{"version":"1.0.0","segments":[{"startTime":0.16,"endTime":3.494,"body":"This show is sponsored by Bloomerang, a solution that helps"},{"startTime":3.534,"endTime":6.958,"body":"nonprofits like Shower up, which is a nonprofit"},{"startTime":7.006,"endTime":10.494,"body":"providing mobile showers and personal care for those experiencing"},{"startTime":10.534,"endTime":13.982,"body":"homelessness to efficiently manage their volunteers and donors in"},{"startTime":14.038,"endTime":17.83,"body":"one place. And thanks to Bloomerang, Showerup increased their"},{"startTime":17.862,"endTime":21.638,"body":"volunteer signups by 60% and first"},{"startTime":21.686,"endTime":25.362,"body":"time donors by making it easy to give right on their site."},{"startTime":25.558,"endTime":28.694,"body":"Showerups executive director Paul Schmidt said"},{"startTime":29.034,"endTime":32.57,"body":"Bloomerang is an ideal marriage of volunteer and donor management."},{"startTime":32.722,"endTime":35.642,"body":"The deeper we get into it, the more we love it. And if you want"},{"startTime":35.658,"endTime":39.114,"body":"to see how Showerup easily manages their volunteers and"},{"startTime":39.154,"endTime":42.05,"body":"donors with Bloomerang, just go to"},{"startTime":42.082,"endTime":45.294,"body":"jcsocialmarketing.com"},{"startTime":46.554,"endTime":50.334,"body":"bloomerang. That's jcsocialmarketing.com"},{"startTime":51.474,"endTime":55.114,"body":"b l o o M e r a n"},{"startTime":55.154,"endTime":58.97,"body":"g or visit the link in the show notes to"},{"startTime":59.002,"endTime":61.574,"body":"learn more. All right, let's get to the show."},{"startTime":64.154,"endTime":67.994,"body":"Hello and welcome to nonprofit Nation. I'm your host, Julia"},{"startTime":68.034,"endTime":71.434,"body":"Campbell, and I'm going to sit down with nonprofit industry"},{"startTime":71.514,"endTime":75.082,"body":"experts, fundraisers, marketers and everyone in"},{"startTime":75.098,"endTime":78.73,"body":"between to get real and discuss what it takes to"},{"startTime":78.762,"endTime":82.602,"body":"build that movement that you've been dreaming of. I created"},{"startTime":82.658,"endTime":86.418,"body":"the nonprofit nation podcast to share practical wisdom and"},{"startTime":86.466,"endTime":90.194,"body":"strategies to help you confidently find your voice,"},{"startTime":90.354,"endTime":94.194,"body":"definitively grow your audience, and effectively build your"},{"startTime":94.234,"endTime":97.69,"body":"movement. If you're a nonprofit newbie or an experienced"},{"startTime":97.722,"endTime":101.234,"body":"professional who's looking to get more visibility, reach more"},{"startTime":101.274,"endTime":104.81,"body":"people, and create even more impact, then you're in the"},{"startTime":104.842,"endTime":107.134,"body":"right place. Let's get started."},{"startTime":113.404,"endTime":117.172,"body":"Hello. Hi everyone. Welcome back. Or welcome to"},{"startTime":117.308,"endTime":120.556,"body":"Nonprofit Nation. So excited to have you here today on the"},{"startTime":120.58,"endTime":124.14,"body":"podcast. And the question we are discussing, we're"},{"startTime":124.172,"endTime":127.396,"body":"answering, we're unpacking, how can we build"},{"startTime":127.54,"endTime":130.884,"body":"deeper relationships with our corporate"},{"startTime":130.924,"endTime":134.38,"body":"partners? And how can we expand our corporate"},{"startTime":134.412,"endTime":137.9,"body":"partnership program? How can we cultivate them? How can we"},{"startTime":137.932,"endTime":141.7,"body":"attract them? How can we just really engage them"},{"startTime":141.732,"endTime":145.084,"body":"in what we're doing to create even more impact?"},{"startTime":145.504,"endTime":149.16,"body":"And my guest today is Matt Nash, based in"},{"startTime":149.192,"endTime":152.92,"body":"North Carolina. Matt previously served as the senior"},{"startTime":152.952,"endTime":156.4,"body":"vice president of marketing and donor experience for fidelity"},{"startTime":156.472,"endTime":159.656,"body":"charitable. He's now executive director of the"},{"startTime":159.68,"endTime":163.48,"body":"Blackbaud Giving Fund, the charitable arm of Blackbaud,"},{"startTime":163.632,"endTime":166.856,"body":"which is the cloud computing provider that serves nonprofits,"},{"startTime":166.96,"endTime":170.02,"body":"foundations, schools and other social change"},{"startTime":170.092,"endTime":173.9,"body":"organizations. And the Blackbaud Giving fund has safely"},{"startTime":173.972,"endTime":177.66,"body":"dispersed over $1.6 billion"},{"startTime":177.852,"endTime":181.628,"body":"from generous donors to over 195,000"},{"startTime":181.676,"endTime":185.356,"body":"nonprofits around the globe and offers resources to"},{"startTime":185.38,"endTime":189.044,"body":"nonprofits to support their fundraising goals. That"},{"startTime":189.084,"endTime":192.836,"body":"is just absolutely incredible. So, Matt, welcome to the"},{"startTime":192.86,"endTime":196.684,"body":"podcast. Thank you. It's my pleasure to be here. Yes. So"},{"startTime":196.844,"endTime":199.904,"body":"we were talking about your hobby of woodworking."},{"startTime":200.364,"endTime":203.924,"body":"But my guests, they probably love to hear about that. But I would love to"},{"startTime":203.964,"endTime":207.7,"body":"hear about your nonprofit journey, how you got into the"},{"startTime":207.732,"endTime":210.744,"body":"sector and how you got involved with Blackbaud."},{"startTime":211.124,"endTime":214.78,"body":"So all careers have all kinds of moving"},{"startTime":214.892,"endTime":218.42,"body":"parts and changes to them. Mine was in"},{"startTime":218.452,"endTime":222.188,"body":"financial services for 25 years, much of that at fidelity"},{"startTime":222.236,"endTime":225.82,"body":"investments. And toward the end of the time that I was with Fidelity,"},{"startTime":225.972,"endTime":228.966,"body":"I joined the senior team of the big"},{"startTime":229.03,"endTime":232.67,"body":"philanthropic group that they have called Fidelity charitable, which is the largest"},{"startTime":232.782,"endTime":236.006,"body":"donor advised fund. And that's why you lived in Boston for so long. You said"},{"startTime":236.03,"endTime":239.87,"body":"I lived in Boston. Exactly. I didn't get the connection. Fidelity's in Boston. Okay. Yeah."},{"startTime":239.902,"endTime":243.382,"body":"Yeah. So when I left Fidelity,"},{"startTime":243.558,"endTime":247.23,"body":"I was involved with a large philanthropic project that I actually"},{"startTime":247.262,"endTime":250.878,"body":"am still involved with, where we were looking to try to understand"},{"startTime":251.006,"endTime":254.694,"body":"why the number of people in America are giving has been going down for"},{"startTime":254.734,"endTime":258.462,"body":"the last generation and what we can do to turn that around."},{"startTime":258.638,"endTime":262.342,"body":"And as part of that, I met some folks from Blackbaud, and they were going"},{"startTime":262.358,"endTime":266.126,"body":"to be opening up this donor advise fund that they had"},{"startTime":266.15,"endTime":269.75,"body":"actually outsourced that activity before, and they wanted to bring it in"},{"startTime":269.782,"endTime":273.398,"body":"house. And so I joined them to start the Blackbaud giving"},{"startTime":273.446,"endTime":277.07,"body":"fund back in August of 2020. You named some of the"},{"startTime":277.102,"endTime":280.726,"body":"statistics that we've done since. So it's tied to"},{"startTime":280.91,"endTime":284.524,"body":"Blackbaud's product that does workplace giving,"},{"startTime":284.904,"endTime":288.296,"body":"offers it to corporations all across the United States."