![]() In this podcast episode, Carol Hamilton and Mary Hiland discuss the challenges and strategies of nonprofit executive directors working with their boards. They explore the importance of leaving a legacy and sharing knowledge, and how it inspired Carol to start her podcast, Mission Impact. Mary's book, "Love Your Board," is also discussed, focusing on the primary sources of trouble for executive directors when working with their boards. The conversation delves into the dimensions of capacity, connection, and culture within a board. They highlight the significance of building trust in board relationships and challenging assumptions in board recruitment. Additionally, they emphasize the need for emotional connection and individual check-ins with board members. (00:08:52) Dimensions of Board Challenges (00:15:11) Building Trust in Board Relationships (00:21:39) Challenging Assumptions in Board Recruitment (00:27:55) Board Member Engagement Guest Bio: Mary Hiland Ph.D. is a nonprofit governance expert and leadership development consultant dedicated to helping nonprofit leaders lead effectively. Mary has over forty years’ experience in the nonprofit sector – both as an executive and as a board member. She has been consulting and coaching nonprofit leaders for 20 years. Mary is a speaker, published author, researcher, and a business professor at her local community college. She is author of the #1 international best-seller: Love Your Board! The Executive Directors’ Guide to Discovering the Sources of Nonprofit Board Troubles and What to Do About Them (2021) And Mary is a contributing author to four other nonprofit leadership books. Mary is the founder and host of the podcast: Inspired Nonprofit Leadership Episode Links: Hiland Consulting: https://www.hilandconsulting.org/ Inspired Nonprofit Leadership: https://podcasts.apple.com/us/podcast/inspired-nonprofit-leadership/id1446218521 Talk with Mary: talkwithmary.com Alliance for Nonprofit Management: https://allianceonlinecommunity.org/ Transcript: Carol Hamilton Welcome, Mary. Welcome to Mission Impact. Mary Hiland Thank you very much, Carol. I'm delighted to be here. Carol Hamilton what drew you to the work that you do, what motivates you, and what would you describe as your why? I know you came onto the podcast a little while ago. Maybe it was I don't even know, maybe even a year or two ago now. So I'm guessing that that's why it keeps evolving. I'm curious for you, what is it now as you're thinking about your career that really keeps you motivated to stay engaged? Mary Hiland It's a really good question. For now, I'm glad you asked me what's changed, because of course, we get into nonprofit work because we want to make a difference. And I started in the service profession, but then, now as a consultant, my reason is about helping nonprofit executive directors and other nonprofit leaders be effective and not burn out. But I would say more recently, as I'm getting older and older, as we all are, I've had more of the thought of leaving a legacy. I've been consulting now for 20 years, and I've just learned so much that I think I look at my work with the idea of how can I share what I've learned over all these years? Because I don't want to disappear and not have shared as much as I possibly can about what works, what you can do. So you're not reinventing the wheel, especially for new executive leaders. I think that I care about making a difference in that way. Carol Hamilton It's so interesting that you say that, because in some ways, thinking about people's legacy was part of what inspired me to do this podcast. Because I was at a nonprofit consulting, the Alliance for Nonprofit Management Conference, and I went to a panel where there were a number of people who know at that stage in their career where they were thinking about what's next after consulting, but thinking about that legacy. And I was in the process of moving into consulting. And so I was talking to lots of folks who were ahead of me, already established. So I was doing those one on one conversations, and I thought, why don't I start recording them and sharing them so that people beyond just me get the benefit of all of that wisdom? And as the podcast has progressed, I've branched out much beyond folks just towards the end of their career. But being able to capture and share the insights that we all gain by working with multiple organizations versus being inside just one or one movement or one field of work, I think is really valuable. Mary Hiland Yeah, that's a really good insight. The idea that you're exposed to more, you have new ways of thinking about things. Yes, I think that's definitely something. And, I have a podcast too, so that started off as not I don't think I was thinking so much about legacy, but I was thinking about sharing tips and strategies and bringing information. And so it's a great tool and it's lots of fun. And I've gotten to connect with lots of people like you, right? Carol Hamilton I mean, it is so much fun to hear about different people's experiences and all the things that we have a chance to observe as we work with different organizations. And I think one of the things that's valuable from that is also being able to help organizations realize that oftentimes what they're experiencing is something that's pretty common, whether it's because of their stage of development as an organization. Where they are in the life cycle of organizations or the typical things that come up between executive directors and boards and being able to see those commonalities and be able to share with the group. What you're experiencing is totally normal. There's nothing particularly wrong with you. It just tends to happen when you're going through an XYZ transition or whatever it might be. And a couple of years ago, you wrote Love Your Board the Executive Director's Guide to Discovering the Sources of Nonprofit Board Troubles and What to Do About Them. And so I'm curious, from your point of view, what are some of the primary sources of trouble for executive directors when they're working with their boards? Mary Hiland Actually, the book talks about the three categories that all these troubles fall in. And I had been doing research and lots of experience, and it finally dawned on me that if you could pay attention to these three things, that you could figure out how to make a difference with whatever the challenges are you're having with your board. And the three things are capacity, connection and culture. And capacity is where my experiences, most executives start. I used to get these calls and I still do actually just come teach my board what their job is. They don't get their roles and responsibilities. This is something that all of us who are consulting in the sector hear. And even when I was an executive, I heard this all the time. So this is very common. This is, I think, the low hanging fruit. This is where people go first, thinking that there's something that people don't understand or they don't know. And in some cases that can be true. Capacity, all of these things have two dimensions. They have a process dimension and a people dimension. So maybe you don't have the right people on the board, or maybe the board's processes are just not good enough, or you don't have them at all. That can be a capacity issue. But then if that's not really making the difference for you, trying to intervene at that level, the next level is the connection level. And you don't have to start with capacity, but you need to think about connection. And connection is all about relationships. And we all know whenever you have a group coming together to do work in an organization together, whether it's a board or a work group, you have issues sometimes around the relationships. Are you an effective team coming together as a board, or are there issues there? Maybe it's not that you have conflict, but maybe you just don't have any connection. You're just not gelling as a group. You come together maybe every other month for a meeting, you take care of business and then you go home. That's not really a connection. So we know that effective boards are effective teams and there's a lot of implications about that in terms of the connection dimension of your board. And of course, then there's the culture dimension and this one is the hardest to change and shift, but it's really important to be aware of it. And I think a lot of people, when they have challenges with their board, they don't even go to the idea of, is this a cultural issue? Is this rooted in something we believe? Is it rooted in an assumption we're making as a group? Or are individual assumptions being proposed in such a way that they're dominating the conversation we're having? So those are the three things, and I use the metaphor of a tree with the capacity being the leaves and all of the different people and things and processes, and the connections being the branches and the trunk, and of course, the roots then being the culture of the board. So there are a lot of situations and examples, but I just found that there isn't a challenge that I hear that doesn't fit into one of those categories. Carol Hamilton Yeah, and I love the visual of the tree and yeah, I've definitely been called in to organizations to try to deal with some of those things at the leafy level. Although there are some organizational theorists that say that oftentimes when something isn't going within a group, people will blame personalities will blame the individuals versus we're not clear about our goals, we're not clear about our roles. And so ensuring that the board understands what their role is, is certainly important, but not sufficient, as you're saying. Mary Hiland Right. Can you give me some? I mean, it can be early on, if you have a brand new board member and they just never got a good orientation. That's a real flaw in the sector, I think, is we don't have good board orientations, so we run into more problems right out the gate with that. Carol Hamilton Right. So those orientations where it's an orientation not just to the organization, which I think people over index on, but it's also an orientation on what is the role, what are you stepping into, how do you need to be as a member of the board? And that can be a really preventative measure, so that instead of having to solve problems later, you're really making sure that people understand that. And it's probably not just a one time thing, right? It's continuing to remind people of the role of the board. What are some examples of those connections? What are some ways that executive directors can really help foster and cultivate those relationships between them and the board and then between the board members? Mary Hiland I think in the first case between them and the board, of course, this is really critical. And I think that you need to be having one on one conversations with each board member. You need to meet with each board member. Not just at the beginning when you're bringing them onto the board, but at least, and I think this is a minimum at least once a year, you and your board chair should be meeting with every board member, evaluating how it's going. What are you getting out of this, what you need? There's so many things that you need to be asking and engaging people in to keep them engaged as a board member. So, I mean, your relationship with them is really critical in that regard. So meeting with the board chair can help that sort of evaluative experience. But the other thing then is I think you, as the executive on your own, should be meeting with each board member in person, one on one, maybe six months after you and the board chair have met for the same reason, to check in, to get to know them. And I would be on the phone with your board members every month. This is a relationship, and I think that executives, a couple of things, they don't know how much they can influence what the board is and what it becomes, and that it's okay to do it. And they also, I think, don't invest the time because they're busy. I mean, overwhelmingly busy. So if it's going okay, taking things for granted, those relationships can be a big risk. But I think people hold back. They aren't as intentional about building relationships with each and every board member as they could be. And there is a lot you can do as an executive to do that. What do you know personally about each board member? What do they know about you? One thing I mentioned to executives is if this was the board that hired you, everybody on this board would know your resume, would know your background, would know about you. Right. Because they interviewed you, they read about you, they checked you out. As soon as that board starts to evolve and new board members come on, do they know anything about you the same way? Maybe a little bit. I don't think executives put their resumes in the board manuals. I don't think they bother to update because they don't think about it. And those are the kinds of things that are the meat of our relationships, getting to know each other anyway. I can go on and on and on about that, as you can see. Carol Hamilton Yeah. I think there isn't enough attention paid even at the beginning of building that relationship. But it is too easy to think, especially if things seem to be going, to let it go, let it be on the back burner, but continuing to be in touch. I think in terms of employees, oftentimes folks are now talking about,, don't just do an exit interview, which is also a really useful thing to do with board members, but do a stay interview. you're having those conversations periodically all the way through the experience, so that you continue to get to know the person, continue to understand better how they want to contribute to the organization, help them understand your perspective and your background, all of those things. I think it is too easy with the crush of the to do list to let that slide. But then what ends up happening is that then there are problems that pop up, and you're having to solve a problem versus getting ahead of it and building that trust, which is ultimately what is needed. Mary Hiland And that takes a lot of work. And I think that even if there's no problems, you're not getting the best you can get. You're not getting the best performance. People are doing enough, maybe, to get by, but they're not as invested as they would be if the relationships were really close and important to them. You're going to spend time on what you value the most. And I think that executives, they need to put the board up there at a higher level in terms of what they value in the organization and not have it just be a must do or I've got to have this. You're going to get the benefit of it if you invest the time in it. I really believe that, and I see it. I see the difference for executives that have that. Carol Hamilton Yeah. And you talk about meeting with people one on one. Obviously, that's been challenging. Or if you're serving a national organization where your board is, or an international organization where they're distributed by geography, oftentimes you can get the work done by doing it online via Zoom. But I think I was just recently working with a group, and their first meeting in person as a board after three years, and some of them had come onto the board and not met each other in person until this month. And what's missing, I think, for a volunteer is that part of the benefit of being part of a group like that is not only the discussions that happen in the formal meeting, but all those things that can happen in those informal times. Going out to dinner with your board members, having the coffee break that you don't get when it's all on zoom. And I mean, I'm a great proponent of working online because it can be very effective and efficient, and I think you need to make sure that you're integrating that social aspect as Much as you can. Mary Hiland Yes. You mentioned trust. And trust building is really a skill. It's something that years ago I took for granted until I did my doctoral research and I was interviewing board chairs and their executive directors and I was discovering what are the behaviors that people do to build trust in that relationship. And getting personal not inappropriately, but getting personal is really important to building trust in organizations. It's not that you've just got to keep everything professional and not talk about yourself or your interests or inquire about other people. Part of being intentional about building effective relationships is about being intentional about making time to get to know each other on a personal level. And that's a really critical thing to do to build trust. If you don't get into a relationship that involves some of that personal sharing and knowledge about each other and doing things based on that knowledge, you're not going to have as strong a trust as you could. It just isn't going to happen. And it makes a huge difference when it does. Carol Hamilton Yeah, you're only getting part of that person, the one that's showing up with the virtual suit or whatever it might be. Mary Hiland That's a good way to put it. Yeah. That you're only getting part of them. Carol Hamilton What are some of the things that those kinds of hidden things or you talked about beliefs or that really impact the culture of a board that executive directors can be more intentional about? Mary Hiland The ones I see most often have to do with, so there's the big one. One of the big ones which I know you're doing work around is the DEI issues, is what are the assumptions we make about each other based on the color of our skin, our backgrounds and those kinds of things. But beyond that, some that people may not think about as readily are assumptions about recruiting. I have people say we can't find the people we need and want and if they're trying to be diverse,, we just can't find people. These are assumptions. And so when I've worked with people in the past and what I teach in my course about board recruitment success, how to get it is the very first thing you need to tackle is mindset and what you need to do. And I'm not sure everybody who takes the course or it's an online course actually does this work because it's a little woo woo and it really is not necessarily comfortable. But I'm just going to say that you have to do this and it isn't just about recruiting, it's about other things. And that is you've got to ask yourselves, what do I believe about this? What comes up for me when I think about recruiting new board members? What's coming up? How am I feeling? Am I comfortable? I mean, fundraising is a big one. I think we all know people aren't comfortable with that. But recruiting, it can be a little more subtle, where people say,, we've tried everybody, we just don't know anybody. And this is one of the assumptions that really gets in the way, is that board members think they have to know people to recruit them, and that's not true. And so when you can just brainstorm and say, what are we all thinking? Put it up on an easel sheet on a board and then test it, look at it and say, is this true? Maybe it was true before, but is it true now? Is it always true? Where's the evidence? It's true. Take the time to go through and look at what you're thinking and see whether you could suspend it, just suspend it for a little while and say, what if it wasn't true? What would the other side of this statement be? What would the affirmation, if you will, say every day? And I tell them, you need to do this every day. Today I'm going to find the board members we need and want, or There are lots of people out there that would love to serve on our board, or we're going to find the person in this special community that's important to us because we want their perspective to change. The way you're thinking and the way you're talking about it, to yourselves, to each other, it makes a difference. I see it. It does. So I just have to take my word for it. I guess some people do. Carol Hamilton Yeah. One of the things you said was people think that they have to know the person to be able to recruit them. Can you say a little bit more about that? And I think the flip side of that is that if they're relying completely on their own networks, it can become a very insular group. So I'm curious about absolutely the assertion that you can recruit people that aren't necessarily in your network yet. Mary Hiland You can. So the question to ask is, who would know? Who are the types of people or a profession, maybe that's related to your mission, an association, maybe even churches, who would know someone who cares about our mission? Where would we find people who care about our mission and be willing to go into those groups, call people, identify people, whether maybe there's some people who teach classes at a university that might know people who are related to the field of service you're in. It's about being willing to do the cold calling. I even give clients scripts for this. If you don't know someone, you just introduce yourself and you talk about the mission because that's what you're looking for. You're looking for people who care about the mission, who might know someone who cares about the mission. And you ask them, and if they aren't the one, then you say, do you know someone? So it's that consistent networking being persistent, and it works. I tested this with ten nonprofits in the real world, not just people who took the online course. This was before I created the course. And every single one of those nonprofits found people that met the criteria. They were looking for it because they got past this fear of talking to people they didn't know, reaching out to people, and wanting to help. This isn't about you asking for something for yourself. This is about you asking for a cause in the community. And people are receptive to that. It's hard to get past it. It's not necessarily comfortable, but that's the challenge. And it can work. I know it works. Carol Hamilton And I think being ready, willing to hear, no, not right now, but then not letting that be, oh, then this can't work. If I get one, no. Keep moving. You'll find the person. Yeah. I think another thing that I see organizations do because of that fear defaulting to is let's do a big blast email or notice. And if you ask everybody on your board, why did they get involved with this organization, chances are they were asked by somebody to step up. Mary Hiland That's right. And when you're talking about a mission, you're talking about an emotional connection. You want people on your board who are emotionally connected with your mission. Not intellectually connected. I mean, you can have both, but intellectual connection isn't going to have the stick to it-iveness that you need. Another issue I hear a lot about recently, because I'm asking about it, number one, is board member engagement. Executives are saying, I'm having trouble with board member engagement. And that's about the emotional glue. Carol Hamilton And that goes back to what you were saying in terms of checking in with people one on one, not just having it be a group experience, getting to know what's going on with them. If they seem disengaged, what would they like to step into? Maybe they got asked to be on the wrong committee. I know in an organization that I've been a member of for a long time, people look at me and they're,, she's pretty organized. Let's ask her to organize this big event. Truth is, I hate organizing events. I am organized, but I hate organizing events. So let me use that skill somewhere else for some other cause. So really tapping into what people want to share. And then I think the other thing that just for volunteering in general, is to not assume that folks want to do whatever they do in their day job. They want to contribute to you. Mary Hiland Absolutely. Carol Hamilton I've been able to long before I was doing strategic planning consulting, I was on a committee in an organization that was doing the organization's strategic plan because I knew that was an interest. It wasn't something I was doing at work because of the point in my career, but I knew that I was interested in it and it gave me a way to start learning about that and develop that skill. Mary Hiland Right, yeah, I think that's really true. It is important for you to be aware of the skill sets you need and want on the board. Carol Hamilton Sure. Mary Hiland But for example, I have people say,, we need a CPA or we need an accountant because we need someone who can help oversee the finance part., number one, you don't need your accountant or your bookkeeper to be on your board. You may have staff with those skills. But the other thing is that people don't have to have that profession to be able to understand how to read a basic balance sheet or a financial statement. Maybe they can be a small business person or a moderate business person or there's a lot of people with those skills. Carol Hamilton Just someone who's not afraid of numbers. Mary Hiland That's right. Because you don't have to have the person who's doing the work for your organization. You don't want them to be on your board. You just want someone who is knowledgeable in that area to be on your board. So you have a lot of options for what profession? Carol Hamilton Actually, that can be really helpful. Because if you have that person who isn't in that profession, they might be able to actually do a better job of translating that important information to the rest of the board than someone who just has all that knowledge. Mary Hiland That's right. Carol Hamilton And has that curse of expertise. Mary Hiland Yeah. And they can go do a much deeper dive than the board as a whole needs in an area. Yeah. Carol Hamilton So on each episode I ask the guest what permission slip would you give to nonprofit leaders? Or what would you invite them to consider to avoid being a martyr to the cause and as they work towards cultivating a healthier organizational culture? So what permission slip or invitation would you give? Mary Hiland Lately I've been thinking a lot about this. I think that I would give and I started this thinking when I was doing my book a couple of years ago. I think I would give executive directors permission to lead with their board more to think about being a co leader, to be a catalyst for the change they want to see on the board. I've built a consulting profession coming in and fulfilling that role. To some extent, the third party person can come in and be the catalyst for change and nudge the board. But I think executive directors can be that and I think that they often think,, the board's my boss. The board needs to have its own initiative and that would be ideal. But when that's not the case, or even when it is the case, it doesn't mean you can't step up and influence and be a catalyst for things to be different. So I would encourage executives to take permission to be more proactive with boards in what they need them to become and to help make that happen. And there are ways to do that without getting in trouble, right? Carol Hamilton And really be in partnership. So where can people find you and be in touch? Mary Hiland Oh,, they can certainly find me at my website is highland consulting.org. That's Hiland Consulting.org. But you could email me at mary@highlandconsulting.org. I am on LinkedIn. People can connect with me that way. And, of course, you can also listen to my podcast. We have episodes with Carol inspired nonprofit leadership. But that's the best way, really, would be if you want to talk to me directly, is to email me, Mary@highlandconsulting.org. Or you can go to talkwithmarry.com, if that's easier to remember, and that takes you to my calendar, and you can set up a time to chat. Carol Hamilton Awesome. Thank you., we'll put all those links in the show notes so you can find them. And, Mary, thanks so much for coming on Mission Impact. Mary Hiland Oh, you are welcome. It was great to have this conversation with you, Carol. Thanks so much for having me. Bye. ![]() In episode 80 of Mission: Impact, Carol Hamilton goes solo to celebrate several of the nonprofits that support and enrich her life. Nonprofit organizations play a crucial role in enriching our lives and communities in various ways. Carol discusses:
Important Links: The Arc of Montgomery County: https://thearcmontgomerycounty.org/ By Their Side: https://www.bytheirside.org/ The Sibling Leadership Network: https://siblingleadership.org/ The Anacostia Watershed Society: https://www.anacostiaws.org/ The Anacostia Riverkeeper: https://www.anacostiariverkeeper.org/ Washington Area Bicyclist Association: https://waba.org/ Transcript: Carol Hamilton: Nonprofits support so many aspects of our lives, yet the sector can be somewhat invisible to many. Most people could probably name the well known organizations, including Goodwill, the YMCA, Harvard University, and the Red Cross. Yet nonprofit organizations enrich our lives in many ways. In fact, there are 1.5 million nonprofits in the US. And with about 10 million around the world, the US has 15% of the world's nonprofits. Nonprofits represent 5.7 of the US economy. Welcome to episode 80 of Mission Impact. Today I'm going to explore the nonprofits that enrich and support my life. Mission Impact is the podcast for nonprofit leaders who want to build a better world without becoming a martyr to the cause. I'm Carol Hamilton, your podcast host and nonprofit strategy consultant. On this podcast, we explore how to make your organization more effective and innovative. We dig into how to build organizational cultures where your work in the world is aligned with how you work together as staff, board members and volunteers. And all of this for the purpose of creating greater Mission Impact. Mission impact is brought to you by Grace Social Sector Consulting. Grace social sector consulting brings you whole brain. Strategy consulting for nonprofits and associations. We help you move your mission forward, engage all voices and have fun while we're doing it. And we combine left Brain strategy and analysis with right brain wisdom about human complexities for a proven whole brain, whole organization process through which every stakeholder thrives. Reach out to us for support and facilitation of strategic planning, mapping your impact, auditing your services, and getting an organizational assessment. We especially love working with staff, nonprofits and associations with human-centered missions. My older brother is profoundly deaf, autistic and developmentally disabled. His disabilities stem from an illness that he got when he was just seven months old. A number of the nonprofits that I'm involved in are because of my brother, and in fact, the work that I do is probably inspired by that experience growing up. The first I will highlight is the Arc of Montgomery County. The Arc is part of a national organization network of organizations of local and state organizations supporting people with developmental disabilities. Its mission is to connect people of all ages and abilities with their communities to build inclusive and fulfilling lives. My brother has been supported by the Arc since he was 21 years old and moved into his first group home. The Arc also supports my brothers during the day. He is now retirement age and volunteers with a group at a local farm and goes swimming regularly. That is his favorite thing. Another nonprofit that helps in ensuring that my brother lives a fulfilling life is By Their Side. By Their Side's mission is to guide families and provide advocacy for Marylanders with an intellectual or developmental disability. And By Their Side believes that everyone deserves respect, choices and quality of life. And they support their mission by providing lifelong personal advocacy for those that they serve, protecting individuals’ legal rights, guiding individuals and families through the maze of the surface delivery system, and assisting families with transition planning. While my younger sister and I are my brother's co guardians, having a personal advocate assigned to Graham from by their side brings another important voice to the table to advocate on his behalf. By Their Side's advocates are experts in the disability system and help us navigate all of the ins and outs of the multitude of rules and regulations that are part of that system. Being the sibling of a person with a disability is definitely a unique experience and brings its own joys and challenges. When parents are overwhelmed by caring for a person with extra needs, it can mean that the rest of the children have to grow up fast and take on responsibilities they may not be fully prepared for. I certainly don't remember a time when I wasn't my brother's keeper. While in the past, most of the resources and organizations focused on people with disabilities centered the person and their parents, the Sibling Leadership Network filled a gap of overlooked group siblings and a group that I'm part of. The organization is a national network, and its mission is to provide siblings of individuals with disabilities the information, support and tools to advocate with their brothers and sisters and promote issues important to them and their entire families. I've participated in state and national level conferences sponsored by the Sibling Network and have found much commonality with other siblings who attend this organization. Its chapters around the country provide younger siblings with resources, including sip shops for them to connect with other siblings and talk about their unique experience and process their feelings about it. This is an amazing opportunity that I wish I had when I was growing up. Having caretaking responsibilities for a person with a disability can impact major life decisions of siblings, and having people to talk about those with who get your situation is a real asset, and there's always so much to learn. As an advocate, it's a great resource. I'm also involved in supporting a variety of organizations, and I don't have time to talk about all of them, but a couple that have enriched my summer are the Anacostia Watershed Society and Anacostia River Keeper. I live right next to the northeast branch of the Anacostia River. The Anacostia River, which flows through both Maryland and the District of Columbia, has faced significant pollution and environmental degradation due to urban development, industrial activity, stormwater runoff, and inadequate waste management. And if you remember the opening sequence of the TV show House of Cards, the river shows up briefly with a trash strewn bank prominently displayed. But since the 80s, groups have been coming together to clean up the river. The Anacostia Watershed Society was formed in 1989 and has been advocating for the river and working on education and restoration ever since. Major improvements have happened in recent years because of significant investments in DC in upgrading their sewage system. All of this has made paddling on the river much more enjoyable. We frequently go kayaking from the Bladensburg Waterfront Park and head downstream. This summer, we saw lots of turtles sunning themselves while we were out on the water. We've also seen bald eagles, egrets, blue heron, cumarents and other birds when out paddling. Sadly, we also see way too many plastic bottles floating in the water too. And one more shout out to a local organization that has enriched my life. I love to bike. When I worked in downtown DC. I was a regular bike commuter. In fact, I have been a proud bike commuter since the 90s, way before it was a popular way to get to work. And since then, the Washington Area Bicycle Association, or WABA, has advocated for increased bike infrastructure throughout the city. In those 30 years, there's been a massive transformation. There are now multiple protected bike lanes throughout the city and the suburbs, and multiple bike trails have been built. And soon a bike beltway will actually circle the entire city. These days, my biking is more local to the pool to swim during the summer or a nice loop in the morning before getting to work. But the