Watch Candid present insights on how your nonprofit can:
- Host engaging virtual events that galvanize your supporters.
- Assess your donor base to identify effective new fundraising streams.
- Blend thoughtful fundraising strategy and creativity in this new environment.
Read below for a full transcript of the conversation.
Tracy Kaufman - My name is Tracy Kaufman, I will be your facilitator today on this session. And I really hope this will be a value for you and we will have room for Q&A, things like that. And as we get into the slides, I would like to apologize in advance for how enormous the slides are and let you know that a copy of the slides will be shared with you after the fact. Part of the reason why there are so many and there's a fair amount of text in them is so that they can be an ongoing resource for you as a handout. There will be some other materials available for you as well that I think will kind of help you in your event, strategizing and overall COVID fundraising journey. So I will be your primary facilitator today, my colleague, Elizabeth Madjlesi, who's based in Candid's DC office, she will be supporting today's webinar and she will be monitoring this chat. If you have questions and things like that, she will be keeping an eye on things and sharing your questions periodically. We'll be able to take some questions throughout. There are three major components to our session today and so as we finish up in each of these sections, there will be room for any questions so feel free to put any questions you have into the chat. Given the size of the group today, it's probably easier to take questions through chat rather than having people unmute themselves, that's a little easier in a smaller group. Without further ado, I'm going to share my screen. All right, do you see on your screen a bright yellow PowerPoint slide that displays the title of our session today? Great. So, as you can see on your screen, what we're talking about today, we're talking about virtual events and beyond. Everything is about how has your fundraising been and how will your fundraising be as we continue through and beyond hopefully the pandemic of this year. A little bit about my organization. Elizabeth and I are represented Candid. Some of you may be familiar with us already and some of you may be familiar with our prior legacy organizations which are Foundation Center and GuideStar. Foundation Center has been around since 1956. They are the primary resource and research and data institution all about grant making, grants and philanthropy overall. I have been working with the Foundation Center half of what is now candid for the past 13 years now. I like to think I've learned a thing or two about both grants and fundraising along the way. Any questions you have about anything, don't hesitate to reach out, my email address is included in this presentation as well. GuideStar meanwhile has been around since the mid-90s. They are the number one source of data on the nonprofit sector. In February of last year, Foundation Center and GuideStar combined into one organization, we are now known as Candid. We do all of the same things that the two previous organizations did, but now, I like to hope that do them even more effectively than ever. You can learn more about the organization at candid.org, check us out on social media if you'd like. And this is me, my name is Tracy. I've been with Candid for 13 years. I started off as a librarian specifically working with nonprofit professionals who came in to do research on how to run their organizations more effectively, how to fundraise, how to find grant opportunities, and now I'm one of our trainers and facilitators et cetera. So, here's a look little bit about what we're going to talk about today, we're mostly going to talk about the fundraising landscape during COVID, what a fundraising plan might look like during this time. And we're going to talk a little bit about virtual events. We have a very brief amount of time in which to do all of this and we'll do our best. But again, there will be a lot of resources to share along the way. Some information about philanthropy's response to COVID overall. Candid has been putting together a free site that shares what fundraising and what grants look like right now through the pandemic. Last I checked, I think at least $13 billion has gone out from foundations to support the response to COVID-19. You can take a look at which funders are most active, which organizations have been receiving a lot of funding and what kinds of funding opportunities are available if you go to the link that is on that site there. We also have a lot of resources related to funding for racial equity. If you take a look at that website that is another free resource that we have that shows philanthropy's response to racial equity. And we have a lot of webinars that are available on the subject of funding for racial equity and DEI in the field of nonprofits. So, let's jump in. I would love to start with a poll before we go any further. Elizabeth is going to bring up a poll. I'm curious to know what fundraising challenges you are facing this year. You can check any that apply. If all of these apply to you, then feel free to of course check all of these. Well, what are you wrestling with right now that's been a fundraising struggle for you? Okay, we got just over half the room has responded. All right. Going once, going twice. All right, looks like most of the room has responded here. All right, so it looks like the number one biggest struggle that people are facing this year in the context of COVID is how do you reframe your fundraising messaging at a time like this? I've been hearing this a lot anecdotally from people, that fundraising messaging has been a bit of a troubling spot. Also, it looks like a lot of people have been having trouble with their events, you've had to cancel or reschedule or some maybe in the process of switching to virtual or deciding whether it's worthwhile. Okay, I see a little bit about shelving some fundraising campaigns and postponing major donor tasks. I would be careful about that if anyone is postponing their major donor asks. Losing institutional funding, I am not at all surprised that that is the least likely of the problems and we'll see why that is in just a moment here. But thank you so much for responding to that. Let's start off by taking a look at the overall fundraising landscape here. When we're not in a pandemic, what does fundraising look like overall as a whole for America's nonprofit sector? So this chart that you're seeing here comes from the Urban Institute and shows a breakdown of where nonprofits get their money on average. And what you're going to see here is something that's a little surprising for some people, which is that almost half of nonprofit revenue is part that comes from fees for services and goods from private sources, it's what we call earned income. From what I understand, a lot of you on this call work directly in development and fundraising and so you may be familiar more with the idea of pursuing earned income as a stream. But a lot of times when people think about development and they think about fundraising and they think about where nonprofit revenue is coming from, they think a lot about donations and donations are important, but earned income tends to be a biggie. And this is another thing that's really critical to think about right now. Because right now during COVID, earned income, which tends to be one of the strongest income streams that people have is the one that is most in crisis right now. So let's take another look at another chart. So take a look first at this little purple slice of the nonprofit revenue pie, private contributions. Let's zoom in on that. So what we're seeing here, private contributions, that was what, like 13.3% of the overall revenue? This is what consists of a lot and a lot of what we think of when we think of our nonprofits funding. Individual donations. That's the biggest piece of the pie and it always is and it always has been. This is the most current data from Giving USA. They come out of Indiana University, and they put out this report every year around June. This is the most current data that reflects what fundraising looked like about this time last year. Individual donors dwarf everything else and that has always been the case. Foundation funding, which sometimes people think that foundation grants. What you can do, you can go out there, and get a couple of big grants and then you can just coast. But it's not really how it works in reality. Foundation funding, like all the big ones, Ford Foundation, Bill and Melinda Gates, all of that, that consists of only about 17% of private contributions. And even that is only a modest piece of how organizations are getting their money overall. So it helps just to have the big picture of where does money come from so that you can go in clear eyed as you're strategizing for how to go forward. I will say that percentage that consists of individual donors, it has been very slowly but steadily ticking downwards as a percentage. If we were looking at this from say 20 years ago, it would be like 80% individual donors, but it has been shrinking just ever so