Chapter Leadership Brief 5.17.24

by CJ Orr
Partner & President, Orr Group

Reflecting on my journey as the Chair of AFP-NYC's Fundraising Day in New York (FRDNY) and my six years on the board, I am proud of how our team and the community have shaped this event into a remarkable, record-breaking experience. Serving as Chair for two years has given me invaluable insights into what makes this day successful, engaging, and meaningful for fundraising professionals and the organizations they represent.

This year's FRDNY on June 14th will be our best. We anticipate the highest number of registrations in over five years and unprecedented participation from sponsors. We've expanded the scope of activities with more roundtables and mentorship opportunities, introduced a live podcast during the keynote session, and added a happy hour to round out a day of learning with camaraderie and joy.

Creating a Record-Breaking FRDNY
When I first took on the role of Chair, I was inspired by FRDNY's potential to bring nonprofit professionals together to learn, connect, and celebrate our shared mission. We’ve pushed the envelope each year to ensure this event meets and exceeds our community's expectations. My goal has been cultivating an environment where education and enjoyment go hand-in-hand. Over the years, I've learned that people retain knowledge more effectively when having fun. Therefore, we've intentionally incorporated engaging activities to ensure FRDNY remains an unforgettable experience: 

• Live Podcast Keynote: Back by popular demand, we've included a live podcast during our morning keynote,
• Happy Hour: For the first time, we’re concluding the day with a free happy hour. This allows participants to unwind and celebrate while discussing the day's highlights.
• Expanded Roundtables and Mentorship Opportunities: We’ve curated a broader range of roundtables and mentorship sessions to ensure attendees find discussions relevant to their career stage and interests.
• Increased Sponsorship Support: We've secured the most sponsorships in recent memory, a testament to the growing recognition of the event's value and impact.

A Grateful Goodbye and a Bright Future
This will be my last year as FRDNY Chair, and I couldn't be prouder of what we have achieved. It's been an honor to lead and collaborate with an incredible team of dedicated professionals. I’m excited to pass the baton to Erica Joy West, who has expertly managed sponsorships for the last two years. Erica brings unmatched enthusiasm and vision to the role, and I know she will continue to elevate FRDNY to new heights.

Our commitment to creating an exceptional FRDNY each year is unwavering. As we gather on June 14th, I’m eager to celebrate the nonprofit sector's achievements and continue learning and thriving together. Let’s make this year's FRDNY one for the record books.

I appreciate your support, and I look forward to seeing you there! Register today!

Having served as a trusted partner to Orr Group’s clients for over 10 years, CJ Orr has broad experience in fundraising and development, executive leadership, strategic planning, campaigns, and event management. He has launched funds, designed and led strategic initiatives, and driven fundraising for large galas and campaigns ranging from $10M to $1B+ in revenue. As an expert project and relationship manager, he executes on the development of strategies and tactics to drive effective fundraising plans that meet or exceed targets.

Internally at the firm, CJ is responsible for setting and driving achievement of Orr Group’s financial targets and overseeing efficient operations within the firm. Additionally, CJ supports the efforts of Orr Group’s Growth team to identify and cultivate new business opportunities and build relationships with nonprofit partners, ensuring that the services offered are best aligned with our partners’ needs. 

CJ’s background in finance provides him with a strong foundation in analytics, metrics and ROI. Prior to working at Orr Group, CJ worked in Institutional Fixed Income Trading at Alliance Bernstein, where he was responsible for funds trading, account management, and reviewing analytical research. He also spent several years in municipal bonds sales and trading at Oppenheimer & Co.

Chapter Leadership Brief 5.3.2024

by Eric Berman
Co-Founder, Gr0wth Dr1vers

With the rise of digital media consumption, nonprofits are recognizing the importance of meeting their audiences where they are - online - and are increasingly turning to online channels such as Facebook and Instagram (Meta ads) for fundraising efforts. These platforms can be powerful tools for reaching potential donors, driving awareness and advocacy about the mission.  Moreover, Meta ads provide the advantage of tracking and measuring campaign performance in real-time.  Advertisers can analyze metrics such as engagement, click-through rates, and conversions to evaluate the effectiveness of their ad campaigns and make data-driven decisions about future spending.  All of this said, these benefits are not without risk.  If Meta is used incorrectly, an advertisers' funds can be wasted on ads that are unnoticed, unremembered, and unactioned.

To better understand how nonprofits are faring in this medium, Gr0wth Dr1vers audited over 50 nonprofits within the Meta Ad Library.  Meta Ad Library was created by Facebook in 2018 to provide the public with transparency for all paid advertisements on Meta that touch upon social issues, elections, or politics.  Our audit unearthed a sobering truth: many well-intentioned campaigns are likely falling short of their intended impact, because they are deviating from well established, and generally accepted best practices for paid ads on Facebook and Instagram.

Foremost among our findings was the absence of a coherent campaign message for the majority of nonprofits we audited.  We observed in more cases than not, disjointed ads lacking any sort of cohesion, and simultaneously communicating disparate objectives like awareness, advocacy, or donations, within relatively short time periods of 30, 60 and 90 days.   This is a significant issue in social media, where attention spans are very short, and campaign effectiveness is predicated on disciplined focus: driving awareness and recall around a singular, attention-demanding message with a high degree of consistency and frequency.

Equally troubling was the prevalence of campaigns that were not optimized for mobile.  Why is mobile-optimization important?  Meta recently commissioned a Marketing Mix (MMM) study from Analytic Partners, to understand drivers behind ad ROI.  The study examined over 500 ads, from 70 campaigns across six different industries.  A key finding was that ads, optimized for mobile deliver 1.9X the ROI of non-mobile optimized ads.  So, what exactly is a “mobile-optimized ad”?  Meta identified four key features:

1. Ads that run for 15 seconds or less
2. Square or Tall aspect ratio (with the exception of Facebook’s In-Stream)
3. Made for sound off (using supers or captions if appropriate)
4. Features branding up front

None of the nonprofits we audited were consistently running ads that were mobile optimized, as defined above.  One of the biggest issues was the length of the ad.  We observed a proliferation of organic, longer-form video content, repurposed as ads - often exceeding a 0:30 sec in length.  Beyond the aforementioned “0:15 sec or less” guidance from Meta, consider how Meta actually defines a video view:

The number of times your video was played for 2 continuous seconds or more. Most 2-second continuous video views will have at least 50% of the video pixels in view.

