So really looking at creative ways to show and highlight our gifts and how we're supporting nonprofits, in unique ways that fit within the funding guidelines.

WTF is happening in 2024: Replay of a Roundtable 

Have you been feeling the pinch in your nonprofit consulting business lately? You're not alone. The landscape for nonprofit consultants has been shifting, and many of us are experiencing challenges we haven't faced before.

Jess recently hosted a roundtable discussion in her Build Better Together community to explore what's really going on in 2024 and brainstorm solutions. The insights shared were eye-opening and we want to pass them along to you.

Get ready for some real talk about:

• Current Nonprofit Landscape: Nonprofits face funding uncertainties, post-pandemic shifts, trust issues, and changing donor preferences. How are consultants adapting?

• What's Working for Consultants: Discover the back-to-basics approach, the power of collaboration, flexible pricing models, niche specialization, and community engagement that are yielding results for consultants.

• Overcoming Obstacles: Learn how to navigate proposal purgatory, LinkedIn fatigue, and scarcity mindset – common challenges faced by consultants in the nonprofit sector.

• Moving Forward: Find out how building a supportive community, clear communication, nurturing existing relationships, and prioritizing self-care are crucial for consultants to thrive in these evolving times.

The nonprofit consulting landscape may be evolving, but with creativity, adaptability, and a supportive community, we can continue to make a significant impact.

00:00:00 Introducing the Confessions Podcast

Cindy and Jess introduce the podcast, aimed at helping nonprofit coaches and consultants build successful businesses past the six-figure mark through open discussions and insights from industry leaders.

00:08:30 Facing Challenges in 2024

Consultants discuss the challenges faced in 2024, including reduced charitable giving, mistrust in nonprofits, and finding creative ways to engage donors and clients amidst uncertainty.

00:28:15 Strategies for Success

Consultants share strategies like specific niche targeting, project-based pricing, and community involvement to overcome challenges and build stronger client relationships.

00:42:10 Accountability and Action Plans

Consultants commit to actions such as follow-ups, thought leadership posts, gratitude towards clients, and utilizing resources like Punkpost to enhance client relationships and business growth.

Find Us Online:  https://www.confessionswithjessandcindy.com

Connect with Cindy:

Cindy Wagman Coaching: cindywagman.com

Fractional Fundraising Network: fractionalfundraising.co/

LinkedIn: ca.linkedin.com/in/cindywagman

Connect with Jess:

Out In the Boons: outintheboons.me

LinkedIn: linkedin.com/in/jesscampbelloutintheboons/

Transcript:

[00:01:31] Hey Jess. Hi Cindy. It's so funny we're recording this together. I think this is the first time we've actually recorded like sitting next to each other. I know. Welcome everyone. You're in for a special treat. We are, today, we're going to be sharing a replay of a conversation that Jess hosted in her Build Better Together community with non profit consultants.

[00:01:55] Tell us what we're listening to. If you're a non profit consultant, you've felt 2024 in more ways than one, and in true Jess form, I thought rather than have this conversation a hundred times, With a hundred different people, let's just come together and have it as a group. And so you are an invited listener to the, what the fuck is happening in 2024 for conversation we had about a month ago.

[00:02:25] And I hope that if anything, it makes you feel like you're not alone and some of your questions you might be wondering about also get answered. So yeah, 2024 hasn't been the best for most people, but, we are talking about ways to make it better. So here you go.

[00:02:41] hi everyone. Welcome. to the what the fuck is going on in 2024 round table discussion. I'm so happy to have everyone here.

[00:02:51] it's just been a weird year, right? it's been so weird and I'm, I wish I was exaggerating when I said that every single day I get a text message or a Slack message or some message from some consultant just being like, what is going on?

[00:03:08] And I, I wish I knew,and so in true just form, I thought, why not try and figure this out in a silo? Why not try and figure this out among great minds? And so, before we get started, Two things. One, if this is your first time being a part of anything, build better together, which is a Slack community we host specifically for nonprofit consultants, feel free to introduce yourself.

[00:03:35] If you know me, like nothing makes me happier than two people finding out that they do similar work in a similar city, or they went to college and stuff like, I love when people like. match on the internet. so feel free to share who you are, where you are, and, what your expertise is or what you do as a non profit consultant in the chat.

[00:03:59] and then I would be remiss if I didn't let you all know that we're You are invited to join build better together. We are now almost 150 consultant strong. I'm running a very, very, very rare discount to join the membership. I will add the link as soon as I get myself together. and all are welcome.

[00:04:18] And we meet like this on a regular basis to chat through the hard times, the good times, the bad times. the wins, the losses, my client is driving me absolutely nuts. All the things in between because we know that that happens. and then, yeah, this is just a really open conversation. my thought when I was thinking about this is let's talk about what's working, versus just like a, like a vent session around what's not working.

[00:04:48] so it can be small. It can be minute. It can be like, Oh my gosh, this is life changing this thing that I'm doing. but it's just an open call. Feel free to either just unmute yourself or maybe let's, since there are so many of us here, let's use the raised hand emoji and I'll just call on people.