modestly bit by bit and the share that's made up by foundations has been taking slightly upward bit by bit. Bequests, that's planned giving, people who leave you money in their will that has actually been rising tremendously. So if that has not been part of your fundraising strategy, it may be something to think about exploring further. Corporate giving at 5% that has remained pretty static over time. It went up a bit last year but given the state of the pandemic right now, the big question is, what's that going to look like going forward? So, it's helpful to know all of this. Like this is our fundraising past. Now, what does our fundraising present look like so that we can plan for our fundraising future under very difficult circumstances? Here's what fundraising looks like right now during COVID. How has nonprofit revenue changed as a result of the pandemic? A couple of things to look at. First of all, grants from staffed foundations. Organizations that have been suffering the least from COVID are the ones that are heavily reliant on foundation grants, interestingly enough. This has been bearing out in what I'm seeing anecdotally, but this is research that has come out this year from the Center for Effective Philanthropy. This comes from a report that's free to access online and might be interesting to take a look at. Those who are very reliant on foundation grants have been doing better than those who are not. And the chart down below is showing some of the ways in which some foundations are being more responsive and more flexible during COVID. Because often they have the ability to give more and to be more flexible in a way where it may vary when you're dealing with individuals. Now, another thing that's going to be really interesting to see, look at on that top chart, earned revenue. So remember, when we looked at the first pie chart that showed half of the money that comes in to nonprofits on average comes from earned income. That is the part that is suffering the most right now. 76% of survey respondents are reporting that their earned income has been suffering right now. And keep in mind that earned income can mean a lot of different things. Do you sell products? Do you charge for services? Do you have events, fundraising events that you sell tickets for? So, one of the ways in which earned income has been suffering is when people have to cancel their events and if they had a lot of revenue that they were counting on from event tickets. Now, what are some other things that we're seeing overall? Candid has done a lot of research this year looking at so many of the reports that have been going on how people are reacting during COVID and what people are seeing in their own organizations during COVID. What we're seeing is that 90% of nonprofits have reported a reduction in revenue. If you have been seeing a reduction in revenue, at least take comfort in the fact that you're not alone, a lot of people are suffering at their organizations due to this. But there are things that can be done about this. Right now with this slide, you're starting with the bad news and then we'll move into more mixed news and occasionally good news. So, 75% of nonprofits are reporting that they're seeing their earned income drop. So again, that can be things like events, it can be things like selling goods, selling services. Half of survey respondents have seen a drop in contributions, so like donations and things like that. 27%, a much more modest portion, are seen reduced government revenue. And in this recent report from Candid, you can see the link to it at the bottom, they have done a lot of different scenario planning to project how the sector may fare overall as a result of COVID. And with the typical most likely scenario, they're projecting that 11% of nonprofits may go out of business as a result of COVID. So this is the bad news. Now, what do we do with this news? Here's what we're seeing in terms of individual giving right now. In March, once the pandemic started full force, we saw individual donations declined 6% in the first quarter compared with last year, so there was a noticeable drop in donations as a lot of people found themselves laid off or found themselves with a lot of uncertainty about what was going to happen with their income. And there was an 11% drop in March alone. Around this time, donor retention rates fell, that's going to be important to think about. However, small donations went up, donations that were lower than $250 rose noticeably and this uptick in small donations is attributed to giving related to COVID causes. So, this is already an inkling of some food for thought on what do you want to do when you're strategizing with donors? Now, here is my favorite information and this is what you may want to use to help you strategize with donors going forward. All of this information comes from a recent report from Fidelity Charitable, one of the biggest, if not the biggest vehicles for donor advice funds so they have access to a lot of information on donor behavior. Here's what we're finding for individual giving trends in 2020 so far. So the good news, about half, just over half of donors say that they're giving will remain unchanged. Already that is a reassuring thing. And 25% say that they will give more than they did before, only 9% are saying that they're going to give less. We saw a drop in contributions when the pandemic first started, that does not mean that that drop is forever. As people are getting their bearings, they're figuring out, figuring out how to strategize what does my giving look like going forward? Did the pandemic affect my job? Did it affect my income in one way or another or am I going to remain stable? You'll find that there's a couple different types of donors out there. There's the donors that found themselves suffering financially because of the pandemic, maybe they were laid off or something, and there are also the donors who are actually saving money as a result of the pandemic, that for those who were able to keep their jobs. If suddenly commuting costs are down, childcare costs might be down, various things might be down, they may find they have a little more disposable income to play with. Very interesting piece of information is that this report finds that younger donors are expected to give more, 46% of millennials plan to give more to charity than they have been compared to just 14% of baby boomers and about 25% of Generation X. So, this will be something to think about. When you're thinking about for your smaller donors that aren't necessarily giving a lot yet, small donations aren't necessarily always going to be small and your young donors aren't always going to be young. Cultivating younger donors may be a thing to strategize about. 43% of donors say that they're going to continue giving to the same organizations that they have been. So that's a pretty solid number, that even if the world is in crisis and it's certainly is, people support the organizations that they support for a reason, they feel a connection to those nonprofits, they feel a commitment to those, and they have the potential to keep on giving. The question is, are you asking them and are you stewarding them? So while revenue is down, donor potential is up. Another little thing I added to the bottom there is this number that 47% of donors expect that their volunteering will decrease. Much of this is because we can't always go in person to places to volunteer anymore so people say, oh, we can't volunteer since everything is shut down, and we got to stay home. So while some of this volunteering may decrease, that means opportunities for engagement, donors may be hungry for that, they're looking for ways that they can feel a part of the cause. Can you do that for them? Quick thing on donor communication. How are major donors being discussed with about how nonprofits are being affected by COVID? Have you been having these conversations with your major donors or not? Nonprofits that have been mainly serving historically disadvantaged communities have been finding a higher share of these conversations rather than those who don't serve historically disadvantaged populations. All of this is kind of going to say that if you haven't been talking to your donors, I've been hearing from some people that they're not sure if it's okay to ask for money right now, that like the world is so crazy, they're not sure, oh, is what I'm doing even relevant right now, now that there's all these huge things going on in the world? And if you don't have those conversations with your most committed loyal donors, you could be missing out on an opportunity to really sustain your organization in a meaningful way. So, that was a lot of information, what do we do with all of this? What do we conclude from all of these numbers, that again, you'll have a copy of these slides, you'll be able to take a look at this? Really, what's old is new. You need to focus on urgency, you need to focus on your impact that you're having and focus on storytelling. A lot of you reported in that poll that you really need to focus on reframing your fundraising messaging. So that's what you got to do right now. First of all, think about your current, long term funders and donors