 it's time to get started and we're gonna do that right now by having a little bit of fun because it's Friday and it is Miss Julia Patrick's birthday. So cheers to you my dear. Why didn't you give me the message? I would have put gin in my coffee. Maybe you did who knows. Well we're excited that you're all here. Every Friday we do like to have fun but we we go through our ask and answer series of the episode. So thanks for joining us today. We might be a little bit more giddy because it is a birthday celebration. But thanks to our presenting sponsors right we're able to celebrate another episode today with all of you. So thank you thank you thank you from the bottom of our hearts I'm speaking for both myself and Julia to all of our presenting sponsors that help us to continue these conversations continue to bring on these guests that we just talked about. We booked through August and thanks to all of you that continue to join us either live or with our cadre of archives. So there's 300 plus episodes now thanks to our sponsors and our viewers to keep keep the lights on. We're just really happy and grateful to have all of you. Julia Patrick I don't know what we would do without you my dear. Julia is the CEO of the American Nonprofit Academy and just a phenomenal philanthropic thought leader in our world so I'm so grateful to you Sensei for everything that you continue to teach and preach. I'm just I can preach a lot. I'm so grateful and I'm Jarrett Ransom the non-profit nerd as you notice these got a little bigger and a little bolder but you know I'm going to get you a pair too because I am your non-profit nerd but the non-profit nerd CEO of the Raven Group. I used to have some I do because I have a thing of uh I keep my glasses I know like in a bowl people always ask me about all my glasses oh that's great they're right oh here we go they're right here in the studio and because I have to put these glasses on perfect for every show or during the show or else like perfect there they are I love them well thank you so much and thanks for letting me play with you this has been such a spectacular journey and I cannot wait we're actually meeting today as a team to talk about our next quarters and what they look like and how we can continue to show up and be of service for each and every one of you and all of the good that you are out doing the all the good that you're doing in your community um so let's get us started what do you say Julia I say let's help Shan in Miami Florida I was just there I flew in and then I quickly drove away oh my god okay that's super cool yeah how random is that okay Shan writes we're preparing our budgets for 2022 and I can't oh this is funny I can't recall what Jared said is the grant win rate that is the standard metric it seems she had a formula that we should use we are building a strategy for how many grants we will be submitting and what the anticipated funding wins will be along with the projected revenue so Shan great question um the only thing I wish she had changed here was you know you can call me the non-profit nerd that's totally fine maybe I should change that on my on my birth certificate um so the rate is 30 percent that is the standard win rate is 30 percent um and the other percent I talk about which is probably the standard metric and formula that you're you're mentioning here is you really don't want your operating budget to also exceed 30 percent of grant revenue so you really want to have predominantly you know a really large funding base of individuals so let's say 75 percent that's the standard metric for that 75 individuals no more than 30 percent of grant revenue now that's also the win rate 30 percent is that national standard win rate w i n and the one thing I do want to share with you if you go to my website the ravengroup.com in the shop category want to have tons of freebies so there's free downloads um there are a couple of downloads there I want to say that will tell you teach you on how you can increase your win rate so um there might be an article and I can't recall right now because if if you know Shan I never see these questions before they pop up so I'm not quite prepared um but if you go to the raven r a y v a n group.com shop drop down uh there's downloads there and you can learn how to increase your organization's win rate I've been able to do that with my clients uh 65 70 win rate and I tell you the secrets in that um which is relationships but um the secrets is right there okay I got a question to add on to Shan is win rate the actual you know appropriate word I know as I drink the cocktail I'm drinking I'm drinking the Kool-Aid with you I mean win rate is the correct um best rate award rate win rate is kind of all interchangeable okay um when again on my shop drop down you'll see my grants matrix and in there it you know it talks about award rate success rate uh win rate so it's kind of you know okay tomato tomato so just to reiterate if you want to get um a certain amount you you know say you want to add that revenue through grants you need to realize that that you're probably at a high level of efficiency only going to garner 30 percent of all of the grants that you apply for so if you want to raise a million in grants for the sake of easy math because I was never good at math they took algebra 101 twice and not because I liked it so the you I know I'm here all day um so the grants matrix I share is there um so if you want to raise a million you actually need to prospect three times that so that math quick math three million right so if we want to bring in a million we really want to prospect submit to you know that amount of three three million yeah that's kind of brutal but I'm glad you you know clarified that because it's um yeah that just kind of made my stomach turn a little bit to be honest with you because that's a lot I mean that's a lot okay Rhonda from New Orleans Louisiana asks we have the opportunity to invest in a few memberships for our non-profit the budget is limited though we are wondering if it is better to join national organizations that support the overall cause of our non-profit topic or