{"version":"1.0.0","segments":[{"startTime":0.17,"endTime":3.966,"body":"Hey, real quick. I've developed a brand new free resource just"},{"startTime":3.988,"endTime":7.182,"body":"for you. It's called the nonprofit social media Content"},{"startTime":7.316,"endTime":11.07,"body":"Planner. This brand new planner will help you"},{"startTime":11.14,"endTime":14.766,"body":"plan, develop, and manage a year's worth of useful and"},{"startTime":14.788,"endTime":18.33,"body":"usable written or other forms of content that your audience"},{"startTime":18.41,"endTime":21.822,"body":"will love. You can just text the word"},{"startTime":21.956,"endTime":25.36,"body":"planner to 3377"},{"startTime":25.85,"endTime":27.206,"body":"or go to"},{"startTime":27.308,"endTime":30.806,"body":"nonprofitcontentententententplanner.com."},{"startTime":30.908,"endTime":33.99,"body":"Grab your free copy today. All right, on to the episode."},{"startTime":36.57,"endTime":40.406,"body":"Hello and welcome to Nonprofit Nation. I'm your host, Julia"},{"startTime":40.438,"endTime":43.862,"body":"Campbell, and I'm going to sit down with nonprofit, industry"},{"startTime":43.926,"endTime":47.546,"body":"experts, fundraisers, marketers, and everyone in"},{"startTime":47.568,"endTime":51.134,"body":"between to get real and discuss what it takes to"},{"startTime":51.172,"endTime":54.954,"body":"build that movement that you've been dreaming of. I created"},{"startTime":55.002,"endTime":58.782,"body":"the Nonprofit Nation podcast to share practical wisdom and"},{"startTime":58.836,"endTime":62.614,"body":"strategies to help you confidently find your voice,"},{"startTime":62.762,"endTime":66.514,"body":"definitively grow your audience, and effectively build your"},{"startTime":66.552,"endTime":70.094,"body":"movement. If you're a nonprofit newbie or an experienced"},{"startTime":70.142,"endTime":73.634,"body":"professional who's looking to get more visibility, reach more"},{"startTime":73.672,"endTime":77.51,"body":"people, and create even more impact, then you're in the right"},{"startTime":77.58,"endTime":79.56,"body":"place. Let's get started."},{"startTime":85.29,"endTime":88.998,"body":"Hi, everyone. Welcome back to Nonprofit nation. I'm your host,"},{"startTime":89.014,"endTime":92.538,"body":"Julia Campbell. Really excited to be here with you"},{"startTime":92.624,"endTime":96.378,"body":"today, and the topic is making"},{"startTime":96.464,"endTime":99.418,"body":"fundraising more sustainable and"},{"startTime":99.504,"endTime":103.226,"body":"healthy. So all of you, I'm sure"},{"startTime":103.328,"endTime":106.702,"body":"every single person listening to this has heard the phrase do more with"},{"startTime":106.756,"endTime":110.606,"body":"less. And if you work in this sector, you've likely heard that"},{"startTime":110.628,"endTime":114.222,"body":"phrase dozens of times, and it is kind of like the nonprofit"},{"startTime":114.286,"endTime":118.114,"body":"professionals mantra, but with rising costs and the great"},{"startTime":118.152,"endTime":121.842,"body":"resignation shaking up our teams, we know"},{"startTime":121.896,"endTime":125.334,"body":"individual donor numbers are declining. We all read that giving"},{"startTime":125.372,"endTime":129.11,"body":"USA report. We face increased pressure to"},{"startTime":129.18,"endTime":132.162,"body":"raise more money and do even more with fewer"},{"startTime":132.306,"endTime":135.894,"body":"resources. So today we're going to discuss"},{"startTime":136.092,"endTime":139.834,"body":"how the economy has impacted philanthropy, how"},{"startTime":139.872,"endTime":143.654,"body":"we can really increase and sustain the wellness of nonprofit teams, how to increase"},{"startTime":143.702,"endTime":147.082,"body":"donor trust. Are donors still willing to"},{"startTime":147.136,"endTime":150.926,"body":"financially support their favorite causes despite inflation? And how"},{"startTime":150.948,"endTime":154.474,"body":"can we retain and sustain fundraising staff"},{"startTime":154.602,"endTime":158.09,"body":"and build more scalable programs?"},{"startTime":158.25,"endTime":161.466,"body":"My guest today is Wendy Mercurio,"},{"startTime":161.658,"endTime":164.99,"body":"and Wendy's the content education specialist at"},{"startTime":165.06,"endTime":168.898,"body":"Qgiv. We do love QGive. Big friends of"},{"startTime":168.904,"endTime":172.734,"body":"the podcast. As a former development officer and development"},{"startTime":172.782,"endTime":176.63,"body":"director, wendy draws upon her nonprofit experience"},{"startTime":176.78,"endTime":180.626,"body":"to create informative and inspiring content for the Qgiv"},{"startTime":180.658,"endTime":184.434,"body":"audience and beyond. Wendy's professional efforts have focused"},{"startTime":184.482,"endTime":188.274,"body":"on fundraising events, corporate relations, donor"},{"startTime":188.322,"endTime":192.106,"body":"acquisition, and donor relations. And in her spare time,"},{"startTime":192.208,"endTime":196.054,"body":"Wendy can be found spending time with her pup Alfie,"},{"startTime":196.182,"endTime":199.802,"body":"cooking up a new recipe and spending time on the lake that she lives"},{"startTime":199.856,"endTime":203.166,"body":"by. And I have to hear about what lake that is. So, Wendy, welcome to"},{"startTime":203.188,"endTime":207.018,"body":"the podcast. Yes, thank you so much for having me. Yes. And Wendy's"},{"startTime":207.034,"endTime":210.318,"body":"in Rhode Island. Very close to Massachusetts, where I live."},{"startTime":210.484,"endTime":214.318,"body":"And when we're recording this, it's very hot here. So"},{"startTime":214.404,"endTime":218.238,"body":"you're on a lake. So that must be amazing. Yes, it's"},{"startTime":218.254,"endTime":222.014,"body":"the best this time of year. You can't beat it. It's Oak Swamp Reservoir"},{"startTime":222.062,"endTime":225.806,"body":"in Johnston, Rhode Island. That's where I am from. I love it here. Yeah, we're"},{"startTime":225.838,"endTime":229.666,"body":"basically neighbors, though. Yes, it's really not far when you think about it."},{"startTime":229.688,"endTime":233.222,"body":"Massachusetts and Rhode Island are so small. I always think about other"},{"startTime":233.276,"endTime":236.754,"body":"states and how people are like, I live 5 hours away from the nearest town"},{"startTime":236.802,"endTime":240.518,"body":"and I thought, oh, no, I don't do that. So you're here."},{"startTime":240.604,"endTime":242.906,"body":"I want to talk a little bit about your journey. But I do want to"},{"startTime":242.928,"endTime":246.746,"body":"say, just to start the podcast, you're here to discuss the findings of"},{"startTime":246.768,"endTime":250.06,"body":"Qgiv's new study, which is the Sustainable Giving Report,"},{"startTime":250.37,"endTime":253.694,"body":"which for all my listeners you can find at my"},{"startTime":253.732,"endTime":255.086,"body":"website. If you just go"},{"startTime":255.108,"endTime":260.522,"body":"intogive"},{"startTime":260.586,"endTime":264.398,"body":"you'll be redirected to the report. But Wendy, I"},{"startTime":264.404,"endTime":267.986,"body":"want you to tell us a little bit about you and your journey and how"},{"startTime":268.008,"endTime":271.454,"body":"you got into nonprofit work. Yes, thank you so much for that lovely"},{"startTime":271.502,"endTime":275.106,"body":"introduction. So, as you mentioned, I currently am the content and"},{"startTime":275.128,"endTime":278.662,"body":"education specialist on the Qgiv team. And Qgiv is a company"},{"startTime":278.716,"endTime":282.054,"body":"that provides digital fundraising tools to thousands of"},{"startTime":282.092,"endTime":285.846,"body":"nonprofits in the United States and Canada. But at Qgiv, I"},{"startTime":285.868,"endTime":289.606,"body":"have the privilege of overseeing our educational content and our"},{"startTime":289.628,"endTime":293.29,"body":"webinars and our research, which I'm really excited to chat about today."