[00:05:05] Does anyone want to get started? Otherwise I have a couple things that I've been brainstorming. I'll give us like 10 seconds. Does anyone want to go first? Okay,

[00:05:18] cool. So, this one, I'm going to start with something that's small. and this is something that, a few of us in my, peer mastermind have been like texting about, I don't know if Brooke is on the call or Rachel's on the call, but we were texting about this, so who here uses LinkedIn as like a main.

[00:05:38] Channel for social media. Yeah. Yeah. Yeah. And I don't know about you, but some weeks I'm popping off on LinkedIn, some weeks I'm like, is anybody home? is anybody there? And there's just no control, which is why I'm a big email girly. but I will say that I think that there's something to disrupting the pattern.

[00:06:00] So, and I heard about this on a podcast and it, it's something that I am experimenting with and. What I've done is basically when I notice things are just dead or like very, very, very, very low engagement, I find that a selfie, which yes, is a little cringe, a selfie plus like a thought leader post. it can be something like a story.

[00:06:27] It can be something maybe a little bit like that will prickle people or be a little controversial. But I find that that Resets everything and it's something I think about the face, like the picture that like stops the scroll. So that's one thing that I personally have noticed when things are really down.

[00:06:47] As far as engagement goes, that will be like my reset button versus like just trying to pump out like the next epic caption. It's really not about that. And it's more just about. Selfie, which is like so hard for me as someone that like, really, I really despise social. I do it as a, as a,with my unwillingly, I'm not like a happy on LinkedIn person.

[00:07:12] I am, I am forced to be there on LinkedIn person. So that's one, I've got more, but I don't want to be the one talking this whole time. So who else has something that's just working really great in their business?

[00:07:26] hi everybody. Oh my gosh, it's so cool to see so many people on. This is amazing. so, for those of you who don't know me, hi, I'm, I've been, Small Shop Strategies for a really long time. that's kind of been the Been my business.

[00:07:42] And then I've made a shift recently to,starting an automation agency, and I will say that, this is by no means like I'm still working on this, so take it with a, grain of salt and I know all of our businesses are, are really different, but I've gone very like from doing one to many, I've gone one to one and really, focusing on.

[00:08:09] Like even in my one to many, really focusing on like individual follow ups, individual connections. even though, I mean, I teach automation, it's still hard,or it's still it's that extra work, but, so I've been doing demo calls, to get on the phone and answer organizations questions because they have a lot of them and.

[00:08:31] It's sometimes painful and I've had to really hustle for some work, but like it's been it's been good. I've also been the like queen of the follow up and so I Have a templated email and then I dcc myself when I respond and then I snooze that email When it pops up into my inbox for the next week so And I am doing that over and over and over again.

[00:08:59] And that's been huge, annoying, probably, but huge. and the, the final thing is like really tracking my metrics, because I think that there's a way longer, like lag time between like when a. Client comes in and when or like when they inquire into when they sign and I think that sometimes we can go off like vibes and feelings but I think that uh and and i'm totally guilty of that and so i'm really trying to track those metrics so that I'm, I'm basing my decisions, my, my business decisions on metrics and data and not on those vibes and feelings. And like, you know, if I don't have enough demo calls, then I need to like hustle for more demo calls. Or if I'm not closing, I need to practice my sales. Like what skills do I need to hone? So anyway, those are, those are Can, can we ask what metrics you're tracking? what do you mean by metrics? Yeah, so, the, the major one that I'm tracking is like, how many demo calls am I doing in a month? And then how many clients am I closing based on those? And, and what is the time between like, when somebody schedules a demo call to when they close as a client?

[00:10:17] And currently my like, close rate right 35%. So good can be better. And so I mean, I'm, I feel like I haven't done like the direct services direct sales, like that's a new thing, I guess, or maybe it's not, but the way I'm thinking about it. So I'm re I'm just really trying to like, understand the metrics and like where I need to improve.

[00:10:43] So, so anyway, so that's, but it's, but it's working. So. Totally. No, you're on your way. That's great. I mean, personally, I hate the phone, but it's a solid reminder that it like works. Oh, but like.okay. 

[00:11:00] Hi everybody. I have something to share that I always feel a little trepidatious sharing something cause it seems really simple, but yet I haven't done it before. And so it's Oh, sometimes the simple stuff works.

[00:11:09] I recently, I had an event in Omaha, Nebraska, where I used to live and used to work, that I wanted to go to, personally, I wanted to go to, and I was like, it'd be really great to make this a business trip and have a couple of books, like business things on, and so I did a quick email to the people I've worked with in the past, some dream client nonprofits that I would love to work with.

[00:11:29] And then not only did I say, I'm going to be in town, would you like to book a session? But I also thought maybe it would be easier if I just told them what I'm really excited about working on right now. And I bullet pointed those things and said, if any of this resonates with you or something that you'd like to work on, let me know.