first, those are the people who already like you, and make sure that you're having conversations with them. And focus on storytelling. Why is your organization's work critical to the long term recovery of your community? This is about like, forget about jargon, forget about using smoke and mirrors in your messaging and flowery language, just get to the point, the urgency of your work, why does the world need this work and why does it need it now? Get straight to the point with that. Be transparent about what you need. You want to talk to your donors, talk about the various resources that could be helpful for you across funding, expertise, product, it doesn't always just have to be funding. And frame donor’s contribution as a bridge that gets your organization's programs from where they are now to where they need to be, help make that connection for them. Make it clear, if you give us such and such amount of money, here's what we can do with that, here's the kind of change we can make with that. This is meaningful, we can make change happen, help them be able to visualize what's possible. The more plainspoken you can make this connection, the more the story should be able to really hit home for them. And again, like I implied earlier, consider better stewardship of your younger donors. If you're not paying attention to your younger donors because you think there's not enough money there, you may be leaving money on the table in the long term. Just because they're young now and just because their income may not be high yet, doesn't mean that that will always be the case. It may not be within your major donor base yet, but they could be the future of your major donor base. Think about loyalty and stewardship over time, got to play the long game with people. And while you need to focus on your current donors first because they will have the best potential for you, if you're approaching new donors, prioritize those who already have a vested interest in the region that you serve, in your mission, in the population that you serve, stuff like that. Be very hyper focused, laser focused on who you need to target or a new donor. Don't think that everyone is your potential donor base because that's just wasted effort on your part. You don't want to waste effort chasing people who are never going to be interested when you could put extra effort into people who really are the future of your donor base. Above all, this feeds back into storytelling and this is going to lead into potentially many events, can you make donors feel like they are part of something bigger than themselves? Can you do that? So, this will lead us into events because sometimes an event could help donors feel part of something bigger than themselves. But this should go way beyond that, this should go into your messaging, your storytelling, and your relationships with donors. So at this point, I will be segwaying into events. Do we have any questions on anything that I've covered so far?
Elizabeth Madjlesi - I don't have any questions in the chat right now. Tracy, we are getting a little bit of feedback from your sound so I don't know
Tracy - Okay.
Elizabeth - If turning your camera off might help a little bit.
Tracy - All right, I turn my camera off. Let me know if this helps. If the sound does not improve, then I'll switch to phone audio. But yeah, don't hesitate to barge in if it looks like the sound is a problem.
Elizabeth - Okay, sounds good right now so fingers crossed.
Tracy - Okay, good. All right, but yeah, if along the way, you have questions or comments on anything, don't hesitate to share in the chat, we'll be stopping periodically for any questions that you have. But what you're seeing on your screen is crucial to really engaging donors, whether it's events or in other ways. Can you make donors feel that excitement of that they're part of something bigger than themselves, they're a part of change, they're a part of making the world better than it is today. Like, I think it helps to get into this mindset to maybe back up from the grind of your day to day work and think more about what brought you into this field to begin with? Why do you work at the organization that you work for to begin with? Why do you work in the nonprofit sector overall? What did you want to accomplish from that? And what is that excited feeling that maybe got you into this field to begin with? How can you leverage that excitement and pass that on to the donors? So, maybe you can do this with events. However, one thing I want to say about events is that the beauty of events is that you don't have to do them. That's really one of the most important things I want to say before we talk more about virtual events, is you do not have to do virtual events. If you are dealing with a situation where someone at a higher level than you, someone at the leadership level has been instructing you, we need to do an event, you know what would fix everything, we're just going to do an event. Don't ever let yourself be dragged into that situation without a lot of care and thought and strategizing to make sure that it's worth it. Events are not necessary, they're not for everybody. So we'll talk a little bit about how are you going to strategize? How are you going to decide whether or not it's even worth it to do a virtual event to begin with? So it looked like a lot of you had canceled events or are trying to reschedule events and possibly in a virtual format. And one thing you'll have to think about is do you want to do this virtual event or will you have a better return on investment if you try something else other than the event. So here are the basics about virtual events. As you're planning, if you've done events before in person, you've done your gala, stuff like that, 80% is going to remain the same as planning the in person events. So if you've done these before, a lot will be the same as it has been and only 20% will be different as you're translating all of this to a virtual space. There are both pros and cons to doing virtual events. One of the advantages is that it can be much less costly to put on a virtual event compared to in person. And so because of that, there can be potential for a higher return on investment. This doesn't mean that you will have a higher return on investment but there is potential based on the fact that those expenses are lower. There are also disadvantages. One of those is that there have been a lot of virtual events not just for fundraising, but for everything this year. Are some donors having screen time burnout? Some will be, some will be fine with it. There's also going to be the question of technology failing. Technology has a tendency to fail and are you willing to deal with that risk and plan for it? Things like that. When you're deciding whether or not to do an event, it'll help to figure out are your donors having screen time burn out or not? Do your donors want an event or not? Talk to your donors. This is a thread that I hope is weaving throughout this session today, just always make sure to talk to your donors. And think about before you start planning an event, is this going to be something centered on the honorees, centered on the donors, centered on the community that you serve? There's no one right answer but knowing the difference, knowing before you jump in and get too involved, who is your intended audience? How will you reach them? And most importantly, why are you reaching them this way? So this brings us to the question of why. So this question here, start with why, this is the title of, this is a book by Simon Sinek. Maybe some of you have read or at least heard of, it's called Start with Why. And it can be really helpful when it comes to strategizing a lot of things in your work. You want to think before you get started, what is the purpose of this event? To what end is it taking place? Is it mission driven? Does this advance your mission? Why are you doing it? And being clear and specific on why exactly you are doing this event. So, to help you figure out why you're doing this event and if it's worth it, it'll help before you make the decision to do a SWOT analysis. So a SWOT analysis, you're going to go through maybe previous iterations of your event and some of you're planning to strategize this event. Think about the strengths that your event may offer, what's going to give it an advantage over others? What are the weaknesses of this event? What could put it at a disadvantage? And it's really important to be brutally realistic about what the weaknesses are so that you don't end up being unrealistically optimistic. What are some opportunities out there that you could exploit to your advantage when planning an event? And what are the threats? Elements in the environment that could cause trouble. Things like you're not sure if your donors are going to have enough money to pay to go to an event. Maybe there's a lot going on in the world at the same time that you wanted to hold this event, there's too much competition for it. A threat could even be the weakness of technologies, is the whole internet going to come crashing down on the day of your event and you run into way too much technical difficulty? So an example that you'll see here on your screen of what