},{"startTime":293.36,"endTime":297.126,"body":"But prior to my time at Qgiv, as you mentioned, I served as the development"},{"startTime":297.158,"endTime":300.746,"body":"officer and development director for a few local organizations where I am"},{"startTime":300.768,"endTime":304.266,"body":"from in Teeny, Rhode Island. And I found myself in the nonprofit"},{"startTime":304.298,"endTime":307.678,"body":"sector as so many do, which was sort of by"},{"startTime":307.764,"endTime":311.518,"body":"accident. My first fundraising position sort of found its way to me when I"},{"startTime":311.524,"endTime":315.034,"body":"was really young and really needing an opportunity and the stars"},{"startTime":315.082,"endTime":318.862,"body":"completely aligned. I really fell in love with the work, the missions"},{"startTime":318.926,"endTime":322.478,"body":"that I was helping to move forward, the people in the sector,"},{"startTime":322.574,"endTime":326.066,"body":"and the impact that I was having on my community. That's really great. I love"},{"startTime":326.088,"endTime":329.894,"body":"that. I do feel that a lot of my guests say that they"},{"startTime":329.932,"endTime":333.766,"body":"fell into the work accidentally and I think the stars have"},{"startTime":333.788,"endTime":336.934,"body":"all aligned for a lot of us and we're just meant to be doing this"},{"startTime":336.972,"endTime":340.266,"body":"work. And I really believe that. So today we're going to"},{"startTime":340.288,"endTime":344.074,"body":"discuss the Sustainable Giving report. I will"},{"startTime":344.112,"endTime":347.914,"body":"put all the links in the show notes if you want to grab your"},{"startTime":347.952,"endTime":351.758,"body":"free copy. I want to hear about the reasons behind"},{"startTime":351.844,"endTime":355.69,"body":"this report. Like why did Qgiv commission"},{"startTime":355.85,"endTime":359.406,"body":"this study? Commission this report? What were the gaps that they wanted to"},{"startTime":359.428,"endTime":363.006,"body":"fill? So we noticed some concerning trends across the"},{"startTime":363.028,"endTime":366.658,"body":"sector and we really felt like they needed to be addressed. And they needed to"},{"startTime":366.664,"endTime":370.318,"body":"be addressed. Right now, donor numbers are declining,"},{"startTime":370.414,"endTime":373.73,"body":"a recession is looming, the cost of living is"},{"startTime":373.8,"endTime":377.586,"body":"constantly increasing, and the overall wellness and the state of"},{"startTime":377.608,"endTime":381.414,"body":"fundraisers on nonprofit teams was really concerning. And that was just a few"},{"startTime":381.452,"endTime":384.934,"body":"things that we were really looking forward to dive into and create"},{"startTime":384.972,"endTime":388.378,"body":"tangible takeaways for. So we wanted to gauge what our"},{"startTime":388.384,"endTime":392.202,"body":"fundraisers were noticing in the sector, the strategies that they"},{"startTime":392.256,"endTime":395.61,"body":"implemented during the many challenges of the last three years,"},{"startTime":395.76,"endTime":399.302,"body":"and to better understand how donors"},{"startTime":399.366,"endTime":402.814,"body":"are reacting to economic uncertainty and"},{"startTime":402.852,"endTime":406.654,"body":"engaging with the causes that they care most about. So by"},{"startTime":406.692,"endTime":410.446,"body":"understanding donor preferences and digging into the wellness of the nonprofit sector, we"},{"startTime":410.468,"endTime":413.794,"body":"hope to provide these tangible takeaways for our readers that"},{"startTime":413.832,"endTime":417.214,"body":"inspire change and action among nonprofit"},{"startTime":417.262,"endTime":421.042,"body":"leaders, fundraisers, and their teams. So, for"},{"startTime":421.096,"endTime":424.706,"body":"you and for the whole Qgiv team, what were some of the"},{"startTime":424.728,"endTime":428.566,"body":"most notable findings? Maybe something that surprised you?"},{"startTime":428.668,"endTime":432.278,"body":"As you can imagine, when our surveys closed and we were able to"},{"startTime":432.364,"endTime":436.15,"body":"dig through our donors and our fundraisers responses, we were"},{"startTime":436.22,"endTime":440.054,"body":"so excited to see what our respondents had to say. Some"},{"startTime":440.092,"endTime":443.834,"body":"responses were on par with what we expected, but there"},{"startTime":443.872,"endTime":447.674,"body":"was definitely some shocking stats as well. And there's really so much"},{"startTime":447.712,"endTime":451.434,"body":"juicy information in this report and we are only going to scratch the surface today."},{"startTime":451.472,"endTime":455.166,"body":"So I encourage listeners to download the full report. But with that being said, the"},{"startTime":455.188,"endTime":458.91,"body":"findings that I found the most shocking and impactful are"},{"startTime":459.06,"endTime":462.282,"body":"one that donors are prioritizing their charitable"},{"startTime":462.346,"endTime":466.174,"body":"giving. Most donors will make cuts on entertainment or dining"},{"startTime":466.222,"endTime":469.906,"body":"out before they're changing their charitable giving patterns. We"},{"startTime":469.928,"endTime":473.426,"body":"also found that overall fundraising revenue and overall donor count"},{"startTime":473.528,"endTime":476.774,"body":"is declining, which we unfortunately expected to"},{"startTime":476.812,"endTime":480.294,"body":"see. But we saw that over 80% of donors have"},{"startTime":480.332,"endTime":484.166,"body":"continued to make monetary gifts to different nonprofits over the"},{"startTime":484.188,"endTime":487.842,"body":"last three years. We also found that the impact"},{"startTime":487.906,"endTime":491.67,"body":"a fundraiser believes they are making in their organization's mission"},{"startTime":491.75,"endTime":495.59,"body":"are the top factors that lead to their job satisfaction."},{"startTime":495.75,"endTime":499.05,"body":"And pay and other career aspirations are the top"},{"startTime":499.12,"endTime":502.526,"body":"reasons that a fundraiser would leave their job. We also found that"},{"startTime":502.548,"endTime":506.206,"body":"fundraisers need additional resources to meet their goals. And"},{"startTime":506.228,"endTime":510.046,"body":"I'm sure most fundraisers right now are listening, saying, duh Wendy. But"},{"startTime":510.068,"endTime":513.626,"body":"I really hope that this statistic can inspire nonprofit"},{"startTime":513.658,"endTime":517.458,"body":"leaders. They're not alone. I know they're not alone. And I really hope that"},{"startTime":517.464,"endTime":521.09,"body":"this stat can inspire nonprofit leaders to change"},{"startTime":521.16,"endTime":524.906,"body":"their minds. Right. We know that there's some folks who may think resources"},{"startTime":525.038,"endTime":528.626,"body":"such as technology, more staff, professional"},{"startTime":528.658,"endTime":532.406,"body":"development, so many other really important resources, they might think"},{"startTime":532.428,"endTime":535.654,"body":"that they're unnecessary or they're not critical to"},{"startTime":535.692,"endTime":539.45,"body":"achieve their mission. We saw that almost 85%"},{"startTime":539.52,"endTime":543.226,"body":"of fundraising respondents answered that they could"},{"startTime":543.248,"endTime":546.586,"body":"use more fundraising resources, and 75%"},{"startTime":546.688,"endTime":550.17,"body":"answered that they are overwhelmed with their workload."