[00:11:43] And it was really exciting because within 24 hours, people responded and said, yes, How can I get on your calendar? And I was like, Okay, that works. And so I think what's going to be interesting is to see how repeatable it is, later how repeatable it might be with a new, geographic location. and so it just was exciting.

[00:11:59] And I just wanted to share that as something that. Like it also didn't cost me anything. It was just the nerves of hitting send. But I think the magic there was, here's what I'm excited about doing. Here's what other clients have recently asked for. I added a little testimonial and like instantly the responses were that's been on our back burner.

[00:12:17] That's on our list to do. So I just wanted to share that with you and thanks for hosting this, and, and inviting those of us to check it out who haven't been there before. Yes. Oh my gosh. I love that for you. That's so exciting. Such a great, like an easy thing. Yeah, I have more to say about that, but that's, that's great.

[00:12:34] Thanks, appreciate you sharing. Hi everyone. I'm new here to this community. I'm in Brooklyn. I do fundraising and organization development consulting. And I'm mostly here because I'm like, I'm doing things wrong and I need new ideas to get, get organizations into the pipeline.

[00:12:47] But something I am proud of is that I started a quarterly newsletter and I use that a lot, not just in the like networky ways, but also to explore things that I hear from the world out there as being a challenge and kind of give enough information to show my skill and hopefully be useful. So for example, in December, I was like, everybody's going to be thinking about fundraising planning.

[00:13:15] They should have been thinking about it earlier, but I did a, I did my newsletter about strategic fundraising planning and gave sort of a, like, here's how to do it. But also. You would be better off doing it with me. Or like I saw a lot of posts about how challenging boards were in an ed group on Facebook.

[00:13:35] So I wrote one about board development and then connected that to this, this like voice of I'm moving into this new area of work of board development. So trying to connect it to what people are talking about and what I'm trying to provide. So there's that synergy. Love it. Cool. Thanks for sharing and thanks for being here and for being so willing to learn. There's so much for all of us. Hi, hi friends. So nice to see you. So I feel like I haven't seen a lot of people in a long time. So, and some of you, I see all the time.

[00:14:08] so one of the things that I'm seeing, so for those of you who don't know me, in addition to co hosting Confessions with Jess and Cindy, with Jess, I coach consultants, non profit serving consultants and one of the things that I'm seeing, is those sort of tried and trued things, I feel like generally over the last few years, there's been a lot of shiny objects, a lot of things like You know, and they've worked historically like from 2020 to like this 23 those things worked.

[00:14:44] People were signing up for things online more and all of that and it's not that they don't work anymore but they're harder and I feel like in chasing those things we've lost Site of like the basics of building those relationships To Naomi's point, like reaching out to the people, you know, the people who are gonna be your biggest champions.

[00:15:05] Some of the most successful business owners, consultants in the nonprofit space I know are like so niche. No one's ever heard of them, but they're really good at what they do and at their relationships. And so I feel like that I've seen it didn't go away, but I'm seeing it work even. better or like being something that we can fall back on that is working really well for people is just, reaching out.

[00:15:33] It is still taking longer. Even those things that I am saying, I don't want to like, and it's just so easy. It's still taking people longer to I'm seeing three, six months to start doing that work to see it really come into fruition. But, the basics, the basics work for a reason.

[00:15:50] Isn't that hard to hear sometimes. So,okay.Oh my goodness. I rate, I lowered my hand. I didn't unmute myself. so good to see so many folks, so many friend colleagues. so two things. Yeah, really appreciating this conversation. One thing just to underline double click on the picking up the phone. if there are any other Priya Parker, Groupies, I don't know, super fans here.

[00:16:13] I was on a, she does a quarterly office hours and she was talking about that. Like the biggest thing, and it's a different context, but I think it is still so relevant and like whatever picking up the phone means, right. It could be texting somebody like I'm also queen of the follow up and all my consulting friends know that.

[00:16:32] And they're like, yes, I did the thing and I followed up and then I got something and it happened. And so. I think it is just so impactful and it's like a good reminder of who do we currently have in our ecosystem. the other thing is just the value of the referral. And so I actually just shared this morning about this group program that I'm just starting.

[00:16:52] And y'all on my first day, I got somebody who signed up who does not know me because somebody referred and said, This thing is amazing. And I'm like, holy shit. Like how I couldn't believe that somebody that doesn't know me. And so it is I now have this list of people that I'm going to reach out to just say who's one person that would be interested in my work?

[00:17:13] Not like anybody in your orbit. Right. Because one person is easier than thinking about, let me look through my entire mental Rolodex of people. and then the third thing, which is like reminding myself to do this is I was listening to a podcast recently that talked about the most underutilized part of our sales funnel is legacy or like loyalty or however it is like people we've already worked with.

[00:17:35] And so how do you go back to them and even what some folks shared earlier about here's what I'm super excited to do, like the people that have already worked with us is our people that already know. How badass and amazing we are. So go back to them and say, Hey, super excited to share about this new thing or this thing worked really well.

[00:17:52] And again, whether it's doing something with them or doing something that the who's one person in your orbit, right? Presumably our clients that we like, we probably would like to work with the one person that they're going to think of. So a couple of things excited for more. Awesome. 

