 I'm Sandra Amar and I'm your Ontario TechSoup Connect post. We are a program of TechSoup and we are a global network of tech for good meetups. And we are a nonprofit that helps other nonprofits to get, implement and use tech effectively. I'm Sandra Amar, I run All About Systems and I've been working with TechSoup for about just over two years now. I'm passionate about helping nonprofits and small businesses and entrepreneurs use technology more efficiently and empowering them to use technology. So I offer a lot of one-on-one training. I do digital workplace assessments for smaller organizations and nonprofits to help them better use technology, assess what technology they have and they're using, how they wanna use it, what their goals are and helping them to create a plan that works within their budget to achieve that efficient digital workplace, however it looks for them. I've spent 20 years in IT and project management so my passion for nonprofits and my passion for technology are a perfect fit here with TechSoup. So I'm excited to be a part of it. I also have been involved in a couple of charities as well including the One Parent Family Association. These are our TechSoup Connect community values. We welcome everybody, we put our community first we're all here to support each other and help each other succeed in what we're doing in order to build stronger nonprofits and technology is that main tool that we all use to grow and run our organizations now. So it's a great opportunity to come together and help each other with technology. We love to have participation. So either on our events feel free to participate through our chats or reach out to me if you have any suggestions for anything or would like to be more involved. And of course, like any good nonprofit organization we treat each other with kindness and respect. If you are interested in helping and helping plan an event if you'd like to run anything, if you have any ideas please reach out to me and I'll give you my email later on as well or you can reply to the event invites from the Ontario TechSoup chapter they should come to me. That's a little bit more about TechSoup it helps to connect to your nonprofit with donated and discounted products and mostly products. So there's software hardware all of these items that they can connect you with and a lot of you are probably here because you've already used some of their services. These are a few of the examples of the services and technology that you can get through TechSoup and the one missing from here and I keep forgetting to add it to my slide is Google workspace. It's not necessarily something you need to pay for but you do need to validate your Google for nonprofits account through TechSoup to use it as well. This is just an example of how much you can save with TechSoup obviously great savings here. TechSoup also has some forums online so if you are looking for more detailed answers to questions about specific technology related things database design, et cetera check out the forums on TechSoup and finally what brought you here in the first place is our event page on TechSoup so our Ontario chapter you can find look it up on events.techsoup.org and these are our upcoming events for so far for the next couple months so today we are here with Omer to talk about funding diversification and I'm especially excited to hear what you have to share with us about this I was just having a conversation with Rebecca yesterday and I see you joined us Rebecca so I'm glad you're here and I know she's very excited to hear what you have to say about this and so are lots of people that are on let's get to it and I'm going to hand this over to you Omer Thank you very much Sandra it's really my pleasure to be here and I have to admit that I don't have a magical stick that will solve all of the funding problems of non-perfect organizations but in the last five or six years now we started the research with specific focus on funding diversification for non-profit organizations it's obviously a long and demanding journey for non-profit organizations but there are lots of things that we can learn from best practices and management side so today I will summarize what we have learned in the last six years from other non-profit organizations and from academicians in the different universities so my name is Omer Dewartian I'm a part-time professor at the University of Ottawa I'm the founder of the non-profit management lab at the University of Ottawa and I'm also the founder of Vectors Institute and Vectors Group two businesses but actually we prefer to define ourselves social enterprise we're not non-profit but we are very close to non-profit organizations because it's our passion and we do a lot of volunteering work to support non-profit organizations let me quickly jump to my presentation and if you have any questions please do not hesitate to interrupt me I may not see the chat box but you can just raise your hands and we'll jump in and ask your questions or give feedback I'd like to use metaphors and one of the metaphors that I use for funding diversification is about is tires okay so that your funding structure is like the tires in a vehicle and the first thing it comes to mind is that there must be an alignment your tires must be capable to carry your vehicle so your funding structure must be capable to carry your organization I will start with a metaphor but then I will I will give you some tangible rewrite examples that you can immediately utilize in your organization so let's look at the first scenario I'm sorry I'm just going to pause you for a second I think you're sharing the presentation mode of the presentation instead of the full slide okay sorry so you might want to share the it'll just be bigger for those of us that might have small screens and you see the presentation screen yeah that's better yeah okay perfect thank you for warning me so well so this is a monocycle it looks like fun and many of the non-profit organizations rely on single funding resource so although it seems fun it's too risky so even if you have 95% government grant for example it is not a good thing in the long term because it may not be sustainable and it may be too risky so even when you have long term secured funding diversification it's something you need to consider so the second option that comes to mind using the pricing right so two funding resources which is better