},{"startTime":551.71,"endTime":554.926,"body":"I know it hurts a little, doesn't it? Yes. It's not"},{"startTime":554.948,"endTime":558.0,"body":"surprising, but yeah. And so ensuring that"},{"startTime":558.37,"endTime":562.126,"body":"fundraising staff has the tools they need to succeed is going to"},{"startTime":562.148,"endTime":565.806,"body":"impact fundraising results. Finally, I think one of the most shocking"},{"startTime":565.838,"endTime":569.682,"body":"stats for me was that donor retention rates were"},{"startTime":569.736,"endTime":573.426,"body":"unknown by 43% of fundraisers that"},{"startTime":573.448,"endTime":577.142,"body":"responded. Retaining and stewarding donors is so"},{"startTime":577.196,"endTime":580.994,"body":"crucial to ensure the future success of all fundraising efforts."},{"startTime":581.122,"endTime":584.854,"body":"And the costs associated with obtaining a new donor is ten"},{"startTime":584.892,"endTime":588.354,"body":"to 20 times more expensive than retaining your existing"},{"startTime":588.402,"endTime":592.042,"body":"donor. So donor retention strategies can not only cut down"},{"startTime":592.176,"endTime":595.61,"body":"on your organization's acquisition costs, but can help you build"},{"startTime":595.68,"endTime":599.45,"body":"reliable sources of revenue, which is really invaluable, especially during"},{"startTime":599.52,"endTime":603.134,"body":"periods of economic instability. And"},{"startTime":603.172,"endTime":606.542,"body":"I teach a lot about digital marketing, email"},{"startTime":606.596,"endTime":610.19,"body":"marketing, social media, which people"},{"startTime":610.26,"endTime":614.046,"body":"tend to think it's focused on acquisition, but it's actually a"},{"startTime":614.068,"endTime":617.806,"body":"really great way to steward your donors and cultivate them"},{"startTime":617.828,"endTime":621.614,"body":"and build more trust with them. So I do feel like there's so much hype"},{"startTime":621.662,"endTime":624.626,"body":"and talk around how do we get new donors, how do we get in front"},{"startTime":624.648,"endTime":627.526,"body":"of new audiences? But what are we doing with the people that already know us"},{"startTime":627.548,"endTime":631.254,"body":"and love us and have given to us? And how are we"},{"startTime":631.372,"endTime":635.174,"body":"building deeper relationships with them? So clearly, this is"},{"startTime":635.212,"endTime":638.97,"body":"something that we need to talk about. What I love about the report"},{"startTime":639.04,"endTime":642.522,"body":"is that you provide like you have decided to"},{"startTime":642.576,"endTime":646.394,"body":"explore two different viewpoints, the donor viewpoint and the"},{"startTime":646.432,"endTime":650.154,"body":"fundraiser viewpoint. So what did you find? What are some key"},{"startTime":650.192,"endTime":653.79,"body":"takeaways, and how did that decision come to be? So"},{"startTime":653.94,"endTime":657.646,"body":"we really wanted to gauge not only"},{"startTime":657.668,"endTime":661.166,"body":"what fundraisers were doing, but how donors were responding. And I"},{"startTime":661.188,"endTime":665.006,"body":"think that there can oftentimes be a disconnect right, where you can think, oh,"},{"startTime":665.028,"endTime":668.258,"body":"well, this is what my donors want, and it might not necessarily be the case."},{"startTime":668.344,"endTime":672.126,"body":"And so to have the takeaways that were from both perspectives,"},{"startTime":672.158,"endTime":675.974,"body":"we thought were really impactful and important. Exactly."},{"startTime":676.172,"endTime":679.942,"body":"And how do you feel that the last"},{"startTime":679.996,"endTime":683.154,"body":"three years have impacted"},{"startTime":683.202,"endTime":686.486,"body":"fundraisers? What were some of the things that the report told you about?"},{"startTime":686.668,"endTime":690.282,"body":"Maybe the last three years or even just the last couple of years?"},{"startTime":690.416,"endTime":694.074,"body":"So inflation and economic uncertainty have"},{"startTime":694.112,"endTime":697.658,"body":"impacted donors and by extension, nonprofits. And we saw this"},{"startTime":697.824,"endTime":701.422,"body":"in our findings. And so since 2020, inflation in the US."},{"startTime":701.476,"endTime":704.99,"body":"Has increased a total of 16 point something percent."},{"startTime":705.06,"endTime":708.618,"body":"It's crazy. And so half of donors we surveyed"},{"startTime":708.714,"endTime":712.51,"body":"have had their charitable giving negatively impacted by inflation,"},{"startTime":712.85,"endTime":716.386,"body":"and 44% of fundraisers noticed that they saw a"},{"startTime":716.408,"endTime":720.046,"body":"decrease in fundraising revenue as well. But despite this, donors"},{"startTime":720.158,"endTime":723.778,"body":"still want to give to the causes they care about. It just might look"},{"startTime":723.864,"endTime":727.714,"body":"a little different than prior. So when you say it looks"},{"startTime":727.752,"endTime":731.158,"body":"differently, what are some of the examples you're seeing? Or what did some of the"},{"startTime":731.164,"endTime":734.854,"body":"donors tell you? Yeah, so we saw that even"},{"startTime":734.892,"endTime":738.738,"body":"when financial times are tough, donors still want to support you. We found that"},{"startTime":738.764,"endTime":742.586,"body":"over 80% of donors continue to make their monetary gifts to"},{"startTime":742.608,"endTime":745.994,"body":"different nonprofits, despite the state of the economy. In fact,"},{"startTime":746.032,"endTime":749.882,"body":"actually 75% of donors reported that"},{"startTime":749.936,"endTime":753.454,"body":"inflation has negatively impacted their finances over the last three"},{"startTime":753.492,"endTime":757.134,"body":"years, and 80% of donors are still giving. So"},{"startTime":757.172,"endTime":760.702,"body":"donors are prioritizing their charitable giving. And that's really"},{"startTime":760.756,"endTime":764.442,"body":"exciting to see. I think we saw that in COVID"},{"startTime":764.506,"endTime":767.966,"body":"as well, where people's finances were negatively"},{"startTime":767.998,"endTime":771.666,"body":"affected, but they knew that the need was so great and they"},{"startTime":771.688,"endTime":774.93,"body":"felt even more connected maybe to the causes that they cared about."},{"startTime":775.08,"endTime":778.646,"body":"So that's on us. Everyone listening. It's on us to"},{"startTime":778.668,"endTime":782.342,"body":"convey that, yes, there's still a need. Yes, we know that"},{"startTime":782.476,"endTime":786.12,"body":"the economy and that's the problem, I think that we have is"},{"startTime":786.49,"endTime":789.886,"body":"when the economy goes into a tailspin,"},{"startTime":790.018,"endTime":793.846,"body":"nonprofit services, there's increased demand. So we have increased"},{"startTime":793.878,"endTime":797.546,"body":"demand for services and we have so much more on our plate and so"},{"startTime":797.568,"endTime":801.354,"body":"many more people calling us for help. And I think"},{"startTime":801.392,"endTime":804.814,"body":"our donors really need to understand that times are tough for"},{"startTime":804.852,"endTime":808.334,"body":"everyone, but the need is not going away. The"},{"startTime":808.372,"endTime":811.534,"body":"need hasn't really changed. In fact, it might even be"},{"startTime":811.572,"endTime":815.394,"body":"greater than it was before. Yeah, absolutely. And I also really"},{"startTime":815.432,"endTime":819.154,"body":"encourage folks to really understand the importance of a thank you. Right,"},{"startTime":819.192,"endTime":822.706,"body":"during a period economic instability. Really getting back to the"},{"startTime":822.728,"endTime":826.322,"body":"fundamentals of strong donor retention is so"},{"startTime":826.376,"endTime":830.226,"body":"important and understanding that it's all types of gifts,"},{"startTime":830.258,"endTime":833.926,"body":"right? It's monetary gifts. It's in kind, it's time. And"},{"startTime":833.948,"endTime":837.458,"body":"it's all of those things, all of those factors are crucial for your organization's."