},{"startTime":288.44,"endTime":292.08,"body":"And the biggest part of what we do is to take the funds"},{"startTime":292.112,"endTime":295.272,"body":"in from those workplace giving"},{"startTime":295.328,"endTime":299.024,"body":"programs and move them to the charities of the choice"},{"startTime":299.064,"endTime":302.664,"body":"of where the employees want to send them, from financial services"},{"startTime":302.784,"endTime":306.084,"body":"to the donor advice fund sponsored fidelity"},{"startTime":306.384,"endTime":310.128,"body":"going way off on the philanthropic project itself"},{"startTime":310.216,"endTime":313.992,"body":"to understand more about how this whole ecosystem works and"},{"startTime":314.008,"endTime":316.964,"body":"what we can do to change it. And then coming back to"},{"startTime":317.264,"endTime":320.992,"body":"operating a group again, that feels good to me, to be able"},{"startTime":321.008,"endTime":324.48,"body":"to do the kind of good that we do every day. I love that."},{"startTime":324.552,"endTime":328.328,"body":"So we should definitely talk about fundraising"},{"startTime":328.456,"endTime":332.224,"body":"statistics and sort of the outlook for"},{"startTime":332.264,"endTime":335.9,"body":"this year. But one statistic that I"},{"startTime":335.932,"endTime":339.284,"body":"found that's related to our topic today, two thirds of"},{"startTime":339.324,"endTime":343.104,"body":"Americans say they donate money to charitable causes,"},{"startTime":343.444,"endTime":347.14,"body":"and 26 million people work for companies"},{"startTime":347.332,"endTime":350.676,"body":"that offer company match programs to"},{"startTime":350.78,"endTime":354.34,"body":"employees. So in your opinion,"},{"startTime":354.532,"endTime":358.012,"body":"how do the statistics around charitable"},{"startTime":358.068,"endTime":361.686,"body":"donations a role in shaping the landscape for"},{"startTime":361.71,"endTime":365.374,"body":"fundraisers? And what role do you see company match"},{"startTime":365.454,"endTime":369.166,"body":"programs playing? Yeah. So we've"},{"startTime":369.19,"endTime":372.606,"body":"all seen the statistics, and particularly in this project that I worked"},{"startTime":372.63,"endTime":376.134,"body":"on, it's not recent. I mean, the decline in"},{"startTime":376.174,"endTime":379.63,"body":"donors has been going on for literally a generation, since before"},{"startTime":379.702,"endTime":383.046,"body":"2000. And that's not stopping. The"},{"startTime":383.07,"endTime":386.886,"body":"numbers keep showing that the number of people in"},{"startTime":386.91,"endTime":390.526,"body":"America that give declines every year, and I think it"},{"startTime":390.55,"endTime":393.794,"body":"declined again in 2022 when giving us a"},{"startTime":394.334,"endTime":398.07,"body":"producer report. But I think some of it's"},{"startTime":398.102,"endTime":401.91,"body":"been hidden because the wealthy donors have kind of made up for"},{"startTime":401.942,"endTime":405.582,"body":"that. So if you just look at the funds flowing through, and you"},{"startTime":405.598,"endTime":408.742,"body":"only looked at how much money was coming into the"},{"startTime":408.798,"endTime":412.462,"body":"nonprofit sector from individuals up until"},{"startTime":412.518,"endTime":415.83,"body":"2023, it was growing every year. And mainly that was"},{"startTime":415.862,"endTime":419.48,"body":"because the wealthy were making up for what was going on"},{"startTime":419.512,"endTime":422.976,"body":"underneath with the average donor people, just"},{"startTime":423.04,"endTime":426.664,"body":"average citizen not being as active as they were in the"},{"startTime":426.704,"endTime":430.12,"body":"past. So I think we're kind of at a"},{"startTime":430.192,"endTime":433.912,"body":"crossroads here, because 2023, at least if it wasn't a blip, was"},{"startTime":433.928,"endTime":437.32,"body":"the first time that the wealthy didn't overcome the"},{"startTime":437.352,"endTime":441.032,"body":"volume of people giving on a smaller way. And it"},{"startTime":441.088,"endTime":444.522,"body":"creates a challenge, I think, for all of us to say, well, how do we,"},{"startTime":444.648,"endTime":448.278,"body":"how do we do this? And at the same time, we're up to over"},{"startTime":448.326,"endTime":451.794,"body":"1.4 million charities in America that are registered with the I."},{"startTime":453.054,"endTime":456.63,"body":"If you go back 20 years, that was less than a million. So there's more"},{"startTime":456.662,"endTime":460.39,"body":"and more and more charities that are looking to do good"},{"startTime":460.422,"endTime":463.742,"body":"in the world and fewer donors."},{"startTime":463.918,"endTime":467.67,"body":"And what I come down to is, as I've looked at this is, to"},{"startTime":467.702,"endTime":471.434,"body":"me, a lot of giving is reactionary."},{"startTime":471.934,"endTime":475.422,"body":"Your friend is doing a run. They send you a note and say, hey, would"},{"startTime":475.438,"endTime":479.126,"body":"you sponsor my run for me? And you do that. I think what"},{"startTime":479.15,"endTime":482.854,"body":"we need is more intentional giving, where somebody is picking"},{"startTime":482.894,"endTime":486.702,"body":"out a cause that's important to them. They're finding a charity"},{"startTime":486.758,"endTime":490.198,"body":"that, or multiple charities that do"},{"startTime":490.366,"endTime":493.574,"body":"those things and create the kind of outcomes that society"},{"startTime":493.654,"endTime":497.298,"body":"needs. And they become more invested, they become"},{"startTime":497.346,"endTime":500.978,"body":"more engaged. I don't call it strategic, I call it intentional. They think"},{"startTime":501.026,"endTime":503.814,"body":"about it. It's something that they proactively do."},{"startTime":504.234,"endTime":508.026,"body":"And I think there's some sources of giving"},{"startTime":508.09,"endTime":511.494,"body":"that naturally lend themselves to intentional giving."},{"startTime":511.914,"endTime":515.138,"body":"One is a lot of nonprofits go to"},{"startTime":515.186,"endTime":518.762,"body":"sustainers. They try to build more sustainers. Well, what is a sustainer? A"},{"startTime":518.778,"endTime":522.594,"body":"sustainer is somebody who's intentional about giving to that particular charity."},{"startTime":522.674,"endTime":526.234,"body":"Yes, they do it every month. That's got to be intentional. It's"},{"startTime":526.274,"endTime":529.304,"body":"important to them. Donor advise funds are another"},{"startTime":529.804,"endTime":533.62,"body":"situation, because they put the money into this account to get"},{"startTime":533.652,"endTime":537.228,"body":"it to be charitable funds, and then they take a second step"},{"startTime":537.276,"endTime":541.092,"body":"and decide where they want to give it. I always talk about use of"},{"startTime":541.148,"endTime":544.796,"body":"donor advised funds is there's two decisions the donor makes. One is"},{"startTime":544.82,"endTime":548.58,"body":"the head decision, getting the tax deduction and figuring out what"},{"startTime":548.612,"endTime":552.188,"body":"funds you're going to put away for a given. And then there's the heart decision,"},{"startTime":552.276,"endTime":556.098,"body":"which is which now, which causes are important to me, which charities"},{"startTime":556.146,"endTime":559.474,"body":"are important to me. And then when they use the fund to do that, they're"},{"startTime":559.514,"endTime":563.29,"body":"basically exhibiting this, what I call intentional behavior. And then the"},{"startTime":563.322,"endTime":566.986,"body":"third one that we've seen as I've gotten involved with the"},{"startTime":567.05,"endTime":570.698,"body":"workplace giving is from the workplace. And the idea"},{"startTime":570.746,"endTime":574.522,"body":"there is that there's two reasons why a company"},{"startTime":574.578,"endTime":578.394,"body":"would want to get involved with this. One is they're trying to get employees"},{"startTime":578.434,"endTime":581.77,"body":"that are more engaged so they can have employees be"},{"startTime":581.802,"endTime":585.316,"body":"retained. That's just a key component. And that's generational as"},{"startTime":585.34,"endTime":588.38,"body":"well. That's