Two seconds!  That means that the majority of paid video views are likely less than 10 seconds, perhaps even less than 5 seconds.  So, when advertisers use longer form videos (basically anything over 15 seconds) with back-loaded messages, their paid dollars are likely impacting far fewer people than expected.  Our advice for any advertiser is to review Meta’s video metrics for current and past campaigns ASAP, and to adjust your content accordingly.  Pay careful attention to # of video plays, average video play time, and how many were played to 25%, 50%, 75% and to completion.

Finally, our audit revealed that nearly half of the audited ads lacked a clear call to action. By neglecting to prompt viewers to "Donate Now," "Learn More," or "Sign Up," these nonprofits were missing the opportunity to establish a relationship with potential advocates, supporters, and donors.  These relationships are important in that they enable the advertiser to take advantage of Meta’s sophisticated audience and targeting tools.  For example, custom audiences allow nonprofits to use donor lists as a source to retarget those same people on Meta—to potentially donate again, make recurring donations, or sign up for a fundraiser or event.  Lookalike audiences enable nonprofits to find new people across Meta, who are likely to be interested in your cause because they share similar characteristics to existing donors or supporters.

In light of these revelations, the question arises: what are some steps that NPOs can take to ensure investments in paid media are delivering upon expected objectives?

1. Create a campaign that conveys your mission to your audience in a way that’s attention grabbing, well branded and memorable.  We know this is “easier said than done,” but if you don't have an ad campaign, you shouldn't be spending money on media.
2. Within this campaign, continuously test different versions of your creative to improve overall performance
3. Work with a pro that's Meta certified.  It could be someone on your team or a freelancer or an agency—with at least 5 years of experience with successful campaigns on Meta.
4. Follow Meta best practices for performance marketing

The potential for transformative impact leveraging paid Meta ads is immense, but also fraught with challenges, if advertisers stray from Meta’s fundamental advertising best practices.  By heeding the lessons unearthed through our investigation and embracing a fundamentally sound approach to digital advertising, NPOs can harness the power of social media to amplify their message, mobilize their supporters, drive individual fundraising at scale and in turn, affect even greater positive impact in the world.

Eric Berman is Co-Founder of Gr0wth Dr1vers, a team of creators, technology leaders, and brand builders who’ve led many of the most renowned brands in the world, and work at the intersection of fundraising and marketing to serve nonprofit organizations.  He has been fortunate enough to be a part of some of the most innovative and successful marketing ideas in the business. Eric has 20+ years of leading mission-driven brands in the non-profit and for-profit space at Facebook, Unilever, Johnson & Johnson, and Kind Healthy Snacks.  He is also a member of the AFP.

Chapter Leadership Brief 5.3.24

by Lisa Keitges, Founder and Principal, East 5th Strategies and
Susan Sharer, Vice President of Development, Prospect Park Alliance

On June 14, you can tell us if we did our job or not. And we look forward to hearing what you think.

We are the program co-chairs for Fundraising Day New York, the historic gathering of over 1,000 philanthropy professionals from our great city and the surrounding area. And we faced a tall order -- there are almost 50,000 nonprofits in New York City, with issues as diverse as its population -- how could we create a cohesive program that gets at the heart of the issues our community needs to thrive?

Then we started talking to you. We heard about the things that plague you -- a complacent Board of Directors, declining special event revenue, constant development team turnover, and the urgent need to increase donations with a tiny (and shrinking) prospect pipeline. We also heard that the fundraising world can feel lonely. That the competitive nature of fundraising meant that we couldn’t share what works, and maybe due to embarrassment, what hasn’t worked for you. We also know that the sector in general has some critical questions to ask and issues to tackle and Fundraising Day should be a place for those conversations. We created the Fundraising Day program to get at the heart of these issues, and provide the fellowship you need to continue those conversations until next year’s Fundraising Day and beyond.

When taking on this role, it was paramount that we create a program that was reflective of our community, bringing in new faces, new organizations and highlighting those who cracked the code on the issues that block us from doing our work and achieving our important missions. The fundraising superheroes are walking amongst us -- and they are coming to and speaking at Fundraising Day.

With the help of our program committee (who are the real champions here and are listed at the bottom), we crafted a program that includes these topics and many more:

• For those that are having trouble hiring and retaining your fundraising talent -- “Attracting & Retaining Fundraising Talent in a Post Pandemic Landscape”
• For those that are sick of raising your entire budget every year --  “Building a Resilient Fundraising Program: The Impact of Sustainer Giving”
• For those that want to use the tech shifts to propel your operation, but aren’t sure where to start -- “Fundraise with AI: Leverage AI to Increase Fundraising Results, Including Conversations and Demos”
• For those that wonder “what are my funders really thinking?!” - “Funders Panel: Site Visits and Other Ways to Connect”

These sessions, the true bread and butter of our gathering, will be bolstered by two keynotes, meant to spark discussion and move us forward as an industry:

• Our Morning Keynote - “Resourcing Communities: The Role of Fundraisers in the Social Change Ecosystem.” Farra Trompeter (Big Duck), Shawnda Chapman (The Ms. Foundation for Women) and Mari Eva Mendes (Girls for Gender Equity) will explore the question at the core of our work. How do we honor donor investments while creating change?
• And our Penny Stoil Luncheon Keynote with Jennifer Jones Austin, the CEO and Executive Director of FPWA, an anti-poverty, policy and advocacy organization with 170 member agencies and faith partners. Jennifer has led and secured monumental changes in social policy to strengthen and empower the disenfranchised and marginalized and brings to her work a profound understanding of the link between race, poverty, law and social policy in America, and the role religion plays.

And beyond sessions, we brought in more personalized help and opportunities for fellowship, including:

• Two dedicated networking sessions to meet new fundraising friends and reunite with ones from the past;
• All-day roundtable opportunities to learn in an intimate environment, where you can ask questions and troubleshoot with experts in niche areas;
• And double the Flash Coaching opportunities to gain valuable career insights from sector experts.

And there’s a co-working room this year, because some Zooms you can’t cancel.

There will be coffee all day, and a sponsored happy hour after the sessions. Come gather, learn, share and then find us and let us know what you thought.

And finally, and most importantly, this is only possible because of our Programming Committee. Each is an expert in their field and a wonderful human being. Thank you for being on this ride with us. We’re lucky to know you.