[00:18:09] That's amazing. What's up, Jess? Hey, everybody. so I run a marketing and communications agency with a focus on ethical storytelling. So. One of the things that worked for me or is, is working for me, we'll see how successful it is, but I'll tell you all about it. it's called the ethical nonprofit summit.

[00:18:29] And I launched this thing with a Google doc and a convert kit checkout page. to, to sell tickets to see if people were interested in the event. I got 20 people who bought their tickets based off of that. I had nothing, like literally it was a Google doc, it was a PDF with like links to the checkout page.

[00:18:50] So, sometimes the really, really simple things can work. and then the second thing. Because, I have only so much of a network. So what I've built into this event is an affiliate program. So my speakers are affiliate. I have a, affiliate program for like other folks. I'm looking for sponsors, but honestly getting affiliates has been a lot easier than getting sponsors.

[00:19:15] I don't know exactly why that is. We'll see. We'll see how it goes. as we get closer. it's about two months out. and then the other major change, honestly, for me is I got a part time job to hold down the fort, because I just, I need that stability. And I've been in business for two and a half years now, and it's been very up and down.

[00:19:36] and I'm done with the down part. I, I took a part time job, and it's, a development position, and it's remote. So it works so that, I can help this organization, but at the same time,I have some stability so that I can keep the business side of things going too.

[00:19:53] I love that. I love a little do it messy. I love a little do it works for you. you can always change your mind, both ways back and forth many times.yes. And your song it's going to be amazing.Hi, everybody. First time here. Thanks for having me. and I'm the PR.

[00:20:11] So we do PR, social media, influencer, and celebrity campaigns for non profits. And So two things I wanted to share that I feel are working. One is like leveraging the fact that we are small and flexible to be able to offer some services that larger PR agencies may not be able to do. For example, or just especially in the nonprofit communication space, like this influencer programming that we're doing.

[00:20:38] I don't think a lot of big PR agencies in the nonprofit space are like can turn their boats around quick enough to do that. So that's something that seems capturing people's attention. Like they may already have a PR agency, but we would be like adding value in something different. So that's one thing.

[00:20:55] And the other is. Because I'm in Philly and my whole like network and former co workers are in D. C., I decided I'm going to go to D. C. once a month for two days, every month from now until the end of the year. And I built out like accountably page with all of it and then send it to my network. And I was like, hey, love to have coffee or lunch.

[00:21:15] And now it's like they can't say no because there's like July, August, September, October, like there's a, you know, so I have. Just feel better personally. Like my network is responding. I'm meeting now in July. I have one in September. So just that like consistently, like how do you show up again?

[00:21:32] Like reinforcing, like in person networking. I think a lot of people are having to go back into the office and they actually like to see the value of like, why do they have to show up and maybe meeting with a consultant or taking, us taking the lunch or coffee can help add, make them feel like it's better to go back into the office too.

[00:21:50] Few of my thoughts. Thanks for having me. Yeah. Thanks. And if you guys are on Tik TOK, I see you there, right? Yeah. You're you pop, you've been like popping up on my for you page, that algorithm, one of the best,Hello everyone. I'm in Washington, DC, and I'm a digital fundraising consultant.

[00:22:09] So mostly email and SMS for nonprofits. and I think the, the thing that's been working and has made my year, not as bad, I think as, as I was expecting is I completely changed how I charge for projects. I no longer charge hourly whatsoever. I think I have one like grandfathered hourly client that pays well hourly, like it's a good hourly rate, but.

[00:22:39] I had so much anxiety about switching to charging per email, charging per campaign strategy brief, charging, et cetera, because a lot of my clients don't do retainers. They're very wary of retainers from being burned by larger agencies. And so I was like, I just have to work hourly. The problem was, is I work fast.

[00:23:01] And so I would work a ton of hours to just get the money that I would want. and I'm happy to put the email that I sent to all of my clients. I got no pushback. just switching over and because basically I, I posed it as, this is good for, for me and, and for my business, but it's even better for you because you're able to strategically plan what your budget is.

[00:23:25] So if you know that you have a 10 email campaign in a month, you know exactly how much that's going to cost and my cost includes my hours, my expertise, and then it's set on their end and they're all good. So highly recommend trying to move folks over, especially if you can't get a retainer. because there are some months where, I make way more than a retainer would ever be because I'm doing the extra work, but I'm accounting for that little difference in, in how long it takes me.

[00:24:03] Yes. Big fan of the project base or like non hourly pricing. Big fan.okay. I want to do one more question. Because yeah, we're about halfway through. And then I saw a really great question in the chat. This chat is like flying too fast, so I'm never going to be able to find it. 

[00:24:25] because I wonder if that might be also a helpful contribution to the conversation. She was just asking If anyone notices like what is actually happening with our clients right now so that we can maybe target our brainstorm around like how to problem solve for that, a little bit more specifically.

[00:24:41] let's go to the question and then we can come back with more advice.