generational, absolutely. Because"},{"startTime":588.492,"endTime":592.244,"body":"70% of employees say they would like to work for a company"},{"startTime":592.324,"endTime":596.044,"body":"that has purpose. And so if you"},{"startTime":596.084,"endTime":599.756,"body":"match that 70% of the workers that are"},{"startTime":599.82,"endTime":603.636,"body":"looking for some sense of purpose, the idea of having"},{"startTime":603.74,"endTime":607.34,"body":"a workplace giving program matches that pretty well, because now the"},{"startTime":607.372,"endTime":611.194,"body":"company can support people's causes more broadly, but"},{"startTime":611.234,"endTime":614.706,"body":"also target things that represent what the company thinks"},{"startTime":614.73,"endTime":618.37,"body":"itself thinks is important. Which is the second reason why somebody does"},{"startTime":618.402,"endTime":622.002,"body":"workplace giving is more. It's more brand loyalty, it's more"},{"startTime":622.098,"endTime":625.826,"body":"brand awareness. It's their stake in the communities"},{"startTime":625.89,"endTime":629.386,"body":"that they operate in, because they're trying to demonstrate that"},{"startTime":629.53,"endTime":633.242,"body":"they provide good or purpose to"},{"startTime":633.258,"endTime":637.032,"body":"a broader sense than just what might happen to be the product that"},{"startTime":637.048,"endTime":640.832,"body":"they're selling. So an employee that's joining the workplace"},{"startTime":640.928,"endTime":644.736,"body":"giving, often, number one, they're younger than the average"},{"startTime":644.8,"endTime":648.416,"body":"donor that most nonprofits have, because they're like, the"},{"startTime":648.44,"endTime":651.124,"body":"average age of american employee today is 38."},{"startTime":652.864,"endTime":656.672,"body":"I didn't know that. I'm taking a lot of notes. Okay. Average"},{"startTime":656.728,"endTime":660.264,"body":"age of the american employee is 38. Okay,"},{"startTime":660.304,"endTime":664.058,"body":"38. Right. And I know that with most"},{"startTime":664.186,"endTime":667.754,"body":"nonprofits out there, looked at their database and said, well, how old is my average"},{"startTime":667.794,"endTime":671.642,"body":"donor? 50 or north of"},{"startTime":671.658,"endTime":675.442,"body":"that. And so there's a good opportunity"},{"startTime":675.498,"endTime":678.73,"body":"here. There's 30 million people that are involved in these"},{"startTime":678.762,"endTime":682.066,"body":"programs. Maybe you said 26. Yeah. There's"},{"startTime":682.09,"endTime":685.73,"body":"no definitive number, but they're in somewhere in that"},{"startTime":685.762,"endTime":689.534,"body":"area that are participating in these programs. They're"},{"startTime":689.574,"endTime":693.206,"body":"younger. Many of them are doing something intentional"},{"startTime":693.27,"endTime":696.83,"body":"about giving for the first time. Up until this, they've been"},{"startTime":696.862,"endTime":700.566,"body":"reacting, and now they're in the workplace,"},{"startTime":700.71,"endTime":704.474,"body":"and they get involved with the give back week, and there's"},{"startTime":704.814,"endTime":708.606,"body":"programs that they can jump into, volunteer projects"},{"startTime":708.63,"endTime":712.294,"body":"that they can work on with their coworkers, and they're getting"},{"startTime":712.374,"endTime":715.674,"body":"involved. They're doing it collaboratively with their"},{"startTime":715.714,"endTime":719.338,"body":"coworkers, so they're getting some social aspect back from it,"},{"startTime":719.426,"endTime":723.09,"body":"which is important since we've had COVID and we've all been working"},{"startTime":723.242,"endTime":726.65,"body":"holed up in our offices. But then they're also learning about these"},{"startTime":726.682,"endTime":730.498,"body":"nonprofits and learning how sophisticated they are and what great work that they do,"},{"startTime":730.626,"endTime":734.474,"body":"and they're beginning to get engaged. And so"},{"startTime":734.634,"endTime":738.162,"body":"from my perspective, the workplace giving is that third point"},{"startTime":738.298,"endTime":742.05,"body":"of finding more intentional givers, and the benefit of finding"},{"startTime":742.082,"endTime":745.85,"body":"younger givers who have the means to give and can grow into"},{"startTime":745.882,"endTime":749.454,"body":"your mid and major gift donors as time goes on."},{"startTime":749.834,"endTime":753.466,"body":"So interesting and so important to understand, because"},{"startTime":753.61,"endTime":757.29,"body":"in my line of work, where I work with organizations"},{"startTime":757.322,"endTime":760.97,"body":"on digital fundraising and social media, they're"},{"startTime":761.002,"endTime":764.09,"body":"always saying to me, where can we find younger donors? Where can we find younger"},{"startTime":764.122,"endTime":767.538,"body":"donors? And this seems to me to be like an untapped"},{"startTime":767.586,"endTime":770.9,"body":"pool of people that you just said,"},{"startTime":771.052,"endTime":774.308,"body":"70% want to work for a company that has"},{"startTime":774.356,"endTime":778.196,"body":"purpose. People want to be more intentional, and they want to"},{"startTime":778.22,"endTime":782.02,"body":"be less reactionary. And I completely"},{"startTime":782.052,"endTime":785.284,"body":"agree with that. And also, it's very generational. I think"},{"startTime":785.444,"endTime":788.74,"body":"nonprofits tend to treat all of their pools of"},{"startTime":788.772,"endTime":792.572,"body":"donors the same. So they would treat their silent generation,"},{"startTime":792.628,"endTime":796.224,"body":"baby boomer donors the same as they would their younger"},{"startTime":796.264,"endTime":799.728,"body":"millennials or their Gen Z donors. And it seems"},{"startTime":799.776,"endTime":803.6,"body":"clear that we need to have a different approach. Another point"},{"startTime":803.632,"endTime":806.536,"body":"I wanted to make, because it is a point I always make, is you talked"},{"startTime":806.56,"endTime":809.364,"body":"about the heart giving and the head giving."},{"startTime":810.104,"endTime":813.904,"body":"And I always reference Aristotle, which might"},{"startTime":813.944,"endTime":817.088,"body":"seem very literally antiquated, but"},{"startTime":817.136,"endTime":820.76,"body":"Aristotle talks about ethos, pathos, and"},{"startTime":820.792,"endTime":824.362,"body":"logos as the only way to influence"},{"startTime":824.418,"endTime":827.818,"body":"someone. And it's exactly what you're talking about. You need"},{"startTime":827.866,"endTime":831.642,"body":"credibility, you need logic, and you need heart. Like, you need"},{"startTime":831.658,"endTime":835.33,"body":"that emotion. So I think I completely agree with you that"},{"startTime":835.362,"endTime":839.098,"body":"donors, there are a lot of donors that are looking not just"},{"startTime":839.146,"endTime":842.674,"body":"for that reactionary heart feeling."},{"startTime":842.794,"endTime":846.61,"body":"They're also looking for that sort of logical conclusion"},{"startTime":846.642,"endTime":850.246,"body":"to give as well. Yeah, they want whatever resources"},{"startTime":850.31,"endTime":854.03,"body":"they have, whether it be talent or money, they"},{"startTime":854.062,"endTime":857.734,"body":"want it to be able to create an outcome, to create an impact, make"},{"startTime":857.774,"endTime":861.286,"body":"good. To me, that's the purpose side of what they're"},{"startTime":861.31,"endTime":865.046,"body":"doing. They want the world to be a better place. They"},{"startTime":865.07,"endTime":868.79,"body":"want their efforts to do it to show up as being,"},{"startTime":868.902,"endTime":872.614,"body":"hey, I'm making a difference here. Okay."},{"startTime":872.654,"endTime":876.456,"body":"So we kind of talked about the why. Definitely, we gave nonprofits"},{"startTime":876.52,"endTime":879.804,"body":"some food for thought around why this is important."