than relying on single source but this is also this may also be risky in certain cases and if you have a flat diet for example then you need to find some additional funding sources another scenario is secured small funding so there when we talk about funding diversification the size of the funding is not that critical at the beginning so try to diversify your funding structure as much as possible as you see in the picture small secured funds can be life savers in certain times so you may have some big funds in addition I suggest you to have some smaller funds too so some of the funding sources that that you can categorize are government grants individual donors corporate sponsors social enterprise which is a trending option crowdfunding another trending option fundraising events and and partnership and I will briefly touch to some of them but it's not only the source of the funding it's also the nature of the funding that matters okay sometimes if sometimes you may need some fast funding for shorter periods of times or sometimes you may survive or you may prefer to have long-term funding continuing from the tire example as you may know formula one cards they need to replace their tires three times in a race because their tires are very good short-term performance a full-bank COVID response funds are good examples of short-term but you may also need to have some long-term funding like for environment environment projects you may need long-term funding so I want to start with this categorization to have a have a better understanding about different types of funds and another one is about the duration okay so in and during the COVID for the last two years many of the government grants for for short-term impact they were not looking for three-year or five-year programs they were looking for three-month programs where you can demonstrate the quick impact on the society so again the picture tells us so the airplanes they frequently need to change their tires because this is the nature of their service where on the trains you have tires that you can use for lifetime so whatever your non-profit organization do this is a horizontal categorization of your funding structure okay what type of funds do you need you cannot just generalize and long-term funding is the best there may be some scenarios where long-term funding may not be available and where short-term funds can also respond to your needs so one key component and this is really important okay because I worked with hundreds of non-profit organizations I had the privilege to work with very big non-profit organizations like Tim Hortons Children Foundation or Ottawa Food Bank or national non-profit organizations but I also worked with hundreds of smaller non-profit organizations and charities and they all target the same limited resources but there is one very impactful option for smaller charities collaboration so recently community resource centers and or community health centers or organizations in that role are assigned as a kind of fund distributor in their neighborhood they get the funds from the government and they feed smaller charities in their neighborhood and if you take a look at the grant requirements almost all of the grants either mandate or encourage collaboration and this is the secret we already have one over 170,000 non-profit organizations in Canada and they are all amazing organizations so what can we do independently this is a great example thanks to TechSoup we came together we have an opportunity to discuss our problems and we may have an opportunity to work together and working together collaboration may be the key to diversifying your funding structure so it's not that common in Canada for non-profit organizations to work together at least in a systemic or long-term way but it's a powerful option that you should consider so you may not have the capacity but your partner organization may have a big capacity so most of my examples so far were bicycles, motorcycles but imagine it's not a bicycle it's a big bus like United Way okay so United Way can carry hundreds of smaller non-profit organizations and charities and they already do that so if you want to secure some funds or diversify your funding structure if you haven't done so yet try to get in touch with United Way or other big non-profit organizations in your area to build long-term collaboration but it's not only with big organizations you can also collaborate with smaller organizations at your size and when you come together you can see you can imagine the impact right so with solidarity you can do lots of things that you cannot do alone so when we talk about collaboration it's a divide definition and it doesn't have to be an equal share participation or equal share collaboration it can be just like in the pictures there may be some big organizations that carry most of the load and there may be smaller charities but which is okay right because non-profit organizations they are there to help communities and sometimes they help smaller charities and this way indirectly they contribute to communities as well so some partnership options right you can build temporary or permanent partnership I know amazing partnerships in and gifts and grant program for example in Naurua it's a collaboration it's a partnership and everyone over 200 member organizations and they do great which is a permanent partnership you can also consider cost sharing okay or using limited resources joint even joint projects so those both are some of the ideas that you can use in terms of collaboration now one of the biggest challenges in funding diversification we have talked to hundreds of people from non-profit sector they and almost all of them complain about the reducing numbers and traditional funding channels like individual donors they had more individual donors in the past and some of them even brought money in a letter in an envelope and traditional way making donations with credit cards or some of your donors visiting your website making donations through your website but this is still traditional now the new domain is internet and internet so do you does the organization have a website and social media accounts you may say yes okay because as far as I know almost all of the non-profits they have a social media account and they have a website but imagine the scenario okay so you have a social media account and you have 25 followers so you already