a SWOT analysis can look like for event planning, you'll see it right here. This is like an example taken from a real organization that did a SWOT analysis on their event strategy. So they thought through, okay, what are the strengths behind our event, what's great about our event? It engages new donors, it gets really great media attention, things like that. However, it doesn't net enough money for the amount of effort that we put into it and costs are going up. There's too much uncertainty. So being able to outline what are going to be the pros and cons of moving forward with this. In the example we're using here, this organization decided to stop doing the event, but instead replaced it with another fundraising strategy that proved to be more effective and would have a higher return on investment. So they amped up their major gifts strategy and an end of year campaign and they found that they had a lot more results in this way. So also, as you're planning on event, and you're deciding first of all whether to do it, and second of all, what it's going to look like, you want to think about your stakeholders, who is this event for and who is it involved? Look at your donors, your volunteers, your staff, community that you're serving, your sponsors, everybody, and you're going to want to talk to them and have some conversations, what do they want to see in an event? What would make them show up to an event? What would make them excited about this event? You may want to convene a little bit of a focus group based on some of your most loyal stakeholders and figure out from them, from the source, what is going to make this work or not work? And ultimately again, everything comes back to why. So, this thing that you're looking at here, the Golden Circle, this also comes from Simon Sinek, the Start with Why book. And so we start on the outside with what, everybody knows what they do in their organization or at least I hope what you do. What are the things that we provide to the community? Here are the services that we do. Inside that is how it all works, how do you do the work that you do. But at the center, the real key, not just to like what's going to have results for events but for everything that will propel your organization forward is why do you do it? Always come back to the reasons why your organization exists and let that feed into everything. The reason your organization exists should help all of your fundraising become mission-centric, all of it should feed into the mission. If anyone wants to share in the chat, if you have thoughts on any of the three questions that you see here on your screen, this helps you come back to why and whether or not everything you do is mission-centric. Is all the work that you do at your organization mission-centric? Is every aspect of your fundraising central to the mission or not? So think about what are you raising money for? What is the work that you do that you're raising money for? Who are you raising money from? Who are your donors and why are they your donors? Think about that in terms of the relationship building process, are these relationships advancing shared values between you, your staff, between your donors and the fact that they care about the work that you do? And think about who's missing from the pool of people you're raising money from? And how do you do your fundraising? Does your fundraising actually further your mission in one way or another? So these are going to be key things to think about and let that feed into, does your event need to exist? So let's say you ask yourself those three questions, you did a SWOT analysis and you decided, yes, it's worth it, we're going to do a virtual fundraising event. As you proceed to move forward after that decision, first, you need to think about what does success mean for you? There is no one size fits all solution here. How many people do you want to reach? It doesn't have to be the same amount as however many people some other organization reaches. How much money do you want to raise? It doesn't have to be the same amount as some other organization raises. Thinking about what success means for you so that it's easier to plan for something measurable for the amount of money and the amount of reach that you want to make. Maybe it's not even that much about money in the short term, maybe it's about engagement and just bringing in a lot of people so that you can steward them down the road, because stewardship is what's going to help you survive not just through 2020, but through 2021 and beyond. So, if you want this virtual event to be successful, think about it as though it's just a regular party. How do you get a lot of people to show up at a party? Is it through social media? Is it through invitations? Maybe a little bit, but the biggest source of turnout at a party is word of mouth. You hear about it from someone, you hear about it from a friend, someone you like, someone you trust. It's the same thing with fundraising events, word of mouth is the biggest, biggest factor in attendance. And this means that one of the keys is going to be again talking to your most loyal stakeholders and making sure that you also have a great planning committee and or also a good honoree who's willing to share this information with people that they know. Other things to think about as you're planning an event. What types of donors are you focusing on? Who do you want to bring into this? Are you focusing just on enormous donors, midsize donors, smaller donors, a combination of those. So, one thing about virtual events is that it becomes easier to offer low cost opportunities which would allow you to bring in larger numbers of smaller donors which can broaden your pool of people. Because remember, that report that we looked at from Fidelity Charitable says that smaller donors and younger donors have potential to be giving more going forward. How will you attract them? But again, realize that this is not a one size fits all solution. If your bread and butter is a different segment of donors, don't do something that's destined not to work. And think about how money worked when you had your in person events. In person events traditionally have led to more transactional revenue. People who are friends of the board say, oh, yeah, I'm going to go support my friend who's on the board at this place, it sounds like a fun party, I'll buy a seat at this gala. And it becomes a transactional ticket sale that isn't necessarily stewarded going forward. When you are planning a virtual event, you have an opportunity, especially since earned income has been going down and you want to kind of leverage that to your advantage and get some of your really, really loyal donors to give more. How can you transform transactional donations into more meaningful donations that can continue proceeding over time? A little bit about sponsors. A lot of people have been wondering about sponsors and ticket prices. There has been some question about, should we have our fundraising event be free to offer more accessibility and bring in more people that way or do we want to have paid tickets to emphasize the value of the experience? Again, there's no one size fits all solution here, you have to know your donors is the key and know what is going to work for them and have real actual conversations with them that will help you know. Overall, from what I've been seeing, people haven't been having as much success with bringing in revenue with the free ticket sales. So often, you might consider maybe you charged for tickets but you could charge slightly less or just have more levels of tickets to be more inclusive of smaller level donors. But overall, what is really, really great in virtual events is be thoughtful about your corporate sponsors. One of the very first things you're going to want to do once you've decided to have an event is reach out to your corporate sponsors. Think about who you dealt with last year for your in person event, reach out to them early and see if you can get them to give the same amount as before. The more you can bring in through corporate sponsorship, the easier it is to keep ticket prices lower which will help you be more accessible to other donors. So, many nonprofits have been making securing sponsors a higher priority this year even then charging for admission. It's expected that perhaps next year, it could be harder to get corporate money, but right now, it varies depending on the piece of the private sector. Some companies are making more money right now, some companies are making less, but tie it in with them to the value and why it's going to be important for them to continue supporting this event. But when it comes to offering more accessible ticket prices, you can bring in a larger crowd, you can bring in more small donors or more new donors who you can then engage and cultivate. A lot comes down to what do you do after the event? It's not just about the event, it's going to be about what happens with these donors after the event is long over. But at the same time, you have to think about who are your donors? Are your donors small donors or are they very, very large major donors or do you have a mix? If you your bread and butter, if what puts food on the table is