},{"startTime":837.554,"endTime":841.094,"body":"Long term donor retention, appreciating all gifts that we're receiving."},{"startTime":841.222,"endTime":844.38,"body":"Yes. And lynn wester actually talks a lot about this."},{"startTime":844.99,"endTime":848.682,"body":"She talks about the importance of not really just"},{"startTime":848.736,"endTime":852.058,"body":"being like, okay, we're not going to thank $5 donors, but we are going to"},{"startTime":852.064,"endTime":855.646,"body":"thank $15 donors. Like trying to scale it a little"},{"startTime":855.668,"endTime":859.262,"body":"bit so that at least someone gets a touch point. Everybody gets a touch"},{"startTime":859.316,"endTime":862.574,"body":"point, no matter where they came from, no matter how much they gave. Of course,"},{"startTime":862.612,"endTime":866.342,"body":"if they're giving whatever a major gift might be for your organization,"},{"startTime":866.506,"endTime":870.066,"body":"you might want to go above and beyond. But to not send a thank you"},{"startTime":870.088,"endTime":873.25,"body":"for someone just because they sent you $5 is"},{"startTime":873.32,"endTime":876.79,"body":"clearly not going to be sustainable and it's not going to lead to"},{"startTime":876.86,"endTime":880.306,"body":"sustainable fundraising revenue. This actually leads"},{"startTime":880.338,"endTime":884.022,"body":"into my next question. The report found that"},{"startTime":884.156,"endTime":887.794,"body":"58% of donors believe the sector is trustworthy."},{"startTime":887.842,"endTime":891.514,"body":"Only 58%. Like, we want 100%, right?"},{"startTime":891.632,"endTime":895.21,"body":"And I look at the edelman trust"},{"startTime":895.28,"endTime":898.586,"body":"barometer, and for 2023, they do an"},{"startTime":898.608,"endTime":902.254,"body":"entire national study around trust of the"},{"startTime":902.292,"endTime":905.834,"body":"general public, around organizations, institutions,"},{"startTime":905.882,"endTime":909.07,"body":"media, government. And they actually found that only"},{"startTime":909.14,"endTime":912.48,"body":"50% of the general everyday american"},{"startTime":912.95,"endTime":916.77,"body":"trusts nonprofits to do the right thing, which"},{"startTime":916.84,"endTime":920.354,"body":"just hurts my heart. So we"},{"startTime":920.392,"endTime":923.86,"body":"know that this feeling of trust"},{"startTime":924.23,"endTime":928.054,"body":"has really dropped or it's even plateaued. But what are some"},{"startTime":928.092,"endTime":931.766,"body":"ways that we can change this? Are there any strategies in the report that"},{"startTime":931.788,"endTime":935.014,"body":"you're giving that talk to this level of"},{"startTime":935.052,"endTime":938.714,"body":"trust and how we can increase it? How can we do"},{"startTime":938.752,"endTime":941.882,"body":"better? Yeah. So we found that"},{"startTime":942.016,"endTime":945.354,"body":"over 80% of supporters believe the"},{"startTime":945.392,"endTime":949.066,"body":"nonprofits that they contribute to are trustworthy. Oh,"},{"startTime":949.088,"endTime":952.494,"body":"I love that. So it's like the whole sector is not trustworthy. But my"},{"startTime":952.532,"endTime":956.346,"body":"nonprofits that I give to are trustworthy. That's"},{"startTime":956.378,"endTime":960.206,"body":"so interesting. Yes. And so yeah, it drops down to 58%, as"},{"startTime":960.228,"endTime":963.678,"body":"you mentioned, for the whole sector. And I think this says a lot. Right. There"},{"startTime":963.684,"endTime":967.266,"body":"could be a lot of reasons that donors may have less trust in the"},{"startTime":967.288,"endTime":971.086,"body":"sector overall. And I think proximity plays a large factor"},{"startTime":971.118,"endTime":974.61,"body":"in this. So this could be physical distance, this could be social"},{"startTime":974.68,"endTime":978.246,"body":"distance. So for physical distance, this might be the"},{"startTime":978.268,"endTime":981.602,"body":"trust a donor has in their local nonprofit"},{"startTime":981.746,"endTime":985.494,"body":"versus a larger nonprofit or an international organization that"},{"startTime":985.532,"endTime":989.33,"body":"they're just not as familiar with. And then for social distance right. This could be"},{"startTime":989.42,"endTime":993.082,"body":"giving to your friend's peer to peer campaign, or"},{"startTime":993.136,"endTime":996.426,"body":"you have a family member that works at a local organization, and so you feel"},{"startTime":996.528,"endTime":1000.17,"body":"that closeness with the organization. So I"},{"startTime":1000.24,"endTime":1004.074,"body":"really questioned how do organizations and the sector overcome"},{"startTime":1004.122,"endTime":1007.53,"body":"these feelings of distrust and how do they create that closeness?"},{"startTime":1007.69,"endTime":1011.29,"body":"And I think the answer really revolves around communication"},{"startTime":1011.45,"endTime":1015.182,"body":"and how nonprofits should possibly follow the example that's set by"},{"startTime":1015.236,"endTime":1018.978,"body":"for profit brands, that they're bringing these supporters inside"},{"startTime":1019.064,"endTime":1022.834,"body":"their organization and they're showing what an average day looks"},{"startTime":1022.872,"endTime":1026.174,"body":"like. For one of their staff members with a short video, or they're"},{"startTime":1026.222,"endTime":1029.894,"body":"hosting a Facebook or an Instagram Live or something along"},{"startTime":1029.932,"endTime":1033.382,"body":"those lines, just to bring your supporters in and create that trust"},{"startTime":1033.516,"endTime":1037.238,"body":"and create that closeness. We also mentioned in the report"},{"startTime":1037.404,"endTime":1041.106,"body":"potentially asking your donors to cover administrative"},{"startTime":1041.138,"endTime":1044.634,"body":"costs, which can be a little scary, I'm definitely going to admit that. But by"},{"startTime":1044.672,"endTime":1048.49,"body":"kind of asking these donors to get close and to support your"},{"startTime":1048.56,"endTime":1052.206,"body":"Doers right, and discussing administrative functions and costs and"},{"startTime":1052.228,"endTime":1055.966,"body":"responsibilities, this can increase the transparency of your"},{"startTime":1055.988,"endTime":1059.79,"body":"organization and in turn, hopefully increase the trust"},{"startTime":1059.86,"endTime":1063.474,"body":"that your donors have with your organization as well. I just think the way"},{"startTime":1063.512,"endTime":1067.054,"body":"we handle administrative costs and quote unquote,"},{"startTime":1067.102,"endTime":1070.29,"body":"overhead is really backwards"},{"startTime":1070.71,"endTime":1074.446,"body":"because we do not ask when we go to Target, I don't"},{"startTime":1074.478,"endTime":1078.014,"body":"say how much of this goes to the marketing"},{"startTime":1078.062,"endTime":1081.686,"body":"staff. We don't ask that question. Actually,"},{"startTime":1081.788,"endTime":1085.366,"body":"we probably should ask better questions when we're purchasing things to see how"},{"startTime":1085.388,"endTime":1089.19,"body":"much actually goes back to the people that make them. But that's another whole topic."