• Funmilayo Brown, Founder and CEO, Layo Philanthropic Partners
• PK Drago, Account Manager, Lautman Maska Neill & Company
• Lucretia Gilbert, Chief Philanthropy Officer, Elton John AIDS Foundation
• Thomas E. Moore III, Executive Director, American Friends of the Louvre
• Carmel Napolitano, Vice President, Lindauer
• Caroline Ver Planck, Associate Director, Community Fundraising, Make-A-Wish Metro New York
• Judy Cuker Sussman, Director of Corporate Relations, Brooklyn Museum
• Farra Trompeter, Co-Director, Worker-Owner at Big Duck

We’ll see you on June 14th --

Lisa Keitges is a nonprofit fundraising consultant and the founder of East 5th Strategies, established in 2019 in her tiny East Village apartment. Now, she works, thinks and connects at the intersection of social good, systemic change and philanthropy across the United States and Europe. Formerly of Orr Group, NYU Langone Health, the Wilson Center, and others, Lisa’s client base spans two continents and have missions close to her heart - international relations, education, the rights of women and girls, equality for marginalized communities, arts and humanities, and social services, among others.

Susan Sharer is the Vice President of Development of Prospect Park Alliance, the non-profit that sustains, restores and advances Prospect Park. She joined the Alliance in 2013, and moved up the ranks to her current position managing a team of six. Prior to the Alliance, Susan served as the Director of Special Events at the YMCA of Greater New York and Director of Individual Giving at The Film Society of Lincoln Center.  In spring 2018, Susan received a Certificate in Business Excellence from Columbia Business School after participating in their Senior Leaders Program for NonProfit Professionals. She has a BA in Psychology from Vassar College.

Chapter Leadership Brief 4.19.24

by Craig Shelley, CFRE
President, Association of Fundraising Professionals New York City Chapter
Partner + Chief Growth Officer, Orr Group

Fundraising Day in New York is fast approaching! Since my earliest days in fundraising, this was one of my favorite experiences each year and that’s only become truer over time. Fundraising Day in New York has always served as an energizing place where you can witness our community of nonprofit leaders come together, learn new skills, see friends, and make lots of new ones.

This year’s conference promises to be no different. I’m proud to be presenting with my friend and partner in leading AFP-NYC, Jonah Nigh, in a session titled “Leadership, Strategy, and Inclusive Fundraising: Moving the Field Beyond Virtue Signaling”.  We’ll cover some of the hotter and more challenging issues facing the sector and, most importantly, try and move us beyond talk to understand how we can act and lead change. Our work is too important and the causes we’re seeking funding for are too critical at this time in history for us to avoid plain talk and bold action. I hope you’ll join our session.

The day promises to be full of engaging topics and presenters. My inspiring friends Lisa Keitges and Susan Sharer are co-chairing the dynamic program committee and have delivered a set of subjects and speakers I can’t wait to learn from. I can’t stand those conferences where a bunch of consultants make presentations that are actually just sales pitches. This won’t be that. Fundraising Day in New York has gathered a cohort of speakers you don’t know, but should, who will be discussing the things you are talking and thinking about and sharing insights and ideas you’ve not thought of.

Just as importantly, this day also will be FUN. My business partner and friend, CJ Orr, serves as the event chair and has pushed to ensure this year takes a step increase in terms of the quality of the experience.  From small features like built-in networking time to big additions like our first-ever Fundraising Day in New York hosted Happy Hour, CJ and his team are making sure this experience befits the preeminent one-day conference in the realm of philanthropy.

So much of this event is made possible by our event sponsors. I’m so proud that my firm, Orr Group, decided several years ago to invest in this conference as a platform to advance our field. I’m grateful Development Guild DDI has joined us this year as a Keynote Sponsor. I’m pleased Blackbaud and Public Interest Registry are sponsoring our Happy Hour (to know me is to know I really like Happy Hour). To see so many significant organizations seeing the value in participating in Fundraising Day in New York and helping to facilitate this important gathering feels like a step forward for our fundraising community.

All this is a long-winded way of saying, sign up for Fundraising Day in New York. It’s a unique and meaningful opportunity to celebrate with, expand, and learn from your community. Register today (before rates go up on 5/1) to save your seat. I’ll see you there if not sooner.

Craig is a trusted partner and advisor to the nonprofit sector’s most ambitious leaders. He advances the missions of nonprofits by bringing a change-management and entrepreneurial approach to strategy, organizational development, fundraising, and board optimization.

In addition to his direct work with clients, as a Partner and Chief Growth Officer at Orr Group, Craig helps to set the course for the firm’s continued success. He leads the firm’s Impact Group, focused on identifying and meeting the needs of its nonprofit partners and projecting its best practices and viewpoints across the sector, as well as its Growth Team, which is responsible for our brand, marketing, communications, thought leadership, and business development efforts.

Beyond his role at Orr Group, Craig is a Certified Fundraising Executive (CFRE) and frequently speaks at conferences and publishes articles on leadership and philanthropy. Craig is President of the Association of Fundraising Professionals’ New York City Chapter, is a member of the Global Association of Fundraising Professionals’ Leadership Institute Advisory Committee, and serves on the Editorial Advisory Board for NonProfit PRO. Prior to joining Orr Group in 2013, Craig was the National Director of Development and Corporate Alliances for the Boy Scouts of America. In this position, he was responsible for leading annual fundraising, corporate partnerships, and alumni relations for the organization. He also provided training, support, and consulting to nearly 300 local Boy Scouts affiliates, which collectively raised over $250 million annually.

Orr Group is a full-service consulting firm that specializes in the business of philanthropy. To learn more about how we help nonprofits grow, scale, and sustain their impact, contact us today.

Chapter Leadership Brief 4.19.24

by Madeleine Durante
AFP Outstanding Young Professional, 2024

I was deeply grateful for the opportunity to attend my first AFP-ICON conference and receive the 2024 Outstanding Young Professional award. Over four days, I was blown away by the generosity and care of fellow fundraisers sharing their learnings and pushing the profession forward. They made it clear that philanthropy has roots in collective care practices spanning time immemorial, as well as in anti-democratic, unequal practices of power over others. How we use and reimagine the tool of fundraising — and create the field’s future — is up to each of us.

Through the wisdom of particularly Black and Indigenous leaders on the main program stage and throughout the conference, I saw practitioners reimagining fundraising in the here and now. I witnessed collective care and collective power, and left hopeful about the possibilities of the field to evolve.