have 10 board members and with their families you can easily get 25 so having 25 followers means you don't have a social and you don't have a social media account if your website is visited once a day you don't have a website you just have something on internet it doesn't function as a website so you need to find ways to operationalize your websites and social media accounts and I have a very simple equation for this so whatever number of people you serve multiply it with 20 okay so if you're a foot bank that serves 1,000 people then you should have 20,000 followers on your social media account only then you can say that you have a social media account but more importantly then only after then you can monetize you can benefit from this new domain opportunity okay so what we learned this so where are we gonna how can we diversify our funding structure so I call this five eyes of funding and I will briefly explain what I mean by this but they are in a summary that they are inspect, identify, invest, insist and include and I will briefly explain this what it means so the first one is inspect okay so what are the funding opportunities for your organization what are the grant opportunities I know some of you don't have many of you actually are very busy with operations you are changing lives you are helping people you are busy 24 hours a day so I met amazing people in the nonprofit sector they are fully dedicated to serve communities and they have very limited time to explore some grant opportunities or other funding resources but this is a must like the gas in your car or the food on your table this is a must for non-profit organizations if you want to survive if you want to be sustainable you have to inspect dedicate some allocate some time and energy for inspection and this inspection starts with grant opportunities what are the grant opportunities for you what are the trends are there any seasonal opportunities or are there any corporate sponsors who might be interested in supporting your cause and I want to highlight this low hanging apple concept okay so you you don't need to target Google at the beginning actually if you have a small share of tea it is less likely for you to have Google as a corporate sponsor but there are other organizations other businesses in your neighborhood who might be interested in supporting your cause and the next one is identify okay so not all funding opportunities are valid or feasible for all non-profit organizations you need to identify what works best for you and it's not only about your cause it's also about your capacity let's say if you have a huge network okay if you let's say if you are representing a community for another great organization Lebanese and standing for example they represent Lebanese communities in Canada and we have thousands of Lebanese people successful people in Canada ready to contribute to that organization so for that particular case the feasible option is to find individual donors but if you are if you are a new startup non-profit organization and if you don't have the right network then it is really difficult to find individual donors so for you maybe the seed funds or collaboration with bigger organizations or social enterprise may be a better option so the second component in 5-5 eyes is identify your options and then the next one is invest okay so there is a big mistake that funding is only about receiving money funding diversification is an investment which requires money right so without putting money in without putting energy in it is less likely for you to get any funds of course that has to be a balance and I know there is a chicken egg problem without funds you cannot allocate money for funding funding diversification and without this effort you cannot get funds so usually most successful organizations they start with their own capacity own resources sometimes people put money from their own pocket or start with their closed network and find some individual donors and then when they have the capacity they continue to invest certain percentage or marketing or possibility or investment readiness let's say so the third one is invest so we cannot expect extraordinary results without investing and taking risks and the next one is insisting okay so this is funny because it's not a 100 meter sprint or it's not a marathon the challenge is you don't know whether it is a marathon or a 100 meter sprint but you must be prepared as if it's a long term marathon okay because sometimes if you are lucky you can rarely get quick results but usually it's a long term investment even for individual donors they don't make donation decisions right away they observe you they observe you sometimes for months sometimes even for years and only after them they contribute to your cost so you must be you must insist in your funding diversification strategy and don't expect to get quick results you may get quick results but you shall not rely on this luck okay so the last one is to include develop a resilient funding structure an inclusive funding structure okay so you have individual donors you have corporate sponsors and you have government grants you need to share the credit you need to share the beauty or the good that you create okay so get them involved in your programs promote them not because you are responsible let the logos of your corporate sponsors on your website this is great and but this is part of your policy but you can also invite them to your events give them a chance to speak so they will feel part of your cost okay so it's not just giving order it's also taking something from you and this is the feeling that you experience why do we have now professional organizations why do we have volunteers because this is an amazing feeling helping other people help helping communities and we should be able to share that feeling with our corporate sponsors and individual donors if you have any questions or comments or if you have any live experience in any of those areas please feel free to jump in I'll just say this that that was excellent it warmed my heart so I came back on to give you a thumbs up it's so great Omer thank you oh thank you Brenda it's a really kind of you okay so let me go back to theory side okay now the question is what are the best practices so we don't need to invest the VL again because there are amazing non-profit organizations who pass through that pad and they already