local organizations that are community based this is a really interesting question Rhonda I've never never gotten this question what do you say Julia I know you know first I mean I can't stand answering a question it depends because I think that's just awful I would say I know I would say what is the value of your um or not the value but what is the strength of your local organizations because sometimes what happens on the local side is that it's just like you know you're seeing the same people that you already see anyway if you have a well-developed community and you're involved in things right one of the things that I like about a national organization is that it broadens your horizon as to what the best practices are specific to your non-profit sector so for example there are nine main sectors let's say you're working in the arts you know it might you might be able to learn from an arts community or an arts organization in the east coast if you're a west coast organization or somebody in midwest learning from the southwest or the northeast I mean I don't know Jared it seems to me like it's a higher level you know um piece of it um what do you think it's kind of an it's so I agree with you a couple of things here one Rhonda I'm not sure what kind of memberships you're considering right is this something like YNPN young non-profit professional network is this AFP the association of fundraising professionals is this the alliance of non-profits in your community um what is the membership and and again I would kind of do an assessment throughout your organization um what are the areas where do we fall short where do we have our greatest need of opportunity kind of that SWAT analysis strength weaknesses opportunities and threats identify where you want to strategically go and grow and from there identify the memberships in which would serve you best pay attention to your budget right because we all have a certain limit in that line item but see where you could really benefit from these memberships and how might you divide that amongst your your organization secondarily and to repeat what you just said birthday girl is is um you know I I think there needs to be a combination of local to continue to deepen those relationships with your local community as well as the non-profit professionals right because those could be your up-and-coming workforce in particular why the YNPN national absolutely regional absolutely and again I would echo what you said Julia it's really that best practice what is happening on the other side of the country or the nation how might we replicate that or what's working in South Carolina that might work in Arizona um and and vice versa right and and find a way to collaborate and to communicate with leaders across sectors because yes there are nine main ones and honestly what the arts are doing could absolutely be applicable to education and vice versa so there's a lot of learning and cross-sector communication that I think you would benefit honestly from a little bit of both a little bit of both I think that um also you know we and we keep talking about this and I think we're going to only be talking about more and that is this really amazing crisis that's coming down the pike in terms of our labor and so people are really getting freaked out about not being able to find staffing and on the local organizations just for example AFP I mean that's kind of like a shopping cart for talent you know and and it's in your community and you can be scoping out things so as YNPN and YNPN absolutely there's several we actually have the greater phoenix AFP president joining us on our episode um I don't know the date but Tina Lopez is the greater phoenix AFP president and she's going to join us to talk about that organization and kind of the overall national um representation in our sector and I think her I think the thing we're going to be talking about with her is why you should be a part of leadership in in basically a trade association I know how that helps you and how that helps the sector so okay Rhonda you need to let us know what happens um I'm fascinated by that question and I'm going to be thinking about it more and more okay let's go to Berto in Los Angeles do you think it's a good idea to send a press release or do a social media post every time we get a grant or receive a major gift you know we get this question a lot some people on our team worry that it might seem like we don't need the money we're doing so well I love it I love this question I do too and I'm going to say I've heard it both ways right I've worked with a client that said we don't want to share every time we receive money because the same thing you're saying here Berto but then if you recall that we had a guest on that said you know there's always still a need or there's typically still a need right so if if you did receive a grant let's say $25,000 it could be any amount here but insert amount here um you know this organization this foundation this individual what have you has committed to help us make an impact in x y and z community problem right thank you so much for your commitment and the need still exists you know like figure out a way to incorporate the greater picture I'm thinking yesterday you since a did did um did the show on you know media and those press releases and having those six to eight stats and those data points I think you can integrate Berto those those data points right like what is the amount of hunger how many individuals you know go home hungry or go don't have a home right to lay their lay their head on a bed so share what that might look like that data that stat into perhaps this announcement of x y and d corporation committing to you know this solution right I'm not I think you need to promote it um and I always say that I have not been to very many larger corporate offices where the film thropic arm was not literally in the office next door to marketing or on the same you know aisle or maybe literally adjoining cubicles marketing dollars support fundraising dollars or corporate engagement dollars I also think people like winners and no one wants to say that