[00:24:43] Hi. I was going to talk about something that's been, working for me this year, but also, I mean, you wanted to change the, the topic to like what's happening. Oh, no, you go first and then we'll do it. Okay. Okay. That's what I meant. something that has been working for me and has worked for me in the past six years of having my consultancy is using referrals and, all of my work mostly comes from referrals and I find those referrals through you guys.

[00:25:14] So it's. joining groups like this, which we've all done, but also in the groups making intentional connections with, someone that might be complimentary to the services that you offer. So for example, I'm an email marketing consultant. I do a lot of email implementation. So designing the email, sending the emails.

[00:25:36] But I don't do copywriting. So partnering with someone who is a copywriter, is like perfect for us. So we're both looking for clients and we pull each other in on projects, like collaborate on them. and same with Rachel, like she does the systems, but she needs someone to set up the emails and send them.

[00:25:55] So if you can find someone who's really like complementary to what you do. that's helpful because then it's two of you out there looking for new clients, and then you can come together. and so I think that has really helped me. And I try to meet, do like a zoom meetup with one new person or two new people every week.

[00:26:16] And that can be a little uncomfortable because like you don't know each other and it's Oh, we don't know each other, but you just. You just say, Hey,I'm just trying to meet new people in this space and you would just be so surprised, about what that relationship could turn into.

[00:26:31] That's all I have. Yeah, super good. I mean, I would just also echo in addition to the people you can work on a project with, thinking about who comes before and after you in the cycle of fundraising can be really smart. So, for example, like a lot of people will come to me after they've set up their brand and done their graphic design and they're ready to like, Now put that out into the world, then they'll come to me for copywriting, digital campaign stuff, but I don't do major gifts, which is generally like a thing after like once you now have 300 donors, who of them are ready to take it to the next level.

[00:27:10] So I refer that way up a lot and like people will send me. If that makes sense. So I love that like project based referrals, but also the up and down referrals can be really smart. it's something to think about. okay, 

[00:27:25] Hello. Yeah, so I'm on my phone. I'm trying to be outside and manage a couple cats out here, so I'm a little, a little distracted. But, yeah, I love hearing all these ideas that are working for people and I'm, I always like to get to the root of the problem, and so I'm curious what's going on with nonprofits.

[00:27:41] I know in the comments some people mentioned, November, being contentious, not knowing what to expect, and potentially also. saturation of consultants, but I'm curious just, from people's real world perspective, what they've seen nonprofits are thinking right now that might be affecting what we're seeing.

[00:28:01] Does anyone have any insights or ideas? Yeah, hi, it's my first time here too, and I just was in the comments, just commenting that, yeah, on LinkedIn, I have definitely seen some, comments about, people stating that they receive nothing, but,that they are getting bombarded by consultants.

[00:28:22] On LinkedIn. And so that's some feedback that I have witnessed from just my, I have a pretty big audience on LinkedIn and so that's some, some of what I have witnessed and I see some, so many amazing,outreach and marketing that's being done on LinkedIn from consultants. And so I think there's some great.

[00:28:47] work that's being done from so many of you and so many, great outreach work that's being done. but I think going back to, I think what, Cindy or what, going back to the basics of, picking up the phone or going back to that one on one of, the old ways might be a better way of making those relational connections because just from what I've seen oversaturation was is is what I'm seeing at least on LinkedIn. 

[00:29:20] yeah, and it's like It's a tricky thing, right? Because

[00:29:24] I also want us to take that with a grain of salt because I don't want that to prohibit anyone from like getting visible and like selling and, you know, it's like a delicate dance.and it's really hard to stay in your lane. And so. I also just want to say that and isn't it so true that one person's negativity can just echo louder in our ears than like the world showering us with positivity?

[00:29:52] Like I know personally that happens as well. I don't know. It's I just find that's a really, really, really, delicate dance. let me just follow that by saying too, I think the more specific we can get with our niches. And that is so much more helpful because all of us have really specific gifts that we share.

[00:30:14] And so I think that's really where we can really shine is when we can get really specific and say, this is how we can really specifically help you because we all are very different. And we all are really unique. And so that's really how we can, we can really share in a very unique way is how we can really creatively customize these packages for the clients.

[00:30:42] Absolutely. And like sharing a ton of value, don't be icky, be valuable. Right.Hi.so in terms of what I've been seeing, and I have an events firm, Gather Collective is my events firm, so I think events can be their own animal, so take whatever I say with a grain of salt, but I have never, I mean, I've had so many conversations that lead to proposals, and we're getting down the path, and then it's like, pump the brakes, postpone, we're really worried about funding, It's all like related to getting the sponsorships funding needed in order to have. To feel good and confident about moving forward. And so that's been the like big thing I've been experiencing and felt super challenged by. so I think, typically my close rate has been like 50 percent like really good like by the time I'm talking to someone they're they know they have the money that we're like moving moving moving And this year has just been like I don't even know I don't even want to know what the the rate is because it's so different and what's worked is really zeroing in on these Clients that do have the funding and they're ready to move forward and they're like down to go They have a series of events or something like that and that's been really Saving my butt this year, but the the whole cadence of proposals moving And closing has been really rough.