Resource mobilization and collective care
Panels such as Adrienne Taylor, Victoria Mullins, and Lauren Elyse Tudor’s Philanthropy is Black History amplified that collective giving is foundational to Black history — and bound to our nature. As their panel beautifully asserted, “The impulse to give is at the heart of our existence.”

The panel cited the practices of Black philanthropists past and present, as well as giving practices Black philanthropists have anchored in — from spaces of worship to digital organizing — that forge collective action and care for one another. These practices are ancestral and inform the future of fundraising. For instance, as the panel shared, giving circles are on the rise, which can focus on giving “by and for” impacted communities (see the 2023 Philanthropy Together Collective Giving Report). As a proud giving circle alumna myself (I can’t speak highly enough about New York’s own North Star Fund’s People Power Giving Project!), I can attest to the power of individuals coming together to mobilize resources while building relationships.

Over the conference, others asked me often as a “young professional” honoree how I see fundraising and giving practices shift across generations. While younger people may have less access to disposable income due to rising inequality, stagnating wages, and the student debt crisis (just to name a few!), I see fellow millennials as well as Gen-Z possess a sharp political analysis of the role of giving in public life. I see them using the resources we have to look out for one another, and to insist that redistributing resources is a political act. Young people are participating in actions like abortion access Fund-a-Thons, community giving fundraisers such as GLITS’ successful one million dollar fundraiser to purchase housing for Black trans women, and using GoFundMe to support community members with gender-affirming care costs. These practices are deeply generational yet responsive to our current time.

The future of philanthropy and democracy
In Nikole-Hannah Jones’ phenomenal keynote, she and Nneka Allen discussed the binds of philanthropy — and how a tool reputed as in service of the public good can be a threat to democracy and free expression. As thinkers from INCITE! to Edgar Villanueva to Robert Reich have cited, western philanthropy has its roots in a privatized economic system that neglects the common good. At the same time, the word “philanthropy” at its root, as any fundraiser will readily tell you, means “love of humanity.” We know that sharing resources is an ancient practice across cultures and countries of origin.

 Nikole-Hannah Jones and Nneka Allen discussed the now-infamous case of when UNC Chapel Hill invited her for a tenured role, only to withdraw the invitation after a $25 million major donor publicly avowed to pull his support if the role were granted to her. The ability for major donors to dictate the terms of a free press and education should be alarming for anyone concerned with civil liberties. Lawsuits targeting BIPOC-centered grantmaking, or that seek to ban race equity programs, add to the threats particularly to groups that center racial justice.

But within Jones’s remarks were grounds for hope. Rather than fight for the role at UNC, Jones recounted that instead she accepted a chair role at Howard University — mobilizing donors to raise the same sum of $25 million herself to support the HBCU’s program training journalists to rigorously cover the state of democracy.

This example reminded me that philanthropy has been structured by exclusionary systems. But it’s also a practice that can be re-imagined and reworked by individuals who understand that resources can and must be mobilized in service of justice.

Community-centric fundraising in action
At this AFP-ICON, community-centric fundraising (CCF) practitioners took their rightful place as creative thinkers co-leading new futures of fundraising.

The brilliance of CCF’ers came together in Rachel D'Souza-Siebert, Rickesh Lakhani, Abigail Oduol, and Leah Rapley’s Moving Toward Equitable Futures: A CCF Panel. Fundraising leaders discussed practical implementations of CCF principles into their workplaces. They shared their experiences through approaching donors as partners, and engaging them as advocates in the struggle for justice, allowing them to not only run more equitable programs but also to raise more money. I was struck by the panelist’s reminder that how we do the work is equally measurable and significant to how much money we raise.

We have the data already to show that the old way isn’t working. AFP-ICON marked the release of the Fundraising Effectiveness Project report for 2023, which reflects the continued downward trends in donor participation and retention since 2020 — and what other sources report that, accounting for inflation, is indicative of a 20-year decline.

We have an opportunity to try new practices as fundraisers, to build more resolute communities of donors and activists. And our landscape makes clear — from attacks on multiracial democracy to declining numbers in traditional donor participation to fundraisers, particularly fundraisers of color, leaving the profession at concerning rates — we cannot afford not to.

Attending AFP-ICON and learning from leaders who are deepening donor relationships through empathy, collective action, and a resolute commitment to equity buoyed me with inspiration. This work is BIPOC-led — and it requires all of us. I left recommitting to do my part to co-create healthy, thriving, and equitable work cultures and organizations. I am grateful for the opportunity to learn from visionary speakers, and committed to acting on their lessons on collective care, democracy, and community-centric fundraising. I hope you will join me in continuing these conversations and putting these principles into practice!

Madeleine Durante is a fundraiser and resource mobilizer for social justice. As Director of Donor Retention & Direct Response at MoveOn, the nation’s largest independent progressive advocacy group, Madeleine leads MoveOn’s sustainer, donor retention, and multichannel integrated fundraising for grassroots and midlevel donors. Prior to MoveOn, Madeleine held a variety of fundraising roles at Planned Parenthood, primarily in midlevel fundraising at its national office. Madeleine also served as co-chair of PPFA’s LGBTQ employee resource group. She is a proud board alumni and volunteers with the New York Abortion Access Fund, and received AFP-Global’s 2024 Outstanding Young Professional Award. When not fundraising, Madeleine loves to enjoy the city’s arts and music cultures, read, and spend time in her neighborhood park.

Chapter Leadership Brief 4.5.24

by Erica Joy West
Charitable Investment Counselor, Bergen Volunteer Medical Initiative | Coach and Independent Consultant

As April ushers in National Volunteer Month, it’s a time of celebration for the invaluable contributions that our volunteers make to our organizations. And the volunteers that are universally regarded as our most valuable and important are the Board of Trustees--- guiding the strategic direction of our organization, serving as ambassadors of our mission, and catalysts of philanthropic support.

For volunteers who serve such vital leadership roles, are our Board members equipped with all the resources they need to make the impact we expect from them?

Very early in my career as a fundraiser, I attended a check presentation ceremony with a Board member recognizing the amazing work of our mental health organization. We were one of a few nonprofits to receive this recognition that would be awarded on stage, in a large auditorium, at the local community center.

When it was our turn to take the stage, the funders proudly handed us one of those oversized paper checks that was graciously accepted by a highly esteemed Board member.  He enthusiastically stepped up to the microphone. And in his brief remarks I heard him refer to the consumers we served with chronic mental illness, as adults with developmental disabilities. I was stunned and confused. I remember standing there scratching my head wondering, “when did we start doing that?”  

