure it meets kind of you day to day operations for management for the board. And then you can expand to c r m to invent tree control to, you know, being a web store. So you get pretty much do it all and, you know, depending on non-profit we serve, they will leverage next week for a different use, obviously. But i think what’s key is because you can. Do it all and a lot of ah non-profit that we serve will tend to be attracted innocents because they have this persistent, you know, so desire to bring it all together into a unified system. So, you know, if i think of food for the hungry in canada, you know, they help comedians and developing nation in africa, asia, and and, you know, at the time they had dispersed zsystems you know, it takes time to maintain eso by basically using nest with a unified system and also take on the e commerce, they’ve been able to basically increase their fund-raising income, spend less money in tow support, but more into fund-raising so they can support more than program, it can be especially cumbersome when there’s not even a disparate programs, but there’s a combination of programs and spreadsheets, you know, trying to manage that way, you know, i see that sometimes and it’s it’s just such a drain on time and efficiency. Duitz yeah, i mean, you need to you need to use the technology that’s out there to help you lorts right, and i think what’s, even more important, you need to write you need to use the right technology because i’ve seen especially for the smaller non-profits maybe under one million, we tend to want to see that free tide would get excited, you know, critical she can, you know, i can use this, but but what i would say over and over is remember, freeze, never free. It takes time to train new staff or you volunteers, but you don’t have any staff dedicated. It takes time to implement it takes time to documenta intimidations and then you know what went stayed in her group is not that you just used next week, but you leverage message foryou, mission that’s where we want to see they used the technology on dh that leads to the second of the three offerings under under social impact. The sweet probono where net sweet employees will actually spend time with you helping you on board and leverage the technology. So let’s, talk about let’s. Talk about what’s available there buy-in yeah. So i think it goes back to what we were discussing, which he’s wants you. You’ve made the decision right with you. Bored with your constituents to undertake any technology. How do you ensure that you leverage that? Technology so it’s past kind of like a date to the operation is how do you insure that the things that happen you could actually make strategic decisions be more efficient with your reporting and so a lot of non-profits decisions from the dignity of the nation applying ana quietly basis, you know, it could be anything from, you know how to import my data into this sweet teo, for example, with canada, they recently had a probono project where they work on the dashboard on, you know, they serve a lot of non-profits that they want to be able to have the dashboard, so they understand where the service is offering are going so again, probono is being used as a way to help diving to some specific operation parts of the business. Ah, and have them understand how they can leverage next week for that piece. How much probono time r ah, are the your employees e-giving each year? What? Is there a requirement? Right? So our company’s global so today we’ve given around ten thousand i was probono right on the quality they sees, you get basically a team of two to three employees that they tend. To give him on twenty hours each. That’s pretty generous. Andi remembers, was the expert something? The biggest opportunity for the perfect is, you know, what do you need? Right? And then we able to match you with ernest it in place. You can then help you. And then, you know, if that first put it works, you can apply again the following quarter, right? This is not just a one time offering. Okay. Okay. And the help that there are that they’re providing is just around use of the the net sweet products. Yes. That’s, right? Yes, that’s, right? I don’t think we do. Also, that might be a little unusual is when people, when non-profit starts being interested in a technology donations, you know, we have a very sore application asking a lot of questions from, you know, you know, what do you intend to do? What problems that you’re trying to stall? You have a sponsor? Do you have dedicated, volunteer, dedicated staff? So we’ll have a lot of questions really prompt the non-profits really think about what it they intend to do, and we also very comfortable saying, hey, you know, did you really think about this maybe you might not be radio you may be really again, it’s very important for us to just ensure that and one does not take a dignity for the sake of taking it, but more liberating. Yeah, okay. And we’re gonna talk about the metoo process shortly, but so, yeah, so we’ll we’ll come to that. Anything else you want to say about the probono a third of this, the social impact offerings that this generous volunteer volunteerism? Yeah, another programs that were recently lunch, which is around our capacity building element is with lunch this year of financial section reading court and what it is as a non-profits kind of apply and get accepted into the program. We bring them into cohorts of, you know, between five to sixteen, you know, five to fifty non-profits and then together, they basically going to go through a twelve with programs where they are going to be learning how to set up the basic financial of next week. And and what did you have to do? This we, you know, over the years as we served? I mean, at the commercial level, we’ve served around twenty five thousand, you know, organizations so we set up a lot of you know we’ve got a lot of learning and ilsen living practices. So we basically does love this training material to have the non-profit leverage our leading practicing, andi so they have all the pre configured options, and they can set up the basic financial. So then after twelve weeks, they can actually go live on the system. And the reason we’ve been financials actually within the cohort can a format is to ensure that non-profit can learn from each other as well. Says that we know is that when you’re known undertaking such a journey, you can be a little overwhelming. And so we built for this program. You know, it has no charge. It’s sound an education, basic, but we do that once a quarter and it’s bean extremely successful and again it’s it’s about, you know, how can we help non-profits field days technical capacity on whether they have a dedicated, paid staff or fall into a run, and this is called sweet capacity. This is the third, yeah, it’s, certain moments difficult financial accelerated, oh, it’s, not called sweet capacity anymore. So we were gonna have many tr capacity is basically a lot of buildings on vehicles and finish that. Okay. Okay. So what else then is available? And so so what you were describing is that’s a twelve week provoc program. And and you just do that once, right? Because that’s really the onboarding and the implementation of yourself. Is that right? You think about it. You know, perfect scenario is your high. You get accepted, you know, you have access to, you know, our license, you know, for free to a base in mission program. Right? So you get the license, then you apply for financials. Actually, with a cohort get accepted within twelve weeks, you go live on the system with running a basic financial, and then you can start, you know, applying for probono if you want to start leveraging so the dashboard or looking to other aspects of necessary that you want to start using. Okay. And reiterate that you know, there any reason why non-profit might be interested in that tweet? You know, one could be that they are next. And, you know, they want a software that can start helping render financials, right? Yeah. Get off springstead. Yeah, another reason could be going from quickbooks. Also having this existence have been extend that wanted to be able to scale and have one basically a doctor that can do it on. Yeah, and quickbooks especially, you know, that’s not made for non-profits that’s made for businesses. Yeah. Yeah. All right, all right. Um okay. So let’s, let’s move then. So we’ve talked about the three different components of what social impact offers. What let’s talk about how you apply and what’s in what’s involved the application. You start, you start online so you could apply to two different ways. We have a partnership with a text. I hope you know, listeners here’s about takes up it’s a wonderful organizations that provide a technology of discounted rates. So if you’re interested in that suite oh, we also for like, a minute on brown toto, the software that can be discussed later. But you can go through text soup and apply there. Or you could go directly to a website as the nets without com slash social impact. Andi, you would kick on, apply it’s a pretty so application again, you know it’s important to us, that the non-profit krauz understand what it means to undertake a technology chance, so we’ll ask you a lot of questions around, you know, what problem are you trying to solve? Are you really to undertake that technology change and you have the difficult capacity, and once you apply, you know, we’ll attend me. Traitor will contact you, and then you’ll be in touch with basically people in so short, that group to discuss a can of ah ah, software. And they give you a little. Yeah, right. So so there is going to be a personal aspect of this somebody’s actually gonna talk to you. That’s, right? That’s, right? Yes. Okay. So common thing too. Yes, different talking to somebody because, you know, we understand again that non-profit please can vary depending on the size and the mission. S so it was very important for us to be able to create that personal connection. And we’re lucky to be able to do that and have the resources to do that. Andi, i want to repeat the earl it’s it’s, not sweet dot com slash social impact, right? Fact? Or of course, you know, i think it’s interesting. That okay? And you know, if i want to think about some of the data we’ve collected over the years, summers self-funding mission recipients last year eighty seven to ten off a non-profit you know, seekers were saying that next week was going them to do things that they could not do otherwise with the size of the staff and budget so small. Non-profit i could not normally afford, you know, technician that left with are finally able to do things that they couldn’t have never twinned up thirty also, this ability to divert resources to focus on your mission instead of focusing on the complexity that is true impact when you get statements like that, that we’re able to do things that we were not able to do. Pre-tax win, yeah, yes, all right, so and what what types of organizations so you’re looking for when we touched on this a little bit, but let’s, let’s flush it out. What? What kind of challenges should people be able to document it? Sounds like size is irrelevant. Tell us little more about what? What you’re looking for when you review read those applications, right? Yeah, no, totally so yes, size is a real event and it’s important to us because we really want to support non-profit oh, non-profits regardless of their ability to pay and so it’s not perfect at a budget, you know, we’ll have a team that can help them if they don’t have a budget. We also have the social group that can help them, you know, again, it goes back to why, you know, why do non-profit need technology for the operation again? I think what’s important? Are you trying to solve? You know, do you have a problem? That’s accepting emissions and your delivery ofthe program? And if that’s so you need more transparency young, exponential, you know, i’d be able to have reports to board on the time you matter are used for countless hours creating those reported yes, every color, every boardmember sweet, definitely in the right position for you, andi. So, you know, we will ask you those questions for the application, nothing that will ask you as well, you know, is what kind of system are you currently using? Because if you’re using this system, i’m not a powerful, but you’re not leveraging