but when you see somebody being successful in a nonprofit I think it makes other donors investors more confident about joining the band you know what else I'm thinking Julia you you told me about your friend that um always had the big phone check in the trunk of her car oh yeah and she would show up at the organization write the organization write the amounts right take a photo that often in grant opportunities Berto they will ask you how will you share this support how will you tell you know will you put it in a press they want to know these so in fact I would go back to the grant or whatever that agreement was what did you say you would do or what did they ask you to do and then again be prepared for that phone check to show up but also be prepared for it to go away because they've gotten really smart and they repurpose these they wipe them clean it goes back in the trunk into the next organization yeah that's what this gal did she had it made for the size of her trunk and it was that foam core as stuff she had the sharpie pens that she could erase off and she and she was from a very large company I mean like they gave out millions of dollars every year and she would literally buzz around tv stations events fundraisers you know ribbon cuttings whatever it was she'd whip that thing out and it was just fascinating it was one of the most intelligent things but it solved a problem it made the non-profit look you know like they were engaged and appreciative it helped her with her marketing team even though she was from the philanthropic team again her office was next to marketing you know this is how it works news it's good news that you you want to share yeah I agree it's great news and so okay let's go we're still in California it looks like we're going to go to James in the San Fernando Valley we're starting to plan our 2022 events and are looking at returning our Gallup program any thoughts on doing this and also having a virtual component this is a huge question huge question James and if you don't know this already fundraising events tv is now a whole nother show so we're really focused on we and when I say we I mean Julia Patrick and Jason champion or the code of that I'm focused on all things events right and how do you say it Julia from from barns to ballrooms to from golf to galas yeah golf to galas barns to ballrooms um so for this you know and again I am in the planning stages with one of my clients for their gala program um I think some of it will really depend on your budget because having this hybrid approach is quite expensive so it's really important to keep that in mind and depending on your fundraising goal and what you would like to gross versus net I think that might actually help to help you decide what this might look like and if you want to consider a hybrid you know having this virtual component into your live event you know what I'm thinking Jared and it's just it's kind of been based on some of our guests and then of course fundraising events tv we have so many different ideas and discussions but I'm thinking that as a whole our sector needs to get away from the event gala that's it you know and we put all our eggs in that one basket I mean think about bonfire that we had on and they do those um it's like a subscription for for shirts yes that that has legs of its own they could really should we say arms that's true that's hilarious that is absolutely hilarious bonfire has arms but you know really you know they have it's not going to be you know it well it could be crazy amounts money who knows but it I think there are different ways to look at this as opposed to just one thing because I think that's perilous I think that's perilous I agree and we've talked a lot about and I'm sure you have two on fundraising events tv having multiple events maybe smaller in size right but really looking at what might this look like now that we've grown our audience it's you know geographically grown as well by way of also sorry by um multi-generational right so we've really attract so many different demographics of our of our donors and I was watching the news this morning where 75 percent of employees want to stay remote which means right having that in-person event you may not have the same constituency base that you once had mm-hmm and on the other hand these might be that social gathering that people are really desiring we are so craving that absolutely and it doesn't mean that it has to be in a ballroom or a gala it could be in a barn it could be in a ball so anyway yeah I mean that's a big question obviously you need to tune into fundraising events tv it's on Tuesdays and Thursdays um because there are a lot more ideas that are being you know really effectively managed and stewarded than just your traditional galas and they're they're making a lot of money for folks so okay let's go to Arlene in Kansas City Missouri Arlene I have never been to Kansas City I just got to say okay last week your guest co-host Tony Bell used a different word for the pandemic recovery that I really liked I can't recall it please tell me what it is and you know what he said COVID rebound love it is that like hashtag COVID rebound hashtag you know what it was really because he said recovery sometimes seems like you know it's it's punitive and you've had you know problems or you're trying to navigate in a totally different way forever yeah Tony Bell he's so smart and I was like you know what I mean recovery is a beautiful word in many ways I get that but I loved what he had to say because we are hearing this and in fact we were just saying this earlier on the show we are hearing people say we did okay or we did really well and so they're not trying to go back they're just trying to go back well and there is no back you're right no back there's no back so COVID rebound I like this well thank you thanks for asking Arlene because I missed that yeah yeah I mean I think that's like super cool I really really do and I think too that you know we need to be embracing all of these things that are going on because our donors are embracing them and our donors are going to start asking new questions