major donors, then don't neglect them of course. So, when it comes to ideas that help events be successful in a virtual format, you want to think about your platform. A lot of places are using Zoom for obvious reasons, it's easy, popular, cheap, at this point, a lot of people know how to use it. But also think about what are the elements that are going to happen in your live event. If you're having live music performances, platforms like Twitch or Wowza have been shown to be good for live music performances. Also, people have found some success with doing Facebook Live for hosting virtual parties. You can have not just live events, you can have prerecorded elements, kind of a mixture throughout. And when it comes to the technology, sometimes people have had success with offering a quick orientation over Zoom that can act as a check in before the event. And this helps keep people from getting nervous that they're not going to be able to figure out the technology in the moment. So especially if any of you have older donors. A lot of times if you're dealing with older donors and you're not sure if they are going to be up for a virtual event, try to make it simple, try to come up with plans that are the least likely to be overly complicated, that they're going to be able to figure out. And if you have major donors who are older and less tech savvy, you can also take the time to give one on one orientations with them to kind of give them a walkthrough of here's how our platform works, here's how you do Zoom effectively and all of that acts as cultivation and stewardship as well. All of these touch points, especially anytime you can have a touch point with a donor that's not asking for money, that helps build that relationship and build that trust. For virtual events, swag boxes have proven to be like a really fun way to get people excited. As people buy tickets, you can figure out what kind of items could you send to people, maybe things that will make the event more fun or things that people can use during the event and have it arranged so that they arrive at people's homes a couple days prior to the event. One of the things that people look for in the virtual events is going to be good networking opportunities. So making use of breakout rooms will be really, really helpful. Some tips on making networking work is for anyone who's done a lot of kind of Zoom parties, Zoom events, things like this, you may have noticed the difference between those that go well and those that are a mess. The bigger the breakout room is, the less likely it is that people will actually be able to have conversations with each other. If you can have breakout rooms, people can even like jump between various breakout rooms if they want, but if you can maybe have the maxed out at like maybe no more than 10 people in a breakout room, then you'll reduce the chance of people just, people can't get a word in, people are tripping over each other. It just becomes very, very messy. But having someone as an emcee or a room monitor for your breakout rooms can be really helpful. The more structure you have for virtual networking, the better it's going to work. Don't leave anything to chance when it comes to networking. Make sure like, oh, you have some talking points, some guiding questions or activities or a special topic for people to talk about and that there's someone in the room, whether it's someone on staff or one of your more loyal volunteers, donors, et cetera, who is appointed to be kind of the emcee of these networking pieces so that they can make sure people are talking, it's all about making things engaging because that's going to show people a good time. Also, when it comes to actually raising a lot of money, having people pledge donations through the chat has been shown to have a ton of success this year and promoting a donation page. There's going to be a resource, a one page resource list that you're going to receive after this session today. And let me actually just pop out of the PowerPoint for one moment to give you a quick look here. So, promoting a donation page during your event. This is one of the more underutilized strategies people have been using that's been really successful for those who do use it. So not that many people have been taking the time to promote a donation page during their event, but those who do are 46% more likely to be raising a lot of revenue. Another thing that has been really successful has been people using peer-to-peer fundraising campaigns in advance of and during the event. This is another strategy that not that many organizations have been taking advantage of, but using peer-to-peer fundraising is one of the things that can really help you make more money as a result of this event and have a higher return on investment. Also, some people have had success with selling organizational merchandise through these events. These are all things that people have not been using enough but that studies have been showing have been bringing in more money. So these three tips are actually from a brand new report that came out from Wild Apricot just like a week or two ago, and you'll be sent a PDF of this report after the session as well. This has a ton of interesting information on what has been successful for people in terms of raising actual revenue through events. Peer-to-peer fundraising is a huge one, and promoting a donation page in addition to the event is also a really, really, really huge one. Let’s pop back into the PowerPoint here. So yes, have people pledge donations through the chat, it'll help kind of build up some excitement. In terms of the overall timeline, early on, the very first things you want to do, talk to your sponsors, talk to sponsors you've already worked with and strategize who are sponsors that you may not have worked with but that you want to reach out to. So, the amounts you're asking for should ideally remain the same, but only the sponsorship benefits will change just because we're in a virtual format rather than an in person format. Also, at this time, plan out your budgeting. Do your budgeting realistically and as early as possible. Then four months out, you've got your strategy and your communications plan, try to over communicate with people. And again, it's not just about sending invitations, sending emails, doing social media, you need to do that stuff, but what is more valuable is really that person to person contact, that personal touch, word of mouth, making sure that you reach out one on one to the people that you want to make sure are definitely there and using them as ambassadors to get other people to come too. So fundraising is a team effort, it should not just be the task of the development person or the task of whoever's on the event planning committee. You need to leverage a really great team for this. Also early on, you want to get your web architecture figured out, choreograph things, figure out everything that could go wrong with technology several months in advance so that you are more than ready by the time that this moment comes. Again, I know I'm going through some of these quickly, you'll have access to these slides after the session. So, as you're getting closer and closer to the event, you want to make sure that you're developing urgency and excitement. If you have really good highlights going in the live portion of the event, manage to emphasize those. You might be having raffles, you might be having auctions, you don't have to do those, but they're among the things that could happen. Often when people have really good speakers or a good kind of panel discussions, that can be a point of excitement that gets people involved. And again, word of mouth, peer-to-peer fundraising campaigns, take the time to do that because that will get you results. If you're doing a swag box, make sure it comes a few days before the event, it serves as a tangible reminder that the event is coming and has fun things that people can use during the event. And of course, like I mentioned before, having a check in before the event can help make people feel a little more relaxed about kind of any tech anxiety. But throughout, don't forget to keep focusing on your mission and your impact. You always want to make it come back to your mission and why you do what you do, returning to why. All of these things that I just went over on these last handful of slides, they are a lot of work. And those of you who've done in person events like you've probably done a lot of work before. So think about what are your goals? How will you define success? Is this about audience building? Is this about reinvigorating your existing donors and most of all, what is going to happen after the event? Don't just drop these donors, you don't want to drop the ball on them after the event is over, this is the time when you need to cultivate and steward people in the long run. So I would love to take a moment if there's any questions. And also kind of like a poll just to see who has done events, virtual events already, and who is planning to do virtual events. So if anyone has questions, now would be the really magical time to share those.
Elizabeth - So I think we're good on questions. I do have a poll if you're ready for me to launch.