this. Maybe you’re into another system that you want average might. Not be the right thing on, so we’ll definitely ask you about. You know what system you’re using to generate you, but your actual, too. When your perils that compass, if people all of that on dh, then we’ll ask you about some of the challenges that you’re willing to work on. You know, with your staff, a newborn. Is it important that the that the board is involved in this process? I wouldn’t sit in for its importance, i think what’s more important is whether the person that’s interested in doing that changes is an executive monster we’ve seen over the years, especially when it’s technology implementation that it’s important to have an executive bouncer meaning either add management level or boat level that support kind of the shit of technology because, again, it takes a lot of effort to intimate and then to train and volunteers. Yeah, it’s ok. Eso having a sponsor and it sounds like, you know all this leads me to believe, you know, you don’t want this software whether donated, have paid for, um, languishing on dh not being leveraged that’s, right? And if you look at, you know, at and ten right and ten released a report every year, i think that the failure redder, contextually implementations one fifty percent in the u s mom, i know this is why it’s so important to us as a people fear of the education that they really ask themselves the question, right? How many hours is the person responsible to manage intimidation is willing to allocate, right? I mean, you know what? You could have spent training. And documenting the implementation i value we know in the nonprofit sector people who take right there’s a lot of changing that you don’t want to invest in a new technology, and then a month later, as that person leaves yeah, right, there’s no continuity. Yeah, yeah, yeah, we know in ten. Very well on non-profit radio amy sample ward, their ceo is our social media contributor she’s on each month, right? Amy is ordered for nine in-kind is actually literally going through an implementation with that right now. Really? Oh, excellent. Oh, actually, right next time, maybes on i’m gonna quiz you about how it’s going. Okay, outstanding that’s it well, it’s a great organization to smartly leverage technology that they should be able to give you some wonderful testimonials further on, we bless. Like i said, we have non-profits oppcoll size, you know, sex of global, which is a pretty good politic organizations, right? We have, you know, we may have that legal aid society in russia. So that’s tiny again interest is, you know, if you’re ready, we here and we could to support your the foundation center is another good example there they’re very big throughout. The country i’ve spoken, they’re here at the headquarters in new york foundation center as a ah uses that uses you extensively. That’s, right. That is an excellent excellent. All right, we have about a minute and a half left. Peggy, what do you want to leave us with to encourage non-profit t seek you out? I mean, nothing of all. I think of the industry and heart technology’s evolving. You know, as some prosecutors, we need to leverage better technologies for missions. Right? So i want her and critter leaders out there, tio, you know, to the diligent work explore, you know, really explore what problems they’re trying to solve it. They can really, you know, ken of the back and operations. So they get the commission, and our tony street is here. You know, we’re here to help the sector. We’re here for the long term and would be delighted to help you. So that journey if you if you wish and desire to do so with us. All right. Excellent. Peggy, thank you very much. My pleasure. Thank you very much. She’s at peggy duvette dvt. And again, if you want to apply, you can either do it through text soup or at net st. Dot com slash social impact. We need to take a break. Wagner, cpas here is a testimonial quote. I was new at my position when i began working with wagner cpas. My confidence has grown knowing that i can rely on the professionals at wagner to answer any questions and make recommendations that will ensure the success of our non-profit parenthetical. Here we see the sea piela going beyond the numbers close parenthetical. We were given a sound advice enabling us to increase investment income while at the same time protecting assets. Parenthetical here was seethe see piela going way beyond the audit that they were hired to do. Close parenthetical. I trust and respect our audit team and look forward to their annual visit. End quote. No need for parasitical parenthetical because we just ended the quote. And here we see this pepe doing so well that their client looks forward to their return in the next audit season. This is from an unnamed but nonetheless reputable midsize midwest religious organization. So check out rechner. If you use them, then you can expect them to go beyond the numbers for you. You’ll start looking forward to your orders. Is that realize that even possible you’re looking forward to your audit season? Well, mr or miss midwest religious organization says it israel it can be you. You know you can trust the word religious organization. They’re not gonna lie. If you don’t trust them, you can trust me. And if you don’t trust me, then there’s your life. Your life has no meaning. I regret i feel bad. I feel awful for you. Trust us. Trust us. Here. It non-profit radio. All right, so we’re a little i got a little off the path there, but the point is whether cpas way beyond the numbers, you know, look at how they’re coddling this client. It’s. Amazing. You can work with heat coach tomb, you coach tomb has been on the show twice. You could check him out to ten. Seventeen and a eight, seventeen. Fifteen two shows he’s been on weinger cps dot com. Now, time for tony’s. Take two all this month on non-profit radio it’s, your twenty eighteen planning starting today and for all of january were all about your twenty eighteen plans. Would you like free business coaching in? Twenty eighteen we just heard about free software and an implementation and capacity building consulting about business marketing coaching in twenty eighteen we’re goingto have guessed from score tell you all about that what is the new tax law mean for your twenty eighteen fund-raising plan? Jean takagi is going to parse it all out. Maria simple will have her twenty eighteen plan. Any sample ward we back later this month with her twenty eighteen plan. Andi, i’m going to do start your plan giving in twenty eighteen. I said that wrong. I’m going to do start your plan giving in twenty eighteen emphasis on the wrong part of that sentence. And i should’ve been on the on the subject of instead of the somme junked of many of these are pre recorded. Oh, yes. On a day where we had studio technical problems. So i apologize in advance for the poor sound quality. I mean, they’re horrible, but they’re not up to ah, not up to the typical non-profit radio standards all this month, your twenty eighteen plans, all you need to do is listen. That’s it. That is tony steak too. And speaking of listeners we gotta do. The live love it’s going out it’s going it’s rampant west palm beach, florida. Portland, oregon. Framingham, massachusetts. White plains, new york, germany, guten tag son ramon, california, xero oshima, tokyo and toko ri zawa, japan. Konnichiwa! Rosenberg, texas. Lansdale, pennsylvania. Tampa, florida. Woodbridge, woodbridge, new jersey you’re pissing me off. I want you to identify yourself. I demand it. You’d identify or stopped listening. You are so under my skin. It’s unbelievable. Woodbridge, new jersey now live! Listen love out to woodbridge, the netherlands live listen love to you and the united kingdom of course, i don’t know whether it’s ah england, northern ireland, scotland, wales by population, of course it would be englund, but that’s that’s what? The probability can’t be certain united kingdom live listener love to you wherever whichever nation you are in the podcast pleasantries. Thank you so much for being part of our podcast audience know the vast majority of you, it’s, probably like two thirds or so are catching us on itunes, and then stitch is number two and that drops down to, like eight percent or so. So it’s a big difference between number one or number two and then lots of small podcast platform’s doesn’t matter which everyone you’re you’re ah acquiring non-profit radio from pleasantries to you and the affiliate affections to our am and fm stations throughout the country. Another one maybe coming on. I don’t want to jinx it. Another one may be coming. Yeah, yeah. In any case for the current am and fm affiliate listeners affections to you and chef award she’s here, she’s, our social media contributor. Yes, standby, please. While i give you your august introduction that you you’re deserving of hyre a zoo because you’re in august personage. So you deserve in august introduction, our social media contributor and ceo of intend the non-profit technology network. Her most recent car, third book, social change. Anytime everywhere about online multi-channel engagement, you’ll find her at amy, sample, ward, dot or ge and at amy rs ward hello and happy new year. Yeah, happy twenty eight, thank you very much. Thank you for joining us for amy’s twenty eighteen plan. Yeah, it makes sense, and i had a segment called amy’s twenty eighteen plants figured it made sense to bring you on and do it. Does that sound that sound logical? You’re the aptly named you know, you’re the aptly named guest for the amy’s twenty eighteen plan segment that’s all i’m saying so that sounds great. So you had good holidays first? Yeah, good holidays. That and an office was closed, so everybody was taking the whole last week of the year off, eyes the week between d’oh um, okay, so let’s talk about well, you’re you’re gonna be i didn’t mean to confuse you or the listeners. You’re going to be joining us for amy’s twenty eighteen plan that’s later this month. Today we’re talking about integrated tools. Sorry about that. Did iraq? I could use myself. Sometimes you confuse me a little, but i figured i would just roll with it. You wanted to have i amuse myself and also confused myself. Now, of course, today we’re talking about the integrated tools was confusing with tony. Stick to what i just said you’re gonna be on for amy’s twenty eighteen plan that’s later this month. I believe that’s going to be twenty sixth of january. Okay, so first i have to ask. You know, i was i was pleasantly surprised when i was talking to peggy that was obviously pre recorded, but to find out that in ten is taking advantage of the oracle, that sweet offerings. So how’s it going well? We were not up and running in it yet. Cohort programs that peggy was talking about eyes, something that antenna has participated in. And in what is probably not recommended for a technology migration, we had a staffing change for the staff person who was leading the micro wave. Just she and i talked about that. I’m sorry she and i talked about that. You need tohave you need to have consistency across. Exactly. So what was really beneficial, though, is that the consistency across ended up actually really being the probono team because they had been a part of, you know, facilitating the cohort that anton was a part of in addition to a number of other organizations, kind of going through the setup and decision making process for how you want to implement the tool. Andi, all of their process include kind of worked bucks, sir. Worksheets. You know where you’re kind of tracking? Ok, this is how we want our piano report toe work or this is the new chart of accounts were going to use, you know, whatever you’re putting into the system, you’re kind of tracking that and work sheets. So we had both documentation and the probono team that were consistent, even though the staff lead changed during the process, which i think is pretty unique for a software migration that people may be going through, and we’re now hopefully, in a month we’ll be, you know, over and using that as the primary system versus existing systems were getting close, all right, that’s, a that’s a big deal than this migration tio this integrated platform that’s going to be a big deal that’s an important time for you. Well, at least for now, it will be just as integrated as our existing solutions