and wanting new things and so I think this is really smart I hope Arlene that that helps and that gives you some ideas hey what a whirlwind week yes I mean it's been crazy busy I'm wondering since you um had the opportunity to have some time away from work last week you were on vacation and you traveled to a different place well I hate to like wrap it back let me just rub it in thanks like I did that sunblock I just rubbed it I know yeah shoot man I need that I'm wondering what you because you live in the west you were vacationing in the east I'm wondering if you had any observations about what was going on in the nonprofit sector in the east I mean I know you were on a break but I also do know you and I know that that wouldn't be something that you completely so you know what I did um I I wish I could show it to you but it's it's off screen um I have a a family goal of taking my son who's now 10 to all of the U.S. national parks and these are like the big national parks there's 63 of them and we are 20 to goal um so I know really excited so um Biscayne Bay national park was our number 13 lucky 13 that was also my soccer number so we are 20 to goal national parks are part of the national park foundation right which is a nonprofit so this nonprofit nerd yes was on vacation and enjoying other nonprofits um so that was interesting to see their messaging um you know still seeing that six foot distance but you know instead of using people they're using manatees like what does that six foot look like and so I really think you know it's really cool to see how organizations have continued to infuse their mission in their messaging in their marketing now this of course was COVID related but there are so many other opportunities to really infuse your mission into your message um and that to me was fascinating so one and a half manatees away from me please okay I'll remember that at the team meeting this afternoon you know I think that um this is really interesting this makes me think of like the USO and the Forest Service Americans think that these are government funded things but they are not they have to be supported by philanthropy and I think that is very interesting I mean how many people do you think understood that they weren't going into something that was tax um supported no idea I cannot tell you the amount of stuffed animals we've bought because of the tie-in to the mission right if you purchase this hummingbird you know plushie right it will help x y and z um you know maybe plant flowers that provide the nectar there's so many different you know so many different ways to message that there um it's fascinating I really think it's fascinating but um probably not a lot of people know that no and I appreciate you bringing this up I'm like I I mean we're not rehearsed for those of you watching this I mean Jared we're not now they now they know but you know um I appreciate you bringing this up as we lead into summer vacations because for a lot of folks you know going to those types of things not understanding that this these are not government funded operations and right yes I was on vacation but every most places I went I don't know the percentage let's say 60 percent that's kind of a ballpark you know had a round-up opportunity or had something present even in the airports to drop your change to you know whatever would you like to round up um you know for this purchase so there was so many um messages right like as I travel which is fascinating to me because I mean I am that nerd that I'm always like just looking for that and I heard it you know and and I saw it even if I wasn't always looking for it um it was there it was really cool wow that is really cool to hear um because that takes a lot of engineering it does and I would love someone from the national park service to join us so if any of you have connections I really would would love to have someone from the national park foundation come on and talk to us about how they have navigated and managed the landscape and now what they're doing in COVID rebound yeah I love it I think that would be fabulous okay well we've just put the call out yes ask our armies of you know we're super silly and it's it's fun and I'm so honored that all of you have stayed on live and that we didn't offend or embarrass ourselves too much that you just got a beard. Julia Patrick thank you so much for creating this wonderful show and allowing me to play here with you each and every day 300 plus episodes um you are another day older another year older another like beautiful year of experiences to share to all of us so wrap it up sister thank you thank you thank you you can't because it's live so thanks to all of you for joining us um and of course thanks to our sponsors you keep us going and we are just so grateful to have your commitment to these conversations um I guess I was supposed to tell you how you could send us a question and to read a book and our sponsors now thanks to our sponsors um yeah thank you we're really grateful we're looking at what next year looks like uh into this COVID rebound we are looking at being present at some of our conferences with some of our national sponsors here and maybe even some of you if you have events happening or conferences going on consider us we are going on the road and uh would love to be there in person with you and to bring our sponsors with us to support all the work that you do in your community so thank you wow well another great week I'm amazed at how quickly it went um I learned a lot I have to say Jared I'm fascinated by the notion that I actually held in my heart that we would run out of things to talk about and now I'm like there's so much it's evolving it is and my curiosity has really been opened and I just think it's really an exciting time it's it's perilous and it's stressful but it the opportunities abound for us so we want to thank everybody for joining this journey we want to thank you for celebrating my birthday it takes the sting out of hearing the word 60 so thank you I appreciate you doing that hey everybody we want to remind you to stay well so you can do well thank you so much