Tracy - Great. All right, so have you or are you planning to run a virtual fundraising event? And for those who have done one already, if you want to share out in the chat any lessons learned as a result of your virtual fundraising event, feel free to use the chat for that and talk about what was really effective for you. And maybe a little bit about if you could do it all again, what would you change? Okay, it looks like most of the room has voted, just great. So I guess we can share out the results. So just under half of you have planned one already or are actively planning one right now and 37% of you have already done one. So, do we have anyone in the chat who has any lessons learned?
Elizabeth - We have a quick question from Barbara on recommendations for easiest platform to use. I think it would probably depend on the event but Zoom, Facebook or YouTube? She's wondering about best platform.
Tracy - Yeah, like I know Zoom tends to be a classic, a new classic I guess for a reason. Like with Zoom, at least it doesn't cost that much. Most people nowadays already know how to use it and like the simpler you can make this for people, the better. Like I'm not going to say, oh, here's one platform you should use above all others because there is no one size fits all solution, but Zoom is a popular one. Also live streaming things over YouTube has been successful for people. I heard about a really successful nonprofit conference that used Pathable recently. So, in some ways when it comes to specific platforms, like, if you have the bandwidth to say hire someone whose job it is to figure out the platform, they can figure out a lot of the little tech things that are going to be involved. But I think the main thing is to be to figure out how much work is going to go into this versus how much money are you going to bring in. Because also how much money you want to spend on a platform and how much work you want to put into learning how to work a new platform. Like it becomes a high wire act if you go for something that's a little too complicated, a little too difficult. And especially if you have donors who are not incredibly tech savvy, you want to make sure it's simple for them.
Elizabeth - Great, thank you. And then several folks are sharing out their experiences and please continue to do that. It looks like I have a question on anyone using production companies for prerecorded events if you have. That question was from Rita. Please share out, it looks like another organization is sharing their experience so excellent.
Tracy - Great. Yeah, the other thing is I'm like consultants whose entire job is to put together a good technological infrastructure for an event, they're every which way you turn. So, some of this you can outsource to someone or if you have tech people on staff who already have this in house expertise, you can use them. But a lot needs to come down to figuring out do you even need to do this to begin with and making sure that if you are doing it, that you're not losing out on opportunities to maximize the long term potential of this event? Because so much comes down to why are you doing this? It's not just about what happens in one night, it's about what do you do with those people who showed up after that night is over. But I'm going to share, like you're going to get a whole bunch of resources after this session is over and that will kind of point you towards like a lot of different tools that you might look at. Okay, so, this is all just to say that an event is just an event. You can't focus your entire life around the splendor of an event, otherwise, you may come up short. You may find out that like, yeah, maybe planning an event, it wasn't the silver bullet that like our board chair said it was going to be. Events are good but they're no substitute for just an overall big picture for fund raising strategy. So, let's talk about what happens after the event. When it comes to fundraising during and beyond COVID, some of the major things to remember. So I hope you've noticed so far that this session is not about giving you advice on what's the gimmick to try because gimmicks are oftentimes not going to work and if a gimmick does work, it rarely works more than once. There is no substitute for just steady, authentic relationship building with your donors and knowing who your donors are. Those sayings of like fundraising is friend-raising, people give to people, those sayings exists for a reason. You need to know your donors and take advantage of that to secure your fundraising over time. But also to know that there is no one size fits all idea. A strategy that works for one organization is not the same as what's going to work for another organization. If you serve different audiences, if your donors consist of different audiences, if you're at different budget sizes, different kinds of geography, different kinds of work that you do, it's less about looking over your shoulder at someone else's paper and more about doing like a deep soul search about your own organization, what are you all about? Why do you do what you do? Who are your donors? Why do they support you? And how can you use the information on who your donors are and the reasons why they support you to find more fundraising opportunity going forward? All leads into that last point there, you have to know where you are now to determine where you need to go. One more poll for you today and then we're into the last leg of the journey. I would love to know, what is your organization's main source of income? If you're heavily reliant on one funding stream or another, if you can just share in the chat, who do you heavily rely on? Do you rely a lot on earned income, individual donors, government, foundations, corporations, something else completely. If it's something else, feel free to share in the chat. Maybe like membership dues, things like that. Okay, I got some good results coming in. Just over half the room has voted so far. I'll give you another couple moments. All right, going once, going twice, going three times. All right. So it looks like the largest pool of you is reliant on individual donors. So that's pretty normal. We also have a lot of you that are reliant on earned income which in a non-pandemic time is a fantastic thing. And I don't know if some of you are finding that you're suffering from loss of earned income this year. If those of you who rely normally heavily on earned income have been feeling any effects, whether positive or negative as a result of COVID, feel free to share out in the chat what you've been dealing with. Okay, and looks like not that many of you are heavily relying on foundations or government. All right, this is good to know. Great. So, all of this comes down to taking a moment to think about what are your fundraising streams. So this comes back to fundraising plans. So if you work in development, you may have worked on these already. If you are at an organization that does not have a fundraising plan, then now is probably the time to start. Because again, you cannot know where you're going to go without having a very clear eyed assessment of where you are now. So, this comes down to first of all another SWOT analysis. We did a SWOT analysis for whether or not to go forward with an event, now we're going to do a SWOT analysis for our overall fundraising strategy. So thinking about what are you organization's strengths? What is it about you that people love? Is that your amazing mission? Is it the impact that you have in the community? Do you have a really wide base of support? Do you have a lot of name recognition? Do you have a really compelling history? What are your assets? And then also thinking about what are your weaknesses? And again, being brutally realistic about those. What do you need to work on at the organization? And figuring out how to turn some of these things into either fundraising opportunities and figuring out what are some of the threats that are out there. Based on the results of your SWOT analysis, you'll want to develop a case statement. So, many of you, if you work in fundraising, you may have one of these already, but it may be time to reassess it and maybe to edit your case statement in light of the pandemic, you need to work on your messaging a little bit. Why do you merit support? And why do you merit support right now when we are in the midst of a crisis? Why is the work that you do still important? Why do people need to support this work and why do they need to support it now? As you've developed this, you can start setting your goals. What can you accomplish with the resources that you have? How much funding do you have right now? What do you have in terms of staff capacity, time, resources and what can you do with this? Based on this, you come up with your action plan, who's doing what and when? Fundraising is a team effort, it should not be solely the job of the development department to handle fundraising, everyone should be involved. The executive director should be involved, the board should be involved, even your programs teams, they should be fully aware of any part they have to play in a fundraising plan. Fundraising cannot fully succeed without there being a real cultural philanthropy throughout the organization. When you create a plan, you