trails and bike infrastructure make biking less stressful. So thanks to all the bike advocates who helped make that happen. And thank you for listening to this episode. I really appreciate the time you spend with me. And you can find the full transcript of this episode and all the episodes, as well as the links to the organization I mentioned. Organizations that I mentioned during the show in the Show Notes at missionimpactpodcast.com/shownotes I'd like to thank Isabelle Strauss-Riggs for her support in editing and production, as well as Cindy Rivera Grazer of 100 Ninjas for her production support. Mission impact is brought to you by Grace Social Sector Consulting. Grace Social Sector Consulting brings you whole brain strategic planning, mapping and audits for nonprofits and associations. If you enjoyed this episode, I'd love it if you would share it on your favorite social media platform and tag me. We appreciate you helping us get the word out. And until next time, thank you for everything you do to contribute and make an impact. ![]() In this podcast episode, Carol Hamilton and Susan Kahan discuss the importance of donor trust and nonprofit accountability. They challenge misconceptions about fundraising, such as the focus on overhead costs and the belief that it is a necessary evil. They argue for reframing negative attitudes towards fundraising in order to build confidence. The conversation also addresses the "overhead myth" in the nonprofit sector and emphasizes the need to invest in staff and create a healthy organizational culture. They discuss the challenges of asking for larger donations and stress the value of building relationships and learning from others in the field. They also highlight the importance of building a culture of philanthropy within nonprofit organizations and using donor feedback to improve programs. Overall, the conversation emphasizes the need for effective fundraising strategies and the importance of transparency and accountability. Episode Outline: (00:00:01) Donor Trust and Nonprofit Accountability (00:06:05) The Overhead Myth (00:12:19) Building Confidence in Fundraising (00:18:07) Building Relationships in Fundraising (00:24:13) Building a Culture of Philanthropy (00:30:47) The Challenges of Nonprofit Fundraising Transcript: Carol Hamilton: Getting donors to see beyond supporting your direct services can be challenging. What is my money going to be used for? is the question that is driving this concern. Donors want organizations to steward their gifts well. The myth persists that the smaller the overhead percentage the better the nonprofit organization. Yet in reality an organization needs staff and a wide range of infrastructure from communications to finance to operations to run well. Skimping on these foundational elements – paying well trained staff fairly, ensuring they have what they need to do their job well, that systems are up to date and well integrated – does not actually achieve what donors want – a fully realized group of people working toward an important mission. The pressure to fit within an unrealistically slim overhead budget leads to many of the things that I frequently talk about on this podcast – not being able to support staff in a way that promotes a healthy organizational culture. Obsolete structures and processes and ultimately contributing to the burnout many are trying to recover from. Mission Impact is the podcast for nonprofit leaders who want to build a better world without becoming a martyr to the cause. I am Carol Hamilton, your podcast host and nonprofit strategy consultant. My guest today on Mission Impact is Susan Kahan. We explore what the overhead myth is and why it is still getting in the way of organizations doing their best work. What it means to create a culture of philanthropy within your organization. As well as the power of practicing big asks and the importance of curiosity in fundraising. Mission: Impact is brought to you by Grace Social Sector Consulting. Grace Social Sector brings you whole-brain strategic planning, mapping, & audits for nonprofits and associations. We combine Left-brain strategy and analysis + right-brain wisdom about human complexities for a proven, whole-brain, whole-organization process through which every stakeholder thrives. Reach out to us for support and facilitation of strategic planning, mapping your impact, auditing your services and getting an organizational assessment. We especially love working with staffed nonprofits and associations with human centered missions. Well, welcome Susan. Welcome to Mission Impact. Susan Kahan: Thanks, Carol. It's great to be here. Carol: So I'd like to start each conversation with what drew you to the work that you do? What would you say motivates you, or what would you describe as your why? Susan:Well, again, thank you so much for having me. I'm really honored to speak to you today. And I would say, what drew me to my work is that I really love helping people and I love connecting people to the right thing that they care about. So, in fundraising, I'm a fundraising consultant. In fundraising, it's all about finding people who care about something and giving them the opportunity to do something about it. And there's no greater thing that you can do, in my opinion, than donating to a cause. So to be able to help nonprofits find those people, to help the people who care about those causes and give and do something is really something that draws me in. And the final thing I'll just say is that there's this Hebrew proverb that has always meant a lot to me, which is that if you save one life, you save the world. And so to me, that's why I care so much about philanthropy is that if you can just save one life, you're, you're my you're, you're doing so much. And so I think that that's what compels a lot of people who work in nonprofits and in philanthropy. And that's definitely why. Carol:, a couple different things come to mind. As you were talking I often, love to quote Mr. Rogers and it's like, look for the helpers. I was talking to one of my sisters, and she said, I read the paper and she's a diligent newspaper reader. And she was like, I get so depressed, and I wish at the end of each article they're like, okay, here's all the depressing reality, but here's three simple things you could do. Yes. To address that issue, right? Yes. So you're not feeling so helpless. And I love the idea that even if you may not have time to volunteer, you may not be able to fit that into your schedule right now. You may not be able to be an activist. Yes. But, you probably can donate to an organization in some way. Yes. And, what, what's the thing that really connects to what's important to you? And then how can you find organizations that match that? And I'm curious, there's a lot of, I think when people think about donating to organizations, there's a lot of fear around, how will my money be used and mm-hmm. So what do you say to donors? In terms of them? I, I, if they're not familiar with an organization, ways to, to look for an organization that will meet what they're trying to achieve, but then also to have some kind of. Sense of this organization is doing good work?, Susan: That's a great question and I think it's becoming more and more important. I think we're seeing just nationally, not just for nonprofits, but, for the government , different things that people in general in the United States have less trust in institutions. So I think that that is a big hurdle that our sector has to overcome. Think about it, because you're right that there're, I think, more questions than 20 years ago, definitely 50 years ago. , and how is this nonprofit using my money and, and I want more of a say in it. So I do think that that's something that we all need to think about in a way that. Probably wasn't considered or as valued as much. So I think from the donor side, you should be looking for, do they, are they on Candid and GuideStar? Do they share their finances? Do they have a board of directors that's clearly listed? Do they, do you see their staff even listed or. At least some of their staff because, putting up faces to who are the people behind this, I think that shows some credibility. I think you can, hopefully the nonprofit on their website or when you talk to someone they share, their past accomplishments. We hear a lot about impact. So what does that look like? And again, that shouldn't be something too specific because we wanna make sure that nonprofits have the opportunity to run and, and develop programs. I do think that they should be able to share updates, regular updates on what they're doing, who they're helping, who they're serving. So those are the types of things as a donor to look for. And again, it's about, okay, I care about this cause what is this nonprofit doing about it? So let's say I care about climate change. Well, That can mean a lot of different things. So, there, and there are a lot of nonprofits that are working on the issue of climate change. So what specifically does this nonprofit do on this topic of climate change? From the nonprofit standpoint, I'll also just say that I think you need to have a conversation with your donors and you also have to explain to them, unless it's a restricted gift, and that's a whole other conversation, but you do need to let them in and. See what you're doing. Give them opportunities to be involved and trust that they can understand how things work, and have a conversation with the donor about that. And donors, I think it's important that they understand that, their $5, their a hundred dollars, Not all of that will go directly out. It might be used towards the dreaded overhead, which I think is a huge myth that we need to debunk that overhead is a bad thing. Our staff deserve to be paid well. They deserve to work in nice places, they need technology. Technology has costs, all those things. And so I think it's, it's, it's a conversation that needs to be had between the donors and nonprofits. Carol: Say more about that overhead myth because what, when I was thinking about you, me, you mentioned Candid and that's a website where you can look up every nonprofit in the United States and Right. See their, their tax form that they're required to, to publish and make public as long as they have a budget of a certain size. Right. And all sorts of information is available there. But then candid and then organizations have. Layered on that, all sorts of more ways to enhance their transparency. And so organizations can earn, I don't know, I think, what it is, up to the platinum level of their transparency. They're,. And, and it's just all the different information that they're sharing. But there are other, good, good housekeeping seal of approval websites. Yes. For nonprofits, yes. But some of them to my mind, are, are, are feeding into that. Overhead myth of, saying basically this is a good nonprofit because they only spend X percentage on overhead and everything else goes to quote programs or the people that they're serving. Right. Can you explain to folks why that isn't necessarily a great idea? Susan: Oh my goodness. I could, I could talk for days on this topic. It really, it riles me up because I think, donors feel, I want my money going to the cause and Sure, I agree. I get it. But let's, again, I'll take an example of an organization. Let's say you have a shelter that helps people who have been affected by homelessness. Okay? And so you're saying, I care about this issue. I see it in my community. I wanna do something about it. I'm gonna donate to this shelter. Okay, well not all that money is gonna go into housing. Some of the money's going to go to paying for marketing the services to get people to go there. And what does that mean? That needs to go to paying for the salaries if you don't have the people to operate and then the people to run the place. If you don't have the people paid to be there. Then you don't have a shelter. You could talk about utilities, electric bills need to be paid. How do those get paid through donations? You could talk about having a website. Websites cost money. You need to pay for these things. You need a database to track your information, to track your donors. These. All have our expenses. And, I think those who work in the nonprofit get frustrated cuz we hear about, well, what's the percent that's going to quote unquote overhead? And it's like, who cares? I mean, I don't understand why this is a number that becomes a priority because especially I'll say from the outside, someone who's not involved in the decision making of the budget, you tell me what's the right percent, should it only be 10%? Okay. Should it be 25, should it be 30? Should it be five? Like, how are you coming up with these numbers to say this is what makes sense for this specific organization, if you think about your house household, for example, you, you earn a certain dollar living, you maybe have income in various streams. Maybe you have investments, whatever it is. But let's say you have a monthly budget, however, that gets determined. How would you feel if someone who had no idea your circumstances were to say you're spending too much on groceries? I mean, it's none of their business, so I, I feel very personally affected by this, cuz I think it's hard to judge someone else's budget when you're not really involved in the decision making. Now I will say, I don't think we wanna go, We, we, we, we don't wanna go too far and, and not have a lot of the money go towards quote unquote programs or, the people served. But I also think it's important that our staff are paid well because staff turnover costs a ton to nonprofits every year. And we want our, most people don't go into nonprofits because of the salaries. So, I, I don't think we're overpaying our staff. I don't think that's a problem we should worry about. Carol:, we talk a lot on this podcast when I'm, I'm talking to other guests around how we can make the whole process of working in an organization feel healthier. , like the more that you cultivate an inclusive and healthy organizational culture, the more you're gonna be able to do in terms of pursuing your mission. And the less. You're worried about the chair that's broken. Yes. And the computer that's too slow. And so ,It's finding that sweet spot. But I think the emphasis has been way too much on, we're gonna, we're gonna slim all those things. And it, and it, and over time, of course there's another extreme where we need to also have all those. Systems in place so that you're paying attention to any financial malfeasance and the fiduciary responsibility of the board. Exactly. But the reality for 99% of organizations is that they're feeling squeezed to make due and. That actually can get in the way of them being more effective in pursuing those programs and providing the best services that they can and, and, really taking a holistic approach. So, I'm there, I'm there with you on the whole it's, it's just a. I can understand why people grabbed onto it as a metric. Mm-hmm. But it can really screw things up in some weird ways as well.When people try to, like, make their budget look like that, and it's like, well, no, you wanna invest in the people who are gonna, who are, who are. Essentially make the nonprofit. Right, right. Susan: So,Well, and I also think that, I don't even know what the benchmark is because I, I find it silly personally, but, there's these benchmarks. So you should have your overhead only, I don't know, 15% of your total budget or whatever the number is. And I'm not recommending that number at all, BEC, but I think, an organization that's a national organization with. 10 different offices across the country and 200 staff is gonna have very different needs than a one office, 10 person staff and, or someone that, again, they have a physical, a facility where people come to, to do, whatever versus, like the. To compare how budgets should be made. I mean, again, there's so many variables. There's so many variables. So to just say, well, here's a number that we can compare, app, apples to apples. Well, does that actually make this apple better? I, I, I think it's, I think it's sort of, Carol: We wanna be in the, let's make the apple better business. We wanna Susan: make the apple better.There's nothing I could take away. Make the apple better. Don't worry about comparing apples. Carol:. That's funny. So when you're working with people inside organizations on helping them get more comfortable with fundraising what would you say? What are some things that help people step towards that? Cuz I think I've, I've said before that very few people get into the nonprofit sector in order to raise money and raising money is necessary. Susan: Yes, yes. So true. I, again, it's sometimes I've seen in organizations where fundraising is seen as sort of the. Dirty, evil, like, like the ne or necessary evil, and it's like, what about this is evil? I think first of all, we need to change that mentality, talk about overhead is a problem. Also saying that fundraising is a necessary evil. Of course we have funds, of course, things cost money. Of course, you need to find ways to get the money. I, I don't know why. I mean, it's like a company. Of course you need sales, you need to operate. So again, I think some of these, the way we talk about it needs to change. But in terms of confidence building, I think that that is a really important part because if you are more confident, you'll be better at most things that you do. And so much of fundraising is about relationship building and getting to know people. And if you come across as. Not confident or insecure or unsure of it. Talk about lack of trust in a mission. I mean, if I were to say, well, I guess we need the money and will you donate? And I mean our organization is okay. I mean that no one will give. But if you say, look, we are solving this problem and we are really having an impact on this work, and I know this is something you care about and I want you to come along and help us make a bigger impact. I mean the difference of what that can do to connect with your Don, and notice I didn't talk anything about dollars, that is what is so important. So, confidence, confidence, confidence. And to get there, I think there are two main things. One is practice. I didn't just get to these words and know these things on my first day, but just like anything else, you need to practice. You need to observe how other people do it. I speak in a very specific way and that serves me and it's authentic and it's true to me. And Carol, you have your own speaking style and you speak your way, and someone else would speak some other way. It's important that you practice and learn your speech. Speaking style. And then the second thing, it's about communication, persuasion, listening and developing those skills really well. To get to know your donors, to get to know how to talk about your organization because it's not just about a mission, it's not just about talking about the programs, but it's about sharing stories and connecting those stories in a way that someone can say, I wanna be part of this. I wanna do something. Cuz you're getting them to. Do something. And I think that those skills can be learned. Another skill I would say is perseverance as a fundraiser. I was just on a call earlier today and we were talking about how hard it is to hear rejection. And it is, it's really hard to hear rejection and it, it, it. It can really dampen your confidence, but you've gotta persevere. There are other people, other companies, other foundations, other institutions out there that do wanna support us. Our mission matters. I just need to keep going. Carol: What do you, what are some things that you would say help people kind of build that confidence? So you've talked about that practice and I'm wondering What are, I mean, what are some things that people can start practicing to help them?, so get more comfortable with their, their elevator pitch or their talking points, or that it sounds more natural and isn't just like, okay, I'm reading my script to you. Right. Susan: Well, the first thing is to speak out loud. That's the first practice. Whether it's o, you record yourself. On Zoom, I do this. All the time where I will record a pitch or something to myself, and then I watch it back and you say, oh, is that what I sound like? Or do I do this weird thing with my eye? Like you, you'll be amazed, recording yourself speaking. You just, there are things you've never noticed, so that, or even talk to yourself in the mirror, like literally saying these words, prac and practice saying, if you're gonna ask for a gift, maybe you've never asked for a gift over a certain amount. Say in the mirror to yourself. Carol, thank you so much for your past support. Will you give a gift this year of a hundred thousand dollars? And just practice saying that because just by saying, being comfortable with using big numbers. Cuz sometimes you, you're gonna make a big, hopefully you're making a big ass. I think that there's just, there's nothing like that. I think observing others is also a great tool. Learning what to say. I think writing stories, knowing your story, why are you connected to the mission? Knowing the different success stories of the organization and I think being prepared with great questions. Again, this is about building relationships. So what types of questions can you ask your donor when you meet with them? How can you be a curious and interested person? I think curiosity is really important. So those are some of the things I would think about when it comes to practicing. Carol:, it's funny that you talk about, recording yourself and then listening. Mm-hmm. On, on, I guess I should have anticipated this, but doing this podcast, I know, before the episode gets released, when I'm working with my audio engineer, I'll listen to a, to a version, the first draft of the episode, and I am now aware of that. Apparently I have a slight stutter. Apparently a lot of people do. Yes, or I'll say or, or so, or all the filler words that you say, you, you start to become aware of your patterns of speech that you would not be aware of at all. Yes. And it certainly has. By hearing myself over and over, I still say those words. They'll, they'll be in this episode too. Sure. But, I also, I feel like I've been able to become a little more fluid and just by having these conversations I. Get more comfortable in expressing those thoughts, following with the conversation, being a better listener. All of those things have been unexpected benefits of doing this. And so I loved your point around curiosity and following the conversation and, and cuz people, most people think of fundraising, they think of that big ask. Like, that's all they think about when they, for those of us who don't do it, Uhhuh. And that's why I'm like, okay, I don't wanna do it Uh Huh, but all the other things go into building that relationship. So what are some things that you feel like help people step into that? And you talked about observation too, for an organization where this. Person might be the first person that's doing fundraising for them. What are some other ways that they can have that chance to observe if there isn't somebody already D in the organization doing the work? Susan:, that's a great question, and I think it's pretty common actually, where there's maybe only one quote unquote fundraiser official person in a development role. I would encourage them to think about, Can they network with someone and see a, a director of development or some, someone like that at a similar type of organization? I, I would, I'll say most people wanna help other people. I have a couple of things. I, I say a lot and one of those donors wanna be generous when they can and people wanna help people when they can. And so, it's true. If, like Carol, if I, I was an, I am a newer consultant in nonprofits, then I know you are, Carol, I know you've been doing this a little while longer, and if I had reached out to you over LinkedIn, we didn't know each other at all, but I had found you and I had said, Hey Carol, I'm new to consulting. Could I, could we take it? 15 minutes. I'd really love to talk to you about your experience. I'm sure you would say yes. I think you did say yes, I'm sure we had that conversation at some point and I think it's absolutely the same thing within the fundraising world, and I think, you can try to get sort of an unofficial mentor to have someone to talk to. They've been through it, I would, again, I would look for an organization that's similar. So that's one thing I would consider. The second thing is Community foundations can be really helpful in finding resources for you. So they also, again, wanna help their local community. So again, I would go to your local fund community foundation but sometimes they can connect you with someone. Great. And then there's also AFP chapters, which again are, there's national, there's local, and AFP has had, its. Ups and downs. But overall I've found AFP to be a great resource. Again, great networking to find other fundraisers and I think it's really important to, to have your crew have your people who know what you're going through, who you could say, Hey, I'm having trouble writing this fundraising appeal for giving Tuesday. Can, what's worked for you in the past? And I bet most people who work in fundraising will have an answer to that. So I think sort of finding your, your people and, and. Again, and I'll also say it's really important as a fundraiser to be able to reach out to someone you don't know. And I think that if you're not comfortable with doing that to a potential donor, then the number one thing you should work on is reaching out to someone you don't know and starting a conversation with them. And this might be a great way to practice that cuz they're not a donor, they're someone in the field. Carol:, I love that point of Building that network of peers and, and people who are just a little bit further ahead of you, or maybe even a lot further. Further Yes. Ahead of you in terms of your learning and your network and using that as a way to practice reaching out to people. Mm-hmm. And it's so funny you're talking about informational interviews when you first get. Started, and in a way that was part of the genesis of this podcast because mm-hmm. I was starting out as a consultant and so wanted to connect with consultants. I was having lots of conversations and, and I thought at one point, well, I should be recording these and I should be sharing them with other people. Now we're not talking about the business of consulting. Right. But. It, it has just provided a great way to connect and, and build a network. And, and, 99% of the time people say yes, they wanna have the conversation. And, and. They're also, and you mentioned AFP, can you mm-hmm. Can you say what the acronyms stand for? Oh, Susan: I'm sorry. A FP is Association for Fundraising Professionals. Okay. And they have chapters locally around the United States and Canada. And they have, whether it's. Meetups in person or webinars or affinity groups. I'm based in Chicago and they have a really robust chapter here. But I know they do in other parts of the country as well. They're quite a large organization Carol: and I think they have chapters we'll look, we'll look it up to see whether they're beyond the United States as well, Susan: I know they're in Canada for sure. I don't know beyond Canada as well, but they do have chapters all over. Carol: And of course with the internet, a lot of things are now online and people can access them from anywhere. So geography isn't exactly as much of a barrier as it might have been in the past. Absolutely. So beyond the individual, let's say, you're, you're newer, but you're now, you're, you're a couple years in, you're getting more confident in your personal approach to fundraising. Within the whole organization, what, what are some things that really c create conditions of success for an organization to, really build their, their fundraising approach?, I Susan: Think about a few things. One is donor stewardship is so, so important. And I think, we talk about the culture of philanthropy sometimes, and, and what does that mean? That means where the entire nonprofit values supports accelerates the role of donors within the organization, sometimes it's like, oh, It just, the development team works with the donors. We, we don't have to, we're in finance, we don't have to work with them, but really, everyone should be thinking about your donors as investors, your donors as your clients, maybe your, your buyers, your purchasers, also stakeholders, you don't want, I. To be completely reliant in terms of decision making on your donors. That is not their role, but you do wanna make sure that they feel valued and appreciated. So I think one thing in terms of donor stewardship is how can you get people from throughout the organization to a. Be aware of fundraising. So talking about big goals are met, or if there's a big fundraising campaign, make sure everyone knows about it. Make sure that they hear the successes, the challenges, the feedback, if, let's say multiple donors reach out. They're like, we're really having, we heard about this new program and we're really, it doesn't sound great, or whatever the feedback is. You hear things once, okay, like, that's one person's opinion on a program. But if you hear something repeatedly in, in a lot of donor calls, then that's something to really take to the team and say, this is what we're hearing. For better or for worse, I think, again, sharing that feedback is really important. And I think the other thing, another way to get people involved throughout the organization is to do what you could either do like a phone-a-thon. So having everyone call donors to ask for a gift, which can get people to understand, even asking someone who's already given before to ask them to renew their $25 gift can actually be really hard. Or you could do something like a thankathon as well, where everyone gets, again, everyone in the organization from top to bottom is responsible for calling, they get their list of donors and they are calling just to say thank you and you can do that too. And that can be a great way to get everyone involved in the process. That's something you can also do with your board. But in terms of other things, I think it's thinking about how we can thank our donors in other ways at events and newsletters and, just wherever there's opportunities to say thank you. Cuz as a reminder, donors do not have to give, even if they've been giving for 10 years at significant levels, they do not have to give again. And it's all voluntary. And so I think that reminding everyone about that is really important. Carol: It's interesting that you talk about the culture of philanthropy because I, I think when I was working inside organizations and I was not on the fundraising side, it did feel like it was kind of, oh, that's those folks' job, ? Right. So I love the idea of the thankathon. I mean, that seems like a really. Fun and uhhuh, nice way to give people a baby step into Yes. The process and get everyone involved and get them knowing donors, and it's also just really interesting that I, I heard someone describe this as the three-legged stool that nonprofits have an interest in. Business model is that a for-profit organization has something they're selling and they have. People who buy it, and it's a very direct relationship. Yes. And in nonprofits most of the time, there's some purpose. Oftentimes, if it's about direct service, then a group of people that the organization is helping who can not, the whole reason that they're, that the organization exists is that those folks cannot, pay for those services. And so then you need third parties to be. Supporting and, and providing revenue, whether it's individuals or, institutional fund of right funders, corporate, all, all, absolutely. Government, all those. And so you, it ends up with this odd relationship between who's giving the money and, and who is, Working on behalf of the organization Right. And who's being impacted by the mission. And so it can get a little goofy in terms of who's making decisions about what and who's paying attention to who, but mm-hmm. But it's, it's important for people to remember that because, Especially if they come from the for-profit sector where they're used to that more direct relationship. Mm-hmm. It takes a little while to figure out how does this all go Susan: together? Right, right. And, I think just having an understanding of the money doesn't just come. The money, even if you've been a strong, large organization. Every year. I'm gonna guess that's because you have a strong, large development team that's making sure those gifts keep coming in. It does not just happen and you cannot lie. Right? It doesn't happen by magic. It is, you cannot rely on past success for future donations. So I think it's like the, Carol: the warnings on the stock market, right? Susan: Oh my goodness. Yes. So I think, the other thing, if I could just, for people who aren't in fundraising to, to think about, when you donate to something you're donating because you're trying to help something in the future, you, that there's a continued need moving forward. You don't donate because of some past success. So maybe you had an incredible year, an incredible success. Successful whatever campaign, whatever it is that your organization did last year, that does not make a donor give again. They have to know, well, what are you doing now?, what are you doing for me lately? It's like that. So you have to keep thinking about as you're communicating, as you're marketing, as you're, Giving feedback on what you wanna tell people what you've done. That's how you build trust, which is the question from the start. But as you move forward, you need to think about how you can tell them where we are headed and how you can be a part of that. And that's why you should donate. Carol: And so that's where I come in, where I help the group figure out where they're headed and, and why they wanna move forward in that. That's right. In that way, in terms of strategic planning. So exactly on, on each episode, I ask each guest, what permission slip would they give to nonprofit leaders or I. What would they invite them to consider to not be a martyr to the cause, like I like to say, and as they work to cultivate a healthier organizational culture. So either a permission slip or an invitation and what might that be from your point of view. Susan:Well, I think that is such a good question. I love that permission slip. And so what I would say is to remember that, again, at the beginning we talked about overhead and how chances are you're squeezed for cash and squeezed for resources. I'm, again, not every nonprofit, but a lot are. And so remember, and if you're not squeezed financially, maybe you're squeezed with your time. That, again, I'm gonna assume a lot of that is true for a lot of your listeners. I would say you can't do it all. And so to just acknowledge you cannot do it all. Like, if you can't, say like, and again, something I said in the beginning, you can't save every life, but you can save one life. What one thing can you do? What one place can you start with? And so I always say start with what you're great at. Start with your strengths. Start with what's easy for you, and build on that and give yourself some grace for the things that you can't get to. That's okay. There's always tomorrow. There's always another way of thinking about it, but you can't do it all and start with what you're great at. Carol:I appreciate that. I feel like that's become the mantra of this year's series of podcast interviews. Okay, good. It's all like, what, what are you focused on? What can you, what do you, what do you do really well? What are the, what's the one, two, or three things that you're really gonna move forward and, and time to let the rest of it go. . So where can people find you? How can they be in touch? Susan: Great. So again, my name is Susan Kahn and I am the founder and principal of Sapphire Fundraising Specialists. And so you can find me@sapphirefundraisingspecialist.com or on LinkedIn. And my last name is spelled k a h a N. Carol: All right. Well, thank you so much, Susan. Thanks for coming on the podcast. Thank you, Susan: Carol. It was great to talk to you. Carol: Thank you for listening to this episode. I really appreciate the time you spend with me and my guests. You can find out how to connect with Susan, the full transcript of our conversation, as well as any links and resources mentioned during the show in the show notes at missionimpactpodcast.com/shownotes. I want to thank Isabelle Strauss-Riggs for her support in editing and production as well as Cindy Rivera Grazer of 100 Ninjas for her production support. We want to hear from you! Take a minute to give us feedback or ask a question at missionimpactpodcast.com/feedback. And until next time, thank you for everything you do to contribute and make an impact. ![]() In episode 78 of Mission: Impact, Carol Hamilton celebrates Mission: Impact’s 3rd anniversary and goes solo to talk about:
Transcript: Carol Hamilton: When I work with a client on strategic planning, one of the steps that I take the group through is a brainstorm on the wider trends that are impacting their organization and the field that they work within. I sometimes get the question of – why did we bother doing this if the results do not get into the final product – and sometimes what is lifted up in that wider environmental scan is reflected in the final product and sometimes it is not. Yet I still think it is important for a group to think out beyond their organization and consider what is going on more broadly that could impact their future. Welcome to the three year podiversary of Mission: Impact. I released the first few episodes of the podcast in August of 2020 and a lot has happened in the wider world during that period. On this 3 year pod-iversary episode, I will explore a couple big trends I am observing in the sector. Mission: Impact is the podcast for progressive nonprofit leaders who want to build a better world without becoming a martyr to the cause. I’m Carol Hamilton, your podcast host and nonprofit strategy consultant. Mission: Impact is brought to you by Grace Social Sector Consulting. On this podcast we explore how to make your organization more effective and innovative. We dig into how to build organizational cultures where your work in the world is aligned with how you work together as staff, board members and volunteers. All of this is for the purpose of creating greater mission impact. Mission: Impact is brought to you by Grace Social Sector Consulting. Grace Social Sector brings you whole-brain strategy consulting for nonprofits and associations. We help you move your mission forward, engage all voices and have fun while we are doing that. We combine left-brain strategy and analysis with right-brain wisdom about human complexities for a proven, whole-brain, whole-organization process through which every stakeholder thrives. Reach out to us for support and facilitation of strategic planning, mapping your impact, auditing your services and getting an organizational assessment. We especially love working with staffed nonprofits and associations with human centered missions. I have been thinking a lot recently about the shifts that I have observed over the course of my career. One of the big trends that I am noticing and experiencing myself – is the reconsideration of the role of work in our lives. Over the course of my career starting in the late 80s/early 90s, the idea of finding your dream job that fully matched your skills, talents and interests became more and more pronounced. I remember my older sister recommending the book What Color is Your Parachute, early on in my career. I dutifully did all the exercises to hone in on what was going to be more fulfilling in work. Countless other career related books with the general theme of – love your job and you will never work a day in your life – came out over the years – and I read way too many of them. With each job change, I was looking for greater optimization. More of this, less of that. Luckily I did always keep in mind – that as one boss had told me along the way – there is a reason they call it work – and there is a reason you are paid. There are always aspects of every job that are not fun. As we have been encouraged to follow our passions and center that as we think about our careers – more recently people are examining the dark side of that pursuit. How jobs that are about your passion are ripe for exploitation. For example, When there are many people waiting for their chance to get into a career, it is easy for employers to pay very little because the people in the coveted roles are just “lucky to be there” – in fields such as publishing or the arts. In the nonprofit sector, we have wages of fulfillment of feeling like we are contributing to the greater social good or fighting for a good cause. And hopefully we are – and that is one aspect that has certainly been a motivating factor for me over the years in the sector. And yet there is a downside to this. It can also lead to workers being used and abused. With the notion that if you are doing nonprofit work, you should be ok with lower wages and a broken desk chair and that slow computer and outdated software. I have talked before on this podcast about the concept of “vocational awe”, a term coined by Fobazi Michelle Ettarh which really crystallized it for me. As Ettarh, a librarian by profession, writes – vocational awe ”is the idea that libraries as institutions are inherently good. It assumes that some or all core aspects of the profession are beyond critique, and it, in turn, underpins many librarians’ sense of identity and emotional investment in the profession.” This concept does not just apply to librarians – it applies to much of nonprofit work – most helping professions. If you love your job and you fully identify with the job, you don’t really need to be paid well or have healthy work conditions – you should feel lucky to always be asked to go above and beyond. And then we wonder why the sector is afflicted with a huge case of burn out. Burn out is certainly showing up all over our economy – and the conditions in our sector make it even more likely – where the need so often outstripping demand for our services, the constant struggle for funding and support and rarely being fully staffed – make burn out rife. And more broadly, it is not really surprising given how our economic life has been consistently unraveled over the last 40+ years. Several books I have read over the past couple years have helped me understand how we got here. One was “Your job will not love you back” by Sarah Jaffee. It examines how a labor of love – in a variety of contexts including the nonprofit sector – can lead to that exploitation that I have been talking about One that I read more recently was the Good Enough Job by Simone Stolzoff. It really looks how wrapped up our identities have become in what we do – and how that “love what you do” has meant that people are looking for their careers to fulfill way more than is really possible in our lives. Somewhat in the same way that our romantic relationships – looking for “the one” has created expectations of one person fulfilling all our needs in a way that is really not possible. One of his remedies is cultivating a hobby. Finding flow and fulfillment is doing something outside of work – and not with the idea that you are pursuing it to create a side hustle. Just doing the thing for the thing. Two more books that put these trends in context for me include The Sum of Us: How Racism Hurts Everyone by Heather McGhee and Can't Even: How Millennials Became the Burnout Generation By Anne Helen Petersen. Both examine the historical, economic and sociological background of how we got to where we are today. And together they helped me understand the trends I have experienced since starting to work in the Reagan era. McGhee’s book explains why we can’t have nice things in the US – the example she opens with is very illustrative. Apparently public pools were common in the early 20th century in the US. But when there was a push to integrate pools – white people decided to close them and pave them over rather than share them with people of color. Instead private swimming clubs popped up all over the suburbs. This dynamic has played out over and over and undermined many attempts to bring the type of social safety net that many European countries enjoy – white people in the US would apparently rather go without – without affordable housing, universal health care, decent wages supported by unionization – than share these public goods with people of color. In Can’t Even – which really in some ways has a misleading title – Petersen examines the historical, economic and sociological trends that led to the high level of economic precarity that our increasingly gig based economy brings. She argues that the anxiety that that brings, drives a lot of the behavior that we observe within our work and broader lives today. One interesting thread that she describes is how the workaholic ethic of the tech, finance, consulting and legal professions with staying at the office late into the evening, has spread throughout the economy – and become so commonplace that actually working 9-5 is now called quiet quitting. For me, this has been part of my attempt to dismantle my internalized protestant work ethic and disentangle my sense of worth being derived from my productivity. It is an ongoing and emerging pursuit and I can still feel guilty when I prioritize rest over work. What does any of this mean for you as you work in the sector? I would invite you to consider what assumptions and “givens” you have accepted as ‘just the way it is’ over your career in terms of how your work is structured and what you are expected to give the organization you work for or support? To what extent is your identity wrapped up in what you do and who you do it for? How might you begin or expand pursuits that you do just for the sake and pleasure of doing them? How might your organization better focus its attention and initiatives so that it works well within its constraints instead of just pretending they don’t exist? What guardrails can the organization agree to, to prioritize worker well being – such as striking the phrase “fast paced environment” from job descriptions (that is one that I read as code for we are all workaholics here or our workplace is chaotic and disorganized!), or considering the possibility of a 4 day work week – or closing the office for a period of time, not just at the winter holidays, to give everyone a break. And how can the structures that support organizations help make all these things possible? By funding general support, streamlining reporting requirements and for government grants – fully funding the true cost of providing services? I invite you to consider how we could create a sector together where everyone thrives and no one has to be a martyr to the cause. Thank you for listening to this episode. I really appreciate the time you spend with me. thank you for helping me celebrate this three year milestone for the podcast. You can find the full transcript of the episode, as well as links to the books I mentioned during the show in the show notes at missionimpactpodcast.com/shownotes. I want to thank Isabelle Strauss-Riggs for her support in editing and production as well as Cindy Rivera Grazer of 100 Ninjas for her production support. Mission: Impact is brought to you by Grace Social Sector Consulting. Grace Social Sector brings you whole-brain strategic planning, mapping, & audits for nonprofits and associations. I hope you enjoyed the episode. Please take a minute to share it with a colleague or friend. We appreciate you helping us get the word out. And until next time, thank you for everything you do to contribute and make an impact. ![]() In episode 76 of Mission: Impact, Carol Hamilton and Devon Lawrence discuss
Guest Bio: Devon Lawrence is the Founder and Principal of Clark Lawrence Consulting, Inc. For 10+ years she has worked with non-profits of all sizes, both domestic and international, to advance their capabilities around development operations, fundraising events, project management and leadership. Her clients have praised her ability to be well attuned to the needs, opportunities, and challenges of non-profit organizations and her reliability as a source of guidance on fundraising and organizational development. Devon currently serves on the boards of the Bowery Residents' Committee (BRC) and Association of Nonprofit Specialists. She lives in New York City with her husband and two-year old son. Important Links and Resources: Transcript: Carol Hamilton: My guest today on Mission Impact is Devon Lawrence. Personally I love to step back and see the big picture, look at the wider trends that are happening in the world and help groups think about what the implications of those trends are for their future. To help them envision their future and then come to agreement about what are the big 3-5 things that are really going to help them move the needle on their mission over the next 3-5 years. I love helping them map out the elements of their organization and programs and get clear on why they do what they do and how they can demonstrate their impact. AND just thinking of the big picture isn’t enough. Without a clear plan for implementation and action all the strategy in the world won’t actually get moved forward. So rather than thinking of strategy as a once in a three year event that includes planning sessions and retreats, thinking of it as practice is really the key. How are we integrating what we decided in our planning sessions into our more day to day work. That is what I talk with Devon about. She focuses on fundraising – and a lot of fundraising consultants also focus on the bigger picture – the fundraising strategy – but Devon does something different – she helps organizations create systems and implement systems that really make their fundraising work. Mission Impact is the podcast for progressive nonprofit leaders who want to build a better world without becoming a martyr to the cause. I am Carol Hamilton, your podcast host and nonprofit strategic planning consultant. Devon and I talk about what metrics and other aspects are important to track and monitor for successful fundraising, why that thank you note you been procrastinating about writing is REALLY important, and some of the differences across cultures in attitudes about nonprofits and philanthropy. Welcome, Devin. Welcome to Mission Impact. Devon: Thank you. It's great to be here. Carol: So I always like to start out by asking the question around what drew you to the work that you do? What would you say motivates you, or what would you describe as your why? Devon: Well my career started in non-profits. So my background was already there and then it was. When I was introduced to consulting and being able to, to support nonprofits in a different way, that was what was exciting, being able to help more organizations and people out there than I was already through just, working in a full-time role. So it was the ability to, to share my skills and expertise with as many organizations as possible. Carol: And you really focus on development and fundraising operations and project management. When you're working with clients, can you just say a little bit more about what that looks like? Devon: Sure. So development operations, I like to say, is really the behind the scenes work. It's the systems, the processes, the structure that needs to be in place in order for an organization to be successful. So, whether that's, working with. Development directors or executive directors on just, prospecting strategies as well as thinking about, tracking the, the data behind solicitations, cultivation, stewardship, coming up with the right processes for, acknowledgement letters, matching gifts, et cetera. It's all of those pieces that are part of the puzzle to learn, I mean, to do. Go towards sustainability for an organization. Carol: And it's funny cuz I, I feel like in a lot of cases consultants err on the side of being the bigger picture strategy piece. And, and that's where I am and .That's all great and you need that, but then, How do you actually make it work?. What are all the 99 steps that you have to think about and keep, keeping track of and making sure that you're maintaining all the things?. What are some of the things that we, you would say are common stumbling blocks for organizations as they're trying to set up those systems? . Devon: That's a great question and a lot of people just don't have it. The bandwidth or capacity. A lot of organizations, you're so focused on the fundraising itself and bringing in the money and reaching your goals, that it's, remembering to track and monitor all of your communication so that you can go back and say to this donor, yes, they made a gift of X amount. On, a year ago, and we need to get back to them. But what were all those touchpoints in between so that we know, like what is their interest? What is it about our organization that gets them excited? What was the last meeting that they had? What board members do they know? It's all of those pieces that people forget about, but it's really important to come up with the right strategy and continue to engage with donors. Carol: What are some of those things that you think are really important for organizations to track along the way?. Devon: Communications. Absolutely. So when you think about a lot of people, a lot of organizations think of communications as not being a part of development. They might even be different departments. But they really do go hand in hand because, every time that a prospect or donor is reading about. Or seeing something about the organization, that's something that works towards the cycle of engagement. And so communication is definitely one, like understanding what the different touchpoints are that they receive throughout the year. And in many cases it is also tiered communication. So, donors at certain levels might be only getting newsletters or, just. A quarterly email, whereas donors at a higher level might be, might be receiving invitations to an intimate event or getting a preview of some project or program that's happening that maybe the larger audience might not be. So keeping track of communications absolutely. Number one is, Following up as quickly as possible when someone makes a gift. So thanking them for their gifts, acknowledgement letters is a huge one. I've worked with clients that, and this happens to everyone at many organizations, is that you, it, it falls to the back burner and donors notice those things. So, even if it takes 48 hours or two weeks. That's acceptable. But when it takes, six months, nine months, sometimes even a year, donors really do notice. And that can affect the relationship you have with them. So I would say those are some top, must, must haves, make sure that all organizations are tracking. Carol: Yeah, and it's, it's interesting. I'm, I'm. I work with a group where we've been working together for a couple years, and this isn't a nonprofit, that's not the point of it, but there's some similar things that if we had set up some of those systems at the beginning to be capturing all this information and tracking. We wouldn't be doing the cleanup that we're gonna. In the middle of trying to do it now. Like, oh yeah, wow. Let's have one spreadsheet where we keep everybody's email and who the primary contact was and are we getting their home address so that we can send them a thank you card. Absolutely. All those kinds of things that it's easy to think about. After the fact. And then, to think about, well, where would it be easiest for us to ask for this information in the process when, like at a, at an initial gift asking for example, for that address or whatnot. Yes. So that you're not asking for it. Like, oh, I wanna send you a thank you letter now, could you please send me your Devon: address? Yes, yes. Definitely, and that's a good point because, I was thinking even bigger picture, but those are the small things that make a huge difference is the address, emails, phone numbers, being able to stay on top of where people are, even annually following up sometimes to just confirm with donors what their, what their contact information is, if anything has changed. Those are all very important things to consider. Carol: And it's interesting thinking about like, you're talking about those different tiers and. My husband and I donate to a variety of different organizations. One here locally and we recently got invited to an event. Now we don't donate a huge amount of money, but we've been consistent. We've donated, yes, probably now for the last. Seven years or something, I bought some of their merchandise. I don't know whether we've gone to any events. I'm trying to even think maybe once. So I was a little bit surprised that we got invited to this event, but it made a big impression. My husband ended up going. It was really experiential, very close to, really being able to get closer to their mission. So it is interesting to think about kind of, there could be lots of differences. Criteria that would push people into that next tier. What are some of the things Absolutely that organizations might be thinking about? The obvious one is the amount of money. But are there other things that they should be thinking about, to be able to notice who their, their. I don't know, next level Devon: givers are. Yeah. And it sounds like the organization you give to has they, they have everything in order that they're able to, to reach out to you. And with that invitation, because that's actually a really good example is that even if your giving has been the same over a long period of time those, the donors that have been giving for. For long periods, they're as important as someone that comes in at a very high level for the first time and is giving to you. Sometimes they're even more important because, I know a story from another colleague where she had a client that they had a campaign and the donor had been giving at a. Let's just, for the purpose of this podcast, just say $10,000 for a long period. And at the campaign, the person might have capacity to give more, but the organization was nervous to ask for anything, six figures or higher. But the consultant said, well, why don't we just ask? And no one has ever asked before, she's, this donor's been giving for. many, many years and they asked for a million and she said, well, no one's ever asked me. And yes, I will. So, wow. It is, IM, it is very important to not forget about those who have been giving to you for a long time because, that just shows that they clearly have a passion and care about the work that you're doing. And really, if you don't ask for more, you're never gonna know if they'll be willing to, to, to give it a higher level. Carol: Right. What are some other things that get in the way of organizations really managing their, the, those backend systems?. Devon: Hmm. The event is a big one. Getting sucked into like those big moments in the year. Everyone has a gala. A lot of organizations rely on their gala as their main income for revenue and that can blind people from remembering that there's more to fundraising than just the gala and events and that. It's a lot of what happens outside of those, those big moments that are important. And when you just focus on events which is, it can be great for some organizations to bring in a lot of their revenue for the year. But there's so much more potential if you utilize that, those opportunities outside of those moments. And engaging with donors and keeping track of all the information and the behind the scenes and the proc, like following the proper processes and systems really does make a difference to help you reach those goals. Carol: And you mentioned events, galas and a lot of organizations have traditionally relied on those. What are you seeing with the impact of, covid having to go virtual? Are those events coming back?. Are organizations decided to pivot away from those? Devon:. I've definitely seen them come back at least, here in New York and. I have actually had clients in other areas as well. But yes, in person is coming back, but virtual is still there. So it's maybe no longer that the main gala, the main fundraising event for the year, is virtual, but their other virtual opportunities and events throughout the year, because it's a great way to, to expand your, your network and your reach by having the virtual events. But with galas, I'm definitely seeing in person and people are excited to, to be back in person again and to really like, feel the, Importance of the organization that they're supporting by being in that room with other people and seeing, being able to watch the, the videos and hear from people on stage. Carol: So you've also worked with organizations internationally. Can you tell me a little bit about that experience? Yes. Devon: So I worked with a couple of organizations in Singapore. And it was a time when I, we had moved there for my husband's work and I had recently started consulting and I wasn't sure really what was gonna happen. I still had some clients back here in the US but luckily just through connections, I was introduced to a few organizations that needed support. And it was very interesting because, The support that they needed was different from what I'm used to here in the us. The first thing that stood out was, nonprofits in the US and charities are thought of as two different things. And usually, nonprofits are used in the broader, broader sense. And it was the opposite in Singapore. So they first think of organizations as charities, which not necessarily lessens them, but there's less of a responsibility that the community has towards supporting those organizations. Most of the philanthropy was. Through church or so, religion or through medicine. So healthcare. And then outside of that, because Singapore as a country provides a lot of support to the nonprofits, the community really felt like it was the government's responsibility to provide them with support. So when it came to fundraising for these organizations, they found it really hard. To get through to people to even understand why they should be giving. So that was very interesting to encounter. That was different from what I was used to. Carol: Yeah. I mean, here in the States it's probably flipped, right? Where Devon: Yes. We're Carol: we're overly reliant on the nonprofit sector to Yes. Deliver services, government overly reliant. That's my own editorial, Editorializing, right?. And even, a lot of organizations get supported by the government, but not to the same degree that that . There might be expectations in other countries. What other differences did you notice?. Devon: Being that it was specifically Singapore was heavily expat. It was more so that the expats, the expat community were the ones that were supporting the nonprofits. Because again, just community-wise and culture that, specifically in Singapore, that. They didn't come from the background where, giving to nonprofits was was, was, was almost an expectation. So I think that the expat community and the level of volunteerism that came from that as well, because many. In xFi communities it's usually because one of the spouses is going for work and then the other spouse, either, if they're lucky, then they are able to work. But sometimes getting those work visas is not as easy for the spouses. So they put so much of their time and energy into the nonprofits there that was, I wanna say, Not so much more, but I was very impressed and blown away by the level of time and commitment that they all give to the organizations. I mean, the couple that I worked with, the couple organizations that I worked with were fully run and managed by volunteers. Which we don't see as much over in the us. We have full-time staff, part-time staff at the minimum who are working for nonprofits, but it was almost fully run by, by the, the expats. Carol: Yeah, so it might also almost be like, we turned the clock back 60 years and, and who was running nonprofits at that time here in the United States might have been more similar. . And, and you also described them. Are described or seen as charities versus nonprofits, And, sometimes I think here in the US folks may think of that word charity in almost any, some kind of, has some negative overtones. What, what, what did you see?, what, how, how did people experience that in that context and in that culture? Devon:. I wouldn't say there were negative undertones there, there was still a need for them. There's always a need for them. But people did, they, they would respect charities versus nonprofits and, and, they, they would give, but just the word nonprofit almost wasn't in the vocabulary. It was very much a charity. And so just like you were saying, being from the US we, if you call a non-profit charity, they might be offended where, so that's what I was used to and I had to, teach myself to switch, to switch that vocabulary. But it was just more than SEMA semantics and being. The language that they use around the organizations, but they were still respected. It was just that culturally, the, because the government provides so much support, it was less of an expectation of the community having to support them as well. Carol: Yeah. Yeah, yeah. It's always interesting to explore those, those cultural differences and . , just how words are used and. And attitudes and perspectives, all of that. I always, I always find that super fascinating. So we had talked before about some of the challenges that organizations have when they're trying to implement or maybe, build out processes. Maybe improve their processes? What are some things that you see helping them really succeed in that, and make things work well?. Devon: I am a big believer in CRMs and Carol: say what a CRM is just quickly. Devon: It is a, you can either, some say constituents, some say client, but it's a relationship management platform. So there's. A ton of different ones out there. Razor's Edge, Salesforce, Bloomerang, Asana. There's so many now, but just a big, big believer in the importance of having a database, a system that is capturing and tracking all of your information in one central place. And being able to then, as I was talking about Using that information to help you with your donor engagement and cultivation, solicitation, all of your activities, to then be able to have a dashboard that shows you, how far you are towards your goals and how many, and that could be both, in revenue goals, but also in setting goals for, you want to, you wanna reach out to 10 people this week, you wanna make sure that you have communicated with a certain number of donors. , helping you to set those goals so you can stay on track for your week, for your month, whatever it is reminding you when you send an email to someone or an invitation you haven't heard back that is a huge that is a huge benefit to like, to lead to, to success for staying organized and just staying on top of everything. Carol: Now you used the phrase the CRM captures, but actually the, I think one of the biggest challenges that I've noticed with organizations really fully getting all the benefit of a system like that is. When the people don't do, don't take the time to make sure that everything's linked up and that email gets captured or . Going back in and saying, okay, here are a couple notes from this phone conversation I just had. Yes. That habit forming can be really challenging. Devon:. And it's also important to find the best CRM for your organization because they are not all equal in any way. for some, Salesforce might be best for some, something through Microsoft because that's already what you're using could be best. But it's definitely finding what works for you. And also, some are better for events. Some are better for emailing, so it definitely is important to take the time and come up with the best, the best platform for the organization. Carol: What are some of the things that organizations need to be looking at so that they can know, okay, this one is gonna be a good fit for us. Devon:. I'm actually doing this right now with other clients, so I can think about just the process we're taking. So first it's Understanding what your vision is. So if you were to have a crm, how would that change the work of your organization? And it could be that it's only for fundraising purposes. It could be that you also need to track your program information events, like I mentioned. It, whatever else there is. First thinking, big picture, like what is it that. You would need it for, for the organization, all the different ways that it would function. And then it's looking at the data you have and understanding what, like, from there, what your needs are. It could be that you just wanna track contact information and email addresses the most important and of course, giving information. For others it might be that you need a platform that is connected or has connectability to A search engine. So to be able to search for different capacity levels and give you that research for the different donors to be able to have it within your system. And then from there it's who is going to be managing it? Is every staff member going to have a hand in it? Is it one individual? Cuz all those things together just. Really make a difference in understanding what the best needs are for the best c r m for you. Carol: So as we come to the end here at the end of each episode, I ask each guest what permission slip they would give to nonprofit leaders or what they would invite them to consider as they work to not be a martyr to the cause and they work to cultivate a, a healthier and more productive organizational culture. What, what would your invitation or permission slip be for nonprofit leaders? Devon: First of all, I love that question. And my answer would be to give your, to give yourself permission to take a break. That it's really important, everyone, especially leaders of org, of nonprofits and organizations, can get so caught up in everything, from your goal for fundraising events, communicating with donors. But sometimes it's important to just take a break, take a step back and breathe and just take a look at everything around you within your organization and just remind yourself both of the great work you're doing and what you're, your mission and what, who you're working for and the people you're serving. But also remind yourself of what your priorities are for that moment. Like, remind yourself of, whether it's monthly or quarterly, but just. What those priorities are, are you, are the projects that you're working on, line up with those priorities, but the only way to focus on that is to take a break. Carol: I feel like so many consultants that I talk to want to give that, to organ to, To leaders. Let's, let's take everybody, take, give them that permission to, to take a break and take a step back and. Think about those priorities. So how can people find you? How can they be in touch? Devon: I. My website is definitely www.clarklawrenceconsulting.com. And you can find more information about me, about what I do. There is a form to, to reach out to me on, on my website. So yes, all are welcome to check it out. Carol: And we'll definitely have that link in the, in the show notes. So thank you. Can find Devin there. Alright, well thank you so much. Thank you for coming on the podcast. Devon: Absolutely. Thank you for having me. Carol: Thank you for listening to this episode. I really appreciate the time you spend with me and my guests. You can find out how to connect with Devon, the full transcript of our conversation, as well as any links and resources mentioned during the show in the show notes at missionimpactpodcast.com/shownotes. I want to thank Isabelle Strauss-Riggs for her support in editing and production as well as Cindy Rivera Grazer of 100 Ninjas for her production support. Mission: Impact is brought to you by Grace Social Sector Consulting. Grace Social Sector brings you whole-brain strategic planning, mapping, & audits for nonprofits and associations. We combine left-brain strategy and analysis + right-brain wisdom about human complexities for a proven, whole-brain, whole-organization process through which every stakeholder thrives. Reach out to us for support and facilitation of strategic planning, mapping your impact, auditing your services and getting an organizational assessment. We especially love working with staffed nonprofits and associations with human centered missions. Please take a minute to rate and review Mission Impact on Apple podcasts or wherever you listen to podcasts. It helps other people find the podcast. We appreciate it! And until next time, thank you for everything you do to contribute and make an impact. ![]() In episode 76 of Mission: Impact, Carol Hamilton and Erin Allgood discuss