},{"startTime":1089.85,"endTime":1093.258,"body":"But we don't ask those questions. If I'm on Amazon, it's like, okay, I want"},{"startTime":1093.264,"endTime":1096.79,"body":"to buy this bathing suit, all right? I don't nitpick"},{"startTime":1096.95,"endTime":1100.794,"body":"how much goes into the marketing and does"},{"startTime":1100.832,"endTime":1104.19,"body":"Amazon pay their servers that"},{"startTime":1104.34,"endTime":1107.822,"body":"propel their website? It's just we just don't do this to any other"},{"startTime":1107.876,"endTime":1111.55,"body":"sector. And I really think that that"},{"startTime":1111.62,"endTime":1115.07,"body":"is the fault of a lot of negative media coverage."},{"startTime":1115.23,"endTime":1118.754,"body":"I'm a journalist by heart. I'm not blaming the media. But I think it gets"},{"startTime":1118.792,"endTime":1122.37,"body":"good headlines when you say, oh, this nonprofit"},{"startTime":1123.19,"endTime":1126.914,"body":"spent all of this money on front office staff. Well,"},{"startTime":1126.952,"endTime":1130.438,"body":"what if they really need the front office staff to answer phones? I worked for"},{"startTime":1130.444,"endTime":1134.246,"body":"a domestic violence shelter. We needed front office staff to answer the hotline. That"},{"startTime":1134.268,"endTime":1137.842,"body":"was one of our key services that we provided."},{"startTime":1137.986,"endTime":1141.02,"body":"So I agree with you. I just think that"},{"startTime":1141.39,"endTime":1145.034,"body":"asking like quantifying or pulling out"},{"startTime":1145.152,"endTime":1148.698,"body":"administrative costs can be scary for organizations. But I think as a"},{"startTime":1148.704,"endTime":1152.51,"body":"sector, we need to make a stand as to what it really"},{"startTime":1152.58,"endTime":1156.03,"body":"takes to run an organization. Like, we need"},{"startTime":1156.1,"endTime":1159.934,"body":"electricity and printer ink and whatever else you might need to run your own"},{"startTime":1159.972,"endTime":1163.458,"body":"organization. So I think that's an interesting point."},{"startTime":1163.624,"endTime":1166.882,"body":"So, one of the sections of the report, the third"},{"startTime":1166.936,"endTime":1170.51,"body":"section has to do with building sustainable"},{"startTime":1170.59,"endTime":1174.37,"body":"streams of revenue, which of course,"},{"startTime":1174.44,"endTime":1178.198,"body":"because it's the sustainability report, so what does the study show?"},{"startTime":1178.364,"endTime":1182.214,"body":"What can we do with this information? Yeah, so for this section on"},{"startTime":1182.252,"endTime":1186.102,"body":"sustainable streams of revenue, we approach this topic kind of from"},{"startTime":1186.156,"endTime":1189.866,"body":"two fronts. So the first one being fundraising events. This can"},{"startTime":1189.888,"endTime":1193.414,"body":"really be a total suck of resources"},{"startTime":1193.462,"endTime":1196.954,"body":"for a development team. And so we were really curious to learn"},{"startTime":1197.072,"endTime":1200.646,"body":"how fundraising events have performed and changed the last few"},{"startTime":1200.688,"endTime":1204.446,"body":"years and how donors were engaging with these events. And"},{"startTime":1204.468,"endTime":1208.078,"body":"what we learned is that now is the time to"},{"startTime":1208.164,"endTime":1211.854,"body":"elevate annual in person events. Donors we saw"},{"startTime":1211.892,"endTime":1215.49,"body":"are excited to attend in person fundraising events. Again, one"},{"startTime":1215.56,"endTime":1219.042,"body":"third of donors we surveyed answered that they prefer in person"},{"startTime":1219.096,"endTime":1222.834,"body":"events. But over half of fundraisers answered that their"},{"startTime":1222.872,"endTime":1226.502,"body":"annual events have not performed as well as they did in years"},{"startTime":1226.556,"endTime":1229.91,"body":"prior. So we really think that the pandemic changed event"},{"startTime":1229.98,"endTime":1233.83,"body":"experiences and expectations that donors are bringing. And"},{"startTime":1233.9,"endTime":1236.934,"body":"they're looking for immersive, engaging and"},{"startTime":1236.972,"endTime":1240.694,"body":"entertaining fundraising events that they can participate in in"},{"startTime":1240.732,"endTime":1244.566,"body":"a variety of ways. So I think now is the time to reevaluate annual"},{"startTime":1244.598,"endTime":1248.282,"body":"fundraising events and make sure they're aligned with your mission. I think that that's super,"},{"startTime":1248.336,"endTime":1251.598,"body":"super important. And then for the second half of"},{"startTime":1251.684,"endTime":1255.262,"body":"sustainable revenue streams, we also leaned into"},{"startTime":1255.396,"endTime":1258.986,"body":"reoccurring gifts and donor retention. So poor donor"},{"startTime":1259.018,"endTime":1262.67,"body":"retention leads to so many more resources being spent on"},{"startTime":1262.74,"endTime":1266.542,"body":"capturing our new donors. But when talking about long term sustainability"},{"startTime":1266.606,"endTime":1270.334,"body":"efforts of fundraising programs, this is obviously concerning,"},{"startTime":1270.382,"endTime":1274.146,"body":"right? Especially with declining donor numbers and retention rates being"},{"startTime":1274.168,"endTime":1277.894,"body":"at a historic low, I truly, truly believe that now is"},{"startTime":1277.932,"endTime":1281.286,"body":"the time to focus on donor retention. So some"},{"startTime":1281.308,"endTime":1285.094,"body":"takeaways that I would give to our listeners would be first"},{"startTime":1285.132,"endTime":1288.802,"body":"and foremost to know your donor retention rate. As I mentioned earlier,"},{"startTime":1288.946,"endTime":1292.678,"body":"43% of fundraisers that responded to our survey,"},{"startTime":1292.774,"endTime":1296.346,"body":"they were unsure of their donor retention rate, which was way higher than I"},{"startTime":1296.368,"endTime":1300.218,"body":"expected. And I know that it can be easy when you're a busy fundraiser to"},{"startTime":1300.224,"endTime":1303.946,"body":"kind of lose sight of donor retention, especially as we talked about earlier"},{"startTime":1303.978,"endTime":1307.534,"body":"when there's this large focus on acquisition. But it's really, really"},{"startTime":1307.572,"endTime":1311.038,"body":"crucial to know this stat and to measure it and to know the"},{"startTime":1311.044,"endTime":1314.706,"body":"effectiveness of your efforts. And then I would also recommend that"},{"startTime":1314.728,"endTime":1318.146,"body":"fundraising leaders allocate resources for their"},{"startTime":1318.168,"endTime":1321.81,"body":"fundraisers to focus more time on retention. Over"},{"startTime":1321.88,"endTime":1325.554,"body":"50% of fundraisers that responded said"},{"startTime":1325.592,"endTime":1329.43,"body":"that they spend zero to 25% of their work time"},{"startTime":1329.58,"endTime":1333.366,"body":"on donor retention. And I've been saying that without a"},{"startTime":1333.388,"endTime":1337.014,"body":"focus on donor retention, you're building a castle out of sand instead"},{"startTime":1337.052,"endTime":1340.794,"body":"of bricks. It's not sustainable and it's really not going"},{"startTime":1340.832,"endTime":1344.106,"body":"to last. And I would also suggest that"},{"startTime":1344.128,"endTime":1347.67,"body":"fundraisers