are. It will just hopefully be more dynamic and robust with that data management that it has and all of that, we use it primarily for the financial accounting, even though next week itself has many different. Okay, i see. So you are. You’re integrated now you’re on a platform, whatever. It’s integrated now, but you’re looking for more robust sounds like data data analysis report. Okay, excellent. Excellent. Now one of the things that she asked do you feel that there’s anything like technology wise that holds you back programmatically at ten? Yeah or no, you might not feel that way. I mean, wait, we try really hard to not let our technology dictates our programmatic decision, which is a challenge. That’s not the world that technology is built in right technology has built with the assumption that, like, once you use our software, everything will be better, because of course we’ve thought of everything, and we know exactly how your data should be structured and all of that which any of us, that our users no that’s, never the case, but so we try really hard to not let technology dictate our program decisions or plans, and i would say that then creates more of the challenges for us because we are we’re not saying, oh, what could this tool do? Cool, let’s do that were saying, what do our community members need? What we want? What do our programs necessitate? Oh, well, way don’t have a way to do that with our technology, so we run into more challenges that way, and then try and you know find solutions or create solutions. And honestly, i think a staff position that so many organizations don’t have that in ten does have it means we are able to in house create solutions with those problems come up is that we have a web developer in addition to a nice director on staff, so together they can, you know, work with staff to figure out what it is we’re trying to dio identifies cem, you know, possible solutions and then actually go build them and implement them in to our you know, whether it’s our website, that single sign on khun work for this tool we’re trying to add or you whatever it is. Ok? Yes, i see the value of a web developer, a coder, someone who codes and designs web solutions. You have that. You have an employee. Does that? Yeah. Okay, exactly. I would say most of what? What? There. Building and designing our integration. They’re figuring out okay. Well, if this data exists in the database but we wantto be able to make sure this part of the website is dynamic or we want to able to send an email message, you know, as soon as somebody takes that actions. How do we get all of these different systems? Talk to each other and that’s what they’re designing and implementing. All right, so, so consistent with that. No, we were talking about integrated tools, andi, we’ve already, you know, scratch the surface of it. But anything more you want to add about what, what the value of this is. I mean, how how robust it can be when you’ve got the right sweet together and data analysis. And now everything the platform supposed be doing is is humming. Yeah, i mean, there, it’s just so hard for me to try and and justify it because it’s hard for me, tio imagine not wanting everything to be integrated. You know, the power of knowing that all of your staff are on ly doing the things that humans can dio and one of the things that a computer or your website or your database continue to not work in their time doing those things. It’s huge, you know, and it means that they can, instead of having to and her data or try and, you know, run a report and put it into excel and do a bunch. Of things to figure out their answer that those things can be automated, then you know that community members are just going to get the email notifications that they need or the reminders that they need automatic when they need to get them with all the information that’s correct and that staff are there just to respond when somebody replies that email and says, oh, i can’t make it to the class. What can ideo great? That staff person only spent five minutes today, you know, helping somebody who needs to change their registration vs two hours, trying to figure out who to send a notification to which information they need. You know, i think it’s just non-profits are chronically talking about how we’re understaffed. We don’t have enough time, so let the robot do as much of the work for you as they can so that the few staff you have in the few dollars you have are going to the most important work. Yes, please leverage technology. I mean that’s. Why that’s? Why places like and ten and ten dot org’s that’s. Why it exists tech soup. You know the oracle net suite idealware. I mean, this is why these organisations exist to help you leverage technology i could be on such a soap box if we don’t have only two minutes left no, but you so that you know, i think for some organizations that feels really overwhelming on one side because it just feels like, how are we ever going to get all these presents talk to each other, but on the other side and that’s kind of a technical project management solution, right? Like, well, let’s, just figure out how we get them to talk to each other on the other side, i also hear from from organizations that well, if we automate things and they won’t be personal and that’s really what you know our community expects from us on dh, we’re just not going to automate things because it’ll lose. It’ll feel, you know, generic, and they’ll lose that human touch. I really don’t believe that. I mean, unless you’re on ly able to write emails that sound like a robot wrote them, you know, you can still write a very personal sounding, human sounding message and have that be the notification, you know, it doesn’t mean you need to be automating like your own personal outreach. But just all of those standardised things. They could still be written nicely. You can still do a be testing on them. You could still, you know, quarterly. Go in and say let’s, change the subject lines and see if he’s get better results. You can still do a lot to make them better and better and better. But you are not manually writing them every day. Yeah, you can. You can automate with personalization, the things they’re not. These things are not mutually exclusive. Okay? And we’re gonna go out for a break. When we come back, i’m going to ask you if you can take off a couple more things that you feel machines should be doing. You mentioned e mail or email? You mentioned data entry. Maybe you could take off a couple of things that even, you know, you know, if it’s in ten or not, but things that common routine things that machines should be doing for us when and so we can reduce this burden of feeling understaffed all the time. All right, take a break. Tell us. Credit card and payment processing. Check out the video. It’s at tony. Dahna slash tony, tell us and this video is going to run you through how businesses that you would refer to tell us, make the switch over there how you get fifty percent of the revenue that tell us earns remember that’s a that’s a that’s revenue with a long tail, fifty percent of everything tell us gets from the businesses you refer one hundred percent satisfaction rate, the pressure match guarantee that they’ve got and remember as a non-profit radio listener, you go beyond that, you get two hundred fifty dollars, if tell us cannot save a business money on its fees. Um then today, easy out if a business isn’t satisfied, but tell us has a hundred percent satisfaction rate among the businesses and non-profits so, you know, you don’t have to worry about that, but it’s there think about the businesses that this makes sense for and after you watch it, send them to the video like local supermarket, and i hope they have a large organic section at least lots of produce organic produce choices, thegame shop, warcraft, league of legends i don’t even talking about the liquor store i like when they have limes at the checkout that’s very, very convenient for my gin and tonics. I appreciate that the restaurant’s if the service is good, don’t i don’t like abrupt or an attentive servers st avoid those places, get them to watch the video after you watch it. Ask if they’ll consider switching to tell us and this would be revenue for you for the long term each month. Tony dahna em, eh slash tony, tell us for the video now, let’s, go back to amy sample ward. We’re talking about integrated tools. I put her on the spot. But she’s such a superstar that i know more pushes the ceo of intense. So i bet she’s probably got more examples that we have time for things. Amy, what should machines be doing for us that you feel non-profits are not leveraging. Well, a big one. I’m just thinking about, you know, so much of the non-profit radio community is fundraisers. Ah, huge one that i think a lot of organizations don’t take advantage of it, letting your data, whether that’s, your website or your database, et cetera do some of that predictive thinking for you and then just send you, you know, if they don’t automation isn’t just focused on automating things for your community. This is also automating things for yourself and your staff. So sending you a notification of hey it’s been six months since the donation from x y z you know you could put in these these are our lead pearly donors. Hey it’s been too long since the last date. Yeah here’s your reminder to go, you know, asked him out to lunch or something that i d’oh because i found really helpful and then then we don’t have a lot of really high dollar donations. And when when we do have those there’s, you know normally more of our relationship there and all of that, but any time there’s a donation, even if it’s a one dollar donation, i have set up a person so that when the person who made bad donation gets like the, you know, the normal system thank you, message and all that i’m i’m actually bc seed so i can reply to it and add a personal message on top and almost, you know, easily ninety percent of the time people then respond to that right away and it turns into hey let’s set up a call or i would love to see it with that event. We’re both going teo et cetera, and it really helps with that relationship building. But i let the computer tell me i didn’t spend, you know every week have to remember to go into the database and run a query to see if anybody’s donated as soon as they donate. I’m bc feed on the email that thanks for that so little pieces that that again focused my energy on the relationship side and not on running the numbers and, you know, exporting a report from the database every week so that you’re that you’re on time and even that and even then you wouldn’t have to do it every day, every hour. Teo to be as prompt as the bcc reminder that the bcc thatyou get yeah, okay that’s an awesome one. Alright, what help us but i because when you another one that we use a lot of here is automating. This is going to feel much more technical, technical than the last suggestion, but automating a lot of sinks between our different systems, even though that data isn’t necessarily impacting what they displayed on the website or shows up in the online community, we still want to make sure that our central database has at any moment all the right data, comprehensively across, you know, a single community member, so we’ve automated a lot of data sinks again, even though, you know, i’m sure that some people would say it’s not necessary, because, it’s, just, you know, that data isn’t technically going anywhere, controlling anything it’s really important for us that if we go the database and we look up tony martignetti we know everything that you’re doing so that we don’t just say, oh, well, doesn’t look like tony’s ever participated actually, you have all this activity over here say, in one of our online group, we want to make sure we see all of that, so we’ve automated a lot of those sinks, and the benefit of that is that we can also then set up loss of dynamic, we would say dynamic cleary’s, but technically segments so that when we design, say, a new email campaign over in the other channel, we could query against all kinds of really rich pivetti history. Have you registered for events? Have you donated are you remember? They could say, are you somebody that regularly posts in the discussion group and have attended online event? You know, a way we can more realistically engage with