Guest Bio: Erin Allgood helps organizations and individuals who give a damn create real impact. As the founder of Allgood Strategies, Erin helps socially-conscious organizations with strategic planning, organizational development, and leadership coaching. Her services focus on catalyzing social change at the systems, organizational, and individual levels. Important Links and Resources:
Transcript: Erin Allgood: It, I think, can be really liberating for organizations to see that it's not incumbent upon them to fix everything. that they actually have partners who are gonna be doing similar work and in this, and in that are on a similar journey, but aren't necessarily that their work is complementary to, to theirs. Carol Hamilton: What is a theory of change and why should you have one? Beyond the answer of well --- our funders require us to include it in our grant proposal, there are a lot of advantages to mapping out what your theory of change is for your organization. It can seem a little esoteric and a little wonky and a little academic. And what even is a theory of change? Simply put – it is a graphic or written description of how your organization’s work moves your mission and vision forward – it helps you map these pieces and show the logic of why you are doing what you are doing. With this, you can also build evaluation systems that demonstrate your impact. Like any other strategy process – the conversations you will have to get the theory of change on paper or on a virtual white board – help create a common understanding of what you are really trying to do. And the process can reveal some gaps in your program design and process. Through the process you might be aiming to do XYZ with your vision – this is the change you are trying to create in the world. And then this is what we are doing in terms of programs and services – and by talking it through as a group, you realize that your expected short term, medium term and long outcomes from your program don’t actually move you closer to your vision. Or what has to be true for those outcomes to happen – the assumptions built into your design are not realistic – there is too much of a leap in logic from one to another – and you need to build in some more steps to move people along the expected journey or pathway. And the map is not the territory! Theories of change or logic models or impact maps simplify what is rarely simple.. They are never meant to capture all the possible permutations. Each person participating in your offerings will have their own unique experience. And they live complex lives with multiple things impacting them, their behavior and decisions. The process generates insights into which program elements and intended outcomes to focus on, and can help you demonstrate how changes are unfolding for participants—beyond just reporting how many people participated. Mission Impact is the podcast for progressive nonprofit leaders who want to build a better world without becoming a martyr to the cause. I’m Carol Hamilton, your podcast host and nonprofit holistic strategy consultant. Mission: Impact is brought to you by Grace Social Sector Consulting. Grace Social Sector brings you whole-brain strategic planning, mapping, & audits for nonprofits and associations. On this podcast we explore how to make your organization more effective and innovative. We dig into how to build organizational cultures where your work in the world is aligned with how you work together as staff, board members and volunteers. All for this is for the purpose of creating greater mission impact. My guest today on Mission Impact is Erin Allgood. Erin and I talk about what a theory of change is and the differences between theories of change and logic models, how a theory of change can help you make decisions between the many options and directions you might go – and your many good ideas, why each organization does not have to tackle everything – deciding what is the part of the problem that you will work on and what are you really suited to focus on – and who else is working in your space whose work complements yours is so important, and how it’s not all on your shoulders to fix – even if it can feel that way sometimes. Welcome, Erin. Welcome to Mission Impact. Erin: Oh, I'm so excited to be here. Thank you so much for having me. Carol: So I like to start out each episode with just a question around what drew you to the work that you do. What would you describe as your motivation or your why? Erin: I love this question and I of course like to listen to a couple of previous episodes, so I knew it was coming. I have always been somebody who has cared deeply about. Writing the injustices in the world in a lot of ways. My mom will tell you that I came out of the womb of feminist and I just have carried that energy with me ever since. And I had a very circuitous path to becoming a non-profit consultant. Mainly because I went to school for biochemistry. And hopefully this will be interesting for people to hear this, but I, and then I went and actually got a degree, a master's degree in nutritional biochemistry and was just like, this is not what I wanna do with my life. I was so interested. I realized what I was actually interested in was understanding systems. I was not actually interested in either doing bench science or doing anything like that. And so I started on a journey after all of that too. One to like to figure out where I wanted to actually like, be like in the world. And I started taking some courses on food systems and I took some courses on sustainable business and so on and so forth. And that was all while I was working for a pharmaceutical company. This was back in time like the 2009, 2010 timeframe because we were in a recession and there was no other work for me, and I had all these science degrees and I could go and do that. But what it really helped me to do is sharpen that focus on things like, I could not just have a job doing something I didn't care about. So I really needed to create what I. Wanted for myself. And that's, that was really the beginning of my consulting practice. I started in food systems and then about five years ago I broadened out to really have a much broader focus on organizations that were doing, like usually have some aspect of social justice in their work. And started doing things like strategic planning, organizational development and executive coaching . There's always little things here that come, come up here and there too, that I do a little bit of a long-winded answer. Carol: Well, it's often a winding, a winding journey to get to where you are, and especially at that beginning stage of your career where you're figuring out where do I fit? What am I really interested in? realizing, well, it's actually the systems that I'm interested in and how can I bring that systems perspective. I think that I had a similar point with my first job out of college. Working for people has heard this story before, but working for a magazine that got help helped people get on talk shows and, and coming to the point of realizing I don't wanna be promoting all comers. Hmm. I wanna be aligned with the missions that I'm helping support and helping move forward. So definitely can, can relate to that. And As you said, you and I do similar work focusing on strategic planning and organization development. And. I'm, one of the things that we, we also do, both of us is help organizations map out their impact, or sometimes it's called creating a theory of change. Sometimes it's called creating a logic model. There are a variety of different terms for that. And I'm wondering if you could just describe for our listeners what a theory of change is and, Why is it important for an organization to have one? Erin: Yeah. I love developing theories of change, talking about theories of change. So I'm so excited that this is the topic we're diving into today. I think of a theory of change as being the overarching way in which an organization creates change, or it could be an individual too. I've actually created a theory of change for myself as part of my business and we're. What I think about. When I think about a theory of change, it's really starting to identify what that real big vision is for an organization and it's broader than just obviously like their specific work in the world. I like to go really, really big picture with that. And then understand as part of that, like developing the theory of change process, where the organization fits in that broader landscape of change that they, of, of whatever that is that they're trying to bring forth. And so I think a lot of times when people develop a theory of change, it's just, it's, it's much more narrowly focused. And so I have a bit of a different take on that. And then you had mentioned logic models too. And anybody that knows me, knows me that I. Deeply, deeply hate logic models. I don't know how you feel about Carol: So what do you see as the difference between a theory of change versus a logic model? Erin: I think that, like a logic model gets really down into the weeds and it's, and it, presents things in a super linear way. And it, or it, presents how you create change in a linear way. Whereas I think of a theory of change as being It's, it's not, it's never quite that linear, right? Like we know that, like we know that change doesn't happen in a super linear fashion. We know that it's iterative. We know that like things cer, like certain things build upon one another. We know that like there's oftentimes this like squiggle, of a journey to get from point A to point B with a lot of different detours off of it as well. And so the way that I look at e Theory of change is like, it's a broader framework in which an organization is. Is what, that's helping to guide an organization versus the rigidity of a logic model where it's like, oh, here's like, here's our goal, here's our, the tactic that we're gonna take, and then here's the outcome we predict, and so on and so forth. It's, and that, that's not that that's anything. There's nothing wrong with that per se. But it leaves a lot of it. I think that what it does is it forces organizations into a bit of a, into a bit of a box in which they can't, they can't allow things to develop more organically or to emerge as they go through. And so it, and it doesn't allow them to necessarily grow as they're going through, through a process. And of course, we need to be able to like, have things and outcomes that we care about and want to map to an extent. But the way that I develop like a, when I work with organizations is I usually develop an idea of what it looks like to be successful, and that's not necessarily tied to. Like a metric, like increased participation by 27% or something like that nature. So it's a lot, the theory of change that I'll create oftentimes is a bit broader in focus. It of course has different strategies associated with it. So say an organization, one of those main strategies is gonna be education. So like, I'll often help organizations identify the big vision that will obviously go through and I, and talk about the mission and the core identity, like their values and beliefs and things like that, that underpin the work that they do. And then it will start to boil down to like what are those broad strategies that they're trying to do in order to be able to get to that vision. So for instance, one of the organizations I'm working with right now, we have identified that there's two main strategies. One is Like a focus on the individuals that they are trying to help through the work that they do. And then the other way is addressing systems level harm. So it's like really doing the on the ground work versus like, how do we fix this so that this systemic, these systemic issues aren't a problem as we, five years from now. And so underneath those, there's a couple of different programs that nestle underneath those. And then, and part of the addressing systems, Level harm. Those programs are like education and advocacy as you can imagine. And then there's the more specific programmatic work towards dealing with the individual piece of that. So that gives 'em a lot of space, in order to be able to say where they want to go from here in order to. To be able to create these kinds of change and they can use that theory of change as they move forward. It's, that's not necessarily tied to, a like three to five year strategic plan that could actually be like a much longer standing a , a tool for them to be able to use moving forward. And. It's and then it's also paired with obviously much more specific kinds of goals and objectives and priorities that I would bring into, into the actual written plan itself. But it's that broader framework that allows them to really play within those bounds and to be able to have that flexibility moving forward. So they're not, they're not super. Yeah, like backed into a corner when they have this like a super rigid plan in front of them or something like that. As you can tell, I don't write super rigid plans, probably. Carol: Yeah. And I appreciate the distinction between those different, those different things and I mean, even if you get into the nitty gritty with something like a logic model, I always want to. Tell people or help, help them bring some context that the map is not the territory. A model does not, is just a model. It doesn't define reality. It can be helpful as a tool to help you have a conversation, to come to agreement around what are the assumptions that we're, we're embedding in this, what do we think is gonna happen? How can we test that? But. Yeah, there's always a danger once it gets mapped out or in a plan that people get afraid to change it. And for me that's never the, the ultimate purpose of any of these kinds of processes, but it's more, I. Can we get stuff out of people's heads onto a page so that we can all look at it together? Yeah, I'm thinking, I'm, I'm starting to work with an organization right now and it's exactly that. It's a relatively new organization. They've got, the founder has some great ideas about what they wanna do. They're doing stuff already, but they haven't had a chance to expand things. And this. By doing one of these processes, theory of change, logic model, impact map, whatever you wanna call it. I think one of the biggest benefits will be to get a lot of the stuff that's in his head in other staff, staff, people's heads, maybe in board, if the board ends up being involved and get it out so that everybody can look at it and say, do we actually agree? On this picture of what we're, what we're trying to do together. Erin: Yeah. And I think it's, I mean that's like so powerful to be able to do that and just to make sure that everybody's on the same page and it's like the cornerstone of doing strategic planning cuz you never wanna get super far into a process and then be like, oh, we're not all on the same page at all. But it's also probably hard. And you, I'd love to hear your thoughts on this like, To get people sometimes to commit, especially especially a founder or especially organizations that are just super energized about things, to picking a path. Because a lot of the time, They wanna do everything. And I'm like, we create a theory of change so that they understand that they, they got, they start to see like the, the through line between like the work that they're doing and the outcome and, and the the vision that they're trying to achieve and outcomes. But it also helps them to see things like, oh, we can't, if we do like a thousand different things, we can't actually be super effective at any of them. Carol: Yeah, I literally said this yesterday. I was like, I have yet to meet a nonprofit staff, person, leader, board member, executive director, who did not have enough ideas. Yeah. Yep. There is always an abundance of ideas, different directions, different tactics, different strategies, all to move towards the same vision. But what are the ones that you are gonna choose? What are the ones that you are really gonna deepen and get good at? What's within your core competencies and it's, it's hard to make those decisions, especially as a group, but I think that's, that's a part of what these, these kinds of processes can help with as well to, to set some priorities and refine that. And I, I appreciated what you said about the theory of change. Also being also mapping the wider context that the organization is in, because the ones that I have seen have been a little bit in a vacuum. So I'd love for you to say a little bit more about what that looks like and the benefits of doing that. Erin: Yeah. I am so grateful that you asked that question too, cuz I love talking about it. It's, I look at , I think that when. Again, that helps them to narrow some of their focus when we start to look at the broader picture and be like, well, what are, what is the lane that you're playing in this? And what is, what is also the lane that your partners are playing in? Because it should likely be a little bit different than what they're playing in. And so I think I love the tagline for this podcast, like how not to become a martyr to the cause. Because I think that a lot of people look at it like, oh, we have to do everything. We have to do everything under the sun in order to be able to like tackle X, Y, z, whatever, whatever their, their cause actually is. And it's, I think, can be really liberating for organizations to see that it's, it's not incumbent upon them to fix everything. that they actually have partners who are gonna be doing similar work and in this, and in that are on a similar journey, but aren't necessarily that their work is complementary to, to theirs. What I also think is super important about that part of things too, is I like to help organizations really understand that they're start to break up with this idea around, White supremacy culture and like how that gets like enacted within organizations, which is so much rooted in, oftentimes you see that kinda individualism, which can play out like within the internal culture of an organization or for the organization themselves too. like, oh, we're on it, on our own. We're just doing it, we're just charging forth and we're by ourselves in this. And I help them to start to break up with that idea that they have to do it all by themselves. And that they are like the center of all of that. So it's, there's a couple of different reasons why I, why I help them see that bigger picture. But a lot of it is, starting to shift this narrative around like any one organization is, is. Going to create the change that they actually do need collaboration in order to be able to bring about these things. And we're talking about wicked problems, right? Like we're these, or like, these are like things that nobody solves on their own. And to be able to even try to say that they could, develops that hero complex that I think is, so detrimental within our sector because we don't want people out there just being like, like pomp, his assholes like thinking that, that like, they're the only reason why change create, like happens. No, it actually does. It requires many, many different people working towards the same goal, coming at a, from a bunch of different angles and and we just, yeah, we don't want that to be. We wanna start to shift towards more collaboration and less of this individualism, is one of the things that I try to help organizations do. Carol: Yeah. Helping them see how they can be complementary to the other organizations that are in the same space as them. Not competing for the same ground but, but working together to, to solve the problem. As you say, they're, they're. Most of these problems that organizations are working on are huge and complex. And, and yeah, the hero is probably the positive version of Martyr. And both of them, I, I, I mean, from my point of view or, or from my experience, it's rare. and their exceptions, but it's rarely out of a sense of it's gotta be all mine. But there is this like, it's all on my shoulders feeling. And it's like, no, it's not. I. You're one person, you're one organization. You're at one time in a whole movement of people, sector, what, whatever, term you want to use, that you're part of this larger ecosystem that's working towards that vision with you. And if you can see that, you can take a deep breath, relax a little bit, and focus on what you do best. Hmm. Erin: Yeah, when I've done this work, cuz I've done theory of change obviously as part of like strategic planning processes and things like that when I've done this also with , like I've gone in and into like teach younger, students and like college students talking about things like how do we do, how do we start to shift our practices so that we can. What did I call it before? It was like conscientious consulting, I think is how I talked about it. Like how do we shift our business practices, to be more, I don't know, probably inclusive jest, et cetera, like something of that nature. But , I think what I've, what I've heard from a lot of folks when they reach out to me, they're like, oh, I just wanna do what you do in the world, and how do we, how do I do this? , and I'm like, okay, one. It's taken me a decade to get to this place. there's no, there's no quick fix, there's no silver bullet here to just kinda like do this work. And so much of what I've, how I've done this work is just so, like, it's just developed organically in a, in a way that's really unique to who I am, but it's, I think a lot of people are so, they have such an appetite to go out and, and be those kinds of change makers and they don't necessarily have. They don't have the grounding yet to understand a lot of the things we just said, like that we don't do this, that, that it's, that we do, they don't realize that they can't do it on their own. They don't realize that they can't like that it's all focused on them. So like, for instance, I've seen I've done a bunch of, I also judged a bunch of pitch competitions before. I don't know if you've done that before. It's super fun. But I just hear like these, these students who are just like coming at these things from a place where which they're so amazing, I should say that before I dive into this, but, but they're coming at it from such a narrow perspective of like, I'm gonna solve this problem, I'm gonna do it this way. And they haven't necessarily thought about it from this broader perspective of like, you're going perhaps into like a community to try to solve this problem. Does that community even exist? Want you to solve this problem? Like, or is that really the solution? That's, Carol: Is that the problem that they want you to solve? Right. Have you talked to them? Yeah. What are their perspectives? What are their priorities? Yeah. Erin: Yep. Exactly. So like part of like the theory of change for me too is just like helping them to, for like. Especially if we're, they're doing it on an individual level to kinda like to interrogate that a bit. Like where, what are your motivations for trying to, to be quite unquote like a changemaker in the world? Like what is your motivation for trying to do this work and how do you get, and if it's really like once you've like tested it a little bit for yourself and like put it through the ringer and you come back to it and you're like, yep, this is still what I want to do. , then how do you start to build around that so that it actually, so that it has some more teeth to it, so that it actually has so that it makes sense in the broader context of what you're trying to do. And is that, and have you really taken a closer look at what the community wants too? That's, so those are some of the, the conversations I have with, I mean, with organizations, but also with individuals too, who are trying to go out there and figure out what their place is in the world. Carol: Yeah, and it could be, I've heard career advice framed in the, in the point of view of saying, don't think about what you wanna do, but think about what problem you wanna solve in the world. And so that could be a starting point, but at the same time, it's, what does the community want? What does the community need? What, what are their priorities? And then who's already doing work that you. Want to do and how can you get on their bandwagon first before you create your own bandwagon? Erin: Right, right. Because a lot of people come at something without really a depth of understanding. And I, I mean, and I'll say that, like for myself too, when I first started doing food systems consulting, I remember, I'd had training in that and I had been so excited to go out and like, Do something. And I worked with food pantries and things like that, and I was like, okay, well I'm gonna help. Like of course I sound like such a douche bag in younger me, what I mean? Carol: We'll forgive your younger self Erin: Okay. Yeah. We'll forgive the younger me, but I was just like I was, I did my master's degree at a time when obesity was like the big thing and I was like, oh, well we've got to like help. I have to help people who are food insecure eat better. And like nowadays I'm just like, they have to eat healthier. I'm gonna help them, access local food and things like that. And now I look back and I'm like, Oh, I just didn't understand the systems level issues that were at play here. Like, it's not that people can't access good food or, or I mean, well, yes, they can't access good food for a lot of different reasons, but it's not because they can't do it for whatever X, Y, Z. It's not because they're making that choices or they don't choices don't want to Carol: do it, which I think is somehow at times how it's framed. Erin: Exactly. It's like, oh, we actually have really. Bad policies in our, in, that are preventing people from being able to actually access food. We don't, people pay people living wages. We don't do X, Y, Z. And so it took me like a really long time to start to understand that like whenever I saw a problem on the surface, I. What do I mean? That there was a whole like iceberg below that of like reasons why that problem was presenting the way that it was, and that like, if I didn't start to understand the depth of it, I was not going to be able to like even start to make a, an impact like even the smallest impact or difference on that. And I think, and so that's why I, I, I always. I've, I've started to really understand the complexity of those kinds of things much more in depth. And I help my clients do that, and I help young people start to do that too, because I'm like, we can solve like a surface level problem, but if we start solve that surface level problem, who's to say that that's not going to give rise to a bunch of other problems down the road because we're not actually getting at the root cause of anything. Carol: Yeah. And I think that's where processes like mapping out a theory of change can, it basically helps you start mapping out that iceberg. Yeah. What are all the factors that aren't as obvious? And what are all the assumptions built in? What are the things that we're not, not seeing on the surface that could help really make a different or more impactful Strategy to, to address, to address those wider concerns. And I, I mean, I feel like there's sometimes in the sector a little bit of a false dichotomy between, we're gonna help the person in their, their, their immediate need versus the longer term policy, systemic thing. And to me, we need to do both. It doesn't have to be an either or. Some people will be drawn to one, some people will be drawn to the other. And, and both. move, move things forward. Yeah. And make, make things more positive for people. Erin: Yeah. Oh, I love those kinds of conversations we have with organizations though, like that depth of just starting to dive into it and starting to understand what is really like the thing here. Like what are we trying to do? And I'm trying to think of a good example to share that wouldn't violate confidentiality at the moment, but like cuz I really, cuz I would love to be able to illustrate some of this, but. Carol: Yeah, cuz it can be, I think that's what keeps people away from these kinds of processes cuz it sounds so esoteric and it's like, wow, we've got, we've got immediate, urgent work to do. Why would we wanna buy that? We're going through a process Erin: like this. Right, exactly. Like and kind. It's heady and it's just very, it can feel really abstract for people who like things to be a little bit more concrete. But I'll, like, I did a retreat with an organization and who works on it. Who does harm reduction work? So, helping folks literally by, handing out clean syringes and things like that and does a whole lot of other things as well. But what it boiled down to as we were doing the retreat was that, One, we had to tackle stigma, in order to be able to like, to help, like the big picture is to reduce overdose deaths, right? Like, and to give people everything that they need in order to live full, happy, meaningful lives ? And as we drill down more and more and more into that, it was like, oh, radical love. Is actually at the core of this. Mm-hmm. What do I mean? Like we actually have to figure out how to amplify radical love for everyone? And like, and I give myself goosebumps thinking about that. Like it's when you start to delve into that and it's, and of course there's like, there's like a gazillion more layers of which, that, that come as part of that framework, but , it's. Or how do I do it ? Part of it is like, how do we infuse that radical love into, into the work itself? Because that's such, that is like a key to being able to actually move forward with things. And to create and to actually transform our society and to one where we really like, where people who do use drugs are actually, they are treated as whole human beings worthy of respect and deserving of love. And so, for me, like I wanna get down to that level with my, with my organizations and like, so that we can start to say, now how do we operationalize that? How do we operationalize radical love? Because if we can start to figure out how to do that and to put that into place, then we will really be able to, to do unbelievable, amazing things. And I don't think that there's a lot of them. Like you were saying before, like for a lot of people to try to get to that place, they're just like, what is she talking about? What do I mean? Like what, what are you even talking about Erin? And some people just do not come along that journey with me always. But once if they can, and if they do, if they can stick with it long enough, they'll be able to see something really, really powerful reflected in the final product. And they will have, just by having asked those questions of themselves, they are going to be a stronger organization for that. Carol: Yeah, I mean, I can imagine how that. Could show up in so many different aspects of the organization, their culture, how they're treating each other day to day, all of that. If they're centering that, that, radical love and, and really putting that at the, at the center, then it ripples out in a, in lots of, lots of different ways. Yeah. That's powerful. Yeah, for sure. Aspirational, definitely. So in previous episodes, I've asked a random icebreaker question at the end, and I am, I'm changing things up a little bit. Going forward and just one gonna ask each guest what permission slip would they give to nonprofit leaders, or what would they invite them to consider as they work to cultivate a healthy organizational culture? So what would yours be? Either a permission slip or an invitation towards, I guess, that radical love that we're talking about. Yeah. Erin: I mean, I would want them to have a permission slip, I guess, to take the time out to really do that work, especially with their staff, with their stakeholders, to really ask themselves those kinds of questions because I think that a lot of leaders. And, their staff for sure too, like to lose sight of the mission work in the day-to-day. They go from task to task. They never pick their head up and get to look at the bigger picture, the, the, the real, the big vision that they're working towards. And so giving themselves an opportunity just to reconnect to that periodically, I think would be transformative. In so many different ways, and then figuring out how to infuse some of that magic, like into, into more of the day-to-day too. So like how do you keep that, how do you continue to keep that the reason why everybody got into this work in the first place, like alive and front and center for people. I mean, if they can do that, that'll be amazing. Carol: Yeah, so they can keep that high from the retreat, the enthusiasm and bring it and figure out ways. It can't, it can't just be a wish. You have to think about what are the different ways that you're actually going to keep bringing us back to our why. Erin: Yeah, exactly. Carol: So how can people find you and be Erin: in touch? Yeah, people can find me@allgoodstrategies.com and I also have my own podcast that you're gonna be on, Carol, I'm so excited, called Rise and Ruse Conversations for those who give a damn. And folks can, probably the easiest way to find that is to just go to Instagram and type in at Rise and Ruse. And so just follow me. I would love to be able to Yeah, connect with anybody and if you go to my website, you can find my contact information and all that jazz too. Carol: All right. Well, thank you so much. Thank you, Erin. I really appreciated the conversation. Erin: Thank you so much too. This was a really fun opportunity and yeah, and I hope that it'll be interesting for folks. Carol: Thank you for listening to this episode. I really appreciate the time you spend with me and my guests. You can find out how to connect with Erin, her full bio, the full transcript of our conversation, as well as any links and resources mentioned during the show in the show notes at missionimpactpodcast.com/shownotes. I want to thank Isabelle Strauss-Riggs for her support in editing and production as well as Cindy Rivera Grazer of 100 Ninjas for her production support. Mission: Impact is brought to you by Grace Social Sector Consulting. Grace Social Sector brings you whole-brain strategic planning, mapping, & audits for nonprofits and associations. We combine left-brain strategy and analysis + right-brain wisdom about human complexities for a proven, whole-brain, whole-organization process through which every stakeholder thrives. Reach out to us for support and facilitation of strategic planning, mapping your impact, auditing your services and getting an organizational assessment. We especially love working with staffed nonprofits and associations with human centered missions. If you enjoyed this episode, please share it on your favorite social media platform and tag us. We appreciate you helping us get the word out. And until next time, thank you for everything you do to contribute and make an impact. ![]() In episode 75 of Mission: Impact, Carol Hamilton and Danielle Marshall discuss