implement strategies to cultivate"},{"startTime":1347.75,"endTime":1351.514,"body":"reoccurring donors. So first, let's offer these supporters"},{"startTime":1351.562,"endTime":1355.294,"body":"the ability to make these reoccurring gifts and to give"},{"startTime":1355.332,"endTime":1359.082,"body":"at a variety of frequencies. And let's also implement strategies"},{"startTime":1359.146,"endTime":1362.874,"body":"to cultivate reoccurring donors. These donors that give on a regular"},{"startTime":1362.922,"endTime":1366.43,"body":"basis are the key to the sustainability of fundraising"},{"startTime":1366.51,"endTime":1370.014,"body":"programs. So let's create a communication strategy that lets donors"},{"startTime":1370.062,"endTime":1373.646,"body":"know the advantages and the impacts of their reoccurring"},{"startTime":1373.678,"endTime":1377.398,"body":"gifts for your organization and then let's report back to them"},{"startTime":1377.484,"endTime":1380.914,"body":"on a regular basis and celebrate the wins that they've"},{"startTime":1380.962,"endTime":1384.454,"body":"helped make possible. That's pretty shocking to me"},{"startTime":1384.572,"endTime":1388.106,"body":"that 50% of fundraisers spend zero to"},{"startTime":1388.128,"endTime":1391.69,"body":"25% of their time on donor retention."},{"startTime":1392.03,"endTime":1395.766,"body":"That just shows me that also is contributing to the lack"},{"startTime":1395.798,"endTime":1399.34,"body":"of trust, it's contributing to low giving,"},{"startTime":1399.79,"endTime":1402.846,"body":"it's contributing to all of these different things that we're seeing."},{"startTime":1403.028,"endTime":1406.254,"body":"And I think that's just due to a"},{"startTime":1406.292,"endTime":1410.026,"body":"culture. We need a culture shift in the sector. We need a culture"},{"startTime":1410.058,"endTime":1413.84,"body":"shift at each organization that puts a priority on"},{"startTime":1414.21,"endTime":1418.034,"body":"talking to donors. I'm not talking about trying to"},{"startTime":1418.152,"endTime":1421.986,"body":"send them automated emails. You can do that, but you can pick"},{"startTime":1422.008,"endTime":1425.826,"body":"up the phone, you can send a thank you note. What I've seen with"},{"startTime":1425.848,"endTime":1429.526,"body":"my clients is that there's this perception that if"},{"startTime":1429.548,"endTime":1433.174,"body":"you can't talk to all 10,000 donors, you can't even talk to"},{"startTime":1433.212,"endTime":1436.626,"body":"one. And I just see that as such a missed"},{"startTime":1436.658,"endTime":1440.346,"body":"opportunity. If you can write ten thank you notes a"},{"startTime":1440.368,"endTime":1444.074,"body":"week, that's fine. Done is better than perfect. You're not going to be able"},{"startTime":1444.112,"endTime":1446.906,"body":"to hand reach out with a"},{"startTime":1446.928,"endTime":1450.678,"body":"calligraphied screed or scroll"},{"startTime":1450.854,"endTime":1454.35,"body":"to every single donor, but that doesn't mean you can't reach"},{"startTime":1454.42,"endTime":1457.902,"body":"some. So I see it's sort of that"},{"startTime":1457.956,"endTime":1461.694,"body":"fight against perfection and we want to do the"},{"startTime":1461.732,"endTime":1464.73,"body":"same thing for all donors, or maybe we want to reach all donors on the"},{"startTime":1464.74,"endTime":1468.322,"body":"same day and we just can't do it. So those are some really"},{"startTime":1468.376,"endTime":1471.602,"body":"fantastic strategies. I'm really surprised about the in person"},{"startTime":1471.656,"endTime":1475.362,"body":"events because I love in person events. I'm definitely"},{"startTime":1475.416,"endTime":1478.898,"body":"going to more of them, but I'm pleased to see that donors"},{"startTime":1478.994,"endTime":1482.694,"body":"also are seeing that. But like you"},{"startTime":1482.732,"endTime":1486.278,"body":"said, we can't just take what worked in 2019"},{"startTime":1486.284,"endTime":1490.026,"body":"and put it onto 2023."},{"startTime":1490.128,"endTime":1493.77,"body":"That's what I think we're trying to do. And the entire"},{"startTime":1493.84,"endTime":1497.654,"body":"world has changed. The sector has changed. Dynamic consumers have changed,"},{"startTime":1497.702,"endTime":1501.374,"body":"owners have changed. And we need to adapt to"},{"startTime":1501.412,"endTime":1504.574,"body":"that and change what we're doing. We can't just take these old"},{"startTime":1504.612,"endTime":1508.426,"body":"strategies and expect them to be immediately"},{"startTime":1508.618,"endTime":1512.398,"body":"able to be transferred into the new reality that"},{"startTime":1512.404,"endTime":1516.194,"body":"we're living in. What I also like about the report is that it gives"},{"startTime":1516.232,"endTime":1519.566,"body":"us these strategies, it gives us this data, but it really talks"},{"startTime":1519.598,"endTime":1523.394,"body":"about the increased pressures that"},{"startTime":1523.512,"endTime":1527.222,"body":"fundraising professionals are facing. So"},{"startTime":1527.356,"endTime":1531.126,"body":"what did you find, or even what do you think that what can"},{"startTime":1531.148,"endTime":1534.466,"body":"be done to address these increased pressures?"},{"startTime":1534.658,"endTime":1537.846,"body":"So this section I was so eager to dive into,"},{"startTime":1537.948,"endTime":1541.594,"body":"especially as a former fundraiser, I know how"},{"startTime":1541.792,"endTime":1545.546,"body":"consuming and challenging a fundraising role can be."},{"startTime":1545.648,"endTime":1549.434,"body":"Also from talking with peers in the sector, I know a lot of fundraisers are"},{"startTime":1549.472,"endTime":1552.794,"body":"doing it, all right, folks are managing fundraising events,"},{"startTime":1552.842,"endTime":1556.234,"body":"they're implementing campaigns, they're overseeing staff,"},{"startTime":1556.282,"endTime":1559.754,"body":"they're creating social media content, focusing on outreach"},{"startTime":1559.802,"endTime":1563.554,"body":"acquisition, writing grants, organizing volunteers. And there's so many"},{"startTime":1563.592,"endTime":1566.878,"body":"competing priorities. And it can be totally, totally"},{"startTime":1566.974,"endTime":1570.354,"body":"overwhelming. And oftentimes this is being done by a"},{"startTime":1570.392,"endTime":1573.554,"body":"few underpaid staff members. So"},{"startTime":1573.672,"endTime":1576.614,"body":"nonprofit staff members are often working against the"},{"startTime":1576.652,"endTime":1580.102,"body":"expectation that being underpaid is"},{"startTime":1580.156,"endTime":1584.006,"body":"standard practice or expected. And so we wanted to"},{"startTime":1584.028,"endTime":1587.462,"body":"know what can be done about this. My goal was to stop"},{"startTime":1587.516,"endTime":1591.05,"body":"fundraisers from going gray prematurely, but also stop"},{"startTime":1591.12,"endTime":1594.906,"body":"fundraisers from leaving the profession prematurely because of all"},{"startTime":1594.928,"endTime":1598.602,"body":"these factors that are leading to burnout. And so some factors that"},{"startTime":1598.736,"endTime":1602.142,"body":"some takeaways that I would recommend would be, as we talked about"},{"startTime":1602.196,"endTime":1605.722,"body":"earlier, educate your supporters on the incredible"},{"startTime":1605.786,"endTime":1609.246,"body":"work your staff is doing and consider asking your"},{"startTime":1609.268,"endTime":1612.646,"body":"donors to contribute to the cost of administrative"},{"startTime":1612.698,"endTime":1616.414,"body":"salaries. This very taboo topic, as we talked about earlier,"},{"startTime":1616.462,"endTime":1620.226,"body":"but regular employee spotlights on social media, spotlights in"},{"startTime":1620.248,"endTime":1623.346,"body":"your newsletter or different mailings, can really help your"},{"startTime":1623.368,"endTime":1626.77,"body":"supporters understand who the Doers"},{"startTime":1626.85,"endTime":1630.534,"body":"are behind the work that they're supporting. We found"},{"startTime":1630.572,"endTime":1633.942,"body":"that 25% of donors believe that"},{"startTime":1633.996,"endTime":1637.318,"body":"nonprofit staff should receive below"},{"startTime":1637.404,"endTime":1641.18,"body":"average or no compensation for their work."