you? Because we know really what? Ugo yeah, and it’s all it’s all carry a ble all these attributes are queria ble. So you, khun hyper define the type of person you want toe send this new campaign too, exactly, and to be merry wonky about it. And maybe we could talk about this some other time, but and ten has a kind of four outcome impact evaluation plan, and in one one of those outcome areas is that and tens work and impact is increasing the number of what we call technology champions in organizations. So it doesn’t matter what your title is, but it’s people who, you know kind of understand that technology is central to what they mean to do, regardless of what team they’re on and that they’re comfortable managing it, making decisions and all the things that intense trying todo i had to create some sort of measurement around how many quote unquote technology champions there are we have created on algorithm that has a different point values for different activities that you’ve done within ten, some of them expire after a week, some of them expire after years with the most hyre later so it’s a very, very involved, dynamic algorithm, and because we have a central data repository that brings in all of those different activities that youve done with us across different systems were then able tto have a rich algorithm that says, actually, here is the number of people we consider attacks champion instead of saying, well, we intend wants to measure our impact. So i guess how many people came to the ntc, right and feeling really limited by system because we’ve integrated them were ableto have what we think is a much more kind of realistic you yeah, yeah, yeah, i mean, the number of attendees and we always talk about that, i always ask you and and thankfully the trajectory is always rising, but that’s really a vanity metric. You could have twenty, five hundred people at a conference and lousy speakers and there wasn’t much engagement, and the food was terry. I mean, right down to the food is poor and the the calendar wasn’t. Well organized, the communications were poor. The wifi didn’t work. But we have twenty, twenty, eight hundred people were had twenty, five hundred last year, so our impact is better. No. Yeah. Okay. That’s all right, all right. Let’s, move to some of the challenges. You know, i hope we’ve i hope we’ve covered motivation for god’s sake. You know, if you are always like amy said, if you are thinking that you are understaffed all the time, you just don’t have enough people to do the things that you need to do, then use it. Call on these organizations once i ticked off before and ten oracle net sweet idealware tech soup, let them help you with technology. And so that your your staff can like amy said, focus on what onley humans khun do and get the machine’s doing that. The routine wrote stuff that you don’t realize is routine and wrote and it’ll free up time and you won’t be understaffed. Gosh, you know, i feel like joe scarborough was on, so yeah, you know, i think what comes up often for organizations, at least in the end and community is once everything and you could think about this. And you know any other kind of area of your life once everything is integrated and tied together like a car, you know, when something seems to break, it can often time, especially for an organization who has relied on outside experts or probono services, etcetera to set them up, it can be hard or feel very dante nw to diagnose. Well, what is the part that’s broken right on. Sometimes we erroneously and problem solve that right to figure out. Okay, well, even if we have a suspicion of what we think is broken, how do we solve it? If again, it’s still part of this connected? Yeah. And sometimes we erroneously blame, blame technology or erroneously blame people because we we haven’t really adequately tested whether where the real problem is, and then we go down a wormhole chasing something that’s, not the real cause of the problem. All right, directly. And, you know, i would just remind folks that even if it does feel daunting, like we have all this integrated systems and now something is broken, i would still argue that you’re in a better position to try and have ah, quick fix kind. Of band aid work around and then create a better solution in an integrated system set up than you are if you have isolated systems, because what does that mean in a world where you have isolated systems? If something breaks that entire tool, whether it’s housing data or messages or whatever is currently out right in an integrated system, you mean you think of it like your body, right? Like one arm doesn’t feel great right now, but it’s part of your whole body, you can adjust the way you walk or list with your other arm or whatever, in in in a totally independent system set up. You would just say, okay, well, that arm is now on, and maybe it’ll come back, maybe it won’t, because you don’t have your not ableto leverage everything else. I’m sorry we have to leave it there. She’s, our social media contributor ceo of inten she’s at amy rs ward. Thank you so much, amy. Thank you. Next week, free coaching in twenty eighteen and maria’s twenty eighteen plan. If you missed any part of today’s show, i beseech you, find it on tony martignetti dot com were supported by pursuing online tools for small and midsize non-profits data driven and technology enabled. Twenty dahna slash pursuant wagner, sepa is guiding you beyond the numbers. Weinger cps dot com tellers, credit card payment processing, your passive revenue stream. Tony dahna slash tony tell us our creative producers. Claire miree off sam liebowitz is the line producer. Shows social media is by susan chavez thiss wonderful music is by scott steiner. Brooklyn with me next week for non-profit radio big non-profit ideas for the other ninety five percent go out and be green. What’s not to love about non-profit radio tony gets the best guests check this out from seth godin this’s the first revolution since tv nineteen fifty and henry ford nineteen twenty it’s the revolution of our lifetime here’s a smart, simple idea from craigslist founder craig newmark insights orn presentation or anything? People don’t really need the fancy stuff they need something which is simple and fast. When’s the best time to post on facebook facebook’s andrew noise nose at traffic is at an all time hyre on nine am or eight pm so that’s when you should be posting your most meaningful post here’s aria finger ceo of do something dot or ge young people are not going to be involved in social change if it’s boring and they don’t see the impact of what they’re doing so you gotta make it fun and applicable to these young people look so otherwise a fifteen and sixteen year old they have better things to do if they have xbox, they have tv, they have their cell phones me dar is the founder of idealised took two or three years for foundation staff to sort of dane toe, add a email address their card. It was like it was phone. This email thing is right and that’s why should i give it away? Charles best founded donors choose dot or ge somehow they’ve gotten in touch kind of off line as it were on dh and no two exchanges of brownies and visits and physical gifts. 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Nonprofit Radio for December 22, 2017: Recruiting Your Next CEO

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My Guest:

Dennis Miller: Recruiting Your Next CEO

“As a board member of a nonprofit organization, the most important responsibility you are likely to assume will be to hire your chief executive officer.” So starts the book, “A Guide To Recruiting Your Next CEO.” Whether you’re on a board or work with one, you need to know what’s what for this critical duty. Author Dennis Miller walks us through.

 

 


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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. Oh, i’m glad you’re with me. I’d get slapped with a diagnosis of cattle lep c if you tried to hypnotize me into the idea that you missed today’s show recruiting your next ceo as a board member of a nonprofit organization, the most important responsibility you are likely to assume will be the hyre your chief executive officer. So starts the book a guide to recruiting your next ceo, whether you’re on a board or work with one, you need to know what’s what for this critical board duty author dennis miller returns to walk us through on twenty state too next month’s non-profit radio we’re sponsored by pursuant full service fund-raising data driven and technology enabled tony dahna slash pursuant and by wagner. Sepa is guiding you beyond the numbers wittner, cpas, dot com you’re not a business you’re non-profit appaloosa accounting software designed for non-profits non-profit wizard dot com tell us turning payment processing into your passive revenue stream tony dot m a slash tony tell us i’m glad that i can welcome dennis miller back then a c miller he’s, a strategic leadership coach and executive search consultant with more than thirty five years experience working with non-profit board leadership and chief executives across the country. He’s, managing director of the non-profit search group, an executive recruiting firm. His latest book, his fifth, is a guide to recruiting your next ceo. The executive search handbook for non-profit boards you’ll find dennis and his book at dennis c miller dot com he’s at dennis c miller and i’m very glad that his book brings him back to non-profit radio. Welcome back, dennis c miller happy to be back, tony way happy well happened years coming up. Yes, stopping here. That’s appropriate. I’m sorry. Thank you. And to you what does the sea foreign dennis, c miller, dot com and charles that’s my father’s name. So, so many dennis mellows and grammar school in high school, we put my seeing and i’m very proud to be a similar dennis charles. All right, you don’t mind if i don’t call you tennessee miller the whole hour, though, i just call me yet that it’s anything you’re like. Okay, now. Dennis overviewing i just have to be it has to be anymore denigrating the dentist, then it’s fine, now you’re by phone, you’re in, you’re in los angeles, is that right? Yeah, i’m actually in the los angeles area of isn’t that it’s a business appear this week and now we’re spending time. My wife and i went our two sons on their families and grandson out here and los angeles and heading up to santa monica santa monica pier, right after the show. So good. All right, well, we won’t hold you up. In fact, if you want take off now, we can just back the whole thing. Did you do you need to go public transportation is going to leave in five minutes or something or you’re okay. You’re okay for the hour. Okay. Now remember the last time you were here? You almost had a heart attack. You were running down the street. You were late. Your your, um your cheeks were rosy. Your heavy breathing. You needed a few minutes to take deep breaths. So now you’ve after to go to los angeles. And this way you can call him by phone. Well, okay, you don’t. Worry about running running to the studio. Okay, okay. You didn’t have a heart attack. You know what i was saying? I really have no salmon. Naralo were had a regular. You may have. No, you did. You had a high. You’re definitely out of my heart because your face was red. All right, why do we need this book? Why are you causing trouble with this tome? Well, think about it that there’s probably over a million more more than a million non-profits around the country and with the number of people that are just paid to retire over the next five plus years on any research, uh, just staggering sometimes close a seventy five percent. The ah the vast majority of people went into the non public sector and leadership positions where baby boomers from the sixties and seventies went to sort of the cultural change and wanted to commit themselves to having a big impact in the communion. So there’s, a lot of retirement going on, and the the biggest responsibility that a member of the board can have is selecting the next ceo. And then on top of that, when you think about the challenges of the environment in the non public sector, the leadership conferences have been dramatically changing, so it’s an important time for board members to understand what is needed to recruit the next ceo that’s why i wrote the book ok, seventy five percent