know what works and what doesn't so I try to compile some of the best practices and this is definitely the number one group aim low-hanging apples and low-hanging apples if you are a small charity it can be your uncle your cousins your neighbors if you are a small charity because get the ball rolling you need one thousand or two thousand a month okay and so you should be able to collect that money from your close network but if you are a bigger organization and instead of your cousins your uncle and your neighbors you start with the businesses in your neighborhood okay and you might be surprised how willing they are to contribute to your cause I know an employer who wants to start a company and financially he was not in a subtle position but he decided to contribute to one of the biggest non-profit organizations in a lot of our Shepherds of Freedom he decided to give five percent of his revenue to Shepherds of Freedom and so this is amazing but I was the first person to contact him and connect him to Shepherds of Freedom because nobody knocked this door because many people just assumed that small businesses they don't have financial capacity to help non-profit organizations which may be true they may not have money they may not have plenty of money but they always have a good heart that they can even save some budget for the non-profit organizations so of course it doesn't mean that you shall not knock the doors of big big employers big enterprises you my point here is start with knocking every door that is closest to your non-profit organizations and I will briefly explain how we can make it a win-win situation because you cannot just ask that's right even if you operate in a philanthropic world it can still be a win-win scenario now the next slide is about individual donors okay so individual donors who will donate to your cause I spent a lot of time to try to understand the psychology of donors why do they make donations and then I noticed I shouldn't go shouldn't have gone too far did I start I decided to ask the same question to myself and I got most of the answers so when I make a donation decision why do I do that and then I noticed that my answers can be generalized because most of the donors make decisions very similar to mine what is your target group so I'm a former engineer I made a donation to it to an engineering non-profit organization okay very few people make they'll make donations to an engineering organization people will prefer food banks, shelters and other organizations but my connection there was I was an engineer they were engineer I see the value of engineering and finally there is a non-profit who bridges engineering like the philanthropic work so this was an amazing course one so you start with determining the target groups and nothing is friend okay so you are doing a professional work everything has to be managed and operated in a very professional way so you collect and manage your data it's not having names in your head or it's not saving me names in the exaltion you need to do better than that if you want to leverage this opportunity you need to be more professional and then the next one is communication plan okay so what is your message you should be able to summarize your organization in less than 30 seconds what do you do what is your organization and this has to be studied in advance what is your message to the people and you try to personalize your relationship so it's not I've donated to an any organization I donate to Kevin's organization because Kevin is nice his organization is nice he made me part of his organization so I love this organization this is a great organization you personalize it and finally follow up so donors are like plants if you don't nurture them they will die they will forget you some donors they need like plants they need to be watered every day some plants they can survive without watering for three months but without exception every single individual donor needs to be revisited and harmed or remembered let's say and then the next group is corporate sponsors so in case your corporate sponsors are quite different than individual donors so for individual donors the return is the feeling okay I make a donation and I feel so this is my view but for corporate sponsors this is not enough there has to be some additional value so what value can be offered to corporate sponsors? what do you offer? anyone who has an idea what is the value that we can offer to corporate sponsors? the value we can offer is visibility and this is the only value this is the only value that we can offer them we cannot give them money we cannot increase we cannot give them facilities we cannot help them to make new business connections but we can give them the visibility that can lead to more customers that can lead to more business more revenue so this way we can create a win-win situation so this value proposition what is the value you offer? and again we need to do it in a very structured way we need to manage our individual donors and we need to manage our corporate sponsors in the business world there is a common practice which is called CIRA customer relations management okay so I told you we have been working with hundreds of non-profit organizations at the beginning my small grade was enough to keep 20 organizations but now we are in touch with over 200 non-profit organizations so how can I keep track of it? and it's not only me but how about my team members how are we gonna remember what we have discussed last year? so we decided to use software just like many other businesses so for businesses it's a survival tool to use as customer relations management but also for non-profit organizations it's so important to have a structured customer relations management system and use software and I'm sure there are several options that TechSoup provides but one of the most effective software programs is called SafeSource and they offer free services to non-profit organizations so if you look at this chart it starts with environmental analysis okay so this is a circular process and you start with environmental analysis so who are in my network? who are in my neighbor? which organizations can I contact? and then you develop your communication strategy because depending on the organizations you determine your message what do they want to hear? if let's say if sports clubs are your potential corporate sponsors then you