Guest Bio: Danielle is an inclusive leader focused on strengthening collaboration among teams, leaders, and stakeholders to foster problem-solving, create solutions, and improve culture. She finds her inspiration in leading systemic change work that promotes equity and inclusion. Danielle founded Culture Principles in response to a persistent need to operationalize Racial Equity, Diversity, and Inclusion metrics, centering REDI goals and creating accountability systems. She supports clients through her Mapping Equity Framework focused on Unearthing Knowledge, Elevating Strategy, and Transforming Sustainability. She centers her work around organizational assessment, racial equity learning intensives, and the development of racial equity action plans. Understanding that each organization arrives at this work from different perspectives, she utilizes assessment in building a customized strategy for each unique partner. Previously Danielle served as a non-profit leader for 20+ years and today works on strategy development that enables nonprofits to achieve equitable mission-driven results. Danielle holds a Master's degree in Industrial-Organizational Psychology from Louisiana Tech University and draws on her background as an I/O psychologist in applying a racial equity lens to organizational policies, practices, and programs. She is a Certified Diversity Professional (CDP)/ Executive Coach (ACC). During her playtime, you can find Danielle traveling, knitting, and kayaking in all 50 states. Important Links and Resources:
Transcript: Erin Allgood: It, I think, can be really liberating for organizations to see that it's not incumbent upon them to fix everything. that they actually have partners who are gonna be doing similar work and in this, and in that are on a similar journey, but aren't necessarily that their work is complementary to, to theirs. Carol Hamilton: What is a theory of change and why should you have one? Beyond the answer of well --- our funders require us to include it in our grant proposal, there are a lot of advantages to mapping out what your theory of change is for your organization. It can seem a little esoteric and a little wonky and a little academic. And what even is a theory of change? Simply put – it is a graphic or written description of how your organization’s work moves your mission and vision forward – it helps you map these pieces and show the logic of why you are doing what you are doing. With this, you can also build evaluation systems that demonstrate your impact. Like any other strategy process – the conversations you will have to get the theory of change on paper or on a virtual white board – help create a common understanding of what you are really trying to do. And the process can reveal some gaps in your program design and process. Through the process you might be aiming to do XYZ with your vision – this is the change you are trying to create in the world. And then this is what we are doing in terms of programs and services – and by talking it through as a group, you realize that your expected short term, medium term and long outcomes from your program don’t actually move you closer to your vision. Or what has to be true for those outcomes to happen – the assumptions built into your design are not realistic – there is too much of a leap in logic from one to another – and you need to build in some more steps to move people along the expected journey or pathway. And the map is not the territory! Theories of change or logic models or impact maps simplify what is rarely simple.. They are never meant to capture all the possible permutations. Each person participating in your offerings will have their own unique experience. And they live complex lives with multiple things impacting them, their behavior and decisions. The process generates insights into which program elements and intended outcomes to focus on, and can help you demonstrate how changes are unfolding for participants—beyond just reporting how many people participated. Mission Impact is the podcast for progressive nonprofit leaders who want to build a better world without becoming a martyr to the cause. I’m Carol Hamilton, your podcast host and nonprofit holistic strategy consultant. Mission: Impact is brought to you by Grace Social Sector Consulting. Grace Social Sector brings you whole-brain strategic planning, mapping, & audits for nonprofits and associations. On this podcast we explore how to make your organization more effective and innovative. We dig into how to build organizational cultures where your work in the world is aligned with how you work together as staff, board members and volunteers. All for this is for the purpose of creating greater mission impact. My guest today on Mission Impact is Erin Allgood. Erin and I talk about what a theory of change is and the differences between theories of change and logic models, how a theory of change can help you make decisions between the many options and directions you might go – and your many good ideas, why each organization does not have to tackle everything – deciding what is the part of the problem that you will work on and what are you really suited to focus on – and who else is working in your space whose work complements yours is so important, and how it’s not all on your shoulders to fix – even if it can feel that way sometimes. Welcome, Erin. Welcome to Mission Impact. Erin: Oh, I'm so excited to be here. Thank you so much for having me. Carol: So I like to start out each episode with just a question around what drew you to the work that you do. What would you describe as your motivation or your why? Erin: I love this question and I of course like to listen to a couple of previous episodes, so I knew it was coming. I have always been somebody who has cared deeply about. Writing the injustices in the world in a lot of ways. My mom will tell you that I came out of the womb of feminist and I just have carried that energy with me ever since. And I had a very circuitous path to becoming a non-profit consultant. Mainly because I went to school for biochemistry. And hopefully this will be interesting for people to hear this, but I, and then I went and actually got a degree, a master's degree in nutritional biochemistry and was just like, this is not what I wanna do with my life. I was so interested. I realized what I was actually interested in was understanding systems. I was not actually interested in either doing bench science or doing anything like that. And so I started on a journey after all of that too. One to like to figure out where I wanted to actually like, be like in the world. And I started taking some courses on food systems and I took some courses on sustainable business and so on and so forth. And that was all while I was working for a pharmaceutical company. This was back in time like the 2009, 2010 timeframe because we were in a recession and there was no other work for me, and I had all these science degrees and I could go and do that. But what it really helped me to do is sharpen that focus on things like, I could not just have a job doing something I didn't care about. So I really needed to create what I. Wanted for myself. And that's, that was really the beginning of my consulting practice. I started in food systems and then about five years ago I broadened out to really have a much broader focus on organizations that were doing, like usually have some aspect of social justice in their work. And started doing things like strategic planning, organizational development and executive coaching . There's always little things here that come, come up here and there too, that I do a little bit of a long-winded answer. Carol: Well, it's often a winding, a winding journey to get to where you are, and especially at that beginning stage of your career where you're figuring out where do I fit? What am I really interested in? realizing, well, it's actually the systems that I'm interested in and how can I bring that systems perspective. I think that I had a similar point with my first job out of college. Working for people has heard this story before, but working for a magazine that got help helped people get on talk shows and, and coming to the point of realizing I don't wanna be promoting all comers. Hmm. I wanna be aligned with the missions that I'm helping support and helping move forward. So definitely can, can relate to that. And As you said, you and I do similar work focusing on strategic planning and organization development. And. I'm, one of the things that we, we also do, both of us is help organizations map out their impact, or sometimes it's called creating a theory of change. Sometimes it's called creating a logic model. There are a variety of different terms for that. And I'm wondering if you could just describe for our listeners what a theory of change is and, Why is it important for an organization to have one? Erin: Yeah. I love developing theories of change, talking about theories of change. So I'm so excited that this is the topic we're diving into today. I think of a theory of change as being the overarching way in which an organization creates change, or it could be an individual too. I've actually created a theory of change for myself as part of my business and we're. What I think about. When I think about a theory of change, it's really starting to identify what that real big vision is for an organization and it's broader than just obviously like their specific work in the world. I like to go really, really big picture with that. And then understand as part of that, like developing the theory of change process, where the organization fits in that broader landscape of change that they, of, of whatever that is that they're trying to bring forth. And so I think a lot of times when people develop a theory of change, it's just, it's, it's much more narrowly focused. And so I have a bit of a different take on that. And then you had mentioned logic models too. And anybody that knows me, knows me that I. Deeply, deeply hate logic models. I don't know how you feel about Carol: So what do you see as the difference between a theory of change versus a logic model? Erin: I think that, like a logic model gets really down into the weeds and it's, and it, presents things in a super linear way. And it, or it, presents how you create change in a linear way. Whereas I think of a theory of change as being It's, it's not, it's never quite that linear, right? Like we know that, like we know that change doesn't happen in a super linear fashion. We know that it's iterative. We know that like things cer, like certain things build upon one another. We know that like there's oftentimes this like squiggle, of a journey to get from point A to point B with a lot of different detours off of it as well. And so the way that I look at e Theory of change is like, it's a broader framework in which an organization is. Is what, that's helping to guide an organization versus the rigidity of a logic model where it's like, oh, here's like, here's our goal, here's our, the tactic that we're gonna take, and then here's the outcome we predict, and so on and so forth. It's, and that, that's not that that's anything. There's nothing wrong with that per se. But it leaves a lot of it. I think that what it does is it forces organizations into a bit of a, into a bit of a box in which they can't, they can't allow things to develop more organically or to emerge as they go through. And so it, and it doesn't allow them to necessarily grow as they're going through, through a process. And of course, we need to be able to like, have things and outcomes that we care about and want to map to an extent. But the way that I develop like a, when I work with organizations is I usually develop an idea of what it looks like to be successful, and that's not necessarily tied to. Like a metric, like increased participation by 27% or something like that nature. So it's a lot, the theory of change that I'll create oftentimes is a bit broader in focus. It of course has different strategies associated with it. So say an organization, one of those main strategies is gonna be education. So like, I'll often help organizations identify the big vision that will obviously go through and I, and talk about the mission and the core identity, like their values and beliefs and things like that, that underpin the work that they do. And then it will start to boil down to like what are those broad strategies that they're trying to do in order to be able to get to that vision. So for instance, one of the organizations I'm working with right now, we have identified that there's two main strategies. One is Like a focus on the individuals that they are trying to help through the work that they do. And then the other way is addressing systems level harm. So it's like really doing the on the ground work versus like, how do we fix this so that this systemic, these systemic issues aren't a problem as we, five years from now. And so underneath those, there's a couple of different programs that nestle underneath those. And then, and part of the addressing systems, Level harm. Those programs are like education and advocacy as you can imagine. And then there's the more specific programmatic work towards dealing with the individual piece of that. So that gives 'em a lot of space, in order to be able to say where they want to go from here in order to. To be able to create these kinds of change and they can use that theory of change as they move forward. It's, that's not necessarily tied to, a like three to five year strategic plan that could actually be like a much longer standing a , a tool for them to be able to use moving forward. And. It's and then it's also paired with obviously much more specific kinds of goals and objectives and priorities that I would bring into, into the actual written plan itself. But it's that broader framework that allows them to really play within those bounds and to be able to have that flexibility moving forward. So they're not, they're not super. Yeah, like backed into a corner when they have this like a super rigid plan in front of them or something like that. As you can tell, I don't write super rigid plans, probably. Carol: Yeah. And I appreciate the distinction between those different, those different things and I mean, even if you get into the nitty gritty with something like a logic model, I always want to. Tell people or help, help them bring some context that the map is not the territory. A model does not, is just a model. It doesn't define reality. It can be helpful as a tool to help you have a conversation, to come to agreement around what are the assumptions that we're, we're embedding in this, what do we think is gonna happen? How can we test that? But. Yeah, there's always a danger once it gets mapped out or in a plan that people get afraid to change it. And for me that's never the, the ultimate purpose of any of these kinds of processes, but it's more, I. Can we get stuff out of people's heads onto a page so that we can all look at it together? Yeah, I'm thinking, I'm, I'm starting to work with an organization right now and it's exactly that. It's a relatively new organization. They've got, the founder has some great ideas about what they wanna do. They're doing stuff already, but they haven't had a chance to expand things. And this. By doing one of these processes, theory of change, logic model, impact map, whatever you wanna call it. I think one of the biggest benefits will be to get a lot of the stuff that's in his head in other staff, staff, people's heads, maybe in board, if the board ends up being involved and get it out so that everybody can look at it and say, do we actually agree? On this picture of what we're, what we're trying to do together. Erin: Yeah. And I think it's, I mean that's like so powerful to be able to do that and just to make sure that everybody's on the same page and it's like the cornerstone of doing strategic planning cuz you never wanna get super far into a process and then be like, oh, we're not all on the same page at all. But it's also probably hard. And you, I'd love to hear your thoughts on this like, To get people sometimes to commit, especially especially a founder or especially organizations that are just super energized about things, to picking a path. Because a lot of the time, They wanna do everything. And I'm like, we create a theory of change so that they understand that they, they got, they start to see like the, the through line between like the work that they're doing and the outcome and, and the the vision that they're trying to achieve and outcomes. But it also helps them to see things like, oh, we can't, if we do like a thousand different things, we can't actually be super effective at any of them. Carol: Yeah, I literally said this yesterday. I was like, I have yet to meet a nonprofit staff, person, leader, board member, executive director, who did not have enough ideas. Yeah. Yep. There is always an abundance of ideas, different directions, different tactics, different strategies, all to move towards the same vision. But what are the ones that you are gonna choose? What are the ones that you are really gonna deepen and get good at? What's within your core competencies and it's, it's hard to make those decisions, especially as a group, but I think that's, that's a part of what these, these kinds of processes can help with as well to, to set some priorities and refine that. And I, I appreciated what you said about the theory of change. Also being also mapping the wider context that the organization is in, because the ones that I have seen have been a little bit in a vacuum. So I'd love for you to say a little bit more about what that looks like and the benefits of doing that. Erin: Yeah. I am so grateful that you asked that question too, cuz I love talking about it. It's, I look at , I think that when. Again, that helps them to narrow some of their focus when we start to look at the broader picture and be like, well, what are, what is the lane that you're playing in this? And what is, what is also the lane that your partners are playing in? Because it should likely be a little bit different than what they're playing in. And so I think I love the tagline for this podcast, like how not to become a martyr to the cause. Because I think that a lot of people look at it like, oh, we have to do everything. We have to do everything under the sun in order to be able to like tackle X, Y, z, whatever, whatever their, their cause actually is. And it's, I think, can be really liberating for organizations to see that it's, it's not incumbent upon them to fix everything. that they actually have partners who are gonna be doing similar work and in this, and in that are on a similar journey, but aren't necessarily that their work is complementary to, to theirs. What I also think is super important about that part of things too, is I like to help organizations really understand that they're start to break up with this idea around, White supremacy culture and like how that gets like enacted within organizations, which is so much rooted in, oftentimes you see that kinda individualism, which can play out like within the internal culture of an organization or for the organization themselves too. like, oh, we're on it, on our own. We're just doing it, we're just charging forth and we're by ourselves in this. And I help them to start to break up with that idea that they have to do it all by themselves. And that they are like the center of all of that. So it's, there's a couple of different reasons why I, why I help them see that bigger picture. But a lot of it is, starting to shift this narrative around like any one organization is, is. Going to create the change that they actually do need collaboration in order to be able to bring about these things. And we're talking about wicked problems, right? Like we're these, or like, these are like things that nobody solves on their own. And to be able to even try to say that they could, develops that hero complex that I think is, so detrimental within our sector because we don't want people out there just being like, like pomp, his assholes like thinking that, that like, they're the only reason why change create, like happens. No, it actually does. It requires many, many different people working towards the same goal, coming at a, from a bunch of different angles and and we just, yeah, we don't want that to be. We wanna start to shift towards more collaboration and less of this individualism, is one of the things that I try to help organizations do. Carol: Yeah. Helping them see how they can be complementary to the other organizations that are in the same space as them. Not competing for the same ground but, but working together to, to solve the problem. As you say, they're, they're. Most of these problems that organizations are working on are huge and complex. And, and yeah, the hero is probably the positive version of Martyr. And both of them, I, I, I mean, from my point of view or, or from my experience, it's rare. and their exceptions, but it's rarely out of a sense of it's gotta be all mine. But there is this like, it's all on my shoulders feeling. And it's like, no, it's not. I. You're one person, you're one organization. You're at one time in a whole movement of people, sector, what, whatever, term you want to use, that you're part of this larger ecosystem that's working towards that vision with you. And if you can see that, you can take a deep breath, relax a little bit, and focus on what you do best. Hmm. Erin: Yeah, when I've done this work, cuz I've done theory of change obviously as part of like strategic planning processes and things like that when I've done this also with , like I've gone in and into like teach younger, students and like college students talking about things like how do we do, how do we start to shift our practices so that we can. What did I call it before? It was like conscientious consulting, I think is how I talked about it. Like how do we shift our business practices, to be more, I don't know, probably inclusive jest, et cetera, like something of that nature. But , I think what I've, what I've heard from a lot of folks when they reach out to me, they're like, oh, I just wanna do what you do in the world, and how do we, how do I do this? , and I'm like, okay, one. It's taken me a decade to get to this place. there's no, there's no quick fix, there's no silver bullet here to just kinda like do this work. And so much of what I've, how I've done this work is just so, like, it's just developed organically in a, in a way that's really unique to who I am, but it's, I think a lot of people are so, they have such an appetite to go out and, and be those kinds of change makers and they don't necessarily have. They don't have the grounding yet to understand a lot of the things we just said, like that we don't do this, that, that it's, that we do, they don't realize that they can't do it on their own. They don't realize that they can't like that it's all focused on them. So like, for instance, I've seen I've done a bunch of, I also judged a bunch of pitch competitions before. I don't know if you've done that before. It's super fun. But I just hear like these, these students who are just like coming at these things from a place where which they're so amazing, I should say that before I dive into this, but, but they're coming at it from such a narrow perspective of like, I'm gonna solve this problem, I'm gonna do it this way. And they haven't necessarily thought about it from this broader perspective of like, you're going perhaps into like a community to try to solve this problem. Does that community even exist? Want you to solve this problem? Like, or is that really the solution? That's, Carol: Is that the problem that they want you to solve? Right. Have you talked to them? Yeah. What are their perspectives? What are their priorities? Yeah. Erin: Yep. Exactly. So like part of like the theory of change for me too is just like helping them to, for like. Especially if we're, they're doing it on an individual level to kinda like to interrogate that a bit. Like where, what are your motivations for trying to, to be quite unquote like a changemaker in the world? Like what is your motivation for trying to do this work and how do you get, and if it's really like once you've like tested it a little bit for yourself and like put it through the ringer and you come back to it and you're like, yep, this is still what I want to do. , then how do you start to build around that so that it actually, so that it has some more teeth to it, so that it actually has so that it makes sense in the broader context of what you're trying to do. And is that, and have you really taken a closer look at what the community wants too? That's, so those are some of the, the conversations I have with, I mean, with organizations, but also with individuals too, who are trying to go out there and figure out what their place is in the world. Carol: Yeah, and it could be, I've heard career advice framed in the, in the point of view of saying, don't think about what you wanna do, but think about what problem you wanna solve in the world. And so that could be a starting point, but at the same time, it's, what does the community want? What does the community need? What, what are their priorities? And then who's already doing work that you. Want to do and how can you get on their bandwagon first before you create your own bandwagon? Erin: Right, right. Because a lot of people come at something without really a depth of understanding. And I, I mean, and I'll say that, like for myself too, when I first started doing food systems consulting, I remember, I'd had training in that and I had been so excited to go out and like, Do something. And I worked with food pantries and things like that, and I was like, okay, well I'm gonna help. Like of course I sound like such a douche bag in younger me, what I mean? Carol: We'll forgive your younger self Erin: Okay. Yeah. We'll forgive the younger me, but I was just like I was, I did my master's degree at a time when obesity was like the big thing and I was like, oh, well we've got to like help. I have to help people who are food insecure eat better. And like nowadays I'm just like, they have to eat healthier. I'm gonna help them, access local food and things like that. And now I look back and I'm like, Oh, I just didn't understand the systems level issues that were at play here. Like, it's not that people can't access good food or, or I mean, well, yes, they can't access good food for a lot of different reasons, but it's not because they can't do it for whatever X, Y, Z. It's not because they're making that choices or they don't choices don't want to Carol: do it, which I think is somehow at times how it's framed. Erin: Exactly. It's like, oh, we actually have really. Bad policies in our, in, that are preventing people from being able to actually access food. We don't, people pay people living wages. We don't do X, Y, Z. And so it took me like a really long time to start to understand that like whenever I saw a problem on the surface, I. What do I mean? That there was a whole like iceberg below that of like reasons why that problem was presenting the way that it was, and that like, if I didn't start to understand the depth of it, I was not going to be able to like even start to make a, an impact like even the smallest impact or difference on that. And I think, and so that's why I, I, I always. I've, I've started to really understand the complexity of those kinds of things much more in depth. And I help my clients do that, and I help young people start to do that too, because I'm like, we can solve like a surface level problem, but if we start solve that surface level problem, who's to say that that's not going to give rise to a bunch of other problems down the road because we're not actually getting at the root cause of anything. Carol: Yeah. And I think that's where processes like mapping out a theory of change can, it basically helps you start mapping out that iceberg. Yeah. What are all the factors that aren't as obvious? And what are all the assumptions built in? What are the things that we're not, not seeing on the surface that could help really make a different or more impactful Strategy to, to address, to address those wider concerns. And I, I mean, I feel like there's sometimes in the sector a little bit of a false dichotomy between, we're gonna help the person in their, their, their immediate need versus the longer term policy, systemic thing. And to me, we need to do both. It doesn't have to be an either or. Some people will be drawn to one, some people will be drawn to the other. And, and both. move, move things forward. Yeah. And make, make things more positive for people. Erin: Yeah. Oh, I love those kinds of conversations we have with organizations though, like that depth of just starting to dive into it and starting to understand what is really like the thing here. Like what are we trying to do? And I'm trying to think of a good example to share that wouldn't violate confidentiality at the moment, but like cuz I really, cuz I would love to be able to illustrate some of this, but. Carol: Yeah, cuz it can be, I think that's what keeps people away from these kinds of processes cuz it sounds so esoteric and it's like, wow, we've got, we've got immediate, urgent work to do. Why would we wanna buy that? We're going through a process Erin: like this. Right, exactly. Like and kind. It's heady and it's just very, it can feel really abstract for people who like things to be a little bit more concrete. But I'll, like, I did a retreat with an organization and who works on it. Who does harm reduction work? So, helping folks literally by, handing out clean syringes and things like that and does a whole lot of other things as well. But what it boiled down to as we were doing the retreat was that, One, we had to tackle stigma, in order to be able to like, to help, like the big picture is to reduce overdose deaths, right? Like, and to give people everything that they need in order to live full, happy, meaningful lives ? And as we drill down more and more and more into that, it was like, oh, radical love. Is actually at the core of this. Mm-hmm. What do I mean? Like we actually have to figure out how to amplify radical love for everyone? And like, and I give myself goosebumps thinking about that. Like it's when you start to delve into that and it's, and of course there's like, there's like a gazillion more layers of which, that, that come as part of that framework, but , it's. Or how do I do it ? Part of it is like, how do we infuse that radical love into, into the work itself? Because that's such, that is like a key to being able to actually move forward with things. And to create and to actually transform our society and to one where we really like, where people who do use drugs are actually, they are treated as whole human beings worthy of respect and deserving of love. And so, for me, like I wanna get down to that level with my, with my organizations and like, so that we can start to say, now how do we operationalize that? How do we operationalize radical love? Because if we can start to figure out how to do that and to put that into place, then we will really be able to, to do unbelievable, amazing things. And I don't think that there's a lot of them. Like you were saying before, like for a lot of people to try to get to that place, they're just like, what is she talking about? What do I mean? Like what, what are you even talking about Erin? And some people just do not come along that journey with me always. But once if they can, and if they do, if they can stick with it long enough, they'll be able to see something really, really powerful reflected in the final product. And they will have, just by having asked those questions of themselves, they are going to be a stronger organization for that. Carol: Yeah, I mean, I can imagine how that. Could show up in so many different aspects of the organization, their culture, how they're treating each other day to day, all of that. If they're centering that, that, radical love and, and really putting that at the, at the center, then it ripples out in a, in lots of, lots of different ways. Yeah. That's powerful. Yeah, for sure. Aspirational, definitely. So in previous episodes, I've asked a random icebreaker question at the end, and I am, I'm changing things up a little bit. Going forward and just one gonna ask each guest what permission slip would they give to nonprofit leaders, or what would they invite them to consider as they work to cultivate a healthy organizational culture? So what would yours be? Either a permission slip or an invitation towards, I guess, that radical love that we're talking about. Yeah. Erin: I mean, I would want them to have a permission slip, I guess, to take the time out to really do that work, especially with their staff, with their stakeholders, to really ask themselves those kinds of questions because I think that a lot of leaders. And, their staff for sure too, like to lose sight of the mission work in the day-to-day. They go from task to task. They never pick their head up and get to look at the bigger picture, the, the, the real, the big vision that they're working towards. And so giving themselves an opportunity just to reconnect to that periodically, I think would be transformative. In so many different ways, and then figuring out how to infuse some of that magic, like into, into more of the day-to-day too. So like how do you keep that, how do you continue to keep that the reason why everybody got into this work in the first place, like alive and front and center for people. I mean, if they can do that, that'll be amazing. Carol: Yeah, so they can keep that high from the retreat, the enthusiasm and bring it and figure out ways. It can't, it can't just be a wish. You have to think about what are the different ways that you're actually going to keep bringing us back to our why. Erin: Yeah, exactly. Carol: So how can people find you and be Erin: in touch? Yeah, people can find me@allgoodstrategies.com and I also have my own podcast that you're gonna be on, Carol, I'm so excited, called Rise and Ruse Conversations for those who give a damn. And folks can, probably the easiest way to find that is to just go to Instagram and type in at Rise and Ruse. And so just follow me. I would love to be able to Yeah, connect with anybody and if you go to my website, you can find my contact information and all that jazz too. Carol: All right. Well, thank you so much. Thank you, Erin. I really appreciated the conversation. Erin: Thank you so much too. This was a really fun opportunity and yeah, and I hope that it'll be interesting for folks. Carol: Thank you for listening to this episode. I really appreciate the time you spend with me and my guests. You can find out how to connect with Erin, her full bio, the full transcript of our conversation, as well as any links and resources mentioned during the show in the show notes at missionimpactpodcast.com/shownotes. I want to thank Isabelle Strauss-Riggs for her support in editing and production as well as Cindy Rivera Grazer of 100 Ninjas for her production support. Mission: Impact is brought to you by Grace Social Sector Consulting. Grace Social Sector brings you whole-brain strategic planning, mapping, & audits for nonprofits and associations. We combine left-brain strategy and analysis + right-brain wisdom about human complexities for a proven, whole-brain, whole-organization process through which every stakeholder thrives. Reach out to us for support and facilitation of strategic planning, mapping your impact, auditing your services and getting an organizational assessment. We especially love working with staffed nonprofits and associations with human centered missions. If you enjoyed this episode, please share it on your favorite social media platform and tag us. We appreciate you helping us get the word out. And until next time, thank you for everything you do to contribute and make an impact. ![]() In episode 74 of Mission: Impact, Carol Hamilton and her guest, Veronica LaFemina discuss