turnover in the next ten years we’re going to have i’m probably less i mean, it’s, it’s quite a bit, if you think about people that grew up in the sixties and seventies, where you know it’s now two thousand, you know, seventeen and people in their sixties and thinking about stepping down another part of life and a lot of recruitment gonna be needed get latto leadership so it’s going to be required for this sector. Now, one of the opening questions is whether we should go this recruitment alone or hyre a such consultant now you’re you’re biased. You say that in the book you’re biased, but, you know, can you weigh the pros and cons for us? You know, so i’m biased certainly wasn’t if someone if someone wants to go about it a lot, i think the book will help them with that for sure you want to go in alone is this year. You have people on the board or staff with the expertise and recruiting. Do you have the time commitment that’s going to be needed for the board members, too? Not only identify the profile of the next candidate, but spending the time and now is reaching out and screening candidates. So there’s a lot of work involved that lay out those except in the search committee. Klaus is here. I think that what a lot of people doing today is realizing that, you know, whatever the figures that they’re going to be paying and most trees probably in area someplace between twenty to thirty five percent are cases. Twenty five that the advertiser over five years and sometimes really not that high. And yet. So you want to have an expertise this like anything else? If he needed a lawyer of financial account, you’d be hiring someone. It’s a challenging thing to go about on your own and the other aspect, tony, uh, for people who want to go about on their own is by just posting sort of adds a social media. Whatever you going toe on ly get the people that are looking for a job. And you know no either how good they are. However performing they are. Well, if they’re happy, a search from is going to recruit people that are not looking for that job. And that’s part of what you want. What i have that those percentages thatyou quoted that’s of the first year cash compensation. Is that yes. So someone makes ah a position whether the ceo our c f o r development amglobal to say the position i was one hundred thousand dollars. You know, the average three is going to be, you know, twenty five thousand dollars. But if this day five years it’s five thousand dollars a year which comes out to be about a hundred dollars a week or twenty hours of any and, you know the thing about it’s, probably the smartest investments that aboard would want to make. Okay, noah particularly because the right person and they stay for a period of time. It it’s okay. And i guess the main advantage of going on your own is your saving that fee. Well, you saving the fee, but you also, you know, better be prepared for the time that your board is gonna have that so that you poisoned cons here, but most most really good organizations will use the search from for certain keys positions. Okay, okay. Um, let’s say we just have about a minute before ah, first break, dennis so let’s, just identify that this ceo change is not something necessarily to be feared. I mean, just in a minute or so, this could be an opportunity, a great opportunity. Well, that’s, how you look at him and i were doing a search right now when we’ve got the finalists been seen by the search committee and in beginning this is that this is the first time this organization has used a search firm. And, you know, they admitted they made some mistakes in the past. But you’ve got to go from, you know, not a crisis, too. This is a phenomenal opportunity, too. I just take it, get a new leader. But i have an assessment of your organization and have some advice and give me and people get on the board. And we’ve been here for quite a while. Or fairly new it’s a exciting time to take a first look atyou organization. So it if the glass is half full it’s i look at it is very exciting times one organization, most clients feel the same way, all right? And we’re gonna talk about that. That assessment right after this right now. Time to take a break pursuant. Proven strategies for stewardship. That is their oh so timely webinar replay for you stewardship strategies, because lots of people giving right this quarter this month how do you keep them giving year after year after year? You know how costly it is to lose donors and replace them. We know nationwide that donor attrition is around seventy five percent annually. Sad that’s ah that’s supposed to be ah, supposed to be our president tweeting sad. But if you have to tell the judge, you have to tell what it is then it doesn’t work. Ah, but but maybe it did work. I’m not there to listen to you laugh. So maybe it worked out fine, so i didn’t need to. Rachel and kathy are going to give you examples of top thank you’s. They talk about automation without sacrificing personalization. They have free templates for you to use. And if you don’t mind, i would like to throw in that the value. Of the personal touch of handwritten notes for your special donors, all proven stewardship strategies. You’ll find that webinar at tony dahna em, a slash pursuant capital p now, back to dennis miller and his book, recruiting, ah, guide to recruiting your next ceo and dennis similar so let’s, talk about that. That possibility for assessment. You, uh, you say that you might. I considered doing strategic planning. I guess if you have time before getting into the recruiting process for the next ceo. Yeah, well, the you know, the question always is, you know what comes first, right? Chicken or the egg? Tony, do your hyre our ceo or d’you hyre our chief development officer before you have a plan and and kind of it’s up it’s up to the client, the organization, but give you a couple examples, whites sort of better toe at least an idea of where you want to go and what you want to achieve. So let’s say, uh, you want it, you go out and hyre ceo hoping that day will build your plan and let some party of plan is to be more involved in philanthropy maur involved in cultivating. So seeing donors? What if that seo hee just hyre doesn’t have that experience will now you’re stuck. So what if your needs is to grow? You’re bored and you, seo yi sa doesn’t have that so one of the things that i recommend the clients is that’s not necessarily happen to have a full blown strategic plan, but certainly it’s a good idea to have a real sense of your strategic vision where you had it, where you want to head, what some of the big strategic goals you have, um, what things that you need to get done, and then obviously it’s much easier to in to identify that the characteristics on the qualities and experience of the ceo. So you bring someone on board who is the right cultural fit for your organization. So that’s, why it’s important to take a look at kind of way you want to go before you just went on board? You say that if you’re not going to do a full, full blown strategic plan planning process, you want to at least identify what your organizational goals are? Yeah, i mean, i think there are some people that, you know don’t do oppcoll bonem metoo plan, i think that you could do that, but i think more importantly, uh, what you want to do and a good search from what we do is we do sort of an assessment of where you’re at in your life, uh, cycle as an organization and as a board um, and then we interview members of your board and you’re seeing your team to get a sense of where you’re at that helped us for magically beginning the onboarding plus is what your next ceo? So we know kind of what their challenges are versus going about it blind, so i do think that you wanna have, and i point this out in the book, you want to have a sense of your strategic vision, we’re heading and pick up some of the key goals you’re having here. So when you’re interviewing kayman thatyou want, make sure they’re lined with those gold here and it makes a much smoother transition, some of the goals you you lay out besides mission envision our fund-raising and development, you know what you want do around that you’re bored ceo relationship, your programs and services and of course, you know, the book explains what goes into detail on each of those, but, um, yeah, i would have a couple of it, certainly. You know, your organizational capacity. What do you have in terms of leadership development? Do you have ah plan to develop the people you have there? What’s going on with you border. You’re building the right board. Are you branding the organization and communicating with the impact you’re having is important things today. So there’s a lot of ah, strategic goals, that one. Should be having with this process and you want to get a sort of buy-in from your board and have the new ceo committed help temple with this upleaf and okay, so this new ceo is gonna have need to have some skills on dh you make the point that you don’t want to be constrained by what the what the skills and talents of the existing ceo are. We want to be thinking beyond that, i mean, that’s that’s part of what this organizational either planning or identifying the goals is going to do is help you look forward, not current, you know, you just don’t want you don’t want to just replicate the current ceo’s talents, but you want to build on those for the future and you identify a whole bunch of, you know, potential skills that you might be looking for a visionary thinker, entrepreneurial spirit, relationship builder, etcetera. But you want to be going beyond the current? Yeah, i mean, it’s easy question when you have someone, you know, you know what kind of kind of see what you’re looking for? And then the person who has been in the job, you know, for the past ten, fifty years, your name is surely people we’d like someone like charlie. Well, maybe you do. Maybe you don’t. I think that the challenges that you previously eoe had maybe sell it, but they also be very different. And one of things that you just mentioned that i have in the book, in another books, in my work i do, tony is the idea of today’s competencies for ah, executive leadership in on public sector, dramatically different than they were five, ten years ago. There’s nothing wrong with what they were in the past. You know, aboard we’ll look for someone who was a a mission based person who could have built a good relation of in the community, probably someone who could manage people in programs and perhaps someone who could go out get a grant. Though their skills are still important today, they look for more than just skills. But competition traits such as they want a visionary thinker today, when the past the ceo or executive director would implement the board’s vision. Today, boards are looking for ceos to create their own vision cream organization. I want a visionary thinker, which takes coverage of grey. Division number two certainly. People want the idea of relationship will the building relationships outside inside the organization? Uh, someone who’s, a social entrepreneur who can help develop the resource is in partnership that you need not just managed him when you got so is the whole siri’s of conferences that identifying the book, including, you know, today being a collaborate it’s, not about how big of a budget you have in control it’s about collaboration. So, yes, there is a lot of new compass out there for ceos and executive represented, but i use the term song with ceo. Exactly. Director? Yeah. That’s a fair that’s. Fair fares. Similarities. Of course. I did have a guest years ago. Eugene fram. He was a professor that i think he was a university of rochester. Andi made a case that he wanted it to be the ceo. He he felt that chief executive officer conveys a greater gravitas than executive director and ceo. That chief executive makes it less likely. Now it doesn’t make no guarantee, but less likely that board members will get involved in the nitty gritty the day to day management, you know, be be micromanaging ceo versus an executive director? I don’t. Do you have any preference for one over there? I know the book uses anonymously, but you have a preference for one. Over the other day, i d’oh you know, tony it’s a point you’re raises a really good one. And i do highly in the book of my work. But i do think today the more contemporary title is chief