[00:32:11] cindy. I know just like sorry to be like facilitator here But I know cindy has some like really strong sales Phone call advice around that Are you asking who are the decision makers, like on the front end, are you asking what the budget is on the front, just to save yourself the time, right? I mean, I know you've been at this a while.

[00:32:30] Yeah, yeah,in the, the, I had two phone calls yesterday with coach. Type folks so, that were really helpful and knowing that Cindy is really helpful because maybe I'll, I'll reach out. But one was with my finance person who we were able to like look at the projects and the margins and like zero in on what's really been working and now I'm thinking about okay, now I'm going to go back to my prospects.

[00:32:58] With a new framing, and then the other was with a coach who just helped me hammer, like hone in on, on how I need to reframe my offers a little bit. Okay, cool.Hi, everyone. Good to see you. well, combining what all has been saying, someone said this to me and it really resonated, which is a week for me waiting on an answer or waiting on a response is like forever, but a week for like the executive director to get back to you or something is like forever.

[00:33:31] Nothing. And so just remembering that, it's not always you, like you're not their main priority almost always. And so, just remembering that timing and again, a week means very different things to different people. and then the second thing also that I'm seeing in nonprofits, it's definitely the election.

[00:33:50] I think there's a lot of hesitancy with funding. I've also seen a lot of foundations are like, Just like being very hesitant about funding, the giving USA, numbers just came out for 2023 and like foundation funding is just not growing. So it's just something to think about proportionally. but I do think again, just sticking with people who, you know, and following up more than you think you need to, and giving them some grace that like, again, getting back to you.

[00:34:20] Is not, is not the top list of their 25 things to do in a day. A hundred percent. Yeah. That's a really good reminder.

[00:34:30] hi everyone. Just, it's so good to see you. Tiffany Gauvine from San Antonio, Texas. I do nonprofit strategy and executive coaching. I've been Doing this for the last four and a half years, Jess was at the beginning and basically what I've seen for the last year and a half with a lot of funders, I am able to get really good one on one clients.

[00:34:50] I've been really good at, it's only been referral, I have the retainers, I check their budgets, everything goes well. And then what I've been seeing lately is, for example, some of the donor advice funds, they'll send it The wrong check in the mail or they'll send it to the wrong address and it's stuck in the mailbox for like four months.

[00:35:13] And so that means a delayed payment for four months. Or I've seen funders even, tell the nonprofit, yes, this money is coming. Yes, this is what we're expecting. Yes, you can hire your consultant this way. And then all of a sudden the requirements change at the last minute. And so as consultants, right, we're expecting this, we're allocating, we're being prepared.

[00:35:35] And all that time of nurturing those relationships just goes. To the wayside because the funder changed their mind at the last moment. And so, I was waiting on a very, big contract at the beginning of the year. And they said, yes, fundraising is going to be part of this for nonprofit capacity building.

[00:35:54] Yes, this is exactly what nonprofits need to help the ecosystem. Right. And then they said, the contractor, the main one over the consultants was like, Oh, you know what, we actually want to keep this in house. So we're going to just take fundraising off of it, but we can still have consultants. we just can't call it fundraising, but that's a federal thing.

[00:36:14] And so it's just these weird stop gaps with the funders that I've seen in paying us. As consultants because it's not in house. And so, really looking at creative ways to show and highlight our gifts and how we're supporting nonprofits, in unique ways that fit within the funding guidelines.

[00:36:36] Yeah, That's bizarre frustrating all the things. okay, thanks, Hi, everyone. We're having a big AFP Dallas event, and I was talking to some of the nonprofits who are going to go, and they're like, the message is the same.

[00:36:54] Everyone here, who is an association or a funder, funding institution, they're just telling us there's no money. And so there's like this. Deep survival fear that's being perpetuated. And so kind of like we were talking about solutions for us, look above and look below and look to the side.

[00:37:15] I think also part of something I've been trying to strategize is how do you also do that? For the client and the messaging that they're getting. cause I was telling another consultant, I'm like, they're threatening hope, I mean, yeah, it's not about not being realistic, but it's also about, Hey, we want to still make change and we all have to make change together.

[00:37:39] so yeah, just kind of like knowing the messaging that they're getting is forcing a lot of fear and a lot of that survival mindset that kind of. Goes back to almost maybe even worse than the pandemic mindset of, tighten up, close up shop if you have to and things like that. So that's what I'm saying.

[00:38:00] I know. Can we do a collective deep breath around that really quick? Like on the count of three, breathe in.

[00:38:13] there's really so much money out there. It's so wild Yeah, that's why we need these groups so when we're late We can all do it together.Hi, everyone. I do bilingual social media for nonprofits, but I also do their digital, I help with their digital fundraising. And it was really amazing after during the pandemic and after the pandemic like things were, but now things are starting to go back to events. And what I'm struggling with is. Nonprofits really hesitating to do those events. and I work with smaller nonprofits, so I could see, their hesitance.but what is working is we really look at, we really create a strategic plan where we're like, okay, we're not just going to rely on social media. Let's like, who are your stakeholders and who can we rely to?