},{"startTime":880.264,"endTime":883.976,"body":"But could you outline, I mean, don't to give us too much"},{"startTime":884.0,"endTime":886.784,"body":"detail. I don't want to put you on the spot that you have to memorize"},{"startTime":886.824,"endTime":890.36,"body":"all of this, but can you outline you talk about the"},{"startTime":890.392,"endTime":893.504,"body":"five and key engagement tactics that"},{"startTime":893.544,"endTime":897.232,"body":"nonprofits can employ to build and nurture"},{"startTime":897.288,"endTime":900.84,"body":"relationships with donors who have access"},{"startTime":901.032,"endTime":904.632,"body":"to corporate match programs? So can you talk maybe about"},{"startTime":904.768,"endTime":908.496,"body":"some of the key engagement tactics? Sure. Yeah. Let me just sort"},{"startTime":908.52,"endTime":912.124,"body":"of summarize them, and we can dive into any details that"},{"startTime":912.624,"endTime":916.384,"body":"we go forward. I think there's just some, what I call key"},{"startTime":916.424,"endTime":919.688,"body":"engagement tactics. Yes. The first one"},{"startTime":919.736,"endTime":923.464,"body":"is, if you're a nonprofit, is to make sure that"},{"startTime":923.504,"endTime":927.064,"body":"your cause is aligned with what the corporate"},{"startTime":927.104,"endTime":930.14,"body":"social mission is that builds"},{"startTime":930.252,"endTime":933.58,"body":"connectivity and builds purpose between the"},{"startTime":933.612,"endTime":937.316,"body":"corporation and you. It would also open their eyes to who"},{"startTime":937.34,"endTime":941.14,"body":"you are because they would recognize that you're in line with"},{"startTime":941.172,"endTime":944.708,"body":"what is important to them. So that's 1 second"},{"startTime":944.836,"endTime":948.164,"body":"is because they're looking for employee"},{"startTime":948.204,"endTime":951.62,"body":"engagement. Creating great volunteer opportunities here is"},{"startTime":951.652,"endTime":955.496,"body":"key. And I know volunteering is not an easy thing for"},{"startTime":955.62,"endTime":959.416,"body":"nonprofits to manage because it's very complicated. But the"},{"startTime":959.44,"endTime":962.728,"body":"more that you have very interesting volunteer"},{"startTime":962.816,"endTime":966.496,"body":"opportunities for these employees to participate in, the"},{"startTime":966.52,"endTime":970.096,"body":"greater chance you're going to have for getting that engagement with both"},{"startTime":970.28,"endTime":973.784,"body":"at the corporation and engagement with you. Third is to"},{"startTime":973.824,"endTime":977.64,"body":"partner with the company and learn together, and we can talk a little bit more"},{"startTime":977.672,"endTime":981.048,"body":"about how to start with the companies. But what I've seen"},{"startTime":981.136,"endTime":984.936,"body":"in corporate partnerships that we're involved with"},{"startTime":985.04,"endTime":988.536,"body":"is that corporations get their employees involved with helping manage"},{"startTime":988.6,"endTime":991.536,"body":"it, because at the very top of these corporate social"},{"startTime":991.6,"endTime":995.392,"body":"responsibility organizations, there's very few people. So they have"},{"startTime":995.408,"endTime":999.168,"body":"to leverage the employees to get going. As you work with"},{"startTime":999.216,"endTime":1002.944,"body":"these nonprofits and have your give back week or even"},{"startTime":1002.984,"endTime":1006.552,"body":"an ongoing thing throughout the year, you don't get it right the first time."},{"startTime":1006.688,"endTime":1010.518,"body":"But if the nonprofit can work together with the company,"},{"startTime":1010.656,"endTime":1014.474,"body":"they each get better at this, and it creates more"},{"startTime":1014.514,"endTime":1017.986,"body":"engagement and more volunteer hours and more money will"},{"startTime":1018.01,"endTime":1021.826,"body":"flow. The fourth is to communicate your cause and impact. And"},{"startTime":1021.89,"endTime":1025.154,"body":"we just kind of talked about that, right. Employees are interested"},{"startTime":1025.194,"endTime":1028.81,"body":"in the purpose and the impact. It's"},{"startTime":1028.842,"endTime":1032.058,"body":"really important for the nonprofit to be able to articulate what that"},{"startTime":1032.106,"endTime":1035.194,"body":"is and make it visible to those"},{"startTime":1035.234,"endTime":1038.554,"body":"employees. And it could be as simple as make sure your"},{"startTime":1038.594,"endTime":1042.266,"body":"candid profile is up to date, because many of these programs"},{"startTime":1042.29,"endTime":1045.834,"body":"will import data from aggregators like"},{"startTime":1045.874,"endTime":1049.474,"body":"Candid to show the employees what"},{"startTime":1049.514,"endTime":1052.898,"body":"options that they've got. And maybe LinkedIn. Yeah,"},{"startTime":1052.946,"endTime":1056.602,"body":"yeah, LinkedIn. It's candid. It's charity"},{"startTime":1056.658,"endTime":1060.298,"body":"navigator. It's on your social media, help"},{"startTime":1060.346,"endTime":1064.082,"body":"people understand who you are and what you're about on your website, same"},{"startTime":1064.138,"endTime":1067.736,"body":"thing. Make sure it's all up to date. A consistent theme, and up to"},{"startTime":1067.76,"endTime":1071.604,"body":"date throughout. Throughout. Then once"},{"startTime":1071.904,"endTime":1074.856,"body":"you're communicating, the fifth would be steward the"},{"startTime":1074.88,"endTime":1078.688,"body":"relationships. Recognize the employees that"},{"startTime":1078.776,"endTime":1082.512,"body":"joined your cause, and they show"},{"startTime":1082.568,"endTime":1086.304,"body":"up in your databases. If they don't show up in your databases,"},{"startTime":1086.384,"endTime":1090.088,"body":"they show up in the databases of these organizations, like the Blackbaud Giving"},{"startTime":1090.136,"endTime":1093.85,"body":"Fund, that are the ones that send the funds to"},{"startTime":1093.882,"endTime":1097.074,"body":"the charity. We all have platforms that"},{"startTime":1097.194,"endTime":1100.874,"body":"inform the nonprofit, what"},{"startTime":1100.914,"endTime":1104.522,"body":"company was involved and which employees were involved, and"},{"startTime":1104.618,"endTime":1108.218,"body":"the contact information of the employees. So it's your"},{"startTime":1108.266,"endTime":1111.45,"body":"chance to, once you discover them, is to"},{"startTime":1111.562,"endTime":1115.258,"body":"begin thanking them, understanding more about them, inviting"},{"startTime":1115.306,"endTime":1118.784,"body":"them back in. All the stuff that nonprofits know how to do really well,"},{"startTime":1118.954,"endTime":1122.624,"body":"but know that we're the sources, know that they came through this"},{"startTime":1123.004,"endTime":1126.708,"body":"workplace program. So I think my next question would"},{"startTime":1126.756,"endTime":1130.492,"body":"be sort of where to start. So how do we find"},{"startTime":1130.628,"endTime":1134.236,"body":"these companies that are aligned with our mission? Yeah,"},{"startTime":1134.34,"endTime":1138.036,"body":"that's a really good question. So, like, let's say here in Chapel"},{"startTime":1138.06,"endTime":1141.412,"body":"Hill, North Carolina, where I am, there's a triangle of three"},{"startTime":1141.588,"endTime":1145.02,"body":"cities, Raleigh Durham and Chapel Hill. And right in the middle of it, there's this"},{"startTime":1145.052,"endTime":1148.744,"body":"thing called the research Triangle park. There's literally hundreds of companies,"},{"startTime":1149.164,"endTime":1152.916,"body":"most of them high tech companies, that are working there. They may not have"},{"startTime":1152.94,"endTime":1156.396,"body":"their headquarters there, but they got big operations. And so if I"},{"startTime":1156.42,"endTime":1160.26,"body":"were a charity in this area, the first thing"},{"startTime":1160.292,"endTime":1163.836,"body":"I would do is start looking at what these companies do"},{"startTime":1164.02,"endTime":1167.844,"body":"and get a sense of, are there things that would likely line"},{"startTime":1167.884,"endTime":1171.7,"body":"up with me? And then you can go in under their annual reports,"},{"startTime":1171.892,"endTime":1175.73,"body":"they all talk about their social mission. It's particularly"},{"startTime":1175.762,"endTime":1178.49,"body":"in the last couple of years, from, let's say, 2021 through"},{"startTime":1178.522,"endTime":1181.954,"body":"2023, almost every annual report"},{"startTime":1182.034,"endTime":1185.554,"body":"has a component in there about what their social mission is."