executive officer. Um, the more contemporary title is bored shiver support president what you kind the past is, um, it may just be words, but i think they have a lot of connotations. They do hide them so i’d like to see board chair for sport president. I think the top late personal pipe paid for sex should be the president ceo. And i think that was provoc pulawski right there when you’re out there with donorsearch oh, it’s more than just an executive director overseen the apartment. You really keep executive making things happen? I do. I do before the words ceo cubine taking andi also executive director. I mean that’s that’s sort of a uniquely non-profit terms way wanted to think that running like businesses run. This thing like a business happens. To be a nonprofit corporation. But don’t tell this to run like a business on my other interviews with you came up the term, you know, non-profit attacks that business plan, i think it’s important that today’s title be ceo. I just really think that important title they have let’s get into some nitty gritty. I want to start with the the search committee who belongs on this thing. Well, clearly, i think the this you know that in terms of size of dominant members of the search committee should be members of the board. Now, can you have a non board member on such absolute who might that be? Well, if you have someone on your community that you know has experienced with search maybe a human resource background and then on your board, you want to get their advice and gets a good that’s a good conclusion. But generally speaking, if you have a board say of, you know, twelve to fifteen people, you may one of the search committee of maybe five, you know, maybe seven maximum, but i’ve seen larger or smaller. Um, so sizes of the committee is important. Number two, uh, be tremendous amount. Of time commitment so the members of the search committee have to realize it’s going to be in involvement here in some time, and then obviously, the key part of that will be who will be your chair, the search committee, in some cases it’s, a chair of the board, which is completely appropriate. Other times that could be the vice chair of the future chair. Ah, a lot of people ask me all the time. Would it be ok, though? Has the form of a former board chair? A starita search for money and i would say maybe i would say maybe on ly, because if the former board chair eyes focus about what happened yesterday and not involved as much in your strategic planning for the future and not somebody think of something because they won’t know like what they’re looking for, yeah, this’s committee’s got to be a forward approaching organization, afford protect committee so i think that’s kind of that that’s something to think that i would be looking for a nose of membership. What about an employee putting one one employee on the committee? I don’t think that’s a good idea, actually, i think it’s a bad idea to come out writer bae and say not well, give example. Okay, uh, i’ve had people wondering to put, you know, uh, you know, the current ceo on the search committee, and the answer is no, that law office of the current ceo, maybe and help in the search committee and the consultant or either inside or outside of the search committee helped develop aspects of the position provoc what will be the ideal qualifications and experience of the next ceo? But the board hires and fires a ceo um it’s also very uncomfortable before a current ceo to be on the search committee. I had a case where it wasn’t my search client, but it was my client that i helped with succession planning in they had internal candidate for the position. And when the search committee, as this person, what changes would you make she’s very awkward to be talking about the change you want to make with theo? Of course, right. So i have. But now, those times when you get there, some people have their v p of hr on the search committee if they need it lays on. But remember, people it’s not a good idea. Has staff it’s not good to have senior members of the committee on the search committee. It should be his boardmember dahna okay, predominately. And then you said maybe a volunteer. I love you. He needs expertise. I mean, if you know if you’re going to not have a search committee and may sometimes people can hyre a certain person not to do the search, but just give advice. But i think you want someone on the committee that has experienced in recruitment, identifying screening candidates and all that type of thing so you can build it up with the great. Okay. Okay. Um, this search committee has to assure that applicants confidentiality is going to be maintained, right? You want a crucial because on i make it clear to all my such you could be. You could be sued for. Ah, um, you could be potentially have a lot of liability for exposing that. There is a candidate. You tell your friend, by the way. You know, tony is it’s been interviewing for me and and before you know it, tony’s, you know, employer finds out, you know, feels like this oil is the prom. So you have to protect confidentially, it’s something that i have to establish the trust of my chance coming in, derek, they’re they’re adamant, and it’s just goes with the same goes with the business, i have to keep them confidential. There’s no way can let people know they’re seeking a job. Yeah, and this goes part me, tio, some of the time commitment, you know, if if there isn’t a, uh, a search consultant helping some of these conversations that the early stage is going to be after hours, people are going to be comfortable talking between, you know, nine and six p m yeah, after the day i’ve had, you know, i mean, our business is growing tremendously, what’s what’s going on, but, you know, when people say yeah, you know, maybe i’ll do it myself, but listen, if you can, if you know it’s up to you but the time involved for not just the identifying the characteristics and compasses of what the third, if you want up with the outreach to potential candidates is very time consuming if you’re going to delegate that members of the search committee a wall so, you know, professionals are working or even retired it’s a lot of work involved in screening people, scheduling interviews, scheduling meetings, being qualified to interview people, it’s a lot of time of all the narrow and candidates down and doing the reference, checking it’s quite a bit. So there’s a lot of work that’s involved in a process, not just putting it out there and then, you know, interview case it’s quite a bit of work to both sell candidates on why they want to take a look at this opportunity that’s really important, which is when i was just going to point out that you say some things that caught my eye was very, very interesting i hadn’t heard before that the search committee has an obligation. So our role teo, be selling the applicants on the organization not just to be not just to be a neutral a neutral committee, but be advocates for the auriga yeah, i mean, the candies are going to come in, they’re gonna come in prepared and they’re there to sell themselves. And what often happens on some cases where the search committee say, jeez, i thought, you know, how come they don’t think that we’re the best? Thing since sliced bread. Well, you want to convey a sense of optimism, a sense of enthusiasm. So you need candy it’s, goingto, besides what the search consultant is going to be telling them about the organization recruiting for as a search committee, i remember that you want to be portraying avery plaza of image. You want to be sort of extending your hand, you want to be greeting them. You want to make them feel welcome and warm, even if you’re not going to be selected them. And you noted, under process, you want to believe what a very positive feeling for donorsearch that’s, a major altum search committee acid. All right, interesting let’s, move, teo, resume screening. You’ve got you’ve got a ton of tips, you’ve you’ve reviewed thousands of, but you’ve got you’ve got a lot of tips to share, share a couple of resume screen tips. Now we’re at that stage that these things were coming in. Just repeat that, tony. I’m sorry about a lot of people coming in. Resume resumes. A lot of resumes coming out sametz share share a couple of resume screening tips. Oh, couple things one of you want to look for clary right off the bat. Eyes cloudy. Is it clear as to how their name and how to get ahold of you? You don’t always have to have your home accuracy stays, but certainly a phone number and email address. I think i look for one of things that we look for on our team is more of a chronological history. I want to know kind of where where’s your career, ben and a couple of tips. You look for someone’s been, you know, in a job every one or two years, and they leave quite quickly that that’s a signal textile, red flag, red flag and it were bad thing. But it should be there. The other thing that, uh, those there some people for it is the functional resume where you get a sense of what their skills are experiences. But you never get a sense of where they performed that. So two things on a resume. Both. For people that are considering throwing their hat in the ring on applying for position or respond to a search from is clary, is the resume clear of what i’ve accomplished? Is it clear what have achieved as a clear in terms of the timetables have? And i think that’s a couple of tips on the resume that really yeah, that that gap in employment that could be a woman who took time off to raise children absolutely was a caregiver was a caregiver for pareles that was concerned about a gap, and i said, just tell me you have a phd in parenthood. I mean, i’d be proud to be apparent way we don’t have parents, we don’t, you know, keep going, so i think it’s a totally appropriate but be honest with what you don’t want to do, it’s, not the cover things up here, and so then, you know, present yourself in a positive tone, but certainly be honest, if you took a couple of years out or timeout to raise children to be proud of it, and so you did, but these skills and bring back the table and begin the work force, i think it’s implying with that, let me ask you a quick one. Does this turn you off when you see people with email addresses that are hotmail or a o l does that suggest to you that somebody is out of touch with technology? No, i don’t, you know, not any detail. Why? Because most of them have to e mails. They have their business emails and their personal emails, and so they don’t want ah search from or an organization that there may be talking to going into there. Professional at work email like, yeah, no, i get that. I’m okay with the email accounts. It’s, when i see you know, dennis at, you know, big love of dot com i have eyes that see you. I’m gonna try that one. Yeah, okay, but wait. Yeah. And then when the e mails that are unprofessional, like baby cakes, you know, but yeah, i don’t want to be the case. That field. Yeah, that’s unprofessional, but all right, i think it’s okay does to protect your you know, your private from work, i think that’s. All right, but let me ask you, but but my point was if it’s an added you know, sort of an out of date domain like jool or hotmail or yeah, who you know, does that suggest to you that somebody’s not hip with the current with technology it’s possible? I know nothing about that. If that you know, if you have an out of the email address and then your resume looks out of date and it’s not clear that’s not gonna help you. So if that is your email address on minutes at a oh, well, i mean, i’m fine with that. I’m fine with that. All right. As long as not baby cakes today. Well, all right. Way to take a break. Regular cps. I got a testimonial for you, quote. I was new at my position when i began working with wagner cpas. My confidence has grown knowing that i can rely on the professionals of wagner to answer any questions and make recommendations that will ensure the success of our non-profit. And you see, i always say they go beyond the numbers. This’s the truth. It comes out right here in the testimonials, we were given sound advice enabling us to increase investment income while at the same time protecting assets. Tony. Inserts a question. Does your audit firm do that for you? Recommending investment investment alternatives for you? I trust and respect our audit team and look forward