[00:39:12] And because of the group of, nonprofits that I work with, there's just a lot of community involvement, which I think it's a lot extra work. So, For example, we have an event for a nonprofit, in August, and I don't know, like somebody in the, in the group came up with the idea that we should go to the, like Mexican supermarkets and ask them if they would help us sell the tickets for this event.

[00:39:41] And, so we went to all the barriata and I'll be. in the California, Southern California area. And they actually said yes, like they were happy to help out. we had a very, we have a very short timeframe to sell 5, 000 tickets. And, I think within the first week, we asked a couple of supermarkets to help us sell the tickets.

[00:40:07] And I think in the first week we sold about 1500. Which was crazy because we were like, Oh my gosh, and it's free. It's just community helping community. we, we explained to them what a fundraiser was for. But it's really trying to think about other ways of, how to promote the event that's specific to, to, Are like small nonprofits that I'm working with.

[00:40:31] So it's been a little bit different, but I still think it's fun. It's just not. We're not just relying on email and social media. We're really looking at, who in the community. Would support this in this type of work and can can we ask them and I always tell my clients I have no shame I will ask them I will go up to them.

[00:40:54] I will talk to whoever I need to talk to and that seems to be working. But we'll see how long and sustainable that is, you'll have to keep us posted. Yeah.Hey all, I hope my, my computer's working okay, but, it's been a little bit glitchy today. Anyway, I am a fundraising and management consultant for small to mid sized non profits.

[00:41:22] I work mostly, on the east coast, but a little bit here and there, and I, because I've been seeing here at home in Philadelphia, we just had two large non profits who closed up shop. Very suddenly in the, in the past month, and it, looking at what's been playing out in the media in the nineties.

[00:41:43] And just knowing a little bit about what's going behind, going on behind the scenes. I think a lot of it can be attributed to, boards and overexpansion, in a lot of ways. And like folks who were organizations who didn't really plan A lot over the past couple of years, and we're just relying on the pandemic money and not thinking about how to sustain programs.

[00:42:11] I think that's where organizations are really strong. Right now, I'm seeing that my own clients, the ones who took the time to do a plant are succeeding and they're finding new forms of funding. they are making strides,with their communities and really, smart grassroots ways, but also balancing that out with, some, doubling down on some stewardship for their larger donors.

[00:42:36] And, with.the clients that have not taken that time to plan and they're floundering right now for funding. I think, guiding them in the type of consultant that they need. Is really important. And I've actually, a couple of times recently said you don't need to do a,a fundraising consultant right now.

[00:43:00] You need a strategic planning consult first, do the plan first and then go, into, fundraising, call me in 6 to 8 months sort of thing, because it's just, it's so difficult without, a clear vision, a clear pathway to get that funding. So, yeah. Anyway, that's sort of like what I've been seeing, in the, in the clients or potential clients that have been indecisive lately.

[00:43:24] Yeah, super tough. Okay, what I want to do is go through these last two suggestions and then if anyone is brave enough to say something that they are going to do in the next seven days, we can all keep each other accountable. So is it the follow up? Is it get on the phone? Is it post? Is it blah, blah, blah, blah, blah?

[00:43:45] Whatever it is, I'd love us to do a little group share before we wrap up the call. So, oh gosh, your hand was raised and then it came down. Who was that? It was me. Oh, please go Yeah, my thought was just, you know, it's so hard I think with the scarcity mindset with the folks have and like the the risk that it feels like to sign on with a consultant.

[00:44:07] I'm especially like I specialize in working with like smaller nonprofits. I'm wondering if folks have any kind of Like taster, right. Or just get started, get started working with me, get your feet wet. And then there's like a point at which they sign a bigger contract, right? Like I I've done that with one, one client.

[00:44:22] I'm like, okay, let's, let's work together on an hourly basis and just see what you need. Cause you know, first half hour call, I'm like, they don't know what they need. I can get a sense of it, but over time, I think it's.possible to get a much better, clearer sense. And once they know you, it's, it's much easier to say yes, we want to pay for this.

[00:44:41] Yes, we need this.

[00:44:45] I mean, it's worth a try. Worth a try.

[00:44:48] so I basically, I've dropped an article in the chat a couple times. It's a Vox article and it is one that I just read. It was, dropped yesterday on, it's It's called charitable giving generosity crisis report and it's so good and it really is about what we have been talking about this whole time.

[00:45:13] And so, but what I really wanted, just draw, cause I read the article this morning is that it is talking about how, there is, it's really talking about the, reduction of charitable giving over the past two years, and it's talking about how there is a, reduction of religious, community and that.

[00:45:40] plays a big part in volunteerism. And so with volunteerism being the, gateway into charitable giving, that is where they're thinking and doing the analysis that there is a breakdown for From the entry point because of the minimum that the reduction in community. So basically, because there's a reduction in, religion, they think that there is a reduction in community and therefore reduction in.