implement it and then you evaluate it. These things are not going to be perfect on the first go around, you'll learn things from them, what worked and what didn't, and that will help you create a better fundraising plan for next year. So, these are living, breathing documents, they have the potential to change and usually they will change over time. So, what you ultimately want to strive for is creating stability, diverse funding streams, making sure that you have money coming in from as many different places as possible. So some of that comes from figuring out where are you now? Which donors or funders that you currently have can provide you with the most long term security? Who is the most loyal among your donors? Who's been giving to you for the longest time? Who's been giving the most? Who could you ask for more funding from? If you have a donor who's been giving you a steady amount each year over time, do they have the potential to increase and they may not increase it unless you take the time to have the conversation with them and ask, make the case, we need a little bit of help right now, can you help us? And who should be added to your funding mix who is not already there? And of course, how much time and money will it take to secure these new people? There's no substitute for stewarding the people that you already have, they already like you, they're already loyal to you. And prioritizing them first and with whatever time and resources you have leftover, then you work on securing your new funding partners. So, now we come down to relationships. So some of this is evergreen information when we're not in a pandemic. But all of this becomes more useful, more valuable than ever at a time like this. What does it take to be a good fundraiser? A good fundraiser has a dialogue with their donors rather than giving them the hard sell. If you think about does the hard sell work on you? There's a good chance it doesn't. Like think about when you're walking down the street and one of those charity canvassers stops you and tries to talk you into giving to whatever organization they're with, they don't know anything about you, they don't know if you're interested in their mission, they don't know if you have the capacity to give and oftentimes you will not give to that canvasser or if you do, you don't always feel good about it afterwards. You want to make donors feel good, it's about exchanging information, knowing when to make the ask, not every moment is right for the ask. Being an advocate for your donors and what they care about, what do they care about in terms of social change? Providing added value, which is all about making people feel good, bringing meaning into their lives through this partnership with your organization. Good fundraisers are trusted within their organization and they're trusted by donors. And they engage in relationship building behaviors, both internally and externally. So, what you're looking at now, this is something that's brought to you by the, this is created by the Stanford Institute of Philanthropy, which is a group based out in California. And they have created this system for dealing with donors, for building relationships with donors in a very human organic way that's going to make it hopefully a little less scary over time. So it's got a few phases. You've got phase one is what happens before you talk to a donor. You have your prospecting which many of you may be familiar with, doing your research. The pre-approach after you do your research, learning everything about these people. And then comes phase two which is really crucial, it's all about talking to these donors and making sure that it's not all about you giving them your elevator pitch. You are not just pitching at these people, you are listening more than you talk and making sure that there's an exchange, there's a back and forth. So that by the time you actually ask them for money, you feel pretty good about what the results may be. And eventually in phase three, you've asked them for a donation and then you follow up with stewardship and stewardship will take you a very long way. When it comes to finding new potential donors, circles of influence are going to help you identify who within your general network can you reach out to who might be a potential prospect for you. You'll receive a handout, you're going to get a lot of handouts after today. And one of those is going to be a circles of influence handout that will help you kind of map out how do you decide who to explore? Who do you know in your network who could connect you to new people? These could be personal connections in your life, these could be through colleagues, maybe through local businesses, other partner organizations in figuring out who do you know who knows people who really need an introduction to your organization because they would actually care about what you do. A lot of it comes down to that, are these people going to care about what you want to do? Now, as you think about who your potential donors are, think about who are your actual donors right now at this moment. Do they all look like the monopoly man? Do they have a homogeneous look to them? Do they have a monocle, a top hat and tails? And what you really want to do is think about who are your current donors and are you not reaching out to who could be part of your donor pool going forward? Like when we were talking about much, much, much earlier, things like younger donors, smaller donors, and who has not been invited to the table who really ought to be there. You want people who care about the work that you do and are going to be invested and loyal and have some sort of stake in what you do. So as you're thinking about your circles of influence, who do you need to consider bringing on as donors? Think about broadening your circle so that maybe your donors don't all look like the monopoly man. So keep in mind that all of the data has been showing that people of color have been frequently left out of organizations giving strategies. Individual giving should include everyone. And so if you have not been tapping into a broad array of donors, you might want to think about why and what can you do about that. You might be leaving behind certain donors who could have been among your most committed pool of supporters. Another thing, giving circles can be a really interesting option to explore that not enough organizations are tapping into. So giving circles, like a circle of donors who act together, everyone puts money into a pool and they contribute as a group to various causes. The nice thing about giving circles is that they can be really, really fast and adept at responding to crises, and they often have very deep localized groups. And a collective giving group, like a giving circle, is often capable of writing a larger check together that just one individual donor can't always afford if they're not like a high net worth donor. Giving circles can be good to explore. And again, like I mentioned earlier, cultivating and stewarding donors of all types and levels. Have you been exploring young donors? Have you looked into your kind of smaller level donors because they're not necessarily going to be of a lower disposable income forever. And also planned giving. So one thing with some of your smaller donors and donors that are not high net worth, a lot of those donors are actually really great when it comes to planned giving. Oftentimes people who don't make a ton of money during their lifetime end up leaving great legacies through leaving money to an organization in their will. Planned giving has been rising in the last few years. And so if you haven't been having conversations with donors about bequests, about like leaving a legacy of philanthropy behind, it could be something really, really helpful to consider exploring. Now, as you're approaching donors, you want to do your research. So just identifying a list of names is not enough, you need to figure out, okay, do they drive philanthropic decisions in their household? Do they have any giving history with your organization already? If so, what is it? Are they a lapsed donor? It's always good to try to come up with a plan for talking to your lapsed donors. What are their interests, their passions, their priorities? Who else do they give to and what's their network like? And then finally, you're ready to approach. There's a lot of different types approaches that you can make. And I won't go into these too much since I know we're short on time, but the point is different approaches will work for different people. But really, you want to make sure that this is a very human authentic conversation that you're having. Don't just pitch at people, you don't want to walk up to people and say, oh, hi, I'm with so and so organization, our mission is such and such. Talk to the person on a human level. Think about what would work on you as a person and try that with your potential donors. This bit about complements is interesting, complements can work as long as they are very, very specific and genuine. Let's say you already know something about this donor, which hopefully you do because you did your research. You could say, oh, I saw that article that you wrote on the subject of voting access in such and such newspaper or