Guest Bio: Veronica LaFemina is Founder and CEO of LaFemina & Co., an advisory firm supporting nonprofits and social impact businesses at the intersection of strategy, culture, communications, and change management. Veronica partners with organizations and their leaders to go beyond what “looks good on paper” to focus on what works well in real life. She is a leader, strategist, facilitator, trusted advisor, and certified change management professional with nearly two decades of experience as a senior executive at national U.S. nonprofit organizations and a high-impact consultant. Her work has been featured by Inc. Magazine, the Today Show, NPR, CNN, Capterra, and in news outlets nationwide. Important Links and Resources:
Transcript: Carol: My guest today on Mission Impact is Veronica LaFemina. Mission Impact is the podcast for progressive nonprofit leaders who want to build a better world without becoming a martyr to the cause. I’m Carol Hamilton, your podcast host and nonprofit holistic strategy consultant. On this podcast we explore how to make your organization more effective and innovative. We dig into how to build organizational cultures where your work in the world is aligned with how you work together as staff, board members and volunteers. All of this is for the purpose of creating greater mission impact. Veronica and I talk about why big change initiatives often fail. We explore why a map of how to get from A to B may not be sufficient, why the role of a key leader visibly supporting the change is so key and why radio silence is a bad sign. In this conversation I really appreciated Veronica’s point that with a large change initiative the “launch day” is really the middle of a roll out – not an ending. And I appreciated what she said about preparing middle managers to answer questions from their staff. As a former middle manager, I can only think of a few times when leadership took the time to do that – to make sure we were as fully informed as we could be so that we could answer our staff’s questions. When you do not have answers – or your answer is I don’t know – it can undermine trust. And it really provides the opportunity for our brains as storytelling machines to go to town. Nature abhors a vacuum – and an information vacuum will be filled by speculation, rumor and other stories – then can become perceived as fact very easily. This is rarely malicious – it is just how we are wired – and in absence of information we will likely fill in the gaps with our story of what is going on to allay our anxieties about the unknown and to feel more of a sense of control and agency. And then we will likely believe our own stories – often not even realizing that it is just our thoughts and speculation about the situation. The example that Veronica uses through most of our conversation is a technology project – which on the surface can seem like a technical not an adaptive change. Yet even with a change in tools we have to change our habits and some of our ways of being. And while this example may seem more simple than the very complex changes to culture that many organizations are attempting in becoming more equitable and anti-racist, there are many parallels to the common challenges and things that get in the way. These include sustained leadership support, working to cultivate the conditions for success, recognizing what you are asking of people in what they will need to do to shift from one way of being to another, celebrating the bright spots and small wins. Welcome, Veronica. Welcome to Mission Impact. Veronica: Thanks, Carol I'm so happy to be here with you today. Carol: So I'd like to start out each podcast conversation with what drew you to the work that you do, what motivates you and what would you describe as your why? Veronica: It's a great question. I like to joke that service has been in my DNA. I sort of was born into it. A family where service and being involved in the community was always a really important part of our lives. And so whether that was through volunteering, whether that was through scouts or church or community projects. I have many fond memories of being involved in figuring out how we can help our neighbors' lives be better, what we can each do to make our community a better place. So how that's carried over in my professional life is I am very passionate about finding better ways of working so that we can ensure that folks in the nonprofit sector and the social impact world have the tools and support they need. And that we're really focused on getting to our goals, like on, on meeting the mission that we're here for. So, really mine is. A strong family basis and just some good reinforcement from the universe along the way that this is the right track to be on. I love that. Carol: When I talk to guests so often, there's something early on that, that set them on their, this, this path and for me it was probably being the younger sister of a, a person with a disability and just watching them having to navigate the world and, and how, Systems are not necessarily set up for everybody, and how can we make that better? How can we smooth the path for folks and make life more accessible, easier and and then, the same in, in the workplace. Like how, how can we get out of our own way to get further and closer to our mission? Veronica: I love that and I resonate with that a lot too. Just the idea that there's so much potential, right? There's so much opportunity. I feel like I really see the world in our sector as a place where so much is possible, and if we can remove barriers, if we can take away unnecessary restrictions, unnecessary boxes that we're putting ourselves in, there's just so. Much that is available to us in the form of human creativity, innovation, and the opportunity to solve some of the really big problems we have in our country and in our communities, in our world. So I love hearing your story too, Carol. That's really empowering and exciting. I Carol: Removing barriers and smoothing the way is top of mind because I was just listening to a Hidden Brain podcast interview where they were talking about how Rather than pushing actually removing barriers makes it easier for people to, to do behavior change whether that's at the individual level or or at the organizational level. And one of the things that you've worked a lot on is helping organizations. initiate those big change processes, which unfortunately too often don't go as planned. Don't end up with the results that people expected. I think the statistics are. I looked them up. They're pretty bad. That the, the, the guesstimate, I guess, or maybe it's based on research that 70% of change efforts fail. What do you think are some of the things that, that, that do get in the way of organizations being able to move forward, change that they're really, that they really want and yet somehow it's not sticking. Veronica: I am so passionate about this topic because I think in the social impact sector in particular, We get really excited about all of the ideas we have about a new program, a new way of working in our community that we can sort of dream and envision the impact of, but we don't always remember that in order to get there, we have to go through the process of going from where we're we are right now to that destination. So we sometimes think it's as simple as, well, if I just draw a map, we'll know how to get there. But that's not true. And so I have worked in communications and change management and strategy work for almost 20 years both as a consultant and in-house and executive leadership roles. And I remember that feeling of frustration, like, why isn't this working? We've, we've been thoughtful, we've planned well, we've done all these things, and I'm using air quotes here like that. Best practices tell you to do. Nothing was really working. Or when something was working, we couldn't always replicate it, right? The situation would change, the environment would change. And so it was tough to understand what is most effective about this. So several years ago I went and got a change management certification because I was like, well, I've been doing change work my whole life. Now I wanna know what these guys, they, these large training companies or research companies are saying. And it turns out that Prosci, which is where I got my certification, has been doing longitudinal research and why change fails for the past 25, 26 years. So it was interesting to me as a practitioner to see so much of my experience echoed in that research. One of the main reasons that change fails in organizations is the lack of a visible and engaged executive sponsor. And if people aren't familiar with that term, an executive sponsor is usually someone who's on the senior most leadership team of an organization who is charged with being like the face, the voice, the person who's gonna make it happen, right? They've got the authority and ideally the budget to make the change happen. And they may get really excited and come into the first couple meetings, kick off the project team, get everyone amped and ready to go. And then they disappear. And that lack of commitment and stamina at the executive level to stick with a change through its whole process is a leading reason why change doesn't work in organizations. So, a lot of times a board or. An executive director might think, oh, okay, we've got these five big initiatives we're gonna launch this year. we're gonna have one quarter. We'll each take about three months. We'll just brush our hands, get it done, and everyone will be working differently. And wouldn't it be nice if humans worked that way? But we just don't. So, so I often talk to leaders about the fact that if you are going to undertake a change, that could be something like, Implementing a new CRM or other technology that your team use needs to use, or something really big, like a cultural initiative where you're trying to put inclusion, diversity, equity, and access, like top of mind and as a part of how your organization works, how long are you willing to stick with that? Is it three months? Is it six months? What if that change takes 18 months? What if it takes, what if it takes three years? That is a really important question. Executive sponsors and the people who are stuck influencing executive sponsors need to be asking themselves, what stamina do I have to be present to be engaged, to be vocal? Because as soon as that person starts to disappear, staff automatically deprioritize. That change, they automatically say, well, if it's not that important and this leader is onto something new, then I need to shift my focus. I have to change my priorities to just follow them. So leaders, I sometimes call these leaders like hit and run change leaders where they may have great intentions, but they're not being honest with themselves about their capacity to stick with it, for the change, for the length of the change. Carol: What you said at the very, very beginning where you said, five in one year that just made me go, ugh. Right. Maybe not so much. When I'm first talking to potential folks to work with, asking them what else is going on. Because if they're gonna do something, around the work that I do, whether it's strategic planning or mapping out their impact or some other project, but they. Also are in the midst of doing a rebranding, or they're also in the midst of changing that CRM, which can be a big, actually a culture change. Huge. It's not gonna work to have it all going on at the same time. And Right. The leader doesn't have that same focus on what's most important. And then that signals to staff, again, to follow the leader. What are they prioritizing today? Veronica: And I, I think too it is normal and human to believe that we have the capacity to do way more than we can. And that's because when we think about our own lives even, right? We think about everything that we get done in a day, or everything that we get done in a year, and we are like, well, surely as a group of humans, we could do more. But actually it is the opposite, right? When we're crafting change in our own lives, we know the audience pretty well, right? We know how to make adjustments so that we're increasing our motivation or increasing our ability, making things easier for ourselves to do so that we'll actually do the behavior we're aiming for. But when we're working at an organizational level, even if your organization, if it's three people or if it's 30,000 people, We have to be aware of the needs that humans have when it comes to change and how we're probably not meeting them a lot of the time. When I talk to leaders, there are these concerns about, well, that takes so much longer. I have all this pressure to deliver and perform and my. My response to that is if you have a PR pressure to deliver and perform, right, whether, again, whether it's from your board, whether it's from a key donor or someone in, a community funder, things like that, then they should want you to be able to get it right. So the change sticks, right? So that we're not ticking a box Yes. Acquired new CRM. Like the, the aim of that is not that you turn the switch on for your new system. It's that the human beings who need to use it are using it effectively in making that a way of working for the organization. And I would say that's another big reason why change fails, is that organizations leaders are not clearly defining what success looks like, or they're picking the wrong measure, right? So launch day is the success check instead of, six months after launch. X percent of employees are effectively using this technology every day or every week in their lives, right? They're not really accounting for the fact that this isn't just something we bought that is gonna sit on the shelf. Like this is something that needs to be a way of working, and that takes time because as humans, we need practice. We're really great at understanding something intellectually and then never practicing it. Therefore, we're not sure if we're capable of doing that. Carol:, I mean, I, I'm thinking back to a, a project that I was on when I was inside an organization and the amount of time and energy and resources that were put into the, to the planning, the deciding what, and it was a technology project, deciding what features we were gonna have, working all of that through getting to launch date. But there was almost no thought or energy from the folks who were leading the project in. How are we gonna train people? There was a one day training, but then how are we gonna follow up a week later to say, have you actually gotten into the new CRM and have you tried this? Have you entered any data? Have you tried to run a report? Any of that thing to actually do exactly what you're talking about, or change in behavior. Because the behavior that we saw beforehand was that people would run reports and then manage everything through spreadsheets. So the information always was lost and disconnected, which is obviously the exact opposite of what having a system like that is supposed to do. But as you say, just having it doesn't create the end result unless you build the conditions for that. Veronica: Right. And presumably, so here's what I'll say. Like presumably we have a good reason for this change, right? Well, let's give ourselves the benefit of the doubt that it has been a really thoughtful conversation about introducing a new piece of technology. Or we do wanna be more inclusive and equitable as an organization. Like let's assume our hearts and our brains are relatively in the right place. Sometimes what happens is we treat these just as the projects that take us from Genesis to, okay, we did the launch day. We even did training. Check we did that and we didn't actually think about the fact that change management is the act of moving people, right? Moving people from one way of being to another, which by the way is something we all could be really great at in the social impact sector, cuz that's so much of our work outside of our orgs too. And so, again, it's really common to not have solid communication strategies and training strategies in place. Right? We. Sort of expect that we say it once or we announce to everybody at the same time, and that that will be enough and it isn't, right. There are reasons that we know we have to repeat things to supporters or donors seven or more times, right? For them to actually hear what we're saying. We know in the world of social media, like if we wanna get our organization seen, we have to keep getting out there and sharing the message and connecting and engaging in a real conversation with folks. But especially, I mean, it's always been true, but I would say especially in remote workplaces, we forget how early we need to start engaging the other humans who we are working with to ensure we're not missing something. Because when you're deep in the weeds, it's really easy to believe that you've designed this perfect solution. But you could get great intel by talking to people who are on the ground working with that system, or who are going to be really involved in carrying out that change. We don't always have that luxury, sometimes there are changes that are confidential in nature or, have to have some embargo date on them. But that doesn't mean that we can't then plan to have a, like we can't have an appropriate strategy for how we'll communicate and train in that situation. so often, right? Again, it's like, hey, we're doing this thing and then there's blow back, and executive leaders or board members are flummoxed. They don't know where that's coming from because they've just been thinking about and planning for whatever this is for six or nine months, and they're forgetting that this is brand new. To everyone else. And so we can't expect people to be open to a completely new way of doing things if we've spent very little time helping them understand why this change is needed, what we hope they'll do to help us make this happen. Getting ready to teach them what they need, creating the knowledge that's there, giving them time to practice, right? We practiced again, practice. Is something we're so good at as kids, and then we just like to leave it by the wayside in our grownup years. Some knowledge and time to practice, like you're not gonna get it perfect a week after training. None of us are that adept at a completely new system for the most part. And then also reinforcing it, right? The announcement isn't the end. It's actually a middle point milestone. Because, hey, we're flipping the switch on that thing, but it's all of the communication and conversation and, and really setting our managers, our people, managers up for success and to be the leaders we need them to be as we're having these conversations. I mean, nothing sets a change back more than a manager saying to their team, well, I don't know. This is the first I'm hearing of it too. And when that's the thing you're hearing around your org, you can bet that you're going to be doing some repair work, right? Really doing some work to recover, trust and recover enthusiasm or momentum toward whatever change you're looking to move forward. Carol: You're, what you're describing brings to mind a process that I was part of where in a volunteer organization we were going through a leadership change and I was on the committee that was looking for the next leader. And we had to keep reminding ourselves that we were in all of this. It was, there was strict confidentiality around a lot of it. Who were you talking to and all of that? But we were in all the details. We were starting to be able to see the next phase, but the rest of the group was not part of that conversation. And so they were gonna be in a totally different spot when we made the big announcement. Carol: And so what were things that we could do then? And I'm wondering if you talked about it being a middle phase. What are some of those things that organizations really need to think about if they really think about the whole arc? If the, if the launch is just the middle, then what, what's the second half? Veronica: Sure. So what I'll, what I'll first say, right? So if the first part is really thinking through how we want this change to go in the first place, getting clear about what the priorities are and what success looks like, right? So that we can then use that to lay groundwork or start having conversations. In the example you're talking about, Carol, we may not be able to say, who we're talking to or how many folks we've interviewed even, but we certainly can reinforce that the board is having conversations or hear, enough information to help folks come along and understand that this isn't something we've forgotten about. When we look at, after Flip the Switch day, right? And not every change has that launch moment. Some of them are, are, gradual and, and build and become more robust over time. But in situations where we do have a, the new tech is live today or that thing, there are a couple of really key things to prepare for. So one is that training your managers, right, your people managers, to be able to speak about the change with their teams really matters. We know from Prosci research and from other research out there that. Staff want to hear from the senior most level executive at the organization about why we're doing this change and what it means for the future of the organization. So, from the vision holder of the organization, that's who they wanna hear the big picture from. What they wanna hear from their boss is, how's this gonna change my job? What's gonna be different for me? And most managers? Have not been put through formal training programs about how to communicate effectively about change, right? Or how to just manage change on their teams. So thinking about what tools, right? And by tools I'm saying like what talking points? What emails, what kinds of Q and A documents can you provide to those managers? And then train them on, right? Have conversations with them, ideally in advance of the change so that when it's announced to the whole staff or when there's a big switch flip, they're able to immediately start having conversations with their team members about what's happening, what's expected of us, what this means Those tools can also include timelines, right? So things like for the next month there will be opportunities for training and here are the training our team needs to take. My expectation is that everyone on our team will complete their training by X date and we'll come together and share and ask questions so that way I can communicate back to whoever's developed our training about things we're still not sure about. It should include regular check-in communications. I think we have this perfectionistic mindset sometimes when we think about it as a launch and then we put out the big announcement that everything's gotta go perfectly. And again, that's an unrealistic expectation, right? What we want often is feedback or questions or concerns that people may have so we can then understand how to continue providing information or support. That will help address those needs. The worst thing that can happen when you announce a change is that you get no feedback or commentary. Because what that means is people aren't talking to you as the leader, but they sure are talking to each other on Slack channels or teams, channels or texting each other and saying, can you believe this? I can't believe they're adding one more thing to our plate. So really thinking through, not just that month after the new thing gets launched, but. What do you want to communicate six months from now? What do you hope it looks like and how can you continue to ensure that you as the leader, are showing up and talking about the continued importance of this, sharing some signs of success, showcasing folks on the team who've made great progress or doing great work with this change. So not just like the project team that launched it, but hey Carol, like came up with this fantastic new report that we're using in our. Area of the business because that was made possible by this new system, right? It unlocked opportunity and information. And so using all of that as a way to continue that forward momentum, get people engaged and motivated because even if they're motivated on day one, it's a lot harder to be motivated two months later when you haven't done your training requirements yet. So making it as easy as possible and providing those motivating factors is really important. Carol: And I love that point about engaging with the managers beforehand to help them prepare. It gives them a chance to ask their questions, have their visceral reaction to the plan if they, if they weren't aware of it before so that they can work through their emotions before they're then having to answer questions from their team. I think there's a lot that is really just taking that step, which, There, there's some steps there, right? That you lined out, but in, in a lot of ways, it's not that complicated. And could really make such a difference in people being ready. thinking about what are the waves of folks as you, as you ripple this out, I think of the The innovation there's a graph, I'll have to look it up on what it is when, when you go from the early adopters to the, to the, the laggard, the laggards are over here, but the people in the middle and there's this big gap. And oftentimes, to be able to, in an organization, bridge that gap would be to do exactly the, some of the things that you're talking about. Veronica: And I, I think too, one of the great benefits of the time we're in now is that we have seen that our organizations can change, right? There's been some extreme external pressure for that in some cases, but, organizations that were struggling for a decade prior to considering how they would make telework or work from homework figured it out in an emergency situation. And that doesn't mean you should keep working under emergency protocols, right? You have to figure out a way to make it part of your. Work going forward, but we have the capacity to change. And so giving ourselves, setting ourselves up for success by not, like purposely doing these things that make change fail is really important. I think this happens sometimes with executive leaders who, they're not ready themselves. Right. They might get pressure from the board. They might not believe in it. They might prefer their Excel spreadsheets to using a CRM that feels complicated. And so when leaders are not ready and are not willing to hold themselves accountable to doing the things that they ask everyone in the organization to do, they're like, your staff aren't missing that. People see what's happening. So being. Honest with yourself about, are you ready to do this right now? And if not, what would it take to get ready? What, what does it mean for you to be willing to learn something new? Honestly, a lot of the time now, that might mean that, that doesn't mean that, every single person is doing things the exact same way in the organization, but nothing like we're, the. The words I'm looking for, I guess, are like, nothing moves more like wildfire through an organization than like when someone is doing a workaround or someone is like, flouting the system and no one's, no one cares, right? Because then they're like, well, why am I spending all this time. Entering data this way or trying to be, trying to follow things. When, leadership, like clearly it's not a priority for them, right? So it's very, like I talk to, with leaders, I work with about the importance of our, of having a high say, do ratio, right? So if we're saying we're gonna do these things, then we actually need to follow through. Otherwise we're just like having the feel good moment of having addressed it verbally instead of it becoming a real way of life. And, Change management takes trade offs. It does, and I, a lot of leaders don't like to hear that. They wanna think, well, we can say yes to all these things and get it done. But really great change management requires that we say no to certain things, or we say not yet, or we say that comes next after this part gets done. It's now that we can't have multiple changes going on at once. But if we overcommit, if we say yes to everything, then none of it sticks. And that means a legacy for you as a leader of someone who had a lot of great ideas, but not a lot of true impact. And I believe we want a sector full of leaders who have great ideas that have great impact too. Carol: I just, it makes me think of the need to just integrate that and have it become normal. Right. No longer the thing you have to think of or the checkout list you have to look through and read to remind you how to do the thing. It just becomes the new, new normal and. And going back to that, the senior leader's sponsorship, but also commitment to a change. I mean, a lot of organizations over the last several years have spent a lot of time and energy focused on trying to build and reshape their cultures to be more inclusive. And I'm part of a collective that works on diversity, equity, and inclusion. Work and, and a couple of my colleagues were working with an organization and there were a lot of and mostly we, we were still at the leader level trying to move forward with them. And it just became clear. Not that they weren't committed, they had the, the say they had that, but there were some ways in which the organization worked and overworked chronically. That was never gonna really allow them to focus on it and do the things that they needed to do to make the changes. And so we ended up actually exiting out of the project and, and not working further with staff because we didn't want to be in the position where we'd raised expectations from staff without that leader's commitment. To really take the time, energy and, and fundamentally shift how the organization was working to make it possible to do things differently. Veronica: Well, and there's something really important what you said there, Carol, which is we have to be pretty self-aware as leaders in this space. It's hard, right? Because for many of us who've been working in social impact for a long time, there is a culture around. Well, we have to, we like to use the phrase we have to all the time, and I, as a facilitator, hate the phrase we have to, because if we're saying we have to, it means we actually don't have any idea how we're gonna do it. But we just think it's important to keep on our strategic plan list or peg board or things like that have to, is not a priority. That's a check box. And so many of these initiatives deserve. More time, more attention, more thoughtfulness. And if we can't give them that time and space, it doesn't mean that they aren't important, but it means we need to rectify some stuff to really be honest with ourselves about what we're capable of, right? Like we have a constant drive, like a constant productivity culture, right? Like, well, if I. Just do this one more thing for a client that we serve, or if I, I just push a little harder and launch this new program. Like us, we get so spun up in the busyness of it that we fail to recognize that we're actually preventing the change that we're wanting to make happen, happen. Like we're, we're working against human nature, we're working against how organizations work and that. Sets us up for some heartbreak, right? Like we, when our heart is so big that our hands cannot keep up with that, the appetite that our heart has created. We have to be, we have to be honest with ourselves about capacity. And that's, talking to leaders right now, I'm really heartened to hear more leaders, more executive directors and CEOs really thinking through, How am I gonna have this conversation with my board? How am I gonna have the conversation with them about how we are trying to do so much that none of it's gonna stick, right? Or that we're, attempting to like, grab some duct tape and rub a few pennies together and, and make something happen. But like, if your staff aren't well informed, if you aren't an organization that is practiced and changing the way you work. Everything else becomes harder, right? Your staff are the face of your organization to the community, to the folks you serve. And so like when they're not well informed, when they're not on board, when they're feeling insecure or stuck or out of the loop, that all really flows out into the work you do on the mission side. So, if you're, if you're a leader who's like, well, but we're like the mission and we've just gotta keep going. Well, right. Okay. But to do that effectively, we have to make sure that the people who power this organization know what's needed, know why we're doing it, and have the tools and information and support to do it effectively. Otherwise, it's just like a bunch of stats we throw in an annual report that don't really mean what we are, what we are hoping to accomplish with our impact. Carol: You mentioned the have to, we have to do it being a red flag for you that, that it's probably not actually gonna happen. Are there other things that you hear or people say that make you step back and say, oh, wait a second. Let's dig into that a little bit more. Oh, Veronica: One of my, I mean, again, another big reason. Change fails because we designate the wrong executive sponsor. Mm-hmm. And what it normally sounds like is something like, we really like diversity, equity and inclusion are part of our values. We strongly believe this is important. We wanna be an equity led or equity centered organization. And our employee resource group, right? Our culture committee. Our diversity committee, they're gonna lead that effort. Well, you. That employee resource group is often staffed by super enthusiastic, really smart, really incredible staff members who probably don't have positional or budget authority to do anything in the organization without the executive team being heavily involved. And so when we delegate responsibility for leading an initiative, that group can be such an essential part of helping us move forward with change. But it is. Super unfair to put that on the shoulders of staff who already are giving extra time already out of their like willingness and commitment and desire and their values. Like they wanna make this organization better. They're already doing that. And then you're saying, but we're not gonna give you any of the executive support or the budget or the authority to make any of this happen. So, when I talk to leaders and they're looking to delegate who that executive sponsorship will be like, it's someone without who may not be on the executive team. I could even be a board member. We have to have a really serious conversation about how well that board member understands the workings of the organization. Are staff willing to speak up to this person to tell them what they think won't work? Because if you can't have honest conversations, As you're crafting these changes, what you end up with is a bunch of people saying yes to things that won't work, and then you don't find it out for six plus months because they're so terrified to talk to the board about it because of how the power structures that exist between board members and staff. So I would say that's another big one I hear quite a lot. And, and the other one would be more, as we're. It's getting through it right as we've done our, our latch and, and things like that. It'll be people on the training end saying, well, we, we did the training. We gave the training on this particular topic. We put it together. It worked, but not like verifying. Not having those check-ins about, okay, but what are we testing for Exactly right. What is it that we were training to do? Are we just training someone how to generically use this platform? Or are we training them? How do we use it here? What that means for all our policies and processes, right? So when different members of the team get very pigeonholed, And while we, we did the training or I made a communications plan, instead of really thinking about it holistically, like we're working together to move this group of humans to a new way of working they are not