},{"startTime":1185.674,"endTime":1189.442,"body":"And you can see what they're all about and what they're trying to accomplish. And"},{"startTime":1189.458,"endTime":1193.01,"body":"that gives you a sense of, okay, am I lined up with that"},{"startTime":1193.082,"endTime":1196.922,"body":"approach? Would there be a connection there? A"},{"startTime":1196.938,"endTime":1200.25,"body":"lot of them even produce, literally, a corporate social"},{"startTime":1200.322,"endTime":1204.112,"body":"responsibility report that they'll publish. And"},{"startTime":1204.128,"endTime":1206.936,"body":"you can read in depth all the things, all the things that they do. So"},{"startTime":1206.96,"endTime":1210.576,"body":"I think, to me, that's a starting point. And then"},{"startTime":1210.72,"endTime":1214.408,"body":"to look at your own donors and say, do I have any donors that"},{"startTime":1214.456,"endTime":1217.944,"body":"work for those companies and go through those"},{"startTime":1217.984,"endTime":1221.768,"body":"donors? Or you could literally contact the firm and say,"},{"startTime":1221.816,"endTime":1225.296,"body":"who's managing the corporate social responsibility programs in your"},{"startTime":1225.32,"endTime":1229.076,"body":"firm? And there's usually a department, might be a small department, but"},{"startTime":1229.1,"endTime":1232.316,"body":"they'll, you know, you'll get the email and you can, you can say, here's what"},{"startTime":1232.34,"endTime":1236.14,"body":"we do. Here's what we're thinking about, and introduce yourself. So"},{"startTime":1236.172,"endTime":1239.38,"body":"they're, they're more aware of who you are. They"},{"startTime":1239.452,"endTime":1242.452,"body":"are all searching for voluntary"},{"startTime":1242.508,"endTime":1246.276,"body":"opportunities because. And they can't, you know,"},{"startTime":1246.34,"endTime":1250.156,"body":"create them themselves because it's like three people that might be handling"},{"startTime":1250.3,"endTime":1254.044,"body":"volunteer activities for a company of 100,000. I mean, it's literally that"},{"startTime":1254.084,"endTime":1257.5,"body":"kind of scale that we're talking about. And so the more that they can"},{"startTime":1257.532,"endTime":1261.308,"body":"understand what programs can be offered to their employees"},{"startTime":1261.356,"endTime":1265.196,"body":"and which ones match, I think that's a really good place to start because"},{"startTime":1265.22,"endTime":1268.624,"body":"they're dying for great ideas because they want to get their people engaged."},{"startTime":1269.284,"endTime":1273.036,"body":"I have an example. When I was a development director, I worked"},{"startTime":1273.1,"endTime":1276.588,"body":"at a domestic violence shelter, pretty small, you know, under 5"},{"startTime":1276.636,"endTime":1280.364,"body":"million budget, in Norfolk, Virginia."},{"startTime":1280.524,"endTime":1283.972,"body":"And we were looking for"},{"startTime":1284.148,"endTime":1287.716,"body":"grants, and we actually found that"},{"startTime":1287.78,"endTime":1291.276,"body":"target. I'm not sure if this is true now. That was a while"},{"startTime":1291.3,"endTime":1294.876,"body":"ago, but they supported programs around domestic"},{"startTime":1294.9,"endTime":1298.676,"body":"violence prevention, outreach and support. And we"},{"startTime":1298.7,"endTime":1302.252,"body":"actually really built a great relationship with the local target. But as"},{"startTime":1302.308,"endTime":1305.668,"body":"part of that, they wanted more than"},{"startTime":1305.756,"endTime":1309.536,"body":"just, you know, providing a check. They really did want some"},{"startTime":1309.56,"endTime":1313.128,"body":"kind of volunteer opportunity, whether it was painting or whether it"},{"startTime":1313.176,"endTime":1316.728,"body":"was providing supplies for a birthday party"},{"startTime":1316.816,"endTime":1320.112,"body":"or obviously, they could not necessarily come and work, like inside the"},{"startTime":1320.128,"endTime":1323.784,"body":"shelter unless they went through our training and our orientation,"},{"startTime":1323.944,"endTime":1327.672,"body":"but they were willing to schlep furniture"},{"startTime":1327.848,"endTime":1331.336,"body":"around or take in kind donations and bring them back and"},{"startTime":1331.36,"endTime":1334.924,"body":"forth. So having that, like, thinking through"},{"startTime":1335.644,"endTime":1339.476,"body":"what can these employees do that's going to connect them to the"},{"startTime":1339.5,"endTime":1343.068,"body":"mission? This is not about exploiting clients. I"},{"startTime":1343.076,"endTime":1346.224,"body":"think a lot of my listeners might have"},{"startTime":1346.644,"endTime":1349.94,"body":"that misconception. We're not going to parade around our"},{"startTime":1349.972,"endTime":1353.404,"body":"clients to these corporate employees, but it is more"},{"startTime":1353.444,"endTime":1357.14,"body":"thinking strategically and intentionally about what are some of the things"},{"startTime":1357.172,"endTime":1360.868,"body":"that they could do or help out with or participate"},{"startTime":1360.916,"endTime":1364.494,"body":"in that are going to be a good fit for both the"},{"startTime":1364.534,"endTime":1368.246,"body":"company but also both the nonprofit. And that's"},{"startTime":1368.27,"endTime":1372.11,"body":"the key. And when we talk with our clients about"},{"startTime":1372.302,"endTime":1375.982,"body":"what real success looks like, they always say it's"},{"startTime":1376.158,"endTime":1379.566,"body":"an engagement that improves my employees"},{"startTime":1379.75,"endTime":1383.406,"body":"life, gives them some skills, gives them an opportunity to"},{"startTime":1383.43,"endTime":1387.046,"body":"enjoy what they're doing. There's all kinds of things about that that"},{"startTime":1387.07,"endTime":1390.516,"body":"say, that improve and also help the"},{"startTime":1390.54,"endTime":1394.228,"body":"nonprofit with something that they needed to do. And if you can combine those"},{"startTime":1394.276,"endTime":1397.372,"body":"two, then you've got the right kind of volunteer"},{"startTime":1397.508,"endTime":1401.084,"body":"activity. Yes. So to review the engagement"},{"startTime":1401.124,"endTime":1404.612,"body":"tactics, we have, number one, make sure that it's"},{"startTime":1404.668,"endTime":1408.036,"body":"aligned. Your mission and vision and values are"},{"startTime":1408.06,"endTime":1410.904,"body":"aligned with the corporate social mission,"},{"startTime":1411.204,"endTime":1414.876,"body":"where let's not just say, oh, this is a big company, they should give"},{"startTime":1414.9,"endTime":1418.314,"body":"us money. Right. If it does align"},{"startTime":1418.654,"endTime":1422.486,"body":"and you send the corporate social responsibility person an"},{"startTime":1422.51,"endTime":1426.334,"body":"email, it's gonna resonate with them. Yes. Right. And that's step"},{"startTime":1426.374,"endTime":1429.702,"body":"one. You gotta get their interest. And then if it doesn't"},{"startTime":1429.798,"endTime":1433.394,"body":"align, it's okay. Then we just move on to the next one."