to their annual visit end quote, how many do you look? I’m dying to know. Do you look forward? Your annual audit that’s probably more like dreading your annual audience, but somebody from this midsize religious organization in the midwest looks forward to their annual audit. You can to check out wagner, regular cpas dot com apolo software you’re non-profit but you used accounting software made for business stop wasting your time using business accounting software for your books like quickbooks turbo cash asap microsoft they’re not made for you. They don’t do fund accounting for you. They’re built for businesses apple owes accounting is designed for non-profits it’s in the dna for tired for pete’s sake it’s in a dna easy, affordable and you need thio use to check out the pricing. By the way, it is quite reasonable non-profit accounting for you, they’re at non-profit wizard dot com now time for tony steak too. Next month on non-profit radio you’re twenty eighteen planning if you want free business coaching in twenty eighteen we’ll have a guest from score he’ll be telling you all about it. You’re online giving plan for twenty eighteen joe garrick, the fund-raising authority will be with me. Where’s, the new tax law mean for your overall twenty eighteen fund-raising plan. Jean takagi is going to parse it out for us. How about in twenty eighteen? You get free software and consulting from oracle net suite. The vp of their social impact team will be on plus maria and reassemble course. You know her aimee semple board. You know her with their twenty eighteen plans. It’s all in january. Or you need to do is listen. And that lovely is listener is tony steak too? And doesn’t that sound like live listener? Love is coming up. Indeed. You were right would reach new jersey. Woodbridge, i want you to identify yourself. I demand it. Otherwise you have to stop listening. I want to know who this season. Woodbridge, new jersey. So loyal! Identify yourself! Use the hashtag non-profit radio on twitter, email me tonia tonia martignetti dot com i wanna know who you are. Tampa, florida, new york, new york multiple thank you for that live listeners love to all these places port murray in new jersey honolulu, hawaii killing worth connecticut live. Listen, love going out there, the honolulu i don’t think we’ve had certainly not recently, i don’t know if you’ve had a little before live love going out there all those places. How about in china, guangzhou, lee, how and other in china that we cannot see? That’s interesting. Guangzhou we can see other cities we cannot see. But now to everyone in china, united kingdom, of course live lesser love to you tokyo tokyo was with us. Konichiwa, germany is with us. Guten tag germany on germany mast and also castle kassell, germany, putin dog to everyone in germany listening and also in japan toko ri zala, konnichi wa to took a result. How about those podcast pleasantries over twelve thousand of you, the vast majority of our audience that’s where you’re listening and pleasantries go to you. Thank you, podcast listeners for being with us and i am and fm affiliate listeners throughout the stations throughout the station’s well throughout the stations throughout the world yeah, throughout the country anyway. Throughout the stations throughout the country affections, affiliate affections to our am and fm listeners in those stations throughout the states throughout the country, affections to you. Dennis miller’s with us, you know him, we’re talking about his book, a guide to recruiting your next ceo, you know, we can we can cover the whole book, so just get the thing we’re going to say, you know, it’s, a dentist, see miller dot com that’s where you’ll find dennis in this book just get the damn thing, it’s just that i don’t know how to make it any plainer. All right. Anyway, denis let’s, continue our our joint through, um okay, so we’ve got a bunch of resumes and the book goes through lots of lots of resume screening tips. I mean, when they really don’t have time to go through all the tips, but there’s a lot there. Now we’re into interviewing. So you say there are two things we’re looking for? They were looking for the interpersonal and skills ability? Absolutely. I mean, the tv process. Once we screen people in terms of resume on paper, we certainly begin actually with phone interviews and then once leaves, go to the phone into the process and we can get a better sense of with they are as a potential candidate, we may explain a final car. Weather at one of salary package so without wasting people’s time here. But there are a couple two things you’re looking for. Um, do they have a cultural? Do they have interpersonal skills that will build your team on the team builders over there? You know, ah, they collaborators of the communicators and then obviously did they have the ability to deliver positive results? And i think those two things is what kind of, you know, separates the people who get to positions and those that don’t hear i we advised certainly the search committee on, you know, the question should be focused on limited tony to, you know, their person’s behavior, their skills, their experience, what they bring to the table, not things that deal, what things like, you know, age and discrimination and gender and all those kind of things that you want to avoid. But the bottom line is who can communicate their ability to get along with people because it’s a team game antionette glamarys also there too, things that are a crucial now one of things that you may ask me, i’ll just what answer ahead of time we have and your listeners can get their contact and get onto our newsletter. But we at non-profit search dot com. We provide a candidate matrix that has sort of a scoring sheet with certain questions on it. Ah, what a total score fifty. And whether it’s on leadership, communications, street, strategic planning, board, relationships, etcetera. So when people of actually going to the interview process on the search committee and you’ve got forty eight people, suppose, you know, going in the search committee members can evaluate for people. And i have this matrix a kind of sense of where, you know, people come out scores and usually it’s a good tool that have for them. You have a lot of resources at the non-profits search dot com. So you mentioned throughout the book, but that’s scoring matrix is one of them. All right, so let’s, get into some details here. Now is the whole committee meeting with every every candidate. Because if it’s subsets of a committee meeting with different candidates, then i don’t think that doesn’t seem fair to me because different subsets or going to judge people differently. Yeah, well, here’s what we do, um and, um the answer is that the entire search committee needs prepared to interview all the candidates now in a case we just have here. Because it’s got multiple locations. There are actually eight people on, uh, a search committee and four will meet in one location and four met another location. Actually, each candidate each of the five final candidates you met which weiss but they but they are all seeing yet you cannot have one group meets somebody. Candidates and another good meet the only other candy that’s part of the process with a search committee. He’s gonna be on the committee. You have to have the type of zoho so every every candidate should be seen by every person on the search committee. Absolutely. You you advocate. I mean, this is sort of a no brainer, but just make it explicit. You know, you don’t want to be asking. Yes, no questions. You are open ended questions. Yeah. You you don’t want to say, you know, you want to you want to engage him in conversation and they want to get you in a conversation two and so, you know, asking questions. What was the most challenging thing you had a deal with in your current? Position on your most recent position. What was the you know, your biggest achievement? Hey, is an issue for us. How would you deal with it? You stay away from the yes and no questions. And we have, you know, we’ve identified on a website and our resources and our book here, you know, question to be asking, but yeah, not open it. Not not. Yes or no. Open ended questions. Engagement of conversation is the best of them. Okay, let’s say, we’ve everybody has interviewed all the candidates. Uh, now what’s, our next step in the committee. Well, what you want to do is the one i have everybody’s gonna score the candidates and give feedback on the candidates and have the board chair or someone assigned to oversee the accumulation of all the scoring. So you can see how people did. And then what you want to do is and what we do is i have a conversation with this chair of the search committee. And then, uh, i will meet with the search committee. One of my senior member of the team will meet with the search committee depending where the searches on what it’s for and then we they may determine that. Listen, there’s one final candidates is one person they like, and they want to bring him back to meet with people in the organization. Take him on a tour or there’s. Two final plans. They’re not sure. So that there’s a process here. The process here is obviously too, uh, what? The other candidates know that they did well and they thank him before participating. But there’s someone at this point in time that has a skill centre experience. That’s mohr meets the needs of my client. Ah, we hope to see him again the future and then focus in on, you know, having to help them make a final decision on the candidate before we get involved and advise him on making, making a final offered and employment contract employment agreement right now in this scoring, obviously somewhere going to score highest and high esten hyre than others. But suppose there’s just there’s just a sense that, you know, even the highest scoring one or two, they’re just they’re just not right. It was just, you know, like i said, every in a group of five somebody’s going to score the highest but but even that highest one, they just don’t feel right. You know, how do we we feel like we may have to go back to the go back to the recruitment process. Well, have expressed happened. You know, only once in my recent experience, where in most cases, uh, in addition, the scoring members of the search committee and, you know, as you know, the millions and millions of people that serve our non-profit board throughout this country and in other countries and canada, you know, our bright, committed people they gotta see if you get a feel for you know who you think would fit in here. So usually, you know, the scores will help you because it gives us feedback. But usually you get a kind of a feeling you would be the best person for that. If there’s a situation, um, that, you know, the search committee sees the final candidates. And if it happens that you feel like there’s, you know, just not feeling it for those candidates. I absolutely would highly recommend that he go back and do the search again. We have a situation with a very prominent national foundation. Uh, we started with believing out of pool of eighteen candidates, uh, middle down, teo wither down to eleven that was down to five and five people came in, and so with the entire team and that team in there of identified, you know, to people and long behold some discussion and some some time issues and then people not sure what decision to make and there was some inexperience on the team making the decision and they kind of planted and they just, uh, well, i’m not sure i’m ready to pull the trigger, so we were disappointed for the work we did. We will back out into the search again, and usually you don’t get the great candidates again, and we did, and it worked out so it’s for some reason, you don’t feel it. I dont just say, well, because is a high score because you’re going to live with this person quarter what use with this not happen, tony, you, um you know, the search is doing the work, you’ll get the right candidate, but if a some reasons you feel that, you know, this is i just don’t feel it for this person is going to fit in here. Then don’t just pick someone because of scored the scores are one of the many tools will you offer to help you pick your candidate? Is this a stage where we should be calling references now? We’ve we’ve narrowed it down to our top two or so, yeah, so what way? Well, a cz we