As a completely green professional I wanted to soak in every word from the staff and volunteers who passionately advocated for our mission. And I quickly realized we took for granted that our closest champions knew how to be strong ambassadors for us. Although this was an unintentional mistake by the Board member, using the right language to educate the community on the differences between mental illness and developmental disabilities was essential for him to know and to be able to communicate to others.  

This lovely man who served on the Board, was giving his time, energy and making financial contributions for people with mental illness, he deserved to be prepared with how to be a passionate, articulate spokesperson for our organization—by using the right language, telling impactful stories, and sharing how we make a difference in peoples lives.

I wish I could tell you this was an isolated incident, and that I never saw another Board member struggle to talk about the cause they care about. But as I’m sure you know, that’s unfortunately not the reality. After my early experience, I now  take the time and energy to provide skill based workshops for Board members on fundraising, storytelling, engaging in conscious conversations, and asking for support. I’m proud that the CEO and Board Chair at the Bergen Volunteer Medical Initiative set aside dedicated time at every Board meeting to teach and engage Board members in discussions on their roles as ambassadors. I am a witness to this work paying dividends. The Board’s confidence and enthusiasm for sharing our mission within their networks has grown. And ultimately our patients will benefit from having a stronger team advocating for their right to access necessary medical care.

As you think about your own organization--- How are your Board members telling your story?  How can you empower your most important and valuable volunteers to be stronger ambassadors of your mission?  

Erica Joy West Is the Charitable Investment Counselor for Bergen Volunteer Medical Initiative (BVMI), provides free healthcare for working uninsured adults. As a skilled fundraiser with 20 years in nonprofit and institutional advancement, Erica has shared her knowledge of community needs to help hundreds of individuals and corporations make a meaningful difference through charitable giving. Now, as the Charitable Investment Counselor with BVMI, she is dedicated to helping people realize their philanthropic ambitions, for themselves, their families, and society to affect change for healthcare in New Jersey.

In 2020, Erica began using her talents as a Master NLP transformational coach to empower female professionals to develop fierce self-confidence and make powerful shifts in their communication to transform their relationships. She is passionate about the personal and professional advancement of women by helping them amplify their impact to change the world.

Erica serves on the Board of Trustees for the AFP-NYC Chapter, sitting on several committees as Vice-Chair of Communications, Chair of Sponsorships and Partnerships, and Professional Advancement. In her spare time, Erica is a fitness instructor, Stand-Up Paddle boarder, rock climber and outdoor/fitness enthusiast.

Chapter Leadership Brief 4.5.24

by David J. Mack IV 
Vice President of Communications, Sophist

In the ever-changing universe of fundraising, innovation is the key to success. 

As Vice President of Communications at Sophist and a dedicated advocate for active philanthropy, I've had a major role in the establishment and development of Text-to-Pledge® (TTP), the groundbreaking platform that redefined how nonprofits engage with donors and drive contributions. In the major gala environment, TTP changed the live appeal paradigm from analog to digital. The process has directly generated more than $250MM for causes and their beneficiaries since. Much of the giving has come from first time donors to client organizations, and Text-to-Pledge’s true bottom line impact for orgs is in the billions.

In the wake of unprecedented challenges posed by the shift to remote operations, nonprofits faced the daunting task of maintaining fundraising efforts amidst uncertainty. This spurred Sophist to innovate the Text-to-Pledge® (TTP) hybrid model, a groundbreaking solution that seamlessly transitioned traditional onsite services to remote deployments. Leveraging proprietary, cutting-edge technology, Sophist reshaped TTP to be deliverable from anywhere to anywhere, allowing nonprofits to transcend geographical barriers and connect with donors on a global scale. Average gift sizes and average participation rates have both improved as a result of the modifications made during Covid. This shift not only underscored the resilience of the fundraising community but also highlighted Sophist's thought leadership during times of adversity.  

Upon returning to the ballroom post-pandemic, we saw an opportunity to increase stage management of the live appeal for organizations who still preferred an onsite presence. Thus, the Text-to-Pledge presenter role was born. By placing a certified TTP presenter on stage, production value increased and ultimately overall engagement rates spiked. This deliberate approach is not merely about delivering a message but about using proprietary best practices in order to orchestrate an experience compelling donors to act.

At the recent Fresh Air Fund Silver & Gold Soirée, our innovative approach yielded remarkable results, with a staggering 35% donor participation rate, dramatically above the national average. This achievement serves as a strong case study. Further leveraging Text-to-Pledge via the presenter role unlocked a unique opportunity to amplify fundraising initiatives while fostering enduring connections with supporters. The experience of leading the appeal at the Fresh Air Fund gala reinforced the importance of authenticity and storytelling in driving engagement and donations. 

As the first ever certified Text-to-Pledge presenter, I personally experienced the privilege of being the conduit through which donors can truly connect with the cause, leading to greater support and participation.

Reflecting on the monumental growth of TTP adoption in 2023, where the average participation rate exceeded 20% and the average pledge soared above $1000, fills me with optimism for near limitless scale. As we continue to harness the power of innovation and storytelling, the future of fundraising is brimming with possibilities. Through our collaborative endeavors, we can lay the groundwork for a world where philanthropy knows no bounds.

Emerging from the Text-to-Pledge landscape, the annual Non-Profits Night Out™ (NPNO) gala in New York City brings together the industry's most notable nonprofits and event vendors to drive business and donations. Far from being merely an evening of celebration, NPNO is a gathering that honors fundraising event professionals, nonprofit leadership, major donors, and their collective impact on the philanthropy sector. NPNO attendees collectively steer upwards of $1 Billion in social impact dollars each year, all of which benefit the local community. The vibrant environment fosters the exchange of new ideas, strengthens relationships, and facilitates the creation of new charitable opportunities, with generous sponsors underwriting the entire event.

As we continue to innovate and adapt, Sophist remains committed to shaping the future of philanthropy. Our collective efforts pave the way for a world where generosity breaks down barriers, where technology and storytelling converge to create lasting impact. Together, we can build a brighter future for all, fueled by the power of innovation, collaboration, and compassion.

David J. Mack IV is a Charleston, South Carolina native and holds a degree in Neuroscience and Behavioral Biology from Emory University. While navigating his science studies, he found a parallel passion in public relations, communication, and nonprofit endeavors. During his time at Emory, David immersed himself in volunteer work at Egleston Children’s Hospital and other charitable organizations, gaining firsthand experience in fundraising and nonprofit management.