},{"startTime":1434.014,"endTime":1437.354,"body":"The volunteer opportunities is number two. We talked about"},{"startTime":1437.814,"endTime":1441.114,"body":"three, partner and learn together."},{"startTime":1442.464,"endTime":1446.2,"body":"Do you want to elaborate more on that? Is that more sort of like developing"},{"startTime":1446.272,"endTime":1449.888,"body":"these partnerships together, rather than just us coming"},{"startTime":1449.936,"endTime":1453.416,"body":"and saying, here's what we want? I think there's two things to it. There's a"},{"startTime":1453.44,"endTime":1457.08,"body":"planning component to it which allows you to get"},{"startTime":1457.112,"endTime":1460.904,"body":"engaged and figure out how to work with the company in terms"},{"startTime":1460.944,"endTime":1464.376,"body":"of what are we going to offer. A lot of times what happens is that"},{"startTime":1464.4,"endTime":1467.672,"body":"they put the responsibility to an employee"},{"startTime":1467.728,"endTime":1471.504,"body":"volunteer who has been doing this for four or five"},{"startTime":1471.584,"endTime":1474.968,"body":"years and has learned how to run these"},{"startTime":1475.016,"endTime":1478.792,"body":"programs. And so you do some planning with them, and"},{"startTime":1478.808,"endTime":1482.656,"body":"then the big part is afterwards you debrief and you say, what worked? What"},{"startTime":1482.68,"endTime":1486.496,"body":"didn't work, what could we do differently next time? Because then two things"},{"startTime":1486.52,"endTime":1490.336,"body":"will happen. One, you'll get better. Two is there'll be a next time, right. Because"},{"startTime":1490.36,"endTime":1494.2,"body":"you're already planning for the following year. So that's what we mean"},{"startTime":1494.232,"endTime":1497.612,"body":"by working together, because as time goes on, then"},{"startTime":1497.748,"endTime":1501.572,"body":"they're able to get more people engaged. You might be able"},{"startTime":1501.588,"endTime":1505.3,"body":"to balance. What if you ran an"},{"startTime":1505.332,"endTime":1509.14,"body":"effort and you got way too many volunteers that came that time and you got"},{"startTime":1509.172,"endTime":1512.788,"body":"overloaded? Well, let's adjust that and make sure that it's going"},{"startTime":1512.796,"endTime":1516.556,"body":"to work better next time. Those are the things that you just learn as"},{"startTime":1516.58,"endTime":1519.532,"body":"you go. And I think it's just an important part to just have a learning"},{"startTime":1519.588,"endTime":1523.366,"body":"loop in any of these activities that you do. I love that. Playing the"},{"startTime":1523.39,"endTime":1527.03,"body":"long game, not just saying, let's just get a check this"},{"startTime":1527.062,"endTime":1530.798,"body":"year, like not making it transactional. And actually, I think that speaks to"},{"startTime":1530.966,"endTime":1534.262,"body":"a lot of fundraising practices. You know, let's play the long"},{"startTime":1534.318,"endTime":1537.55,"body":"game. Let's make it more of a partnership, let's make it more"},{"startTime":1537.582,"endTime":1541.414,"body":"intentional, and let's figure out how we can create this"},{"startTime":1541.534,"endTime":1545.31,"body":"relationship long term. And then number four is probably my favorite."},{"startTime":1545.382,"endTime":1549.07,"body":"Communicate impact, make it visible. What are"},{"startTime":1549.102,"endTime":1552.59,"body":"some ways that we can communicate impact in this kind of partnership and"},{"startTime":1552.622,"endTime":1556.326,"body":"relationship? Well, one way is a lot of"},{"startTime":1556.35,"endTime":1560.174,"body":"times corporations themselves help you do that because they're"},{"startTime":1560.214,"endTime":1563.878,"body":"trying to also demonstrate how, what kind of impact"},{"startTime":1563.926,"endTime":1567.518,"body":"that they're having. So they do these CSR reports."},{"startTime":1567.606,"endTime":1571.166,"body":"They want to put a story in there to say what kind of impact that"},{"startTime":1571.19,"endTime":1574.602,"body":"they had. So I think it's as simple as"},{"startTime":1574.758,"endTime":1578.25,"body":"helping people know. Okay, how are you"},{"startTime":1578.282,"endTime":1581.882,"body":"carrying out your mission? What good are you doing in the"},{"startTime":1581.898,"endTime":1585.602,"body":"communities that you're working in? You know, if you're, you know,"},{"startTime":1585.738,"endTime":1589.482,"body":"running up a food bank, how many families"},{"startTime":1589.578,"endTime":1593.034,"body":"are you helping? And it's not rocket science. It's just the"},{"startTime":1593.074,"endTime":1596.882,"body":"basic things that you're doing that can demonstrate to people"},{"startTime":1596.938,"endTime":1600.73,"body":"that you're making an impact in the community. Yep."},{"startTime":1600.762,"endTime":1604.202,"body":"Because that's what the corporations want to be able to do. Because they want to"},{"startTime":1604.218,"endTime":1607.554,"body":"be able to tell others that they were involved and helped those"},{"startTime":1607.594,"endTime":1611.386,"body":"organizations do that. Absolutely. And let's not"},{"startTime":1611.41,"endTime":1615.106,"body":"overthink it as nonprofits. I'm the worst overthinker in the"},{"startTime":1615.13,"endTime":1618.454,"body":"world. I know a lot of nonprofits overthink"},{"startTime":1618.754,"endTime":1622.13,"body":"how to communicate impact. But let's just keep it simple."},{"startTime":1622.282,"endTime":1625.826,"body":"Let's make it easy for our company partners, our"},{"startTime":1625.85,"endTime":1629.684,"body":"corporate partners, to communicate it out to the employees. Let's not"},{"startTime":1629.724,"endTime":1633.356,"body":"overcomplicate it. Okay. And then stewarding the"},{"startTime":1633.38,"endTime":1637.116,"body":"relationship is, number five, what are some either examples"},{"startTime":1637.18,"endTime":1640.628,"body":"or maybe some tips that you have, like, how do we keep this relationship going"},{"startTime":1640.676,"endTime":1644.452,"body":"and stop it from maybe turning stale? Or how do we"},{"startTime":1644.468,"endTime":1648.004,"body":"just really keep it fresh and inspiring? Yeah. Well,"},{"startTime":1648.124,"endTime":1651.924,"body":"you have a list of volunteers that work with you. Yes. So"},{"startTime":1651.964,"endTime":1655.37,"body":"those people should be a list that you're following up with and"},{"startTime":1655.442,"endTime":1659.138,"body":"talking to and. And keeping them engaged in volunteering,"},{"startTime":1659.226,"endTime":1662.858,"body":"because they might then come back and volunteer outside the corporate event thing."},{"startTime":1662.986,"endTime":1666.674,"body":"Right. Maybe they'll be on your board. Maybe they'll, you know,"},{"startTime":1666.714,"endTime":1670.21,"body":"run the event committee or something. Right, right, exactly. They also"},{"startTime":1670.282,"endTime":1673.778,"body":"have a lot of coworkers that go back and talk"},{"startTime":1673.826,"endTime":1677.586,"body":"about their experience and, you know, so you"},{"startTime":1677.61,"endTime":1681.058,"body":"could learn, begin to learn more about how just helping"},{"startTime":1681.106,"endTime":1684.37,"body":"them articulate your story to their"},{"startTime":1684.482,"endTime":1688.21,"body":"network. So you're getting to know. To know them a little"},{"startTime":1688.242,"endTime":1691.694,"body":"bit better, and then you're putting them into"},{"startTime":1692.034,"endTime":1695.826,"body":"an ongoing process of how can they support"},{"startTime":1695.89,"endTime":1699.61,"body":"you over the long haul, which then gets you into the"},{"startTime":1699.642,"endTime":1703.402,"body":"standard kind of stewardship things that nonprofits have been"},{"startTime":1703.418,"endTime":1706.946,"body":"doing for a long time. But the key is to recognize who they are and"},{"startTime":1706.97,"endTime":1710.8,"body":"how they came to you. Who they are and how they came to you."