},{"startTime":1641.87,"endTime":1645.626,"body":"I know it hurts. And to help overcome this perception, I think"},{"startTime":1645.648,"endTime":1649.446,"body":"it's really crucial to talk about your staff and the important work that they're"},{"startTime":1649.478,"endTime":1652.986,"body":"doing. And this isn't something that needs to be added into every fundraising"},{"startTime":1653.018,"endTime":1656.25,"body":"appeal, but it is something that you can do periodically"},{"startTime":1656.41,"endTime":1660.154,"body":"to increase support or engagement and subtly convey"},{"startTime":1660.282,"endTime":1663.854,"body":"how important you as a fundraiser and your staff"},{"startTime":1663.902,"endTime":1667.714,"body":"are. Also found that 36% of donors are"},{"startTime":1667.752,"endTime":1670.77,"body":"willing to cover administrative costs and"},{"startTime":1670.84,"endTime":1674.114,"body":"52% were open to the idea and were"},{"startTime":1674.152,"endTime":1677.826,"body":"undecided. I totally recognize that this is scary to ask donorists"},{"startTime":1677.858,"endTime":1681.302,"body":"to cover administrative costs, but my hope is with"},{"startTime":1681.356,"endTime":1684.774,"body":"gradual and strategic education on the importance of your"},{"startTime":1684.812,"endTime":1688.598,"body":"staff, your donor will be open to this idea and excited about it."},{"startTime":1688.684,"endTime":1692.506,"body":"As a sector, we don't talk about administrative costs, which can lead"},{"startTime":1692.528,"endTime":1696.298,"body":"to distrust, as we mentioned earlier. Also, choosing to share the"},{"startTime":1696.304,"endTime":1700.086,"body":"importance of your staff and being transparent with your administrative"},{"startTime":1700.118,"endTime":1703.47,"body":"costs can accomplish a number of things right. It can result"},{"startTime":1703.54,"endTime":1706.526,"body":"in more revenue that will go to staff salaries and"},{"startTime":1706.548,"endTime":1709.966,"body":"compensation, helping to reduce turnover. We found that"},{"startTime":1709.988,"endTime":1713.554,"body":"34% of donors are noticing turnover at their"},{"startTime":1713.592,"endTime":1717.074,"body":"organization that they support and 60% of those that"},{"startTime":1717.112,"endTime":1720.782,"body":"noticed are concerned about nonprofit staff turnover."},{"startTime":1720.926,"endTime":1724.286,"body":"So by investing in your staff, you're inspiring"},{"startTime":1724.318,"endTime":1728.118,"body":"confidence in your organization. Yeah, absolutely. And"},{"startTime":1728.284,"endTime":1731.33,"body":"what you said about just educating,"},{"startTime":1731.49,"endTime":1735.318,"body":"educating your donor and educating the general public about the"},{"startTime":1735.324,"endTime":1739.114,"body":"important work that you do and sharing stories of"},{"startTime":1739.152,"endTime":1742.826,"body":"what the staff does. So I have a client, they're Rosie's Place in"},{"startTime":1742.848,"endTime":1746.534,"body":"Boston and they are a shelter."},{"startTime":1746.582,"endTime":1750.314,"body":"They provide probably 30 different services but they call themselves their"},{"startTime":1750.352,"endTime":1753.942,"body":"main overview, their main vision is they are a safe haven"},{"startTime":1754.096,"endTime":1757.806,"body":"for any woman, anytime, no questions asked when they need it. Like you"},{"startTime":1757.828,"endTime":1761.566,"body":"come there, you can come there. However many times they don't ask"},{"startTime":1761.588,"endTime":1765.426,"body":"you questions, you can come there for services. And they share"},{"startTime":1765.528,"endTime":1769.282,"body":"so many fantastic stories of the people that work"},{"startTime":1769.336,"endTime":1773.186,"body":"there. They share stories of the receptionist who greets you when"},{"startTime":1773.208,"endTime":1776.95,"body":"you come in, the stories of the social workers who"},{"startTime":1777.02,"endTime":1780.774,"body":"take your information, or the career counselor, the people"},{"startTime":1780.812,"endTime":1784.626,"body":"that work in the food pantry, the people that work serving"},{"startTime":1784.658,"endTime":1787.662,"body":"the meals. All of these fantastic"},{"startTime":1787.746,"endTime":1790.666,"body":"stories and the more you can create this"},{"startTime":1790.768,"endTime":1793.878,"body":"holistic version of your organization,"},{"startTime":1794.054,"endTime":1797.626,"body":"not pieces that can be pulled out, not sort"},{"startTime":1797.648,"endTime":1801.374,"body":"of pieces that can be piecemealed together, you really all"},{"startTime":1801.412,"endTime":1804.494,"body":"have to work together to create this experience"},{"startTime":1804.692,"endTime":1808.542,"body":"for clients and to create your vision. Their"},{"startTime":1808.596,"endTime":1811.662,"body":"vision is to provide every woman who needs it with"},{"startTime":1811.716,"endTime":1815.518,"body":"dignity and to lift them up and to make them feel that they"},{"startTime":1815.524,"endTime":1819.186,"body":"are worthy. So to create that vision, they"},{"startTime":1819.208,"endTime":1822.386,"body":"really do need all of these different pieces. Like can you imagine if when you"},{"startTime":1822.408,"endTime":1825.794,"body":"got in there, there was just sort of a checklist or like a"},{"startTime":1825.832,"endTime":1829.654,"body":"clipboard and no one greeted you and no one talked to you?"},{"startTime":1829.772,"endTime":1833.446,"body":"It's all part of their vision, creating this. And their"},{"startTime":1833.468,"endTime":1836.934,"body":"donors really understand that and completely support it."},{"startTime":1837.052,"endTime":1840.886,"body":"And I think it's on us. I know fundraisers have so much to"},{"startTime":1840.908,"endTime":1844.746,"body":"do, but it really is on us to educate our donors about the"},{"startTime":1844.768,"endTime":1848.026,"body":"important pieces of all the work that we do and how it kind of all"},{"startTime":1848.048,"endTime":1851.274,"body":"fits together because they will respond. They just"},{"startTime":1851.312,"endTime":1855.066,"body":"oftentimes donors don't know what we know, right? They don't"},{"startTime":1855.098,"endTime":1858.858,"body":"know that all of this work is incredibly important. They don't"},{"startTime":1858.874,"endTime":1862.67,"body":"know that the buses support the Boys and Girls Clubs and we have to support"},{"startTime":1862.74,"endTime":1866.514,"body":"buses because how are the kids going to get to the after school program?"