Post-graduation, a fortuitous reunion with college classmate Reed Baker, a Philosophy graduate, sparked a collaborative venture. David appreciated Reed’s direction, vision and understanding of Philosophy which led to the creation of a special event production company called Sophist.  Through Sophist, David championed numerous nonprofits in New York and the Tri-State area, introducing innovative initiatives like Text-to-Pledge®, the FIRST onscreen text messaging functionality in the nonprofit special events space.  Text-to-Pledge has since raised over $250 Million directly while originating billions of dollars in charitable donations via a multitude of donor engagement strategies.

David continues to embody the spirit of Charleston and his upbringing by promoting creativity, dedication, and commitment to positive change through philanthropy. Additionally, he is the first ever certified Text-to-Pledge presenter as well as an ordained minister.

To learn more about Text-to-Pledge® and how to include David Mack in your fundraising efforts, reach out to campaigns@texttopledge.com

Chapter Leadership Brief 3.22.24

By Robin Merle, CFRE
President, Robin Merle Associates, LLC
Founder, TheProfessionalGuide.com

Retaining and motivating staff is a BIG topic in our profession.   The churn of fundraising staff in and out of organizations continues.  Staff who have exited their organizations talk of toxic cultures, unrealistic expectations, limited resources, and bad managers who still operate like gift officers rather than leaders.  “I wasn’t even able to speak to a donor.  I wrote briefings,” goes a typical complaint.

If you’ve risen up the ranks from asker to tasker, you can improve your chances of retaining team members by leaning into your role as a relationship-builder.

The Secret to Success
Great fundraisers can be excellent managers if they possess an essential quality for success: intellectual curiosity about people.

Marcus Buckingham wrote in the Harvard Business Review, “Great managers are fascinated with individuality for its own sake.  Figuring out what makes people tick is simply in their nature.”

Doesn’t this sound like the same approach we use to raise major and principal gifts from individuals?  We conduct research and do our homework to figure out what makes a prospective donor tick.  We ask questions to determine their passions and understand the choices they’ve made.  But how many of us take the time to ask those same questions about our staff? More importantly, how many of us act on this knowledge to bring added value to our fundraising? 

Encouraging Creativity and Open Communication
I’ve always believed that good ideas can come from anywhere, at any time.  People’s talents do not stop at the perimeters of their job descriptions.  Here are some examples of what actually happened when staff were encouraged by their managers to think creatively beyond their functions and felt safe enough to speak up:

• A database operator, who majored in botany, noticed patterns in the data he was inputting and suggested a new market segment for the organization’s next direct mail appeal. It worked.
   
• A development assistant, who used to work at a media company, was taking minutes at her nonprofit’s gala meeting.  She heard about their need for an auctioneer and volunteered to reach out to her former company for talent.  Instead of relegating the assistant’s idea to the side, her executive director told her to go for it.  They got an auctioneer.
   
• A major gifts officer, who had once been an intern with Pencil, knew her organization’s back-office capacity for gift acknowledgment was failing.  She volunteered to reach out to Pencil to recruit and mentor interns for her organization.   One of the interns was hired.

Creating an inclusive environment that encourages staff to share their ideas without judgment or censure is critical.  The rewards are immediate because staff feel seen.  They’ve been able to make a difference, which is one of the driving motivations of mission-driven humans.

How Not to Manage
Consider the alternatives, gleaned from the streets of New York: 

• A development associate who helps trustees host events in their homes is told by a new manager that he is no longer allowed to speak to the trustees, despite long-standing relationships that have yielded close organizational ties. Trustees will now be handled by the new manager.
   
• An annual gift officer cultivates a donor to make a major gift.  The donor is moved to the portfolio of a major gift officer she may or may not know.  The annual gift officer is no longer a point of contact, ending the organic arc of the relationship.
   
• A prospect research director is asked to provide a list of the 15 wealthiest individuals who graduated from the University, without comment or insight, despite her many years of institutional knowledge that could unlock the key to their passions and new gifts.
   
• A campaign manager, who is building a prospect pipeline, is told there is no need for him to attend the meetings about annual giving, despite data showing that all principal gift donors began by making a modest first gift.  His portfolio of leads dwindles to the usual suspects.

How much knowledge, opportunity, and money is left on the table when a rigid management style dictates how relationships should be cultivated? 

For those of us who just can’t help getting to know our staff and what drives them, managing to their unique talents and lived experiences is as natural as getting to know a prospective donor and asking for her support.  The bonus of this approach:  turnover is much less. 

This isn’t about “wearing many hats,” nor is it about instilling kumbaya in your team.  It’s about establishing an open, creative environment that is inclusive and values individuality.  It’s about allowing individuals to contribute in ways that make them feel successful, appreciated, and responsible.  Staff are not told to be accountable.  They choose to be this way.   When staff stretch their talents beyond the fences of their roles, it’s time to celebrate them not rein them in. 

Easy Ways to Get Started

• Invite staff who may not normally attend a meeting to sit in, particularly if you know they have institutional knowledge or just joined your organization and have no preconceptions.|
   
• Listen to staff without interruption or answering emails.   Ask a follow-up question (or two) before passing judgment. 
   
• Begin a sentence by asking “What do you think?”  You’d be amazed at how often this is not asked at meetings where managers are trying to solve problems.
   
• Re-read the resumes of your staff that are filed away.  Take special note of the bottom section which usually contains interests, education, travel.  Ask them if their outside interests are helping them in their roles.

A version of this article was originally published in “Move Forward,” the blog for www.theprofessional guide.com. 

Reference:  Buckingham, M. (2005, March).  What Great Managers Do.  HBR’s 10 Must-Reads on Managing People.

Robin Merle, CFRE serves on the Board of the Association of Fundraising Professionals-New York City.  She is Co-Chair of the Chapter’s Mentorship Committee and a member of the Education Advisory Committee of AFP-Global. 

Robin has more than 35 years’ experience as a senior executive for nonprofits.  Previously, she served as the Senior Vice President and Chief Development Officer for Hospital for Special Surgery (HSS). With her team, she planned and led three consecutive campaigns, raising more than $500 million and attracting more than 145 volunteers.

More recently, she served as the Vice President of Institutional Advancement for John Jay College of the City University of New York and Executive Director of the John Jay College Foundation.  She subsequently founded and became the President of Robin Merle Associates, LLC, which offers high-level consulting to nonprofits and their boards.