},{"startTime":1710.832,"endTime":1714.68,"body":"They came to you. Right. Because if they came through the workplace,"},{"startTime":1714.792,"endTime":1718.324,"body":"remember, that's a more intentional person than if they"},{"startTime":1718.864,"endTime":1722.56,"body":"reacted to an email that they got at the end of the"},{"startTime":1722.592,"endTime":1725.472,"body":"year, right? Absolutely. They're already"},{"startTime":1725.608,"endTime":1728.944,"body":"predisposed toward helping you. This"},{"startTime":1728.984,"endTime":1732.112,"body":"relates so much to a lot of what I teach,"},{"startTime":1732.208,"endTime":1735.488,"body":"where if someone is running like a peer to peer"},{"startTime":1735.536,"endTime":1739.298,"body":"fundraiser. So, for instance, my friend Maggie is"},{"startTime":1739.386,"endTime":1743.17,"body":"doing the pan mass challenge and raising money. And I"},{"startTime":1743.202,"endTime":1746.574,"body":"gave Maggie money because I love Maggie."},{"startTime":1746.994,"endTime":1750.81,"body":"She's raising money, you know, to support cancer research because of her"},{"startTime":1750.842,"endTime":1754.642,"body":"niece. It's like her story, her journey. Not that I wouldn't support"},{"startTime":1754.698,"endTime":1758.17,"body":"the pan mask challenge, but if they came to me,"},{"startTime":1758.322,"endTime":1761.65,"body":"I would be more inclined to look the other way. So"},{"startTime":1761.842,"endTime":1765.494,"body":"with that, it's reactionary giving,"},{"startTime":1765.954,"endTime":1769.574,"body":"but there's an opportunity for this organization"},{"startTime":1769.874,"endTime":1773.666,"body":"to cultivate me in an intentional way. But I"},{"startTime":1773.69,"endTime":1777.362,"body":"agree with you. I think we tend to lump all donors in"},{"startTime":1777.378,"endTime":1780.826,"body":"the same pool. But what you just said is"},{"startTime":1780.97,"endTime":1784.45,"body":"who they are and how they came to"},{"startTime":1784.482,"endTime":1788.266,"body":"you is so vital. And we"},{"startTime":1788.29,"endTime":1792.046,"body":"need to really understand that if we're going to increase"},{"startTime":1792.19,"endTime":1795.966,"body":"donor retention in any way. Would you agree with that? Recognize who they are and"},{"startTime":1795.99,"endTime":1799.814,"body":"then begin to understand those behaviors of those, of that"},{"startTime":1799.894,"endTime":1803.534,"body":"type of donor, and then treat them along those ways"},{"startTime":1803.614,"endTime":1807.19,"body":"and then it will grow? Well, okay, another"},{"startTime":1807.262,"endTime":1810.526,"body":"statistic we're going to. I want to talk about donor retention just for a minute,"},{"startTime":1810.55,"endTime":1814.094,"body":"because I think it really fits in with what we're talking"},{"startTime":1814.134,"endTime":1817.862,"body":"about is how to attract younger donors. How do"},{"startTime":1817.878,"endTime":1821.724,"body":"we reach new donors? How do we cultivate"},{"startTime":1821.764,"endTime":1825.548,"body":"this next generation? How do we build more individual donors? Because we"},{"startTime":1825.556,"endTime":1829.156,"body":"can see that it's kind of decimated across the sector. The"},{"startTime":1829.18,"endTime":1832.86,"body":"donor retention rate is really pretty"},{"startTime":1832.972,"endTime":1836.588,"body":"pathetically bad. Okay, so we know, I mean, 40,"},{"startTime":1836.716,"endTime":1840.3,"body":"between 40 and 45%. And"},{"startTime":1840.332,"endTime":1843.908,"body":"then I read, I believe, on the Blackbaud giving"},{"startTime":1843.956,"endTime":1847.104,"body":"fund blog, 23% of donors"},{"startTime":1847.224,"endTime":1850.88,"body":"churn just six months after their first donation, which"},{"startTime":1850.952,"endTime":1854.456,"body":"means almost 70% of donors give"},{"startTime":1854.52,"endTime":1858.128,"body":"only once to an organization. So"},{"startTime":1858.176,"endTime":1861.524,"body":"how can we encourage ongoing support from our donors?"},{"startTime":1862.424,"endTime":1865.984,"body":"I come back to this. Who's reactionary and who's"},{"startTime":1866.024,"endTime":1869.744,"body":"intentional? If I were running a nonprofit,"},{"startTime":1869.784,"endTime":1873.596,"body":"which I'm involved with, a couple of them at the board level, the"},{"startTime":1873.62,"endTime":1877.38,"body":"first thing I do is let's talk to the people that are intentional with"},{"startTime":1877.412,"endTime":1881.132,"body":"us, and let's make sure that they're good,"},{"startTime":1881.228,"endTime":1884.876,"body":"that they're staying with us, and that if they have more to"},{"startTime":1884.9,"endTime":1888.468,"body":"give, let's work that, because I think that's step"},{"startTime":1888.556,"endTime":1892.204,"body":"one. And then step two is to look for"},{"startTime":1892.364,"endTime":1895.876,"body":"other areas where you can find intentional donors."},{"startTime":1896.02,"endTime":1899.62,"body":"And that's why I like the workplace, because I think it"},{"startTime":1899.652,"endTime":1902.324,"body":"is a source of, of new"},{"startTime":1902.704,"endTime":1906.312,"body":"donors that may not be intentional. Now"},{"startTime":1906.368,"endTime":1909.696,"body":"to you because they don't know about you, but they're getting"},{"startTime":1909.76,"endTime":1913.524,"body":"involved because they want to be involved."},{"startTime":1913.904,"endTime":1917.304,"body":"Remember, they. 70% of people want to work for a company that has a social"},{"startTime":1917.384,"endTime":1920.952,"body":"purpose. They want to be participating then in that social purpose."},{"startTime":1921.128,"endTime":1924.88,"body":"So I think that, you know, there's no magic"},{"startTime":1924.912,"endTime":1928.532,"body":"bullet here for nonprofits can do this. And I know there's"},{"startTime":1928.588,"endTime":1932.26,"body":"tons of different great strategies that fundraisers have"},{"startTime":1932.372,"endTime":1936.156,"body":"been put together with online, social media and all those"},{"startTime":1936.18,"endTime":1939.892,"body":"kinds of things. But I kind of look at the human side of"},{"startTime":1939.908,"endTime":1943.596,"body":"it, and I'm looking for how do we find people that can be"},{"startTime":1943.62,"endTime":1947.3,"body":"intentional? And that's why I like the workplace giving. I also like"},{"startTime":1947.332,"endTime":1951.092,"body":"daft giving. If you find a daft giver that's in"},{"startTime":1951.108,"endTime":1954.552,"body":"your database, boy, they should be somebody you should go after"},{"startTime":1954.608,"endTime":1958.404,"body":"because they made a proactive decision to give to you,"},{"startTime":1958.824,"endTime":1962.552,"body":"and they have money banked to give"},{"startTime":1962.648,"endTime":1966.28,"body":"again. Right. And so those are intentional givers that"},{"startTime":1966.392,"endTime":1970.032,"body":"are people that should be heavy in the stewardship"},{"startTime":1970.168,"endTime":1973.608,"body":"process because you got a better chance of developing"},{"startTime":1973.656,"endTime":1977.32,"body":"relationship with them. Oh, absolutely. The person that"},{"startTime":1977.352,"endTime":1980.792,"body":"supported their friend in the pan master. I love it. So really thinking"},{"startTime":1980.848,"endTime":1984.214,"body":"through, we love our reactionary"},{"startTime":1984.254,"endTime":1987.878,"body":"givers. We love them, we support them, but we can't"},{"startTime":1987.926,"endTime":1991.71,"body":"build our foundation on reactionary giving. That's, I think, what the mind"},{"startTime":1991.742,"endTime":1995.478,"body":"shift change that needs to happen, we need to start"},{"startTime":1995.646,"endTime":1999.038,"body":"building our infrastructure with the intentional givers,"},{"startTime":1999.166,"endTime":2002.954,"body":"stewarding them, cultivating them, communicating with them."