get the final can’t wait do ask for a reference, but here’s, what we do, we don’t ask them, they could tell us who they’re going to use the reference we are specific and ask him for the type of reference we’re looking for example, and a ceo case we know they can’t talk about the company, we’d like the house, then talk. We’d like to talk to someone who is a boardmember maybe a boardmember another organization would like to talk to someone that appear that they have done a lot of work with. We would like to talk to someone that has worked for them, so, uh, we don’t always talkto the references i had a time, because if you’ve got, you know, four final candidates we spent about our time it’s that wee if you’re not going to be chosen, why go? Through the house full of asking people speaking the reference. But with your various final candidate, we actually do a thorough construct. And i have a little bit of a funny story that that you listen, um, you may enjoy just quickly here, and it goes back a long time ago when i did my first search believing not thirty years ago. And i was recruiting someone to head up a healthcare foundation and came down to two people. And there was a man, a woman. And i remember the, uh the man had sort of mohr experience, but the young woman has seemed like much more potential. Anyway, for some reason, the man had given me a list of ten references. Don’t ask me why, but he gave me ten references, and i call it the first six references. Iss man kind of walked on water. He was, you know, could have been their spiritual guru by the time i got seven. Eight. I really got a sense that people were not that comfortable. Then by the time i got the nine and ten people were asking me, you know, why did you what did this guy even you? Give me a reference, i recommend anything, so the moral stories you want to keep, you know, kind of dig in here and it’s, certainly you have a right as a as an organization, and you have a right as a search committee to, you know, find out what you know about people, which is what we do, um, and same time protecting confidential alley, but certainly, you know, we need to do with our research on them and in addition to references, we obviously do a check on educational credentials, and then we advise our clients baseball what state they’re in about what they can do and not teo regarding they want pursue, uh, feeling criminal background check will and credit credit risk of credit reports. It sounds like that guy on his word document that he gave you with the list of what was thirty years ago. We didn’t have work, but have we have word we’re going? We’re using them word perfect where you had toe right down at the bottom, you have to change the bold face down at the bottom of page. Anyway, it sounds like he conflated his do not use list with his reference list that he did want to use like the last four we’re we’re on a separate list and he somehow put the two of them together. All right, we got to take a break, tell us credit card and payment processing. They have a video. Check out the video at tony dahna slash tony tello’s. It explains what the process of businesses switching to tell us is and how you the non-profit that refers them will get fifty percent of the revenue that tello’s urns that’s passive revenue for you your organization. Each month it talks about their one hundred percent satisfaction rate. They have a price match guarantee, but that’s in the video, but for non-profit radio listeners, you get way beyond a mere price match. If if tell us, can’t help, you’re the first referred business is by saving the money, not just matching but saving. Then you get that two hundred fifty dollars, that you’ve heard me talk about, so worth it for you very likely tell us we’ll be able to save the money, but just in case not you’re protected and so is the business. Really, because it’s still still then is helping you. In the video covers, free switching to tell us they have a ninety day easy out but tell us has a hundred percent satisfaction rate, so they’re not gonna need not gonna need the easy out ninety days. That means there and it’s free, but they’re not going to eat it, but it is there, but they’re not gonna need it. Think about the businesses that make sense for you to refer and check out the video at tony dot m a slash tony tell us now, back to dennis miller and his book, a guide to recruiting next ceo let’s continue our joint ajanta dennis okay, so we’ve checked references, references and this and that we’re bringing some people in were like site tours and what their meeting some of the staff now too, and maybe even some of some of the people who are getting our services no, what we worked a man don’t do that metoo staff until they are having a place where we don’t really know sexuality you don’t. You don’t really want the staff on my opinion on a ceo level. Uh, they have to pick the ceo if it’s another level? Certainly if it’s achieve opening office of chief financial officer it’s totally appropriate to have other members of the executive team meet with them. The finer who’s a better vet culture that’s line. Okay, but on a ceo though you are make it clear that the board is making the decision and i would not have staff involved on interviewing until all right. So who are they meeting that in thiss day when they’re going to visit the visit the site? Well, so many have gone to the search committee. Obviously, there is no one else to meet except the entire board. So if you’re talking about the ceo, which is what? We are way wrong that once a search committee has made decision before on offers made it’s what the search committee wants to do doesn’t really have any authority to itself. You wantto search committee should be making a recommendation to the entire board and in many cases, and i will advise us is have that final ceo or in the case where this too close candidates committed meet the entire board may be on the same day, you know, spend a little time with each one. Um, if if there’s one that’s clearly, uh, the person that everybody wants don’t waste the time of having to feel you have to bring a second one and you give it someone hope when is when they’re not probably going to be selected but i have an interesting story, tony, that you listen. May one here, uh, about a year ago we did a search for a ceo and the search committee had him ranked wanted to have this ah, woman rank one in a guy number two. And i had agreed with that recommendation thought it was the best way of going. And by the time those two candidates came in to meet with the entire board and this is an unusual situation ah, the board ended up going with the number two candidate and not the number one candidate and some things came up in discussions. Then i think at the end of day they made the right decision. So don’t forget the board has a final hiring authority. They delegate that that a search committee to search committee xero recommended candidates, but do not hire a ceo from a search committee on ly they must meet the entire board. Have you ever heard of co ceos? Yeah, i have and i found it never. Well, couple times it rarely works there. It works in a case where today there’s a lot of mergers and acquisitions, so both people take on the role of co ceo won, they have responsibility for maybe certain geography one than another o once focus more on one thing before not tow have it. I think coz ceos is like koh board chairs. It doesn’t make a feeling that anybody’s really in charge. Um, i’m working with an organization right now out in california because we do certainly national searches as well as in canada and, you know, there’s a transition going on and is this it the heart organization? It’s important to know who’s in charge? So if it has to happen and you’re particularly the merger, can you have it? Yes, but ideally it sooner than later. It’s only a transition. You can’t have a co ceo doesn’t work. I’ve seen coach, chief development officer and it doesn’t work either. I mean, i think someone has to be in charge. So that’s my opinion. Okay, way explored co ceos with jean takagi, so if anyone wants teo, get more on that. That was the main nineteenth twenty seventeen show with jean ok, alright, we, uh we it’s time to negotiate an offer we were ah, we’ve selected our top one you like guards, guidestar they have i don’t know if you mentioned i know them. Guide star has a has a good salary guide comes out every year. So it’s it’s current but you have other studies that you like? Yeah, a couple of things we have a good sense of what the marketplaces like different geography, maybe waken use guide star and i i like the organization well, but here’s the palm and it’s not guide, says the bomb is that usually the data that’s in there where you have the five highest, complicated employees? It’s probably two years old, even if it says two thousand sixteen and you’re in seventeen, it may have been, you know well, about a june of two thousand fifteen, so i don’t rely upon that nestle as a guide for making offer. I know what the organization is looking to pay. I know what what the sally is. People that are looking and then we i advise uh, i’m involved in every ceo, so i advise my client is what i think it’s going to take to get the person i’ve seen clients do salary surveys using geiser and other things that committee from other compensations raised there’s nothing wrong with it, but what you don’t get from that, you don’t know, uh, what the performance of the organization has been you don’t know how well they’ve done. You don’t know what, how well they’ve done with fund-raising, you know, you don’t know much about him other than what the total budget is. So on one of the advantages of a search for meditation now based upon the work they’re doing what what the rate is to attract some money and that’s kind of what we do. Okay, let’s, spend our last couple minutes. Ah, you know, you just got it by the book because there’s a lot more about negotiating the offer in the book, but i want to spend last couple minutes, just about two minutes or so on on onboarding this’s a board responsive board responsibility. Well, it’s a big thing. I mean, you know, if you talk to ceos, i mean half of them have never been on border. So what does? What does he mean by sort of onboarding candidate? Well, uh, our onboarding onboarding if you don’t get onboarding you get hired and then you start and then you go geez, i don’t know this is the way itwas, you know, you’re not supported in your new job. So dahna whatyou onboarding were first to the idea of preparing a ceo to adjust to the new social, cultural and professional components of the new role and or to the board here, really very important that i be some type of onboarding process um, so as example here, here’s some things you would want to be thinking about what onboarding here is, um, let’s be clear. So both the board and the ceo and again, you could say the same thing about a ceo or cfo. What she development altum same thing here is what are the expectations of each other? Clearly that’s gonna come up during entry puss, but that needs to be known. How often does the board chair want to communicate to the ceo? Did they want to meet monthly? Did they want have a phone conversation on every other friday did they want emails or not emails that they want to meet for breakfast? Um, what does the board want the ceo to accomplish in the first thirty days or sixty days, or maybe one hundred eighty days? Uh, what the cultural issues or financial is that the organization is facing, um, what senior members of the team may have some performances the watch out for who had the key stakeholders outside the organization like donors of all tears that you want to see how to make sure that building wishes, perhaps maybe with a local congress person or a member of the senate assembly here. Dennis, we’ve got to leave it there. There’s too much. All right, keep a melissa. Thank you, tony, for this. I appreciate you and all your happy holiday season and the great thank you so much, dennis. Same for you. Get the book. It is a guide to recruiting your next ceo. You’ll find it at dennis c miller dot com and you’ll find him at dennis c miller next week. Happy new year. There is no live show affiliate listeners. You are covered. Of course we’re going to replay zombie. Loyalists. 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