blog and it was really interesting. Can you tell me a little bit more about that? Things that make it personal. Referrals are a big deal. If you have board members, for instance, who are referring you to people. This way, if you are able to drop the names or get an introduction from someone who's already in your pool of supporters, you're borrowing the influence of someone else that the prospect trusts and respects. So the referral is probably one of the most useful ways of approaching someone, using the influence of someone else. And the need discovery here. This is when you're talking to your donor, you're not talking at the donor, you're talking with them. You are asking meaningful questions on a very human relationship-focused level and learning more about them. What you're learning about is some of these things that you're seeing right here. Why are they passionate about what they do? What are their hopes and dreams? What are they excited about? What are the things that they care about? Really, you want to do less of the talking and more of the listening and ask them questions and take the time to really carefully listen to their responses. The more attention you can pay to just having a human interaction and getting to know this person and remembering all the information that you get out of this conversation, this will pay off down the line, including like with their charitable giving, what do they want to achieve out of their charitable giving? What do they want to avoid from a giving commitment? They might say, oh, I just want to avoid getting bombarded by direct mail from every charity in town and making sure that you remember that end, try not to do things like that. And understanding how involved they want to be in making change happen. Stuff like that just so that how much of a commitment you could potentially expect from this person if they ultimately donate. So, here's what you want to do is just make sure this is a real human conversation and knowing like how to use a blend of open ended versus closed ended questions. You may want to start with closed ended questions like yes or no questions just to warm the person up in the beginning, and then move into more open ended questions. Pretend you're a therapist, how does that make you feel? Things like that. And using nonverbal gestures like leaning forward, nodding your head a little bit along the way, keep them talking. The more the prospect talks, the more you learn about them. And don't be afraid of silence, give them a moment to gather their thoughts and keep going. All of this can be incredibly useful for you. And keep in mind, we're in a pandemic so a lot of this may happen over Zoom or some other platform. So, a lot of these donor meetings may not be in person for now, but make sure that they still happen. You can talk to your donors, make sure you keep up communication with them in whatever way you can, even if you can't be physically in the same room. Eventually when it's your turn to talk about your organization, some major truths not to forget is that when that opportunity strikes, you have to know your cause and know the work that your organization does inside and out. Because if you don't, people will notice and they'll resent your efforts to sell that. And if you don't believe in what you are saying, if you don't believe in the importance and value of the work that your organization does, then no amount of technique or charisma is going to cover that fact. And if you cannot sell your cause with enthusiasm, then the absence of it will be infectious. You have to actually love your organization and understand it and be able to convey your own excitement about the work that you do to other people so that they can feel that excitement too. Finally, wait for that moment to ask, make your ask direct and ask for a specific amount for a specific purpose. Don't be vague because they might have the potential to give more than, like if they don't know just how much you need for something, they might give less than they could otherwise. So get a specific ask amount in mind. Wait for a response and stress the urgency, like we are in a crisis. Why is this work important? Why here? Why now? And if they say no, and they might, no is not always a forever no. It might just be that the timing is not quite right, frequently that's the case. And just keep the relationship going. If you get a yes, then it comes down to stewardship, follow up with results. What have you been doing with the money that they gave you? How has it been changing the world in an exciting and meaningful way? So, as you're following up, some basic keys here, put yourself into the donor's shoes, think about what would work on you. Remember to thank them and remember to have touch points where you're not necessarily asking for money, because you don't want them to think that they are only going to hear from you when you're asking for money. The difference between personalization and customization. Like if you are sending the exact same thank you letter to every donor and all you did was a mail merge where you switch out the names that is not going to be as exciting as a personalized, heartfelt thank you, a handwritten note or a phone call. Nonprofit Times has discovered that giving calls to donors like actually a person to person conversation increases subsequent giving by an average of 47%. Treat everybody like a major donor. Even if someone is getting less than some of your other donors, maybe it's a major donation for them within their giving capacity and over time, if they have more disposable income, they could potentially give more. Overall, the renewal rate of donors giving a second time is only 50% and the big reason for that is because people are not stewarded, you have to remember to steward people. So I know we're running short on time, I'm going through the last of these and then we'll be ready to finish up for today. You'll also have my contact information, if you have follow up questions, feel free to reach out. Ways to increase donor loyalty. When we're not in a pandemic, you can have site visits. Regular contact is the key and being of service to the donor is going to be helpful. Engaging the donor with the organization. So volunteer rates are down due to the pandemic, in what other ways can you engage the donor? Can you have them help you in some way? Involving them in a peer-to-peer campaign for instance, having them share their excitement about supporting your organization with other people they know, that can be a big deal. Just being genuinely thankful, gratitude. And also, of course, making a long term commitment to smaller donors as well. During COVID, some communication tips. First of all, be specific about how the state of the pandemic is affecting your nonprofit. Why are you reaching out to them? And keeping in mind people seek meaning and they will donate when you give them an opportunity to find that meaning. For your current donors, here's the way it's generally going to work with your current donors. You want to call them all and just start with them. Ask, how are you doing and actually listen to their response. We're all stressed this year. And listen to their response and figure out how can you be of service to them in the stress that they're feeling. But also when the conversation turns back to you, what's going on with your nonprofit, be transparent about any challenges that you're facing and how that lead into the ask, a specific ask. And if it all works out, have your gratitude and your follow through with the impact of the gift. Overall, know your donors and the fundraising ideas will come. Again, this is not about gimmicks, listening to them. Are your donors stressed out? Are they overworked? Are they lonely if they're stuck at home? Are they uncertain about the future? Are they wishing that they could do something concrete to help in the world? How can you help them with that? How can you offer solutions? Could be things like, oh, our donors are stressed and burned out, can we offer a self-care virtual workshop for our donors so that like this will help with engagement and loyalty and make them like you even more. Give them something to do, finding virtual volunteer opportunities. Have them make phone calls on your behalf. You can ask them for advice, everyone loves giving advice and there's that saying, ask for money, you'll get an advice, ask for advice, you'll get money, take advantage of that. Figuring out what can these donors do for you beyond just money. This thing called oxygen canisters that I read about recently. This could be things beyond money. Do they have access to getting you more publicity and media coverage somewhere? Are they in a company where they can get you product donations, anything? Above all, lead with gratitude and make it authentic gratitude, personal gratitude and tell them specifically how their support has helped you. These are just some basic dos and don'ts that I won't go too much into just because I know you'll have these slides and I know we're running out of time. Overall, like if you have any questions about anything, we might have like a moment if there's a burning question or two, but otherwise, my email address is also here. If you want to send me any follow up questions, feel free.