},{"startTime":2003.454,"endTime":2007.166,"body":"This is really, I'm just, my wheels are turning here. I think this"},{"startTime":2007.19,"endTime":2010.718,"body":"is a total culture shift from what we've been"},{"startTime":2010.766,"endTime":2014.342,"body":"doing and from what we feel"},{"startTime":2014.398,"endTime":2018.03,"body":"like might be the easiest solution. Acquiring new"},{"startTime":2018.062,"endTime":2021.846,"body":"donors, attracting new donors, fundraising on social media. Like, let's just"},{"startTime":2021.87,"endTime":2025.694,"body":"get that quick donation. Sure. To keep the lights on. That's very"},{"startTime":2025.734,"endTime":2029.31,"body":"important to get the reactionary givers, but we cannot"},{"startTime":2029.382,"endTime":2032.67,"body":"sustain it. We cannot sustain what we're doing without the intentional"},{"startTime":2032.702,"endTime":2036.21,"body":"givers. So we need to look for the pockets of them as"},{"startTime":2036.242,"endTime":2040.002,"body":"well. Yeah. Here's an idea. Come up with a metric for what's the retention"},{"startTime":2040.058,"endTime":2043.29,"body":"of your intentional donors. I love that"},{"startTime":2043.402,"endTime":2046.854,"body":"idea. That might be a better metric for us."},{"startTime":2047.274,"endTime":2050.946,"body":"It won't be the full amount that you're raising, but there's a. It's a"},{"startTime":2050.97,"endTime":2054.762,"body":"core, right? It's a core that you can depend on. Yeah. And this is"},{"startTime":2054.778,"endTime":2058.362,"body":"why I kind of have an issue with the donor retention numbers. I think"},{"startTime":2058.418,"endTime":2061.912,"body":"that a lot of us give because"},{"startTime":2062.008,"endTime":2065.552,"body":"there are emergencies, or we might give because"},{"startTime":2065.728,"endTime":2069.48,"body":"there's something in the news, or we might give because we feel very passionately"},{"startTime":2069.552,"endTime":2073.184,"body":"about a cause that has gotten a lot of headlines or maybe it's political"},{"startTime":2073.264,"endTime":2076.976,"body":"season or whatever it might be. Sure, we're not going to give to"},{"startTime":2077.0,"endTime":2080.36,"body":"that year after year after year because it might just not be"},{"startTime":2080.512,"endTime":2084.256,"body":"feasible. But how are we, as"},{"startTime":2084.28,"endTime":2088.017,"body":"the small little bootstrapping nonprofits, the local"},{"startTime":2088.065,"endTime":2091.865,"body":"community nonprofits, looking at their donors, really"},{"startTime":2091.929,"endTime":2095.769,"body":"looking at like, who are the long term ones? How can we"},{"startTime":2095.801,"endTime":2099.369,"body":"keep them so just be more strategic overall,"},{"startTime":2099.561,"endTime":2103.273,"body":"unless just kind of fly by night? I'll share"},{"startTime":2103.313,"endTime":2106.953,"body":"one more, another statistic with you, and this is true in the donor advice"},{"startTime":2106.993,"endTime":2110.577,"body":"fund area, too. Over half, or about half,"},{"startTime":2110.625,"endTime":2114.008,"body":"maybe slightly over half of workplace givers, or even deaf"},{"startTime":2114.056,"endTime":2117.776,"body":"donors give locally, and they give about half of what they"},{"startTime":2117.8,"endTime":2121.552,"body":"give locally. They'll, you know, they'll support their alma mater and some other"},{"startTime":2121.608,"endTime":2125.376,"body":"large, you know, like the crisis of the day and that"},{"startTime":2125.44,"endTime":2129.28,"body":"kind of thing. But they all like to focus locally,"},{"startTime":2129.392,"endTime":2133.216,"body":"and that's an important thing, too, because a lot of, as you described, the"},{"startTime":2133.24,"endTime":2136.56,"body":"smaller, you know, bootstrap nonprofits, they're going to depend on"},{"startTime":2136.592,"endTime":2140.424,"body":"local donors. Absolutely. But the good news is that most of"},{"startTime":2140.424,"endTime":2143.296,"body":"the donors want to focus locally."},{"startTime":2143.48,"endTime":2147.28,"body":"Absolutely. Well, this has really been, it's"},{"startTime":2147.312,"endTime":2151.096,"body":"been kind of eye opening for me. I love that what"},{"startTime":2151.12,"endTime":2154.324,"body":"we're talking about can really be data driven."},{"startTime":2154.984,"endTime":2158.744,"body":"And there are ways to become more,"},{"startTime":2158.904,"endTime":2162.656,"body":"I guess, on our side, the nonprofit side, more intentional and"},{"startTime":2162.68,"endTime":2165.764,"body":"less reactionary. And really look at"},{"startTime":2166.304,"endTime":2170.094,"body":"where people are, where they came from, what are their passions?"},{"startTime":2170.754,"endTime":2174.386,"body":"How are they giving? When are they giving? Who are they giving to?"},{"startTime":2174.57,"endTime":2178.114,"body":"What spurred them to give? And looking for trends"},{"startTime":2178.234,"endTime":2181.29,"body":"and seeing how we can reach these really"},{"startTime":2181.362,"endTime":2185.01,"body":"untapped pools of donors like we're talking about in the workplace"},{"startTime":2185.042,"endTime":2188.85,"body":"giving programs or the corporate sponsorship programs. These are, I"},{"startTime":2188.882,"endTime":2192.214,"body":"think, not as tapped resources"},{"startTime":2192.594,"endTime":2196.21,"body":"as a lot of organizations are looking to."},{"startTime":2196.322,"endTime":2199.506,"body":"They send their annual appeal letter. They preach to the choir, if you will, which"},{"startTime":2199.53,"endTime":2203.244,"body":"I think you should. But we should always be looking outward for some"},{"startTime":2203.284,"endTime":2206.836,"body":"new audiences to reach. So I really appreciate it."},{"startTime":2206.98,"endTime":2210.628,"body":"Matt, where can people reach you? Where can they learn"},{"startTime":2210.676,"endTime":2214.076,"body":"more about your work and connect with"},{"startTime":2214.1,"endTime":2217.704,"body":"you? Our website for the Black Belt Gaming Fund is"},{"startTime":2218.124,"endTime":2221.372,"body":"full of information. We're getting more. We just launched a"},{"startTime":2221.388,"endTime":2225.108,"body":"blog last year, and we're adding to"},{"startTime":2225.156,"endTime":2228.278,"body":"content to it all the time. It's blackbaud"},{"startTime":2228.366,"endTime":2232.102,"body":"baud givingfund.org dot."},{"startTime":2232.238,"endTime":2236.054,"body":"Blackbodgivingfund.org dot. Fantastic. That's so just really,"},{"startTime":2236.094,"endTime":2239.446,"body":"really helpful. Thank you for coming on and sharing all of this"},{"startTime":2239.51,"endTime":2243.286,"body":"fantastic advice with us. Been my pleasure. It's"},{"startTime":2243.31,"endTime":2244.034,"body":"been fun."},{"startTime":2250.374,"endTime":2254.13,"body":"Well, hey there. I wanted to say thank you for tuning into my show"},{"startTime":2254.242,"endTime":2257.818,"body":"and for listening all the way to the end. If you really enjoyed"},{"startTime":2257.866,"endTime":2261.65,"body":"today's conversation, make sure to subscribe to the show in your favorite"},{"startTime":2261.682,"endTime":2265.482,"body":"podcast app, and you'll get new episodes downloaded as soon as they"},{"startTime":2265.498,"endTime":2269.034,"body":"come out. I would love if you left me a rating or a review,"},{"startTime":2269.154,"endTime":2272.946,"body":"because this tells other people that my podcast is worth"},{"startTime":2273.01,"endTime":2276.826,"body":"listening to, and then me and my guests can reach even more earbuds"},{"startTime":2276.89,"endTime":2280.636,"body":"and create even more impact. So that's pretty much it. I'll"},{"startTime":2280.66,"endTime":2284.436,"body":"be back soon with a brand new episode, but until then, you can"},{"startTime":2284.46,"endTime":2288.14,"body":"find me on Instagram. Uliacambel 77"},{"startTime":2288.332,"endTime":2291.404,"body":"keep changing the world, you nonprofit unicorn."}]}