Robin is a three-time former Vice Chair of National Philanthropy Day-New York. She also served on the board of the New York Women’s Agenda and Women in Development, New York (WID) and is a member of the Planning Committee for the Johns Hopkins University Women’s Leadership Conference.

As the author of the award-winning book, Involuntary Exit, she is a frequent webinar host and guest on radio and podcasts, as well as an active blogger and contributor to LinkedIn. Connect with Robin on LinkedIn and subscribe to her blog on her site.

Chapter Leadership Brief 3.8.24

by M. Angel Flores
Senior Vice President, CCS Fundraising

In a previous article, I shared data from Giving USA that confirmed nearly half of legacy gift donors first learned about the personal benefits of making such a gift from their charity. Beyond the inherent responsibility wealth stewards or donor advisors have to partner with donors and ensure they understand and therefore can take advantage of the significant benefits of making a legacy gift, there are the added benefits to our profession of providing donors the dignity of dying with their affairs in order and restoring reciprocity to this sacred relationship.

In a recent study, Dr. Russell James confirmed that there is little to no (0-10%) disparity when looking at donor giving rates by bequest when broken down by broad racial categories (white, black, Hispanic) as defined by the federal government. Admittedly, these categorizations are far too limited and limiting, but that is a topic for another time. Dr. James found significant disparity (~50%) in the percentage of individuals who had an estate plan. This data, coupled with the fact that only a third of U.S. adults have a will, is deeply concerning. Improving rates of will creation in an area where nonprofits can have a significant impact.

I will share a personal example. All of my grandparents died without a will for many reasons, chief among them was they had little to no estate to speak of and they did not have the resources or wherewithal to connect with a professional advisor. When my mother was 24 and working for a nonprofit Catholic hospital, she had an opportunity to meet with a financial advisor provided by the hospital. During that meeting, my mother was encouraged to save for retirement and set on a path towards financial security and independence that she shared with my father. By comparison, my father, who was a lifelong government employee first with the U.S. Marines and then with the USPS, was never afforded an opportunity to meet with a financial planner. Fast forward to today and they are both retired – something that was never a possibility for their parents.

My brother and I are also beneficiaries of the forward-thinking and deep care that the hospital had for their employees by providing that service. That meeting had a ripple effect that is felt to this day.  My family story highlights the power of nonprofits when they expand their sights beyond simply asking for donations and instead look to give back to their community in a substantive way.

Another more recent example of the power and dignity a will confers came in the aftermath of Aaron Bushnell’s protest, the US Airman who self-immolated and ultimately passed away on February 25. Various news agencies reported on his will, which immediately sparked my interest.

At only 25, the contents of his will ranged from the typical (financial assets designated to charity, Palestinian Children's Relief Fund); to the practical (a friend was given custody of Aaron's cat); to the quirky (another friend was bequeathed Aaron's stash of root beer); to the poignant (request for his "ashes to be scattered in a free Palestine" should that come to pass and those living there be open to his wish.) While I am still processing these tragic events, I am struck by Airman Bushnell's seriousness of purpose to create a will to protect his assets, to care for what he loved, and to uphold his beliefs beyond this life.

As wealth stewards and donor advisors, we hold a unique responsibility to normalize will creation for our donors as well as our nonprofit’s broader community. The implications go beyond that of the wealth transfer, which in and of itself is incredibly significant, to building and protecting intergenerational wealth and democratizing philanthropy. The potential for wealth stewards and donor advisors to guide a generational shift in estate planning and will creation because of the unique space we hold at the intersection of philanthropy, legacy, and money in our society is one that we cannot ignore.

To begin to shift your fundraising culture, consider the following steps:

1. Learn how certain types of giving vehicles and assets can provide substantial benefits to donors
2. Lead with those benefits in your educational and marketing materials to empower your donors
3. Build a resource list of local professional advisors – wealth managers, tax advisors, financial planners, estate attorneys – to help donors, particularly those in the global majority
4. Host regular sessions with professional advisors for your broader local and donor community to learn about financial and estate planning tools
5. Segment these sessions by generational cohort and tailor the content accordingly

M. Angel Flores (she/her) is thrilled to serve as AFP NYC Secretary. She is a Senior Vice President with CCS Fundraising, currently leading the firm’s Gift Planning Practice Group, focused on identifying new ways to diversify and increase revenue for CCS’s nonprofit partners. Angel is a highly motivated, results-oriented, and compassionate executive with nearly two decades of experience working with and within organizations in all sectors, planning and managing campaigns ranging from $20 million to $4 billion. Within CCS, Angel has held a number of leadership positions. She led her NY-based team’s mentorship program; founded and led the Working Parents and Caregivers Community, CCS's first employee resource group (ERG); founded Refresh and Reaffirm (R&R,) an employee-led health initiative that offers meditation and movement classes; and she was a founding member of CCS's DEI Working Group. In addition to AFP NYC, she volunteers on the Board of the New York Philanthropic Planned Giving Group. Angel currently resides on the historic lands of the Munsee Lenape, Schaghticoke, and Wappinger Peoples with her family. She draws on her dance, yoga, meditation, and Ayurvedic training to maintain her flexibility and strength in mind, body, and spirit. Find Angel on LinkedIn.

by Bre Alexander
Content Marketing Manager, iWave

To boost donor engagement and maximize fundraising efforts, nonprofits need to think creatively and implement new strategies.  In this post, we’ll explore five fundraising ideas that can help nonprofits cultivate stronger relationships with their donors, expand their reach, and create a sense of community surrounding their cause.

From hosting unique events to donor surveys, these ideas will provide practical approaches to enhancing donor engagement. 

Let’s dive in!

1. Host a Unique Event

The event you'll want to host depends on your organization type and mission. Aim to think outside the box and deliver events relevant to the donors you're looking to attract.

A few ideas include:

Host an interactive event: This is an excellent opportunity to showcase your organization's impact and accomplishments through demonstrations, presentations, and exhibits. Interactive events provide attendees with a firsthand experience of your nonprofit's work and creates networking opportunities.

Outdoorsy adventure fundraiser: Plan a charity hike, bike, run, or dance-a-thon. Participants can gain support through pledges from friends and family as they take on a physical challenge. These events not only promote health but a sense of camaraderie among participants. Fundraising events also have a high potential of reaching a large number of people due to the nature of them being promoted through social media channels by the participants.