need to create a value that means something for them and then once you have the communication strategy the next step is marketing and branding this is a model that our researchers developed specifically for non-profit organizations this is not for businesses these five steps are specifically for non-profits so marketing and branding why does it really matter? we are already amazing organizations right so people know us why do we need to brand ourselves? why do we need to market ourselves? because this is how the world functions if you don't brand if you don't market yourself nobody will hear about you nobody will know you just like businesses non-profit organizations also need to invest time and energy and resources on marketing because otherwise they cannot survive or grow and then the next step is donations which needs to be managed and then relationship management okay so I'm sure you all understand what it means because non-profit organizations are amazing in relationship dealing but the management component is something different okay so management includes conscious administration of the process it's not only building the relationship but managing the relationship this is what non-profit organizations need to do so this is a New York based global organizations pencils for promise they use Sierra tools they use Salesforce but I'm not promoting Salesforce there are several customer relations management tools that you can use but Salesforce is one of the three ones and it's very popular in the profit sector and pencils for promise meet the big impact they grew very fast after starting using the software or their customer relations management another promising another growing field is social enterprise and we will talk about digital social enterprise I know you will there is another workshop on digital social enterprise but I want to briefly touch to social enterprise and its specific focus on digital social enterprise because this is where the money is okay this is where the money is for the private sector this is where the money is for the non-profit sector so when you think social enterprise is basically a business that generates money for your non-profit organization and charity amazing right so you don't need to worry about anything there is a business that generates money for your organization but it's a different type of organization you cannot manage a social enterprise as a non-profit organization it's a different type of organization different type of animal so it's more like a business so you need to manage it like a business and the first questions that comes to mind is it feasible what is the business model is it profitable which sector okay so what should we do shall we sell some soap or hand products or shall we open a cafe so those are traditional and not that profitable I'm going to show you one statistics comparing 2018 and 2008 and the numbers are quite similar nowadays if you look at the top companies in 2008 lots of non-IT companies but if you look at 2018 almost all of the top companies are digital so my point here is if your organization is considering a social enterprise which you should think about the digital social enterprise because compared to a physical social enterprise it has lots of advantages and this is where the money is so it's it doesn't it will not make you a money person make talking about money will not make you a money person but it will make you a realistic non-profit leader who is aware that without money no matter how your cause is you cannot survive I met amazing people console startup non-profit organizations and the first question I ask is where is the money and if they don't have an answer a couple of months later they get exhausted and they gave up this is really unfortunate because there are some options for non-truth organizations to generate some funding resources one of the models that I'm not going to go I'm going to I'm not going to go deep and explain in detail but business commerce model this is one of the most common scientific tools it's very practical it has nine areas and before you start your non-profit organization or social enterprise you try to answer or fill in those areas so who are your key partners what are your generals to revenue streams what are your what is your cost structure those are fundamental questions in business world but not very common in the non-profit sector but by using such tools really easy to implement it in your case okay so digital and social enterprise how will it look I'm going to show you two examples the one of them is online food bank okay so online food bank is a social enterprise we started two years ago and how many food banks we have in Canada anyone can use the chat box do you know how many food banks we have over three thousand okay over three thousand food banks and do you know how many food banks users we have over one million after the pandemic this is crazy and do you know how many of those three thousand food banks deliver services virtually this is crazy right so everybody's talking we were talking about social distancing and safety health etc but none of those food banks were offering virtual services so this was a niche area for a social enterprise because everybody needs such a service so just to give you an example okay so even in Canada even in this amazing country we still have some rule to do better than that so think about this niche ideas what can we do differently with how can we generate many let me give you another example okay so the second digital social enterprise is show for good and so it's a platform like Amazon it's a marketplace but it's a little bit different all of the vendors in show for good are people from underrepresented communities so when you purchase something that you are helping someone in need second 15% of this revenue goes to woman multicultural resource and counseling center in Durham they help women okay so when you purchase something you not only get the good product but you also get the good feeling of helping a charity an amazing charity and helping someone in need so this is a social enterprise it generates revenue for WMRCC but those are just examples okay so we have over 100 million websites and maybe over a couple of million digital enterprises and they all make money so your non-profit organization can make money too you just need to this is a really big ocean full of fish you just need to have