},{"startTime":1866.632,"endTime":1870.274,"body":"It's just a matter of not necessarily educating, but"},{"startTime":1870.312,"endTime":1873.394,"body":"just showcasing and highlighting the different"},{"startTime":1873.592,"endTime":1877.302,"body":"pieces of our work. And I think we just"},{"startTime":1877.436,"endTime":1881.206,"body":"get so focused on client stories, which are fantastic, but we"},{"startTime":1881.228,"endTime":1884.694,"body":"should be telling stories and sharing all of this other"},{"startTime":1884.732,"endTime":1888.266,"body":"wonderful information with the people that fund our mission, with our"},{"startTime":1888.288,"endTime":1891.962,"body":"stakeholders, with our supporters. So I love that the report"},{"startTime":1892.016,"endTime":1895.802,"body":"is really showcasing some of the gaps that we"},{"startTime":1895.856,"endTime":1899.546,"body":"have, but I love that it's also showcasing the"},{"startTime":1899.568,"endTime":1902.974,"body":"donor's perspective because. It's not that"},{"startTime":1903.172,"endTime":1906.734,"body":"they're not bad people. They just don't know what we"},{"startTime":1906.772,"endTime":1910.574,"body":"know, and they want to know what we know. And that's the"},{"startTime":1910.612,"endTime":1914.254,"body":"key here, is we're preaching to the choir. We're preaching to people"},{"startTime":1914.292,"endTime":1917.618,"body":"that want to know what we know. So why don't we give them more of"},{"startTime":1917.624,"endTime":1921.202,"body":"this information? Yeah. I love how you mentioned the importance of"},{"startTime":1921.256,"endTime":1924.754,"body":"staff. If there was one thing that I've learned, how"},{"startTime":1924.792,"endTime":1928.614,"body":"important every single member of an"},{"startTime":1928.652,"endTime":1932.406,"body":"organization is to make the mission possible, right. And to"},{"startTime":1932.428,"endTime":1935.798,"body":"change the lives of the clients. And so"},{"startTime":1935.964,"endTime":1938.78,"body":"if leaders can advocate for"},{"startTime":1939.23,"endTime":1942.7,"body":"staff, I would also encourage that as well."},{"startTime":1943.39,"endTime":1946.922,"body":"Changing the world is not easy, and doing that without a support system"},{"startTime":1946.976,"endTime":1950.234,"body":"is basically impossible. We found an interesting stat that"},{"startTime":1950.272,"endTime":1953.706,"body":"70% of fundraisers answered that their department"},{"startTime":1953.818,"endTime":1957.37,"body":"is never or only occasionally staffed"},{"startTime":1957.45,"endTime":1961.166,"body":"properly, which is a lot higher than I think we were expecting. And"},{"startTime":1961.188,"endTime":1964.53,"body":"so without the proper number of development staff, raising"},{"startTime":1964.95,"endTime":1968.382,"body":"large funds is exhausting, and it's going to lead to burnout"},{"startTime":1968.446,"endTime":1972.258,"body":"really quickly. My last question is, really,"},{"startTime":1972.424,"endTime":1975.71,"body":"where do you think that really small"},{"startTime":1975.8,"endTime":1979.126,"body":"bootstrapping nonprofit should start"},{"startTime":1979.228,"endTime":1982.966,"body":"first? Where should they prioritize this information in the"},{"startTime":1982.988,"endTime":1986.662,"body":"report? Yeah, I think that those folks should definitely stay"},{"startTime":1986.716,"endTime":1990.33,"body":"focused on their mission. Right. I think it's super easy for"},{"startTime":1990.4,"endTime":1993.882,"body":"mission creep to kind of happen at those early stages of a young"},{"startTime":1993.936,"endTime":1996.762,"body":"nonprofit. So identify your"},{"startTime":1996.816,"endTime":2000.442,"body":"strategies, your target audience, and then"},{"startTime":2000.496,"endTime":2004.174,"body":"set your goals and set up your fundraising plan that stays true"},{"startTime":2004.212,"endTime":2007.406,"body":"to your mission, and it's going to help you get to where you need to"},{"startTime":2007.428,"endTime":2011.102,"body":"be financially and set those obtainable goals. Right. Focus"},{"startTime":2011.156,"endTime":2014.814,"body":"on fundraising growth. That is realistic. And I would also say"},{"startTime":2014.852,"endTime":2018.226,"body":"celebrate your wins. Right. I think it's so important not to get lost in the"},{"startTime":2018.248,"endTime":2022.046,"body":"hustle and bustle of everyday nonprofit to do lists"},{"startTime":2022.078,"endTime":2025.846,"body":"and things you have to get done and really celebrate the accomplishments and the"},{"startTime":2025.868,"endTime":2029.638,"body":"milestones that are being achieved. Well, Wendy, thank"},{"startTime":2029.644,"endTime":2033.318,"body":"you so much for being here today. To anyone that wants to"},{"startTime":2033.404,"endTime":2036.982,"body":"download the report, dive into the findings. Go"},{"startTime":2037.036,"endTime":2037.64,"body":"to"},{"startTime":2041.29,"endTime":2044.01,"body":"slash Qgiv. That's Qgiv,"},{"startTime":2044.59,"endTime":2048.134,"body":"and you will be directed to a place where you can download"},{"startTime":2048.182,"endTime":2051.946,"body":"it. We love Qgiv. I love Qgiv. They're a fundraising"},{"startTime":2051.978,"endTime":2055.566,"body":"platform, and you are trusted by over"},{"startTime":2055.668,"endTime":2059.226,"body":"20,000 fundraisers, which I love. So you clearly"},{"startTime":2059.338,"endTime":2063.054,"body":"have some data, some meat to dive into into reports like"},{"startTime":2063.092,"endTime":2066.926,"body":"this. But where else can people learn about you, Wendy?"},{"startTime":2066.958,"endTime":2070.498,"body":"Connect with you and learn more about Qgiv? Yeah. So you can find me on"},{"startTime":2070.504,"endTime":2074.098,"body":"LinkedIn. Wendy Mercurio. But if this report"},{"startTime":2074.184,"endTime":2077.698,"body":"or this type of content is of interest to you, I highly, highly recommend to"},{"startTime":2077.704,"endTime":2081.414,"body":"also follow Qgiv on whatever social media you prefer. Not"},{"startTime":2081.452,"endTime":2084.886,"body":"only will you find resources that I've helped produce, but you'll find some amazing"},{"startTime":2084.988,"endTime":2088.662,"body":"resources that my incredibly awesome and talented team have put together"},{"startTime":2088.716,"endTime":2092.486,"body":"as well. So definitely check out Qgiv on social media as well. Yes, I"},{"startTime":2092.508,"endTime":2096.042,"body":"will put that in the show notes, and if you're finding this on social"},{"startTime":2096.096,"endTime":2099.706,"body":"media, I will have tagged Qgiv in the post, so make sure you give them"},{"startTime":2099.728,"endTime":2103.55,"body":"a follow. So, Wendy, thank you so much for being here,"},{"startTime":2103.7,"endTime":2107.23,"body":"and I really appreciate you taking the time to share these insights."},{"startTime":2120.39,"endTime":2124.178,"body":"Well, hey there. I wanted to say thank you for tuning into my show"},{"startTime":2124.264,"endTime":2127.902,"body":"and for listening all the way to the end. If you really enjoyed"},{"startTime":2127.966,"endTime":2131.714,"body":"today's conversation, make sure to subscribe to the show in your favorite"},{"startTime":2131.762,"endTime":2135.606,"body":"podcast app, and you'll get new episodes downloaded as soon as they"},{"startTime":2135.628,"endTime":2139.094,"body":"come out. I would love if you left me a rating or review"},{"startTime":2139.212,"endTime":2143.03,"body":"because this tells other people that my podcast is worth"},{"startTime":2143.1,"endTime":2146.882,"body":"listening to, and then me and my guests can reach even more earbuds"},{"startTime":2146.946,"endTime":2150.698,"body":"and create even more impact. So that's pretty much it. I'll"},{"startTime":2150.714,"endTime":2154.526,"body":"be back soon with a brand new episode, but until then, you can"},{"startTime":2154.548,"endTime":2158.206,"body":"find me on Instagram at Julia Campbell 77"},{"startTime":2158.388,"endTime":2161.53,"body":"keep changing the world, you nonprofit unicorn."}]}