[00:46:19] Volunteering in the nonprofit and entities. They also think there's a based on the trust within, government entities. They think that there is also mistrust within non profit entities that's taking place. And then they also, based on some of their studies, have found that younger generations prefer that their donations go directly to the recipients through things like mutual funds.

[00:46:56] or through,Kickstarter campaigns or crowdfunding campaigns. So through campaigns where they see evidence of the funds going directly to the recipients versus through an organization. So, the article is great. I don't want to, repeat everything that's in it. But, I did drop it in the chat and I encourage all of you to take a look at it.

[00:47:25] Awesome. Thanks. I will have to do that. Okay. Three more things before we do our accountability that I know to be helpful. Number one, Find your people, whether it's this group, it's your local group. I just, I cannot emphasize how helpful it has been in my personal business when I'm having a mini freak out or I lose a contract or I'm spiraling, or I'm just like, Blah, or when I have a win to share how grateful I am to have at my fingertips, a community of people that I can reach out to that get it.

[00:48:01] Cause guess who doesn't get it? Not my partner, not my mother, not my best friends. They're like not understanding like this group of people would understand. So that's one. The other thing that I'm not and Cindy is great at reminding me to do is. To tell people what you do and what you're looking for as far as sales go.

[00:48:25] So if you have an open spot for the fall, start talking about that. Now, if you have, availability for one strategic call next month, tell people, because. People aren't mind readers. And like we said earlier, our priority is not their priority, but I do know that people love to be helpful. So if they can form that connection of how to facilitate an introduction, something, something like people want to do that, but they don't know unless you tell them.

[00:48:53] and then the other thing that I think that I know I can get really wrapped up in is like this idea of new, new clients, new subscribers, new followers, but What if we all just circled back to past clients,what if we just went back to the people that have already given us money and said, like, how you doing?

[00:49:12] Want to check in? I'm doing this thing. Is that interesting to you now? I have a feeling it would be a higher ROI than someone brand new. So those are my three things. does anyone want to share something they plan to do in the next seven days just to get unstuck by moving into action? Yay, eight years old. Congratulations. Eight years in business, That's amazing. Way to go.Hi, I would love to invite anyone who is On the way to becoming a member of building better together or is currently a member. This is the perfect type of activity that we can get done in the coworking sessions, which happened every first and third Monday.

[00:49:54] So the next one is actually coming up Monday, the 15th at 2 PM. So if you are intrigued on getting some work done and reaching out to these former clients, Monday is the perfect time to do it.

[00:50:09] Love it. Okay. Who else has something to do that they're going to get accountable, baby. Okay, we can't be just all talk, no action. I will be following up with people. Follow up, follow up, follow up. That's what I need to focus on. The fruit is in the follow up. Yes, that is for sure. Hey y'all, I'm gonna do something that makes me super uncomfortable and that is I'm gonna post a selfie and dare to be a thought leader, dare to lead with my thoughts.

[00:50:44] It's gonna hide like an artist. She tell you're funny, so you won't, it's not successful. It's not my jam. Cindy's laughing 'cause she knows me and it's not, it's not my thing to be like, watch it pop off, watch it. Well it absolutely, I've, I'm, I'm just gonna do it. I have so many drafts in my LinkedIn that I'm like, I have a thought to share and I'm gonna publish one of those bad boys.

[00:51:05] It's gonna happen. Publish, and we can't wait to like. Be behind you. Fill up that comment section. You better like that post, Jess Campbell! I will be there. I will be there. so, Myself and one of her clients were interviewed on the We Are For Good podcast. Oh, you're the one!

[00:51:21] And her client literally said, Oh, you're the one! I would not still be the executive director of this organization if I wasn't working with Katie. If she wasn't so amazing, I would have been so burnt out and overwhelmed and all the things. So, yay. Now the world needs to know about it.

[00:51:40] But yeah, I think I'm also going to add a little, codicil to my, I'm going to post a thought leadership is that I'm also just going to show some gratitude to my existing and past clients. Just calm up. So I'm thinking about them see if there's anything that they need anybody I can connect them to I have zero capacity to help them right now but maybe there's something that they're stuck with that I can help them get unstuck with and then maybe when they have money they can come and I have more time they can come back around.

[00:52:03] So it's going to be that is That is so good like just that simple that and if anyone needs a resource my beloved beloved Punk post if you go to punk post calm, they're going out of business on July 22nd, but you can still order these gorgeous Cards and they'll mail them for you Every time I sent one, people are like, these are the most amazing pieces of art ever punk post.

[00:52:31] com before they go out of business, that would be a great thing to do. we're a minute over. Thank you all for being here. I hope you all are incorporating some rest into your summer, because I think that that's actually a big part of it too. We can't work well for our clients if we ourselves are not taken care of.

[00:52:51] I will send this recording for those who had to pop in and out. And I appreciate you all. And if anyone wants to come on over to the build better together side, you have the link, you know how to find me. You are all invited. Thank you for being here and have a wonderful Thursday. See you soon. Bye bye.