being like, what I need right now as training or I could really use this piece of communication. It's all gotta work in an immigrated way. And so, when I hear leadership teams or teams being pretty fragmented right? Or pretty siloed from one another. That's another moment I take to say, like this is an all in thing. We've all gotta be on the same page. If we are expecting the whole organization, like if we can't be on the same page, it's super unlikely that the rest of the organization is all gonna be able to come together around this. So let's spend that time and energy now figuring out what's needed, but then also how we cross over, how we communicate, how we're gonna bring feedback back to the group. So that we can have the result we're looking for. Right. Which is a new way of working with this Carol: organization. And you bring up a whole other topic, which is The, the leadership team that is a team in name only, but I don't think we're coming to the end here, so I don't think we could open up that whole can of worms. But. Any, any, any other you've told us the main things. Let me see if I can name them out. The executive sponsor, you need one. They need commitment. Whoever you're working with needs, resources, and launch is just the middle. How are you continuing to support people as they change their behavior? What I'm thinking of would be like, how can you create it so it's more of just in time versus a one-time training? Yes, job aids are different, resources, the way that people go now they Google something and they look something up on YouTube for a three to three minute how to do whatever the thing they're looking for. So, What, what did I miss? Anything or is there one other important one that we need to name? I Veronica: would just say, a lot of it is do we have all the right resources, right? The right resources for a change include budget. So not just the budget we spent on the new CRM, but like the time, the train, additional training, the additional resources we may need to pull in to help us prepare and be ready to implement this change. And also the resources include. Really well informed managers, right? Like we, if we think about the kinds of leaders, we need those managers to be and recognize that very often they're not supported in that endeavor, then we can really think about like, how can we ensure that that is our primary thing, the thing we start with, instead of being an afterthought that comes at the end, like these people are the front line. Of ensuring this change happens. How can we surround, protect, and support them with the right tools and materials? And so, the switching from a project mindset of change to how humans change mindset of change is a really important way of considering change management in our organizations. And why change fails, like, Humans are not, waterfall Gantt charts. They just, they don't work that way. So how can, how, come on, why not, right? Like, how can we apply the right methodology, the right approach, the right tool to the right situation so that we're not left confused at the end of why things didn't work. Carol: You were talking, I also had the, what came to mind was the last part of a yoga class where you do Shavasana and you lie down so that you can integrate the practice that you've had from that previous 45 minutes or half hour. Mm-hmm. So make sure that you have that in your not project project. So at the end of every episode, I ask a, a, a random icebreaker question, so I've got one here for you. Who would you most like to sit next to on a 10 hour flight and why? Veronica: Oh, gosh, that is so, that's a really good one and so tricky, Carol. Okay, so I. I've been thinking a lot lately about Juliet Gordon Lowe, who founded the Girl Scouts and what she would think about the world we live in now and the position and like, and just space that girls and women take up and what leadership looks like today. So I think I would probably choose her because when you think about the movements that have truly grown and blossomed and continued to evolve over time, I really think the Girl Scouts are like a huge inspiration. An example of what it looks like to do the modern expression of your mission. So I would be curious, like to get her perspective on what, what it looks like, what does it look like to her now? Is this what she envisioned? How has it changed? And what, what change was she hoping to make in the world? Because I think. She didn't get to see all of this and what exists today. So the opportunity to talk with the founder of the movement that has become such an integral part of our society would be really fascinating for me. Carol: I'm sure that would be, that would be a fascinating, fascinating conversation. So what are you excited about? What's coming up for you? What's emerging in the work that you're doing? Veronica: I am really enjoying doing a lot more one-on-one work with executive leaders these days. So, as someone with a communications background and then moved into strategy work, I find myself continually moving upstream to say, how can we remove barriers?, what is it that's needed? And I'm finding that so many of the executive leaders I talk to are incredibly exhausted. They know that. Everyone's looking to them for their vision and direction, and they know it's in there, but they're struggling to get it out and to make time with the day-to-day chaos that goes into running a nonprofit a lot of times. So I'm really enjoying that one-on-one work. One-on-one work with strategic leaders, both, as a strategic advisor capacity and in coaching. And then I'm also really enjoying spending more time talking to folks like you Carol, on, on podcasts. And I've had a couple of speaking engagements coming up lately and, and some coming later in the year. So the opportunity to write and speak about these ways of improving the ways that we think and plan and work so that we're. Letting go of the stuff that's not working. We're letting go of the expectations of how things should be and instead being willing to embrace different ways, being willing to say, maybe we did that way, that way for 30 years, but I'm, I'm ready and willing to try something new. So that has been great for me and obviously I really enjoy connecting with folks on LinkedIn as well. Lots of great conversations over there that you are always such a great contributor to as well. So I love getting to exchange ideas and perspectives with folks who connect with me there. Carol: All right. Well thank you so much. I really appreciate the conversation and might have to have you back for another one about one of the other juicy topics that comes up through our LinkedIn conversations. Veronica: I'm here for it, Carol. Carol: Thank you for listening to this episode. I really appreciate the time you spend with me and my guests. You can find out how to connect with Veronica, the full transcript of our conversation, as well as any links and resources mentioned during the show in the show notes at missionimpactpodcast.com/shownotes. I want to thank Isabelle Strauss-Riggs for her support in editing and production as well as Cindy Rivera Grazer of 100 Ninjas for her production support. If you enjoyed this episode, please share it with a colleague or friend. We appreciate you helping us get the word out. And until next time, thank you for everything you do to contribute and make an impact. ![]() In episode 73 of Mission: Impact, Carol Hamilton and her guest, Cindy Wagman discuss:
Guest Bio: Cindy Wagman is the President & CEO of The Good Partnership. She helps small nonprofits raise more money and reluctant fundraisers learn to love fundraising. Important Links and Resources:
Transcript: Carol Hamilton: My guest today on Mission Impact is Cindy Wagman. Mission: Impact is the podcast for progressive nonprofit leaders who want to build a better world without becoming a martyr to the cause. I’m Carol Hamilton, your podcast host and nonprofit strategic planning consultant. On this podcast we explore how to make your organization more effective and innovative. We dig into how to build organizational cultures where your work in the world is aligned with how you work together as staff, board members and volunteers. All of this is for the purpose of creating greater mission impact. Cindy and I talk about how our social norms around not talking about money make it hard for folks to want to do fundraising, some of the common things that get in the way of success for new fundraisers, and how to start building your fundraising muscles. Welcome Cindy. Welcome to Mission: Impact. Thanks so much for having me. I'd like to start each conversation with a question around what drew you to the work that you do? What motivates you and what would you describe as your why? Cindy Wagman: Oh my goodness. I feel like that is a question that goes, it's answer starts so many years ago. I've always been. Involved in the nonprofit sector. I volunteered when I was in high school. When I was in university. I ran the women's empowerment committee and raised money for local women's organizations. It's always been what I would say defines my experiences. So my university, when I look back at university, it wasn't the academics, it was my community involvement. So it's always just been in my blood and I actually am one of the few people who, when I was in university and I said, I wanna be a fundraiser. Most people fall into it. But I knew, and I have really, my only professional job has been a fundraiser until I started consulting and now I help other fundraisers. Carol: What was it that made you decide, I wanna be a fundraiser? Cindy: So, It's fun. Funnily, I met two people who were professional fundraisers in the same summer. I never knew that that was an option growing up. It wasn't something we talked about. When don't you talk about what, what do you wanna do when you're older? So I was working and there was a regular. I worked in the cafe slash home decor store and there was a woman who was a regular. Dan is her name, and she came in and we would always chat and she was a fundraiser. And at the same time I started dating someone who is now my husband and his aunt was a professional fundraiser. So that same summer just hit me in the face. Carol: Which is cool. That is, I would say definitely unusual. Trying to even think of what would have been my first connection to, I did work in one of my work study jobs at college, working in the development office or the advancement office. I don't remember what they called them. Typically I think I. I filed donor reports. Mm-hmm. It was back to paper, paper and files. Oh, I remember that. So I did a lot of alphabetizing. Oh God. I don't think I learned a lot more about fundraising, but while I was doing it, except of course that keeping track of who your donors are was important. Cindy: I remember when we used to have to dial in the monthly donations and press the credit card information with the keypad on your phone, on your landline to process all the monthly gifts. So I've been, I've been doing this a while, but it's cool. I have to say one thing as I look at my story and how I came to this work. It makes me very happy to see my own kids think about what they wanna do when they're older. And aside from like be a world famous soccer player, my one son is very much he is like, I wanna, I wanna run a food bank, or I wanna do, he's already thinking about charitable work, which Carol: That is awesome. My daughter after doing a gap year where she did AmeriCorps and did City Year, she ended up in the nonprofit sector and, and now is just moving over to the Phil philanthropy side in terms of giving away the money instead of mm-hmm. Raising the money. But,so, so you work with small nonprofits on their fundraising and most people. Don't decide right. When they're in college to become a fundraiser, or even when they, when they start an organization or they join an organization they may not, put their hand up or maybe they don't move back fast enough. Exactly. Why would you say it's so hard for people to do a fundraiser? Cindy: So this is a huge problem in our sector because most people don't wanna fundraise, and it's not just in our sector. I always tell the story, like, and actually my husband tells a story because I didn't remember it as well as he does, but we were at a wedding, a friend's wedding, and we were just chatting with people and, talking to, oh, what do you do? And when I said the word fundraiser, it. People had a physical reaction and like that, it shut down the conversation. And so we have these pervasive stories about fundraising and money, both in society in general, right? Like you, polite conversations do not include talking about money. And so that makes our jobs a lot harder. But then in our sector we have this sense. Money is taboo or even, I mean, there's so many different stories around this work, we don't do this work. It's not about the money. We should be. I hear a lot of people saying we should be volunteering our time. I've actually had people ask me, oh, so you're a volunteer, like you volunteer? So all of that adds up. And I think increasingly we have these stories about what philanthropy looks like, which generally is becoming in the public eye a sense of really big donations, millions multi millions, hundreds of millions of dollars donated. And so I think. Means that for you and I and the rest of us like normal people, there's a further gap between what, how we see ourselves and our contributions as philanthropists or how we see our generosity in our commitments to our community. And so I, when I introduced myself as a fundraiser, aside from people just not wanting to talk to me they don't understand what it is, I. They don't see it as relating to their lives. They say, oh, you're just gonna ask me for money, or they ask if I'm an event planner, which I'm not. So, it’s vastly misunderstood. And our brains as we grow into the people that we are, our brains develop shortcuts and patterns that keep us safe and familiar. And what that means is often our, like, if we have these stories about fundraising being bad, our brain is gonna tell us you don't wanna do that. And so we don't. Carol: And yet, If we really want to have functional organizations somebody's gonna have to bring in some revenue. So what, what, what do you, what would you say helps people move beyond their reluctance or move beyond some of those stories? Cindy: Absolutely. So I would say that meeting donors is a big one, very often. Project our own feelings and beliefs onto other people. So I think things, stories like, our donors are so fatigued who wants to stay for soccer? Okay. So we project onto other people our feelings and beliefs about fundraising that we just talked about, how we develop those. And so we don't want to, we see, we write the stories for donors before we get to know them. And so getting to know your donors, meeting people understand. When I say I have a donor meeting, most people think of asking for money. But I just mean getting to know your supporters, individuals, corporations, foundations. Why do they care about the work that you're doing? That is actually the number one thing I recommend because as we get to know our supporters, we actually get to see that they're much more like us than we think. And they're not these like multimillionaires out there in the world, that everyday people care about what we do. They want us to be successful in our mission. And they're willing to contribute and that starts to change those stories we have in our brains about fundraising and its utility in the work that we do. Carol: I like that point that you made about, people we read in the news about these big gifts, and I'm blanking. It was the wife of Jeff Bezos. Cindy: Mackenzie Scott. Mackenzie Scott. Carol: Mackenzie Scott. Right. So you, we read about her gifts. Right. And we think, well, we can't do that. So what's the point? Cindy: Exactly, exactly. Carol: And we think, but what do you say to people around, around that story? Cindy: I mean, listen, Mackenzie Scott is doing some really cool things around Absolutely. Philanthropy and power to her. But That's not the lifeblood of organizations. And when I present to a board of directors or when I used to work within organizations, like the number one thing I would hear people say is we don't know anyone who can give. And because we're thinking, I don't know anyone like Mackenzie Scott or I think I think Harvard like as of today, just got a huge gift, like massive. They renamed a school after this donor. But it's like, of course we don't know people like that. I don't know people like that. But most of the generosity that I see in organizations comes from people who are already known to the organization. I've had donors who give $250 a year, eventually give $250,000 or who give 10,000 who end up giving. A hundred thousand right now. Those are big dollars for smaller organizations. We think we don't know these people, but chances are we do. And even if someone doesn't have the capacity, I mean, I can, this, I can get on a soapbox and talk about just because someone doesn't even have the capacity to give a hundred dollars, let alone a hundred thousand dollars, their gift is still really important to organizations. And I, I actually wrote a thesis on this 20 years ago talking about the value of Engaging your community in giving so that they have ownership over the work that you do and you're accountable to them. And so often I see organizations make decisions on behalf of the communities that they serve, which I think is an incredibly disempowering act. So, Every dollar I think is important. And I think the act of giving is a very meaningful one for all of us to engage in, to build the world that we wanna, that we wanna live in. Carol: Right, right. So what are some steps that would be used? Would you say that people can, can, can take to move through? I mean, I, I had said move beyond, but I'm like, well actually maybe it's, you just need to move through some of those stories or that projection that you're doing on, all the fears that I have about asking someone for money. Onto the donor and why they're there. What are some things that have started? Cindy: There's, there's a couple things. I mean, the first thing is awareness. And like if you, if anyone's ever seen a therapist or gone worked with a coach like you have to. Be self-aware. You have to do the work and understand, because all of our stories are individual to us. They're, they come from the houses that we grew up in or the environments that we grew up in and our experiences and the people around us and how their influence on us. So we have to understand our own origin story and that usually, like you can do it on your own, but sometimes it's helpful to have some help with that. So understand what your origin story is, and then you can start to see these false narratives. And then as I said, my favorite way to reverse those narratives is to meet with your donors, get to know them, and that process can be really simple. So often people get caught up in Who do I meet? How do I reach out to them? How do I have a conversation? And in reality, it's actually so, so simple. So who to reach out to? Who is the least intimidating for you? What is the path of least resistance? These meetings are like having these meetings are like a muscle. The more you do it, the easier it becomes. So if it's easiest, I literally have worked with organizations who said, oh, well my aunt made a donation last year. I'm gonna start with her great monthly donors, board members, whoever. I just want you to start and get in the habit and reach out. And my biggest advice around this is tell donors what your intentions are and follow through. So tell them what to expect and then deliver on that. So, for example, you're gonna tell them, what we're, I'm trying to get to know our donors. I really wanna understand why you support our work, and I want to hear from you about why this is important to you. And you have a meeting and you ask questions that align with that purpose. And if you're ever in a position, this is a tangent, but if you're ever in a position to ask someone for a donation face-to-face or at a meeting, you are going to tell them when you book the meeting. I would love to talk to you about a contribution or can we meet to talk about a donation so that again, you are telling them what to expect and then they're following through. So that's a side. But for this, the purpose of this, you're not even asking for money. You're just saying, I wanna get to know you. Will everyone say yes to a meeting? No. Is that okay? Absolutely. Find the people who are gonna say, And then have a conversation. The best fundraisers are curious. So you can have a couple like starter questions or spark questions I call them that's kinda like, oh, tell me about how you first learned about this work. Better work. Or, tell me about why this work is important to you. And then just listen and have a real conversation. And that's it. It is. Simple. The magic is when you do it over and over and over again and you get to know your donors, you get to know them once, but then you can reach out and say, oh, it's been a few months since we last spoke. I'd love to catch up. And you start to build those relationships. And again, I'm not just talking about major donors. I'm talking, All your donors, obviously you might not be in a position to meet with them always all the time, but you wanna have a good sense of where your champions are, who's really passionate, and give everyone in your donor base the opportunity to deep, more deeply engage with you, with you and your organization by just inviting them that first. Carol: When you said start with someone that's like the least intimidating, it makes me think back to when I started this podcast. Mm-hmm. And that's exactly what I did because it felt like a big thing to do. I mean, now by the time this episode comes out, it'll be, we'll be in 70 something episodes. But,I thought of like, who were five people that have no, I have no anxiety about having a conversation with, and even then, that very first one, I was nervous. I was so nervous before the conversation. So,it's so true about like start, make it, make the stakes low and then start building that muscle, that habit, that,that practice. exactly. I really appreciate it. You also talked about setting expectations and that you would've actually told someone. When you get to the point where you're asking them for money, you've given, you've let them know it, they're not being sideswiped, they're not being surprised. Those people at the wedding, you can tell, tell them, calm down because my practice is that I would've told you. Exactly. I was gonna ask you for money. Exactly. So it lets everybody know what the purpose is. Cindy: I have a friend, his name's Kipp. And I met him actually through work. Just, he supports a number of organizations that I have been involved with over the years. And every now and then we'll go for lunch and he'll say, okay, this organization just asked me for a coffee. What does it mean? And it gives him a donor of like decent means. I would say He is definitely not like,off the charts, but he gives substantially to organizations and it actually causes him anxiety when he's like, what are they gonna ask me for? And he tries to decipher and decode all of the stuff and like, is this, what do, what do I expect? And he wants to be prepared. And so I, I'm such a fan of transparency and letting people know, and by the time, like if, if you say it to someone, and again, most people don't actually ask face-to-face in small organizations, it's actually not a dominant fundraising strategy. But if you are doing major gifts or face-to-face asking and they, and you say, I'd like to talk to you about a contribution, and they say yes to the meeting, They're not likely to say no to a gift. It's really then a question of how much and what's meaningful. And so that I just, I think it's so critical to build that trust with your donors and to really make them feel like they're part of a community. And that you trust and respect them in the way that you also, you are asking them to trust and respect you. Carol: Right? Cuz he's anticipating being invited for coffee. Cindy: But like, can you give to us this year? And like, sometimes the answer is no. And honestly, like he has I mean, the one thing I'll say, getting to know your donors is like, Feels bad when he has to say no or when his, and, and no one's gonna give away all their wealth. Even Mackenzie Scott is sitting like she's not going to be comfortable, her lifestyle's not going to suffer because of her philanthropy. Right. So everyone is gonna give, and they're going to, not everyone gives, but who, who the people who are giving are giving in a way that's meaningful and they want to, and it makes them feel good, but also they do have a limit. And if you're putting them in a position where they have to, where you haven't prepped them for the ask It actually makes the giving experience feel bad. And that's not what we want. We want them to feel good about these conversations. Carol: And I feel like that bait and switch is actually what people think of. It's one of those stupid things that people think of when they're like, Ooh, I don't want to do that. It's, they don't wanna, they don't wanna manipulate people, or they don't wanna pretend that they're wanting one thing when actually they're gonna, oh, by the way, Cindy: Exactly. It's buying a car, like, oh, and there's so many memes in comedy about this, but, I hate, hate, hate buying a car because you go in, then there's the list price, and then you talk to someone and then they negotiate it down. And then if you're still, then they bring in their manager to negotiate it down. Like, come on, it, it is, it feels icky. And I walk out of there and I think you don't respect me. And this is a game, and I don't, none of us wanna feel that way when it comes to our generosity. So . And I will say fairly, this is a. Experience that our sector has reinforced, right? There are a lot of fundraisers who still do it that way, and so there's this stereotype, but we can be part of the change to make it a different experience for people. Carol: What would you say helps people move from being reluctant about fundraising to being more confident in that role? Cindy: What I think that. Getting a better understanding of what fundraising actually is. So as we sit here talking about these, like one-to-one asks, that is not how most organizations fundraise. It's through appeals, it's through grant writing, it's through, sometimes it's through events. Maybe there's some small events or fundraising. So Get to know your donors and get to understand how they give, like what are also the vehicles, what do they respond to? I'm telling you, most people are gonna respond to an appeal whether it's emailed or mailed or what have you. So know your donors understand what fundraising is and isn't. And the more you do these things, the more you start to see that again, we're all on this journey together to make the world a better place. And if we can be on the same team with that, fundraising's gonna feel a lot better for both the fundraiser and the donors. Carol: You mentioned fundraising, isn't this, that, or the other? What are some of the misconceptions or what are some of the like, well, fundraising is not X that most people believe it is. Cindy: Okay. So the big ones I get all the time. All the time, especially from boards. One is like, we just need to go ask the companies for money. In Canada, it's the big banks or whoever, like, we need to ask the big companies to give us money. And I think that the idea behind that is very much they're not gonna miss the money. They have it. And so, and it's a corporation, so I don't have to ask someone. And it feels, so there is this idea that like the, the companies are just sitting there. Loads of cash waiting to give it to our organization if only we ask. That's generally not true. Most giving comes from individuals. Most, funding for, for nonprofits and charities comes from individuals. So that's one big misconception, and I'm not saying that you don't need, like, don't ask companies for money, but understanding how they give and understanding the different vehicles in which they give allows you to be more successful and find out what type of corporate giving aligns with your organization. As I said before, events like people think I'm an event planner. I get that a lot. Events are like the least profitable way to raise money. They have the highest cost associated with them. I have certainly run events in the past, but that's generally not how most organizations, again, are, are raising money. So like within individual giving, there's so many different ways within. Corporate, there's so many different ways, even with events like a big gala is not necessarily like I I, my favorite events are small events where there's like 15, 20 people. And I've done a ton of those. So it's just so much broader. And the best fundraising again, comes from understanding your donors and how they want, what does a relationship with your organization look like? And also you have to balance that with what's meaningful for your organization and mission, obviously. Those two should be aligned. Otherwise, you're not really on the same journey, right? That's right. So you wanna make sure your donors are on that same journey and that there's alignment and then it's a lot easier to find out what fundraising makes sense for your organization. Carol: So at the end of each episode, I ask, I have a couple random icebreaker questions here. So. What would you say is one of the best gifts you've ever received? Cindy: Oh my goodness. I'm a notoriously hard person to buy gifts for. I know. Actually, no. Okay. I am a notoriously hard person to buy gifts for because I usually, if I want, I'll buy it for myself. And I'm very particular about my style and what I like. A couple years ago, actually, I think it was in 2020, it was my birthday. It was a milestone birthday, and my team at work actually got together. It was during Covid. And they got together and they sent me this gift, which was like so bang on. I felt so seen and understood. And so it was a, just like a sweatshirt, like a concert sweatshirt from a band called Veruca Salt. If anyone from like knows from the mid nineties I happened to like a lot of like mid nineties female singer songwriters and like, not Riot Girl, but like Girl Rock stuff. And then they also had custom designs, it's so funny that the custom designed press on nails that were like in my brand colors. Cause I like, I, this was, I was doing my nails at home a lot cuz everything was closed and I'm in Toronto and we were shut down for a very, very long time. So I was like doing my own nails and all this stuff. I'm playing around with that and they know I love branding and like everything being on brand. That was the best gift I've ever received. That's Carol: Awesome. That's awesome. I will definitely have to look up Ru salt, Ru salt and, and play a little bit this afternoon. So what, what are you excited about? What's, what's up for you? What's emerging in your work these days? Cindy: So our network is growing. So for the last number of years we've been offering a service called fractional fundraising, which is kind of, Down for you. Long term, long term fundraising with someone very experienced, but only you get a fraction of their time. And this has been working really well with small organizations and so we're growing that network. They're not staff of mine, they're independent consultants, but I teach them how to consult. I teach 'em how to build their business, and I teach 'em how to deliver this service. And I feel like this is an idea whose time has come. We've tested it. There's demand. Small organizations need help. And quite frankly, hiring inexperienced staff usually adds to their frustration and does not relieve it. And so getting them access to experience. Fundraisers who understand strategy and like to implement and do it at an affordable cost. And like to me it just, it's a win-win all around and it feels really good. So this is what I am super excited about and is a big focus in my life right now. Carol: That sounds awesome. cuz it's, it's clearly important to come up with the plan, the plan and the strategy, but if you don't have the staff to implement it . Then that . It was nice but not great. Exactly. Awesome. Awesome. Well thank you so much. Cindy: Thank you for having me. Carol: I appreciated what Cindy said about getting in your reps. And starting small – who is the easiest person for you to reach out to when you are getting started with fundraising? Who can you reach out to who already supports your organization to further cultivate the relationship? That principle of starting small and working upwards and outwards applies to so many things when you are developing a new skill. It is why I love Duolingo – I have been learning Spanish very slowly over the past year and the Duolingo app has that very principle built in. Each lesson takes 3-5 minutes to complete. And I just have to do one lesson a day to keep my streak – I am up past 400 days now. Plus they build in all sorts of virtual gold stars and prizes into the process – and really they don’t mean anything – and yet – they keep me moving. So how can you celebrate your small successes along the way? Thank you for listening to this episode. I really appreciate the time you spend with me and my guests. You can find out how to connect with Cindy Wagman, her bio, the full transcript of our conversation, as well as any links and resources mentioned during the show in the show notes at missionimpactpodcast.com/shownotes. I want to thank Isabelle Strauss-Riggs for her support in editing and production as well as Cindy Rivera Grazer of 100 Ninjas for her production support. If you enjoyed this episode, please share it on your favorite social media platform and tag us. We appreciate you helping us get the word out. And until next time, thank you for everything you do to contribute and make an impact. ![]() In episode 72 of Mission: Impact, Carol and her guest, Lauren Brownstein discuss:
Guest Bio: Lauren Brownstein is the author of Be Well, Do Good: Self-Care and Renewal for Nonprofit Professionals and Other Do-Gooders. She has been working in philanthropy for more than 30 years as a fundraiser, educator, program manager, and administrator. She helps nonprofit organizations, philanthropists, and grant makers achieve their goals through PITCH, LLC, her fundraising and philanthropy consulting practice. As a reflection of her commitment to philanthropy and volunteerism, Lauren has served on the boards of several nonprofits and has volunteered extensively in the community. She was a certified foster parent before adopting a child from the foster care system. She earned a Masters in Teaching in Museum Education from the George Washington University and a Bachelors with High Distinction from the University of Virginia. She lives in the Washington, DC area. Important Links and Resources:
Transcript: Carol Hamilton: My guest today on Mission Impact is Lauren Brownstein. Mission Impact is the podcast for progressive nonprofit leaders who want to build a better world without becoming a martyr to the cause. I am Carol Hamilton, your podcast host and nonprofit strategic planning consultant. Lauren and I talk about why it is so important for those in the nonprofit sector to take care of themselves while they are working towards their mission, the concept of passion exploitation, and the importance of professional boundaries Welcome Lauren. Welcome to Mission Impact. Lauren Brownstein: Thank you. Thank you so much for the invitation. I'm excited to have this conversation. Carol: I always start my conversations with a question around what drew you to the work that you do. What would you describe as your why or what motivates you? Lauren: That's such a big question and I'm laughing in part. Let's see. I started my career, started working I guess in 1992. And to be honest, I sort of fell into nonprofit work. I mean, it was like there's a recession and there's this job opportunity and fundraising, and I had a background in that work, but I always had been and continue to be Mission driven in both my personal life and my professional life. I remember when I was in college, I had to do a project about career choices. And I did something about PR, what it's like to be a PR professional, but mine was PR for a nonprofit. I couldn't even imagine not working in the nonprofit sector. I think what's kept me in the sector is this notion of. having a work life and a personal life that align along the same values. And I certainly don't think that's exclusive to people who work in the nonprofit sector, but I think for some folks that, we live in the DC area, there's tons of lawyers, for example, and I think for some of my friends who are lawyers, Their orientation is more like, well, this is what I do to take care of my family so that I can give back to my community, et cetera, et cetera. And I think that's great if that's the way that works for you. For me, I don't wanna feel like my life is in these two different buckets. Like, this is what I do during the day just to support myself so that I can do the things I wanna do. I like having it more. Blended and, and, more of a partnership between all those areas of my life. And there are pros and cons, look, money wise and everything else, but I, I, I would say that's what drives me. Does that make any sense? Carol: Totally makes sense. And, and I, I think we, we've been living parallel lives cuz I started about the same time and my very first job out of college, I was working for. A small company that helped people get on talk shows and it was so , in the realm of PR and was working with lots of publicists for self-help books from New York. But that experience cuz it was a for-profit business of doing PR for all comers. When I moved back to the Washington area it sparked me to say, if I'm doing this, who do I wanna do it for? And so that's what prompted me to move into this sector. And , I I, I appreciate that alignment. And I also as I'm coming to the other end of my career, thinking about, a lot of people may segue into the sector at the end of their career, right? Having, having done that, Job that supports their family or whatnot and wanna give back later. But I appreciate those of us who've been in the trenches all long. Lauren: so Exactly. And sometimes I meet people, God bless, best of intentions, will say, well, I'm retiring and now I'm gonna be a grant writing consultant. having never written a grant in their life. So I think that the sector depends on some. It still needs to work on helping people understand that these are professions and that there are levels of expertise, just like in any other profession. Carol: , I would invite those folks who are thinking about that transition to come in with a little humility that they might have a little bit to learn. That it isn't just about applying everything that they knew from their corporate or, or legal or whatnot profession. Lauren: Or realizing that even if you've been very involved in a nonprofit as a volunteer or a board member, you don't really know the dirty, dirty of the inside probably. Unless you've actually been on the staff side of things, it's not gonna be the same. Being a lay leader and being a staff person are not gonna be the same. There's gonna be things that are better, but there are gonna be things that are different. Carol: Definitely lots of things that are gonna be different.. So you, you've, you've been in the, in the realm of, of fundraising for a long time and in the sector and, but you recently wrote a book Be Well, do Good Self-Care and Renewal for nonprofit professionals and other do-gooders. And since my tagline for this podcast is that it's a podcast for progressive nonprofit leaders who wanna build a better world without becoming a martyr to cause Yes. When I saw it, I was like, oh my goodness, I need to talk to Lauren. So, what inspired you to write this? Lauren: Well and remind me to talk about passion exploitation. Oh, because please, your tagline reminds me of that. But in terms of the inspiration for the book, I mean, to be honest, I never really, although I write a ton for my consulting work's, one of the main things I do, I never really thought I had a book in me. I never do it for plenty of people. That's a dream and something they work on for years, it wasn't really on my radar. It wasn’t. Something I had written, written off, pun intended, but it wasn't really on my radar. As the conversations around burnout were becoming even more accelerated during the pandemic, I turned more of my attention to that. And on a personal level, I've been a student far from a master, but a student of various. Wellness practices and approaches for decades, whether that's meditation, yoga, my therapy is crafting like crocheting and, and turning everything in my home into an art project, et cetera, et cetera. So I, I. Had realized that I had been writing about this for years in my blog and in other settings and talking about it. And I had a collection of thoughts and tactics and micro steps that I had assembled over the years. And as a consultant, maybe you can relate to this too, I've both been a full-time staff person at nonprofits and been a consultant for 19 years. What makes that, it provides a unique perspective because I've seen how so many different nonprofits treat their staff, approach their work, take care of themselves, take care of others. So to make a long and rambling story short, I realized that I had the makings of a book that had evolved naturally and organically. So then I sat down to create something that looked and felt like me, and Reflected my unique perspective. I used a bunch of things I'd written over the years, but also added some additional content, particularly in the area of there's a section of the book called, whose Job is It Anyway, where I talk about how staying well and strong and resilient as a nonprofit professional should not just be on the shoulders of the individual professionals, but. Nonprofits themselves, the leadership of these organizations have a responsibility to create a culture that honors wellness. So I added some new content about that. I also added some worksheets and checklists and things like that. I do a lot of training as well in my consulting practice and my training based on I have a masters in teaching in museum education, which is very interactive. So my training is very interactive. People are talking, they're writing, they're working. So I knew I didn't wanna have a book that was just Words on a page. I wanted to create something that could be that everyone could customize for themselves, as their own personalized guidebook towards wellness. So I think that answers your question. Those are the things that moved me to do this and, and in short, realizing that. At the same time, there was this conversation bubbling up in the zeitgeist, in the nonprofit world. It was also so much a part of who I am and what I'd been talking about and thinking about for years. Carol: I mean the, the, the challenge of burnout of unhealthy cultures within organizations have, have, have been there for years. And then I think we're just amplified and. . I guess amplified by, by the pandemic and all the changes and the, multi, multiple stressors that were going on. I, I say that in the past tense as, as if it's over, but that, that hap , that have been happening. And so, and, and at the same time there's been so much conversation about that and, the, the many, many. it's in, in the news all the time around wellness and, and self care. And I feel like especially in the nonprofit sector, there's a lot of skepticism about it. How do we have time for it? And, and what, what are some of the approaches that you've found possible to really integrate into your routine or found particularly Lauren: helpful? you mean on a personal level? Just keeping myself the Carol: We start at the personal level and then we can, move from there. Lauren: I have always been good at professional boundaries. So , when I worked in organizations, for example, I left the office at. five 30 ish every day, which is pretty unusual in the DC area. But I also, when I work, work very intensively, so I'm not somebody who spends half their day hanging out at the water cooler. When I work, I really have my head down to work. On some level, there's a price to pay for that in organizations, in terms of personal relationships or whatever. Not that any of my personal relationships were bad, but it's sort of the same thing as , when women don't go out and play golf on the golf course with the CEO, there's missed opportunities. But for me it was worth it. I was just telling someone the story of when I used to work in this office . I like to, before I leave every day, clean off my desk, sort of put my papers and files and make my desk look neat cuz I didn't like coming into a messy office. And one of my colleagues said to me, you really shouldn't do that because people aren't gonna think you're busy. So I would purposefully leave a mess. And then you have to sort of step back and. What is wrong with us, is that this is the culture that we've created. So back to your original question: yes, I have always been good at boundaries. I also observe the Jewish Sabbath, which is from sundown Friday, the sundown Saturday, and I don't work then. So, That has always been a boundary that's been really helpful for me to, like, I, I know there's gonna be 24 hours when I don't work, and people who work with me know that. I just had a client the other day who asked me to do something very last minute, and I literally sent it to her at like 4 45 on Friday, something I was writing, and then she was gonna work on it over the weekend and she wrote back and said, oh, so were you available to work on this on the weekend or not until Monday? And I said not until Monday, and I didn't need to give her a big speech about why the answer was not until Monday. So I think part of it is setting some clear boundaries and knowing that if I don't do that, my work is going to suffer. I also sort of do as I say, not as I do, or that whole, like the cobbler has no shoes. I was feeling pretty overwhelmed about two weeks ago. A lot of professional and personal stuff going on, and then I said to myself, wait a minute, when's the last time I did my gratitude writing? When's the last time I sat down to work on a crocheting project? When's the last time I went for a walk in the middle of the day? And I realized that even after just one day of doing a couple of those things, not all of them, that I did feel better. Sometimes I worry that all of these practices become a big to-do list, right? And then they become a burden and a stressor. So I have to give myself permission to pick and choose. So I have figured out things over the years. Center me, calm me, make me feel good, and help give me the mental clarity that I need to do my work. And it's okay not to do all of them. Like it's okay if I just go for a walk today. It's okay for me, and not everybody has this freedom, but it's okay for me to take a 30 minute work break. and crochet because it really calms me and relaxes me and slows down my central nervous system. And if that means I work a little later in the evening, so be it. So those are a few of the, a few of the things that I do. And I also think I, I wonder if you find this too, at this point in my career, it's different from what I was earlier in my life. If I have a difficult conversation with a client or if someone critiques my work or just does something that annoys me, I'm able to separate that from who I am. What am I saying? So I think there was a time where, if I wrote a proposal for someone and then they sent it back to me and said, oh, I don't really like this. I don't really like that. Let's scratch this, let's scratch that. I would get really bent out of shape about it. Not to them, but like, the cartoon bubble over my head And, and now I just, oh, well that's my work. That's not. But that I think is, some people maybe are naturally like that, but I think that comes with time. What about you? What are your, do you have strategies around this? Carol: , I mean, one you mentioned was the, the gratitude practice, and a couple years ago I started using a, a daily planner that's, I think, I don't know, the company's like best self or something. And I've since adapted it and, and just use a blank one to, to to do the same thing. But I do always find that my days are better if I start with that. It takes. 10 minutes. . One step is just taking a look at the schedule. What have you got on setting your goals? Like what are the top three things you're gonna try to get done today, but then also what are three things that you're grateful for? And in reading your book, I appreciated that you went too much. You get much more in depth of your gratitude. Sometimes I'm just like sunshine, a really good cup of coffee and good sleep. And that's all I write. Lauren: I think you just hit my top three actually. Oh, add chocolate. Then we'd hit there. Carol: I think it's been easier to integrate some of these things since I've been outside of organizations. But even when I was working inside organizations and even early in my career, like the first 15 years of my career when I was a single mom, I mean, one of the things I would do was I was a very early bike commuter because it was a cheap form of transportation. Mm-hmm. It provided me with exercise. and it provided me with some, a little bit of alone time and like a transition from work, right? Mm-hmm. And luckily I've never had an accident since. There was no bike infrastructure at that time. Back in the nineties Lauren: I hope you were wearing a helmet at least. Carol: Oh, of course I was. Yes, I was doing that. But even then, just, just prioritizing. So for me, some form of exercise, some form of mindfulness, doing some meditation, even if it's just I take a, after my shower laying down for five minutes and just breathing. Mm-hmm. And then with a little more flexibility of being able to manage my own schedule I've just become much more mindful about different things. About what energy level I need for different activity levels, different activities, right. And trying to structure my time around that. I think there's a little bit of an illusion that when you work for yourself, you have complete control, but you don't, Lauren: no. It's like you have 10 bosses. Right, right, right. Carol: You're working with lots of people and their expectations and, and all of that. But, those are some of the things that work for me. Lauren: , what you're reminding me of also, and I wonder if you found this to be true. I don't like to talk about pandemic silver linings because the pandemic is tragic. But one change in my work life that I appreciate is I feel like per, maybe particularly in fundraising it's become a little less performative. In other words, when you talked about energy, how much energy to devote to things, you were reminding me of this. I don't feel like I have to be on as much. And I think the pandemic did that because everyone was at home on Zoom and you would hear things, like, oh, sorry, my baby's crying. My cat just jumped on me. My, there's a, someone at the door, my internet's not working. Well, whatever the case may be. I. I think that people have given each other a little more grace and don't feel like they have to put on quite as much of a show, but I, I don't know, maybe that's just my experience. Carol: I think that's definitely the case. It's just the, a little more acknowledgement that as you said at the very beginning, that you wanted your personal life and your work life to align that, that everybody has. and that they aren't as quite as neat and separate as we might have tried to pretend before. Lauren: . I was listening to a podcast yesterday. It was an interview with Natasha Leon, who's an actress, and she was saying that as she gets older, she realizes we're all just a bunch of buffoons on the bus. you get, you don't get as mad anymore when other people don't do things perfectly because we're all just a bunch of buffoons on the bus. We're all just trying to figure it out, for goodness sake. Carol: Absolutely. I remember when I was managing younger staff and, and I think coming out of the education system has become more and more and more structured and there's more and more support, scaffolding and rubrics and all these things. There was an expectation of like, well, the work world should be like that too, and I know we're, or, or what are the best practices? And , sure, you wanna learn those. You wanna learn from others and at the same time, Honestly, we're all making this up every day. We get up and, and live Let's just Lauren: get some stuff done. Oh, Carol: That's what's happening. That's all, it's a constant improv, right? I mean, that's essentially what life is. Oh Lauren: my gosh, that's such a good quote. It's constant improv. It really is. It Carol: really is. So one of the things you talked about that I'd love to go back to is the idea of passion exploitation. Lauren: Oof. I just heard this term for the first time I don't know, maybe a month ago or six weeks ago. And again, it feels like all these conversations are just in the zeitgeist right now. So, I don't know. Maybe I have good timing for the first time in my life, but it's this idea. Oh, you're working for a nonprofit, so you shouldn't mind if you're not paid well, you're working for a nonprofit, so you shouldn't mind if you're, overworked and you don't have enough staff people to do this job that you've been told to do, and the expectations are really unfair, and you haven't taken a day off in a month. You are getting to live your passion, so you shouldn't mind about these things. The broken Carol: chair, the computer, that doesn't work Lauren: a hundred percent and it is so exploitative and manipulative and I think people are pushing back. But I do, as much as I, as a Gen Xer, have issues with millennials, and, and younger, I think they are the ones who are standing up and saying, Uhuh, that's, this is not okay. Carol: I'd have to give it to my, my daughter's generation and, and my nieces and nephew's, generation Millennials and, and gen Z . Gen Z of . We're not, we're not gonna take this anymore Lauren: and appreciate, and the words of Quiet was that Quiet Riot or Twisted Sister. We're not gonna take this anymore. And there's just. Patience for this stuff. And I think that as people become more aware of systemic inequities, particularly over the last couple of years with the Black Lives Matters movement, even #MeToo, to a degree, there's also a recognition of. How much of that nonsense is tied up in systemic inequities and people who have always had to fight these battles of, of, of exploit. We understand more about what exploitation is and the forms, the insidious sort of gaslighting forms that it can take. Carol: I feel like I'm seeing that across many, many helping professions. there's so many pieces of systemic inequity that are built into how all of those systems work. Mm-hmm. Whether it's teachers or nurses, social workers, folks in the nonprofit sector the expectation that because you're helping people and because there's that inherent What is the word I'm looking for? Not validation, but gratification. She'll feel good about it. . . That, that, that you also then don't actually need to be paid. We only need to pay the people whose life, whose work is. Sucking the life outta them. Lauren:. Right. And I think that's really backwards. Yes. I write about this in the book too, that, yes, when you decide to work in nonprofits, I mean there's an understanding you're gonna make less money than some other people, but there's, there should not be an implicit understanding that you can't pay your kids' tuition, you can't go on a vacation, you can't buy a cute pair of shoes or get a massage. You should be able, you certainly should be able to do the basics and you should be able to do a little more than the basics, particularly if you've been in this, in your career path for a while. I think where people get a little annoyed maybe with some younger generations is when they ex, when they expect this stuff without putting in the time. I once read something about sort of millennials versus Gen X, which is me and maybe you that there is this assumption around. More vacation time, job titles, things like that. The Gen Xers in this study had more expectation around having to earn that over, bec through work result time, whatever the case may be. Whereas millennials maybe came in with more of that expectation. But in any event, You shouldn't have to give up a good life to work for a good cause. Right. And I also, something else I write about in the book is that I think the donors should care about this because if donors are supporting a nonprofit, and that nonprofit is churning through workers. The workers are overwhelmed, stressed out, quitting, quiet, quitting. Another term I heard recently was, I think it was minimum effort Monday or something like that. If this is what's going on at the nonprofits you're supporting, you should be concerned about that. And I think as organizations, I think organizations can't really say that they're being the most responsible steward. of donors' funds if they're not taking care of their staff, because by taking STA care of the staff, they are maximizing those donations. Carol: . It really goes to that overhead myth. An organization is more effective if. almost all of its funds are going directly into program, not recognizing what it actually takes to create the and support those programs Lauren:.I've seen that turnaround somewhat in among foundations over the last decade or so. I don't know about that turnaround, I don't know if it's happening among individuals. I was having a conversation with a foundation officer just yesterday. And they were telling me about an organization. I don't know anything about them. I'm not endorsing them. I've never spoken to them, but I think it's called Fund the People. And it's about spreading this message of making sure you're investing in the staff because the staff are the ones who are making it happen. Carol: . We talked about our individual approaches to self-care and, and prioritizing that. But as you mentioned at the beginning, it's not just the job of the individual, even though in. Us individualistic culture, we often have the solutions trickle down to the poor individual to take care of it all. But , I, I've heard it framed as organizations need to, there's personal boundaries that you need to set, but then organizations need to set what this personnel find their, their name called guardrails that That support those personal boundaries so that it is the norm that you're not working over the weekend or that, There's not an expectation that you're answering emails after hours or, those kinds of things, or that, the organization is investing in people's skill building, professional development taking time together to do learning and, and reflection. Lauren: . To be honest with you, I haven't seen a lot of nonprofits that do that. Well, I'd love to hear about more of them that do that. Well, one thing I think I say in the book is, Fri, it's not just Friday yoga. Like it's not enough to just slap Friday Yoga into the schedule and say, well, we're done with wellness. Not that Friday. Yoga isn't great. I love Friday Yoga, and I'm just picking on Friday yoga at the moment. But the idea is it has to be, Part of the culture. I think that the leadership, the C-suite, however your organization is organized, has to lead the way on that, as does the board. So the C-Suite has to be committed to not. Working on the weekends also. And that's not easy for a lot of people at that level. And sometimes it's not realistic. It's sort of a chicken of the egg. Like I don't have enough people on staff to not work on the weekends, but I wanna not work on the weekends, so my staff doesn't feel like they have to do that. So I understand that it's easier said than done. One thing I also talk about in the book is, and I guess it's related to the passion exploitation piece too. When you're working at a nonprofit, sometimes you can feel pretty far removed from the actual work depending on what your job is. And you need to stay connected to the cause, the work, the clients, the people. So for example, when I worked at the Holocaust Museum, People the US Holocaust Memorial Museum here in DC people used to say to me, oh gosh, isn't it a hard place to work? It must be so hard. And I would say, it's an office. We talk about recipes and share about our weekends. I'm not, my desk is not in the middle of the permanent exhibition. And, and so we worked in a separate office building than the museum, and sometimes it did feel disconnected, so I started volunteering as a tour guide at the museum. There are certain groups, like school groups and, and police groups that would get tours and it, I didn't have to take time. I didn't have to make up the time with my job. I did it. I wanna say I gave tours maybe twice a month or something, but it was during my workday and there was no problem with that. I think that was a good example. So for example, I think if, let's say a nonprofit is some sort of environmental group, I don't think it's enough for the executive director to say, To staff. Oh . You should make the time, like once a month to go and see this watershed that we're working on. It's really inspiring. No, the director and the COO or whatever should be doing that on the regular. They should be making time in the regular workday for the staff to go do that. They should be facilitating it. Carol: There's so many benefits of that. It's not only, if you do it together it's not only reconnecting or connecting people really directly to the mission, but , it can also serve as, as team building it. it gets people. Interacting in a different way. maybe bringing some cross-functional groups together to do something like that. But I think that modeling is so important. So, I mean, I think Friday, Friday yoga or Wednesday Lunch yoga is a great place to start. . As long as when , there was one organization where I was working where they did have that and they collaborated with a couple different organizations in the same building to sponsor it. So staff from all sorts of different groups were coming down, and doing it. But every once in a while you'd, you'd come back and, Have to go to the bathroom to change out of your yoga clothes. And then Right. The, senior leader would look at you like, where have few been? And I'm like, okay, that's not healthy Lauren:. Oh, I thought you were gonna talk about how you don't want your colleagues to see you in yoga pants, which I also completely understand. Well, there is that , not you particular, I mean, anybody, I. Gym is in the office. I don't want anyone to see me showering, after I go to the gym with colleagues. And you remind me of another point that makes this I think, I hate to say it makes it tricky cuz I don't wanna make it sound harder than it is. But it's something to keep in mind. For some people the last thing they wanna do is yoga with a colleague, the last thing they wanna do is participate in a brown bag. Lunch. Lunch is their sacred time. They want to eat quietly at their desk and read their book and that's okay. So there has to be some flexibility. and understanding that what fills up one person drains another person. And, either it needs to be okay for people to participate, not participate, or participate in a way that makes sense for them, and that feels good for them. Carol: , for sure. And, and, but as, as you said, it's also important to . I think that the the place where people get frustrated when they see these, top 10 lists of the things to do for self-care and, and, the eye roll start is one more thing to do, one more thing to do, or, or the creating the impression that that, that this is easy and it isn't. But I think the investment and the intention around it can really pay off in a. really important ways. . For the overall effectiveness and mission of the organization. Lauren: . I mean, my hope is with the book and just in general, that even if it doesn't feel easy to figure out how to start doing these things or to get in the habit of making time for it, it can still be done with ease. , that it doesn't feel like a burden and something else you have to do. It doesn't feel like a struggle. And what you are doing to feel. If it doesn't feel like you can do it with ease, I would suggest that maybe you could find something else. Carol: , and I think that's an important one because it's not something that is much valued in our culture. I feel like the first time I've even. interacted with the notion of having ease in, in, in anything was was in doing. And I'm not, like, people would not look at me and say, oh, I, I'll bet she does yoga. No, yoga or, or meditation where that sense of just giving yourself grace and, and, and not pushing, not you. Jane Fonda approach to . . Exercise . . . But approaching things with ease. Lauren: , . Ease. What's that? I mean, we're not, we're not conditioned to believe that that's okay. And also it gets back to nonprofit culture. ? I think there's this notion of, it's, it's really like the passion exploitation conversation. Like it shouldn't be easy. I mean, you are working on really difficult things. I'm not. That you don't work hard at whatever you're doing, but can you find a sense of ease in what you're doing, whether it's a wellness practice or just work in general? Like it, it doesn't have to be, and it shouldn't have to be torturous, and we shouldn't have a culture where we're saying, if you're not running yourself into the ground, you're not doing it right. If your desk doesn't look messy, you're not doing it right. I mean, that's the culture we need to have. Carol: , absolutely. Well, at the end of each episode, I like to play a game where I ask one random icebreaker question from a box of icebreaker questions that I have. So you literally have a box right there. I literally have a box. Yep. I love it. So what important truth do very people very few people agree with you on what, what would be an important truth that few people agree with Lauren: you? Orange juice is gross. I don't like pulp . Nobody agrees with me on that. I know it's very un-American to not like orange juice. But what can I tell you? I don't. What is something more important or valuable that other people don't agree with me on? Oh my gosh. It's hard for me to think of something cuz I unfortunately surround myself with a lot of people who tend to agree with my general outlook on life. what? I love crappy tv. I love reality tv. I love watching The Real Housewives and seeing those dingbats argue with each other about stupid. Makes me feel better about my problems, and I think some people say, oh, just rot your brain. It's the worst. You should throw your TV out the window. God, I, I just, I love it. I really do. I love it. And that is okay, and I should not have to feel ashamed about that. And I, it's also, I can love the Real Housewives and all that other junk, and I can still read really great books and go to museums and do beautiful things. In fact, my daughter and I are bringing this new show. It's not new, new to us right now called Married At First Sight. Like on some level after I watch it, I feel like I have to take a shower. Like it's unbelievable that we're watching this show, but there is something about just looking at it and, and it prompts conversations between me and my daughter. And so much of it is silly and cringey. And if that releases me from my day-to-day worries, then so be it. Carol: , it gives you a, gives you a little sense of ease, I would say. . And, and that idea that, I mean, especially in DC we can take ourselves way too seriously. So, no, no. The idea that highbrow and lowbrow culture can, can coexist in one person. I love that Lauren:. Oh, I love me some lowbrow. Love it. Carol: So what's coming up in your work? What's emerging? Lauren: Good stuff actually. I've been asked to do a bunch of training virtually with some, virtually some in person. But, the pandemic really opened a lot of virtual opportunities for me, so that's good. And talking about the book, doing some interviews around that and just lots of writing, which I love. I love doing the writing, whether it's grant writing or case statement writing or just, general. Organizational writing needs. I love all of that. So that's the latest, really. Carol: Well, thank you so much. Thank you for coming on the podcast. Lauren: Thank you. I loved our conversation. I'm so grateful that you invited me and included me among all your great guests. So thanks so much. Carol: I appreciated Lauren’s point around self care and wellness not just being the responsibility of the individual staff person or volunteer – it is on the organization and the organization’s leadership to create a culture that values wellness. And this can be such a challenge because it is often leaders who are modeling over work and always being on. And even if they are setting up policies to support wellness and are saying to staff – take care of yourselves. If leadership does not do it themselves, all that is for naught. We explore this dynamic from multiple angles in my two part episode series on creating healthy organizational cultures – episodes 62 and 63. I also appreciated Lauren’s explanation of the concept of passion exploitation. That we should feel lucky to work in a sector where we get to work towards our passion – where as Lauren described – her values in her personal life and work life can align. [And that] because of that we should be willing to put up with low pay, poor working conditions, and unreasonable expectations. The broken office chair and hand me down computers. Thinking about this dynamic and the fact that 75% of nonprofit workers are women. There are so many assumptions built into the sector that start with its origins. Many helping professions started with the wives of middle class and wealthy men who wanted to contribute outside the home – yet did not need to be comparably compensated for their labor since their material needs were already taken care of. This was never fully the case as Dr. Orletta Caldwell pointed out on our last episode – episode 71 – but I do believe it informs structures and assumptions that got built into the beginnings that we are still living with today. Another precursor could also be the vow of poverty many in religious orders that served the poor made as part of their religious life. The cultural assumption that money is somehow immoral and to do go, you cannot include money colors our current struggles around paying people living wages and more, in the sector. Thank you for listening to this episode. I really appreciate the time you spend with me and my guests. You can find out how to connect with Lauren Brownstein, her full bio, the full transcript of our conversation, as well as any links and resources mentioned during the show in the show notes at missionimpactpodcast.com/shownotes. I want to thank Isabelle Strauss-Riggs for her support in editing and production as well as Cindy Riveria Graze of 100 Ninjas for her production support. And until next time, thank you for everything you do to contribute and make an impact. We want to hear from you! Take a minute to give us feedback or ask a question at missionimpactpodcast.com/feedback. And until next time, thank you for everything you do to contribute and make an impact. |
HostI am Carol Hamilton, nonprofit consultant and podcast host. My passion is helping organizations cultivate healthy, inclusive cultures that live their values, fostering learning, creativity and results. Find me at Grace Social Sector Consulting and download free resources. Archives
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