the right tools to leverage from these opportunities and one one more thing the COVID was terrible right and we had we all had terrible experiences and unfortunately many people died economy suffered people suffered but there is a fact after every global crisis more opportunities pop up so most of the millionaires in the history they become millionaires after crisis so there are lots of opportunities nobody explored yet so this is a great time for non-profit organizations to use this filter and look for opportunities governments they want the economy to come back and there are tons of government grants for non-profit organizations you just need to explore them make the right decisions okay another trend you must have heard about crowdfunding crowdfunding is basically an evolved version individual donations okay but this time instead of in-person donations or donations from people you might know you may get donations from people all around the world and this is a huge market last year they raised over 20 billion US dollars on crowdfunding 20 billion US dollars okay this is this is 10 times bigger than the annual revenue of non-profit organizations in general this is huge and you can literally you literally have access to those resources but you first need to determine what channels you need to use to enhance your digital network you don't now is another organization you don't need to target or meet your neighborhood now you through this digital channel you have access to all around the world you can have donors from Australia or from Turkey from all around the world so the first question is which channel okay which channel shall I use and it all depends on what you want to do okay this is a very this is an old one of our research this summarizes which channel works best for which purpose so if you want to do marketing Facebook Twitter and YouTube is the best if you want to influence society you need all the channels if you just wanted for prestige and YouTube and LinkedIn or ideal so this can give you some idea we have to be realistic right so we don't need to present in all social media channels unless we can really use them efficiently right so if you have an Instagram with the content nobody's following then you should use your resources there you should find something else the second one in crowdfunding okay so why do people make donations people make donations because of the stories so you need stories we need stories so there is a close relationship between your funding and your stories how powerful are your stories how artistic let's say are your stories it's not only the content of the story it's also the format how you present it so let me give you an example okay so Larry and David Kerr is organizing this event for the one of their friends who had an accident who survived the accident okay so their friends lost their lives but he survived and they were trying to raise $15,000 but they raised $67,070 every single day we have hundreds of accidents in Canada okay and nobody makes donations to them but their friends made it so professional if you look at their listen if you read their story you decide to make a donation so this is the power of story telling and look at this face he's so nice and you can easily tell he deserves to be supported especially we can easily tell and this is the outcome so their goal was 15 and people kept donating them and one more thing I want you to focus Royal Bank of Canada can you see that $7,500 so RBC Bank made a donation of $7,500 to a student on GoFundMe why did they do it? yes another question yes so what if we don't have a tragedy oh it doesn't have to be tragedy it can be success story it can be tragedy story it can be friendship story it can be anything okay and I'm going to show you a video after this slide and I'm sure all of us shared some videos with our friends right so we said oh this is a great video look at this sometimes it is a cat sometimes it's a young kid helping his friends or it doesn't matter but somehow they meant they succeed in catching our attention okay and this attention can be monetized actually this is how the system works so I will come back to your question with the let me share this video first okay this I watched this video maybe 20 times and every time I watch it I feel emotional right so there is no wording the thing that and you can easily connect it to your calls so let's say you are a youth organization and then you can say this is what we do for you to know our neighborhood this is how we see our brothers and sisters this is how we treat our communities so it doesn't have to be your own story but as far as you can relate to your calls and it still works okay so we don't know what this organization is but we can easily relate it I mean before we for individual donors we target hearts or corporate sponsors we target brains because they say okay how many people will visit my website and if your answer is less than 1000 it is worthless for the corporate sponsor but for individual donors what is the story why will I feel good if I make a donation to you okay so this is and if you use this filter in on social media as you will see lots of amazing stories and we can easily benchmark our stories too people like kindness right sir we know that people like kindness this is a tool that we can use in your stories and monetization is always through donations once they have that feeling we should provide them the right tools to make a donation in less than a minute okay because our emotions will just disappear after five minutes we just create this emotion and then make them help them to make the donation in the following minute it's not only that this is an extreme example and it's this one was sad too but we can also use success stories I know the non-profit organization and founded by the refugee child and she came to Canada and she had a successful career she founded the charity to help other girls in the developing countries and she's a success story I don't want to disclose her name or the organization now but she was a success story and everybody who hears her story leaves in her everybody wants to support her because she's an inspiring leader for many girls okay so this basically concludes my presentation Elmer thank you that was really insightful and it was there was a lot of great information thank you everyone for being here and have a great rest of your day bye everyone