Art exhibit/auction: Organize an exhibition and auction featuring local artists and community members. The auction portion of the event will provide funds for your cause. An exhibition combines philanthropy with the appreciation of art and can attract a unique, diverse audience interested in supporting local art and your organization. 

It's important to note with any event that a well formed project plan needs to be in place before moving forward.

2. Peer-to-Peer Fundraising

Peer-to-peer fundraising (P2P) is a strategy where supporters of your organization raise funds on the nonprofit's behalf through outreach to their family, friends, and colleagues. It can turn your supporters into fundraisers, leveraging their networks to expand your organization's reach and impact.

How it typically works:

Your donors become fundraisers: Recruit existing donors, volunteers, or people passionate about your cause. Provide them with the tools and resources they need to succeed, such as online fundraising pages to facilitate their efforts.

Personalized fundraising pages: Each supporter creates a unique online fundraising page that outlines their story, explains why they're participating, and highlights their goals and what they wish to accomplish. This page often includes videos, images, and progress updates to keep donors informed and engaged.

Sharing/asking for donations: Supporters reach out to their networks through various channels such as social media, email, phone, and personal conversations. They publicly share their fundraising page and solicit donations. The fundraiser's connection to your cause generally resonates with their networks and motivates them to contribute.

Team formation: P2P fundraising often involves teams of fundraisers who collectively work towards a common fundraising goal. This can foster friendly competition and collaboration, creating a sense of purpose and community.

Progress tracking: Donors and fundraisers can track the progress of their campaign through live, real-time updates on the fundraiser's page. This transparency keeps donors engaged and motivates the fundraiser to reach their goal.

Recognition: These can include personalized thank you messages, badges, leaderboards, public acknowledgements, or even rewards for your top fundraisers.

Benefits of P2P fundraising:

• Data and donor acquisition: P2P campaigns often generate valuable data about your donors and potential supporters, helping you expand your reach for future campaigns.
• Cost-effective: P2P leverages existing supporters, reducing your organization's outreach and marketing efforts.
• Increased reach: P2P taps into your donors' networks, enabling you to reach a much wider audience.
• Enhanced engagement: Your supporters become more actively engaged in your cause, deepening their commitment to your organization.
• Trust and authenticity: Personal endorsements boost the authenticity and credibility of your efforts.

Remember, the success of any P2P fundraising campaign hinges on nonprofits providing fundraisers with comprehensive resources and support. Effectively communicate the impact of donations, set achievable goals, and maintain communications throughout.

3. Offer volunteer opportunities

This idea may seem like a no-brainer, but if you need to offer more volunteer opportunities, now is the time to start! Again, evaluating what's most important for your nonprofit while weighing what will interest potential volunteers to get involved is essential.

Here are a few ideas to get you thinking:

Skill-based volunteering: Offer your supporters who have specialized skill sets such as marketing, web development, or graphic design to offer their support and expertise on particular projects and initiatives.

Virtual volunteering: Develop opportunities that can be done from anywhere, specifically remotely. Offer opportunities to help, such as online research, translation services, content creation, or mentorship programs.

Wellness programs: Create volunteer-run wellness or fitness programs such as yoga classes, mindfulness workshops, or outdoor clubs to encourage and promote mental and physical well-being.

Customizing your volunteer experience and recognizing your volunteers' contributions are important to fostering a successful volunteer program.

4. Personalized thank you notes/videos

37% of donors are annoyed if an organization doesn't thank them for their contributions. What about the other 63%? The lack of a thank you could impact their future donations even if they don't say it. 65% of donors would give more if they knew the impact of their contribution. 

Keeping your donors happy and engaged can be as simple as a personalized thank you letter outlining their contributions' impact. 

Here are a few steps to consider when crafting a perfect thank-you letter:

1. Be intentional: Thank you letters need strategic planning to ensure they include both thought and intention.
2. Handwritten is best: Though handwritten letters may seem outdated, it's a surefire way to show your thought and appreciation to your donors.
3. Make it personal: When you're writing a letter, make sure you know who to address. This could be the primary donor or donors if it is a private donation or the CEO if it is a corporate gift.
4. Define the impact: Make sure you understand their giving affinity and use it to tailor the message to tell the story of the impact they made. For example, if your food bank receives a donation, find a way to demonstrate how many meals the donor helped provide.
5. Consider including a CTA: Creating a specific ask about a current or upcoming campaign allows you to increase donor engagement while increasing donations. Be sure to evaluate if it’s appropriate to include an additional ask in any specific thank you note.

Related: Get the Donor Thank You Letters Cheat Sheet

5. Donor surveys

Donor surveys provide valuable insights into your donors' preferences, motivations, and organizational satisfaction levels. By gathering feedback directly from supporters, nonprofits can refine their strategies, enhance engagement, and improve donor stewardship. 

Let's look at some different types of donor surveys that are commonly used:

Feedback surveys: Gather specific feedback on events, campaigns, or fundraising initiatives. Feedback surveys help you understand what worked well and what needs to be improved.

Donor preference surveys:  Dive into your donors' interests and preferences, including the types of projects and programs they would like to support, their motivations for giving, and their preferred communications methods. 

Donor experience surveys: Explore your donors' experiences, from first engagement to ongoing involvement. They aid nonprofits in identifying touchpoints where donors may encounter friction. Donor experience surveys enable your organization to create a more streamlined, engaging donor journey.

Nonprofits can use several methods to distribute and collect surveys:

Online: Using web-based survey platforms or email
Paper: Can be distributed at events, mailed to donors, or included in direct mail campaigns
Phone: Consider utilizing volunteers or outsourced services to gather donor feedback

When conducting donor surveys, respecting your donors' privacy and time is important. Ensure your survey questions are straightforward and provide opportunities for donors to provide feedback. 

In closing

Increasing donor engagement is an important goal for nonprofits aiming to increase their efforts and make a greater impact.

Incorporating these fundraising ideas and strategies can strengthen the overall effectiveness of your organization.  By fostering deeper relationships, leveraging networks, and providing meaningful opportunities to get involved, nonprofits can create sustainable support.

Bre Alexander is a content marketing manager at iWave. She has a diploma in Marketing and Advertising Management and has found her passion for empowering nonprofit organizations through her work. A self-proclaimed geek, Bre has used her unique skill set and experience to create engaging content and help implement new processes. Bre is outgoing, creative, and determined to continuously learn and grow.